REP 3.03 by Key Media

PAUL BARON You can’t teach desire, says industry icon MARGIN OF ERROR Is 4.9% the real figure for foreign buyers? CAN HOMES MAKE YOU SICK? Air-quality testing could help your clients’ health

REPMAG.CA ISSUE 3.03 | $12.95

YOUNG GUNS 2017

MEET THE RISING STARS OF CANADA’S REAL ESTATE INDUSTRY

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ISSUE 3.03

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CONTENTS

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UPFRONT 04 Editorial

The positive side to uncertainty

06 Statistics

Toronto’s market takes a tumble

YOUNG GUNS

PEOPLE

AGENT PROFILE

Lacy Watson is moving ahead in leaps and bounds

2017

FEATURE

DONE DEAL

Downsizing the family home with compassion

What has been overlooked with the Fair Housing Plan?

60 Coaching

Richard Robbins shares 5 good reasons to be a Realtor

61 Strategy

Leading Real Estate Companies of the World on going global

PEOPLE

The highs and lows of Stephen Chow

64 Other life

Edmonton Realtor Aron Tranis Scraba saddles up to wind down

FEATURE

UNHEALTHY HOMES

Indoor air-quality evaluations help more than just your health

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12 Opinion

63 Career path

Century 21 Leading Edge’s Paul Baron shares his desire

Searching for the truth behind foreign ownership figures

Top 6 home inspection myths busted

We profile the young guns of real estate for 2017 – all with their own extraordinary success stories

10 News analysis

59 Strategy

100 AGENTS UNDER 35

INDUSTRY ICON

Should double-ending be prohibited?

FEATURES

SPECIAL REPORT

PEOPLE

08 Head to head

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UPFRONT

EDITORIAL

www.repmag.ca FALL 2O17 EDITORIAL

Bring on the uncertainty!

Writers Clay Jarvis Justin da Rosa Joe Rosengarten Libby Macdonald Copy Editor Jo Crichton

CONTRIBUTORS Samantha Gale

t has been a wild 12 months for Canadian real estate agents. At this time last year, a cold shower of reality hit the scorching Vancouver market, resulting in a disorienting fog that has yet to fully disperse. Toronto’s market charged ahead from last summer until the spring of 2017, when exorbitant prices and new regulations combined to bring sales in the GTA to a screeching halt. Gloomy economic and demographic news continues to haunt Atlantic Canada’s several buyer’s markets, while the unfilled promise of increased oil production remains a tantalizing fantasy for millions on the prairies. REP’s take on this increased uncertainty? More, please! When selling homes becomes too easy, standards start slipping. Complacency sets in, best practices are forgotten and ethics are smothered beneath bidding-warengorged commissions. A runaway market not only robs consumers of the time needed to make sound, confident decisions but also leaves a hole where agents once kept their standards. A tougher market forces agents to provide better service and arm themselves with deeper market knowledge, but this is also the best way for agents to get

A tougher market forces agents to provide better service and arm themselves with deeper market knowledge clients on side for the long term, win market share, and set up their businesses to expand fast next time the market picks up. Will some agents find it impossible to survive this new (ie normal) reality? Absolutely. But if they can only thrive in an atmosphere where houses sell themselves, what exactly is their value as Realtors? A market where everything sells within hours of being listed puts success as a Realtor too much down to chance and opportunism. A balanced market allows clients more opportunity to shop around, not just for the right property, but for the right agent. As Canada’s hottest markets cool, being the right agent for a client will require more insight, industry and integrity but will also reap great long-term rewards. Make sure you are one of those agents.

The team at Real Estate Professional

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ADVERTORIAL

Agent Easily Earns Over $3 Million in Commissions Each Year: What She Knows That You Don’t THE FIRST THING Sarah Reynolds-Oji did when she followed her mother Debbie into real estate was to search out a mentor and a system to help her shape their business. She’d seen her mother work hard for not enough money and knew there had to be a better way. This search led her to Craig Proctor and his Ultimate Real Estate Success System. Her decision to embrace Craig’s system, and to work hard to implement it, changed not only Sarah’s life, but the lives of many others as well. Building a team to manage the exponential growth they were experiencing, Sarah and Debbie’s results speak for themselves. Last year they achieved GCI (Gross Commission Income) of $3,219,532 representing a 61% increase for dollar growth of $1,221,532 over 2015. They donated $102,000 of their earnings to charities they support. In 2016, they also crossed the 100 million mark in closed production, ending at around 115 million closed. They’ve committed to closing $4.5 Million in GCI for 2017. Sarah is very clear about how she’s been able to achieve such staggering numbers. “We simply follow Craig’s system to

the letter. If you can copy, you will succeed with Craig’s system.” Real success in any business means not only healthy earnings, but also time off to enjoy life. The fact is, however, that most Canadian real estate agents sacrifice their entire lifestyle in pursuit of success and, ironically, instead of gaining more freedom, they become slaves to their real estate business. If you don’t have a real business system, you don’t really have a business at all. What you have instead is a “job”, and for many, it’s a really bad job: one that consumes your time, keeps you away from friends and family, and doesn’t pay enough. Even though you work so hard, it’s just so random. Some days you win. Some days you lose. The fact is that agents leave our industry in droves, not because they’re not great at working with clients, but rather because they don’t have enough clients to work with. They don’t have enough leads, they don’t find enough time to properly follow up and thus convert their leads, they don’t know exactly why they win or lose a listing. Even though they work very hard, too much is left to chance. Trying to “do it all” without a

Learn More About Millionaire Agents Like Sarah at ProctorSystem.com by Sarah Reynolds-Oji

I know what we do is stressful at times, but THIS right here is why I do what I do! By helping me to be as successful as I am, you’ve given me the opportunity to help others. As you know, the incredible success I’ve had using the system you shared with me led to me building an awesome team of agents, so I’ve been able to share my success with many other agents who now work on my team. Keep up the amazing work. Seeing

Thanks to you and your amazing system, Craig, we are in the midst of the largest month we have ever had. Closing $715k in GCI this month - amazingly crazy!!!! But the best part of this month and week isn’t that. It’s what happened to me one day this week. My top agent came in my of- “But the best part of this month isn’t fice and said, “I have to hug you the $715k in GCI I earned. It’s what because you have made some- happened to me one day this week.” thing possible, I never thought so many of my fellow Craig Proctor Syswas possible!” He has NETTED $102k so tem members dominate their markets, far this year. He is from Serbia (3rd world refuse to fail, problem solve when times country), and his family had no car. They get tough, and create amazing teams, were walking everywhere and barely makinspires me!!! :) Craig, thank you for all ing ends meet. He just sent them cash to you do!!! buy a car.

MILLIONAIRE AGENT-MAKER DISCOVERY DAY: Responsible for the Biggest Success Stories in the Industry

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clear understanding of what works and what doesn’t ultimately sows the seeds of failure for many. A profitable and “real” business MUST be based on solid systems. In real estate, that means a system to generate leads, a system to convert those leads, and a system to convert qualified prospects into paying clients. Every successful business in the world, from McDonalds to Amazon to FedEx, is based on proven and duplicatable “systems”, and the agents who achieve mega success in our industry, like Sarah Reynolds-Oji, have done so on the strength of solid, proven, efficient business systems. Not only is Craig Proctor’s real estate system responsible for more Millionaire Agents than any other coach or trainer, but Proctor was a highly successful AGENT himself for more than 20 years right here in Canada. As you may know, he was twice named the #1 RE/MAX agent in the world and was in the top 10 for RE/MAX International for 15 years. In fact, for 6 years straight, no one listed or sold more homes in the Greater Toronto Area than Proctor did. (Source: TREB Statistics). No one in Canada has sold more homes than Proctor has, and by sharing the system he used to achieve his own success, he’s been able to help over 30,000 agents worldwide to transform their real estate jobs into highly lucrative real estate businesses that don’t come at the expense of high lifestyle costs. If you do not have a clear, detailed business system (key word, system) that you are using to move methodically to your goals…a plan you could show a banker or investor or new partner or key associate… a plan you have reasoned, complete confidence in, then why wouldn’t you examine Proctor’s Ultimate Real Estate Success System – for free? For a limited time, you can have a “sneak peek” at what your real estate business could look like by attending Proctor’s upcoming Free Discovery Day (see MillionaireAgentStrategies.com for details). Yes, Craig Proctor will openly share with you how he became Canada’s top agent. Learn from a real doer, not a talker. Craig will share “real Canadian real estate strategies” with you that actually work. No theory, ideas or motivational hype. At this 3 hour meeting Craig Proctor will spill the beans and share with you exactly what to do and what it takes to be a Super-Successful Real Estate agent in Canada. For more information, visit: MillionaireAgentStrategies.com

UPFRONT

STATISTICS

Toronto takes a tumble

THE CITY SUFFERS As Toronto activity takes a slide, benchmark prices show a steep reduction from the month before in regions across the city.

In Hogtown, the white hot market has cooled in a hurry

ON THE heels of the Ontario government's Fair Housing Plan, the nation's hottest market has cooled in a pattern that recalls the fallout of similar measures imposed in Vancouver in 2016. As the previously white-hot Toronto market experiences rapid cooling, spooked buyers are holding back to see which way to jump. In July 2017, sales activity showed a year-over-year decrease of more than 40%.

40.4%

Decrease in number of sales in July 2017 relative to July 2016 *composite benchmark price across TREB

34%

Decline in sales in the 416 area in July 2017 compared to the year before

TREB Total

$810,700 $773,000

For industry professionals in a city that experienced a record high sales as recently as March, the characteristics that now typify Toronto’s market are upticks in listings and falling prices. By one metric, real estate prices in the city are estimated to be falling at a rate of $2,100 every 24 hours, and much of that is hemorrhaging from the areas concentrated in the centre of the city, where inventory is typically low and prices high.

65.3%

Increase in active listings relative to the same time the year before as of July 2017

Halton Region

$888,300 $826,400

$37,700

Legend

Month-over-month decrease in benchmark price in Toronto in July 2017

July 2017

June 2017

Source: Market Watch, Toronto Real Estate Board, July 2017

ACTIVITY DIPS…

…AS DO PRICES

The market saw considerably more action at this time last year than it did in 2017. The almost 10,000 transactions in July 2016 dwarfs the 6,000 seen in July 2017.

Toronto’s average price (composite) has exhibited a precipitous drop-off after years of dizzying gains. After April’s peak, subsequent months have seen a marked reversal of fortune for Ontario’s real estate hotspot. $1,000,000

$746,915

$793,915

$863,910

$919,614

$916,567

$770,745

$730,472

$776,684

$762,975

$755,755

$400,000

5,921

$710,410

$600,000

$875,983

$800,000

9,929

$200,000

2,000 Juy 2016

4,000

6,000

8,000

10,000

12,000

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Aug 16 Sept 16 Oct 16 Nov 16 Dec 16 Jan 17 Feb 17 Mar 17 Apr 17 May 17 Jun 17 Jul 17

July 2017 Source: Market Watch, Toronto Real Estate Board, July 2017

Source: Market Watch, Toronto Real Estate Board, July 2017

Peel Region

Georgina

York Region

$1,017,500 $946,000

$715,400 $689,500

Caledon

Uxbridge

1 2

King

$610,500 $577,300

Scugog

WhitchurchStouffville

3 Vaughan

Durham Region

Durham

East Gwillimbury

York

Peel

Brock

Pickering

Markham

Whitby

Oshawa Clarington

Ajax

Brampton Halton Hills

City of Toronto

Halton Mississauga Milton

City of Toronto

1 Newmarket 2 Aurora 3 Richmond Ville

Oakville Burlington

$829,500 $807,800 Source: Market Watch, Toronto Real Estate Board, July 2017 and June 2017

INVENTORY ACCUMULATES

REVERSAL OF FORTUNE

The measure calculating the number of months of available inventory stood, as of July, at several times the level recorded earlier in the year when the supply of available property was much lower due to rocketing activity.

The average selling price for all home types combined in July 2017 came to $746,218. This constitutes only a 5% increase on a year early – a tiny increase by recent standards.

3.5 3.0

$710,471

2.5 2.0

3.16

1.5 1.0 0.5 0

$746,218

2.46 1.83 1.03 Jan

0.67

0.66

Feb

Mar

1.11 0 Apr

May

Jun

July

Source: Royal LePage Signature Realtor, using stats from the TREB board

$150,000 Juy 2016

$300,000

$450,000

$600,000

$750,000

$900,000

July 2017 Source: Market Watch, Toronto Real Estate Board, July 2017

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UPFRONT

HEAD TO HEAD

Should the practice of double-ending be prohibited? Deals in which one agent represents both sides could become a thing of the past

Brian Rushton Executive vice president CENTURY 21 Canada

As a corporate franchisor, there is no easy answer to this! In a major metropolitan area, regulation against double-ending could make sense. But many of our franchisors are in small and rural communities, and those agents rely on doubleenders to enhance their business. Any regulation needs to be flexible enough to take both those audiences into consideration. In the end, each individual provincial regulator will need to make the decision that suits their population the best.

Tim Mangat

Tina Mak

Agent CIR Realty

Real estate agent Coldwell Banker Westburn Realty

In Alberta, the practice of double-ending should be prohibited unless the arrangement is between family members or another agent cannot be obtained within a reasonable time. Currently every buyer and seller reviews and signs a consumer relationship guide that covers double-ending, which states the Realtor will provide “undivided loyalty,” “confidentiality,” and “full disclosure” to the client. The Realtor has private knowledge of buyer and seller’s information and thus the capacity to manipulate the purchase in ways that may not be in the best interest of buyer or seller. Therefore, I support banning the practice of double-ending.

Real estate agents are often stereotyped as greedy and unethical; double-ending is part of the reason for this. I very much support an end to that practice, with the following exemptions with full disclosure: 1. Smaller market 2. Specialty Realtors 3. Different agents from the same brokerage representing buyer and seller in a transaction Our job isn’t to be loyal; it’s to help two parties agree on a transaction they both deem to be fair and reasonable. The board should work harder to educate the public about the dangers of pressuring Realtors into reducing their commissions.

BOTH SIDES NOW Ontario professionals could be in for a shock as the province appears to be gearing up to ban the practice of double-ending as a consequence of increased industry scrutiny. The proposal falls under the promise to review the rules governing real estate agents in the name of ensuring consumers’ interests are properly represented, one part of the 16-point housing plan announced by the provincial government earlier this year. As one government discussion paper asserted, the competing interests of buyer and seller are not easily reconciled: “The seller will want the highest possible price and most favourable terms they can get, and the buyer will want to pay the lowest price or negotiate the most favourable terms possible. These competing interests may make it challenging for registrants involved in these types of transactions to meet their obligations to their clients or to be able to advocate effectively on behalf of either party.’

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UPFRONT

NEWS ANALYSIS

Margin of error Thousands of eyebrows were raised when TREB announced that foreign buyers account for fewer than 5% of purchases in the GTA. The figure itself has been questioned, as have TREB’s methods in determining it 4.9%. It is a number that has been bandied about in real estate circles since the Toronto Real Estate Board announced in January that only that proportion of transactions in the Greater Toronto Area involve foreign buyers. This 4.9% was the number seen in articles in Macleans, the Toronto Star and on a number of televised news reports that questioned the wisdom of Ontario’s Fair Housing Plan and its key provision of a foreign buyers’ tax. If only 4.9% of buyers were non-residents, many argued, how could such a tax put the brakes on Toronto’s runaway housing market? The media happily latched on to the number, which TREB featured in a number of news releases, assuming it was the kind of hard, empirical data that the organization is both known for and continually urging the provincial government to rely upon. But agents across the GTA have taken issue

fact,” says John Pasalis, owner/broker of Realosophy Realty, “because their estimate was not a fact. It was just a best guess.” Pasalis says TREB may not have dropped the ball in presenting its results as hard data, but adds that the biases inherent in surveys make the results of this particular one even more questionable. “A real estage agent whose clients are disproportionately non-resident and is worried about a tax, why are they going to fill that out?” he says. One agent, disappointed with how the survey was conducted, and even more so with how widely its results were reported, was Beverley Varcoe of Royal LePage Your Community Realty. “This 4.9% came up widely quoted by people who did not understand and had not done more research in collecting the information,” she says. Varcoe, who has worked the Durham market

“This 4.9% came up ... by people who did not understand and had not done more research in collecting the information” Beverley Varcoe, Royal LePage Your Community Realty with the figure, the result of a voluntary survey conducted by Ipsos and completed by fewer than 10% of TREB’s members, as well as the wisdom of presenting as fact a number whose accuracy seems easily doubted. “I think it’s irresponsible to talk about it as a

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for 30 years, says the results of TREB’s survey do not square with her own findings, compiled over a 16-month period starting in 2016 and featuring recent census data and information on foreign money transfers coming into Canada. Varcoe also scoured the MLS, looking at

transactions in Newmarket and Aurora, finding time and again that most local transactions were not being conducted by local agents. (In February of 2017, out of 101 sales in Aurora, only two Aurora agents sold a house to a buyer.) She found an alarming number of sixand seven-figure homes being left vacant or unrented, buyers snapping up multiple homes in new housing developments and a striking number of offers being put in – without a viewing – that featured multiple occurrences of the number 8 – $788,800, $798,888, $888,000, $988,888. “Why are the local agents all using 8s?” Varcoe asks. “Because they know that’s the Chinese lucky number. So all the listings are coming out with 8s. Every listing on here. The boots on the ground people are telling you where the money’s coming from.” Varcoe’s deep dive into the available

FOREIGN BUYER ACTIVITY IN THE GTA

Greater Golden Horseshoe

Greater Toronto

In July, the Government of Ontario released its first dataset around foreign ownership in the Greater Golden Horseshoe. While the overall involvement of foreign buyers during the period of study (April 24 to May 26) appears relatively low, certain parts of the GTA are seeing decidedly more foreign money change hands.

statistics poses as many questions as it answers – there are tantalizing assumptions but no smoking guns – yet she still wonders why her research appears on the surface to be more exacting than TREB’s.

impact demand and/or membership dues – but Jason Mercer, director of market analysis for TREB, disagrees, saying the group’s research was aimed solely at generating empirical evidence where none existed.

“When we’re doing these surveys, it’s not something we do on an ad hoc basis. We’re hiring a reputable third party” Jason Mercer, Toronto Real Estate Board “That’s a question I’ve had that nobody’s answered,” she says. Both Varcoe and Pasalis speculate that the organization may have its own reasons for standing by its 4.9% number – neither see TREB coming out against measures that could

“Until we undertook our survey, there was no level of government that was able to provide any empirical evidence one way or the other that pointed to the level of foreign buyer activity in the Toronto area,” Mercer says. As to the methodology used in the survey,

Region

Percentage of transactions involving foreign buyers

Durham

2.1

Halton

3.7

Peel

3.8

Simcoe

0.9

Toronto

7.2

York

9.1

Niagara South/North

2.6

Waterloo

3.0

Wellington

2.3

Wentworth

1.7

Mercer stands by that used by Ipsos, saying the company leveraged “the appropriate, accepted methodology” that resulted in a margin of error of plus or minus 2%. “When we’re doing these surveys, it’s not something we’re doing on an ad hoc basis. We’re hiring a reputable third party to undertake it,” he says, adding that the sample size of 3,500 agents was large enough for Ipsos to guarantee its margin of error. Despite the contention over the 4.9% figure, TREB’s survey result is holding up to scrutiny. When the Ontario government released its own findings covering the GTA from April 24 to May 26 of this year, foreign buyer activity was pegged at 6.2%, putting it well within the range of the survey’s margin of error. “I know there’s some pushback on that number – people suggesting it should be much higher and what have you,” says Mercer. “Essentially we’re in the same ballpark.” REP

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UPFRONT

OPINION

GOT AN OPINION THAT COUNTS? Email repmag@kmimedia.ca

Supply-side blindspot The ‘Fair Housing Plan’ aims to bring affordability back to the GTA but has overlooked something crucial, writes Christopher Alexander

‘HOW FAR will Toronto home prices soar? (If you have to ask, you can’t afford it)’ blared one national headline at the close of the first quarter of 2017, during which time the Greater Toronto Area (GTA) housing market saw unprecedented price appreciation. As the dream of home ownership slid further and further away from reality for many potential home buyers in the GTA, the Ontario government stepped in and on April 20 unveiled their ‘Fair Housing Plan.’ Almost four months on from the introduction of the 16-point plan, average home prices in the GTA continue to fall and in early August, the Toronto Real Estate Board (TREB) announced the average price for all residential property types in the GTA in July was $746,218. This was a decrease of 19% compared to April of this year when the market peaked. At the same time, however, the average price of a condominium rose to over $500,000 for the first time in Toronto’s history and sales for all segments under $500,000 are down overall since the first quarter of 2017. Additionally, recent quarterly analysis from RE/MAX found that almost 40% of the GTA saw price appreciation during the second quarter of 2017 compared to the first quarter, and some neighbourhoods even saw price increases in the double digits. This raises the question, has the ‘Fair Housing Plan’ actually brought greater fairness to the marketplace for the average consumer? After meeting on April 18 with federal Minister of Finance Bill Morneau and Toronto Mayor John Tory, Ontario Minister

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of Finance Charles Sousa stressed that the provincial government would do extensive research and data mining to determine what measures should be undertaken to curb steep price growth in the first quarter and make affordable housing a reality. The 16-point plan was hastily announced only two days after this declaration of dedication to extensive research and did not adequately address the fundamental problem facing the GTA market: lack of supply.

government of BC in 2016. However, a key difference between the tax levied in Vancouver and the one brought in under the ‘Fair Housing Plan,’ is that the Ontario government allowed non-residents that either live in Canada or go to school in Canada to be exempt from the tax. Based on the experiences of RE/MAX brokers and agents, this exempts many of the foreign buyers that would otherwise be subject to the tax. On top of this, the demand side tax ignored the fact that foreign buyers only make up 4.7% of the market (by the government’s own calculation) compared to the 11% seen in Vancouver at the time of implementation of their tax. In short, the tax will do little to bring supply and demand into equilibrium in the long term. As for the decrease in activity discernible immediately following the plan’s implementation: many potential buyers are choosing to sit on the sidelines and wait to see where the market lands in the immediate future, and the true indication of the market and buyer activity will show as soon as price declines start to slow and the market shows signs of picking up again.

The 16-point plan ... did not adequately address the fundamental problem facing the GTA market: lack of supply While there remains room for new housing starts in the condo sector, new development projects for single-family detached homes are currently at an all-time low. As demand for this property type remains strongest and land in the GTA scarce, low inventory in this segment of the market will continue to drive prices higher in the long term. The cooling of activity and price increases in the short term are largely due to a psychological reaction from consumers who were forced to adapt to swift and unexpected government intervention, rather than the impact of truly effective policy making. Rather than addressing the issue of supply directly, the Ontario government looked to tackle demand, in part through the introduction of a 15% foreign speculators tax similar to the one introduced by the

The intentions of the ‘Fair Housing Plan’ were undoubtedly good as there is no denying that market conditions during the first quarter were becoming dangerously unhealthy. But while the GTA market has cooled as a whole recently and may continue to do so for the foreseeable future, the ‘Fair Housing Plan’ has not addressed the fundamental issue of supply facing the market. Until policy designed to meet the issue of supply head-on is introduced, it should be assumed that affordability concerns in the GTA will continue to persist in the long term. REP

Christopher Alexander is regional director of RE/MAX INTEGRA Ontario-Atlantic Canada, and is responsible for all areas of day-to-day operations including franchise management.

“

UPFRONT

Tripled My Business in 3 Years

OPINION

From Assistant to Top Agent in 5 Years CA S E S T U DY Kate Miller North Vancouver, BC Top 10% of REALTORS® in Greater Vancouver 2015, 2016 Licensed in 2011, Kate Miller began her career as a real estate assistant and within a year, ventured out on her own. Kate joined RRI Coaching in 2014, and in just 3 years, she’s been featured as one of the Top 100 REALTORS® in Canada under 35 and is on track to triple her business in the highly competitive market of North Vancouver. The Challenge In 2014, “I was floundering,” Kate recalls, “working deal to deal without certainty. I got into real estate because I like working with people, but that didn’t mean I knew how to structure a business.” The RRI Solution After discovering the power of tracking her business in coaching, Kate honed in on delivering value and building her sphere through business networking. Kate soon became the go-to agent for a powerhouse networking group that continues to grow. “The other part to coaching is ideas and the ability to talk through a specific challenge,” Kate mentions. “RRI coaches pull from other RRI coaches to find fresh ideas so I can choose what feels natural and works for me to keep progressing.” The Results

$ Joined RRI

$ $ $

430K

569K

2015

200% Increase in Revenu e

200K 2014

600K

2016

2017

ALL NEW!

Where Canada’s top real estate agents go to learn. MASTE R S ACADEMY REAL ESTATE CONFERENCE

Nov. 27 & 28, 2017 Universal EventSpace Vaughan (North Toronto), ON

TICKE TS & INFO: richardrobbins.com Toll Free: 1.800.298.9587

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PEOPLE

INDUSTRY ICON

YOU CAN’T TEACH DESIRE Paul Baron has spent the past 18 years building Century 21 Leading Edge into one of the company’s most powerful franchises

FARM KIDS tend to make great Realtors. For Paul Baron, owner of Century 21 Leading Edge, the get up early/nose to the grindstone philosophy of his cattle farming father left an indelible impression on him. “He was a bit of a perfectionist, too – the idea that you need to do everything the best that you can. Then, if a little thing goes wrong, it’s not so bad,” Baron says. “But if you look at the way a lot of people go about things, they constantly do it half-heartedly or half-assed and at the end of the day you have a mess.” When Baron started selling real estate, armed with a business management diploma from Mohawk College and his experience as the manager of a textile factory, there was nothing half-hearted about him. At 22, Baron already exhibited a combination of business savvy, sales finesse and an unstoppable work ethic. He took full advantage of the limitless nature of selling real estate, earning $150,000 – keep in mind those were 1984 dollars – in his first year. “I thought I was going to retire at 35!” Baron says. “It didn’t quite work out that way.”

From seller to owner… For seven years, Baron continued putting up extraordinary numbers for the now defunct

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Family Trust. He survived the Toronto housing crash that raised its hideous head in 1989 – although his own 12-property portfolio took a severe beating and had to be liquidated – and remained one of the city’s top young Realtors while thousands of his competitors ran for the hills.

“Your thought is that, as a real estate agent, if you own the office you’re going to have this balanced life because you’re not out there selling at all hours,” he says. “That was my hallucination.” Baron admits his naïveté around the staggering amount of overhead the brokerage would require led to a gruelling

To keep his new business alive, Baron had to manage every aspect during the day while selling late into the night. “I never worked harder in my life than in the first three years of the brokerage” In 1993, Sutton Group approached Baron with an offer to join the company as an agent. Baron, intrigued by the company’s business model, upped the ante and bought a franchise. He saw in Sutton Group an opportunity to both lead by example and put his management skills to better, more profitable, use. At the age of 33, and with the market still a shadow of what it had been a few years before, Baron was in for a rude awakening.

schedule. To keep his new business alive, Baron had to manage every aspect of the brokerage during the day, including building maintenance, while selling late into the night. “I never worked harder in my life than in the first three years of the brokerage ,” he says. Baron knew that the profitability of his brokerage hinged on growth – enough agents producing enough revenue. After five years, he had brought 100 agents into the Sutton Group fold, but his earnings were coming

PROFILE Name: Paul Baron Title: Owner/Broker of Record Company: Century 21 Leading Edge Realty Fast fact: After doubling his agent count in his first year as a Century 21 franchise owner, Paul Baron has continued to amass a veritable army of Realtors. Leading Edgeâ&#x20AC;&#x2122;s 17 offices now employ approximately 740 agents across the GTA.

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PEOPLE

INDUSTRY ICON

in far below expectations. For a former top-producing Realtor driven by a desire for growth, the situation was untenable. It was time to shake things up.

…and from owner to legend In 1999, after conducting extensive market research and interviewing each of the Big Three real estate companies, Baron rebranded his franchise as Century 21 Leading Edge. While Baron has felt no ill will toward Sutton Group, he says its low-cost, low-margin

management team, who help implement the company’s bulletproof systems. “If you don’t have the right team, you can’t build a successful business,” Baron says. “So a big part of our accelerated growth over the last five to ten years has been about bringing the right management team on, the right partners, in order to be able to multiply the effect of what we’re doing.” Baron also credits Century 21’s “bottom up” philosophy of investing in agents and listings rather than promoting the company’s overall brand.

Baron views his agents as his customers; by helping them build their businesses he has been able to recruit or develop some of the world’s most successful Realtors framework was limiting his ability to attract the right talent. “My view was, I can’t get more money unless I provide more value. Part of switching over to a new brand was to provide more value and thereby allow me to get a greater return per agent,” he says. Providing optimal value has been the key to 18 years and counting of astounding growth at Leading Edge. Baron views his agents as his customers; by helping them build their businesses he has been able to recruit or develop some of the world’s most successful Realtors – Ken Yeung, Sylvia Morris, Stephen Tar, John Procenko and the sadly departed Sylvia Houghten. But Baron is quick to share the praise that comes Leading Edge’s way. A large part of his agents’ success is due to the company’s in-house training, which is delivered by a number of coaching industry titans, including Richard Robbins, Rob Vivian and Kathleen Black. Baron also points to the strength of his

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“It was that philosophy that I liked about them – not banging our chest at the top of the hill, but promoting the actual listings that we’re trying to sell and promoting the agents who work for us and helping them to achieve more.” When asked what makes a Century 21 Leading Edge agent, Baron says it’s an individual who shares his desire – for constant improvement, for ever-increasing success – one who is never satisfied with what they achieved today. “Unfortunately,” Baron says, “the one thing you can’t teach is desire.” For agents thinking of following in his footsteps and becoming an owner themselves, Baron, unsurprisingly, provides the advice one would expect from a man who has kept one eye on the bottom line for more than 30 years. “Running a big team is the highest return without a lot of overhead,” he says. “I would strongly encourage people to do that first.” REP

PAUL BARON: IN HIS OWN WORDS

On his third year as an owner: “It was the worst possible cash flow time – and that’s when people stopped asking us about our stability!”

On young agents who think homes will sell themselves: “It’s very difficult for people who think that it’s easy.”

On whether or not he misses selling real estate: “I love what I do. My success comes if I can help more people be successful in selling real estate. That’s something that really drives me.”

On adjusting his expectations: “My perception was that I just get another 100 agents and I’m all set. What I didn’t understand about the business is that there’s a lot of people who do very little.”

On Leading Edge being one of Century 21’s top contributors to Easterseals: “It’s a complete company-wide effort and we’re very proud of that.”

Lead the way. Earn your PSA. Take the guesswork out of pricing homes.

Whether you’ve been a REALTOR® for years or just listed your first house, it’s essential to price homes accurately. Now is the time to master this essential skill by becoming a Pricing Strategy Advisor (PSA). This certification will make you an invaluable resource for your clients by: • Creating Comparative Market Analyses (CMAs) • Working with appraisers • Using the latest technology • Addressing home pricing misperceptions Determine a home pricing strategy with confidence. Learn the skills that result in accurate prices.

Learn more at PricingStrategyAdvisor.org.

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FEATURES

DONE DEAL

A delicate dance A luxury sale in one of Toronto’s toniest neighbourhoods touched on a number of issues facing the industry. Compassionate downsizing, a recently shaken-up market, evolving strategies – this Forest Hill deal had a little bit of everything

IN MAY 2017, Paul Maranger of Sotheby’s International Realty found himself representing a client whose situation should be of interest to any agent looking toward the next several years in a rapidly aging Canada. Maranger’s client, a highly sophisticated widower in his mid-80s still working part time in the legal world, had reached the point where downsizing had become inevitable. The Forest Hill property he had shared with his late wife for 35 years, a magnificent Georgian period home on a 50 x 150ft lot, would need to be sold. Maranger, who has specialized in selling luxury properties for his entire career, looked forward to the opportunity to help his aging client. “I get great satisfaction working with seniors. I find them fascinating. What you can

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learn from them is incredible,” Maranger says. “A large house can be a massive emotional burden, particularly if [the clients] vacation or winter down south – not to mention the cost – so to see them get into a new space that’s more freeing for them is a real joy.” That joy, however, would have to wait. Maranger’s client had decided to list his home at a precarious time: a few weeks after the announcement of the Ontario Fair Housing Plan, which immediately tapped the brakes of a runaway Toronto housing market. The key for completing the sale and securing an offer acceptably close to the client’s $4m asking price would be finding and marketing to the right buyer. The home’s location in Forest Hill, one of Toronto’s most prestigious and sought-after

neighborhoods, ensured there would be plenty of interest. But the majority of recent demand has been from developers and families looking not for a home in which to build their own memories, but for land on which to build their own dream properties. Maranger was unsure if his client would be comfortable one day driving past his old home and seeing bulldozers in the front yard. “I had previously assumed that people who have lived in their home for many wonderful years want another family to have the same enjoyment,” says Maranger. “Not true. My own mother-in-law taught me that last year because she wanted her home to be torn down as the home had her family memories. Those memories were hers.” A frank conversation with the owner clarified the transaction for Maranger. With the financial outcome the most important aspect of the sale, he asked his client how comfortable he would be if the home was marketed specifically to families who wish to build and builders themselves, which would likely generate the highest sale price. Knowing his home would most certainly be demolished, the owner agreed, although with the caveat that he preferred to sell to a family. “It’s more important to have a direct awkward conversation with the seller about having a plan upfront of who the ideal buyer is, creating a demographic profile and really honing your message to attract that person. That way you’re doing the best work for that client,” Maranger says. In enticing the right buyer, Maranger would make a concentrated effort to respect his client’s property and the memories it contained. “The messaging has to be very, very tailored. In a situation like that, it’s a delicate dance

in terms of your wording,” he says. “We’ve successfully used in the past the terminology, ‘Bring your builder, architect and interior designer to the showing.’ That’s a very light way of telling a potential buyer that this is not move-in condition.” Maranger also avoided phrases such as ‘land value only’ and ‘tear this down and build.’ “That type of wording, in my opinion, is very insensitive to the clients,” he says. “It is the clients’ home. They’ve had decades of love, laughter, dinners, memories there. It is not necessarily going to attract the right audience. There needs to be a level of empathy.” With the marketing efforts underway and generating interest, Maranger then had to address another of his client’s concerns – one he says is common to many elderly clients – a disdain for open houses. “Many seniors are nervous about ‘strangers’ coming into their home,” he says. “They are looking for protection and to vet prospective buyers. They want you there for showings.” Maranger says Ontario agents are often prickly about having the listing agent present for showings, worried about their clients either being poached or lured into a hard-sell situation. But Maranger feels the listing agent’s presence, especially in the case of an elderly seller, can help mitigate the invasive nature of a showing. “We’re there to help, we’re not there to latch on to their showing. They can find us if they

QUICK LOOK

LOCATION Forest Hill, ON

DOM 16

LISTING DATE May 9, 2017

LISTING PRICE $3,995,000

SOLD DATE MAY 25, 2017

SOLD PRICE $3,850,000

STYLE Georgian period centre hall home

BEDROOMS 5

BATHS 3.5

CANADA’S LUXURY MARKET: JAN–JUN 2017 VS JAN–JUN 2016 Vancouver

Calgary

Toronto

Montreal

Condo sales ($1–2 million)

-6.0%

-33.3%

+114.0%

+57.1%

Average DOM

+46.9%

-55.7%

+0.0%

-40.9%

SFH sales ($1–2 million)

-21.2%

+72.7%

+29.1%

+14.7%

Average DOM

+93.8%

+15.4%

+6.7%

-8.1%

SFH sales ($2–4 million)

-37.8%

N/A

+49.1%

+15.2%

Average DOM

+47.6%

N/A

-29.6%

-31.2%

have questions and what not, but we’re there to make sure the house is properly secured after the showing.” Over the course of 12 showings, Maranger and his client fielded five offers. Three were from builders who, looking for the highest ROI, submitted bids the owner rejected. He eventually agreed to an offer by a family with two young children who plan to build on the lot and were willing to negotiate a four-month lease back to the seller as part of the deal. When assisting seniors with downsizing, Maranger says agents need to be prepared to help them offload their many belongings. “This may be the number one thing that causes gridlock in their lives,” he says. “They are overwhelmed with the process of disposing of their possessions, their memories. This is an area where we as agents provide tremendous value.” Maranger introduced the seller to Moving On, whose wide range of services included finding buyers for his client’s considerable book collection, making the eventual move into his new condo that much easier. While this particular sale did not involve any high drama, Maranger found himself guiding a client through a newly unpredictable market, something he feels agents who began working the GTA market in recent years have yet to experience. In a city where sales occur in a few days, a property that stays on the market for more than two weeks has been almost unheard of. “To be working for several weeks on something is an exercise in patience. I think our role as a Realtor is being patient, having more frequent direct communication and being there.” REP

Sources: Statistics provided by Sotheby’s International Real Estate’s Top-Tier Real Estate Report, released July 2017

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FEATURES

SPECIAL REPORT: YOUNG GUNS 2017

YOUNG GUNS 2017 If the future is bright, the present is blinding. REP found 100 agents, all 35 years of age or younger, whose extraordinary success has established each one as a force to be reckoned with in the world of real estate

IF YOU are a real estate agent in a country with a population of over 30 million, there should be more than enough business to go around; yet the majority of Realtors leave the industry within two years of becoming licensed. Consistent, long-term success is the goal, but it eludes almost everyone. That’s what makes this year’s crop of Young Guns such a special group. These 100 agents, all 35 years of age or younger, have each already moved more real estate than most agents manage to sell in an entire career. It is a stunning accomplishment – a testament to hard work, innovation and self-improvement – one that becomes even more striking when one considers

that some of these agents have only been selling for three or four years, while others are putting up enviable numbers in small or correcting markets. Faced with this bounty of talented youth, it’s tempting to fantasize about the future of the industry. But the future is just a concept. The present, like the thousands of homes these agents have already helped sell to the right clients, is real. These are the agents of now, some of today’s best, and regardless of what happens to them, their businesses or the industry in the coming years, they deserve our praise. Congratulations, Young Guns of 2017. Keep up the excellent work.

SPONSOR PROFILE RE/MAX Infinite is a thriving, diverse brokerage growing in numbers year after year. We adhere to the premise that our agents are our clients. We are committed to ensuring that they receive consistent, excellent service and support at every level, from our broker of record, Levon Nazarian, who makes himself available to all agents whenever they have a question or require help with their deals, to a IN I N I T E top-notch administrative staff that are among the best in the business – knowledgeable, friendly and always willing to go above and beyond to assist our agents with all of their business needs. The RE/MAX Infinite team is family. We have developed a strong sense of community and we are very proud of the dedicated, supportive and selfless environment within our brokerage. We aim to improve our business with the latest tools and technologies available, with a strong emphasis on continuing education and awareness. Weekly meetings to discuss the latest developments in the industry, as well as technical tutorials and occasional guest speakers, serve to equip not only new agents but seasoned, top producers with everything they need to develop and grow their business. We are currently in the process of opening a new 20,000sqft facility in York Region that will incorporate many essential services. We believe that the new office will transform the way that our agents conduct their business and will allow for more well-rounded service for all of our clients. BROKERAGE, INDEPENDENTLY OWNED AND OPERATED

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2017 YOUNG GUNS LAST NAME

FIRST NAME

BROKERAGE

LOCATION

PAGE

LAST NAME

FIRST NAME

BROKERAGE

LOCATION

PAGE

Abromaitis

Troy

Bucci Property Group

Vancouver, BC

Langille

Darren

Redline Real Estate

Calgary, AB

Ackerman

Shayla

Royal LePage Regina Realty

Regina, SK

LeBlanc

Jeff

Century 21 Bamber Realty

Calgary, AB

—

Assad

Amy

Royal LePage Heritage

Westmount, QC

—

Lee

Matt

Royal LePage ProAlliance Realty

Kingston, ON

Bachman

Max

Century 21 Bachman and Associates

Winnipeg, MB

McGuire

Natalie

Royal LePage Team Realty

Manotick, ON

Ballam

Ally

Royal LePage Sterling Realty

Port Moody, BC

—

Medve

Tasha

Royal LePage Coast Capital Realty

Victoria, BC

Barros

Ricardo

RE/MAX Plus-City Team

Toronto, ON

—

Metallo

Frank

RE/MAX Premier

Woodbridge, ON

—

Barry

Kevin

StreetCity Realty

London, ON

Mezini

Eugene

Royal LePage Real Estate Professionals

Toronto, ON

Basden

Johnatan

Royal LePage Real Estate Professionals

Vaughan, ON

Mills

Adam

Royal LePage Team Realty

Ottawa, ON

Benedict

Johnathon

Royal LePage Atlantic

Halifax, NS

Moghadam

Iman

RE/MAX Masters Realty

North Vancouver, BC

Bien

Trung

RE/MAX Real Estate (Central)

Calgary, AB

Moore

Rob

RE/MAX Realty Specialists

St. John’s, NL

Boschman

James

Royal LePage Prime Real Estate

Winnipeg, MB

Mortimer

Catherine

Harvey Kalles Real Estate

Toronto, ON

Bradbury

Melissa

Engel & Völkers Collingwood Muskoka Brokerage

Bracebridge, ON

Nijjar

Ranjit

RE/MAX Realty Specialists

Brampton, ON

Brown

Anthony

Royal LePage Atlantic

Halifax, NS

Odland

Jeremy

Royal LePage Triland Realty

London, ON

Chait

Josh

Sutton Group Admiral Realty

Toronto, ON

Olsen

Chase

RE/MAX First Realty

Calgary, AB

—

Charlebois

Ian

RE/MAX Citywide Realty

Rockland, ON

—

Padfield

Adam

Century 21 Heritage House

Kitchener, ON

Chetha

Ron

RE/MAX Real Estate Centre

Mississauga, ON

Parent

Sebastien

Royal LePage Haut-Richelieu

Saint-Jean-sur-Richelieu, QC

Chin

Andre

Keller Williams Golden Triangle Realty

Kitchener-Waterloo, ON

Pobojewski

Thomas

Royal LePage Signature Realty

Mississauga, ON

Chisvin

Joshua

Chisvin and Gordon Real Estate

Toronto, ON

—

Polsinello

Brandon

RE/MAX Realtron Polsinello Realty

Newmarket, ON

Conlon

Joseph

Royal LePage Binder Real Estate

Windsor, ON

Reid

Lindsay

Royal LePage Triland Community Realty

London, ON

Cook

Ashley

Royal LePage Atlantic

Moncton, NB

—

Rostek

Jacqui

Sutton Group Professional Realty

Halifax, NS

Coronado

Emilio

RE/MAX Jazz

Oshawa, ON

Russell

Andrew

RE/MAX Real Estate Central

Red Deer, AB

Crowell

Colin

RE/MAX Banner Real Estate

Middleton, NS

Sangha

Sunny

Century 21 Coastal Realty

Surrey, BC

DeGroote

Adam

RE/MAX Twin City Realty

Brantford, ON

Scheele

Kristen

Royal LePage Triland Realty

Elgin County, ON

Dhawan

Amit

Century 21 Atria Realty

Toronto, ON

Schreder

Jamie

Royal LePage Wolstencroft Realty

Langley, BC

Digalakis

Nicole

RE/MAX All-Stars Realty

Toronto, ON

Sereda

Chris

Royal LePage Network Realty

Red Deer, AB

Dinani

Adil

Royal LePage West Real Estate Services

Burnaby, BC

Seroff

Artyom

Rennie and Associates Realty

Vancouver, BC

Doucet

Jonathan

Royal LePage Vallee de L’Outaouais

Gatineau, QC

Singh

Curtis

RE/MAX Central

Edmonton, AB

Eivers

Jake

Century 21 Professional Group

Brantford, ON

Skaff

Eli

RE/MAX Core Realty

Ottawa, ON

El Attar

Tarek

RE/MAX Core Realty

Ottawa, ON

Smith

Yuri

Grassroots Realty Group

Grande Prairie, AB

Finley

Royce

Royal LePage Prime Realty

Winnipeg, MB

Soatto

Michael

Century 21 BJ Roth Realty

Barrie, ON

Gibson

Kevin

RE/MAX Niagara Realty

Niagara Falls, ON

Spilkin

Jeremy

Century 21 Elite and Capital

Hull, QC

Goddard

Curtis

RE/MAX Chay Realty

Barrie, ON

—

St. Jean

Michael

St. Jean Realty

Ancaster, ON

Gonzalez

Joe

Century 21 Today Realty

Fonthill, ON

Stewart

Daniel

Century 21 Groupe Opt/immo

Saint-Saveur, QC

Grant

Bryan

RE/MAX Garden City Realty

St Catharines, ON

Storey

Tom

Royal LePage Signature Realty

Toronto, ON

Grocholsky

Michael

Royal LePage Niagara Real Estate

Welland, ON

Sutton

Jordon

Sutton Group West Coast Realty

Coquitlam, BC

Grundy

Danielle

Century 21 Assurance Realty

Kelowna, BC

Tanner

Brian

Century 21 Leading Edge

Markham, ON

—

Haboosheh

Dave

Coldwell Banker Realty

Vancouver, BC

—

Thrasher

Brady

RE/MAX Preferred Realty

Amherstberg, ON

—

Ham

Jeff

Royal LePage Meadowtowne Realty

Mississauga, ON

Tonkinson

Spencer

RE/MAX iRealty Innovations

Calgary, AB

—

Hogeterp

Chuck

RE/MAX Escarpment Realty

Stoney Creek, ON

Tran

Kim

RE/MAX Hallmark Realty Group

Ottawa, ON

Hollett

Nevin

Royal LePage Atlantic Homestead

St. John’s, NL

—

Turner

Ashley

Century 21 Fusion

Saskatoon, SK

Johal

Tony

RE/MAX Inspired Living Realty

Kitchener-Waterloo, ON

Urban

Ryan

Royal LePage Burloak Real Estate

Burlington, ON

Jolicoeur

Serge

Century 21 Gold Key Realty

Steinbach, MB

Vallee

Francis

Royal LePage Vallee de L’outaouais

Gatineau, QC

Kalke

Sara

RE/MAX River City

Edmonton, AB

Vanderkuip

Karl

RE/MAX Garden City Realty

St Catharines

—

Kaplun

Eugene

RE/MAX Infinite

York, ON

Waters

Saira

Royal LePage Coast Capital Realty

Victoria, BC

Kennedy

Stephanie

Royal LePage Real Estate Services

Oakville, ON

Weiss

Brandon

Harvey Kalles Real Estate

Toronto, ON

Kitchen

Jeff

RE/MAX Professionals Saint John

Saint John, NB

Westrheim

Amanda

Century 21 Assurance Realty

Kelowna, BC

Kovinich

Nada

RE/MAX Cornwall Realty

Cornwall, ON

Yates

Jessica

Century 21 United Realty

Peterborough, ON

Kumarasamy

Anuja

RE/MAX Realtron Realty

Toronto, ON

Zdrill

Jeremy

Royal LePage Prime Real Estate

Winnipeg

—

Kurt

David

Coldwell Banker Charles Marsh Real Estate

Sudbury, ON

Zhang

Tony

RE/MAX Garden City Explore Realty

St Catharines, ON

—

Laidler

Bill

RE/MAX Sabre Realty

Port Coquitlam, BC

Zia

Mustafa

RE/MAX Real Estate Centre

Mississauga, ON

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FEATURES

SPECIAL REPORT: YOUNG GUNS 2017 ANDRE CHIN Keller Williams Golden Triangle Realty KITCHENER-WATERLOO, ON Age: 34

Andre Chin’s love for sales and his passion for helping his clients have brought him to the top of a scorching Kitchener-Waterloo market. Chin’s Keller Williams team was recently named one of the company’s 20 best, which he credits to “hiring the right people, growing our team and focusing on our customer service. Our business has stabilized and our clients know they can trust us.” Chin sees the Kitchener market becoming more balanced in the next 12 months. He says principled agents will be the ones who excel when competition tightens up. “Always do the right thing, even if it means taking the hit. Integrity and character are all we have in this business – and customers only remember the horror stories.”

AMANDA WESTRHEIM

Century 21 Assurance Realty KELOWNA, BC Age: 31

Amanda Westrheim has had plenty to celebrate in 2017. June marked her sixth year as an agent, one in which she was named Century 21’s Sales Associate of the Year. But Westrheim says the success and recognition come at a price. “It’s gruelling,” she says. “If you don’t respond to that lead or inquiry in 20 minutes, it’s gone. Relationships suffer because you’re a slave to the business – but I love it!” Westrheim’s passion for the industry is rivaled only by her love for Kelowna, an emotion that plays a significant role in the service she provides her clients. Her modern, environmentally conscious approach to real estate ensures her buyers wind up in the ideal property in one of Canada’s most idyllic communities.

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JACQUI ROSTEK

Sutton Group Professional Realty HALIFAX, NS Age: 31

When Jacqui Rostek first became an agent, the Halifax market was in a tailspin. Five years later, with her two-agent team dominating the Halifax suburb of Bedford, she is one of the top-producing young agents in all of Atlantic Canada. “I knew when I started that I was not as experienced or knowledgeable compared with other agents,” Rostek says, “so I felt I needed to make myself a value to each buyer and seller.” Faced with a continually sluggish market, defining that value has been critical to her ongoing success. Rostek has become known for her creativity and willingness to experiment with new approaches. “My job is not done until the deal is done,” she says.

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JAKE EIVERS

Century 21 Professional Group BRANTFORD, ON Age: 30

With all the sacrifice and stress that comes along with being an agent, Jake Eivers says agents looking to remain successful year after year need to work on themselves as much as they work on their businesses. “I’ve always said that, as an agent, you get paid to work on yourself, meaning the healthier I am in body and mind, the better I perform. So staying on top of my health and working at it translates into my job performance and has made me ready for the complexities of this career.” Those efforts are clearly paying off. Having recently turned 30, Eivers is already a member of Century 21’s illustrious Centurion Club. “Before, I thought that would be impossible. But having done it, I feel it’s a benchmark that I won’t go below.”

RANJIT NIJJAR

RE/MAX Realty Specialists BRAMPTON, ON Age: 33

At 33, Ranjit Nijjar has already spent 11 years in the industry. In that time, he has been a top producer for both HomeLife Winners Realty and RE/MAX Realty Specialists, where he earned the coveted RE/MAX Lifetime Achievement Award in 2017 after only five years with the company. He has been one of the top five individual Realtors in the white-hot Brampton market since 2009. Nijjar says hiring a dedicated buyer’s agent and a full-time assistant greatly improved his business in the last year, allowing him to concentrate on lead generation and market expertise. “Focus on one thing, be consistent with it and you will get great results,” he says.

AMIT DHAWAN Century 21 Atria Realty TORONTO, ON Age: 34

Eight years into his career as a Realtor, Amit Dhawan is still as energetic as he was on Day One. “Sitting behind a desk all day isn’t an option for me,” Dhawan says. “I like to be out and about in my city with my clients all day long.” As Toronto’s wild market begins to enter a period of uncertainty, Dhawan remains dedicated to an approach based on transparency and warmth. “I genuinely care about my clients,” he says. “I fight for them, treat them like family and always tell them the truth – even if it’s not what they want to hear.” Dhawan says the satisfaction of two important non-clients is a major factor in how he conducts his business. “My biggest accomplishment has been making my parents proud of my hard work and success. It’s the fuel that keeps me going every day.”

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FEATURES

SPECIAL REPORT: YOUNG GUNS 2017 KIM TRAN

JEFF KITCHEN

RE/MAX Professionals Saint John

RE/MAX Hallmark Realty Group

SAINT JOHN, NB Age: 32

OTTAWA, ON Age: 33

Jeff Kitchen is a big-picture Realtor. His background in construction and contracting management allows him to fully evaluate the guts of a property, and his knowledge of his clients’ lifestyles helps him to consistently place them in the ideal home. “Location is the only thing you cannot change about a property,” Kitchen says, “so I work hard at getting to know clients’ living and family patterns so I can ensure they’ll truly enjoy the liveability aspect. For me, success is matching a client’s lifestyle with a property and seeing them grow within it.” Buyers looking to make changes to their new homes regularly turn to the construction arm of Kitchen’s business, Vantage Build. This unique one-stop-shop experience ensures clients get the home they want at the same exceptional level of service they’ve come to expect from Kitchen’s RE/MAX Professionals team.

YURI SMITH

Grassroots Realty Group GRANDE PRAIRIE, AB Age: 32

Just five years in the business, Yuri Smith is now the owner of his own independent brokerage, Grassroots Realty Group, which he established earlier this year after building a rock solid reputation as an agent with Fuse Realty. Smith made a name for himself in the Grande Prairie market by being the first agent to leverage Matterport 3D, and his staging strategies have transformed how competing agents in the region conduct their showings. Smith’s innovative approach won him the Grande Prairie Chamber of Commerce Business Excellence Award for Marketing in 2016. “For me,” Smith says, “I am always asking the questions, ‘How can we do it differently? How can we make it cooler? How can we do it better?’”

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Currently celebrating her first decade in the industry, Ottawa’s Kim Tran is one of many Young Guns who are balancing client care with the management of a freshly established team. “It has been a goal of mine from the beginning to be the leader of a boutique team,” she says. “Watching them grow as individuals and Realtors has made me extremely proud.” To shape a team that will become a first option for consumers in an active Ottawa market, Tran ensures that her agents are constantly educating themselves. “We attend different conferences year round and are always looking for advice from other successful teams. I believe it is important to be consistently challenging yourself with new ideas.”

COLIN CROWELL RE/MAX Banner Real Estate MIDDLETON, NS Age: 35

2016 was a momentous year for Colin Crowell – he made the leap from salesperson to broker and from agent to owner, a dream he had nurtured since first becoming an agent in 2011. Crowell’s rapid rise has been exhilarating, but not without its costs. “I was expecting a little more personal freedom, to be honest,” he says. “I learned that I need to work smarter, not harder, and set aside more time for personal development.” For Crowell, working smarter has involved hiring a personal assistant and leveraging new technologies. Crowell was among the first agents in the Middleton market to use a drone or do video walkthroughs. He says technological prowess will be a major factor in the future of any successful brokerage. “I foresee technological competition heating up even more. Those brokerages with the best marketing, CRM and back-office systems will win in the long run.”

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EUGENE KAPLUN RE/MAX Infinite TORONTO, ON Age: 30

”Although there are many keys to success that cannot be overlooked, every successful Realtor has their own individual style of doing business,” says RE/MAX Infinite’s Eugene Kaplun. “I believe my key was to come up with unconventional approaches and explore new areas in business as opposed to taking the same route all the time. My clients choose me for that specific reason, to bring them solutions that they themselves cannot come up with.” Kaplun’s innovative thinking over the past 10 years has made him one of the top agents at RE/MAX Infinite. He has led the company’s number one team for three consecutive years. “My biggest accomplishment so far was choosing the right people for my team and being able to advance to the next level, each and every year,” Kaplun says. But Kaplun would be the first to admit that not every day in the industry is a cake walk. Having started his career as a Realtor when he was only 20, Kaplun has done what every good agent has to do: learn from his mistakes. “One of my biggest lessons was recognizing the importance of failure as a natural iteration of success,” he says. “That, and being able to navigate unpredictable environments.”

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SPECIAL REPORT: YOUNG GUNS 2017 JONATHAN DOUCET Royal LePage Vallee de L’Outaouais GATINEAU, QC Age: 35

Real estate is a family affair for Jonathan Doucet. Inspired by his father’s success as an agent, Doucet himself became licensed in 2005. He now works alongside his brother, Mathieu, at one of the most successful Royal LePage franchises in Quebec. “My proudest moment is seeing my younger brother Mathieu succeed as much as I do, becoming one of the best Realtors and advisors I know,” Doucet says. “I am very lucky to work with my family members.” But a successful real estate business requires more than just family support. Doucet says perseverance has taken him a long way. “Some transactions are harder than others for different reasons, but when you put feelings aside, you always find a way to make it work.”

CURTIS SINGH

RE/MAX Central EDMONTON, AB Age: 34

For someone drawn into real estate because his brother could get him a job, Curtis Singh has made a colossal impact for RE/MAX Central, regularly selling over 100 properties a year in an Edmonton market that has seen better days. “Never in my wildest dreams did I think I would be where I am today,” he says. While Singh is currently at the height of his powers, his path to success was by no means a straight one. He says risk and failure are two concepts any agent should be comfortable with if they are to eventually rise to the top. “Failure each and every day is a huge key to success. And when things are bad, it allows me to learn and get better. Every step of the way is a benefit.”

EUGENE MEZINI MICHAEL ST. JEAN St. Jean Realty ANCASTER, ON Age: 32

Michael St. Jean led his Hamilton-based team through a ridiculously successful 2016 in which they sold just under 300 properties. By the end of May 2017, they had already topped last year’s total. Part of that success has to do with a runaway Hamilton market, part of it has to do with partnering with developers; but the primary reason for St. Jean’s ascension is dedication. “My entire life revolves around real estate,” he says. “It’s all I’ve ever known. I never considered another career.” Even though the Hamilton market has quickly transformed into one of the GTA’s most active, St. Jean knows there is a lot of work left before his hometown’s reputation has been completely rehabilitated. “As we continue our mission to revitalize our city, my view is that the Hamilton region will continue to grow exponentially over the next 12 months.”

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Royal LePage Real Estate Professionals TORONTO, ON Age: 27

Eugene Mezini makes no bones about

what drew him to real estate. “Money. Most millionaires in the world have made their money in real estate and I wanted to be where the money is,” he says. “My expectation when joining the business was to do one deal per month. In reality, even in my first year I was able to close 50 deals. Seven years later I’m hitting sales numbers of 25 deals per month.” That drive for wealth inspired Mezini to become an expert in a single niche market, pre-construction sales, the demand for which in Toronto shows no sign of letting up. “I don’t try to service everyone I come in contact with. I only sell what I know really well. Having 100% focus on my core business works in my clients’ interest and ultimately builds my success.”

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TRUNG BIEN

RE/MAX Real Estate (Central) CALGARY, AB Age: 33

Trung Bien came to real estate as an investor in 2006, when he purchased his first rental property. But as the Calgary market entered its rather brutal correction in 2015, Bien transitioned to selling real estate rather than renting it out. “Having previous real estate investing experience where I had my fair share of ups and downs has helped exponentially,” he says. “Wanting to help clients with their objectives gave me the drive to ensure their interests were placed as the number one priority.” As a relatively new agent, Bien is quickly learning the value of systems and of breaking large goals into smaller action items. “That’s likely the largest contributor to my growth,” he says. “It keeps me focused on the highest value tasks, servicing the current client and prospecting for the next one.”

JESSICA YATES Century 21 United Realty PETERBOROUGH, ON Age: 29

Prior to becoming a licensed agent in 2015, Jessica Yates had no illusions about what a life in real estate would entail. “I certainly knew this was not an easy venture,” she says, “but in this business you get out what you are willing to put in, and because of that I knew that I would succeed.” Despite her early success – Yates was a Centurion Award winner in her first full year as a Realtor – Yates is now having to navigate a Peterborough market that is experiencing the same sudden slowdown that has gripped the GTA. “It isn’t for everyone,” she says of the market’s mercurial nature, “but I certainly am good with adapting to the ups and downs. A crystal ball sure would be helpful though!”

ROYCE FINLEY Royal LePage Prime Realty WINNIPEG, MB Age: 31

Now in his third year as an agent, Royce Finley is comfortably on his way to a long and fruitful career. But reaching that point required a fair amount of sacrifice. “A lot of Realtors coming out of the gate are spending lots of money on personal marketing and not getting paid for 4–6 months,” he says. “I didn’t let this stop me from doing what I thought was the right thing and not letting debt stop a service that I thought was important.” Finley’s expanding business inspired him to hire an assistant after only 11 months in the business, a move he hopes will help him provide better service and keep an eye on emerging trends and new technologies: “Bus benches are old news,” he says.

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SPECIAL REPORT: YOUNG GUNS 2017 DANIEL STEWART Century 21 Groupe Opt/immo SAINT-SAVEUR, QC Age: 34

DARREN LANGILLE Redline Real Estate CALGARY, AB Age: 35

As one of the elder statesmen of this year’s crop of Young Guns, Darren Langille can look back on his early days in the industry and appraise his early performance through the lens of his more recent success. “I was a little naive about the business side of real estate. I assumed deals would just come rolling in, but then I found out really quickly a shift was needed to turn from casual agent to true business person.” In addition to his own evolution as an agent, Langille, as the CEO of Redline Real Estate, is also committed to the constant improvement of the high-value real estate company he co-founded. “When you make the daily movements forward and you do it day in day out, you can look back on your year, the quarter, the month and always know you’ve moved your proverbial needle,” he says.

One of Century 21’s most dependable young agents, Daniel Stewart recently decided to follow the team route being used by many of our Young Guns. The new approach has already allowed Stewart to achieve a new level of success, with even better days on the horizon. “It is still new for us, so we are going through a bit of trial and error to see what we should and shouldn’t do,” Stewart says. “I want to continue to grow our team and get a bit more organized.” As Stewart guides his team through their growing pains, he continues to provide his clients with top-notch advice, much of it seasoned by his time spent in construction and as a successful real estate investor. “I still look for purchase opportunities, but I prefer helping my clients find deals,” he says.

MATT LEE

Royal LePage ProAlliance Realty KINGSTON, ON Age: 33

For Matt Lee, success in real estate can be as simple as four little words: let me double check. “There is nothing worse than answering a question you are not 100% positive about,” Lee says. “Don’t feel that you need to know everything that second. It’s always better to ask the professionals – the plumbers, electricians, etc – who deal with these specific issues every day.” Lee says his increasing success in the Kingston market has been largely due to reimagining his approach to the business and focusing on becoming more organized. “Up until a few years ago I was what they called a chaos agent. The highs were great but the crashes were very hard. I started a course called Peak Producers and did a 180 in my business.”

ANTHONY BROWN Royal LePage Atlantic HALIFAX, NS Age: 33

Like a number of this year’s Young Guns, Anthony Brown first became enamoured with real estate through the purchase of an investment property. His agent at the time convinced Brown that the industry just might be for him. “My experiences in real estate have been fantastic so far,” Brown says. “It is exactly what I had hoped for and expected.” Brown’s positivity is doubly impressive considering the challenges he faced at the outset of his career. Paralyzed in 2009, Brown spent his first year as an agent without a driver’s licence, spending hours on Halifax buses in order to meet with his clients. A few short years later, he was on stage at a real estate summit – at Disneyland, no less – sharing his story with hundreds of fellow agents.

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JORDON SUTTON

Sutton Group West Coast Realty COQUITLAM, BC Age: 26

At the outset of 2016, Jordon Sutton set a goal for himself that would be ambitious for an agent twice his age: sell a home every week for the entire year. “Every day, I would keep that goal in mind and constantly strive towards achieving it,” he says. By the end of the year, having hit his target, Sutton says he realized “that if you put all of your effort into something, there is no goal too big to accomplish.” That lesson in dedication helped cement Sutton’s reputation as one of Coquitlam’s brightest young Realtors. His social media savvy, marketing plans and unique client outreach activities – patio appetizers, anyone? – have made him increasingly popular with buyers and sellers alike. “I have been very fortunate to have developed a fantastic network of clients over the years, many of which I have done multiple deals with,” Sutton says. “From first-time home buyers to investors, it’s been such a pleasure to help my clients succeed in their sales and purchases.” Sutton says that in order to earn the trust of clients, it is not enough for a Realtor to provide great service. An agent needs to demonstrate to clients that he or she is deeply invested in every aspect of every transaction, from researching and breaking down market activity to helping buyers maintain their properties long after taking possession. “I knew this was a difficult industry and one that required endless hours, but I have also found this career to be full of surprises, amazing people and never a dull moment.”

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SPECIAL REPORT: YOUNG GUNS 2017 LINDSAY REID

CATHERINE MORTIMER

Royal LePage Triland Community Realty

Harvey Kalles Real Estate

LONDON, ON Age: 32

After six years in the business, Lindsay Reid recently expanded her business by partnering with two close friends and opening her own office. The team’s combined efforts have helped Reid solidify her reputation for honesty and impeccable service in a busy London market. “I don’t think caring about the dollar will make you successful,” Reid says. “It’s how you help your clients that truly makes you successful.” But Reid is quick to point out that building relationships with other agents can be just as significant as relationships built with clients. “Having great relationships with other agents can sometimes allow you to get deals together for clients that only you could get for them.”

RYAN URBAN

Royal LePage Burloak Real Estate BURLINGTON, ON Age: 35

As part of one of the Golden Horseshoe’s highest-rated real estate teams, Ryan Urban brings his considerable experiences as a property investor to each transaction, making his clients’ net value and future purchases the ultimate goal – a considerable advantage in the land of income properties. “In this market,” Urban says, “we’re leading the way by providing our clients the latest info at the neighborhood level, because it’s not enough to go by national data or the media. Making the best decisions and understanding the market is crucial.” While most agents talk about putting themselves in their clients’ shoes, Urban has been able to turn the old cliché into action – and success.

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TORONTO, ON Age: 31

Described lovingly by her clients as a “bulldog in a bunny suit,” Catherine Mortimer has made the most of her first four years selling real estate. By the beginning of summer, she had already surpassed her sales totals for all of 2016, an accomplishment that speaks to her natural sales prowess, love for her job and willingness to listen to those who came before her. “I truly believe that surrounding yourself with strong individuals will benefit you in all ways,” she says. “Partnering with a hugely motivating and inspiring woman [fellow Harvey Kalles superstar Ronit Barzilay] has been a great decision.” Mortimer credits the sales plan she devised with Barzilay for her rapid development as an agent, which she describes as “both motivating and humbling.”

ROB MOORE

RE/MAX Realty Specialists ST. JOHN’S, NL Age: 34

When Rob Moore broke into the industry five years ago, his goal was to sell 15 homes a year. That goal was immediately blown to bits. Moore now sells close to 150 properties a year. Insight into the goals, emotions and mindset of his clients has helped Moore immensely. He says determining these things is simply a matter of asking the right questions. “Knowing what information I need to obtain in order to benefit my clients the most is important to providing the best service.” Moore, one of the keynote speakers at EXIT Realty’s annual convention in Nashville in 2015, is anticipating a more balanced St. John’s market over the next several months, which should give him ample opportunity to demonstrate his deep local knowledge. “The market is always changing,” he says, “so you should always be up to date on information. Don’t test the market.”

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SPECIAL REPORT: YOUNG GUNS 2017 JOSEPH CONLON

Royal LePage Binder Real Estate WINDSOR, ON Age: 27

BILL LAIDLER RE/MAX Sabre Realty

Five years ago, Joe Conlon was your typical Windsor 22 year old, driving to a minimum-wage job in a beaten up van. He is now the second ranked agent in a company of more than 150 sales reps. “I thought, if I could sell a cellphone I could sell a house. It’s just a different product,” he says. “Once I got into the business I learned that wasn’t the case. It took me more than six months to get my first sale.” Since that first sale, Conlon says the most important lesson he has learned is about the value of relationship building, which eventually became the basis of his slogan, “Your Realtor For Life.” Strengthening customer relations has led to a number of Royal LePage sales awards, including the President’s Gold, Director’s Platinum and Diamond Awards. “You have to care,” Conlon says.

PORT COQUITLAM, BC Age: 29

Only 29, Bill Laidler is already one of the top producers for all of RE/MAX of Western Canada. He credits his staggeringly quick rise to discipline and a strict daily routine, which he has maintained for the four years he has been an agent. “I wake up at 5:15, get to the gym at 6:00 and I’m at the office at 7:15. I practise scripts until 8:00 and prospect until noon. It ensures that my business pipeline is always full,” he says. As both consumer knowledge and the Greater Vancouver market continue to evolve, agents like Laidler will need to demonstrate their value by developing sharper negotiating skills and comprehensive pricing knowledge, which Laidler says can be accomplished through specialization. “Continuing to focus on a hyper local market ensures I have the best and most up-to-date information.”

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KEVIN BARRY StreetCity Realty LONDON, ON Age: 32

”Ask Kevin – he’ll know,” is a common phrase amongst buyers, sellers and fellow Realtors looking for the inside scoop on the London, Ontario market. The Kevin in question is Kevin Barry, who has made his name over the last decade with his encyclopedic knowledge of the city’s neighbourhoods, new developments and investment opportunities. Barry’s insight has been a blessing for clients looking to get involved in what has become an intense local market. By leveraging innovative, customer-first communication strategies and constantly prospecting for new business, Barry has increased his sales and overall income in each year of his career. While business is booming, Barry has continued to make time for extensive volunteer work, including serving as President/ Board Chair for Meals on Wheels London for 2015–16. “Value the relationship,” he says, “not the transaction.”

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ADAM MILLS

Royal LePage Team Realty OTTAWA, ON Age: 34

When asked what has made his Royal LePage team so successful, Adam Mills lists two key factors: systems and, most importantly, consistency. “Without consistency you will never generate strong results,” he says. “We’re at a point now where past clients know when I will be contacting them to invite them to certain events, popping by their homes or simply calling to check in. With that level of consistency, you stay top of mind, and being top of mind equals referrals.” With business in Ottawa booming, Mills has ample opportunity to celebrate his colleagues’ success, something he says agents need to do more of. “Most top producers tend to hit a goal and then immediately set a new, higher one. That’s important, but we need to remember to stop and celebrate our successes with those who worked with us to achieve them.”

IMAN MOGHADAM RE/MAX Masters Realty NORTH VANCOUVER, BC Age: 33

After 10 years in the industry, the dynamism and unique challenges that first attracted Iman Moghadam to real estate are still the reason he gets out of bed in the morning. But a lot has changed in that time. Vancouver’s market explosion provided agents like Moghadam a trial by fire, and his expert navigation of a radically changing landscape allowed him to expand his business. Moghadam opened his private RE/MAX Masters office in the country’s most lucrative condo market three years ago, leading to tremendous increases in sales each year. With a new NDP government in office in BC, Moghadam is preparing for further market shake-ups. “If there is a temporary slowdown due to a new policy, it could create a window of opportunity for our savvy purchasers while the market is absorbing the shock, and we’ll look to seize that opportunity.”

ANDREW RUSSELL RE/MAX Real Estate Central RED DEER, AB Age: 31

Andrew Russell was a mere 20 years old when he became a real estate agent. Young and in need of a mentor, Russell availed himself of the expertise of a Realtor with 27 years of experience – his father. “The mentorship I received from my father took me to a high level of success early in my career as I was able to avoid mistakes and pitfalls that most new agents make,” Russell says. All new or struggling agents need to find a successful agent in their office that they can learn and grow from, somebody they can mimic to build their own successful business.” Russell knows the Red Deer market, and its rising inventory and decreasing demand, intimately. He foresees a potentially difficult few years ahead, but he’s looking forward to the challenge. “Many agents want to avoid dealing with problems in tougher markets,” he says, “but successful agents see problems as great opportunities.”

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SPECIAL REPORT: YOUNG GUNS 2017 JEREMY ODLAND Royal LePage Triland Realty LONDON, ON Age: 33

TASHA MEDVE

Royal LePage Coast Capital Realty VICTORIA, BC Age: 29

The other half of the dynamic duo behind the Modern Real Estate Team (which she founded with fellow Young Gun Saira Waters), Tasha Medve brought a diverse background in marketing, broadcasting and event planning to real estate in 2013. Since then, she has helped her Royal LePage franchise earn the company’s Director’s Platinum Award and was named one of Vancouver Island’s Top 100 Under 40 for her business and community achievements. Emotions run high in a market as hot as Victoria’s. Medve has learned that successful agents must fight the urge to conflate themselves with the advice they give their clients. “We can’t take things personally,” she says. “We are giving our clients advice and presenting options, but in the end they are making the decision.”

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Jeremy Odland arrived in London from Calgary with few friends and even fewer contacts. “I could count the people I knew on one hand, but I had a passion for real estate so I decided to ignore everyone’s advice and dive in head first,” he says. “I had to grind for the first few years but trusted the process.” Odland is now part of Royal LePage’s upper echelon, having received the company’s Diamond Sales Award in 2016. “It shows that no matter your circumstances, if you want something badly enough and are willing to put in the work then anything is achievable.” Odland is now considered a trusted advisor by his growing client base. “Those clients I have actually advised to buy a cheaper home – or to not buy at all – have been some of my most loyal clients.”

SAIRA WATERS

Royal LePage Coast Capital Realty VICTORIA, BC Age: 31

Saira Waters believes in running a tight ship. By optimizing systems and constantly improving productivity, she has been able to improve her clients’ experiences in each of her eight years as an agent. “They appreciate it and it makes our lives a lot easier day to day,” she says. With a more balanced market on the horizon for Victoria, Waters is taking steps to keep a steady stream of new clients in the pipeline. She is working with a number of coaches to help define the vision she has for her business and is going even further to maintain the rock solid relationships she has built with her clients.

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MICHAEL SOATTO Century 21 BJ Roth Realty BARRIE, ON Age: 35

Patience and humility are rarely qualities you hear being attributed to real estate agents, but Michael Soatto is the embodiment of both. Six years into an already impressive career, Soatto is among the top Realtors at a Century 21 franchise that has long been one of the Barrie region’s most dominant. His friendly, down-to-earth approach has been a godsend to clients in what, up until this summer, had been one of Ontario’s most intense markets. Soatto is currently in the process of forming a team, and undergoing training to make the next stage in his professional evolution run smoothly. “We have helped some amazing clients,” he says, “and I just can’t wait for what the future holds.”

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KRISTEN SCHEELE Royal LePage Triland Realty ELGIN COUNTY, ON Age: 31

NADA KOVINICH RE/MAX Cornwall Realty CORNWALL, ON Age: 29

Nada Kovinich was only 20 when she started her career, but even at that young age she knew she had found the right path. “I definitely found my niche,” Kovinich says. “I wake up every morning, knowing I love my job. It can be a very difficult career but it is also very rewarding.” Despite working a Cornwall market that has largely avoided the various manias affecting the rest of Ontario, Kovinich has been seeing her business grow at an impressive rate. While customer care has always been the crux of her approach, an intensified marketing strategy has been paying off. “In the last year, I added a marketing manager – one of the best moves I have ever made. My listings are being marketed better than ever, which allows me more time to focus on my clients and their needs.”

Kristen Scheele was first exposed to the industry through the experiences of her grandfather, who sold real estate for an incredible 60 years. The lessons he taught her about focusing on client happiness have been paying off for the past decade. A lot has happened since Scheele sold her first house at the age of 21, when she was the second youngest agent in a company of 200. In addition to winning Royal LePage’s President’s Gold Award and several of the company’s Master Sales Awards, she has also given birth to two daughters. “I didn’t take mat leave and got back to selling within a couple of weeks of both girls’ births,” she says. “I love the challenge. It’s not always easy to wear so many hats, but it’s never boring!”

JEFF HAM

Royal LePage Meadowtowne Realty MISSISSAUGA, ON Age: 34

Jeff Ham fell into real estate by accident, but there has been nothing accidental about his success. Ham first got into the business by working part time for a prominent Realtor while still studying at the U of T. After developing a passion for real estate, he became licensed and went to work building his reputation. Since then, Ham has increased his business by at least 25% every year for the last decade. Ham, who started a team in 2014 that ranks among Royal LePage’s top 1%, says his success can be chalked up to one word: trust. “I have built incredible relationships with people over the years,” he says, “and I think a lot of that has to do with them knowing they can trust me to provide sound advice, top-level service and hard work.”

SUNNY SANGHA Century 21 Coastal Realty SURREY, BC Age: 34

Sunny Sangha’s evolution as an agent has gone hand-in-hand with the long-term improvement displayed by his hometown and primary market, Surrey, BC. “I got to see the city grow first-hand and I knew it was a great opportunity to get involved because it was only the beginning,” Sangha says. “My expectations were high, but the first five years were challenging as the market went through some lows, especially during the recession.” Those lows are very much a thing of the past. Surrey’s market has been white hot for the past two years, allowing Sangha to climb into the top 10% of all Realtors in the Fraser Valley and remain there for six consecutive years.

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SPECIAL REPORT: YOUNG GUNS 2017 ADAM PADFIELD

Century 21 Heritage House KITCHENER, ON Age: 34

Adam Padfield’s father, a 25-year veteran of the industry, helped initiate Adam into the world of real estate 13 years ago. While Padfield’s father has since passed away, his lessons have lived on. “He was happy to mentor me when I showed an interest in the business and helped me get started,” Padfield says. “There have been so many times since he passed away that I have heard his advice in my head.” Padfield has combined that advice with professional coaching and innovative marketing strategies to further establish himself in a busy Kitchener market. His efforts have been noticed not only by his clients, but by one of his sons. “He told me that he would like to sell houses just like me. I think it would be wonderful to pass on the same gift to my son that my dad gave to me.”

TROY ABROMAITIS

TONY JOHAL

VANCOUVER, BC Age: 33

KITCHENER-WATERLOO, ON Age: 34

For some agents, success comes secondary to the opportunities it provides others in the industry. Troy Abromaitis, who specializes in Vancouver’s luxury and multi-family market, has become a familiar face and influential voice in a number of the area’s most important industry-related organizations. He is the President of the Real Estate Institute of British Columbia, Past Director of the Real Estate Board of Greater Vancouver and MembershipChair of the Greater Vancouver Home Builders’ Association. “If you are fortunate enough to find success in real estate, it is your opportunity to send the ladder down and lift others up as we climb,” Abromaitis says. “Giving back is the right thing to do. By helping tomorrow’s real estate agents get started on their dreams, you will help them and they will in turn help you.”

Like many kids, Tony Johal grew up wanting to be a firefighter. While that dream gave way to a completely different career – although putting out fires is very much a part of being a Realtor – Johal’s commitment to helping his community has remained unchanged. Johal’s 11 years as an agent have been marked by incredible growth. At 30, Johal merged his independent brokerage with RE/MAX to create one of Ontario’s top brokerages, one where staff turnover has been almost unheard of. “The members of our team staying with us year after year is one of the things I’m most proud of. That and working alongside agents who are routinely improving their business with our firm.”

Bucci Property Group

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BRANDON POLSINELLO

RE/MAX Realtron Polsinello Realty NEWMARKET, ON Age: 28

Brandon Polsinello was born into real estate. His father heads one of RE/MAX’s most successful teams, his grandfather was a builder and his uncle is real estate coach Craig Proctor. Despite being steeped in the business, Polsinello says real estate is still full of surprises. “I sort of knew what to expect,” he says, “but growing up around it and living in it are two different things. No matter what I thought I knew, there are always new things that I am learning and adapting to every day.” That learning process has resulted in a number of successful innovations for Polsinello’s team, but he says the key to his success has been surrounding himself with the right people. “Everyone clicks really well together. We are always bouncing ideas off each other and sharing experiences and techniques that help make us all better at what we do.”

CHUCK HOGETERP

SERGE JOLICOEUR

RE/MAX Escarpment Realty

Century 21 Gold Key Realty

STONEY CREEK, ON Age: 32

STEINBACH, MB Age: 33

Clients looking beyond the Golden Horseshoe for both homes and investment opportunities have helped make Chuck Hogeterp one of the busiest young agents in the Niagara and Haldimand regions of Ontario. For Hogeterp, the increased interest in his territory provides him an opportunity to proudly show off some of Canada’s finest smaller cities. “We have so many positive developments currently coming to fruition that I believe our area is going to continue to increase due to the lack of supply and over-demand to live in our incredible communities,” he says. Just under a decade into his career as a Realtor, Hogeterp says one of the highlights has been working alongside his father, Peter. The two Hogeterps received RE/MAX’s Diamond Award in the same year.

After spending seven years at a manufacturing plant in Steinbach, Manitoba, Serge Jolicoeur was ready for a change. “That was not what I wanted to be doing for the remainder of my career,” he says. “I wanted to be more connected with the community that I grew up in. I wanted the chance to be more involved.” Jolicoeur has clearly found the chance he was looking for. In addition to being a two-time Centurion producer, he has also become the go-to guy for real estate advice in one of Canada’s fastest growing regions. It’s hard to imagine him being more connected to his hometown. “Be a person,” Jolicoeur advises. “People want to talk to people. They don’t want to be sold something anymore. I’ve learned that listening, more than talking, is one of the most important things to do to build trust with a client.”

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MAX BACHMAN

Century 21 Bachman and Associates WINNIPEG, MB Age: 30

MELISSA BRADBURY Engel & Völkers Collingwood Muskoka Brokerage BRACEBRIDGE, ON Age: 25

One of E&V’s brightest young agents, Melissa Bradbury, came to real estate with a background in marketing and business, which she says has helped her greatly. “A well-rounded marketing skill set and knowledge in the local and greater marketplace are keys to success in this business – in addition to an excellent support team and going the extra mile for clients,” she says. Despite being an agent for only five years, Bradbury has been enjoying a wealth of repeat business. “It feels amazing to be assisting clients with their fourth and fifth real estate transactions already, as well as their family, friends and/or colleagues. This is definitely one of the highlights of the business.”

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Max Bachman is on the leading edge when it comes to social media and personal branding, but his dedication to his clients has remained steadfast since his first day as an agent. “Once you quickly realize that there are no easy sales, you really need to apply yourself to the personal part of the job,” he says. “Sometimes difficult decisions have to be made, but if you already have the trust and respect of your clients reciprocated then anything can be overcome.” In 2016, Bachman achieved Centurion-level success with Century 21 while still maintaining a strong connection to his family and community. “It’s not easy to be your best self every day, but having the satisfaction of a job well done helps motivate you, as does taking personal time to recharge and reflect.”

JEREMY SPILKIN Century 21 Elite and Capital HULL, QC Age: 32

Jeremy Spilkin received his real estate licence while serving in the Canadian Armed Forces as a way to learn a new skill and potentially help him capitalize on juicy real estate investments. But after selling a home in his first week as an agent, he was hooked. Less than 10 years later, Spilkin is the number one Century 21 agent in Ottawa and one of the company’s top 40 Realtors in Canada. Licensed in two provinces, well trained and highly disciplined, Spilkin is preparing for the long haul. “Being an agent has more than surpassed my expectations,” he says. “Starting as part time – then somewhat seasonal, to now – being incorporated, running a phenomenal military relocation business, having buyer agents, a great assistant, two licences, two offices, and a professional coach. And I’m only getting started!”

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TOM STOREY

Royal LePage Signature Realty TORONTO, ON Age: 26

Tom Storey is one of many Young Guns reaping the benefits of assembling a carefully considered and highly skilled real estate team. “Real estate can be a lonely business, especially when you first start,” Storey says. “By surrounding yourself with like-minded people who are open to sharing their ideas and expertise, you can achieve great things.” Storey has spent the entirety of his career navigating an insane Toronto market. While some agents may be wary of the city’s rapidly decreasing sales, Storey sees them as an opportunity. “These are the times where a Realtor’s skills really shine,” he says. “While the day-to-day conversations and price points may change, focusing on educating clients and helping them to receive the best value will always be my number one priority.”

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SPECIAL REPORT: YOUNG GUNS 2017 THOMAS POBOJEWSKI

Royal LePage Signature Realty MISSISSAUGA, ON Age: 35

Thomas Pobojewski left the world of corporate finance for a full-time career in real estate in 2011. A successful real estate investor himself, Pobojewski has been concentrating on investment clients, marketing himself as a real estate consultant rather than a salesman. “The bottom line is that I want our clients to minimize risk and maximize returns,” he says. “I treat these investments as if they were my own.” Pobojewski says his approach to drumming up business has been drastically streamlined over the years, from “every lead generation activity under the sun” to three. “I began to exponentially increase my performance and success. Focusing on core activities and doing them consistently is key.”

NICOLE DIGALAKIS RE/MAX All-Stars Realty

KEVIN GIBSON RE/MAX Niagara Realty NIAGARA FALLS, ON Age: 32

Kevin Gibson became the number one income earner for his Niagara Falls-based RE/MAX office at the end of his fifth year as an agent, a position he has held for the past five years. Gibson came to real estate from a hospitality background, which shaped his focus on client experiences and relationship building. Drawn by the “sky’s the limit” aspect of real estate, where harder work results in greater rewards, Gibson’s expectations have been fully met. “As an agent, it’s important to always stay true to your core values and remember who and what helped you along the way,” he says. “It’s important to always be thankful to your clients, friends and family who helped shape your success through their business and referrals.”

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TORONTO, ON Age: 24

This year’s youngest Young Gun, Nicole Digalakis, has already made a name for herself on the RE/MAX All-Stars Realty team. In addition to possessing a warm personality that clients are drawn to, Digalakis has also benefited from working under the tutelage of her father, and RE/MAX legend, Ken. “I have been very fortunate to work and shadow such successful Realtors this early in my career,” Digalakis says, “and it will continue to teach me to accomplish bigger and better things.” One lesson Digalakis has already learned is that time, when you are a Realtor, is of the essence. “I had one experience in particular, where my client wanted to see a house last minute. Instead of postponing to a later time, I dropped what I was doing right then and there and I ended up selling the house that day.”

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DANIELLE GRUNDY Century 21 Assurance Realty KELOWNA, BC Age: 33

Danielle Grundy’s success as a digital marketing entrepreneur has helped make her first four years in the industry fruitful ones, but it is her natural zeal for business that has allowed her to have such an immediate impact on the Kelowna market. “No one teaches you to get out of bed early, stay up late to get a deal done or squeeze in that showing for your client,” Grundy says. “It’s that innate motivation, desire and determination that have helped me succeed in a field that is very competitive.” In addition to being among the top 1% of Century 21 agents, Grundy has also received recognition for her charity work. She created the Grindstone Award Foundation, which provides financial aid for young female hockey players, for which she was featured on a segment on Hockey Night in Canada.

ADAM DEGROOTE

TAREK EL ATTAR

BRANTFORD, ON Age: 34

OTTAWA, ON Age: 33

Adam DeGroote is known throughout Brant County, Ontario, as an agent committed to doing the right thing for his clients. It is an approach that has earned him the title of Best Real Estate Agent among local residents for three years running. “It is a tremendous honour to be the favourite among literally hundreds of other agents,” he says. “It is very humbling and I am quite proud of it.” As a real estate investor prior to his life as an agent, DeGroote was scouring listings way before he was licensed to sell. His passion and wisdom have been a boon to his clients. “Getting my licence has opened up so many wonderful opportunities for me – in many aspects of my life. I have met and worked with some of the smartest, most tremendous people.”

In 2015, Tarek El Attar’s RE/MAX Core Realty brokerage was recognized as the fastest growing RE/MAX brokerage in the world. El Attar says persistence and resilience have been the two qualities most responsible for the success of his team. “As a martial artist,” he says, “I look at my work as a fight. If I give up and I don’t push through this one last time, I won’t win. Failure simply isn’t an option.” In a world of online lead generation, El Attar says his team still hits the phones as hard as anyone in the business. “If you can sell someone your value over the phone, you can close them in person. The more people we talk to, the more successful we are as a team. And if we are successful as a team, we are successful as individuals.”

RE/MAX Twin City Realty

RE/MAX Core Realty

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SPECIAL REPORT: YOUNG GUNS 2017 ELI SKAFF

RE/MAX Core Realty OTTAWA, ON Age: 34

Complacency is not an issue for Eli Skaff. As broker/owner of RE/MAX Core Realty, Skaff lives by a simple tenet: stay hungry. “If you decide you’re happy with earning a specific annual salary, then you lose your hunger,” he says. “That hunger is what pushes you to want to continuously learn, research your competition, innovate and implement new ideas and constantly be on top of client service.” That hunger for growth inspired Skaff to re-evaluate how he and his agents had been connecting with their database. “This is not something I practised until 2017,” he says. “It immediately helped me get more referrals this year.”

ANUJA KUMARASAMY RE/MAX Realtron Realty TORONTO, ON Age: 34

Anuja Kumarasamy found out quickly that being a part-time agent using real estate to make ends meet is not for the faint of heart. Kumarasamy soon realized that the demands of being a Realtor, especially those associated with keeping on top of market trends and fluctuations, requires full-time attention. Now 10 years into her career, Kumarasamy’s growing list of satisfied clients are reaping the benefits of her unquestionable expertise and optimistic outlook. “The most important lesson I learned as an agent is that you have to have a lot of patience, be able to think positively and just keep going,” she says.

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SHAYLA ACKERMAN Royal LePage Regina Realty REGINA, SK Age: 29

Even a slow market like Regina provides agents the opportunity to become workaholics. In 2016, Shayla Ackerman was on the phone with a client the morning of her wedding day – while getting married in another country. “Shortly after that was when I realized that I am allowed personal days,” Ackerman says. “One of the most important things I have learned is that you still need to take time for yourself.” While working out her own version of a work–life balance, Ackerman continues to collect accolades for her success at Royal LePage. She placed in the company’s top 10 for Saskatchewan two years in a row and has received its Diamond Award multiple times. “But my proudest moments happen on a regular basis when a client tells me I helped them get where they are today,” she says. “That makes everything worth it.”

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FRANCIS VALLEE

Royal LePage Vallee de L’outaouais GATINEAU, QC Age: 35

Francis Vallee spent 10 years working for Loto Québec before deciding to sell real estate for a living. It is a gamble that has clearly paid off. In 2016, he was Royal LePage’s seventh-highest individual producer in Quebec. “The customer service I was able to give to my clients at Loto Québec was highly personalized. That’s what attracted me first in real estate,” Vallee says. “I now have the chance to serve, to help people realize their dreams, to make a difference in their lives.” Like many in this year’s crop of Young Guns, Vallee says his success has been shaped by a deep and sincere sense of empathy for his clients. “I always keep in mind to serve my clients as I would have them serve me – meet their needs as I would have them meet my needs, give them prices that I would want to pay. The key to my success is to be able to put myself in my clients’ shoes and exceed their expectations in a way that I would want my expectations to be exceeded.” Honing in on those expectations requires the ability to ask questions and then sit back and listen, a skill not every agent is born with. Vallee says learning to take the passive role in a conversation has been a valuable lesson. “It helps me to get the big picture, understand the needs of my clients and it gives me the ability to properly close a sale,” he says. “It shows that my main focus is on them.”

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SPECIAL REPORT: YOUNG GUNS 2017 JOHNATHON BENEDICT Royal LePage Atlantic HALIFAX, NS Age: 35

Drawn to real estate six years ago by the opportunity to meet new people and guide them through one of the most important decisions of their lives, Johnathon Benedict is one of Royal LePage’s rising stars on the east coast. In the past six months, he has grown his team to five agents and two admin staff, allowing for better service on both the front and back end of his business. “I believe the key to my success, aside from honest, to-the-point service, has been finding what isn’t being done in my marketplace and bringing that to market, whether it be marketing strategies and methods or keep-intouch systems,” Benedict says. “Staying ahead of the curve has proven to be very beneficial.”

SEBASTIEN PARENT Royal LePage Haut-Richelieu SAINT-JEAN-SUR-RICHELIEU, QC Age: 35

After a 2016 in which he was among the top Royal LePage agents not only in Quebec but in all of Canada, Sebastien Parent has shown no sign of slowing down. He has expanded his team, collaborating with other local businesses to form strong mutually beneficial partnerships and putting into practice new strategies that will further differentiate himself from his competition in the suburbs of Montreal. Despite his high profile, Parent remains humble and appreciative of his Royal LePage teammates. He says staying grounded has been the most important lesson he has learned as an agent. “I have seen so many brokers that were not and they are not in the business anymore. Being surrounded by the right people counts for a lot of my success. Nobody can become successful without help,” he says.

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SARA KALKE RE/MAX River City EDMONTON, AB Age: 35

For Sara Kalke, selling real estate isn’t about commissions or awards, it’s about funding her lifelong passion of showing cow horses. Kalke says the intense motivation to stay involved with her horses has driven her to sharpen her skills as a Realtor, benefiting both her and her clients. “It means that every dollar and every minute needs to be working for me,” Kalke says. “Knowing I can pursue my dreams of showing cow horses keeps me going on long days, or through the tough market that we have had in the past three years.” Edmonton’s still-correcting market has provided ample opportunity for Kalke to practise removing her emotions from transactions, a skill she says is a crucial component of agent success. “We weather a lot of storms in this business. To be a strong guide, we have to be two steps ahead while acting as cool as a cucumber.”

MUSTAFA ZIA RE/MAX Real Estate Centre

MISSISSAUGA, ON Age: 29

“I think about real estate 24/7,” says Mustafa Zia. “It is not just my career, it’s my lifestyle.” Zia’s passion and drive have helped make him one of RE/MAX Real Estate Centre’s top young producers. His use of selective, niche marketing has led to a steady stream of new business, but it is his dedication that results in wins for his clients. “One thing I’ve learned is that no matter how hard you work, it will always pay off,” he says.

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BRYAN GRANT

CHRIS SEREDA

RON CHATHA

ST CATHARINES, ON Age: 34

RED DEER, AB Age: 34

MISSISSAUGA, ON Age: 34

Bryan Grant first got into real estate as a stepping stone to development, but selling soon became his life. “I have reached goals in real estate that I never thought I would achieve. I thought it would be impossible to win a Diamond Award in such a small town, but I achieved it,” he says. The key to Grant’s success – he sold 142 properties last year – is long hours. “I literally work non-stop,” he says. “Selling a house every 2.5 days requires a ton of maintenance. I’m usually up at six and working until eleven, but I love the job.”

Continued improvement is a common theme with Chris Sereda. In establishing Royal LePage Network Realty as one of the company’s leading brokerages – it was among Royal LePage’s top 1% in only its second year of existence – Sereda has made a habit of learning from others who have made an impact on the industry. “It’s important to surround yourself with great people who will push you to be better, whether it be a mastermind group of likeminded people or team members with the drive to do better,” Sereda says. “I am constantly reading and learning from others to help better myself and our team.”

Ron Chatha was recently recognized as one of RE/MAX’s top 100 agents based on his performance from January to April this year. It was one of many accomplishments for Chatha, who has made the most of a scorching Mississauga market. The success of Chatha and the rest of the RE/MAX Real Estate Centre team has enabled the brokerage to invest more resources in order to expand its reach. “Opening up for business in a wider market has really helped. In the internet age, ‘the neighbourhood Realtor’ seems like a thing of the past,” Chatha says.

RE/MAX Garden City Realty

Royal LePage Network Realty

RE/MAX Real Estate Centre

JAMIE SCHREDER

Royal LePage Wolstencroft Realty LANGLEY, BC Age: 30

Jamie Schreder became a Realtor when he was still in his teens. Just over a decade later, he is one of the leaders of Royal LePage Wolstencroft Realty, which was named the company’s Brokerage of the Year for BC in 2016. “I strongly believe we have the best agents, managers and staff in the business,” Schreder says. “Our culture is one that drives collaboration and working for the betterment of all the people we do business with. This award solidified all that they do for their clients.” Schreder believes an emphasis on optimized systems has allowed his group to thrive. “The speed of our market over the past two years has made us realize the significance of adapting to market conditions. We need to have bullet-proof systems in place to deliver consistent service to our clients.”

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SPECIAL REPORT: YOUNG GUNS 2017 ASHLEY TURNER Century 21 Fusion SASKATOON, SK Age: 32

Despite operating in a Saskatoon market that has been down for years, Ashley Turner’s Century 21 team was recently named the company’s twelfth highestproducing franchise in Canada. The slow pace of the market contrasts heavily with the rapid increase in Turner’s business – she and her father recently doubled the size of their team and will soon become the morning real estate experts for Saskatoon’s local Global TV station. As a young woman who went into business with her father when she was only 24, Turner felt a strong desire to prove herself. That drive has shown no sign of diminishing. “Don’t ever be intimidated as a young person, or as a young female especially,” she says. “Stand your ground. Set boundaries. Don’t take the blame for the market or other people’s mistakes when you have given it your all.”

MICHAEL GROCHOLSKY

Royal LePage Niagara Real Estate

ADIL DINANI

Royal LePage West Real Estate Services BURNABY, BC Age: 35

Adil Dinani has never rested on his laurels. A self-professed enemy of mediocrity, Dinani is known for pushing himself hard. Eighty-hour work weeks are the norm. “Growth equals happiness,” says Adil Dinani. “When you’re challenging and pushing yourself to take on new business development activities and having tough conversations with yourself and about your future, your vision gets clear very quickly.” In control of every aspect of his business for over a decade, Dinani recently brought on a full-time assistant and now consults with a social media strategist. “Letting go of some responsibility was a challenge but, more than ever, I needed to focus on activities that would lead to growth.”

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WELLAND, ON Age: 32

For agents like Michael Grocholsky, providing an impeccable customer experience means digging deeper than their preferences for countertops and flooring materials. “I invest time and energy in understanding what is important to my clients whether it is real estate related or not,” he says. “Taking the time to reach out to them regarding personal milestones, like a birthday, or an exciting opportunity ahead of them, goes a long way in showing your client that you listen and truly care about them and their needs.” Grocholsky’s success is widely known throughout the Niagara region. He, alongside his father and fellow Realtor, Roman, recently won the family category of the Niagara Entrepreneur of the Year Award.

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STEPHANIE KENNEDY Royal LePage Real Estate Services OAKVILLE, ON Age: 33

If you saw the international touring company of Disney on Ice 15 years ago and were taken by the young lady in the Minnie Mouse costume, chances are you were watching Stephanie Kennedy. While the physical grace she displayed on the ice may not come into play most days at Royal LePage, the commitment to improving her performance surely does. “Learning from my mistakes and being able to constructively criticize has been a really great tool,” she says. “Growing thick skin, understanding where I need to improve and how to implement that and then moving on has helped me grow as both a salesperson and businesswoman.” Kennedy, who works alongside her two sisters, has been a major factor in the trio’s consistently excellent performance. They have received Royal LePage’s Chairman’s Award in each of the past three years.

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NATALIE MCGUIRE Royal LePage Team Realty MANOTICK, ON Age: 33

Natalie McGuire already displayed a passion for homes at a young age. Growing up, she says, she spent countless hours reading her mother’s design magazines, keeping a reference book filled with the articles that most inspired her. It was a practice that proved to be highly formative, as McGuire is now known throughout the Ottawa region as an agent whose staging and listing presentations are second to none. Only five years into her tenure as an agent, McGuire hit the ground running in 2012, when she was named Royal LePage’s Rookie of the Year. Now one of the company’s most promising young Realtors, McGuire encourages those looking to replicate her rapid success to continue their education and surround themselves with inspirational mentors. “But most of all,” she says, “listen to your gut.”

JOSH CHAIT

Sutton Group Admiral Realty TORONTO, ON Age: 30

“I truly believe that if you choose a job you love, you will never work a day in your life,” says Josh Chait, the highest volume agent in his Sutton Group brokerage. Judging by his accomplishments thus far, one assumes Chait has chosen careers wisely. “As a third generation real estate agent, I had a good sense of what to expect before I became one, but my experience has been far more rewarding than I anticipated,” Chait says. “I get to utilize my key skill sets and meet new and interesting people every day.”

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EMILIO CORONADO RE/MAX Jazz OSHAWA, ON Age: 34

As his market evolves and his business quickly expands, Emilio Coronado remains committed to the fundamentals of being a good real estate agent. “Maintaining a smaller focus, always thinking of helping others first and going back to basics has been the key to all the most recent changes I’ve made to my business,” he says. “Helping others always comes first, whether in business or in my personal life.”

ARTYOM SEROFF

Rennie and Associates Realty VANCOUVER, BC Age: 24

When he was still a teenager, Artyom Seroff left his rural Kazakhstan village to study in Vancouver. After a fortuitous meeting with the owner of Rennie and Associates Realty, Seroff decided to augment his UBC education with real estate courses. A few short years later, Seroff is one of Rennie and Associates most promising young agents. Despite only selling one property in his first year as an agent in 2013, Seroff completed over 40 transactions in 2016, showing that he is in the industry to stay. Despite being a millennial agent born into the limitless potential of a social media world, Seroff does not currently advertise. “I think that people are so overwhelmed with commercialization and false promises that they just look for good, honest long-term relationships,” he says. “Judging by experience, word of mouth remains the best marketing strategy. I can see myself expanding my online presence in the future, but the core of how I conduct my business will never change.”

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SPECIAL REPORT: YOUNG GUNS 2017

BRANDON WEISS Harvey Kalles Real Estate TORONTO, ON Age: 31

Brandon Weiss started his career with a bang – his first sale involved the purchase of a $2.8m home. The following two-anda-half years have been equally productive. Weiss received Harvey Kalles’ Chairman’s Club Award in 2015 and the company’s Director’s Circle Award in 2016, all while generating approximately 90% of his business through referrals. “We don’t take that lightly,” Weiss says. “We earn the opportunity to be trusted by our clients’ friends, families and colleagues.”

JOE GONZALEZ Century 21 Today Realty FONTHILL, ON Age: 34

Joe Gonzalez just completed his fourth year in the business. In that time, he has put his love of problem solving to work for clients in a Fonthill, Ontario, market that has seen increased interest as buyers priced out of the Greater Golden Horseshoe look for an affordable place to call home. Gonzalez, a dyed-in-the-wool lover of Fonthill, is a familiar face at events in the community that has made him the agent he is today.

CHASE OLSEN RE/MAX First Realty CALGARY, AB Age: 30

Chase Olsen’s entrepreneurial spirit was already on display when he was in elementary school, reselling bulk candy at a mark-up to the other kids on the school bus. The stakes are much higher now, but so is Olsen’s interest in getting people what they want. “When I first got into real estate, I wasn’t sure what to expect,” Olsen says, “but I did know the stats weren’t good, as almost 80% of Realtors quit after only two years.” Olsen thought his young age would add to the challenges of getting started in such a make or break industry, but it has proven to be an advantage. “Looking back now, I believe my youth provided me with an edge in an industry that has been hampered by traditional ways of sales and marketing.”

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DAVID KURT

Coldwell Banker Charles Marsh Real Estate SUDBURY, ON Age: 32

Working in a sane market like Sudbury, David Kurt brings a long-term perspective to each deal, a luxury not afforded agents working more frenzied territories. “The key to my success is patience,” he says. “I truly believe I’m selling on a 25-year cycle, where I want to build and maintain a relationship with my clients for decades, and in return be their go-to Realtor when they buy or sell the four to five houses they’ll own in their lifetime.” In addition to racking up an impressive number of sales, Kurt is also deeply engaged with the industry. He became the youngest president of the Sudbury Real Estate Board in 2014 and he just completed a two-year term as the youngest director in OREA’s history. The organization presented Kurt with its Young Leader Award in 2016.

JOHNATAN BASDEN

Royal LePage Real Estate Professionals VAUGHAN, ON Age: 30

JAMES BOSCHMAN Royal LePage Prime Real Estate WINNIPEG, MB Age: 27

James Boschman was attracted to real estate by the potential to help people. This desire for his client’s happiness, when put next to Boschman’s background in heavy construction, make for a potent combination – one buyers and sellers in Winnipeg have been turning to in ever greater numbers. “I always knew that I would enjoy being a Realtor,” Boschman says, “but I never in my wildest dreams ever thought that I would be able to help so many amazing people and have an impact on their lives.” Boschman has become known for his honesty, humility and deep insight into each of Winnipeg’s hyper-local markets, a distinction that will surely serve him well in one of Canada’s fastest-growing cities.

After an accident that nearly ended his life, Johnatan Basden decided to start affecting the lives of others. “I knew there was no time other than the present to get my dream started,” he says. The past six years have seen Basden make a considerable mark on the Vaughan market. He is known for his unconventional marketing strategies and for his “think outside the lockbox” philosophy. For Basden, even the term “market” doesn’t cut it in 2017. “In our team, we try to adopt the mentality that there is no market. Buyers and sellers always exist, real estate transactions will always happen no matter what,” he says. But Basden is still very much aware of the fluctuations in customer behaviour and how keeping them plugged into reality is key to their satisfaction.

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SPECIAL REPORT: YOUNG GUNS 2017 BROKERAGE SPOTLIGHT

RE/MAX Infinite’s Young Guns Words of wisdom, advice and encouragement from RE/MAX Infinite’s own crop of Young Guns FERRO PAYMAN & SINA AZIMI Real estate has always been a passion of ours. Growing up, we were always intrigued by architecture, home design, the housing market and its important role in the Canadian economy as a whole. We genuinely love, and pride ourselves on, making dreams come true – by helping our clients purchase their dream properties and ensuring their homes are always sold for top dollar. What inspires us on a daily basis is our clients’ utmost satisfaction, comfort and peace of mind. As young, energetic, successful agents recognized as being in the top 1% of Realtors in Canada, we have come to realize that success in this industry depends on many factors – honesty, communication, ambition, attention to detail – but most importantly building solid client relationships. We strive to continue working by these principles; with the help of our wonderful clients, we will continue to achieve the best results for them. A fluctuating market means a career in real estate will often be unpredictable, but it is important to remember to be persistent and continue working hard to achieve your goals. There will always be buyers and sellers, but it is your job to ensure that your clients are well-informed, comfortable and satisfied with the decisions we make together as a team. DAVE BRIGGS I come from a lengthy background in automotive racing and social media marketing, where I’ve shared both fun and success. I recently gravitated towards

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a career in real estate because of its relevance to the masses. I enjoy connecting with people and playing the crucially important role of guiding them through the transactions that will affect both their wealth and enjoyment of life. I attribute my new-found success as a Realtor to my ability to build meaningful relationships and my passion for helping others. If I can offer a short piece of advice to new and prospective agents, it would be this: Provide the best service you can with every ounce of effort you can put forth. Listen. Be knowledgeable. Be honest. Ask questions and seek answers. Choose a brokerage that shares your values. For me, that brokerage is RE/MAX Infinite Inc.

HELIA PIRZADEH & SAHAND HAGHIGHI Congratulations! You’ve entered the world of real estate as a professional at a young age. Your next question is most likely going to be, “Now what?” That was definitely ours. Having a prior 9 to 5 office job and excelling in our own business, we wanted to expand our knowledge into the housing market to turn our prospects into leads. It is certainly difficult at the start because you’re young and new, but don’t doubt yourself. Talk to people in your sphere, and look at what successful agents are doing and do it with more passion. We felt that RE/MAX Infinite was the perfect brokerage for us as there was amazing training, full support from all the

Photo by: Babak Khairi

INITE

BROKERAGE, INDEPENDENTLY OWNED AND OPERATED

Left to right: Noel Lawrence, Sina Azimi, Ferro Payman, Jonathan Choi, Helia Pirzadeh, Sahand Haghighi, Dave Briggs Photo by: Babak Khairi

staff, and agents who were willing to guide us in the right direction. We started doing open houses, generating leads and closing successful deals – going above and beyond for every client we had. The key to being effective in your new profession is to stay consistent, treat it like a job where you set the hours you will work and do your research every day. JONATHAN CHOI I’m humbled, honoured and thankful that everything in business has been nothing but success. With 18 years of prior experience from QSR, my attitude, skill set and effective execution made becoming a successful Realtor so much easier. I met (RE/MAX Infinite President) Levon Nazarian in Las Vegas long before I had considered selling real estate. I can honestly say he works even harder than he plays. After a casual meeting with Levon, he confirmed a move into real estate would be a great one for me.

If you’re just starting out, just know that everywhere you go, you’ll probably come in contact with your share of mediocre salespeople, brokers and brokerages. Do your research. Take the time to meet the team supporting the brokerage and speak to their Realtors. Get the cost breakdown and be ready for your first deal – negotiating your contact. If you’ve failed here, you’ve already failed your future clients. I attribute my success to my loving wife, two children, Levon and all the staff constantly working in the background, indirectly assisting all my clients. NOEL LAWRENCE As a child, I always found myself in the back seat of my parents’ car, staring out the window and admiring the different homes and their landscaping. After high school, when I was working in retail part time, I felt very comfortable dealing with different kinds of customers and personality types. I decided

to take my new passion for customer service and my admiration for homes and pursue this wonderful career. My advice for younger agents just starting out would be threefold. Surround yourself with good people. Patience is key. Don’t be discouraged when things don’t go as planned – you need to persevere every single day. Choosing the right brokerage is important because you want to feel comfortable and be in an environment where you are happy and excited by the work. The right brokerage can help you learn more about the business and will provide guidance when you’re taking on different challenges with different clients. I chose RE/MAX Infinite because I felt the brokerage was a family setting with good energy. What led me here was not done alone. My success is a combination of mentorship, hard work and the support of family, coworkers and friends. Each has played a major role in bringing me to where I am today. REP

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PEOPLE

AGENT PROFILE

Making the leap Lacy Watson, one of Saskatoon’s most successful and popular Realtors, has never shied away from a challenge. In August, Watson left RE/MAX to shape the future of Coldwell Banker Signature – from behind the owner’s desk

IN HER life before real estate, Lacy Watson was a farm girl, a model, a marketer and very nearly a dental hygienist. It was while on the waiting list to begin her dental hygiene training that Watson first became enamoured of real estate. At 22, just before the Saskatoon housing boom kicked off in 2006, Watson had already purchased her first home, which she flipped at the peak of the market and leveraged into the funds for a new build. Her engagement in the process and the satisfaction she derived from it did not go unnoticed by her own Realtor. “My real estate agent said, ‘Lacy, would you be interested in getting into real estate? You know the market as well as I do,’” Watson says. “I thought about it, jumped two feet in and never looked back. It’s the best thing I ever did.” In 2008, Watson started what would become a nine-year stint with RE/MAX Saskatoon East, where she discovered that enjoying the job did not guarantee excelling at it. “I didn’t have an easy go,” she says. “I had to work really hard to build up a client base and get the sales going. I didn’t have the option to be lazy.” It was during these challenging first few months that Watson had to rely on a farmhoned work ethic and her innate persistence. “I’m a bit of a bull,” she laughs. Her refuse-to-lose approach has served

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Watson well over the years. The global financial collapse of 2008 put a lasting damper on the Saskatoon market. Despite a gradual rebound in Saskatchewan’s economy and delectably high oil prices that lasted until 2014, Watson has spent much of her career succeeding in a relatively flat market, something she attributes to being attuned to her customers’ needs. “Knowing how buyers and sellers think is an important quality to have. I really take time to get a feel for what the buyers’ or sellers’ needs and wants are. Once you have that, it’s a good base to follow through on the transaction for them.” Watson’s willingness to allow customer needs to dictate the direction of a sale has made her one of Saskatoon’s most in-demand agents. In addition to being a member of RE/MAX’s Platinum Club and Hall of Fame, she has also been voted Saskatoon’s best real estate agent in Planet S magazine six times since 2010. When Watson had her first child in early

2016, she used it as an opportunity to evaluate the state of her career, asking herself, “What’s next for me?” The answer came during a May meeting with Randy Singler, co-owner of Coldwell Banker Signature, who had spent the previous two years recruiting some of Saskatoon’s top talent with an eye to becoming one of the city’s biggest brokerages. Watson knew she was on Singler’s radar as an agent, but she took both of them by surprise when she offered to take over the company’s business development and recruiting and asked for a piece of its ownership. “I think it kind of side-swiped him, but at the same time we both walked out of that meeting with big smiles on our faces,” Watson says. “It felt right. I just went, ‘This could be something incredible. We, as a team, could be something that the city’s never seen before.’” Watson, who is making the leap to co-ownership with her long-time business

COMMUNITY INVOLVEMENT In her years at RE/MAX Saskatoon East, Lacy Watson donated a portion of each commission to the Children’s Miracle Network. As one of the brokerage’s top performers, her many contributions went toward supporting the operation of 14 Children’s Miracle Network member hospitals and were a part of the $44m RE/MAX has raised for the charity to date. As she moves on to her new role as co-owner at Coldwell Banker Signature, Watson says she looks forward to getting the brokerage involved in other charities close to her heart, including KidSport and Cystic Fibrosis Canada.

LACY WATSON FAST FACTS

“We walked out of that meeting with big smiles on our faces. This could be something incredible ... We as a team could be something that the city’s never seen before.”

HOMETOWN Hodgeville, Saskatchewan

AGE 33

YEARS IN REAL ESTATE 9

MARKET Saskatoon, Saskatchewan

MARKET POPULATION 246,376

partner Kindra Sowden, will be bringing to Coldwell Banker Signature unassailable insight into what agents are looking for in a brokerage. “They want support, they want an office that’s going to feel comfortable to them, where they can have a good time and have some laughs,” she says, “but also something that’s going to help their business get better – and the easiest way of doing that.” When asked about the challenges of

recruiting strong agents in the midst of a sluggish market, Watson is characteristically optimistic: “I think now is actually the perfect time to look at recruiting agents,” she says. No matter what Watson and her new Coldwell Banker team offer Realtors in order to bring them aboard, they will be in the hands of a serious real estate professional for whom success is just a springboard to something bigger and better. REP

AGENTS AT WATSON’S NEW COLDWELL BANKER SIGNATURE FRANCHISE 51

AWARDS RE/MAX 100% Club, RE/MAX Platinum Club, RE/MAX Hall of Fame, Best Real Estate Agent (Planet S Magazine) 2010–11, 2013–16

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SPECIAL PROMOTIONAL FEATURE

TECH

Home-grown sickness Encouraging your buyers to invest in indoor air-quality evaluations contributes not only to their overall health, but to the health of their relationship with you

CANADIANS SPEND roughly 90% of their time indoors, and much of that time is spent in their homes. For many homeowners, the home is a place of comfort and safety, a solid, tangible barrier between themselves and the outside world. But what about the unseen dangers that come included with any property, such as poor air quality? The supposedly fresh air most homeowners assume they’re breathing actually contains a potentially harmful combination of chemicals, particles and irritants. In fact, Scientific American estimates that a baby crawling on the floor of the average home inhales the equivalent of four cigarettes a day as a result of the off-gassing of carpets, moulds, mildews, fungi and dust. Asthma, allergies and other respiratory illnesses can be caused by these hazardous

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substances in the air. That’s why AmeriSpec offers Indoor Air Quality Monitoring and Analysis, providing results and recommendations for your client’s total peace of mind. Unseen dangers Even those who keep an impeccably clean home may still have potentially unhealthy particles circulating in the air, ranging from very minor irritants like dust and animal dander to major ones such as moulds and chemical vapours created by building materials or furnishings. But there is no need to live in fear. There’s a very simple way for your clients to know the condition of the air quality in their home – booking an Indoor Air Quality service with AmeriSpec. Our professional, certified inspectors will provide the same high level of quality service

we’ve become known for when performing home inspections. AmeriSpec will conduct a thorough investigation of all environmental threats within the home: indoor air quality (including airborne particles and airborne chemicals), mould, asbestos, lead and radon. There are many unseen threats to your health. Some buildings and homes can contain lead in paint and plumbing or asbestos-laden building materials. They can also be challenged with mould due to older construction methods. With so much focus on energy efficiency, new homes are often starved of fresh air, greatly deteriorating the air quality and the health benefits of clean indoor air. Mould in buildings can lead to allergy and asthma symptoms; respiratory ailments; eye, skin and lung irritations; as well as headaches and fatigue. Airborne dust and chemicals can play a critical role in aggravation of asthma and allergy symptoms. AmeriSpec’s unique Canary Air Quality monitor will measure for: carbon monoxide, carbon dioxide, airborne dust, airborne chemicals and humidity. After testing, the inspector will provide a comprehensive report detailing contaminant levels and recommendations for improvement. Do you want to find out more? Visit www.amerispec.ca to read more on AmeriSpec’s Healthy Home services, or call 1-866-284-6010 to connect with your local office. REP

Celebrating its 30th anniversary, AmeriSpec is North America’s leading home inspection service company. In 1996, it became a part of ServiceMaster, elevating the company to become the largest and most trusted home service provider in the world. The AmeriSpec name is the industry standard for quality, service and value. With more than 75 franchise licences from coast to coast, AmeriSpec of Canada conducts more home inspections – and serves more satisfied customers – than anyone else in the country. Visit www.amerispec.ca.

SPECIAL PROMOTIONAL FEATURE

STRATEGY

Inspection myths As a number of markets across Canada come crashing back to reality, now is the perfect time for home inspections to once again become a regular part of buying and selling. Alice Soon from Pillar To Post dispels some common inspection misconceptions WITH MARKETS cooling down in key areas across Canada, it may be an ideal time to reconsider a home inspection as a critical part of the real estate transaction process. However, there are still misconceptions surrounding what a home inspection may or may not include. Below are the top myths that can help buyers and sellers understand what a home inspection actually entails.

Having a licence ensures a good home inspection. Unfortunately,

this is not the case. Not all provinces require licences to be a home inspector and many of the standards vary widely. Make sure to verify other components of an inspector’s credentials, including past clients, years of experience and customer reviews. You may use a home inspection to identify problems that might be used as a tool to renegotiate the purchase price. This is not the primary

objective of a home inspection. The

inspector’s professional service is one of unbiased, third-party education. They want to arm buyers and sellers with a good understanding of the physical condition of the home so they can make the best decision for themselves at that time.

A home inspection tells you what your home is worth. That is the

intended purpose of an appraisal, not an inspection. An inspector will also not make any recommendations about whether or not to buy or sell the home – that is solely up to the client. Inspectors don’t make any comments about the feasibility of the home’s value or whether or not it should be purchased.

house and produce a real-time inspection. The best certification offers both in-class and hands-on training, as well as examination requirements. When choosing your home inspector, you want your clients to verify their background, previous work experience, as well as the reputation of the certificating organization. Home inspections are not needed for newly built homes or condominiums. This can be a costly

misconception. Newly built homes or condos are just as much in a need of an inspection as an older home. No home is perfectly built, and it’s best to have an inspector pinpoint potential issues or future repairs. Most inspectors can also give inspections during each construction phase of the property or at various stages of development.

Home inspections are solely used on the buyer’s sides. Although

most inspections are performed for potential buyers, there are many advantages associated with a pre-listing inspection. These include: knowing about major issues before the house goes up for sale, increased negotiating power and garnering the best sale price. Also, it is recommended that a home be inspected every 10 years, regardless of whether a sale is taking place. REP

All home inspection certifications and professional education are created equal. This is

untrue. Some programs actually offer certification online, without the requirement to ever step foot inside a

For information, please visit the nationwide home inspection experts at www.pillartopost.com.

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SPECIAL PROMOTIONAL FEATURE

COACHING

Is now a good time to be a Realtor? With Canada’s two biggest markets changing, many young agents may be questioning their career choice. Industry-leading real estate trainer Richard Robbins gives them five reasons to believe

relationships with their existing databases. It’s like a young doctor taking over a retiring physician’s practice and getting to know the patients. Real estate is no longer just about selling The days of agents being primarily salespeople are over. The Realtor’s role has shifted to becoming a trusted real estate advisor. Market insight, in-depth knowledge and the ability to provide an exceptional client experience, are the new rules of success and have levelled the playing field for more people to participate.

Freedom of income and time The fruits of traditional employment (job security, steady raises, a retirement plan) have been withering on the vine for decades. A career in real estate, however, offers the chance to achieve both freedom of income and time, provided you deliver exceptional value to the marketplace.

Making dreams come true In most cases, your client’s home is their most valuable asset and the decision to buy or sell their home is the single biggest decision they will make in their lifetime. The process is exciting but it’s also terrifying for them, and as their real estate professional, you have the opportunity to make the biggest difference in their experience.

THERE’S NO doubt about it, things have changed dramatically in the real estate industry in recent years. Changes fuelled by increased transparency, new technologies and, in some markets, government intervention, to name a few. If there’s one thing I know for sure, it’s that change in this industry will continue at a rapid pace. So when faced with constant change, potential disruption and market volatility, is now a good time to be in real estate? The answer is a resounding YES, there is tremendous opportunity in real estate, especially today. Here’s why:

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An entrepreneur’s dream Real estate is one of very few businesses that offer entrepreneurs the ability to sell hundreds of millions of dollars of inventory without having to own any of it. And unlike many other professions, it doesn’t take years of education or a substantial financial investment to get started.

The Boomer shift The average agent is 53 years old (according to NAR) so, inevitably, we’ll see many agents start to wind down or leave the industry. The opportunity I see here is for new agents to partner with retiring agents, and start building solid

Rest assured, there’s nothing more rewarding or inspiring than watching your clients achieve their real estate dreams. That’s why right now is always the time to be in real estate – provided you know the rules of success in today’s changing environment. REP Richard Robbins is the CEO of Richard Robbins International Inc., Canada’s foremost real estate sales training and coaching organization. For more information about Richard Robbins or to attend an upcoming free training event, visit www.richardrobbins. com or call 1.800.298.9587 anytime.

SPECIAL PROMOTIONAL FEATURE

STRATEGY

We’re Local We’re Global™ A global mindset and rising profile has been integral to the growth of Leading Real Estate Companies of the World, making it an attractive partner for brokerages taking their business to the next level LEADING REAL Estate Companies of the World® (LeadingRE) understands that real estate is not just local or global – it is both. By adopting a global mindset, the US-based real estate community has expanded its reach to span six continents with 565 independent market-leading real estate firms – including these Canadian companies: • Bosley Real Estate Ltd. Brokerage • Bowes & Cocks • CIR REALTY • Dexter Associates Realty • DFH Real Estate • Harvey Kalles Real Estate • Macdonald Realty Ltd. • McGarr Realty Corp. Brokerage • Profusion Realty Inc. • StreetCity Realty • The Property Exchange Group • Tracy Arnett Realty Ltd. Brokerage • Tradewinds Realty • TrilliumWest Real Estate Brokerage • Whistler Real Estate Ltd. Heading the company’s global expansion is executive vice president of global operations Chris Dietz, who is based in London, UK, and Frankfurt, Germany. Since joining LeadingRE five years ago, Chris has helped the network more than triple its country count to 65

countries, and reinforced a global mindset that extends beyond coverage. “In parts of the world, because of geography and other factors,” Dietz says, “people cross borders all the time and have a sense of different cultures and practices. That is not the case in North America, so we are always thinking of the little things that will help ensure our approach is relevant to our members and clients worldwide.”

seen a dramatic rise in the number of client introductions members are making across borders. LeadingRE helps facilitate these referrals through a dedicated in-house ‘CrossBorder Liaison Team’ that assists members with communication, customs and follow-up required by referrals between different countries. In addition, LeadingRE members have access to business-enhancing services that enable them to perform at a higher level, including exclusive conferences and networking events, web-based learning, services for multinational corporate clients that are relocating employees and global marketing support. For firms specializing in the luxury market, LeadingRE offers Luxury Portfolio International®, a program designed to market high-end homes to affluent consumers worldwide. Its award-winning website, LuxuryPortfolio.com, markets over 50,000 luxury homes to over 3m high-net-worth visitors annually and features a total inventory of available properties exceeding $54bn. Membership in LeadingRE is awarded only to select companies that have demonstrated excellence in service delivery and results. In fact,

“We are always thinking of the little things that will help ensure our approach is relevant to our members and clients worldwide” Chris Dietz, executive vice president of global operations, LeadingRE This mindset impacts everyday business practices, as well as providing more opportunities to understand and experience other cultures. One way this is achieved is by holding member networking events around the world, like LeadingRE’s Global Symposium this September in Vienna, Austria, and the LeadingRE ASEAN Immersion Conference scheduled for May 2018 in Kuala Lumpur. By focusing on relationships between members around the world, LeadingRE has

only 20% of companies that apply are invited to join. LeadingRE affiliates are united with a shared focus on quality, connections and independence, combining the strength of local market expertise with extensive global reach. REP

To learn more and to preview the firms that have been selected for membership, visit www.LeadingRE.com/OurCompanies.

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PEOPLE

CAREER PATH

UPS AND DOWNS

It’s been an exciting ride for Stephen Chow, from the highest of highs to the lowest of lows

In his first summer at university, Stephen Chow, the child of hard-working immigrants accustomed to labouring alongside his father, couldn’t find a job. His father suggested real estate, FINDS and a few courses later Chow had a part-time job that was REAL ESTATE well placed to profit from a surge of immigration in the lead-up 1997 to Hong Kong’s ‘handover’ to China. EXPERIENCES EARLY SUCCESS “I got into the industry very randomly. Our family knew many people who were moving here, and I was Within a week of getting his licence, Chow did his first deal at the age of 20. able to help them.” Employed at the brokerage of a friend of his dad’s, he found success easily, making $50,000 working part-time. 2004 “I thought, ‘This is easy money’. I bought my first BMW at 22 and the next year was GOES OUT ON HIS OWN… BRIEFLY making $100,000. I enjoy talking to people, and the people I was dealing with were family friends, or friends of friends. They trusted a referral from family.” Making six figures while still in his mid-20s, Chow decided to open his own brokerage, Atria Realty. The decision to join Century 21 followed quickly. “At the age of 27 I thought I knew everything. I thought opening my own brokerage 2009 would be easy. It turned out to be very difficult. People look for different qualities in HITS A LOW POINT an owner than in a salesperson: leadership and management skills. Being young Struck by the recession, Atria was on the verge of shutting down. To and naive I thought, ‘How hard can it be?’” keep the doors open Chow went back to working very long hours, and his 2013 marriage suffered. A conversation with a mentor marked the turning point. LEAVES COMFORT ZONE “I was selling just to keep the company alive and mortgage payments in place. The advice was to decide if I would be a good Backstopped by a history of success in Richmond Hill, salesperson or be in the owner role; Chow saw the opportunity to sell to millennials and opened an from there I slowly started office downtown, in the trendy King West area. removing myself “It was quite a scary move, catering to a totally different crowd from selling.” – but it turned out amazing! The day we opened a woman came in randomly and said she was so glad to see a Century 21 in the neighbourhood. Now we are the largest Century 21 south of Bloor.”

1995

2015

WINS SWEETEST PRIZE Chow’s award for Century 21 Franchisee of the Year holds a special place in his heart.

“This award is purely based on peer recognition from your competitors – I’m very proud to be so well respected in the industry. Winning this was really special to me … being on stage getting an award from an international brand”

2014

REALIZES CHILDHOOD DREAM For the first time Chow’s company was numbered among those honoured by the Century 21 Global 21 Awards, given to the global giant’s top 21 offices or teams from over 7,000 franchisees in more than 70 countries. That year, Chow also acquired the Porsche he had promised himself since he hung a poster on the wall of his childhood room. “It was a promise I made myself a long time ago. It was a gift to myself.”

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PEOPLE

OTHER LIFE

TELL US ABOUT YOUR OTHER LIFE Email repmag@kmimedia.ca

Ike has recently taken on a new role as a Make-a-Wish horse

16.3

height in hands of Scraba’s horse Ike (about 65 inches)

300

first prizes won in competition

number of sets of custom shoes Ike has, at a cost of $400 a set

IN THE SADDLE When she’s not working at Sterling Real Estate you’re most likely to find Aron Tranis Scraba on the back of a horse

EDMONTON REALTOR Aron Tanis Scraba has been in the saddle for as long as she can remember. Raised on a big acreage by a show jumper mom and horseback hunter dad, Scraba says becoming an expert rider ‘was a natural progression”. After winning honours in 6th Grade, she came home to a new horse “standing in the barn with a bow around his neck”. Over the years Scraba’s pursuit of the disciplines of dressage and show jumping resulted in her taking first place in more than 300 championships. Her primary

interest has always been dressage, the sport regarded as the highest expression of skill in riding, in which she reached Grand Prix level and was long-listed for the 2000 Olympics. Scraba and her horse Ike rode dressage demonstrations for both the Musical Ride and the show jumping Masters held at Spruce Meadows in Calgary until recently. She plans to return to dressage once she has a new horse to partner with, but even now she gets in the saddle six days out of seven. “Riding is my stress relief”, she says. “It’s my peace in the craziness.”

PEOPLE

OTHER LIFE

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TELL US ABOUT YOUR OTHER LIFE E-mail: repmag@kmimedia.ca