TORONTO 11-7-22

TORONTO EDITION

Playing the Real Estate Matchmaker

EMOTIONAL FLUENCY:

HOW TO COMMUNICATE WITH CLIENTS WHEN TENSIONS ARE HIGH

FOLLOW THESE 8 DATING RULES TO ENSURE YOU MATCH YOUR CLIENT WITH THE PERFECT HOME FOR THEM

FEATURED AGENTS

ANTHONY MASON ARIF NASSER JANATH THEVATHASAN

6 THINGS ALL SUCCESSFUL NEGOTIATORS DO COVER STORY

MICKEY GALEKOVIC

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Playing the Real Estate Matchmaker –

Follow These 8 Dating Rules to Ensure You Match Your Client with the Perfect Home for Them When you think a bit more about it, the ultimate goal of a real estate agent serving a client is really to match them up with the perfect house for them, almost the way a matchmaker tries to find two people that will fit well together as a couple. When people are looking for a house, they often treat the process as a quest for “the one” house that will fulfill their dreams of living in the house of their dreams. Don’t be fooled. It is always a search for “the one”, at least when it comes to helping a couple or family find a home.

When you look at your client’s search for a home in this manner, then you might begin to notice some pretty obvious similarities 4

between shopping for a home today and online dating. In this day and age most people live a substantial part entire lives online. People socialize with their friends on Facebook, they meet potential friends in forums and online communities, and we now even search for our perfect mate online. Shopping for a home also happens to usually start online. When they begin this search, make no mistake; they are looking for the “one.” These people then turn to you, the REALTOR® to play matchmaker for them. It is your job to wade through the pool of eligible homes (bachelors) and sort through all the ones that are too expensive, too nerdy, not cute enough, not smart enough, etc. until you find the “one.”

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It makes sense then to consult the tried and true practices in matchmaking that help those professionals find the right people for each other, and see if any of them could also apply for matching your clients with their dream home. You’ll find that these 8 dating rules may just show you the secret to matching your clients with the perfect home.

back to the store if you’re not happy with your new home. It’s best to first help your client get prequalified. This is a tangible step that shows they are ready to move on to a new home. You want to make sure they are completely over their love affair with their previous home. You can even ask them for a sign or proof that they’re ready to move on.

Who Is In and Not In Your Client’s League? Know Your Client’s Price Range:

Be Genuine, Not Superficial

When a person is looking for a mate, it is a waste of time for them to even consider those potential mates that are clearly out of their league. These people won’t even stop to give them the time of day.

In the world of real estate the idea is the same. There is no point showing your clients houses that they can’t afford and will simply lust after without having any real chance of purchasing the house. It is your job to keep your client ground in reality, and help them be realistic in terms of price when choosing their next home.

Never Let Your Client’s First Impression of a Home Rule Their Decisions

Make Sure Your Client is Ready to Move On From Their Last Dream Home You’re job is also to make sure that your client is truly ready to move on from their previous home. This is a long term commitment, and they need to be absolutely sure they actually want to buy a new house. You can’t simply take the receipt Top Agent Magazine

When trying to manage the many pitfalls of online dating, on inevitably goes on a date where the other person looks nothing like their picture online. That can be just as big of a problem when looking for a house. When clients show you a particular house they want to visit, ask them to name something about the house that they like other than the aesthetics. This way you can see if they are simply infatuated with the way the house looks in those pictures, or if there is a deeper interest in the home that could become a deeper connection between your client and the house.

When your client first sees a house they have already been lusting after in their mind, they’re often so excited to finally be looking at it, especially if it does in fact look as good as it did in the pictures.

Make sure to encourage them to take some time before making such a big com-

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mitment, and don’t let their excitement push them into making a rash decision. It is your job to keep them grounded in reality. Push for your clients to do an inspection to make sure the house isn’t hiding any dark secrets. Sometimes the most charming facade can hide tons of slime and deadly mold.

Follow Your Heart (or Gut) People often laugh at and ridicule the idea of love at first sight, but when it comes to homes, the phenomenon can certainly happen. Your client may just find their perfect dream home at the very first place you take them. If you have a client that does insist this is the case, then you don’t want to try and rationalize with them or talk them out of their decision. You do, however, want to make sure you are watching out for their interest and make sure your clients take all the necessary precautions before they jump in headfirst.

See What Other People See in The Home – Do They See What Your Client Sees?

Have you come to the conclusion that your clients are being blinded by all of the twinkling windows and crystal clear water glistening in the backyard pool, and can’t see that the house they’ve fallen in love with is really just a dirty animal (maybe a pig) dressed up in nice clothes and lipstick. Ask your client if they would be willing to look at the house again with

their close friends, family, and anyone else they trust for a second opinion there to see it with them. If the house really is a dud, they’ll be able to see past any personal bias your client might have to the truth. They will be able to help your client see through the shining facade

Celebrate the Happy Union!

When a couple gets married they tend to throw a big party and celebrate their union. The same goes for the closing.

Your clients have just essentially married the house of their dreams, and now it’s time to rejoice. Congratulate them on their new union. Show your support for their new homeowner status by going to their housewarming party.

Help Your Clients Maintain Their Dream Home & Ensure a Lifetime of Happiness You can’t just disappear after the transaction is finished. Become their realtor for life by showing your clients how to maintain their dream home. Act as their resource for other professionals they may need to maintain the house such as handymen, plumbers, electricians, etc. Show them how to keep up with home maintenance so they don’t ignore problems that surface and end up with a much larger issue than they started with. Help them make sure their dream home lasts so they can live happily ever after in their home for a lifetime.

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MICKEY GALEKOVIC Top Agent Magazine

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Mickey Galekovic of Halton Hills, Ontario, leverages his two and a half decades of industry expertise to tackle the burgeoning real estate markets in his hometown, and he’s eager to share what he’s learned. “I’m taking on more of a mentorship role lately, helping newer agents that are coming online. I enjoy giving them guidance – when I first started 8Copyright Top Agent Magazine

out everything was more secretive, and now being at eXp Realty, it’s more of an agent centric community. Being able to share and help other agents grow their careers as well – I’m taking a lot of satisfaction in that.”

Twenty-five years ago, Mickey launched his real estate career alongside a colleague (whose Top Agent Magazine

father mentored the duo). “We just tried to figure out how to be good agents those first few years. Then I was introduced to prospecting, and that really changed the course of my career and helped me to stay relevant and have a long and successful career.” The pair went on to become a formidable team,

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and they were recognized as the number one credentialed real estate team in Canada from 2008 to 2011. “That was a great experience, and I’m glad I’ve aligned myself with great coaches and mentors along the way, and as you grow and evolve you start to do things in your own way.”

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Averaging between twenty-five and thirty transactions each year, Top Agent Mickey Galekovic works with eXp Realty, and services areas in and around Toronto.

Presently, in 2022, Mickey works as an agent with eXp Realty, and services areas in and around Toronto. He has averaged between twenty-five and thirty transactions each year for the past ten years, and he boasts a book of business that is over sixty percent repeat and referral clients. “I think people come back to me because I just stay in touch with them regularly – I’m genuinely interested in how they’re doing, how their work Copyright Top Agent Magazine 10

is going, what their dreams are. I want people to know that I’m here for them, and I’m not just calling as a sales call, so that they know I’m always available to help them with their goals.”

His dedication to client success, combined with the knowledge he has accrued over his career, has helped Mickey seize opportunities when given the chance and weather the downturns when they inevitably arrive.

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Mickey’s dedication to success extends beyond that of his clients’ and into the greater Toronto community. “I sponsor a hockey team called the Halton Twisters in the west end of the city, and it’s a big way that I like to give back.” He is grateful that, with COVID-19 restrictions

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loosening, the rinks have gradually opened back up, and he’s looking forward to reconnecting with his team and his clients. “The silver lining for the past couple of years was the opportunity to touch base with my clients and neighbors, and being able to support them.”

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As he closes his twenty-fifth year in the industry, Mickey is looking forward to budding opportunities for sharing success and spreading his knowledge. “I like helping people achieve their

goals, and especially right now since we’re in a challenging market, I like being able to use my skills and experience to really get the job done right and make them my clients for life.”

To learn more about Mickey Galekovic, visit getmickey.ca, email mickey.galekovic@exprealty.com, or call 416-576-9894 http://

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

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

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

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

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

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

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

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

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

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

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

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ANTHONY MASON With an emphasis on service and a genuine compassion for clients, Anthony Mason and his team set themselves apart. Coming from a construction background, Anthony brings a depth of experience to real estate that provides added value for his clients. He and his team are also known for being attentive and responsive to all their clients’ needs.

Anthony currently has two agents working under him, with plans to expand the team. They serve the greater Toronto area, and 75% of their business comes from referrals. It’s an impressive feat that speaks to the trust and confidence Anthony and his team inspire. “We are a very service-oriented team. I think that making my clients truly feel like they are the only client I’m working with is what keeps them coming back to me,” Anthony says.

Clients appreciate Anthony’s accessibility and honesty. “We strive to respond to all new leads and client inquiries within five minutes of being notified,” Anthony says. “I make myself available and put clients first. Because of my extensive construction background when it comes to home renovations, I can be brutally honest with my clients when we are walking through a home. In the last 12 months I have probably talked clients out of offering on a house at least two dozen times.” It’s this commitment to honesty and good advice that forms the basis for everything Anthony and his team do.

Anthony and the team stay in touch with clients through a variety of methods, including handwritten notes, which provide a personal connection that clients appreciate. When it comes to marketing his listings, Anthony uses platforms such as Facebook, Google Ads, Instagram and YouTube to ensure optimum exposure, including boosted ads to reach a wider audience. “What sets me and my people apart is that it doesn’t matter who you are or where you are, if you’re a qualified buyer or seller, we will serve you Top Agent Magazine

the same. No matter the price point, they get the same treatment, the same media package, and the same exposure, because regardless, everybody deserves it.”

Giving back to their community is important to Anthony and his team. Last year they did a food drive for Food For Kids, and plan to do one again this year. Anthony was also a jersey sponsor of his stepson’s hockey team last year. When he’s not working or giving back, Anthony enjoys golf and cooking.

Looking toward the future, Anthony plans to grow his team and coach newer agents. “I believe that we’re in an interesting phase in real estate,” Anthony says.

“We are implementing systems and taking on new advisors to help make sure my team and I are able to thrive through this transition period. We’ve built a clientele who trust us and believe in us and are truly part of our real estate family. They will continue to work with us and feel that they mean something to us.

I want to be sure everybody understands that they’re important to me and my team, and we genuinely appreciate the opportunity to earn their business.”

To find out more about Anthony Mason, please call 647-277-5097, email anthony.mason@amrealtygroup.ca or visit AMREALTYGROUP.CA www.

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Laughs!

Graham Harrop Graham Harrop Cartoons Cartoons

Putting the power of humour to work for you!

Putting the power of humour to work for you! grahamharrop.com

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Emotional Fluency:

How to Communicate with Clients When Tensions are High Managing emotions, expectations, and personalities are central to a successful real estate career. After all, this is a business based on relationships and interpersonal communication. Likewise, real estate is built on one of life’s central milestones—homeownership. This means that stress, disappointment, excitement, and competition are inherently 18

involved in the process. As an agent, you take on the real estate world every day, but most of your clients aren’t well-versed in the norms of the industry and are likely riding an emotional roller coaster throughout.

Acknowledging this, how do you steer the ship when emotions and tensions are running high?

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For starters, it’s not always intuitive. Just like you add tools to your arsenal when it comes to marketing, social media, or lead generation, you also have to add emotional tools to your repertoire. Here are a few ways to diffuse tense situations and keep clients on an even keel—even during the ups and downs of the transactional process.

Create realistic expectations from the outset and reinforce them as you go As a seasoned agent, some aspects of the industry may seem run of the mill to you, but may come as a shock to your clients. That’s

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why communicating expectations from the beginning can help create reasonable touchpoints in the minds of your clients. In addition to talking through the steps of the transactional process with your clients, consider writing out a checklist or compiling a buyer’s guide that can serve as a resource for them throughout. Think of it like a security blanket, but one that’s built by facts, figures, and anecdotal experience. If you paint a clear picture of what to expect, clients are less likely to be taken by the surprise and react impulsively as a result. What’s more, reinforce next steps, expectations, and possible outcomes as you go. If your client is left to wonder or guess at what’s ahead or

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what will happen, they will either envision the worst-case scenario and panic, or they’ll misjudge the next step and be disappointed or left anxious as a result. Minimize surprises by communicating regularly, clearly, and with all options on the table.

When unveiling a problem, come to clients with potential solutions in hand Any agent worth his or her salt knows that bumps in the road are likely to occur along the way. You can’t promise a transaction free of stress or unforeseen issues, but you can minimize the ensuing stress by preparing you client in advance for any potential problems, and by addressing any problems

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clearly and with solutions already in hand.

Clients are likely to become agitated if a problem arises and they can’t understand why or what it means. That’s why slowing it down, talking it through, and offering potential avenues for recourse can quell fears and remind clients why they chose you to facilitate the transactional process. This means you’ll have to vigilant, proactive, and on the ball. Of course, it’s much easier to be an agent when everything is going great and flowing naturally. It’s when things take an unexpected or negative turn that true talent is really tested. Accordingly, show your clients that you are confident and in control by remaining adaptable, communicative, and clear in your problem-solving approach.

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ARIF NASSER After traveling the world for over a year, Arif Nasser returned to Canada knowing he had to follow his passion. “I realized so many people in this world love what they do,” Arif explains. So he resigned from his corporate career and earned his real estate license in 2017. He hasn’t looked back since, and has built his business to great heights. Working as a solo agent, he provides one-on-one service to each buyer and seller he serves. His guidance and support at each step of the transaction sets them up for success and eliminates stress. Serving the Greater Toronto Area, the majority of his work consists of repeat clients and referrals. It’s a combination of his excellent communication skills, honesty and customer service that keeps them coming back.

“I’m very real and upfront,” Arif explains. “I’m not chasing the paycheck. Instead, I focus on the relationships I’m building.” This is something Arif has focused on from the very beginning, understanding that the key to endless growth in this field is connections. Arif is approachable and tailors the experience to his individual clients, never pressuring them to make decisions.

“I’ve worked with a set of clients for three years, helping them find a house. I’m very patient and I want to make sure they’re finding the right place for their needs.” He’s not afraid to tell his clients if he notices something bad about a property or if he thinks it’s a great opportunity. “Even if my buyers come to me and say they really like a home, I will tell them if I think we can do better.” This approach allows his clients to trust him, knowing he isn’t rushing them and only wants what’s best for them.

Blown away by his knowledge and ability to achieve their goals, clients spread the word about his work. One recently said, “We spent nearly a year looking for a very specific type of house, and Arif was a pleasure to work with throughout the entire time. He always took the time to understand the relative value of potential properties Top Agent Magazine

so we could show up to viewings prepared, and always remained patient and committed to our vision. He helped us act quickly once we found the right house, and his friendly and considerate attitude definitely gave us a leg up with the sales agent during the negotiations. I cannot recommend Arif enough!” Another wrote, “Arif is one of the best. He really takes the time to understand his clients’ needs and also the market. He conducts business in a way that’s professional but also friendly.

Purchasing and selling homes is one of the most stressful things you will do in your life but he makes the process feel easy.

Love working with him, we are very happy!”

During his free time, Arif can be found giving back to the community. He participates in various fundraisers throughout the year, donating to the Arthritis Society, participating in initiatives within the Aga Khan Foundation and more. Arif also loves spending time with his family and watching/playing sports. Some might say he is also a big adrenaline junky!

As time goes on, Arif hopes to keep building his business and increase his marketing efforts. He has no doubt found his dream career. “I love that every day is different. It’s always exciting.”

For more about Arif Nasser, please call 416-817-6337 or email arif@arifnasser.com 21 Copyright Top Agent Magazine

3 Mental Tricks That Will Take Your Business to the Next Level It’s no secret that running a successful business requires careful planning and a tireless work ethic.

Beyond those obvious ideals, it also takes the right mindset in order to capitalize on professional opportunity. In the world of real estate and mortgage lending, mental fortitude is a major component to reaching the next level and achieving longevity in a sector that requires so much self-discipline. With that in mind, we’ve compiled a few key mental tricks you can employ to reinvigorate your working philosophy. Incorporate these techniques into your daily mindfulness routine and your business will surely benefit.

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Visualization helps you work efficiently and keep your cool.

This may sound like one of the oldest tricks in the book, but there’s a reason why Olympic athletes and those serving in first-responder positions use visualization as a time-honored mental technique.

Not only does visualizing your daily tasks help you organize your mind, but it amps up your ability to focus on what’s important. Visualization also helps reduce stress in the moment, since you’ve already created a mental expectation of the task ahead.

Whether you’re preparing for a negotiation or a pitch to new a client—visualization primes your brain and affords you an extra sense of control as you tackle your day.

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Distill concepts into their simplest terms for ultimate understanding.

As an agent or loan officer, you’re likely juggling numerous clients and commitments on any given day. That’s why it helps to distill your responsibil22

ities in clear, definitive terms. Let’s say you have a meeting set with a client to outline a marketing approach for their property. You may understand the broad strokes, but beforehand, try verbalizing the exact takeaways you’d like to impart to your client. This may seem obvious, but one of the best ways to clarify your communication and ensure your complete understanding of a subject is to explain it aloud in its simplest terms. This crystallizes your main point and can come in handy if you drift off-topic or need to double-down on your message.

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Accept that mistakes will be made.

While it’s natural to fear failure, sometimes the dread of making an error can overwhelm your ability to perform. As the saying goes: don’t let the fear of striking out keep you from playing the game.

If you accept in advance that set-backs will occur, challenges will come, and things won’t always go accordingly to plan—you’ll be less confounded when hurdles do arise. What matters is keeping an even keel as you sort through unexpected delays or mishaps. Accepting that mistakes will happen allows you to shift your focus towards a solution or contingency plan. In other words, don’t spend your energy trying to achieve perfection. Aim high and work hard, but be in touch with reality: upsets are bound to occur. Accept this and you’ll be ready when they do.

The path to lasting success is ongoing, and there are bound to be challenges along the way. It takes mental fortitude to make it to the top, so keep these tricks in mind as you continue to grow as a person and a professional. Seeing situations in a new light can make all the difference as you adapt, evolve, and take your business to the next level.

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JANATH THEVATHASAN A longtime Durham resident, Janath Thevathasan has always been passionate about helping others. Starting out, he had an opportunity to learn the real estate business from the ground up while assisting his uncle, a prominent REALTOR® in the Greater Toronto Area. Inspired by these experiences, he would go on to pursue his license at 21 years old, while still attending his second year of university, and later launch his own career as an agent. In the 18 years since, he has gone on to author an accomplished career in real estate, establishing a network of satisfied clients and colleagues that spans the region.

Today, Janath is the Team Lead for The Negotiators, powered by RE/MAX Royal Properties, where he services clients throughout Durham and the surrounding areas. Leveraging his strong roots in Ontario alongside the elite members of his team, he has cultivated a boutique process to meet the needs of any buyer or seller.

When listing a property, Janath prefers a comprehensive approach. Starting out, he helps his clients fully prepare their home for the market, providing them with a suite of complementary staging, cleaning, and photography services. From there, he broadcasts their listings via a blend of highly targeted digital and social media campaigns. From start to finish, though, he is there for his clients, whether they need support storing their furniture or moving into their new home.

Elsewhere, Janath is just as attentive when assisting his buyers, drawing from his acute knowledge of the region to uncover the right investment for their needs. In fact, he keeps in touch long after the deals are done through frequent check-ins, market

updates, and even the occasional gift—all to make sure they are satisfied in their new homes. More than anything, he loves welcoming newcomers to his rapidly growing Durham community, from its thriving corporate sector to its dynamic culture and close proximity to Toronto.

With his team now averaging over 100 transactions per year, Janath is most heartened by the ways in which real estate allows him to leave a lasting impact on his buyers and sellers.

“In our business, you have an opportunity to have a generational effect on your clients,” he says. “For instance, I’ve helped parents sell their house and go on to buy two properties for their children. More than anything, being a part of that journey and seeing the joy of these transactions is so rewarding.”

Outside of real estate, Janath is dedicated to his community. On top of providing sponsorships for local events and youth sports leagues, he also supported a recent project to build homes in Sri Lanka, providing much needed resources to underprivileged communities. When he’s not with clients or giving back, he can be found playing volleyball or badminton, or spending quality time with his friends and family.

As his volume maintains its steady growth, Janath intends on expanding his team while further scaling the standards that have set him apart. “I have a genuine passion for all things real estate,” he says. “It’s never about the transaction; for example, I’ve even waved my full commission on deals where clients have fallen on tough times and need to transition into a better situation. What matters most is helping them realize their goals and improve their lives through real estate.”

To learn more about Janath Thevathasan, email TJanath@hotmail.com, visit teamnegotiators.ca or call (416) 562-0443 www.

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