TORONTO 10-24-22

TORONTO EDITION

Welcome Home: WORKING WITH RELOCATORS IN TRANSITION My Crystal Ball: You CAN Predict You’ll Be Successful Selling Real Estate

INCORPORATING CHARITABLE GIVING

FEATURED AGENTS

IN YOUR REAL ESTATE PRACTICE

CARLOS NUNES FAISAL HAM COVER STORY

THE ROSEMARY FERRONI TEAM

mailto:mag@topagentmagazine.com

Top Agent Magazine

3

Incorporating Charitable Giving in Your Real Estate Practice

As real estate professionals, taking part in the community and serving others is central to a long-lasting practice. After all, agents are in the business of homeownership, building a financial future, and helping their clients begin new and fruitful chapters. With that in 4

mind, how might an agent deliver that spirit of service in a broader sphere?

The truth is, charitable giving offers nothing but upsides. Contributing to a worthy cause is a noble and meaningful endeavor, but it

Top Agent Magazine ®

Top Agent Magazine

Contributing to a worthy cause is a noble and meaningful endeavor, but it also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network.

also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network. If charitable giving is an idea you’ve toyed with, or a practice you’ve engaged in only now and again, here are a few ways to make it a foundational element of your business and a win-win for all.

Find causes that speak to you.

Donating funds or resources can feel anonymous if you’re divorced from the organization you’re working with. While national and international charitable organizations are certainly effective and worthwhile, you might consider partnering with local chapters of those organizations, or identifying hyper-local organizations that address need in your state, county, town, or even your own neighborhood. The first step to establishing a charitable relationship is to find a cause that you genuinely care about. For many, animal rescue is a tangible cause where resources and volunteership are always welcome. For others, children’s health and advocacy is a calling. Regardless Top Agent Magazine

of your personal passion, participation can be big or small. From sponsoring a local youth sports league to partnering with an area animal shelter for their annual spay-athon event—there are all sorts of ways to make a difference.

Unite your team for the common good.

One way to make charitable giving a staple is to do it in arm and arm with others. Supporting a local cause is a great way to bring your team together in a unifying capacity. Hosting coat drives in winter, blanket drives for local animal shelters, or backpack drives for needy students at the start of the new school year— all are straightforward and highly useful, direct ways to give to your community as a team. It’s also important to set collective goals as a way of keeping people motivated and accountable over time. Offices are productive, but often hectic spaces.

Injecting a collective goal with a positive, tangible result can create an ambiance of goodwill and generosity—both of which are worthwhile attributes to cultivate as

Top Agent Magazine ®

5

the leader of your team. Lastly, consider timely giving as a way of connecting your team to their community. Natural disasters, local fundraising drives, and improvement funds are all direct ways your team can contribute, while they themselves reap the benefit in the community.

Include clients in the process.

You’ve likely heard of charitable donations made in the name of your client as an alternative to the classic closing gift, but there are a few ways you might update this method of giving. For starters, consider including your clients in the selection process. Do they have a special cause that’s close to their hearts? Likewise, you might

6

consider making regular, consistent giving a part of your routine post-closing. Instead of following up with your yearly poinsettia plant or pumpkin, you might find a cause in their neighborhood or township that you can support in their name. It’s wise to choose something apolitical, but a cause that’s hyperlocal to their area demonstrates unique thoughtfulness.

There are plenty of ways in which society as a whole can benefit from charitable causes that build goodwill in the world, support those less fortunate, and bolster a positive future. Incorporating charitable giving in your business model is a generous way to make this mentality a central tenet of your team and a defining characteristic for your clients to remember.

Top Agent Magazine ®

Top Agent Magazine

THE ROSEMARY FERRONI TEAM

Top Agent Magazine

7

Based in the Hamilton-Burlington area, The Rosemary Ferroni Team got its start in 1989, and since then has grown to include her husband Rick in 1994 and their son AJ in 2010 along with extended family.

With strong family values at the center of everything they do, The Rosemary Ferroni Team help put their customers on the road to success in real estate. Rosemary founded her business on these values when she got her start in 1989, and since then her team has grown to include her husband Rick in 1994 and their son AJ in 2010 along with extended family. Working out of their 8 Copyright Top Agent Magazine

family home office and consistently ranking in the top 1% of realtors in their area, Rosemary and her team combine expertise in their field with their trademark caring and compassionate service to provide a true boutique real estate experience.

Based in the Hamilton-Burlington area, Rosemary and her team serve the area from Top Agent Magazine

the US border all the way to Oakville. In addition to the Hamilton Burlington board, they also belong to the Toronto Real Estate Board. A solid 75% of the team’s business comes from repeat and referral clients, a testament to the lasting relationships

Top Agent Magazine

they form. “Family values have always been our foundation,” AJ says. That’s the team’s guiding principle, he explains: “Everything we do has to fit with that foundation of family values, and it must benefit the customer.”

Copyright Top Agent Magazine 9

Rosemary and her team serve the area from the US border all the way to Oakville. In addition to the Hamilton Burlington board, they also belong to the Toronto Real Estate Board.

When it comes to marketing their listings, the team pulls out all the stops to ensure optimum presentation and exposure. “We stage the homes and hire a cleaner,” AJ says. “My father, who owned a landscaping business, will even do the landscaping sometimes! We like to say that we are getting the home ready for the Oscars: that home only has one chance to make a first 10Copyright Top Agent Magazine

impression when it comes out on that red carpet, and we feel we have to capitalize on that opportunity.”

This includes professional photos, 3D renderings of the house, and dusk shots, sometimes including drone shots. “That helps turn the property from a house to a home in the eyes of the buyer,” AJ says.

Top Agent Magazine

“It provides more benefit to a buyer looking at the home, which in the end benefits the seller.” Overall, he says, “We believe that our customers need to be successful before we’re successful, so we do everything possible to make them successful.”

Top Agent Magazine

Community is important to the Ferroni team, and they have been involved in youth baseball and hockey in their area.

Rick and Rosemary were high school sweethearts at Bishop Ryan High School, were married in the school’s chapel, and

Copyright Top Agent Magazine11

continue to support the school, sitting on the Parent Council as community representatives to this day.

Looking toward the future, AJ says, “We want to stay boutique while also hiring more members with the same values to come work with us not for us. We plan to stick with the foundation of family values and putting customers first.”

Rosemary says, “We have fun doing this.

Talking with our clients is like talking with family, and people like coming here for that reason.” AJ agrees. “When people come to sign offers, we have food on the stove and sometimes they will stay and eat with us. Our customers become part of our lives, and we become part of their lives.”

To learn more about The Rosemary Ferroni Team, please call 905-870-6629, email coachferroni@hotmail.com or find them on Facebook –The Rosemary Ferroni Team and on Instagram -Rosemaryferroni1 12Copyright Top Agent Magazine

Top Agent Magazine

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

Top Agent Magazine

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

Top Agent Magazine ®

13

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

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

First, think about a client’s everyday experience.

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

Where might your client swing by for coffee?

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

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

Customize your approach to clients As an agent, it’s only natural that you build your own daily routines and practices that keep your business running. While it’s necessary to create positive habitats that streamline your workflow, it’s also important to remain adaptable. For instance, Millennial clients may prefer to chat by text, instant 14

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

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

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

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

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

Top Agent Magazine ®

Top Agent Magazine

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

Top Agent Magazine

15

My Crystal Ball:

You CAN Predict You’ll Be Successful Selling Real Estate ►Carla

Cross, CRB, MA

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

16

Top Agent Magazine ®

Top Agent Magazine

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

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

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

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

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

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

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

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

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

Top Agent Magazine ®

17

Are You Lead Generating on Purpose?

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

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

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

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

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

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

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

18

Top Agent Magazine ®

Top Agent Magazine

CARLOS NUNES Originally from Portugal, Carlos Nunes has always been drawn to real estate. He would get his start as an agent in Portugal in the early 90s, where he drew from his strong roots in the area to build a network of satisfied clients and colleagues that spanned the country. Over time, though, he was inspired to take his work to the next level, and after relocating to Canada in 2004, he would go on to join the elite team with Right at Home Realty—that has been the #1 brokerage in the GTA for 9 consecutive years. No brokerage sells more real estate in Canada’s largest real estate market. The rest is history.

Today, Carlos is a REALTOR® with Right at Home Realty, where he assists clients all throughout the Greater Toronto Area. Combining his years of experience with his penchant for client service, he has developed a proven workflow to meet the needs of any buyer or seller.

When listing a property, Carlos prefers a comprehensive strategy. Starting out, he helps his clients prepare their home for the market, providing them with a suite of staging and photography services. From there, he broadcasts their listings to a highly targeted blend of digital and social media campaigns, as well as trusted outlets like flyers to the surrounding neighborhoods. Along the way, he caters his approach to the direct needs of each client, ensuring a seamless transaction throughout.

close to 22 deals per year, between purchases, sales, and leases, he remains focused on the standards that have consistently set him apart. “More than anything, I enjoy utilizing my understanding of our business to benefit my buyers and sellers,” he says. “For me, real estate comes down to being honest and transparent with your clients—no matter what.”

Outside his career, Carlos is dedicated to his community, volunteering to help seniors at his local Portuguese club throughout the year. When he’s not with clients or giving back, he can be found taking the occasional vacation, exploring North America on his motorcycle, or spending quality time with his family; in fact, his daughter is currently pursuing her own real estate license, with hopes of teaming up with him in the near future.

Looking ahead, Carlos has exciting plans for his business. As his volume maintains its steady growth, he intends on opening his own office, leveraging the leading edge resources at Right at Home Realty to extend his reach throughout the region. “For many people, it can be a stressful time to purchase or sell a property,” he says. “Because of that, I’m here to take the pressure off my clients, whether they need advice, help with moving, or a contractor referral down the road. At the end of the day, there’s nothing more rewarding than seeing them realize the dream of homeownership.”

Elsewhere, Carlos is just as attentive when assisting his buyers, thoughtfully guiding them to the right investment for their best interests. Moreover, he keeps in touch long after the deals are done through regular check-ins, cards at the holidays, and market updates—all to make sure his clients are thriving in their new homes.

Over the years, Carlos has earned a fantastic reputation throughout the GTA, with the vast majority of his volume coming from repeat clients and referrals. Now averaging Top Agent Magazine

Contact Carlos Nunes at (416) 391-3232, visit carlosnunes.ca and rightathomerealty.com www.

www.

Copyright Top Agent Magazine 19

Welcome Home:

Working with Relocators in Transition People stage moves for all sorts of reasons.

From the joyous and pre-planned, to the unfortunate and unexpected, new chapters begin with the help of an agent. When you’re working with buyers from a different region, state, or country, the typical complications of a transaction can be compounded. So, what’s a savvy agent to do?

For starters, envision the big picture. Relocators have extra obstacles between them and 20

their dream home. They don’t necessarily know which neighborhoods are ideal for their lifestyle, what they should budget for utilities, what type of homeowner’s insurance is ideal, or how they can tour, let alone close, on a house from afar. All in all, it’s a tall order, but if you can manage a relocation transaction successfully, you could tap into a sizable pool of clientele. Think of it this way: if you’re the shining star of a relocator’s moving process, their word-of-mouth praise could be

Top Agent Magazine ®

Top Agent Magazine

exponential. Likewise, a winning reputation within that client’s corporate sphere could lead to lucrative, stable referrals and partnerships for years to come. Here are a few key ways to help clients navigate the relocation process with minimal stress and maximum results.

Create a full-scale timeline for you and your client that makes expectations clear.

Moving is already one of life’s biggest stressors, but relocations have a dozen more moving parts that your average deal. Consider creating a master-plan of sorts to help you and your client visualize the steps required to achieve success in the midst of a relocation.

Even from afar, your client will be able to refer to the roadmap you’ve set. Likewise, this makes sure you and your client are on the same page regarding expectations, timelines, and checklists. Assemble an articulated, overarching gameplan also helps demystify the process and lower stress. Instead of clients wondering what’s next, what’s needed, who to call, and when to be ready—handy guidelines of your own devising will be at their fingertips.

Top Agent Magazine

Attune your communication style so that nothing goes overlooked or miscommunicated.

Establish early on how your client prefers to communicate and which methods should be excluded. Also, make sure to outline what timeframes are ideal to communicate in, and how often they expect to hear from you with status updates or follow-ups. Some clients might prefer a more hands-off approach that lets you manage most details behind the scenes with updates only when progress is made. Most clients in the midst of a serious relocation, however, will prefer to be in touch more frequently. Customizing is key. If they prefer text messages and emails over calls, that’s a helpful detail to know from the outset. If they prefer face-to-face video chats or can only speak after business hours—those are also key parameters to work within. The less mystery and hassle, the better.

Be a local resource with vetted recommendations and vendors on-hand.

Relocating homeowners may not know the best neighborhoods and their amenities, or where the best school districts are, which areas are high-traffic, or where their dollar might stretch a little further. Identifying your clients’ goals can help narrow this field, but you’ll also want to be careful not to overwhelm them with information. After all, they’re taking on a huge life transition and making a move as an outsider. You’ll want to serve as a onestop-shop who can remove some steps and stress from their organizational obligations.

Have a contractor who can get a head-start on home projects while clients make the move?

Top Agent Magazine ®

21

Excellent. Or, perhaps you can provide an out-of-state agent referral so that clients can sell their existing property in a timeline that works in conjunction with their new purchase. Make yourself a community expert and a connector, and you’ve won a client— and their referrals—for much longer than a single transaction.

Think outside the box when weighing variables.

Relocations aren’t your typical transaction.

You’ll need to do a bit more planning to avoid pitfalls along the way. For instance, have you considered how you’ll tour homes with clients if they live hundreds of miles away?

Are there time zone differences to factor in?

22

If clients are relocating from another country, are there any special visa or naturalization considerations? How will their belongings travel? Are there pets to relocate? There are plenty of questions to ask and plan for, but the key is to be communicative and thorough up front. The more information and planning time you have, the smoother the transition will go.

There are certified real estate agent designations you can pursue that set you apart for your experience when it comes to relocations, but in lieu of those—arm yourself with the planning details and methods that will make your client a raving fan. In the process, you’ll up your game, create a happy client, and hopefully field similar business for years to come.

Top Agent Magazine ®

Top Agent Magazine

FAISAL HAM Now ranked among Greater Toronto’s Top 25 REALTORS® Under 25, Faisal Ham has always been drawn to a life of client service. He would launch his career in sales at the age of 17, where he quickly established the tireless work ethic and business acumen he would later need to thrive as a multi-million dollar producer. However, following a chance meeting with Mase Rasti, one of the leading agents in all of Canada, Faisal was inspired to switch tracks, earn his license, and join the award-winning Rasti Team. The rest is history.

Since then, Faisal has gone on to author an accomplished career in real estate, establishing a network of satisfied clients that spans Toronto, Mississauga, Oakville, and the surrounding areas. There, he has cultivated a workflow around the core values of integrity and expertise, which allow him to meet the needs of any buyer, seller, or investor.

When listing a property, Faisal is there for his clients each step of the way. After helping them fully prepare for the market, he shares their listing via a highly targeted blend of digital and social media campaigns. He also leverages the Rasti Team’s extensive sphere of influence to give his clients an international reach—even traveling abroad to locations like Dubai, where he can pitch their listing to a global network of investors. “Canada is truly one of the world’s greatest real estate markets,” he says. “With our population growing by almost 430,000 people per year, we’re seeing developers and business minds from around the globe looking to invest in our potential.”

Elsewhere, Faisal is just as attentive when assisting his

buyers, thoughtfully uncovering the right property for their best interests. In fact, he keeps in touch long after the deals are done to cultivate a lasting relationship and stand as their ongoing home-advocate for years to come. Over the years, he has earned a fantastic reputation throughout the Greater Toronto Area, with 99.9% of his volume coming from repeat clients and referrals.

Now averaging over $100 million in annual volume, Faisal remains committed to the proven standards that continue to set him apart. “Our team will always go the extra mile for our clients. Right from the start, we’re honest, straightforward, and proactive. After all, owning a home is among our most basic needs, and we won’t settle until our clients find exactly what they want.”

Throughout the year, Faisal contributes to charities like Save the Children and UNICEF, which provide support to underprivileged children, mothers, and families.

When he’s not with clients or giving back, he can be found spending quality time with his friends and family or enjoying all the vibrant culture Toronto has to offer.

As his volume maintains its steady growth, Faisal intends on further expanding his clientbase throughout the world. In the meantime, though, he looks forward to all the new connections that await. “When you buy or sell a home, you’re trusting someone with one of your most valuable assets,” he says. “Because of that, my goal is to make the process as enjoyable, seamless, and fun as possible for my clients.

The way our team sees it, our buyers and sellers are acquiring a friend to guide them through one of the most important transitions of their lives.”

To learn more about Faisal Ham email Faisal@RastiTeam.com, visit Rasti.Ca or call (905) 302-9500 www.

Top Agent Magazine

23

mailto:mag@topagentmagazine.com

24

Top Agent Magazine