November 2013

Issue #293

November 2013

Montreal, Quebec City boards tell CREA they’re leaving

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Andy Puthon’s

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REM NOVEMBER 2013 3

Montreal, Quebec City boards tell CREA they’re leaving They have served formal notice that they will leave CREA at the end of the year unless the national association makes major changes.

By Danny Kucharsky

T

he Montreal and Quebec City real estate boards have served formal notice that they will leave CREA at the end of the year unless the national association makes major changes.

The boards have a number of demands, including: • a review of CREA expenses • a call for more a-la-carte services, saying that Quebec members use few of the tools the national association offers • the ability to opt out of the national data distribution system.

The board is also concerned about recent changes to the national code of ethics, and it is opposed to Realtor.ca showing for-

CREA has not delivered on its promises and progress on some dossiers has even declined,” Juanéda wrote in a letter to members. He says the GMREB Board of Directors is taking action based on the fact that 72 per cent of its close to 10,000 members rejected the status quo.

Juanéda says the FSBO listings of Quebec properties on Realtor.ca began to be seen last year and cites examples from isellmyhome.ca and DuProprio (ComFree). “It’s totally unacceptable that outside members who don’t have the right to practice in Quebec should have access (to Quebec). Such listings are illegal under Quebec law.”

McCauley says CREA is moving in the direction of reducing dues, while the OACIQ and some Quebec boards have recently raised them.

“It's unfortunate that those facts don't get a full hearing sometimes.” sale-by-owner properties through brokers who do not hold a licence in Quebec.

Patrick Juanéda, president of the Greater Montreal Real Estate Board (GMREB), says the board remains open to maintaining its CREA membership, “but we don’t want to go into 2014 without having settled the issue one way or the other.” Whatever happens, GMREB members will be consulted by vote as to whether or not to stay in CREA. In a consultation with Montreal members last year, 28 per cent voted to stay in CREA, 40 per cent preferred to leave CREA immediately and 32 per cent decided to wait until after CREA’s spring 2013 AGM to see whether changes would be made.

“Unfortunately, it is clear that

Unlike the rest of Canada, it is difficult for Quebec FSBOs to pay a flat fee to a broker to list their homes on Realtor.ca because provincial law requires brokers to verify the accuracy of information on listings.

The Montreal board has “repeatedly asked” CREA to solve the problem and Quebec’s 12 real estate boards sent a joint request to CREA that proposed a link to the Quebec site Centris.ca from Realtor.ca for the display of properties in the province, Juanéda says.

However, Randall McCauley, vice-president of public and government relations at CREA, says Quebec’s licensing agency, the OACIQ, should be taking care of the matter. “CREA’s position has been that real estate isn’t governed by a national set of laws. If it’s ille-

gal, the regulatory body (in Quebec) needs to do something about it. If I have a problem in my backyard, I don’t look at my neighbour and say ‘Can you fix my problem?’ It’s my backyard.”

Juanéda says CREA’s view that Quebec boards should complain about the matter to OACIQ is “illogical” and that any legal action undertaken by OACIQ could take years to settle.

The GMREB is also questioning regular increases in CREA dues and “some very debatable expenditures (relevance and cost of travel, training for the board of directors, cocktails, outings for spouses, grants and training for real estate boards, etc.).”

Responding to the dues issue, McCauley notes that a credit given to Montreal for advertising has resulted in a dues reduction of $72.50. He says CREA is moving in the direction of reducing dues, while the OACIQ and some Quebec boards have recently raised them. “It’s unfortunate that those facts don’t get a full hearing sometimes,” McCauley says.

Juanéda adds the GMREB is concerned the national data distribution system will result in members’ data being used by “interests outside of the industry.”

McCauley says that Quebec has one of the highest percentages of FSBOs in the country “so it’s probably best that we work together to make sure that we do a better job of providing products and services to our members. Noise like talking about separation does nothing for the person practicing real estate.”

The GMREB also voted against changes to the national code of ethics that were ratified last March, in the belief that the OACIQ is responsible for handling complaints against its members, while the board’s primary role is to promote and

defend members’ interests.

Juanéda also decries the fact that GMREB’s demands are not addressed on the agenda for CREA’s special AGM in Vancouver on Oct. 29.

However, McCauley says, “CREA has a great history of compromise” when it comes to its relationship with Montreal and is ready to meet with the Montreal and Quebec City boards prior to the special AGM. Juanéda turned down a previous meeting request due to a conflict but is proposing another date.

If the GMREB leaves CREA, “I don’t know if it will make any difference in my life as a broker,” says Mary Lamey, a broker with Century 21 Vision in Montreal.

And if CREA continues to allow “back-door entry” of FSBOs or discount brokerages, “that’s just going to be a no-go as far as Quebec brokers are concerned,” she says.

The potential loss of access to Realtor.ca also does not concern Lamey, a former real estate reporter at The Gazette in Montreal. “We don’t really use Realtor.ca. We find the website interface to be really clunky. Our clients complain that it’s not really user-friendly.”

Meanwhile, there has been a huge uptick in people using Centris.ca, she says.

In addition to the loss of Realtor.ca access, McCauley says the departure of Montreal and other Quebec boards would mean a loss of lobbying power and resources to deal with such upcoming issues as FINTRAC and antispam regulation.

He adds that if Quebec boards leave CREA, some brokers in the province may opt to join another board or form a new board to access CREA services. “If you want to stay in CREA, I think there are a number of options.”

But he remains optimistic it won’t come to that. “(Realtors)

Patrick Juanéda

Mary Lamey

think anything can be overcome if people of good faith get together.”

However, Juanéda maintains the disadvantages currently outweigh the benefits of membership in CREA. In May of this year, two Quebec real estate boards rejoined CREA after quitting the national association at the beginning of the year. The 178-member Chambre immobilière de la Mauricie, based in Trois-Rivières, and the 102member Chambre immobilière de Saint-Hyacinthe rejoined CREA after a four-month absence.

At that time, REM reported that the Mauricie board had received assurances from CREA that for-sale-by-owner properties would not be on Realtor.ca and that data would not be transmitted to outside companies. REM

4 REM NOVEMBER 2013

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

R

oyal LePage recently announced the acquisition of Prudential Real Estate operations in four regions of Ontario.

Allan Bain and Michael Stothers are the owners of Prudential Town Centre Realty, which is the parent of the four locations acquired. Bain started his brokerage in Oakville in 1989 under the name Countrywide Town Centre Realty. He converted his brokerage to Prudential a number of years later, growing his business from an original six sales representatives to more than 200 working in multiple branches from Niagara, Oakville, Ottawa and Kingston. Stothers joined Bain at Prudential Town Centre Realty in

Allan Bain

2004 as a partner with management responsibility for the Oakville office.

They will now operate under the Royal LePage banner. In Ottawa, Royal LePage Team Realty merged with the Prudential operations at 1296 Carling Ave. Broker/owner Kent Browne and his management team lead the brokerage, which Royal LePage says has No. 1 market share in Ottawa and region.

In Kingston, Royal LePage ProAlliance Realty merged with Prudential Town Centre Realty operations under the ProAlliance banner. Broker/owner Mark Rashotte welcomed Mary Campeau and her team of sales representatives.

Michael Stothers

In Fort Erie, Royal LePage Niagara Real Estate Centre is opening a new location with the acquisition of Prudential’s Ridgeway operations. The Royal LePage leadership team of Margie Spence and sons Brad and Ryan Johnstone hold down the No. 1 market share in the Niagara region, the company says.

In Oakville, Royal LePage Real Estate Services is merging operations with the large Prudential team at 280 North Service Rd.W. Broker of record and senior executive responsible for Royal LePage’s corporate brokerage businesses Gino Romanese welcomed manager Stothers and his team.

■ ■ ■

Re/Max Finest Realty, with offices in Napanee and Amherstview, Ont. has expanded its reach to Kingston with the acquisition of Re/Max Realty Concepts.

The deal brings the company’s total offices to six and increases its sales force to nearly 80 Realtors.

The Kingston offices will continue to operate under the Re/Max Realty Concepts banner. Former broker/owner Bob McKean will

stay on with the team in a sales capacity.

Re/Max Finest Realty opened in 2010 and bolstered its sales force in 2012 with the opening of the Amherstview office.

“We see excellent potential in the Kingston marketplace,” says Cindy Haggerty, co-broker/owner.

“Tremendous opportunity exists to strengthen the brand and increase market share. The city remains on an upward trajectory, with solid population growth of approximately five per cent during the last census period. The unemployment rate hovers below the provincial average and consumer confidence is strong. We’re confident that Kingston has a bright future.”

Haggerty will take over management of the four Kingston locations. Co-broker/owner Shannon McCaffrey will maintain the helm at the Napanee and Amherstview offices.

■ ■ ■

Rosaire Chiasson recently opened a new independent brokerage, People’s Choice Realty, serving the Moncton and Dieppe area markets in New Brunswick.

Chiasson brings 25 years of real estate experience to this new organization and delivers a full suite of services to the community.

People’s Choice Realty has become a member of the Aventure Realty Network.

Lakeside Realty of Cold Lake, Alta. has also become a member of the network. Associate/owner Sharon Ghory and broker Justin

Ghory bring a history of successful real estate practice to the network, including a background of corporate relocation and Department of National Defence work.

■ ■ ■

Re/Max Metro-City Realty has acquired Re/Max Realty Solutions in Ottawa. The move will position Re/Max Metro-City, the largest Re/Max brokerage in the nation’s capital, for further growth, the company says. Approximately 20 real estate professionals joined the brokerage under the new agreement, bringing the total number of sales associates to 220. Re/Max Realty Solutions locations in Almonte and Carleton Place will augment Re/Max Metro City’s representation in the city’s west. The brokerage now has 11 offices.

“The city’s west end presents an abundance of opportunity,” says Jennifer Skuce, co-broker/owner.

“Communities such as Almonte and Carleton Place have undergone tremendous growth in recent years, sparked by new construction and revitalization of the region.

Demand has grown exponentially, with younger buyers drawn to the picturesque suburban locales, offering up affordable housing just 25 minutes from the downtown core.

The trend is expected to continue as the rate of population growth climbs in Ottawa and the surrounding areas.”

Re/Max Realty Solutions former broker/owners Harold McKay and Elinor Tanti join Re/Max Metro-City in a sales capacity.

Glen Barnden will head up the west end operations.

■ ■ ■

Kent Browne

Mark Rashotte

Margie Spence

Brad Johnstone

Ryan Johnstone

Gino Romanese

Cindy Haggerty

Shannon McCaffrey

Haliburton Highlands sales rep and actor Rob Serediuk of Chestnut Park Real Estate in Haliburton, Ont. is appearing on the show What’s For Sale?, a new television series that “follows the trials and tribulations of cottage buyers as they search for their ideal vacation property in Canada,” says a news release. Serediuk will appear as host and buyer’s agent on the show’s episodes that focus on buying cottage property in Haliburton. Filming of the show begins this fall and the series will air on the Cottage Life television channel in the spring of 2014.

Serediuk started his career as an actor in television and in musical theatre, appearing in productions Continued on page 6

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The trademarks REALTOR®, REALTORS® and the REALTOR® logo are controlled by The Canadian Real Estate Association (CREA) and identify real estate professionals who are members of CREA. Used under license. Independently Owned and Operated. ®/™ trademarks owned by Century 21 Real Estate LLC used under license or authorized sub-license. © 2013 Century 21 Canada Limited Partnership ®™ Trademarks of AIR MILES International Trading B.V. Used under license by LoyaltyOne, Inc. and Century 21 Canada Limited Partnership.

Multiple Listings Continued from page 4

of The Amazing Technicolor Dreamcoat and Rent. After completing a degree in commerce, he joined Rogers Communications in Toronto where he worked in several marketing management positions. In 2011, Serediuk and partner Greg McInnis opened the Haliburton branch of Chestnut Park Real Estate.

■ ■ ■

and Line Charette. The group, which has nearly 120 brokers, now holds market share of more than 25 per cent in the Outaouais area, the company says.

Coldwell Banker Real Estate LLC has signed a master franchise

Recently CIR Realty in Calgary led an initiative that brought together nine high-performing Realtors from several

brands to discuss the real estate industry and raise funds for the CREB charitable foundation.

The event, “A Conversation with Titans” included Justin Havre and Nathan Singh from CIR Realty, Sam Corea from Re/Max House of Real Estate, Jan Graham from Re/Max First, Crystal Tost from Re/Max Realty Professionals, Kelly McKelvie from Royal LePage Foothills, Tanya Eklund from Re/Max Central, Karen Salmon from Royal LePage Benchmark and Dennis Plintz from Sotheby’s.

Organizers for the event included Kirsten Faverin, Lindsey Smith and Tom Davis from CIR Realty, Nick Profeta from Re/Max Central and Rick Campos from Re/Max First.

Tickets were $40. CREB filmed the event, which will be posted to the educational section of its website for Realtors who could not get into the sold-out event. Viewing the video online will also cost $40 with all proceeds going to the charitable foundation. REM

Sharon Ghory

Rob Serediuk

Jennifer Skuce

Richard Beaulieu

Yvon Durocher

Line Charette

Ryan Hodge

Shawn Westerik

■ ■ ■

Ryan Hodge and business partner Shawn Westerik recently launched The Realty Firm, an independent brokerage in London, Ont. “In 2012 we were the No. 1 team at Re/Max Centre City for both gross units sold and gross commissions earned,” says Hodge.

“We left after a combined 22 years with a fantastic organization to provide a new option in London.

We’ve had a terrific start as we have attracted new agents right away.”

So far the firm has nine sales reps and three admin staff, working out of a 2,200-square-foot office.

Royal LePage Vallée de l’Outaouais has acquired Royal LePage La Renaissance in Gatineau, Que. Royal LePage La Renaissance real estate brokers have joined their new colleagues in Royal LePage Vallée de l’Outaouais’ existing offices in Gatineau and Buckingham. As a result, the agency’s brokers now have access to six sales offices: Gatineau, Aylmer, Val-des-Monts, Buckingham, Hull and Mont-Laurier.

The new management team is made up of Richard Beaulieu, Jean-Guy Savoie, Yvon Durocher

Brad J. Lamb Realty has moved its headquarters to 778 King St. W. With over 25 years of industry experience, Lamb and his team of experts have been responsible for

Rosaire Chiasson

Jean-Guy Savoie

Cover photo: MARKO SHARK

■ ■ ■

the marketing and sales campaigns of more than 100 condominium projects in four Canadian cities. To date, the firm has been involved in real estate sales of more than $7 billion, the company says.

The newly constructed 16,000square-foot headquarters was designed by Marc Kyriacou. “We have created a fantastic 80-footwide retail environment on Toronto’s high street, King Street West. No Toronto broker would be crazy enough to do this,” says Lamb.

It offers an interactive space with a complimentary coffee and water bar. The space also features a lounge area for potential buyers and interested parties to have a pressure-free environment to search for real estate at their own leisure, at two interactive workstations. It also offers an intimate 50-person private auditorium titled the Inspiration Room, to be used for seminars and workshops throughout the year, the company says.

■ ■ ■

Publisher HEINO MOLLS email: heino@remonline.com

Editor in Chief JIM ADAIR email: jim@remonline.com

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Distribution & Production MILA PURCELL distribution@remonline.com

Manager, French Edition MICHEL CHEVALIER michel@remenligne.com

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Graphic Design SHAWN KELLY Brand Design SANDRA GOODER

agreement with Coldwell Realty Private Ltd. to affiliate and service Coldwell Banker and Coldwell Banker Commercial franchises in India. The firm will operate as Coldwell Banker India.

It is a privately held firm led by Ramnik Chopra and a seasoned management team that has extensive experience in commercial and residential real estate, along with professional and financial services and marketing, the company says.

It will be headquartered in Mumbai.

“We have the world’s fastestgrowing middle class where homeownership remains aspirational and homeownership rates are rising as personal wealth increases,” says Chopra. “The proliferation of foreign investment in Indian manufacturing, consumer services and retail also gives us an opportunity to succeed in the commercial real estate sector.”

■ ■ ■

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

Phone: 416.425.3504 www.remonline.com www.remenligne.com

REM complies fully with the Canadian Real Estate Association's Rules for Trademarks (CREA Rule 16.5.3.1) REALTOR® and REALTORS® are trademarks controlled in Canada by The Canadian Real Estate Association (CREA) and identify licensed real estate practitioners who are members of CREA. MLS® and Multiple Listing Service® are trademarks owned by CREA and identify the services rendered by members of CREA. REM is published 12 times a year. It is an independently owned and operated company and is not affiliated with any real estate association, board or company. REM is distributed across Canada by leading real estate boards and by direct delivery in selected areas. For subscription information, email distribution@remonline.com. Entire contents copyright 2013 REM. All rights reserved. Reproduction in whole or in part without written permission from the publisher is prohibited. The opinions expressed in REM are not necessarily those of the publisher.

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6 REM NOVEMBER 2013

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8 REM NOVEMBER 2013

Andy Puthon’s mission for Coldwell Banker Interview by Dennis McCloskey

with the company and its 3,200 agents in 200 offices in Canada.

Here is part of that discussion: REM: What sort of guidance would you give to someone who’s thinking of starting a career in real estate?

President of Coldwell Banker Canada Andy Puthon (Photo by Marko Shark)

A

ndy Puthon, 56, who was born and raised in Guelph, Ont. and still lives there, knew as a young teenager that he wanted to go into the real estate business. On weekends in 1970 he would go to Toronto where his older sister, Michaela, was developing run-down properties in the Cabbagetown area, which was undergoing urban renewal at the time. “She saw the potential in these properties,” says the recently appointed president of Coldwell Banker Canada. “Michaela has an architectural background and as I watched her buy and renovate houses, it made a lasting impression on me. I observed her creative work, and through her I learned about the trade, mortgage financing and how to work with Realtors, contractors and lawyers. It was all pretty intriguing to me.”

next three decades he served in various executive capacities in the real estate field.

By age 18 Puthon had obtained his real estate licence; at 20 he got his Ontario broker’s licence; at 25 he was manager of a real estate office and for the

Puthon recently spoke to REM in his office at the company’s Burlington, Ont. headquarters about his career, the business, and his new role

Budge Huskey, president and CEO of Coldwell Banker Real Estate LLC in Parsippany, N.J. says, “Andy Puthon is a strategic thinker who has a proven track record for franchise growth.”

Peter Benninger, broker of record, president and CEO of Coldwell Banker Peter Benninger Realty in Kitchener, Ont. says, “Andy’s broad experience means he knows the real estate business from the ground up and is sensitive to the needs of all participants in a transaction, from clients to sales representatives to brokers.

He is a respected leader and I am confident he is very capable of executing the vision of Coldwell Banker International here in Canada.”

PUTHON: I would impress upon them that it is a “people business” with a lot of different disciplines, including planning, business development, staying current with various trends in legal, municipal, marketing, social media and financial areas. They need to understand that they have to synthesize a lot of different sources of information and to understand that it’s a business that is relatively unstructured. It attracts creative people and people in non-traditional backgrounds who like the fact there are no caps or ceilings or limits imposed upon them by structure. To succeed in this business it takes a special kind of person with strong work habits who doesn’t wait for the phone to ring, but rather puts in the kind of effort that is required to grow their business.

I would also tell them it’s fun and it’s intensely rewarding helping people relocate their family or make an important investment decision.

REM: Can you outline your vision for the company and discuss future plans?

PUTHON: Our focus will be on growth. The Coldwell Banker organization has been in business since 1906 and has a rich legacy. We have strong support out of the global office in New Jersey and we have a strong base here in Canada from which to grow. Growth begins with assisting existing sales associates to increase their own productivity and this can be achieved through various methods, including using online resources, face-to-face

meetings, learning new skills and writing or improving business plans. We have enormous resources. Another way to achieve growth is by attracting franchisees who convert to our system, or having existing franchisees expand into new or adjacent markets. Growth can also come through mergers and acquisitions executed by existing franchisees and from strategic start-ups.

Coldwell Banker International is a value-driven global brand with 82,000 sales agents working in 3,100 offices in 52 countries. Offices opened in India and Switzerland this year. We are directly linked with the global operation and we can leverage the work they do. It’s the best of both worlds because we can also implement new services and products here in Canada. For example, we have something called an Ultimate Service Program that is uniquely Canadian and developed for the Canadian market. We are implementing a Help Desk in this country and we have the Canadian Broker Council.

REM: How does Coldwell Banker fit in the real estate franchise marketplace and how is it different from other big real estate firms?

PUTHON: One of our distinguishing features is our emphasis on being a learning organization, which goes handin-hand with being a fullservice company. Coldwell Banker is consistently rated as the No. 1 real estate brand for training in North America, by Training Magazine.

REM: What are your views on the future of real estate brokerages and the role of the agent amid rapidly changing technology?

PUTHON: Technology is an enabler for brokers and it’s

only a threat to those who don’t embrace it or adapt to it.

Our role as a franchisor is to help our franchisees and sales associates adapt to changing consumer tastes and profiles and provide timely solutions in a cost-effective manner. As a result of technology, we are seeing a more sophisticated and informed consumer and that, in general, is a good thing for a Realtor.

REM: How can sales reps compete with commission pressures caused by discount brokers; people using the Internet more and more; and FSBOs? PUTHON: Segmentation of markets is happening in every industry, and real estate is no different and not exempt. The vast majority of consumers continue to deal in the traditional way with the Realtor but it’s important for real estate sales representatives to demonstrate the value they add through the transaction.

REM:: Tell me about your family and what you like to do when you’re not working.

PUTHON: My wife, Betsy, is executive assistant to the mayor of the City of Guelph.

We have two daughters: Aimee, 23, who is studying at the University of Guelph and Alexandra, 19, who attends the University of Western Ontario.

We also have four cats and a dog. We are a family of tennis players, skiers and cyclists. We also enjoy time with family and friends at our cottage on Lake Huron near Southampton. My interests also lie in heritage development. In 1990 I received a Guelph Arts Council Heritage Award for my role in restoring a landmark heritage building called Hampshire Terrace that was built in 1903. REM

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10 REM NOVEMBER 2013

Pop-up stores revitalize tired streets

By Brian Slemming

Pop-up shops on Danforth Avenue in Toronto have improved the neighbourhood. Pop-up operators pay $165 per week to cover taxes and utilities.

S

herway Gardens shopping centre, one of Toronto’s leading emporiums, announced recently that it was increasing its hours of business. The move follows the trend of longer opening hours by most Toronto malls. One of the motivators has been Walmart, which is open a staggering 112 hours a week.

This is good news for determined shoppers, good news for employment seekers, good news for a variety of manufacturers or growers who keep these outlets stocked…..or is it?

Victory is almost always equalled by defeat. One of the losers is the traditional downtown retailer, where old main streets are home to an increasing number of empty store fronts.

Johnny Percolates, a sales rep with Century 21 All-Pro Realty in Cobourg, Ont., has business and retail listings in downtown Cobourg that he says are difficult to move.

“I am getting very little interest in any of the downtown properties I have listed. Retail interest is concentrated on the area on the north side of the town where a conglomeration of mega stores is opening up,” he says. Cobourg, situated 100 km east of Toronto, boasts a population of 18,000.

Winners, Walmart, Home Depot, Sport Chek and Metro grocery stores have all been established in or near the Northumberland Mall to serve customers from a wide surrounding area.

Northumberland County has a population of over 75,000. Many of them flock to the north side of Cobourg to shop, but they ignore the downtown in large numbers, resulting in empty stores. “The fact is that businesses don’t want to set up in the downtown,” says Percolides.

Empty downtown stores are a universal problem. A quick check of any newspaper highlights the problems and their wide geographic reach.

Midland, Ont. has more than a dozen empty store fronts. There, five property owners are filling the empty stores temporarily with work by local artists and artisans.

In Port Alberni, B.C. two students unhappy with the empty downtown stores worked with local Realtor Chris Colclough of Re/Max Mid Island Realty to fill empty windows with individually designed posters.

In Kitchener, Ont. the Economic Development department is offering financial grants to permanent users of empty downtown properties.

In Vancouver, Deb Nicol has developed a flourishing business by opening pop-up stores, which operate for only short periods of time. Pop-ups drive traffic through a location and help developers or agents to find permanent renters or buyers.

In the east end of Toronto’s Danforth Avenue, a local community group adopted the pop-up store process to deal with what was becoming an alarming state of emptiness. Federal census figures cite a population of more than 100,000 within five minutes of the Coxwell subway station.

Catherine Porter, a columnist for the Toronto Star and a member of the Danforth East Community Association (DECA) committed to improving the run-down area. In a Toronto Star article, Porter described one block of the Danforth where “every third store is vacant and has slumped empty for years.”

DECA began a pop-up shop program. Volunteers with the association started by negotiating with a property owner where there was space for two stores.

DECA volunteers cleaned and painted the stores and two wouldbe entrepreneurs began their drive into the retail business last October. In August of this

year, less than one year later, the property was home to a permanent store, with a five-year lease. What had been a dirty pair of empty windows in less than one year had been changed to an operating full-time business with clean windows holding a colourful display.

Nita Kang, a sales rep with Royal LePage Meadowtowne Realty based in Mississauga, Ont., owns a store with other partners on the Danforth. It had been empty for more than two months, so she persuaded her partners to try the pop-up route. The property was cleaned and decorated and suitable clients were found. Today the store has been leased on a long-term contract. Did the popup help?

“Yes, I think it did,” says Kang.

“The redecoration and the fact that the windows were properly filled made it much easier to finalize the lease.”

Kang says, “The area has certainly improved…. I think that as long as the community association can keep the pop-ups going we will be greatly improving the community.”

DECA now has five popup stores operating and is actively looking for additional entrepreneurs.

There are conditions applied to applicants. They cannot be engaged in any enterprise that competes directly or unfairly with existing businesses. Successful applicants receive a six-month lease with a 30-day notice period.

The participation fee is $165 per week to cover taxes and utilities.

Pop-up operators pay the $165 to the landlord, plus 10 per cent of sales in excess of $7,500 per month. Landlords gain basic cleaning and renovation of what have been unused properties for a long time – some of them for years.

Foot traffic that now moves through these properties makes them easier for the owner or for agents to bring about more permanent contracts.

Back in Cobourg, can the idea of pop-up stores down the main street offer some respite? Sadly, no. Kevin Naraway, the town’s business development officer, says he does not see a solution in pop-ups.

“They make sense when we’re coming up to Christmas or such but we have a different situation.

Our problem is that our properties are in a very bad state of repair so I’m not sure rental for a short term makes very much sense.” REM

12 REM NOVEMBER 2013

Letters to the Editor Drone article tells only half the story Having read your cover story (Soaring to New Heights…Issue #292, October 2013) I found myself concerned that only part of the drone story had been told.

While using drones is a creative and effective means to promote client properties, there is a substantial catch. Drones, such as the one featured, are classified as “aircraft” by Transport Canada, and therefore are governed by the Canadian Aviation Regulations and the Aeronautics Act. I can imagine your readers pausing to think, “It’s a model

application to Transport Canada in a form and manner required

by Special Flight Operations Standards. The application specifics can be complex and lengthy, involving such items as a complete description including pertinent flight data of the aircraft flown, a security plan for the area flown, an emergency contingency plan and a detailed plan describing the operation, among other items.

Transport Canada requires an application for each flight and a minimum review period of 20 working days from submission.

The application will require proof of insurance for a mini-

UAVs for real estate marketing are clearly apparent, some individuals have ventured into businesses that have successfully navigated the Transport Canada application process and currently hold approval to film client properties; our firm has had the pleasure to work closely with businesses to achieve compliance.

Currently, Transport Canada has completed Phase One of a four-phase process to define and craft new regulations to address the rapidly emerging civil UAV market. It is anticipated that a category of “very light” UAVs will be defined, due to their

While using drones is a creative and effective means to promote client properties, there is a substantial catch. aircraft!” and they’d be right but only to a degree.

The regulatory distinction remains with the “purpose” of flying the drone. The Canadian Aviation Regulations (subsection 101.01(1)) define a “model aircraft” as “for recreational purposes”. The Act goes on to clarify recreational purposes as being “not for monetary gain or other forms of hire and reward.” The Aeronautics Act defines hire and reward as “any payment, consideration, gratuity or benefit, directly or indirectly charged, demanded, received or collected by any person for the use of an aircraft.” Furthermore, the Act states that once the “model aircraft” is launched for any reason other than recreational, it is considered an unmanned air vehicle (UAV). Therefore, once an ambitious and creative Realtor flies an UAV for marketing purposes, they require a Special Flight Operations Certificate (section 602.41).

This certificate is obtained by

mum of $100,000 of liability coverage, and in some cases the applicant will require a Radiotelephone Operations Restricted Certificate. UAVs are operated through radio frequencies, which are governed under the Radio Communications Act and licensed by Industry Canada. A large amount of information can be found on Transport Canada’s webpage at www.tc.gc.ca.

As one would anticipate, operating aircraft in violation of regulations can have substantial penalties.

The Canadian Aviation Regulations (section 602.41) states an individual penalty in the amount of $5,000 and a corporation penalty of $25,000. Although we have not heard of a similar case in Canada, south of the border, the Federal Aviation Administration (FAA), having viewed an aerial video on YouTube from a small UAV, imposed a $10,000 fine to the unsuspecting individual.

However, as the benefits for

inherent non-lethal qualities, and aircraft such as the one you featured will be deregulated.

Hopefully in the near future, Realtors will be able to provide this increased marketing service to their clients without such substantial regulatory hoops. In the meantime, Realtors should only consider working with approved providers.

Lance T. Lehman Real estate lawyer Malo, Pilley and Lehman Toronto, Ont. www.mpllaw.ca Phone: 1-855-534-3555

CREA serves the boards Re: Montreal and Quebec City boards tell CREA they’re leaving I commend the Montreal and Quebec City boards for taking a stand. The members of CREA (writer included) have created the problem by not staying con-

sistently involved, monitoring and influencing CREA’s policies and strategies, including making adjustments to CREA’s “business model” over time as the organization and industry evolved. The result is yet another crisis in the form of an ultimatum.

CREA grew large and became inefficient because as the membership grew, so did its revenues and since it’s a not-forprofit, it has to spend all the money it takes in. Further, there’s no direct correlation between the number of members and the amount of effort and money that our national association must spend. To the contrary, while the membership was growing, productivity gains from scale and technology should have been realized. The annual dues paid by each member should be going down over time, not up as they have. In fact, since 2009, our dues have increased 40 per cent from $220 per year to $310 in 2013. At the same time, the membership increased 10 per cent from just over 98,000 in 2009 to over 107,000 in 2013.

Fees paid by members to CREA will be nearly $30 million in 2013.

The illusion of relevance and the need to stay so is fuelled by a continuous and substantial stream of money being received at CREA. Many organizations, private ones included, have been bitten, some fatally, because they failed to recognize and weight what it is that is valuable to their customers or members. Most boards are also addicted to the universal suffrage business model – everyone pays the same and everything is paid for by everyone, regardless of what or how much they use.

CREA does not serve individual members, evidenced by the abysmally low participation and response rates from the membership. In fact, some boards don’t allow CREA to communicate directly with members. CREA responds to and serves the boards, who collect the annual fees for CREA. Follow the money. The boards

(in particular the large boards) carry the vote, taking positions and voting on behalf of local board members. This hierarchical structure is obsolete. Not surprisingly and understandably, the boards and CREA share similar interests, which are often not aligned with the interests of members.

This is not by design. This situation has developed over time because members are apathetic or preoccupied trying to make a living in a marketplace with too many suppliers (agents) and not enough customers (buyers and sellers). The business models of franchisors and brokers exacerbate the problem because they thrive on more agents.

Bottom line is that the membership has allowed CREA and the boards to take on lives of their own, to “grow heads” so to speak, to the point where many members have the view that it’s “we versus they”. Self preservation, independent thinking and unilateral decisions by staff happen for a reason – because the membership has allowed it to happen. Members who get elected to the board of their local board often become attached to EOs and their staff, and through the process they often become risk averse, unwilling to be the activist, taking a stand, speaking up and for the interests and causes that originally motivated them to stand for election. Board members don’t make friends with and get the support of staff when they suggest cutting costs and staff.

It will be interesting to see how CREA deals with the latest ultimatum from the Quebec boards. If only another major board would endorse and join their plight, I’d be willing to bet that there will be significant change, soon.

Bill McMullin CEO, Realtor ViewPoint Realty / ViewPoint.ca Bedford, N.S. REM

Sutton would like to thank all of the REALTORS® and Brokers that helped make Sutton Connect 2013 the best Sutton event yet! We celebrated our 30th anniversary in true 80’s style, mixing up 80’s entertainment, classic arcade games and a fair share of neon to go along with some incredible and interactive workshop sessions.

“Thank you for a totally tubular Un-conference!”

Brenda Ellis, Sutton Group – Lakefront Realty, Vernon BC

“Thanks to everyone for organizing this amazing event. We have met and got to know some wonderful and fantastic people. It is our very first Sutton Connect and we truly enjoy and appreciate everything.

We will definitely come again.”

Shaun Hsu, Broker Sutton Group – Associates Realty Inc, Brokerage, Toronto, ON

What truly made Sutton Connect 2013 special was the participation of community-members across Canada that both helped organize and benefit from the various Sutton Spirit charitable causes throughout the year. These special guests showed how important it is that our Sutton agents truly are a part of their communities!

We’re looking forward to seeing everyone again at our next Sutton Connect!

“Thank you and kudos to the Sutton staff and organizers of the 2013 Sutton Connect conference in Vegas for your hard work in making this an outstanding event. The 80’s theme was spectacular and community spirit shown during this event was a touch of class.”

Your friends at Sutton Group - Canwest (@CalgarySutton)

14 REM NOVEMBER 2013

Deals that go sour LEGAL ISSUES

vendor. The agreement was therefore at an end. (Matichuk v Quattro Holdings Ltd, 2013 ABCA 340) ■ ■ ■

By Donald H. Lapowich

A

vendor sought a declaration that an agreement to sell was repudiated by the purchaser. The purchaser in turn sought judgment declaring the Agreement to Purchase valid and for an order setting a new closing date.

The vendor and purchaser disputed the interpretation of the Agreement, which was a sale of 144 acres for development. There were wetlands on the parcel. The purchaser took the position that the purchase price should be abated and the closing date extended while an environmental adjustment was conducted to lower the price. The vendor, on the other hand, sought a ruling that the purchaser breached the agreement without an abated purchase price and had no right to a new closing date. The purchaser failed to close or tender on the agreed upon closing date, so the vendor maintained the agreement was at an end.

The court allowed the vendor’s application and dismissed the purchaser’s position. It was obvious to all parties that wetlands did exist at the time they executed the agreement and no provisions were inserted contemplating any abatement of the purchase price. The vendor did not have to consult adjoining landowners or others with regard to the wetlands as the purchaser would be in the best position to know how the wetlands could be incorporated into its development. There was no waiver of time of essence although there had been a prior extension of the closing date and the purchaser’s refusal to close was a repudiation of the agreement and accepted by the

In another case, the plaintiff purchased commercial property from the defendant and then sued for breach of contractual obligation to provide 600 ampere electrical service. The plaintiff alleged that the defendant misrepresented that the property indeed had 600 ampere service.

The action was commenced in September 2006, well within two years of the purchase of the property (June 2005). However, the action did not proceed and in October 2008 the court issued a Status Notice. This required the plaintiff to take positive action or the case would be dismissed. A number of adjournments took place and finally the Status Hearing was held in January 2010.

A new timetable was agreed upon but the plaintiff again failed to take steps within the required time limits.

At the Status Hearing in September 2011, the court dismissed the plaintiff’s action.

Because of the delay, the court held the plaintiff was not absolved for prior lack of conduct simply because an order was made in June 2010 with a new schedule.

The court considered the entire history of delay and notwithstanding that there was no proof of actual prejudice to the defendant and the plaintiff offered no reasonable explanation for the delay, the Court of Appeal upheld the dismissal.

This is an extreme case of procrastination and failure to enforce one’s alleged legal rights through breach of service. (1196158 Ontario Inc. v. 6274013 Canada Limited, 2011 ONSC 5410).

Full decisions are available 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

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16 REM NOVEMBER 2013

Mentally supercharge your sales success

By Dan LeFave

Y

our thoughts result in virtually everything in your life. All of the relationships you’re in are a reflection of the way you think. If you believe your job is lousy, that’s because you think of it that way. Even when you’re not at work, these negative thoughts are always with you. The only way for you to truly experience successful sales is by adjusting your thoughts.

Here are eight things you can do to ignite your results immediately: 1. Establish your focus by thinking with the end in mind.

2. Determine what you want or desire with an intense focus.

3. Develop a practice of persistence and strong belief in yourself.

4. Design a definite plan that is organized and detailed.

5. Be a student of accurate knowledge – study and learn from

the greatest leaders.

6. Establish an attitude of cooperation for greater sympathy, understanding and harmony.

7. Strengthen your willpower with concentrated thoughts to the exclusion of all outside information.

8. Develop deeply rooted habits through a daily rehearsal of focusing on what you want.

The best way to balance everything in life is to think of it in terms of a balanced weight scale, which if tipped too far in one direction will result in something being neglected and missed. In order to avoid tipping this imaginary scale, you must have a priority in the way you think. You become what you focus your attention on all day long.

The key mechanism you need is greater self-awareness of what you’re doing in your life and that doesn’t necessarily come easy.

Most people are distracting themselves with all sorts of insignificant media and information, and don’t often take the time to get quiet and realize what’s going on inside of them. The key to moving in the direction of your desire is to align yourself with your inner thirst for growth and your deepest desires.

Consider this: You are working towards your goal and for every positive thought you take one step forward, but for every negative thought, you take 10 steps backward. Just one negative thought or experience could totally cancel out all your efforts. Absolute faith in yourself, constant vigilance and self-awareness is essential to your success.

All of the greatest leaders of our time have agreed on one thing – we become what we think about.

They have disagreed on virtually everything else.

Everything is created in the imagination and expressed in your environment. Whatever is impressed on your subconscious mind must be expressed in your reality. All creations throughout time were first created in the imagination and then duplicated in the physical world. Instead of living by the circumstances of your environment, you build an image of the world to your liking and establish the discipline and practices necessary to acquire what you want.

When you begin to flex this mental muscle, your entire world will unfold naturally and you will produce results in a new and big way.

The next step to designing the

business of your dreams and achieving great success is through constant practice and repetition.

Life is not a rehearsal; however, rehearsing all of your life doing what you love will attract your deepest desires. We are the architects of our environment and the better we know ourselves, the clearer our choices.

Desire is the emotion that turns your thoughts into action. A learned emotion is based on regular repetition. Once you have the image of what you want in your mind and a burning desire attached to it, you only begin to move in the direction of your dream through repetitive exercises and actions to reinforce the results you want.

As you develop your image and give it attention on a regular basis, new and improved opportunities will arise. Mastering the art of rapid and effective decisionmaking will lead to what some would consider living an “enchanted” life. Most people in the world are not good at making quick decisions. Decision-makers always rise to leadership roles, are rarely understood and are envied by most.

Successful salespeople live with a definite purpose and make decisions rapidly while operating from a heightened state of awareness using their higher faculties.

Available to everybody, these faculties are: perception, will, memory, imagination, intuition and reason.

Salespeople who live abundant lives are successful. Successful people shine and are forever hitting their goals and setting new ones.

They are open for greater expansion and growth, which is in direct alignment with the universal laws.

They are always expanding and growing and shooting for the stars.

Study the most successful salespeople and learn how they keep everything together while growing their business.

Dan LeFave teaches what inspires getting results, what inhibits it and how you can have more now. With more than 17 years of experience, he is a speaker, author and success coach teaching entrepreneurs how to get better results by using your mind. He says, “There are either excuses or results, but you can’t have both at the same time.” www.danlefave.com REM

3 tips for getting more listings

By Jerry Bresser

1.

Make FSBO prospecting more effective.

Give the sellers something to help qualify potential buyers.

Prepare a special business-size card with the message, “The price of this home is $___, which is a fair price for this area. Is that in the ballpark of what you can afford?”

Have your name and phone number on the card as well.

Tell each FSBO you contact that experience has proven that 90 per cent of all direct buyer prospects cannot afford the homes they go to see. Tell them to read the message to each direct buyer who calls or comes to their home.

If a prospective direct buyer says no or even hesitates, don’t invite them in. When a prospective buyer says yes, invite them in, show them your home and ask them if the home could fit their needs. If they say yes, ask them to buy it.

Tell each FSBO that reading this message will help them qualify potential buyers and maybe help them sell the home … or it will help them understand why most direct sellers ultimately list.

Tell them you will check

back in a week to see how they made out. The most likely outcome is that no direct buyers come or no one makes an offer, giving you a better chance of getting a listing.

2. You can’t get a listing when you do not have good rapport. A good way to develop fast rapport with a listing prospect is to ask them to show you the home and treat you like a potential buyer as they do.

Say: “Treat me like a serious buyer who needs to buy a house this week and is looking at five homes and yours is one of them.

Don’t just show me the home; convince me to buy it. Tell me why you like it and why I will like it. Point out any hidden features and any place you made

improvements and updates.”

Take lots of notes as you go through the home, as that shows interest on your part.

Don’t be surprised when some sellers say, “I’m not very good at selling, am I?” Asking the sellers to convince you to buy the home quickly makes most people aware of their lack of selling knowledge and skills, especially when you point out a good selling feature they overlooked.

3. “Do I want this listing?

Can I get this listing?” When meeting a listing prospect for the first time, it’s best when your own mindset is asking: “Do I want this listing? Can I get this listing?”

Not all business is good business. If the sellers are not motivat-

ed, not logical or are extremely unfriendly or rude, why do you want the listing?

If they just want your selling strategies or pricing information and intend to list with a friend or relative, why should you be the victim?

Your goal is to discover the answers within the first five minutes.

Don’t want it … can’t get it … get out quick!

Jerry Bresser has been training and coaching real estate agents how to sell homes faster and for more money for over 35 years. He recently published his second book, More Money In Your Pocket. www.jerryREM bresser.biz

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18 REM NOVEMBER 2013

®

Start selling for the hugs

By Glenn McQueenie

O

PARTNER WITH CANADA’S MOST TRUSTED MORTGAGE EXPERTS.

www.verico.ca

CANADIAN MORTGAGE AWARDS

WINNER 2013

CANADA’S BEST MORTGAGE BROKERS NETWORK.

ne of the best moments of a real estate career is when we receive hugs from our clients. You know the moment, when you tell the buyers that their offer has been accepted, or the sellers that their home finally sold. It is the magical moment in every transaction and the fuel that keeps us coming back for more.

It’s funny that in our industry we spend so much time talking about “deals” and the number of listings we took. Many training programs focus on selling “houses”, handling objections and close, close, close. The reality is that we don’t sell houses, we find homes for people to build a great future for themselves and their family.

We are responsible for advising them and keeping them safe as they navigate the dream of home ownership. While many of our conversations are transactional in nature – number of bedrooms, baths, garage spaces, big yard, small yard or layout and view from the condominium…the essence of what we do is purely emotional.

Our job is to help our clients create the best life possible for themselves and their family. What people really buy is a great school district, a better life for their children, walking distance to great shops, restaurants, transit and parks or access to highways for their commute.

The most successful agents in this business generally have a repeat and referral-based business that generates at least 80 per cent of their volume. By definition, a referral is sending someone you care about to someone you trust. It

is actually an emotional referral.

People will come back to you time and time again because you care, not because they felt they were just another deal to you.

They come back and also send everyone they know to you because of the hugs and the emotional bonding that occurred throughout the transaction. I see it all the time with my clients and our agents. The end of the transaction is actually a bit melancholy.

They are happy and excited about their new home, but sad that they won’t get to have us in their daily lives….and we feel exactly the same way.

I love real estate when I get to deal with clients who are raving fans of my business. I love working with people who know what they want, are reasonable, open to advice and consulting and are appreciative. They get the biggest hugs from me.

Our goal should be to eliminate all of the people we deal with who live in a world of greed, envy and unethical behaviour. Refer them to your competition as soon as possible and gum up their business. They don’t like hugs anyway.

So, start selling real estate for hugs! It will change your business and your life, when you surround yourself with great people. More importantly, it will make you feel like you are making a difference in people’s lives and living your life on purpose. It is truly a win/win situation.

Glenn McQueenie is the operating principal of Keller Williams Referred Realty and broker of record of Keller Williams Referred Urban Realty in Toronto. His first office was launched in 2004 and has now grown to over 230 agents in two offices. His passion is teaching, coaching and mentoring agents to help them get more referrals from their sphere of influence, converting more leads and getting additional transactions from every listing you take.

Email glenn@kwreferred.com; Phone 416-445-8855; Blog at REM www.heyglenn.com.

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20 REM NOVEMBER 2013

Buyers are not liars

By Sarah Elliott

W

hen I started my real estate career 10 years ago and looked to experienced Realtors for guidance, I was often told buyers are liars.

However, over time I learned and developed my own style and determined this cliché was unfounded.

In my experience, clients simply want quality service and the onus is on the Realtor to set expectations that will ensure a prosperous and long-term relationship. Even though they aren’t paying for this service out of pocket, buyers want value so a unique approach is required.

With that in mind, holding on to buyer leads, converting them into sales and long-term repeat

and referral clients is simple if you follow a system.

1. Buyer interview – Conduct an initial interview in person, preferably in your office. This establishes a rapport not possible via email or even by phone. I use a Buyer Presentation Package to educate the buyer about who I am, what I do and what I expect them to do, in order to make the relationship mutually beneficial. Later, I aim to get Buyers Contracts signed and a deposit cheque up front. When that is done I am assured the client has been educated and is committed to working with me and me alone. At this point I even bring up topics like what to do if they find a property on their own, especially if it is a FSBO. 2. Mortgage broker – The next step is to discuss financing. I determine if they have been approved and encourage them to speak with my team of preferred Accredited Mortgage Professionals. Even if they are approved, I offer the ser-

vice as a second opinion. A good broker will help reinforce your credentials and convince the buyer that they have made the right choice in working with you exclusively.

3. Buyer Contracts/deposits – From my experience, they are either not enforceable or worth the time and money to enforce should something go awry. However, the exercise of going through that process is usually enough to secure the relationship. Very few Realtors seem to ask a client to go this far, but I feel if they want my top level of service, then signing a commitment isn’t much to ask. Besides, they can “fire” me anytime if they feel I have over promised and under delivered.

4. Real estate lawyers – Having a good real estate lawyer is key to closing transactions. Almost any lawyer can close the easy ones, but only a lawyer experienced in real estate can get through the tough ones smoothly and keep the customers happy along the way. I

always refer them to my preferred team, who are willing to spend time with the client up front and along the way and be there for signing/closing.

5. Home inspectors – Again, since they are an important part of the process, I ensure they have a good “bedside manner” so as to not needlessly distress the buyers.

Inspections can find issues with the house that can make the client walk, but also identify items of maintenance associated with buying any used /previously owned product. They can help guide buyers on how to look after, if not improve/appreciate the value of their investment.

6. Comparative Market Analysis – This isn’t just for listing properties. When the client is ready to offer on a specific property, I always complete a CMA to show the client the value of this property by using other properties as the benchmark. It helps them make the offer, counter offer or final signing decision. Information,

communication and education are the keys to any sales/client relationship.

7. Stay in touch — From the very beginning, during every step of the process and after the sale.

Why go through the effort for just the sale at hand when what you really want to secure is the relationship for life? Repeat business and referrals along the way is what will make you a successful career Realtor. All subject steps are covered in the initial meeting.

Quite simply, if you set the expectations, deliver on them and keep in mind the rule of reciprocity (give first) then you’ll convert more inquiries into sales and build a loyal repeat customer and referral base. It continues to work for me and if followed through, it will help start your successful career or increase your current sales.

Sarah Elliott is a Realtor, Construction Buyers Agent and Certified Relocation Specialist in St. John’s, Nfld. She is with Hanlon Realty, where she earned the Everest Award in 2012. Email sarah@hanlonrealty.ca Website www.sarahelREM liott.ca

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Royal LePage Frank Real Estate Brokerage Youngs Point, ON

2013

Royal LePage Altitude Real Estate Agency Montréal (Verdun-Île-des-Sœurs), QC Royal LePage Connect Realty Brokerage Scarborough, ON

24 REM NOVEMBER 2013

METES & BOUNDS

Real Estate Marketing Solutions LAST CHANCE TO ORDER!

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onsidering the hash the federal government is making of customer relations with the military these days, our serving members and veterans deserve a huge show of support on November 11. Wear a poppy from now until that Monday and attend your local celebration. The cenotaph ceremonies are always moving and serve as a reminder to all Canadians of how fortunate we are that others made sacrifices so we could live in a great country. After voting day, in my opinion, Remembrance Day is the best way to recognize and reflect on our citizenship.

Changing gears, my July 2013 column about disclosure – the French edition http://www.remenligne.com/?p=1 283 – produced an inquiry from a recent home buyer in Quebec.

“If you could help clarify if a seller and agent is required to divulge a problematic neighbour (taken to court for harassment by previous owner)?”

Stunned by the fact that the column en français begins “oh la la” – who knew that was the translation for “Yikes!” – I was also surprised a “civilian” was reading an industry publication. (And yes, I was surprised to see my words in our second language. And no I don’t do the translation, that’s left to the brilliance of REM’s publishing and editorial staff.)

It was a timely refresher for the ongoing issue of “stigmatized properties” and the necessity of disclosure – or not. My advice to licensees is pretty simple. If you have to ask if you should disclose, if your tummy gets a little knot just thinking about it – you should disclose. After discussing it with your client, of course.

“Is the fox loose in the hen

When to disclose – and when not to house?” exclaimed one of my senior salespeople – in age and experience – and I wondered what had gone wrong with one of his deals. The question is fairly posed.

In these days of bending over backwards to save the buyer from “caveat emptor” and to indemnify themselves against claims, the myriad of professional inspectors descending on an unsuspecting house sale are sometimes, to use a technical phrase, “screwing up the deal” by offering their opinions.

“It might contain asbestos. The roof might leak. There could be mould. The hot water tank could blow any second. You’d be crazy to buy this house!”

Well, maybe that’s a little extreme. People seem to forget most of the time they are buying a USED house. If it’s 10- to 15years-old, the hot water tank is suspect. More than 20 – prepare for a costly roof replacement.

Forty-years-old and the perimeter drain could be collapsing. “Age unknown” and you may find knob-and-tube wiring and a very innovative septic tank made from a car body and a couple of oil drums. Such is the market in which we deal.

However, the market for used housing is what sets the price of new housing, so this old house is “the boss of me.” Only in a buyers’ market can you hope to re-open the contract after a building inspector points to the deficiencies. “It has single-pane windows.”

So what does the market say?

Other homes with single-pane windows are selling and that’s how we arrived at the listing price.

Don’t like it? Walk away.

You can’t blame the buyer for trying to get a new hot water tank or roof but there is no entitlement to reduce the price built into normal inspection clauses, so barring mutual agreement – very tricky in any market, and impossible in a competitive one – the buyer has a simple choice involving getting off the pot.

As their agents, we will serve buyers better if we train them first.

We’ve been there done that, got the t-shirt. Bring value to your marketplace. Richard Robbins reminds us of a Jim Rohn principle: “People who deliver the most value are paid the most money.”

■ ■ ■

Have you heard the name Ozzie Jurock? If you are a Saturday listener to the Corus Radio Network, Ozzie is a regular contributor to Michael Campbell’s Money Talks program. If you Google his name, up will pop the Oz’s smiling face and his website www.jurock.com. There’s a lot of great content but my favourite material he creates is a subscriber piece called Jurock’s Facts by Email. (It’s been around awhile – used to be called Facts by Fax!) For less than a latte a week you can receive a 10 + page weekly review covering a broad range of topics related to all real estate from a Western Canadian perspective.

Issue #39 reflects on U.S. housing sales, the largest landowners in the U.S., Greater Vancouver housing stats, commercial real estate and the threat of bankers reporting rental investors to Canada Revenue. Ozzie lives and plays in the west but covers North America in his data collection and subsequent opinions. His leadership out of the crash and subsequent recovery of specific U.S. housing markets has been notable.

Check it out. If nothing else you’ll have material for your own newsletter – or column – giving proper credit of course.

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

26 REM NOVEMBER 2013

SALES COACH

By Bruce Keith

T

he sales business is inhabited by two types of salespeople. The ones who wear a built-in “flak jacket” and the ones who don’t. This flakjacket helps deal with rejection.

There is going to be rejection, all kinds if it. There is going to be rejection from some people who are just plain nasty, there is going to be rejection from whom we least expect it. Regardless, the one thing we do know for sure, in sales there is going to be rejection... end of story.

How can you be one of those who have a built-in flak jacket?

Putting on your flak jacket Here is your action step. Let’s start with Vince Lombardi’s famous line, “It’s not whether you get knocked down, it’s whether you get up.” We could amend that to say what’s also important is how fast you get up. To get up faster: 1. Don’t take it personally, it’s not about you.

2. Focus on your personal goals, on your big picture. This will get you back on the horse faster than anything else.

3. Have lots of leads on the go so your wound will be superficial.

4. Set a time limit for feeling bad. Sixty minutes would be good.

5. Get lots of exercise and stay away from sugar.

These ideas are the fastest way to develop an impenetrable flak jacket. Remember that great line in The Godfather II: “This is the business we have chosen.” You chose the sales business because of the rewards and satisfaction it offers. Everything has its price.

Rejection is part of the game. If you’re not getting rejection, you’re not talking to enough people. Take pride in your ability to bounce back quickly – that’s the difference between being mediocre and being great. Get used to saying, “next!” No excuses.

B.K.’s Law of Activity At the young age of 16 years, our son Tommy got blindsided.

The summer job that he was depending on to pay for this winter’s snowboarding fell through at the last minute.

The next step for anyone who wants to snowboard as badly as he does was to find another job fast. So off he went in our small resort town, knocking on doors looking for work. The trouble was, with it being so late to get started, most of the restaurants, summer lodges and con-

struction companies were already full. The good news is he kept knocking on doors. And this is where the universe always kicks in.

Here’s the rest of the story.

Not surprisingly, the phone rang not once but twice. All of a sudden Tommy had two job offers.

Here’s the weird part – neither of the offers were from any of the places he had been calling on.

How could that be? Was that just a coincidence? Not really....all salespeople know the answer.

Here are the three rules of prospecting that never fail: 1. If you are putting in the effort and looking for business, the phone will ring.

2. When the phone rings it is often from a source that you haven’t been contacting!

3. On the flipside, if you are not putting in the effort and you’re not out looking for business, the phone never rings.

I call this B.K.’s Law of

Activity – sow and you shall reap. This law never fails for salespeople. Pay special attention to rule #2 above. Do the work everyday and you will get results – sometimes from places you least expect. Regardless, you will get results. Never stop looking. Go get ‘em! No excuses.

Bruce Keith is a leading trainer for sales organizations in North America. He was trained in the corporate world as a marketing and sales manager for 15 years. His education then moved to 25 years in the real estate industry, 10 years as a successful sales rep followed by the last 15 years as a keynote speaker, seminar leader, author and one-on-one coach. His high energy coupled with a “No Excuses Accountability” approach has helped thousands increase their production significantly. He says, “It’s all about Results”. www.BruceKeithresults.com REM

How to build your online brand

By Robin Wilding

T

hese days, being a Realtor without a solid online brand is like trying to run a marathon in bare feet. You have no hope of catching up to the leaders and you’ll likely trip over your own feet trying.

Building an online brand revolves around your ability to characterize yourself with a killer website that highlights your differentiators as an agent and then to integrate other technologies that keep you ahead of the curve.

Easily said, but hard to achieve – just like everything else valuable in life.

Building an online brand revolves around two elements: your

ability to distinguish yourself online as a solid choice as a Realtor and your ability to leverage current and relevant technology.

To succeed in the current real estate landscape, there are four prime technologies you need: • A rockstar, mobile-enabled website that is professional and sets you apart from the competition with useful images and unique, relevant content.

• Video-marketing strategies that showcase your skills and personality as an agent, including website-based, selling-yourself videos and video listings.

• QR codes that you integrate into all your forms of marketing (both online and offline).

• A solid social media marketing campaign that engages your existing contacts while encouraging new followers.

As you implement and refine these four technologies, including your website, QR codes, video marketing and social media mar-

Leverage a well-written professional bio that highlights your specific skills as a Realtor and give it prime real estate in order to place it prominently.

Use professionally written material in your high-impact, high-traffic content.

Invent a new logo and/or catch phrase that helps to differentiate you.

Create a brand by using the same colours, textures, images and phrases across all forms of

marketing, from your website to online brochures to videos to business cards to signs.

When it comes to building a client list-building online brand, the key is to be original. There are a thousand other cookie-cutter Realtors out there. Properly highlight your skills with a professional bio, leverage the four primary technologies that every Realtor needs and find a way to differentiate yourself through unique content.

Online, you have mere seconds to grab someone’s attention – so be different, immediately, by using a slogan, motto, statistic or one-line bio.

Robin Wilding is the creative mind behind Real Estate Websites Canada, a boutique real estate website company providing “differentiating-yet-laughably-affordable web solutions for agents across the country.” She says: “The company’s success is highly attributable to creating low-cost branded websites that highlight the personality of each individual agent. You’re unique; your website should be too.” http://realestate-websites.ca/ REM

keting, you will want to keep these brand-building concepts in mind: Online, you have mere seconds to grab someone’s attention – so be different, immediately, by using a slogan, motto, statistic or one-line bio.

Avoid stock photography and stock animations for “effect” that don’t add to your overall online impression.

Portray a manicured, but realistic, image.

28 REM NOVEMBER 2013

Can we call ourselves professionals?

By Lloyd R. Manning

I

n recent years, from many quarters, concerns have been expressed about the continuing decline in professionalism. This includes medical doctors, lawyers, accountants, other professions and certainly Realtors, assuming that we who transact in real estate as agents for sellers and buyers could be considered as a profession in the first place.

That we can legitimately call ourselves “a profession” is questionable, because many of the basic canons of a profession seem to be lacking. One only has to follow the blogs and opinion

pieces in magazines such as REM to prove the point. The public is very cynical about this. Some place Realtors in the same category as used car salesmen and politicians. In our industry there is less focus by Realtors on the needs of clients and more on making that sale or getting that listing. It is suggested that many have forsaken their professional roots and regard their agency solely as a business, and professionalism is a lesser priority. This creates the need to inform the public more by deed than word that Realtors are indeed professionals. We must demonstrate by high standards of ethical behaviour, service and conduct that we live up to the tenets of professionalism and the Codes of Ethics we so often hear preached.

Professionalism is best described as a relationship between a person who has a high level of expertise and discipline

in a chosen field and who is a member of an organized group of like-minded individuals with the same expertise and discipline in the same field, and the relationship they have with their clientele. The building blocks of professionalism are being well educated in the chosen discipline, integrity, honour, leadership, independence, pride, collegiality and service, all balanced with commercialism.

This includes the relationship between a Realtor and a client and the unwritten contract between the Realtor and society. An essential attribute is the ability to provide sound advice, competent service and to quote the medical profession, “Do no harm.” Real professionalism involves a pride in one’s work, a commitment to quality, a dedication to the interests of the client and a sincere desire to help. Professional success is about attitudes and about char-

acter. These are demonstrated by energy, drive, initiative, commitment, involvement, enthusiasm and the ability to provide sound advice.

Professionalism does not mean wearing a suit, carrying a briefcase, driving a high-priced automobile or always having your cell phone at the ready, just in case. Nor is it having a collection of meaningless (to the public) designations and diplomas, which many associations and commercial diploma mills are far too anxious to hand out. It is not one, but a combination of qualities; not a skill but a blending and integration of a variety of skills and attributes.

All of this is wonderful news; isn’t it? Or is like the multitude of seminars and lectures on ethics, just grinding out the same old and worn-out palaver to deaf ears? Know-nothing lecturers and writers of articles such as this keep telling us everything

that is wrong with the way we conduct our business, so should we not listen to them?

There is also a common thread that runs through most professional organizations. This is an ingrained negative reaction to compulsory ethics courses where it creates increased monitoring and accountability. Case in point! For over 35 years I held the AACI designation. During all those years I never had a single incident reported to the Canadian Appraisal Institute or had to legally defend an ethics or malpractice violation. Not one!

Yet, having more than 125 continuing education credits where only 60 were required for recertification, to be able to continue practicing as an appraiser, I had to take an ethics course taught by someone with less than half of my experience. How ridiculous!

In real estate sales there are Continued on page 30

CE, Earn PDP, M s it d e cr CPE

plicable)

(where ap

It’s im important to differentiate yourself in real estate. That’s why I earned the FRI designation. The FRI opens up new opportunities; it raises the bar in our industry, and it enhances our professional status. As a Branch Manager/Broker the FRI is my new industry standard.

Gareth Jones, FRI, CRES, Branch Manager/Broker RIGHT AT HOME REALTY INC., Brokerage

The FRI (Fellow of the Re eal Estate Institute) designation program is provided by the Real Estate Institute of Canada.

1-800-542-7324

416-695-9000

d i designations@reic.com i @ i

www.reic.ca i

30 REM NOVEMBER 2013

Realtor strategies for business development

By Gian-Piero Furfaro s a Realtor, you are in full control of your own business development.

How do you get leads? Should you print flyers? How do you market yourself? By planning ahead you can set aside money for future goals and increase total income. I know this is easier said than done, but I have compiled some tips that should get the creative juices flowing.

Create a business plan: If you are new at this, write some goals about how you plan to attain them.

Try to be realistic with targets because you can always revise them later. Review your business plan at set intervals. New people may want to do this more frequently, but you should end up with a yearly plan, subject to quarterly adjustments and monthly reviews.

Flexibility counts: What methods did you employ to increase business? What worked?

What didn’t work? Be honest with yourself and look for areas of

A

improvement. Don’t be afraid to try new and untested methods.

Understand your product: Think long and hard about: what you sell, what opinions you provide, the services you provide to different clients and any niche areas or special skills that set you apart. I find that people listen more when you speak to them instead of at them; know the difference. The art of listening is the key for any successful sales professional.

Invest not expense: Look at your current expenses – not so much as costs, but from a marketing perspective as an investment. If you invest, it must have a return. If there is no return, eliminate the expense if possible. When you invest in a strategy, allow adequate time for success. For example: blanket e-marketing is a long-term supportive investment. So if you place an ad on Google, don’t expect the phone to ring the next day.

Budget: Try to calculate a set budget for the year. If not, set aside a percentage from each sale to be reinvested until you have attained the planned yearly budget.

Balance your methods: There are far too many marketing avenues to consider as a Realtor.

Some swear by social media; others by cold calling. Spending too much time on one activity will detract from other potentially more profitable methods.

Combinations work quite well.

Get out there! Use your personal tasks as an opportunity to build on more prospects. The trick is not to “hard sell” the hairstylist cutting your hair. Tell people you are a Realtor, discuss the market, discuss news and highlight positive changes or niches. Follow up with videos as a communication vehicle for your message. Don’t brag or try to get them to sell their home the same day you meet them.

Frequency counts: There is a reason why commercials repeat the product or service name many times during the spot. People will forget what services you provide, so gently remind them often, connecting through various mediums.

Door knock: I can hear the groans. Remember your goal is not to get a listing agreement that day.

It is most likely a meet and greet or follow-up. Use this opportunity to introduce yourself and make sure to concentrate your marketing efforts in that area again so they remember you. The more often people see you, the easier it is for

them to trust you. Take the opportunity to make mental notes of mortgage terms, family needs, neighbourhood gossip or other houses for sale in the neighbourhood.

Focus on a small targeted area and expand: As an example, use one letter-carrier route for unaddressed ad mail through Canada Post, door knock the route, attend community groups, create a relationship with local business and co-advertise, create advice sessions, advertise online locally using Google or community e-zine sites, use a tele-listing service, and go to open houses or view newly listed homes in the community. Keep it focused! Higher concentration in a smaller territory will yield better results than a larger territory infrequently. Why? People forget or get lost in the noise of other Realtors promoting their own services.

Get creative: Try to come up with other methods of building awareness. This is your life and you have full control to make the best of the tools you have at your disposal.

Stay motivated and work towards your goal by focusing on one deal at a time. If you haven’t noticed already, you will find

most communities have a dominant Realtor. Just because they are dominant, it doesn’t mean that everyone will use them for their next real estate transaction.

Microsoft and Apple are world recognized brands, but people still use Linux.

There will always be an opportunity for increasing your business.

Farm areas become dominated as listing signs go up. When someone sells their home, they don’t necessarily remember each Realtor they have received a card from, but they are more likely to remember the Realtor who listed four houses earlier this year. Sometimes owners just go on the assumption that since Realtor A has sold many properties in the area, they are more easily trusted. To break through the noise, you need to be visible and gain trust through personal contact.

Gian-Piero Furfaro is the Richmond Hill branch managing broker of Right At Home Realty.

The brokerage employs more than 2,400 Realtors and has offices in Toronto, Oakville, Burlington/ Hamilton, Mississauga, Richmond Hill and Durham. www.rightathomerealty.com. REM

Can we call ourselves...

Continued from page 28

many very competent, very conscientious and very honest Realtors who could justifiably call themselves “professional”. They demonstrate all the mandatory characteristics just referred to.

However, this is not the majority.

In so many areas in our industry commercialism and old-fashioned greed has taken over. To earn a good living is a common goal and a necessity, yet many of our colleagues are given over to avarice. Fundamental ethical behaviour, which often is in competition with increased revenue and profit, is losing.

Realtors win prizes and inhouse recognition, not for doing

a good job, not for advancing the acceptance of the industry, not for assisting the less knowledgeable or for high-quality professionalism, but for making the most sales, getting the most listings or earning the most commissions.

Ours is a fractured commercial system comprised of largely poorly trained, ill-fitted candidates who were initially attracted by romantic notions of what selling real estate is all about and anticipation of high earnings, but for whom the starvation rate is high and the retention rate low. Although the pre-licensing courses have reduced the revolv-

ing door concept to a degree, the high failure rate persists. No other industry or profession would tolerate such seduction of the innocent and this waste of human resources as does the real estate brokerage industry.

There is a philosophy, not spoken about but certainly practiced. If at the beginning of a fiscal quarter you hire 10 new sales agents and if at the end of the quarter two remain, your brokerage has done well.

The industry has only itself to blame; not the government, not the public, but us. There is a crying need for all Realtors to uphold the values of a profession

and make a strong commitment to do so.

Professionalism must start with the Realtors themselves, insisting that all practitioners uphold the tenets of true professionalism and eliminate from our ranks those who do not. Until this occurs, acceptance by society will never be attained. The greatest challenge will be the elimination of unprofessional conduct from all unethical and incompetent Realtors. This is to consider the interests of our clients and the public as the No. 1 priority. This is not to sacrifice our own needs to attain this end but to demonstrate care and

concern for our client’s welfare in all of our actions, not by giving only lip service or obtaining continuing education credits for having taken an ethics course, but a genuine commitment.

In Part 2 of this article, I’ll discuss the question, “Can ethics be taught?”

Lloyd Manning, AACI, FRI, CCRA, PApp is a semi-retired commercial real estate and business appraiser and broker who now spends his time writing for professional journals and trade magazines. He resides in Lloydminster, Alta. Email lloydmann@shaw.ca REM

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32 REM NOVEMBER 2013

Keys to becoming a top sales rep In our industry, to be successful year in and year out, you need to discipline yourself to work.

By Peter Sardelis

W

e have now passed the three-quarters mark for the year and many of you have either met or exceeded your sales goals. Congratulations!

You are among the 20 per cent of successful Realtors who service 80 per cent of the sales.

If you’re not in this group and would like to be, there is only one thing stopping you – work. Every day I get asked by my real estate colleagues, “How’s the market?”

Some tell me how the market is according to them – bad, slow, different and sometimes great, if they did a few transactions in the past couple of months. But the market is only something we are part of and we are the creators of our own individual market production.

Take a look at the summer market. Historically, that time of year is slower for sales because most buyers and sellers have

already completed their transactions. They positioned themselves to buy or sell earlier in the year so they can move in the summer months, which makes it easier on everyone, especially families with school-aged children.

But this does not mean the market has to grind to a halt. It only means that the seller pool is increasing while the buyer pool is decreasing. This happens every year at that time regardless of market conditions.

So how does one increase sales production?

If you have a seller, make them aware of the market conditions past and present and focus on pricing their property to sell over the competition. This means pricing properties to create value in the eyes of the buyers, not simply pricing properties to make sellers happy.

True professionals know how to do this and do it well, otherwise they would be part of the 80 per cent of Realtors who are hoping to “get lucky” and find someone who will pay a speculative price for a property. Is this

what the true professionals in the industry do? Do you believe that the top Realtors are waiting to get lucky? Think about this the next time you are sitting with a seller.

What if you’re a Realtor who is struggling to find buyers or sellers?

How do you inch your way towards joining the top 20 per cent?

Simple. YOU START WORKING and keep working day in and day out. As a past owner of a real estate company, I’ve seen wannabe salespeople come and go. Most came in with great expectations and ideas of how they are going to make lots of money as real estate professionals, only to find themselves out of money several months later complaining about how the market has changed. If you want to be one of these Realtors, just keep doing what you are doing because you have just succeeded at doing next to nothing and earning an income reflective of that.

Start by simply measuring your time working. It’s been my experience that unsuccessful Realtors spend less than 15 hours a week actually working. The mediocre

Realtors spend less than 30 hours a week, while the good Realtors spend just less than 40 hours per week. The great Realtors spend between 40 and 60 hours per week working on their business. In our industry, to be successful year in and year out, you need to discipline yourself to work.

My second piece of advice is to find a mentor. Be careful.

Make sure your mentor is not someone who has been in the business for many years with the same level of sales volume as a mediocre Realtor. These are Realtors who tell you they have “x” amount of years of real estate experience, when all they really have is “y” amount of experience for “x” amount of years. Be mentored by someone who is productive. You must honestly believe that if you do what they do, you can produce the same volume they do.

The hard part is finding someone who will give you the time you require to learn successful habits.

I guarantee you this type of mentor is in your marketplace and that they are willing to help you

become even better than them.

To get them to help you, you have to sell them on your desire to learn and succeed. Every salesperson in every business wants to contribute to someone’s success, they just have to be convinced of this. The way you convince them is by showing that you are willing to put the time and effort in to make this happen.

My last piece of advice and insight is to keep at it. If you look at farmers, they spend two seasons nurturing their crops in order to harvest in the third season to last the winter and then start all over again the next season. Real estate can be a very rewarding industry, but only for those who work at it.

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. REM

Time to take a technology course?

By Dan St. Yves

I

’m an old dog. I won’t even try to deny that. But I am a dog that has learned how to check emails and download blurry digital pictures that I’ve taken on my camera. More relevant to what you are reading right now, I have even learned how to word process on a laptop to submit this monthly column.

Small victories aside, Sunday was apparently a “technology humbles human” day at home. I was in charge of updating a woefully out-

dated wireless Internet router.

Being an instinctive expert with electronic devices, the entire process took a mere 18 hours (that doesn’t include the time I spent trying to do it the first time on Saturday).

The last time I tried to update our original wireless router, my home computer and its cursed Windows Vista OS protested – crashing and providing me with more blue-hued error screen messages than an online Smurf dating site. Frankly, I spent a lot of time blue-hueing myself, to no avail. I ultimately had to uninstall the router and software and retreat back to my pre-1980s router – with an effective wireless distance that an asthmatic housefly couldn’t spit past.

The latest router seemed to be a better fit with my newer computer

– absolutely no crashes this time upon installation! But the first stab at an Internet connection was more like a poke with an unsharpened pencil. It wouldn’t work no matter what I tried. Reluctantly, I reverted back to the old router.

Sunday morning, armed with grit, determination and a ball peen hammer, I tried once again, ever the optimist. Once again, I was thwarted – the computer and router failed to communicate.

Raising my hammer, I noticed out of the corner of my eye a tech “help” number on the router packaging, and figured I may as well give that a try.

After about 45 minutes of very technical lingo and a guided tour of places my mouse has never taken me before on my computer – the router worked!

I was practically revelling in

wirelessness. I stopped people on the street, proclaiming my success to the heavens. It was too good to be true!

I was promptly humbled.

While I was certainly able to successfully install the new wireless router, as I used the computer yesterday I experienced a constant loss of my Internet connection. Brandnew router? Couldn’t be the culprit, so I assumed it had to be the hardware on the computer. I determined I had to download driver updates. A walk in the park!

I’m not sure what park I thought I’d be walking in, but I ended up lost in some pretty deep woods. There weren’t any fairy-tale gingerbread houses for me to stumble into. It was dark and foreboding – like I was in a world with no Celine Dion or Starbucks.

I was becoming just a little frus-

trated at the fact that I could no longer even consistently access the Internet – my driver update had removed the function entirely. Let me tell you, I was using “darn” and “nertz” profusely.

After banging my sloped forehead against my desk for an hour or so, I must have accidentally rebooted the computer – which at that point somehow regained the magic of a connection. Fearing I had lost my mind, I shut it down immediately, so as to keep the magic trapped inside. Soon, I will start it up again, and see if it is still there.

Wish me luck.

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

REM NOVEMBER 2013 33

Condo Mall offers one-stop shopping R

unning all over town to find something, or onestop shopping? It’s kind of a no-brainer. Now the one-stop shopping concept has come to preconstruction condominiums at The Condo Mall in Toronto.

The brain-child of Adam Sax, director of business development for Royal LePage West Realty Group, The Condo Mall currently houses seven developers (including Tridel, RioCan, Bazis, Monarch and Great Gulf Homes) offering 10 projects.

Having multiple developments under one roof saves buyers time because they don’t have to visit many sites, he says.

Half of the newly renovated space is dedicated to developers, who bring in their own design team to create their individual spaces. The other half is occupied

by the Royal LePage West Realty Group in-house sales team, which handles sales for all of the developments.

Sax was 13-years-old when he and a business partner started SaxCom Solutions, an Internet information and communication technology company. He sold the company when he was 19 and worked in sales development for international properties for a half dozen years. It was during that time that he opened a condo showroom showcasing six international developers in one space.

He was approached by Royal LePage West Realty Group and encouraged by Hunter Milborne of Hunter Milborne Real Estate to develop the one-stop concept for local developers. It took about a year to develop the concept.

Then “we threw the idea” out to developers, and some, like Tridel, wanted to participate immediately, he says.

Some developers were hesitant to share space with their direct competition, but they soon learned the benefits the concept offers, Sax says.

“Consumers appreciate the ease of shopping and Adam Sax it has been reflected in more buyers and a bigger

audience” for everyone.

The Condo Mall opened six months ago and has been “growing extremely quickly,” he says. Sax and partners Peter Riccio and Rick Aurora are already talking about taking the one-stop condo shopping concept to other Canadian cities, including Oakville and Vancouver. They have also talked about taking Manhattan. “The concept will work in any metropolitan area,” he says.

The Condo Mall is a new concept and Sax hopes other Realtors take note. It’s a great concept for those who want careers in condos and pre-construction, he says. “We provide leads of buyers and sellers in the condo realm, which no other broker does.”

Realtors who are interested in joining the team can visit the condomall.com or drop into the site at 306 Eglinton Ave. W. at Avenue Road. The Condo Mall is open seven days a week for walk-in traffic or by appointment. Hours are Monday to Friday, 9 am to 6 pm and Saturday and Sunday 9 am until 4 pm.

The Condo Mall also co-operates with all agents and is able to offer top-level access whether the development is part of the space or not, Sax says. – Connie Adair REM

Florida development attracting Canadian buyers

M

oses Bensusan and his family love to vacation in Hollywood, Fla., drawn by the boardwalk along the Atlantic Ocean, white beaches and activities in the community, and he says other Canadians will too.

Spurred by his own desire to have an option to the little motels that dot the beachfront, the idea of building a modern upscale condo/resort was born. For five years, the president and CEO of Liberty Grande worked to assemble five beachfront acres so he could build Costa Hollywood, a 307-room resort and retail complex slated to be completed in spring 2015. The project broke ground in June.

Turnkey studios and one- and two-bedroom suites offer from 338 to 1,200 square feet, terraces and views of the ocean and the Intracoastal Waterway.

Priced at $250,000 to $650,000, Costa Hollywood’s price point is attractive, Bensusan says. A program that allows owners to rent their suites when not in use is another drawing card.

Designer rooms feature a neutral pallet with touches of red, spa bathrooms with oval tubs and separate showers, fully equipped kitchens and in-suite technology including

Moses Bensusan

high-speed Internet access. Rooms also feature individual climate control.

Common areas include a rooftop infinity pool on the seventh floor, a gourmet restaurant, a spa and a fitness centre. Services include valet parking.

Costa Hollywood is close to the 2.5-mile Hollywood Boardwalk, malls, parks, horse racing, a casino and a large cruise ship port. It also enjoys close proximity to South Beach and its nightlife. It’s also within about a dozen minutes’ drive of the Fort Lauderdale Hollywood International Airport and less than a half hour from Miami International Airport.

Continued on page 36

34 REM NOVEMBER 2013

better learning and wellbeing.

The Seafair Realtors, office staff and real estate suppliers raised $1,100.

Tony Joe of Re/Max Camosun in Oak Bay, B.C. recently was presented with the 2013 CFAX 1070 Community Leader of the Year Award. It is presented to “an individual who has made major contributions to the community through his or her efforts in a leadership role.”

Joe is the co-chair for the Greater Victoria Coalition to End Homelessness, board member of Victoria Hospice Foundation and a board member of the Anawin Companion’s Society, which organizes the Victoria Chinatown Night Market and many other events.

$26,193. Proceeds go to Victoria Women’s Transition House, Sooke Women’s Transition House, The Cridge Transition House and Margaret Laurence House. The event was organized by Royal LePage Coast Capital Realty committee members Barry Kelly, Bill Walters, John Monkhouse, Matt Green, Murray Lawson, Sandra Govender, Sharen Warde, Susan English and Tara Lynn.

Saira Waters and Tasha Noble, Realtors with Royal LePage Coast Capital Realty, recently hosted their first annual Raise the Roof for Shelter fundraising event.

Clients and business associates were welcomed to the Cactus Club Cafe in Victoria for an evening of fundraising, socializing and networking. More than $1,400 was raised for the local organizations.

■ ■ ■

■ ■ ■

Royal LePage Coast Capital Realty, with four offices on Vancouver Island, recently hosted its 9th annual charity golf tournament in support of the Royal LePage Shelter Foundation. There were 107 golfers. The event included a great day of golf, dinner and bidding on auction items, raising a record-breaking total of

Sales rep Glen Seymour has the recipe for success: wild Pacific salmon hot off the grill, dedicated volunteers, a good cause and a beautiful setting. This year, the 4th Annual Seemore Results Charity Salmon Barbecue raised $4,000 for the B.C. Children’s Hospital.

Seymour and his family and friends served meals to hundreds of people

■ ■ ■

Good Works S

ales reps and family members from Century 21 Infinity in Oshawa, Ont. recently completed the 5K on the Runway event in support of Hearth Place Cancer Support Centre. The local airport was closed and the run took place on the runways. As an added bonus, Century 21 Infinity was presented with the Top Fundraising Team trophy. The event raised more than $70,000 for Hearth Place.

tion for a piece of artwork that was painted over the course of the day as attendees looked on. The top bidder for the prize was brokerage owner Jacinthe Dubé from Sherbrooke, Que., who bid $7,000 for the piece. The 50/50 draw winner, Vasiliki Kapantais, donated her half of the prize back to the foundation. In total, $10,783 was raised, with 100 per cent of funds going to the Marie-Vincent Foundation.

■ ■ ■

■ ■ ■

Royal LePage Realtors recently gathered in Montreal for a networking and celebration event to mark the company’s 100th anniversary. Attendees also took the opportunity to show their support of the Royal LePage Shelter Foundation through a variety of fundraisers, including a live auc-

Sutton Group - Seafair Realty in Richmond, B.C. contributed the proceeds of its recent golf tournament to Feed-U-Cate 38 Nutrition for Learning. The charity aims to ensure that every student in Richmond’s School District No. 38 starts the day with a full stomach to promote

The Century 21 Infinity team Royal LePage Coast Capital Realty Realtors Tasha Noble (left) and Saira Waters hosted a networking event to benefit local women’s shelters.

Jacinthe Dubé, centre, broker at Royal LePage Jacinthe Dubé Real Estate with her auction prize.

She is flanked by Johanne Robert, manager, network services, Quebec Region and Dominic StPierre, director, Quebec Region.

Glen Seymour presents a cheque to the B.C. Children’s Hospital.

at Semiahmoo Park in White Rock. Since 2009, his charity barbecue has raised more than $15,000 for the Canadian Cancer Society, B.C. Children’s Hospital and the Veronika Children Leukemia Foundation.

■ ■ ■

Last year Don Patterson of Royal LePage Kingsbury in Mississauga, Ont. rode his bike across Canada to increase awareness of childhood obesity and raise funds for the YMCA so more kids could participate in their great programs. This year, he has teamed up with fitness enthusiast and media personality Janice Ryan to create Spirit Runner, an iTunes activity app that is free and contains no advertising.

Spirit Runner, designed to encourage physical activity amongst Aboriginal youth, will help any user, young or mature, to maintain a healthy lifestyle, he says. Features include an activity log with a GPS and step counter, reminders, motivational quotes and achievements. It’s fun and easy to use, says Patterson.

To download the app and for more information, visit www.spiritapp.com. REM

Royal LePage Hiller Realty in Stratford, Ont. recently sponsored the Golf for the Health of It tournament for the 14th year.

The event has raised $242,600 to date for the Stratford General Hospital Foundation.

The organizing committee members, from left: Barb Hiller Thibeault, Andrea Page, Jane Landreth, Dianne Hiller, Pete Hiller, Brent Hiller, Melissa Steinbach, Bob Gulliford and Bill Preston. Not available when the photo was taken: Sherrie Roulston.

Tony Joe

Royal LePage Coast Capital Realty charity golf tournament participants, from left: Callum Greig, Prime Mortgage Works (gold sponsor), Larry Sims, licensed assistant, Sharen Warde, sales rep and event chair and guest Dalyn Campbell.

Make the Connection.

“The Aventure™ Realty Network gives Johnson Associates a competitive advantage that creates loyalty with our agents and clientele.

With a suite of quality service products, Aventure™’s referral and global relocation networks help position Johnson Associates Real Estate as a market leader. As an independent brokerage, we value the opportunity to connect and exchange ideas with like minded REALTORS® from coast to coast.”

– Finn Poulstrup Broker / Owner Georgetown / Halton Hills

“Our association with the Aventure™ Realty Network provides our company and agents with a Canada-wide network allowing us to refer and receive business to and from other independently owned brokerages throughout the country, while maintaining our unique identity as an independent brokerage.

It has been an effective tool for independent agents to build a referral network across Canada.

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“Since the start of our membership with the Aventure™ Realty Network in 2010, we have been exposed to member offices from coast to coast. This has given us a great advantage in the Niagara Region of Ontario. As the #1 independent company here, we have been able to keep our unique branding and at the same time give our salespeople and clients an extended Canadian presence. We are very proud to be connected with the other esteemed independent brokerages who continue to recommend each other throughout Canada.”

“The Aventure™ connection has led to many successful referral opportunities and has enhanced our competitive advantage in the marketplace. Our clients and REALTORS® appreciate the coast to coast relationship with highly professional, successful and dynamic brokerages. As a Broker/Owner, this affiliation enhances our recruiting capability, service delivery and ability to share best business practices.”

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“As a professional independent brokerage, developing a referral network of like-minded independent professionals presented quite the challenge for us in past years. Our connection with Aventure™ has provided our associates with access to other proven independent professionals in order to better serve our clients’ real estate needs and raise our profile as we stay true to our brand.”

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36 REM NOVEMBER 2013

AS I SEE IT FROM MY DESK

ĞĐŽŵĞ Ă ĞƌƟĮĞĚ EĞŐŽƟĂƟŽŶ džƉĞƌƚΠ EĞŐŽƟĂƟŽŶ ƐŬŝůůƐ ĂƌĞ ĨƵŶĚĂŵĞŶƚĂů ƚŽ ƐƵĐĐĞƐƐ ŝŶ ƌĞĂů ĞƐƚĂƚĞ ĂŶĚ ƚŚĞ E Π ĚĞƐŝŐŶĂƟŽŶ ƐŚŽǁƐ ĐůŝĞŶƚƐ ƚŚĂƚ LJŽƵ ŚĂǀĞ ƚŚĞ ƐŬŝůůƐ ƚŚĂƚ ŵĂƩĞƌ͊ tŝƚŚ ŽǀĞƌ Ϯϯ͕ϬϬϬ ŐƌĂĚƵĂƚĞƐ ŝŶ ϯϬ ƐƚĂƚĞƐ ĂŶĚ ϲ ƉƌŽǀŝŶĐĞƐ͕ ƚŚĞ E Π ŚĂƐ ďĞĐŽŵĞ ƚŚĞ ŵŽƐƚ ƐŽƵŐŚƚ ĂŌĞƌ ƉƌŽĨĞƐƐŝŽŶĂů ĚĞƐŝŐŶĂƟŽŶ ŝŶ ƌĞĂů ĞƐƚĂƚĞ͘ ŽƵƌƐĞƐ ƌĞŐƵůĂƌůLJ ƐĞůů ŽƵƚ ŽŶ ďŽƚŚ ƐŝĚĞƐ ŽĨ ƚŚĞ ďŽƌĚĞƌ͘ Ğ ĂŵŽŶŐ ƚŚĞ ĮƌƐƚ ϱϬϬ E Π ŐƌĂĚƵĂƚĞƐ ŝŶ ĂŶĂĚĂ ĂŶĚ ƐĞƚ LJŽƵƌƐĞůĨ ĂƉĂƌƚ ĨƌŽŵ LJŽƵƌ ĐŽŵƉĞƟƟŽŶ͘ ^ƵnjĞ ƵŵŵŝŶŐ͕ ĂŶĂĚŝĂŶ ŝƌĞĐƚŽƌ ĨŽƌ dŚĞ ZĞĂů ƐƚĂƚĞ EĞŐŽƟĂƟŽŶ /ŶƐƟƚƵƚĞ ĂŶĚ Ă Ϯϴ LJĞĂƌ ĞůĚĞƌ ŝŶ ƚŚĞ ƌĞĂů ĞƐƚĂƚĞ ŝŶĚƵƐƚƌLJ͕ ŝƐ ŬŶŽǁŶ ĂĐƌŽƐƐ EŽƌƚŚ ŵĞƌŝĐĂ ĨŽƌ ŚĞƌ ĚLJŶĂŵŝĐ ƉĞƌƐŽŶĂůŝƚLJ ĂŶĚ ĞŶĚůĞƐƐ ĞŶĞƌŐLJ͘͟

'Ğƚ ƚŚĞ ƐŬŝůůƐ͕ ŐĞƚ ƚŚĞ ĚĞƐŝŐŶĂƟŽŶ͕ ĂŶĚ

ďĞ ƌĞĐŽŐŶŝnjĞĚ ĂŵŽŶŐƐƚ ƚŚĞ ďĞƐƚ ŝŶ ƌĞĂů ĞƐƚĂƚĞ͘ ŽƵƌƐĞƐ ĂƌĞ ĂǀĂŝůĂďůĞ ƚŚƌŽƵŐŚŽƵƚ ƌŝƟƐŚ ŽůƵŵďŝĂ ĂŶĚ ĂĐƌŽƐƐ ĂŶĂĚĂ ƚŚŝƐ ĨĂůů͘ ^ĞĞ ŽƵƌ ǁĞďƐŝƚĞ Žƌ ĐŽŶƚĂĐƚ ƵƐ ĨŽƌ ĚĂƚĞƐ ĂŶĚ ŝŶĨŽƌŵĂƟŽŶ͘

WŚ͘ ϭ͘ϲϬϰ͘ϵϲϮ͘ϰϯϯϯ ͮ ǁǁǁ͘ƚŚĞŶĂƚƵƌĞŽĨƌĞĂůĞƐƚĂƚĞ͘ĐŽŵ ŵĂŝů͗ ŝŶĨŽΛƚŚĞŶĂƚƵƌĞŽĨƌĞĂůĞƐƚĂƚĞ͘ĐŽŵ

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Having a love affair with real estate since 1968!

By Stan Albert

T

hanksgiving – a weekend of memories and thoughts of giving back.

Once again this year we will be celebrating two Thanksgiving Days – we had one here in Ontario and there will be another in November with our kids in California.

The first one, Canadian style, was celebrated with close friends on Sunday of the long weekend and with some of our children on Saturday. We, like so many other parents, never seem to be able to get enough time with our kids.

During the feasting and the endless rounds of stories and laughter, we are keenly aware of how truly grateful we are for everything that we, as Canadians, enjoy. Some off the top of my amateur columnist’s head are: We live in a great democracy – albeit flawed at times, but nonetheless, one that gives us freedom to choose where we live and how we live. Although some of the politicians we vote into office don’t

My two Thanksgivings always meet our expectations, we should be happy that we have the freedom of choice to vote them out of office as well!

Most of us enjoy a good lifestyle – one in which we can choose to make an ample living, go on a vacation or two and if we’re prudent, have enough to retire on.

Our country is blessed with great vistas and numerous natural resources, as well as an abundant source of water and the energy it produces.

Some of us really don’t appreciate all that we have, such as the health-care system in our country, which is the envy of a great many nations. Although our highway and rail systems are behind other countries, we are assured of future improvements.

Let’s not leave out the farmers who provide us with more and more varieties of healthy choices at our supermarkets. That naturally leads me to how, in Canada and the U.S., we celebrate with the omnipresent bird of choice, the turkey. How did the turkey become our traditional choice for celebrating Thanksgiving and Christmas? I don’t know, do you?

I know that we’ll have an abundance of turkey and all the trimmings, not only once, but twice! And if one of our other kids offers up another dinner, we’ll be

there and enjoy being there to share in their celebratory dinner as well. There goes the diet!

We should always remember those less fortunate by donating to local, provincial and national charity causes and events. Such an event was the recent CIBC Annual Run for the Cure in which we participated. While the weather was somewhat damp, it did not at all dampen the spirit of the multitude of walkers and runners who came out on a Sunday morning to raise awareness and funds for a cure for cancer.

So, as we head toward the holiday season, I’d like all of you who are gracious enough to read my column to think about how you might give thanks to others in your community and beyond.

On to our U.S. Thanksgiving.

Not to mention the Black Friday shopping madness my wife and daughter-in-law will be part of again this year. There goes the budget! Have a wonderful month in sales and keep those emails coming.

Stan Albert, broker/manager, ABR, ASA at Re/Max Premier in Vaughan, Ont. can be reached for consultation at stanalb@rogers.com.

Stan is now celebrating his 43rd year as an active real estate professional.

REM

Florida development Continued from page 33

Costa Hollywood is attractive to Canadians because of its location, price point and amenities, says Bensusan, who has developed high-end commercial properties in Canada and in the United States. In 2009, Liberty Grande acquired Logitech Construction Group, which has been named one of the top 25 construction companies in South Florida by the South Florida Business Journal in 2012, Costa Hollywood’s website says.

Sixty per cent of the suites have been sold, with 12 per cent purchased by Canadians. “It’s the perfect place to escape Canadian winters,” Bensusan says. Other suites have been sold to international buyers, including those from Argentina and Brazil.

Brokers are being offered a six-per-cent commission.

For more information about Costa Hollywood Condo Resort at Hollywood Beach Village, visit www.costahollywood.com. Costa Hollywood is at 777 North Ocean Dr. in Hollywood Beach. REM

Costa Hollywood is a 307-room resort and retail complex slated to be completed in spring 2015.

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38 REM NOVEMBER 2013

What’s Royal LePage Real Estate Services Ltd. Oakville, ON Allan Bain

Michael Stothers

Gino Romanese

Effective Sept. 30, 2013, Royal LePage Real Estate Services Ltd. has acquired the Prudential Town Centre Realty branch in Oakville, Ontario. The Oakville office, located at 280 North Service Road West, now operates under the name of Royal LePage Real Estate Services Ltd. Allan Bain and Michael Stothers, owners of Prudential Town Centre Realty, are pleased to be joining the Royal LePage network. Allan started his brokerage in Oakville in 1989 under the name Countrywide Town Centre Realty. He converted his brokerage to Prudential a number of years later, growing his business from an original six sales representatives to more than 200, working in multiple branches from Niagara, Oakville, Ottawa and Kingston.

Michael Stothers joined Allan at Prudential Town Centre Realty in 2004 as a partner with management responsibility for the Oakville

New

office. He has worked as an educator, professional recruiter and small business owner. Michael will join the corporate management team as Manager of the former Prudential Town Centre Realty operation in Oakville, Ontario.

Micro condos come to Toronto

Gino Romanese, Senior Vice President, looks forward to further strengthening Royal LePage Real Estate Services Ltd.’s dominant position in the Oakville market.

Gino’s team includes more than 1,390 agents in the Greater Toronto region.

Toronto is about to enter the “global micro-living trend” for the first time, says a news release from developers Urban Capital and Malibu. They are introducing the Smart House micro-condos, which start at 300 square feet, at Queen Street West and University Avenue in Toronto.

More than half of all Smart House residences are priced under $350,000. Rental income is estimated to provide a return of five to seven per cent per year, say the developers.

The 25-storey building includes a boutique-style lobby surrounded by retail space on the ground and second floors, office space on floors three and four, and 241 residential suites on floors five to 25.

All suites can come fully furnished with components that do dual duty or more, such as a bed that folds into the wall and becomes a sofa or a desk. Kitchen counter space can expand and retract. Other features include dining tables built into islands, niche shelving in what would otherwise be wasted pipe space, integrated cabinetry and smart appliances and moveable partitions.

For information: www.smarthousetoronto.com.

Gino Romanese can be reached at gromanese@royallepage.ca or 416-510-5809. Michael Stothers can be reached at MichaelStothers@royallepage.ca or 905-338-6550.

Congratulations to Allan, Michael, Gino and the team at Royal LePage Real Estate Services Ltd. †

†Royal LePage is a trademark used under license.

Royal LePage ProAlliance Realty Kingston, ON Mark Rashotte

Royal LePage ProAlliance Realty has acquired the Prudential Town Centre Realty branch in Kingston, Ontario. The new Kingston office now operates under the name of Royal LePage ProAlliance Realty, effective Sept. 30, 2013.

With this acquisition, Mark Rashotte, broker/owner of Royal LePage ProAlliance Realty brings his sales force to nearly 400 agents, with 180 representatives in the Kingston area and close to 400 from Port Hope to Brockville. ProAlliance maintains No. 1 position in market share in Eastern Ontario.

Mark looks forward to working with Mary Campeau and her team of 25 representatives, who have vast knowledge of the Kingston area, particularly in the new home sales market.

Mark’s career with Royal LePage dates back to 1984 when he began as a salesperson. He moved on to become a corporate manager for several years before purchasing Royal LePage brokerages in Quinte, Northumberland and Kingston in 1998/1999. Today, 16 offices fall under the ProAlliance banner.

Mark believes in giving back to the community and he has drawn upon his musical talent to raise money and awareness for charitable causes. His band, All you need is Love, has raised hundreds of thousands of dollars in support of numerous charities, with a main focus on the Royal LePage Shelter Foundation.

Mark can be reached at mark@markrashotte.com or 613-966-6060.

The newest ProAlliance office is located at: 836 Gardiners Road Kingston, ON K7M 3X9 Phone 613-389-9511 Fax 613-389-7131

Pillar to Post adds franchises

Congratulations to Mark, and the team at Royal LePage ProAlliance Realty.

For information on the Royal LePage franchise program, please call: (416) 510-5827 or email: franchise@royallepage.ca †

†Royal LePage is a trademark used under license.

Home inspection franchise Pillar To Post added new franchises in Vaughan and Belleville, Ont. in September. That brings the company’s North American total to 49 new franchisees in 2013, on track to meet its goal of

75 new locations by the end of the year.

The new franchise owners include Sandro Testa in Vaughan and David Smith in Belleville.

“As we continue last year’s record success in our growth, our new franchisees coming on board across North America will help us keep up with the demand for professional home inspectors,” says president and CEO Dan Steward.

Lone Wolf buys Pulse Realty Software Lone Wolf Real Estate Technologies, the largest supplier of real estate brokerage management software in North America, has purchased the Pulse transac-

development just east of Toronto’s downtown core. A selection of corner suites will feature an expansive glass sliding wall system, “designed to reinterpret the traditional condominium balcony with a distinctively sleek, functional and modern approach,” the company says.

The condos were originally designed without balconies. Peter Freed and his team are offering the openair feature as an upgrade.

It allows residents to release two large sliding glass panels along the perimeter wall, creating an expansive 16-foot opening.

The tower’s corner suites, which offer the openair upgrade, start at $704,900 for a 989 sq. ft. unit.

The ‘openair’ feature offered at Sixty Colborne condominiums

tion management software assets from Pulse Realty Software. The move expands the company’s offerings to real estate brokerages for transaction management and electronic deal processing.

Lorne C. Wallace, CEO of Lone Wolf, says, “A number of the Pulse clients use our BrokerWolf product and this acquisition will not only enhance the new LoadingDocs and Electronic Deal Sheet options that we are rolling out, but bring the Pulse product offering to the rest of the Lone Wolf clients and expand our data pipeline.”

Lone Wolf’s combined customer list now services almost 10,000 real estate offices throughout the United States and Canada.

For information: www.lwolf.com.

‘Openair’ feature replaces balcony Freed Developments is offering “an innovative new design feature called ‘openair’ suites” at its Sixty Colborne condominium

Mary Gronkowski joins Dominion Lending Centres Mary Gronkowski has joined Dominion Lending Centres’ Ontario sales team as account executive. She has more than 20 years of experience in the financial and mortgage industries. She joined Mortgage Intelligence 10 years ago and continued to work with MI/Invis after the companies amalgamated.

In other company news, Dominion Lending Centres held its national sales conference in New Orleans recently. It featured a trade fair with more than 40 exhibitors and 17 well-attended learning centre sessions, covering a variety of topics ranging from internal DLC business building and client management tool training to private lending and insurer offerings.

The next conference will be held in Whistler, B.C. on Sept. 1620, 2015. REM

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40 REM NOVEMBER 2013

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helley Mann, president of the Victoria Real Estate Board, recently told the British Columbia Legislature’s Select Standing Committee on Finance and Government Services that, “It’s time for our provincial government to give more emphasis to helping first-time home buyers.

In her presentation to the allparty legislative committee that is holding pre-budget consultations for the 2014 provincial budget, Mann noted that the 2012 Budget included a FirstTime Home Buyer’s Bonus of $10,000 for purchasers of newly constructed homes, including condominiums.

“While that was helpful,” she said, “it only applied to new construction. What we think should happen now is that a bonus or grant should be made available for the purchase of any age housing stock to help first-time buyers with their deposits.”

■ ■ ■

R.A. Sam Fabro is the 40th inductee to the WinnipegRealtors Citizens Hall of Fame.

Fabro, a Winnipeg businessman, has devoted his time and financial contributions to many local projects and community groups for several years.

Established in 1986 by WinnipegRealtors, the Citizens Hall of Fame is a unique program

honouring outstanding citizens who brought recognition to the city or have made outstanding contributions to Winnipeg’s quality of life. Each inductee has a likeness sculpted and prominently displayed at the Citizens Hall of Fame site in Assiniboine Park.

■ ■ ■

Kent Lyle was honoured recently for his 50 years in the Calgary and area real estate industry at the CREB Long Service Awards. Born and raised in Calgary, Lyle has been a member of CREB for 50 consecutive years. He got his start in his family’s real estate business, Lyle Bros. Ltd., after receiving his degree from the Ivey School of Business at the University of Western Ontario at the age of 23.

“I can still remember my first sale,” says Lyle. “In the fall of 1963, I sold a small acreage close to Cochrane for two great teachers I met while attending Mount Royal Junior College. They probably listed with me to help me get started.” The commission on the sale amounted to $375.

He has experienced the many changes in the Calgary real estate market, navigating through the numerous ups and downs. Royal Trust Real Estate, then the largest Canadian trust company, now known as Royal LePage, bought his family’s business and Lyle soon

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was the Alberta manager, overseeing offices in Calgary, Edmonton and Lethbridge.

In 1976, Lyle started his own brokerage, Lyle Real Estate, with two friends, Gary Johnson and Ron Smith. It reaped the rewards of the oil boom in the early 1980s, and survived the subsequent downturn attributed to negative impacts on the Calgary market by the National Energy Plan.

From there, he became the broker for Employee Relocation Services (ERS), the largest relocation company in Canada at the time, now known as HFS Mobility Services. He worked on several large projects, including the Canadian Forces relocation program, until his semi-retirement in 1997.

He is still involved in real estate and is licensed as a broker at Envoy Real Estate Services. He served a three-year term as mayor of the Village of Norglenwold and now resides at his summer home on Sylvan Lake, Alta., where he remains active in the lake’s stewardship.

■ ■ ■

Representatives of The Association of Saskatchewan Realtors (ASR) contributed funds towards the construction of a larger and more suitable centre for the Boys and Girls Clubs in North Battleford. Realtors Joanne Kerr, chair of the ASR’s Quality of Life in Saskatchewan committee, and Al White, ASR past-president and North Battleford resident, were on hand at the grand opening.

The Quality of Life Legacy initiative awards grants of $5,000 to six community organizations from different regions of the province on an annual basis. More than 50 Realtors and local business representatives gathered in Saskatoon recently for the first Fall Legacy Challenge.

More than $15,000 was raised through donations on silent and live auction items, bringing the annual total to approximately $45,000. “Funds raised in 2013 will be used to award grants in 2014,” says Bill Madder, CEO of the ASR. “Anything in excess of our annual fundraising goal will be invested in our Quality of Life Legacy Fund; we have had a very successful fundraising year.” The Legacy Fund is managed through the expert advice of the Saskatoon Community Foundation and was

REM NOVEMBER 2013 41

started by the ASR with an inaugural donation of over $130,000 in 2012.

“The most touching live auction items were a pair of framed paintings created and donated by a 10-year-old paediatrics patient of the Royal University Hospital in Saskatoon,” says Kerr. The paintings sold for $1,500 after intense biding.

■ ■ ■

Greater Moncton Realtors du Grand Moncton broke all records this year at its Annual RealtorsCare Golf Tournament, raising more than $20,000.

There were some great items up for auction, including an autographed Team Canada Wayne Gretzky jersey that went for almost $2,000. The event had everything from limited edition Trailer Park Boys sets to custom made jewelry.

All funds raised are in support of Crossroads for Women, Friends of the Moncton Hospital, Fondation CHUDumont

Foundation, Réserve de Biosphère de Fundy Biosphere Reserve and Breakfast for Learning Programs (Francophone Sud and Anglophone East).

■ ■ ■

To celebrate the efforts of those whose volunteerism and political leadership contribute to quality of life in the Greater Toronto Area, the Toronto Real Estate Board (TREB) hosted its annual Civic Luncheons in June, with events held in downtown Toronto and in the city’s North and East Regions.

At the Toronto event Mayor Rob Ford spoke on a number of local issues while Durham Region’s Chief Administrative Officer Roger Anderson and his counterpart in York Region Bill Fisch did likewise at functions in those areas.

The events’ keynote speaker was John Wright, senior vice-president and managing director of Ipsos Global @dvisor who gave a report on the results of polls under-

taken in May to gauge consumer opinion on a range of issues affecting the economy, including the real estate market and government efficiency. Among the findings it was noted that 65 per cent of Torontonians support plans to eliminate the Toronto Land Transfer Tax, with the same percentage supporting a gradual phase-out approach.

The events were also used as opportunities to celebrate the 37 different shelter-related organizations that were supported with Realtors Care Foundation grants in 2012. Organizations that serve the needs of homeless youth, new immigrants and women in transition, among others, were represented at the functions. Representatives of Habitat for Humanity Toronto, TREB’s most longstanding charitable partner, shared their thoughts at the events, on working together to foster quality of life throughout the GTA. REM

Royal LePage Niagara Real Estate Centre Margie Spence

Brad Johnstone

Ryan Johnstone

Ridgeway (Fort Erie), ON

Royal LePage Niagara Real Estate Centre has acquired the Prudential Town Centre Realty branch in Ridgeway, a suburb of Fort Erie, Ontario. The Ridgeway office now operates under the name of Royal LePage Niagara Real Estate Centre, effective Sept. 30, 2013.

Prior to opening Royal LePage Niagara Real Estate Centre with Brad in 1998, Margie was a corporate manager with Royal LePage Real Estate Services for 13 years. Brad says their company’s business philosophy is to treat sales representatives, support staff, management and clients as family.

Margie Spence, President of Royal LePage Niagara Real Estate Centre and Royal LePage Four Seasons Real Estate Centre, and her sons Brad Johnstone, Broker of Record, and Ryan Johnstone, Area Manager, look forward to expanding their office’s presence with the addition of the Ridgeway location. This will further solidify their No. 1 market share in the Niagara region, with more than 390 agents at Royal LePage Niagara Real Estate Centre. Royal LePage Four Seasons Real Estate Centre services cottage country with 20 agents located at their Coldwater, Ontario office.

The new Ridgeway office is located at: 318 Ridge Road Ridgeway, Ontario L0S 1W0 Phone 905-894-4014 • Fax 905-894-4051 margie@royallepage.ca brad@homesniagara.com ryan@royallepage.ca Congratulations to Margie, Brad, Ryan and the team at Royal LePage Niagara Real Estate Centre.

For information on the Royal LePage franchise program, please call: (416) 510-5827 or email: franchise@royallepage.ca †

†Royal LePage is a trademark used under license.

The Lethbridge and District Association of Realtors (LDAR) recently partnered with the YMCA Strong Kids Campaign and raised $20,000 for children’s programs in the local area.

Front row, from left: David Agema, incoming LDAR president; directors Dale Stuckey, Heleen Jacobsen and Trevor Stuart; Ken Hogan – YMCA representative and Cathy Maxwell, EO. Back row: Directors Bryce Evans, Bill Sturgeon and Jason Shriner; LDAR president Stan Mills; and AREA rep Kristie Kruger.

Lyle Kent, with Alan Tennant, CREB CEO, left and Becky Walters, 2013 CREB president.

Royal LePage Team Realty Ottawa, ON

Toronto Mayor Rob Ford addresses TREB’s Civic Luncheon. (Photo by Geoff Parkins)

From left: Bill Madder, CEO of the Association of Saskatchewan Realtors; Jana Shychoski, provincial development manager, Children’s Hospital Foundation of Saskatchewan; Kristina Konchak, major gifts manager of the foundation; and Joanne Kerr, Realtor and board member with the ASR.

Kent Browne

Royal LePage Team Realty has acquired Prudential Town Centre Realty in Ottawa, Ontario. The new offices now operate as Royal LePage Team Realty, effective Sept.

30, 2013.

Foundation, where he has lent his considerable skills as an auctioneer.

Kent Browne, broker/owner of Royal LePage Team Realty and Royal LePage Gale Real Estate is pleased to further develop his company’s growth. With this acquisition, Kent will expand his sales force to over 350 agents. This will augment his notable market share of 30 per cent in the Ottawa area.

Kent’s team also includes more than 175 agents at Royal LePage Gale Real Estate.

The newest Royal LePage Team Realty offices are located at:

Kent has had an extensive career with Royal LePage, dating back to his start in real estate 29 years ago. He made the transition from Royal Trust to Royal LePage, and he purchased Team Realty in 2002. Kent is a past president of the Ottawa Real Estate Board, and is involved in several charities including the Royal LePage’s Shelter

Kent can be reached at kent@rlpottawa.com 613-725-1171.

1296 Carling Avenue Ottawa, Ontario K1Z 7K8 Phone: 613-828-8010 Fax: 613-828-3161

40 Landry Road, Unit 114 Ottawa, Ontario K1L 8K4 Phone: 613-744-6697 Fax: 613-744-6975

Congratulations to Kent, and everyone at Royal LePage Team Realty.

For information on the Royal LePage franchise program, please call: (416) 510-5827 or email: franchise@royallepage.ca

† †Royal LePage is a trademark used under license.

42 REM NOVEMBER 2013

An ad campaign based on trust

THE PUBLISHER’S PAGE

would be to look to Canada’s real estate companies for assistance. In my time, I have seen some exceptional advertising campaigns by real estate companies.

I remember the best advertising line that I have ever heard from a large Canadian real estate company was: “You can’t live in an RRSP”.

I once saw a fantastic display at a trade show with a live model posing as an archer with the marketing line of “Aim Higher”.

There was a company that created a children’s character in its brand and arranged a number of costumes for sales agents so the character could make appearances at several events across the country on any given weekend.

I recall a real estate company that ran a black and white ad

By Heino Molls

T

here are a lot of challenges to running organized real estate in Canada. I would not know where to begin to even think about them all, let alone solve them. I truly wish for those who are saddled with all the challenges the wisdom and energy to embrace them. One of those many challenges I perceive is the promotion of Realtors to the public as good stewards of their real estate decisions. My humble suggestion

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showing a place setting for tea on a beautiful table. A tea cup had one small tea bag paper holder in colour with the company’s logo and the implication of elegance.

I was particularly moved when I heard about the exceptional gesture the president of a large real estate company made by visiting every office in the company’s network and attempting to speak to every single person in the organization. He personally travelled to every part of Canada, several times.

While I can’t list all the campaigns and efforts, I can say this – should anyone ever have doubt about the creativity and sincerity of action that comes from the minds of Canada’s leading real estate companies let me set you straight; these people are brilliant, they are sincere and they take action. Don’t let anyone ever tell you otherwise.

If I could wish one thing for a national campaign for Realtors, it would be that the creative brilliance and energy that these companies have shown over all the years be harnessed together for the whole industry. What a campaign it would be!

One thing strikes me when thinking back to the public relations and advertising campaigns that I remember is that none of them took a negative tone. As we all wrack our brains today, at least I do, thinking about a national campaign to promote Realtors, it is important to keep the message positive.

There was a time when business advertising in general emphasized trust. I even remember that there were real estate companies that actually used the word trust right in their names. I remember Royal Trust, Montreal Trust and even Canada Trust (yes I know the inference was to the banking companies) but these were real estate companies too and for them it implied trust.

Maybe that’s something to consider for a national campaign for Realtors – trust. We all know that the world is so complex today that there is much fear of making the right decision, picking the right location, finding the right house, overstatements of value, mortgage fraud, false claims of

future developments in the neighbourhood and so much more.

Perhaps if the right copy could be created and the best graphics, posters and videos all rolled into one campaign to deliver the message that regardless of all the challenges in buying and selling your property the one thing you can count on is the “trust” of a Realtor.

If I was a smart person and I got to make decisions on what to do to create a national campaign to pro-

mote Realtors, I would call on the heads of the successful real estate companies and franchisors in the industry today. It is obvious who they are. I would ask them if they would give me a bit of time, guidance and suggestions to put a campaign like that together. I bet they would.

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 Ottawa Real Estate Board Trade Show Thursday, Oct. 31 Ottawa orebadmin@oreb.ca

Canadian Association of Accredited Mortgage Professionals 2013 Mortgage Forum Nov. 24 - 26 Metro Toronto Convention Niagara Association of Realtors Centre Toronto 2013 Trade Show www.mortgageconference.ca Wednesday, Nov. 13 Sheraton on the Falls Realtors Association of Grey Niagara Falls, Ont. Bruce Owen Sound Crystal Henderson Trade Show crystal@niagararealtor.ca Tuesday, Nov. 26 National Association of Realtors Harry Lumley Bayshore Community Centre Realtors Conference & Expo Owen Sound, Ont. Nov. 8 - 11 Marilyn Newbigging – Moscone Center Marilynn@ragbos.com San Francisco www.realtor.org/convention.nsf/ Mississauga Real Estate Board 2013 Home & Trade Show Thursday, Nov. 14 75 Derry Road, Mississauga membership@mreb.ca www.mreb.ca

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

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