Business profile: Success with buyers and sellers is a team effort at Cano Real Estate

Agent Kelly Winn credits his success in the real estate industry to his fellow team members and support he receives at his Clark County office

VANCOUVER — Miguel and Melina made the decision to move to Clark County from San Jose, California. After choosing to work with Cano Real Estate, the couple was connected with agent Kelly Winn. Facing a challenging schedule, Miguel and Melina worked with Winn remotely to establish a list of 17 potential homes they were interested in viewing. Then, they gave Winn the bad news.

“He (Miguel) was still going to school in the Fresno area, and they were coming to town for just one day,’’ said Winn. “That was just to find a house. So, I literally scheduled it so I could show them 17 houses in one day.’’

Winn met the couple at 8:30 a.m. to start their schedule of 17 showings in one day, a feat they pulled off, narrowing the list to three finalists by the end of the journey.

“Over night, they narrowed it down to two,’’ Winn said. “We went and looked at those two the first thing the next morning.’’

Miguel and Melina then headed to the airport for their return trip to San Jose and Winn headed back to the Cano Real Estate office, where he put together an offer for the couple, so desperately pressed for time.

“I wrote the offer and DocuSigned it to them so they could sign on their phone before they got on their flight,’’ Winn said. “They got the house.’’

Miguel and Melina are now, happily, residing in Clark County and appreciative of the efforts of Winn.

“Working with Kelly made our first-time, home-buying experience so wonderful,’’ Melina said. “Even with the stress of buying a home, Kelly made everything so much easier. We were from out of the area and only had a day to look at homes and he spent probably an 8-hour day with us going from house to house. He had our best interests at heart and it really just felt like he had our back. He was responsive, incredibly understanding, full of advice, accommodating, knowledgeable, and just a pleasure to work with. I would recommend him to anyone in a heartbeat.’’

Winn’s experience with Miguel and Melina is indicative of the challenges facing many real estate agents these days. Buyers and sellers often have little available time and the pressures of buying or selling a home can be intimidating. That’s why they usually turn to a licensed Realtor, like those on the staff at Cano Real Estate.

The Cano Real Estate team

“We are fortunate to have the incredible team we have,’’ said Nathan Cano, owner and founder of Cano Real Estate. “Each person brings value to our team. I am grateful for what we have and what we are building.’’

“Team’’ is a word that Cano takes very seriously. In fact, it’s the theme he has chosen for his business.

“Hire an agent, get a team,’’ said Cano, reciting his companies’ motto. “It’s all about a level of service. We have the advantage that we have other team members who can step up when the situation dictates. For example, if a client says ‘we need to see this home at 6 o’clock tonight,’ it’s not an option to miss an opportunity in this competitive market. If their agent isn’t available, we make sure another member of our team is. It’s a matter of us working together to provide the best level of service to the customer possible.’’

Garrett and Becca Olmstead, owners of The Locksmythe Salon in downtown Vancouver, are shown here in front of the new home they purchased just last week, thanks to the help of Cano Real Estate agent Kelly Winn (right). Photo courtesy of Ryanne Pitts
Garrett and Becca Olmstead, owners of The Locksmythe Salon in downtown Vancouver, are shown here in front of the new home they purchased just last week, thanks to the help of Cano Real Estate agent Kelly Winn (right). Photo courtesy of Ryanne Pitts

Winn and Cano worked together for another agency in Clark County before Cano ventured out on his own to form Cano Real Estate. Winn shortly followed along shortly after Cano established the business in 2003.

“Just seeing the level of success that he had in real estate sales and in establishing relationships in the industry, he seemed like the right person to follow,’’ said Winn, whose success over the past 15 years is proof that he made the right decision.

An important factor in the success of the team members at Cano Real Estate is the support staff that Cano makes sure is in place.

“We have the expertise, tools, marketing budget and other resources that can bring more exposure to listings and provide the support that our agents need to be successful and more efficient with their time,’’ Cano said.

An example of the support that Cano provides his agents is team members Jenny Valencia, the marketing director for Cano Real Estate, and Ryanne Pitts, the media marketing assistant and photographer. The work done and support provided by Valencia and Pitts allows the agents to spend more time with their clients.

“That’s part of what I love about being on the team,’’ said Winn. “It allows me to focus on client relationships and sales. That’s why we have the team and the staff that we have. Everybody kind of has their role. We function as a team really well. I’m focused day in and day out on meeting with clients, whether it’s listing or showing properties, pricing properties the correct way that’s going to get them sold and just the sales side of it. Everybody has their individual role and being really good at that and what they do is what makes us function so well as a team.’’

Not only are Cano Real Estate team members offered all of the support they need to do their jobs successfully, they’re also provided the best, up-to-date training offered in the industry. An example of that came in April when the entire Cano Real Estate team boarded a shuttle bus and departed to Seattle, where they met with Zillow leaders at their corporate office.

“It’s a great feeling meeting someone at their house, shaking their hand and giving them their keys, or following up with them after they sign their seller docs and the deal closes,’’ said Cano Real Estate agent Kelly Winn (far right), shown here with recent clients Garrett and Becca Olmstead. Photo courtesy of Ryanne Pitts
“It’s a great feeling meeting someone at their house, shaking their hand and giving them their keys, or following up with them after they sign their seller docs and the deal closes,’’ said Cano Real Estate agent Kelly Winn (far right), shown here with recent clients Garrett and Becca Olmstead. Photo courtesy of Ryanne Pitts

The Cano team was able to speak with managers and representatives from several departments within Zillow, including the New Construction Team, Connections Specialists and Regional Team Leads who work with top agents around the country. The Cano team heard first-hand the thought processes and years of planning that went into Zillow’s recent rebrand, along with Zillow’s affirmed vision of seamlessly connecting prospective home buyers with the best agents. Team members saw great benefit in getting that exclusive masterminding time with Zillow leadership. Each person left with additional insight and goals for nurturing the Zillow partnership in an effort to further improve the experience that buyers and sellers will have while working with the Cano team in Clark County.

The keys to the agent-client relationship

Winn’s experience and training in the industry has led him to a few basic, yet critical, philosophies when it comes to having a successful relationship with his clients.

“I find that it’s communication,’’ Winn said. “I mean, a lot of things that happen in the real estate industry are out of our control. But, you know, keeping in constant contact, keeping people completely up to date with where we’re at in the process is vital. I would say that nowadays, between email, phone calls and text messages, there is a minimum of probably four touches per client per day. They often have some kind of request, as small as it could be, but it’s still something that I need to make a phone call, find out or do a little bit of research on, and then get back to them. So, I would say that communication is the key.’’

Winn said the agent-client relationship can obviously be very rewarding when a positive outcome is reached.

“What they’re looking for is their home,’’ he said. “It’s the place they’re going to live in, that they’re going to go home to every day. It’s where they’re going to live and where they’re going to retire. So, yes, it’s a big deal and I take a lot of pride in my part in that.

“It’s a great feeling meeting someone at their house, shaking their hand and giving them their keys, or following up with them after they sign their seller docs and the deal closes,’’ Winn said. “Then, it’s on to the next adventure.’’

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About The Author

Ken Vance got his start in the newspaper industry in 1987 as a reporter at The Columbian Newspaper in Vancouver. Vance graduated from Stevenson High School in Stevenson, WA, and attended Clark College in Vancouver. He worked for The Columbian from 1987-2001. He was most recently a staff member of The Reflector Newspaper in Battle Ground, where he served as editor since 2010 and reporter since 2007. Vance’s work in the newspaper industry has won him multiple awards, including a first place award from the Society of Professional Journalists for in-depth reporting.

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