REP 4.01

REPMAG.CA ISSUE 4.01 | $12.95

THE

REP 200 Discover how the country’s top 200 agents took their business to new heights

WHEN BUYERS BACK OUT What one GTA agent did when faced with every seller’s worst nightmare

IS DUAL AGENCY REALLY DEAD? BC’s regulator has paused its plans to end dual agency – but for how long?

SOUTH OF THE BORDER How Canadian agents can service one of the hottest markets in the US

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CONTENTS

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UPFRONT 04 Editorial

What separates the dedicated agents from the rest?

THE

REP 200

22

FEATURES

DONE DEAL

When a couple got caught in the GTA market’s downfall last spring, their agent had to think fast to help them out of a dire situation

2

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10 News analysis

The spectre of a dual agency ban still looms for Realtors in BC

16 Opinion

Ontario’s next hot location

56 Score one for the home team

PEOPLE

52

By narrowing his focus to citydwelling professionals, Toronto agent Manu Singh has built a thriving business

The lowdown on AmeriSpec’s new HomeScore app

57 Learning and leading

How LeadingRE is rethinking training

60 Entrepreneurial success

Four things every agent must do this year

62 Associate yourself

Tech access is just one of the benefits of CREA membership

64 Deal your clients a flush

Exit Realty Advantage’s Dana Clowater details how he went from selling ads in the local paper to running one of Fredericton’s top brokerages

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Would Canada ever completely shut out foreign investors?

An inside look at a Craig Proctor seminar

AGENT PROFILE INDUSTRY ICON

08 Head to head

54 A better way

THE REP 200

PEOPLE

The latest figures on foreign buyers

FEATURES

SPECIAL REPORT

What does it take to stand above the thousands of other agents across Canada? Members of this year’s REP 200 list reveal the strategies that took them to the top

18

06 Statistics

The smart way to upgrade plumbing

66 Working with purpose

How collaboration can drive sales

FEATURES

58

ORLANDO CALLING

A new partnership lets Canadian agents help their clients purchase property in one of Florida’s hottest housing markets

PEOPLE 71 Career path

Benjamin Shinewald takes a global view

72 Other life

Violinist Simon Lau has a few extra strings to his bow

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UPFRONT

EDITORIAL

Are you part of the problem?

E

ach year when REP’s Top Agents feature rolls around, it not only provides the chance to celebrate the talented, committed and intelligent people working in the best interests of Canadian homebuyers, it also hammers home just how few of those individuals are actually out there.

There are simply too many agents. Part-timers, recent college grads struggling to find a job in their chosen field and real estate investors looking to save themselves commission fees are all lining up to get their licences and trampling each other in a rush to find a home at a ‘rapidly growing’ brokerage where managers have rarely encountered a desk fee they didn’t like. Consider this: Chicago has just under 14,000 licensed agents working in its market; the GTA, which is roughly the same size, has approximately 48,000, the overwhelming majority of whom sold fewer than two houses last year.

While some of the blame rests with those who hire these people, most of it belongs to the agents themselves, who have rushed into an industry that has, in recent years, become both a hot topic in the media and a seemingly can’t-miss business proposition: Not only can you get quoted in the Globe and Mail or land an appearance on BNN, you can also earn a $25,000 commission for not getting lost on your way to a showing!

Just as expansion teams water down the talent pool of major sports leagues, a glut of unsuccessful fly-by-nighters can damage the real estate industry The fact is, real estate can be a brutal industry, and the agents who make it – like those featured in the REP 200 – are survivors. The amount of time and money required to succeed in this business is one of its harshest realities, and if you haven’t learned that firsthand, you’re not a real agent. Just as expansion teams water down the talent pool of major sports leagues, a glut of unsuccessful fly-by-nighters can damage the real estate industry. An agent struggling to sell houses is going to get desperate and, most likely, stupid. Every agent caught out in an incompetent or unethical moment stains the entire industry. As interlopers, they can easily slink away from their failures and abandon their ‘career’ like a coat at a house party. But it’s the lifers who will be left to deal with the fallout.

While reading this issue of REP, we hope you’ll ask yourself what kind of agent you are – or at least what kind of agent you hope to be. Are you the kind who is prepared to make real estate your life? Or are you the kind who will probably be working in a pot dispensary a year from now?

Because one of those groups needs to get out of the way.

www.repmag.ca SPRING 2018 EDITORIAL Writers Clay Jarvis Joe Rosengarten Libby Macdonald Copy Editor Clare Alexander

CONTRIBUTORS Brady Thrasher Stephen Barnes

ART & PRODUCTION Designers Martin Cosme Joenel Salvador Production Manager Alicia Chin Traffic Coordinator Ella Dayandante

SALES & MARKETING Associate Publisher Trevor Biggs General Manager, Sales John Mackenzie National Account Manager Trevor Lambert Project Coordinator Jessica Duce

CORPORATE President & CEO Tim Duce Office/Traffic Manager Marni Parker Events and Conference Manager Chris Davis Chief Information Officer Colin Chan Human Resources Manager Julia Bookallil

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ADVERTORIAL

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What you’re about to read should make you think. AND question everything you’re doing and everything you’re being told.

“2018 is going to be a scary year. Mortgage stress tests are expected to further dampen housing demand, and economists are divided about how much further Canada’s housing market will fall.”

[Financial Post] Craig Proctor, here. So, here’s what I know – that nobody else does. I know how to get crazy rich during a “bad” real estate market.

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Just juice the income a little. I mean: SKYROCKET your income. I mean: STUN everybody else in your office – and the flashiest loud-mouth braggart at every meeting. I mean: ACTUALLY HAVE PEOPLE LINED UP, PRE-DETERMINED TO GET YOU AND ONLY YOU to list and sell their home or find one for them – so you have NO competition. I mean: RUB EVERYBODY’S FACE IN IT KIND OF SUCCESS. Visible. Big. Confusing to others. “How the hell is he doing this?” I mean: “GREEN WITH ENVY” MONEY pouring in. I mean: MAKING SO MUCH SO FAST that all your debt is wiped away, your credit cards are clear, the new car you kept telling yourself “no” to is in your driveway, and there’s a money flow left over to wisely invest and get rich with. I mean: joining the Evil 1%. (With me.) Needing a financial advisor, a private banker, a wealth manager. I mean: actually living like the people who buy million dollar luxury homes from you. All while working LESS HOURS with LESS STRESS, doing fewer things, and getting greater results. Getting Crazy-Rich in real estate without having a disappointed and disapproving spouse and family.

What you need is a system that works.

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You see, I approached my real estate career more like a “systems engineer” than an excitable salesman. Maybe my consistency and constancy is boring to some, but the most successful agents in many franchises, over 300 agents with 7-figure incomes, and

thousands of agents transformed from years of struggle to success - all of them are using my system.

But this is NOT for most agents. Most agents just aren’t mature and sensible enough for it or honestly ambitious enough for it. And most just can’t handle the truth.

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Crazy-Rich is hardly ever about invention. It’s about implementation.

Contrary to widely held belief, Henry Ford did not invent the horseless carriage or gasoline engine. He developed a functioning assembly line to make the damn things, and a dealer-franchise system to get them sold. Two systems. Implementation, not invention. Fred deLuca at Subway did not invent cold cuts, the sub sandwich or franchising – but he brought a system to it second-to-none, and got crazy-rich. I did NOT invent anything in my System. Much of it came from outside of real estate and was revolutionary in real estate, but each piece I put together already lived successfully elsewhere.

Here are the three mindsets you MUST have: 1. You have to be businesslike. Most agents think and act like worker bees, buzzing about, flower to flower, idea to idea, fad to fad. They never create businesses. Just jobs. You have to think like a builder and developer, not just a salesman. You have to think like a guy who owns 50 Subway shops or the whole company, not the guy behind the counter making the sandwiches. If you do, what I’ll share with you at my upcoming Discovery Day will make sense to you.

2. You have to intend to get and stay RICH in this business. Most agents are content making a living, forever making excuses to themselves and their families, forever waiting for the market to go back to its peak. If these agents do four, five, maybe ten deals in a year, they are good to go for another year. This isn’t for those

folks. This is for the agent with mid-6-figures to 7-figures on his or her mind AND determined to earn it without selling soul to soul-numbing activities like sitting on the Wish-Chair all afternoon at open houses, doing listing Billionaire Agent and presentations Millionaire Agent-Maker, for prospects Craig Proctor also having 4 more agents “audition”, playing tour guide, pushing business cards on people at cocktail parties, even cold-calling FSBO’s etc. You have to be fed up, worn out and frustrated with the way most good-income agents work and everything they trade away for their income AND ABSOLUTELY COMMITTED TO A BETTER WAY OF LIFE. It’s said no team can start winning until they are absolutely disgusted, angry and fed up with losing.

You can be making a good income in real estate and still be losing. I know that from firsthand experience.

3. You have to be able to focus and employ self-discipline, to stick with a winning plan once you get one. There’s no point in wasting your time or mine if you have the attention span of a ferret drinking Starbucks, the self-control of Donald Trump, and the self-discipline of a puppy. Warren Buffet has not changed his investment selection system one iota in at least 20 years. Disney’s system for successful storytelling has never changed or wavered. “Frozen” was built on exactly the same premise and template as was “Snow White”. ADHERENCE TO SYSTEM makes you crazy-rich. Flitting about has you starting over, over and over and over again.

Okay, so, do you think you would value and could stick with a complete and ‘no stone unturned’, proven, up-to-date but not fad-ish, extremely productive system if you got one? If so, investigate, explore, learn.

And do that by attending my upcoming free half day Discovery Day. You’ll find all the details you need to attend at www.CopyMillionaireAgents.com.

Go there now. This is serious.

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UPFRONT

STATISTICS

Foreign buyers crave condos

The ideal property for a non-resident buyer is newer, more expensive – and more likely to be a condo AS A GROUP, non-resident buyers tend to skew toward the higher end of the price range, typically opt for more recently built properties and have a pronounced preference for condos.

Despite the fact that condominiums make up only about a fifth of residential properties in Toronto and just under a third in Vancouver, this particular type of housing

3.4%

Percentage of all residential properties in Toronto owned by non-residents

WHERE ARE NONRESIDENTS BUYING? Perhaps not surprisingly, given their preference for condos, non-resident buyers have flocked to the downtown cores of both Vancouver and Toronto.

Suburbs adjacent to the centres of both cities have also drawn their fair share of foreign interest.

stock accounts for around half of the properties owned by non-residents in both cities.

The latest research on foreign ownership also highlights the fact that while non-resident buyers are a very small portion of the property market across the board, the properties they purchase average anywhere from tens to hundreds of thousands of dollars more than the ones bought by locals.

4.8%

44%

Percentage of all residential properties in Vancouver owned by non-residents

Proportion of foreign buyers in Toronto who purchased a condo

Top markets

1

Vancouver

2

Richmond

3

West Vancouver

4

Lions Bay

5

Burnaby

Bowen Island

4.2%

53%

Proportion of foreign buyers in Vancouver who purchased a condo

Source: Canadian Housing Statistics Program, Statistics Canada, December 2017

HOW MUCH OF THE MARKET? While much attention has been paid to non-residents’ effect on the Toronto and Vancouver markets, their overall share of market value is quite low.

NON-RESIDENTS’ PORTION OF MARKET VALUE

Toronto

3.0%

SPENDING BIG Non-resident buyers almost always pay more for their properties than locals. While the average amount ponied up by locals for a single-family home in Vancouver, for example, was $1.5 million, non-residents paid an average of nearly $2.3 million.

Average assessment value, non-residents

Average assessment value, residents

VANCOUVER

TORONTO

$2.5 million $2 million $1.5 million $1 million $500,000

5.1%

Vancouver

Source: Canadian Housing Statistics Program, Statistics Canada, December 2017

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$0

Singledetached houses

Semi- Row houses detached houses

Condos

Singledetached houses

Semi- Row houses detached houses

Condos

Source: Economic Insights, Statistics Canada, December 2017

VANCOUVER

TORONTO Bradford West Gwillimbury

Lions Bay

5.6%

Greater Vancouver A (GVA)

King

4.9%

Newmarket

1.8%

1.1%

Anmore

4.2%

2.4%

2.1%

1.9%

Orangeville

North Vancouver DM

Aurora

Coquitlam

Burnaby

2.5%

3.3%

Delta

2.0%

1.4%

Halton Hills

1.1%

New Westminster

7.5%

Toronto Ajax

Richmond Hill

2.6%

2.2%

1.3%

Top markets Oakville

Langley DM

3.6%

2.7%

1.5%

2.3%

White Rock

4.1%

1.3%

4.9%

Milton

Langley City

2.9%

Pickering

3.3%

Mississauga

Surrey

1.8%

Brampton

1.9%

Port Coquitlam

Uxbridge

Markham

1.8%

Pitt Meadows

3.3%

5.0%

1.8%

1.6%

Vaughan

2.1%

Port Moody

East Gwillimbury

1.5%

Maple Ridge

4.7%

3.8%

Richmond

2.9%

WhitchurchStouffville

2.2%

Caledon

North Vancouver City

7.6%

2.1%

Belcarra

6.2%

New Tecumseth

Mono

1.5%

West Vancouver

Vancouver

Georgina

1%

1

Toronto

4

Georgina

2

Richmond Hill

5

Mississauga

3

Markham Source: Canadian Housing Statistics Program, Statistics Canada, December 2017

NEWER IS BETTER

CLUSTERING IN CONDOS

Newer buildings seem to hold more appeal for offshore buyers. In Vancouver, 6.9% of the units constructed since 2000 are in the hands of non-resident owners; in Toronto, the figure is a similar 6.6%.

In both Toronto and Vancouver, foreign buyers largely prefer condos; 7.2% of Toronto’s condos and 7.9% of Vancouver’s are held by non-residents.

Pre-1990

9%

1.2% 1.2%

8% 7%

1.4% 1990-1999 1.8% 2000-2009

6% 5% 4%

2.5% 4.3%

3% 2%

4.1% 2010+ 2.6% 0%

10%

1% 0%

1%

2% Toronto

3%

4%

5%

Vancouver Source: Housing Market Insight, CMHC, December 2017

Condominium apartments

Row houses

Semi-detached Single-detached All residential houses houses properties

Toronto CMA

Vancouver CMA Source: Economic Insights, Statistics Canada, December 2017

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UPFRONT

HEAD TO HEAD

Do you foresee a ban on foreign buyers?

Could Canada follow in the footsteps of other in-demand markets and close the door to foreign investors completely?

Andrew Carros

Davelle Morrison

Jennifer Cameron

“I think a ban on foreign buyers in Ontario would be a huge mistake. Many felt foreign buyers were driving real estate prices higher and higher. Studies now show that foreign buyers represent less than 5% of the Ontario market, so banning 5% of the market for fear that they are driving up prices is incredibly misguided.

Instead of scapegoating foreign buyers, the government should pick up an Economics 101 textbook and learn about supply and demand. The lack of supply is the real reason for the high real estate prices. The government should resolve the supply issues.”

“Ontario’s Ministry of Finance indicates that foreign buyers contributed to 7.1% of purchases in the city of Toronto and 4.7% in the Greater Toronto Area. To impose a nationwide ban when the foreign buying is fairly insignificant would be a big mistake.

Foreign buyers are not the problem.

To discriminate against foreign buyers sends a clear message that Canada is closed to foreign investment. It could trigger more of a correction than desired, given that approximately 66% of Canadians are homeowners. The government’s unwarranted interference could directly hurt the market and Canadians’ greatest asset: their property.”

Partner and sales advisor Engel & Völkers Vancouver “I don’t believe Vancouver will ban international buyers. The government has already implemented a 15% tax on non-resident buyers, and this is enough.

We are a mosaic of various cultures. I work with people from all over the world looking for a better life in Vancouver.

Welcoming other cultures through immigration is what makes Canada so special. Vancouver, in particular, is a safe and beautiful city to live in, surrounded by nature – and therefore it is a desired location for people to settle with their families. Disallowing foreign ownership would be contrary to the principles our country was built on.”

Sales representative Bosley Real Estate

Sales representative The Cameron Team

NEW ZEALAND LEADS THE WAY A ban on foreign buyers is working its way through parliament in New Zealand, which, following a recent spike in real estate prices in its largest city, has been ranked by public policy firm Demographia as the fourth least affordable housing market in the world. A report from The Economist attributed this to the trend of “a growing horde of rich foreigners” buying up available properties. Newly elected prime minister Jacinda Ardern announced her intention to ban foreign buyers from purchasing existing property late last year, saying: “We are determined to make it easier for Kiwis to buy their first home, so we are stopping foreign speculators buying houses and driving up prices. Kiwis should not be outbid like this.”

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UPFRONT

NEWS ANALYSIS

The death of dual agency British Columbia’s real estate watchdog has come under fire for its move to ban limited dual agency.

Critics say the effort to protect consumers will cause irreparable damage to BC’s real estate industry

MARCH 15. That was the day limited dual agency in British Columbia was sentenced to die. But a wave of protest from Realtors across the province has called the Office of the Superintendent of Real Estate’s decision to ban the practice into serious question. On February 9, OSRE released a statement saying that it “is aware of the considerable concern from industry surrounding the implementation of the new rules and the impending implementation date,” and pushing the dual agency ban, or an augmented version of it, back to June 15.

The delay has been welcomed by Realtors across the province, but their relief could be short-lived if dual agency is still slated for

recommended a number of changes to real estate practices in BC that would theoretically protect consumers. The ban on dual agency was framed as a way to end shadow flipping in the province, which had been the subject of multiple high-profile news stories during Vancouver’s market peak in 2016.

But the ban was met with instant resistance from both Realtors and industry leaders.

“The concept of dual agency has existed in the world of real estate brokerage forever – since things got started under British common law,” says Elton Ash, regional executive vice-president at RE/MAX of Western Canada. “[The ban] is a political reaction to a perceived bad business practice that is knee-

“[The ban] is a political reaction to a perceived bad business practice that is knee-jerk and uncalled for” Elton Ash, Re/Max Western Canada extinction once the new deadline rolls around.

OSRE’s decision to end limited dual agency was first announced on September 6, 2017, as one of several measures put into place after the Real Estate Council of British Columbia’s independent advisory group

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jerk and uncalled for.”

Darren Close, president of the Kootenay Real Estate Board, wonders about the rationale behind the ban. “[OSRE] says it’s better to represent the public and give them the right to choose, but

the reality is limited dual agency is the right to choose,” Close says. “Before you can even enter a limited dual agency situation, both a potential buyer and seller have to agree to it in writing. It’s informed consent already.”

One of the more mystifying aspects of the ban is the concept of dual recusal. In its original form, the ban would require listing agents to not only reject offers to represent a buyer for a client’s available property, but also to cut ties with the sellers if an acquaintance – a former client, a cousin, a golf buddy – shows any interest in it whatsoever. That’s a provision that could be crippling to smallmarket agents.

“As soon as you get into rural BC, it just doesn’t work,” Ash says. “We have a lot of small brokerages in small cities and towns that are now saying they are going to have to shut their doors.”

BC’S UNHEARD REALTORS In September 2017, British Columbia’s Office of the Superintendent of Real Estate asked 25,000 Realtors to fill out an online survey related to the proposed changes to real estate practices in the province, including an end to limited dual agency.

Despite the overwhelmingly negative response from Realtors (as shown in the graph below), OSRE moved forward with the ban. The feedback that accompanied the survey seemed to indicate that OSRE was finished listening to the industry.

Do you support the ban on limited dual agency?

62.6%

60.4% 34.7%

32.1% 5.3% 4.9%

Yes Public

No

Don’t know

Licensed agents Source: Office of the Superintendent of Real Estate

The reason behind the concern is obvious.

A Realtor who has been working a market of 10,000 residents for 20 years will conceivably know enough of the population to make avoiding dual agency impossible. Where will

with an unknown agent in a neighbouring community, one who may “know nothing about the local area, the bylaws, the zoning, the environmental issues. Is that in the consumer’s best interest? Of course it isn’t.”

“[OSRE] says it’s better to give [the public] the right to choose, but the reality is limited dual agency is the right to choose” Darren Close, Kootenay Real Estate Board that Realtor find both a buyer and a seller with whom he has had absolutely no contact?

If dual recusal makes local agents unavailable, many wonder where buyers and sellers will find their next real estate agent. Ash concludes that they will be forced to align

Ash feels the outright ban on limited dual agency is the result of OSRE hiring a superintendent with no experience in the industry.

“I’m sure [Superintendent] Michael Noseworthy is a wonderful fellow who moved from Newfoundland to take this job,” he says,

“but I don’t think he has any experience with real estate brokerage or any clear understanding of how it operates or how it has operated for 50 years.”

OSRE’s response to the controversy has been limited and at times condescending.

“We’re here to serve the public and not the industry,” OSRE’s Mykle Ludvigsen told the Columbia Valley Pioneer. “There are 35,000 Realtors in the province of BC, and I’m certain that they will find a way to manage this.”

But if talented and experienced Realtors are forced to break long-standing ties with a satisfied client base – or are forced out of the industry altogether – who exactly is being protected? “Unless there are some significant changes to the proposed rules,” Close says, “it’s going to be devastating to a lot of professional Realtors.” REP

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11

PEOPLE

INDUSTRY ICON

YOU SELL YOURSELF Dana Clowater’s commitment to maintaining the strongest company culture in the business has helped Exit Realty Advantage keep its position atop a revived Fredericton market. His love of the company – and the industry – is as infectious as it is undeniable

IT MAY BE a cliché, but only because it’s so often true: Despite our best efforts, we are who we come from. As a boy growing up near Miramichi, New Brunswick, Dana Clowater had a firsthand view one of the community’s hardest-working residents: his father.

At one point, the elder Clowater was simultaneously employed as a school bus driver, a trucker, a headstone salesman and a mail carrier. Seeing how his father’s work ethic and willingness to help his community translated into success taught Clowater a valuable lesson about the power of character.

“I watched how he worked with people, how people took to him and respected him,” Clowater says. “I saw how people liked him and how they came to him because they respected him. I watched that all my life, and it impacted me. You sell yourself as much as you sell your product, and what I saw was my father selling himself. He was probably the greatest salesman I’ve ever met.”

Clowater imagined a similar life for himself: hard work, family, friends; a typical but deeply satisfying northern New Brunswick existence. But he would soon embark on his own journey, one that led to his current position as general manager at one of Exit Realty’s most successful franchises.

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“It was one of those things where you wish you had done it before,” Clowater says, “but you also believe there is a path in life you need to take that leads you into something else. The timing was everything.”

If you can’t beat ‘em…

After finishing high school, Clowater followed his girlfriend to the big city:

Realtor had – that intrigued me,” he says.

“I always had this desire to work for myself, and [being a real estate agent] was the closest thing to having your own business, yet having some tie to a company that would help you.”

Clowater made no secret of where his future lay. When he eventually approached his boss about the possibility of a buyout

“If I had the training that we’re getting here, I would have been so much more successful [as an agent]. It’s not just about the bottom line.

It’s about trying to take an ordinary salesperson and turn them into a real estate superstar” Fredericton. By 1980, he was married and working as an ad runner for a local paper, The Daily Gleaner. In his 25-year career at the Gleaner, during which he moved into sales and eventually became director of advertising, Clowater was in constant contact with Fredericton’s business community: its auto dealerships, its retailers and, most significantly, its Realtors.

“I liked the lifestyle that I thought a

package, Clowater says the first words out of his boss’s mouth were: “You’re going into real estate, aren’t you?”

In 2003, Clowater began what would become a 12-year career with RE/MAX. His former clients – now colleagues – were hardly surprised to see that he had made the switch.

“I said, ‘When I left the newspaper, I knew I couldn’t beat you guys, so I’d better

PROFILE Name: Dana Clowater Title: General manager Company: Exit Realty Advantage Based in: Fredericton, NB Years in the industry: 15 Fast fact: Clowater’s first brush with real estate came while he was director of advertising at The Daily Gleaner, selling ads to the same Fredericton-area Realtors he would eventually work alongside

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PEOPLE

INDUSTRY ICON

join you,’” he laughs.

Even though he had embarked on what was essentially his dream job (“It was perfect for me,” he says), Clowater feels that, as a rookie agent, he would have benefited from more guidance and direct instruction.

“I got by on my own hard work – I didn’t have the training and the mentorship,” Clowater says, adding that he has nothing but praise for RE/MAX. “I had people I could go to and talk to, but no one said,

you’re not by yourself,” he says. “You can walk around any office in this building, and it can be a top producer, a middle-ofthe-road producer or a lower producer, and every one of them will be very willing to take the time to share knowledge that will help somebody become better. We’re always there to help each other out.”

But a positive culture doesn’t necessarily sell houses, which is why Clowater has continued to pour resources into aggressive

THE BOTTLE PALACE

“The market is between your ears. It’s in your head. With the proper training, the proper attitude and the proper techniques, we drive the market” ‘You need to do this to be successful in this business.’”

Little did Clowater know that he would soon be the one charged with being a mentor.

Entering Exit Exit Realty, known for being one of the industry’s most tenacious recruiters, had approached Clowater several times about joining the company as an agent. Clowater never saw the benefit in changing companies, but after 12 years as an agent, he was contemplating his long-term future. In 2015, when the owners of one of Exit’s most successful franchises came calling with an offer to become its general manager, he was ready to listen.

“Just sitting down with the owners of the company [Dave Sawler and Philip Duplisea], who have done a fantastic job with this business over the years, I saw it – I got what it was all about.”

Paramount for Clowater was the supportive, collaborative culture at Exit.

His pride at being part of that culture is unmistakable.

“You can be in business for yourself, but

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recruiting and continual training for Exit Realty Advantage’s 75 agents.

“If I had the training that we’re getting here, I would have been so much more successful,” he says. “It’s not just about the bottom line. It’s about trying to take an ordinary salesperson and turn them into a real estate superstar.”

Despite having worked with Exit for only four years, Clowater has been an integral part in helping the Advantage franchise maintain its status as Fredericton’s leader in market share. For the past 11 years, Exit Realty Advantage has been the company’s top-grossing single sales office in all of North America.

Speaking to Clowater, one gets a sense of the same love of hard work, desire to help and optimism that made his father such a beloved local figure. Even New Brunswick’s sluggish economy and the assumed negative effects of new mortgage guidelines are seen as opportunities to improve.

“The market is between your ears,” Clowater says. “It’s in your head. With the proper training, the proper attitude and the proper techniques, we drive the market.” REP

As the son of a beloved local figure known for his propensity for helping others, it’s little surprise that one of Dana Clowater’s proudest achievements has been his Exit Realty team’s success in helping the Fredericton community.

One notable initiative has been the team’s efforts to help a neighbourhood resident who supports himself by collecting bottles and cans. By building a shed for his bottle and can deposits – which the team christened The Bottle Palace – Clowater’s agents provided a safe, welcoming space for the man while also increasing his productivity.

The bottle collector has since upgraded his bicycle to a motorized scooter; the Exit Realty sign on the trailer behind it is hard to miss.

“You do things like that for your community,” Clowater says. “It’s really, really cool.”

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15

UPFRONT

OPINION

GOT AN OPINION THAT COUNTS? Email repmag@kmimedia.ca

The bestkept secret in Ontario The robust market spreading from Toronto is poised to give rise to a new star, writes Brady Thrasher IT’S NO SECRET that the housing market across Canada has experienced a ton of growth over the past few years. Those who have observed Toronto’s dizzying price increases have also noted the robust trickledown effect this has had on neighbouring cities and communities.

One example is the formerly depressed one-time steeltown of Hamilton, which has found new life as a bedroom community for the megacity, with notable increases in housing prices over the last few years, driven by priced-out Torontonians fleeing a market they can no longer afford to enter.

This effect has, in turn, moved the border of areas ‘infected’ by the country’s secondhottest market farther out, firing up the markets of more communities. The next city poised to benefit from this process? Windsor.

Windsor already boasts one of the lowest national average sale prices for single-family homes, a modest cost of living and thriving industries. The resultant low unemployment rate, as well as a strong US dollar, have further bolstered the border city’s economy and put it in a position to finally take centre stage.

Perhaps the item most likely to pique the interest of out-of-town investors: Preliminary assessments are being completed to forecast the costs of a high-speed rail system that would connect Windsor to Toronto via a 45-minute commute. Speculation is that the new rail stop will be located in the quaint and historical neighbourhood of Walkerville,

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where the VIA rail station is already located.

Walkerville was originally a small hamlet founded by the Hiram Walker family; at its heart is the Hiram Walker Estate, a tourist attraction and event centre. The Walker family distilled whiskey during prohibition and played a huge role in the exportation of

communities are located on the water, but perhaps the standout area is Boblo Island, a luxury residential neighbourhood only accessible by ferry. In 2011, five of the seven municipalities in Windsor-Essex were recognized as being in the top 10 safest towns in Canada, an accolade that took many residents by surprise.

Windsor, which is a four-hour drive from Toronto, is often associated in the public mind with its cross-border neighbour: Detroit, Michigan. This has at times worked against the Ontarian city; for example, during the financial crisis, when the auto industry was on the brink of collapse, the Windsor area was devastated by a spiking unemployment rate and plummeting real estate prices.

In recent years, however, the border city has benefited from the knock-on effects of revitalization efforts in Detroit. Also adding fuel to the local housing market are the new international bridge connecting Windsor to Detroit, Windsor’s new highways and a proposed super hospital.

“More homes in the $1 million-plus category have been sold in Windsor over the past four years than in the six years prior to that” rum at that time. The company has since sold, but production still takes place in Windsor.

To some extent, early adopters have already transformed the Windsor market.

The average sale price in the city in 2012 was $167,250; as of this year, that figure has jumped to $264,750 – an increase of close to $100,000 in a little over five years. At the high end of the market, more homes in the $1 million-plus category have been sold in Windsor over in the past four years than in the six years prior to that.

For buyers looking to cash out their GTA homes to fund their retirement, WindsorEssex County (that is, the city of Windsor and the seven municipalities surrounding it) is now a retirement hub and homestead community for many out-of-town buyers who were drawn by the area’s amenities and waterfront communities. All seven

The most important factor for investors: Windsor is a market that offers positive cash flow and market value appreciation. One recent property that caught my eye was a low-rise apartment with eight units and commercial frontage available for $550,000.

For the price of a Hogtown condo, a small investor could very easily pay all expenses with the income flow from the rental units and, depending the on initial investment, could potentially live a very comfortable life on the funds left over.

This kind of deal is by no means unusual.

In my opinion, we are just at the beginning of this area’s upward trend. REP Brady Thrasher entered the real estate industry at the end of 2011 and quickly rose to the top ranks of Windsor’s largest real estate brokerage, RE/MAX Preferred Realty.

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Toronto, Ontario

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Toronto, Ontario

Vancouver, British Columbia

St. Catharines, Ontario

Montreal, Quebec

London, Ontario

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TRACY ARNETT REALTY LTD., BROKERAGE

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DONE DEAL

Burned in a hot market In February 2017, Toronto-based agent Ferro Payman sold his clients’ Bradford property for 142% of its asking price. Four months later, with the buyer refusing to pay, he had to sell it again

WHAT A difference four months can make.

In February 2017, Toronto’s real estate market was showing no sign of a winter slowdown. The combination of historically low inventory and buyer anxiety resulted in yet another month of gut-wrenching bidding wars and unsettling price escalations. Most homes spent only a few days, if not a few hours, on the market before agents had an abundance of offers to choose from. Selling a

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home couldn’t have been easier.

Or so it seemed at the time to RE/MAX Infinite’s Ferro Payman.

On February 23, Payman listed an immaculate, newly constructed home in Bradford for a pair of longtime clients.

(Payman originally helped the couple purchase the home as a flippable investment property a year and a half earlier.) Payman and his clients were confident that the

home – 3,300 square feet, never lived in and close to multiple good schools – would fetch a premium.

“It had very good upgrades, a very nice layout,” he says. “It was really one of a kind.

There weren’t many houses on the market, so we knew it was going to be a quick sale.”

Payman’s offer presentation strategy triggered a tsunami of rabid interest. He listed the home for $898,888, well below its

perceived market value, and then watched as 80 showings quickly became 12 offers. Both Payman and his clients’ confidence couldn’t have been higher. The trio agreed to accept an offer of just under $1.3 million – 142% of the asking price.

Payman’s clients began preparing themselves to be the GTA’s next great real estate story: savvy investors who leveraged a simple pre-sale purchase into increased security for themselves and their children. But the market giveth and the market taketh away: The intense heat that allowed them to cash in

would also burn them severely – to the tune of $450,000.

Bye-bye buyer Having asked for a four-month closing period, the new buyer was set to take possession of the home in June. But on the specified closing day, she was nowhere to be found.

“We were all ready to close,” Payman says, “and we get an unfortunate call from the lawyer saying they aren’t willing to close.

They gave us a couple excuses, which were not valid at all.”

TORONTO’S TURBULENCE Payman’s transaction came at a time when Toronto’s market was experiencing its first backslide in years. Despite the overall sense of panic, average sale prices were still up year-over-year across the GTA for most of 2017.

Average sale price 2016

2017

January

$848,999

$1,068,670

February

$909,761

$1,205,815

March

$910,375

$1,214,422

April

$968,437

$1,205,262

May

$986,691

$1,141,041

June

$979,445

$1,055,863

July

$952,983

$1,000,336

August

$964,002

$968,494

September

$1,013,788

$1,015,067

October

$1,034,077

$1,008,207

November

$1,058,273

$996,527

December

$1,016,145

$989, 870

The first of those excuses was that the buyer was confused by the transaction, didn’t know what it was that she had committed to and that her agent wasn’t representing her best interests. “But at the end of the day,” Payman says, “you enter into a contract, you see a house – you know what you’re doing.

They were just playing the fool, pretending they were unaware of what they were doing so they could try to get out of the contract.”

Payman says there were no red flags prior to accepting the buyer’s offer. The buyer’s agent was from the neighbourhood and was intimately familiar with both it and the home’s growth potential. The agent improved the buyer’s offer multiple times and asked for the four-month closing window so the buyer’s children could finish the school year.

“The agent said they had already gotten a pre-approval, so their finances were in order,” Payman adds. “And they were so confident that they even brought their bank draft that same night. We accepted the offer. It was a firm and binding contract that we were going into.”

Payman could tell the buyer’s cold feet weren’t the result of ignorance; rather, they were the result of her awareness of just how much the market had shifted since February.

The GTA market reached its peak in March, only to tumble hard once spring arrived.

“In April, things were still moving,” Payman says. “In May, it slowed down even more. In June, the market tanked the most.”

That left the buyer with a $1.3 million house that had been steadily losing value for the better part of three months. Rather than walk away from the deal with no legal basis for doing so, Payman believes the buyer concocted the confusion narrative as a possible escape route.

“Their excuse was that the lady was elderly and didn’t know what she was doing, but she had her pre-approval, she brought her bank draft, and she walked through the house. I’ve experienced this in the past. When somebody doesn’t want to close, they’ll look for an excuse here and there and see what sticks to the wall.”

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FEATURES

DONE DEAL

Lawyers and re-listings After finding an attorney they felt would best represent them and help recoup their losses, Payman’s clients sued the buyer for the full amount of the property, as well as for additional costs and damages – hydro bills, mortgage payments, maintenance costs and taxes – they had incurred by holding onto it longer than they had anticipated.

The suit, which is still pending, would be amended to cover the difference between the original sale price and the price achieved from its reselling, but Payman first had to find a buyer. The summer of 2017, marked by a glut of available properties and stalled demand, was not an ideal time to be selling million-dollar properties.

“Buyer confidence at that point really died out,” Payman says. “They had no more interest in this property.”

But Payman, determined to extricate his clients from a mess not of their making, persisted. He tried the offer presentation strategy that had proven so effective the first time, relisting the home for $898,000 in September, but no one was biting. Unsure of the depths the market might fall to, buyers were keeping their distance.

The home, the sale of which had once been one of Payman’s crowning achievements

QUICK LOOK

First sale

Second sale

DAYS ON MARKET

9

150

LISTING DATE

February 23, 2017

September 21, 2017

LISTING PRICE

$898,888

$799,000

SOLD DATE

March 3, 2017

January 18, 2018

SOLD PRICE

$1,275,000

$820,000

“We kept trying different strategies to lure a buyer in to put something on paper,” Payman says, adding that he was running spare-no-expenses open houses almost every weekend the house was on the market. “We

The intense heat that allowed them to cash in would also burn them severely – to the tune of $450,000 as an agent, sat on the market for 51 days before he lowered the price to $799,000.

Even at that price – almost $700,000 less than what it had previously sold for – there was no interest. Payman relisted it yet again at $920,000, hoping to draw buyers willing to negotiate on the price, but nothing was working.

As the months wore on, his clients continued to pay for a house they had no use for.

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had a couple interested people, but because the market was tanking, there was a lot of fear in buyers. I had multiple open houses where nobody showed up.”

It wasn’t until January 2018, after a few months of relative stability started luring buyers back into the single-family market, that Payman received a legitimate offer of $820,000 on the property, partially ending his clients’ long nightmare.

“We sold it for a fair market value – in

this market,” Payman says. “My clients were unhappy with the price, but they knew about the market, and eventually they gave in. I was relieved. I knew that my clients could finally breathe, move on with their lives and not worry about this property that was causing anxiety for the past six or seven months. I’m happy that’s over with.”

Payman says he watched buyers walk away from legally binding contracts half a dozen times in 2017. Most of them were undoubtedly caught up in market hysteria, going for broke – some quite literally – in their attempts to land property before prices spiked out of reach. Despite losing out on six sizeable commissions and having to relist, restage and resell six properties last year, Payman takes the ups and downs of the market in stride, jokingly pointing the finger of blame at himself.

“My goal was always to sell high,” he laughs, “but I wish I had had sold at a fair price so people could actually close!” REP

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SPECIAL REPORT

THE

REP 200 This year’s crop of top producers might be the most impressive Real Estate Professional has ever seen. The sacrifice, innovation and heart displayed by these 200 agents over the course of an unpredictable 2017 has made them giants in their local markets and inspirations for us all. Wondering what it takes to be the best? Just ask a member of the REP 200 LAST YEAR was a wild one for agents across the country. From the peaks (Toronto) to the valleys (also Toronto), from the awakenings (Montreal) to the recoveries (Calgary, New Brunswick), Canadian Realtors had their work cut out for them. Whether they were educating clients about new market realities, preparing them for mortgage changes or simply streamlining the systems that got them where they are, there was no shortage of work to do.

The nights might have gotten longer, but for the best in the business, that just means the sunrise is right around the corner.

Determining Canada’s top Realtors is a difficult proposition, and by no means scientific. Is the ‘best’ Realtor the one who slammed home 300 transactions in a market so hectic that homes sold themselves, or is it someone who talked the most clients out of buying the wrong home? REP knows that sales figures

don’t tell the entire story, but that story would fill a million magazines.

So what we have here is a list of 200 of the country’s top-performing agents based on total transactions in 2017. Regardless of the criteria, there is no question that these men and women deserve respect for not only sticking it out in an industry that can be lonely, stressful and painfully expensive, but also for excelling at their chosen field for years on end.

ABOUT THE SPONSOR RE/MAX Infinite is a thriving, diverse brokerage growing in numbers year after year. We adhere to the premise that our agents are our clients.

We are committed to ensuring that they receive consistent, excellent service and support at every level, from our broker of record, Levon Nazarian, who makes himself available to all agents whenever they have a question or require help with their deals, to a top-notch IN I N I T E administrative staff that is among the best in the business – knowledgeable, friendly and always willing to go above and beyond to assist our agents with all of their business needs.

The RE/MAX Infinite team is family. We have developed a strong sense of community, and we are very proud of the dedicated, supportive and selfless environment within our brokerage. We aim to improve our business with the latest tools and technologies available, with a strong emphasis on continuing education and awareness. Weekly meetings to discuss the latest developments in the industry, as well as technical tutorials and occasional guest speakers, serve to equip not only new agents but also seasoned top producers with everything they need to develop and grow their business.

We are currently in the process of opening a new 20,000-square-foot facility in York Region that will incorporate many essential services. We believe the new office will transform the way our agents conduct their business and will allow for more well rounded service for all of our clients.

BROKERAGE, INDEPENDENTLY OWNED AND OPERATED

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IN

INITE

BROKERAGE, INDEPENDENTLY OWNED AND OPERATED

REP 200 INDEX RANK

AGENT

CITY

BROKERAGE

PAGE

RANK

AGENT

CITY

BROKERAGE

PAGE

1

Amy Assaad

Royal LePage Heritage

Montreal, QC

–

51

Derek Gillette

RE/MAX of Nanaimo

Nanaimo, BC

33

2

Frank Leo

RE/MAX West Realty

Toronto, ON

–

52

Wendy Ferris

Century 21 Superior Realty

Thunder Bay, ON

–

3

Michael St. Jean

St. Jean Realty

Hamilton, ON

26

53

Jason Wheeldon

Royal LePage East Kootenay Realty

Cranbrook, BC

28

4

Ken Yeung

Century 21 Kennect Realty

Toronto, ON

45

54

George Fahmy

Coldwell Banker Venture Realty

Edmonton, AB

–

5

Gavin Heintz

Century 21 Advantage

Red Deer, AB

50

55

Wendy Siltamaki

Royal LePage Lannon Realty

Thunder Bay, ON

30

6

Faisal Susiwala

RE/MAX Twin City Realty

Cambridge, ON

–

56

Paul Germanese

Royal LePage Binder Real Estate

Windsor, ON

26

7

Fan Yang

Century 21 Platinum Real Estate

Edmonton, AB

–

57

Victor Kwan

RE/MAX Select Properties

Vancouver, BC

–

8

Sebastien Parent

Royal LePage Origine

St. Jean Sur Richelieu, QC

–

58

Chris Keleher

Royal LePage Locations North Collingwood

Collingwood, ON

45

9

Serge Normand

Century 21 Nord-Sud

Rivière-du-Loup, QC

–

59

Kendra Stretch

Century 21 Colonial Realty

Charlottetown, PEI

50

10

Mark Li

Century 21 Leading Edge Realty

Markham, ON

–

60

Annette Comeau

RE/MAX 3000

Miramichi, NB

–

11

Peter Hogeterp

RE/MAX Escarpment Realty

Hamilton, ON

–

61

Steve Bancroft

Century 21 Lanthorn

Madoc, ON

–

12

Manny Munir

Century 21 Professional Group – The Munir Group

Brantford, ON

–

62

Lisa Hare

RE/MAX 3000

Miramichi, NB

–

13

Edith Chan

RE/MAX Masters Realty

Vancouver, BC

–

63

Roman Grocholsky

Royal LePage Niagara Real Estate Centre

Welland, ON

–

14

Trevor Street

Keller Williams Elite Realty

Port Coquitlam, BC

–

64

Patricia Guernsey

Royal LePage ProAlliance Realty

Belleville, ON

20

15

Yoon Choi

Homelife Frontier Realty

Toronto, ON

48

65

Hannah Behelak

Keller Williams Urbain

Montreal, QC

44

16

Tanya Eklund

RE/MAX Real Estate Central

Calgary, AB

38

66

Jamie Coccimiglio

EXIT Realty Lake Superior

Sault Ste. Marie, ON

50

17

Shahin Behroyan

RE/MAX Masters Realty

Vancouver, BC

36

67

Sunny Purewal

RE/MAX Realty Services

Brampton, ON

–

18

Tim Campbell

RE/MAX Preferred Realty

Windsor, ON

–

68

Christian Gareau

Royal LePage Meritas du Suroît

Salaberry-de-Valleyfield, QC

–

19

Sam Elgohary

Century 21 Leading Edge Realty

Toronto, ON

–

69

George Kozaris

Royal LePage Vision Realty

Toronto, ON

–

20

Hunny Gawri

RE/MAX Real Estate Centre – My Investment Brokers

Toronto, ON

42

70

Tom Pobojewski

Royal LePage Signature

Missisauga, ON

34

21

Michael Jawanda

RE/MAX Real Estate Centre – My Investment Brokers

Toronto, ON

44

71

Tracy Fogtmann

ReMax Ocean Pacific Realty

Comox, BC

42

22

Kevin Ellis

RE/MAX Georgian Bay Realty

Midland, ON

–

72

Jeremy Spilkin

Century 21 Elite

Ottawa, ON

–

23

Vesna Kolenc

RE/MAX Premier

Toronto, ON

40

73

Colin Crowell

RE/MAX Banner Real Estate

Middleton, NS

42

24

Dave Treitz

Century 21 B.J. Roth Realty

Barrie, ON

37

74

Doug Gillis

RE/MAX Four Seasons Doug Gillis & Associates Realty

Collingwood, ON

–

25

Wasim Elafech

Century 21 Bravo Realty

Calgary, AB

30

75

Jordan Boyes

Boyes Group Realty

Saskatoon, SK

32

26

AJ Lamba

Team Lamba

Mississauga, ON

–

76

Tracey Bosch

Royal LePage Wolsencroft Realty

Langley, BC

–

27

Mario Sciammarella

RE/MAX Hartland Realty

Mississauga, ON

–

77

Alaa Yousif

RE/MAX Realty Specialists

Mississauga, ON

–

28

Robert Greenberg

Harvey Kalles Real Estate

Toronto, ON

–

78

Andrew La Fleur

RE/MAX Condos Plus

Toronto, ON

–

29

Serge Younan

Century 21 Leading Edge Realty

Toronto, ON

–

79

Chris Pennycook

Royal LePage Dynamic Real Estate

Winnipeg, MB

49

30

Shahid Khawaja

RE/MAX Performance Realty

Mississauga, ON

–

80

Sarah Justason

Remax East Coast Elite Realty

Fredericton, NB

49

31

Ronni Lister

ReMax Ocean Pacific

Courtenay, BC

48

81

André Parisien

Engel & Völkers Tremblant

Mont Tremblant, QC

34

32

Eric Leger

Royal LePage Humania E.L.

Saint-Sauveur, QC

–

82

Joel Pringle

Coldwell Banker R.M.R. Real Estate

Beaverton, ON

33

33

Kevin Moist

RE/MAX Performance Realty

Winnipeg, MB

34

83

Mayur Arora

Oneflatfee.ca

Surrey, BC

42

34

Bashar Mahfooth

RE/MAX Realty One

Mississauga, ON

29

84

David Batori

RE/MAX Hallmark Batori Group

Toronto, ON

–

35

Larry Allen

Keller Williams Select Realty

Halifax, NS

–

85

Thomas Faris

Royal LePage First Contact Realty

Barrie, ON

46

36

Jason Munn

RE/MAX East Coast Elite

Fredericton, NB

40

86

Sandy Smith

Royal LePage East Kootenay Realty

Cranbrook, BC

37

37

Jacinthe Dube

Royal LePage – Jacinthe Dube

Sherbrooke, QC

41

87

Ray Blackmore

Century 21 Bob Sutton Realty

Quesnel, BC

48

38

Sameer Kaushal

Century 21 Coastal Realty

Surrey, BC

–

88

Sandra Pike

Royal LePage Atlantic – Nova Scotia

Halifax, NS

34

39

Mustafa Zia

RE/MAX Real Estate Centre

Milton, ON

48

89

Jennifer Gale

RE/MAX a-b Realty

Woodstock, ON

31

40

Manpreet Gill

RE/MAX WestCoast

Richmond, BC

–

90

Sandra Masales

Royal LePage Advance

Port Hardy, BC

29

41

Cailey Heaps Estrin

Royal LePage Real Estate Services

Toronto, ON

50

91

Harbinder Brar

RE/MAX Realty Services

Brampton, ON

25

42

David Weir

Royal LePage ProAlliance

Trenton, ON

–

92

Bijan Barati

RE/MAX Realtron Bijan Barati Real Estate

Toronto, ON

–

43

Rob Moore

RE/MAX Realty Specialists

St. John's, NL

–

93

Mike Heddle

Royal LePage State Realty – The Heddle Group

Hamilton, ON

–

44

Holly Cascanette

RE/MAX Parry Sound-Muskoka Realty

Parry Sound, ON

–

94

Joe Conlon

Royal LePage Binder Real Estate

Windsor, ON

–

45

Francis Vallee

Royal LePage Vallee de L'Outaouais

Gatineau, QC

–

95

Raymond Chin

Coldwell Banker

Ottawa , ON

27

46

Jerome Paradis

Royal LePage de L'erable

St-Georges de Beauce, QC

–

96

Teri-Ann Begin

RE/MAX Real Estate Central

Calgary, AB

–

47

Chuck Hogeterp

RE/MAX Escarpment Realty

Hamilton, ON

–

97

Brady Thrasher

RE/MAX Preferred Realty

Amherstburg, ON

35

48

Kris Fournier

RE/MAX Charlottetown Realty

Charlottetown, PEI

–

98

Ravi Munday

Royal LePage Global Force Realty

Surrey, BC

–

49

Rhonda Lodwick

Century 21 Foxx Realty

Portage La Prairie, MB

32

99

Sara Kalke

RE/MAX River City

Edmonton, AB

–

50

Errol Paulicpulle

Harvey Kalles Real Estate

Toronto, ON

–

100

Mark Armitage

RE/MAX Sarnia Realty

Sarnia, ON

–

www.repmag.ca

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SPECIAL REPORT

REP 200 INDEX

24

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BROKERAGE

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CITY

BROKERAGE

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101

Vince Mirabelli

RE/MAX First Choice Realty

Thunder Bay, ON

49

151

Sabrina Staunton

Royal LePage First Contact

Midland, ON

45

102

Randy Dyck

Eximus Real Estate Team

Abbotsford, BC

41

152

Rob Longo

Magic Realty

Sarnia, ON

38

103

Michelle Cummins

RE/MAX Little Oak Realty

Mission, BC

50

153

Rudi Widdershoven

RE/MAX First Realty Parksville

Parksville, BC

33

104

Kelsey Adam

Century 21 Accord Realty

Swift Current, SK

34

154

Patricia Pedreira

Royal LePage Binder Real Estate

Leamington, ON

49

105

Mike Hurrell

MaxSave Real Estate Service

Prince George, BC

33

155

Adam Mills

Royal LePage Team Realty

Ottawa, ON

28

106

Jesse East

RE/MAX Kelowna

Kelowna, BC

–

156

Luigi Aiello

Royal LePage Team Realty

Ottawa, ON

46

107

Angela Boyle

Royal LePage Parkwood Realty

Bathurst, NB

26

157

Edward Doucet

RE/MAX Twin City Realty

Brantford, ON

–

108

John Eplett

RE/MAX Georgian Bay Realty

Midland, ON

–

158

Gurminder Gill

Century 21 President Realty

Brampton, ON

–

109

Linda Baumgartner

RE/MAX North Country Realty

Haliburton, ON

38

159

Susan Reaume

The Dan Gemus Real Estate Team

Windsor, ON

–

110

Rob Sanderson

RE/MAX Advantage Sanderson Realty

London, ON

–

160

Kerry Culberson

EXIT Realty Platinum

Woodstock, NB

–

111

Sukh Brar

RE/MAX Colonial Pacific Realty

Delta, BC

–

161

Jaymie Walker

Century 21 Dome Realty

Regina, SK

40

112

Nick Goomber

RE/MAX Real Estate Centre

Mississauga, ON

32

162

Jesse Renneberg

Realty Executives Saskatoon

Saskatoon, SK

36

113

Jim Mo

RE/MAX Realtron Jim Mo Realty

Toronto, ON

–

163

Mark Rice

RE/MAX Camosun

Victoria, BC

–

114

Carmen Talarico

RE/MAX Crown Realty

Sudbury, ON

–

164

Jonathan Doucet

Royal LePage Vallée de l’Outaouais

Gatineau, QC

28

115

Joe Mavretic

RE/MAX Centre City Realty

St. Thomas, ON

–

165

Ari Zadegan

RE/MAX Hallmark Ari Zadegan Group Realty

Toronto, ON

29

116

Sukhwinder Bhaura

Century 21 President Realty

Brampton, ON

45

166

Jonathan Popowich

RE/MAX iRealty Innovations – Popowich & Company Calgary, AB

29

117

Michael Cormack

Royal LePage Signature Realty

Toronto, ON

36

167

Adrian Johnson

Century 21 United Realty

Peterborough, ON

25

118

Terry C. Brackett

Re/Max Oceanview Realty

Sechelt, BC

–

168

Frank Polsinello

RE/MAX Realtron Polsinello Realty

East Gwillimbury, ON

47

119

Jennifer Turcotte

RE/MAX Pembroke Realty

Petawawa, ON

–

169

Rochelle Cantor

Engel & Völkers Montreal

Montreal, QC

–

120

Lidia Adamska

RE/MAX Real Estate Centre

Cambridge, ON

36

170

Kaleb Streeter

Royal LePage First Contact Realty

Orillia, ON

49

121

Barbara Dirckx

RE/MAX Grey Bruce Realty

Bruce Peninsula, ON

–

171

Jeff Greenberg

Royal LePage Team Realty

Ottawa, ON

–

122

Robert Montgomerie

RE/MAX Crest Realty

Vancouver, BC

–

172

Bradley Van De Walle

Greater YYC Group

Calgary, AB

26

123

Kash Aujla

RE/MAX Champions Realty

Brampton, ON

–

173

Alexander Wlson

RE/MAX Condos Plus

Toronto, ON

–

124

Mike Boychuk

RE/MAX Saskatoon

Saskatoon, SK

44

174

Patrick Rocca

Bosley Real Estate

Toronto, ON

37

125

Brandi Bermuhler

RE/MAX Real Estate Centre

St. Catharines, ON

–

175

Bob Clarke

Royal LePage Clarke Muskoka

Port Carling, ON

–

126

Lori Goldhawk

Royal LePage Triland Realty

Ingersoll, ON

46

176

Robert Porteous

Royal LePage RCR Realty

Grey County, ON

–

127

Joey Edwards

RE/MAX Quinte Realty

Belleville, ON

–

177

Yuri Smith

Grassroots Realty Group

Grande Prairie, AB

38

128

Kathleen Talbot

The Dan Gemus Real Estate Team

Windsor, ON

–

178

Phil Moore

RE/MAX Central

Burnaby, BC

30

129

Kevin Gibson

RE/MAX Niagara Realty

Niagara Falls, ON

41

179

Nicky Tu

Keller Williams Elite Realty

Maple Ridge, BC

45

130

John King

Engel & Völkers Ottawa Central

Ottawa, ON

–

180

Curtis Atkinson

RE/MAX Real Estate Central

Calgary, AB

–

131

Jen Blair Manley

Royal LePage Performance Realty

Cornwall, ON

41

181

Greg Kuchma

Royal LePage Burloak Real Estate Services

Burlington, ON

46

132

Brian Coombs

RE/MAX Reliable Realty

Bayfield, ON

–

182

Steven Thaker

Multiple Realty

Vancouver, BC

–

133

Keith Graham

RE/MAX City Accord Realty

Toronto, ON

–

183

Shawn Zigelstein

Royal LePage Your Community Realty

Toronto, ON

30

134

Jesse Honch

Coldwell Banker Rescom Realty PA

Prince Albert, SK

51

184

Edward Wang

Royal LePage Connect Realty

Toronto, ON

42

135

Veronica Arteaga

RE/MAX West Realty

Toronto, ON

–

185

Claude Boiron

Royal LePage Terrequity Realty

Toronto, ON

36

136

Jessie Yerxa

EXIT Realty Advantage

Fredericton, NB

32

186

Leon Klaiman

Forest Hill Real Estate

Vaughan, ON

43

137

Frank Metallo

RE/MAX Premier

Woodbridge, ON

–

187

Marlene Boyle

RE/MAX Jazz

Bowmanville, ON

25

138

Eugene Kaplun

RE/MAX Infinite

Toronto, ON

39

188

Doris Gee

RE/MAX Central

Burnaby, BC

41

139

Nas Klayme

RE/MAX Nova

Halifax, NS

30

189

Brandon Polsinello

RE/MAX Realtron Polsinello Realty

Newmarket, ON

–

140

Christine Vollick

Century 21 B.J. Roth Realty

Orillia, ON

40

190

Angela Langtry

Century 21 Immo-Plus

Montreal, QC

38

141

Shilo Storey

RE/MAX FIRST

Calgary, AB

44

191

Loretta Phinney

Royal LePage Real Estate Services

Mississauga, ON

46

142

Mark Rice

RE/MAX Camosun

Victoria, BC

–

192

Roland Lewis

Royal LePage Sussex

Vancouver, BC

–

143

Adil Dinani

Royal LePage West

Burnaby, BC

29

193

Georgia Kotiadis-Carnevale

Royal LePage Signature Realty

Toronto, ON

33

144

Debby Doktorczyk

Engel & Völkers Montreal

Montreal, QC

–

194

Ralph Maglieri

RE/MAX Crest Realty

Vancouver, BC

–

145

Richard Reimer

Boyes Group Realty

Saskatoon, SK

–

195

Ira Jelinek

Harvey Kalles Real Estate

Toronto, ON

25

146

Adil Dinani

Royal Lepage West

Burnaby, BC

–

196

Peter Raab

Engel & Völkers Vancouver

Vancouver, BC

–

147

Julie Swayze

RE/MAX Escarpment Realty

Stoney Creek, ON

–

197

Juhan Lee Prec

RE/MAX Masters Realty

Vancouver, BC

–

148

Sam Moussa

RE/MAX Absolute Sam Moussa Realty

Ottawa, ON

26

198

Rob Kelly

Royal LePage Meadowtowne Realty

Mississauga, ON

–

149

Kristine Johnson

RE/MAX Absolute Realty

Ottawa, ON

–

199

Nima Khadem

Royal LePage Signature Realty

Toronto, ON

–

150

David Fleming

Bosley Real Estate – David Fleming Group

Toronto, ON

37

200

Walid Dorani

RE/MAX Rouge River Realty

Whitby, ON

–

www.repmag.ca

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BROKERAGE, INDEPENDENTLY OWNED AND OPERATED

MARLENE BOYLE RE/MAX Jazz

Bowmanville, ON

HARBINDER BRAR RE/MAX Realty Services Brampton, ON

Harbinder Brar has been clobbering the Brampton market since leaving an accounting career for real estate in 2007.

Prior to joining RE/MAX in 2016, Brar was a top producer for Royal LePage for five consecutive years. His success continued after joining RE/MAX Realty Services in 2016, where he won both the Diamond and Hall of Fame awards and sold his way into the company’s Top 100 – an award-winning performance he replicated in 2017.

IRA JELINEK

Harvey Kalles Real Estate Toronto, ON

Given his lineage, it would almost be absurd for Ira Jelinek not to sell real estate. His father and grandfather were both Realtors, and his wife and mother are both involved in interior design. Jelinek was steeped in the industry, and it shows in his consistently excellent performance at Harvey Kalles.

Jelinek has been fortunate enough to experience the ongoing highs of the Toronto market, but as reality settles in, he knows it’s going to take more than just hustle to keep his business growing. “You have to do things that only 1% of agents do,” he says. “You have to break barriers while also continuing to do what makes you successful in the first place.”

Over the course of an illustrious seven-year career, Marlene Boyle has evolved from a novice Realtor into an established and highly sought-after leader in the Durham Region. Boyle has been the recipient of many coveted awards for her outstanding sales performance, including RE/MAX’s Chairman’s Club Award in 2016 and the elite Titan’s Club Award in 2017.

Looking to capitalize on her rising profile and burgeoning business, Boyle recently opened her own satellite branch office in Bowmanville. Armed with an ever-strengthening brand and unmatched local expertise, Boyle’s ascent will surely continue.

ADRIAN JOHNSON Century 21 United Realty Peterborough, ON

Adrian Johnson has wasted no time in establishing himself as one of Peterborough’s top young agents.

At 26, Johnson is one of the youngest members of the REP 200. Despite only being in the business for five years, he has already won Century 21’s Centurion Award twice; he became a Double Centurion producer for the first time in 2017.

“I had fairly conservative expectations of the business and the potential within it,” Johnson says, adding that those expectations have long since been shattered.

Johnson admits that education can help an agent, but he feels the people skills and work ethic necessary to succeed must be inherent. “You can learn about building construction, you can learn the market landscape, but there are certain traits that I feel need to be there in your DNA,” he says.

www.repmag.ca

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SPECIAL REPORT

IN

MICHAEL ST. JEAN

BRAD VAN DE WALLE

St. Jean Realty

RE/MAX Real Estate Centre (Central)

Hamilton, ON

Calgary, AB

Brad Van De Walle was 28 and working a dead-end job when he finally decided to make real estate a career. “I learned really quickly that you don’t choose your own hours,” he says. “I’m on the clock 24/7 for my team and my clients. That being said, I’ve never been happier in my life.”

Despite his status among the upper echelon of Realtors in the Calgary market, Van De Walle says he still spends plenty of time on the phone trying to drum up business. “Take time to call people every day, even if it’s for an hour,” he advises. “Tom Ferry calls it ‘an hour of power.’ Out of those calls, if you can land an appointment every day, it’s pretty hard not to be successful.”

SAM MOUSSA RE/MAX Absolute Sam Moussa Realty Ottawa, ON

Sam Moussa stormed onto the Ottawa scene in 2012, winning Rookie of the Year honours. In the intervening five years, he has also been welcomed into RE/MAX’s 100 Percent Club and has won the company’s Chairman’s Award and its Platinum Award, which he has taken home three times. “My mentors have always taught me to do what is best for your clients, never worry about your competition and always be humble,” Moussa says.

As the Ottawa market continues to heat up, Moussa says 2018 will be dedicated to a new challenge: finding the right properties for his clients amidst a growing inventory shortage.

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INITE

BROKERAGE, INDEPENDENTLY OWNED AND OPERATED

Real estate is all Michael St. Jean has ever known. He says that since childhood, he has never considered doing anything else with his life. But St. Jean was initially disappointed with the industry and felt “we needed to strive towards a high level of professionalism.” He has set a new standard with his performance at St. Jean Realty, which enjoyed its best year ever in 2017, even amidst the tumult in the Greater Golden Horseshoe.

As such, St. Jean is unconcerned about any shake-ups the market might face in 2018. “I believe we can prosper regardless of market conditions,” he says, “but we must be proactive and ahead of the curve to make these market transitions smooth.”

PAUL GERMANESE Royal LePage Binder Real Estate Windsor, ON

Paul Germanese recently celebrated his 10th year in the business by being named a Royal LePage Chairman’s Club recipient for the first time. A fixture on the REP 200 list, Germanese has been his brokerage’s top individual agent every year since 2014.

The Windsor market has been enjoying steady growth, but it hasn’t always been that way. “I started in a very depressed market,” Germanese says. “I said to myself, ‘Although Windsor is getting hit really hard right now, if I can make it in real estate today, then my future will be just fine. I still work as hard today during the good times as I did in the beginning.”

With three kids and an expansion into a team just around the corner, Germanese will have no shortage of work to do in 2018.

ANGELA BOYLE

Royal LePage Parkwood Realty Bathurst, NB

The broker and owner of her own Royal LePage franchise, Angela Boyle has spent more than half of her life as a Realtor. She came to the industry by accident as a way of putting off her law degree for a year, but she has never looked back.

But running a successful franchise and balancing life at home presents no shortage of challenges. Boyle credits her mother, long-time agent Moira Yalaoui, for helping her manage the brokerage. “She’s been in business for almost 40 years,” Boyle says. “She is my idol and inspiration, my biggest fan and greatest support.”

Boyle has been the number-one agent in the Bathurst, New Brunswick, market for more than a decade and has won Royal LePage’s Diamond Award, Lifetime Award of Excellence and Chairman’s Club Award.

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BROKERAGE, INDEPENDENTLY OWNED AND OPERATED

RAYMOND CHIN

Coldwell Banker First Ottawa Realty Ottawa, ON

After 12 years in the business, Raymond Chin is still looking for new ways to improve efficiency. In the last year, he has concentrated on putting together a morning routine that keeps him energized and focused. “It gave me a more manageable lifestyle while increasing my work production,” he says.

Chin, a multiple award winner with Coldwell Banker who has spent years as his office’s top agent, admits that starting out in real estate brought with it a certain amount of anxiety about where his next deal would come from. That’s no longer the case. “I know that what I’ve done – and what I’m doing – will equate to business in the future,” he says.

www.repmag.ca

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SPECIAL REPORT

PATRICIA GUERNSEY

JASON WHEELDON Royal LePage East Kootenay Realty

Royal LePage ProAlliance Realty

Cranbrook, BC

Belleville, ON

Jason Wheeldon has been in the industry for almost a quarter of a century, and he’s spent 21 of those years knocking it out of the park for Royal LePage East Kootenay Realty.

In his time with the company, Wheeldon has repeatedly been among Royal LePage’s top agents in British Columbia. In 2017, he was number one in unit sales for BC and fifth in Canada amongst Royal LePage’s 18,000 Realtors. That’s a phenomenal accomplishment for any agent, let alone one working a city of 20,000.

There are multiple changes on the horizon for the BC real estate industry, and Wheeldon has been active in ensuring that the new rules being implemented won’t hamper best practices or client representation. He has made several presentations to organizations and to BC’s superintendent of real estate, making sound recommendations and advocating for both Realtors and consumers.

Patricia Guernsey’s 23-year journey as a Realtor has been one of fulfillment and constant learning. A recent lesson involved company culture and the importance of not only having the right staff, but also being willing to trust their abilities and delegate. “That’s been an ongoing challenge,” she admits. “But having positive people around you who have a common goal is amazing.”

Looking at 2018, Guernsey says she has concerns about further government intervention in the industry, which she feels has been heavy-handed. “A few bad eggs have been caught doing terrible things, but the majority of us play by the rules,” she says. “But they feel the need to punish us all. It doesn’t help the consumer.”

JONATHAN DOUCET Royal LePage Vallee de l’Outaouais Gatineau, QC

ADAM MILLS

Royal LePage Team Realty Adam Mills Ottawa, ON

Jonathan Doucet has been investing in real estate since he was 18 years old.

The analytical skills that made him a successful investor, combined with his intimate understanding of buyer needs, have helped make him one of Royal LePage’s top Quebec-based Realtors.

“I’ve worked in the real estate business for 13 years, and every time we start a new year, I feel excited about it,” he says.

Real estate is a family business for Doucet (his father was also an agent), but he says he was drawn to the industry by a desire to help others. “I wanted to achieve my full potential while doing something positive for my community, which is what we do as real estate brokers,” he says.

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When Adam Mills first became a Realtor eight years ago, his goal was to sell 15 properties and match the earnings he had been enjoying as a marketer. But by fully applying himself and his marketing background, he sold more than 30 properties his first year in the business.

To keep on top of an intensifying Ottawa market in 2018, Mills says systems will continue to play a crucial role. “We continually improve and refine our systems,” he says. “To meet growing volumes and not have service diminish, your systems and processes need to be extremely refined and efficient.”

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BROKERAGE, INDEPENDENTLY OWNED AND OPERATED

JONATHAN POPOWICH RE/MAX iRealty Innovations Calgary, AB

SANDRA MASALES

The slow recovery in Alberta has done nothing to impede Jonathan Popowich’s rise in the Calgary market. His strategic marketing expertise and investments into some of the best available coaching systems have resulted in increased sales and a mantel-flooding haul of RE/MAX awards.

“We’ve had arguably the worst economy in 30 years and continue to get bad news around high unemployment and migration,” Popowich says. “Fortunately, we have been able to continue growing our business and delivering exceptional results to our clients. When times are rough, there is an opportunity to be excellent.”

Royal LePage Advance Realty Port Hardy, BC

Sandra Masales learned early on that an agent can only do so much before having to recharge. “I almost got burnt out very early in my career,” she says. “About a year in, I learned to turn my phone to ‘do not disturb’ from 9 p.m. until 8 a.m. I now only check my phone at times when I know time is of the essence, like during offer negotiations.”

Despite prioritizing time for herself and her family, Masales has had no problem satisfying her clients’ needs. She was Royal LePage Advance’s Rookie of the Year in 2014 and was welcomed into the company’s Chariman’s Club in 2017. In 2016, she was among the top 1% of donors to Royal LePage’s Shelter Foundation.

BASHAR MAHFOOTH RE/MAX Realty One Mississauga, ON

Bashar Mahfooth realized early in his career just how much potential the industry held for him, and that discovery has fuelled his passion for selling real estate for the past 15 years. Mahfooth is RE/MAX Realty One’s top producer; he has also been among RE/MAX’s top 100 agents for the past six years. An active member of his community, Mahfooth takes pride in the fact that 90% of his business comes from referrals alone.

ARI ZADEGAN

ADIL DINANI

Toronto, ON

Burnaby, BC

Ari Zadegan first came to real estate as an investor, drawn by the thrill of turning underperforming properties into steady wealth generators. She says her initial lack of experience as an agent ended up working in her favour. “I was never shy to ask if I didn’t know, and I’m still eager to learn more,” she says. Indeed, Zadegan possesses a veritable alphabet of professional distinctions (FRI, CRES, SRES, CNE, ABR), which she adds to each year.

Zadegan feels that because Realtors in the GTA are dealing with a vastly different market, they will have little room for error in the coming years – one more reason to invest in education. “The more you know, the more you can help the consumers,” she says. “That’s where the value of hiring an agent will be.”

Growth is a key concept for Adil Dinani, who has spent the past 13 years increasing both his market knowledge and his market share. “It’s true what they say: If you’re comfortable, you’re not growing,” he says.

“The constant push to create a culture of excellence and innovation is essential to our growth and ultimately our success.”

Always looking to improve the service he provides, Dinani finally brought on an executive assistant in 2017. He says relinquishing responsibility was a challenge, but one that has allowed him to prosper.

“I needed to focus on activities that would lead to growth: diversifying my marketing approach, learning about various social media platforms and implementing strategies that were best for my business and client base.”

RE/MAX Hallmark Ari Zadegan Group Realty

Royal LePage West Real Estate Services

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SPECIAL REPORT

IN

INITE

BROKERAGE, INDEPENDENTLY OWNED AND OPERATED

PHIL MOORE RE/MAX Central Burnaby, BC

SHAWN ZIGELSTEIN

NAS KLAYME

Richmond Hill, ON

Halifax, NS

Shawn Zigelstein’s forthright approach has been one of the key components of his continued success with Royal LePage and his ability to create lasting client relationships. “I have had to tell clients not to sell or not to buy a house,” Zigelstein says. “They appreciate the honesty and the fact that you are there to become a long-term advisor for them.”

When asked what sets one Realtor apart from another, Zigelstein says it’s consistency.

“Many agents are not consistent in what they do and do not have plans or formulas in place to make sure that everything is running the way it should,” he says.

Nas Klayme had his share of doubts when he first became a Realtor on the advice of an agent who told him he could make a name for himself in the business. “I was extremely intimidated,” he says. “I never thought I would be able to be as successful as other top agents. But within a couple of years of being in the industry, I realized we are all the same and that if you work hard, you can achieve the same success.”

Thirteen years into his career, Klayme is one of RE/MAX’s top 10 agents in the Maritimes. He has been a member of the company’s 100% Club four times and ascended to Chairman’s Club level in 2017.

Royal LePage Your Community Realty

RE/MAX Nova

WENDY SILTAMAKI Royal LePage Lannon Realty Thunder Bay, ON

A graduate of the National Ballet School of Canada, Wnedy Siltamaki successfully ran her own wholesale fashion sales agency in Toronto before moving to Thunder Bay and working her way to the top of the market.

Siltamaki’s clients have come to depend on her knowledge, discipline and work ethic. In addition to being a multiple award winner with Royal LePage, she is also well known in Thunder Bay for her work with the Canadian Cancer Society and the local real estate board.

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It’s been almost 30 years since Phil Moore left his career as a Vancouver police officer to become a Realtor. The two jobs seem radically different, but Moore says the negotiating and mediating skills he learned as a cop have allowed him to excel in sales. In addition to his annual appearance among the top 1% of Greater Vancouver agents, Moore is also the incoming president of the area’s real estate board, where he is responsible for leading more than 14,000 Realtors and enhancing the industry’s image.

WASIM ELAFECH Century 21 Bravo Realty Calgary, AB

Wasim Elafech has been absolutely killing it for Century 21. He has been the company’s number-one Realtor worldwide, its top performer in Canada and the number-one agent in Calgary three years in a row. He says his work with first-time buyers and real estate investors, for whom finding the right property is key to mapping out a rewarding future, has been a particular point of pride.

“I won’t let one of my clients purchase a home I don’t think is right for them or may not have great resale value,” he says. “That’s where a lot of my business comes from.”

Elafech admits that level of honesty can lead to a loss of business, but “it’s important to be true to yourself and your clients.”

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BROKERAGE, INDEPENDENTLY OWNED AND OPERATED

JENNIFER GALE RE/MAX a-b Realty Woodstock, ON

The Woodstock market might be relatively small, but that hasn’t stopped Jennifer Gale from making a huge splash. By specializing in a wide range of property types, property management and real estate investment, Gale has become a trusted advisor for clients across Oxford County.

Gale is no stranger to the REP 200, nor is she starved for accolades. She is a three-time member of RE/MAX’s Platinum Club and an eight-time 100% Club member, and she received her first Chairman’s Club recognition in 2017.

www.repmag.ca

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SPECIAL REPORT

RHONDA LODWICK Century 21 Foxx Realty Portage La Prairie, MB

A Grand Centurion and Double Centurion winner for Century 21 Foxx Realty, Rhonda Lodwick has also placed in the company’s top 21 Realtors nationwide for the past eight years. She says a genuine, high-touch approach has made all the difference.

“Never forget that your clients are the most valuable part of your business,” she advises. “Stay in touch with them, hand-sign your cards and give back to your community.”

Firmly established in a warming Portage La Prairie market, Lodwick has moved far beyond her days of living paycheck to paycheck and is now an inspiration for both agents and her kids. “My children have grown up learning that if you work hard and put your heart into it, you can be successful,” she says. “There are sacrifices along the way, but they are worth it in the end.”

NICK GOOMBER RE/MAX Real Estate Centre Mississauga, ON

JESSIE YERXA Exit Realty Advantage Fredericton, NB

Jessie Yerxa has always taken a different approach to the real estate business, making it her goal to constantly be at the forefront of innovative and creative ways to market herself, her business and her clients’ properties. Last year, Yerxa made a direct push to enhance the homebuying and -selling experience by using professional videography and Matterport.

“Through these technologies, I was able to simplify the house-hunting process for prospective buyers and have enhanced the selling experience for my vendors,” she says. Yerxa’s willingness to innovate has resulted in her achieving gold-level production status at Exit Realty for the past four years.

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Nick Goomber learned an important lesson in 2017: It’s not always best to go it alone. “The most important change I made to my business last year was to hire help,” he says. “I realized that sales had started to taper off because we were not able to manage the number of clients that we had. One staff member was hired and trained, and sales started to climb again.”

By focusing his energies on selling and prospecting, Goomber was able to orchestrate another banner year for RE/MAX Real Estate Centre, joining the company’s Chairman’s Club for the first time after three consecutive years of Platinum Club-level excellence.

JORDAN BOYES Boyes Group Realty Saskatoon, SK

Before starting his own brokerage in 2015, Jordan Boyes spent four years smashing records at Hallmark Realty, becoming the company’s all-time leader in sales. Now in his eighth year as a Realtor, Boyes attributes his success to communication, availability and continuous learning, which helps him stay one step ahead of the Saskatoon market. Since its launch only three years ago, Boyes Group Realty has grown to include 56 agents and is now the top residential independent brokerage in Saskatchewan.

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JOEL PRINGLE

Coldwell Banker R.M.R. Real Estate Whitby, ON

Prior to becoming one of Coldwell Banker’s top six sales reps in Canada, Joel Pringle racked up an armload of Centurion awards from Century 21. He attributes his success to two factors: comfort and confidence. “The ability to convey confidence comes from experience, hard work, and a true understanding and knowledge of the industry and market you work in,” he says. “The comfort comes by way of building a strong relationship with a client and truly understanding their needs, wants and goals. A client has to be comfortable working with you and confident that you can get the job done.”

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BROKERAGE, INDEPENDENTLY OWNED AND OPERATED

MIKE HURRELL

MaxSave Real Estate Services Prince George, BC

What Mike Hurrell has been doing for his clients – discounting his commissions, forgoing assistants and doing everything himself – shouldn’t be working. But Hurrell is one of the busiest, most trusted Realtors in the Prince George region.

“I don’t hire out my marketing and do everything from pictures to ad placements myself,” he says. “The consumer is tired of the same old crap produced by companies and sold to agents.”

Hurrell describes himself as “a redneck working in a redneck market,” which gives him the edge of relatability with his clients. “I don’t wear a suit,” he says. “I prefer selling a house in coveralls and rubber boots.”

RUDI WIDDERSHOVEN RE/MAX First Realty Parksville Parksville, BC

When Rudi Widdershoven entered the industry in 2003, he, like countless agents before him, suffered from a lack of confidence.

After a collection of accolades that includes RE/MAX’s Platinum, Hall of Fame and Lifetime Achievement awards, those days are clearly behind him.

“It took time for me to be comfortable with being candid and authentic,” he says, referring to early moments when brutal honesty was required of him as a Realtor. “Being upfront like that might affect individual transactions, but long-term relationships are my goal.”

DEREK GILLETTE RE/MAX of Nanaimo

GEORGIA KOTIADIS-CARNEVALE

Nanaimo, BC

Royal LePage Signature Realty Toronto, ON

In 2017, Georgia Kotiadis-Carnevale celebrated her 25th year in the industry by winning Royal LePage’s new Red Diamond Award. While some agents might view such an accolade as an opportunity to coast for a while, Kotiadis-Carnevale continues to look for new ways to enhance the service she provides her clients.

“I started using DocuSign last year,” she says. “I still like face-to-face meetings and think they’re very important, but in today’s busy world, this has helped me be more efficient. I can work on multiple deals at the same time from my office.”

Kotiadis-Carnevale encourages other agents to keep in touch with their past clients “without harassing them” in order to keep a steady stream of referrals coming in. “I have created a great database over the years that I cultivate daily, monthly and yearly,” she says.

A 25-year real estate veteran, Derek Gillette continues to approach the business from an outsider’s perspective – an interesting proposition for an industry leader. By capitalizing on his experience, Gillette was able to build his own boutique private office – a hub of collaboration and creativity that focuses on the inspiration and craftsmanship essential for his distinctive brand of in-house marketing and real estate services. The result is an innovative, personalized brand with few rivals in the Nanaimo market.

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ANDRE PARISIEN Engel and Völkers Tremblant Mont Tremblant, QC

André Parisien’s market expertise and customer service excellence recently earned him induction into Engel & Völkers’ highly selective Private Office. In 2015, he was recognized as one of the top 10 advisors in the company’s Canadian network in both transactions and sales volume.

Parisien’s leadership skills, honesty and willingness to listen have made him the mentor of a growing team that will continue to shape the Mont Tremblant market.

KELSEY ADAM Century 21 Accord Realty Swift Current, SK

As he was getting ready to leave his life as a newspaper owner for the greener pastures of real estate, Kelsey Adam sat down with an agent he trusted, who told him that he might earn “as much as $60,000.” Twenty years later, Adam is now selling more than 100 homes a year in a market with fewer than 17,000 residents.

Mental toughness has been critical to Adam’s success in Swift Current. In addition to the daily rigours and uncertainties that can derail the most hardened agent, Adam also had to grapple with the loss of his eldest daughter when she was 18. “Between my faith, the people around me and the strength I had built up through real estate, I was able to better handle that powerful time in my life,” he says. Remarkably, it was after this horrific loss that Adam’s business began to flourish. “I’m not sure if it was because of how I handled that situation or the fact that I grew so much personally through it,” he says, “but it was definitely a challenge that made me grow.”

SANDRA PIKE

Royal LePage Atlantic – Nova Scotia Halifax, NS

When Sandra Pike left Exit Realty for Royal LePage in 2014, the company knew it was getting one of Atlantic Canada’s brightest agents. Even so, her performance over the last few years has been stunning. In 2017 alone, Pike was one of Royal LePage’s top 1% individual agents and the leader of one of its top 10 teams.

“I’m a hunter and a slayer,” Pike says. “I joined real estate to be the top and nothing else. But I don’t want to be a one-hit wonder as an agent. As much as I love the hunt, I have to be at my best and always provide five-star service so the referrals keep coming.”

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BROKERAGE, INDEPENDENTLY OWNED AND OPERATED

KEVIN MOIST

RE/MAX Performance Realty Winnipeg, MB

For Kevin Moist, keeping the referral pipeline fully stocked comes down to a simple philosophy: Do what you say you’re going to do and always put the client first. This mantra has resulted in Moist being one of RE/MAX’s top 100 agents worldwide from 2010 to 2016 and a member of its Diamond Club every year since 2008.

“I love what I do,” he says. “I feel so fortunate to work with the people I have, both purchasers/sellers and peers within the industry.”

As Moist continues to streamline his operation through increased staffing and social media presence, his continued dominance at the top of the Winnipeg market all but assured.

TOM POBOJEWSKI Royal LePage Signature Realty Mississauga, ON

Tom Pobojewski started his career as a part-time Realtor in 2011, attempting to find out if the industry was right for him. That ‘see how it goes’ approach fell by the wayside three months later when he decided to make real estate his full-time gig.

“When I first started, I would go with the flow, but when I got busy, I discovered that my environment was managing me instead of the other way around,” he says. “I was quick to identify that training, instead of learning by trial and error, was critical. Not only was it important to learn the business at a quicker pace, it also kept me motivated and focused.”

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BRADY THRASHER RE/MAX Preferred Realty Amherstburg, ON

The Windsor-Essex market rarely gets the respect it deserves – and no one knows that better than Brady Thrasher. Thrasher has been selling there for six years, not only benefiting from its continual improvement, but also helping to spur it along.

“I entered the marketplace during the recovery of the last recession, in a city that was a true national underdog,” he says. “The city has since thrived, and so many exciting projects have been announced that have only fuelled the fire of our local real estate market.”

Looking at the year ahead, Thrasher is concerned about Canada’s new mortgage stress test and the overall level of consumer confidence, but he hopes to combat these issues with client education. “It’s all about working diligently to prepare our clients and ensuring we protect both their money and their best interests,” he says.

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MICHAEL CORMACK Royal LePage Signature Realty Toronto, ON

SHAHIN BEHROYAN RE/MAX Masters Realty Vancouver, BC

Ruling the Vancouver luxury market has put Shahin Behroyan among the top 1% of Greater Vancouver Realtors for most of the last decade. He is also one of the top five RE/MAX sales reps in the world. Behroyan learned the art of negotiating and the power of accurate pricing early in his career; he continues to rely on those skills today to sell more than 150 homes every year.

CLAUDE BOIRON

Royal LePage Terrequity Realty Toronto, ON

When Claude Boiron followed his father, Pierre, into real estate 18 years ago, he knew he was getting into a challenging industry. What he didn’t know was just how fulfilling and surprising his real estate career would be. Each year with Royal LePage has resulted in increased sales and more accolades, culminating in Boiron receiving the company’s National Chairman’s Award in 2017.

Rather than add more licensed Realtors to his team, Boiron has instead found value in hiring more support staff, which allows him to be more profitable and efficient. “I’ve always been proud to work harder than a lot of the people around me,” he says, “but I’m still finding new ways to focus my time and efforts where they are best spent.”

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As both a real estate investor and an agent, Michael Cormack is well aware that there are simply too many realtors working in the GTA market. “Fifty per cent of agents out there do fewer than two deals per year,” Cormack says, characterizing the overall lack of experience as “terrifying.”

“Some agents don’t know the difference between a fixture or chattel, or don’t know the difference between laminate and hardwood flooring,” he says. “In every deal I do, I purposely put something wrong in the deal to see if they catch it – 99% of the time, they don’t.”

As more agents enter the pre-construction space – Cormack’s specialty – competition is becoming fierce. But his sterling reputation and enduring relationships with builders should keep him ahead of a rapidly growing pack.

JESSE RENNEBERG Realty Executives Saskatoon Saskatoon, SK

Even though Saskatoon’s market has been less than dynamic for the last few years, that doesn’t mean the city’s consumers haven’t been undergoing changes of their own.

“Client expectations and demands seem to have become greater in the last couple of years,” says Realty Executives’ Jesse Renneberg. “Dealing with this involves being more open-minded and realizing that things are going to be this way going forward.

Consumers seem to take more time making decisions, which makes things a bit more frustrating for sellers and some agents.”

Renneberg has stayed ahead of this shift by tailoring the buying and selling experience to each client – an approach that has made him Realty Executives Saskatoon’s top producer for the past five years.

LIDIA ADAMSKA RE/MAX Real Estate Centre Cambridge, ON

Finding new clients can always be challenging, but Lidia Adamska says agents having trouble maintaining a steady stream of business should focus on cultivating old clients. “I organized my first client appreciation event before Christmas last year,” she says. “It was a huge success. It brought so many past clients closer to me. I’ve had two referrals directly from that event and one firm deal so far.”

Adamska’s commitment to building lasting relationships has paid off handsomely. She was named to RE/MAX’s 100% Club in 2015 and 2016 and its Platinum Club last year.

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DAVID FLEMING

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BROKERAGE, INDEPENDENTLY OWNED AND OPERATED

PATRICK ROCCA

Bosley Real Estate – David Fleming Group

Bosley Real Estate

Toronto, ON

Toronto, ON

Known for both his continued excellence at Bosley Real Estate and for creating one of Canada’s most active and informative real estate blogs, David Fleming is a fountain of knowledge for both consumers and other Realtors. Young agents looking to make their mark on the industry would do well to heed his advice.

“Those who are willing to live and breathe the job, and make sacrifices where others wouldn’t, will ultimately persevere,” he says.

“You can party in your 20s, or you can work your ass off ¬– and then party for the rest of your life.”

Fleming wonders if organized real estate, once the agent of change in the industry, might currently be one of the forces hindering it. With advisory boards such as TREB currently locked in controversies over what agents can and can’t do, Fleming says agents have a responsibility to be “at the forefront of change, rather than trying to keep the old guard in place.”

Patrick Rocca has been tending to the needs of his Leaside, Davisville and East York clients for more than 26 years. In that time, Rocca has consistently been a top-producing agent, both at Bosley Real Estate and in the neighbourhoods he specializes in. Rocca is known for his attention to detail and his honesty, two qualities he relies on to manage clients’ demands and expectations in an ever-changing market. “The one lesson I’ve learned over the years is to always be honest and treat clients as you would want to be treated,” Rocca says.

SANDY SMITH

Royal LePage East Kootenay Realty Cranbrook, BC

As the wife of a longtime member of the RCMP, Sandy Smith brings a unique insight into her dealings with clients. “We have made many moves throughout his career, so I can relate to buyers’ and sellers’ excitement and stress related to the moving process,” she says.

“Having raised three of my own children, I empathize with the process of relocating from one home/community to another.”

While Smith, like many other small-market agents in BC, grapples with the potential fallout of the proposed end of dual agency in the province, she has been able to improve the service she provides by making one key hire: her daughter. “She has assisted me tremendously with the social media aspect for my buyers and sellers,” Smith says. “I now have time for more personal contact with people and am able to address all of my clients’ needs.”

DAVE TREITZ

Century 21 B.J. Roth Realty Barrie, ON

Dave Treitz has been in the real estate business for six years; for the last three, he has been number one for production by units in the Simcoe County area and in the top 11 of all Century 21 agents in Canada.

Treitz’s focus on client relationships and his full-service approach have resulted a continuous stream of business based almost solely on referrals. Treitz insists that “honesty, loyalty and placing your clients’ best interests first” are the cornerstones to longevity in real estate.

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YURI SMITH Grassroots Realty Group

LINDA BAUMGARTNER RE/MAX North Country Realty Haliburton, ON

Grande Prairie, AB

In less than five years in the industry, Yuri Smith has established himself as a perennial top producer, a cutting-edge broker and a real estate entrepreneur. In 2017, he co-founded Grassroots Realty Group, growing it from six to 18 agents in just six months and rewriting the playbook on real estate marketing in Alberta. In 2018, Smith is planning a 15-agent expansion in Northern Alberta, a property management division and a play into the Calgary real estate market.

Currently celebrating 30 years in real estate, Linda Baumgartner continues to develop her approach to selling, either by updating her skills in response to changing markets or by streamlining practices to keep her a step ahead of her competitors. By focusing on the diverse range of her clients’ needs, Baumgartner earned a place in RE/MAX’s Hall of Fame in 2004 and received the company’s Lifetime Achievement Award in 2012.

A former president of OREA and a longtime presence in organized real estate, Baumgartner’s commitment to the industry has earned her the respect of her peers while also arming her with a depth of understanding few in the business can rival.

ROB LONGO Magic Realty Sarnia, ON

Rob Longo just wrapped up the best year of his career, completing more than 120 transaction ends in a strong Sarnia market. “Being able to offer my clients sound advice on all property types, including commercial and multi-family, offers me a distinct advantage for those who are looking for more than a standard residential transaction,” he says.

Longo credits his success to a combination of excellent service and the latest in digital marketing and technology. After eight years in the business, he’s starting to see many repeat clients and referrals, which he describes as “truly the best praise you can get from your clientele.”

ANGELA LANGTRY Century 21 Immo-Plus Montreal, QC

When Angela Langtry left the restaurant industry for real estate in 2009, she saw it as a natural transition: working late hours and weekends, living off of tips (or, in this case, commission) and helping a wide range of customers. But she admits there were still plenty of surprises.

“I was unsure of what to expect, to be honest,” Langtry says. “Venturing into the real estate world can be an intimidating move, considering the risks and costs. I’m glad to say that my career has brought me more success and personal fulfillment than I ever anticipated.”

Montreal’s current white-hot market poses a unique set of challenges for both Langtry and her clients. “The keys here are to stay informed with how the city is developing and to move quickly on hot new listings,” she says. “Agents have to stay on the ball, and consumers have to be ready to pull the trigger.”

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TANYA EKLUND RE/MAX Real Estate Central Calgary, AB

After every transaction, Tanya Eklund sends clients a survey to gauge her performance.

The responses are overwhelmingly positive, and the process speaks volumes about Eklund’s dedication to her clients’ satisfaction. To wit, when she was in the hospital delivering her second daughter, she did five deals. It’s no surprise that her personal motto is “no excuses.”

Eklund never thought of herself as a salesperson when she was younger, but she quickly learned that by educating herself and staying true to who she is, she could become a relatable and trustworthy source of information for her clients. “You have to continue to invest in yourself and your business,” she says. “That’s what will keep you on point and ahead of the competition.”

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EUGENE KAPLUN RE/MAX Infinite Toronto, ON

Eugene Kaplun has been a major part of RE/MAX Infinite’s success since he joined the brokerage in 2012. He had a monster 2017, but Kaplun says his highlight from last year was that “every seller’s expectations were exceeded, regardless of the type of property they owned.”

Outside of the general insanity that drove the GTA market last year, Kaplun attributes his increase in sales to referrals from satisfied clientele. “That’s why it is very crucial to treat every deal and every client with honesty, respect and competence,” he says.

Kaplun now manages his own hand-picked team of professionals, who share his commitment to integrity and adaptability. “Agents who are dedicated and willing to learn will stay afloat and progress further,” he says. “The market is as strong as it’s ever been, but it’s also very complicated and requires agents to update themselves more frequently.”

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JAYMIE WALKER Century 21 Dome Realty Regina, SK

One of Century 21’s top Canadian producers, Jaymie Walker is intimately familiar with the unbeatable feeling that accompanies handing first-time buyers the keys to their own home.

But Walker is concerned that the continued tightening of mortgage guidelines is having unintended negative effects in markets like Regina.

“Combine those guidelines with rising interest rates and skyrocketing build/land costs, and it’s quickly becoming difficult to be a first-time buyer entering the market,” Walker says, adding that she has managed to mitigate this issue for her clients by keeping them up to date on further changes and by broadening the range of properties she shows them. That sort of adaptability and attention to her clients’ needs were undoubtedly a factor in Walker winning her first Centurion Award from Century 21 in 2017.

JASON MUNN

CHRISTINE VOLLICK

VESNA KOLENC

Fredericton, NB

Orillia, ON

Toronto, ON

Value has always played a significant part in Jason Munn’s transactions. In his past life, Munn was an auto salesman who sold more than 200 cars a year, but he says he felt “like I was taking people’s money, as cars depreciate. After five years, there’s nothing left. I thought, if I get into real estate, I can change people’s lives by helping them invest.”

Munn is known for the high number of hours he still puts in each week – an approach that has helped him excel with his new company, RE/MAX East Coast Elite. “A top producer is someone who works very hard,” he says. “There is no secret or magic.”

Christine Vollick has been working in real estate for 35 years, learning the industry from the ground up. Vollick, who started as a part-time receptionist, is now one of Century 21’s top producers in Ontario’s white-hot Simcoe County. A monstrously productive 2017 resulted in Vollick cracking Century 21’s national top 40 for both production and units sold and receiving the prestigious Double Centurion Award.

To tackle the persistent challenge of follow-up communication, Vollick recently invested in a CRM system to “better keep in touch with my clients on a regular basis and to build my repeat and referral business.”

Vesna Kolenc puts her 30 years of phenomenal success down to one key attribute. “I have a passion for the business,” she says. “I don’t work for the money; I work for the clients. If you take care of the clients, the deals will come. That has been my philosophy since I started.”

By avoiding trends and finding unique and genuine ways to help her clients, Kolenc has sold her way into RE/MAX’s upper echelons. She is a member of the company’s Hall of Fame and has won its most coveted awards, including Lifetime Achievement, Circle of Legends and Luminary of Distinction.

RE/MAX East Coast Elite Realty

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Century 21 B.J. Roth Realty

RE/MAX Premier

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DORIS GEE

JACINTHE DUBE

RE/MAX Central

Royal LePage – Jacinthe Dube

Burnaby, BC

Sherbrooke, QC

With more than 5,000 successful transactions to her credit, Jacinthe Dube is unquestionably the number-one choice for consumers in Quebec’s Eastern Townships region. Dube has been selling real estate since 1980, building a reputation for honesty and dedication that goes far beyond her work as a Realtor. A respected member of the Sherbrooke community, Dube has used her success to promote a number of charitable organizations, including the Canadian Cancer Society and Fondation du CHUS. “For me, each person, each property and each transaction has its own unique character and is treated as such,” Dube says. It’s that attitude that has earned her almost every award Royal LePage has to give out. In 2017, she was the company’s number-two agent by transactions and ninth in sales volume.

KEVIN GIBSON

RE/MAX Niagara Realty

Growing up, Doris Gee watched her parents lose money on their own real estate dealings; it was her desire to help them that inspired her to get her licence. Thirty years later, she is one of Greater Vancouver’s best-performing agents, finishing among the Real Estate Board of Greater Vancouver’s top 1% 27 times.

Gee credits part of her success to her Chinese background and ability to speak Cantonese, but most of her clients would also point to the care she puts into her deals and the joy she gets from them. “I love what I do,” Gee says. “The greatest reward is making all my clients happy.”

RANDY DYCK

RE/MAX Little Oak Realty Abbotsford, BC

RE/MAX Little Oak’s Randy Dyck has received countless awards from the Fraser Valley Real Estate Board, RE/MAX Canada and RE/MAX International.

In addition to running one of RE/MAX’s top six teams in Canada, Dyck has also been a member of the company’s worldwide top 50, a Circle of Legends winner and a recipient of the RE/MAX Lifetime Achievement Award. He has also won the FVREB Team President’s award multiple times. Dyck’s passion, knowledge, commitment and desire to provide exceptional professional client care have driven him to advance the professionalism of the industry.

Niagara Falls, ON

Kevin Gibson learned early on that building credibility with clients is crucial to a lasting career. “Starting my real estate career at the age of 22, I felt that I needed to work extra hard to be taken seriously,” he says, “and I went out of my way to sign up for seminars and additional courses to learn everything that I could to be well equipped to properly advise my clients.”

That dedication has allowed Gibson to become one of RE/MAX’s top performers in the Niagara Region. He has been his office’s top producer every year since 2012, a streak that shows no sign of abating.

JEN BLAIR MANLEY Royal LePage Performance Realty Cornwall, ON

Only in her third year as an agent, Jen Blair Manley has clearly found her calling. In her short time with Royal LePage, she has already won its Rookie of the Year, Diamond Award and Emerald Award honours – all in a market where the average sale price for a home is $200,000.

“I believe I am a top-producing Realtor mostly because I am genuine,” Blair Manley says. “I own who I am, and people trust that.”

Blair Manley says one of the greatest benefits of her success is that it enables her to give back to the Cornwall community. “I’m not rich – I’m enriched,” she says.

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TRACY FOGTMANN

EDWARD WANG Royal LePage Connect Realty

RE/MAX Ocean Pacific Realty

Toronto, ON

Comox, BC

“The best advice I received was when I first got in the business,” says Royal LePage heavy hitter Edward Wang. “My mentor told me, ‘Just stop selling and be a human.’ That has always stuck with me.”

Wang’s genuine, likable personality has been key to his rise in the Toronto market. He was a multiple award winner with Coldwell Banker from 2007 to 2013 and has won Royal LePage’s Diamond and Red Diamond awards.

“I don’t have a secret recipe for being a top producer,” he says. “My advice is to simply be personable and to always give honest advice.”

HUNNY GAWRI

RE/MAX Real Estate Centre Toronto, ON

Hunny Gawri started investing in real estate at the age of 23 and fell in love with every aspect of it. After getting his licence, he was able to help others build wealth based on the same principles he used.

In an industry that once seemed intimidating, Gawri learned that the road to becoming a top-producing Realtor starts with the belief that anyone can be a top producer as long as they possess the proper work ethic, discipline and drive.

The other key to his success has been assembling a team to handle the back end of his business, freeing up more time for him to focus on clients.

COLIN CROWELL RE/MAX Banner Real Estate Middleton, NS

“It feels like I started yesterday,” Colin Crowell says of his seven-year career. It’s no mystery as to why time has flown for Crowell, who has won a slew of RE/MAX’s top honours, including induction into its coveted Chairman’s Club last year.

Working in a small market has inspired Crowell to market his clients’ properties far and wide – often internationally. “It’s essential in our market,” he says. “I will be devoting even more time to this angle in the years ahead. A top producer never stops hustling.”

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In a family-first move, Tracy Fogtmann left her career as a marine park ranger to become a real estate agent in 2004. When she first started selling, she hoped to make $40,000 a year. “I have met and exceeded all possible expectations that I ever had for myself due to an amazing group of clients who continually refer their friends and family to me,” she says.

That combination of satisfied customers and steady referrals has made Fogtmann a perennial award winner at RE/MAX Ocean Pacific. She is the recipient of the company’s Lifetime Achievement Award and a member of its Diamond, Titan, 100%, Chairman’s and Executive clubs.

MAYUR ARORA Oneflatfee.ca Vancouver, BC

Mayur Arora’s low-commission business model has its detractors in the industry, but his continued success is impossible to deny. Arora exploded onto the Vancouver real estate scene, selling 100 properties in his first year as an agent. And he has managed to meet or exceed that high standard in each of the following eight years. “I got into the business to make a change from the inside,” Arora says. “I believe that consumers deserve to be more in charge of the sale of their property.”

Technology plays a large part in Oneflatfee.ca’s operations, and Arora says mastering focused advertising has been a challenge. “It’s easy to lose track and go overboard when advertising,” he explains.

“It’s critical to exercise control and really track where the advertising dollars are best spent.”

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LEON KLAIMAN Forest Hill Real Estate Vaughan, ON

As a successful Realtor operating in the insanity of the GTA market, Leon Klaiman says his greatest challenge is keeping up with its many vicissitudes.

“Every extra thing we do to stay ahead of the market – coaching, new technology, staying in touch with clients and keeping up with market trends – can be a full-time job on its own,” he says.

Having grown accustomed to having a full plate, Klaiman says the most important thing a Realtor can do is stay consistent. “Waking up every morning with the same routine has ultimately been the core foundation of my success,” he says. “That and consistent prospecting have helped me get to where I am today.”

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MIKE BOYCHUK RE/MAX Saskatoon Saskatoon, SK

HANNAH BEHELAK Keller Williams Urbain Montreal, QC

In real estate, Hanna Behelak has found her ideal career – a way to combine her passion for helping others and her fascination with architecture and interior design. When she started selling four years ago, Behelak thought completing a few deals a year would be a “huge accomplishment”; in 2017, she was Keller Williams’ number-three agent for units sold in all of Canada.

Behelak chalks that recent success up to a shift in mentality. “My first years in real estate were successful, but they lacked the structure to take on more business,” she says. “The change I made last year was to create more structure by defining my goals for the year and making sure I had a clear path to follow in order to achieve those goals. This improved things for me, as it helped me double my sales volume from the previous year.”

MICHAEL JAWANDA

SHILO STOREY

Toronto, ON

Calgary, AB

Michael Jawanda began his real estate journey in his early 20s, when he purchased his first investment property. Today, he has an expanded team that allows him to focus on what he enjoys most – educating his clients and finding the best opportunities for them.

“Hard work, dedication and honesty are just some of the many qualities one must possess to be a top-producing Realtor,” Jawanda says.

Jawanda says one of the biggest challenges facing the industry is the dissemination of false or inaccurate information, which results in consumers being misled. To help combat this, he strives to give factual and supported information to all of his clients.

Shilo Storey has been shooting the lights out for RE/MAX for more than eight years, and she makes the most of her success and experience by mentoring her team and other up-and-coming agents. Storey’s innovative approach to real estate has helped her surpass industry standards and collect her fair share of accolades, including RE/MAX’s Lifetime Achievement, Hall of Fame and Titan awards. For each home she sells, Storey makes a donation to the Children’s Miracle Network; she says her involvement in the community helps her to better understand client needs and create lasting relationships.

RE/MAX Real Estate Centre

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Mike Boychuk has sold more than 700 homes since becoming a licensed agent in 2005. Amidst that flurry of activity, Boychuk also found the time to serve as director of the Saskatoon Region Association of Realtors for five years, and as the organization’s president in 2014. He was recognized as SRAR’s Realtor of the Year in 2015.

While the Saskatoon market declined in 2017, Boychuk saw his GCI grow by more than 24%. He attributes this phenomenal increase to “a strong team, effective systems and being able to adapt to a buyer’s market.”

RE/MAX First

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SUKHWINDER BHAURA

Century 21 President Realty Brampton, ON

Sukh Bhaura has been helping Brampton residents find the right properties since 2004. By developing a unique, technologybased strategy, Bhaura has improved his sales revenue tremendously over the last few years. In fact, 2017 was the best year of his career for gross commissions in both residential and commercial sales. “My success has come from my personal goal to exceed every client’s expectations, going above and beyond to deliver the best service and market knowledge,” he says.

Bhaura is a perennial member of Century 21’s Grand Centurion Club, Centurion Honor Society and Masters Hall of Fame.

KEN YEUNG

Century 21 Kennect Realty Toronto, ON

There was a point in Ken Yeung’s standout 16-year career when he says he would have been happy to sell one house a month. He is now Century 21’s top agent worldwide.

Unsurprisingly, reaching that level of success comes with major timemanagement concerns. Yeung’s workload is immense, and he only recently expanded his admin staff to help him tackle the mountain of paperwork he generates every week. He says bringing on more help has allowed him to focus on the “ready to buy” buyer – a major advantage in Toronto’s fast-paced market. “Spending the right amount of time with these buyers is what helps me close deals in the shortest time possible,” Yeung says.

CHRIS KELEHER Royal LePage Locations North Collingwood Collingwood, ON

Chris Keleher is the first Realtor from Collingwood to ever achieve Chairman’s Club status with Royal LePage. Keleher attributes his success to a combination of good old-fashioned grit and innovative thinking, viewing each challenge as an opportunity to build new knowledge and new approaches. Keleher’s winning formula has been to focus equally on growth for himself, his business and his community.

NICKY TU

Keller Williams Elite Realty Maple Ridge, BC

Nicky Tu’s first three years in the business have been busy ones. Not only did she come on the scene at Keller Williams at the peak of the BC market, but she also arrived armed with a sincere desire to put her clients in the right homes. Tu also had somewhat fantastical expectations about what a career in real estate entailed.

“I’d heard that people make big money and drive fancy cars,” she says. “Everything sounded very easy. After starting in the business, I realized that it’s actually not an easy career if you want to be great. You need the scripts, the work schedules, and you need to set goals.”

That discipline has paid off – in 2017, Tu was Keller Williams’ number-seven agent for units sold, a performance that earned her the company’s International Triple Gold Award.

SABRINA STAUNTON Royal LePage First Contact Realty Midland, ON

Sabrina Staunton has more than 14 years of real estate experience and has been involved in many aspects of the business, including sales, customer service, marketing, administration and management. Having bought and sold several properties of her own, she also possesses a thorough understanding of the industry from the client’s perspective. Staunton has been instrumental in the Faris Team’s growth in Midland and Southern Georgian Bay, Ontario, living by the team’s mission to go “full out” for her clients.

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THOMAS FARIS

LORI GOLDHAWK Royal LePage Triland Realty

Royal LePage First Contact Realty

Ingersoll, ON

Barrie, ON

In the 18 years that Lori Goldhawk has been selling real estate, she has received countless honours from Royal LePage, including the company’s Award of Excellence and its Red Diamond Award.

But Goldhawk says the rewards offered by real estate go far beyond prizes and commissions; she is more fulfilled by the personal development, embracing new challenges and, most importantly, the people. “The upside I had not seen coming is the great friends and relationships I’ve established with clients and co-workers along the way,” Goldhawk says.

If you ask Thomas Faris what he loves about being a Realtor, he’ll tell you it’s “getting to meet new people all the time, building great relationships and being involved with a very big part of people’s lives. I feel honoured that my clients trust me to do a great job for them.” A love for what he does continues to be a driving force in Faris’ success, helping propel him to top sales and top sales volume for the Faris Team once again in 2017.

GREG KUCHMA

Royal LePage Burloak Real Estate Services Burlington, ON

LORETTA PHINNEY Royal LePage Real Estate Services Loretta Phinney Mississauga, ON

Loretta Phinney’s 33 years in real estate have made her a legend, both in the GTA market and at Royal LePage. Known for her passion and professionalism, Phinney’s unsurpassed knowledge of the market allows her to accurately assess each home she sells, ensuring her clients get their expected return on investment.

Phinney’s comprehensive and professional marketing campaigns, which include city- and province-wide media purchases, have enabled her to move properties at lightning speed. She is a tireless researcher and advocate for her buyers, making sure each purchase is informed and each client is satisfied.

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Greg Kuchma’s performance for Royal LePage has been trending upward ever since he joined the company in 2009. After multiple years in the top 10%, 5% and 3% of Royal LePage agents, Kuchma finally cracked the top 1% in 2017, earning a spot in the company’s Chairman’s Club.

Kuchma says his inexperience and youthful appearance initially made finding clients difficult. He advises agents in the same predicament to get over their fears and believe in the power of experience. “It was a really tough start,” he says. “But experience brought more confidence, which has made things much easier. I have loved every minute of it.”

LUIGI AIELLO

Royal LePage Team Realty Ottawa, ON

Luigi Aiello became an agent in his 20s as a way of purchasing real estate on the cheap before moving into a “real profession.” That was more than 30 years ago. “I very quickly knew I was going to be in it for life,” he says.

Over three decades, Aiello has seen the highs and lows of the Ontario market. Now that prices in Ottawa are rising quickly, he says his duty in 2018 will be to bring buyers’ expectations in line with what they can afford and introduce them to different financing options. “The timeframe for conditions will need to be extended,” he says, “and pre-qualification and approvals will be very important if buyers do not want to miss out on the homes they want.”

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FRANK POLSINELLO RE/MAX Realtron Polsinello Realty Newmarket, ON

For 30 years, clients in the York, Simcoe and Durham regions have counted on Frank Polsinello to turn his unsurpassed commitment to service, unique consumer programs, leading-edge technology and specialized knowledge into unbeatable results.

“We are all committed to providing superior service to our clients,” Polsinello says. “I’ve created a system that gives every client the hassle-free experience you should expect when buying or selling a home.”

Polsinello has consistently been ranked among the top one-tenth of 1% of North American Realtors.

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MUSTAFA ZIA

RE/MAX Real Estate Centre Milton, ON

Mustafa Zia has seen more than one market slowdown during his nine years servicing the GTA, which has taught him to be flexible and ready to adapt. “You have to be prepared for anything that may come your way, whether it’s an interest rate increase or any change in the real estate market,” he says.

“Planning ahead and being prepared are key ingredients to success.”

Zia’s preparedness served him well during Toronto’s tumultuous 2017, and although he expects further stabilization in 2018, he says he’s ready for anything.

RONNI LISTER RE/MAX Ocean Pacific Courtenay, BC

Helping people move from one chapter to the next – whether it’s first-time buyers, investors or families selling their last home – is where Ronni Lister finds joy. “It’s those individual experiences and helping people through their transitions that makes coming in to work each day worthwhile and extremely satisfying,” she says.

Lister attributes her continually growing business to strategies such as up-to-theminute market research, an expanded marketing outreach and updated branding, but she also credits her integrity and long-lasting relationships with local business groups. These factors have led Lister to win RE/MAX’s coveted Diamond Award two years in a row.

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YOON CHOI

RAY BLACKMORE

Toronto, ON

Quesnel, BC

When Yoon Choi walked into a real estate office to discuss the purchase of his first property almost 15 years ago, he had no idea that he would be walking out as his agent’s assistant. “He had such passion for sales, and he advised his clients so well,” Choi recalls. “It really inspired me to become a full-time agent.”

Choi has come a long way from assisting clients with leases in those early years. As the top producer out of the 350 agents working at HomeLife Frontier Realty, Choi has completed more than 3,200 residential transactions, and he has been the company’s top listing agent each year since 2015.

In 1999, Ray Blackmore traded in his golf bag for a briefcase, but the competitive spirit and affability that made Blackmore a popular golf pro in BC’s Cariboo District have also served him well in his time as a Realtor. Blackmore has been a Centurion Award winner for Century 21 every year since 2009; in 2015, he was the company’s top agent in British Columbia based on units sold.

The looming end of dual agency in BC has Blackmore wondering about the impact it will have on both his clients’ choices and his business, but he is far from panicked.

“Things will work themselves out,” he says.

“If you keep doing the right thing, they always do.”

HomeLife Frontier Realty

Century 21 Bob Sutton Realty

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VINCE MIRABELLI

KALEB STREETER

Thunder Bay, ON

Orillia, ON

Vince Mirabelli is passionate about improving the lives of the residents of his hometown of Thunder Bay, using his sphere of influence and financial success to help raise funds for several local, provincial and national causes. But Mirabelli firmly believes that no donation is more valuable than his time, and he regularly volunteers for the Thunder Bay Regional Health Sciences Centre, Camp Quality, Easter Seals and Million Dollar Smiles, among other organizations. Mirabelli, who recently received RE/MAX’s Chairman’s Club and Lifetime Achievement awards, sees his success in the industry as a vehicle to effect change in his community.

To call 2017 a banner year for Kaleb Streeter would be an understatement. In only his second year of real estate, Streeter was a driving force in helping First Contact’s Faris Team achieve number-one status in the Orillia market and remain the number-one team in Canada for Royal LePage.

Streeter attributes his success to an extensive background in sales, negotiations and client care, along with his firsthand market knowledge.

RE/MAX First Choice Realty

PATRICIA PEDREIRA

Royal LePage First Contact Realty

CHRIS PENNYCOOK Royal LePage Dynamic Real Estate Winnipeg, MB

After 33 years in the business, Chris Pennycook says his initial expectations have long since fled his memory – but that hasn’t stopped him from providing Winnipeg buyers with unforgettable service. “I’m still here,” he says. “And I love my profession.”

Pennycook’s dedication to the industry was on full display last year, when he served as president of the Manitoba Real Estate Association. “It was an honour to represent the membership and serve our organization,” he says. “I grew personally and professionally from the experience.”

Royal LePage Binder Real Estate Leamington, ON

Patricia Pedreira has blazed quite a trail in her first five years in the industry. At a phase in her career when many agents are still figuring out the business, Pedreira has already won Royal LePage’s Diamond, Director’s Platinum, Chairman’s Club and President’s Gold awards.

Pedreira attributes some of her recent success to being willing to strike out in a new market. “Move close to an area that you want to focus on,” she advises. “I listed and sold a lot in Leamington, but I lived an hour away in Windsor.” Relocating to Leamington has made her job “much easier” and has allowed her to show more properties in significantly less time.

SARAH JUSTASON

RE/MAX East Coast Elite Realty Fredericton, NB

Sarah Justason has been occupying rarefied air at the top of the Fredericton market for well over a decade. But even the industry’s best need to keep looking for areas to improve, and Justason, who scored a Chairman’s Award in 2017, realized a critical part of her business was in need of a makeover. “I did a complete refreshment of all my marketing efforts, which included professional photos, new branding, and a fresher, cleaner website,” she says. “I hired an inbound marketing strategist, too.

These changes have exposed my brand to a much broader target audience.”

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BROKERAGE, INDEPENDENTLY OWNED AND OPERATED

KENDRA STRETCH

MICHELE CUMMINS

Century 21 Colonial Realty

RE/MAX Little Oak Realty

Charlottetown, PEI

Mission, BC

In her eight years with Century 21, Kendra Stretch has been both a Centurion Award winner and one of the company’s top 75 producers – a feat she has accomplished in each of the last three years. As the active Charlottetown market continues to surprise local residents, Stretch has been able to provide much-needed insight to her clients.

“It’s hard to justify to clients the prices that a year or two ago would have seemed extremely high,” she says. “And with things selling so fast, many people don’t see the value of a Realtor and attempt to sell their home themselves. I always try to explain the value of what I and my colleagues do on a regular basis. We have the expertise, experience and the resources to successfully

In 2017, Michelle Cummins capped off her 14th year in the industry by becoming RE/MAX’s number-one listing agent in the Fraser Valley. Qualified as both a listing and buyer’s agent, Cummins has the expertise, knowledge and tools to work with any client, from first-time homebuyers to investors, developers and buyers looking for luxury properties (she is a certified RE/MAX Collection of Luxury Real Estate, Properties and Homes marketing specialist). “Helping people get into the right home – whether it’s an investor, a renovator who likes to flip homes or someone purchasing their first home – is very rewarding,” she says.

walk them through the process.”

CAILEY HEAPS ESTRIN

Royal LePage Real Estate Services Toronto, ON

Cailey Heaps Estrin has been in real estate since the 1990s and has consistently been ranked number one in Toronto for Royal LePage. Heaps Estrin passionately believes in focusing on clients first, and her robust marketing background gives her the knowledge to present her clients’ homes in the best light possible. “Reputation means everything,” she says. “Client relationships based on knowledge, trust and honesty are the keys to success.”

Believing agents should give back to the communities that helped make them what they are, Heaps Estrin is committed to fundraising and volunteering for a number of charities.

GAVIN HEINTZ Century 21 Advantage Red Deer, AB

JAMIE COCCIMIGLIO Exit Realty Lake Superior Sault Ste. Marie, ON

Now a partner in Exit Realty Lake Superior, Jamie Coccimiglio began his career at the brokerage 11 years ago. That decade-plus in the business has only intensified the energy and positivity he brings to work each day.

Coccimiglio says his personal growth over the past few years – particularly in improving his leadership skills – has been critical to his success in real estate. His commitment to helping others achieve resulted in Coccimiglio and his team receiving Exit’s 2017 Canadian Broker of the Year Award.

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Gavin Heintz has spent the entirety of his 15-year career with Century 21 Advantage, during which time he has been a seven-time Centurion-level producer; he was also inducted into the company’s Masters Hall of Fame in 2016.

Heintz came to real estate looking for a career with flexibility and purpose. He has been rewarded with ample amounts of both, largely by remaining true to who he is. “‘Be yourself’ is the most important lesson for anyone,” he says. “Grow your business and personal life to suit what you need.”

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JESSE HONCH

Coldwell Banker ResCom Realty PA Prince Albert, SK

When Jesse Honch first started in the business, his colleagues told him it would take seven to 10 years before he started seeing consistent results. Four years later, he was one of his market’s top 10 agents.

He has been Coldwell Banker’s top Saskatchewanbased agent for the last five years and was in the top 1% for the company in 2016 and 2017.

A source of knowledge for younger agents, Honch encourages them to keep their clients informed and to build partnerships with reputable professionals. “I have partnered with the best lenders, inspectors, builders, contractors, lawyers and insurance brokers to build a team of experts whom my clients and I can rely on for any information we may need,” he says.

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PEOPLE

AGENT PROFILE

Selective and effective While many agents in the GTA cast a wide net in a desperate search for clients, Manu Singh has focused solely on the needs of downtown Toronto’s professional community. His success is a testament to the power of finding your niche IN 2013, Manu Singh was eight years into a thriving Bay Street career that put him in daily contact with Toronto’s elite business community. Little did he know that in five years’ time, he would be on the verge of launching his own real estate brand.

“I kind of backed into the sales side of things,” Singh says. “I was never really interested in being a salesperson. I had no formal sales training or anything like that.”

What Singh did have was experience as a real estate investor. While a 22-year-old student at the University of Waterloo, Singh purchased his first investment property, a duplex outfitted for student housing.

“I saw things from the other end, as a customer or as a client,” he says. “It gave me an intimate knowledge of what clients ultimately look for, the do’s and the don’ts.”

His success in one of the country’s hottest student markets, as well as his growing skills as a financial analyst, allowed Singh to quickly bolster both his portfolio and his ability to evaluate a property’s profitability. When he began his finance career in 2005 and conversations with colleagues inevitably turned to real estate, he found himself answering a flurry of questions and occupying the role of seasoned expert by default.

But what stood out most to Singh was the level of frustration being expressed by his peers, who were constantly being let down by

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Realtors who didn’t understand their unique needs or provide a satisfactory amount of insight into a property’s potential value.

“I think they were expecting a higher level of service, something more professional,” Singh says. “Everyone says they’re professional, but there is a different kind of expectation when you’ve done corporate consulting or you’ve been in the corporate sphere downtown for many years. I realized there might be a void or a gap in the marketplace, specifically as it pertains to serving urban professionals who live, work and play downtown.”

Singh spent his remaining years on Bay Street speaking to colleagues and determining what they were looking for in a real estate transaction. “I guess you could say it was an informal way of doing market research,” he says. “I learned a lot. I picked up on a lot of things to which I could add more value down the road.”

In 2014, Singh felt adequately prepared to

make real estate a full-time pursuit. Rather than align himself with one of Canada’s largest brands, he opted to set up shop under the Right At Home banner.

“They weren’t as known, but they had a ton of volume and a ton of admin support,” he says. “I needed administrative support, but I didn’t necessarily need the marketing and the brand awareness because I was looking to create my own pathway.”

Singh doubled down on his commitment to that pathway, building a team with a highly specific combination of experience. Singh requires his agents to have a professional designation and corporate experience, and they must already own their own properties.

Some might consider this approach to hiring excessively selective, but it began paying off almost immediately. In 2015, he received Right At Home’s Royal Diamond and Royal President’s awards for sales volume, two of the company’s highest honours.

COMMUNITY INVOLVEMENT In addition to working with Habitat for Humanity and Meals on Wheels, Singh is also actively involved with Toronto’s urban gardening movement, which combines his passion for healthy living with his desire to assist families in need. His work with the Community Food Garden, located near Woodbine Racetrack, has allowed him to promote local food systems, enhance food security, and increase knowledge and skills-sharing with local residents. The initiative provides fresh, healthy food for families struggling to afford the higher costs often associated with better nutrition.

FAST FACTS: MANU SINGH

“Everyone says they’re professional, but there is a different kind of expectation when you’ve done corporate consulting or you’ve been in the corporate sphere”

HOMETOWN Toronto, ON

YEARS IN THE INDUSTRY 9

BROKERAGE Urbanis Property Group

PRIMARY TERRITORY Downtown Toronto

Singh’s sustained success has inspired a full rebranding of his team as Urbanis Property Group – potentially the first step toward creating his own independent brokerage.

“We’re hyper-focused on urban professionals who are smart and savvy. They know the market; they know financial analysis,” Singh says, adding that these clients demand – and can easily recognize – high levels of technological and marketing savvy. Their standards are often impossibly high, but Singh hopes to establish Urbanis as this underserved demographic’s chosen real estate partner, while also providing elite agents a unique destination for their impressive pedigrees.

But in a city where the majority of Realtors struggle to sell more than 10 houses a year, how can a niche office like Singh’s drum up enough business to continue growing year after year?

“Two things have prepared us for that challenge,” he says. “First, we have some unique value propositions. What we bring to the table is very different. Second, we’re hyper-focused on our niche. We’re going to attract the right client for us. I’m not too worried about the competition because a lot of what I see out there is companies trying to be one thing to everyone. No knock to them, but that’s not what we’re trying to do.” REP

AWARDS Right At Home Realty Director’s Award (2016), Top Producer Award (2016), Royal Diamond Award for Sales Volume (2015), Royal President’s Award for Sales Volume (2015)

OTHER INTERESTS Urban gardening, travel, basketball

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SPECIAL PROMOTIONAL FEATURE

COACHING

A better way On March 5, REP was invited to attend one of industry-leading real estate coach Craig Proctor’s free half-day seminars. Our conclusion appears to be the same one drawn by the hundreds of Realtors in attendance: This guy’s the real deal

YOU COULD TELL the audience had been in similar situations before: sipping coffee from paper cups in a conference room, talking softly to a neighbour and waiting for yet another real estate coach to tell them the secret to selling more houses. There was an air of skepticism, as well as a number of openly cynical faces that had nothing to do with it being an icy, grey Monday morning.

And why shouldn’t these Realtors – a mix of young and old, novice and battle-scarred – be wary? The real estate coaching game has been almost exclusively populated by people who have never sold real estate at an elite level. What exactly do they have to teach?

“Work harder” and “be accountable”?

It’s the first topic Craig Proctor addresses after he enters the room, fresh from the airport and still towing his luggage.

“If I was sitting where you are now, my question would be ‘Why should I be listening to this guy?’” he says in a commanding, unadorned voice before eviscerating the old-fashioned, ineffective techniques still being taught by most real estate trainers. “I operate in a business where my competitors

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have either never sold real estate or they haven’t sold it in 20 or 30 years. Everything I’m going to show you here today is based on how I actually got rich selling real estate right here in York Region.”

what’s happening.

“We all make the fatal mistake of looking around at what everyone else is doing and copying it,” Proctor continues. “Who you copy from is vitally important.”

Systems are your saviour For Proctor, effective real estate sales are a matter of systems. From prospecting and advertising to customer service and phone calls, his career has shown that there is an objectively correct, repeatable way to generate leads and convert them into motivated repeat clients without an agent needing to work himself to death.

“Effective systems will save you time and money and help you achieve consistent and predictable results,” he says. “If your business is not duplicable, you don’t have a business; you have a job. And it’s not even a good job because it relies on you 24/7.”

The sheer number of systems Proctor describes raises several interested eyebrows this day. Ad templates that end the need for cold-calling, call scripts that quickly and

“If your business is not duplicable, you don’t have a business; you have a job. And it’s not even a good job because it relies on you 24/7” Craig Proctor Proctor made a legend of himself during his 23 years as a RE/MAX agent operating out of Newmarket. After struggling through an uncertain and frequently miserable first year, Proctor went on to become RE/MAX’s number-one agent worldwide in his third year.

As Proctor details his accomplishments, not the least of which are the 8,000 homes he sold, the audience begins perking up.

Arms come uncrossed, bodies lean forward, and phones come out and start documenting

effectively glean information from clients, and precise listing and buyer’s presentations that demonstrate an agent’s unique value are all laid out for ease of use, all of them based on Proctor’s real-world success.

“You’re going to say the right things in the right order 100% of the time,” he says, before sharing one of the day’s most popular anecdotes. “McDonald’s serves more food to more people in the world every single day, and it’s run by teenagers who can’t even clean their bedrooms. How is that possible? Systems.

ATTEND A FREE SEMINAR Craig Proctor has helped create more millionaire Realtors than any other real estate trainer or coach in North America. To learn more about Proctor’s systems, call his office at 800-538-1034. To sign up for a free seminar, visit CraigProctorFreeTraining.com.

Craig Proctor will also be conducting the following three-day Millionaire Agent-Maker SuperConferences this year: • April 23–25, 2018 Anaheim, CA • June 8–10, 2018 Orlando, FL • August 10–12, 2018 Toronto, ON To sign up, visit CraigProctorSeminars.com

When the systems are amazing, the people don’t have to be.”

Proof positive As the four-hour session winds down and sign-up sheets for upcoming SuperConferences in Orlando and Toronto rapidly fill up, Proctor welcomes to the front of the room some of his most successful local followers.

Hugo Castrillon of RE/MAX West was once a struggling first-year agent like Proctor had been. “I couldn’t stand it. It was horrible,” he says. Eighteen months after buying into Proctor’s system, Castrillon went from earning $70,000 a year to earning $536,000.

Lisa Nash, a broker at Royal LePage Terrequity Realty, used Proctor’s teachings as a way of abandoning the laborious doorknocking she had been doing and quelling

the doubts and insecurities she had about maintaining a steady stream of leads.

“I’ ll never forget going to my first seminar,” she says, “and as soon as Craig started talking about marketing and reverse prospecting and having people come to you, it just changed my life.” In her first year in the program, Nash’s earnings increased from $400,000 to $600,000.

Tony Johal, who now runs his own independent brokerage, had broken the $100,000 mark only once between 2006 and 2014. In 2015, his first full year as a Craig Proctor member, Johal’s earnings skyrocketed to $515,000. Last year, they topped $1.3 million.

“We’ve all been in those seats where you guys are,” Castrillon adds. “We’ve watched people get up and leave. I’d bet my next commission check that those are the people who are going to be back at their offices

wondering why their businesses aren’t getting better, blaming the market and commission-cutters.”

After the session ends, some attendees begin reaching for their coats and making for the exits, while others file to the stage to talk to Proctor and his superstar disciples.

Among them is Altea Del Giudice, an agent with Sutton Group Incentive Realty still in her first year. Del Giudice says she’s looking to follow in the footsteps of someone who “knows the ins and outs” of selling real estate.

As a first-time attendee of one of Proctor’s events, she shares the same somewhat bowled-over look seen on the faces of those who are shocked by Proctor’s practical, methodical and simplified path to success.

Del Giudice’s excitement for the upcoming SuperConference is hard to contain. “I’m leaving with something very positive,” she says. REP

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SPECIAL PROMOTIONAL FEATURE

TECHNOLOGY

Score one for the home team Jeffrey Brookfield of AmeriSpec of Canada outlines how real estate professionals can benefit from the company’s HomeScore app

with their Facebook and Twitter accounts or quickly register with an email and password.

Users can also link their account to their real estate agent or local AmeriSpec home inspector, allowing seamless communication through the home-buying journey.

A bonus reward system is also built into HomeScore. As users migrate through the app, they’ll be accumulating points, which can then be redeemed for various downloadable homeowner guides and coupons to major home improvement and furniture stores such as The Brick.

How is it useful to real estate agents?

HomeScore makes the home-buying process much more seamless and helps real estate professionals keep track of what issues, if any, were found, as well as what comments, notes or thoughts the homebuyer had on the property. The app allows homebuyers to include their real estate representative’s information and email them directly so they are kept up-todate with their clients’ rated homes.

BY NOW, most real estate professionals will have heard about AmeriSpec’s HomeScore web app, which allows homebuyers to rate, organize and compare homes on the market. Found online at homescore.amerispec.ca, the free app allows homebuyers to have a ‘virtual home inspector’ by their side when touring a home.

What was the inspiration behind the HomeScore app?

AmeriSpec has been part of hundreds of home inspections with potential homebuyers and real estate professionals, so we hear the questions, we see the condition of homes, and we know what to look for. Sometimes homebuyers get lost in the aesthetics of a home – paint colours, furniture placement, etc. – but what they should really be looking at is what’s behind that paint colour: Is there evidence of water damage? Are there cracks in the

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driveway? What condition is the roof in?

HomeScore allows them to view a home critically and comprehensively so they can make the best decision possible.

How does it work?

Your clients will simply open the HomeScore app on their smartphone and follow the on-screen prompts. HomeScore asks 12 simple questions that will help them get an overall picture of the home. The home is then rated (up to three homes can be rated side by side). Notes and photos of the home can also be added. Ideally, this process will be done while clients are viewing the home so everything is kept in front of them and nothing will be left to memory.

Though HomeScore is a web app that is best used on smartphones, it is equally functional on a web browser. Users can easily log in

How does this complement the home inspector’s role?

HomeScore is not a substitute for a professional home inspection, but it will help homebuyers think about the most important components of a home. HomeScore was created as a step to be taken before the inspection process. Once homebuyers have rated and compared homes, the next step will be to contact a professional home inspector, who will provide a detailed home inspection report. REP

From its inception in 1987, AmeriSpec quickly became North America’s leading home inspection service. In 1996, it became part of ServiceMaster, which elevated the company to become the largest and most trusted home service provider in the world.

Today, the AmeriSpec name is the industry standard for quality, service and value. With more than 75 franchise licenses from coast to coast, AmeriSpec conducts more home inspections – and serves more satisfied customers – than anyone else in the country. For more information, visit amerispec.ca.

SPECIAL PROMOTIONAL FEATURE

TRAINING

Learning and leading By offering its member brokerages the most widereaching and innovative training program in the industry, Leading Real Estate Companies of the World is preparing its agents for market domination

SOME OF Canada’s top independent brokers have a competitive advantage when it comes to delivering impactful professional development for their agents and staff.

Leading Real Estate Companies of the World [LeadingRE], a select global community of more than 565 independent residential real estate firms operating on six continents, was recently ranked number one on Training magazine’s 2018 Training Top 125, which recognizes the organizations with the most successful learning and development programs in the world. LeadingRE was the only real estate network named to this year’s Top 125; the network earned the distinction based on its commitment to delivering bestin-class training and development for its member brokerages.

Through their affiliation with LeadingRE, these companies can tap into powerful programs like LeadingRE Institute, a robust online learning platform that currently boasts

350 online courses with new classes added each month, including certifications for sales, service, leadership, marketing and relocation, along with an extensive resource library for managers and agents.

Another noteworthy offering is the MAESTRO Leadership Program. The only training of its kind in the industry, MAESTRO empowers managers and leaders by focusing on the three pillars of great office leadership and by providing interactive workshops, behavioural assessments tailored for real estate sales managers, pre- and post-workshop assignments, webinars, accountability partner pairings, and continual motivation. MAESTRO has been recognized for the life- and careerchanging impact it has had on participants and for its dramatic effect on the performance of participating companies.

Other popular options in LeadingRE’s robust menu include courses centred on the company’s exclusive research, the Career Gold

LEADINGRE IN CANADA Companies affiliated with LeadingRE have access to the network’s award-winning learning programs, including these Canadian firms: • • • • • • • • • • • • • • •

Bosley Real Estate Bowes & Cocks CIR Realty Dexter Associates Realty DFH Real Estate Harvey Kalles Real Estate Macdonald Realty McGarr Realty Corp.

Profusion Realty StreetCity Realty The Property Exchange Group Tracy Arnett Realty Tradewinds Realty TrilliumWest Real Estate Brokerage Whistler Real Estate

workshop for training professionals, CEO Exchange Groups and numerous conferences held around the world for its expansive membership. A new offering for 2018 is the LeadingRE Agent Accelerator. Powered by Ninja Selling, this training process is designed to accelerate sales associate performance and help owners and managers deliver powerful sales meetings.

All of LeadingRE’s training focuses on the most timely, relevant topics in digestible, accessible formats, which members can use throughout their companies. Member brokers, staff and sales associates have enthusiastically embraced these opportunities in order to raise the bar on their own performance, expertise and professionalism. REP To learn more about Leading Real Estate Companies of the World® and to preview the firms that have been selected for membership, visit leadingre.com/ourcompanies.

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SPECIAL PROMOTIONAL FEATURE

INVESTING

Orlando calling Agents hoping to provide new opportunities for their clients will find what they’re looking for in The Orlando Agency. REP spoke to Garry Walmsley about how Canadian agents and their clients can win in one of the US’ strongest housing markets LAST YEAR, Canadians spent $19 billion on American real estate. Of that figure, which represented a 213% increase over the year before, $7.03 billion was spent in Florida, where more than 500,000 Canadians currently own property. Whether these are snowbirds who have endured one harsh winter too many or investors looking to take advantage of the 68 million tourists who descend on the state each year, Canadians have created a virtually endless stream of revenue for real estate agents – those based in Florida, anyway.

Why should they have all the fun? As a Canadian Realtor, you have spent years building long-term relationships with your clients. You know their needs; they trust your judgment. There is no one better suited to guide their next purchase, whether it be a second home, a profitable vacation rental or a long-term buy-and-hold opportunity in one of America’s fastest-growing local economies.

Your job is to present your clients with what they want. What they want is in Orlando.

The local connection Canadian agents who balk at the idea of selling so far outside their chosen market have legit-

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imate concerns: a lack of local market knowledge, post-transaction distance from their clients, ignorance of how to get a US purchase financed. But finding your clients the right opportunity doesn’t require mastery of a new

referral program, Refer 50.

“We’re really trying to change the way in which Canadians research and actually buy property in Florida,” says Garry Walmsley, The Orlando Agency’s senior global real estate advisor. “The most productive way we can do that is with the assistance of Canadian agents.

They have the trust of their clients, insight into their individual needs and the desire to make sure that they are taken care of long after finding the right property.”

Walmsley says Canadians are regularly let down by the service they receive from real estate agents in Orlando, who often fail to address their unique financing, tax and property management concerns as non-US citizens.

“Ultimately, what happens is they sell a property to a Canadian citizen. Then, down the line, we find that Canadian citizen doesn’t have all of their needs addressed,” Walmsley says. “They run into issues with taxation, management and future financing. By that time, the Realtor has already gone, and the owner is left trying to resolve those issues

“We’re really trying to change the way in which Canadians research and actually buy property in Florida. The most productive way we can do that is with the assistance of Canadian agents” Garry Walmsley, The Orlando Agency market; it requires the right local partner.

The Orlando Agency, a division of Global Real Estate Services, has been providing full property management service to Canadian investment clients since 1993 through its partner company, Global Resort Homes. As part of the company’s bespoke services, The Orlando Agency is looking to further streamline and simplify the buying and selling processes for Canadians by inviting Canadian agents to take part in a new, highly rewarding

after the fact.”

By partnering with The Orlando Agency, however, agents can rest easy knowing that the company’s established partnerships with Royal Bank, RBC Bank US and Altro Law will ensure their clients have their needs met at every step of the buying or selling process.

As the only US financial institution dedicated to serving Canadians in the US, RBC’s cross-border banking and financing solutions are second to none. Altro Law’s proven

resources as a leading cross-border legal team means The Orlando Agency is able to provide complimentary consultations to all of its prospective clients.

“To me,” Walmsley says, “a ‘one-stop shop’ is just a business that does a lot of things without being especially good at any of them.

That’s why we don’t try to do everything ourselves. We rely on a network of licensed associates who provide tremendous value and security for our clients. We want Canadian agents to become a part of that network.”

The cherry on the sundae The Orlando Agency has been running the Refer 50 program successfully in the UK for 15 years, soaking up the largest market share of any British referral partner targeting the Orlando market. The convenience, marketing assistance and financial benefits included in a Refer 50 partnership are hard to ignore.

Agents interested in working with the

company need only visit refer50canada.com and fill out a simple contact form. Once agents are signed up, they will be taken through a telephone interview to establish their goals and clarify their needs. Once The Orlando Agency understands what an agent requires to market Orlando properties to his or her clients, the company can then begin generating marketing materials and other resources that will allow agents to provide the comprehensive and accurate information their clients need in order to make the right decision.

Once a client purchases a home through The Orlando Agency, the referring agent will receive a 50% referral fee based on the transaction’s gross commission. If that client chooses to eventually sell the home through The Orlando Agency, the referring agent will again be entitled to a 50% cut of that gross commission as well.

“These agents can be true partners,” Walmsley says. “Everybody benefits.”

Canadian money will inevitably continue pouring into Florida, and a significant portion of it is going to be spent in Orlando, where snowbirds can look forward to entertaining their extended families and investors can continue collecting rent checks from a steady stream of short- and long-term tenants.

By becoming one of The Orlando Agency’s referral partners, Canadian agents will be positioned to provide their clients a new range of life-changing possibilities while also getting a taste of the millions of dollars in commissions they’re currently leaving on the table.

If your clients are considering purchasing property in Orlando, why not be the agent who helps them get there? REP

Sign up for The Orlando Agency’s free Refer 50 program at refer50canada.com. To learn more about The Orlando Agency and the full range of services it provides its clients, visit theorlandoagency.com.

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SPECIAL PROMOTIONAL FEATURE

COACHING

Entrepreneurial success in 2018 – and beyond Leading real estate coach Richard Robbins shares four essential strategies Realtors can use to smash their targets and take their business to the next level

EVERY DAY in 2018, there is potential for you to be successful. With the first quarter wrapped up, small-business owners need to evaluate their accomplishments and set the course for what’s ahead. Every small business has a different quarterly checklist.

That said, there is definitely a common thread that runs throughout. Some of these points might seem obvious, but you would be surprised how many entrepreneurs overlook the importance of small changes and details that can have a big impact. While small, these crucial elements can make all the difference in accomplishing your goals in 2018.

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1

Reflect on last quarter with your team

Setting and reviewing goals together is essential to teamwork and will set the stage for getting the most out of yourself and your team all year long. The investment of time in your team will always pay dividends and build strategic agility. Reflecting with your team will also allow you to anticipate future needs and build smart growth strategies.

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Organize your books

How can you hit a home run if you don’t keep score? Regardless of the size of

your team and business, you have to know how your business is doing at any given time.

This is especially important when beginning a new year. Whether you need a professional bookkeeper or a great software system like FreshBooks or QuickBooks, you will want to keep tabs on how your business is performing each quarter.

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Plan and prepare for growth

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Upgrade technology

The importance of planning ahead and planning to succeed is often overlooked in small businesses. If you don’t plan to grow your business and shift your business practices to allow for this growth, it’s almost certain the business will not grow. Or if it does, it will cause chaos in your daily operations. Plan and map out your success. Talk to your team and build systems and strategies that support your desired growth.

Technology is the key to innovation and essential to automating your business. Leveraging technology to positively impact the quality of your service is an intelligent investment of time and money. As a small-business owner, your time and resources are often limited. Technology is a great partner for entrepreneurs to stay ahead of the competition and provide a better and more consistent client experience.

Success is not fixed. Success isn’t permanent or stable, and it’s certainly not easy, but success is always there if you know how to find it, get it and hold onto it.

It’s a beautiful life – make it count! REP

Richard Robbins is the CEO of Richard Robbins International, Canada’s foremost real estate sales training and coaching organization. For more information about Richard Robbins or to attend an upcoming free training event, visit richardrobbins.com or call 800-298-9587.

ADVERTORIAL

Jon Walker, Broker/Owner, and the team at EXIT Realty Inter Lake

Steadfast and Unstoppable NOVA SCOTIA REAL ESTATE BROKERAGE HONOURED NATIONALLY! EXIT Realty Corp. International congratulates EXIT Realty Inter Lake with offices in Bridgewater and Liverpool, Nova Scotia, the first brokerage in the EXIT Realty system to reach its 20-year milestone.

From a small, independent of 3 agents to a 2-location cornerstone of the communities they serve, they’ve maintained #1 market share position for number of units in the South Shore Region since 2001.

Their annual golf tournament and gala resulted in more than $240,000 raised to-date for Habitat for Humanity Nova Scotia South Shore Chapter. EXIT Realty Inter Lake received the Business Leader Award for Atlantic Canada in 2016 for their work with Habitat for Humanity and was honoured in a ceremony in the Nation’s capital. The award recognizes “businesses that demonstrate social responsibility and support the well-being of their communities.”

They’ve established a unique scholarship program for high school graduates entering a business program at a community college or university.

Jon Walker, Broker/Owner, and the team at EXIT Realty Inter Lake are community leaders, community advocates and exactly the kind of people we’re proud to call #EXITFamily.

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SPECIAL PROMOTIONAL FEATURE

ASSOCIATIONS

Associate yourself Through a combination of advocacy and innovation, the Canadian Real Estate Association has been helping Realtors succeed for 75 years. REP talked with CREA’s Pierre Leduc and Blair Armstrong about why membership matters CREA HAS come a long way since 1943, when a nascent version of the group (then called the Canadian Association of Real Estate Boards) formed to fight World War II-era policies related to rent control and other property matters. By 1955, CAREB was actively promoting its Photo Co-Op system, the forerunner to the modern-day MLS© system, which also required organizations at the local level to promote co-operation among agents and establish rules around agent ethics and conduct. CAREB was rebranded the Canadian Real Estate Association in 1986. The name might have changed, but the association’s goals remained the same: advocating for the rights of property owners and supporting the agents who get that property sold.

Over the years, CREA has played a leading role in helping the Canadian government improve legislation around mortgage financing rules, anti-spam legislation, the Home Buyers Plan and employment insurance for the self-employed, which was a major development for independent real estate operators. CREA’s strong relationships with the Federation of Canadian Municipalities and the Canadian Homebuilders Association

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have allowed it to provide an industry voice in debates over housing stock and how our cities are developed.

But CREA is more than a lobbying group taking up office space in Ottawa. While the association’s 125,000 members have undoubtedly benefited from its advocacy, they have also gained in more tangible ways through the company’s dedication to information-sharing and technological innovation.

Informed performances CREA’s influence, and its value to agents, has long been driven by a single, critical concept: data. CREA, whose analysis is based on statistics from real estate boards across the country, is the leading authority on Canada’s housing market. CREA members accessing this data can position themselves not only as the local experts their clients are looking for, but also as informed professionals who understand and can explain the larger, more complex and ever-evolving story of Canadian real estate. In a climate where misinformation and opinion are proving to be tenacious opponents, CREA’s hard data is a weapon no agent should be without.

CREA also owns and operates Canada’s most popular and informative real estate website, Realtor.ca. Membership in CREA grants agents access to Realtor.ca, where they can market their properties to the site’s 22 million unique visitors every month.

“From an advertising perspective – being able to put eyeballs on their listings and thereby sell more properties – it’s a primary marketing tool of our members,” says CREA’s Pierre Leduc.

Whether an agent specializes in residential or commercial real estate, Realtor.ca provides tremendous value. In addition to exposing an agent’s properties to a massive audience, it also provides a wealth of additional information – blogs, infographics, reports – that can make a buyer or seller’s journey much less overwhelming.

Neck and neck with new tech As real estate continues to be disrupted by new trends and new technologies, the technology CREA offers its members is evolving at the same lightning pace. The association recently unveiled the newest iteration of its WEBForms© system, which promises more convenience, more mobility and more integration with today’s most popular real estate applications.

While the new WEBForms© provide increased functionality and a refreshed appearance, CREA’s Blair Armstrong says agents familiar with the old version have nothing to fear. “Everything’s there that they used before; it just may not be in the exact same spot,” he says.

One key component of the redesign is a new level of responsiveness. WEBForms© can now be used smoothly and efficiently on every possible device, increasing its functionality for on-the-run agents who may have avoided using WEBForms© because of its overly PC-friendly nature. “A lot of agents are doing presentations on a tablet of some kind, so we designed the application to work seamlessly

The original (top) and updated (bottom) versions of CREA’s WEBForms©

with those devices,” Armstrong says.

The most advantageous new feature of WEBForms© is its connectivity, which will save agents and their clients both time and stress. “It’s connected to all the board MLS© systems, where all the listing information resides, so when they go to fill out a form, they don’t have to retype the number of bedrooms and the number of bathrooms,” Armstrong says. “All of that information is automatically transferred from one system to another and populated directly into the form.”

Tied into that connectivity is the ability to integrate with third-party software, including

the growing number of e-signature applications. “CREA has connected those thirdparty applications with WEBForms© so it’s a seamless experience for our members, who can choose the services they want to use,” Armstrong says. “They’re not locked into one of our choices. We simply make connections to whichever third-party applications make sense for our members.”

As requirements and laws change, so too will WEBForms©. Armstrong says the new platform will provide CREA members with the most current, legally approved forms available. “The forms our members use are

the most up-to-date available anywhere in Canada. They can be sure, from a legal standpoint, that they’re not using an old, out-ofdate form, which creates issues that can be severely damaging.”

The new WEBForms©, access to Realtor.ca and the benefits of 75 years’ worth of passionate advocacy are all available to CREA members for a small annual fee of $310. “We feel it’s a pretty good value proposition,” Leduc says. REP To learn more about the Canadian Real Estate Association and its wide array of member services, visit crea.ca.

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SPECIAL PROMOTIONAL FEATURE

PLUMBING UPGRADES

Deal your clients a flush

Clients can have a variety questions about upgrading a property’s plumbing. According to Pillar To Post, agents who can talk to their clients about options for improving the plumbing in their next home will be at a considerable advantage

BUYERS AND sellers often hear about ‘plumbing upgrades,’ but what exactly does this mean? Generally speaking, upgraded plumbing in the context of buying or selling a property refers to both the fixtures and the plumbing system itself. Here are some basics to consider when talking about plumbing upgrades.

Fixtures In bathrooms and kitchens, faucet fixtures are an easy upgrade that adds style without a lot of spend. If a home is being prepped for sale, the best bet is to use fixtures that will appeal to the most potential buyers. Choose basic finishes and designs; now is not the

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time for gleaming gold-toned metal or other styles that not everyone likes. The idea is not necessarily to draw attention to the faucets, but to demonstrate that the fixtures are modern and in good condition.

Toilets are another simple upgrade that will also positively affect how the home is perceived. If space allows, a toilet with an elongated bowl and high-profile height is a smart change to make. A neutral color that works with the existing tile and walls is always best. Opt for a low-flow toilet that saves water and may even be rebate-eligible.

A shower upgrade can be as basic as adding a handheld shower unit to the existing setup. Another effective upgrade is to install a

‘rain’-type showerhead, which have become very popular in new homes. Also consider a thermostatic valve for the shower, which prevents scalding while the shower is running. It’s a nice feature that’s inexpensive to add and is especially appealing to buyers with children.

Piping Home re-piping continues to grow in popularity. During this process, all water lines and connections within the home are replaced.

Sometimes the line from the water main to the house may need to be replaced as well.

Over time, old galvanized metal pipes will degenerate, increasing the potential for leaks, reducing water flow capacity and water pressure, and causing material to flake off inside the pipes, which is particularly noticeable in hot-water lines. The taste and appearance of water can also be adversely affected. Some older homes have lead pipes, which are less subject to corrosion but pose a serious health hazard for children.

Typically, replacement piping is made of copper or one of several types of flexible PVC, including PEX. The best material to use depends on a number of factors, including the hardness of the water and winter temperatures. Homeowners should always seek the opinions of several contractors before making the important – and expensive – decision to re-pipe their home. Depending on the home’s location, re-piping may not pay off in terms of return on investment, but it could be an attractive selling feature nonetheless.

Most buyers typically don’t want to think about plumbing, so upgrades are often welcome. As with any upgrades, however, always consider market conditions and comparables when making recommendations to your sellers. REP For more information, please visit the nationwide home inspection experts at pillartopost.com.

ADVERTORIAL

From Part Time to

The Big Time AN AGENT'S VOICE with Samantha Bell Sales Representative - EXIT Realty Advantage, NB The greatest thing that happened to me in real estate was someone believed in me. A relative already working for EXIT Realty saw something in me that I just didn’t see in myself.

Selling real estate came shortly after purchasing my first home at the age of 20. I was flattered and intrigued by the idea, but equally intimidated by the thought of leaving a salaried job for a commission-based income. So for a few months I tried juggling both careers, and quickly realized that at some point I was going to drop the ball in either one or both fields I was trying to balance. If I was going to make something of myself in real estate, I needed to go full force and leave my other job behind.

Simply ‘showing up’ has been the catalyst behind my growth from part-time to the big time. Show up at the office every day, for every meeting and training, but also for community events. This expands your ability to talk with people, your sphere of influence, and provides opportunities to remind folks you’re in real estate.

Once you’re there, the opportunities present themselves. I even

systems that I could never work on my own. We were able to go from 28 ends per year, to over 60 ends; grossing over a quarter of a million dollars in the EXIT production year. He’s able to host open houses, work with buyers and take care of my work while I’m away because, most importantly, he’s licensed. By far this was the biggest game changer in my career. I give all the credit to knowing the DISC system through EXIT’s training, and the type of personality I needed to work with. If you’re considering hiring an assistant, I recommend you have applicants complete a personality profile even before you interview them.

The most recent step that I’ve taken, is one-on-one personal coaching with Erica Nasby, International Sales Trainer for EXIT Realty. I found someone who I respect and admire and she’s changing my life one session at a time. A good coach pulls you back when your nose is against the painting, so you begin to realize the full picture; it’s clearly the Mona Lisa. Find a coach, a mentor, an accountability partner. You can’t afford not to.

I’m honored to be with a company that has supported me through becoming a mom, and gives me the flexibility and freedom to pour myself into both my personal life and a career that we all know has limitless possibilities. attend repeat sessions because I firmly believe that no matter how many times you hear the same message, you hear exactly what you need to in that moment.

Two years into the business I attended my first EXIT convention; a life-changing moment in my career. Within 12 months of making the choice to ‘show up’ I doubled the business I was doing for both number of transactions and dollars earned. That was also because I always remember that no deal is too small.

One interaction early in my career, turned into 13 transactions and $2.8 million in real estate sold from referrals. Value the responsibility you’re given, and foster those referral relationships.

I continually set goals for myself through my vision board so I’m always working toward something. I set a goal to brand myself, which meant working with a local marketing company to create a memorable, easy-to-search and consistent brand. It’s still one of the best investments I’ve made for my business. I even set a goal to hire an assistant, because all of the top producers I know, and I’ve met, have a least one. My assistant and I have built

My dream for the future is to continually grow my business, and capitalize on the residual income opportunity for my family. I’m honored to be with a company that has supported me through becoming a mom, and gives me the flexibility and freedom to pour myself into both my personal life and a career that we all know has limitless possibilities. I am representative of many millennials who are looking for an environment and culture that they can be part of. They want perks, a job with purpose, direct communication with their managers, flexibility, and EXIT is the solution.

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SPECIAL PROMOTIONAL FEATURE

COLLABORATION

Working with purpose Tom Kunz, executive vice-president of coaching and accountability at Engel & Völkers Americas, describes four ways real estate partners can amplify sales through strategic collaboration

IN A CAREER often considered independent in nature, inspiring a group of real estate professionals to collaborate comes down to making the best use of time and resources.

It’s through regular and purposeful communication and collaboration that these groups of independent contractors can ultimately translate their individual tasks and strategies into broader organizational success.

Let’s examine four fundamental ways to leverage a group of real estate professionals’ individual strengths.

Examine the business’s overarching objectives Inherent in any successful brokerage are the collective efforts that drive business forward.

A simple way to promote an environment where individuals can combine efforts is through thoughtful company-wide meetings.

Reviewing the company as a whole serves as an impetus for real estate agents to incorporate company objectives into daily responsibilities. These meetings are also a terrific opportunity to reassess the large-scale goals of a brokerage and ensure that everyone is working together to achieve these goals.

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During meetings, keeping business announcements and industry initiatives top of mind sets a tone for the direction and focus agents have when conducting business independently. Be careful not to waste time with introductions. Encourage attendees to come prepared and actively participate.

Regular meetings are an effective way to contribute to individual and organizational success with little interference on daily activities.

Connect sales opportunities Connecting buyers to ideal listings, in addition to providing attentive guidance, is at the core of what real estate agents do.

Successful real estate professionals can amplify these efforts by networking within their sphere of influence in their office and among other brokerages in different cities.

This principle is truly built into the Engel & Völkers business model, meaning local real estate shops can efficiently leverage a collaborative global network for powerful results. Brokerages can network by keeping in touch and asking prompting questions that will enable two separate units to work in

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tandem. In the event that your brokerage has a listing that might appeal to a buyer in another market, this tactic gives agents the opportunity to effectively tap into different buyer pools and markets.

Contribute resources Building upon the last point, mutually supporting one another translates to a stronger community and a resilient bottom line. A brokerage’s contribution to its overall team is reflected through the franchise, system tools and the facility itself. For example, at Engel & Völkers, we facilitate brokers’ success by providing access to platforms such as Juwai.com and our own online syndication platform, EDGE, which help various teams increase their sales potential.

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Leverage social media Online communication is not new to real estate. Its importance continues to increase and is best deployed through mindful use of individual tools such as Twitter, Instagram and Facebook. Using each with its intended purpose will help agents better attract and retain followers.

Social media is a strategic tool that allows agents to authentically interact with potential clients. Be sure to post content that is rich and diverse. There is no merit in following one real estate professional on multiple social platforms if their messaging is redundant.

Social media is rooted in community and authenticity. It’s very common for consumers to not only find their real estate professional online, but to validate that decision online as well. In addition to sharing content, engaging with other real estate professionals within your network and your relevant sphere can help further advance the objectives of a brokerage as a whole, making it a powerful tool that’s mutually beneficial. The brand power of a brokerage is not limited to its followers and is extended through the online

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Successful real estate professionals can amplify their efforts by networking within their sphere of influence in their office and among other brokerages in different cities reach of individual brokers. Thinking of online reach in terms of communities versus individuals can offer real estate professionals a larger audience, leading to increased wordof-mouth referrals and brand awareness.

The longevity and impact of a social media channel can be boiled down to auth-

enticity. A real estate agent can produce content, but if there is no interaction with followers, they will make little differentiation between advertising and social media. It’s the responsibility of those running a social media channel to interact with followers to show the Realtor’s true personality, business

style and objectives to retain those followers.

Successfully combining the forces of individual real estate professionals and giving them purpose and inspiration will amplify overall sales in big ways. Creating an environment that values collaboration by leveraging independent triumphs and strengths will not only positively build up a brokerage, but also lead to tangible, bottom-line-boosting company success. REP To learn more about Engel & VĂślkers and the unmatched support and resources it provides its Realtors, visit engelvoelkers.com/ company/about.

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FEATURES

BUSINESS STRATEGY

What to change about your business in 2018 If you run your own business, there are three things you should consider doing differently this year, suggests management consultant Stephen Barnes

THERE IS a Latin phrase, omne trium perfectum, which means that everything that comes in threes is perfect, or every set of three is complete. It is a principle known as the Rule of Three, which suggests that events or characters introduced in threes are more humorous, satisfying or effective in executing a story and engaging the audience.

The audience is also more likely to remember the information conveyed. This is because having three entities combines both brevity and rhythm by creating a pattern from the smallest amount of information possible. It makes the author or speaker appear knowledgeable, easy to understand and catchy.

That rule can be applied to business, too.

To help you get into gear for the year ahead, here are my Business Rules of Three – three things to change about your business in 2018.

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Move from practitioner to business owner

Plumbers, electricians and builders go to trade school and undertake both practical and theoretical lessons as part of their training. Software developers, chefs, lawyers, hairdressers and doctors – they all learn the skills to do their jobs both capably and competently.

Then they finish their education or

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apprenticeship and get their first job, and discover that they know less than they thought. So they continue learning. After a few years, they’re an expert. However, throughout this period, they are only learning to become an effective practitioner and not a successful business owner.

Running a business is a separate job and

a skill too, and therefore it requires time and investment to learn and develop business skills to become capable and competent to do that job well. Unfortunately, business skills are not part of a plumbing, hairdressing or electrical apprenticeship, or part of the curriculum for lawyers, doctors or accountants. (Contrary to popular belief, accounting

courses do not equip you with the skills to run a business.)

If you look at most business startups, they either evolve from what was once the business owner’s hobby, or they are a result of someone wanting to work for themselves.

Think of web designers or bookkeepers.

These people are experts in their fields and have skills, but what often happens when they go out on their own, ill-prepared, is that they work hard and build up a customer and client base, then they get even busier, and later you hear that they’ve either gone out of business and/or their family life or relationships have broken down.

Were these people incompetent or unskilled at what they did? No. Their mistake was that they did not work on their businesses.

It’s human nature to spend more time doing what you enjoy and what you do best.

So self-employed small business owners gravitate to what they like doing, rather than mastering the business skills they lack. The result is that they spend way too much energy in their business and not on their business.

You’re running a business now, not just working. Stop being a worker and start being a director. You need to skill up and learn how to run a successful business.

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Remember that every business is a family business

One of the nice things about working for yourself is the flexibility it gives you with regard to the hours you work. This reason alone is why lots of people head off and start their own businesses – myself included. “I’ll be able to take the kids to basketball practice,” or “I can have the whole summer off and we’ll head off camping.” Sound familiar?

As the business grows, you start working harder – before the family wakes and after they have gone to bed. You take work calls while you’re driving to basketball practice.

Your family are supportive, as they hope you are living your dream.

Father’s Day breakfast comes along, and you go to school with your children. (You can do this because you run your own business, right?) After the breakfast, you are invited to see the children’s work in their classroom.

Your eldest daughter has written a poem about Dad, and one verse goes: “Daddy – talk, talk, talk on the phone all day.”

You’ve got the message. And isn’t this the complete opposite of what you wanted when

were away, or it wouldn’t be a holiday because they would be tethered to their emails and phone calls and disengaged from their families, you’d be able to go on holiday yourself and still make money.

How do you overcome this? Systemize your business. Systemizing is the process of documenting everything you do in your business – from answering the phone and opening the mail to pricing work and after-care service.

Self-employed small business owners gravitate to what they like doing, rather than mastering the business skills they lack. The result is that they spend way too much energy in their business and not on their business you started your own business? You have been isolating yourself and not engaging with your family. Before you know it, you’re not running a business – the business is running you.

Business can destroy your family life and your family. You might be happy working 24/7, but they won’t be. Every business is a family business – but it is only a business and not your entire life. A business can have a profoundly negative impact on your life if you let it. It can also serve you and your family well as long as you start working more on the strategy and less on the tactical aspects of your business.

If you have a family and you work for yourself, then you have a family business – so you must be fair to your family and make time for them away from your business.

3

Systemize your business

If you had a dollar for every time you’ve heard people say they were either too busy to have a holiday, or they couldn’t leave their business to others to run while they

Without systems and processes in place, your business will become all-absorbing, with endless tasks to complete.

Systems and processes allow others to share the load. These people then become what a studio recording is to Taylor Swift. A Taylor Swift song can be played by millions of people all at the same time. It sounds the same every time it is played, and Taylor Swift collects a royalty every time the recording is played. Create a recording – a system – of your business, your talents, your way of doing something, and then, like a song, replicate it, market it, distribute it and manage the revenue. REP

Stephen Barnes is the principal of management consultancy Byronvale Advisors. He has spent more than 20 years advising clients, from new business startups to publicly listed companies, across a wide array of industries. He is also the author of Run Your Business Better: Essential Information Every Business Owner Should Know and Use. To find out more, visit byronvaleadvisors.com.

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CAREER PATH

GLOBAL NETWORKER Always a leader at heart, Benjamin Shinewald brings a global outlook to everything he does

When Winnipeg-raised Shinewald took a year to study in Israel, he found his métier. The experience gave him an international outlook that led to an internship at the Canadian embassy in Washington, DC “It spoke to me. I had always been interested in politics and public service; my time in Israel set me off on a path of being interested in the international perspective”

1992

GETS AN INTERNATIONAL VIEW

1995

IS A JET ALL THE WAY

1996

ESTABLISHES A GLOBAL NETWORK Studying for a master’s degree at the London School of Economics left a profound impression on Shinewald, opening his world up even further

“London exploded my world in the best way. I learned as much from living in London as I did from going to the LSE. To this day, I have a global network of friends” 2006

IS RECOGNIZED AS AN EMERGING LEADER

As the recipient of an Action Canada Fellowship, Shinewald was named “one of Canada’s best and brightest emerging leaders” and inducted into a year-long program that took him across the nation to develop his leadership skills I got to see behi”nd the curtain, to see a network of younger leaders across disciplines – the arts, science, and medicine – coming together as a collective to leverage each other’s expertise. The program really sharpened my understanding of how to be an efficient leader”

2012

LEADS BOMA Shinewald stepped into a new world when he joined the Building Owners and Managers Association of Canada as president and CEO. Under his watch, the association broke a seven-year drought to take home major industry awards over four consecutive years. The organization’s sustainability program, BOMA BEST, is a particular point of pride for Shinewald, particularly as it expands to include certification of the first buildings outside of Canada “The program has grown tremendously in Canada and is now going international”

Shinewald snagged a job with the Winnipeg Jets during the team’s final year in Winnipeg. Faced with a season characterized by empty seats, he created student nights to inject excitement “I went to universities, beauty colleges, religious colleges to drum up ticket sales – it was the first night in the entire season with energy in the arena. That experience showed me that if I put my shoulder to something, I could have an impact”

2005

WORKS AT THE HEART OF GOVERNMENT An earlier internship with the OECD in Paris provided an entrée to the Privy Council when Shinewald’s ex-boss hired him on. In this role, he found himself working at the heart of government, advising two prime ministers, attending cabinet meetings and shepherding the largest public spending initiative in Canadian postwar history (a $33 billion infrastructure plan) through the approval process “It was exciting. I loved the Privy Council; the connection between law and policy is strong”

2008

JOINS THE CANADIAN JEWISH CONGRESS Shinewald was headhunted to the Canadian Jewish Congress, where he eventually became CEO. Among his fondest memories is the organization’s 90th anniversary plenary, at which the prime minister, leader of the opposition, the deputy prime minister of Israel, and the leaders of the NDP, the Greens, and Bloc Quebecois all spoke “It’s not every day that the leaders of every national party come together to speak at an event – it was quite an accomplishment” www.repmag.ca

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Lau estimates he’s owned “about a dozen” violins throughout his life

6

Number of violins Lau currently owns

200

Students Lau has taught over the course of his music career

15

Violinists in the Ontario Cross-Cultural Music Society Orchestra

MASTER OF THE HOUSE

Other than selling homes, there’s nothing Simon Lau likes more than being part of a grand symphony SIMON LAU first picked up a violin at the age of 9; the Richmond Hill-based real estate agent modestly says he was “a little above average.” By age 14, Lau had attained the position of first violin; by 17, he had become concertmaster of the Hong Kong Youth Symphony Orchestra.

Later, as a university student in Toronto, Lau’s passion for music not only continued, but also turned into a career when he

volunteered to tutor interested friends and saw the pastime evolve into a revenue stream that paid his tuition.

Music has remained an integral part of Lau’s life. These days, he is concertmaster of a symphony orchestra and plays with a string quartet. He also recently became vice-president of the Ontario Cross-Cultural Music Society, a group that “involves people from all different cultures who are

passionate about classical music.”

Apart from the joy of performing (“It’s an experience you can’t get elsewhere, and I revel in it,” Lau says), what keeps him coming back is the personal connection that he also experiences as an agent. “I have students with varying abilities and skill levels that I have to help improve,” Lau says. “That’s an analogue to meeting my clients’ needs.”

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