February 2020 by Real Estate Magazine (REM)

Issue #368

February 2020

Jason Stephen Political background serves CREA president well

Canada Post Publications Mail Agreement No. 42218523 - Return undeliverable Canadian addresses to 2255B Queen St. E., #1178, Toronto ON M4E 1G3

Page 8

Bourque, Siddall spar over housing policy Page 3

Wait, whatâ&#x20AC;&#x2122;s that on my lawn? Page 10

What I learned from my dad Page 38

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REM FEBRUARY 2020 3

Bourque, Siddall spar over housing policy By Jim Adair n a column published by the National Post in December, CREA CEO Michael Bourque wrote that government bears much of the blame for the housing market imbalance of rising prices and lagging supply. “A narrow focus on suppressing household debt has dominated the policy mix while the root causes of undersupply – including excessive red tape, fees, taxes and nimbyism – have gone largely unaddressed,” wrote Bourque. “If we want to address housing affordability in Canada, governments need to redesign the policy mix to confront these factors. For its part, the federal government could start by developing a more nuanced mortgage stress test.” CREA and other housing industry groups have long argued that the “one-size-fits-all” stress test is hurting markets that are experiencing poor economic conditions. The test is also driving consumers to unregulated lenders that typically charge higher interest rates. “Given the current environment, we must ask if the marginal improvement in mortgage credit quality created by the stress test is worth the many unintended consequences it causes,” wrote Bourque. His article prompted an imme-

diate response from Evan Siddall, president and CEO of Canada Mortgage and Housing Corp., who wrote on Twitter, “(CREA) want us to ease credit standards and increase prices further. Our analysis calculates that the proposals they favour (a rolling back of the stress test AND extending mortgage amorts) would increase house prices by $20,000 each in Toronto and $40,000 in Vancouver. “Sellers make even more capital gains, tax-free, agents earn an extra $1,000 - $2,000 and firsttime home buyers have to borrow even more to buy a house,” wrote Siddall. “To call our policy ‘demand suppression’ is disingenuous when the federal government offers taxfree capital gains, mortgage insurance at five-per-cent down, the Home Buyers Plan AND shared equity mortgages. We are obliged to ensure that our demand-stoking policies are not excessive.” Siddall has not been shy about criticizing the housing industry. In a speech in December, he said, “We need to call out the glorification of homeownership for the regressive canard that it is. Renting is a perfectly valid option and may in fact be the best long-term option for many households. Overpromotion of homeownership is both economically and socially

counter-productive, contributing to the increasing division between rich and poor. “We have our work cut out for us, especially in a country where the dream of a single-family home in the suburbs still burns strong for many – and fire fanned by the real estate industry that is drunk on its excess.” In an interview with REM, Bourque said, “Look, I’ll be the first to acknowledge that of course we want real estate sales and we want Realtors to be successful. But people who think we are just selfinterested on this are not seeing the bigger picture and don’t think that we can see the bigger picture.” He says he agrees that more affordable housing is needed and there are not enough rental properties, particularly in Toronto. He agrees that more density is required and more mixed-use projects are needed. “Having acknowledged these things, we don’t agree with those who say that because you need more of those things, you should have less homeownership. It’s nonsensical.” Bourque says a survey conducted for CREA shows that 77 per cent of Canadians want to see changes to the stress test so that it reflects their market conditions. During the election cam-

Mortgage regs a barrier to ownership, says Zillow survey recent survey for Zillow conducted by Ipsos says 92 per cent of Canadians see at least one barrier to home ownership, and two of the top concerns are related to the mortgage process. Canadians report feeling pressured by stricter mortgage regulations that went into effect in 2018, says the survey. It found that 56 per cent of Canadians see qualifying for a mortgage as a barrier to home ownership, a six-point increase from 2018. This concern rises to 64 per cent for consumers who recently purchased a home. After mortgage qualification, the next top worry for buyers is whether they can afford the mort-

gage payment: More than half (54 per cent) report this as a barrier. Since the stricter mortgage requirements took effect, buyers’ worries are growing according to the survey. Half of Canadians (51 per cent) say they are concerned that stricter rules will prevent them from qualifying for a mortgage, up five points since 2018. Sixty-nine per cent of those 18 to 34-years-old are concerned about qualifying for a mortgage under the stricter guidelines. This worry is also present for current renters who may be considering the purchase of their first home: 66 per cent expressed concerns about mortgage qualification under stricter guidelines. REM

Michael Bourque

Evan Siddall

paign, the Conservatives proposed eliminating the stress test for anyone refinancing their mortgage, not just those who are returning to their current lenders. “The feedback we get from Realtors is that there is definitely a disadvantage if you have to stay with your own bank, because they are less motivated to give you the best rate,” he says. “The other thing that Siddall likes to talk about is the 30-year amortization (proposal), but both the Conservatives and the NDP had the extension to 30 years in their platforms, reflecting what they were hearing from Canadians across the country.” Bourque says studies have shown that most Canadians pay off their mortgages early, and that those taking a 30-year mortgage would likely need a much shorter term by the time they renewed in

five years. “Effectively what the 30-year amortization does is allow people to have a lower monthly payment, which allows them to get into the market. It’s substantively no different than the First Time Homebuyer incentive – except that it doesn’t require a program.” Another idea: “Why isn’t the government looking at things like seven-year terms, where you could qualify for a 30-year insured mortgage if you took a seven-year term? Nobody can predict where the rates will be in seven years, but you can pretty accurately predict the person is going to be better off from an income standpoint in seven years,” says Bourque. “We’re just finding that there’s a lack of imagination being applied to these things. And that’s why we would like to open them up for review.” REM

O B I T U A RY Heino Molls, REM’s founder and former publisher

Heino Molls

eino Molls, REM’s founder and original publisher, died Monday, December 9th after a long battle with leukemia. He was 69. He worked for many years as a

cab driver in Toronto’s east end but became a newspaper man after working for the Toronto Star’s distribution department. He entered the real estate industry after being hired by the Toronto Real Estate Board, first as the distribution manager for TREB’s Real Estate News publication and then as an executive in charge of the MLS system. During his time with TREB, Heino believed in the potential of new and mass media as a powerful tool for the real estate industry. He went on to create Real Estate TV, a cable television channel in the Toronto area which aired photos

and tours of new listings. In 1989 he founded a monthly trade magazine for the real estate industry in Canada – originally called Real Estate Marketing, but now known as REM. Heino retired in 2018, as REM approached its 30th anniversary. Well known and loved by many in Canada’s real estate industry, Heino will be dearly missed by his wife Sandra, sons Zakary and William – who succeeded Heino as publisher of REM – daughter Emily-Jean and grandsons Jasper and Charlie. See The Publisher’s Page, page 38. REM

4 REM FEBRUARY 2020

THE GUEST COLUMN

By Tim Hudak

his year, half a million Ontarians will buy and sell a home in our province. The overwhelming majority of them will put their trust in the hands of a Realtor. With so much on the line, Ontario home buyers and sellers have a right to expect that the Realtor by their side has the highest professional standards in North America, is the best educated and has access to modern business tools including personal real estate corporations. Thankfully, the Ontario government wants that too. On Nov. 19, the province introduced Bill 145, the Trust in Real Estate Services Act (TRESA). If passed, TRESA will modernize Ontario’s outdated real estate rules while strengthening consumer protection and fixing the broken real estate discipline system.

Leading the way in real estate regulation Here’s what TRESA means to Ontario home buyers, sellers and Realtors. Higher education. Buying and selling real estate is a complex, fastmoving undertaking full of potential legal pitfalls, involving huge sums of money. Ontario consumers deserve to work with the most upto-date and best educated real estate professionals in North America – especially when it comes to certain property types. To raise the bar when it comes to education, TRESA will permit real estate professionals to hold what’s called a specialist certification. For example, consumers looking to buy a commercial property will be able to search for and find a commercial real estate specialist that has been certified by the Real Estate Council of Ontario (RECO) – very similar to the program lawyers have today. More importantly, it will encourage more Realtors to pursue specialty training, making them the most skilled in North America. Better disclosures. TRESA proposes to enhance disclosures in situations involving two con-

sumers working with one Realtor – also called multiple representation. Enhancing disclosures around the practice of multiple representation will strengthen the practice by more clearly outlining the options available to consumers, and the obligations real estate professionals and brokerages have towards them. Better disclosures in multiple representation situations was a Realtor recommendation and the government wisely chose to protect a consumer’s right to choose a Realtor they know and trust. This is especially important for rural and northern real estate markets where fewer real estate brokerages operate. Stronger discipline. Realtors work hard for their clients’ wellbeing and protect them in the home buying and selling process. So, they get angry when they hear about a colleague who has taken advantage of a client and broken their trust. TRESA, if passed, will establish the toughest consumer protection regime for real estate in North America. First, the bill will double the fines for breaches of the act to

$50,000 and $100,000. Second, the real estate regulator will be given new powers to suspend or revoke licenses for the worst offenders. Finally, to get to the bottom of potential unethical activity quicker, RECO will get clear authority to launch proactive investigations into potential breaches of the act. Modern business tools. Realtors are some of the most civically engaged and charitable professionals out there. They deserve to be treated fairly when it comes to taxes, which affects the way that they do business. TRESA treats them fairly by cutting red tape on real estate small businesses and permitting personal real estate corporations (PRECs). This will help Realtors invest more in their businesses, creating new jobs and providing more services to clients. Most other industries in Ontario, as well as most Realtors in other provinces, can already professionally incorporate so it’s time to give Ontario Realtors those same tools to succeed. I’m proud to say that all of the above were recommendations put on the table by Realtors, through

Russia moves to clean up real estate industry

By Eugene Vorotnikov

he quality of services provided by real estate brokers in Russia should improve significantly as a new regulatory framework for the industry was recently announced. The Russian national government and real estate industry associations took part in creating the framework. The new standards include introducing qualification exams for those applying to be a real estate broker in Russia. Special qualification assessment centres under the control of the Chamber of Commerce and Industry, a nongovernmental organization that represents the interests of business in Russia, will be established in different regions of the country.

Once someone passes the exam, they will be placed in a state register of brokers in Russia. In the meantime, in addition to the introduction of the qualification examination, the government has approved professional standards to regulate brokers. Now brokers will have to respect the confidentiality of the client’s information and prevent misleading them in any way. Brokers must be transparent about the value of properties and not try to take advantage of their clients. And as with North American standards, brokers will not be allowed to slander their colleagues. The Chamber of Commerce, together with the Russian govern-

ment, also have plans to compile an annual ranking of the best real estate brokers in Russia. Arsen Hunanyan, president of the Russian Guild of Realtors (RGR), a public association of real estate brokers in Russia, says that in addition to the adoption of professional standards, the industry still needs its own federal law, known as “On real estate activities”, to regulate the industry. The association has been lobbying for such a law for many years, but Hunanyan says the adoption of legislation will take place no earlier than 2022 or 2023. “Despite the efforts that have been taken by the Russian government, RGR and other public asso-

ciations in the field…at present lots of companies, sole proprietors or just individuals continue to implement various activities in the field of real estate brokerage without any registration and licensing, which is completely unacceptable,” he says. “The market needs to be cleaned up. And this is not only the task for the state, but also the professional community.” It’s estimated that about 15,000 companies are providing real estate brokerage services in Russia. RGR says the qualification exam and professional standards have already resulted in a decline in those numbers. Hunanyan says Russia has no plans to use the North American

the Ontario Real Estate Association (OREA). They treasure the trust of their clients and want to see a higher bar in the profession. TRESA is also one of the few pieces of legislation in Ontario to receive bi-partisan support with positive and constructive debate in the Legislature led by Minister Lisa Thompson and NDP Consumer Critic Tom Rakocevic and other MPPs. More than three years ago, Ontario Realtors turned the mirror on their own profession to find ways to improve the home buying and selling experience for Ontarians. Today, we stand one debate and a vote away from passing Bill 145, legislation that will make Ontario a leader in North America once again when it comes to a well-regulated real estate market. OREA expects TRESA to be called for committee hearings and then pass third and final reading sometime in early 2020. OREA will be working hard after the passage of the bill to make sure PRECs, among others, get implemented as soon as possible. Look for more updates from OREA soon and email us at info@orea.com with any questions. Tim Hudak is CEO of the Ontario Real Estate Association. REM

regulatory standards, planning to choose its own path. “In Russia, a professional Realtor makes three deals per month, while star agents do about eight deals,” he says. “In the U.S. and Canada, a broker can conduct one deal in six months. This is a completely different approach to business. In North America, the law applies mainly to agents, however we hope that the newly designed legislation, particularly the longawaited federal law, will also affect the heads of business.” RGR says this year it plans to work on marketing the use of real estate brokers. It will do some advertising, with the biggest focus on retaining return customers. The average real estate commission in the Russian Federation is estimated at two average monthly salaries in the country, which is equivalent to about US$1,300. REM

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6 REM FEBRUARY 2020

Multiple Listings By Jim Adair, REM Editor

Do you have news to share with Canada’s real estate community? Let REM know about it! Email: jim@remonline.com

e/Max Professionals of Toronto, owned by Leah Ambler, is opening new locations in the Muskoka and Haliburton regions of the province. Sixty-five former Re/Max North Country Agents

will transfer their licenses to Re/Max Professionals. Ambler is the granddaughter of Re/Max Integra co-founder Frank Polzler. The move comes after the Real Estate Council of Ontario (RECO) suspended the registrations of Re/Max North Country Realty, which was based in Huntsville with offices in Bala, Bracebridge, Burk’s Falls, Gravenhurst, Haliburton, Kilworthy, Minden, Port Loring and Wilberforce. RECO says it discov-

ered a shortfall in Re/Max North Country Realty Inc.’s statutory real estate trust account. Re/Max North Country’s owners are John and Ray Jarvis, who purchased Re/Max New Lifestyles and Re/Max Lake Country in the Muskoka region in early 2010. “We pride ourselves on operating with integrity and take all financial matters that affect consumers or our agents very seriously,” says Christopher Alexander,

Ryan Lefebvre

Joanna and Mark Faris, founders of Faris Team

Leah Ambler

EVP and regional director of Re/Max Integra, Ontario-Atlantic Canada, in a statement. “At this time, we are committed to working with RECO to understand the full depth of the situation in order to take the appropriate action moving forward.” Re/Max says that it has “a dedicated base of agents and consumers in the Muskoka and Haliburton region who have trusted Re/Max for the last 35+ years. We are happy to announce that the Re/Max brand will continue to operate in the Muskoka and Haliburton regions.” ■ ■ ■

The Faris Team, formerly Royal LePage’s No. 1 team in Canada, has gone independent. Led by CEO and broker Mark Faris, the Faris Team Real Estate in Barrie, Ont. grew from two people to more than 60 team members across Simcoe County. “Launching as an independent brokerage is truly a game-changing opportunity. This move enhances our ability to better provide our clients with exceptional real estate experiences,” says Faris. “As we strive to be the most trusted name in real estate, we are confident that this decision is the right one for our

clients and for our company. It’s an exciting time for us.” In a news release, the brokerage says that as an independent brokerage, it “has more flexibility in the choice of communities where Faris Team provides real estate services in Ontario.” Faris also says that with the move, “we’ll have a better system in place for booking appointments, deals will get processed faster, so ultimately our clients will be the biggest winners with this change.” ■ ■ ■

Century 21 Synergy Realty recently opened for business in Ottawa. The team is led by former Re/Max top performers. The broker of record is Ian Soucy. The brokerage launched with more than 30 sales reps and says it plans to grow to 50 by the end of 2020. “I like to help people. I want to make Century 21 Synergy Realty Inc. the most enjoyable workspace for real estate agents,” says Soucy. Other members of the leadership team include Brock Frost, chairman of the board and CFO; Brad Corrigan and Lisa Arsenault, directors of human resources; Francois Tessier, director of agent development; Darcy Whyte, director of training; and Matt Gibbs and Trevor Mayhew, directors of marketing and technology. ■ ■ ■

Cover photo: MIKE CAPSON

Launching Century 21 Synergy Realty in Ottawa, from left, top row: Francois Tessier, Ian Soucy, Lisa Arsenault, Matt Gibbs. Bottom row: Brad Corrigan, Brock Frost, Trevor Mayhew, Darcy Whyte.

President & CEO WILLIAM MOLLS will@remonline.com

Editor JIM ADAIR jim@remonline.com

Director, Sales & Marketing AMANDA ROCK amanda@remonline.com

Production Coordinator JUDY CUPSKEY judy@remonline.com

Brand Design SANDRA GOODER

Art Director LIZ MACKIN

Graphic Design SHAWN KELLY

Questions or comments? info@remonline.com

Richard Rutkowski, left, and Sam Mizrahi

2255B Queen Street East, Suite #1178 Toronto, ON M4E 1G3

Phone: 416.425.3504 www.remonline.com REM is published 12 times a year. It is an independently owned and operated company and is not affiliated with any real estate association, board or company. REM is distributed across Canada by leading real estate boards and by direct delivery in selected areas. For subscription information, email distribution@remonline.com. Entire contents copyright 2020 REM. All rights reserved. Reproduction in whole or in part without written permission from the publisher is prohibited. The opinions expressed in REM are not necessarily those of the publisher. REALTOR® and REALTORS® are trademarks controlled in Canada by The Canadian Real Estate Association (CREA) and identify licensed real estate practitioners who are members of CREA. MLS® and Multiple Listing Service® are trademarks owned by CREA and identify the services rendered by members of CREA. REM complies fully with the CREA’s Trademark Policy (section 5.3.2.6.1). ISSN 1201-1223

Continued on page 12

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Kate Broddick of Sutton Team Realty in Brantford, Ont. was the first-ever recipient of the Professional Excellence Award from Brantford Real Estate Association. She was presented with the award by Felicia Finnigan, left, CEO of the Brantford Real Estate Association.

Sales professionals from Realty Executives Cold Lake in Cold Lake, Alta. have joined the brokerage formerly known as Coldwell Banker Home Team Realty. The new brokerage will now operate as Coldwell Banker Lifestyle. The company’s name change to Coldwell Banker Lifestyle and its acquisition of the former Realty Executives Cold Lake operation

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8 REM FEBRUARY 2020

Politics pays off for Jason Stephen

The CREA president is using his experience at Parliament Hill and in provincial politics to lobby the government on housing policy. By Jim Adair

t a time when government relations skills are increasingly important for organized real estate, Jason Stephen’s background is serving him well. Shortly after earning his degree in history and political science, Stephen left his home in Saint John, N.B. to spend a couple of years in Ottawa, working on Parliament Hill as an assistant to former Prime Minister Joe Clark. When he returned home and launched his real estate career, Stephen stayed involved with politics, eventually becoming president of New Brunswick Progressive Conservatives in 2012. Now as president as CREA, this experience has paid off, he says. “Having worked on the Hill, when I sit down with people during our lobbying, there is an identifiable mutual respect,” he says. “I understand that one meeting isn’t going to result in an actionable item the next day – there is a process. I’ve been on the other side of the desk.” Stephen says he used to “get asked all the time if my political background hindered my business, but I have a fairly healthy list of people who have identified as Liberals who are clients.” Stephen has been using his skills to help advance CREA’s position on “the No. 1 issue I hear no matter what part of the country I’m in” – the mortgage stress test. “We have always advocated for a strong housing market. A housing crisis in Canada is not good for Realtors,” he says. “People in Alberta have lost the ability to sell their house now because buyers are not in the

marketplace. Certainly where I’m from, Saint John is always in the top five most affordable markets in Canada and for those people to be stress tested at the level they are, it just doesn’t make any sense. It’s not good economic policy. You can’t paint the whole country with one brush. “We also live in a world where you are tested on the highest posted rate. Ninety per cent of the people negotiate a better rate when they go to the bank. It’s just not a realistic picture, even if rates rise over a five-year stretch.” Advocacy is one of three major focuses for Stephen during his year as president – the other two are improving the reputation of Realtors and continuing to develop technology to better serve Realtors (such as through improvements to WEBforms and Realtor.ca). On the reputation front, Stephen says the Board of Directors has spent a lot of time “doubling down on the Realtor Code.” He says, “Every Realtor out there is advocating for a higher professional standard.” Working with regulators, he says, “We understand that it’s our obligation to clean up the behaviour” of some CREA members, but that the regulators would like to see more from the industry. “We really need to double down and have an enforceable code that is enforced the same way in Kootenay as in St. John’s and everywhere in between.” He says that by focusing on the experience of consumers when dealing with a Realtor, the industry will improve its reputation and “then it’s going to be more money in the pockets of our members at the end of the day.”

Jason Stephen (Photo: Mike Capson)

Stephen isn’t too concerned with the impact of so-called “disruptors” to the real estate industry, such as iBuyers. “People rely more on the knowledge and advice than what the real estate (brokerage) model is. If you want to sell your house yourself, fine, but you need to understand what’s going on in the whole market. It’s the same discussion over sold price data – just having a sold price doesn’t explain the whole market picture. Why did Jason’s house sell for that?” He notes that since sold data began appearing in New Brunswick, “the need for Realtors has just gone up,” as consumers seek reliable data from a trusted source. When he was president of the Saint John Real Estate Board in 2010, “we were going through the Competition Board changes and the world was going to fall apart then. The membership was very uneasy about how things were going to go down.” But keeping up with the latest tech is critical, he says. “I’ve been in the business for 20 years. When

I started, it was acceptable to call people back two days later. The MLS system was a book. We would walk into the brokerage on a Monday and the administrator would say, here are your emails – printed out. And each email would ask that you call them – it was never two-way!”

“I never thought I would be president of CREA. I just wanted to be on the Federal Affairs Committee and then I got on the committee and I guess people saw how I acted around the table and encouraged me to run.”

Serving as CREA president takes up a lot of time and energy, and Stephen says he never would have tackled the job without the encouragement of his wife Heather, who is also his team’s executive assistant. But he says he is tying to do things a little differently by delegating some of his requests for appearances and by taking a more team-based approach at the board.

“I tell people they are shortchanging themselves if they don’t get involved with a local board,” says Stephen. In terms of the perks of being CREA president, he says “the ability to be connected into the discussions” of real estate across the country “will make you a better Realtor for your clients.”

“I’m a 44-year-old full-service Realtor in Saint John. I run a small real estate team (at Royal LePage Atlantic) and I have a 14-year-old and an 11-year-old and a wife who still loves me. I have to take that balance.” He’s also spent nine years on the seasons ticket waiting list for the New England Patriots.

Why should Realtors get involved in organized real estate?

He’s also enjoyed touring the country, visiting places such as Timmins, Ont., which he figures he would have never seen if he wasn’t president. And he’s also had some unique opportunities, such as when he was recently called upon to introduce former U.S. president George W. Bush at conference. “It’s been a remarkable experience,” he says. REM

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determined to succeed. ,Q RXU ¿UVW IXOO \HDU implementing Craig’s system, we went from $93,000 to $500,000 in GCI. Over the last 36 months, we’ve jumped from under $100k to over $1 Million in GCI and this year we’ll hit $2 Million. Craig Proctor has paved the path for so many agents, and because of his system I’ve been able to start my own brokerage. As Craig says, copy and you’ll succeed. I’m living proof that this is possible.” — Tony Johal Kitchener, ON “Within 3 years of using Craig’s system, I was making annual GCI of $6.6 Million” “Before I met Craig Proctor I had no systems, no direction, no lead generation systems -just “old school” real estate. But I had done my research and the common denominator of the most successful agents in my market place was that they were all Craig Proctor students. Within 3 years of using Craig’s system, I was making annual GCI of $6.6 million. I could never have done this without Craig’s system.” — Marnie Bennett Ottawa, ON

10 REM FEBRUARY 2020

Wait, what’s that on my lawn?

Opening my front door recently, I was greeted by several municipal workers digging a hole in my front lawn. By Susan Doran

pening my front door recently, I was greeted by several municipal workers digging a hole in the front lawn. Many Canadian homeowners aren’t aware that there’s a portion of their property frontage, often the first metre or two in from the sidewalk, that is a cityowned right of way, allowing access for the installation and servicing of everything from sewer and electricity lines to utility poles, fire hydrants, traffic signage and more. This is a necessary fact of life. As a homeowner, when you step outside to find a crew nonchalantly shoveling up your flowerbed – whether they are with the city or with a utility such as the local hydro, gas or telecommunications provider – the maxim “life is like a box of chocolates” embraced by Forrest Gump can begin to strike you as alarming. You never know what you’re going to get. Or how it’s going to impact your property. Turns out that what I got was a large fluorescent school safety zone sign topped by a brilliant yellow flashing light and solar panel. It may now be possible to find my house from space. All kidding aside, it’s ugly and invasive but as installations go, I know it could be worse. The equipment that now blinks at me from 7 a.m. to 9 p.m. weekdays (including all holidays, as I discovered over the Christmas break) is an element of the international Vision Zero road safety plan, which aims to reduce traffic-related injuries and fatalities. Apparently Canada’s global world safety ranking is abysmal. How successful the program will be here is still to be determined, but it’s undeniably a worthy endeavour. And yes, I live in a city (Toronto), so such infrastructure is part of the urban package. Planners and engineers determined that my lawn was the most visible and effective spot

for this particular beacon. My home was tapped by the fickle finger of fate. So maybe I should just accept it. But I couldn’t help wondering if those engineers considered that there are potential alternative locations on wholly cityowned property – a park and a subsided rental dwelling – a mere stone’s throw away from me. (I’m told that often an effort is made to install infrastructure on public property where possible.) Nor had the city given me a heads up about the installation, although when I complained about it – repeatedly – I was told that as per best practice, I was supposed to have received a letter in advance so that any concerns I had could be addressed then. I don’t like surprises, especially ones which could potentially summon the mother ship. More to the point, I had no idea whether this installation could impact my property value. I started doing research. The particulars around infrastructure vary from municipality to municipality. But I quickly discovered that generally, unless there’s been an oversight, once any kind of installation is up, attempting to get it re-located can be a time-consuming and costly uphill battle, especially if you get a lawyer and various paid experts involved. Residents can always contact the relevant city department or utility, and also their local city councillor or even the mayor. Councillors don’t have full control over these decisions, but they can “advocate on behalf of residents,” says Toronto City Councillor Brad Bradford, who represents my ward. “We have a lot of these conversations,” says Bradford’s chief of staff, Rishab Mehan. “We want to make sure that residents’ concerns aren’t ignored.” In Toronto, in terms of such issues as keeping streetscapes uncluttered, hydro and the various other utilities often don’t

Writer Susan Doran with the surprise she found on her front lawn. (Photo: Aidan Brooks-Doran)

work together with the city and transportation department, to ensure that – for instance – utility space is shared so that two poles aren’t erected where one would suffice. “We aren’t there yet,” says Mehan. Sure enough, my research turned up no shortage of opinion pieces by people increasingly dismayed at the visual clutter of the streetscapes created by duplicate utility poles, oversized and excessive signage and countless other factors. Asked what a homeowner’s responsibilities are regarding disclosure when selling a property with an unusual installation situation, such as when equipment servicing on a right of way regu-

larly becomes intrusive, Bradford says he would “encourage maximum disclosure wherever possible,” and get legal advice. He’s cautious when asked whether installations can on occasion negatively impact property values, responding, “Every home sale is unique, so different potential buyers might have different views on how installations affect values.” That sounds to me like a maybe. But there can be positives too. For instance, a fire hydrant on your lawn can translate into lower home insurance premiums, and quicker access for emergency fire services. And “in general, measures that improve neighbourhoods, like road safety initiatives” can be good for home values, Bradford says. Digging deeper, I reached out to the City of Toronto’s communications office in hopes of speaking with a city planner with comprehensive installation/infrastructure knowledge. I was told: “Each city sign or piece of equipment that is installed in the public right of way has its own considerations. There are also various utility companies, agencies and even city divisions that install a broad range of different signs and utilities. So I’m afraid it’s difficult to get one person to speak about all of them.” I never did manage to get across the message that that wasn’t the point of my article. I went down the rabbit hole of bureaucracy, complying with the city’s repeated polite requests for clarifications of clarifications of questions, an endless tunnel of infinity mirrors. It did me in. I turned elsewhere for answers. Enter Barry Lebow, a sales rep with Re/Max Ultimate in Toronto who as an expert witness specializes in litigation relating to real estate agency and stigma, including anything that can potentially detract from a property’s value.

In his experience, trying to prove that an installation devalues your property is a fight that’s stacked against the homeowner. As a result, efforts to get compensation or reduced property taxes will likely end in disappointment. “I don’t know of any studies around it,” he says. “No one has ever been able to prove that it takes away from value. Most of these fights go nowhere. It’s you against a government authority… You don’t have deep enough pockets.” The good news is that in Lebow’s experience, commonplace installations like hydrants and signage don’t generally impact property values negatively. (The exceptions are “extreme installations,” he says.) Most homeowners stop seeing standard installations and learn to live with them, especially in cities, where out of necessity tolerance for them is higher than in suburbs and rural areas. Market conditions factor in too, Lebow says. “In a buoyant market like now, people are just happy to get in. Small problems are negated.” There’s always the option of resorting to camouflage (although not with items like hydrants, which must be kept clear). Lebow had clients with a massive hydro box on their front lawn. They called the utility and discovered that although they weren’t allowed to put a hedge around it, bedding plants were permitted, with the stipulation that the utility could dig them up when servicing the box. Unfortunately plants aren’t going to help with my flashing beacon. But all is not lost. I still have a shot at getting it moved. “The ‘squeaky wheel gets the oil’ theory can work,” says Lebow. “They’ll want to get rid of you.” In other words, I could try annoying people until they give in. At last, a challenge for which I am ideally suited. REM

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12 REM FEBRUARY 2020

Closing the deal: The puppy dog close You’ve answered all their questions about listing or offering on a special home, as the case may be, and they seem keen to proceed. However, they’re having difficulty with the final decision. What do you do? By Ross Wilson “Nothing gives one person so much advantage over another as to remain always cool and unruffled under all circumstances.” — Thomas Jefferson n this continuing series on the subject of ethical closing techniques, I address two more techniques I employed during my career, with usually great success. With the knowledge accumulated about your clients, combined with a solid, honest relationship, you sincerely feel the move would be really good for

Maybe the question is too big too soon. Sometimes, the anxiety of moving quashes the original inspiration. Now what? Well, you already know their why; now remind them by trying the popular technique known adorably as the “puppy dog” close. If it’s for a listing, in a series of brief questions, seek verbal confirmation of their motivation. Now that the kids have moved out, maybe their home is too large. Or it’s too small for their growing family. Maybe they want to escape their nosy noisy neighbour or the heavy maintenance of the gardens. Or they’ve grown to dislike city life. If they’re downsizing, ask if they

Ask the questions to which you already know the answers will be yes. them. But the sound of their knees knocking under the table is clearly audible. What do you do? You’ve answered all their questions about listing or offering on a special home, as the case may be, and they seem keen to proceed. However, they’re having difficulty with the final decision. You’ve attempted a trial close (see earlier column), but the clear signals weren’t yet there. You’ve asked a direct closing question such as, “Are you ready to list?” or “Shall I draft the offer?” and they’re still hesitant.

still like the idea of having a chunk of cash in the bank and owning a home mortgage-free. Would they enjoy spending more time on the golf course or travelling instead of maintaining a large property? Or would they appreciate each of their kids having their own room, with the associated absence of sibling rivalry? Whatever their motivation, wait for their corroboration between questions. Ask the questions to which you already know the answers will be yes. Obviously, you’ll know what to

ask since you’ve already established their prime reasons for moving. After they’ve answered all these affirming smaller questions with yes, end the series with the big question; “Okay, shall we begin the paperwork?” Or don’t even ask; use the assumptive close (see next issue’s column) and start filling in the listing contract. If they don’t stop you, then you’ve helped them make the final decision without them having to expressly say so. Once they realize they’re over the hump, they’ll be grateful. It’s like a nervous automobile passenger who closes their eyes as they approach a big bend in the road. Before they know it, the driver has safely rounded the curve. Much less stressful. The process is pretty much the same for a buyer, except the questions obviously differ. You’ve attempted to close using one of the previous methods (see earlier columns), but they prevaricate. It happens, not necessarily because it’s the wrong home, but because they’re afraid of change. It’s critical, though, for the property to be right, so don’t try it on the wrong home. Start gently with a series of questions such as, “It’s affordable for you, right? Do you understand that if your lender believes you can’t afford this home, they’ll not approve a loan? You like the neighbourhood, right? You do like the architectural style? Do you agree that it’s the ideal size? You like the hardwood floors? You appreciate the close proximity to schools, am I right? The garage is large enough for your purposes?” Ask as many of these small questions as you feel is necessary, one right after another – and await their hopefully brief reply between questions. Once again, because you qualified them so well at the outset, ask questions that you’re already aware will be

answered with a yes. After they’ve answered affirmatively to this rapid-fire series, it would be extremely difficult for them to suddenly change direction from a repeatedly positive position to a negative one. They’re unlikely to answer no when you finally pop the question whether to draft the offer. It’s against basic human nature. At some level, be it conscious or subconscious, they’ll realize it is indeed the right home because all their answers were yes. They may even begin to smile with that dawning realization. Then close with a small question such as, “How much do you have for a deposit?” or, “When do you want to move in?” or just use the assumptive close and start completing the form. Don’t send out negative energy by showing any frustration. Be patient, calm and methodical. Maintain a light, positive attitude throughout the

attempt. If it fails, they weren’t ready or it’s the wrong property. Then take it away from them (see earlier column). In the next column, I address the closing technique I refer to as the assumptive close. If you can’t wait, I invite you to check out my book, The Happy Agent. “Excellence is not a skill. It is an attitude.” — Ralph Marston Ross Wilson is a retired real estate broker with extensive experience as a brokerage owner, manager, trainer and mentor over a highly successful 44-year career. His book, The Happy Agent – Finding Harmony with a Thriving Realty Career and an Enriched Personal Life is available where print and e-books are sold, including the TREB, MREB, RAHB and OMDREB stores. For more details, visit Realty-Voice.com. REM

Multiple Listings Continued from page 6

coincides with a rebranding of the Coldwell Banker global brand, which officially launched its “CB North Star mark” on Jan. 1. Ryan Lefebvre, co-owner and broker of record of Coldwell Banker Lifestyle, says his company’s rebrand and expansion is part of an overall growth strategy for the brokerage. Bev Howarth and Elaine Cross, the two former owners of Realty Executives Cold Lake, join the brokerage in a sales capacity. As part of the expansion, the company will relocate to larger premises in the downtown corridor at 5008 50 Ave. A grand opening celebration is planned later this year. ■ ■ ■

Engel & Völkers Ottawa Central is working with Mizrahi

Developments to market an upcoming landmark luxury condo. It’s the Toronto-based luxury development company’s first foray into the Ottawa market. “Our perspectives on luxury real estate align perfectly, and I believe Mizrahi’s entrance to Ottawa signals the market’s move towards becoming one of Canada’s prime hotspots for luxury real estate,” says Richard Rutkowski, real estate advisor, Engel & Völkers Ottawa Central. Located in Westboro on the corner of Island Park Drive and Wellington Street West, 1451 Wellington “The Residences at Island Park Drive” is a Mizrahi original featuring contemporary designs, top-tier amenities and panoramic views, the company says. REM

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16 REM FEBRUARY 2020

Victor Hugo’s house in the Channel Islands

Famous author’s eclectic home in the Channel Islands reopens after major renovations Story and photos by Diane Slawych

The crystal room, where Victor Hugo often worked, standing in front of the desk on the right with a view of the sea.

f he hadn’t found work as a successful author, Victor Hugo might have carved out a career for himself as an interior designer. It seems the 19th-century French novelist, who penned such celebrated works as Les Misérables and The Hunchback of Notre-Dame, had a passion for decorating – at least judging by his former home in Guernsey in the Channel Islands. Here he created an abode with a wildly contrasting mix of styles, colours, patterns and fabrics, sometimes even incorporating recycled materials. Hugo settled on the island after being forced into exile in 1851 for opposing the regime of Napoleon III. Searching for another place to live, he headed first to Belgium in 1852, then the island of Jersey a few years later, but was expelled from both places. By 1855 he settled on the island of Guernsey, a self-governing British crown dependency off the coast of France, where he remained for 15 years. With proceeds from the sale of his collection of poems, Les Contemplations, Hugo

The red room in Victor Hugo’s house.

purchased Hauteville House in 1856 and set about furnishing and decorating every nook and cranny.

an “autograph on three floors and a poem in several rooms,” could be described as a work of art in its own right.

To say the final result is eclectic would be an understatement. In one room, the walls are covered in Delft tiles. Another room is decorated with several large tapestries. There are golden statues, oriental curios and a bedroom containing furnishings and woodwork that are reminiscent of something you might find in Notre Dame Cathedral.

Symbolic references to Hugo’s writing, philosophy and life, can be found throughout the home. In the Oak Gallery, for example, a concealed door near the bed recalls Hugo’s theatrical world and stage directions in Hernani or Ruy Blas. A gilded inscription in Latin across the chimney breast alludes to the author’s moral views. It translates as, “I am but I do not follow.”

Hauteville House was first opened to visitors nearly a century ago and as with any old house, it needed an overhaul. In the fall of 2017, the property underwent a major renovation and was faithfully restored, both inside and out, to its authentic glory. It reopened to the public again last spring. The large townhouse has five floors topped with a belvedere and overlooks the old town of Saint Peter Port, Havelet Bay, the harbour and neighbouring islands. The house, which in the words of Hugo’s son Charles is

A guided tour begins on the main floor. Visitors are ushered through the billiards room where family portraits adorn the walls along with drawings from the famous collection of “souvenirs” from Hugo’s travels. There’s a workshop that opens onto the garden, and a tiled hallway with walls and ceiling covered with porcelain. The ambiance is entirely different on the first floor. In the red room and the blue room, both sumptuously decorated, Hugo and his family received their guests. There are statues in gilded wood, several mirrors above a fireplace to reflect the

Victor Hugo’s house as seen from the back garden.

light and make the space appear larger, and plenty of chinoiseries – including a figurine of Buddha that sits on a writing desk, a bronze scent burner donated by Alexandre Dumas and a Taoist god of longevity depicted on Chinese rice paper.

coastline. From here, Hugo, while standing at the desk in the right corner, penned many of his masterpieces such as Les Misérables, Toilers of the Sea, The Man Who Laughs, The Legend of the Ages and Le Théâtre en Liberté.

A dimly lit landing on the second floor preserves several bookcases containing books the author chose to leave behind in his exile home. From here you’re ushered into the Oak Gallery, initially referred to as Hugo’s “apartment” composed of his bedroom and his study, where he would have kept his manuscripts and property deeds. Richly carved woods predominate the Renaissance- and Gothicinspired space that is peppered with Biblical references.

“A month’s work here is worth a year in Paris,” the author reportedly once said.

Though designed as a bedroom, Hugo preferred to sleep in a much simpler and smaller, almost pauper-like room on an upper floor, one of the last stops on the tour. A few of Hugo’s paintings can be seen just above the floorboards here. Opposite is the light-filled Crystal Room, with many windows and views of the sea and the French

Behind the house is a beautiful sprawling garden. It too bears the author’s imprint. Hugo had long supported the ideals of a united Europe. And in 1870, in a testament to his prophetic vision, he planted an oak tree here and stated that by the time it was mature, Europe would be a united country with a single currency. That tree is now known as the United States of Europe Oak. Hugo eventually returned to France at the end of Napoleon III’s reign. Following his death in 1885, at age 83, his Guernsey home was bequeathed to the city of Paris. Hauteville House was first opened to the public in 1927 and has been a popular tourist attraction that continues to receive a steady stream of visitors to this day. REM

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18 REM FEBRUARY 2020

not have adequate shelter along with those who may be dealing with homelessness, addiction, mental or physical illness, spousal or familial abuse, physical disability, poverty or ageing. We truly appreciate meeting the incredible people who make a difference to our communities as well as the opportunity to give them our thanks in person.”

he Saskatchewan Realtors Association (SRA), which launched on Jan. 1, recently announced the results of its first Board of Directors’ election. Appointees from the transition committee include Lynn Chipley, Estevan and Richelle Rogers, Melfort, representing the Saskatchewan Region; Sheri Willick, Saskatoon; Dave Markus, Regina; and Tim Otitoju, Regina. Elections were held by region via mail. The successful candidates are Avril Reifferscheid, Watrous and Warren Vandenameele, Langenburg representing the Saskatchewan Region on two-year terms; Jordan Barry and Jeff Steward, Saskatoon on two-year terms; Norm Fisher, Saskatoon on a one-year term; and Lane Boghean and Sara McKinley, Regina, on two-year terms. “It’s an exciting time in Saskatchewan real estate and I’m thrilled to have such an enthusiastic team of directors to work with,” says Jason Yochim, CEO of SRA. “It’s a big undertaking for any association board, but with a new organization, we’re undergoing major changes in everything from governance policy to organizational structure and everything in between. But it’s also a great opportunity to enhance member services and make a difference in Saskatchewan real estate. I’m confident we have the right directors in place to achieve our goals.” The SRA was formed by the amalgamation of the Association of Saskatchewan Realtors, Saskatoon Region Association of Realtors and Association of Regina Realtors to form a single provincial Realtor association. ■ ■ ■

Aziz Kanjee, the principal and broker of record of International Property Brokers Corp. in Mississauga, Ont. is the newly elected president of the Canadian Chapter of FIABCI, the International Real Estate Federation.

Kanjee also serves as vice-president of FIABCI-Americas Region. He has been involved in commercial and residential real estate, international trade, development, construction, property management, business and franchise management, consulting and real estate brokerage for more than 40 years. He is a Certified International Property Specialist instructor for NAR and CREA as well as a commercial real estate instructor for OREA College and Real Estate Institute of Canada. He has spoken at numerous international conferences, says chapter secretary-general Jerry England. ■ ■ ■

Deborah Burgoyne, a sales rep with Royal LePage Team Realty in Ottawa, is the new president of The Ottawa Real Estate Board, the city’s largest trade association with more than 3,200 sales representatives and brokers. Burgoyne has been a member of OREB for more than 15 years and has served on numerous task forces and committees. The new Board of Directors also includes past president Dwight Delahunt, president-elect Debra Wright, and vice president Penny Torontow. Joining them are directors Ken Dekker, Paolo Farago, Curtis Fillier, Mitch Gauzas, Tony McDermott, Andrew Ouellette, Erin Peck, Anne Scharf and Ralph Shaw. Recently the board raised $97,650 for the Ontario Realtors Care Foundation in 2019 and provided grants to 28 shelter-related charities in the Ottawa area. The funds were raised through the board’s annual charity golf tournament and the “$2 per member per month” campaign. “This year, our Realtors Care Committee met with representatives from A New Day Youth and Adult Services, the Ottawa Mission and Ottawa Salus,” says Burgoyne. “These charities, along with the other grant recipients, assist local area residents who may

■ ■ ■

The Real Estate Foundation of B.C. (REFBC) announced that Mark Gifford has been selected as its new CEO. Ramona Faust, REFBC board chair says, “Mark brings an impressive track record of leadership in the philanthropic, public and community development sectors. His knowledge, experience and relationships will help propel REFBC forward.” Gifford will step into the role in February, as long-time CEO Jack Wong prepares to retire at the end of March. Gifford’s background includes more than 20 years of executive and philanthropic leadership experience. He has a deep understanding of how non-profits operate and a passion for supporting and creating inclusive and sustainable communities, says REFBC. Since 1988, REFBC has granted more than $90 million to organizations working to strengthen B.C. communities and protect shared land and water. These

Aziz Kanjee

Sandi Jo Ayers

grants have supported research, public and professional education, law and policy analysis and other projects benefitting B.C. communities, says the foundation. ■ ■ ■

The Chatham-Kent Association of Realtors recently introduced its 2020 Board of Directors: Michael Gibbons, president; Steve Carroll, past president; Laura Tourangeau, president elect; Amber Pinsonneault, vice president; and directors Peter Allaer, Carrie Patrick, Brandy Robertson, Crystal Robinson and Jim Kovacs. “I welcome the opportunities to come,” says Gibbons. “Technology is rapidly changing the future of real estate. This is not a time to look back. As a board, we want to strengthen our partnerships with the municipality and the public and remain the trusted voice of advocacy for our membership.” The board approved a grant of $2,600 to the Chatham-Kent Women’s Centre from the Ontario Realtors Care Foundation. In 2019, Chatham-Kent Realtors contributed to Outreach for Hunger, New Beginnings ACI Brain and Stroke Recovery Association and Chatham Hope Haven. ■ ■ ■

Kathy Della-Nebbia, sales representative with Royal LePage State Realty, has been inducted as

Mark Gifford

president of the Realtors Association of HamiltonBurlington (RAHB) for 2020. Della-Nebbia first became a member of the association in 1986, but left real estate for about 12 years, started a family and returned in 2004 when her youngest was in Grade 1. She was elected to the RAHB board in 2016 and again in 2018. A major focus for DellaNebbia will be to promote Realtors in the Hamilton, Burlington, Haldimand and Niagara West regions as RAHB begins to celebrate its 100-year anniversary, officially taking place in 2021. Joining her on RAHB’s 2020 Board of Directors are Donna Bacher, president-elect; Bob Van de Vrande, immediate past president; and Hank Balfoort, Jacqueline Norton, Stephanie Pinet, Andrew Robertson, Julie Sergi, Brian Shaw, Nicolas von Bredow and Conrad Zurini. Recently at the Realtors 4 Kids Charity Auction, more than 400 attendees helped the association raise $87,500 for the 900CHML/Y108/Energy 953 Children’s Fund. “It was a fun-filled evening for an absolutely wonderful cause,” says RAHB CEO Carol Ann Burrell. “I’m new to the Hamilton community, and could tell from this event that Hamilton understands the need and comes together when needed.” Continued on next page

OREB donated $5,000 to Ottawa Salus to assist local residents in need. Kathy DellaNebbia

OREB’s Board of Directors. Top row: Anne Scharf, Debra Wright, Curtis Fillier, Penny Torontow, Ken Dekker, Erin Peck. Middle row: Tony McDermott, Andrew Ouellette, Mitch Gauzas, Paolo Farago. Bottom row: Dwight Delahunt, Deborah Burgoyne, Ralph Shaw.

Karen Hunter, executive director of the ChathamKent Women’s Centre, receives a cheque from Michael Gibbons, president of the ChathamKent Association of Realtors.

Robin Jones

REM FEBRUARY 2020 19

Veteran EOs retire as Saskatchewan associations merge B

ill Madder, CEO of the Association of Saskatchewan Realtors (ASR) and Gord Archibald, Association of Regina Realtors CEO have retired. On Jan. 1, their associations amalgamated with the Saskatoon Region Association of Realtors (SRAR) to form a new, single provincial association; the Saskatchewan Realtors Association (SRA). Madder came to ASR in 2001 with a wealth of real estate experience, having traded in real estate, served on association boards and committees and led the Brandon Real Estate Board as EO. In 2016, he was awarded the AE Network Award of Excellence by the CREA. In the years he led the ASR and the Saskatchewan Real Estate Association before it, he has seen many changes, and has helped lead significant progress, says the SRA. Some of the ASR’s significant “wins” over the years include the reduction of education property taxes, changes in legislation that now allows Realtors to incorporate their business and the solidification of relationships that allowed

Boards and Associations... Continued from page 18

The Children’s Fund aids over 40 different charities each year. During the last 31 years of partnership, the auction has raised more than $1.2 million, making RAHB the single-largest contributor to the Children’s Fund. ■ ■ ■

The Victoria Real Estate Board recently announced its Board of Directors for 2020, chaired by president Sandi-Jo Ayers from Re/Max Camosun. “Realtors in Victoria are a dedicated bunch and I’ve been lucky to work with many of them both while doing business and as a part of our education and training at the board,” says Ayers. Joining Ayers around the table is president elect David Langlois, treasurer Karen Dinnie-Smyth, past president Cheryl Woolley and

Bill Madder

Gord Archibald

the ASR and Realtor members to work alongside decision makers on important issues like affordable housing initiatives. For years, the ASR was the education provider for real estate in Saskatchewan. It improved standards and systems for pre-registration training and professional development. In 2011, the ASR established the Quality of Life Legacy Fund, which, to date, has provided close to $200,000 in charitable grants to Saskatchewan organizations. “I’ve had the pleasure of working alongside Bill for several years. He’s been a great mentor, especially these past few months as he’s

introduced me to the many tasks I’ll now take on as the CEO of a provincial association,” says Jason Yochim, CEO of the SRA. “His industry knowledge, love of books and his great sense of humour will be missed in the role as well as in the office. Bill is well respected throughout the industry and beyond, and he’s been a true leader for the ASR.” “From education to legislation to amalgamation, the ASR has a great history and has been at the forefront of change in the Saskatchewan and Canadian real estate industry. I’m proud to have been a part of that history,” says Madder. “We can look back fondly

directors Sheila Aujla, Robert Cole, Jackie Ngai, Patrick Novotny and Graden Sol. ■ ■ ■

The Barrie and District Association of Realtors (BDAR) has elected Robin Jones of Re/Max Hallmark Chay Realty as 2020 president. “BDAR is a progressive board and will be continuing its momentum in 2020, with continued efforts to strengthen relationships in the community and build new ones. We have (an) impactful line-up of professional development and resources to kick-off the new decade,” says Jones. Other members of the 2020 Board of Directors are past-president Tania Artenosi, Coldwell Banker The Real Estate Centre and directors John FaceyCrowther, Faris Team Real Estate Brokerage; Jerry Hay, Royal LePage First Contact Realty; Mike

Montague, Re/Max Crosstown Realty; Ashley Polischuik, Sutton Group Incentive Realty; Sue MacIntyre, Re/Max Hallmark Chay Realty; Finn Madsen, Re/Max Hallmark Chay Realty; and Chantal Traversy, Exit Lifestyle Realty. On January 22, BDAR will host Ontario Real Estate Association CEO Tim Hudak to install the 2020 board and give back to the community with a donation of $10,000 to Habitat for Humanity Huronia and just over $3,000 to Barrie’s Youth Haven. ■ ■ ■

Each year, members of the Southern Georgian Bay Association of Realtors (SGBAR) step up to give back to needy families during the holiday season. This year SGBAR members donated more than $10,000 to provide 522 turkeys to local families in need. The association continued its part-

on those achievements but let’s also look forward to great things ahead. Building on past successes, the next amazing chapter for the new Saskatchewan Realtors Association is about to begin.” In Regina, association staff, real estate professionals, business partners, politicians and family came together to celebrate Archibald’s career. An expert in governance, Archibald took pride in grooming directors and board presidents of his association into successful leaders, says the association in a news release. He remained active in the business community throughout his career, serving on the Regina Chamber of Commerce for several years, including a year as board chair, as well as in the political community, where he formed relationships with leaders at all levels of government, says the association. Archibald’s dedication to community is evident by the long-term support the ARR showed under his direction for organizations like the North Central Family Centre in Regina, Salvation Army, University of Regina Scholarship Program, Realtors Citizenship Award for Grade 8 Regina students nership with local grocers, who exchange the donations for turkey vouchers of greater value; the vouchers are then distributed by charitable donations in each community, allowing families to enjoy a festive meal. This year the Ontario Real Estate Association (OREA) launched the Realtors Care Fall Into Winter Warmup drive, where donations of new socks and mitts were collected and distributed throughout local communities. SGBAR’s participation resulted in members donating over 520 socks, mitts and other accessories. ■ ■ ■

The Alberta Real Estate Foundation (AREF) and the Real Estate Foundation of British Columbia (REFBC) have formed a partnership with Platform Calgary to “explore technology solutions to support the modernization of the real estate trust account process,”

and many more. “Saskatchewan real estate is better for having had Gord in the industry spanning the past three decades,” says Yochim. “I have had the opportunity to work with Gord for many years and he’s played a major role in getting our industry to where it is today, through collaboration, innovation and levelheaded business sense,” says Yochim. “His dedication to the industry is evident by the previous failed attempts he’s made to retire, but he kept coming back to ensure the amalgamation into a single provincial association was a success. He’s always looked out for what’s in the best interest of the members, the industry and the community.” Archibald expects to enjoy a retirement filled with travel, his beloved White Sox baseball and time with family and friends, says the association. “It has indeed been a privilege to work within such a dynamic and changing industry over the past 26 years,” says Archibald. “I am personally thankful for all the support from members, our industry partners across Canada and our local community partners over the years. Archibald received the 2017 CREA Association Executives Network Award of Excellence and was inducted into the ARR Centennial Builders’ Hall of Fame REM in 2019. the foundations say in a news release. “The real estate industry is evolving at an ever-increasing pace and the processes for managing trust accounts haven’t kept up. Through this partnership, we look forward to exploring how we might modernize trust accounts and adopt new financial technologies to help our foundation thrive: simplified transaction processes, less time and paper and the highest standards of accountability,” says Jack Wong, CEO of REFBC. Working together, Platform Calgary, AREF and REFBC say they will host workshops with real estate professionals in Alberta and British Columbia to understand challenges within the trust account process and how new approaches might support the industry. Partners include real estate brokers, financial institutions, government, post-secondaries and real estate REM foundations.

CONGRATULATIONS

HALL of FAME

I am delighted to present our 2019 National Chairman’s Club inductees. These extraordinary people represent the top 1% of our extensive national network of over 18,000 sales professionals. To our winners: my sincere thanks for your sustained commitment to service excellence. Bravo on a job well done! Phil Soper, President & CEO, Royal LePage HALL of FAME

1. Cailey Heaps Estrin* Royal LePage Real Estate Services Heaps Estrin Team‡ Toronto, ON

2. Simeon Papailias Royal LePage Signature Realty‡ Toronto, ON

3. Tanya Rocca Royal LePage Burloak Real Estate Services‡ Burlington, ON

4. Paul Nusca*°† Toronto, ON

5. Loretta Phinney ◊* Royal LePage Real Estate Services Loretta Phinney ‡ Mississauga, ON

TOP 25 UNITS

TOP 25 GCI

2 019

1. Simeon Papailias Royal LePage Signature Realty‡ Toronto, ON

2. Shaheen Zareh* Royal LePage Regina Realty Regina, SK

3. Joseph D’Addio° Royal LePage Citizen Realty‡ Concord, ON

4. Maxime Tardif ^ Royal LePage Altitude ∆ Montreal, QC

HALL of FAME

6. Matthew Regan*° Royal LePage Real Estate Services Regan Real Estate‡ Mississauga, ON

7. Maxime Tardif ^ Royal LePage Altitude ∆ Montreal, QC

8. Amy Flowers*° Royal LePage Meadowtowne Realty‡ Milton, ON

HALL of FAME

11. Sue Mills* Royal LePage Signature Realty‡ Toronto, ON

12. Marie-Yvonne Paint ◊* ~ Royal LePage Heritage ∆ Westmount, QC

9. Amy Assaad∞ Royal LePage Heritage ∆ Westmount, QC

Diane Allingham Royal LePage Team Realty ‡ Ottawa, ON

Ian Angus Royal LePage Atlantic Halifax, NS

Grant Anthony Royal LePage Signature Realty ‡ Mississauga, ON

Gord Axford Royal LePage Sterling Realty Port Moody, BC

Mani Bagga* Royal LePage Noralta Real Estate Edmonton, AB

Caroline Baile° Royal LePage RCR Realty ‡ Newmarket, ON

Andrew Bain° Royal LePage Key Realty ‡ Sarnia, ON

Candice Bakx-Friesen Royal LePage Dynamic Real Estate Winnipeg, MB

Jason Ballas Royal LePage ProAlliance Realty ‡ Trenton, ON

Barbara Beers◊*° Royal LePage Burloak Barbara Beers‡ Burlington, ON

Carson Beier• Royal LePage Noralta Real Estate Spruce Grove, AB

Alexandre Beland^ Royal LePage Humania Centre ∆ Laval, QC

Silvana Bezina° Royal LePage Meadowtowne Realty ‡ Georgetown, ON

Jennifer Blair Manley Royal LePage Performance Realty ‡ Cornwall, ON

Christine Boisseau Royal LePage Kelowna Kelowna, BC

Marc Bonenfant^ Royal LePage Inter-Québec ∆ Québec, QC

Beth Bonvie° Royal LePage Team Realty ‡ Ottawa, ON

Tracey Bosch*§ Royal LePage Wolstencroft Realty Langley, BC

James Boschman Royal LePage Prime Real Estate Winnipeg, MB

Neil Bosdet§ Royal LePage Coast Capital Realty Victoria, BC

Angela Boyle° Royal LePage Parkwood Realty Bathurst, NB

Libby Broady~ Royal LePage Village ∆ Montreal (Pointe-Claire), QC

Anthony Brown Royal LePage Atlantic Halifax, NS

HALL of FAME

10. Dan Cooper ◊*°† Oakville, ON

6. Sébastien Parent^ Royal LePage Origine ∆ St-Jean, QC

7. Tim Somerville Royal LePage Atlantic Saint John, NB

8. David Weir*° Royal LePage ProAlliance Team Weir ‡ Trenton, ON

9. Jean-François Bérubé*∞ Royal LePage Evolution∆ Sherbrooke, QC

10. Kirby Cox◊*• Royal LePage Benchmark Calgary, AB

Mary Brown Royal LePage Truro Real Estate Truro, NS

Nutan Brown* Royal LePage West Realty Group‡ Toronto, ON

Benoît Brunet ^ Royal LePage Vallée de l’Outaouais ∆ Gatineau, QC

Mark Burke Royal LePage Triland Realty ‡ Woodstock, ON

Jay Burton Royal LePage Frank Real Estate‡ Lakefield, ON

Diana Campbell^ Royal LePage Village ∆ Montreal, QC

Joni Campbell Royal LePage Team Realty ‡ Ottawa, ON

Richard Cane Royal LePage Triland Premier ‡ London, ON

Dino Capocci† Toronto, ON

Diana Cassidy-Bush Royal LePage ProAlliance Realty ‡ Tweed, ON

Agnes Chaitas Royal LePage Terrequity Realty‡ Toronto, ON

Frank Chang Liu^ Royal LePage du Quartier ∆ Saint-Laurent, QC

15. Shaheen Zareh* Royal LePage Regina Realty Regina, SK

11. Steve Simon Royal LePage Locations North ‡ Thornbury, ON

12. Cailey Heaps Estrin* Royal LePage Real Estate Services Heaps Estrin Team‡ Toronto, ON

13. Lorraine O’Quinn* Royal LePage ProAlliance Realty ‡ Trenton, ON

14. Stacey Falkwin° Royal LePage Atlantic Halifax, NS

15. David Dunn Royal LePage Atlantic Halifax, NS

Melissa Charlton° Royal LePage Meadowtowne Realty ‡ Milton, ON

Paul Chavady Royal LePage Varsity Saskatoon, SK

Gavin Chen° Royal LePage Terrequity Bespoke Realty ‡ Toronto, ON

Michael Christie Royal LePage Royal City Realty ‡ Guelph, ON

Gino Cipriano Royal LePage Prime Real Estate Winnipeg, MB

John L. Clark Royal LePage Royal City Realty ‡ Guelph, ON

Janelle Comeau Royal LePage Parkwood Realty Bathurst, NB

Joe Conlon Royal LePage Binder Real Estate‡ Tecumseh, ON

Laura Cormaggi Royal LePage Your Community Realty ‡ Richmond Hill, ON

Scott Crowther Royal LePage RCR Realty Owen Sound, ON

Patricia Ping Cui° Royal LePage Real Estate Services Success Team‡ Mississauga, ON

Mike Cullis Royal LePage Key Realty ‡ Sarnia, ON

Anthony Delodder Royal LePage Prince Edward Realty Charlottetown, PEI

Stacy deVries Royal LePage Atlantic New Minas, NS

Jesse Dhaliwal Royal LePage Premium One Realty Vaughan, ON

Tammi Dimock Royal LePage Coast Capital Realty Sooke, BC

Adil Dinani§ Royal LePage West Real Estate Services Coquitlam, BC

Joe DiVita Royal LePage Signature Realty Toronto

Emmanuel Druskas Royal LePage Classic ∆ Laval, QC

Luce Fecteau^ Royal LePage Inter-Québec CF ∆ Lévis, QC

Chris Fenton§ Royal LePage Port Alberni-Pacific Rim Realty Port Alberni, BC

Rosemary Ferroni Royal LePage State Realty ‡ Stoney Creek, ON

Royce Finley Royal LePage Prime Real Estate Winnipeg, MB

Norm Fisher° Royal LePage Vidorra Saskatoon, SK

Susan Forrest*§ Royal LePage Parksville-Qualicum Beach Realty Parksville, BC

Lacey Forward§ Royal LePage Wolstencroft Realty Langley, BC

HALL of FAME

13. Steve Simon Royal LePage Locations North ‡ Thornbury, ON

14. Theodore Babiak ◊*°† Toronto, ON

HALL of FAME

16. Rina DiRisio◊* † Oakville, ON

5. Tanya Rocca Royal LePage Burloak Real Estate Services‡ Burlington, ON

Shayla Ackerman Royal LePage Regina Realty Regina, SK

HALL of FAME

17. Charles Sezlik Royal LePage Team Realty ‡ Ottawa, ON

18. Sébastien Parent^ Royal LePage Origine ∆ St-Jean, QC

19. E. Martin Mazza* Royal LePage State Realty ‡ Stoney Creek, ON

20. Kirby Cox◊*• Royal LePage Benchmark Calgary, AB

16. Johnathon Benedict Royal LePage Atlantic Dartmouth, NS

17. Mike Hartshorne§ Royal LePage Coast Capital Realty Victoria, BC

18. Loretta Phinney ◊* Royal LePage Real Estate Services Loretta Phinney ‡ Mississauga, ON

19. Gregg Scrannage Royal LePage ProAlliance Realty ‡ Kingston, ON

22. Gillian Oxley Royal LePage Terrequity OxleyRobert Real Estate‡ Toronto, ON

23. David Dunn Royal LePage Atlantic Halifax, NS

24. Bob Clarke Royal LePage Lakes of Muskoka Clarke Muskoka Realty ‡ Port Carling, ON

25. Jessica Wright Royal LePage Team Realty ‡ Manotick, ON

21. Amy Assaad∞ Royal LePage Heritage ∆ Westmount, QC

22. Brett Campbell• Royal LePage True North Realty Fort McMurray, AB

23. Jérôme Paradis∞ Royal LePage de L’Érable ∆ Saint-Georges, QC

24. E. Martin Mazza* 25. Juxhin (Eugene) Mezini° Royal LePage Royal LePage State Realty ‡ Real Estate Professionals Stoney Creek, ON Insider Condos‡ Vaughan, ON

20. Amy Flowers*° Royal LePage Meadowtowne Realty‡ Milton, ON

Debra Lynn Currier Royal LePage ProAlliance Realty ‡ Brockville, ON

Daiva Dalinda°† Toronto, ON

Derek Daneault Royal LePage Prime Real Estate Winnipeg, MB

Gary Davidson Royal LePage ProAlliance Realty ‡ Belleville, ON

Susan Dunton° Royal LePage Performance Realty ‡ Ottawa, ON

Kevin Durling Royal LePage Network Realty Corp. Red Deer, AB

André Dussault^ Royal LePage Inter-Québec ∆ Québec, QC

Kelly Ebbs Royal LePage Team Realty ‡ Ottawa, ON

Elli Davis◊*† Toronto, ON

HALL of FAME

21. Michael O’Sullivan ◊*° Royal LePage Burloak Real Estate Services‡ Burlington, ON

royallepage.ca

Mike Fast Royal LePage Riverbend Realty Steinbach, MB

CONGRATULATIONS

HALL of FAME

1. Cailey Heaps Estrin* Royal LePage Real Estate Services Heaps Estrin Team‡ Toronto, ON

2. Simeon Papailias Royal LePage Signature Realty‡ Toronto, ON

3. Tanya Rocca Royal LePage Burloak Real Estate Services‡ Burlington, ON

4. Paul Nusca*°† Toronto, ON

5. Loretta Phinney ◊* Royal LePage Real Estate Services Loretta Phinney ‡ Mississauga, ON

TOP 25 UNITS

TOP 25 GCI

2 019

1. Simeon Papailias Royal LePage Signature Realty‡ Toronto, ON

2. Shaheen Zareh* Royal LePage Regina Realty Regina, SK

3. Joseph D’Addio° Royal LePage Citizen Realty‡ Concord, ON

4. Maxime Tardif ^ Royal LePage Altitude ∆ Montreal, QC

HALL of FAME

6. Matthew Regan*° Royal LePage Real Estate Services Regan Real Estate‡ Mississauga, ON

7. Maxime Tardif ^ Royal LePage Altitude ∆ Montreal, QC

8. Amy Flowers*° Royal LePage Meadowtowne Realty‡ Milton, ON

HALL of FAME

11. Sue Mills* Royal LePage Signature Realty‡ Toronto, ON

12. Marie-Yvonne Paint ◊* ~ Royal LePage Heritage ∆ Westmount, QC

9. Amy Assaad∞ Royal LePage Heritage ∆ Westmount, QC

Diane Allingham Royal LePage Team Realty ‡ Ottawa, ON

Ian Angus Royal LePage Atlantic Halifax, NS

Grant Anthony Royal LePage Signature Realty ‡ Mississauga, ON

Gord Axford Royal LePage Sterling Realty Port Moody, BC

Mani Bagga* Royal LePage Noralta Real Estate Edmonton, AB

Caroline Baile° Royal LePage RCR Realty ‡ Newmarket, ON

Andrew Bain° Royal LePage Key Realty ‡ Sarnia, ON

Candice Bakx-Friesen Royal LePage Dynamic Real Estate Winnipeg, MB

Jason Ballas Royal LePage ProAlliance Realty ‡ Trenton, ON

Barbara Beers◊*° Royal LePage Burloak Barbara Beers‡ Burlington, ON

Carson Beier• Royal LePage Noralta Real Estate Spruce Grove, AB

Alexandre Beland^ Royal LePage Humania Centre ∆ Laval, QC

Silvana Bezina° Royal LePage Meadowtowne Realty ‡ Georgetown, ON

Jennifer Blair Manley Royal LePage Performance Realty ‡ Cornwall, ON

Christine Boisseau Royal LePage Kelowna Kelowna, BC

Marc Bonenfant^ Royal LePage Inter-Québec ∆ Québec, QC

Beth Bonvie° Royal LePage Team Realty ‡ Ottawa, ON

Tracey Bosch*§ Royal LePage Wolstencroft Realty Langley, BC

James Boschman Royal LePage Prime Real Estate Winnipeg, MB

Neil Bosdet§ Royal LePage Coast Capital Realty Victoria, BC

Angela Boyle° Royal LePage Parkwood Realty Bathurst, NB

Libby Broady~ Royal LePage Village ∆ Montreal (Pointe-Claire), QC

Anthony Brown Royal LePage Atlantic Halifax, NS

HALL of FAME

10. Dan Cooper ◊*°† Oakville, ON

6. Sébastien Parent^ Royal LePage Origine ∆ St-Jean, QC

7. Tim Somerville Royal LePage Atlantic Saint John, NB

8. David Weir*° Royal LePage ProAlliance Team Weir ‡ Trenton, ON

9. Jean-François Bérubé*∞ Royal LePage Evolution∆ Sherbrooke, QC

10. Kirby Cox◊*• Royal LePage Benchmark Calgary, AB

Mary Brown Royal LePage Truro Real Estate Truro, NS

Nutan Brown* Royal LePage West Realty Group‡ Toronto, ON

Benoît Brunet ^ Royal LePage Vallée de l’Outaouais ∆ Gatineau, QC

Mark Burke Royal LePage Triland Realty ‡ Woodstock, ON

Jay Burton Royal LePage Frank Real Estate‡ Lakefield, ON

Diana Campbell^ Royal LePage Village ∆ Montreal, QC

Joni Campbell Royal LePage Team Realty ‡ Ottawa, ON

Richard Cane Royal LePage Triland Premier ‡ London, ON

Dino Capocci† Toronto, ON

Diana Cassidy-Bush Royal LePage ProAlliance Realty ‡ Tweed, ON

Agnes Chaitas Royal LePage Terrequity Realty‡ Toronto, ON

Frank Chang Liu^ Royal LePage du Quartier ∆ Saint-Laurent, QC

15. Shaheen Zareh* Royal LePage Regina Realty Regina, SK

11. Steve Simon Royal LePage Locations North ‡ Thornbury, ON

12. Cailey Heaps Estrin* Royal LePage Real Estate Services Heaps Estrin Team‡ Toronto, ON

13. Lorraine O’Quinn* Royal LePage ProAlliance Realty ‡ Trenton, ON

14. Stacey Falkwin° Royal LePage Atlantic Halifax, NS

15. David Dunn Royal LePage Atlantic Halifax, NS

Melissa Charlton° Royal LePage Meadowtowne Realty ‡ Milton, ON

Paul Chavady Royal LePage Varsity Saskatoon, SK

Gavin Chen° Royal LePage Terrequity Bespoke Realty ‡ Toronto, ON

Michael Christie Royal LePage Royal City Realty ‡ Guelph, ON

Gino Cipriano Royal LePage Prime Real Estate Winnipeg, MB

John L. Clark Royal LePage Royal City Realty ‡ Guelph, ON

Janelle Comeau Royal LePage Parkwood Realty Bathurst, NB

Joe Conlon Royal LePage Binder Real Estate‡ Tecumseh, ON

Laura Cormaggi Royal LePage Your Community Realty ‡ Richmond Hill, ON

Scott Crowther Royal LePage RCR Realty Owen Sound, ON

Patricia Ping Cui° Royal LePage Real Estate Services Success Team‡ Mississauga, ON

Mike Cullis Royal LePage Key Realty ‡ Sarnia, ON

Anthony Delodder Royal LePage Prince Edward Realty Charlottetown, PEI

Stacy deVries Royal LePage Atlantic New Minas, NS

Jesse Dhaliwal Royal LePage Premium One Realty Vaughan, ON

Tammi Dimock Royal LePage Coast Capital Realty Sooke, BC

Adil Dinani§ Royal LePage West Real Estate Services Coquitlam, BC

Joe DiVita Royal LePage Signature Realty Toronto

Emmanuel Druskas Royal LePage Classic ∆ Laval, QC

Luce Fecteau^ Royal LePage Inter-Québec CF ∆ Lévis, QC

Chris Fenton§ Royal LePage Port Alberni-Pacific Rim Realty Port Alberni, BC

Rosemary Ferroni Royal LePage State Realty ‡ Stoney Creek, ON

Royce Finley Royal LePage Prime Real Estate Winnipeg, MB

Norm Fisher° Royal LePage Vidorra Saskatoon, SK

Susan Forrest*§ Royal LePage Parksville-Qualicum Beach Realty Parksville, BC

Lacey Forward§ Royal LePage Wolstencroft Realty Langley, BC

HALL of FAME

13. Steve Simon Royal LePage Locations North ‡ Thornbury, ON

14. Theodore Babiak ◊*°† Toronto, ON

HALL of FAME

16. Rina DiRisio◊* † Oakville, ON

5. Tanya Rocca Royal LePage Burloak Real Estate Services‡ Burlington, ON

Shayla Ackerman Royal LePage Regina Realty Regina, SK

HALL of FAME

17. Charles Sezlik Royal LePage Team Realty ‡ Ottawa, ON

18. Sébastien Parent^ Royal LePage Origine ∆ St-Jean, QC

19. E. Martin Mazza* Royal LePage State Realty ‡ Stoney Creek, ON

20. Kirby Cox◊*• Royal LePage Benchmark Calgary, AB

16. Johnathon Benedict Royal LePage Atlantic Dartmouth, NS

17. Mike Hartshorne§ Royal LePage Coast Capital Realty Victoria, BC

18. Loretta Phinney ◊* Royal LePage Real Estate Services Loretta Phinney ‡ Mississauga, ON

19. Gregg Scrannage Royal LePage ProAlliance Realty ‡ Kingston, ON

22. Gillian Oxley Royal LePage Terrequity OxleyRobert Real Estate‡ Toronto, ON

23. David Dunn Royal LePage Atlantic Halifax, NS

24. Bob Clarke Royal LePage Lakes of Muskoka Clarke Muskoka Realty ‡ Port Carling, ON

25. Jessica Wright Royal LePage Team Realty ‡ Manotick, ON

21. Amy Assaad∞ Royal LePage Heritage ∆ Westmount, QC

22. Brett Campbell• Royal LePage True North Realty Fort McMurray, AB

23. Jérôme Paradis∞ Royal LePage de L’Érable ∆ Saint-Georges, QC

24. E. Martin Mazza* 25. Juxhin (Eugene) Mezini° Royal LePage Royal LePage State Realty ‡ Real Estate Professionals Stoney Creek, ON Insider Condos‡ Vaughan, ON

20. Amy Flowers*° Royal LePage Meadowtowne Realty‡ Milton, ON

Debra Lynn Currier Royal LePage ProAlliance Realty ‡ Brockville, ON

Daiva Dalinda°† Toronto, ON

Derek Daneault Royal LePage Prime Real Estate Winnipeg, MB

Gary Davidson Royal LePage ProAlliance Realty ‡ Belleville, ON

Susan Dunton° Royal LePage Performance Realty ‡ Ottawa, ON

Kevin Durling Royal LePage Network Realty Corp. Red Deer, AB

André Dussault^ Royal LePage Inter-Québec ∆ Québec, QC

Kelly Ebbs Royal LePage Team Realty ‡ Ottawa, ON

Elli Davis◊*† Toronto, ON

HALL of FAME

21. Michael O’Sullivan ◊*° Royal LePage Burloak Real Estate Services‡ Burlington, ON

royallepage.ca

Mike Fast Royal LePage Riverbend Realty Steinbach, MB

Peter Fourlas° Royal LePage Regina Realty Regina, SK

Sheldon Froese Royal LePage Riverbend Realty Steinbach, MB

Christian Gareau~ Royal LePage Méritas du Suroît ∆ Salaberryde-Valleyfield, QC

William Gaudreault Royal LePage Origine ∆ Saint-Jeansur-Richelieu, QC

Claire Gauthier^ Royal LePage Vallée de l’Outaouais ∆ Gatineau, QC

Danny Gerbrandt § Royal LePage Brookside Realty Maple Ridge, BC

Paul Germanese Royal LePage Binder Real Estate‡ Tecumseh, ON

John Glavota Royal LePage Northern Advantage ‡ Sault Ste. Marie, ON

HALL of FAME

JoAnne Gludish*† Toronto, ON

Lori Goldhawk Royal LePage Triland Realty ‡ Ingersoll, ON

Stephen Grant § Royal LePage Advance Campbell River, BC

George Grdic† Mississauga, ON

Rob Green Royal LePage Royal City Realty ‡ Guelph, ON

Steven Green Royal LePage Partners Realty ‡ Toronto, ON

Jennifer Greenberg°† Toronto, ON

Kevin Gregory Royal LePage Martin-Liberty Realty Brandon, MB

Dave Grime Royal LePage RCR Realty ‡ Orangeville, ON

Suzanne Grisé◊*~ Royal LePage Privilège SHG ∆ St-Brunode-Montarville, QC

Roman Grocholsky* Royal LePage NRC Realty ‡ Welland, ON

Susan Gucci° Royal LePage Signature Realty ‡ Toronto, ON

Patricia Guernsey Royal LePage ProAlliance Realty ‡ Belleville, ON

Tammy Gurr° Royal LePage ProAlliance Realty ‡ Westport, ON

Lilit Hakobyan Royal LePage Your Community Realty‡ Richmond Hill, ON

David Halls Royal LePage Royal City Realty ‡ Guelph, ON

Rachel Hammer° Royal LePage Team Realty Hammer & Associates‡ Ottawa, ON

Amir Hamzehali § Royal LePage Sussex West Vancouver, BC

Ed Handja§ Royal LePage Advance Campbell River, BC

Andrew Hanney Royal LePage Benchmark Calgary, AB

Shan Hasan Royal LePage Binder Real Estate‡ Tecumseh, ON

Christine Hauschild* Royal LePage Team Realty Christine Hauschild ‡ Ottawa, ON

Brad Hawker° Royal LePage Rocky Mountain Realty Canmore, AB

Mike Heddle° Royal LePage State Realty ‡ Stoney Creek, ON

HALL of FAME

Stephanie Hocking° Royal LePage RCR Realty ‡ Hanover, ON

John Hripko◊* Royal LePage Benchmark Calgary, AB

Ross Hughes Royal LePage RCR Realty ‡ Orangeville, ON

Rod Jensen Royal LePage South Country Real Estate Services Taber, AB

Evan Jiang Royal LePage Peaceland Zhang Realty‡ Richmond Hill, ON

Luc Jodoin^ Royal LePage Méritas du Suroît ∆ Salaberryde-Valleyfield, QC

Chris Keleher° Royal LePage Locations North‡ Collingwood, ON

Colleen Kelly Royal LePage Community Realty Medicine Hat, AB

Lesley Kennedy† Oakville, ON

Karen Kenyon§ Royal LePage Parksville-Qualicum Beach Realty Parksville, BC

Andrew Keyes† Oakville, ON

Nima Khadem Royal LePage Signature Realty‡ Toronto, ON

Mark Jontz* Dimitrios Kalogeropoulos° Maz Karimjee Royal LePage Kelowna Royal LePage Royal LePage ‡ Kelowna, BC Team Realty Agent DK Performance Realty ‡ Ottawa, ON Ottawa, ON

Charan Khaira° Royal LePage Credit Valley Real Estate‡ Brampton, ON

Eugen Klein§ Royal LePage Sussex Klein Group Vancouver, BC

Alex Kluge° Royal LePage Terrequity Platinum Realty‡ Toronto, ON

Mike Kearns Royal LePage Locations North‡ Thornbury, ON

Rob Kearns Royal LePage Performance Realty ‡ Ottawa, ON

Mary Ann Keary ◊*° Royal LePage ProAlliance Realty ‡ Brockville, ON

Adam Koven° Royal LePage ProAlliance Realty ‡ Kingston, ON

Jason Laforest ^ Royal LePage Inter-Québec ∆ Québec, QC

Jack Lains Designate Royal LePage Supreme Realty ‡ Toronto, ON

Blair Mackey*† Oakville, ON

Rocco Manfredi Royal LePage Team Realty ‡ Ottawa, ON

Robert Marland* Royal LePage Performance Realty ‡ Ottawa, ON

HALL of FAME

Nathan Lang Royal LePage Team Realty ‡ Winchester, ON

Marc Lefrançois^ Royal LePage Tendance ∆ Mont-Royal, QC

Eric Léger∞ Royal LePage Humania ∆ St-Jérôme, QC

royallepage.ca

Steven Levac° Royal LePage Performance Realty ‡ Hawkesbury, ON

Joe Levy† Toronto, ON

Leanne Lewis Royal LePage North Heritage Realty ‡ Sudbury, ON

James Liu§ Royal LePage Coast Capital Realty Victoria, BC

Rick Lobb° Royal LePage Heartland Realty ‡ Goderich, ON

Glen MacAngus◊*° Royal LePage Top Producers Real Estate Winnipeg, MB

HALL of FAME

Bryan Masse Royal LePage Prime Real Estate Winnipeg, MB

Dario Mattei◊*° Royal LePage Porritt Real Estate‡ Toronto, ON

Derek McCauley Royal LePage ProAlliance Realty ‡ Kingston, ON

Jamie McCreedy Royal LePage Prime Real Estate Winnipeg, MB

Natalie McGuire Royal LePage Team Realty ‡ Ottawa, ON

Kelly McKelvie* Royal LePage Benchmark Calgary, AB

Jane McLaughlin Royal LePage Atlantic Sussex, NB

Karen Millar ◊*° Royal LePage Signature Realty ‡ Toronto, ON

Clinton Miller§ Royal LePage Parksville-Qualicum Beach Realty Parksville, BC

Adam Mills° Royal LePage Team Realty Adam Mills‡ Ottawa, ON

Tony Mitchell Royal LePage Cumberland Realty Amherst, NS

Alex Moshkovich° Royal LePage Terrequity Capital Realty ‡ Toronto, ON

Scott Moulton Royal LePage Atlantic Halifax, NS

Mike Mullin Royal LePage RCR Realty ‡ Orangeville, ON

Alli Munro Royal LePage Coast Capital Realty Victoria, BC

Scott Munro Royal LePage Coast Capital Realty Victoria, BC

Kelly Murdock Royal LePage Gardiner Realty Oromocto, NB

Devin Nadeau Royal LePage Triland Realty ‡ London, ON

Albert Nam Royal LePage Signature Realty ‡ Toronto, ON

Krishan Nathan Royal LePage ProAlliance Realty ‡ Kingston, ON

Jeff Nethercott° Royal LePage Triland Community Realty ‡ London, ON

Aaron Nicklen§ Royal LePage Parksville-Qualicum Beach Realty Qualicum Beach, BC

Bruno Noll Royal LePage Riverbend Realty Steinbach, MB

Rob Ohs§ Royal LePage Parksville-Qualicum Beach Realty Qualicum Beach, BC

Rob Raham† Oakville, ON

Katie Redekopp° Royal LePage NRC Realty KRDS Brokerage‡ St. Catharines, ON

Gillian Ritchie† Toronto, ON

HALL of FAME

John-Ross Parks Royal LePage ProAlliance Realty ‡ Belleville, ON

Chris Pennycook* Royal LePage Dynamic Real Estate Winnipeg, MB

Angela Peters° Royal LePage The Realty Group Grande Prairie, AB

Isaac Phillips◊* Royal LePage State Realty ‡ Hamilton, ON

Lance Phillips§ Royal LePage Sussex North Vancouver, BC

Sandra Pike Royal LePage Atlantic Halifax, NS

Patrick Pinsonneault° Royal LePage Peifer Realty ‡ Chatham, ON

Thomas Pobojewski Royal LePage Signature Realty‡ Mississauga, ON

Robert Porteous Royal LePage RCR Realty ‡ Flesherton, ON

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Brent Roach Royal LePage Atlantic Homestead St. John’s, NL

Brent Roberts◊* Royal LePage Brent Roberts Realty ‡ Surrey, BC

Monique Robichaud Royal LePage Atlantic Moncton, NB

Sylvain Rodrigue Royal LePage Triomphe ∆ Brossard, QC

Leo Ronse*° Royal LePage Wolstencroft Realty Langley, BC

Judi Rufo Royal LePage ProAlliance Realty ‡ Belleville, ON

Noreen Russell Royal LePage Atlantic Saint John, NB

Bill Schiavone† Oakville, ON

Jamie Schreder° Royal LePage Wolstencroft Realty Langley, BC

Uthayan Sivarajah° Royal LePage Ignite Realty ‡ Toronto, ON

Brett Smiley† Oakville, ON

Dusty Smith• Royal LePage Network Realty Corp. Red Deer, AB

Sandy Smith§ Royal LePage East Kootenay Realty Cranbrook, BC

Victoria Smith Royal LePage Team Realty ‡ Kanata, ON

Armand Soberano Royal LePage Terrequity Team Soberano Toronto, ON

Angelo Sol Royal LePage Terrequity Realty ‡ Toronto, ON

Jason W. Soprovich§ Royal LePage Sussex Jason Soprovich West Vancouver, BC

Josh Statham Royal LePage Powell River Powell River, BC

Martin Simard∞ Manon Sénéchal^ Ahmad Shalforoshzadeh† Royal LePage Toronto, ON Royal LePage Heritage ∆ Vallée de l’Outaouais ∆ Westmount, QC Gatineau, QC

Jonathan Stewart Royal LePage Northern Advantage Stewart Team Sault Ste. Marie, ON

Monica Stohr Royal LePage Your Community Realty ‡ Aurora, ON

Tom Storey Royal LePage Signature Realty Toronto, ON HALL of FAME

Kathleen Sturba Royal LePage Binder Real Estate ‡ Windsor, ON

Eugenio Sturino Royal LePage Your Community Realty ‡ Vaughan, ON

Leigh Sugar° Royal LePage RCR Realty ‡ Newmarket, ON

Karen Syroid Royal LePage Gardiner Realty Fredericton, NB

Omid Talebi Royal LePage Prince Edward Realty Charlottetown, PEI

Kristina Tardif Royal LePage Locations North‡ Wasaga Beach, ON

Ryan Taylor Royal LePage Estate Realty Toronto, ON

Susan Taylor† Mississauga, ON

Sam Tomarchio† Oakville, ON

Rina Trepanier Royal LePage NRC Realty ‡ Fonthill, ON

Roxanna Trottier Royal LePage Atlantic Moncton, NB

Raymond Tsim◊*~ Royal LePage Champlain ∆ Brossard, QC

LIFETIME

HALL of FAME

Leslie Battle*† Toronto, ON

Joseph Brazeau* Royal LePage Meadowtowne Realty ‡ Milton, ON

Mary T. Cardamone*† Oakville, ON

Maureen Chan* Royal LePage Westside Vancouver, BC

Norm Cholak ◊*• Royal LePage Noralta Real Estate Edmonton, AB

HALL of FAME

Michael Turner° Royal LePage Turner Realty Gander, NL

Joe Ungaro° Royal LePage Kelowna Kelowna, BC

Ryan Urban Royal LePage Burloak Real Estate Services‡ Burlington, ON

Francis Vallée^ Royal LePage Vallée de l’Outaouais ∆ Gatineau, QC

Jacinthe Dubé ◊*∞ Royal LePage Jacinthe Dubé ∆ Sherbrooke, QC

Anthony vanLieshout° Adam Virgilio Royal LePage Royal LePage Alliance Lakes of Haliburton‡ Winnipeg, MB Haliburton, ON

Emil Vojkollari° Royal LePage Signature Realty ‡ Toronto, ON

John Gerber ◊*° Royal LePage Signature Realty ‡ Toronto, ON

Jean Dunn* Royal LePage Coast Capital Realty Sidney, BC

Anthony Fata*° Royal LePage Your Community Realty ‡ Richmond Hill, ON

Morley Forsyth*°† Toronto, ON

Evelyn Froese* Royal LePage Westside Vancouver, BC

Edward Wang Royal LePage Connect Realty ‡ Toronto, ON

François Wang^ Royal LePage du Quartier ∆ Saint-Laurent, QC

Yucong Wang^ Royal LePage du Quartier ∆ St-Laurent, QC

Don McKay ◊*° Royal LePage Prestige Realty Sherwood Park, AB

Jeff Greenberg* Royal LePage Team Realty ‡ Ottawa, ON

Margorie Grime*° Royal LePage RCR Realty ‡ Orangeville, ON

Paula Mitchell* Royal LePage Meadowtowne Realty ‡ Georgetown, ON

Mary Montgomery* Royal LePage Realty Plus‡ Mississauga, ON

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Brandon Wasser Royal LePage Your Community Realty ‡ Richmond Hill, ON

Les Wellman Royal LePage West Real Estate Services Surrey, BC

Jason Wheeldon§ Royal LePage East Kootenay Realty Cranbrook, BC

Penny Wilton° Royal LePage Peifer Realty ‡ Chatham, ON

Barbara Polson ◊*† Toronto, ON

Jeremy Zdrill Royal LePage Prime Real Estate Winnipeg, MB

Shawn Zigelstein Royal LePage Your Community Realty ‡ Richmond Hill, ON

Kate Vanderburgh◊*† Oakville, ON

Todd Guergis* Royal LePage First Contact Realty ‡ Barrie, ON

Robert Johnston* Royal LePage First Contact Realty ‡ Barrie, ON

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Patrick Morris ◊*° Royal LePage Performance Realty ‡ Ottawa, ON HALL of FAME

Cathy Rocca* Royal LePage Burloak R.E. Services‡ Burlington, ON

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Serge Gabriel ◊*^ Royal LePage Heritage ∆ Westmount, QC

Ben Gauer*° Royal LePage Ben Gauer & Associates Surrey, BC

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Kip Walker Royal LePage Atlantic Halifax, NS

Paul Delaney*° Royal LePage Your Community Realty ‡ Toronto, ON

HALL of FAME

Eric Van Hofwegen° Royal LePage Performance Realty ‡ Ottawa, ON

Yves de Niverville* Royal LePage Performance Realty ‡ Ottawa, ON

Karen P. Scott* Royal LePage Team Realty ‡ Ottawa, ON

Christine Simpson ◊*† Toronto, ON

Andrea Morrison ◊*† Toronto, ON

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Fernande Sirois ◊*^ Royal LePage Vallée de l’Outaouais ∆ Gatineau, QC

Doreen Kirkwood ◊*∞ Philip LeMay*∞ Royal LePage Royal LePage Champlain D.K. Inc.∆ Vallée de l’Outaouais ∆ Brossard, QC Gatineau, QC HALL of FAME

Tod Niblock* Royal LePage Top Producers Real Estate Winnipeg, MB HALL of FAME

Joan M. Smith ◊*° Royal LePage Team Realty ‡ Kanata, ON

Yoki Nichol◊*• Royal LePage Solutions Calgary, AB HALL of FAME

Lauretta Stewart ◊*°† Toronto, ON

HALL of FAME

Frances Wedlake*† Oakville, ON

James Wright ◊* Royal LePage Team Realty ‡ Manotick, ON

A unit: end in a real estate transaction where a buyer or seller is represented. GCI: gross commission income. † Royal LePage Real Estate Services Ltd., Brokerage. ‡ Denotes firms are Real Estate Brokerages. ∆ Denotes Real Estate Agency. * Denotes Lifetime National Chairman’s Club Members. ◊ Denotes Hall of Fame National Chairman’s Club Members. ° Denotes Broker/Associate Broker, all other members are considered licensed Sales Representatives and/or REALTORS®. § Denotes Personal Real Estate Corporation (PREC). ∞ Denotes Certified Real Estate Broker. ^ Denotes Real Estate Broker. ~ Denotes Real estate broker Certified AEO. • Denotes Associate. Designate: A sales professional who has joined Royal LePage after February 1 of the previous year. Royal LePage is a registered trade-mark used under license. This is not intended as an offer to sell or a solicitation of an offer to buy, including a solicitation of any sales representatives or broker that is currently under contract. All offices are independently owned and operated, except those marked as “Royal LePage Real Estate Services Ltd., Brokerage”, “Royal LePage West Real Estate Services” and “Royal LePage Sussex.” Any copying, reproduction, distribution or other use of these materials is prohibited. ©2020 Bridgemarq Real Estate Services Manager Limited. All rights reserved.

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REM FEBRUARY 2020 25

Heaven down a road less travelled Vivo Resorts, a gated community of luxury condominiums and private villas on Mexico’s Pacific coast, offers “tremendous value in an emerging location,” says developer Cary Mullen. Story and photo by Susan Doran

inter is optional, or at least so says Calgary-based developer Cary Mullen. As founder of Vivo Resorts, a gated community of luxury condominiums and private villas on Mexico’s balmy Pacific coast near Puerto Escondido, the former Olympic ski racer has personally given winter the cold shoulder. This writer can get on side with that, having recently spent time as Vivo Resorts’ guest, representing REM on a media jaunt. I learned plenty there which will inform this article, although perhaps a little less than I would have, had I gone easier on the margaritas at the swim-up bar. But back to Mullen. After retiring from the eternal winter of competitive skiing, it’s little wonder that once he hit his stride as a developer/investor, he decided to “bet on beachfront property.” Barring a zombie apocalypse, there will always be demand for beachfront recreational property. And Mexico, despite safety concerns in some regions, remains near the top of the list of retirement and tourism destinations. (Oaxaca, the state within which Vivo Resorts is located, is considered safe.) Still, Mullen must have had a few sleepless nights over the years. He says at the start, trying to sell the dream, “We were sitting there on the beach with just sticks in the sand, bringing people through.” Laughing, he remembers having clients climb into the scoop of a front-end loader so they could be lifted up to admire the view. Don’t try this at home, kids. Says Derek Jackson, one of the early buyers: “Everybody told me I was an idiot to buy here.” A British Columbia resident, he’d been looking for somewhere to retire and had already checked out Puerto Vallarta and Cancun when a friend suggested Vivo Resorts. He bought a two-bedroom condo and is aware that it’s gaining in value and that he got a deal he’d have been unlikely to find in the larger, more touristy resort towns he’d previously scouted.

Canadian baby boomers make up the bulk of Vivo Resorts’ buyers, along with affluent clients in the market for second or third properties, says Mullen. Most don’t stay year-round. When absent, they take advantage of the resort’s vacation rental management program to make some investment income. Mullen’s goal was to create a development where his parents could enjoy their golden years but that would also be fun for him and his young family. Having a reputation as a developer with a knack for spotting emerging markets, he spent a couple of years scouting potential beachfront locations, with the help of Realtors from various different countries. “Investment timing is what I was looking for,” he says. “I wanted to find tremendous value in an emerging location.” That meant a destination where luxury beachfront condominiums and private homes could be priced significantly below those in more developed areas, creating affordability both for vacationers and those wanting to invest, along with growth opportunities. Vivo condo owner Bruce Lunder from California says that Mullen has delivered. Lunder says that he and his wife “circumvented all of Mexico” before finding the resort. “Prices here are much less than in the big ex-pat cities, which are all so developed and expensive,” he says. Prices at Vivo Resorts – currently starting at around C$350,000 for fully furnished condos (more for villas) and ranging upwards of $900,000 – are expected to continue to go up as the area attracts rising international attention and takes off, which Mullen and others believe it is poised to do. “It’s the perfect storm, all getting ready to happen,” I overheard the resort’s account executive tell a group of potential buyers. Mullen says that “billions of dollars” have been earmarked for ongoing major improvements to highways and other infrastructure, and flight volumes have gone way up since building at Vivo began a

Located on 75 acres along a seemingly limitless stretch of unspoiled beach, Vivo Resorts has an ambitious master plan.

decade ago. It can still be a schlep to get there, particularly in the off season (June through October) when charters tend to be unavailable. Mullen says that limited direct flight access is one reason purchase prices at the resort are currently lower than in more heavily trafficked destinations. Mullen’s long list of location criteria included natural beauty, perfect weather (“You are assured as a snowbird of great weather here”), and authentic culture and cuisine. I noticed that the authenticity line gets drawn at Montezuma’s revenge however; the resort has its own water aquifer and purification system. The ocean is warm. Mole sauce – intense, earthy – is a local specialty. Roadside stands sell oranges and mangoes. In the market, amid fruit and flowers as bright as tropical birds, you’ll see barefoot children in skeleton costumes if you happen to be there around the Day of the Dead.

“It’s heaven,” Mullen says, “unless you have to have golf, or Oscar de la Renta and Big Macs. Chains and things aren’t here yet…We cater to people who are successful but not pretentious, willing to take the road less travelled.” The community atmosphere of the resort is a plus, particularly now that the long-awaited multi-million-dollar clubhouse is open to provide a social hub, with its upscale open-air restaurant and bar, spa, fitness facilities, event space and tennis and pickle ball courts. Located on 75 acres along a seemingly limitless stretch of unspoiled beach, Vivo Resorts’ master plan is ambitious, with the final build-out expected to be 114 private homes and over 400 condominiums. There’s still quite a ways to go (despite there apparently now being plans in the works for a new development up the beach). Reduced rate “discovery tours” are offered to potential buyers. The resort operates on a non-

leveraged, cash-only business model, with funding secured by buyer deposits and project construction held off until pre-target sales of around 75 per cent are reached. It can be a slow process and it means buyers may have to wait awhile for their units to be built. But it’s safer than other models, says Mullen. Where appropriate the resort will pay commission to outside Realtors, but so far 99 per cent of buyers use the resort’s own sales team. Mullen sees this as a missed opportunity for Realtors to help clients address investment and recreational property options. “We have a Realtor program,” he says. “If Realtors have an interested client, they can register the customer with us, and then have our associate handle things or do it themselves.” But let clients in on this important piece of information, passed along to me by the resort regulars I interviewed …the beer is really cheap at happy hour. REM

26 REM FEBRUARY 2020

Property disclosure statements and your duties By Shaneka Shaw Taylor

hen acting for both a seller and a buyer, what duties does a real estate agent owe to his or her clients if a property disclosure statement, known as a Seller Property Information Sheet (SPIS) in Ontario, is signed? This was the central issue that the Court of Appeal addressed in Krawchuk v. Scherbak in 2011. A SPIS is a standard document that can be filled out by a seller and used by the seller’s real estate agent in the course of selling real property. This form contains information concerning any defects, renovations and other important information of the property that is within the seller’s knowledge. While this form is optional, the seller might need to fill it out when the demand for the property is low and/or a buyer requests it. In this case, the sellers, Timothy and Cherese Scherbak, completed a SPIS with the help of their real estate agent, Wendy Weddell. The SPIS indicated that the Scherbaks

had a structural problem of settlement in the past but that they did not have any further settlement in 17 years. A buyer, Zoriana Krawchuk, attended the Scherbaks’ open house, where she asked Weddell to represent her in acquiring the property. Following the open house, Krawchuk asked Weddell about a number of visible defects, including the sloped floors that indicated settlement. Weddell reiterated what had already been indicated on the SPIS. Relying on Weddell and the SPIS, Krawchuk made a “no conditions” offer that the Scherbaks accepted. Later on, Krawchuk discovered that the house was settling. Both Krawchuk and the Scherbaks sued Weddell. The trial judge dismissed the claims against Weddell. Krawchuk appealed. The Court of Appeal found that Weddell was negligent in her representations of both Krawchuk and the Scherbaks. The Court of Appeal held that to avoid liability in negligence, a real estate agent must exercise the standard of care that would be expected of a reasonable and prudent agent in the same circumstances. What is reasonable and prudent will be determined by

looking at industry practice, customs and statutory or regulatory standards. Where a debate arises as to how a reasonable agent should have conducted himself or herself, litigants should present expert evidence to assist the court to resolve the debate. Despite not having expert evidence, the Court of Appeal found that Weddell had breached the standard of care owed to Krawchuk and thus was negligent in representing her. Weddell was required to verify the accuracy of the Scherbaks’ representations because: 1. Weddell knew that the house was underpriced because it had a history of settlement problems; 2. Weddell’s visual inspection of the property disclosed settlement problems, the manifestation of which was sufficiently significant that it prompted her to further question the Scherbaks. The Scherbaks reiterated what was already indicated on the SPIS. Weddell made no further inquiry at all of the Scherbaks as to what precisely they knew about the settlement problem, including how they believed them to have been fixed; 3. Weddell testified that while she did not notice any signs of any

recent settlement, such as fresh paint, she was not a home inspector and thus had no expertise to address the evidence of settlement; and 4. Additionally, Krawchuk specifically asked Weddell for reassurances with respect to the issue of settlement. The Court of Appeal found that Weddell had good reasons to look behind the Scherbaks’ representations. Alternatively, Weddell should have recommended, in the strongest terms, that Krawchuk get an independent inspection either before submitting an offer or by making the offer conditional on a satisfactory inspection. Since Weddell failed to take either of the two steps, which a prudent agent should have taken in this case, she was found to be negligent in her representation of Krawchuk. The Court of Appeal also found that Weddell had breached the standard of care owed to the Scherbaks and thus was negligent in representing them. Since Weddell played a role in the completion of the SPIS, she must have exercised reasonable care and skill in ensuring its accuracy. The Scherbaks specifically sought Weddell’s advice about answering the question on the SPIS concerning the settlement. At the

Illegal income apartments By Bob Aaron ow does an interested buyer know if a home’s basement apartment is legal? And what information about basement apartments must real estate agents provide to buyers? Mohamed came to my office last month with an agreement to purchase a two-unit house in Kitchener, Ont. The agents involved told him the basement apartment alone could rent for

$1,200 a month. Although the purchase agreement contained no reference to the legality of the basement apartment, the MLS listing described it as an “in-law suite” and an “accessory apartment” – industry code words for illegal unit. After signing the agreement, Mohamed approached the City of Kitchener and was told the home’s basement apartment did not have the necessary approvals and was illegal. He wanted out of the deal. I told him about three cases before discipline panels of the Real Estate Council of Ontario (RECO), the industry regulator. In 2010, a real estate agent was charged by RECO with breaches of its code of ethics. The agent described a property in a listing as,

“magnificent house … with two apartments in the basement ($1,150 income) … Seller and Agent do not warrant the retrofit status of basement apartment.” The agent told the buyer it would be an excellent investment property but took no steps to ensure the buyer was informed of its legality and suitability for investment purposes. After the deal closed, the municipality issued an order against the property because the basement apartment was in violation of the Building Code Act. The tenants stopped paying rent and the owner eventually filed for bankruptcy. A RECO tribunal levelled a $7,500 fine and ordered the agent to take an ethics course. In 2014, RECO charged anoth-

er agent with a code of ethics breach. He had described a house by saying: “Income Potential 3 + 1 bdrm bungalow w/separate entrance/in-law suite.” The listing included a disclaimer that the broker and sellers did not warrant the legal retrofit status of the “in-law suite.” Permits and inspections to ensure bylaw compliance had not been completed on the basement apartment. The RECO discipline panel found the agent had acted unprofessionally and had failed to take steps to verify the legal status of the basement suite. The agent was fined $5,000 and ordered to take an ethics course. In another 2014 decision, an agent’s listing read, “Fabulous home used as 2 family.” The house was

very least, Weddell had an obligation to question the Scherbaks further about their experience with the settlement issues (i.e. whether they had performed any work on the house that shed light on the state of the foundation of the house) and then appropriately counsel them regarding the consequences of the representations they made in the SPIS. The failure to take these steps amounted to a breach of the standard of care that Weddell owed to the Scherbaks and the finding of the agent’s negligence in the representation of the Scherbaks. In summary, as an agent, it is very important that you do not simply rely on the information contained in the SPIS or what your client has advised you. While an agent won’t be held to the same standard as an inspector, there will be an expectation that he or she conduct some level of independent investigation to confirm the accuracy of information provided or information that has been withheld. Shaneka Shaw Taylor is a partner at Boghosian + Allen LLP where she practices municipal, commercial and real property litigation. She is also a licensed real estate salesperson with Forest Hill Real Estate. She has authored several articles and speaks regularly on topical municipal ligation and civil litigation matters. She recently authored The Annotated Real Estate and Business Brokers Act, 2002 and Regulations (LexisNexis Canada). Phone 416-367-5558 ext. 214; email staylor@boglaw.ca REM stated to have “income rental.” At the discipline hearing, the agent agreed that she failed to promote and protect the best interests of her client, and that the apartment was, in fact, “an illegal use of the property.” She was fined $10,000 for failing to determine and disclose material facts about the house and for not making her best effort to prevent an error regarding zoning. Back to the Kitchener deal. On my client’s behalf, I approached the seller’s lawyer and requested that all parties sign a mutual release. The deal was eventually terminated. The lesson: if the offer doesn’t say the basement apartment is legal, it probably isn’t. Bob Aaron is a Toronto real estate lawyer and a contributing columnist for the Toronto Star. He can be reached at bob@aaron.ca or on Twitter: @bobaaron2 REM

THREE DAYS, 50+ SPEAKERS

28 REM FEBRUARY 2020

When deals can’t close on time By Mark Weisleder n Ontario, real estate deals are supposed to close by 5 p.m., since that is when the government registration system shuts down. By 5 p.m., the buyer lawyer is supposed to have sent the required paperwork and money to the seller lawyer trust account and the seller lawyer must send the required paperwork to the buyer lawyer, including the keys. What happens if someone is late? The Ontario Real Estate Association Agreement says the deal can close until 6 p.m. Even though the government registration system closes at 5 p.m., the contract that most buyers and sellers sign in Ontario

gives everyone until 6 p.m. to close. What this means is that as long as the buyer and seller lawyers have sent the items noted above, especially the closing funds and keys, before 6 p.m., then the deal can close in escrow, according to the document registration agreement signed by the buyer and seller lawyer as detailed in the OREA purchase agreement. What does closing in escrow mean? This means that while the closing documents will be registered the next business day, the buyer can immediately be given the keys and the closing funds will be released to the seller, all according to the Document Registration agreement. What happens if the property is damaged or a lien registered before the title is changed the next day? The buyer’s insurance will have to pay for any damage and title insurance will protect any buyer from any “sur-

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prise” liens that may be registered prior to actual registration. This is one of the reasons lawyers always recommend title insurance. What happens if the money is not delivered before 6 p.m.? This happens more than you think, especially when documents are sent by courier and run into traffic or weather issues. If the buyer lawyer does not make sure that the seller lawyer has the closing funds before 6 p.m. on the closing day, the seller may be able to cancel the deal. This can be very painful, especially when the seller lawyer needs these funds to close another deal for the seller who is buying that same day. This is even worse if this happens on a Friday of a long week-

end, as the buyer will have to stay at a hotel at their expense over the weekend and their belongings may need to be put into storage. In addition, the seller may demand extra compensation before they will even agree to extend. Lesson: More and more law firms are recognizing that it makes much more sense to just electronically transfer funds from buyer to seller lawyer trust accounts, usually using a wire transfer, to avoid these problems from arising in the first place. The money transfer occurs immediately and the deals can close much more quickly and efficiently, especially when someone is buying and selling on the same day. This also permits a firm to

close deals on time even if the buyer lender is late in transferring funds to the lawyer trust account. To make this easier, always insert in your agreements that the balance due on closing is to be paid only by wire transfer, using the Large Value Transfer System. As for the keys, at our firm we have our sellers leave the keys in our own company lockbox so that the code can immediately be given to the buyer lawyer at closing, to avoid any issues with the courier. Mark Weisleder is a senior partner, author and speaker at the law firm Real Estate Lawyers.ca LLP. Contact him at mark@realestatelawyers.ca or toll free at 1-888-876-5529 REM

An estate sale can take time S

elling a family home after a parent dies can be an emotional and stressful time. Some heirs may be in a hurry to dispose of the property and move on. However, selling a property owned by an estate isn’t a quick or easy process, says lawyer Barry Fish of Fish and Associates in Thornhill, Ont., who has been practicing real estate and estate law since 1973. “You’re not going to list the home the next day,” he says. Fish provides the following general advice based on Ontario estate and real estate law. It’s important to note that laws vary in different parts of the country, so ensure your client hires a lawyer who has experience in your province. Estate law is intricate, so you need to find an experienced lawyer to help you manoeuvre through the system, Fish says. Assuming there’s a will, as soon as the death certificate is issued, he says, the power goes

to the executor. The first thing the executor must do is determine what the assets are – the value of the property and “other stuff” such as bank accounts and investments. This is when the executor will contact a real estate agent for an appraisal. Fish says as their agent, it’s important that you have experience in handling estate sales, or at the very least, that someone in your office has the necessary experience. The executor will provide the appraisal and other financial information to the lawyer, who will prepare the application for probate. The time between filing for probate to the granting of probate can vary greatly, from a few weeks to six months or more, depending on the backlog. Some jurisdictions are quicker than others. (It depends on the jurisdiction where the deceased lived, not the location of the property.) An experienced lawyer will

save time, because, Fish says, the courts are picky and probate forms that are filled out incorrectly will be returned, which causes further delays. While waiting for the granting of probate, the executor must tend to the property, ensuring the insurance is in good standing and bills are paid, Fish says. An oversight in paying utility bills, for example, could result in burst pipes and water damage if the heat is turned off in winter. While waiting for the application for probate to be granted, the time should be spent wisely. This is the perfect time to speak to your client and come up with a plan to determine the best time to list the property for sale. Often it is 90 or 120 days before probate is expected. Fish says properties can be listed any time during probate, but the listing agent should be aware of the delay due to probate. – Connie Adair REM

2020 ELECTION Are you a real estate professional dedicated to enhancing consumer protection? RUN FOR RECOâ&#x20AC;&#x2122;S BOARD OF DIRECTORS Submit your nomination! Opens: January 20 at 9 a.m. Closes: February 3 at 2 p.m. www.reco.on.ca/election

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30 REM FEBRUARY 2020

Alternative sectors attract investment

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By Don Procter

nvestment is growing in alternative real estate sectors as the industry looks to diversify portfolios to increase revenues. Long-term care facilities, students housing, self storage and data centres are among the new assets worth a look. But understanding alternative assets â&#x20AC;&#x201C; what might work for your company â&#x20AC;&#x201C; doesnâ&#x20AC;&#x2122;t happen overnight. â&#x20AC;&#x153;Itâ&#x20AC;&#x2122;s a journey of discovery,â&#x20AC;? said David Cervantes, senior vicepresident of CBRE Limited. Cervantes moderated a panel session on the subject recently at the Canadian Real Estate Forum held at the Metro Toronto Convention Centre. Among the challenges are site selection criteria and the gap or link between operators and the real estate companies that can help drive yields. The panel discussed how an operating company fits into their businesses â&#x20AC;&#x201C; either through a third-party operator or directly into their company. Investment in long-term care for the elderly shows promise as the age group that typically enters retirement facilities (86+) is projected to grow by about four per cent annually over the next 20 years, Lois Cormack, president and CEO, Sienna Seniors Living, told delegates at the forum. She said supply is limited, with almost no new facilities built in the past 15 years in Canada. â&#x20AC;&#x153;Right now there are 30,000 seniors in Ontario waiting for a long-term care bed.â&#x20AC;? Sienna owns and operates 70 seniorsâ&#x20AC;&#x2122; residences in Canada. It has a staff of about 12,000 providing care and services to more than 11,000 seniors. Cormack said as an asset, seniorsâ&#x20AC;&#x2122; residences are attractive because of the â&#x20AC;&#x153;high barriers to entry and it is highly regulated. You have to have a very strong operating platformâ&#x20AC;ŚSomeone new canâ&#x20AC;&#x2122;t just come into the businessâ&#x20AC;Śâ&#x20AC;? She told delegates there is a high demand for senior living in many Canadian cities with populations of more than 25,000.

Fengate Asset Management has a mix of real estate assets â&#x20AC;&#x201C; commercial to multi-family â&#x20AC;&#x201C; but it also has platforms in seniors and student housing. Its seniorsâ&#x20AC;&#x2122; portfolio is operated out of its private equity firm because it is its own operating business. â&#x20AC;&#x153;The real estate is just the infrastructure in which it works,â&#x20AC;? Jaime McKenna, managing director, group head, real estate, Fengate, told the packed seminar. McKenna said that Fengate currently has one on-campus student residence and is building two off-campus properties. She said because Fengate brings on one asset at a time, â&#x20AC;&#x153;we wanted to be successful in the real estate before we addressed the operating company as a potential internal structure.â&#x20AC;? The company started by interviewing a property manager with experience in student housing, which allowed Fengate to focus on â&#x20AC;&#x153;buying good sites, building good buildingsâ&#x20AC;Śand understanding and studying the business.â&#x20AC;? When considering properties for data centres, a companyâ&#x20AC;&#x2122;s top priorities include the abundance and cost of power in that jurisdiction and the supply of fibre, J.P. MacKay, vice president, urban data centres and special operations, Allied Properties REIT, told delegates. Allied also needs to know that it can â&#x20AC;&#x153;directly connectâ&#x20AC;? the building to its existing campus, â&#x20AC;&#x153;which immediately adds valueâ&#x20AC;Śâ&#x20AC;? Allied Properties owns three network-dense data centres, including 151 Front St. in Toronto â&#x20AC;&#x201C; Canadaâ&#x20AC;&#x2122;s largest carrier hotel. â&#x20AC;&#x153;The benefit of owning it (151 Front St.) is we have unlimited (and exclusive) rights for fibre entry,â&#x20AC;? MacKay said. Siennaâ&#x20AC;&#x2122;s Cormack said feasibility studies required to select sites for seniorsâ&#x20AC;&#x2122; properties cover such issues as the availability of a pool of skilled labour, including registered nurses and personal support workers. Large land parcels are integral to the developments because homes for the aged require parking for staff and visitors.

Cormack added that seniorsâ&#x20AC;&#x2122; projects are best built new. Retrofits of old buildings â&#x20AC;&#x201C; even former seniors homes â&#x20AC;&#x201C; can be complex and difficult to pull off. At Fengate, McKenna said the operating company, not the property company, leads on site selection for senior residences because it determines the client market and staffing availability, â&#x20AC;&#x153;And then, we can assess the transit, roads and surface parking, etc.â&#x20AC;? When VersaCold â&#x20AC;&#x201C; Canadaâ&#x20AC;&#x2122;s largest supply chain company that handles temperature sensitive products such as food â&#x20AC;&#x201C; closed two of its â&#x20AC;&#x153;obsolete facilitiesâ&#x20AC;? this year and turned back the buildings to landlords KingSett Capital and Ivanhoe Cambridge, it was a winwin situation for the operating and property side companies, Paul Campbell, CEO, VersaCold, told delegates. â&#x20AC;&#x153;We were able to take the bestpaying customers out of these facilities and insert them into our other facilities,â&#x20AC;? he said. The property side (Propco) was able to sell the old buildings and integrate industrial markets. VersaCold has 1,000 employees and 27 plants across Canada. Campbell said a big issue with any property for VersaCold, which recently completed the largest freezer warehouse in Canada in Milton, Ont., is attracting labour. At the Milton site, public transit is poor and the building is near a new Amazon warehouse, a magnet for the type of employee VersaCold wants. Fengateâ&#x20AC;&#x2122;s McKenna sees another potential asset to consider investing in â&#x20AC;&#x201C; co-living residences. With affordability and density issues growing in many Canadian cities, the new market is gaining traction. â&#x20AC;&#x153;Anyone who figures out how to do co-living in such a way which appeals to adults who are out of school, I think will hit the goldmine.â&#x20AC;? McKenna spoke about co-living developments that feature suites with moveable walls. â&#x20AC;&#x153;Itâ&#x20AC;&#x2122;s really a design issue that we are trying to figure out.â&#x20AC;? REM

Mark Markham kham Age Agent ent Adopt Adopts ts Real Estate E Sys System stem that Doub B i 2019 in Doubled led His Business Our team is 10 100% 00% focused on follow following wing Craig Proctor Proctorâ&#x20AC;&#x2122;s â&#x20AC;&#x2122;s principles p and, frankly, franklyy,, our results speak forr themselves. Hi, Craig Proctor Prroctor here. Allow me to share with w you how to get crazy rich during durring a â&#x20AC;&#x153;badâ&#x20AC;? donâ&#x20AC;&#x2122;tt mean real estate market. I donâ&#x20AC;&#x2122; money.. Just just make more money m juice the income a little. liittle. I mean: SKYROCKET yourr income. I everybody mean: STUN everyb body else in Ă&#x20AC;DVKLHVW \\RXU RIÂżFH ÂąÂą DQG WKH Ă&#x20AC;DVKLHVW braggart loud-mouth braggar rt at every meeting. I mean: ACTUALLY A ACTUALL LY HAVE UP, HA AVE V PEOPLE LINED L UP P, PRE-DETERMINED D TO TO GET ONLY YOU AND ONL LY YOU to RU ÂżQG OLVW DQG VHOO VHOO WKHLU KRPH K KRPH ÂżQG RQH IRU WKHP Âą VRR \RX KDYH RQH Âą VR NO competition. I mean: RUB EVERYBODYâ&#x20AC;&#x2122;S FACE EVER RY YBODYâ&#x20AC;&#x2122;S F A ACE IN IT SUCCESS. Visible. KIND OF SUCCE ESS. V iisible. Big. Confusing to others. o â&#x20AC;&#x153;How the hell is he doingg this?â&#x20AC;? I WITH mean: â&#x20AC;&#x153;GREEN WI ITH ENVYâ&#x20AC;? MONEY Y pouring iin. I mean: MAKING SO MUC MUCH FAST CH SO F A AST away, that all your debt is wiped away y, your credit cards ar are clear,, the re clear telling new car you kept tel ling yourself driveway, â&#x20AC;&#x153;noâ&#x20AC;? to is in your dr riveway y, and WKHUHÂśV D PRQH\ Ă&#x20AC;RZ OHIW RYHU WR WKHUHÂś V D PRQH\ Ă&#x20AC;RZ Z OHIW RYHU WR get wisely invest and ge et rich with. with I Evil mean: joining the Ev vil 1%. (With (W Wiith 1HHGLQJ D ÂżQDQQFLDO DGYLVRU PH 1HHGLQJ D ÂżQDQFLDO DGYLVRU PH

banker,, a wealth a private banker manager.. mean: manager I mea an: actually people living like the peop ple who buy million dollar luxuryy homes from working you. All while wo orking LESS LESS HOURS with LES SS STRESS, doing fewer things, and getting Getting greater results. Get tting Crazywithout Rich in real estate wi ithout having a disappointed and disapproving d family.. spouse and family What you needd is a system that works. Not a bunch of ideas. Not walking on hot coals or a bunch of motivational psycho-babble. I have an absolutely absolutely proven â&#x20AC;&#x153;ideas.â&#x20AC;?â&#x20AC;? Not new system. Not â&#x20AC;&#x153;ideas. fads A real system. fads. system That works regardless of markett conditions. time. Anywhere. Any tim me. All the year.. Next time. Now. Now. This year year.. Itâ&#x20AC;&#x2122; Itâ&#x20AC;&#x2122;ss worthy of your time to year investigate becausee after you motion, work setting it in mo tion, it keeps working for you, permanently ppermanently..

You Yoou can just about â&#x20AC;&#x153;set it and forget forget itâ&#x20AC;?. Listen, most real estate m â&#x20AC;&#x153;trainersâ&#x20AC;? andd â&#x20AC;&#x153;coachesâ&#x20AC;? are just rearrangin rearranging ng the deck chairs on the Titanic. different Titanic.. It looks dif ffferent and shiny â&#x20AC;&#x2DC;n new new.. Itâ&#x20AC;&#x2122; Itâ&#x20AC;&#x2122;ss still the Titanic. still Titanic. Itâ&#x20AC;&#x2122;s Itâ&#x20AC;&#x2122;s sti ill headed straight for the giant ice iceberg. eberg. Most of them have adopted the thhe word â&#x20AC;&#x153;systemâ&#x20AC;?, but what they of ooffer ffer f is hype. Frankly, Franklyy, Iâ&#x20AC;&#x2122;m not the most exciting guy. guyy. I approached my real estate career caareer more like a â&#x20AC;&#x153;systems eng engineerâ&#x20AC;? gineerâ&#x20AC;? than an excited, excitable exciitable salesman. Maybe my consistency and

constancy y is boring to some, but the most most successful agents in many franchises, fraanchises, over 300 agents ZLWK ÂżJXUH LQFRPHV DQG ÂżJXUH LQFRPHV thousands thousand ds of agents transformed from years years of struggle s t r uggle to success successâ&#x20AC;Ś all of them m are using my system. Get this: crazy-rich level success in this business is NOT ab about bout anything â&#x20AC;&#x153;NEWâ&#x20AC;? at all. Sorry. Itâ&#x20AC;&#x2122;ss about putting Sorry. Itâ&#x20AC;&#x2122; the right proven p pieces, strategies, methods and tools together in just the t right way so that you wind wiind up with â&#x20AC;&#x2DC;The SYSTEM M That NEVER Fails.â&#x20AC;&#x2122; Crazy-Rich Crazzy-Rich is hardly ever

about Itâ&#x20AC;&#x2122;ss about abo out invention. Itâ&#x20AC;&#x2122; implementation. imp plementation. Contrary to widely wid dely held belief, Henry Ford did not invent the horseless carriage carrriage or gasoline engine. He developed dev veloped a functioning assembly linee to make the damn things, andd a dealer-franchise dealer-franchise system to get Two g them sold. T w wo systems. y Implementation, Imp plementation, not invention. Steve didnâ&#x20AC;&#x2122;tt invent Stev ve Jobs didnâ&#x20AC;&#x2122; computers, com mputers, PCâ&#x20AC;&#x2122;s PCâ&#x20AC;&#x2122;s or phones. Credit his unique approach to retail DQG WR ÂłSURGXFW ODXQFKHVÂ´ Âą WZR DQG G WR ÂłSURGXFW ODXQFKHVÂ´ Âą WZR systems. systtems. Fred deLuca at Subway did not invent cold cuts, the sub VDQGZLFK RU IUDQFKLVLQJ Âą EXW KH VDQGZLFK RU IUDQFKLVLQJ Âą EXW KH

Read More Morre About Successful Agents Agen nts Like Tim Tim at www.LessEffortMoreMoney.com www.LessE EffortMoreMoney.com with Craigâ&#x20AC;&#x2122; Craigâ&#x20AC;&#x2122;ss system almost C immediately immeddiately and was overwhelmed overwhelmed to the point of having having to get some help. â&#x20AC;&#x153;Our â&#x20AC;&#x153;Ouur team is 100% focused focuseed on following

to hit and surpass $500k. â&#x20AC;&#x153;I also play competitive golflf and took the entire go 3rdd quarter off offf real estate work this year. wo ork year. â&#x20AC;&#x153;As a side note, if you

â&#x20AC;&#x153;II took the entir entiree 3rd quarter q of last y year off to play golf an and nd still made overr $500k in GCI!â&#x20AC;? G

Tim T iim m Keung (Markham, (Markkham, ON) â&#x20AC;&#x153;Believe it or not, my career pathh saw me as a psychologist, psychologisst, but I made a change g andd decided to ggo into Real Estate. Thatâ&#x20AC;&#x2122;ss only Esstate. Thatâ&#x20AC;&#x2122; 4 short year years rs ago. I got busy

Craigâ&#x20AC;&#x2122;s Craigâ&#x20AC;&#x2122;s principles and, frankly, franklyy, our results speak for the themselves. emselves. In 2018, my CG CGI GI was $200K. Three quarters quarteers of the way through 2019 my m total CGI is over $400k, $400kk, and weâ&#x20AC;&#x2122;re on track

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look loo ok at all the sales in both bo th Copperhills and Stonehaven Sto onehaven Estates in Newmarket, Ne ewmarket, youâ&#x20AC;&#x2122;ll see that 30% of the market I carry c share sha are there. I couldnâ&#x20AC;&#x2122;t have done do ne this without Craig.â&#x20AC;?

In this Free Bookk youâ&#x20AC;&#x2122;ll learn Millionaire Agent Strategies to grow your y Real Estate business from Zero to 7- Figures F ... while working LESS! E Secret Digest This Real Estate Expert reveals proven strategies to break through the ceiling on production whilee working less hours. Get backstage access to the success s strategies behind the most successful agents agentts in North America.

second-tobrought a system to it second-t toâ&#x20AC;&#x153;ITâ&#x20AC;&#x2122;S none, and got crazy-rich. â&#x20AC;&#x153;IT â&#x20AC;&#x2122;S rallying THE SYSTEMâ&#x20AC;? is my rallyin ng cry.. I did NOT invent anything in cry from my System. Much of it came fro om outside of real estate and was w revolutionary in real estate, but b already each piece I put together alread dy elsewhere. lived successfullyy elsewher re. mindsets Here are the three mindse ets you MUST have: You 1) Y ou o have to b be Most agents businesslike. agen nts think and act like worker bees, beees, EX]]LQJ DERXW DERXW Ă&#x20AC;RZHU WR Ă&#x20AC;RZHU Ă&#x20AC;RZHHU idea to idea, fad to fad, made-inmade-iinminutes guru to guru. They never nev ver create businesses. Just jobs. You Yoou have to think like a guy who wh ho owns 50 Subway shops the S b h or th h he whole company, company y, not the guy who wh ho owns one, or the guy behind the th he counter making the sandwiches. sandwichees. 2) You You o have to intend to get and stay RICH in this bus busisiness. This is for the agent with wiith PLG ÂżJXUHV WR ÂżJXUHV RQ KLV PLG ÂżJXUHV WR ÂżJXUHV RQ KLV K determined or her mind AND determine ed to earn it without selling soul to tactics soul-numbing soul numbing old old-school school tacti ics FSBOs like cold-calling, chasing FSBO Os You worn etc. Y ou o have to be fed up, wo orn way out and frustrated with the wa ay work most good-income agents wo ork away and everything they trade awa ay absolutely for their income and absolute ely life. committed to a better way of lif fe. You 3) Y ou o have to be able to self-discipline, focus and employ self-disciplin ne, plan to stick with a winning pla an ADHERonce you get one. ADHER RTO makes ENCE T O SYSTEM mak kes you crazy-rich. Flitting abo about out has you starting over over,, ov over ver and over and over agai again. g in.

32 REM FEBRUARY 2020

What defines professionalism? By Joe Richer

W Welcome back, Luisa Nestman RE/MAX Nyda Realty Inc., Chilliwack, BC

Why RE/MAX? “When I started in real estate four years ago I knew that I wanted to work for the best company and that is why I only interviewed with RE/MAX when I became licensed. I left RE/MAX brieﬂy…in March of 2019 and I came back to RE/MAX in June 2019. It didn’t take me long to realize that a virtual world was not how I wanted to conduct my business. When you tell someone that you work for RE/MAX they know what it is that you do and there’s instant credibility being a RE/MAX agent. I do know that people take you more seriously and even other agents in other companies take you seriously when working on deals together. It feels good to be a RE/MAXER again!”

joinremax.ca

Welcome, Shelley Patterson RE/MAX One Group, Winnipeg, MB

Why RE/MAX? “I’m excited to jump into 2020 with the fantastic new group at RE/MAX One. Cannot wait to start making new memories.”

joinremax.ca

hen buying or selling a home, we know that working with a regulated real estate professional is in the consumer’s best interest. That message has always been central to the Real Estate Council of Ontario (RECO) consumer outreach efforts. From the consumer’s perspective, your professionalism, knowledge and skills are what makes you an asset for real estate guidance and advice and reflects on the profession. With that in mind, it’s important to reflect upon what defines professionalism in the industry. There’s no denying that the well-defined rules within the profession are crucial, but the unwritten expectations are equally important. As experts in your field, you must respect your industry colleagues, despite competing with them, while putting the best interest of your clients first. A great way to go “above and beyond” what’s required is by engaging in continual learning to supplement mandatory continuing education. This will help keep you ahead of the curve and well-prepared to provide knowledgeable and conscientious service. A few examples of learning outside of mandatory training include seminars and courses, as well as keeping up to date with industry news through websites, magazines, books and articles. Listening to industry podcasts and networking with peers are also valuable development opportunities. The true value of what you bring to the table goes well beyond what can be found in textbooks and process. Professionalism isn’t instinctive – it requires conscious effort and learning from experience, and

often mistakes. It is something that must be actively pursued and exercised until it becomes second nature. For example, professionalism requires sound judgment. Knowledge and skill might get you a long way in your business, but if you aren’t able to routinely exercise good judgment, you won’t be recognized as a professional. Your knowledge and skill reflect your education and training. Your judgment reflects your character and experience. Professional judgment is about doing things the right way, even when that means doing it the hard way. A professional recognizes that the right way exists for a reason – typically to reduce risk and better protect the client or themselves. While the perceived risk of a shortcut may appear small, a professional recognizes that they can’t control everything, and even a small lapse in judgment can create major problems, if not managed quickly and effectively. Doing things right may take longer and require more effort, but by exercising good judgment you’ll reap great rewards. Additionally, when it comes to being a professional, few things are as important as communicating clearly and honestly. Doing so shows respect for your clients, other registrants, coworkers and for yourselves. When dealing with a client, it’s crucial to ensure that you are both on the same page. For example, when signing up a client, simply discussing the services you will provide is not enough. Putting the list of services in writing confirms what is expected from both parties and provides a written record you can refer to later. Conversations are great but confirming in writing is even better. Using plain language also goes a long way. When you’re dealing with clients, you can’t assume that they understand

technical terms or industry jargon. You are the expert and should break down technical terms to ensure your client has a comprehensive understanding of the situation. You should always assume that the things you say or write will be taken at face value. Communicating clearly makes a big difference when it comes to client satisfaction. Failing to communicate properly with your client can have undesirable consequences and can certainly undermine your reputation as a professional. Additionally, a true professional takes accountability for their actions by following through on verbal and written promises. For example, before taking on something by a certain date, consider when you’ll realistically have time to complete the task. Demonstrate your integrity by providing an honest timeline, even if the deadline is a few days later. Over promising and under delivering is not a good strategy. And if the news isn’t great – like a showing that has been cancelled – it’s best to keep the lines of communication open and honest, to demonstrate that you are following through on your professional commitments and doing your best to sell the home. Communicating frequently, providing sound, accurate advice and fulfilling your promises are keys to your success in raising the bar of professionalism. By doing so, you will reinforce the integrity of the profession and ensure that consumers see the value of working with a regulated real estate professional. Joseph Richer is registrar of the Real Estate Council of Ontario. He is in charge of the administration and enforcement of all rules that govern real estate professionals in Ontario. You can find more tips at reco.on.ca, follow on Twitter @RECOhelps or on YouTube. REM

CELEBRATING 100 YEARS OF TREB

Photo credit: City of Toronto Archives, Fonds 1568, Item 311

SAVE THE DATE:

Wednesday, May 27 & Thursday, May 28, 2020 | Toronto Congress Centre Don’t miss all the great features that you’ve come to expect! • Trade Show • Health Quest • TREB Central • Professional Development

Don’t miss a rare opportunity to hear Brad speak! Topic - “The Most Dynamic Moment in the History of Real Estate is Right Now.” Featured Presentation Brad Inman Founder, Inman News

Attend and ﬁnd out why Benjamin is a Member-favourite! Spring Annual Meeting Keynote Speaker Benjamin Tal Deputy Chief Economist, CIBC

MORE KEYNOTES AND FEATURED PRESENTATIONS TO COME

34 REM FEBRUARY 2020

Good Works R

ecently 120 Royal LePage professionals journeyed to Morocco from communities across Canada to participate in the Sahara Desert Challenge for Shelter. Over five days they hiked more than 100 km across hard and rocky terrain, supporting each other along the way. They climbed sand dunes hundreds of metres high and withstood hours of walking in blistering heat. At night, the temperatures dipped to near freezing. To participate in the challenge, each trekker committed to raise at least $5,000 for the Royal LePage Shelter Foundation and cover their own travel and trekking expenses. The fundraisers blew past their fundraising goal, ultimately raising more than $1.136 million. Eighty per cent of the funds raised were directed to emergency women’s shelters and transition houses across Canada. The remaining 20 per cent will fund prevention and education programs aimed at breaking the cycle of family violence. “The trekkers put in considerable time and effort to fundraise, prepare by hiking long distances at home and then travel across the world to take part in the challenge,” says Shanan SpencerBrown, executive director of the foundation. “Across Canada, many other Royal LePagers made donations to support the cause. It was truly a team effort.” There have been three Challenge for Shelter treks in support of the foundation, in Machu Picchu, Iceland and the Sahara Desert, which have raised a total of $2.3 million. To view a collection of photos from the most recent adventure, visit rlp.ca/saharaforshelter. ■ ■ ■

It’s never easy when a family member is sick, but it’s even more difficult when they require treatment away from home during the holidays. Sutton - Premier Realty in Surrey, B.C delivered $700

worth of gifts, food, toiletries and baby clothes to Ronald McDonald House and just before Christmas, toys for children and Bluetooth wireless speakers for teenagers were distributed. “You never know how much a small item can have a huge impact,” says sales rep Jaz Virdi, who helped deliver the food and gifts. ■ ■ ■

Realtors and staff from Macdonald Realty took the plunge for a good cause with a polar bear swim during their annual holiday party. They set out with a $10,000 fundraising goal but surpassed all expectations by raising $25,000 for Canuck Place Children’s Hospice. The volunteer swimmers

included Macdonald Realty’s managing broker Bill Dick and Realtors TJ Almodovar, Simon Clayton, Jason Feinstadt, Danny Nikas, Karley Rice, Jesse Shen and Jennifer West. Staff members Aayushi Goyal, Cathy Read and Kylie Waters also took part. Debbie Butt, Canuck Place Children’s Hospice’s director of communications, marketing and events, also joined the swimmers in the winter water off Kits Beach. Macdonald’s director of agent development Mark Winter, and Eric Poon of Macdonald Commercial rounded out the group. ■ ■ ■

In sweet support of the MakeA-Wish foundation, Sutton Group Realty Services in Vancouver created a unique gingerbread house for the Hyatt Regency’s Gingerbread Lane. All proceeds of the gingerbread house display help children with critical illnesses to enjoy life-changing wishes. “I thought that creating a ‘Vancouver Special’-themed gingerbread house would best represent a Christmas in Vancouver,”

says Jon Chung, marketing director for Sutton. “This is an iconic house design that anyone living in the Lower Mainland would be familiar with.” Chung, along with his marketing team colleagues Sandra Malesevic and Brooke Matthews, turned the challenges of the new project into a fun, teambuilding event. Montecristo Magazine notes that the Vancouver Special home design was controversial in the 1980s for its bulk and uniformity. “But despite the name-calling, this two-storey stucco ‘box’ design has played a heroic role in housing our city. Easy to build and cheap to own, the utilitarian Special helped absorb the city’s population growth for decades, providing affordable housing for many.” ■ ■ ■

Century 21 President Realty in Brampton, Ont. hosted its annual Christmas Holiday Gala recently, while celebrating its 10th anniversary and honouring the successes of team members. More than 600 guests attended the event. The evening included speeches from Don Kottick, presi-

dent of Sotheby’s International and Brian Rushton, EVP of Century 21 Canada. Guests enjoyed performances by Shaan Punjab Dee, a special Bhangra performance and double flute and Dhol performance. Last year Century 21 President raised $9,400 for local charities, including $5,100 for Sick Kids Foundation and $2,100 for Easter Seals. Khalsa Aid and C-SASIL both received $1,100 in donations. The brokerage is owned by Gurcharan Garry Bhaura, broker of record and past president of the Toronto Real Estate Board. His brother Sukhwinder Bhaura is vice president. ■ ■ ■

Shannon Marin of Royal LePage Nanaimo Realty and her team joined forces with rider Warren Stratton to raise money for the 2019 Canadian Cancer Society Tour De Rock. The fullday event included activities, prizes, live music and a barbecue. The team raised just over $4,500 to donate to the cause. ■ ■ ■

Century 21 President Realty in Brampton, Ont. donated $9,400 to local charities.

Sutton Group’s Vancouver Special gingerbread house.

Trekkers celebrate reaching the Sahara Desert Challenge for Shelter finish line. Royal LePage professionals crossing the Sahara Desert, one km at a time. (Photo: Cory Permack) Danielle Margolis of Royal LePage Dynamic Real Estate in Winnipeg, was the top fundraiser in the Sahara Desert Challenge for Shelter, raising more than $38,000. (Photo: Sebastian Albrecht)

Sutton - Premier delivered gifts to Ronald McDonald House before Christmas. From left: John Lee, Manny Sraw, Becky Zhou, Nick Lal, Jas Virdi and Howard Kim.

Participants at the Macdonald Realty polar bear swim.

The Shannon Marin team raised funds for the Canadian Cancer Society. The team was also named winner of the local newspaper’s Reader’s Choice Award.

REM FEBRUARY 2020 35

Each Christmas, 4,000 children from low-income families receive gifts donated to the Surrey, B.C. Christmas Bureau, but hundreds of teenagers are left emptyhanded. When the team at Sutton - Premier Realty discovered this three years ago, they decided to “bring on the balls” – specifically balls for soccer, basketball, volleyball and other sports. This year they delivered 364 balls to the bureau. The brokerage also donated 40 wireless Bluetooth speakers and 40 jigsaw puzzles for the teenagers. Each holiday season, the team adopts several families through the bureau and fills hampers full of gifts and food for breakfast and a traditional dinner of turkey and all the fixings. ■ ■ ■

This year Coldwell Banker Peter Benninger Realty in Kitchener, Ont. collected more than 200 new toys for the Waterloo Knights of Columbus Toy Drive. This brings the total toys donated since the inaugural “Trees for Toys” event in 2006 to over 5,000.

Realtors participating in Trees for Toys purchase trees, wreaths or poinsettias for their clients and invite them to come and pick up their gifts and enjoy refreshments, pictures with Santa, face painting and pony rides. Guests are encouraged to donate toys, which are distributed to local children. Participants were also reminded of the importance of holiday fire safety by the local fire departments, which conducted a presentation on tree care including a live demonstration of how quickly a tree can ignite and burn if not watered properly.

we’re doing to build on top of that,” sales rep Chris Matlashewski told CTV Calgary. “Collecting the food is one thing, but we’re hoping that we can sort of take this to a new level.” They raised $2,800. ■ ■ ■

Century 21 Innovative Realty in Toronto recently celebrated its 10th anniversary by providing 15 Ontario students with scholarships. Owner Sameem Mohamed started the scholarship program four years ago. The program provides 15 students with a $1,000 scholarship, five of which are given to those whose family member is a Century 21 Innovative Realty team member. They were Sabrina Quazi, Medical Science, University of Queensland; Ahmed Madeenam, Engineering, Ryerson University; Sana Patel, Life Science, University Of Ottawa; Abdul Muhammad Ibrahim, Engineering, Ryerson University; and Sara Ahmed, Life Science, University Of Waterloo.

■ ■ ■

Some Realtors from Royal LePage Mission in Calgary donated 25 per cent of their commission to the Calgary Food Bank. The campaign, “Will Sell Home For Food” was launched when the group stood at the intersection of Edmonton Trail and Memorial Drive and advertised their campaign. “I’ve been doing contributions to the food bank for the last couple of years. This is just something that

■ ■ ■

Coldwell Banker Peter Benninger Realty Realtors and Trees for Toys organizers Dave Tidd and Tracey Appleton with some of the donated toys. Mario and Nancy Tegola, owners of Re/Max First Choice Realty in Thunder Bay, Ont., recently presented $25,000 to the Our Hearts at Home Cardiovascular Campaign for the Thunder Bay Regional Health Sciences Centre.

Re/Max agents of the Lower Mainland, Vancouver helped support the Salvation Army Toy Mountain Drive that was held at Guildford Mall. Re/Max agents donated $30,000 worth of toys. Over the years they have donated more than $250,000 worth of toys.

Alex Burns from VictoriaHomes.com powered by Re/Max Alliance in Victoria spread the love this Christmas. “The goal is to spread love and focus during the season of giving. I work with the Mustard Seed of Victoria and they feed 5,000 mouths a month, not just during Christmas,” says Burns. Burns and Kelcy Snyckers created the Christmas Blessing Challenge four years ago to raise funds for worthy community causes. This year they say they realized many average Canadian families, single moms, pensioners and others find it hard to make ends meet, so they decided to inspire as many as possible to bless random people in the city by paying for their coffee/ groceries or some other form of kindness and asking them to pay it forward. Burns, Victoria Police Department Chief Del Manak and Dodd’s Furniture owner Gordie Dodd covered the cost of morning orders at a Tim Hortons. Re/Max Alliance Realtors and other community sponsors also paid for 175 children and their parents to see an 11:30 a.m.

Century 21 Innovative Realty handed out 15 scholarships to Ontario students.

From left, Nicole Stanway, office manager at Royal LePage Mission in Calgary, and sales reps Dylon Paul, Chris Matlashewski and Cody Swayze.

Alex Burns pays it forward at a local grocery store.

Brokers with Royal LePage Village present $17,924 in funds raised at the first annual Casino Royale, held in support of the Royal LePage Shelter Foundation.

screening of Frozen 2 at a local cinema. ■ ■ ■

Cathy Svendsen and Kelly Renee Kaye of Royal LePage Frank Real Estate in Whitby, Ont. raised $3,575 for the Royal LePage Shelter Foundation at their second annual Whitby Shores Holiday Market. There were 45 vendors and artisans selling holiday gifts and décor with a portion of proceeds benefitting the cause. All proceeds raised were donated to Denise House, which provides a safe, supportive and inclusive environment to abused women and their children in Durham Region. ■ ■ ■

In November, Special Olympics athletes were recognized, appreciated and celebrated at an annual awards presentation and banquet in Halifax, sponsored by Engel & Völkers Halifax. The gala took place at CFB Stadacona Halifax Officers’ Mess for the first time, offering the athletes an experience to remember. The brokerage treated 200 athletes, coaches and volunteers to a three-course meal and awards presentation. “We wanted to give the athletes a truly luxury experience filled with the pomp and circumstance they deserve,” says Sebastien Latulippe, who along with Donna Harding are licence partners at Engel & Völkers. “Through our connections in the Navy, we were able to secure a brand-new venue for the event. Our entire team was on hand to volunteer and it was an evening we won’t forget. It was so moving to watch the athletes go up and accept their respective and welldeserved awards. We were truly in awe of the athletes.” ■ ■ ■

Above: Kelly Renee Kaye and Cathy Svendsen of Royal LePage Frank Real Estate present funds raised for the Royal LePage Shelter Foundation at their second annual Whitby Shores Holiday Market.

Royal LePage Village in Pointe Claire, Que. raised $17,924 for the Royal LePage Shelter Foundation at its first annual Casino Royale event, with funds donated to the West Island Women’s Shelter. Led by Lorraine Sims, a team of brokers with Royal LePage Village organized an evening of play-gambling and dancing with more than 300 in attendance. Brokers from the five Royal LePage Village offices and their guests were ushered in with red carpet treatment. There was also a silent auction. REM

36 REM FEBRUARY 2020

10 criteria to determine your ideal market By Catherine Willems

work with Realtors to help them define and establish a niche for their business. Most Realtors don’t have a niche or at least not a well-defined one. I’ve written previously about the steps to find your niche and how to stand out in a crowded market, but one of the biggest questions that I get is: “Will it limit my business?” The short answer is no. Defining a niche for your business doesn’t mean, “I only work with this type of client in this market in these situations.” Niching isn’t about limiting yourself or turning away business – I still have many clients who

aren’t Realtors. Niching is fundamentally about how you market yourself. Niching is a marketing strategy. By identifying a niche, you make it easier (and cheaper) to market yourself because you are focusing on a single target – your ideal client. You can develop a consistent message and a consistent approach when you know who you’re talking to. So unless you have millions of dollars to spend marketing to multiple audiences (with multiple personalities), you’re better off concentrating your efforts and your budget on a single market, the one that’s going to respond and resonate with you the best. But let’s not get ahead of ourselves. It’s one thing to simply say I want to work with this type of client or in this market. But

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how do you know if a particular niche is right for you? To ensure we have the best chance of success, there are 10 criteria we use to evaluate a niche. 1. You must be able to reach your target market easily. Not only physically, but with your marketing. It must be a clearly defined audience that can be targeted with advertising and other methods of outreach. The more you know about your target audience, the better you will be able to reach them where they hang out and with messages that resonate with them. 2. Your market must have compelling problems, opportunities or needs that you can solve. The number one thing you need to know and understand about your target audience is what drives their behaviour when it comes to real estate. Every buyer and seller has a different motivation, issue, concern or need. Understanding what the key drivers are in your market – and how you answer them – is how you become the go-to expert. 3. Your target market must have money to spend. This may seem obvious but you should have some idea of the average transaction value – as well as the lifetime value – of clients in your niche. Map this against the income you want to make from your business and you will have an idea of how many clients you will need to make that happen. Can your niche support your business goals? 4. Your audience is willing to spend money to solve their problems. This one is important. Your market needs to value your services and what you bring to the transaction. You don’t want to be in a position where you have to constantly discount your commission to get the deal. 5. Your target market must be large enough to support your business. If we go back to #3 and you have a market with an aver-

age transaction on the lower end of the scale, you will need more transactions from that market to reach your income goals. If that’s the case, you’ll need to ensure the market is large enough to support your business. 6. You can compete. This is where understanding your strengths and your superpower are important. If you can solve

in your niche, you will never dominate it. It’s that simple. 10. And finally, you can develop repeat business. If you can develop a niche where you get a client for life, you’ve made it. Happy clients will generate referral business. And people tend to know or hang out with people that share their same interests. Plus, once you become

The more you know about your target audience, the better you will be able to reach them where they hang out. the problems of your target market better than anyone else – because of your background, experience and skills – you will stand out from the crowd. 7. There is not too much competition. This is the whole point of narrowing your focus...so there is less competition. But that doesn’t mean there shouldn’t be any competition. If there isn’t, that may mean it’s not a good niche! A little competition is good. It gives you a measuring stick to position yourself with, learn what works and what doesn’t and carve out your own unique persona. 8. You have the ability to dominate the target market. Not just compete, but dominate. The more narrowly you define your niche, the more chance you have to dominate it. 9. You want to dominate the market. One of the steps I go through with my clients is identifying where their passions are and the people they love to work with. If you don’t love working

the expert in a niche, the business will start coming to you. If you have an idea for more than one niche, use the above criteria to help you determine the best one for you. Use a simple scale of 1 to 5 for each criteria, with 1 being poor and 5 being excellent, and then total them up. When you are done you should have a good idea of which market has the most potential for you. Self-described geek, artist and fledgling hockey goalie, Catherine Willems has been in marketing for over 25 years and focused on digital since it became a thing. Since starting her own business in 2009, she’s helped over 100 clients across two continents achieve online marketing success. As the owner of Realty Marketing, she has faced the same entrepreneurial struggles as many of you and can pass on her learnings to give you back your late nights and weekends. https://calendly.com/realtymarketing Phone REM 416-994-2332.

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38 REM FEBRUARY 2020

What I learned from my dad

THE PUBLISHER’S PAGE

but also so many hard-working agents, brokers, marketers and vendors, all of whom do their part in guiding ordinary Canadians through making the biggest and most important purchase of their lives. Some of you may have met or worked with my dad, but many others knew him only from his regular Publisher’s Page column in this magazine. But everyone who has reached out – to express their sadness, to offer their condolences, to share a heartwarming memory – has had the exact same thing to say: That, even if only briefly, he made a deep and genuine connection. He made you feel like you were the only one in the room. He asked thoughtful questions and expressed genuine curiosity. He was able to reach out and make an impact, beyond just the superficial or surface level. He made a lasting impression, and he did so effortlessly and with total strangers. When my dad first got sick,

By William Molls

ack in December, this publication’s founder and original publisher, and my dad, Heino Molls passed away. He was 69. Given that it’s now been roughly two months since that happened by the time you are reading this, I feel it’s important to explain: My dad missed the deadline for last month’s issue. (Missing deadlines wasn’t out of character for my dad.) In the fair amount of time that has passed since then and now, I’ve been extremely fortunate to have heard from so many regular REM readers. That includes some of the top CEOs and executives in our industry,

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That is who I am

they told him the problem was that his heart was too big. I honestly can’t think of a more apt way to describe him. My dad was empathetic to a fault. For no one else I’ve known was it as easy to put themselves into someone else’s shoes. To feel their sadness or their suffering. He felt it too, vividly. That’s why it was so easy for him to make these deep, meaningful connections. Your failures

It’s extremely easy to talk – or, in this case, write – about how important empathy is; in life, generally, and in a real estate career, specifically. It’s another thing to have it all the time. It’s another thing to be so easily able to imagine living someone else’s life. How you would feel? What you would be thinking? Once you can accomplish that, doing what’s right is the eas-

Some of you may have met or worked with my dad, but many others knew him only from his regular Publisher’s Page column in this magazine. were his own, as were your successes. My dad’s empathy is why he went out of his way – sometimes to ridiculous lengths, and often to his own detriment – to do what he could to alleviate the suffering of others. It’s why he could never ignore a person living on the street asking for change. Once – and I’m not sure if this speaks to his generosity or just his gullibility – he gave a homeless man a ride in his car halfway across downtown, simply because the man was wearing a high-visibility safety vest and my dad thought he was a lost construction worker.

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iest thing in the world. If you were asking for help, how would it feel to have someone justify away your problems as your own fault, a fitting punishment for bad character or simply an unfortunate and unavoidable fact of life? It feels terrible. My dad knew that, and he knew it because he lived it. It’s why he could never bring himself to so callously do that to others. While you may have known my dad as the publisher of this magazine, or, before that, as an executive at the Toronto Real Estate Board, he lived a lot of

life before finally finding that stability. He was an immigrant who drove a cab in Toronto’s east end. He was a single dad who struggled to put food on the table for his young son (my older brother Zakary). He worked the assembly line for General Motors in Oshawa. When my dad spoke about immigrants looking for a chance at a better life in Canada, or single parents struggling to find daycare, or factory workers being laid off, he was talking about himself, too – and you may never have realized it. The next time you’re reading in the newspaper about refugees being turned away, funding for daycare being slashed or the car assembly plant in Oshawa – the very same one my dad worked at, by the way – being closed by GM, I hope you remember that you’re reading about my dad. For him, it was easy to see what the world looks like when you’re standing in someone else’s shoes. Hopefully, we can honour his memory by returning the favour. I am extremely grateful for all the messages of condolences and support I’ve received from so many in the Canadian real estate industry. I am also extremely grateful to have had a father who taught me these important lessons, because if that hadn’t been the case, I wouldn’t have really understood what it means to be grateful to others in the first place. William Molls is the publisher and CEO of REM. REM

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