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REPMAG.CA ISSUE 6.04

TEAMS

2020

REP spotlights 100 teams that triumphed over the many challenges of 2020

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How Engel & Völkers is outplaying the unpredictable market Anthony Hitt, President and CEO Engel & Völkers Americas of our key growth strategies involves listening to our advisors

W

and license partners, and analyzing market data to determine

.hen uncertainty has become a way of life and

where the next luxury buyers and sellers are moving. It is in these

home is ever more a symbol of refuge, Engel &

locations that Engel & Völkers sees opportunity to offer unique

Völkers has realized significant growth amidst an

services that satisfy the needs of the seller or buyer who demands

unpredictable market.

more - more market knowledge, more insights, a more bespoke engagement, and a brand that does real estate differently.

Our proprietary tools continue to set our network apart and reinforce Engel & Völkers’ reputation as a luxury real estate leader. Due to our early investment in technology, we quickly adapted to the market shift associated with COVID-19, and we have been able to maintain exceptional client experience while staying

“ Throughout 2020, our business has grown in sales, geographic expansion and in network members. ”

in compliance with social distancing protocols through virtual meetings, open houses and showings.

Our real estate advisors bring a high degree of local familiarity and have extensive marketing and branding tools at their disposal

Such efforts have contributed to us surpassing our 2019

that exceed client expectations, including a global network of real

performance and outpacing pre-COVID 2020 growth plans.

estate professionals.

Throughout 2020, our business has grown in sales, geographic expansion and in network members. We have experienced

Since September 2019, the number of Canadian Engel & Völkers

growth across the board as demand for luxury real estate has

advisors has increased by 28 per cent – a reflection of the

surged. Throughout the third quarter of 2020, Engel & Völkers

dedication of our exceptional shop leadership within each market.

Americas saw 66 per cent growth in Gross Commission Income (GCI) when compared to the same time in 2019, and 40.7 per

If we’ve learned anything this year, it’s that we must stay

cent growth in transaction sides year-over-year for Q3 2020. In

committed to building valuable relationships in business and in

Canada, we saw a significant 60 per cent year-over-year increase

our personal lives. As we progress through the last quarter of

in closed sales volumes for Q3 2020, as well.

2020 and into 2021, I look forward to welcoming more markets into the Engel & Völkers network, strengthening our contingent of

Since January 2020, Engel & Völkers opened 34 new shop

highly-impressive Canadian real estate professionals and to being

locations and entered 23 new markets, including prime Canadian

a part of the exciting growth we are seeing across various parts

areas such as Westboro, Calgary, and across Nova Scotia. One

of the Americas.

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Brought to you by

SPECIAL REPORT

TOP TEAMS

TOP TEAMS 2020 By pulling together and adapting to new tools and protocols on the fly, these elite real estate teams managed to thrive during an uncertain year IN A YEAR that’s been one for the record books, real estate teams across the country enjoyed a busy – and profitable – 2020, if an uncertain one at times. The teams that made this year’s REP Top Teams list all served as a pillar of support for their agents, helping to guide them through the turbulence that comes with a global pandemic. So what makes a successful team? Much of

a team’s success rests on how its members vibe together. Carefully curated specialized roles foster greater creativity, better customer service and the ability to share different aspects of the job. Developing common goals and engaging in consistent collaboration, support and training all help develop the team culture. And a positive, clearly defined approach to getting the job done helps teams create reliable

outcomes for clients and identify which potential recruits will be a good fit. The teams on this year’s Top Teams list are vibrant collaborators, innovators, negotiators and educators, each with their own distinct flair and approach to the job. REP salutes these elite real estate teams for their integrity, adaptability and, of course, their commitment to teamwork.

ABOUT THE SPONSOR Unlike any other real estate trainer, Craig Proctor’s dual track record as both a number-one agent for Re/Max worldwide and a number-one coach in North America (Proctor’s real estate system has created more millionaire agents than any other coach or trainer) makes him the coach of choice for agents determined to thrive financially without high lifestyle costs. Far more than simple motivation or accountability, Proctor teaches agents a true business system for every stage of the real estate process – from lead generation to five-star customer service – that leverages marketing, technology and people. He starts by showing his students how to create so much business they can no longer handle it on their own and then coaches them through the industry gold standard that he pioneered for building an efficient and profitable team. It’s not a coincidence that Proctor’s students include the top agents and teams from every franchise in most major centres across North America. If you’re serious about growing your real estate business in 2021, book a free, no-obligation call with Craig Proctor and his team at proctorconsultation.com.

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SPECIAL REPORT

TOP TEAMS TOP TEAMS 2020 INDEX LOCATION

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LOCATION

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LOCATION

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The Adam Mills Team

TEAM

Ottawa, ON

Hamre Real Estate Team

Ottawa, ON

REC Canada

Toronto, ON

The Alan Stewart Team

Sunshine Coast, BC

The Haus Team

Markham, ON

Rehman Real Estate Team

Toronto, ON

Angie Goulet & Associates

Windsor, ON

4

Home Sweet Home Team

Calgary, AB

7

Reich Team

Calgary, AB

Ask Anthony & Associates

Halifax, NS

9

The JCB Real Estate Team

Woodstock, ON

The Rocca Sisters

Burlington, ON

7

AW4U – The Real Estate Group

Windsor, ON

3

The Jennifer Queen Team

Winnipeg, MB

Rouleau Real Estate Team

Manotick, ON

Benedict Group

Windsor, NS

7

Bennett Property Shop

Ottawa, ON

10

The Joe Conlon Real Estate Team

Windsor, ON

Royce Finley & Associates

Winnipeg, MB

Boyes Group Realty

Saskatoon, SK

John Hripko Real Estate Team

Calgary, AB

Santa Sells Houses Team

London, ON

Capstone Real Estate Professionals

Guelph, ON

4

The Kate Broddick Team

Brantford, ON

Schreder Brothers Real Estate Group

Langley, BC

The Charlton Advantage Team

Milton, ON

Katrina & The Team

Surrey, BC

The Sergey Korostensky Group Calgary, AB

13

Collingwood, ON

Ken Morris Team

Cochrane, AB

The Signature Sold Team

Wasaga Beach, ON

4

Key Group

Richmond Hill, ON

Smart Home Choice

Ajax, ON

The Knowles/Woolsey Team

Barrie, ON

8

Sotello Group

Winnipeg, MB

Loretta Phinney Real Estate

Mississauga, ON

11

South Island Home Team

Victoria, BC

Love Kelowna Living

Kelowna, BC

Stone Sisters Group

Kelowna, BC

Marfori Group

Surrey, BC

MetroCity Property Group

Ottawa, ON

T.J. x Kristyn | Your Real Estate Team

Kingsville, ON

Michael St. Jean Realty

Ancaster, ON

Team Goran – Re/Max Care Realty

Windsor, ON

Millennial's Choice

Vaughan, ON

Team Léo

Coquitlam, BC

The Neal Estate Team

Victoria, BC

12

Team Marshall

Parry Sound, ON

The Oliveira Team

Toronto, ON

13

Team Monty

LaSalle, ON

The O'Quinn Team

Trenton, ON

3

Team Sukhvinder

Caledon, ON

Parish & Strano

Haliburton, ON

Tony Johal Real Estate Team

Waterloo, ON

6

The Pawlak-Fortin Team

Montreal, QC

7

Toscano Team

Ottawa, ON

3

The Peggy Hill Team

Barrie, ON

8

The Tulip Team

Ottawa, ON

13

Pilon Real Estate Group

Orleans, ON

The Vanguard Team at Manor Realty

Windsor, ON

13

Mississauga, ON

Verge Real Estate Team

Windsor, ON

9

The Chris Keleher Team Christine Gauthier Immobilier

Montreal, QC

6

The Curtis Goddard Team

Bradford, ON

Dan Cooper Group

Oakville, ON

8

The Dan Gemus Real Estate Team

Windsor, ON

Dan Plowman Team

Oshawa, ON

12

The Daryl King Team

Richmond Hill, ON

Diane Salman Group – Keller Mississauga, ON Williams Real Estate Associates

The Ed Dale Team

Winnipeg, MB

Engel & Völkers Montreal

Montreal, QC

8

Équipe Amy Assaad

Montreal, QC

Équipe Jean-François Morin

Charny, QC

4

Équipe Marc Bonenfant

Stoneham, QC

Équipe Michel Naud

Mont-Tremblant, QC

Falkwin Group

Halifax, NS

10

Faris Team

Barrie, ON

10

TEAM

TEAM

Fraser Elliott Group

Delta, BC

Pobojewski Real Estate Team

Generations Real Estate Partners

Port Coquitlam, BC

9

The Polsinello Team

Newmarket, ON

6

VIP Access Team

Toronto, ON

9

Preferred Partners

Windsor, ON

Walkinshaw Partners

Orangeville, ON

4

The Ramautor Team

Kitchener-Waterloo, ON

10

Wiltshire Team

Tillsonburg, ON

6

The Red Carpet Crew

Kitchener, ON

12

The Wolf Pack

North York, ON

3

Re/Max Boardwalk

Ottawa, ON

The Woolcott Team

Burlington, ON

6

Re/Max Hallmark Lino Arci Group Realty

Wrigley Team

Ottawa, ON

10

Vaughan, ON

YC Team

Toronto, ON

12

Real Estate Partners

Calgary, AB

The York Region Eco Team

Keswick, ON

12

The Gregory Group

Brandon, MB

The Group at Re/Max First

Calgary, AB

GTA Homes

Vaughan, ON

8

HACK&Co.

Edmonton, AB

5

The Haliburton Real Estate Team

Haliburton, ON

Hammer & Associates Brokerage

Ottawa, ON

2

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Brought to you by

THE WOLF PACK Team leaders: Duke Pham, Rachel Mok and Nathan Ho North York, ON

AW4U – THE REAL ESTATE GROUP Team leader: Paul Germanese Windsor, ON

Launched with a vision to provide “more time and more like-minded agents to serve more people,” AW4U – The Real Estate Group brings together knowledgeable real estate professionals who take pride in passing on their cumulative knowledge and experience to clients. Before forming AW4U, team leader Paul Germanese racked up a decade of experience in the industry and a host of accolades, including a spot on REP’s Top Agents list every year for the past four years. “A real estate transaction should never be about the Realtor,” Germanese says. “It should always be about the client. When I say ‘always working for you,’ I sincerely expect you to have that type of experience.”

Specializing in luxury real estate, commercial and investment properties, leases, and pre-construction developments across the GTA, the Wolf Pack excels at navigating the complexities of real estate. A perennial presence among the top three teams at Century 21 Atria Realty, the Wolf Pack is committed to providing clients with elite service that generates the best outcomes. In building the team, co-leader Duke Pham – a two-time REP Young Gun – has created a culture where training and mentorship are front and centre. “No deal is ever too small to do,” Pham told REP earlier this year. “Don’t be afraid – you’re supposed to make mistakes, or how else would you grow? No opportunity is a waste of time.”

THE O’QUINN TEAM Team leader: Lorraine O’Quinn Trenton, ON

TOSCANO TEAM Team leader: Angelo Toscano Ottawa, ON

Angelo Toscano attributes his team’s success to a set of shared core values, along with a clearly defined role for each member of the team. The strong relationships the team has cultivated with clients and a promise to buy their home if it doesn’t sell within 90 days probably don’t hurt, either. “Serving this city remains my passion,” Toscano told REP in 2019. A 25-year real estate veteran, Toscano has received Re/Max’s Luminary of Distinction Award for earning $20 million worth of commission during 20 years with the company.

Lorraine O’Quinn’s team of six agents and three assistants is known for their attention to detail, swift follow-up and stellar negotiating skills – a combination that’s netted them plenty of repeat business over the years. Well known throughout the Trenton and Quinte area, the O’Quinn Team has been in the top 1% for Royal LePage for the past decade. In addition to delivering consistent results for clients, the team also regularly gives back to the local community, from organizing ‘kitchen parties’ to benefit the Trenton Memorial Hospital Foundation to taking part in physical challenges to raise funds for the Three Oaks Shelter in Belleville.

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SPECIAL REPORT

TOP TEAMS ÉQUIPE JEAN-FRANÇOIS MORIN Team leader: Jean-François Morin Charny, QC

Jean-François Morin’s young, high-performing team takes a methodical approach to buying and selling that encompasses strategic planning, continuous work and rigorous monitoring of each transaction. To ensure success, the team also offers regular and ad hoc follow-ups for clients on the status of their marketing and sales efforts, as well as specific supervision designed to enhance the team’s work. Équipe Jean-François Morin is dedicated to working with integrity, transparency, fairness, respect, thoroughness and availability to help clients make the best deal, at the best price, under the best conditions, as soon as possible.

ANGIE GOULET & ASSOCIATES Team leader: Angie Goulet Windsor, ON

Boasting 140 years of combined real estate experience, Angie Goulet’s team at Re/ Max Preferred Realty takes a strategic, client-focused approach to real estate, suffusing each step of the buying and selling process with honesty and integrity. They also prioritize collaboration and ongoing education to stay ahead of a constantly changing market. “We strive to make each and every client feel like they’re number one,” Goulet says.

WALKINSHAW PARTNERS Team leader: John Walkinshaw Orangeville, ON

Specializing in in-town and rural properties around Orangeville, Ontario, John Walkinshaw and his team strive to provide a full-service experience that includes custom walk-through videos, professional photography, drone videos, professional staging, and extensive advertising and marketing. Walkinshaw developed his sales chops in the automotive business, where he worked for 30 years before opening up Walkinshaw Partners five years ago. Since opening his agency, Walkinshaw has helped hundreds of people buy and sell real estate and has scooped up numerous awards, including a spot among the top 2% of Royal LePage Realtors in Canada.

CAPSTONE REAL ESTATE PROFESSIONALS Team leader: Michael Christie Guelph, ON

Michael Christie and his crew at Capstone specialize in a wide swath of real estate in the Guelph area, including residential, commercial, farms, acreages, vacant land and luxury homes. The Capstone team’s deep understanding of the local market and real estate laws helps them provide clients with a smooth and successful transaction. Their approach is clearly working – not only is Capstone a top 1% team for Royal LePage, but Christie has been named to Royal LePage’s 35 Under 35 list two years in a row.

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THE SIGNATURE SOLD TEAM Team leaders: Nadene Milnes and Kristina Tardif Wasaga Beach, ON

Known for their hands-on approach to real estate, Nadene Milnes, Kristina Tardif and the rest of the Signature Sold Team work diligently with clients to empower them to make the best real estate decisions. Priding themselves on professionalism and integrity, the Signature Sold Team uses their collective market intelligence and insight to educate clients and help them navigate a market that stretches from their home base of Wasaga Beach to as far south as Woodbridge and Brampton.

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Brought to you by

HACK&CO. Team leader: Taylor Hack Edmonton, AB

Taylor Hack says HACK&Co.’s approach comes from a philosophy espoused by Walt Disney: Do what you do so well that people can’t help telling their friends and family about you. “We’re here to bring five-star experiences by all-star agents. We want that remarkability, so we measure it in our reviews,” Hack says, adding that has team has the highest number of verified reviews on RankMyAgent.com in their market. “We’re considered notable because of the fact that we can do quality at quantity.” Hack started in real estate in 2013 and soon landed on REP’s Young Guns list; by the end of 2015, he was among the top 2% for Re/Max worldwide. At that point, he realized he needed help but wasn’t thrilled about the idea of establishing a team. However, after long talks with business coaches and peers, Hack decided that “instead of building an army, I’d make the Navy SEALs. We take a look at the role that was traditionally done by an individual generalist and believe that clients

are better served by a team of specialists.” Through trial and error, Hack learned to hire carefully and eventually found his coaching stride. Today, everyone joining the team goes through mentorship or assistant roles to determine whether they’re a good fit. “Now we can see our ability to attract, develop and retain talent in even our rookies,” Hack says, noting that teammate Kim Christiansen was nominated for Rookie of the Year by the Edmonton Real Estate Board in 2019, and in 2020, HACK&Co.’s highest scorer has been rookie Anthony de Sousa. “We have become more than a grouping of individuals, and this shift in culture has resulted in greater success for our team members and, most importantly, the families they serve,” Hack says. “When you invest deeply in the growth of the best people and embrace systems that champion the client experience, the idea of what’s possible shifts.”

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SPECIAL REPORT

TOP TEAMS CHRISTINE GAUTHIER IMMOBILIER Team leader: Christine Gauthier Montreal, QC

Helming a team that includes her husband and two children, along with a handful of other experienced agents, Christine Gauthier has developed a reputation across Greater Montreal for delivering concierge-level service. Her agency, Christine Gauthier Immobilier, boasts a collective 100 years of experience and an in-house marketing team that helps to ensure clients’ homes receive the attention they deserve. Gauthier herself has more than two decades of experience in real estate and has earned Diamond Club recognition from Re/Max multiple times.

TONY JOHAL REAL ESTATE TEAM Team leader: Tony Johal Waterloo, ON

Tony Johal’s team has built their business on the three R’s: repeat clients, reviews and referrals. Multiple Re/Max awards – including Titan Club, Diamond Club and Hall of Fame honours – affirm that this formula is working. Johal takes pride in having assembled a capable and reliable team with a passion for real estate. “We have the right people in the right positions on our team,” he says. “We have superior marketing beyond [what] anyone else has to offer, both online and offline. We have systems in place to ensure consistent levels of high service in all facets of the real estate transaction. Our customer service is not just top-notch but unparalleled.”

Team leader: Drew Woolcott Burlington, ON

Lightning-fast communication is the hallmark of the Woolcott Team’s client service. “Time and again, the biggest complaint from consumers is that they never heard back from the sales representative they reached out to,” Drew Woolcott told REP in 2019. “Within our team, we ensure all leads are contacted within five minutes.” That approach has, unsurprisingly, been a big hit with clients, landing the Woolcott Team regularly among Re/Max’s top teams in Canada and worldwide; from January to September 2020, Woolcott and his band of 26 agents were number seven among the country’s top Re/Max teams.

THE POLSINELLO TEAM

WILTSHIRE TEAM

Team leaders: Frank and Brandon Polsinello

Tillsonburg, ON

Newmarket, ON

With more than 30 years of experience – which includes selling nearly $2 billion worth of real estate – Frank Polsinello has firmly established himself as a legend in the York, Simcoe and Durham regions of Ontario. His son, Brandon, is adding to that legacy as co-leader of the Polsinello Team and a four-time REP Young Gun. Together, the Polsinellos have led their team to be ranked number four in Canada and number 10 worldwide among Re/Max team owners. The secret to their enviable success? Attention to detail, market expertise, innovative marketing strategies, negotiation savvy and an unwavering commitment to their clients. “In every circumstance, whether I am buying or selling for my client, I think about protecting their best interest,” Brandon says.

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THE WOOLCOTT TEAM

Team leader: Bryan Wiltshire

Bryan Wiltshire and his team at Re/Max Tri County Realty have become known as a trusted name for real estate in the Tillsonburg area by blending honesty and integrity with top-notch market expertise. “I continuously incorporate time to stay informed and up to date, connecting with top real estate instructors and trainers to keep up with the fast-paced world of real estate,” Wiltshire says. “I am honoured to be a part of my clients’ biggest financial decisions, and it is a responsibility that I hold to the highest standards.”

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Brought to you by

THE ROCCA SISTERS Team leaders: Cathy and Tanya Rocca Burlington, ON

Coming from a family with a rich history in real estate, the Rocca Sisters knew long before starting one of the Golden Horseshoe’s leading teams what it takes to deliver superior results on a consistent basis: professionalism, proven systems and a clear vision. “As a leader, painting a vision and continually revisiting it as it changes is key to ensuring your team members are all swimming in the same direction,” says co-leader Tanya Rocca. The past year proved to be an important one for realigning the team’s vision, and sellers and buyers looking for guidance during

COVID-19 have flocked to the Roccas. “Even through a pandemic, we have managed to shift gears and come out on the other side with our best year yet,” says co-leader Cathy Rocca. The sisters’ reputation for shattering expectations and their authoritative knowledge of the Burlington market have made them a beacon of stability in uncertain times. “We know how to achieve successful sales in any market,” Tanya says. “And our network and marketing approach, coupled with our negotiating skills, is a powerful recipe for success in real estate.”

HOME SWEET HOME TEAM

BENEDICT GROUP

Team leader: Julie Vesuwalla

Team leader: Johnathon Benedict

Calgary, AB

Windsor, NS

Julie Vesuwalla’s four-person squad of Calgary real estate experts is on a mission to make the real estate process “a pleasantly memorable experience” for clients by delivering organized, effective marketing strategies; excellent negotiating skills; and a steadfast commitment to service. A 17-year real estate veteran, Vesuwalla has steered her team to become the top-producing team at Century 21 Bamber Realty for six consecutive years; they’ve also regularly been among the top Century 21 teams across Canada.

Made up of four agents, an operations manager, a listing manager and a client care assistant, the Benedict Group at Royal LePage Atlantic relies on strong relationships and honest advice to provide clients with a worry-free experience. Team leader Johnathon Benedict is a Nova Scotia native who is among the top 1% of Royal LePage Realtors across Canada and was named one of REP’s Young Guns in 2017. In addition to assisting new, returning and referral clients with buying and selling, the Benedict Group regularly gives back to the Windsor community through organizations such as Christmas Angels, for which the team collected gift cards and matched donations up to $500.

THE PAWLAK-FORTIN TEAM Team leader: Ewelina Pawlak Montreal, QC

The Pawlak-Fortin Team goes the extra mile to make sure their clients have a stress-free real estate experience – under the team’s Guaranteed Sale Program, if a client’s current home doesn’t sell within the proposed timeframe, the Pawlak-Fortin Team will buy it for an agreed-upon price. Team leader Ewelina Pawlak got into real estate 10 years ago after stints in banking and property management, and she prides herself on operating with heart and integrity, always listening to clients and taking the time to meet their needs.

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SPECIAL REPORT

TOP TEAMS THE KNOWLES/ WOOLSEY TEAM Team leader: Scott Woolsey Barrie, ON

THE PEGGY HILL TEAM Team leader: Peggy Hill Barrie, ON

Peggy Hill stays true to her belief that “real estate is about people, not housing.” Her service-driven team is constantly upping the ante for professionalism and reliability. “Some people say that you can’t pick your family, but at the Peggy Hill Team, I’ve hand-picked a group of dedicated and caring professionals that I’m proud to call my own,” Hill says. Her clients appear to be equally thrilled – the Peggy Hill Team is currently the number-two Re/Max team across Canada. The team also prioritizes giving back to the community, donating $100,000 to the YMCA of Simcoe/Muskoka in 2019 and supporting several other local charities.

GTA HOMES Team leader: Brigitte Obregon Vaughan, ON

After cutting her teeth in sales as an account manager for one of Canada’s largest computer distributors, Brigitte Obregon turned her attention to real estate in 2004. Today, as the leader of GTA Homes, she helms a thriving agency that specializes in investors targeting Toronto’s pre-construction condo market. The GTA Homes team is committed to delivering the ultimate real estate experience by building strong relationships with local developers and staying up to date on the city’s ever-changing market.

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The seasoned agents who make up the Knowles/Woolsey Team boast a combined 100 years of experience, along with a unique blend of specialized backgrounds and professional accreditations. They leverage that expertise to provide a full-service experience for clients that includes professional photography and videography, social media marketing, and access to a range of expert partners. “Our philosophy is to educate our clients, surround them with a team of professionals and have some fun together along the way,” team leader Scott Woolsey told REP in 2019. That approach helped the Knowles/Woolsey Team land among Re/Max’s top 100 teams in Canada last year and achieve Diamond Club status for three consecutive years.

DAN COOPER GROUP Team leader: Dan Cooper Oakville, ON

The Dan Cooper Group is committed to perfecting client service – and 25 years’ worth of award-winning results and satisfied clients suggest that they’ve done just that. Specializing in high-end home sales in GTA West, the team’s eight sales representatives have a unique range of specialized backgrounds and professional accreditations, allowing them to tackle any real estate challenges clients might encounter. Team leader Dan Cooper has been in the industry since 1991 and has closed more than 4,400 transactions, totalling upwards of $2.2 billion. He was inducted into the Royal LePage Hall of Fame in 2019.

ENGEL & VÖLKERS MONTREAL Team leaders: Debby Doktorczyk and Patrice Groleau Montreal, QC

Over the past five years, Engel & Völkers Montreal has become a force to be reckoned with in a rapidly changing real estate market. Husband-and-wife duo Debby Doktorczyk and Patrice Groleau, who have run Montreal’s wildly successful McGill Real Estate team since 2004, brought their considerable expertise to Engel & Völkers Montreal, which they opened in 2015. Within its first three years of operation, it had become the top luxury real estate agency in Quebec based on transaction volume, and by its fourth year, it was the number-one Engel & Völkers agency worldwide.

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Brought to you by

VERGE REAL ESTATE TEAM Team leader: Isaac Verge Windsor, ON

The COVID-19 pandemic has brought big changes to the real estate process. Rather than put all activities on pause during the pandemic, the Verge Real Estate Team focused on outreach and implementation of safe practices to allow their clients to keep moving toward their real estate goals. As a result of this early groundwork, the Verge Team’s clients have experienced great results and returns in their real estate investments. By working together and sharing their collective knowledge and experience, the team has been able to pivot as needed. “Ensuring our client family is safe and successful has always been our top priority,” says team leader Isaac Verge. “This year has really just been an excellent opportunity to work on perfecting our processes.”

GENERATIONS REAL ESTATE PARTNERS Team leader: Michelle Hawthorne Port Coquitlam, BC

Since 1976, Generations Real Estate Partners has helped clients deal with the challenges of the ever-changing BC real estate market by negotiating hard for their interests. A tight-knit group of five agents, Generations prides itself on specializing in people rather than a specific type of real estate, providing both buyers and sellers with full representation and research. Team leader Michelle Hawthorne is a 25-year industry veteran who has attained Re/Max Diamond Club status and earned a Re/Max Lifetime Achievement Award. She is also consistently among the top 1% of Realtors for the Greater Vancouver Real Estate Board.

ASK ANTHONY & ASSOCIATES Team leader: Anthony Brown Halifax, NS

Anthony Brown believes that like all businesses, “real estate can be tough, but it must be fair and honest.” Brown believes Realtors must “provide good counsel and good service to all who engage them and must have a moral and ethical compass” – and that’s exactly what he strives to do at Ask Anthony & Associates. Described by clients as professional, knowledgeable, kind and attentive to detail, Brown and his award-winning team of six have been among the top 1% of Royal LePage agents nationally and have been named to the Royal LePage Chairman’s Club multiple times.

VIP ACCESS TEAM Team leader: Sajeev Yohanathan Toronto, ON

In just four years in the real estate game, Sajeev Yohanathan has consistently ranked among Royal LePage’s top performers and landed a spot on REP’s 2019 Young Guns list. Now, as the leader of the VIP Access Team, he’s on a mission to provide clients with key strategies for making smart real estate investment decisions. “There was no question that the journey into real estate would require both hard work and determination,” Yohanathan told REP in 2019, “but I never in my wildest dreams thought that I would be able to help so many amazing people and have such an impact on their lives.”

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SPECIAL REPORT

TOP TEAMS

FARIS TEAM

FALKWIN GROUP

Team leader: Mark Faris Barrie, ON

Team leader: Stacey Falkwin Halifax, NS

Stacey Falkwin’s all-female powerhouse has netted multiple Royal LePage Chairman’s Club honours and has spent a decade among the top 3% of Royal LePage teams across Canada. Falkwin attributes her team’s success – and its 100% agent retention rate – to its collaborative, inclusive atmosphere. “When I was an individual agent, I often felt alone, without any true support when I wanted a sounding board or some help,” Falkwin told REP in 2018. “The environment within our team is exceptional and one I am so grateful to have.”

THE RAMAUTOR TEAM Team leader: Shawn Ramautor Kitchener-Waterloo, ON

Serving the real estate needs of the thriving Kitchener-Waterloo area for more than 25 years, the Ramautor Team has always operated with a philosophy of treating clients with respect and integrity. Part of Royal LePage Wolle Realty, the team works with clients to develop an aggressive marketing plan that blends traditional and tech-savvy marketing methods to help both buyers and sellers achieve their goals. That approach has netted the Ramautor Team plenty of awards, including Royal LePage’s Director’s Platinum Award, President’s Gold Award and Award of Excellence.

A member of REP’s Top Teams list for five consecutive years and a regular fixture at number one among Royal LePage’s top teams in Canada, the Faris Team is known for its stellar marketing, detailed communication framework and rock-solid customer service. After selling more than 1,000 homes in 2019, the Faris Team broke away from Royal LePage in 2020 and reinvented itself as an independent brokerage. For a team that prides itself on constantly striving to do better, the move comes as little surprise. “Complacency is not a good thing,” team leader Mark Faris told REP in 2018. “The pressure and the constant striving and struggle have to always be there; otherwise you’re not growing.”

WRIGLEY TEAM BENNETT PROPERTY SHOP Team leader: Marnie Bennett Ottawa, ON

Bennett Property Shop has developed a reputation as Ottawa’s go-to agency for strategic project-sale real estate marketing. The team’s comprehensive approach not only delivers distinctive marketing, it also helps clients align product conception, design and construction with contemporary tastes and the exacting requirements of today’s consumers. Bennett Property Shop’s goal is to ensure that “every person who walks through our door feels listened to, cared for and gratified with the ultimate result of our work.”

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Team leader: Justin Wrigley Ottawa, ON

The two-person Wrigley Team services Ottawa and surrounding areas. With more than 10 years of real estate experience and 600-plus transactions under his belt, team leader Justin Wrigley is well versed in country properties and is one of EXIT Realty’s top 100 agents in North America. “I have the experience to ensure [clients] have a smooth transaction from beginning to end,” Wrigley says. “I am passionate about sharing the vision of my clients and seeing them realize their dream of buying or selling real estate.”

www.repmag.ca

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1/12/2020 9:21:08 AM


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LORETTA PHINNEY REAL ESTATE Team leaders: Michael and Kimberly Phinney Mississauga, ON

Michael and Kim Phinney grew up watching their parents excel in the real estate world – and if you ask them, they learned from the best. “It’s a family-run business,” says Michael, the current CEO of Loretta Phinney Real Estate, which his mother started more than 35 years ago. Their father, Ron, served as the broker/manager of the team and was “a huge mentor in the business,” Michael says. Today, Michael and Kim are the ones running the show, but before taking the reins, they started at the bottom of the industry like everyone else, learning the ins and outs as they worked their way up from admin duties to licensed agents. Their father’s passing last year prompted the siblings to step up and take on leadership roles. “When my dad became sick and we jumped in, we knew exactly what to do, and in fact, I think it made us strive even harder to do better,” Kim says. “I wasn’t going to let this business not be successful – I worked night and day to make sure things were done and done well.”

Building on the team’s record of excellence – they have been number one in Mississauga and have consistently placed in the top five in Canada for more than 25 years with Royal LePage, hitting the top spot eight times – means being there for clients, first and foremost. “We’ve never, ever looked at numbers – we always look at the client,” Kim says. “If you take really good care of the client, success comes, and that’s always been our motto.” The Phinney team provides its agents with motivational speakers and training to help them “sell with their heart.” Kim and Michael, who also host a real estate radio show on CHIN FM, promote excellence, a positive mindset and a culture where everyone is supported and able to provide the best service to clients. “Our core business is referral and repeat business,” Michael says. “We always say people come first as clients, they leave as friends, and they come back to us like family.”

www.repmag.ca

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1/12/2020 9:21:13 AM


SPECIAL REPORT

TOP TEAMS THE RED CARPET CREW Team leader: Julie Martin Kitchener, ON

Real estate is serious business, but that doesn’t mean it has to be impersonal and cold. The Red Carpet Crew takes a personal approach to clients to ensure they have a comfortable experience while fulfilling their real estate dreams. Team leader Julie Martin has been part of the Century 21 family for more than a decade. When her husband, Roger, joined her in the business, they officially launched the Red Carpet Crew, naming their team after the type of service they aim to offer to each client.

THE NEAL ESTATE TEAM

DAN PLOWMAN TEAM

Team leader: Ron Neal

Team leader: Dan Plowman

Victoria, BC

Oshawa, ON

Ron Neal has been making real estate dreams a reality for buyers and sellers on Vancouver Island since 1991. The Neal Estate Team has helped more than 4,000 families buy or sell a home, and more than 80% of the team’s business comes from repeat clients and referrals. Neal has set up systems that enable his team to serve customers more efficiently and has developed innovative ways to market clients’ homes. “I knew that real estate was not just about the transaction; it was about building relationships,” he says. “And I knew that I wanted to build a business based on this principle.”

Dan Plowman believes his team has the very best systems and partners in the Durham Region – and given that Plowman has managed to sell more homes than anyone else in the region for almost a decade, he’s clearly right. “The most proven systems, the most up-to-date tools, a great culture and amazing team partners – that’s our recipe for success,” Plowman told REP in 2019. “Doing more deals is just a natural byproduct of doing the right things.”

THE YORK REGION ECO TEAM Team leader: Gary Semeniuk Keswick, ON

YC TEAM Team leader: Yoon Choi Toronto, ON

Yoon Choi’s Toronto-based team prides itself on providing clients with unbeatable service by leveraging their eclectic backgrounds, broad networks and the experience that comes from buying and selling countless properties. Specializing in Toronto’s pre-construction condo market, the team has built relationships with some of the GTA’s top condo developers, allowing them to offer clients VIP access to new projects. “We never want to be comfortable,” Choi told REP in 2019. “We are always striving to improve and learn.”

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Serving the northern reaches of the GTA, from Newmarket to Georgina to Barrie, the three agents of eXp Realty’s York Region Eco Team consider themselves not just real estate agents, but lifestyle consultants. Before getting into real estate, team leader Gary Semeniuk spent 30 years in the custom homebuilding arena, specializing in eco-friendly projects. Today, he brings that experience to bear to help his clients achieve their real estate goals. “We love what we do and work hard to give every client the wow factor with great service, care and delivering the unexpected,” Semeniuk says.

www.repmag.ca

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THE VANGUARD TEAM AT MANOR REALTY Team leader: Rhys Wyn Trenhaile Windsor, ON

Led by longtime Realtor Rhys Wyn Trenhaile, the Vanguard Team has always focused on being the go-to source for specific real estate niches in the Windsor area. “A ton of our business is residential sales, and let’s be honest – there are two dozen agents and teams in this city that can also do a stellar job on residential,” Trenhaile says. “But who do you go to specifically for condos? For a duplex or four-unit income property? For an apartment building, commercial plaza or a

single home investment strategy? You come to us, because we have agents that just eat, sleep and drink those niches full time. A generalist agent simply cannot provide the same level of service in these areas.” The Vanguard Team takes pride in its longevity; most members have been on the team for anywhere from seven to 16 years. All of the agents on the team are natural salespeople, well-trained and thriving off repeat business and referrals.

THE TULIP TEAM Team leader: Bill Meyer Ottawa, ON

Part of Re/Max Hallmark Realty Group, the Tulip Team prides itself on working collaboratively to deliver service that exceeds clients’ expectations. Team leader Bill Meyer has been working in the Ottawa market since 1985 and, in the early 2000s, built the fourth largest Keller Williams office in Ottawa. Currently under the Re/Max umbrella, Meyer and his crew of experienced agents combine their expertise with tried-and-tested systems, processes and modern tools to help clients through any real estate transaction.

THE OLIVEIRA TEAM Team leader: Jorge Oliveira Toronto, ON

At the Oliveira Team, selling real estate is a family affair – 32-year industry veteran Jorge Oliveira leads the team, which includes his wife, Dina, and their sons, Jordan and Jesse. Fluent in both English and Portuguese, the Oliveiras take pride in working efficiently while always putting customer service first. In 2019, the Oliveira Team was recognized as a Royal LePage Supreme Realty Top Listing Team, and it has also received the Red Diamond Award and been among Royal LePage’s top 2% of teams in Canada.

THE SERGEY KOROSTENSKY GROUP Team leader: Sergey Korostensky Calgary, AB

Sergey Korostensky has built an iron-clad reputation in the Calgary market through his systematic, trademarked Platinum Home Buying and Selling System. Committed to backing his word up with accountability, Korostensky guarantees that he’ll sell his clients’ home within a time and price they agree to, or he’ll buy it from them for a mutually agreed-upon price. The Sergey Korostensky Group has also established itself as a philanthropic force within the Calgary community, engaging in charitable initiatives, encouraging employee volunteerism, and supporting local businesses and programs.

www.repmag.ca

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1/12/2020 9:21:19 AM


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SPECIAL PROMOTIONAL FEATURE

COACHING

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There’s no ‘I’ in team – or real estate

stnega tsom sgniht 2 eht nraeL LEPER yllautca taht esitrevda uoy tahw dna stcepsorp doog daetsni gnisitrevda eb dluohs esahc ot evah reven uoy os slarrefer rof geb ,stcepsorp .sdael yub ro

Real estate coach Craig Proctor tells REP to be ROhow TCORhis P Gown IARC team :RETNEcame SERP R UO Y T– UOBA RUOY EVAS OT RETSIGER and what others learn from EVILcan SIHT NO TO PS his experience REKAM-TNEGA ERIANOILLIM sseccuS etatsE laeR s’rotcorP giarC erianoilliM erom detaerc sah metsyS FOR CRAIG PROCTOR, teamwork truly you’re trading more .reof niayour rt rotime.” hcaoc rehto ynabecause naht sit tnallows egA the agent to continue all the yltcIn irt1989, s si ytwo ticyears apac raHis nibfirst eWyear in the makes the dream work. 155 lufsgame, seccusProctor ylhgihsoldnw o sihactivities gnigarethat veLrequire a license while deleinto his career, Proctor himself. old, 005he gnwas illes(26reyears erac e tatse gating laer rathings ey +02like getting keys cut, making ,lluf ebecame r’ew ethe cnfirst O .real ..002homes ot debytim il +But estate agent in Canada to hire another licensed wasn’t married andXhad kids AMno /ER ro–f and 1# he ecjokes iwt dnafeature raey/ssheets, emoh doing the bookkeeping and .esolc srood eht agent to work with him. that his seven-day-a-week even stnegahustle splehwas roprobably tcorP giarC )edtaking iwdlrodry W cleaning in. DN IF OTneed HGaUteam ORHTwhy KCheILwas C( still single. ylhgihWhile otni sthat boj epace tatsewas laer rieh“This t mrosounds fsnart ridiculous, but I was working “At the beginning, I didn’t nihcaet realized ,sessenitiswasn’t ub etatsesolahard er evwhen itarcuIlmet Linda, the first day on the NAenough SETAbusiness D ELBAdoable LIAVat A the time,gProctor because I didn’t even D have . s s e l k r o w d n a e r o m n r a e o t w o h meht11gcommission iarC rof echeques mocnI in egmy arevA ehT job, she found for myself,” he says. “That’s the natural )SEthing MIT sustainable long term. O H W Y R A N O I S I V A S I G I A R C “ R E V O s I s r e b m e M m e t s yS rotcorP Starting with an administrative person, desk drawer that I hadn’t taken to the bank,” – real estate agents start as solo agents, and L A E R D E L L A C B O J E H T D E T N E V N I E R n r a E s r e b m e M 0 0 1 r e v what you realize is you don’t have a business; Linda, Proctor soon saw the benefit of a Proctor says. “You could argue Linda paid forO .k007$ HCAET OHW ENOEMOS DNA ETATSE .ICG launnA nI NOILLIM 1$ REVO .ww w HeSErecommends system. every real herself on the very first day.” you have a job because there’s only you. The support REHTAR MODEERF TUOBA STNEGA fo ICG launnA nraE YNAM the admin side, Despite having someone to share the load, problem is, as yous become successful, noillmore iMg nikaMsestate tneagent’s gA first hirerebbereon G leahciM - ”KROW TUOBA NAHT ekorB nevE emoS .NOILLIM 2$ koob ssenisub gnillestseb eht fo rohtua( .raeY tsaL NOILLIM 01$ moc.

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www.repmag.ca

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27/11/2020 5:06:16 AM


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27/11/2020 5:06:17 AM

,


SPECIAL PROMOTIONAL FEATURE

COACHING

“At the beginning, I didn’t need a team because I didn’t even have enough business for myself. The problem is, as you become more successful, you’re trading more of your time” Craig Proctor, Craig Proctor Productions Proctor didn’t slow down. He sold even more homes that year – 222, to be exact – and was named the number-one Re/Max agent in the world. While Proctor was out doing an offer presentation on one of his listings in 1989, a new agent named Linde Black came by with an offer. Proctor saw potential in her, so when she offered to handle his overflow business, he agreed, becoming the first agent in Canada to hire another agent. Black began working with buyers, but as sales went up, Proctor still found himself working seven days a week. “I’ve delegated the admin stuff, I’ve delegated all the buyers, but now I’m just listing houses like crazy and I still don’t have a life,” he says. About six months into their arrangement, Black came to Proctor and told him she too was overwhelmed with the volume of business, and a team was born. Ultimately growing to eight agents, Proctor and his team were selling 500 to 600 homes a year in the York Region

16

and landed among the top Re/Max agents in Canada and worldwide for 15 years in a row. “I didn’t set out to grow a team,” he says, “it just happened – through my own necessity, like most great inventions – because I needed to figure out how do I keep growing this and still have a life? Today, I’m married with three kids, so I did figure it out.” With that kind of success, it didn’t take long for other agents to take notice and ask what Proctor’s secret was, which led to the next phase of his career: coaching other agents. Today, he has created one of the most successful coaching programs in the industry. One of the things Proctor learned while building his team was that you often have to do things the wrong way before you learn to do them correctly. One such misstep is that, when agents first get overwhelmed by the amount of business they have, they’re often tempted to hire either the first person who comes along or someone very similar to them-

selves – and neither approach is a good idea. Instead, Proctor quickly learned to hire based on the personality that’s a good fit for the position: someone more detail-oriented if he’s hiring a bookkeeper or admin person, someone outgoing if he’s hiring a salesperson. Once he stumbled upon personality testing, it became an important part of his process. “The crazy thing about this is, when I followed the results of the test, it always worked out,” he says. “When I ignored the test results and hired someone because I really liked them, those were the people who didn’t work out. Using science, using this test, was far more important than hiring because you like somebody or your gut feeling.” Proctor also realized pretty quickly that you don’t want to spend time convincing someone to do the job you hired them for. He learned to create a position contract that lists everything their role entails so when they sign on, it’s clear what their responsibilities are. By designing the position before you hire, you develop a position-dependent business rather than a person-dependent business. The next step is to onboard them. “Another mistake I made early is I was so busy that I didn’t have time to properly train my team members, and then, of course, you’re setting yourself up for failure,” Proctor says. “I learned that spending time upfront training them properly pays big dividends in the long run.” The final part of the process is managing the team – something most salespeople find challenging. Having never hired people before, Proctor says he had to learn how to become a good manager. Essentially, this is what he teaches agents – how to exponentially grow your business and your team. These are important skills to learn, especially as Proctor predicts that in the not-so-distant future, solo real estate agents will become a thing of the past. “We teach you how to recruit good people, how to hire them and what position contract they should be signing, how to train or onboard them so they have a good chance of being successful, and then how to manage them,” he says.

www.repmag.ca

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27/11/2020 5:06:22 AM


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