May 2014 by Real Estate Magazine (REM)

Issue #299

May 2014

Saskatchewan tries Rate Your Realtor Page 3

Kaila Klassen cooks for top prize on MasterChef Canada

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9 things FSBO companies donâ&#x20AC;&#x2122;t want consumers to know Page 20

Maggie Tessier

shares her success Page 8

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REM MAY 2014 3

Saskatchewan tries Rate Your Realtor T

he Association of Saskatchewan Realtors (ASR) is moving forward with a Rate-Your-Realtor system. The recommendation to adopt the controversial system was presented by a task force put in place to study the feasibility of such a project in Saskatchewan, while evaluating its benefits and disadvantages to the membership. The task force included many experienced Realtors, both on the board of the ASR and from the general membership throughout the province, says the association.

“The task force’s work was particularly important to the Realtors, as a similar process happened at the national level in 2013 (and) was not successful,” says Bill Madder, CEO of the ASR. “However, in the months following the defeat of the project on the national scene, many members in Saskatchewan expressed a desire to look into it further. Both the Advisory Council and Board of Directors thought it prudent to allow a task force to investigate it further.” The ASR has given its stamp

of approval for a Real Satisfied system. The company is based in Australia with representatives in California. “After several presentations and system evaluations, it was clear that this was a system that would suit our industry well,” says Lou Doderai, past-president of the ASR and chair of the task force. “Not only can our members decide themselves if they wish to participate or not, but if they do, they can chose to control various aspects of their profile, such as making comments public to con-

necting to other social media sites.” The ASR says one of the most significant aspects of an association-approved site is finding a system where comments and ratings received are guaranteed to come from clients and not just any person navigating the Internet who would like to comment. “This adds a tremendous amount of validity and strength to such a system, which is a benefit to our members but also to the public and the industry,” says Doderai. The ASR plans to work out

Tom Wright retires as RECO CEO He says miscommunication is at the heart of many complaints that RECO receives about agents. By Danny Kucharsky

he real estate profession has a bright future despite the fact consumers can find more information than ever about the housing market on their own, says Tom Wright, the outgoing president/CEO of the Real Estate Council of Ontario (RECO). Wright is retiring at the end of June after almost 17 years at RECO, the last 12 as president/ CEO. Real estate agents will play an increasingly valuable role by help-

so hard. Anyone who thinks they’re going to work 9 to 5 and be a success, it’s simply not the reality.” Wright, who has been at RECO for almost its entire existence, says the organization has grown and changed substantially over the years and has increased consumer awareness, “which is not necessarily the case in every organization.” Some of the changes along the way include developing a code of ethics, mandatory continuing

Wright says RECO is not “out to get” some agents. ing clients navigate through the vast amount of information that is out there, he says. He says the real estate market is unique and “there will be the need for someone to assist in getting involved in that kind of transaction.” He adds that real estate agents “are in many ways the last true entrepreneurs out there. They’ve got to be creative and they work

education, mandatory errors and omissions insurance, consumer deposit protection and commission protection. Such measures as a code of ethics and insurance create a foundation of trust about the industry and “provides the ability for consumers to feel they can work with a real estate professional and do so with confidence.

Trust is the essential part of any professional relationship.” The regulator’s role as a source of neutral real estate information provides comfort to consumers “because the consumer sees that RECO’s just there to provide information. We’re not selling anything. It makes a difference.” Wright says after the new real estate act was introduced in 2006, RECO took the approach that “good consumer protection can be achieved through having knowledgeable practitioners.” He notes that in recent years RECO has introduced a new online continuing education program while reducing the overall mandatory requirements. “People now have more choice in terms of what they feel they need in terms of continuing education. As a regulator we saw that as a significant step.” Wright says miscommunication is at the heart of many complaints that RECO receives about agents. But for the most part, he says the industry has made great strides in the way it is viewed by the public. For example, surveys find a substantial majority of people say they would use a real estate agent again. And he notes RECO is well

the technical details and form a communications strategy before launching it to its members first, then to the public. The system is of no additional cost to members and those who wish to upgrade to a more robust account can do so at a minimal expense, says the association. “We look forward to paving the way for other provinces,” says Madder. “This is a smart move for the industry and we hope Saskatchewan will be a positive example for the rest of the REM country.”

Outlook positive to 2019 ndustry and market research company IBISWorld says the Canadian real estate sales and brokerage industry will perform strongly over the next five years to 2019, but it will “continue to face competition from lower-priced online real estate brokerage and listing websites that will slowly erode average industry commissions and profit margins.” IBISWorld industry analyst Stephen Morea says revenue for the real estate sales and brokerage industry is expected to increase at a three-per-cent average annual rate over the five years to about $12.1 billion. The company says fundamentals will remain strong. Steady demand in residential and commercial markets and restrained but expanding new real estate supply will spur increases in industry sales volumes and commissions. New market entrants will also expand the industry’s capacity and further boost industry revenue, says the company. REM

Tom Wright

perceived by agents as indicated by the last registrant satisfaction survey in fall 2013. Wright denies a suggestion that some agents who have been the source of complaints might hold the view that RECO is out to get them. “We’re not in to play gotcha. We’ve got a job to do and we’re required to do it. Unless we do it properly, that trust factor is not going to be there.” A recruitment process is underway to find a replacement for Wright, who plans to travel, read and spend more time at the cottage after he retires. “My time at RECO has been an absolute pleasure,” he says, adding, “There’s a saying ‘the time to leave is when they don’t want you to.’ It was the right time for both myself and the organization.” REM

4 REM MAY 2014

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

ric Axiak, broker/owner of Realty Executives First, and Scott Gilmour, broker/owner of Realty Executives Plus, recently joined forces, creating a company of 88 sales reps and admin staff with seven locations from Niagara to the Ottawa Valley in Ontario. It will operate under the Realty Executives Plus banner. “We were running two different companies in very similar trading areas,” says Gilmour. “By doing this, we’ve now added the opportunity for our executives to be able to service their clients in other communities that they weren’t able to do as efficiently before. The salespeople were excited. Everything now is running as one company and our plan down the road is to add more locations through further mergers and acquisitions,” he says. “We will look for communities where we don’t have offices and we will look at either acquiring or bringing somebody under our umbrella with an existing location.” The brokerage now has offices in Niagara Falls, Guelph, Oakville, Mississauga, Etobicoke, Pickering and the Ottawa Valley.

■ ■ ■

Marjan Mazaheri and Douglas Soo, owners of Coldwell Banker City Centre in Vancouver, recently changed their company name to Coldwell Banker Prestige Realty and opened a new office in Deep Cove. The office is now home to sales rep Patricia Houlihan and her award-winning team. She has consistently been one of the top sales reps for MacDonald Realty and has been an MLS Medallion Club qualifier, representing the top 10 per cent of Greater Vancouver Realtors, every year since 2005. A third-generation real estate professional, she has a law degree and has made frequent appearances in local media. ■ ■ ■

Re/Max Premier in Vaughan, Ont. recently acquired Re/Max 2000 Realty to complement the company’s four current locations. John Lusink has been appointed general manager to oversee all management operations. Broker/owner Gabriel Bianchi

Eric Axiak, left, and Scott Gilmour

Alfredo Aiello

Massimo Aiello

says, “We’re confident the new changes will support our ongoing commitment to business growth, high-level service to our team and expanded choice for their clients in Vaughan and the surrounding markets.” Re/Max acquired Re/Max Excellence in Vaughan four years ago. With the new offices, the brokerage’s sales force expands to about 400 sales reps and support staff. Lusink has been in the industry for 26 years. Throughout his career, he has served in a variety of positions in both commercial and residential real estate. He currently sits on the TREB Board of Directors and has served on the Real Estate Council of Ontario’s Discipline and Appeals Committee for the past five years. He has held CCIM membership since 2004 and recently became one of the newest Canadian SRS (Seller Representative Specialist) instructors.

agencies in Quebec, is joining Via Capitale. The brokerage, created and headed by Michel Bouchard, is based in Kirkland and employs more than 20 brokers. It will be known as Via Capitale Signature. Denis Joanis, acting general manager of Via Capitale, says, “This agreement results from strategic thinking and shared values. Both companies strive to be more human, professional and innovative....Michel’s high profile and his agency’s unique positioning in the western part of Montreal will certainly help speed our growth in this area and beyond.”

Alfredo is a real estate veteran who has been active in the industry since 1975. He acts as the brokerage’s manager. The brokerage’s team of 38 sales professionals service Vaughan, Toronto, King City, Brampton, Mississauga and the surrounding GTA. ■ ■ ■

Robert Ning, a 31-year real estate industry veteran, has been named manager of the Royal Pacific Realty Group’s Tri-Cities office in Vancouver. He will be responsible Continued on page 6

■ ■ ■

Alfredo Aiello and Massimo Aiello have joined the Royal LePage Network. Their brokerage will operate as Royal LePage Premium One Realty. Massimo, who is the company’s broker of record, began his real estate career in 1996. He first sold with a small brokerage. In 2004 he opened his own brokerage and in 2007 opened and operated a franchised brokerage.

Lisa Weber and James Turner

Todd Shyiak

Brian Guerriero

John Lusink, left, and Gabriel Bianchi

Sharon Shortt and Randy Kerr

Rene Girard

Robert Ning

Colin Bradford

Michael LaPrairie

■ ■ ■

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6 REM MAY 2014

Continued from page 4

for the office’s day-to-day operations and business growth. Ning served as manager of Royal Pacific Realty Group’s Oakridge office from 1996 to 2007. Most recently he was a sales rep, where his focus was on providing services to clients worldwide who were buying and selling properties in the Metro Vancouver area. “Robert Ning is a very experienced manager and real estate professional who brings significant management experience and knowledge of the Tri-Cities area,” says Andrew Peck, vice-president and general manager, Royal Pacific Realty Group. ■ ■ ■

Colin Bradford has joined the Keller Williams Referred Realty team in the Toronto - Don Mills Market Centre. “Colin has been licensed for five years and he quickly rose to become one of the top agents at Royal LePage Signature,” says Balan Manian, team leader at Keller Williams Referred Realty. The brokerage opened in 2004 and has grown by over 25 per cent in the past year, sharing just under $300,000 in profit with its agents. It currently has 230 sales reps. ■ ■ ■

Century 21 In Town Realty merged with Century 21 New Trends Realty in Vancouver to offer localized real estate knowledge over a greater geographic area. “Combining two amazing teams is a powerful way to provide clients with highly specialized service in new areas,” says Michael LaPrairie, owner of Century 21 In Town Realty. The brokerage will continue operating under the In Town Realty banner. The two offices bring together sales reps with experience in markets spanning the Greater Vancouver Area to Coquitlam.

Cover photo: RYAN PARENT

■ ■ ■

Sharon Shortt and Randy Kerr, franchisees of Exit Realty Group in Belleville, Ont. recently opened their third real estate office in Marmora. The success of their first office in Belleville spurred the demand for a second office in Trenton, approximately 20 km from their main office. The newest addition allows them to continue with their growth strategy. Shortt is a past-president of the Quinte and District Real Estate Board and Kerr is a 30-year-plus real estate veteran who has extensive residential, commercial and real estate franchising experience. ■ ■ ■

The Mark Imhoff Group has joined Coldwell Banker Slegg Realty in Vancouver. Imhoff, with his team of Kyle Kerr and Victoria Cao, is based at the new James Bay location of the brokerage. He has more than 20 years of experience marketing, developing and building Victoria homes. His extensive background in real estate marketing, construction, design and city bylaws has helped him become a leading sales rep in his market, the company says. ■ ■ ■

Rene Girard has joined Coldwell Banker Canada as director of franchise development, Western Canada. He is responsible for analyzing markets and identifying growth opportunities, assisting with mergers and acquisitions, working with existing affiliates on their own individual growth, succession planning and fielding all franchising inquiries in Western Canada. Girard has an extensive range of experience that includes positions as director of sales as well as management roles for major financial institutions, a securities company and subsidiaries of other national real estate brands, says the company. He is based in B.C., where he recently relocated from Alberta.

“This newly created position on our Canadian team is further evidence of Coldwell Banker’s commitment to growth in Western Canada,” says Andy Puthon, president of Coldwell Banker Canada. ■ ■ ■

Todd Shyiak has been appointed director of operations at Century 21 Canada. Shyiak will expand on his previous role of director of operations, Western Canada at the company and will use this experience to develop areas of franchise sales and operations nationwide, the company says. “Todd’s experience on both the recruiting and broker services fronts has already made an impact in the west,” says Brian Rushton, executive vice-president. “His background and understanding of the challenges facing brokers gives him an advantage when supporting our system’s members.” Shyiak is a former vice-president of business development for a broker services company. He also was the Canadian regional manager of sales for Interealty. ■ ■ ■

James Turner and Lisa Weber, the real estate sales team of Turner Weber, has joined the Keller Williams Edge Market Centre in Burlington, Ont. “Our team has gone to great lengths to surround ourselves with experts in every field related to the housing industry. Our long-standing relationships with builders, lenders, title companies, closing attorneys, home inspectors, contractors, stagers and decorators ensure we are able to close the transactions that best suit your lifestyle and investment needs,” the team says in a news release. The Burlington Market Centre, under team leader Donna Beach, opened in May 2012 and has grown to 90 associates. ■ ■ ■

Enjoy Muskoka Realty, with

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locations in Gravenhurst and Bracebridge, Ont. has joined the Aventure Realty Network. “Broker/owners Brian Guerriero and David Reid and a staff of over 20 sales reps bring a premier customer service philosophy to the market through a team and tech-

nology orientation,” says Aventure Realty president Bernie Vogt. “As the largest independent in the market, Enjoy Muskoka Realty expands the reach of Aventures’ member companies in one of the most significant recreational areas in Canada. REM

TREB appeals to Supreme Court in Competition Bureau case

he Toronto Real Estate Board (TREB) is appealing to the Supreme Court of Canada in its ongoing dispute with the Competition Bureau. In a statement, TREB says it has filed an application to the Supreme Court for leave to appeal the Feb. 3, 2014 decision of the Federal Court of Appeal that would send the case back to the Competition Tribunal. “The Commissioner of Competition is persisting in its efforts to erode the personal privacy and contractual safeguards afforded by the MLS system,” says the board in a statement. “TREB will continue to work to protect the personal information entrusted to it and its members by the general public, while it strives always to do what it can to ensure a highly competitive environment for real estate professionals in the GTA.” In the Federal Court of Appeal ruling in February, the court allowed an appeal of an April 2013 decision that dismissed the bureau’s complaint against TREB. “The application was based on the commissioner’s allegation that a certain rule adopted by the board is anti-competitive because it substantially lessens competition among Realtors in the

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Greater Toronto Area who are members of the board,” said the Federal Court of Appeal’s Reasons for Judgment, written by Justice J. A. Sharlow. “The tribunal dismissed the application without considering the merits,” on the basis that subsection 79(1) of the Competition Act doesn’t apply to the board because it does not compete with its members. The appeal court said the tribunal erred in its interpretation of the law. “I would allow the appeal and refer the commissioner’s application back to the tribunal for determination on the merits,” wrote Justice Sharlow. The board “disputes many factual and legal aspects of the commissioner’s application, but the tribunal did not resolve any of those disputes because it dismissed the application solely on a question of law,” said the ruling. The Competition Bureau originally filed its case in 2011 and it was heard in late 2012. The decision was released in April 2013. The bureau’s application before the tribunal requested that TREB eliminate rules that it claimed “denied real estate agents the ability to introduce innovative Internet-based real estate brokerage services, such as Virtual Office Websites.” REM

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8 REM MAY 2014

Maggie Tessier shares her success

Exit Realty’s top-grossing sales leader in North America, Maggie Tessier says the joy of her job is sharing her success with others. By Kelly Putter in the last 10 years. With a sales volume of almost $450-million in the past decade and a gross commission of over $10-million, Tessier can sit back a little. Today, she takes Friday nights and weekends off, though she still puts in 55 hours a week.

Maggie Tessier (Photo by Ryan Parent)

hen you tally the numbers in Maggie Tessier’s career you’d be foolish to say the figures aren’t impressive. But the irony is it’s never been primarily about being a top-performing real estate professional for this Sudbury native. Tessier is a fitting example of someone who gets a big kick out of helping people. While that can sound lame and cliché, it’s her passion for people that has driven her to be the success she is today. Simply put, she’s into helping others in a big way. “I love what I do, that’s a definite,” says Tessier from her Exit Realty office in Embrun, Ont., a largely French-speaking bedroom community of about 8,700 some 25 minutes outside of Ottawa. “I get excited by my work.” Helping others now extends to mentoring and coaching other real estate agents. She has counselled many sales reps across the country, who after hearing of her success, call her looking for advice or direction. She even assists non-agents when they

come to her puzzled by questions about career development, marketing or hiring staff. “That’s where the joy is – it’s about sharing all of this with other people,” says Tessier, who loves taking people under her wing and sharing her business acumen. “I want to be a blessing to the people around me. I think my purpose is about giving back.” The mother of three launched her real estate career against the advice of many naysayers in 1997 after a divorce. She would soon find Exit Realty, a company whose hands-on, supportive philosophy was simpatico with hers. In 1999 she was asked to open an Exit office in Cornwall, Ont., driving the hour commute back and forth from her home in Hawkesbury. But it wasn’t long before she decided a move to Ottawa was the only hope for her youngest son, who needed more intensive help with a learning disability. Joining Exit Realty in Ottawa in 2001, Tessier was put to the test. The big city daunted

her small-town sensibility. Understanding north from south or east from west was problematic at first and she had no real contacts. Essentially, she was a fish out of water. So she took every course imaginable, hired a graphic designer and set about branding her practice. In the end, she became known as the agent with the orange VW beetle that hollered the simple word “Results” on the side. She farmed one geographic area, handing out flyers, doing other agents’ open houses, booking previews and visiting builders to learn about their model homes. Her hard work and untiring dedication paid off. In her first year she sold more than 50 homes. Tessier’s daughter Julie joined the family business in 2003, a year before Tessier opened her second Exit office in Orleans. She is planning to open a third office this summer on Merivale at Hunt Club in Ottawa. With Exit Realty, Tessier has sold over 2,000 properties and taken on nearly 2,300 listings

Tessier’s achievements were lauded recently at Exit’s annual convention, held this year in Washington, D.C. Tessier earned the company’s allaround sales champion honours known as the Tri-Real-A-Thon Award. Tessier also took home the awards for top grossing sales in North America and the top listings taken in North America. She was also the recipient of the Million Dollar Circle Designation Award, Platinum Sales Award and Double Diamond Award recognizing more than 2,000 cumulative sales transaction ends. One of the secrets to her success is putting good, solid people and systems in place. “You’ve got to give people the tools and the training to do their job,” she says. “I wouldn’t be where I am if I didn’t have good people around me. I sometimes think the administrators and secretaries are the ones who should be getting the praise. For me, it’s very important that they know I truly value them.” Sales reps also need to know their product inside out to be successful. In addition, they need to consider their core values and their brand – what sets them apart from the next agent. Tessier says it’s important to let people know you’re a real estate agent, so shout it from the rooftops if you have to (or paint your car orange). Use your sphere of influence – the core area of people, groups, associations, businesses, schools – that you deal with on

a regular basis and really work it. Farm a geographic area and learn all you can about it. Ask for referrals and have a strong database. Implement systems that help you stay organized and on top of things. “Things will begin to mushroom into different areas. But you have let people know you’re in business. You can’t be a top secret agent.” Tessier’s need for helping others extends beyond Canada and she has volunteered her time in Kenya doing cleaning and sterilization work for dentists at a mobile medical camp. Her experience led her to meet up with two young boys and a girl, all of whom she now assists by helping pay for their education. Tessier and her husband Guy Bianchi, a kitchen and bathroom cabinet manufacturer, are avid adventure travellers who enjoy roughing it with the locals in exotic locales and lesser-travelled parts of the world. They’ve been to Vietnam, Egypt and Cambodia. The pair is planning a trip to China this fall. In the meantime, Tessier is the extremely proud grandmother of six grandchildren (a seventh is on the way) and she enjoys nothing better than babysitting, attending their soccer matches or watching them perform in a music recital. “Right now I’m having so much fun with my grandkids,” she says. “We all go to church on Sundays and then they come out of Sunday school and we go out for breakfast. My little grandson had his last ski lesson and they had a little parade and to see him coming down on his skis in the parade – well, there’s nothing better than that.” REM

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10 REM MAY 2014

Sales rep Kaila Klassen cooks for top prize

By Connie Adair

Kaila Klassen wins an elimination challenge on Master Chef Canada.

hen Kaila Klassen wants something, she doesn’t hesitate. She jumps right in. That’s how she ended up in real estate and as a top contestant on the popular culinary competition, MasterChef Canada. The reality series pits amateur cooks against one another for a $100,000 prize and the title of MasterChef Canada. A “huge food fan” and a fan of the American version of MasterChef, Klassen was watching an episode when she saw an ad for contestant auditions. “I thought, wouldn’t it be funny if I could get on the show?” she says. “I made a quirky video.” She included some of her pet peeves, such as “people who can’t sear scallops, poach an egg, cook a steak and people who don’t want to get dirty in the kitchen. The video was fun.” The producers must have thought so too – 11 hours after she hit the send button, they invited her to Vancouver for an audition. The sales rep, who works with Re/Max Kelowna, had

two days to get to Vancouver with an audition dish in hand. She practiced her dish several times, and then flew with her ingredients from her home in West Kelowna, B.C. A hotel room with a kitchenette proved to be a challenge to find – she ended up with a dinky room that had one burner, one pot and a couple of utensils. She got up at 3 am on audition day and rose to the challenge, making braised short rib, bone marrow mashed potatoes and bourbon and honey-glazed carrots with a red wine reduction. She took the food to the audition and although the producers sampled it immediately, they didn’t let on if she was in the running. “Three days later, they called and said they were impressed. They invited me to come to Toronto to be in the top 50,” she says. She had two weeks to get her real estate business in order for her extended leave. She says she has her managing broker, Deborah Moore to thank. “Deborah did such a good job that I came back to more clients than I left with,” Klassen says. “I told Deborah if

she couldn’t help me I wouldn’t go on the show.” Moore agreed to help. Klassen worked every day to prepare for her absence, contacting clients and introducing them to Moore. She also prepared detailed information about each client so Moore would know where each stood. Feedback from clients was positive – each saying that they knew Klassen would leave them in the hands of a trustworthy replacement. She says many of her clients wouldn’t normally watch the show but have tuned in to cheer her on. Klassen has been cooking since she moved to Vancouver when she was 17-years-old. She enjoyed dining out but soon realized she wouldn’t be able to make her mortgage payments if she continued her expensive foodie habit. She decided to try creating the dishes at home.

restaurant guest was a real estate teacher who urged her to enter the industry. “He said I was personable and had good customer service,” she says. “I took my license at the same time as I worked in the restaurant,” she says. Then she moved to Kelowna to be closer to her family in Penticton. The only brokerage she went to was Re/Max Kelowna. “I said to Deborah, I have no experience but will work hard at the job to be successful. Take a chance with me.” Moore’s gamble paid off. Klassen has been in the 100-percent Club for three years in a row and she received the Rising Star Award two years ago. This is her fifth year in real estate.

“I fell in love (with cooking). I had a knack for it,” she says.

Being a sales rep has helped her on the show. She knows how to deal with pressure and people’s doubts. “I started young and people doubted me,” she says. Learning how to deal with those doubts helped in the competition. “I’m also good under pressure.”

As for a career, she was unsure about what to do, working in the restaurant field while she decided. One

The most challenging part about being on the show was “diving into it 100 per cent. We had to eat, breathe and

Kaila Klassen

sleep the show. We had to give up everything. We couldn’t even talk to family,” she says. Contestants got one 10-minute phone call a week. All conversations during and after the season’s completion were kept under tight wraps. “It’s difficult to keep the results a secret, but it’s so much more enjoyable for my family and friends if they don’t know,” she says. Klassen says she went into the competition jaded, thinking she was there only to win, not to make friends. “I was wrong. I walked away with friends,” she says. “The drama and heated conversations don’t change what we have in common – the love of food that brought us together.” Klassen loved the television process so much that she is open to more work in television. “I’ll see if anything comes my way,” she says. MasterChef Canada airs Mondays at 8 pm ET, 7 pm CT on CTV and CTV GO. Visit CTV.ca/MasterChefCanada for local broadcast times and to watch past episodes and bonus coverage. REM

12 REM MAY 2014

The client comes first, says Sam McDadi McDadi estimates he has sold more than $2.5 billion in real estate and helped over 7,000 families and friends in his 25-year career. By Susan Doran

ere’s a savvy idea for highly successful sales reps: hire a full-time driver. Now hold that thought and read on. I have interviewed many top sales reps for REM and I always ask them to offer up a few of the secrets to their success. Generally I get the kind of answers you’d expect, advice such as: • Build relationships and make sure the client always comes first. • Brand yourself and market like mad. • Learn from the top producers and keep upgrading your training. • Work tremendously hard but also take time for yourself so as not to burn out. A decade ago when REM first asked me to interview mega agent Sam McDadi (then with Re/Max, heading up a team that was consistently among the top for the organization nationally and worldwide), he said all those things. He said them all again recently when I interviewed him for this article as well, now that he has launched Sam McDadi Real Estate, his own independent brokerage in Mississauga, Ont., which opened in 2012. McDadi is confident, knows his business inside out and talks a mile

a minute. As I interview him, his words seem so honed and practised that I begin to wonder if he has been media trained. It would make sense – he’s been interviewed about real estate for various newspapers and on television and radio, has written a couple of self-published books about real estate and he lectures regularly at real estate offices, conferences and investment forums. Now here’s the thing...sometimes when people have done a lot of interviews and public speaking, they tend to boil their story down to a kind of edited, press-release version, making eliciting information with more of a human interest angle a bit of a challenge. So while McDadi is gunning through his hugely impressive numbers – including the fact that in 2013 he and Team McDadi sold more than 600 homes and over $400 million in real estate, eclipsing the previous record they had set for the Toronto Real Estate Board in 2012 by a whopping 33 per cent – I am mulling over how to get him to open up about, say, his scariest moment in real estate or what it was like coming here from Lebanon as a toddler. When McDadi informs me that he has a full-time driver, I perk up. Here’s something new, something

no other sales rep has ever mentioned to me during an interview. And what’s more, it seems to be a most efficient means of enhancing time management for those who can afford it. “It allows me to be effective in the car – my productivity has shot through the roof,” McDadi says. “It’s really convenient and also I can take clients wherever; I don’t have to worry about parking...I highly recommend it from both a safety and productivity aspect to any sales rep who gets to a certain level.” This doesn’t provide a great deal of insight into McDadi’s personality, except to point out that he is driven (in more ways than one) and a workaholic – traits that he freely acknowledges. What it does show is that he knows how to think outside the box and work smart, illustrating how he has managed to climb to the very top of the real estate business. “I always try to be an innovator,” he says. McDadi’s well-publicized auctioning off of a multi-million dollar Mississauga mansion in January 2013 is another example of his innovativeness. The house had been on the market for a few years with another salesperson. When McDadi took over, he engaged an

auction house and sold the mansion that way. “This is done a lot in places like Australia, but not here,” he says. “It garnered a lot of international attention. We got fantastic feedback.” When McDadi does describe his early days in real estate, it turns out that reassuringly, they were pretty much like everyone else’s. “I had tough times when money was scarce,” he says. He remembers showing one client more than 100 houses, and then she decided to move to the United States and purchase a property there. Many of his early deals fell through, but he persevered. “Don’t give up too early is an important message,” he says. So is “take care of your clients,” he advises, noting that he has handled at least 30 transactions with one long-time client and that the number of referrals through that one client alone has been incredible. McDadi estimates he has sold more than $2.5 billion in real estate and helped over 7,000 families and friends in his 25-year career. Despite his high profile and the fact that he is among a select group of agents in the Greater Toronto Area (GTA) certified as an international luxury home marketing specialist,

Sam McDadi

and is also one of the bigger print advertisers in the GTA, he stresses that Team McDadi’s motto remains, “No house too big or too small.” In touch with the expanding global market, McDadi has built a diverse multi-cultural team of over 20 experienced sales reps, together speaking more than 25 languages. Others on staff include photographers, graphic designers, a social media expert, an inspector and a full-time home stager with access to McDadi’s 6,000 square feet of furniture inventory. “Our business model is such that we want to keep everything in house,” McDadi says. He cites hiring “the right people” as initially having been a significant challenge. “You are only as good as your people,” and it took a while to find the right ones, McDadi says. “It was a process.” Now his team is “like a family,” he says. “My team has grown, developed and diversified. But one thing has remained constant – remarkable customer service and satisfaction.” REM

Ontario buyers use their hearts, not their heads A

study into the behaviour of Ontario’s homeowners, released by the Real Estate Council of Ontario (RECO), says the heart overrules the head when it comes to purchasing a home. While more than 90 per cent rank price (96 per cent), functional fit (95 per cent), structural integrity (91 per cent) and neighbourhood quality (91 per cent) as the top factors when purchasing a home, 51 per cent admit to having been influenced by emotion when buying their home. This jumps to 64 per cent of owners aged 18-34. “Despite the fact that Ontarians are fairly home smart, we’re seeing more and more people – especially

younger home buyers – getting swept up in the frenzied market, making emotional decisions they could later regret,” says Joe Richer, registrar of RECO. “This is why we are launching Be Home Smart – a public education campaign to remind Ontarians of the tools, resources and protection available to help them make smart home buying and selling decisions.” The study, hosted on the Angus Reid Forum for RECO, revealed that while just 15 per cent report going over budget and bidding over asking price to secure their dream home, the figure jumps to 25 per cent of homeowners 18-34. RECO says first-time homeowners are also

more at risk for costly surprises due to a lack of experience, especially when it comes to closing costs. While 43 per cent of homeowners found closing costs higher than expected, this rose to more than half (54 per cent) of those aged 18-34. “Working with a registered real estate professional will help you understand your rights and prepare for the real costs of home buying,” said Richer. “It’s all about being home smart versus acting with your heart – a message that’s particularly important for younger buyers who may feel increased pressure to overextend themselves financially to find their dream home.”

The study also found that: • Nearly three-quarters of women surveyed would ask their real estate professional for advice, compared to 63 per cent of men surveyed; • 37 per cent of men surveyed would rely on their own research and gut instinct in making their decision, whereas only 27 per cent of women surveyed would do so; • Men surveyed are significantly more likely than women surveyed to offer below the asking price to leave room for negotiation (67 per cent versus 54 per cent). • Women surveyed (36 per cent) are significantly more likely

than men surveyed (27 per cent) to offer the asking price. • Nearly half of Ontarian homeowners (44 per cent) would act fast and put in an offer if they were worried that their dream home would attract multiple offers; • Eleven per cent of those in the GTA were likely to offer above the asking price compared to only five per cent of those in the rest of the province. And 66 per cent of Ontarian homeowners outside of the GTA were more likely to offer below the asking price and leave room for negotiations compared to only 53 per cent of those in the GTA. REM

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14 REM MAY 2014

METES & BOUNDS

By Marty Douglas

O C. Brian Rushton EXECUTIVE VICE PRESIDENT

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NATIONAL DIRECTOR OF OPERATIONS Shyiak will expand on his role of director of operations, Western Canada and will use this experience to develop areas of franchise growth and management. He has an extensive background in the industry, both as a successful REALTOR® and in executive roles with vendors to real estate boards and brokers. Shyiak also has in-depth knowledge of real estate recruiting and retention practices.

h crap! I just downloaded the latest FINTRAC material from the mother ship CREA and now my weekend is pretty much ruined. (There was a temporary reprieve when my wife rushed in to tell me there was a dead deer under our deck. Mmmm, aged venison for dinner!) Because I have been publicly vocal in my critique of the information gathering forced on Realtors in pursuit of money launderers and terrorists, I figure the FINTRAC Compliance Auditors are revving up their black Suburbans and heading for my office the moment the download registers on the CRAY super computer of the Canadian version of the NSA. Or maybe CSIS just subscribes to WikiLeaks. By the way, the new manual is 82 pages plus another 26 pages of Frequently Asked Questions (FAQs). One FAQ that begs to be added is WTF. In addition, the new identity record is now four pages with extra questions regarding client risk and the purpose of the business relationship. There are consent forms and template letters (of course I read the whole damn thing, I’m Canadian!) and something intriguing called “sample clusters”. Inside the sample clusters are “cluster names” and “cluster features”. The “cluster” that comes to mind, made popular by the military, does not appear. One of the new Compliance Regime pages instructs me to staple it to the manual. What if I use duct tape? Am I non-compliant? And what happens to the old manual, gathering dust since its creation in 2008? Should I shred it to avoid it falling into terrorist hands? What if the dust reacts to the shredding in a combustible dust explosion? And wait until you read the

Reviewing the FINTRAC update cover letter from CREA on the Realtor Action Network. Apparently more than two years were spent lobbying FINTRAC, “substantively and significantly (reducing) the administrative and record creation burden of these new requirements on Realtor members.” Quite frankly that is semantic sleight of hand. The new ID forms are longer and require more documentation. There are new answers to old questions and the latest manual won’t fit in the old binder, suggesting a blip in threering binder sales to accommodate the new material. Did I mention 82 pages, the FAQs plus the suggested add-ins within the 10 appendices? Hate to think what the first blush proposal looked like. Especially when I tripped over the Risk Mitigation, Training Program and Review Process pages. The latter requires a review of our regime every two years by an internal or external auditor. But if we don’t have an auditor, we can do a “self-review”. My concern here is two-fold. Primary – of course we have an external auditor. What real estate company with a trust account does not? Can we still self-review? Secondarily – isn’t a self-review sort of like letting Mayor Ford hold your beer while you roll a joint? The rules for self-review require “an individual who is independent of the brokerages’ reporting, record keeping and compliance monitoring functions.” The only person I can think of meeting those qualifications might be the janitor. Then there’s the training and ongoing education program – mandatory, of course, supported by CREA’s online, five-module Money Laundering 101. It’s available through RealtorLink, accessible to all CREA members. The irony is that all staff, including administrative, unlicensed staff is required to take training. Guess what? Our admin staff is unable to access RealtorLink because they

aren’t members. I could lend them my password but apparently that’s frowned upon. When I got to the training record keeping form and glanced at the bottom section labelled, “Names of those attending” my paranoia did a back flip, imagining the reverse demand, “Names of those NOT attending.” Surely it’s not a stretch to imagine the organization that suggests we report as “suspicious” someone who refuses to provide identification, that they might soon be requesting names of those failing to attend training classes. But then that’s just me. And there’s the new risk reassessment spread sheet, one I’m expected to create with mandatory column headings and then complete at least every two years or as transactions occur. Thoughtfully, apparently software developers have had a heads-up on this requirement because Lone Wolf, in advance of the new regime’s publication, advertised in last month’s issue of REM they are FINTRAC compliant and fully integrated. FINTRAC promises to be patient while these software solutions are implemented. Finally, because I sense a certain ennui as you tire of this outburst, I’d expect an organization that spent two years in negotiation to have proofread the material before dispatching it to the colonies. On page 24 there are two glaring mistakes. I’d tell you what they are but then you wouldn’t have to read the manual. Contact Marty Douglas by email at mgdouglas247@gmail.com . Follow or connect with Marty on Twitter, LinkedIn and Facebook. He is a managing broker for Re/Max Ocean Pacific Realty in Comox and Courtenay, B.C. He is a past chair of the Real Estate Errors and Omissions Insurance Corporation of B.C., the Real Estate Council of B.C., the B.C. Real Estate Association and the Vancouver Island Real Estate Board. REM

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16 REM MAY 2014

The next great year-round destination Huntsman Springs in Idaho offers a spectacular nature adventure year-round, in a small Western U.S. town. By Jim Adair

aybe you haven’t heard of Huntsman Springs or Driggs, Idaho yet – but you will. Although the resort already has an award-winning golf course in place, development has just begun. The Huntsman family, owners of Huntsman Springs, believe the area will become a fourseason vacation destination to rival spots like nearby Jackson Hole, Wy., Deer Valley and Park City in Utah and other wellknown but over-developed ski regions. Now is the time for real estate investors to get in on the ground floor and for real estate professionals, a referral fee of six per cent is on the table. Recently Huntsman Springs picked up the tab so REM could visit the area and find out why Canadians would be interested in visiting the Teton Valley, where Driggs (population 1,627) and Huntsman Springs is situated. There are direct flights from 12 major U.S. cities to Jackson Hole. From there it’s a 45-minute drive over the spectacular Teton Pass to Driggs. Huntsman Springs was founded by Jon and Karen Huntsman. Jon is chairman and founder of Huntsman Corporation, which was the world’s largest privately held chemical company with more than $12 billion in annual revenues before going public in 2005. Huntsman has been named to Forbes Magazine’s list of America’s wealthiest people. He says early in his career he spent a lot of time in the European Alps in Germany and Switzerland, and that “Teton Valley is almost an exact duplicate of those beautiful European Alps,” according to an article in Executive Golfer magazine. His inspiration was to build a community with the natural beauty and amenities of the Alps, but the small-town ambience of Driggs. “I hope that the characteristics of Driggs never change” despite the development boom that’s coming, says Huntsman. “It may be among the last great American small towns. I would not like to see Driggs develop into an Aspen or Park City. We truly love every-

thing about Driggs as it is and hope that it stays small and clean and a safe place to live and spend time with the family.” In 1995, the Huntsmans founded the Huntsman Cancer Institute at the University of Utah. Dedicated to finding a cure for cancer, it features leading-edge research laboratories and a stateof-the-art hospital treating cancer patients. All profits from Huntsman Springs are donated to the institute. We were there during the snowy winter, when the options for downhill and cross-country skiing

The Mountain View Lodge homes overlook the award-winning golf course.

The two-mile boardwalk meanders through a 500-acre protected area that’s home to moose, deer and other wildlife.

are unlimited. In the summer, the area is a gorgeous natural setting with miles of wilderness trails for hiking and mountain biking. Visitors can also enjoy fishing, horseback riding and mountain climbing, with a focus on familyfriendly activities. A number of special events are held throughout the year, including an annual Fourth of July celebration featuring fireworks, concerts and food vendors. Last year the event brought 30,000 people to Driggs. The world-famous Yellowstone National Park is about an hour away. But for golfers, the big attraction is the course designed by golf architect David McLay Kidd. It was named among the 2014 Best Residential Golf Courses by Golf Week, one of the top 100 courses by Links Magazine, and Best of the

Best by Robb Report. “We have never built a course with so much risk-reward, ‘do or die’ and go-for-broke hole after hole, yet it is fair and playable,” says Kidd. Beside the golf course is a 500acre wildlife refuge with a two-mile boardwalk, which only residents and golf course members and their guest can access. It includes seven lakes that are stocked with rainbow and cutthroat trout and have solar-powered aerators to sustain the fish population. Members and guests take a fly fishing lesson at no charge and are taught the basics of fly casting and landing. The lakes can be fished from access points along the boardwalk and are designated for fly fishing and catch-and-release only. Huntsman Springs also offers guided fly-fishing trips on the nearby

Teton and Snake Rivers. The golf course is the heart of the master plan of the community. There are four Mountain View Lodge Homes models currently available, starting at $1.69 million (US) for 3,400 to 5,400 square feet of living space. Designed in a Rocky Mountain rustic style, the homes can be purchased fully furnished. They feature natural timber and stone and moss rock on the exterior. Inside, the homes have vaulted ceilings and large open living spaces. There are windows everywhere to take advantage of the views of the golf course and the mountain ranges beyond. Highquality finishes include travertine marble and white oak cabinetry. There are also building lots available, some with excellent golf course views and all of them with mountain vistas. The lots start at $250,000. Park Homes are also offered, which will range from 2,450 to 2,750 square feet and include twocar garages. They also come fully furnished and are priced from $749,000 to $769,000. Still pending approval from the local municipality is a planned group of town homes called City Walk at a lower price point. They will feature front porches and rear alley entry.

The next phase in the project is the development of Huntsman Village, including the new 102room five-star Huntsman Lodge. The lodge is focused around a winter ice rink that becomes a fountain in summer and will be situated so the expansive lobby looks out over the rink to the majestic Grand Teton Mountain. Lodge villas will include individual outdoor fire pits and hot tubs, with each unit overlooking the golf course. For all of the Huntsman Springs real estate offerings, rental programs are available. Any real estate professional who refers a client who buys a property will receive a six-per-cent referral fee. A new Discovery Package – a discounted three-day, two-night stay that includes accommodations in a Mountain View Lodge home, reduced greens fees, access to the Wellness Center, fly fishing and more is now being offered at $359 per night (based on two people, two-night minimum). Guests will also receive a tour of Huntsman Springs real estate. For information, call 208-354-9660 or email sales rep Julie Bryan at jbryan@huntsmansprings.com. For more information: www.huntsmansprings.com. REM

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18 REM MAY 2014

Where’s the bubble?

AS I SEE IT FROM MY DESK

By Stan Albert

rankly, I’m sick of seeing newspaper headlines about real estate bubbles. An adjustment in the marketplace might be welcome in many large cities like Vancouver, Calgary, Saskatoon and here in Toronto. A close friend of mine, a builder in Toronto and in the USA, often talks about sustainability. “How can we keep building with no end in sight?” he said to me the other day over dinner. He’s concerned that he and other builders may be overbuilding – that soon there may not be enough buyers in the population to absorb the number of houses and condominiums being built. Look at the number of immigrants that settle in major cities. They have the money to buy a home. In many of their home countries, real estate is not affordable. As an example, a 500-sq.-ft apartment on the outskirts of Paris, France, recently sold for over $1 million (US)! And yes, I know here in Toronto, we’re slowly reaching that point. A 450-sq.-ft. condo in upscale Yorkville, here in Toronto, came on to the market at $580,000. Where am I going with this column? Well, as long as we have the kind of free economy that we’ve enjoyed since 2001, we will continue to be able to sustain this growth. But what the various levels of government have to get their heads around is that we need affordable housing for those who don’t have a great abundance of cash to invest. That’s a topic for a future column. Where do you, the sales rep or

broker, fit into this equation? For starters, how many of you have contacted an immigration lawyer or facility to introduce yourself and put them on your VIP list? (Look up the article I wrote about that on remonline.com) Recently I interviewed several prospects who may be interested in making a change to their brand. Two of these young agents had similar stories about their own successes. They both came to Canada as young boys. Their parents were very poor and they lived in adverse conditions. One of the families was one of the first “boat people” admitted to the country and the other was from a country that was terrorized by rebels revolting against the government. Each of these men told me their own heart-rending stories and how they struggled to achieve success. They both were in contact with lawyers who specialized in dealing with their fellow countrymen. They helped them to find jobs and affordable rentals until they earned enough money for a down payment on a starter home. That first purchase may have been tight quarters, but in comparison to their home country, it was a palace. The two young men now deal with buyers and sellers of all races and cultures. Hard work and a dream of a better life is what sustains them. Are they concerned about the doomsday headlines? What do you think? This world is a better place because of young entrepreneurs like these two gentlemen. They show all of us that if there is a will, there is a way. I’ve been through at least three recessions over many years and sometimes it takes stories like these to show us that we have to have faith and that hard work never hurt anyone. Stan Albert, broker/manager, ABR, ASA at Re/Max Crossroads’ iRealty office in Toronto can be reached for consultation at stanalb@rogers.com. Stan is now celebrating his 44th year as an active real estate professional. REM

A Little Mistake that Cost this Real Estate Agent $767,463.38 in GCI (and almost his family) M

y name is Rudy Kusuma, and while I’ve worked hard to get to my current level of success, hard work didn’t always translate into the kind of life I yearned for. I may have achieved a level of financial success, but what it took from me and my family in terms of time was, quite frankly, unforgiveable. It was only when I decided to investigate, and then to embrace, Craig Proctor’s Quantum Leap System that my entire life turned around. Let me give you some specifics:

Before Learning Craig’s System ▪ I worked 7 days a week earning over $250k in annual GCI. ▪ I have 2 boys and a wife that I rarely got to spend time with because I was working 24/7.

▪ One of my boys is 3-1/2 and the other a year old. Because I was never home, and my wife was working a 9-5 job out of the house, we decided to send our youngest to live with my in-laws

showing homes (and had no time for exercise).

After Implementing Craig’s System ▪ I no longer work 7 days a week and am able to spend all day Sunday with my family – my “whole” family given that our youngest son is now back living with us. ▪ My wife was able to quit her 9 to 5 JOB and joined my business as my partner (she’s the most awesome ISA).

Rudy Kusuma www.TeamNuVision.net

in Indonesia so they could take care of him and give him the time we were unable to ourselves. ▪ I weighed 210 lbs overweight because I had to eat fast food almost d ai ly w hi le

▪ In the last 12 months, I generated $1,017,463.38 in GCI and my (very achieveable) goal is $3 Million in GCI in the next 12 months. ▪ In fact, I recently received LA Magazine’s Prestigious Five Star Home Professional Award which puts me in the top 2% of LA REALTORS®. ▪

Now, I weigh 170 lbs and have been keeping this healthy lifestyle since January 2013. I eat healthy (no more junk food) and exercise at least 3 times a week.

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20 REM MAY 2014

9 things FSBO companies don’t want consumers to know By Wes Hoover

They charge upfront (in most cases thousands). Agents don’t. When it comes down to it, listing with an agent shouldn’t cost you a cent. I know you probably read that a few times. Agents don’t charge upfront, we only charge when results are provided. This gives you an advantage in more than one way. On the other hand I have heard of individuals paying upwards of $2,000 upfront just for a sign and a spot on a website, only to end up having their house listed and sold by an agent. 2. They aren’t held to any code of ethics. Real estate agents across Canada are held to a strict code of ethics by CREA. They take the liability if something goes wrong. They are also held to higher standards in advertising and they have duties to you as a client. 3. Just because you’re a real estate professional does not mean you’re rich or overpaid. This has been the fuel for many slanderous ad campaigns released by popular for sale by owner web-

sites over the years. The truth of the matter is, if it was that easy and they got paid a “small fortune” to sell a house, everyone would get into the business. Selling homes is hard work. Agents often find themselves working for free and hoping to receive a commission. Consider this situation: A buyer has his agent show him 30 houses over the course a month. The agent spends hours of his time to assist the buyer. The buyer decides not to buy. The agent has worked for free and lost money on expenses. This is a common situation. 4. They can’t put your home on the MLS system. This system was built by Realtors for Realtors. No one is allowed to list a property on it unless they have a license to trade in real estate. These websites will just refer you to an agent (how ironic), often one from the other side of the country, to put your home on the MLS and nothing else. In most cases the listing won’t even be on your local MLS board, making it sometimes hard to find. 5. They actually petition agents to sell their houses. After years of bashing the profession, certain for sale by owner websites are now calling on agents

to come to their rescue, so they can take credit for selling homes. Tell me another business model where you ask your competition to do the work for you. This is really an admission of one thing – serious buyers go to an agent. Why? Because it will cost you nothing to buy through an agent. 6. They don’t have a real estate license. This is something a lot of people do not realize. These so called “private sale” websites are just that. They are not licensed to trade in real estate or to give you real estate advice. They can’t even advise you on how to price your property because doing this would fall under an agency relationship and would be considered trading in real estate. That requires a license. These parameters are set in place to protect you, the consumer. 7. You pay them so you can do all the work. Since these companies are not licensed to trade in real estate they are not permitted to represent you in a real estate transaction. This means they can’t answer buyer inquiries for you, show your home, host open houses, handle paper work, mediate negotiations, advise you on market conditions…and the list goes on and on.

To strike back against the FSBO companies’ negative advertising that bashes real estate agents, Wes Hoover offers this list for your clients. 8. Privates sales carry a stigma and uncertainties that make buyers uncomfortable. Ever gone to view a private sale as a buyer? Then you know it can be extremely uncomfortable and limiting to view someone’s house with them in it. It can be even more uncomfortable to negotiate with them. On top of all this, private sales beg the question, why didn’t they use an agent? Is there something wrong with the house? If they are trying to cut costs now, did they cut costs/corners with repairs? 9. Agents don’t hate for sale by owners. These companies would have you believe that agents think FSBOs are ignorant. This isn’t the case. We get why you would want to go this route. It can be

done, but just because you can do something doesn’t mean you should. Like many DIY projects you are putting yourself at risk. In this case you are taking a risk with the biggest investment of your life. It will not be an easy process. In the end, in today’s buyers’ markets you need an agent who will work tirelessly for you to get your home noticed above the thousands of others on the market. Just remember that limited service will always equal limited results and if it seems too good to be true, it is more times than not. Wes Hoover is a sales rep with Moncton Area Homes Team, HomeLife Premier Property Group. 506-962-2522; Email wes@weshoover.ca; website buywithREM wes.com.

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©2014 Engel & Völkers. All rights reserved. Each brokerage independently owned and operated. Engel & Völkers and its independent License Partners are Equal Opportunity Employers and fully support the principles of the Fair Housing Act.

22 REM MAY 2014

Town’s foundation a source of pride for sales rep By Connie Adair

oss Cooper is working to make his community better now and in the

future. Cooper, who has been a real estate agent since 1993, is president of the Powell River Community Foundation in Powell River, B.C., which was set up in 2001 by his late father, Graeme, and former Ontario politician Charlie Tatham. Its goal is to build a legacy fund, with interest from donations benefitting non-profit organizations now and the principal remaining untouched as a source of interest to be used in the future. Since its inception, the foundation has given out 80 grants to a wide cross-section of non-profit organizations, including the Powell River Therapeutic Riding Society, the historical society, a seniors’ home and an academy of music. The foundation’s total funds of $830,000 are currently enjoy-

ing an 8.6-per-cent return. Although Cooper worked as a banker for more than a decade, the healthy returns are the result of the Powell River Community Foundation mirroring what Vancouver Foundation does in terms of trading policies, he says. However, “hard work makes luck,” he says. The foundation recently received large donations from two Powell River donors – the late Gwen Locke and an anonymous donor. He attributes those donations to the hard work of the foundation’s 11 board members. The foundation’s next goal: to reach $3-million by Dec. 31, 2015. The goal was set by the board and is realistic, he says. The community of 20,000 values volunteerism and comes together when the need arises. Powell River recently raised $1-milion for a CAT scan machine. “I’m proud of that,” says Cooper. A background in real estate

and its many required skills (thinking outside the box, perseverance, being goal oriented, being organized and having the ability to develop personal relationships, for example) are invaluable to his foundation work, he says. Cooper was a banker for 13 years, working in the lending department, but you know you’re cut out for real estate when you go to the library and read the Real Estate Act even though you’re in another line of work. Cooper had friends and customers who were agents and also visited real estate offices regularly to do presentations about mortgages. “I was intrigued with the real estate business since I first started banking,” he says. Banking had him moving to different communities throughout British Columbia, but he fell in love with Powell River and things changed. His kids needed security and with a family back-

Ross Cooper

ground (his grandfather was a mill manager in Powell River in the late 1940s) he quit banking and made a “quality of life” move. Sitting in his corner office and looking out at the islands, he says it was the right move. “There are incredible views. It’s nice and sunny, safe and secure.” Selling real estate is a mixed bag. “I could be selling a $12,000 mobile home in the morning and

a $600,000 commercial property by the end of the day. It’s the diversification that makes it fun.” Cooper has served as president of the real estate board and is now vice-president. He has also been president of the local Rotary Club. He has been involved with the foundation since its inception, helping out with the marketing side. The foundation is busy reviewing grant applications for the $8,000 available this granting period and is working on a fundraising event to be held in September. The website and marketing materials are being redesigned to increase awareness about the foundation in the community. The foundation has big plans and its motto, For Good Forever, sums it up. For more information, visit www.prcommunityfoundation REM .com

Is your referral pool feeling more like a puddle? ® An ABR designation can help you weather any market. The market is always changing. A great way to increase your opportunities and your referral pool in any market is through education. Becoming skilled at buyer representation will help you change the way you do business and cater to clients at every stage in the home buying process. As an Accredited Buyer’s Representative (ABR®) you will gain a unique understanding of home buyers’ needs and how to best serve them, specialized information to stay on top of home buying issues and trends, and exclusive resources to share with your clients and give you even more of a competitive edge. Earning your ABR® Designation has never been easier. The 2-day core course can be completed online or in class, and you can choose from over 16 elective courses based on your business goals and market trends. Get the advantage you’ve been looking for. Visit rebac.net to learn more.

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24 REM MAY 2014

Get business with new home construction

By J.F. Ratthé

remember at the beginning of my career when I was interviewing brokerages, one of the brokers told me I should get into new home construction right away. He said it was a great way to get business and buyers. Although I was ready and willing to try anything at this time, one of my fears was that since I was just starting out in real estate, having to learn the ABC’s of new developments just seemed too overwhelming at the time. I’m sure you know the saying, “If I knew then what I know now.”

I ended up doing new condo developments about a year after I started. And boy, did it ever help with my business! But I realize now that it would have been much easier to start learning everything about new construction as soon as I got my license, or before if possible. Even today, a majority of experienced agents prefer to stay away from new construction. That makes it a great opportunity for new agents looking to become successful. There are three main reasons why sales reps stay clear of this all-too-important industry: 1) They simply don’t know enough (or anything) about the product and the process. Builders will be happy to work with you in explaining how they work, what they look for in an agent and what products they have. Research their company through their website. 2) They want to get paid their commission sooner than six to 12 months down the road. This is something most new agents are afraid of as well. Ask the builder/developer if they would

A majority of experienced agents prefer to stay away from new construction. That makes it a great opportunity for new agents looking to become successful. advance a portion of the commission once the offer to purchase is free and clear of all conditions. The potential to get leads for sellers and buyers from their listing has more positives than negatives. Plus you have a great-looking new home/condo to showcase. 3) They don’t want to limit their clientele and potential commissions. I don’t believe you are limiting your clientele by working with new construction. This does not have to be your only source of income. It can become your secondary niche. If you have a neighbourhood as a niche market and developers start building there, you get access to

more inventory. If you are thinking of getting into new home sales, create a relationship with a home/condo builder right away. Start by explaining to them that although you are new, you are also eager to learn and sell their products. Ask if you could meet with them to learn how they work (builders and developers have their own specific processes and documents) and how you could start selling their products. Learn as much as you can about where they build, what they build and the unique qualities used in their building process. I had no problem selling new construction. I learned early on

that the key to getting leads was to have listings. And what better way to get buyers and sellers than with new construction? People are always looking to buy new. And get this: once they buy a new home from you, they will need someone to sell their current home. Boom, you now have two transactions. One last bit of advice: Ask if you could start with one listing and prove yourself. Or see if you could co-list one of their homes with a more experienced agent. While you learn the trade, make sure you familiarize yourself as much as possible about flooring, plumbing, floor plans, insulation, roofing, construction schedules and all other facets of new home sales. JF Ratthe is the sales & marketing manager at Karwood, the largest real estate development company in Newfoundland. He is the author of two books and founder of the real estate training program “7 Steps to Real Estate Success for New Agents”. Email jf@karwood.com. REM

The FRI designation was a natural choice for me to ensure distinction for my personal career. This noted designation is a symbol of respect, trust and integrity that clients and colleagues appreciate. Achieving the FRI has helped further my career and increase my business. It’s my competitive advantage. Walter L. K. Lui, FRI, CPM®, CRES Broker/Manager, Century 21 Leading Edge Realty Inc. Brokerage REIC Toronto Chapter President

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26 REM MAY 2014

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he Polar Vortex sent a shiver across the entire country this year, but now that the snow has melted it’s the perfect time to identify necessary postwinter home repairs. If you experienced a brutal winter this year, chances are many things around the house need repairing. Some of the most common issues homeowners have are damaged gutters and shingles, worn out heating systems and distressed driveways. Now that the grass is finally green it’s time to get to work! The winter storms this year brought record levels of heavy snowfall, which likely led to bent or broken gutters and spouts covered in debris. Fall leaves, ice and snow can weigh down gutters, causing them to separate from the roof. They can also rip away from the house, possibly damaging the side of your home. During the winter, you should keep an eye out for ice dams and frozen gutters. This is common after snowstorms when snow melts and reforms as ice near the edge of the roof, preventing drainage in the gutters. The water will often seep beneath the roof, causing leaks and more damage to the interior of your home. Depending on what your roof is made of, look for loose shingles or metal. If you have a chimney, skylight or dormer, inspect those for cracks as well. The process required to plow and salt your driveway throughout the winter is necessary, but also damaging to your driveway. Shoveling, snow plows and salt used to melt the ice can eat away at your driveway and sidewalks. After lots of snowfall, the concrete around your home tends to retain water and begin to crack. Once it’s warm out, you should seal those cracks by power-washing the concrete and re-sealing it. Sealing your driveway is both simple and economical if applied correctly. First you must cure the

Postwinter home repairs concrete by removing loose debris such as mud, dirt and leaves. Use a pressure washer to remove oil or grease stains and then allow the concrete to dry. You should allow the driveway to cure for 20 to 30 days before applying a sealer. Don’t apply water-based siloxane sealers until the concrete has dried for at least 24 hours. Remember, water on the driveway will dilute the sealer, which will limit the amount of sealer getting into the concrete. Once it is ready, you can apply the sealer by spraying it, rolling it on or brushing it onto your driveway. Once the sealer cures, it becomes bonded to the driveway and will provide protection for years. The recent freezing temperatures have also likely pushed your home furnace to keep the home warm during the storms. The biggest culprit in a heating system breakdown is a dirty filter. As the dirt accumulates, air cannot pass, or worse, the system can overheat. Dirty air filters also cause poor air quality in your home, which can affect everyone, including pets. When an air filter is clogged, more energy is being used, causing your energy bill to skyrocket as well. Replacing your furnace filter is an easy and inexpensive step to take in order to save money, extend the life of your system and improve your indoor air quality. Determining these post winter issues could be stressful, so calling on a professional home inspector after dealing with such a dreadful winter could take a huge weight off a homeowner’s shoulders. Having these damages repaired will beautify the exterior of your home just in time for the warmer weather. Jay Gregg is Pillar To Post’s director of marketing as well as a certified home inspector based in Orangeville, Ont. Founded in 1994, Pillar To Post is now the largest home inspection company in North America with over 400 franchisees. www.pillartopostREM franchise.com.

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28 REM MAY 2014

STOP SELLING HOUSES & START MAKING MONEY

By Debbie Hanlon

’m going to throw a word at you and I want you to note your first reaction to it, okay? All right, here we go... change. If you felt apprehension, nervousness or even fear at that word, you’re not alone. Change is something that most people are uncomfortable with and would do almost anything to avoid. Our psyche has been hammered with wisdom stating the negative aspect of change in the “better the devil you know than the devil you don’t” style. Not surprisingly then, a lot of people put up with things they don’t have

It’s never too late to be the early bird to and continually sell themselves short rather than make changes that would have a positive effect on their lives. If you’re one of those people who are afraid of change, I’m afraid I have some bad news for you. The world changes faster and faster every year. Most of these changes are driven by technology, which allows change to happen at a speed never before experienced. How fast are these changes happening? Well, in three short years Facebook went from having 350 million users to over one billion. Three years ago 75 million people had a Twitter account – today that number is close to 900 million. Here are some more change stats that will blow your mind: 100 hours of video is uploaded to YouTube every single minute of every single day and its content ID system scans 250 years of videos every day. Two new users join Facebook every second. More

than 82 billion apps will be downloaded this year and 200 trillion text messages are sent every day. It’s almost too much, too fast, too crazy, to wild to believe, but it is exactly what is happening. It’s time to stop fearing change and start to embrace it. It is not going away. So what does that have to do with being a real estate agent? Everything. I had a successful career in real estate as an agent and then as a broker. My firm was No. 1 and I was No. 1 in sales in all of Canada. Then I ran for public office and because of the demands that put on me, I put real estate aside for a while. Then I retired from that and decided to get back into the business that had been so good to me for so many years. To go from elected official to broker/agent of my own solo firm was a huge change to make. Gone were the guaranteed salary, the insurance, travel and other perks. In their place was the uncertainty

that every real estate agent is all too familiar with. Was I scared? Oh yes. I was plenty scared until I realized a very real truth in all of this. You see, I had started fresh in real estate some 20 years before as a single mother on welfare with three children to take care of. Back then I didn’t have a clue what I was getting into and, thankfully, over the years I’d managed to scrape a few clues together about the best way to do real estate. I’d developed a series of systems that had made my life a lot easier. I’d already been through the learning curve. That means I was doing something we’ve all probably said we would like to do at one time or another…I was starting over with knowledge. Who hasn’t said or thought, “If I could be that age again with what I know now….” Well, that’s kind of what I get to do with the reboot of my career. You can do the same thing. You can reboot your career. It doesn’t

matter how long you’ve been doing this. Right now is the perfect time to make some changes. Right now. Not tomorrow, not next week, but right now, this very minute. Do it. Write down a change you’re going to make and you will have begun to make that change. It could be getting up earlier, reconnecting with someone, sending an email you’ve been avoiding, anything. Make the change. In the minute it takes to write it down, 100 new hours of video will be uploaded to YouTube and you’ll have taken one giant step in a new direction. Debbie Hanlon is the founder of Hanlon Realty and CEO of All Knight Inc. She is a three-time top 50 CEO winner and was named one of the top 100 female entrepreneurs in Canada. She is currently an elected city official in St. John’s, Nfld. and is available for motivational and training seminars. Email debbie@allknight.ca REM

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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. ÂŠ2014 Brookfield Real Estate Services Manager Limited. All rights reserved. Any copying, reproduction, distribution or other use of these materials is prohibited.

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32 REM MAY 2014

Century 21 Century 21 Percy Fulton is the No. 1 Century 21 office internationally, based on sales production in 2013. This is the office’s third consecutive year receiving the prestigious international award. The office has ranked No. 1 in Canada since 1990, helping more than 2,000 families achieve their real estate goals every year in the Toronto and Durham areas. The office offers ongoing education for sales reps, including hands-on training seminars, as well as extensive marketing and administrative support. Clare Fulton, broker of record and owner of the brokerage, was honoured on stage at the Century 21 Global Conference in Las Vegas in front of thousands of international Century 21 System members.

The brokerage was founded in 1977 by Clare Fulton’s father, Percy Fulton. Clare took over ownership of the company in 1988. It has 225 sales reps. The Century 21 Goodale Miller Team in Oakville is the No. 1 Century 21 team internationally based on 2013 sales production. The team has ranked No. 1 in Canada for the last 11 years. The 14-member team serves fine homes and estates clients. They offer in-house marketing, as well as an administrative and web team, a home stager, a professional photographer, a videographer and a floor plan technician. Team members Don Goodale and Brad Miller were honoured at the global conference.

Coldwell Banker Vancouver’s Tina Mak is the

Coldwell Banker Canada president Andy Puthon, left, presents the Canadian Ambassador Award to Tina Mak along with Paul Prade, president of Coldwell Banker Westburn Realty in Vancouver.

winner of the global Coldwell Banker network’s Canadian Ambassador Award for 2013. “This award represents the culmination of what has been an extraordinary year for Tina Mak and the contribution she has made to the Coldwell Banker global network,” says Andy Puthon, president of Coldwell Banker Canada Operations. A 21-year industry veteran and an associate broker at Coldwell Banker Westburn Realty in Vancouver, Mak is a frequent speaker in Canada and the U.S. She was featured at the GenBlue Experience in 2013, the Coldwell Banker brand’s international event at the Lincoln Centre in New York City. She was installed as national chair of AREAA Canada in February of 2013 and went on to cochair the Investment Alternative Conference in Vancouver. “Tina’s undeniable expertise in the Chinese relocation market has earned her a role as our global brand’s spokesperson and ‘go-to’ resource for trends on the Asian homebuyer and bridging the gap between East and West,” says Puthon. “A shrinking world driven by technological advancement is

changing the way we do business and changing the face of the industry,” says Mak. “While that presents formidable challenges, it also creates unprecedented opportunity to build bridges and create a better understanding between people and cultures. Throughout my career that is what I have tried to do. That’s not only good citizenship; it’s good business.”

Realtor Magazine’s 30 Under 30 For more than a decade, Realtor Magazine, the official member publication of the National Association of Realtors, has honored some of the industry’s brightest rising stars each year with its 30 Under 30 program. As the title suggests, 30 Realtors under the age of 30 are selected based on stellar sales, business acumen, association and community involvement and other criteria. Ian Charlebois, 27, brokerowner of Re/Max Citywide Realty in Ottawa, was recently the first non-U.S. Realtor named to the list, a goal he set for himself two years prior. “I was ecstatic,” Charlebois says. “Any time you get recognized by NAR, it’s quite an honour.”

Justin Tazi (centre) with Liv Real Estate broker/owner Sheldon Johnston and Sara MacLennan, marketing director.

Royal LePage Estate Realty in Toronto won the Shelter Award for Office of the Year in Ontario.

Dwayne Hayes

From left: Matthew Gilmore, manager with award sponsor Canada Mortgage and Housing Corp. Atlantic Market Analysis Centre, Roy Milley and Gary Mailman, NSAR’s immediate past-president.

Charlebois was featured in a REM cover story in January 2013. His company has offices in Rockland and Embrun and has 32 sales reps, after recently acquiring the Riveria 2000 brokerage. “This acquisition will increase sales, our geographic reach and brand awareness,” he says.

VIREB Realtor of the Year Susan McGougan was recently named the Vancouver Island Real Estate Board (VIREB) Realtor of the Year. The award is presented to an individual whose dedication to excellence has had a profound influence on the professional image of VIREB Realtors and who exemplifies characteristics such as leadership, industry stakeholder participation and active community involvement. McGougan has been a Realtor since 1990. Over the years she has received numerous professional designations, including an RIBC and CRES designation from the Real Estate Institute of B.C. She is a past-president of the board and served as a director for the British Columbia Real Estate Association. Continued on page 34

Bill Bhamra

Nathan Mol

And the honours go to... Continued from page 32

Currently, she is vice-chair on the Real Estate Council of British Columbia. McGougan is a 10-time member of the Re/Max International 100% club and has been inducted to the Re/Max Hall of Fame. She’s also a supporter of many causes in the community, including MS Society, Heart and Stroke Foundation, B.C. Cancer Society and the Children’s Miracle Network.

NSAR Realtor Volunteer of the Year Broker Roy Milley has been named 2014 Realtor Volunteer of the Year by the Nova Scotia Association of Realtors (NSAR). Milley has been acknowledged for his dedication to the real estate industry and his community of Sydney, Cape Breton. “Roy’s involvement and contributions to the people of Sydney and those in the real estate industry are unquestioned,” says Realtor Gordon Burns, who nominated Milley for the award. “You can always count on Roy’s positive attitude to carry over to those around him, resulting in positive and ethical outcomes.” Milley has been in the industry for more than 30 years and owns and operates Marquis Realty in Sydney, Cape Breton. In his community he has spearheaded a number of special projects. He was one of eight people who helped raise $8 million for the cancer clinic at the Cape Breton Regional Hospital in 2010. “Roy represents the true spirit of how we can all work together to improve the real estate industry and the communities around us,” says Gary Mailman, NSAR pastpresident.

ARR Realtor of the Year Months after serving as 2013 president of the Association of Regina Realtors (ARR), Stacy Svendsen of Realty Executives Regina has been named 2013 ARR Realtor of the Year. Sponsored by Canada Mortgage and Housing Corp., the award recognizes an ARR member who has demonstrated outstanding leadership and dedication to both the real estate industry and the community at large.

“No one is more deserving of this honour than Stacy,” says ARR president Basil Pappas, who benefitted from Svendsen’s mentoring in the year leading up to his presidency. “Not only has she made tremendous contributions as a teacher and leader among our membership, she has also given of her time to countless causes in our community.” Born in Nova Scotia to an RCMP family often on the move, Svendsen has called Regina home since 1992. She got her real estate license that same year and began teaching the ARR’s new member class just two years later. She also finds time to raise funds for several local charities.

ARTEZ PHOTOGRAPHY

34 REM MAY 2014

Ian Charlebois

Susan McGougan

Brad Leslie

Stacy Svendsen

Eileen Smith

Laura-Leah Shaw

NBREA Dave Hawkins Award The New Brunswick Real Estate Association (NBREA) bestowed this year’s Dave Hawkins Award on Dwayne Hayes, a Moncton Realtor with over 15 years of experience. The award is presented annually to an individual who has made an outstanding contribution to the real estate industry in New Brunswick. “Dwayne has a tremendous passion for the industry,” says NBREA president Kari McBride. “He has been a great advocator for real estate in New Brunswick and his professional resume and achievements only highlight that.” Hayes has been involved in organized real estate at the grass roots, provincial and national levels. Part of his involvement included serving as president of the NBREA Board of Directors for four years, serving on CREA’s Technology Council and being part of the Board of Directors for Greater Moncton Realtors du Grand Moncton. He also coaches minor hockey in Moncton, is an accomplished instructor and presenter, and is always volunteering his time with community projects through his company and local board, says the association.

REBGV Professional Excellence Award Eileen Smith is this year’s recipient of the Real Estate Board of Greater Vancouver’s (REBGV) Professional Excellence Award. Smith became a Realtor 49 years ago. In that time, she founded two

real estate offices on the North Shore and developed a reputation for integrity, honesty and professionalism. “Eileen became a Realtor in 1966 when there were very few women in the business,” says Sandra Wyant, REBGV president. “She instilled strong ethical and professional values in the real estate offices she founded and became known as a mentor and leader to many.” Smith’s commitment to professionalism is evident through her involvement with several professional bodies. She served as chair of the Errors and Omissions Insurance Corp. and volunteered as a director of the Real Estate Council of B.C., the Real Estate Foundation and the Real Estate Board of Greater Vancouver. The REBGV recently honoured Brad Leslie and Laura-Leah Shaw as this year’s recipients of the Realtors Care Award. The awards are presented annually to Realtors in Greater Vancouver who support their communities through fundraising or volunteer activities. Leslie, of Re/Max Real Estate Services in Vancouver, founded Young Men’s Adventure Weekend many years ago for boys and teens growing up without strong male role models in their lives. He has remained closely involved with the group as an event co-ordinator, advisor and mentor. The program expanded to California where he served as the event consultant.

Today Leslie speaks with groups wishing to produce similar events and with parents who need advice. Laura-Leah Shaw, of Re/Max Crest Realty in Vancouver, regularly collects food for people living on the Downtown Eastside and directs furniture donations to supportive housing initiatives. She is also a long-time volunteer of the Realtors Care Blanket Drive.

Liv Real Estate Edmonton-based Liv Real Estate says it is taking a new spin on performance measurements. The firm is rewarding customer service and not sales, honouring those employees who demonstrate exceptional customer service, leadership and community involvement. Five different types of awards were handed out to 10 employees for their work in 2013. The awards included customer service awards for those who have received customer satisfaction ratings above the national average; top customer service awards for the three employees who had the best customer satisfaction ratings; a founder award for the person who best demonstrated and promoted the company’s brand values throughout the year; a leadership award for the person who demonstrated leadership through community involvement, continuing education and mentorship; and a peernominated team builder award. The award winners are Bill

Bhamra (Team Builder Award, Top Customer Service Award and Service Excellence), Nathan Mol (Leadership, Service Excellence) and Justin Tazi (Founder’s Award). “Our awards program sets us apart from others in the industry,” says Sheldon Johnston, broker and owner, Liv Real Estate. “We focus on the customer experience because if you do an excellent job, your clients will come back, and they will recommend you to others. Our agents all understand that the customer is our No. 1 and we reward those who go the extra mile.”

Royal LePage Shelter Foundation Royal LePage Estate Realty in Toronto was recognized recently at the annual celebration for Royal LePage real estate agents in Ontario for its contribution to the Royal LePage Shelter Foundation. One hundred per cent of the funds raised by Royal LePage Estate Realty are donated to the Red Door Family Shelter and the Scarborough Women’s Centre. Jennifer and Keith Burton, broker owners of Royal LePage Estate Realty and their team received the Shelter Award for Office of the Year in Ontario. “We’re so privileged to be recognized for the work we do to support community services where we work and live; to help put domestic abuse out of commission,” says Jennifer Burton. REM

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36 REM MAY 2014

Investing in multi-family buildings

By Eddy Boudiwan and George Hill

e have often been asked how we select our investment properties and why we favour multi-family buildings. The residential market is our key area of focus, which is divided into owner and tenant occupied. As we delve into real estate for the purpose of investing, we are focused on tenant-occupied properties, rather than owner-occupied homes, as we firmly believe that it

has the basis for greater returns. Although an owner-occupied property can appreciate, it is affected significantly more by supply and other economic factors than a tenant-occupied property. Simply stated, the value of a tenant-occupied property has a direct correlation between the income it creates and the value of the asset itself, beyond the value of the building and land. Every tenant-occupied property should be treated strictly as a business, relying on fundamentals of analysis and due diligence, rather than subjective emotions. The key metrics analyzed are the net operating income (NOI) and the cap rate (based on the area). NOI is the income produced by a property after all expenses are removed, before the mortgage payment. Cap rate is defined as the percentage return of a cash purchase on the property. Other fundamentals affect cap rate, such as sales in the immediate area, condition of the property and other macro and micro economics. It is

very important to be in tune with the cap rate in the submarket where you decide to buy. We like to invest in upcoming areas that show solid, sustainable GDP, job and population growth. To better define the function of the cap rate, let’s consider a scenario in which we purchase an investment property that generates an annual NOI of $10,000 and the purchase price for this property was $100,000 cash. Based on purchase price, you are receiving a 10-percent return or cap rate (value of property = NOI/cap rate). Here is where NOI acceleration strategies play a huge part. Keep in mind that increasing NOI, either by increasing revenue or decreasing expenses, will directly increase the value of the investment. 1. Buy the right property: For every $1,000 understated by seller NOI, an overpayment of $10,000 will occur for the property. Cap rate assumed is 10 per cent to stay in line with the example above. Often omitted are items such as water heater rentals, snow/land-

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scaping and laundry lease. Validate all expenses carefully. 2. Invoke strategies to increase rents, while keeping vacancy low. Efficient renovations, property facelifts and amenities for tenants can play a huge role in raising the tenant profile, thus increasing rents. 3. Reduce expenses, while still managing the quality of the property. Sub-metering for hydro and water, along with using energy-efficiency strategies are some of the best ways to reduce expenses and increase NOI. Also, look for opportunities to save on realty taxes by asking for a re-assessment. For example: We bought an underperforming, mismanaged four-plex, where hydro costs were paid for by the landlord. We invested $5,000 to sub-meter the property and upon tenant turnover we charged base rent plus hydro. The hydro expense was more than $3,700/year. The NOI increased by $3,000, increasing the value of the asset by a whopping $40,000! 4. Fix expenses so you know

what to expect and to ensure you are paying fairly in the market for services and products. Having fixed contracts with property management, snow removal and landscaping companies and utilities can prevent anomalies in charges and ensure a constant NOI. We suggest holding properties for between five to 10 years, while normalizing, creating efficiencies and increasing the NOI. This results in wealth creation via increases in equity and increased cash flow. Invoke a good exit strategy to capitalize on the NOI creation that fits with your mortgage terms. Real Estate Rangers is a real estate investment team that locates, operates and maintains properties for investors. Eddy Boudiwan (eddyb@realestaterangers.ca) and George Hill (georgeh@realestaterangers.ca) are the co-founders of the company. They have partnered with Taft Forward Management as their acquisition arm. www.realestaterangers.ca. REM

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38 REM MAY 2014

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By Azizali Kanjee

hings are looking good for Canada’s commercial real estate market. CBRE Canada is calling for a “steady and stable” 2014 while PricewaterhouseCoopers (PwC) assigned an average overall rating of “modestly good” to Canada’s nine largest commercial real estate markets. Forecasts vary depending on the asset class – office, retail, industrial, investment and multi-housing – and market, but as a whole Canada remains “on the radar for new capital investment” thanks to “a lack of volatility in the Canadian economy coupled with steady job growth” according to CBRE. Retail and office space in particular are predicted to do very well in 2014, keeping in line

condo developments with blocks of stores and restaurants at the base are gaining steam. These city dwelling shoppers won’t have far to go for work, although their work spaces are expected to shrink as employers strive to cut costs in new towers that have emerged from Toronto’s building boom. But with retail and office construction in Toronto on the rise and demand for space high, large blocks of available space are scarce – a good problem for any city to have. Other cities in Ontario are also benefiting from investor demand. CBRE’s senior vice-president and managing director John Haire says, “From an investment point of view, the Region of Durham has become an unexpected hot spot for manufacturing and the inevitable retail and residential growth that is sure to follow.” Vaughan and

cial and international marketing support for commercial property. Owners can receive up to 50 per cent of their eligible expenses back per site, with a maximum reimbursement of $25,000 per site. Investment-ready sites also benefit from an international marketing campaign aimed at the site selection community, a profile on www.InvestIn Ontario.com and promotion at key global real estate, site selection and investment attraction events. A property with an Investment Ready: Certified Site designation is attractive to investors and site selectors because it provides important background information on a site’s availability, utilities, transportation access and environmental record; it encourages faster site selection decisions and can help greenfield or expansion

The Government of Ontario recently launched the Investment Ready: Certified Site Program, which provides financial and international marketing support for commercial property. with the growing trend of “urbanization.” In Toronto, for example, we’re seeing a renewed interest in the urban core from residents who want to eliminate commuting costs and take part in a live/work/play environment. “The growing attractiveness to investors of developments that respond to this desire leads the outlook for 2014,” says PwC. Retail giants Home Depot and Walmart are responding by looking for opportunities where they can build up, rather than out. To add to the “retail explosion”, mixed-use office and

Mississauga are also expected to continue performing well, thanks to the available industrial space and pro-business mentality. All of this said, I think it’s safe to say that Canada’s commercial real estate market is thriving and investors will continue to keep their eyes on Canada. Owners of commercial real estate take note, but not before taking steps to certify your site. The Government of Ontario recently launched the Investment Ready: Certified Site Program, which provides finan-

projects get started. With the commercial real estate market on a roll and a program like this available, it seems like an opportune time for commercial real estate owners. For more information on the Investment Ready: Certified Site Program, visit www.ontario.ca/certifiedsite. Azizali Kanjee is broker of record with Inprobus Realty Corporation Brokerage in Oakville, Ont. and chair of the Ontario Commercial Committee at the Ontario Real Estate REM Association.

40 REM MAY 2014

Itâ&#x20AC;&#x2122;s what you say and how you say it By Peter Sardeli

n this fast moving, technologically changing generation, when all kinds of information is easily posted, found and researched on the Internet, why are some sales reps still using old-fashioned methods to generate business? Iâ&#x20AC;&#x2122;m referring to cold calling, door knocking, direct marketing (flyers), snail mail advertising and for some, open houses and seminars. These types of client contacts have been preached by company owners and sales managers for years, almost as if itâ&#x20AC;&#x2122;s the path to the holy grail of selling success. Surely they must know that the World Wide Web is the future for selling anything. Want to buy

furniture, cars, jewelry or even find love? Go on line, itâ&#x20AC;&#x2122;s all there and available with just a single click! So why are these antiquated prospecting methods still being encouraged? Is it because owners, managers and sales coaches are all old-fashioned and donâ&#x20AC;&#x2122;t understand how to use the web properly? Or, is it because they still work and always will? Direct mail marketing and the other contact methods generate leads, but itâ&#x20AC;&#x2122;s what you say and how you say it that gets you the business. Thereâ&#x20AC;&#x2122;s nothing like selling, in the moment, capturing your prospectâ&#x20AC;&#x2122;s full attention and having them agree to work with you. Itâ&#x20AC;&#x2122;s always best to do your selling face-to-face where you can see a personâ&#x20AC;&#x2122;s facial expressions, read their body language and combine it with the tonality in their voice to determine if they are buying into what you are selling. When the customer is buying in,

it makes this business a pleasure to be working in. As a real estate agent, you are the product. You are selling yourself, especially when it comes to listing someoneâ&#x20AC;&#x2122;s property. As you are well aware, not all real estate companies and not all sales reps are the same. Most consumers know this and thatâ&#x20AC;&#x2122;s why they generally interview a couple of agents from different companies. They are searching for someone they believe is â&#x20AC;&#x153;professionalâ&#x20AC;? and can sell their property. So your appearance, your timeliness, your presentation and how you connect with potential sellers are all important, but there is nothing more important than the words you use to sell yourself. This is the main reason why you win or lose listings, so working on perfecting what you say and how you say it is everything. Ever wonder why some agents list and sell more properties than others? These sales reps

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have figured out what sellers want to know and what to say to get listings. The really good ones have not only learned the language, they have also mastered the complete gambit of communication skills required to win. A good friend of mine who is a top-producing sales rep in the Vancouver area once said, â&#x20AC;&#x153;Your presentation is worth $7,500 (the average commission received for one side of a transaction), so it better be good.â&#x20AC;? Here is the best part of what he said: â&#x20AC;&#x153;Most sales repsâ&#x20AC;&#x2122; presentations are not good. They are weak with most of the presentation focusing on pricing and justifying their findings rather than focusing on selling techniques that can differentiate them from their competition.â&#x20AC;? So the next time youâ&#x20AC;&#x2122;re wondering why you didnâ&#x20AC;&#x2122;t get a listing you were hoping to get, itâ&#x20AC;&#x2122;s probably not because another sales rep did it for â&#x20AC;&#x153;a cheaper commissionâ&#x20AC;? or any other excuse

you use. Itâ&#x20AC;&#x2122;s probably because you didnâ&#x20AC;&#x2122;t learn the right things to say and how to sell it. Letâ&#x20AC;&#x2122;s not forget, sellers are paying agents a lot of money for professional representation, so take the time to learn and master your craft. Organized real estate deserves to have the very best members working within the system. There are many great mentors, managers and real estate coaches out there. Donâ&#x20AC;&#x2122;t you think you should seek them out and learn the language, master the skill and possibly the systems they use so you too can be a great agent? Peter Sardelis is a broker at Century 21 Capital Realty in Ottawa. For 27 years he has made a career of working to exceed the expectations of his clients. He has a tremendous work ethic, a deep sense of fairness and a limitless commitment to doing what is best for the real estate industry. Email: peter.sardelis@century21.ca.

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42 REM MAY 2014

Caregivers are not ‘roomers’ LEGAL ISSUES

By Donald H. Lapowich

n a decision in Alberta, a husband and wife, the owners of a condominium unit, required a live-in caregiver. One was blind and the other suffered from dementia. After the caregiver was hired, the condominium corporation brought an application for a declaration that the owners were in violation of a bylaw. It states that that units are “occupied or intended to be occupied as a residence by one family alone…and in which no roomers or boarders are allowed.” Fortunately, the court took a reasonable and practical result in this case. The fact that a live-in caregiver was required to provide assistance did not mean that the unit was used other than as a single-family dwelling or for residential use. It would be unreasonable to include as “roomers” a live-in caregiver required for necessary care. One has to question who made the decision on behalf of the condominium to bring such a type of application. (Condominium Plan No. 9910225 v Davis, 2013 ABQB 49) ■ ■ ■

A condominium corporation acts through its board of directors. In an Ontario case, a representative of a corporation’s property manager entered into a contract for natural gas “without authority”. The directors discussed this contract as early as 2009 at a board meeting. However, the board did not bring an application to declare the contract invalid until September 2012. The Ontario Court held that action barred by the Limitations Act (two years). A claim begins to run when damage is discovered. The board of direc-

tors was aware by 2009, when discussing this contract, that it was not authorized. It obtained advice from legal counsel and the property manager in 2009. The fact that the energy supplier did not respond to the board and its allegations did not postpone the limitation period, so by 2012 the condominium corporation’s claim was statue barred and dismissed. (York Condominium Corporation No. 62 v. Superior Energy Management Gas L.P., 2013 ONCA 789) ■ ■ ■

In a different case, a developer intended to subdivide land in Edmonton into various lots and sell them. There were two individual buyers who entered into an Agreement of Purchase and Sale as well as a corporate builder, which was to buy 14 lots. The agreement indicated that the subdivision plan had to be registered and that building permits must be obtained by a “condition date”, failing which if the vendor (developer) did not waive the condition (and made reasonable efforts to satisfy it) the condition would be terminated. The vendor maintained that he failed to obtain the subdivision registration and that the contracts were at an end. However, both the builder and the individual purchasers sued the vendor and the court ordered damages awarded. This case defined the required reasonable efforts that had to be shown by the vendor. Here the vendor could not meet that test as he did not become involved in prudent and moderate action with sustained diligence to achieve the condition. In addition, the vendor’s agent exercised no diligence at all and the developer assumed a passive role. This being the case, damages were awarded to the purchasers. (1092369 Alberta Ltd. v. Joben Investments Ltd., 2013 ABQB 310) Full cases can be read at www.canlii.org. Donald Lapowich, Q.C. is a partner at the law firm of Koskie, Minsky in Toronto, where he practices civil litigation, with a particular emphasis on real estate litigation and mediation, acting for builders, real estate agents and lawyers. REM

Pros and cons of collateral mortgages By Brian Mill uring the past couple of years the term “collateral mortgage” has gained a bit of a negative reputation, especially since TV shows like CBC’s Marketplace have taken notice. Marketplace felt it was worth doing a segment about collateral mortgages because the lenders offering this product weren’t disclosing the downside of this type of mortgage. Collateral mortgages are designed to allow more flexibility in repayment terms and products secured by a residential property. Under the cap, or global limit, a borrower can have a regular mortgage, line of credit, a credit card and multiples of each of these products. When used for this purpose, collateral mortgages are excellent products that enable homeowners to attain cheaper interest, access higher limits and take advantage of splitting mortgages. Collateral mortgages have been making news lately not because of these positives, however, but due to the negative ways

lenders have been using them. When a regular conventional fiveyear mortgage (or any other term) comes due, or is up for renewal, the borrower can “switch” their mortgage to another lender at no cost. This type of mortgage is registered against the title of the property with the amortization outlined, so another lender simply pays out the other mortgage and continues on with the same amortization and balance as the previous lender had in place. Under a collateral mortgage however, when the mortgage comes up for renewal, it would actually have to be discharged before another lender could take over the mortgage. This means a lawyer must discharge one mortgage and register a new one, which can result in fees ranging from $500 to $1,000. Not only would it be subject to legal fees, but all secured debt would have to be paid out with the mortgage, including secured credit cards and lines of credit. Technically, this is considered a refinance and, according to the new federal guidelines, refinances are limited to 80 per cent of the property’s value. So, if the total

amount being borrowed is greater than 80 per cent of the property’s value, it may be impossible to switch to another lender until either the debt is paid down or the home value increases. Some lenders have been using this as a retention tool, meaning that they place all of their clients in collateral mortgages knowing that, at the end of their term, it will cost them a significant sum to switch their mortgage to another lender – if it’s even possible to switch given the loan-to-value restrictions. This is why collateral mortgages have gained a bad reputation. Clients weren’t being notified that they couldn’t simply switch their mortgage to a new lender upon renewal. In order to attain a full objective understanding of whether this type of mortgage is right for your client, be sure to consult an independent mortgage agent who has access to both collateral and standard mortgages. Brian Mill, B.A., is a licensed mortgage agent with Neighbourhood Dominion Lending Centres in Owen Sound, Ontario. 519-379-3003; brianmill@ndlc.ca; www.brianmill.ca. REM

Frauds aimed at lower dollar value, says FCT

itle insurance company FCT says in 2013, its underwriters noticed a trend towards a greater number of suspicious real estate transactions at a lower dollar value. In comparison to past years, for both residential and commercial real estate transactions, the amount of mortgage funding sought in transactions flagged as suspicious is getting smaller, the company says, but at the same time the incidences are more frequent. It says in 2008, the amount of mortgage funding sought in a flagged residential transaction was $600,000 on average. By 2013 the average has dropped to $360,000 – a 40-per-

cent drop in mortgage money. “In 2009 we were flagging suspicious residential frauds about once a week. That average has increased to almost twice a week five years later,” says Eric Haslett, VP and chief underwriter at FCT. “The value of these transactions is dropping as well. I think fraudsters may be trying to slip smaller transactions by us as they may believe that a higher value mortgage may be subject to greater scrutiny.” FCT started reporting its incidents of suspected commercial frauds in 2012, in an effort to alert owners, lenders and their legal advisors about the growing incidents of commercial fraud. The

average for a potential loss to a commercial lender was $3.5 million in 2012, but one year later it has dropped to just over a Eric Haslett $1 million potential loss, the company says. Haslett says transactions where real estate fraud is suspected by the underwriters constitute less than one per cent of FCT’s overall REM business.

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44 REM MAY 2014

3 essentials for growing your brokerage By Amanda Ross

ecruitment and retention are critical if a real estate brokerage is to survive. Having a great reputation in your community is also extremely important, especially in today’s highly competitive world. When an agent from another brokerage is considering a move, you want to be the only option they consider. This doesn’t mean you must have super commission options or some fancy marketing tactic or know everything under the sun. The top three things agents want in a brokerage are great broker support, awesome admin staff and savvy training. Don’t get me wrong, there are other things that matter, but they start at number four on the list (and for some agents different items will be in the top three). So also consider having really good technology, a nice-looking office in a good area and a well thought-out website that generates business. Let’s take a closer look at the top three things: 1. Serious broker support – Agents, especially new ones, need you to be there for them. They

need to really believe (because it’s true) that you have their back. When they’re in a tough situation, they need to know they can count on you. That means you need to be present – in the office at least a few times each week (if not every day). You must answer your phone when they call or get back to them quickly to help them through a situation. You must take care of things yourself. Every time the agent doesn’t see you in the office is another day that they question their choice. Every time you fail to call them back is another missed opportunity to build that relationship with your most important asset. Every time you pass the buck to another person (staff member or manager) is another moment when that agent feels unimportant and unneeded. Every time you’re awesome is another time they’re telling other agents or friends who are considering a real estate career how great you are. Solid support is one of the easiest ways to build your reputation and brand in the real estate community. Recruiting new and productive agents is the key to your business. Don’t miss out by forgetting your top priority. 2. Top-of-the-line admin staff – When an agent walks in or calls

your brokerage, are they impressed with the level of professionalism and guidance they receive? Agents deal with your staff more than anyone else in this business. Don’t ignore the value they bring to your brand. Your full-time staff members are a tremendous reflection on you and your brokerage. A poorly managed team can bring down the entire company. The right people in the right place give agents a feeling of security and an added layer of trust that they picked the best brokerage to grow their business. Part-time staff members are often over-looked, yet they work with your agents and other agents in the community on some of the busiest days of the week in our business. Make sure they are just as good as your full-time people. 3. Training, training and training – No matter how long someone has been in this business, there is always something to learn. New agents are in desperate need of your direction and know-how. Build a solid program that covers everything; buyers, sellers, generating leads, goal setting, contracts, marketing plans and more. Don’t only offer great “newbie” training. Build some amazing training for the agents who have been in the business for a few years. Maybe even start a monthly top-

producer genius group where a handful of like-minded agents share their own trials and tribulations. I know some agents will be hesitant to share, but you’ll be surprised at how many would love this and be open to helping others grow. No egos allowed!

There are so many ways to build a stronger brokerage. Always remember that flash without follow-through is going to get you nowhere – fast. People don’t like to feel duped, so if you say your brokerage provides weekly training, do it. If you

Part-time staff members are often over-looked, yet they work with your agents and other agents in the community on some of the busiest days of the week in our business. Make sure they are just as good as your full-time people. Every agent who attends your training and knowledge-sharing sessions should feel like they walked away with something wonderful. You don’t need to have all the knowledge. There are some topics that you just won’t know about, so why not bring in the right person who does know? Have a training session with legal experts, investment planners, senior specialists, video marketing gurus, social networking, financial advisors and more. Help agents plan for the future – care about them!

say that you call everyone back within one hour, do it. If you say you only hire the best staff, do it. Work to be your very best and the very best will follow. Amanda Ross is the owner and CES (Creator, Educator, and Strategist) of RealtyBoost (www.RealtyBoost.ca), where she helps brokerages and sales reps build strong brands, smart strategies and more knowledge that brings value to their clients. Follow Amanda on Twitter, @ImAmandaR or @realtyboostca. REM

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46 REM MAY 2014

Realty, is sponsoring a team by paying $1,800 to cover the registration fees for all 12 players including the goalie. Organizers are hoping to form 12 men’s teams and six women’s teams.

Good Works F

or the first time, London, Ont. will host a Hockey Helps the Homeless tournament in support of local charities that provide food, shelter and other services to the city’s homeless. On May 10 hockey enthusiasts have the opportunity to play alongside NHL greats or current Women’s Team Canada Olympic gold medal winners. The memorable day will feature three games with two professional players on each team, a fully equipped locker room, breakfast and lunch, a dinner reception, a keepsake, a pro-

■ ■ ■

stitched jersey, a gift and more. Warren Shantz, a broker at Sutton Group – Preferred Realty, says, “This is the first time it has been held outside of an NHL city so it’s a unique opportunity for local enthusiasts and charities. The organizations that will benefit in London are the Unity Project, Merrymount and Youth Opportunities Unlimited.” Shantz says each participant must raise at least $350 through sponsors in addition to a $150 entry fee. Gerry Weir, broker of record at Sutton Group Preferred

As part of the Royal LePage Shelter Foundation program, Royal LePage ProAlliance in Belleville, Ont. recently presented Kingston Interval House with $4,365. Sales reps at the brokerage donated a portion of their commissions in 2013 to the foundation. From left: Connie Carson, Royal LePage ProAlliance; Joanne Franke and Pam Havery of Kingston Interval House; and Sylvie DesHaies, Royal LePage ProAlliance, Kingston.

Warren Shantz Donald Abraham

Royal LePage Burloak Real Estate Services, long-time donors to Halton Women’s Place via the Royal LePage Shelter Foundation, recently lent its support to help make the 20th annual gala for Halton Women’s Place a success. Broker/owner JoAnn Jusdanis served as gala committee chair for the event and sales rep Greg Kuchma was the exclusive gala sponsor. Guests were treated to an evening of “Vintage Vegas” themed festivities. Royal LePage president and CEO Phil Soper served as emcee for the evening. ■ ■ ■

Recently Sutton Group Premier Realty in Ottawa presented $7,600 to the University of Ottawa Heart Institute. To date, the team at Sutton offices in Ottawa have donated more than $40,000 to the institute to help fund cutting-edge treatment, rehabilitation and research. Donald Abraham, owner/ manager of Sutton Group Premier Realty and his wife Alana Abraham, executive director, approached their sales team and asked if they would participate by donating a portion of each real estate transaction they completed throughout the year. Broker of record Wayne Gordon and broker Wendy Jacques were recently presented with the Realtor at Heart Award by Dr. Robert Roberts, president and CEO of the University of Ottawa Heart Institute, for their outstanding contributions.

Family Day, B.C.’s new statutory holiday, was busy for the sales reps of Coldwell Banker Okanagan Realty in Penticton, B.C. The corporate sponsor for Family Day at the Community Centre, they treated 600 people to free burgers, hot dogs and hot chocolate. As an extra touch for these families, the agents gave out toques to people lined up for their lunch.

Presenting a cheque tallying proceeds from the Catwalk Time Machine are Royal LePage ProAlliance broker/owner Mark Rashotte, sales rep and Three Oaks director Connie Carson, Jody Brooker of Quinte Broadcasting and sales rep John-Ross Parks.

■ ■ ■

Attendees at the Catwalk Time Machine event in Belleville, Ont. experienced an evening of fashion through the decades. The fundraising event, hosted by Royal LePage ProAlliance, brought in local celebrities and radio personalities to model 100 years of fashion during an interactive live auction at the Empire Theatre. Musical guests and celebrity impersonators (Marilyn Monroe, Elvis and Marlene Dietrich) kept the crowd enthused. The event raised $20,633 for the Royal LePage Shelter Foundation, which will fund the nearly completed second stage housing project at Three Oaks. It also operates an emergency shelter and provides other services for women and children fleeing domestic violence in the Quinte area. REM

Enjoying the Halton Women’s Place gala, seated from left: Patricia Rende, Lynda Burton and Melanie Yach. Standing: Karen Henrikso, Janet Arrowsmith, JoAnn Jusdanis (gala committee chair), Phil Soper (president and CEO, Royal LePage) and Salma Ali.

Wayne Gordon and Wendy Jacques accept their awards from Dr. Robert Roberts.

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48 REM MAY 2014

GREEN REAL ESTATE

By Elden Freeman

hen youâ&#x20AC;&#x2122;re trying to change the world, they say itâ&#x20AC;&#x2122;s a good idea to

start small. Thatâ&#x20AC;&#x2122;s what a handful of Toronto environmentalists did recently when they set out to plan, design and produce a green map of their community, which highlights a wide range of eco items from environmentally friendly homes to businesses and topography. â&#x20AC;&#x153;Until we did this map, we didnâ&#x20AC;&#x2122;t really see our ward as a whole as green,â&#x20AC;? says Mariko Uda, one of the five residents who helped spearhead the project. â&#x20AC;&#x153;Itâ&#x20AC;&#x2122;s so powerful to have this visualization in

Documenting a communityâ&#x20AC;&#x2122;s green evolution the form of a map. The map definitely encourages a green atmosphere and fosters interest, a feeling that one is part of a community and positive change. Working on this map we learned so much about our community.â&#x20AC;? Organizers discovered their ward has plenty of green clout owing to the dozens of houses with solar panels and solar hot water heaters, multiple community gardens and an orchard, the cityâ&#x20AC;&#x2122;s first subway bike shelter, and Artscape Wychwood Barns, a LEED certified building that houses community organizations and events such as The Stopâ&#x20AC;&#x2122;s Farmersâ&#x20AC;&#x2122; Market. The ward is also where you can find various businesses offering eco-friendly products and those that operate with a view to sustainability. â&#x20AC;&#x153;The map was created to document and celebrate Ward 21 as one

of the greenest wards in the City of Toronto,â&#x20AC;? says Uda, â&#x20AC;&#x153;and to find out what weâ&#x20AC;&#x2122;re missing or want more of in our community, to raise awareness of the unique natural features of our ward and to inform newcomers as well as long-time residents about the green features of the ward.â&#x20AC;? The idea for the map project evolved from a community environmental group known as Green Neighbours 21. Five local residents in this group decided to use their knowledge and skills in city planning, cartography and environmental sustainability to design the map. While the City of Toronto does have green maps that highlight various eco features and green tourism attributes, this is believed to be the first

By Robin Wilding

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The National Association of Green Agents and Brokers (NAGAB) provide a Greenbroker and Greenagent certification program to sales reps and brokers across Canada. To get more information or to sign up for a course, visit www.nagab.org. Elden Freeman M.E.S., AGB, broker is the founder and executive director of the non-profit organization. 1-877-524-9494 Email eIden@nagab.org. REM

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ward-based map of its kind. â&#x20AC;&#x153;We thought that doing a ward-based map would be a smaller scale that people can feel they are more a part of and they can do something to improve the city,â&#x20AC;? Uda says. As a civil engineering grad student, Uda feels some urgency when it comes to environmental concerns. Her dissertation is exploring how to make neighbourhoods more resilient and sustainable to future risks. The map is not a done deal, though, as organizers recognize that their ward is constantly evolving. A blank space in the corner of the map asks people for input in an effort to create a conversation about what theyâ&#x20AC;&#x2122;d like to see in the community.

To view the map online or to download a copy, visit www.gn2l.ca. The beauty of efforts such as the Ward 21 green map is that it fosters a promotion of eco initiatives within a community, setting up a welcoming green framework that spurs the growth of other environmental projects, ideas and plans. Next thing you know, residents and businesses that share a green sensibility are moving to the neighbourhood to be with other likeminded environmentalists.

he fact that collectively we watch more than six billion hours of YouTube video every month proves that video has achieved rock star status. And now you can be the rock star of your email marketing campaigns by making the switch from tired text to vivid video with BombBomb. BombBomb offers a platform that embeds videos in your emails that your customers can play without having to click through to a YouTube link. This new email marketing trend has exploded on to the real estate marketing scene over the last year and for good reason: it provides the missing personal connection that modern conveniences, like email, lack. It is helping, in a very natural way, to renew

the sales rep-customer relationshipâ&#x20AC;Śat the click of an iPhone camera button. â&#x20AC;&#x153;Because real estate is a relationship- and referral-based business, the ability we give you to â&#x20AC;&#x2DC;be there in person when you canâ&#x20AC;&#x2122;t be there in personâ&#x20AC;&#x2122; is key,â&#x20AC;? says Ethan Beute, BombBombâ&#x20AC;&#x2122;s chief marketing officer. The platform can be used in several ways, including sending a personalized message to a single client in a lead follow-up or thank you note, or in bulk for lead nurturing, real-estate processes, education, event and open house invites, referral requests, client testimonials and holiday/special occasion messages. Instead of investing your $25 a month budget in an email marketing company that sends out canned emails to bore your customers with, invest it with BombBomb and give your clients the personal touch. Creating an email marketing campaign with them is easier than text-based alternatives. All you have to do is turn on your iPhone camera and

do what (sales reps) do best: chat. These video-laced emails can then be sent directly from your smartphone or your computer. In addition to sending video emails, you can also track their success by using BombBombâ&#x20AC;&#x2122;s analytics tools to measure open and play rates. This will help you finetune your messages in the future and drive your email-marketing campaign engagement rates. For those of us who have already toyed around with email marketing, BombBomb also empowers you to do A/B testing and drip campaigns. The company offers a 14-day free trial so give it a whirl, but if youâ&#x20AC;&#x2122;re a broker, ask about group pricing and top-level administration tools. Robin Wilding is the creative mind behind Real Estate Websites Canada. She says: â&#x20AC;&#x153;The companyâ&#x20AC;&#x2122;s success is highly attributable to creating low-cost branded websites that highlight the personality of each individual agent. Youâ&#x20AC;&#x2122;re unique; your website should be too.â&#x20AC;? http://realestate-websites.ca/ REM

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Detailed Recruiter Agent Value Report Close Date From January 01, 20XX To December 31, 20XX Sorting By: Agent Name Title Company Ends Value

Ends

Value

14.0 1.0Summary300 10.0 3,000 Sources42,039 Of Business Report - All Offices

26.0

45,339

CanAmera Realty

Baker, Robert

Existing Recruits ALLDA Allen, David ASHBI Ashford, Bill BONHO Bond, Howard CD Description CLALA Clark, Larry

3.0 8.5 9.4 10.0 10.2 41.1

Based Upon Closed Date From January1.0 01, 20XX To July 31, 24,047 300 1.020XX

Total [2.P.5.3]

650 6.5 24,997 [8.F.2.2] 23,424 1.0 300 6.0 1,850 16.5 25,574 Seller Buyer Totals Net Worth7.0 Executive2,620 Summary 33,483 1.0 300 19.8 36,403 # Value % # Value % # Value % 20XX To September 30, 20XX42,509 39,759 0.0From January 150 01, 9.0 2,600 20.5 A NEWSPAPER ADVERTISING 1.00 11,250 2.6 1.00 14,040 3.4 2.00 25,290 3.0 DRETR Drew, Trevor 36,229 0.0 0 9.0 2,550 19.7 38,779 B FOR SALE SIGN 2.00Works 17,310 3.9 2.00Expense 22,620 5.5 39,930 4.7 Net To Commission Gross 4.00 Expenses # of Recruits: 5 Totals: 156,942 3.0 1,050 32.0 10,270 83.0 168,262 C REPEAT BUSINESS 5.00 58,140 13.2 1.00 22,500 5.5 6.00 80,640 9.5 Agent # Agent At Home Deductions Earnings Earnings Allocated Office Agent% Net Report For Agent #210 - Beams, Office: 66,860 North Office Total Recruited: Totals: 55.1 198,982 4.0 Worth41,300 1,350 42.0 13,270 109.0Maryanne D 5 PERSONAL LEAD 3.00 9.4 2.00 25,560 6.3 213,602 5.00 7.9 Office: 002 - South Office From January 01, 20XX To October 31,2.00 20XX8,317.18 BROKER-LEAD/REF 0.00 N 0 0.0 2.00 18,120 4.4 18,120 2.1 011 Gray, Teresa 35,195.98 13,576.35 48,772.33 40,455.14 29.70% Recruiter: COLLA E Colt, OTHER Lawrence Various - Various Chrageable Items 9,056.07 OFFICE WALK IN 1.00 2.44.0 Fees 2.004,915.00 5.9 19,079 3.00 34,740 4.1 009 Wallace, 5.0 Jonathan 17,729 43,037.62 38,896.54 28.55% COLLA Colt,FLawrence 0.0 N 10,620 0 1,35024,120 10.047,952.62 G RELOCATION004 1.00 N 14,040 3.2 3.005,356.45 43,170 34,979.26 10.6 4.00 7,639.81 57,210 6.7 Murphy, Joanne 29,622.81 27,339.44 20.07% Existing Recruits 44,640.00 11.83% Gross Commissions Earned H BILLBOARD ADVERTISING 1.00 N 10,3502,896.32 2.4 2.00 24,750 23,095.79 6.1 3.00 6,969.63 35,100 4.1 010 Bower, James 20,199.47 16,126.15 DAN Gibson, Dan 10.6 11,279 2.0 600 8.0 2,180 21.2 14,059 I BUS BENCH 008 2.00 N 25,620 5.8 2.002,850.00 23,100 19,691.40 5.7 4.00 7,637.97 48,720 5.7 Fernendes, Jeremy 16,841.40 12,053.42 8.84% Earnings From Transactions MAB Hammond, Matthew 8.5 11,179 1.0 300 2,20032,220 17.5 7.9 13,679 J DIRECT MAIL013 0.00 09,886.28 0.08.0 2.005,825.00 32,220 3.88,263.59 Ian, Janis N 15,711.28 2.00 7,447.68 6.06% 4% Deduction 1,992.00 MACJE Macmillan, Jeff 12.5 33,148 1.0 300 11.0 3,250 25.0 36,698 K DRIP MARKETING CAMPAIGN 3.00 44,817 10.2 1.00 13,020 3.2 4.00 57,837 6.8 017 Edson, Carleen N 2,338.16 3,204.67 5,542.83 7,080.02 -1,537.19 -1.12% Split Fee 9,963.00 MOSMO Moser, 2.5 14,585 1.0 300 6.42.0 4.002,222.50 72550,7756.012.4 15,610 L MollyCOLD CALL 015 7.00 7,503.72 79,020 9.3 Feth, Ashley 5,848.87 -1,654.85 -1.21% Total Fees Received:3.00 N 28,2453,626.37 # of Recruits: Totals: 34.1 70,193 5.0 N 13,950 1,5002,152.50 29.0 1.001,035.00 8,35510,350 69.7 3,187.50 M 4 OPEN HOUSE014 1.00 3.2 2.5 80,048 2.00 6,918.76 24,300 2.9 Ryan, Chelsey -3,731.26 -2.73% Expenses S 4 AGENT WEBSITE 7.6 0 204,781.88 0.0 99,127 2.00 68,570.88 33,420 3.9 Office - South Office2.00 Totals: 33,420 145,597.44 59,184.44 136,210.99 100.00% Total Recruited: Totals: Earnings 39.1 002From 87,922 5.0 1,500 33.0 0.00 9,705 79.7 45 Desk Fee T SOCIAL MEDIA 2.00 38,190 8.7 1.00 13,770 3.4 3.00 51,960 6.1 10,200.00 Report Totals: 145,597.44 59,184.44 204,781.88 68,570.88 136,210.99 100.00% Recruiter: CRACI WCrawford, Cindy 50 Franchise Fee 2,009.00 OFFICE WEBSITE 7.00 92,640 21.1 5.00 70,707 17.3 12.00 163,347 19.2 CRACI Crawford, Cindy 24.5 61,452 2.0 600 20.0 5,850 47.0 67,902 52 Management Fee 34.00 439,892 100.1 31.00 408,822 100.1 65.00 848,714 99.8 4,500.00 Expense Earnings Included Commission DeductionsTotal Included Expenses Recovered: New Recruits FAX CHARGES (14) Advance (77) $47,248.24 SCOTY Scott, Tyler 6.0Gross Earnings 29,372 To Office: 1.0 300 4.0 950 11.0 30,622

CanAmera Realty

[8.F.2]

CanAmera Realty

Who is your biggest brand advocate?

What they brought in

ADVERT FEE (20) 300 4.0 950 11.0 30,622 ADVERT. - OTHER (24) (Code A): BOARD ANNUAL DUES (13) (Code V): 300 5.0 BOARD 1,400 DUES & 11.5 FEES (10) 18,333 300 9.0 BUSINESS 2,650CARDS 21.2 32,406 (07) 62101 RENT & OCC. - RENT EXPENSE300 15.0 CELLULAR 4,150PHONE 31.0(02) 12,876 62103 RENT & OCC. - UTILITIES COURIER (08) 900 29.0 8,200 63.7 63,616 62104 RENT & OCC. - REPAIRS & MAINT. DESK FEE (45) 1,800 53.0 15,000 121.7 162,141 Total Recruited: 4 64101 SELLING - MLS FEES E & O INSURANCE (35) 64102 SELLING - SIGNS Report Totals: 156.5 432,246 15.0 4,650 128.0 37,975 310.5 474,871 65102 ADVERTISING - OTHER MEDIUM Selected Options 65103 ADVERTISING - YELLOW PAGES Statuses: 70102 LABOR EXP. - SALARIES 75102 OFFICE EXP. - OFFICE SUPPLIES Closed 75104 OFFICE EXP. - POSTAGE 75105 OFFICE EXP. - COURIER SERVICE Fees: 75112 OFFICE EXP. - PHOTOCOPIES ADMIN FEE BROKER FEE CMN E&O FEE 72103 COMMUN. FRANCH 4% PROPM SPLIT EXP. FEE - PAGERS 72104 COMMUN. EXP. - CELLULAR 69101 FRANCHISE COSTS - PARTICIPATION Chargeable Items: 64199 SELLING - MISC. ADVERTISING - BROKERAGE (AD) BOARD DUES & FEES (BD) CREDIT (RC) 72199 COMMUN. EXP. - MISC. where is half INTERNATIONAL the battle. The other DESK FEE (DF) E & OKnowing INSURANCE (EO)leads have come from, FRANCHISE DUES half (RI) 75199 OFFICE EXP. - MISC. is knowing what they turned into! Generate this report, by office or by Total Allocated Expenses: agent, to Net seeEarned the source of business for all your transactions and the By Office:

# of Recruits: 1

Commission Split Fee

Totals:

Existing Recruits GAZAL Gaze, Al GRURA Grummett, Ralph HILKE Hilsen, Kelly # of Recruits: 3

$98,349.20

INTERNET (98) LAWN MAINTENANCE (99) LONG DISTANCE (01) 15.87 $202,941.00 MLS CATALOGUES (11) PAGER COSTS (04) 75,000.00 PHOTOCOPIES (05) 834.96 SIGNS (15) SOCIAL CLUB (09) 1,492.96 4,072.10 STATIONERY SUPPLIES (06) 3,687.50 WEBSITE (97) 7,194.50 276.08 26,916.55 12,086.82 28.53 80.24 315.42 980.00 1,051.85 2,856.00 187.14 482.44 152.16

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What it cost to have them here

A A A A A V A V A A A A A A A A A A

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WE’RE CELEBRATING 25 YEARS! REM Ad April 2014.indd 1

FIT TOGETHER • WORK TOGETHER • GROW TOGETHER 2014-04-15 5:23 PM

50 REM MAY 2014

he Realtors Association of Edmonton launched a new community information website, YEGisHome.ca, which contains information about every community in Edmonton, more than 90,000 businesses and public places, ticketed events and local news. It also contains all the homes and properties currently available for sale on the Edmonton MLS system. “Realtors collect a vast amount of information about the housing stock in Edmonton through the process of listing homes for sale. Over 90 per cent of resale transactions are captured by the local MLS system,” says the association in a news release. “This aggregated data is shared with municipal officials to help determine tax rates and with appraisers, homebuilders and financial institutions to enable them to make important decisions about the economy and how to serve their clients. “The housing data is collected and paid for by the members of the Realtors Association of Edmonton through membership and listing fees. As a private database, it cannot be shared openly in the way that government and municipal data must be shared. Therefore, only the Realtors could build a website that features all the MLS System data as part of a community profile and information website,” says the association. “With a long history, stable membership base, skilled staff and a history of community involvement, the Realtors Association is well positioned to develop, operate and maintain YEGisHome.ca,” says Greg Steele, president of the association. YEGisHome.ca will be expanded to provide additional community data and be extended to include more communities in the local market area. “We are actively looking for community partners to help us grow the website,” says Steele. ■ ■ ■

Beth Crosbie is the president of

the Canadian Real Estate Association for 2014. A sales rep with Coldwell Banker ProCo in St. John’s, she previously served as president-elect and vice-president and was an Atlantic Regional Director for three terms. After a career in design and post-secondary teaching, Crosbie joined the real estate industry in 1998. ■ ■ ■

Jake Moldowan has been elected 2014-2015 president of the British Columbia Real Estate Association (BCREA). Moldowan is president of Re/Max Jake Moldowan Realty and Versatile Development Group in Richmond. He was president of the Real Estate Board of Greater Vancouver in 2010-2011. Joining him as officers of the association are president-elect K.

Beth Crosbie

Scott Russell of Sutton Group Seafair Realty in Richmond, pastpresident Jennifer Lynch of Coast Realty Group on Gabriola Island and CEO Robert Laing. New director Deanna Horn (Langley) and returning directors Claudia Holland (Quesnel), James Palanio (Penticton), Dick Pemberton (Kamloops), Rosario Setticasi (North Vancouver) and Jim Stewart (Nanaimo) round out the Realtor directors. The association also has two public directors, Donna Bridgeman and Sharon Bryan. ■ ■ ■

London-based real estate broker Costa Poulopoulos has assumed the role of president of the Ontario Real Estate Association. Active in the real estate profession for 26 years, Poulopoulos is broker of record with Realty Executives Elite. He is a former president of the London St. Thomas Association of Realtors (LSTAR). Poulopoulos is the third OREA president to hail from London. LSTAR member Rose Leroux headed up the provincial association in 1995 and LSTAR pastpresident Gerry Weir served as OREA president in 2008. Patricia Verge of Ottawa will

Jake Moldowan

serve as president-elect. OREA directors-at-large are: Ray Ferris of Port Rowan; Tom Lebour of Mississauga and Richard Leroux of Timmins. John Filipetti of Sault Ste. Marie will continue to serve as commercial director and Gerry Weir of London will continue on as the director representing the provincial association to CREA. Dianne Usher of Toronto has been appointed substantial membership director. Phil Dorner remains on the board as past-president. Provincial directors representing different geographic areas are: Eastern Ontario, Linda McCallum; Central Ontario, Maureen O’Neill and Ettore Cardarelli; Northern Ontario, Diane Erickson; Southern Ontario, John Oddi; Northeastern Ontario, David Reid; and Western Ontario, Anna Vozza. ■ ■ ■

Sheila Henry was recently acclaimed to the position of board president by the Saint John Real Estate Board. She just completed a two-year term as vice-president of the board and has served as a director since 2009. She served as director for the New Brunswick Real Estate Association and as a board member for the Real Estate

Costa Poulopoulos

Sheila Henry

Insurance Alliance. Henry has been a Realtor for nearly 25 years and holds a real estate manager’s license. She is an active community volunteer, serving as the organizer for the Canadian Cancer Society’s Daffodil Day fundraising campaign for the last several years. ■ ■ ■

The Okanagan Mainline Real Estate Board (OMREB) will be led by new president Darcy Griffiths of Vernon for the 2014-2015 term. She was recently installed along with 11 directors representing the Central Okanagan, North Okanagan and Shuswap. Griffiths replaces outgoing president Karen Singbeil of Sicamous, who stays on as past-president. Griffiths has been licensed for 23 years and has sold real estate in Vernon since 2001. She has taught two units of the Residential Trading Services Applied Practice Course for four years and is a new CPE instructor for BCREA. Timothy Evans of Kelowna was installed as the vice-president. Other members of the Board of Directors for 2014-2015: Jamie Blair, West Kelowna; Kent Jorgenson, Kelowna; Christopher Miller, Kelowna; Tanis Read,

Darcy Griffiths

OREA members pose with MPP Todd Smith after the introduction of the act. From left: Johnmark Roberts, Craig Homewood, Robert “Bob” Stanley, Tom Lebour, Smith, Nita Kang, Don Kottick, Andrew Wells and Ron Abraham. Timothy Evans

REM MAY 2014 51

Kelowna; Maggie Garvey, Vernon; Don Gilowski, Vernon; Rob Shaw, Vernon; Doug Hubscher, Salmon Arm; and Steve Lewis, Salmon Arm. ■ ■ ■

Kari McBride of Fredericton has been elected president of the New Brunswick Real Estate Association (NBREA). She has been an award-winning Realtor for 10 years and has demonstrated strong communication and leadership skills, the association says. She excels in training and motivating her colleagues through fresh, innovative ideas, says the association. The other members of the Board of Directors are: 1st vicepresident Robert Stewart of Campbellton; 2nd vice-president Linda Vautour of Miramichi; secretary-treasurer Gordon Breau of Saint John; past-president Paul Burns of Moncton; and directors Diana Otteson of Fredericton, Ricky Cormier of Moncton and Sheila Henry of Saint John. The government appointees to the board are Erin Hardy and Andrew McLeod of Fredericton. ■ ■ ■

The new president of the Real Estate Board of Greater

Vancouver (REBGV) is Ray Harris of Re/Max Sabre Realty Group. He replaces outgoing president Sandra Wyant. “It’s an honour to serve as president of the board in its 95th year and to continue its commitment to protecting property owners, ensuring economic vitality, preserving our environment and building better communities,” Harris said. Harris has been involved in the real estate profession for more than 29 years. He received the MLS Lifetime Membership achievement award and has chaired the Governance Committee and Burnaby/New West/Tri-Cities area of the REBGV. His volunteer background also includes time as an area governor for Toastmasters International. Supporting the president will be president-elect Darcy McLeod of Re/Max Results Realty and vice-president Dan Morrison of Re/Max Crest Realty. The other members of the 2014 Board of Directors are past-president Wyant of Re/Max Lifestyles Realty; David Angel, Team 3000 Realty; Gerrit Focker, Royal Pacific Riverside Realty; Danny Gerbrandt, Royal LePage -

Brookside Realty; Wendy Hunter, Sutton Group - West Coast; Michael Mitsiadis, Royal Pacific Realty (Kingsway); Phil Moore, Re/Max Central; Heidi Neff, Sutton Group - West Coast Realty; Jill Oudil, Coldwell Banker Westburn Realty; Sheldon Scott, Colliers Macaulay Nicolls; Stan Shawn, Royal Pacific Realty; Ashley Smith, Royal LePage City Centre; and Deborah Spicer, Sutton Group West Coast Realty. ■ ■ ■

The Ontario Real Estate Association (OREA) is applauding the introduction of new provincial legislation that it says will bring fairness to the tax treatment of Ontario Realtors. Introduced by Prince Edward Hastings MPP Todd Smith, the Tax Fairness for Realtors Act, 2014 will allow real estate salespeople to form personal corporations. The Real Estate and Business Brokers Act, 2002 (REBBA), prevents real estate salespeople from operating their business through a personal real estate corporation. “This is fantastic news for real estate professionals,” says Costa Poulopoulos, president of OREA. “Most professions in Ontario can

form personal corporations. This is an important step towards treating Ontario Realtors fairly.” Other regulated professions in Ontario, including chartered accountants, lawyers, health professionals, social workers, mortgage brokers, insurance agents, architects and engineers, can all form personal corporations. Since 2008, British Columbia, Quebec, Manitoba, Saskatchewan, Alberta and Nova Scotia have moved to allow real estate salespeople to incorporate. ■ ■ ■

K i t c h e n e r- Wa t e r l o o Association of Realtors (KWAR) president Lynn Bebenek recently presented The Food Bank of Waterloo Region executive director Wendi Campbell with a cheque for $5,130. “With one in 20 individuals hungry, The Food Bank of Waterloo Region provides an important service to our community,” says Bebenek. There has been a five-per-cent increase in the need for food assistance since 2011, and 47 per cent of households requesting this help are families with children, says KWAR. Since 1993, the association has donated more than $500,000 to

support local charities. ■ ■ ■

The Alberta Real Estate Foundation (AREF) is partnering with the Alberta Emerald Awards to sponsor the Shared Footprints Award to celebrate excellence in land use. The award recognizes excellence in Integrated Land Management (ILM), a strategic, planned approach to managing and reducing the human-caused footprint on public and/or private land. It was created in 2009 in partnership with Alberta Sustainable Resource and Development. “With the reputation and success of the Emerald Awards in Alberta, it made sense for us to work together to make a unique category that celebrates great stories in sustainable land use in Alberta,” says Gary Willson, AREF’s chair. Nominees must meet the standards of the Emerald Awards, address the Shared Footprints Award criteria plus demonstrate how their efforts support the principles of ILM. The 23rd annual Alberta Emerald Awards will take place on June 5 in Calgary.

Kari McBride

Lynn Bebenek, left, presents the cheque to Wendi Campbell. YEGisHome.ca is “provided as a gift to the community” says the Realtors Association of Edmonton. Tom Peddigrew, left, broker of Magic Realty, recently celebrated his 50th anniversary as a member of the Sarnia-Lambton Real Estate Board. Board president Don Guerette presented Peddigrew with an honorary membership in the board.

Ray Harris

REM

52 REM MAY 2014

You may not be Donald Trump Royal LePage Premium One Realty, Brokerage Vaughan, Ontario Alfredo Aiello

By Dan St. Yves

Massimo Aiello Royal LePage Premium One Realty’s team of 38 sales professionals service Vaughan, Toronto, King City, Brampton, Mississauga, and the surrounding GTA.

We are pleased to announce that effective April 10, 2014 Alfredo Aiello and Massimo Aiello, have chosen to join the Royal LePage Network. The brokerage will operate as Royal LePage Premium One Realty.

Massimo, Alfredo and their team can be reached at: 960 Edgeley Blvd., Unit 3 Vaughan, Ontario L4K 4V4 Phone: 416-410-9111 Fax: 905-532-0355 Toll Free: 1-877-410-9111 maiello@royallepage.ca aaiello@royallepage.ca

Massimo, who is the company’s Broker of Record, began his real estate career in 1996. He first sold with a small brokerage. In 2004 he opened his own brokerage, and in 2007 purchased and operated a franchised real estate office. Alfredo is a real estate veteran who has been active in the industry since 1975. He acts as the brokerage’s manager.

Please join us in welcoming Massimo, Alfredo, and everyone at Royal LePage Premium One Realty to Royal LePage. †

†Royal LePage is a trademark used under license.

Coming June 2014:

Our Special 25th Anniversary Issue

We are excited to announce that in June 2014, REM will celebrate its 25th anniversary with a special issue that recognizes the people and events that have shaped the real estate industry over the past 25 years, and look ahead to see what’s coming in the next quarter century.

If you are interested in being a part of this special anniversary issue, contact us today at advertising@remonline.com or give us a call: 416-425-3504 ext 1.

onald Trump is as hard to remove from the public consciousness as a Kardashian sister from in front of a TV camera. Despite the occasional controversy and an often caustic opinion, he continues to prosper and even now remains a topic of speculative conversation: Will he run for governor? Will he run for president? Will the sedated opossum on his head ever break free and run back to the woods? Regardless of your own opinion, the real estate magnate arguably remains a role model for aspiring business leaders and many would-be real estate investors. Are you like “The Donald”? Have you ever found yourself stretching your salary from payday to payday, or more realistically from payday to day-after? Have you dined on caviar more often than not or have you seen more Kraft Dinner than a roadie for The Barenaked Ladies? If you answered “yes” to the second choices, you may be surprised to find out that you are NOT Donald Trump. Take this simple quiz and find out just to be sure. You will need a #2 pencil;

approximately 2.5 minutes of free time, and please, no skipping ahead. Ready? Begin: 1) Your bank account is a prime indicator of whether you are Donald Trump, or not. Have any of the following scenarios ever happened to you? a) Bringing up your Equifax file causes power outages in several provinces and most of the Western Seaboard. b) The formerly friendly bank manager who once welcomed your line of credit with open arms has cornered you today at the ATM, accompanied by several burly individuals. Your first thought is that they may not be there to invite you to afternoon tea. c) “High-risk return” for you means playing credit-card roulette in the checkout line. How many cards will you need to try today before one finally gets approved? 2) “The Donald” lives a lavish lifestyle, surrounded by opulence and the finest things that money can buy. You may not be Donald Trump if: a. The “limo and driver” you take to work is really just your sister on the front seat of a bicycle built for two. b. Your family pet is a hand puppet. c. You can’t afford the stylish hair creation that all the other billionaires are sporting.

3) Mr. Trump has amassed the greatest part of his fortune through real estate holdings. What have you achieved in your investment portfolio? a. The world’s largest collection of Roll-Up-The-Rim freebies. b. So much debt that even “Bobbe Barker” has a second mortgage on his little doghouse. c. The most incredible home you’ve ever seen. And when you turn it upside down and shake it, magical little flakes of snow fall down. 4) Being Donald Trump is about more than just the money – it’s the way he carries himself, the company he keeps, and the memorable phrases he comes up with. You are definitely not Donald Trump if: a. You aren’t paying $13 million a month in alimony. b. Your “Trump Tower” previously had four wheels and a hitch. And a CB radio tower. c. Every time the waitress in Denny’s comes to check on you, you say, “You’re fired” and continue to find it highly amusing. Humour columnist and author Dan St. Yves was licensed with Royal LePage Kelowna for 11 years. Check out his website at www.nonsenseandstuff.com, or contact him at danst.yves@hotmail.com. REM

Good starts lead to good business

hen it comes to setting up a new business, Robert Gold says that well begun is only half done. A partner in Bennett Gold LLP, Chartered Accountants in Toronto, the lecturer, author and host of a popular podcast for entrepreneurs called the BusinessCast (www.businesscast.ca) has seven tips to help get your new business get off to a good start. 1. Love what you do: Make sure it’s something you’re passionate about and can connect with emotionally.

2. Set up a personal advisory board: You’ll need some armslength but reliable sounding boards for your ideas, even if you have a partner or two. Choose four to six people whose opinions you respect and meet with them as a group every month or two. 3. Have some capital of your own to invest. 4. Know what you need: Prepare a careful, realistic budget and plan for contingencies. Find out what things cost and know where the money will go each month. Revisit your budget regu-

larly throughout the first year. 5. Cultivate a solid relationship with the bank. 6. Don’t fear the professionals: Your lawyer and accountant work for you, so get one of each. 7. Stay balanced: Passion for your business is a must, but don’t let it become everything. Make time for family and have enough outside interests, activities and involvements to keep your life balanced, healthy and happy. Provided by the Institute of Chartered Accountants of Ontario. REM

REM MAY 2014 53

Listing sign calls - scripts and follow up

By Dan Wood

simple sheet of paper you can download right now will make your sign calls easier. It can be used for Internet leads, open house notes and all ad calls – anything you should be following up on. It’s a free template that you can save and change. It already has the basic sections you need. It covers qualifying questions, saves the contact info, has the buyer and seller questionnaire and includes a simple follow-up plan. When I was new to the busi-

ness I was fortunate to get cold leads calling me right away (Internet leads). It was both amazing and a total disaster at the same time. I’d have scrap paper with random notes written all over the place. Many sheets had the notes from multiple calls. I would scribble outlines to group the notes. I’m sure you can relate. I also didn’t have a database… so follow up was 100 per cent by memory (not a good thing). So I thought investing in a proper CRM (contact management system) would be the fix. The problem was I’d still be answering calls when I wasn’t at a computer or logged in... so most of the time I was back to using paper. Having a real database is important. I’m not saying this replaces it... but it is a structured way to have the first conversation. Hand the sheet off to your admin or add them to the database after. On the call you need to be “in the conversation” and basic pen and

paper will always win the race for most agents. I pre-typed this questionnaire and had it broken down into the main sections. I printed off photocopies – left some in the car, some at home and some at the office. You can start using this today. Ever notice when you get inbound calls you’re not expecting it? You’re doing something else and not prepared for the call. This “lead capture” sheet will quickly get you back in the game. The buyer/seller starts the conversation, but you control it by asking questions (the scripts). When the questions are laid out in front of you it’s easy, especially when you are just filling in the blanks. I always started with the buyer section first because it’s easier to get people talking (dreaming). During that part I’d listen for appropriate timing to ask the qualifying questions (when they want to move, are they working with a real estate agent, are they

financed)? If they were selling, you have a place for that too, along with all the questions needed. No sign call is ever the same, so you need to have a real conversation and not sound like a nervous robot. Using a lead capture sheet allows you to organically make notes as the conversation is taking place. Have you ever noticed that conversations flow back and forth from buying to qualifying to selling and you only get little parts here and there? It’s not like you can say, “Look man, I’m not done the buyer script so we can’t move on.” No, you take what you get and bring them back if you can. Lead sheets are great for that. You sound professional, it keeps you on track and it forces you to ask the hard questions you might otherwise skip, such as are they financed and do they have an agent. You don’t want to scare them off, right? Go ahead and download a copy by using the QR code. Or visit

www.remonline.com/listing-signcalls-scripts-follow. Leave comments to tell me what you think about it. There is also a video on the home page at remonline. It shows you how to use this simple system. It also has a cool follow-up trick for those of you who don’t have a database (and those who do, but don’t use it). Dan Wood is with Brokeragenation.com, training and recruiting company for brokerages looking to grow. He also works with Richard Robbins International (RRi). For coaching, guest speaking and events call RRi toll free: 1-800-2989587. REM

54 REM MAY 2014

Real Estate Technology Re/Max Global Property Search Tool Re/Max International has launched a new global property search tool that allows visitors to see exactly how much home they can afford in their native currency in 80 countries around the world. “No matter if they live in Australia or Spain, Canada, South Africa or Costa Rica, buyers can find properties anywhere in the world that meet their wish list and their specific budget,” says Larry Oberly, vice-president, Re/Max Global Franchise and Business Solutions. “The tool allows consumers to discover in an instant where the best deals are and how they can stretch their dollars, pesos, euros or other currency to get the home of their dreams.”

The Global Property Search tool is in the top dropdown menu of the “Property Search” tab on www.global.remax.com, as well as at the bottom of the home page. Visitors can search listings in 80 countries, in more than 40 languages and currencies.

Teranet introduces ViMO Teranet recently introduced the Virtual Mobile Office Solution (ViMO) for sales reps in Ontario. “It’s a sales and marketing support tool that enhances your personal brand by allowing you to use mobile technology to provide a better client experience when face-to-face with your prospects and clients,” the company says. ViMO helps real estate sales

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professionals manage clients and deals, demonstrate unique market trends on properties and neighbourhoods, show neighbourhood information including schools, demographics and points of interest; and create, send and sign electronic forms. “By enhancing your relationship with mobile information and communication, you will help clients become more engaged throughout the transaction and fulfilled by the outcome,” says Teranet. The product was recently rolled out at a series of launch parties across Ontario. Teranet owns and operates Ontario’s Electronic Land Registration System. For information: www.myvimo.ca.

Jumptools reports increased demand for mobile websites Recent changes in Google rankings have impacted demand for real estate professionals’ mobile web presence, says Jumptools president Jon MacCall. Last year Google announced changes to its search engine optimization (SEO) ranking algorithm that increases the importance of providing a mobile version of websites. “The bottom line is that websites without a mobile version will see a decline in their Google ranking over time,” says MacCall. “Google is interested in presenting the most relevant and highestquality content in search results but they also recognize that an increasing number of users are originating their search from nondesktop devices like mobiles and tablets.” MacCall says there has been a

steady increase in demand for mobile versions of agent websites year over year since Jumptools launched its website builder in 2010. Jumptools was one of the first companies to integrate with CREA’s Data Distribution Facility (DDF) in 2013. Mobile-friendly websites are free with every Jumptools subscription, the company says. For information: www.jumptools.com.

Drawbotics offers web marketing, analytical data Drawbotics, a Belgian start-up, says it wants to “democratize the use of new technologies in real estate.” It has developed an e-commerce platform specialized in making marketing tools for the real estate market. “The objective of the project is to spread the use of new technologies in this sector through a userfriendly interface and an offer of accessible high value-added services,” says the company in a news release. “The goal is to improve existing e-marketing techniques of real estate agents and in this way redefine the customer experience of their prospects.” It says real estate agents often limit themselves to a few pictures as well as a short description to advertise a property. “With the increasing competition and the development of new technologies, it is becoming crucial for real estate actors to use new visual promotional material that is more lucid and interactive, in order to attract new prospects,” says Drawbotics. “Our solution consists of creating an interactive web platform…this includes 2D/3D interactive floor plans, digital restyling, videos,

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Recent changes in Google rankings have impacted demand for real estate professionals’ mobile web presence panoramas and photo editing. Our clients will also have the possibility to modify their orders and adapt them through an interactive correction-interface.” The company also provides analytical data that allows agents to target their prospects by measuring the visibility of their properties on the web. Through a monthly subscription, clients can track their real estate platforms, websites and social media, the company says. For information: www.drawbotics.com

Rob Overman named chief technology officer at Lone Wolf Rob Overman is the new chief technology officer at Lone Wolf Real Estate Technologies. He brings more than 15 years of experience in the real estate technology space including software development, team management, product development, public records data services, listing data aggregation and mobile application platforms. “Our growth over the last several years made this the right time to bring Rob on to the team. With nearly 10,000 real estate offices using Lone Wolf software across North America, his experience in the industry, knowledge of real estate software and his vision for future growth aligns with ours,” says Lorne Wallace, CEO of Lone Wolf. “Adding a CTO of Rob’s calibre reinforces our commitment to investing in our software solutions and the technology infrastructure of our brokerage REM clients.”

REM MAY 2014 55

What’s

are 11 weeks long, while EMBA courses are seven weeks in duration. For information: www.ufred.ca/sandermoen.

‘Quick and painless’ bookkeeping software for agents

New Online Real Estate Leadership MBA program offered The Sandermoen School of Business at the University of Fredericton (UFred) says it has launched Canada’s first specialty track in Real Estate Leadership for its fully online MBA and Executive MBA (EMBA) programs. Developed in collaboration with the Real Estate Institute of Canada (REIC), the online program answers a need by leaders of organizations in the real estate industry for more specialized and convenient access to graduate level education, says the school. “An industry of this magnitude, subject as it is to the influence of substantial swings in a region’s economic and political influences, needs leaders with the vision and ever-developing competence to guide their organizations through these potentially turbulent waters, towards a greater and more robust performance,” says the school in a news release. Commencing in June 2014, with several additional start dates per year, the programs will cover topics from corporate management essentials such as accounting, finance and operations, to a detailed examination of leadership within a network of complex organizational relationships, finishing with a series of specialty track courses and an Integration Project focused on building real estate leadership competence, says the school. Tuition fees are $19,000 for the MBA and $24,500 for the EMBA. Each program will include 13 fully online courses, each completed in a fixed-agenda format, with one “live” faculty led webinar a week, plus a capstone 14-week Integration Seminar. MBA courses

Sales rep Steve Penner says that not surprisingly, most real estate agents struggle with or dislike bookkeeping. “It takes valuable time from sales, it is not something most agents are trained to do and most salespeople are not ‘paper’ people. To make things even more challenging is the fact that there are next to no bookkeeping programs specifically designed for the needs of the real estate agent,” says Penner. He decided to put his accounting background to work and has produced “quick and painless” bookkeeping programs for agents, which are now available at www.moneyledgers.com. He says that judging from the testimonials and feedback, agents love the ledger-style bookkeeping programs. “Setup time is minimal. Agents only need to make a quick one-line entry. The program automatically

Steve Penner

calculates any splits between personal and business (such as auto expenses); calculates input taxes for easy reporting and produces an income and expense statement for tax time,” he says. “It is simple, quick and convenient. No bookkeeping or accounting knowledge is needed.” The recently released Pro version works on both PC and Mac and Penner says there are free apps for smartphones and tablets. “Agents can take a picture of a receipt, which then automatically attaches itself to the bookkeeping entry,” he says. “Doing bookkeeping entries on smartphones and tablets is a huge benefit for the highly mobile real estate agent.” Agents are invited to download a 30-day free trial from www.moneyledgers.com.

Re/Max Quebec selects Wall2Wall Media for websites Wall2Wall Media is expanding its multi-year relationship with Re/Max Quebec. The company offers numerous tools including customized website designs, SEO and SEM services, map-based property searches, email campaigns, drip marketing programs, lead generation tools, multimedia and social media tools and document storage and content management systems. It also integrates a daily real estate listing feed synchronization, providing a turnkey solution for real estate professionals. Re/Max Quebec is the first network to adopt the platform in Quebec. It will offer the Blueroof360 solution to its 135 offices and 3,300 brokers throughout the province. For information: www.blueroof360.ca. REM

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56 REM MAY 2014

4 ways to connect with past clients By Matthew Collis

MARKETPLACE

eal estate is all about relationships. How well you build, grow and maintain them greatly impacts your success in the industry, particularly as it pertains to referrals and repeat business. Using your real estate contact management software, here are four creative ways to keep in touch with past clients that supplement conventional forms of staying in contact such as face-toface meetings, phone calls, email and direct mail. I recommend you take a multichannel approach to communications and make sure you’re reaching out in various ways. Morris Real Estate Marketing Group of Toronto recommends you stay in contact with the homeowners in

your community 17 times per year, so try to “touch” those people using a variety of methods. 1. Leverage the power of events: Events such as home expert seminars, client appreciation parties, pumpkin giveaways, Christmas wine and cheese parties and Victoria Day fireworks parties (I’m sure you can think of some more), are all great ways to keep in touch. You can also sponsor a community event, which is fantastic for networking with those in your community and getting your name out there. Home expert seminars can be tremendously effective for keeping in touch and getting new real estate leads. This is an event where you invite another professional, such as an interior designer, to come and speak to your clients and provide them with tips and advice. Most professionals will agree to do this because it’s a great opportunity for them to get new leads. And you’ll likely get some new clients through the friends and family members your clients will bring to

the event with them. Hosting these events doesn’t take too much time and effort. You can plan, schedule and send out invitations easily with good real estate contact management software. 2. Send cards at unexpected times: A happy birthday or happy home purchase anniversary card is usually unexpected; much appreciated and is something you can do to stay “top of mind” and memorable with your past clients. Just remember to ask your clients for their birth date at some point and record it in your system, which will then automatically remind you when the time comes. It’s also a good idea to send a card on smaller holidays, such as Valentine’s Day or Thanksgiving, when your clients aren’t getting bombarded with cards from every other business and professional they’ve dealt with (think Christmas). Cards are great because they’re often pinned to a fridge or bulletin board, which means that every

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time your clients walk into their kitchen or office, they’ll think of you. 3. Treat your A-List for lunch: Treat your best clients (your A-List) for lunch every now and then. Although this may seem costly, think about the value of doing this from a relationshipbuilding standpoint. People will remember you, use your services time and again and refer you to their friends and family. This will more than pay for all the lunches you’ve treated your A-list to over the years – it’s well worth it. 4. Get personal: Be sure to record interests, hobbies and life events of your clients in your system. So when Bobby’s hockey tournament is over, you can fire off an email to your client asking how it went. Or when your client’s father goes for his surgery, you can send flowers afterwards. This type of relationship-building is so important because it shows you care about your clients, above and beyond simply caring for their real estate needs. It’s a great way to con-

nect with people on a personal level and leave a lasting impression. It’s not hard to get this type of personal information from your clients. Many times all it takes is a “How was your weekend?” or “Anything exciting planned for this week?” These ideas will help you stay in touch with past clients and build that coveted, referrals-based business. Staying in touch doesn’t have to be hard and the benefits you’ll reap are tremendous. Matthew Collis is part of the sales and marketing team at IXACT Contact Solutions Inc., a real estate CRM firm. He works with agents to help them achieve their real estate goals through effective contact management and relationship marketing. IXACT Contact is a web-based real estate contact management and marketing system that helps agents better manage and grow their business. The system includes powerful email marketing capabilities and a professionally designed and written monthly e-newsletter. REM

BARBARA BELL-OLSEN

REM MAY 2014 57

Course teaches how to hone negotiation skills By Connie Adair

volve with the times lest you become extinct. For real estate sales reps, that means honing your all-important negotiation skills. Buyers and sellers used to rely on agents for real estate information, but thatâ&#x20AC;&#x2122;s no longer the case. Information is everywhere. What buyers and sellers want, according to a National Association of Realtors study, is a sales rep with top negotiation skills, says Suze Cumming, president of The Nature of Real Estate, which offers the Certified Negotiation Expert (CNE) designation to Canadian real estate professionals. Over the past year, 650 real estate agents have earned their CNE designation in Canada, says Cumming, who owns the Canadian rights and teaches the two-day coaching program across the country. Now agents can take a course

that has Canadian content. The program teaches superior negotiation skills that will allow you to close more deals, create better outcomes for your clients, win more listings and earn more repeat and referral business, she says. The program also includes research from the Real Estate Negotiation Institute (RENI), an organization that has been offering the CNE designation since 2006 and has more than 28,000 graduates in North America. The coaching program teaches collaborative win-win negotiations, but agents will also learn how to deal with aggressive negotiators. Participants learn how to get better outcomes, better retention and a better process for clients. Learning segments are interspersed with interactive group work so that when agents complete the course, theyâ&#x20AC;&#x2122;ll be able to put what theyâ&#x20AC;&#x2122;ve learned into practice.

Itâ&#x20AC;&#x2122;s not a one-size fits all system, but is customized to the individual. â&#x20AC;&#x153;We qualify our clients to ensure that they have the commitment, determination, resilience and open-mindedness to learn and do what is required to become a top producer in real estate,â&#x20AC;? says the companyâ&#x20AC;&#x2122;s website, which includes a test to see if the coaching program is for you. Toronto-raised Cumming was 21-years-old when she started her career, selling real estate in The Kingsway area. Real estate â&#x20AC;&#x153;looked like fun. It went well really fast. Itâ&#x20AC;&#x2122;s easy to like something youâ&#x20AC;&#x2122;re good at.â&#x20AC;? She sold more than 25 units in her first year. Cumming juggled raising a daughter with Type 1 diabetes with her real estate career. â&#x20AC;&#x153;When I was with clients, I felt guilty because I wasnâ&#x20AC;&#x2122;t with my daughter. When I was with my daughter, I felt guilty I wasnâ&#x20AC;&#x2122;t with my clients,â&#x20AC;? says the single mother.

She continued to sell real estate until about seven years ago, when she decided to try something new. She holds the Adler Certified Professional Coach designation through Adler International and earned the Professional Certified Coach designation in 2011 through the International Coaching Federation. â&#x20AC;&#x153;I like it and am good at it. I took it on full time,â&#x20AC;? says Cumming, who moved to Whistler in 2008 because she has â&#x20AC;&#x153;always liked the wilderness.â&#x20AC;? She works from a â&#x20AC;&#x153;significant home officeâ&#x20AC;? she shares with a couple of staff and travels about 1.5 weeks a month, teaching either negotiation or sales courses or speaking at conferences across the country. She also travels to see her team of coaches. She has three coaches with three more in training, who offer one-on-one business coaching. Travelling to seminars also gives her a chance

to visit her daughter, who is in second year at Dalhousie University. The Certified Negotiation Expert coaching program will soon be held in Toronto, Calgary, Edmonton and other cities in the fall. For more information, visit www.thenatureofrealestate.com REM

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58 REM MAY 2014

THE PUBLISHER’S PAGE

By Heino Molls

he real estate business is riding a wave of change these days. I am not a real estate agent – I have never sold property. I have, however, spent 35 years watching the real estate business in Canada. In all those years I have seen the number of people in the business grow from about 30,000 to more than 100,000. I met a lot of people when they first got into real estate who are now wise veterans of the industry. I also met many who came to work in this business and then left it quickly. I have seen the elation of success as well as the anguish of failure first hand. Both sides are extraordinary to witness. I have known some rich people who got into this industry and were eaten up by it. A lot of them were able to take the financial hit but most would never recover from the emotional damage they endured. I have also seen many come to the business penniless, borrowing money for the courses, sleeping on friend’s couches while they started looking for sales and then becoming millionaires literally overnight. These are the people that we envy and try to emulate. The vast majority of real estate brokers and salespeople that I know have found their niche. They are steady Eddies and Edies who enjoy their work, make an okay living (and some not-sookay a living) and still enjoy their work. The measure of a good real estate agent is not the income they make but the way they operate. I have learned after all this time that integrity is the foundation of happiness in any job or walk of life, most certainly in real estate. I wish I understood it better when I was a younger man. I

Observing change in the real estate profession believe you know it too. I wish for you that you understand it too. I am watching the business today with trepidation. I know that organized real estate began in some parts of Canada more than 100 years ago and as I look through the records of the past, it seems to me this really became a significant industry when the first group of agents organized co-operatively as a sharing organization. Back then, one of the primary reasons real estate agents got organized was to set a common rate of commission. The people in the business talked and wrote about the importance of real estate agents maintaining a standard rate of commission so that no member of this group would undercut the others. That way the integrity of the work and service to customers would be held to the highest standard possible. If the service was to falter by any member, they would be asked to leave the organization. That has changed significantly. Another significant change is not so much the robust growth in the number of people in the industry but the one major glitch in that growth that I saw during the 1990s. The number of members in organized real estate fell in that decade from about 100,000 to about 60,000. Almost half were gone, seemingly in just a matter of months. I heard a lot of theories about the circumstances of that decade. There were certainly wild fluctuations in the world economy in those days. Real estate activity fell considerably. What is not mentioned, however, is that higher standards were also implemented for education courses for real estate licensing and greater financial commitments were required for people entering the business. In my opinion this was a primary reason why the number of Realtors in the country fell so suddenly. Some people suggest the

commitment to maintaining a real estate license both financially and professionally resulted in the loss of a lot of part-time real estate agents in the 1990s. There are suggestions today that new and higher standards for real estate licensing should be introduced like they were in the ’90s, to discourage those who wish to enter the business with less commitment to do the job, and instil a greater integrity to those who work in the industry. I am not sure. I think it may be a discussion worth having. Yogi Berra once said, “You can observe a lot of things just by watching.” I am not sure I am as smart or as profound as Yogi, but I know what he meant. Heino Molls is publisher of REM. Email heino@remonline.com. REM

Trade Shows and Conferences For complete listings, visit www.remonline.com To add a listing to this calendar, email jim@remonline.com Aventure Realty Network National Meeting May 6 – 8 Calgary Bernie Vogt – bvogt@aventurerealty.ca Toronto Real Estate Board Realtor Quest May 7 – 8 Toronto Congress Centre Toronto Stella Guo – sguo@trebnet.com Windsor-Essex County Association of Realtors Realtor Trade Show Wednesday, May 14 Ciociaro Club of Windsor www.windsorrealestate.com/tradesh ow/

65th FIABCI World Congress May 17 – 22 Luxembourg www.fiabci65.com Cambridge, Guelph, KitchenerWaterloo Realtor XPO Thursday, May 22 Bingemans Conference Centre, Kitchener www.kwar.ca/XPO/

Compiled with the assistance of Bob Campbell at Colour Tech Marketing, www.colourtech.com

Property Brothers casting in GTA

o you have clients in the GTA who have a house that needs a makeover to boost the list price and speed the sale? Do you want to turn your clients’ disappointing experience into one that’s fun and unique? Suggest they try out to appear on the reality television series, Buying and Selling with The Property Brothers. Brothers Jonathan and Drew Scott help homeowners move up the property ladder. Jonathan completes renovations for a successful sale and sales rep Drew oversees the selling and buying process. The show is looking for 13 families who have detached homes in need of a light cosmetic makeover and staging to take it from drab to fab. Filming will take place this May to October, with each makeover taking three weeks. Homeowners must be available for seven staggered days of filming and have a mini-

mum $10,000 budget. By recommending homeowners, you do not give them up as clients. Although Drew Scott takes the homeowners on house tours on the show, he will not be involved with the actual purchase and sale. Agents do not give up their clients or commissions and are also not required to appear on camera. Detached homes with driveways are preferred (no condos please). The show provides a mobile storage container on the driveway so houses can be decluttered. Containers are stored off site for 30 days and staging is left in place for 30 days following filming. The house must be off the market during the renovation period, which only makes sense because no one wants to buy a property mid-renovation, says associate producer Amy Blythe. If your clients are interested, suggest they visit the website

(www.buyingandsellingtv.com) and fill out the application. If you can recommend someone with an interesting story, all the better. There is no age limit. Families, in all their different forms, are preferred. The application will be reviewed and if accepted, homeowners will be called for a Skype audition. Those who make it past a series of approvals will then do a personal audition at their house. They will be asked a series of questions and to explain what they think is preventing the sale of their home. Following network approval, the homeowner will be contacted and a filming time will be scheduled. “It takes three weeks from when we smash the first wall to the reveal. Homeowners only need to be available for seven staggered days,” says Blythe. “It’s a unique experience and we have a great success rate.” REM