This edition features a handful of Real Estate Leaders across several sectors that are at the forefront of leading us into a digital future Read More: https://www.insightssuccess.com/the-most-influential-real-estate-leaders-2022-june2022/

1. www.insightssuccess.com
VOL-06 | ISSUE-09 | 2022
Hurdle
Hurdle
Blueprint to Brilliant
Taking Clients from
Ian
Ian
The Most
Influential
Real
Estate
Leaders
2022
The Changing Landscapes
of Real Estate Sector
Post Pandemic
Con nuous Change

4. Building
the World
Around Us
Editor’s Desk
Sourabh More
sourabh@insightssuccess.com

5. ou will find beauty in everything when you see the
Yworld in your way.
After all these years, I realize that if I've just tilted my head
right outside sooner, I would have witnessed the beautiful
world, the natural landscapes, with a mix of modern
architecture, which is eye-pleasing.
It's all about perspective, and real-estate business leaders
are well-aware of it. They are responsible and are capable
of making this world a paradise with their creative mindset.
When we say, “the grass is always greener on the other
side,” it is exactly the role of the real estate leaders. They
ensure that every part of the world looks happy, uplifting
their architecture and design standards. What stands out
about them is the fresh approach they bring every time in
their work and look for the best-fit options for the clients.
They are not afraid of taking risks and thus are market
trendsetters.
Their journey is no less than a roller-coaster ride because
their business is influenced by many factors they can't
control, and they must go through many highs and lows.
The real estate industry and its leaders are not just about
business and money; they give us a goal to dream big, up
our game, and hope for a better future. Again, it's all about
where you see yourself to make your mark and simple ways
to contribute to the world.
It all boils down to deals for the real estate leaders. Some
deals you get, some you earn, and some are the rewards for
your hard work and patience. These leaders are the perfect
example of how perspective can bring a change into the
world for a better future. Spreading this message and
showing how they impact the world, we at Insights Success
gather around such real-estate leaders in its upcoming
edition - “The Most Influential Real Estate Leaders 2022.”
Featuring on the cover is Ian Hurdle, the Founder, and
Director at The Agency Turks and Caicos, a full-service,
luxury real estate brokerage and lifestyle company
representing clients worldwide in a broad spectrum of
classes, including residential, new development, resort real
estate, and residential leasing and luxury vacation rentals.
Swipe to Good Times!

6. Cover Story
08
Hurdle
Hurdle
Blueprint to Brilliant
Taking Clients from
Ian
Ian

7. Joan Docktor
Mentoring the Future
Generation of REALTORS
Bailey Jordan
A Compassionate Leader Developing
Firm Connections in Real Estate
22
14
Article
18
Continuous Change
The Changing Landscapes
of Real Estate Sector
Post Pandemic
Lorie Campbell-Farley
Serving above and beyond for
buyers and sellers - by making
your favorite four-letter word SOLD
28

8. sales@insightssuccess.com
June, 2022
Editor-in-Chief
Senior Sales Manager Business Development Manager
Marketing Manager
Technical Head
Technical Specialist Digital Marketing Manager
Research Analyst
Database Management Technology Consultant
Marry D'Souza
Managing Editor Executive Editor Assistant Editors
Visualizer
David King
Art & Design Director Associate Designer
Kshitij S Peter Collins
John Matthew
Sales Executives
David, Martin
Business Development Executives
Steve, Joe, Sushil
Jacob Smile
Amar Sawant Dominique T.
SME-SMO Executive
Atul Dhoran Frank Adams, Gaurav
Circulation Manager
Robert Brown Stella Andrew David Stokes
Revati Badkas
Copyright © 2022 Insights Success, All rights reserved. The content and images used in this magazine should not be reproduced or transmitted in any
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Anish Miller
Shyam Sonawane
Jenny Fernandes Sourabh More

9. Brief
Company Name
Navy to Navy Homes is a Premier Property Management &
Real Estate Company providing a higher level of real estate
services for the often extraordinary relocation needs of military
families
Featured Person
The Jordan Group Jax at
Navy to Navy Homes
thejordangroupjax.com
Bailey Jordan
CEO
The Agency is a full-service, luxury real estate brokerage and
lifestyle company representing clients worldwide.
The Agency Turks
and Caicos
www.theagencyre.com
Ian Hurdle
Founder & Director
Donald R. Kenney & Company Realty has 50 years experience
in land acquisition, land development, property management.
DRK and Company Realty
drk-realty.com
Jaimine Johnson
Director
Berkshire Hathaway HomeServices Fox & Roach is a part of
HomeServices of America, the nation’s largest provider of total
home services.
Berkshire Hathaway
Home Services
Fox & Roach, Realtors
www.foxroach.com
Joan Docktor
President
Lan Kwai Fong Group is a diversified property development
company with business interests in commercial & residential
real estate, resorts and hospitality.
Lan Kwai Fong Group
www.lkfgroup.com
Jonathan Zeman
CEO
Kelly Davies Homes Team have an expertise in serving first
time homebuyers, relocations and investment properties.
Kelly Davies Homes Team
kellydavieshomes.com
Kelly Davies
Founder
ViewPoint is a technology driven brokerage company
providing real estate, mortgage and insurance brokerage
services to home buyers and sellers.
ViewPoint Realty Services
www.viewpoint.ca
Lorie
Campbell-Farley
Realtor /Real Estate
Advisor
KMC Savills is a full-service real estate firm offering a broad
range of advisory, management, and transactional services to
local and foreign clients of all sizes.
KMC Savills Inc
kmcmaggroup.com
Michael McCullough
Co-Founder and
Managing Director
Property Deals Insight provides comprehensive, in-depth data
on 27 million+ UK homes helping investors & real estate
agents.
Property Deals Insight
www.property
dealsinsight.com
Nitin Aggarwal
Founder and CEO
Blinkhorn Real Estate Ltd is a real estate company providng
fast and easy real estate solutions to customers
Blinkhorn Real Estate Ltd
blinkhornrealestate.com
Sherry Blinkhorn
Owner
The Most
Influential
Real
Estate
Leaders
2022

10. C
O
V
E
R
S
T
O
R
Y
Ian Hurdle
Founder and Director

11. “
TAC works to bring brands to life most
comprehensively and compellingly possible, having
developed the branding and marketing for more than
$4 billion in luxury real estate.
Hurdle
Ian
Taking Clients from
Blueprint to Brilliant

12. inding the perfect luxury vacation villa, raw land for
Fdevelopment, or commercial interest is difficult,
especially for savvy buyers looking for a return on
investments in the Caribbean. However, it can be a
straightforward process if you utilize the expansive network
and diverse service offerings of Ian Hurdle, who has
profound knowledge of the area’s foremost resort
developments.
Ian specializes in “Caribbean curb appeal” and the luxury
vacation villa rental market. His extensive background in
home, landscape, and pool design and construction has
equipped him with the rare ability to assess every aspect of
a property from an expert’s perspective. With a reputation
for his excellent communication, stellar negotiating skills,
and superior, white-glove service, real estate isn’t simply a
job for Ian; it’s a passion.
Ian is the Founder and Director at The Agency Turks and
Caicos, a full-service, luxury real estate brokerage and
lifestyle company representing clients worldwide in a broad
spectrum of classes, including residential, new
development, resort real estate, and residential leasing and
luxury vacation rentals. The Agency has redefined the real
estate business, modernizing and advancing the industry by
fostering a culture of partnership. All clients and listings are
represented in a collaborative environment by all of its
agents. Ian envisions The Agency as a lifestyle company
committed to informing and connecting global communities
and a creative agency offering design, marketing, and sales
solutions for buyers, sellers, developers, and investors
across the globe.
The Setup to his Real Estate Empire
Ian left the south of England in 1993, at 18 years of age, to
help his parents fulfill their dream of building a home in
Grand Cayman. His family built two spec homes in the
country that sold at a profit over five years. That was his
first foray into understanding how real estate worked.
During his time in Cayman, he heard about Providenciales
in the Turks and Caicos Islands being the next big golden
nugget of opportunity from a real estate investment and
development perspective. So, as a family, they moved there
in 1998. Ian built a significant home in the luxury
development of Leeward before he formed his own
landscaping company and focused his energies on design
and installation, managing a workforce of over 150
employees at its peak.
Ian’s major setback was a recession that killed the business
and forced him to diversify into property management. Ian
said, “It was in the early weeks of being a property
manager that I would find myself referring our rental guests
to local realtors. Those same guests would come back to me
after a tour and say that they had a very disappointing
experience and wished I was their realtor. Given my
Belonger status by virtue of marriage to my wife Tracey, a
native of the Islands, I was able to take my License with the
Turks and Caicos Real Estate Association and serve my
apprenticeship under Regency, an affiliate of Christies
International Real Estate.” He spent five years learning not
just the trade but identifying where he could carve out a
niche in the marketplace for when the time came to run his
brokerage. The story of how he secured The Agency
Franchise is long-winded, but effectively he was running
with the brand in TCI as of October 1st, 2016.
Overcoming Challenges to Build a Niche
Ian’s biggest challenge was the passing of his eldest
daughter in the December of 2016. It was just two short
months after launching the Franchise. It was the most
painful experience of Ian’s life, and it took an incredible toll
on him and his family. The pressure of carrying and
building one of the most sought-after brands in real estate
while trying to be strong for a grieving family is
indescribable for Ian. An additional problem for him was
the catastrophic impact on the Island and real estate market
concerning the damages caused by Hurricane Irma and
Marie in September of 2017. Ian’s first two years of
operating The Agency were a monumental test of willpower
and perseverance.
Overcoming all the challenges, Ian has brought a fresh and
exciting alternative option to the established hierarchy that
had historically enjoyed success with a traditional approach
to the marketing and sale of real estate. He embraced social
and digital media and introduced an ‘in your face attitude,
culture, and brand to a print-heavy and respectfully staid
local industry.
The Most Influential Real Estate Leaders 2022

13. “
We offer a custom-tailor approach to suit
every client and project—creative types of all
stripes who think outside the box, so our clients
never have to fit into one.
“

15. A People’s Industry
Ian and his team embrace the core identity and culture of
the brand. The Agency was always going to be a good fit for
The Islands because the Islands are small, tight-knit
communities that support each other in all things, and The
Agency engenders the same. The brand presents itself as a
boutique brokerage with a global reach. Quality over
quantity and the people that the brand works with must
embrace the familial culture and the willingness to be an
open book and share knowledge and success to fit the
family they have created. Ian’s biggest strength in guiding a
small team of five after nearly 6 years of trading is the
ability to do more with less. The teams’ belief system is that
they can outwork anyone in front of them. As a result, they
have cemented themselves as a top 5 brokerage against the
historical titans of the local industry, some of whom have
teams 4x their size and have been in business for over
twenty years. In short order, they have outproduced global
brands such as RE/MAX, Century 21, Keller Williams,
Savills, and ERA, to name just a few.
Technology is essential for business efficiency, but in Ian's
opinion, real estate will always be a people industry. He
says, “We do have an incredible tool kit at The Agency, and
this technology definitely helps set us apart from the local
competition with respect to marketing and CRM, but in
terms of day to day sales, the process is still all about
communication and specifically listening to your customer’s
needs and providing the concierge service that is expected
to not only Close the transaction but have that same HNW,
and in some cases, UHNW individuals stay loyal to you
moving forward.”
Ian’s Secrets to Stay on Top
In Ian’s view, a significant change is already happening in
real estate with cryptocurrency, blockchain, and NFTs. The
world is dealing with tokenization for selling a few of the
most extensive listings, which requires education and
training and a willingness to work with experts. He
explains, “In my case, it means being honest and saying I
don’t understand. Please explain that again? Like all new
things, you need to embrace the change, not fight against it
or, worse, ignore it, because guaranteed your competition
will be looking at any competitive edge in the marketplace,
and you run the risk of being left behind. Fortunately, I had
always found the subject fascinating and was working
towards it years before it became as relevant today in our
industry.”
When signing with The Agency, Ian's goal was to paint the
Caribbean Red. The pandemic slowed progress in that
regard, but franchise offices opening in the Cayman Islands
and The Bahamas before this year is out and with willing
partners looking to collaborate in Antigua, Anguilla, and the
Dominican Republic.
Ian has set a personal goal of seeing 21 established offices
in 21 different countries waving the Agency flag before he
retires. It is something he wholeheartedly believes he can
help bring to fruition. On the home soil, the team always
strives to do more than they did the year before. Even with
the adversity they have faced, they have done that each year
so on that basis, Top 5 will become Top 3, and the team’s
long-term goal is to surpass Sotheby’s, who rightfully have
sat atop the Turks and Caicos landscape for many years.
Many already consider The Agency the biggest competition
to Sotheby’s, which is a huge compliment given the
company’s size and relative time as a business.
Take Your Time, Never Give Up
Ian advises the young generation never to give up. He
considers real estate a rollercoaster of an industry with
unbelievable highs and gut-wrenching lows. He continues,
“I have seen so much talent walk away from this profession
because they couldn’t persevere past one failure. You must
stay consistent in everything even when it feels like you are
going nowhere fast and deal after deal is collapsing.
Posting, follow-ups, beliefs, positivity, goals. You let one
slip for any reason, undermining everything you have
worked towards to that point. I learned a long time ago not
to get too high with the highs or too low with the lows. It’s
all a percentage game where the failures are just as, if not
more important than, the wins. You really do have to be in it
to win it, and the more time you spend in the game, the
greater the reward.”

16. Bailey Jordan
Broker Associate,
Navy to Navy Homes;
CEO The Jordan Group
@ Navy to Navy

17. Bailey Jordan
Bailey Jordan
A Compassionate Leader Developing
Firm Connections in Real Estate
When it comes to the Real Estate industry,
relocation is one of the factors that comes into
play at a large scale. For some people,
relocation can be a complex process filled with obstacles;
the first and foremost is finding a new home. Bailey
Jordan, a seasoned Realtor® with an extensive history in
the real-estate industry, understands these obstacles at a
personal level.
As the CEO of The Jordan Group Jax at Navy to Navy
Homes, Bailey is well acquainted with a wide range of
knowledge regarding selling homes and guiding buyers
through the process of homeownership. She puts her
knowledge into her work at Navy to Navy Homes in order
to provide a higher level of real estate services for her
military families, often who have extraordinary relocation
needs.
Insights Success caught up with Bailey in our quest to find
"The Most Influential Real Estate Leaders 2022." We
conversed with her to understand how her expertise is
helping Navy to Navy Homes to provide unparalleled
customer services.
Below are the highlights of the interview.
Brief our audience about your journey as a business
leader until your current position at Navy to Navy
Homes. What challenges you had to overcome to reach
where you are today?
I am a third-generation Real Estate Agent and Broker.
Ironically, I did not grow up with a dream to be in this
industry, yet here I am, and I truly feel it is exactly where I
am supposed to be. In a brief synopsis, I graduated from
Florida State University in 2013, and while planning my
wedding and submitting graduate school applications after
graduation, I was hired as an Admin Assistant at Navy to
Navy Homes.
Six months into the job, I felt compelled to get my license,
and I did. I became a licensed Real Estate Agent and later
felt compelled to obtain my Brokers License. I never
thought twice again about going to grad school. I fell in
love with this industry, building relationships, serving, and
giving back- I truly felt like I had found where I was
supposed to be. I remember, as a little girl, helping my
grandfather with real estate duties during summers at their
house, and my parents have always had investment
properties, flipped homes, etc. I grouted my first tile floor at
age 12 and have been helping collect rent payments since
about then too! It is pretty cool to look back and see how
those ordinary family tasks back then laid so much
groundwork for what I do today!
Tell us something more about your company and its
mission and vision.
Navy to Navy was founded truly on the premise to help
serve and give back to our military and other community
heroes. We are a full-service Real Estate Company. We
offer Property Management and Real Estate Services. We
are also proud affiliates of the national program, Homes for
Heroes. This is for those who buy or sell with our team, and
we rebate back 25% of our commission to them. To date,
we have given back over 2 Million Dollars to our Hero
Customers!
Enlighten us on how you have made an impact in the
Real Estate niche through your expertise in the market?
I firmly believe a large responsibility in my role as a Real
Estate Agent is to educate. Therefore, I take great pride in
building relationships with my customers- both buyers and
sellers. For Buyers, I find great joy in sitting down,
educating them in the process, what exactly it takes and
looks like to become a homeowner. For sellers- I want them
to know and understand the market they are selling in, what
it will take to successfully sell their home, and walk them
The Most Influen al Real Estate Leaders 2022
June 2022 | 15 | www.insightssuccess.com

18. through each and every step- from contract to closing table
and beyond!
I believe, through my care and heart to educate and be a
resource to them and truly asking myself how I can best
serve them, this mentality has helped leveraged my success
because I am more focused on the experience and the
outcome versus treating them as another transaction and a
number.
Describe in detail the values and the work culture that
drives your organization.
We are truly a team. We all work together to provide top-
notch service to our community in Northeast Florida. We
have a family mentality, and no one is ever too busy with
one another. Our favorite saying as a team is, “A Rising
Tide Lifts all Boats”. The more we come together and help
each other succeed, the better we do as a company.
Something that does set us apart- we are a part of the
national program, "Homes for Heroes." Through this
program, we rebate back 25% of our gross commission to
our buyers and sellers who are considered community
heroes- military members, medical professionals, first
responders, and clergy. As a Brokerage, as of 2021, we have
awarded back over 2 Million Dollars to our buyers and
sellers who are community heroes.
Undeniably, technology is playing a significant role in
almost every sector. How are you leveraging
technological advancements to make your solutions
resourceful?
We have used technology in our industry for quite some
time. However, with the current advancements in many
realms, it has become almost imperative for real estate
agents to evolve with the popular trends. A few forms of
technology I have personally used in my business since
becoming licensed- videos on my listings with the use of
the drone, short educational clips about the home buying
and selling processes, and others.
Through the use of video, people can see a bit more of
whom you are versus just reading text on a website or
phone app. As other social platforms have become more
relevant in the last few years, as agents, we have to utilize
these to stay in front of our audiences, too- buyers, sellers,
even other agents! Forums as Facebook, Instagram,
LinkedIn, and others are becoming platforms high
performing agents must use in their business. Instagram has
ramped up the usage of video, and I personally am loving
it! We can utilize these video clips to complete house tours,
show behind the scenes, and again showcase our
personality and beneficial information to the consumer in a
more exciting manner.
Where do you envision yourself to be in the long run,
and what are your future goals for Navy to Navy
Homes?
Navy to Navy's long-term vision is to continue to grow both
locally in our market and afar. In 2019, we opened our
second office located in Pensacola, Florida. We have a
strong desire to have offices scattered through the United
States close to Military Bases so we may be able to
continue to serve and give back to those who serve and
protect their communities and us!
Your Anchor in Real Estate.
‘‘ ‘‘
June 2022 | 16 | www.insightssuccess.com

20. THE
CHANGING
LANDSCAPES
OF
REAL ESTATE
SECTOR POST PANDEMIC
Franklin Roosevelt, the former president of the USA,
once famously said, "Real estate cannot be lost or
stolen, nor can it be carried away. Purchased with
common sense, paid for in full, and managed with reason-
able care, it is about the safest investment in the world."
This statement had become the universal truth for most of
the time until the COVID-19 pandemic shackled the world.
The devastating waves of the pandemic swept each and
every sector, and the aura of the ever-growing industry was
introduced to its exception for the first time.
It bent the rising graph of progression towards the horizon-
tal axis and led to the major depression in the field. Before
the pandemic, the real estate sector was considered a goose
that lays golden eggs. Investing in this field was like
something that pays you month after month, without even
doing anything. Land investments became the provident
funds that ensured the rise in the investments, not by the
percentage but by the multiples. Investors were made to
believe that the 'best investment on earth is earth'.
June 2022 | 18 | www.insightssuccess.com

21. Con nuous Change
June 2022 | 19 | www.insightssuccess.com

22. However, since the titanic real estate sector has crashed, it
has been said that the major fortunes in the world have
been made inland, but only before 2020. The depression
led to significant slack in the development of infrastruc-
ture. The apartments and buildings were remained unsold,
and investors suffered from a financial crunch, which
changed the traditional approach of home buyers.
Changing Preferences of Home Buyers
Homebuyers' choices have shifted over the previous few
quarters, owing to the plethora of dynamics at work
within the market and the pandemic driving the rate of
transformation. Due to the fact that everyone was forced
to spend an excessive amount of time in the comfort of
their homes during the strict lockdowns, many people had
to reconsider their purchasing habits. The sense of
security that comes with having a roof over one's head
was also stressed throughout this time period.
For example, in the residential real estate market, there is
still a lot of ambiguity about the long-term changes that
industry participants and purchasers will likely see in the
coming months. While long-term structural changes are
typically only seen with the benefit of hindsight, there are
a few things that may be guaranteed.
The home buyers are categorized into several segments,
such as first-time buyers, people preferring to renovate
their houses, and the ones who are looking to the flats as
an additional investment or second asset. The proportion
of buyers in the two latter categories has risen over the
course of the pandemic. This is motivated by the desire to
work or study from home in larger rooms and the desire to
use the second home as a safe haven in the event of future
breakouts.
Previously, the preferences apart from the budget were
dependent on several factors such as the connectivity with
transport facilities, the distance from office, nearby
schools, etc. But now, people are looking at the reduced
prices as an opportunity to invest. This trend is more
prevalent in the circle of upper-middle-class people.
While the people below this line are looking to invest in
more carpet areas that they are getting in their budget.
The Role of Developers
Developers are the primary victims of the pandemic. They
suffered huge losses on their investments due to the
unsold properties. But since the sector is being uplifted
again, developers have also taken the cognizance of
changing preferences of buyers. They are willing to
customize their products to meet the needs of their
customers.
In addition, the developer profile has gained even more
prominence in the decision-making matrix. Developers
with a proven track record are increasingly preferred and
willing to pay a premium for their projects.
Furthermore, during the last few years, structural reforms
in the real estate business have begun the process of
weeding out smaller, unorganized developers from the
market. The pandemic overturned the scales in favor of
established and well-known developers that mostly
remain honest to their promises. As a result, the majority
of new launches, particularly during the epidemic months,
have been spearheaded by well-known developers.
What Next?
The epidemic accelerated a trend away from high-priced
downtown markets and toward smaller, more affordable
markets. As a result, organizations must remain agile.
Uncertainty can be a blessing or a curse.
There is a rule of nature – every night comes with the
dawn, a dawn of hope, a dawn of new dreams. The real
estate sector may have been slumbered, but it will rise
again. After all, it's the home that matters.
June 2022 | 20 | www.insightssuccess.com

24. Joan Docktor,
President
Berkshire Hathaway
HomeServices Fox
& Roach, Realtors®
June 2022 | 22 | www.insightssuccess.com

25. Joan Docktor
Mentoring the Future Genera on of REALTORS
The home values and buyer demand have soared and
have strengthened the real estate industry's
foundation in the past year and a half amid the
pandemic. The unprecedented time proved to be a shining
light for the industry leaders to understand the transforming
fundamentals, which helped them stay on the top of their
game. Joan Docktor is one such leader who, with her
expertise, has been instrumental in the growth and
profitability for over three decades and has made her mark
in the industry. Joan is the President of Berkshire
Hathaway HomeServices Fox & Roach, Realtors®,
where she oversees operations in multiple states to facilitate
reliable services to its clients.
We at Insights Success caught up with Joan in our endeavor
to find “The Most Influential Real Estate Leaders 2022.”
We had a conversation to know in-depth about her journey
and experience in the real estate industry?
Below are the highlights of the interview.
Brief our audience about your journey as a business
leader until your current position at Berkshire
Hathaway HomeServices Fox & Roach, REALTORS®.
What challenges have you had to overcome to reach
where you are today?
Author and motivational speaker Zig Ziglar once said,
"When you catch a glimpse of your potential, that's when
passion is born." As soon as I earned my license and started
my career as a REALTOR, I knew it was my passion, and I
was on fire. I went on to become Rookie of the Year and
then REALTOR of the Year. I rose through the ranks to
become a sales office leader, and then came my current role
as president. As far as challenges, I earned my position at a
time when very few women had roles above middle
management. I was accepted by sales professionals as they
knew I was one of them; however, I needed to work harder
to earn the respect of those above me. Also, I'm part of a
family company in which I'm not a family member. So, that
was another constructive opportunity to prove my worth.
Tell us something more about your company and its
mission and vision.
The Fox & Roach name is a well-known local brand that
has been trusted by buyers, sellers, and sales professionals
for over 100 years. Although we have 5,500+ sales
professionals, our goals are to feel small, stay nimble, and
continue to dominate the market. The Berkshire Hathaway
HomeServices name strengthens our brand even more with
global recognition and a seal of professionalism, quality,
and business acumen. There are so many advantages to
legacy, such as stability, resources, hindsight, reputation,
and strong relationships.
Enlighten us on how you have made an impact in the
Real Estate niche through your expertise in the market?
Being honored with industry awards ‒ such as the Helena
Devereux Women in Leadership Award, for example ‒ as
well as being inducted into the RISMedia Newsmakers Hall
of Fame have exposed me to numerous businesses and
organizations both locally and nationally. My affiliation
with various boards has extended my impact beyond Fox &
Roach. I’m a member of The Realty Alliance and have
served on their Board. I am also Vice Chairperson of the
Board of Directors for Bright MLS and Chairperson of
NAR’s 2021 Real Estate Services Advisory Group. I am on
The Most Influen al Real Estate Leaders 2022
June 2022 | 23 | www.insightssuccess.com

26. the Board of Directors of Cradles to Crayons and a mentor
at The Forum for Executive Women. I am among other top
brokers who are helping to lead our industry as a whole.
Describe in detail the values and the work culture that
drives your organization.
We believe in support ‒ of each other, our communities, and
our business together. As I mentioned, we have a network
of 5,500+ sales professionals who all feel like family. We
take real estate seriously. We strongly believe that having
quality managers available to every sales professional is
essential for growth. We demand integrity, and we obsess
on the end goal: helping people buy and sell homes.
Undeniably, technology is playing a significant role in
almost every sector. How are you leveraging
technological advancements to make your solutions
resourceful?
We have access to best-in-class technology that helps our
sales professionals meet their business goals, and classes to
help them easily adapt and incorporate new tools. We have
so many tools because everyone works differently. Our
Education Department organizes these tools for specific
activities and levels of experience so that all of our sales
professionals can easily find what they need. In short, we
leverage technology and give sales professionals a roadmap
to success. We have everything you need to succeed!
If given a chance, what change would you like to bring
in the Real Estate industry?
In this country, there are over two million real estate agents
and about 5.8 million homes sold each year. That clearly
means that there are too many agents. This is not an
industry in which people should be "dabbling." That is a
major change I would bring: reduce or eliminate part-time
agents. This is a serious business and, in buying or selling a
home, people are making life-changing decisions. It is too
important a transaction not to have true professionals at
every turn. There are many different models of business ‒
from online to hybrid to brick and mortar ‒ and all models
should be raising their standards. We should all demand
more full-time education. Serious professionals only!
What, according to you, could be the next big change in
Real Estate industry? How is your company preparing
to be a part of that change?
I see two changes coming. The first is more consolidation,
so only a handful of large brokers will survive. It’s more
and more difficult for smaller brokers to compete with
national companies. We have grown through mergers,
acquisitions, and organic growth and will continue to do so.
We are the acquirers; not the acquired.
Secondly, I want to talk about iBuyers. Eliminating agents
from the transaction is not the answer to the complicated
process of home selling – being prepared, being a trusted
advisor, and simply being human are the answers, in my
experience. However, due to the Internet, there are now
more options that would have been similarly inconceivable
just a few years ago. To meet this change, we will work to
simplify transactions and make sure that the consumer
receives transparency. The process is very time-consuming,
and we’ll do everything we can to streamline it. In reality,
iBuyers account for 5% of the business at most right now
and are not yet popular in the markets we serve. We will, if
necessary, affiliate with an iBuyer company so that we can
handle those sales, if and when they take place in our
market. Also, institutional investors are looking to purchase
single family homes and town homes in good condition. We
“
“Skilled professionals, a
cohesive team, and a
track record without
equal.
June 2022 | 24 | www.insightssuccess.com

27. will train our agents to handle these investors, as well as the
rental of these properties. In short, we will always expand
our brokerage's services to meet the demands of an ever-
changing and unique consumer base.
Where do you envision yourself to be in the long run,
and what are your future goals for Berkshire Hathaway
HomeServices?
For myself, I want to continue to coach and help others
grow. It's important to me to be a servant leader, and it's a
goal for which I'll continually strive. Leaders have the
responsibility ‒ and opportunity ‒ to be positive role
models and mentors. Whether you're female or male, I
believe that you need to convey warmth, or you will
struggle as a leader. I also want to continue to give back to
our communities as much as possible through Fox &
Roach/Trident Charities, helping children and families in
stressful life circumstances.
For the company, the goal is to continue to be the #1 broker
in the market with a second-to-none brand and the most
professional agents and employees.
What would be your advice to budding entrepreneurs
who aspire to venture into the Real Estate sector?
Find a great company with which to affiliate! Also, real
estate teams are a growing part of our industry. If you're
new to the business, it may be a beneficial way to start.
Whether you're an individual agent, a team leader, or a team
member, our great company will provide you with support,
the power of our brand, and the tools that you need to meet
or exceed your goals.
June 2022 | 25 | www.insightssuccess.com

30. Lorie Campbell-Farley
Serving above and beyond for buyers and sellers
- by making your favorite four-letter word SOLD
his story is about the process of successfully buying
Tand selling your home. It will help you understand
why teaming with the right professionals gives you
the best chance to buy your dream home or sell with
confidence that your financial goals are met.
To assist people in finding their perfect home, Lorie
Campbell-Farley puts her unique skills into play to align
with her client's vision. As the REALTOR®/Real Estate
Advisor for ViewPoint Realty Services, she extends the
benefits of a leading Nova Scotia Real Estate Company to
provide her clients with the results they should expect and
deserve.
A Journey from Sales to Real Estate
Lorie Campbell-Farley was born and raised in Southern
Ontario. She began her career as a supervisor for one of the
top ladies' retail companies in Western Canada for 12 years.
Later, she worked with senior management, sales, and
marketing for ten years with a public company. She traveled
to Nova Scotia in 2009, falling in love with the vast spaces,
gorgeous vistas, country lifestyle, and wonderful
communities.
In 2010 Lorie began her career in real estate using the skills
she acquired in her previous roles. She brought a fresh
approach and new energy to the business . She utilizes her
Real Estate
Your Way.
The Most Influen al Real Estate Leaders 2022

31. ®
Lorie Campbell-Farley | REALTOR /Real Estate Advisor | ViewPoint Realty Services
June 2022 | 29 | www.insightssuccess.com

32. knowledge to provide her clients with an array of services
offered by www.viewpoint.ca. Whether you are listing your
home, buying a new home, need financing, or insurance,
Lorie delivers.
Cherished Efforts
Lorie is an ambassador for the Valley and knows that those
who get a chance to move and live here will enjoy the
beautiful farms, oceanfront homes, horse farms, lakefront
homes, and quaint towns. She proudly services the military
community at 14 Wing Greenwood. She loves to educate all
her clients on scenic hiking trails, apple orchards,
vineyards, and the highest tides in the world exceeding 40
feet + along The Bay of Fundy.
Lorie has won numerous awards as an experienced advisor
with 387 transactions valued at 72.5 million in sales up to
December 2021. She represents clients from all walks of
life at all price points. Her exceptional work ethic, vibrant
personality, professionalism, and passion for real estate
shines through from the moment you meet her, and her
background in sales and marketing produces quick results.
And she doesn’t just specialize in the residential segment.
She is an expert in horse farms and has represented clients
buying and selling wineries, churches, processing
factories....and more.
Whatever It Takes
She handles every aspect of the process, personally,
walking through respective properties, doing personal
videos talking about the home and property, individual
evaluations, and comparisons. Lorie asserts, "All
documents are handled electronically, and mastery of cell
phone, photography internet, and computer skills to speed
the process. Today, electronic tools make it possible to buy
a house without having ever visited the house,
neighborhood, community or even province.”
Rather than relying on personal assistants, Lorie takes it
upon herself to personally handle every detail of each
client. This personal touch gives her clients the trust to
manage such essential transactions remotely, accelerating
her skills and equipment to make this new, faster-selling
process work. She keeps a mobile office available around
the clock and wishes to eliminate as much paper as
possible, store and recover documents and transmit them
quickly and efficiently. Speed is a critical element of a
successful transaction.
The Repercussions of Unprecedented Times
Lorie expresses that since the beginning of the Pandemic,
residents of Canada's largest urban centers have been
showing more interest in the eastern coastal provinces,
especially in Nova Scotia. By comparison, Annapolis Valley
Nova Scotia is an excellent investment. It is all about
location, location, location, and quality of life .
Crossroad of Life
Lorie and the brokerage team provide real estate, mortgage,
and insurance services to home buyers and sellers
throughout Nova Scotia . When you list your home with a
ViewPoint agent, you get full service & maximum
exposure! Its brokerage site has over 500,000 users; every
property listed by a viewpoint agent will be highlighted
with a unique marker on the map, which generates 5x more
viewing than other active listings from other brokerages.
Strong Words Spoken
For Lorie Campbell-Farley, her mission at Viewpoint is
simple: to help real estate buyers make smart well-informed
purchases or for sellers listing their property to make sound
decisions- all with the knowledge that they have the best
representation in the business.
The Vast Offering
Lorie knows what the Annapolis Valley has to offer. The
Bay of Fundy is known for the highest tides in the world,
beautiful hiking trails, beaches, lakes, and breathtaking
coastal views. The Annapolis Valley has long been a
desirable destination for those looking to escape the hustle
and bustle of other parts of Canada; by living here, one can
experience a different view of life.
With varying job opportunities and a diverse range of
prospering industries, the Annapolis Valley offers a unique
spin on life, with agricultural land, dairy farms, horse
farms, vineyards, forestry, lobster fishing, golfing, and
more. The Annapolis Valley Nova Scotia housing market
has become a hot spot to live, raise a family, retire and live
that life you always wanted by having the quality of life
you deserve.
June 2022 | 30 | www.insightssuccess.com