As a realtor, you juggle everything from client relationships, crafting and implementing marketing strategies, handling endless paperwork and trying to balance both work and life — often all at once. Cue the overwhelm!

What if there was a way to work smarter, not harder? The secret to tackling overwhelm is outsourcing.

Embracing outsourcing means you can streamline operations, save valuable time and focus on what you do best: selling properties. Let’s explore how outsourcing can transform your real estate business.

Common real estate challenges

Outsourcing alleviates these common challenges in real estate, empowering you to grow your business while focusing on what truly matters.

1. Time constraints: Long hours managing multiple clients, listings, open houses and more.

2. Administrative overload: Paperwork and scheduling consume your energy.

3. Market competition: Standing out requires maximizing your productivity.

Why outsourcing will transform your business

Here’s why your business can be transformed through outsourcing.

1. Time is money: Focus on what matters. Your time is invaluable. Prioritize activities that drive your sales, such as client engagement and closing deals. By outsourcing tasks like scheduling, marketing and paperwork, you can shift your focus to high-value actions that enhance your business performance.

With the global outsourcing market growing to over $700 billion (according to a report from Deloitte), now is the ideal time to leverage this resource for your business growth.

2. Access to specialized skills. You may not always have expertise in areas like marketing or paperwork management. The good news is that outsourcing gives you access to specialized skills without the overhead of full-time staff.

Many businesses that outsource their marketing experience enhanced engagement and lead generation.

3. Scalability without stress. Outsourcing offers flexibility as your business expands, allowing you to adapt to increased demand without long-term commitments.

During peak seasons, businesses can often manage significantly more clients while maintaining high-quality service by outsourcing tasks.

4. Elevating your client experience. Reclaim valuable time to focus on delivering exceptional service to your clients. With a tech-savvy virtual assistant (VA) managing your administrative tasks, your CRM and automation systems will operate seamlessly, leading to enhanced client satisfaction.

This personalized approach can generate better reviews and increase referrals. HubSpot found that a 5.0 per cent improvement in customer retention can boost profits by as much as 25 per cent, highlighting the significant impact of excellent customer care.

5. Cost-efficient and productive. Full-time staff can be costly, but outsourcing provides similar productivity at a fraction of the cost. According to a GlobalStrategic.com analysis, approximately 37 per cent of small businesses outsource at least one business process, showcasing a growing trend toward efficiency.

The same source notes that in the real estate sector, 44 per cent of firms choose to outsource document or back-office-related tasks, allowing them to effectively manage repetitive work without staffing concerns.

Outsourcing solutions

The following tasks and tools will be key outsourcing solutions for your business.

1. Administrative tasks: Appointment scheduling, email management, paperwork filing

2. Marketing: Social media management, email campaigns, property listings

3. Lead generation: Researching and following up with potential clients

4. Customer support: Handling inquiries and providing updates

5. Data entry: Maintaining databases and client records

6. Managing your CRM: Managing client relationship systems

Navigating regulatory challenges

Stay up-to-date on market statistics and regulations, such as the British Columbia Real Estate Development Marketing Act or similar acts for your region. Outsourcing compliance research helps you maintain credibility while focusing on client relationships.

Real-life success story: Sarah, a realtor from Toronto

Sarah, a Toronto-based realtor client of ours, transformed her business through outsourcing. Before she began the process, Sarah found herself overwhelmed, working long hours just to keep up with her responsibilities. Once she integrated VAs and online business managers into her operations, her business transformed:

• Enhanced client satisfaction. Quicker response times and better task management led to positive feedback, strengthening Sarah’s reputation in the market.
• Streamlined operations. Delegating tasks allowed Sarah to optimize her workflow, focusing more on high-priority tasks and strategic growth.
• Stronger networking opportunities. Increased referrals created new connections and potential collaborations with other professionals in the industry.
• Sustainable growth. The efficiency gained through delegation positioned Sarah for long-term success, enabling her to scale her business effectively.
• Focused marketing efforts. The time saved allowed Sarah to invest in targeted marketing strategies, reaching a wider audience and attracting more qualified leads.

Sarah’s success story, based on her detailed measurements and tracking, highlights the potential benefits you could achieve through outsourcing.

Imagine what you could accomplish with the right support! Here’s how to get started.

How to start outsourcing

1. Identify time-consuming tasks. Track your activities for a week to pinpoint areas ripe for outsourcing.

2. Set clear goals. Define what you want to achieve through outsourcing, such as 20 per cent more client interactions.

3. Start small. Begin with one or two tasks to get comfortable with the process.

4. Choose the right partner. Research and interview potential service providers or VAs.

5. Establish clear processes. Create detailed guidelines for outsourced tasks to ensure consistency.

6. Monitor and adjust. Regularly review the effectiveness of your outsourcing strategy and make adjustments as needed.

Overcoming common concerns

Be aware of the following common concerns and ways to overcome them:

• Quality control. Establish clear expectations and regular check-ins to maintain high standards.
• Data security. Use secure platforms and ensure your outsourcing partners follow data protection protocols.
• Cost concerns. Start with a small investment and scale up as you see returns.

Outsourcing goes beyond saving time; it’s about maximizing your efficiency and focusing on what truly matters — selling homes and building client relationships. By delegating non-sales activities, you regain time and energy to elevate your real estate success.

Take a moment to assess your daily tasks. Consider how outsourcing can help you scale your business and thrive in today’s competitive market. Remember, successful realtors like Sarah have transformed their businesses through strategic outsourcing. You can too.

Start small, focus on high-impact areas and watch your productivity soar. With the right outsourcing strategy, you’ll not only work smarter but also achieve the growth and success you’ve been aiming for in your real estate career.

Aahil Matcheswala and Tracey Choy built their property management and investment business, Dongle Capital, from their home base in Kitchener-Waterloo. They started by renting out their basement’s single room on Airbnb to overseeing about 60 properties across the country.

The pair call themselves “the Airbnb experts,” with their bread and butter being helping residential owners manage their properties on a short-term rental basis. 

The service

“That basically includes everything,” says Choy. “Someone just has a home. They want to put it up for short-term rentals. They don’t know how. They don’t want to take care of it. They hire us and we’re going to help them, give advice on how to furnish it, make sure that it’s visually and operationally ready for a short-term rental.

Then we create the listing for them. We onboard it completely so we take care of all the guest communication, prepare them for check-in, check in with them during their stay and after they check out, assess for any damages and basically reset the whole property (for the next rental).”

The journey: ‘We didn’t have the real estate investment or business mindset whatsoever … it changed quickly’

The duo’s concept began at the end of 2020 when they bought their first home for $600,000 outside of Toronto after renting and working corporate jobs downtown in the city. They started by renting out a room in their new home on Airbnb. Despite having no prior experience, their first Airbnb brought in $5,000 a month, with expenses of just $2,900. This sparked an interest in property management, and soon friends and family were asking them to manage their properties.

“We didn’t have the real estate investment mindset or business mindset whatsoever, but when we saw that type of cash flow come in, it changed really quickly and we bought a second property and did the same thing basically,” recalls Choy. “One thing led to another and we were able to create a business out of it.”

Future growth on the horizon

Today, they own two properties and manage about 55 units with 75 per cent of them in Ontario and the rest in Nova Scotia and New Brunswick. The business is now generating about $500,000 annually in revenue.

Matcheswala and Choy see future growth on the horizon for the business, which is averaging about two units per month, between 20 and 25 for the year, Matcheswala notes.

Here’s what it takes

“You need really good people that you work with, our teammates. People that we hire, our team that helps us carry out all the property management tasks, and also other subcontractors like cleaners and property managers,” he points out.

Matcheswala explains their value-add and how they’ve kept a lean team is the fact they only have two virtual assistants and leverage technology in every business aspect.

“The first piece is your property management software. Hospitable plays a key role. It’s all reactive stuff because you can’t really control everything and people are going to ask you questions,” he explains. On top of the scheduled messages that go out, he says the program allows them to create property manuals and “basically do a brain dump of all the information you have about the property. It will help you answer questions, create drafts all on its own using AI.”

Tech software is also used in several other areas — including the process of cleaning the properties when people check out to get units ready for the next rental. It also helps with pricing, providing market data for different times of the year.

The business charges a commission anywhere from 15 to 20 per cent of the nightly rental rate. Most clients are more like mom-and-pop operations or small real estate investors with a handful of properties.

Client considerations: What makes a suitable property?

Choy notes that many things must be looked at when they onboard a property or consider if it’s suitable for Airbnb rentals. 

“We have to analyze the design of the property — not that it needs to be super modern, high tech or anything — but it has to appeal to the masses, even if it’s not the owner’s style. (So) there’s a lot of convincing and discussion with the owner about this.”

This means stripping away the personal attachment they have to the property, as it’s now becoming a business. Choy notes this is especially true these days with people being pushed to putting it up for cash flow because of rising interest rates.

“There’s a lot of discussion around security on the property, where our outdoor camera is going to be placed, what type of security locks we need, which is actually one of the big aspects for us,” she explains. “We can never take on a property where an owner is not willing to change the front locking mechanism there from a key to a specific smart lock because that smart lock needs to do a couple of things, (including) hold a lot of different codes.” 

Key elements of successful property management companies

When asked about what makes a property management company successful, Matcheswala mentions the industry has been a very unprofessional one. That makes communication key, which means responding to clients on a timely basis.

Choy agrees that communication is important, also noting resiliency, or “thick skin” being a key element of a successful property management company.

Although Dongle Capital is in the hospitality industry, it serves many real estate investors. “That’s kind of where the lines get blurred,” she points out. “But at the end of the day, it’s customer service. And the customer’s always right, even if it’s not your fault.” Having that thick skin has allowed the pair to be really creative and quick on their feet, Choy says.

Love them or hate them, depreciation reports are critical documents essential to strata corporations and properties. They outline the current condition and long-term maintenance needs of a building’s joint assets, such as the roof, plumbing and elevators. The report assesses the building’s condition, estimates the remaining lifespan of its components and projects future repair and replacement costs over 30 years.

B.C.’s mandated change

In April 2024, British Columbia’s provincial government enacted additional regulations regarding obtaining these reports, forcing strata councils and owners to stop burying their heads in the sand and ignoring the need for future planning.

Effective July 1 this year, depreciation reports have become mandatory for any building larger than five strata lots. These reports will also need to be updated on a five-year cycle. Strata corporations can no longer opt-out via a three-quarter vote at an annual or special general meeting. There will be a grace period for allowing the completion of these reports, depending on where the building is located within the province.

Impact of the changes — a surprise for some

What does this mean for owners, buyers and sellers? Some might see the changes as bad news, but the pros outweigh the cons.

“These reports are a great tool in a strata corporation’s toolbox for planning their budget and repairs for the next several years,” comments Pam Zak, vice president of management services at Tribe Management.

For many, these new regulations may have come as a surprise. But those working directly with strata corporations saw the changes coming.

“The recent changes weren’t a surprise for our clients,” Zak adds. “We announced it well in advance, so our portfolio of properties has been well prepared for the new requirements. We received very little negative feedback from clients regarding the changes.”

Two reports go hand in hand, creating some cost savings

With the growing demand for electric vehicles (EVs) and the move away from gas-fired appliances in B.C., the new legislation now requires strata corporations to conduct electrical planning reports to assess their building’s electric infrastructure capacity and the depreciation report.

The electrical planning report intends to provide the strata with an overview of its current electrical capacity and what changes might be needed to upgrade that capacity, including items such as heat pumps and EV charging.

Mack Grigg, project manager with Sense Engineering, notes that these two reports go hand in hand. He says there’s a crossover between the electrical and HVAC equipment that needs to be captured in both a depreciation report and an electrical planning report, so it makes sense for buildings to do both reports simultaneously, which results in some cost savings.

“A depreciation report can be overwhelming for the average homeowner. They’re long and complex,” adds Mack.” That said, an executive summary of a high-level snapshot of the report should be provided, which we find quite helpful for owners. It makes for an easy entry into reading these lengthy reports.”

Cost increases can occur for those who budget according to report recommendations

Although change can be difficult for owners, buyers and sellers, these stricter requirements can be beneficial in the long run. While these changes have perceived downsides, such as potential for increased fees, Zak meets with her team and has not heard of significant increases overall — but that could be different for those who choose to budget according to the report’s recommendations.

Key advantages

The three key advantages of these reports for owners and sellers are financial preparedness, property valuation and sustainability.

When it comes to strata corporations themselves, the reports bring many advantages by helping them plan long-term repairs and upgrades, which can help prevent unexpected expenses for capital projects. They also provide various funding models so owners and buyers know what to expect for expenses down the road. Unlike in other provinces, British Columbian strata corporation owners still have the option of how they want to fund these projects.

Well-maintained buildings with updated reports attract potential buyers by offering transparency on the state of the building and what repairs should be expected in the future, barring unforeseen events. As many buyers look for well-run complexes, future maintenance costs and the building’s financial health can help maintain or increase property value.

Sustainability is at the forefront of real estate. Electrical planning reports ensure building managers know the electrical systems and their capacity. Owners and buyers will know if the building is ready for EV charging infrastructure or what changes need to be made to support the increased demand for more sustainable environmental solutions.

The recent changes to depreciation reports in B.C. represent a significant step forward for property owners and buyers. These updated regulations promote proactive and long-term planning in the real estate market by ensuring that buildings are better maintained and financially prepared for future repairs. In the long run, the enhanced focus on proactive maintenance and informed decision-making will benefit everyone involved.

Amid a sea of real estate marketing strategies, one platform is often overlooked: LinkedIn. While most agents are busy trying to master Instagram Reels or Facebook algorithms, LinkedIn remains a hidden gem that deserves your attention.

Imagine positioning yourself in front of high-value professionals looking for their next home or investment property, all while building your brand as a trusted authority. LinkedIn provides massive opportunities for realtors looking to grow, and the best part? Most of your competitors haven’t caught on yet.

Today, we’re taking you through a step-by-step guide for turning LinkedIn into a marketing powerhouse for your real estate business. From optimizing your profile to crafting content that engages, and diving deep into LinkedIn groups and search features, we’ll cover everything you need to know to grow your career and establish yourself as an expert on this largely untapped platform.

1. Optimize your profile

The first step to using LinkedIn effectively is to optimize your profile to reflect your expertise and attract your ideal clients.

Keywords are key. Use relevant keywords in your headline and summary that best describe your niche or specialty, such as “Toronto Real Estate Expert” or “Relocation Specialist.” This helps to ensure your profile appears in search results.

Clear and compelling summary. Your summary should clearly communicate your value — what you do, who you serve and what makes you unique. Be sure to highlight how you can solve problems for your clients, such as making buying or selling stress-free.

Visual appeal. Use a professional headshot and customize your background image to reflect your brand. A compelling visual presence makes you look approachable and competent.

2. Craft content that resonates

The backbone of a successful LinkedIn strategy? Delivering content that adds value to your network and community. Here’s how to ensure your posts are both compelling and effective:

Know your audience. Consider who your target audience is. Do you want to reach potential buyers, local businesses or other realtors? Customize your content to their needs and pain points.

Stay consistent and authentic. Post regularly so that your audience stays engaged and eager to read future content. Tell stories from recent real estate transactions, challenges you’ve overcome in your career or community events you’re supporting. Remember: authenticity is key. People connect with stories that feel genuine rather than overly polished.

Experiment with content formats. Mix it up! Written posts work well, but try using LinkedIn’s video feature to introduce yourself. Carousels are perfect for listing updates, before-and-after transformations or even step-by-step guides for navigating the home-buying process. 

If you’ve got some great content used elsewhere, check out how to repurpose your content across a variety of platforms, like LinkedIn, to save time. 

3. Engage with LinkedIn groups

LinkedIn Groups are an ideal way to engage in conversation, showcase your expertise and position yourself as a go-to real estate professional in your community or niche market. Here’s how to leverage them effectively:

Find relevant groups. Join groups related to your local community, real estate niche or even general homeowner interests. These groups can connect you with potential clients as well as like-minded professionals.

Add value consistently. Once you’re in these groups, don’t just promote your real estate services — engage with fellow members. Respond to questions people post, share your insights and offer advice without expectation.

Create group-specific content. Some groups allow you to post content directly. This is a chance to share blog posts and infographics or even host a Q&A to provide value. Just ensure your content aligns with the group’s guidelines to avoid appearing spammy.

4. Leverage LinkedIn’s advanced search feature

One of LinkedIn’s most powerful tools is its advanced search feature, which helps you find new leads, referral partners and high-value connections in your market.

Search for relocation opportunities. Use advanced filters to find people who have recently started new jobs or moved to your area. This indicates they may need real estate services. Start the conversation by sending a personalized, friendly message to congratulate them.

Connect with local business owners. Use search filters to find and connect with local business owners who can become key referral partners. Position yourself as the go-to agent for any real estate needs.

LinkedIn may not be the first platform realtors think of for marketing, but its potential for building relationships and establishing authority is significant.

The secret to LinkedIn success? Start small — optimize your profile, post weekly and join a couple of groups. As you continue to show up and add value, your network will grow, your brand will strengthen and you’ll open the door to new opportunities that elevate your real estate career.

The attachment many Canadians have to their family cottage runs deep. These properties often become central to family traditions and legacies, passed down from generation to generation. But with the recent capital gains tax changes, this treasured inheritance could come with a hefty price tag.

The change and the concern

Effective June 25, 2024, the capital gains inclusion rate increased from 50 per cent to 66.67 per cent, except for the first $250,000 of net gains per year for individuals and some trusts, which are included in taxable income at 50 per cent.

This change raises significant concerns for families owning cottages or other secondary properties. Property values have soared, and many Canadians face an unpleasant reality: passing down the family cottage might result in a sizeable tax burden for their heirs.

When I work with families concerned about wealth transfer, I’ve seen firsthand how the new rules have impacted planning strategies. One increasingly popular solution is permanent life insurance, particularly joint last-to-die policies, which can offer a tax-efficient way to pay the tax bill.

Understanding capital gains taxation 

When someone passes away, their assets, including real estate other than their primary residence, could be subject to capital gains taxes. Capital gains are calculated by subtracting the property’s adjusted cost base (which includes the original purchase price, eligible expenses and capital improvements) from its fair market value at the time of death.

With the new inclusion rate, two-thirds of that gain is now considered taxable income, less the first $250,000 of net gains. For a family cottage purchased or inherited decades ago and now worth millions, this could mean hundreds of thousands of dollars in taxes.

The role of joint last-to-die life insurance

For many of my clients with spouses or partners, permanent joint last-to-die life insurance has become the obvious answer to this problem. It’s a relatively affordable solution that allows couples to preserve the value of their assets while avoiding the need to sell properties that hold significant sentimental value.

These policies insure both spouses but pay out only after the second spouse passes away, which is when capital gains taxes on their assets typically become due. The tax-free death benefit from the policy can be used to cover the capital gains taxes, ensuring your client’s heirs aren’t left scrambling to find the funds.

Strategy in practice 

Let’s look at an example. John and Susan, a couple in their late 60s, had owned a cottage in Muskoka for more than 30 years. It was their dream to pass the cottage down to their two adult children, who grew up spending summers there and now have children of their own who are forming cottage memories. 

The property, originally purchased for $300,000, now has a fair market value of $2 million. When John and Susan learned about the 2024 changes to the capital gains tax rules, they were shocked by the serious tax burden this would create for their children.

• Since the property appreciated by $1.7 million, the estate would be responsible for paying capital gains tax on this unrealized gain upon the second parent’s death. 
• The first $250,000 of the gain would be subject to a 50 per cent inclusion rate. For the remaining $1.45 million, 66.67 per cent would be included in taxable income.
• The total taxable capital gain would be approximately $1.1 million, resulting in an estimated tax bill of over $580,000, assuming Ontario’s highest marginal tax rate of 53.53 per cent.

This staggering amount could force their children into selling the beloved cottage to cover the taxes — something John and Susan are determined to avoid.

Working with their insurance advisor, John and Susan purchased a joint last-to-die life insurance policy with a death benefit of $400,000, intended to cover the bulk of the anticipated tax liability. 

The peace of mind from this type of planning is invaluable. Now, John and Susan can focus on creating more memories at the cottage, knowing it will remain in the family for future generations to enjoy.

Advise your clients to review their estate plan

The capital gains inclusion rate increase is a wake-up call for many Canadians. 

Life insurance is not only a way to preserve their legacy, but also a financial tool that can prevent asset liquidation during a difficult time for families. Joint last-to-die permanent life insurance policies are more affordable than individual coverage and couples can typically secure a policy even if only one spouse is insurable. It’s often the best option for long-term estate planning.

By planning proactively, your clients can safeguard their family’s future and ensure that cherished assets like the family cottage are passed on as a legacy — not a liability.

No query is too big or small — if it’s about elevating the look of your real estate, we want to hear it and we want to help! Email your questions to ninadoiron@isodesign.ca

As a real estate agent, one of the key challenges you may face when helping clients sell their homes is ensuring the property remains show-ready at all times. While staging is an excellent way to present the home in its best light and attract buyers, it can be difficult for sellers to live in a staged home, especially when balancing busy lives. But don’t worry — there are plenty of strategies to help sellers keep their homes ready for showings while minimizing stress and maintaining comfort.

Here, we’ll explore tips for sellers on how to live comfortably in a staged home, keep the property show-ready and avoid potential pitfalls. With your expert guidance, your clients can increase their chances of selling quickly and for top dollar.

Why it’s important to keep a staged home show ready

First, it’s important to emphasize to sellers why keeping their homes in pristine condition during the listing period is essential. A staged home is designed to appeal to the emotional triggers of potential buyers. A clean, well-organized space helps buyers imagine themselves living in the home, which can lead to quicker offers and higher sale prices.

However, one messy or cluttered space can break that emotional connection for buyers. When they walk into a home that’s untidy or doesn’t look like the photos they saw online, they can become distracted by the clutter and may focus on negatives rather than the home’s best features. That’s why sellers must maintain the home in show-ready condition at all times.

Tip #1: Create a daily routine to stay show-ready

A daily cleaning and tidying routine can help sellers keep their homes looking fresh without the need for a deep clean every time there’s a showing. Encourage your clients to set aside 10-15 minutes in the morning before heading off to work and another 10-15 minutes in the evening to quickly tidy up common areas, wipe down countertops and do a quick vacuum or sweep if needed.

This daily routine can prevent messes from piling up and help your clients feel more in control of their space. Consider sharing a checklist of high-priority tasks to focus on daily, such as:

• making the beds (use photos taken on staging day as a reference to restyle the bed)
• clearing off countertops
• putting away toys, clothes and personal items 
• wiping down kitchen and bathroom surfaces
• emptying the trash
• checking for pet messes or odours

Tip #2: Pre-pack personal and non-essential items

Encourage sellers to think of the staging process as the first step of moving. Ask them to pack away personal items, non-essential decor and excess furniture that could make the space feel cluttered or personalized. By doing this in advance, they’ll have fewer items to worry about maintaining and will make the home feel more neutral for potential buyers.

Not only does this help declutter, but it also reduces the number of personal belongings sellers have to organize every day. Plus, it gives them a head-start on moving once the home is sold!

Tip #3: Implement organizational systems

Having organizational systems in place can make a world of difference for sellers living in a staged home. Encourage them to invest in storage solutions like decorative baskets, bins and drawer organizers to keep essential items easily accessible but hidden from view.

Here are a few quick organization ideas that can help:

• baskets for storing items like shoes, blankets and kids’ toys in living areas
• bins or baskets inside closets to hide clutter
• drawer organizers in bathrooms and kitchens to keep counters clear but necessities closeby
• decorative trays on coffee tables or countertops to display essentials (like remote controls) in a stylish, controlled way

Tip #4: Designate ‘off-limits’ areas

If possible, recommend that sellers designate one or two rooms or spaces where they can store personal items and daily clutter when showings are scheduled. A basement storage room, garage or even an out-of-the-way guest bedroom can serve as a quick spot for stashing toys, laundry or paperwork before buyers arrive. Remember, this doesn’t mean that they should toss these items into the space — these storage spaces should always be neat and tidy.

This strategy can ease stress and provide a sense of relief for families who still need a bit of extra space for daily life but want to maintain the overall appearance of the home.

Tip #5: Be prepared for last-minute showings

Showings can often be scheduled with little notice, which can catch sellers off guard, especially during busy weekends. To help them prepare for this, encourage your clients to keep a “showing emergency kit” ready with supplies they can use for last-minute touch-ups.

The kit could include:

• a microfiber cloth and multi-surface cleaner for quick wipe-downs
• a lint roller for furniture
• air fresheners or room sprays to neutralize odours
• a laundry basket to quickly gather and hide personal items
• a small vacuum or broom for fast floor touch-ups

By having these essentials ready to go, sellers can clean up quickly and feel more confident when a last-minute showing request comes in.

Tip #6: Keep pets and pet items under control

While many buyers are pet lovers, not everyone appreciates the presence of pets during a showing. To appeal to as many potential buyers as possible, advise your clients to manage their pets’ presence and belongings during the listing period.

Pet management could include:

• arranging for pets to be taken out of the house during showings, either to a neighbour’s home, to daycare or on a walk
• keeping litter boxes, pet beds and food bowls clean and out of sight
• neutralizing pet odours with air fresheners or odour-eliminating sprays

Tip #7: Maintain outdoor spaces

Don’t forget about curb appeal! The exterior of the home is just as important as the interior, so sellers should keep outdoor spaces clean and tidy as well. This could mean mowing the lawn, sweeping the porch, clearing walkways and even adding seasonal plants or fresh flowers to the entryway. Yard maintenance should be done on a weekly basis. 

If sellers are too busy for this, encourage them to consider outsourcing the task to a local yard maintenance company. It’s important to remember that the condition of the outdoor space is often a good representation of the indoor space. Both should be show-ready at all times. 

Why it’s worth the effort

While it may seem like a lot of work to maintain a staged home, the effort is well worth it. Homes that are kept clean, clutter-free and neutralized for buyers tend to sell faster and for higher prices than those that aren’t. By following these practical tips, sellers can live comfortably in their staged home and ensure that it remains show-ready, allowing them to maximize the potential of their sale.

As a real estate agent, your role is crucial in guiding sellers through this process and providing them with the support and advice they need. The result? A smoother selling experience and happier clients.

Got home staging questions for a future column? Submit them to ninadoiron@isodesign.ca

Recent changes in the housing market present exciting opportunities for homebuyers. As a realtor, your role is crucial in guiding clients through these updates, helping them build effective plans to achieve their homeownership goals by having them reach out to a mortgage broker to see what they are able to afford.

Knowing these new rules and guidelines will help with strategy and future goals of climbing the “real estate ladder.”

Expanded amortizations for first-time homebuyers

Starting December 15, first-time homebuyers will have access to 30-year amortizations. This change can benefit your clients in two significant ways:

1. Lower income requirement. By extending the amortization period, the income required to qualify for a home purchase decreases. This means more clients can meet the necessary criteria.

2. Reduced monthly payments. Clients will experience a decrease in their monthly payments, making homeownership more financially manageable. For instance, on a $600,000 purchase, the monthly payment could drop by approximately $250, providing greater flexibility in budgeting.

Increased insured mortgage cap to $1.5 million

For clients with high incomes but difficulties saving for a down payment, the increase in the insured mortgage cap to $1.5 million can accelerate their path to homeownership. Previously, purchasing a $1.4 million home required a down payment of $280,000. Now, as of December, clients can potentially purchase the same property with a down payment of about $115,000 — a savings of $165,000.00 in upfront requirements.

This change is also advantageous for “right-sizers” looking to downsize. It allows them to allocate more funds from the sale of their larger home toward retirement, as they can put less down on a new, smaller property. However, clients should keep in mind that closing costs, typically around 3.0 per cent of the purchase price, need to be accounted for in each scenario.

For a $600,000 purchase price, anticipate that clients will need an annual income of approximately $150,000 to meet today’s stress-test requirements.

Switching lenders at renewal: A business opportunity

While you may not initially think about how switching lenders can benefit your business, it’s essential to understand that mortgages encompass more than just interest rates. The Canadian Mortgage Charter now allows insured mortgage holders to switch lenders at renewal without undergoing a stress test. This change opens up opportunities for borrowers to shop around for better rates and terms, potentially saving them thousands of dollars.

Encourage your clients to consider lenders that don’t adhere to posted rates. This strategy can significantly reduce Interest Rate Differential (IRD) penalties.

Case in point

For example, let’s compare a $1 million mortgage with three years left on a five-year term at a 5.0 per cent interest rate: 

By choosing a monoline lender (provided qualifications are met), your client could save $25,000 in IRD penalties, allowing them to manage financial changes better and seize new opportunities.

Tax-efficient savings strategies

As well, two important tax-efficient savings methods have emerged that can empower your clients on their journey to homeownership:

1. RRSP withdrawal limit increase. The amount that can be withdrawn from an RRSP has increased from $35,000 to $60,000 per borrower. This change provides additional funds for clients to put toward their down payments.

2. First-time home saver account. Introduced in 2023, this account allows clients to save $8,000 per year in contribution room, which reduces their taxable income. Unlike RRSP withdrawals, funds from this account do not need to be repaid and any gains earned within it are tax-free. This account, however, has a sunset clause in 2028, making it vital for clients to act quickly to maximize its benefits.

These recent changes create valuable opportunities for your clients. By understanding the implications of expanded amortizations, increased mortgage caps, flexible lender options and tax-efficient savings strategies, you can help them make informed decisions on their path to homeownership.

Recently, I had a productive conversation with clients who were planning their retirement. We discussed timelines and strategies to secure their future, including selling their current home and weighing the benefits of continuing homeownership versus stepping away from the housing market.

Their current home is valued at around $1.2 million, with no mortgage. They also have savings and RRSPs, but most of our focus was on how to optimize their real estate assets for retirement. If they sold their home, they’d have around $1.14 million in equity to invest, so the key question was how to best use that money to achieve their goals, including frequent travel.

Here’s a look at the options we explored based on their real estate and assets. A scenario like this could apply to many of your clients and come in handy when discussing their options.

Option 1: Sell and invest locally

One possibility was selling their home and purchasing a property in Oshawa with a legal accessory apartment for around $800,000. After covering purchase and closing costs, they would have $300,000 left to invest.

At a 4.0 per cent return, this would generate approximately $12,000 in annual income. In addition, the accessory apartment could be rented for about $1,800 per month, bringing in an additional $21,600 annually.

This would give them a total of $33,600 per year in combined income, which would be taxable but with minimal tax implications given their lower retirement income. Plus, some home expenses could be written off as rental deductions.

Option 2: Buy a seasonal or vacation home

Another appealing option was using the $300,000 to purchase a winter home in Florida instead of investing it in the stock market. After converting the funds to American dollars, they would have about $225,000 to buy a property in “The Villages” northwest of Orlando.

The carrying costs would be about $300 per month. Although this option wouldn’t generate investment income, they would still earn $21,600 annually from renting out their Oshawa property. Additionally, they could rent out their Florida home when not using it, potentially generating $3,000 to $4,000 per month in U.S. dollars.

Helping your clients explore equity-shifting opportunities

This conversation highlighted how many homeowners, particularly those who have lived in their homes for decades, overlook the financial potential of downsizing or shifting their equity into different types of properties. Even if they opted to rent rather than purchase a vacation home, the income from investments or property rentals could still comfortably cover their travel and living expenses.

For homeowners in the Durham Region and many other areas, selling and reinvesting home equity offers a range of benefits, from financial freedom to increased quality of life. I’ve spoken to many who regret holding onto their homes for too long, only to find that rising maintenance costs strained their budget and limited their ability to enjoy retirement luxuries like travel.

At a certain point, it’s important to reassess whether homeownership continues to make sense or if downsizing is the smarter financial move. For my clients, their next step was to consult their accountant about the tax implications of owning rental properties both locally and in Florida.

It’s a good problem to have as they enter this exciting new phase of life. Your clients might be in a very similar position.

Struggling to close deals in today’s market? Let’s get practical and tactical and look at three simple goal-setting techniques that will help you increase your closing ratios.

Early on in my career, I woke up without a plan. I would log into MLS, get distracted by the notifications, decide to update my profile, open my email and social media accounts and dive headfirst into the wormhole. 

I would get a lead and be super excited about the opportunity, but I didn’t have a system for getting from the call to closing. I felt “busy,” but I wasn’t getting the expected results. 

So I found people who were. And I studied them in depth. What did they do differently by which they were achieving success when so many in this industry gave up before they even had a chance to succeed?!

Do some goal-setting before investing time, skill or money

A huge unlock for me was zooming out and setting up goals for what I wanted to accomplish BEFORE I deployed time, skill or money.

The three pillars I focused on to start with were setting clear goals personally, professionally and transactionally.

Personal goals

If your personal life is falling apart, it will seep into your professional life, and people can FEEL it. 

No one wants to do business with people they don’t trust or who don’t show discipline or professionalism in their personal life.

If you had to grade the following from 1-10, with 7 not being an option,* where would these fall in your life? (This is my stack. Modify it to whatever tracks with your ambitions.)

• Faith
• Fitness
• Family
• Friends
• Finances

If I take care of my stack in order, by the time I get to work, I’m PUMPED and EXCITED that I GET to do my job. 

Others I meet resent their work because their family is upset they work all the time. Or they feel sluggish and unhealthy, which studies have proven makes you more irritable and likely to fly off the handle. 

What you focus on expands. 

It doesn’t mean I’m perfect by any means, but if any of these fall below a 6, I ask myself what small action I can do to make it an 8-10. 

Often, it’s just frontloading the calendar with family trips, walks to the beach and time-blocking my workouts in at a time I KNOW they’ll get done. Personally, I had to start waking up earlier to get my mind and body right before the world started pulling on me. It took time and effort to make the change, but I can tell you that the version of myself now would run OVER Justin 1.0. 

If I don’t take the time to ask myself these questions, how fast will time pass without me making improvements? I can tell you: Decades in the blink of an eye.

Professional goals

Having a plan for what you would like to be known for, including transaction volume, marketing plans and budgets, is no different than plotting a course for a journey across the ocean.

Not having a plan is also no different than not plotting a course across the ocean.

Which would you rather do if you were crossing the Pacific?

Reverse engineer success. As an example, if you want 50 deals:

• 8 dials = 1 contact
• 12 contacts = 1 lead
• 5 leads = 1 appointment 
• 2 appointments = 1 contract
• 2 contracts = 1 transaction 
• 240 contacts = 1 transaction

By this metric, if you wanted to do 50 deals a year, you should contact 230 people a week. Let’s say you can only commit to prospecting four days a week. That’s 55 people (rounded down).

That’s not a lot. If you sit down for 30 minutes, open your CRM, hit 45-50 people a day x5 days a week — there are your 50 deals. 

The key is like my morning routine: start with 1-5 people daily until you develop a system. What you focus on improves. If you commit to it, you get faster. My bet is with one hour of focused prospecting time daily, you can get to 100-200 touches quickly. But it starts with one. 

The real secret? Most successful agents do 1-3 hours a day because they understand one clear thing: prospecting is the easiest way to always stay in business. 

This doesn’t mean turning into a boiler room cold-calling machine. Prospecting can be DMing a contact on Instagram, texting or emailing, but yes, a human call is the mother of all connections. The key is to log the contact in a system where you can track your efforts. 

The basics are undefeated. 

Transactional goals

Many people don’t realize that it’s essential to have a clear picture of success in a transaction with a client. Be it a buyer or seller, tenant or landlord, all of these have different measures of success.

Some are price-related, some are condition-related, some are tied to an overall portfolio strategy where the transaction is part of a bigger plan. 

The best thing you can do for a client is spend the time to reverse engineer what success looks like for THEM. Many agents get this wrong — they fail to remember that we are FIDUCIARIES. This means that the client’s goals are above our own. 

Think about how this has played out in the industry:

Agents who throw cutting comments amid tense negotiations to belittle others so they can feel important or because they felt slighted in the past and are looking for revenge — all while their client suffers the costs, unbeknownst to them. 

A broker-owner so caught up in a personal vendetta that he chooses to exert power over a minor contractual disagreement that could lead to an unneeded legal battle between clients when everything could have been easily mediated.

The listing agent who literally tells a client that they need to buy through them “because it’ll be easier to get the deal done” and builds a reputation for it. 

I could probably write three articles on stories that all give you the same “feeling,” but I think you get the point. All of these are typically a sign of shortsightedness and insecurity. 

Over time, focusing on the transactional goal will allow you and your clients to develop a stronger bond and relationship as you’re tested with various challenging situations because, if documented, you can always zoom out to the original goal, then zoom in to the problem at hand for a pragmatic solution. 

Plan ahead to execute well

So, what goals are YOU going to set — personally, professionally and transactionally?

I bet there are deals and things you can think of RIGHT NOW.

I know that simply writing this has reminded me to update mine. I used to business plan every December, but over the years I’ve realized that in our business, you need to be working 60-90 days AHEAD of when you’re looking to execute. This means that planning for me now starts after Labour Day so I’ve got a clean plan in writing by October. 

If you need help or accountability, reach out anytime. Sometimes all it takes is sending a message.

* 7 is a non-answer — if you force yourself to choose 6 or 8, you know where you really stand.

It’s a well-known fact: relationships aren’t just important in real estate — they’re everything. While closing a deal may seem like the ultimate goal, what sets the most successful agents apart is their ability to build long-lasting client connections that go beyond the transaction. That’s where relationship marketing comes in.

Relationship marketing focuses on creating meaningful, trust-based connections with your clients and turning one-time buyers into lifelong advocates. It’s about building relationships that last — well after the keys are handed over — and keeping your name top-of-mind when their friends or family need an agent in the future.

Ready to transform how you connect with your clients? Here’s how you can utilize relationship marketing to enhance your client interactions and grow your real estate business.

Personalize your client communication

One-size-fits-all communication doesn’t cut it anymore. To truly connect with your clients in a way that makes them feel seen and heard, you need to make your interactions feel personal and tailored to their unique needs. Whether it’s sending a handwritten note congratulating a client on their new home or remembering key details like family birthdays or pets’ names, these personal touches show clients you genuinely care about them as individuals.

Consider utilizing a CRM system to keep track of important client information and set reminders for follow-ups. Personalized communication can turn what might have been a standard transaction into a memorable experience, increasing the likelihood that clients will come back to you — and refer others — when they need real estate services again.

Nurture relationships through consistent follow-ups

Staying in touch with clients after the sale is a simple yet powerful way to nurture relationships. Instead of letting the relationship fade away once the deal is closed, keep the connection alive by checking in with your clients periodically. Whether it’s sending market updates, neighbourhood events or a quick “How’s the new place?” message, consistent follow-ups let clients know you’re thinking about them long after the paperwork is complete.

Building trust over time makes your clients feel valued, and when it’s time to sell or buy again, guess who they’ll think of first?

Build a presence in your community

Investing in your community with your time and energy is a great way to attract loyal clients. By attending local networking events, sponsoring charity drives or volunteering for causes in your area, you’re not only doing good but also reinforcing your presence as a trusted local expert. Networking events in particular are prime opportunities to meet potential clients and strengthen connections with existing ones.

When people see your name associated with positive, community-driven events and initiatives, it enhances your credibility and trustworthiness — both vital components of relationship marketing.

Create a client-focused social media presence

Social media offers a perfect platform to foster and maintain client relationships. Rather than just posting listings, use your social media channels to engage with clients in meaningful ways. Share valuable content on homebuying, market trends or even local community events. Reply to comments and messages promptly and authentically, and encourage clients to share their own experiences with you.

By building an online community that reflects your dedication to helping clients, you create a space where potential buyers and sellers feel connected to you long before they even need an agent.

Turn clients into advocates

The ultimate goal of relationship marketing is to transform clients into loyal advocates who will refer you to their friends, family and colleagues. Ask for reviews and testimonials after a successful transaction, and consider starting a referral program to reward clients who send new business your way.

In a recent article, we shared a step-by-step process for getting glowing reviews, covering everything from the perfect timing to request feedback to crafting personalized messages that make it easy for clients to leave detailed, positive testimonials.

In real estate, relationships are everything. By continuing to provide value and nurture the relationship well after the deal is closed, you can build a strong, trust-based connection with your clients that will lead to repeat business and referrals for years to come.

Looking to turn one-time buyers into lifelong clients? Start by investing in the power of relationships today, and watch your real estate business thrive.