2018 Leading Edge Magazine | Royal LePage

2018

Watch video

royallepage.ca

EDGE

Royal LePage

Everything you need in one place Royal LePage

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Royal LePage’s Intranet is your hub for all things Royal LePage – and your access point to a powerful suite of collaboration and productivity tools from Google’s G Suite.

Access: • Your free royallepage.ca email, Calendar and Google Drive • Smart Studio • Sales and marketing training • Networking and referral tools, and events • The Red Market eStore • Brand assets and tools

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What's

INSIDE

BRAND & CULTURE

Our innovation, integrity and commitment to helping each other truly sets us apart and there is nothing we can’t accomplish.

— Phil Soper, President & CEO

2018 Leading Edge Magazine is published annually

by Royal LePage

Many thanks to our contributors Sylvain Awad, Brian Buffini, Patricia Burton, Carolyn Cheng, Sarah Louise Gardiner, Stephanie Gellman, Joanne Geridis, Roseline Joyal-Guillot, Sabrina Kadic, Chris Leader, Fred Lee, Kelly McCain, Christine Nattrass, Linda Nazareth, Alicia Omand, Richard Robbins, Shanan Spencer-Brown, Phil Soper, Meera Trivedi, Sandra Webb and Mike Wrobel.

And our gold sponsors Atlas Canada, Genworth Canada, Lennar, Lone Wolf, Rogers Communications and TD Canada Trust.

All Royal LePage products and services are subject to change. For the most up-to-date information visit or contact us: royallepage.ca | rlpNetwork.com marketing@royallepage.ca (416) 510-5800

39 Wynford Drive, Toronto, ON M3C 3K5 ©2018 Brookfield Real Estate Services Manager Limited.

All rights reserved.

02

11 24 31 12 15 32 34 39

MESSAGE FROM OUR CEO Chalking up decisive wins in the communities we serve, daily

THE VOICE OF CANADIAN REAL ESTATE Powerful PR driving your business ROYAL LEPAGE SHELTER FOUNDATION Commemorating 20 years of Royal LePagers giving back FEEDBACK & INSIGHTS Your voice at the table

TRENDS & OUTLOOKS

PEAK MILLENNIALS Tapping into a strong wave of purchasing power

BY THE NUMBERS Stay in the know with key Royal LePage facts

MARKETING

THE DEFINITION OF LUXURY Leverage the luxury caché of Carriage Trade Luxury Properties CANADIANS LOVE SOCIAL MEDIA Tap into the phenomenal adoption of social media amongst Canadians DELIVER EXCEPTIONAL VALUE Does your website put clients first?

INNOVATIVE TECHNOLOGY

04 08 26 27

OUR EYE ON INNOVATION Artificial intelligence and machine learning signal a new era OUR SEO SUCCESS STORY royallepage.ca: the destination for real estate in Canada POWERFUL CRM+MARKETING The platform you need to nurture prospects and market your listings CONVERT & NURTURE ONLINE LEADS Delivering the right leads, to the right agents, at the right time

RECOGNITION & EVENTS

16 40 07 18 23 30

THE INDUSTRY'S BEST EVENTS Build your referral network, learn and exchange ideas with your peers BE THE BEST OF THE BEST Insight from Royal LePage’s top producer in Canada

TRAINING

KNOWING WHAT'S NEEDED Key sales advice from Chris Leader ACCELERATE YOUR PERFORMANCE Master the tools to reach your potential SEIZE THE OPPORTUNITY Mastering the fundamentals with Brian Buffini HOW TO WIN IN REAL ESTATE Three principles to being successful from Richard Robbins

2018 / royal lepage leading edge

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Watch video

Celebrating our diverse

culture

2

royal lepage leading edge / 2018

And, it’s no coincidence that Royal LePage brokerages are recruiting Peak Millennials at a rapid rate. The demographic is shaping the future of the industry and impacting our brand.

Brooklyn Kalista comes to mind. She is the daughter of Bob Kalista, owner of Royal LePage Community Realty in Medicine Hat, Alberta. This young woman, who is under 30, has already served as president of her real estate board and has spoken at several conferences.

Just as Canada is enjoying unparalleled success and impact on the world stage, Royal LePage is now the leading brand in Canadian real estate. In a world where people are turning inward and throwing up barriers, Canada and Royal LePage are expanding, welcoming and profiting.

We are recognizing our best young professionals with the Royal LePage Rising Star Award, introduced for the 2017 award year. This award recognizes the top 10 agents nationally who are under the age of 35, based on income earned and units sold, in both team and individual categories.

Many brokerages have recently joined our ranks while focussing on their respective niche markets. Some have come to us as small independents and others from competing brands, but all have effectively built businesses with Royal LePage and within Canada’s diverse communities.

Thankfully, this industry lets you chart your own destiny at any age. We have high producers in their 60s, 70s and even 80s, many of whom are still earning our highest awards. To call out a few with the risk of missing many more, Marshall Cowe, Royal LePage West Real Estate Services, Coquitlam, British Columbia; John Gerber from Royal LePage Signature Realty, and Frances Wedlake with Royal LePage Real Estate Services Ltd., in Toronto, Ontario come to mind. Across the Royal LePage network are thousands of industry veterans and career Royal LePagers who are still showing us all how it’s done!

”

BRAND & CULTURE

N

owhere in Canadian real estate is great corporate culture more evident than at Royal LePage. We have a set of commonly-accepted values and beliefs that run deep. Our Helping you is what we do™ culture centres on superior client satisfaction. And, you’ll immediately recognize a concerted and combined effort among Royal LePagers to make meaningful contributions to the communities in which we live and work.

Nowhere in Canadian real estate is great corporate culture more evident than at Royal LePage.

Most recently, I had the opportunity to cut the ribbon at a beautiful new office that grew from five to over 50 REALTORS®, seemingly overnight. Sugan Sivarajah, owner of Royal LePage Ignite Realty, Toronto, Ontario, came to Canada from Sri Lanka as a young man, and Canada has proved to be a land where he could realize his potential and his dreams.

Korby Banner Photography

At Royal LePage we believe that people of all ages and ethnicities have much to offer. We are seeing the results in record levels of sales productivity and overall growth. Canada has become a shining example of what an advanced 21st century nation can be — a beacon of hope. Royal LePage, as Canada’s Real Estate Company, is an apt representation of these core Canadian values and a reflection of Canadian society itself.

Last year, Royal LePage commissioned a study of first time homebuyers – the Millennials. We then narrowed our focus to those 25-30 year olds who we call the Peak Millennials.

This is the largest cohort of people ever in Canadian history.

They wield great economic influence and their importance will increase with every year. As a clear and positive sign for the health of our industry, our study revealed that 87 per cent of Peak Millennials want to own a home. The sheer volume of this group will also mean a surge in investor properties as rental markets fall short of meeting their needs. president@royallepage.ca

philip.soper

Finally, Royal LePage is chalking up decisive wins in the communities we serve, daily. That leadership is facilitated by our commitment to the Royal LePage Shelter Foundation. As a personal challenge, I was privileged last year to join a group of Royal LePage Shelter Foundation supporters – 85 strong – who embarked on a gruelling Iceland trek over five days. I saw first-hand the passion for our cause, even in the face of adversity.

And in the process we raised over $660,000; support that came from our Royal LePage family across the land. Thank you.

I am very proud of our 2017 accomplishments and you can’t miss the exceptionally strong optimism for 2018 across the company, whether you are walking into one of our brokerages or through the halls of our head office. Our innovation, integrity and commitment to helping each other truly sets us apart and there is nothing we can’t accomplish.

Phil Soper

President and CEO

@philsoper

soper

philipsoper 2018 / royal lepage leading edge

3

48

HOURS

of new YouTube video is uploaded every minute of the day2

5

BILLION

people are calling, texting, tweeting, taking photos and browsing on their smart phones

30

BILLION

pieces of content are shared on Facebook every month3

Our eye on real estate innovation

Artificial intelligence and machine learning signal a new era in real estate I'm your real estate assistant.

How can I help you today?

Fred Lee Product Manager, Digital

4

AI refers to systems that do things we expect only humans to be capable of doing. Reading emotions on someone’s face or translating languages are both examples of current AI capabilities. AI is closely related to ML, the latter of which is the ability to improve from experience.

For instance, the more pictures of a friend you tag in Google Photos, the better the system will become at finding them in new photos.

royal lepage leading edge / 2018

Can you connect me with a Royal LePage REALTOR® in Quebec City?

Sure, since you are asking in English, should I look for an English-speaking REALTOR®? ©iStock.com/mapodile

M

ost companies with a digital strategy know that artificial intelligence (AI) and machine learning (ML) are now pushing the vanguard of change. What were once crazy ideas to some, AI and ML are now driving innovation at an unprecedented pace.

ML

ARTIFICIAL INTELLIGENCE

MACHINE LEARNING

Consists of visual perception, speech recognition, decision-making, and translation between languages.

Provides systems the ability to automatically learn and improve from experience without being explicitly programmed.

INNOVATIVE TECHNOLOGY

AI

Both AI and ML require plenty of information at their core. This is the primary reason that their time has come. We are generating data at an explosive rate. More data has been created in the past year than the entire history of the human race.1 2 3

What does this mean at Royal LePage?

GOOGLE HOME Control your smart home with your voice

These innovations drive us to envision how technologies will shape our industry. We take time to assess best-of-breed innovations and invest in those that improve the businesses of our brokerages and sales professionals. In the recent past, technologies using AI and ML have begun to influence real estate. There are services that can identify, with just a photo, a living room with hardwood floors and coffered ceilings. Automated chat bots on websites are now more useful with their ability to understand questions in full sentences. Some websites can recommend a neighbourhood for your new home when you tell them the type of person you are.

AI and ML will affect every level of business and its consumers.

Does this mean the robots are taking over? The prediction is that in a world of AI and ML, the skills that will really matter are creativity and adaptive problem solving. Sound like any REALTORS® you know? We hope so!

VISIT

royallepage.ca

©Google

1 appdevelopermagazine.com/4773/2016/12/23/more-data-will-be-created-in-2017-than-the-previous-5,000years-of-humanity-/ 2 wikibon.org/blog/big-data-infographics/ 3 mckinsey.com/business-functions/digital-mckinsey/our-insights/big-data-the-next-frontier-for-innovation

2018 / royal lepage leading edge

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MOVING AT ITS BEST We put your customers first. When you refer a client to Atlas we will monitor their move from start to finish under our award-winning Avail Move Management Service.

Not only is every aspect of your client’s move monitored, the Avail Service Coordinator is there to answer any questions your client may have during the move. The Avail Coordinator will do a post-move follow up call to the client and to the referring Royal LePage REALTOR®.

Atlas stands behind the service provided by our 150 agents across Canada through our Quality in Motion program. Our moving consultants, drivers, loaders and packers must perform a list of mandatory actions on each move. Atlas personnel who provide exceptional service are recognized and rewarded.

Atlas is proud to be Royal LePage’s recommended van line for over 22 years and a dedicated sponsor of the Royal LePage Shelter Foundation.

Moving is a time when many strangers will have access to your client’s home. Atlas has background checked and cleared over 4,000 personnel under our No Stranger in Your Home program. Only backchecked personnel will be assigned to your client’s move and everyone involved will carry a back-check ID badge that can be verified.

To refer a client or inquire about our new Avail Service Referral program: 1-800-268-5051

rlpbestmove@atlasvanlines.ca

E Chris Leader President and Master Trainer Leader’s Edge Training

veryone in real estate, whether they are a salesperson, team leader, office manager, or company owner, wants the same thing: more sales and better results. Sales professionals look for guidance and support, and a management team who offers help when it’s needed. However, with more agents working from home offices and relying on social media to know what’s going on, it’s more challenging to develop the collaborative working relationships that are needed.

The right help can make the difference between lukewarm sales results and achieving your goals, but it starts with information. How are you doing and what help do you need?

Basic numbers, such as contracts per month and list-to-sell ratios, should be easy to come by.

Useful numbers, like how many appointments you’re attending and the number of prospecting contacts you’re generating, can be more difficult to find, unless you keep track.

TRAINING

Sales support starts with knowing what's needed Agents crave accountability, but they usually aren’t excited about tracking what they do.

That’s why knowing the numbers for your real estate business is essential.

On top of keeping your goals front and centre, your numbers can tell you how to use your time and effort to get better results. Instead of painful trial and error, you can focus on the right parts of your business to work smarter and faster.

Getting leads but not appointments?

It’s either time to get organized with a CRM system, work on your scripts, or both.

Going to appointments but not signing listings?

Polish your presentation and practice your objection handling skills.

Signing listings but not closing sales?

Review your pricing and marketing strategies and brush up on your negotiation tactics.

Whether you use a spreadsheet or one of the latest CRM apps, tracking your numbers and allowing your manager to hold you accountable will help you achieve greater success.

LEARN MORE my.rlpNetwork.com/training leadersedgetraining.com Watch video

2018 / royal lepage leading edge

7

royallepage.ca

Our SEO success story

royallepage.ca: The destination for real estate in Canada

Real Estate and

Royal LePage has complete r to view Canadian homes for s

R

oyal LePage’s national website, royallepage.ca is among the most visited real estate websites in the country, garnering 40 million visits per year.1 Ongoing Search Engine Optimization (SEO) and an investment in paid Search Engine Marketing (SEM) bring more eyes to royallepage.ca.

Once there, useful and practical content and tools encourage Canadian homebuyers and sellers to return to this top website again and again.

Royal LePagers benefit by our investment in these three important ways:

1 2 3 8

Ongoing optimization helps consumers find you and your listings Consumers are easily able to connect with Royal LePage offices and agents New features and content are continuously added, helping to differentiate our website from competitor sites

royal lepage leading edge / 2018

A concerted effort to keep visitors coming back Often, SEO is more about the little things we do “under the hood” to make our website appear more frequently in search queries. Much attention is paid to these details as a way to get a leg up in Google searches. While there is no magic formula to automatically rank our website at the top of search queries, there are best practices that we follow faithfully to fulfill our mandate of bringing more visitors to us, and ultimately to you.

Paid search and Facebook ad campaigns also generate their fair share of visitors. Royal LePage's marketing efforts are in full play at various times of the year to increase traffic to royallepage.ca.

These efforts generate significant boosts in traffic through the key homebuying seasons with a peak of 3.86 million visits in May 2017.

$650,000 240 Hillside Ave Victoria, B.C.

40

MILLION VISITS/YEAR1 OVER

162,000 LEADS/YEAR1

INNOVATIVE TECHNOLOGY

Location of 2004-350 Boul. De Maisonneuve O., Ville-Marie (Montréal), QC, H3A 0B4 10 Transit friendly

10

10 Pedestrian friendly

Daycares

Gare Centrale DM

MA

SH

Map data © Google

Terms of Use

Near rapid transit and frequent bus lines.

d Homes for Sale in Victoria

Bus

Rapid transit

Train 1 min

Powered by

real estate listings across Canada. Use the search box to find a home or click a listing below sale.

A steady stream of innovation

Local Logic $549,000

$620,000

$499,000

473 Cook St Victoria, B.C.

1448 Fort St Victoria, B.C.

1978 Oak Bay Av Victoria, B.C.

In 2017, our neighbourhood matching tool, 'Your Perfect Life' was honoured with two Canadian Marketing Association awards.

Local Logic is a Canadian data provider offering Walkscore-like values for various neighbourhood attributes. In addition to familiar attributes like transit availability, groceries, dining, and proximity to schools, scores are now given via a widget on listings for more than 180 Canadian cities. Consumers can now see how quiet, green or vibrant a particular location may be. This hyper-local data offers great potential for more complex integrations that will continue to roll out in 2018. Stay tuned for details!

GOLD AWARD Data Marketing

12

BRONZE AWARD

Experiential and Innovative Media

Contact Customer Care:

QUESTIONS

1-877-757-4545 help@royallepage.ca

Read more 1 Based on Google Analytics: January to December 2017.

2018 / royal lepage leading edge

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GREAT PRICES.

GREAT SELECTION.

Royal LePage

THE RED MARKET The Red Market is the place to buy Royal LePage branded products. With thousands of items to choose from, you can customize and personalize gifts for your clients and prospects.

A portion of your sale supports the Royal LePage Shelter Foundation.

Shop our monthly specials and save!

rlpredmarket.com

BRAND & CULTURE

The Voice

of Canadian Real Estate Powerful PR driving your business

R

oyal LePage is the most quoted real estate Throughout the year, we publish insightful and company in Canada. In fact, our largest data-rich commentary that sets Royal LePage apart. competitor receives less than half as many In addition to our scheduled releases, we publish media mentions. But, it's not just about quantity. timely releases that capture media attention and We are the trusted go-to resource for reporters shape the national real estate conversation. searching for national or regional real estate insights.

In 2017, Royal LePage was at the forefront of the We have earned our reputation as The Voice of conversation when we published our research on Canadian Real Estate Peak Millennials – the by creating and reacting powerful consumer to breaking industry demographic who news. As a result, our will drive demand for voice pushes past our housing over the competitors’ advertising next decade. and becomes a reliable While Royal LePage’s source of information to award-winning PR consumers. A great public — team drives content, relations initiative turns Richard Branson, CEO, Virgin we rely on our articles and broadcast network and CEO to clips into leads for you. act as spokespeople. Through social sharing, everyone has an opportunity to contribute to our brand’s success. We’ve made sharing even easier.

When Royal LePage launches a major release, you will find shareable content on our official Twitter and Facebook pages for you to leverage on your own channels.

Publicity is absolutely critical.

A good PR story is infinitely more effective than a front page ad.

2.6

Sarah Louise Gardiner Director, Public Relations

2017 RELEASES The Royal LePage House Price Survey and Market Survey Forecast Royal LePage Peak Millennial Release Royal LePage Canadian Recreational Housing Release What a million dollars can buy you across Canada US interest in Canadian real estate surges

IN 2017, THE PEAK MILLENIAL RELEASE GARNERED

103

MILLION

media impressions through

397

1.2

media stories1 Largest national competitor

Royal LePage

1

107%

2

FOR MORE INFORMATION royallepage.ca/mediaroom royallepage @royal_lepage

1 Print and online media impressions January 1, 2017 through October 31, 2017, Royal LePage Peak Milleninial release.

2 Print and online media impressions January 1, 2017 to December 31, 2017.

2018 / royal lepage leading edge

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Are you ready for

Peak Millennial?

C Linda Nazareth Principal of Relentless Economics and Royal LePage Economist

anada is reaching Peak Millennial and that is a good thing for the housing market. Over the next decade, babies born during the mini-boom of the 1980s and 1990s will hit their prime homebuying years and start searching for places to put down roots. Understanding and tapping into this strong wave of consumer purchasing power is crucial in highly-competitive industries such as real estate.

Although there are various definitions of the Millennial Generation, in the 2016 Census, Statistics Canada described millennials as those aged 15 to 34, meaning born between 1982 and 2001. Using those benchmarks, there were 8.9 million millennials in Canada in 2016, representing about 26.5 per cent of the total population.

12

royal lepage leading edge / 2018

IN 2021, THE NUMBER OF PEOPLE AGED 25–30 IS PROJECTED TO INCREASE BY1

17%

TRENDS & OUTLOOKS

The term Peak Millennial was coined in 2015 by the U.S. demographer Dowell Myers to describe the babies born in the early 1990s.

87%

OF CANADIANS AGED 25–30 BELIEVE HOMEOWNERSHIP IS A GOOD INVESTMENT

The term Peak Millennial was coined in 2015 by the U.S. demographer Dowell Myers to describe the babies born in the early 1990s. This group forms the largest cohort of the U.S. millennial generation and is taking the number of 20-somethings in the U.S. to a peak level. Canadian births also peaked at the same time and while birth rates do not completely define the shape of the population (immigration also being a factor), it is clear that Canada is also reaching Peak Millennial.

Peak Millennials, the term used to describe those who are a part of this consumer wave, have already influenced the real estate market through their choice to live in downtown city centres and, primarily, in condos. However, by Professor Myers’ reasoning, Peak Millennials will eventually be bad for city growth when they leave the city centre for the suburbs, looking for more space as they begin their families. Of course, the flip side of his theory is the suburbs are going to surge.

69%

HOPE TO OWN A HOME IN THE NEXT

©iStock.com/nd3000

5 YEARS

The Royal LePage Peak Millennials Survey found that 87 per cent of Canadians aged 25 to 30 believe homeownership is a good investment and 69 per cent hope to own a home in the next five years. However, only 57 per cent of those surveyed believe they will be able to afford one. That is not necessarily a bad thing either. A sustained, stable expansion is preferable to an over-the-top boom caused by too many households flooding in at the same time. Let’s remember too that if some millennial households eschew the suburbs for the city, that works as well. It may take some time but builders will inevitably bow to demand and create living spaces more suited to families than to young singles.

Read more

1 Statistics Canada, medium growth scenario. Projection based on 2011 census compared to 2016.

2018 / royal lepage leading edge

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SHOW THEM THEY CAN. Understand the benefits of Mortgage Insurance and help your clients turn dreams into reality.

Mortage Insurance allows Canadians to achieve homeownership with as little as a 5% down payment.

Homebuyer 95

Purchase Plus Improvements

Gives homebuyers the opportunity to purchase a property with as little as 5% down; offers competitive interest rates; lets borrowers choose a fixed, variable or adjustable rate mortgage.

Allows homebuyers to renovate their property immediately after taking possession, with access to up to four lender advances on their mortgage.

Energy-Efficient Housing

Genworth Canada is the country’s largest private mortgage insurer, with products and services that help industry professionals grow their business by offering mortgage options that enable more Canadians to realize their homeownership dreams.

Offers savings to Genworth-insured mortgage holders who renovate their home to energy-efficient standards; up to 25% savings on mortgage insurance premium, and enhanced qualifying based on energy-efficient heating costs.

Offers homeowners the ability to purchase a second home with an affordable monthly payment and as little as 5% down payment.

Our most popular products include:

New to Canada Makes it possible for newcomers to Canada to secure a mortgage with as little as 5% down; available for up to 60 months after arrival in Canada.

Vacation/Secondary Homes

First-time buyers are looking for more than just help finding a new home. Providing added value throughout the homebuying process will help you better service your clients and build long lasting relationships.

To find out more about how Genworth Canada can help your customers achieve their homeownership dreams, visit genworth.ca.

800.511.8888 | Genworth.ca | Homeownership.ca | homeownership.ca/li homeownership.ca/fb | @GenworthCanada |

Royal LePage

visits

100 in

royallepage.ca

The Voice of Canadian Real Estate

2.6B

media impressions in 2017

107% Supporting the community

$

27M

markets nationwide

more media impressions than the closest competitor

Brookfield

A strong, stable parent company

raised through

Royal LePage Shelter Foundation

100% Canadian

265B

$

of assets under management

Over

90B

$

in transactional dollar volume

Based on Google Analytics January – December 2017. Based on agent count. Based on market share and/or agent count. Phil Soper, Royal LePage President & CEO, named Most Influential Canadian in 2015, 2016 & 2017 by Swanepoel Power 200. 2017. 2017. Information valid as of January 2018.

170,000 Almost

LEADS∇

1

#

40M A strong heritage

Powerful Leads & Referrals Channels

Industry leadership

per year from digital channels

Referral relationships with top U.S. and international real estate companies

1

Most influential

#

Phil Soper President & CEO of Royal LePage named most influential leader in Canadian Real Estate

Unstoppable

Momentum and Growth

18,000 REALTORS®

We’ve doubled the size of the company, and tripled revenue since 2002

2x 3x

Revenue

Incredible reach

Download the latest version at my.rlpNetwork.com/bythenumbers

Size

Stay in the know with key facts and statistics that make Royal LePage the industry leader in Canadian real estate.

TRENDS & OUTLOOKS

By the Numbers

2018 / royal lepage leading edge

15

The

best events in the industry Build your referral network, learn and exchange ideas with your peers

R

oyal LePagers often notice a vast difference between Royal LePage events and those offered by other brands. Attendees are sure to experience superior networking and referral opportunities at our events. Everyone comes together to network, learn, dine as a group, and attend exciting evening parties. The experience elsewhere is far less intimate, where attendees at competitor conferences are often left to arrange their own gatherings outside of the main event. The result is less likely to give agents the opportunity to make new and valued connections.

Attendees also keep their tools and skills sharp by taking advantage of the trade fair and breakout sessions. In this way, they stay on top of new technologies and gain an understanding of trends and new services available to expand their businesses.

Royal LePage events are headlined by outstanding keynote speakers who are curated specifically to motivate and inspire. Agents take away new strategies and ideas to immediately put into practice upon returning home.

16

royal lepage leading edge / 2018

Get ready for the 2018 National Sales Conference in Halifax, NS.

CHAIRMAN’S CLUB RETREAT

NATIONAL SALES CONFERENCE

Sydney and Cairns, Australia

Halifax, Nova Scotia

JAN. 29 – FEB. 4

SEPT. 24 – 26

Each year, National Chairman’s Club members, the top 1 per cent in the network, are invited to a retreat to celebrate their success and spend time with their peers. This year, attendees will experience a one-of-a-kind excursion. Activities include surfing on Bondi Beach, an eco tour of the Blue Mountains and a full day Great Barrier Reef Cruise, while enjoying world-class cuisine at renowned establishments in both Sydney and Cairns.

Royal LePagers from across Canada connect with their colleagues and learn from the very best through compelling keynote speakers and enlightening breakout sessions. A high-value trade fair exhibits the latest innovations to hit the industry and East Coast charm intertwines with great evening events and every opportunity to hone your skills.

royallepageevents.ca/chairmans-retreat

RECOGNITION & EVENTS

Our flagship events

royallepageevents.ca/national-sales-conference Watch video

Watch video

REGIONAL AWARD EVENTS

”

Nothing replaces face-to-face interactions agents experience at Royal LePage events.

I often hear enthusiastic accounts of how an agent garnered multiple referrals simply by attending one of our events.

Destination Halifax Tourism

— Christine Nattrass, Director, Events & Partnerships

Early each year, award winners from the previous year are recognized at regional networking and award galas that are hosted in major city centres across Canada. These events are designed to help agents celebrate their successes and to recognize the sales excellence that is prevalent across Royal LePage. royallepageevents.ca/awards

LOCAL EVENTS From ski days to golf tournaments, individual Royal LePage brokerages host a variety of events to draw in the community and Royal LePagers alike.

With the Royal LePage Shelter Foundation as our “raison d’etre” there’s always an opportunity to fly the Royal LePage colours and expand your reach. royallepageevents.ca/more-events

LET'S GET SOCIAL

groups / rlpevents @royallepageevents Watch video

2018 / royal lepage leading edge

17

Accelerate your performance Learn from the best. Master the tools.

Reach your potential.

R

oyal LePage has a well-deserved reputation for offering the best training in the industry. And, with a full suite of tools and services, there’s never any doubt you’ll ramp up quickly with the know-how needed to make the most of these programs.

We teach our agents how to use our customer relationship management (CRM) and marketing platforms and boost their value and productivity through sales training.

We also facilitate on-demand training for highly-recognized industry designations.

And, for anyone coming to Royal LePage as a new agent or from another brand, a carefullycurated orientation program prepares you to work at your best.

The Royal LePage Learning Services team is the only training team in the industry to travel across the country and deliver in-person training to our agents. These live training workshops are delivered twice a year with relevant and practical information geared toward growing your business.

To supplement our in-person training, a growing library of over 55 recorded webinars is ready anytime you are. Whether you’re looking for an intro to the capabilities of Smart Studio – our game-changing marketing platform introduced last year – or to boost your sales skills, our online training library is a great way to round out your knowledge.

2017 DELIVERED

460+

LIVE WORKSHOPS

17+ M

KILOMETRES TRAVELLED

BY OUR TRAINERS

7,200+

OF YOUTUBE TRAINING VIDEO VIEWS

TOP

3

VIDEOS Setting up Cruise Control Importing Contacts Working your Book

Training Courses

Buffini & Company Peak Producers A 12-week training program that provides you with the strategies necessary to overcome the peaks and valleys and build a rock-solid real estate business.

Richard Robbins On Demand (RRi) Sales and business training for real estate professionals at all levels. An interactive, web-based training platform to help you improve your production and sales effectiveness.

Leader’s Edge Virtual Training Master trainer Chris Leader delivers core sales skills training via video.

Sales Success webinars Sales training by Buffini & Company, Genworth Canada, Institute for Luxury Home Marketing, Leader's Edge Training, and others.

ORIENTATION New Agent Onboarding program A five-week orientation to your brokerage and our collective services, people and processes.

Royal LePage Welcome Webinar Acclimates you to our unique tools, services and resources.

©iStock.com/Rawpixel

Growing your business with Smart Studio An overview of our CRM+marketing platform coupled with how-to training.

REALTOR® Marketing Workshops Live in-person, hands-on workshops focused on current trends, business tools and best practices.

TRAINING

SALES

MARKETING & TECHNOLOGY

Building Your Tech Toolkit webinars Explore technology opportunities and how to apply them to build your business. eLeader training Understand, nurture and close your online leads.

DESIGNATIONS Social Marketer Learn how social media can help you grow your business. eAgent Six interactive modules help you gain a solid understanding of the key components to creating an effective digital marketing strategy.

Senior Real Estate Specialist® (SRES®) Differentiate yourself to uniquely serve homebuyers and sellers over 50.

Certified Luxury Home Marketing Specialist® (CLHMS®) Become the real estate professional of choice for affluent buyers and sellers.

Accredited GreenAgent™ (AGA™) and GreenBroker™ (AGB™) Meet the needs of a growing number of clients seeking energy efficient options for their homes.

Offered at no additional cost.

LEARN MORE

Past recordings available on rlpNetwork.

my.rlpNetwork.com/training Watch videos from past Sales Success Webinars

2018 / royal lepage leading edge

19

HELPING

CANADIANS

Nobody knows Canadian real estate like Royal LePage.

royallepage.ca

FOR OVER 100 YEARS Watch video

Connect, Market & Sell More U.S. Real Estate Canadians are purchasing U.S. real estate in record numbers, but in 2016, 80% of Canadian REALTORS® did NOT receive a referral fee when their Canadian client purchased international real estate.*

DIGITA

I am the b

Stop leaving commission dollars on the table. Learn why and how you can increase your commission by connecting and marketing to sell more U.S. real estate.

Understand the Canadian market and why Canadians are looking to the U.S. for vacation and investment opportunities. Leverage Lennar International’s U.S. Home Showcase platform to engage and attract clients.

VIEW

MARKET OVERVIEW BROCHURES

PERSONALIZED WEBSITE

USHomeShowcase.com/GetStarted

U.S. HOME SHOWCASE MARKET OVE

Orlando Florida

Orlando is known as the “Vacation Capital of the Un

60 million people visiting annually. Visitors and resid

parks like Disney World, Universal Studios and SeaW

shopping options, top-notch dining and thrilling spo

central Florida, Orlando is only a short highway driv

see” destinations, including beautiful beaches on bo

(Gulf of Mexico) coasts. In addition, Orlando boasts a

Register Today for FREE and get tools to promote YOU and your international efforts.

For more information, call 905-380-0590 or email rcopfer.Lennar@gmail.com ROSANN COPFER Director, Sales & Strategic Development, Canada Lennar International

and is home to several well-respected companies’ h Fortune 500 company.

LENNAR.COM *Source: 2016 CREA Membership Survey International Activity Report. All photographs, renderings and other depictions are for the sole purposes of illustration. Scenes may be of locations or activities not on a Lennar property.

Models/lifestyle photos do not reflect racial or ethnic preference. Void where prohibited by law. Copyright© 2017. Lennar Corporation, Lennar, and the Lennar logo, are U.S. registered service marks of Lennar Corporation and/or its subsidiaries. 11/17

Seize the

T

homas Edison once said, “Opportunity is missed by most people because it’s dressed in overalls and looks like work.” There’s not an agent anywhere who hasn’t looked for a shortcut, and I’m sorry to break the news, but there’s just no magic pill — mastering the fundamentals of our business and putting in the work is still the only path to long-term success.

Find $ in fundamentals

I’ll be the first to admit, committing to the fundamentals isn’t always enticing (it’s Edison’s “overalls” part of the equation), but if you’re earning eight times more than your competition, that’s ideal! So, humour me, and let’s talk fundamentals.

The key is to maintain contact with your clients, whether by phone calls, short texts, hand-written notes or delivering a small gift (what we call a “Pop-By” at Buffini & Company). It means providing your clients with valuable information consistently, which keeps you top of mind.

Brian Buffini

Leverage your strengths

Principles never change, but tactics do and you can adapt your lead generation tactics to leverage your natural strengths. For example, if you love socializing, host several client parties a year. At Buffini & Company, we coach that doing what you love makes staying in touch with clients easier, whether it’s phone calls, notes, Pop-Bys or client parties.

Cultivate a growth mindset

Founder and Chairman Buffini & Company™

AUTHOR OF

The New York Times

BESTSELLING BOOK

If you’re not learning, you’re not growing; if you’re not growing, you’re walking away from success.

Successful people are voracious learners; they attend seminars, listen to podcasts and read books to sharpen their skills.

Did you know that the agents we coach and train at Buffini & Company sell one out of every seven homes in Canada?1 How do they do it?

By creating good habits and putting in the work, that’s how. And you can too! Success doesn’t happen overnight, but mastering the fundamentals will get you where you want to go and keep you there for the long run.

TRAINING

opportunity

“The Emigrant Edge: How to Make it Big in America”

1 Source: Buffini & Company™ proprietary data, 2017.

LEARN MORE my.rlpNetwork.com/training

©iStock.com/shapecharge

buffiniandcompany.com Watch video

2018 / royal lepage leading edge

23

A common

purpose

and desire to help others Providing safety and hope to abused women and children brings Royal LePage REALTORS® together where they form professional networks and meaningful friendships

T

he Royal LePage Shelter Foundation, celebrating its 20th anniversary this year, brings Royal LePagers together to benefit an important cause: supporting women’s shelters and helping put an end to domestic violence.

A house is only a home if the people who live there feel safe, respected and loved. Sadly, that’s not the case for thousands of Canadian women and children who experience domestic violence.

The Royal LePage Shelter Foundation provides an avenue for Royal LePage professionals to make a difference in their community by organizing fundraising events, donating a portion of their commissions, volunteering at local shelters and taking part in our national fundraising campaigns.

Our culture of giving is evident at the brokerage level and at all Royal LePage conferences and regional events, where fundraising for the Shelter Foundation takes centre stage. But it’s more than raising funds that keeps our supporters motivated. It’s the opportunity for agents to form strong friendships and professional networks with other like-minded individuals across the country.

Last year, 83 Royal LePage agents, along with Phil Soper, CEO of Royal LePage, took part in the Iceland Challenge for Shelter. This was a unique travel experience that challenged participants to raise significant funds for women’s shelters and violence prevention programs. But the challenge didn’t stop at fundraising. Trekking 115 km over five days across some of Iceland’s most scenic yet grueling terrain, they hiked over sand, loose rock, lava fields and snowy glaciers.

Participants climbed and descended steep hills, braved narrow passes and rickety bridges, and walked together through icy rivers with water up to their thighs. They camped in tents they pitched themselves each night, did without daily showers, and disconnected by turning off their cell phones.

Shanan Spencer-Brown Executive Director, Royal LePage Shelter Foundation

Throughout the trek, participants pushed themselves to their limits. They demonstrated courage, perseverance in the face of pain and exhaustion, and great kindness to one another.

They carried each other’s gear, cheered for those who thought they couldn’t walk another step and helped one another through dehydration and injury. The Iceland Challenge for Shelter was the foundation’s most successful fundraiser, raising more than $660,000 for women’s shelters across

660,000

$ OVER

TREKKING

115 KM

5 DAYS

RAISED

BRAND & CULTURE

A CULTURE OF GIVING

FUNDRAISING EVENTS Canada and domestic violence prevention programs. The experience also created a strong bond between the participants that will last well beyond the time they spent together.

Personal motivation

Some participants in the Iceland Challenge for Shelter were motivated by more personal reasons. “The Royal LePage Shelter Foundation is near and dear to my heart and, in fact, was one of the key reasons that I chose Royal LePage as my home to practice real estate,” says Dena Sicard, Sales Representative with Royal LePage Frank in Whitby, Ontario. Dena also took part in the Machu Picchu Challenge for Shelter in 2015 and has been an active volunteer with her office’s National Garage Sale for Shelter, the annual charity garage sale going into its 10th year.

“Sadly, I am part of the statistics we talk about, but happily, I am now a successful woman with that part of my life behind me. I am passionate about this cause and participate in ongoing fundraising, volunteering, and commission donations. I also sit on the Board of Directors for one of our local women’s shelters.”

100%

Another Iceland Challenge for Shelter participant reflects on the importance of the Royal LePage Shelter Foundation in a broader context. “The success of our business owes everything to our community members,” says Chris Pitman, Broker/ Manager with Royal LePage Gardiner Realty in Fredericton, New Brunswick. “Their support is amazing. Giving back to our local shelters via the Royal LePage Shelter Foundation is core to our culture. We talk about it, we incorporate it into all we do, and we’re proud of it.” Chris also helps organize his office’s Walk a Mile in Her Shoes® event, a community-wide fundraising walk that supports a local women’s shelter and raises awareness of violence against women.

Royal LePage agents organize charity tournaments, gala dinners, silent auctions and more.

NATIONAL GARAGE SALE FOR SHELTER Now in its 10th year, this annual event is the largest, multi-location charity garage sale in Canada!

Giving back

A strong culture built around shared values, including giving back to the community, is unique to Royal LePage and it’s why we are the only national Canadian real estate company with our own charitable foundation. With the company covering all of the Royal LePage Shelter Foundation’s administrative costs, 100 per cent of all funds raised goes to our cause. Together, we’re helping women and children safely rebuild their lives after violence.

COMMISSION DONATIONS Agents make donations from their commissions to support local women’s shelters.

OF ALL FUNDS RAISED GOES TO OUR CAUSE

The Iceland trek was physically and emotionally challenging, but it was worth it because I met so many amazing Royal LePage agents from across Canada. The connection we now share is so powerful. We’re a family because of this life-changing journey.

— John-Ross Parks, Sales Representative, Royal LePage ProAlliance Realty Top Fundraiser, Iceland Challenge for Shelter

HELP END DOMESTIC VIOLENCE IN CANADA royallepage.ca/shelter commissionedbyyou.ca facebook.com/RLPshelter twitter.com/rlpshelterfdn linkedin.com/groups/1952337/profile youtube.com/RLPShelterFdn 2018 / royal lepage leading edge

25

24646 Mt. Pleasant Views Boulevard

$

649,000

MLS® 4105010006093000 Building Style & Type Beds: 2

Baths: 1

JUST LISTED 24646 Mt. Pleasant Views Boulevard

$

649,000

MLS® 4105010006093000 Building Style & Type Beds: 2 Reginald Jones Sales Representative

Jennifer Smith Sales Representative

(800) 555-1213 Ext. 123 reginald@royallepage.ca

(800) 555-1212 Ext. 123 jennifer@royallepage.ca

Baths: 1

Royal LePage South Country Real Estate Services, Brokerage

royallepage.ca/rjteam

123 Longstreetname South Suite 1234 Saint-Bruno-de-Montarville ON E8C 1M4

A powerful (800) 555-1212

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Your Company Name Here Your Company Designation Here

CRM+Marketing platform Build your business with the tools you need to nurture prospects and market your listings

WITHIN SMART STUDIO YOU CAN • Use professionally-designed listing marketing kits created automatically • Manage your contacts through the My Book CRM for repeat, referral and new business • Effortlessly customize and auto-deploy stay-in-touch marketing campaigns for your prospects and clients

R

egardless of the market conditions in which you operate, agents who continually build their business can neutralize the inevitable peaks and valleys.

Concentrating on your best conversion opportunities while seeding future business is the key to a consistent, sustainable real estate business.

Through the systematic delivery of key learnings and best practices to convert prospects to clients, Smart Studio’s fully-integrated Client Relationship Manager (CRM) takes care of everything from marketing collateral to communications tailored specifically for your client base, allowing you to focus on what you need to do today – and grow your business.

When you add a new listing to your real estate board, an email is automatically generated with a link to a designed set of print and web marketing pieces, which are pre-populated with your listing information and photos. A wide range of materials is offered including: feature sheets, postcards, slideshows and single property websites along with social media posts. These professionallydesigned pieces can be downloaded, hosted and posted in a few short clicks.

We strive to offer powerful products and tools that automate your business, providing you with the opportunity to focus more on your sales pipeline.

Smart Studio’s CRM+Marketing platform is your solution to promoting and developing a more sustainable business over time.

We have coupled our CRM with tested action plans, designed to support new, repeat and referral business through effortless stay-in-touch scripts, activities and campaigns.

Get smart about your marketing and client relationship management my.rlpNetwork.com/smartstudio 26

royal lepage leading edge / 2018

Watch video

©iStock.com/PeopleImages

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INNOVATIVE TECHNOLOGY

Effortlessly convert and nurture your online leads

Smart Leads delivers the right leads, to the right agents, at the right time According to the National Association of REALTORS®, 92 per cent of homebuyers take their first homebuying steps online.1 Consumers who reach out online expect an immediate response. You are 100 times more likely to qualify a lead and 21 times more likely to convert a lead when you respond within five minutes versus responding within 30 minutes.

Smart Leads is an end-to-end online lead management solution that automates your activities and exponentially improves your conversion.

• Keywords filter the leads you receive based on your preferences. Filters can be applied to specific geographic areas, price ranges and home types.

Comparatively, statistics show that the average agent takes 15 hours to respond to an online lead, and almost half never respond at all!

This is a large part of why the industry average close rate for online leads is less than 1 per cent.

• A default response time is set so you can accept a lead before it is offered to the next Royal LePage agent. This ensures every new lead gets a prompt response – improving the likelihood of lead conversion.

With the launch of Smart Leads earlier this year, you can benefit from a system to turn those online leads into meaningful business opportunities.

Smart Leads integrates with Smart Studio’s CRM to automatically create a contact record and apply an action plan for your newlyaccepted leads.

when you respond within

5

MINUTES

versus responding within 30 minutes

YOU ARE

Then, your tasks are automated for follow-up activities designed to optimize conversion with a 45-day action plan that includes: • phone scripts • text messages • email templates • drip email campaigns With a combination of timely response and the steps for best-practices in follow-up, Smart Leads2 improves your online lead conversion!

100X more likely to

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more likely to

QUALIFY CONVERT a lead a lead FOR MORE INFORMATION

Talk to your broker or manager to learn more about Smart Leads my.rlpNetwork.com/smartleads

Watch video

1 National Association of REALTORS®, 2014.

2 Smart Leads is not available in all markets.

2018 / royal lepage leading edge

27

YOUR COMPLETE BROKERAGE TECHNOLOGY PARTNER All of the technology your brokerage needs to increase operational efficiency, reduce costs and uncover opportunities for more revenue.

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TRAINING

After 20 years in the coaching industry, and through our work at Richard Robbins International (RRi) with thousands of top agents worldwide, I’ve discovered three principles that are common in all successful agents:

1

Future focus™

Success requires a constant Future Focus™, an ability to see exactly what we want to create in our future.

It’s focusing our thoughts on what we intend to create, rather than on how things are currently. A clear and compelling Future Focus™ inspires us to take actions that move us closer in the direction of our dreams.

Successful agents act intentionally. They know exactly where they want to be in one, three or five years. And, more importantly, they know why they want to be there. When you focus on your future, you will see your business improve.

2

Innovation must never stop

Real estate was once a far less complicated business. The level of access we all have to information and technology has changed our expectations.

Today, your clients expect a lot more from you. There is more competition and you have to work harder and smarter to become the agent of choice.

The most successful agents today embrace innovation and empathize with their clients’ experience at every turn, continuously finding unique and better ways of serving them.

How to win in real estate Richard Robbins Co-founder and CEO, Richard Robbins International

3

Embrace the client experience

It’s no secret, just about every business today is focused on creating loyalty and long-term client relationships. Achieving this requires acute listening skills and a desire to get to know your clients so you can deliver a personalized, enjoyable and an unexpected service experience.

Successful agents make real connections with people and create lifelong advocates for your business. One simple way of achieving this is to talk less, listen more and make all your conversations about the other person. Focus on how to make their life better and watch how easy it becomes to create a great client experience.

Standing out as the agent of choice is a matter of adopting the right mindset. I encourage you to embrace and practice these principles in your day-to-day. In doing so, I am confident you’ll add value to your business, and win over more clients.

LEARN MORE 30

royal lepage leading edge / 2018

richardrobbins.com Watch video

©iStock.com/Yuri_Arcurs

my.rlpNetwork.com/training

Brokers collaborate with Royal LePage to further improve services offered

BRAND & CULTURE

Your voice at the table

Thank you to our outgoing 2017 members Julie Brandle

Royal LePage Progressive Realty

T

hree times a year, broker/owners from across Canada meet over two days with Royal LePage’s national leadership team to provide valuable feedback on the services provided to their brokerages and sales professionals.

These company leaders comprise the Royal LePage Services Advisory Council, which includes 17 broker/owners and/or their manager delegates. The Council represents different regions, market sizes, company sizes and marketing and technology proficiency.

Often, the Council is presented with the framework for new products and services, and asked for feedback. This is provided from the individual perspectives of Canada’s unique real estate markets, and the experiences of brokers and managers. The group comes to the table with comments and opinions gleaned from their peers and/or agents, which can result in changes or improvements to existing services.

In this way, the tools and services offered to you are shaped and refined prior to release to the broader network.

Membership

Members participate for a two-year term. To maintain continuity and bring fresh ideas and new perspectives, half of the Council is renewed each year. At the same time, the other half of the members are in their second term, providing experience and coherence to work already begun. At the end of each year, we invite brokers to submit their candidacy to become new members on the Council.

Additional member benefits

Council members consider the meetings a great opportunity to meet successful brokers from across the country and to build new relationships. Ideas are shared and brought back to their local markets. They also value the accountability demonstrated by Royal LePage Canada to action and report back on the various ideas raised by brokers at the meetings.

Kent Browne Royal LePage Team Realty

Jennifer Burton Royal LePage Estate Realty

Michael Froese Royal LePage Prime Real Estate

Josie Gammiero Royal LePage Cité

Alan Stewart

Royal LePage Sussex

Sue Symons

Royal LePage North Bay Real Estate Svcs.

2018

Our 2018 members

Anne Alkok

Royal LePage Real Estate Services Ltd.

Stuart Berenhaut

Pauline Aunger

Royal LePage Dynamic Real Estate

Royal LePage Advantage Real Estate

Martin Leblanc

Rob Landry

Royal LePage Mauricie

Royal LePage Burloak Real Estate Services

Corinne Lyall

Anne Leger

Jeff Slightham

Randy Ryalls Royal LePage Sterling Realty

Norm Fisher Royal LePage Vidorra

Royal LePage Benchmark

Royal LePage Humania

Royal LePage Signature Realty

Brad Johnstone

Chris Pitman

Clinton Miller

Royal LePage Atlantic

Royal LePage Gardiner Realty

Royal LePage ParksvilleQualicum Beach Realty

Andrew Wildeboer

Katrina Thompson

Royal LePage Niagara Real Estate Centre

Royal LePage RCR Realty

Mark Wolle

Shirley Williams

Royal LePage Wolle Realty

Royal LePage Premier Real Estate

2018 / royal lepage leading edge

31

Leverage the

luxuryofcaché Carriage Trade

Your valuable time can then be devoted to delivering a level of luxury service that proudly bears your name. Plus, the following advantages are available to help you establish yourself within the luxury niche:

The second most common question we receive: “Is there anything I need to do once my listing is identified as a Carriage Trade property?”

Through the power of automation, there is little else you need to do! Here’s how it works:

• Partnership with the world’s #1 portal for luxury properties, Who’s Who in Luxury Real Estate’s LuxuryRealEstate.com, which delivers coveted international marketing exposure.

• Your price-qualified listings are automatically posted to carriagetradeproperties.ca and royallepage.ca with a distinctive Carriage Trade icon.

• An impressive selection of pre-designed print and web marketing materials is automatically uploaded to Smart Studio with your listing’s photos and data integrated. You are notified of these resources by email with each new qualified listing.

• Partnership with the Institute for Luxury Home Marketing offering a discounted Certified Luxury Home Marketing Specialist (CLHMS)® designation and a two-year membership to the Institute.

• Exclusive Royal LePage Sales Success webinars focus on trends in luxury with insight from leading industry experts.

2,300+

Carriage Trade listings/month on carriagetradeproperties.ca

Your luxury listing and brand are further supported through leading industry insight via the Royal LePage Carriage Trade Luxury Properties Release. Attracting significant media attention, this annual release provides market data and trends related to Canada’s burgeoning luxury segment.

With a combination of local price qualification, listing marketing automation, international partnerships, and training and networking opportunities, the Carriage Trade Luxury Properties marketing program helps you attract, secure and market properties of distinction in your market.

my.rlpNetwork.com/carriagetrade

©iStock.com/Jovy86

LEARN MORE

carriagetradeproperties.ca Download flyer

2018 / royal lepage leading edge

33

MARKETING

R

oyal LePage agents and their clients often ask “Does my listing qualify for the Carriage Trade Luxury Properties marketing program?” The answer is dependant upon price thresholds that are set and automatically identified within local real estate markets across Canada. If your listing meets the luxury property price threshold for your market, a series of processes put it on a trajectory for success.

Canadians love

Social Media Tap into the phenomenal adoption of social media among Canadians

23 MILLION Canadians are active on social media

1

Social media is a key channel in reaching potential clients and a great way to stay top-of-mind

which is

63%

of Canada's total population1

34

royal lepage leading edge / 2018

The average Canadian spends

107 MINUTES DAILY

on social media1

Canadians mobile web traffic has increased by

51%

1

VIDEO STATS

2

MARKETING

Video marketing is very effective in attracting more clients to your website and

Connecting with over

3,000

INSTAGRAM FOLLOWERS

listings.

Video increases organic traffic from search engines by

157%

The average visitor spends

88%

Connecting with over

14,250

more time on a website that contains video content.

FACEBOOK FOLLOWERS

Adding video to your website can increase your chances of a front page Google result by

More than

2.5X

53x

LINKEDIN FOLLOWERS Connecting with over

16,750

than the closest competitor

TWITTER FOLLOWERS LET'S GET SOCIAL

DID YOU KNOW? When Royal LePage launches a major media/PR release, you can leverage Royal LePage Social Shareables, a collection of branded posts and images, directly from our official Facebook and Twitter pages onto your own channels.

SUBSCRIBE Check out our YouTube channel to receive notifications for more great content.

facebook.com/royallepage twitter.com/royal_lepage linkedin.com/company/royal-lepage youtube.com/royallepagecanada instagram.com/royal_lepage pinterest.com/rlpcanada

1 slideshare.net/wearesocialsg/digital-in-2017-northern-america 2 theeword.co.uk/blog/the-rise-of-video-in-digital-marketing

2018 / royal lepage leading edge

35

PREFERRED SUPPLIERS

Gold Sponsors

Leverage our

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leaders in their respective industries to offer you exceptional products and services to support your business. Each preferred partner and supplier offers value that is unique and/ or exclusive to Royal LePage, in the form of reduced pricing and/or value-added benefits.*

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Now you qualify for a discount on a Share Everything plan from Rogers.

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With a Share EverythingTM plan, you’ll have the freedom to share data between family 2 members and devices, as well as unlimited Canada-wide talk and text and tech support directly from Rogers. You also have the flexibility to manage your account from any device, choose the Share EverythingTM plan that’s right for you and receive your 1. corporate discount on the primary line . But the discount is just the beginning.

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In addition to talk, text and data, you’ll get: Roam TM

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Watch live NHL® action from anywhere with a FREE 2017-18 Rogers NHL® LIVE™ subscription. 3

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Offers are available for a limited time and subject to change without notice. A Connection Fee of $25 per line applies to activate your service. Early cancellation fees apply. 1 Discount applies on Monthly Service Fee (MSF) of primary Individually Paid Line associated with an Eligible Plan. Rogers reserves the right to request proof of employment from each Individually Paid Employee at any time. Discount ends if customer ceases to be an employee of the company associated with the discount, cancels the Eligible Plan or become otherwise ineligible. Offer also available to existing customers on their current eligible term contract; a one-time Employee Pricing Fee of $50 applies. Existing customers with 6 months or less tenure on their term contracts are not eligible to receive this discount. 2 On Rogers Network or an Extended Coverage area. Coverage not available in all areas. Excluding calls through call forwarding, video calling or similar services. International long distance charges apply. Messaging includes unlimited Text/Picture/Video messages sent from Canada to Canadian wireless numbers and received texts from anywhere. Sent/received premium texts, sent international texts and sent/received messages while roaming extra. 3 Blackouts, standard data overage/roaming charges and other restrictions apply; visit rogers.com/nhl for blackout details. Season’s Pass subscription includes live access to all out-of-market games and all national Englishlanguage games, including all Stanley Cup® Playoffs games. Live access to national French-language games and live access to regional English- or French-language games from within the local team broadcast region requires a subscription to the broadcast channel airing the game with a participating TV provider. Visit rogers.com/terms for full terms and conditions. 4 Pay- Per-Use rate and subject to change without notice. Taxes extra. Fee charged per line in addition to plan monthly fee and applies for 24 hrs. from first use in eligible destination. Usage exceeding plan allotment charged as per plan. Visit rogers.com/roam for full terms and conditions and list of eligible destinations. 5 Services not provided by Rogers and subject to third-party terms and conditions. Available with eligible plans and (for Spotify service) to first-time Spotify Premium subscribers only. Once you subscribe, service will be free of monthly subscription fees for 6 months (starting the day plan is first activated), after which time access will automatically be billed at then-current rate. Regular monthly subscription fees (currently, Spotify Premium $9.99/month per user; Texture $9.99/month) plus applicable taxes will apply after initial period unless cancelled earlier. Changing to an ineligible plan or cancellation of your plan or account will end your access to these offers. Spotify Premium: up to 3 Spotify Premium subscriptions per account for Share Everything + plans with minimum 5 GB data (6 GB or more in Québec and Manitoba) for personal use within the same family. Data consumption: approx. 1 MB/min. for use of audio streaming and approx. 250 MB/magazine.. © 2017 Rogers Communications.

MARKETING

6 tips to deliver

exceptional value online

©iStock.com/satamedia

Does your website put clients first?

START YOUR FREE TRIAL

These key must-haves are all possible with a ClientClick website.

1 2 3 4 5 6

Mobile responsive

Today’s homebuyers are busy and always on the go. That’s why websites are more often viewed on mobile devices than on traditional computers. To meet the needs of today’s consumers, a mobileresponsive website is crucial to your business.

Provide value

By providing market insights to your clients and information on the home buying and selling process, you are seen as a source of real estate information. The best websites are educational and informative. Your website can include links to other websites and market resources, such as local real estate boards and your referral partners – mortgage brokers, contractors, legal professionals, stagers and movers, to name a few.

Easy to navigate

The most visited websites are easy to navigate and pleasing to the eye, with a logical structure for the various inner subpages.

Ideally, you’ll want the design of your website to encourage visitors to spend more time and explore your offerings.

Listings

Searching for up-to-date listings is the #1 reason clients will visit your website. You can make your website more robust by integrating not only your own listings, but those from your brokerage, royallepage.ca and competitor listings where these options are available.

Capture leads

Prospective clients will often visit an agent’s website as a first means of contact. Savvy agents use their website as a lead capture medium. User-friendly and easy-to-find ‘request more information’ and ‘contact me’ forms will drive the leads that supplement your repeat and referral business.

Social media integration

Integrating links to your social media channels will boost your website’s SEO and facilitate more interaction between you and those looking for real estate information.

my.rlpNetwork.com/clientclick 2018 / royal lepage leading edge

39

Be the best

of the best

Mark Faris: Royal LePage’s top producer in Canada

L

eading Edge Magazine interviewed top producer, Mark Faris, to gain insight into his #1 standing in the Royal LePage National Chairman’s Club; the national top 1 per cent of our network of 18,000 REALTORS®.

What led you to a career in real estate?

MF: I was a hockey player returning from a couple of seasons in Sweden and USA, looking to find my next team. At the time, my wife Joanna helped me to realize that hockey may not be my true passion. I knew I needed to move in a new direction. I had always loved real estate investing, and was obsessively looking at new listings (as so many of us are), so it was clear to me that a career in real estate was my future.

What do you like most about this business?

MF: I love to inspire others to believe in our dream, to transform the real estate industry and be the most trusted name in real estate. Getting the right people in the right positions on the team where they are inspired, growing and successful, is critical.

What parts of the job are the most challenging?

MF: Ensuring that we stay focused on our goals, not getting off track chasing every idea that comes along.

There are many large disruptor companies, both real estate and technology, and it is easy to get blown around if you don’t stay focussed.

40

royal lepage leading edge / 2018

Mark Faris: 35-year-old CEO & Broker of The Faris Team, operating in Simcoe County, Ontario.

What’s the best advice someone has ever given you?

What are the strategies that you've used to help you find success?

MF: In this business, things change so quickly. Talk to anyone on our team and they'll say that we are consistently adapting and finding better ways to work – complacency is not an option. We continually improve the systems we use, from CRMs to how we handle paperwork, to referrals and connecting with our past clients – all to generate new business. We are constantly striving to achieve success.

How do you select your team members?

MF: In addition to job simulations, personality testing and multiple interviews, we ask ourselves two questions of any REALTOR® we’re considering. First, how would they fit within our team culture. Second, would we hire this person to sell our home? The answers to those questions, help eliminate those who may not be the right fit.

Who makes the best sales people?

MF: Many people think that the best salespeople are the ones who are really good talkers. But the best salespeople typically are not the best talkers, rather, they are the best listeners.

to the Royal LePage Awards & Recognition program At Royal LePage, your hard work and achievements are well-recognized through an established awards and recognition program. For the 2017 award year, with the goal to broaden recognition of the excellence demonstrated by Royal LePage REALTORS® across Canada, new awards were added to the program:

A.E. LEPAGE, REALTOR® OF THE YEAR AWARD A prestigious award recognizing the best of the best of our network. A variety of criteria determines the winners, including: productivity, leadership, engagement with the Royal LePage brand, products and services, community involvement, and support of the Royal LePage Shelter Foundation.

ROYAL LEPAGE RED DIAMOND AWARD A production-based award recognizing Royal LePage REALTORS® who have earned $500,000 in closed and collected gross commission income (GCI).

What was the most defining moment in your life?

MF: As a gift, and as a defining moment, it was meeting and knowing that I was going to marry my wife, Joanna.

We met through church and I considered that meeting to be a gift. We’ve been married 11 years and have three wonderful boys together. She has been instrumental to the growth of our business.

The Faris Team is comprised of over 20 sales representatives, in-house administrative and marketing departments, with Mark as CEO and wife Joanna as President.

Contact Nelia Luis:

QUESTIONS

nelia@royallepage.ca my.rlpNetwork.com/awards Award & Recognition Guidelines

RISING STAR AWARD Recognizes the top ten agents, nationally, under the age of 35. Based on closed and collected GCI and closed units sold, in both team and individual categories.

ROOKIE OF THE YEAR AWARD Recognizing top-producing Royal LePage REALTORS®.

To be considered, the REALTOR® must have obtained his/her real estate license (for the first time) between November 15, 2016 and November 14, 2017 to qualify for 2018. The first 12 months of closed and collected GCI as well as closed units sold are used to determine winners.

2018 / royal lepage leading edge

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RECOGNITION & EVENTS

MF: To always stay humble. I'm a Christian and I believe as a leader you're there to serve your team.

By staying humble and being the best servant, you can become the best leader.

ENHANCEMENTS

SOAR HIGHER Watch video

2018

NATIONAL SALES CONFERENCE Halifax, Nova Scotia

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September 24-26, 2018

Register and join your fellow Royal LePagers in Halifax, to learn, network and be with the best REALTORS® in Canada.

REGISTER TODAY!

#rlpnsc

royallepageevents.ca