Q&A with Daniela Tofano, Coldwell Banker Community Professionals

With a business rooted in family, consistency and community, Daniela Tofano has evolved from a disciplined solo producer into a growing team leader in the Greater Hamilton market. After years as a “lone wolf,” rising volume  and the post-pandemic surge prompted her to build support around her. In 2024, she completed 33.4 transactions and $23 million in solo volume. In 2025 year-to-date, her solo business sits at $32.5 million, while total team volume has reached $44.7 million.

Team: Daniela Tofano Real Estate (DT Real Estate), Coldwell Banker Community Professionals Market: Greater Hamilton Area (Hamilton, Ancaster, Dundas, Waterdown, Stoney Creek), Burlington, Grimsby, Beamsville
Structure: Two sales reps, one part-time assistant (soon licensed)

REM: How did you get into real estate?
DT: Real estate was always part of my life. My parents owned more than 20 properties, mostly on the property-management side, and I was involved from a young age, painting rentals, helping with small improvements. After college and some time living and travelling abroad, my dad suggested I look into becoming a Realtor. He had a feeling I’d thrive here. He wasn’t wrong.

REM: When did you decide to build a team, and why?
DT: I resisted it for a long time. I didn’t mind being on my own and had great support at my brokerage. But around 2018–2019, the volume became overwhelming. Then the pandemic hit, and once the shutdown lifted, demand exploded. I simply couldn’t keep up. In 2021, I hired a part-time assistant, and it was life-changing. From there, having a licensed assistant and eventually sales reps became the natural next step, so I could serve clients better and regain balance.

REM: Who does what today?
DT: My assistant manages most back-end operations, while I focus on sales and client relationships. I stay very hands-on with marketing; it’s important to me that our brand reflects who we are. We take pride not just in the transaction, but in serving our community long after closing.

REM: Current team snapshot?
DT: Four team members total, including me. Two full-time sales reps and one part-time assistant who is in the process of becoming licensed.

REM: Production snapshot?
DT: In 2024, I completed 33.4 transactions with $23 million in solo volume. In 2025 year-to-date, solo volume is $32.5 million. Total team volume for 2025 so far is $44.7 million.

REM: First hires that changed the business?
DT: First was my part-time assistant, who took over marketing, database and admin. That freed me up to focus on clients. Second was a full-time sales rep I mentored from the start — capable, confident and able to manage deals independently. Most recently, we added a full-time Realtor with five years’ experience. Even early on, it’s clear she’s a great fit.

REM: Your first-hire advice?
DT: Hire slow. I took time to work alongside people before making it official. By the time they joined the team, it felt natural. Trusting my gut mattered.

REM: Top lead sources today?
DT: Repeat clients, referrals and online — primarily social media and people researching testimonials and our website.

REM: If one channel vanished tomorrow, what would hurt most — and why?
DT: Social media. It’s become a significant lead source and allows us to connect with both new and past clients through branding, presentation and storytelling.

REM: How are new leads handled?
DT: We respond within 24 hours at most, often immediately. Regardless of the channel, the goal is to move the conversation toward an in-person or virtual meeting. Face-to-face connection builds trust and drives conversion.

REM: Core tech stack?
DT: RealOffice360 for CRM; no dialers or automation. Other essentials are Canva, Loom, Zoom, and applying Richard Robbins’ planning methods.

REM: What kind of agents thrive with you?
DT: Self-starters who are organized, communicate clearly and value balance. You need a plan and goals, and the discipline to adjust when needed.

REM: What separates top producers?
DT: They work from a written plan, track activity versus results and collaborate with other top Realtors inside and outside the brokerage to stay sharp.

REM: ISA or transaction coordinator as the next hire, and why?
DT: A sales representative. It allows you to maintain client experience, share workload and avoid turning business away. Collaboration also makes the industry less isolating.

REM: If a leader has $5,000/month to invest, where should it go?
DT: Client appreciation events. I host about three a year. They’re consistently one of the most rewarding and effective investments we make.

Lightning round

Favourite Canadian market insight: Your database is your most valuable asset
One tech you’d fight to keep: Social media
Marketing hill you’ll die on: The basics: staging, professional photography and thoughtful presentation

Agents fail because… they focus on the sale, not the experience.
Teams win because… collaboration turns individual strengths into a collective advantage — and nothing falls through the cracks.