by Stephen Bourdon

In Paul Zammit's real estate home office, a bright light shines on a ReMax All Stars hockey sweater hanging on the wall. The number on that sweater is 99. Out of respect for Wayne Gretzky, Paul has never worn #99. Instead, when he was given it to wear for his ReMax hockey team, Paul chose another number and framed the #99 sweater to commemorate renewed directions, a new outlook and a new team-all of which occurred in 1999, the same year that the Great One retired. It was also the year that Paul Zammit transformed his life and his career in real estate.

Paul Zammit's real estate experience began soon after completing high school. By 1985, Paul's father had been selling real estate for 14 years. Following in his father's footsteps, Paul obtained his real estate license-at the ripe old age of 20! Over a few short years, Paul enjoyed success at Royal Lepage and Safeguard real estate companies before moving to Family Trust where he became assistant manager at age 24. But Paul's career was still in its infancy. Equipped with his newly acquired broker's license in 1989, this energetic young broker ventured into new territory by opening Paul Zammit Real Estate. That year also marked the beginning of a tough recession. "I watched a lot of big companies fold and go under all around me, " reflects Paul. "So I had to make a decision." Undaunted, Paul stuck with his business, concentrating his efforts in the Thornhill area and, in the process, building a strong client base. As it turned out, the experience and effort would pay off when a new career opportunity presented itself at a critical time in Paul's life. After ten years, the driving force behind Paul Zammit Real Estate knew that it was time for a major change.

I needed to get help, so I formed a team. My clients immediately felt the heightened quality of service and the overall impact was very positive.

A pattern had been developing that convinced Paul that taking stock of his life and career was not only an option-it was the only option. "Since 1994, I had been the top agent in the Thornhill area," says Paul. "What I found really troublesome was that I was achieving this high level of performance every second year. My company would enjoy a stellar achievement one year, after which I'd be burnt out for the next twelve months. The following year, I'd be back again winning the top agent award. I recognized that this cycle happened because I was, in essence, doing everything myself. More importantly, I realized that this pattern was no life for my family or me. By 1999, a significant career change was essential." That same year, the Great One himself was making career changes. But while Wayne Gretzky was hanging up his skates in 1999, Paul Zammit simply got himself more skaters. I needed to get help, so I formed a team. My clients immediately felt the heightened quality of service and the overall impact was very positive.

First, Paul joined ReMax Hallmark Realty as associate broker, where he experienced what he describes as the benefits of working for such a company: "strong market share, great people, and lots of synergy, all of which rubs off on me." Paul then created his new team, one that came right from home and family. The Paul Zammit Real Estate Team consists of Paul, his wife Madeline Fox-Zammit and sister-in-law Michelle Fox-O'Dell. Working out of their Re/max home office, this dynamic trio has enjoyed much well deserved success. Both Hallmark Realty and the Zammit Real Estate Team have given Paul a new lease on life-and much fulfillment.

"Ever since 1999, lifes been good. I now have 2 children whom I adore, I'm more productive, yet I have more balance in my life. Paul has been repeatedly ranked in the top 1% of all agents in Toronto since 1994. With his new team in place, He is now ranked among the top 100 agents in Toronto out of 18,000, and was 31st in Canada for Remax as of May 2002 out of 11,000 agents. The Paul Zammit Team seems to have essentially "smoothed out all the highs and lows, creating a consistent, well-oiled operation." Paul willingly shares some of the secrets to their success.

"Sure, having a large past client base helps, but it's our strategies that set us apart from other agencies," says Paul. "We focus on system, leverage and team. If one of us is busy, we have back up systems so that all of our clients are served. We don't have to re-schedule appointments, for example, because we have them covered." Paul stresses that, rather than having a company hierarchy, the team members work with each other.

Specializing in one area instead of working all over the map has its advantages, too. "Our knowledge of Thornhill area is that much more extensive than that of the average agent. We know all about the community-the top schools, the best restaurants, transit and municipal services and so on-and we especially know housing prices in the area. Rather than trying to do the impossible-be all things to all people-we have become the specialists in Thornhill and surrounding area."

Providing high quality service to their clients is another "hallmark" of The Paul Zammit Real Estate Team. Paul emphatically states, "I put myself in the shoes of the person selling a house. In other words, what would I expect from my real estate agent? Well, we show our clients that their home is being marketed to its fullest." Paul's team achieves this goal in a number of ways.

After examining the client's home, they determine which marketing strategies are best suited to the property. "For example," says Paul, "We have a tailored marketing plan for high end homes that is completely different than those in other price ranges. We categorize passive marketing (advertising) as only a small aspect of the reason most homes sell. Active marketing (telephone prospecting) is where we excel as a team. The advertising is simply a means to make the phone ring. When the phone isn't ringing, we make things happen.

The Paul Zammit Team is known throughout the industry for being on the cutting edge of technology. To further serve our clients we have a 1-800 number that provides a Fax On Demand Service for feature sheets on specific homes; we also have a website where clients can take virtual tours and page us, email us or even book and appt to view a home right from there. We know the track record of where each type of property sells, so we use that knowledge to maximize our marketing strategies."

In Paul's own words, his goal is simply to get the "highest possible price with the least amount of inconvenience in the shortest time possible." His team does this by being entirely professional, concentrating on one area, knowing that market thoroughly, and getting the people in that market to know that "Paul Zammit equals success." "For our buyers, we keep them informed of new listings with computer software that we call our VIP Buyer Program which will automatically send them an email of any properties in their price range that are new to the market, go off the market, get reduced or sell. Our sellers and past clients also really like that program. It gives them the opportunity to stay in touch with the market as well."

If Paul Zammit continues to have the kind of achievement enjoyed by the teams that the Great One played for, Paul and his teammates will no doubt be at the top of their game for many seasons in the future.

Since this article was written in December 2001 for the February 2002 edition, Paul and Madeline's second daughter Paige was born January 27th, 2002. Congratutalations Paul and Madeline, from all of us at Real Estate Executive Magazine.