ONTARIO 8-1-22

ONTARIO EDITION

6 WAYS TO

GET YOUR CLIENT TO TRUST YOU COOPERATION, NOT COMPETITION, CREATES MUTUAL SUCCESS FOR AGENTS SMALL YARD?

BIG STATEMENT:

HOW TO MAKE THE MOST OUT OF MICRO OUTDOOR SPACES

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WAYS TO TRANSFORM RENTERS INTO OWNERS

FEATURED AGENT

TOM MARASOVIC

COVER STORY

SARBJIT BATH

ONTARIO EDITION

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TOM MA

Toronto broker Marasovic is k deal. He follow footsteps in re built a brokera half-billion dol SARBJIT BATH TOM MARASOVIC sales. He leads 9 he does it all h CONTENTS can go against industry trends. For e doesn’t advertise or believe in making soc 4) COOPERATION, 19) 5 WAYS TO Top Agent Sarbjit Bath is a real estate broker, eos to promote a RENTERS listing. It mostly prom developer, and owner of a property management NOT COMPETITION, TRANSFORM firm based in Brampton, Ontario. he says, the client. Instead, Tom beli CREATES MUTUAL INTOnot OWNERS SUCCESS FOR AGENTS giving clients whatever they need. “I’ve Sarbjit Bath is a real estate broker, Brokerage, CEO of a Property Mandeveloper, and owner of a property agement Company, as well as over 22) 6 WAYS TOit's the people – you management firm based in Brampton, 15 years of corporate management people before me, Ontario. His professional titles include in the real 14) SMALL YARD? BIG experience and 15 yearsGET YOUR CLIENT MICP , Director of Commercial Divi- estate industry. Sarbjit is dedicated toimportant,” he says, “I speciali the most STATEMENT: TO TRUST YOU sion, RE/MAX RealHOW Estate Centre Inc., MAKE consistently provisioning TO high-quality specialize in what they want and what th THE MOST OUT OF MICRO OUTDOOR SPACES I can find anything that they need, whet Alaska, or wherever the house is.” ®

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success on people having a straightforward app No portion of this issue may be reproduced in any manner whatsoever withoutand prior consent of the publisher.

Top Agent Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top “ You don'tbyoverthink it, right? Just be Agent Magazine cannot be held responsible for opinions expressed or facts supplied its authors.

To subscribe or change address, send inquiry to mag@topagentmagazine.com. make a mistake, you made a mistake. Do Published in the U.S. forget the rest. That's it. That's what I try be a people person. That's kind of it.” Put Top Agent Magazine at Century 21 Best Sellers ahead of his eg

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Cooperation, Not Competition, Creates

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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SARBJIT BATH Top Agent Magazine

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Top Agent Sarbjit Bath is a real estate broker, developer, and owner of a property management firm based in Brampton, Ontario.

Sarbjit Bath is a real estate broker, developer, and owner of a property management firm based in Brampton, Ontario. His professional titles include MICP®, Director of Commercial Division, RE/MAX Real Estate Centre Inc., 8Copyright Top Agent Magazine

Brokerage, CEO of a Property Management Company, as well as over 15 years of corporate management experience and 15 years in the real estate industry. Sarbjit is dedicated to consistently provisioning high-quality Top Agent Magazine

service within the commercial and residential markets.

Sarbjit shares how he immigrated to Canada and worked in various management positions across several Fortune 500 companies. His experience in financial and IT consulting is extensive, notably working for Wells Fargo Bank & Deloitte Consulting.

Throughout his tech career, Sarbjit traveled extensively, eventually finding an affinity with the hospitality industry. This sparked his interest, and he began to plan a career shift.

In his journey to become a developer, Sarbjit first earned his real estate Top Agent Magazine

license and started working as an agent part-time, on weekends and evenings.

Eventually, Sarbjit took a six-month leave of absence from his lucrative corporate role. He says that this risk, “Had a huge impact on my real estate practice.”

After another six-month extension, and to the disappointment of his corporate team, Sarbjit made the choice to leave and launch his real estate career. He worked as a solo agent for two years and then opened his own brokerage.

Sarbjit laughs, “I was the new kid on the block.” He notes how his myriad of consulting and tech experience aided in his new professional endeavor. Within eight months, Sarbjit had 85 agents working under him.

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Sarbjit only does commercial real estate and primarily on land acquisitions, development projects, sale, and resale of commercial retail/industrial/office/land deals.

Sarbjit only does commercial real estate and primarily on land acquisitions, development projects, sale, and resale of commercial retail/industrial/ office/land deals. He has worked with multiple developers managing their sales and management of their projects.

He has been an avid investor all along his career to fulfill his long-term goal to start his own development projects and which he did a few years ago.

Sarbjit’s ongoing repeat and referral business is an astounding 90-95%.

When asked why clients keep coming Copyright Top Agent Magazine 10

back to work with him, Sarbjit says, “I’ve kept my ethics very strong.”

His track record is exemplary and has emanated professionalism from day one. Sarbjit strives to build credibility through hard work, persistence, consistency, and thorough research.

His extensive knowledge and intimate involvement in multiple levels of the real estate and development process make Sarbjit a valuable asset for anyone looking to build or buy.

Sarbjit shares, “From phone calls to meeting in person, I’m always commuTop Agent Magazine

nicating with my clients.” He markets current properties and projects via his own website. He shares how its simple and informative layout helps clients easily navigate up-to-date commercial listings. Sarbjit creates a separate website for each project to meticulously track listings and regularly updates the database.

Sarbjit’s many recent accolades include the tenth-ranking broker in Canada and the 25th in the world in year 2021 within Remax. He was ranked “number one commercial agent” through Top Agent Magazine

Remax real estate Centre’s multiple offices across GTA and surrounding cities, an association of experienced and reliable real estate professionals.

When asked what he enjoys about the industry, Sarbjit shares, “It was a new challenge.” He notes how he is an artist at heart, and always desired to create. His construction projects and development strategies are eloquently modern and uniquely Sarbjit’s own. He says, “I just love waking up every morning and embracing new opportunities.”

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In his free time, Sarbjit likes to read and write. He travels frequently, visiting his close-knit community of friends around the world. Sarbjit shares how he spent the pandemic thinking about the future of his business. He decided that he wanted to contribute something to the commercial real estate world, utilizing his reputable tech background.

This led to Sarbjit launching a start-up, with the goal of building an app for commercial real estate, which he is releasing tentatively in August 2022.

Additionally, Sarbjit wants to continue serving as a director within his brokerage, in order to help others in the community gain the skills they need to succeed.

For more information about Sarbjit Bath, email sarbjitbath@gmail.com, call 647-298-9940, or visit his website at sarbjitbath.com www.

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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 14

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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TOM MARASOVIC Toronto broker and agent Tom Marasovic is kind of a big deal. He followed his father’s footsteps in real estate and built a brokerage topping a half-billion dollars in annual sales. He leads 90 agents. And he does it all his way, which can go against industry trends. For example, Tom doesn’t advertise or believe in making social media videos to promote a listing. It mostly promotes the agent, he says, not the client. Instead, Tom believes in simply giving clients whatever they need. “I’ve learned from people before me, it's the people – your clients – are the most important,” he says, “I specialize in people. I specialize in what they want and what they need. And I can find anything that they need, whether it's here or Alaska, or wherever the house is.”

Tom stakes his phenomenal success on his focus on people and having a straightforward approach to sales. “ You don't overthink it, right? Just be honest. If you make a mistake, you made a mistake. Do your best and forget the rest. That's it. That's what I try to do and just be a people person. That's kind of it.” Putting his agents at Century 21 Best Sellers ahead of his ego, Tom doesn’t even have his name on his office door. “I don't believe in ‘I’. I believe in team forever, whether it's real estate or family or anything,” he says. “That's what I do with my clients. I just care, and I think they recognize that because everyone that you know probably knows 50 realtors. They could choose anyone. They could choose the big shots or they could choose the kind of a big shot that nobody knows is a big shot. I like it that way.”

Tom first learned the importance of putting people first from his father. What began as a reluctant part-time role blossomed into a full-time profession as his father’s health declined around 2012, but not before the senior Marasovic made a lasting impression on Tom. When choosing which brokerage to join later, Tom chose to work with the Century 21 broker who reminded him of his father. As that broker reached the end of his career in 18

2018, Tom bought the brokerage and the rest is history in the making.

Giving people what they need is more than a professional endeavor for Tom. He sees a need and he addresses it in a very hands-on way. Responding to their plight, he along with friends have raised money and distributed food to the homeless in Toronto. A band played while they handed out meals to draw attention to the issue. In another effort, he and close friends put together their own funds to benefit patients with Parkinson’s disease, which claimed his father’s life. When he’s not serving clients or in the community, Tom likes to be with his family, including his 2-year-old son. “He's my best friend right now,” Tom says. “He wears what I wear.

He wants to do what I do. He even carries my business cards in his pocket and his little hoodie.”

For the future, Tom is looking forward to organic growth in his brokerage. He will continue mentoring his agents in a highly supportive culture. “We just try to do whatever we can to make them successful, help them,” he says. “I give up so many of my own listings, so many referrals, to try to help as much as possible. I tell them you're the boss, you're the owner. Put it on your card.

Just whatever it takes to get you that deal to make you happy. Go ahead. Life is short.”

To learn more about Tom Marasovic, call 416.712.7355, visit c21bestsellers.com or email tom.marasovic@century21.ca Copyright Top Top Agent Agent Magazine Magazine

5 Ways to Transform

Renters into Owners Perhaps the largest demographic of untapped business lies in the rental market. From major cities and suburbs to rural communities—renters across generations are opting to rent rather than own. The question is: why? For starters, many Americans are undereducated about the inventory and financing options available that might suit their budget and lifestyle. Secondly, many would-be homeowners have difficulty Top Agent Magazine

visualizing the potential investment of purchasing property, and how homeownership can build wealth and security in the long-term.

As an agent, you’re always on the lookout for potential clientele. Now, to guide renters toward the real estate market, keep a few of these strategies in mind as you meet and greet this untapped demographic.

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Show renters that purchasing a home isn’t impossible

Possibly the biggest hurdle for renters is believing homeownership is possible. Beyond saving for a down payment and boosting credit scores, there are dozen more factors to consider: affording utilities, homeowner’s insurance, renovations, property taxes, and more. Besides that, assembling pay stubs, finding an agent, arranging house tours, negotiating a price, and timing the transition are all major considerations to surmount.

One way to combat this thinking is to make the process transparent and demystified. Find examples of past clients who made the leap successfully, or profile the average buyer in your marketplace and see how that renter compares. Provide evidence that it’s been done before and can be done again, then build a game plan from there.

into play. Consider making a checklist, or step-by-step road-map, that guides clients through the process from start to finish. This way, you’ll manage expectations and create a path to ownership that’s specific, instead of abstract. They won’t have to wonder what goes into buying a home when they can look at an interactive site or read a document and see the steps outlined before them, with you there to guide the way.

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Collaborate with mortgage professionals to find the right financing opportunities

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Help would-be homebuyers create a road-map to ownership

It’s no secret that buying a home can feel overwhelming. Compared to signing a yearlong lease on an apartment, taking on the house-hunting process is a daunting affair.

That’s where your expertise as an agent comes 20

Many renters aren’t aware of the variety of mortgage financing options out there that cater to first-timers, offer low down payments, or down payment assistance. Most buyers believe that the standard 20% down is a hard and fast rule, when in reality, there’s far more flexibility out there to cater to renters where they are. There are even loan options catering to freelance workers, renovation options, and other unconventional routes to ownership.

Work with a mortgage pro and find the route that suits your renter best.

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pay monthly in a mortgage—while building a lasting asset.

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Compare and contrast rental rates with monthly mortgage payments One way to convince renters to make the shift is to demonstrate the savings potential of paying into a monthly mortgage, rather than throwing away rent on a property they don’t own. To do this, draw up the average rental rates in your area, then find some potential listings that would demand a similar amount in monthly mortgage payments. Sometimes placing these numbers and images sideby-side can prove to renters that what they manage to pay monthly in rent, they can

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Paint the big picture

For most, renting isn’t the most sustainable financial option when it comes to housing.

Rents rise, families grow, and retirement looms.

Building a financial future and homeownership go hand-in-hand. When planned appropriately, buying a home can create a path toward retirement and position homeowners in a better place for further investment in the future. A rental has little security or investment returns to offer, while owning a home makes a renter king or queen of the castle.

Prospecting renters as potential homebuyers may seem like a time-intensive way to cultivate new clients, but logic is on your side.

Keep these tips in mind as you broach the conversation with renters in your hometown.

All it takes is clear-cut value proposition and a listening ear.

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6 Ways to Get Your Client to Trust You The word “REALTOR®” can leave a sour taste in some people’s mouths. Many of today’s home buyers and sellers grew up during the 2009 recession. They are wary of anything 22

or anyone who comes off as too salesy, and they want to work with individuals who they can trust.

But how do you prove to someone you’ve likely never met that you can be trusted?

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Put Testimonials or Case Studies on Your Website

When something goes wrong, own up to your mistakes. Don’t hide bad news from your clients. Be upfront and responsive.

Testimonials and case studies are social proof that you have both the experience and the skills to do the job your clients are hiring you for. People often leave testimonials when they are either incredibly disappointed or extremely happy with the service they were provided, so they’re a good indication to prospective clients of the treatment they’ll receive.

Case studies, which you can post on your blog or website, have much of the same effect, but even more than testimonials, case studies demonstrate your real estate and finance expertise because they explain how you achieved a specific set of results.

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Be Responsive and Accessible

Can your clients reach you easily? That doesn’t mean you need to be available 24/7, but you should respond to your clients within a few hours of receiving their message. When agents don’t respond to their clients’ calls or emails for days on end or fail to provide them with a direct line of contact, their clients’ experience can quickly become frustrating.

Agents are busy but so are their clients. If you constantly show up late to or reschedule meetings, your clients won’t feel like their time is respected or their business is valued. Make sure you set a realistic schedule for yourself rather than spreading yourself too thin.

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Be Honest and Transparent

Sometimes you don’t have the answer to a client’s question. Be honest about your strengths, weaknesses, and the limits of your knowledge. A good response might be, “I don’t know, but I can find out.” Be transparent with your clients, and they’ll respect you for it.

You should always act in their best interest.

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Go the Extra Mile

If you do the bare minimum, that’s what your clients will remember. Their experience won’t be memorable, and they won’t gush about you in online testimonials or in real life to people they know who could use your services. It’s that simple.

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Put Yourself in Your Client’s Shoes

Clients understand that you need to earn money, but that doesn’t mean they want to feel like they’re just a dollar sign to you. Be empathetic to your client’s concerns, even if you’ve heard it all before. Your clients should know that you are there for them.

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Be Consistent

Being responsive, friendly, and knowledgeable shouldn’t be an act. If you “turn on” your personality for clients and then suddenly become a different person when they leave the room, it’s likely that the cracks in your mask will eventually become apparent.

But “faking it till you make it” is so common it’s become a cliché. When we are starting out, we don’t always have the systems or resources in place to create a smooth client journey, from onboarding to closing, so instead we constantly try to reinvent the wheel. Give yourself time to pause, slow down, and reevaluate your workflow. Creating systems creates

consistency, and those systems can and should be constantly updated.

Developing trust between you and your clients will take time, but doing these things can give you a running start.

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