COMPETIT IVE

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Ready toREV UP yourBusiness? See next page for all the details!

engage. enhance. educate.

READY TO REV UP YOUR

BUSINESS?Facilitated by Conrad Zurini &

Rebecca Burdon

This exclusive course is designed to be the cornerstone of all our

training sessions offered to RE/MAX Escarpment & Niagara agents. We

have developed a training workbook called “REVVING UP” which will be your roadmap to success in

real estate. REV UP is new 4 week training program, plus 4 mastermind sessions, designed to help you take

your real estate business to new heights. Each of the mastermind workshops will involve an open

discussion and pen to paper work implementing the course material from the corresponding session.

NOTE: THIS COURSE WILL TAKE PLACE AT THE WINTERBERRY OFFICE.

REV UP Session #1: FRI. OCT. 12. 9:30 - 12:30Do you have what it takes? This session we will discuss discovering your Why, creating a Business Plan and focus on developing your Personal Brand. REV UP Workbooks will be handed out.

Mastermind Session #1: TUES. OCT. 16, 10:00 - 12:00Open Discussion & Workshop based on Session 1 content.

REV UP Session #2: FRI. OCT. 26, 9:30 - 12:30This session will discuss Lead Generating and the different avenues to acquire them. We will cover Lead Generating Activities, Building Systems and converting them into a transaction.

Mastermind Session #2: MON. NOV. 5, 10:00 - 12:00Open Discussion & Workshop based on Session 2 content.

REV UP – Session #3FRI. NOV. 9, 9:30 - 12:30How are you going to stand out from the crowd? This session we will talk about building a Marketing Plan and Strategize for the upcoming year.

Mastermind Session #3:TUES. NOV. 13, 10:00 - 12:00Open Discussion & Workshop based on Session 3 content.

REV UP – Session #4FRI. NOV. 23, 9:30 - 12:30Let’s win that Listing! This session we will focus on Listing Presentations. We will cover Objection Handling, Budgets, Closing and your Listing Marketing Plan.

Mastermind Session #4:TUES. NOV. 27, 10:00 - 12:00Open Discussion & Workshop based on Session 4 content.

PLEASE BRING YOUR WORKBOOK TO EVERY CLASS & MASTERMIND SESSION

REGISTER TODAY FOR REV UP! VISIT:

www.remaxescarpmentniagara.eventbrite.com

mon tues wed thurs fri

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8 9 10 11 12

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29 30 31REGISTER VIA EVENTBRITE:

www.remaxescarpmentniagara.eventbrite.com

NEXONE TRADE RECORD TRAINING 2 SESSIONS with Jennifer RodriguesOCT. 9: 10:00 - 11:30, St. Catharines OfficeREGISTER BY FRI. OCT. 5OCT. 23: 10:00 - 11:30, St. Catharines OfficeREGISTER BY FRI. OCT. 19

RE/MAX NIAGARA AGENTS ONLY PLEASE: Learn how simple it is to upload your transactions & listings into Nexone. Let us help you take all of the mystery out of it and provide you with a paper reference book that will walk you through it step by step. LAPTOP/DEVICE IS MANDATORY FOR THIS SESSION.

OCT9&

23

OFFICE MEETINGS:RE/MAX ESCARPMENTQueenston 10:30Upper James/Winterberry 1:30(@Winterberry Office)

**NIAGARA AGENTS ONLY**NEXONE TRADE RECORD TRAINING St. Catharines 10:00 - 11:30

**ESCARPMENT AGENTS ONLY** TECH DAY BOOTCAMPWinterberry 9:30 - 12:30

ACTIVATE YOUR REALINTROSt. Catharines 9:30 - 12:30

OFFICES & APPT CENTRE CLOSED

FORT ERIE GRAND RE-OPENING 4:00 - 6:00 PMFort Erie OfficeCome and have a drink and appetizer and check out the updated Fort Erie office with your co-workers!

OCT2

FORT ERIE GRAND RE-OPENINGFort Erie Office 4:00 - 6:00

OFFICE MEETINGS:RE/MAX ESCARPMENTAncaster 10:30

OFFICE MEETINGS:RE/MAX ESCARPMENTBurlington South 10:30Burlington Downtown/North 1:30 (@North Office)

OFFICE MEETINGS:RE/MAX NIAGARANiagara Falls/Fort Erie 10:30(@Niagara Falls Office)St. Catharines 1:30

**NIAGARA AGENTS ONLY**ST. CATHARINES HAPPY HOURThe Upper Deck 3:00 - 5:00

REAL PROPERTY & HSTQueenston 10:00 - 12:00

TRADING SECRETS OPEN FORUMSt. Catharines 10:00 - 12:00

**NIAGARA AGENTS ONLY**NIAGARA FALLS HAPPY HOURStrada West 3:00 - 5:00

SESSION #1Winterberry 9:30 - 12:30

SESSION #2Winterberry 9:30 - 12:30

**ESCARPMENT AGENTS ONLY**NEXONE TRADE RECORD TRAINING Queenston 10:00 - 11:30

**NIAGARA AGENTS ONLY**NEXONE TRADE RECORD TRAINING St. Catharines 10:00 - 11:30

HOME PROTECTION SOLUTIONSwith FCT HomeQueenston 10:00 - 11:30

**NIAGARA AGENTS ONLY**DOCUSIGN - THE MUST HAVETOOL St. Catharines 10:00 - 12:00

MASTERMIND #1Winterberry 10:00 - 12

LISTING FORMS FOR BEGINNERSAncaster 10:00 - 12:00

TECHNOLOGY TRAINING

MARKETINGTOOLS

BUSINESS DEVELOPMENTLEGEND: OTHER INFO SESSIONS &

SOCIAL EVENTS

THINGS TO DOOCTOBER 2018

ACTIVATE YOUR REALINTRO with Virginia Paul9:30 - 12:30, St. Catharines OfficeREGISTER BY FRI. OCT. 5

Did you know that Realintro profiles are going to be linked directly to our new website, coming out this fall? Now, a vibrant, relevant Realintro profile will be more essential than ever, and WE WANT TO HELP! If you currently have, or want a Realintro profile, this session will review how Realintro can be a valuable tool in your toolbox. The 2nd half of the session will involve HANDS ON experience to help you Activate your profile before the launch, so you can further maintain and grow your online presence. LAPTOP/DEVICE IS MANDATORY FOR THIS SESSION.

OCT10

OCT12

SEE PREVIOUS PAGE FOR DETAILS!

TO BOLDLY CLOSESt. Catharines 10:00 - 12:00

REGISTER VIA EVENTBRITE: www.remaxescarpmentniagara.eventbrite.com

REAL PROPERTY & HSTwith Virginia Tinti, LL.B, LL.M.10:00 - 12:00, Queenston OfficeREGISTER BY TUES. OCT. 9

Let’s solve some of the mysteries and misinformation out there, and understand how HST applies to residential property, to vacant land, to commercial transactions, to assignments and even to leases. The next time when you are in front of a client and have to make a split decision, you will be able to understand how to answer that question or refer your client to a lawyer or tax professional with expertise.

OCT11

DOCUSIGN: A MUST HAVE TOOLwith Jennifer Rodrigues10:00 - 12:00, St. Catharines OfficeREGISTER BY MON. OCT. 15

RE/MAX NIAGARA AGENTS ONLY PLEASE: Come for a quick hands-on session to learn how to send, sign, and approve documents from wherever life takes you! From Getting Started, to learning to connect Docusign with Webforms, and how to begin the signing process using the dozens of pre-made, easy-to-use templates. Keep your transactions secure and delight clients with an amazing customer experience! LAPTOP/DEVICE IS OPTIONAL FOR THIS SESSION

OCT17

OCTOBER 2018THINGS TO DO

TECHNOLOGY TRAINING

MARKETINGTOOLS

BUSINESS DEVELOPMENTLEGEND: OTHER INFO SESSIONS &

SOCIAL EVENTS

TRADING SECRETS - OPEN FORUMwith Team Finora10:00 - 12:00, St. Catharines OfficeREGISTER BY TUES. OCT. 9

This session will revolve around discussions with Team Finora about how to grow your business, work your client list, and enjoy a successful real estate career.

OCT11

NIAGARA FALLS HAPPY HOUR 3:00 - 5:00 PMStrada West - 7805 Lundy’s Lane, Niagara Falls

RE/MAX NIAGARA AGENTS ONLY PLEASE: There are plenty of new faces in the Niagara Falls office, so this is the perfect opportunity to mix and mingle with your fellow REALTORs, meet some new colleagues, and enjoy a drink together.

OCT11

LISTING FORMS FOR BEGINNERSwith Mike Cusano10:00 - 12:00, Ancaster OfficeREGISTER BY FRI. OCT. 12

This session is designed as a small group tutorial - ideal for the NEW AGENT! All questions are welcomed and encouraged. Topics to be discussed include: How to complete all Listing and related forms - step by step, How to explain this paperwork to clients, Seller Direction Statement - SPIS or not to SPIS - whose choice is it?, FINTRAC Who?, Who can and cannot access Seller’s property - Appointment Centre benefits, Included or Excluded? Rental or Lease to Own?

OCT16

ST. CATHARINES HAPPY HOUR 3:00 - 5:00 PMThe Upper Deck, 210 Martindale Road, St. Catharines

RE/MAX NIAGARA AGENTS ONLY PLEASE: There are plenty of new faces in the St. Catharines office, so this is the perfect opportunity to mix and mingle with your fellow REALTORs, meet some new colleagues, and enjoy a drink together.

OCT18

HOME PROTECTION SOLUTIONS with FCT Home10:00 - 11:30, Queenston OfficeREGISTER BY FRI. 19

In the ever evolving world of real estate, are you keeping up with the on-demand nature of the market? Are you meeting the needs of your clients; ensuring client retention and referrals? FCT Home Protection Solutions creates a simple, cost-effective way to make your listings stand out in the market and create a stress-free real estate experience for both buyers and sellers.

OCT23

TECH DAY BOOTCAMPwith Joey Zurini9:30 - 12:30, Winterberry OfficeREGISTER BY MON. OCT. 22

RE/MAX ESCARPMENT AGENTS ONLY PLEASE: Take the guess work out of technology at RE/MAX Escarpment— open to ALL AGENTS, not just new ones! Includes Internal and external RE/MAX tools, including QOC (Virtual Office incl. message & showing summary), Company Website, Office Tools, Useable statistics on Realtor.ca/RAHB Matrix. Learn 5 pieces of price improvement ammunition. LAPTOP/DEVICE IS MANDATORY FOR THIS SESSION

OCT24

NEXONE TRADE RECORD TRAINING with Pat Kozak10:00 - 11:30, Queenston OfficeREGISTER BY FRI. OCT. 26

RE/MAX ESCARPMENT AGENTS ONLY PLEASE: Learn how simple it is to complete your trades in Nexone (formerly Faltour). Sit with Pat for 1.5 hours and she will take all of the mystery out of it and provide you with a paper reference book that will walk you through it step by step.

OCT30

TO BOLDLY CLOSEwith Conrad Zurini10:00 - 12:00, St. Catharines OfficeREGISTER BY FRI. OCT. 23

This session is designed to help you through one of the most important stages of selling - closing the deal. There are many closing techniques in sales, which are prescribed actions that sales people take to persuade the customer to make the necessary commitment. The focus of this session will be on closing a seller during a listing and offer presentation. Also buyer closing techniques for a Buyer Representation Agreement and the offer sign back.

OCT25

OFFICE MEETINGS:MONDAY, NOVEMBER 19Upper James/Winterberry @ 10:30Queenston @ 1:30THURSDAY, NOVEMBER 22 Ancaster @ 10:30MONDAY, NOVEMBER 26 Burlington North/Downtown @ 10:30Burlington South @ 1:30

THURSDAY, NOVEMBER 29St. Catharines @ 10:30Niagara Falls/Fort Erie @ 1:30

HOLIDAY CELEBRATIONS:RE/MAX Escarpment Thurs. December 6

RE/MAX NiagaraThurs. December 13

STAY TUNED FOR DETAILS!

NOVEMBER & DECEMBER 2018

Gone are the good old days when we were the gatekeepers of information. If consumers wanted information on active listings they would ask us and we would print it out for them or we would give them a give them a large bound catalogue (like a phone book - what’s a phone book, you say?!) that had 6 black and white listings per page, with a single photo, and the information on the back.

Then came the IN-TER-NET, and consumers could surf the net and gather information from various active listing websites.

Fast forward to October 22nd 2018, (give or take a few days), when consumers in Canada will be able to go on a myriad of websites and gather sold information about their neighbours’ homes without calling a single agent.

What??? They can surf the net and get sold information? What will they need us for? We as REALTOR®s held that information sacred - it was our holy grail, like we were part of a secret society that gathered all this information and kept it close to our vests.

What is going to happen now when we get called to do a ‘Current Market Evaluation’ on a property? Will the seller already have all of the information about sales? Will they know more than us? Why don’t they skip the step of having us in and just list it themselves?

I don’t have all the answers, but I do know that several years ago (8 to be exact), RE/MAX Escarpment Realty Inc. trademarked a tag line that ‘A Knowledgeable Consumer is our Best Customer®’. When we decided to use this tag line did we see into the future and recognize that consumers with a thirst for knowledge would end up having access to the information we held sacred? Were we that clairvoyant? I wish I could say we knew this was inevitable, but we did understand that we were entering the age of the ‘self educated consumer’ and that the internet is a vast source of information, and recognized that it was about time that our industry embraced this notion.

One of the first hurdles we face with buyers and sellers is establishing ourselves as someone who can add value to the transaction. Not just because we have a database of active and sales information, but as providers of insight and interpretation. Not to mention we are keen marketers and negotiators. High value REALTOR®s make a difference in their client’s lives on an ongoing basis, not just during the course of selling a listing or helping someone buy a property.

Some consumers have become sceptical to the notion that we as an industry provide value to the transaction. And rightfully so, as some consumers have encountered low value or no value real estate pushers who are focussed on their own reward and not that of the consumer.

If you haven’t already, you must begin to introduce knowledge-based questions to help establish a value-based relationship. Remember the days when coaches and trainers would teach REALTOR®s to ask probing questions to discover their client’s motivation? Times have changed and education or

knowledge based questions can help you build rapport, deepen your value proposition and discover how deeply your clients are engaged in the process. This methodology can help set you apart from the crowd and position you as an expert and a true partner in the transaction.

Consumers are more knowledgeable than ever before. Additionally, they are experts about their own property, and now they will have access to sales data which will make them become more and more knowledgeable of what’s happening in the market. But its up to you to use our weekly Appointment Centre Report as a predictor of future market conditions, run some Matrix statistical reports, and pay close attention to absorption rate and the list to sales ratio.

So when is a knowledge/educational question most useful?

As a teaser on a voice mail or in an online enquiry situation where you want to compliment the online consumer for doing research, yet identify gaps in their research and backfill those gaps with your own curated information.

For example, “I’m not sure if you’ve noticed but the real estate market has undergone a major transition. Have you noticed any trends in your neighbourhood? Where are you getting most of your information? Do you feel you are missing any information?”

Education or knowledge-based questions uncover your clients’ frustrations. By doing

so you eliminate their stress and begin the sales process, whereby you offer solutions and insight into their real estate needs.

At the kitchen table the dialogue is very similar. Your goal is to unlock their knowledge by establishing their quantity and quality of knowledge. And by identifying their knowledge gaps you can uncover their motivation. Ask questions like, “What kind of online research have you done before you decided to sell? What websites are your go to for information? What do you think sells a home today? What do you think buyers are looking for? What improvements do you think buyers rank as most important?”

Its important to ask, “How do you think this new market dynamic will affect your property value or the sale of your home?” By asking this question you can evaluate their knowledge base and measure their sense of urgency, with facts and figures like days on market, absorption rates and what’s happening with list to sales ratios.

It is our goal to update Realintro with a sales data module, where your sellers can explore sales of properties in their area and beyond. Realintro becomes your pre-list on steroids when you send it prior to your listing appointment. Built into Realintro as you know, is technology which records your client’s sessions. Think of how important this would be before you go to the listing appointment, and you will have first hand knowledge of where they may feel their home fits into the market, and what their expectation may be on price.

Are you a PARTNERor a PUSHER?

Conrad Zurini - Broker of Record, Manager | conrad@rmxemail.com | 905.719.3033

Dialogue Starter: “I’m not sure if you’ve noticed but the real estate

market has undergone a major transition. Have you noticed any trends in your neighbourhood? Where are you getting most of

your information? Do you feel you are missing any information?”

NOVEMBER & DECEMBER 2018

Lynn Hoffmann - Broker, Manager | lynnhoffmann@rmxemail.com | 416.953.1149

present like a

LUXURY PROThink of your listing presentation speech as a very limited act of persuasion. It naturally follows that you need to have a very clear vision of what you are trying to persuade your audience/client to do.

Your listing speech will help you do that. It’s simply an expression of the main focus of the presentation.

Craft the 3 basic components 1. Do the research2. Create an outline3. The presentation itself

THE RESEARCH • Know your audience; know what they need.

Develop an understanding of their individual requirements - ask and discover.

• Focus on their needs and determine the level of need.

• Build out the requirements based on needs.• Be authentic and gear the presentation toward

solving their objections.• Know your facts, and stats.• Know your numbers, and your audience’s

numbers.• Know your presentation.• Practice, practice, practice.

In order to be a successful presenter and speaker, (one who connects with audiences powerfully and makes an impact on them, and moves them to action), you must shift your orientation. You need to think of yourself as a strong listener who guides the audience where you want them to go, rather than someone like a lecturer or overbearing sales person who tells them. You need to listen to your audience.

You are there because of them, and your presentation won’t happen unless they ‘get it’!Considering that an audience only typically hears 10 -30% of what you say, you must be clearly focused on their needs. NOT YOURS.

CREATE AN OUTLINE• Have 3 major points to discuss – these must

contain a benefit for the potential recipient• Make it interactive.• Get them involved in the marketing strategy,

and the market comps.• Create a schedule for the presentation - an

organized flow of your thoughts.• Use quotes, stats, and video where possible.

• Adding other media will keep everyone engaged.

• Answer the W.I.I.F.M. (What’s In It For Me). The only reason they are listening is to hear that.

• Make sure you attention is focused directly on them.

• Emotion is more engaging and memorable. Emotion polarizes people and they are more likely to react.

If you can articulate your skills and your value, you will be valued. It is commonly believed that a better presenter or speaker is a better leader. The client or consumer needs a leader. Leaders have the ability to move people to action.

THE PRESENTATION ITSELF• Tell them what you’re going to tell them - what

story you are going to tell them?• Then tell them• Weave stories into your presentation and you

will find they respond.• Frame your presentation in terms of a powerful

story. Make it meaningful.• Use the principals’ story and application

principal. The most common principal story is the Quest. ( A hero sets forth reluctantly to achieve a difficult goal – encounters obstacles – overcomes and reaches the goal.)

• Make sure you make your major points. • Your presentation is not a data dump of how

much you know. It is LEADING your audience on an important journey to a decision – changing

your listeners mind. NOT an easy task.• Complete your journey by taking your audience

to the promised land of success. Be concrete about the benefits, paint a compelling picture of positive things. The idea is that you get your audience to do something with you. Something they might be considered the first step in the journey of commitment and change that you want them to take.

• Don’t make classic mistakes by making this presentation all about you.

• Don’t deliver too much content, talk, talk, talk.• Don’t forget to recap and bring the points to a

close.

TOP TIPS TO FOLLOW• Less is more.• Don’t put a 50.00 steak on a paper plate• Make sure your energy ebbs and flows.• Use words and pictures, infographics and

visuals to hit home.• Prepare, Practice, Rehearse, Repeat.

The shorter the presentation the more preparation you require to drill down to your 3 core points. A presentation is most impactful when you meet the emotional needs of your audience. Have fun, and your energy, passion and enthusiasm will shine through.

MOVE PEOPLE TO ACTION

#12844

Understanding your clients needs and wants, and successfully fulfilling them, is the key to building the foundation of long term relationships. A sense of belonging and feeling special makes us all feel good. Remember Cheers? We might be dating ourselves noting that classic television series, however it makes the point. Your customers will love that you can not only enthusiastically call their name when you see them, but you can share something that says “they know me, they care.”

Prospective clients can be grouped into four main categories;:• 15% are direct, decisive and

dominant - they are straight to the point

• 15% are inspirational - they love to entertain and tell stories, often about themselves!

• 60% are supportive, sweet and steady - they need to build trust and take time making decisions

• 10% are cautious and calculated - they are detail oriented fact checkers and information seekers

Ask questions, according to your client type, to build common ground and rapport. Knowing how and why a client wants to communicate can make the process of finding their dream home memorable and fun. Take away the stress!

TM

Jennifer Grindatto905-462-4862

Burlington N, S & Downtown

Ancaster

Jennifer Adair289-887-0291

Upper James & Winterberry

Katie Morrison905-515-1173

Ancaster, & Queenston

Matthew Vezina416-803-1631

Kathy Mazzei416-817-0447

Burlington N, S & Downtown

Khanda Sabir905-921-3854

Ancaster

RBC SUCCESS STORYwith Katie Morrison:

We got the clients an RBC firm approval with 30 minutes to spare! Happy clients, and really happy REALTOR®!

“First time buyers were preapproved in March. They ended up finding a house and making an offer. They spoke to a mortgage broker, because their friend told them that was the best idea.

“The Broker couldn’t get the deal approved due to the co-applicant’s past credit history.

“The clients came to me the day the condition of financing was up, and submitted the file with a rush. Default insured deal - needed to go to CMHC for approval.

“We presented our business case on behalf of the client, mitigated the risk, and RBC approved.

“It turns out the broker’s lenders wouldn’t even submit to CMHC and they outright declined the borrower.”

FYI… Buyers often ask about the availability of the Provincial First

Time Homebuyer Land Transfer Tax Refund, of up to $4,000.00.

It must be remembered that in order to qualify for the Rebate the Buyer must

(amongst other requirements) occupy the home as their principal residence

within 9 months of the date of Transfer and; the Buyer cannot have owned an

“eligible home”, or had an ownership interest in an “eligible home”, anywhere in

the world, at any time. Accordingly, if a Buyer previously owned, or had an even

partial interest in a home that was a rental or investment Property, he or she

will NOT qualify for the Rebate when it comes time for that Buyer to purchase

his or her First Home/Principal Residence. Also, if the Buyer has a spouse, the

spouse cannot have owned an eligible home, or had any ownership interest in an

eligible home, anywhere in the world, while he or she was the Buyer’s spouse. If

the spouse did have any such interest, NO refund is available to either spouse. This content is intended as information only and not as legal advice or opinion as neither can be given without reference to specific events and situations.

Hamilton Mountain: 1595 Upper James StreetHamilton, ON L9B 0H7Tel: 905 667 2990Fax: 905 667 2991

Stoney Creek: 860 Queenston RoadStoney Creek, ON L8G 4A8Tel: 905 963 7312Fax: 905 963 7328

North Burlington: 2180 Itabashi Way, #4ABurlington, ON L7M 5A5Tel: 905 319 0369Fax: 905 319 8390

Ancaster:109 Portia DriveAncaster, ON L9G 0E8Tel: 289 204 2078Fax: 289 204 2086

Hamilton Downtown: 4 Hughson St.S - 10th FlrHamilton, ON L8N 3Z1Tel: 905 681 6998Fax: 905 635 6886

www.escarpmentlaw.com

escarpmentlaw

ALDO BERLINGIERI Law Professional Corporation | aldo@escarpmentlaw.com

DOUGLAS J. DEPAULO Professional Corporation | doug@escarpmentlaw.com

ALANNA C. STEPHEN Law Professional Corporation | alanna@escarpmentlaw.com

AMEY HANNA B.A.(Hons), J.D. | amey@escarpmentlaw.com

NORELLE L. DI GREGORIO B.A.(Hons), LL.B. | norelle@escarpmentlaw.com