April 2011 Issue by Real Estate Magazine (REM)

Issue #262

April 2011

Linda Pinizzotto Sales rep, hockey mom and condo advocate Page 8

Pushing for private property rights Page 3

Turning junk into listings Page 12

5 critical marketing elements Page 18

REM APRIL 2011 3

Politicians push for private property rights Although the amendment would only affect the province of Ontario, the sponsoring politicians hope their motion will inspire others to enact similar property rights across Canada By Melanie Epp

wo Ontario politicians have launched a proposal to get private property rights included in the Charter of Rights and Freedoms. Federal MP Scott Reid (Lanark-Frontenac-Lennox and Addington) and MPP Randy Hillier (Lanark-Frontenac-Lennox and Addington) announced they will jointly present resolutions in the House of Commons and the Legislative Assembly of Ontario to amend Canada’s Constitution, embedding property rights within the Charter of Rights and Freedoms. Currently Canada’s constitution provides no protection for its citizens against restricted use of their property. The motion, if passed, would entrench property rights alongside those mentioned in the Canadian Bill of Rights, 1960, including the right to life, liberty, and security of person. This isn’t the first time that this type of constitutional amendment has been attempted – the last time was in 2007 – but it is the first time that anyone has tried an amendment using Section 43. Under the terms of the amending formula in

Section 43 of the Constitution Act, 1982, resolutions for the province of Ontario could become part of the Constitution of Canada. Although the amendment will only affect the province of Ontario, the sponsoring politicians hope that their motion will inspire others to enact similar property rights across Canada. “There’s no one thing that spurred this motion,” says Hillier’s legislative assistant Nick Kadysh, “In Canada there’s been a fairly long history of property rights abuses – not always intentional – but there’s very little that the average citizen can do to combat this.” Without constitutional protection, municipalities have the right to disregard property owner’s rights without the fear of retaliation. They can arbitrarily seize land, impose heritage designations, or declare land protected, thereby restricting its use. Hillier and Reid, both members of the Conservative Party, cite recent cases from within their own jurisdictions of citizens who could have benefited from constitutional protection.

In 2010, the Jaworski family of Lanark County, Ont., was fined $50,000 for hosting a political and economic freedom convention, the Liberty Summer Seminar, on their property. Although the Canadian Constitution Foundation announced that the charges were dropped on February 14, 2011, by that time the Jaworskis had already incurred substantial legal fees. Another incident involved a woman from Lanark County who had wanted to divide her land and sell off a part of it in order to refinance her property. She was prohibited from doing so because part of her land was home to a protected bird species. When she couldn’t raise the money she needed, she lost her land. Kadysh recalls another story, told to him by Hillier, about a man who resides near Peterborough, Ont. About 10 years ago he bought a piece of land with a highway on one side and a creek on the other. He planned to build on it as the city developed. When he eventually went to put his plan into action, he found that the Ministry of

Environment had zoned 200 yards out from the creek bed and that the Ministry of Transportation had zoned some 200 yards out from the highway, making his land pretty much useless. “He still owns it and he still pays taxes on it, but he can’t build on it and he can’t sell it,” says Kadysh, “Who’s going to buy useless land?” These restrictions are particularly burdensome to those who make their living off the land, says Reid. He has seen cases where new government regulations have restricted land use and landowners have been forced to sell their property at a financial loss. Reid says that taxpayers should share in the cost of these new restrictions, and that they should not be left to the individual landowner. He would like to see affected landowners compensated for their financial losses. Kadysh agrees, saying that Hillier’s hope was that landowners would see “just and timely compensation.” Ontarians have responded with “widespread support,” says Reid,

Studies say development charges ‘short-sighted’

wo new studies by construction industry groups says that housing prices in the Greater Toronto Area have more than doubled since 1998, and that the provincial and municipal governments have fuelled much of this increase through fees, charges and regulatory costs that ultimately are borne by new homebuyers. The two studies conclude that these government-imposed costs are “conspiring to make housing unaffordable for a growing number of families, particularly in the GTA.” A report prepared for the Residential Construction Council of Ontario (RESCON), written by researcher Will Dunning, estimates that up to 30 per cent of the cost of new housing in the GTA is

now attributable to direct and indirect government charges. Another study, written by Ryerson professor David Amborski for the Residential and Civil Construction Alliance of Ontario (RCCAO), says that regional and municipal development charges alone now add $30,000 to $50,000 to the price of a new home. The organizations say that development costs in the GTA are among the highest in North America. For example, development charges on comparable housing in other jurisdictions are $23,418 on average in the Greater Vancouver Area; $7,475 in Calgary; and $1,425 in Edmonton. Similar increases are evident in new high-rise construction, the groups say. In addition to develop-

ment charges, other governmentimposed costs on housing include sales taxes, land transfer taxes, application and processing fees, building permit fees, new home warranty fees, land dedications, and a multitude of other revenuegenerating mechanisms for government. Oakville Mayor Rob Burton told The Globe and Mail that the city charges developers the maximum amount allowed under provincial legislation because development fees haven’t covered the cost of growth in more than a decade. “Local property taxpayers subsidize billionaire developers whose subdivisions make higher profits by not paying for the hospitals, transit and other infrastructure they require,” he told the Globe.

But the construction groups say that government-imposed costs on housing are short-sighted and have serious negative consequences: • A lack of affordable housing leads to a lack of an available nearby workforce to attract employers, which in turn works against the planning objectives to have a balance of jobs and housing within a community. • Development charges are applied on a per unit basis. Consequently, higher density development pays a higher charge per hectare than low density development. This works at cross purposes to land use policies aimed at intensification. •Higher prices slow demand, and reduce employment within the construction industry and suppliers, the groups say. REM

Scott Reid

Randy Hillier

and he says he is “quite optimistic” that private property rights will be protected in the future. Kadysh says that support is “overwhelmingly positive” and Hillier is “certainly hopeful” about the future of private property rights in Canada. Although Kadysh doesn’t see the issue as “headline-grabbing enough,” Reid would like to see private property rights become an election issue. “The more awareness, the more it propels the issue,” Reid says. He doesn’t anticipate any opposition since there’s really “no downside for anyone.” “This isn’t a partisan issue – it’s an issue of fairness and justice,” says Kadysh. “Hillier has long been an advocate of property rights and he believes that it’s a pretty great injustice that we don’t have them.” Kadysh says, “I believe that this is something that Canadians want, overwhelmingly, especially property owners. And I believe that one day, and it may not be through our motion, but one day Canadians will get this. So we’re just doing our part to ensure fairness and justice for Ontario and ultimately for all Canadians.” REM

4 REM APRIL 2011

Multiple Listings By Jim Adair, REM Editor Do you have news to share with Canada’s real estate community? Let REM know about it! Email: jim@remonline.com roker Grant Hayes and his wife, sales rep Jay Lough-Hayes, recently opened Peterborough Realty in Peterborough, Ont. “After reading the October REM about Mike Cartwright’s office, Main Street Realty in Newmarket, offering a full-service brokerage with 100 per cent of the commissions going to the Realtor, we decided to follow his pattern,” says Lough-Hayes. “Our fee structure is similar – $199/month and $299/deal. No charge on residential leases and double-end deals are

one transaction. Here’s an opportunity for Realtors to keep the money they work so hard for.” The couple has more than 25 years of combined experience in the local market. “We believe the future holds for smaller brokerages, more ‘qualified’ salespeople and less expensive offices fees,” she says. “We were the first team in our area to offer a ‘move for free, you pack, we drive, you unpack’ service, which most of our clients take advantage of time and time again.” The office is located in the

downtown Cafe District in Peterborough. ■ ■ ■

Rosann Copfer has joined the management team at Coldwell Banker Canada as director of marketing and product development for Canada. Copfer was previously senior marketing manager of new product development at Canadian Tire, where she was responsible for developing and implementing marketing initiatives designed to grow targeted markets. In that role, she guided the development of pilot projects and partnered with Brock University’s Think Tank plus program. Previous roles include marketing manager with Stern Advertising, where she was responsible for national and local marketing initiatives for McDonald’s restaurants of Western New York and Northern Pennsylvania. In her new role, she will be based at the Canadian national office in Burlington, Ont. ■ ■ ■

Grant Hayes and Jay Lough-Hayes

Exit Realty Corp. International had a record-breaking turnout for

its 2011 Canadian Sales Rally recently in Moncton. “The champions of this company are always in the room regardless of the event. They have a mindset for prosperity and clearly understand the value of teaching, training and coaching.” says Joyce Paron, president – Canada. The event included a trade show and five speakers who “engaged and empowered everyone,” the company says. Exit CEO and founder Steve Morris closed the event with a presentation titled, “An Unstoppable Attitude”. ■ ■ ■

Century 21 Platinum Realty in Edmonton has new owners and is moving to a new office. New owners Brad Warkentin, Chapman Im, Patrick S. Au, Duane Springsteel, Lynne MacDonald and Anna Trojandniuz say they plan to maintain the strong bonds they’ve built through their years as Century 21 System members and to create a welcoming and comfortable environment for their clients. “We have an idea to bring our agents back together to have regular meetings and to encourage more education,” says MacDonald. “We’re upgrading our software and adding new technology to help serve our clients better.” Century 21 Platinum Realty is one of the fastest growing real estate companies in Alberta, the

company says. The new office is at 7605 104 Ave. ■ ■ ■

The Aventure Realty Network has added three brokerages to its network. Harding Premier Realty of Halifax, led by broker/owner Donna Harding has developed a reputation as a leader in her market, the company says. Harding Premier Realty is now focused on the expansion of a strong independent brand. Broker/owner Norm Jolliffe of Lake Country Real Estate in Orillia, Ont. has many years of successful and far reaching brokerage management experience will further strengthen the network, the company says. Talbot Realty of Goderich, Ont. has also joined the network. Broker/owner Kevin Talbot and his team of experienced Realtors have developed a strong reputation throughout Goderich and the Lake Huron market, it says. Operating in non-franchise relationships, Aventure strengthens the independents’ competitive position, delivers a robust national referral network and puts members into a unique and open peer group, the company says. ■ ■ ■

Century 21 ProNorth Realty in Sault St. Marie, Ont. has new owners: Joe Ruscio and James Caicco. They are long-time residents of Sault St. Marie and have been active members of the community. Ruscio is a chartered accountant and has been involved with numerous real estate developments in Southern Ontario. Caicco has 15 years of experience in the appraisal and real estate industry and specializes in residential and commercial properties. ■ ■ ■

Donna Harding

James Caicco

Kevin Talbot

Shane Ruys

Norm Jolliffe

Paul Baron

Paul Purewal

William Taylor

Century 21 Leading Edge Realty has expanded to serve the growing community of Stouffville, Ont., with a new office at 6393 Main St. “We’re striving to be the number one real estate firm across the Greater Toronto Area,” says Tasis Giannoukakis, sales rep and manager of the brokerage. “Having a presence in the fast growing community of Stouffville allows us to provide superior service to both our agents and the public.” Continued on page 6

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WinnipegRealtors and Ontario landlords want action on rentals supply. How can you continue to increase the number of immigrants without a plan to provide them with accessible and affordable accommodations?” The discussion paper raises a number of issues such as rent regulation and also looks at what role each level of government can play in helping solve Manitoba’s rental shortage. “There is no magic wand or quick fix,” said Boisvert. “Hopefully, some of the solutions we put forward in the discussion paper will be considered. Doing more of the same is not an option.” Peter Squire, the association’s director of public affairs, says the report received a lot of media coverage. The provincial minister of housing has contacted the association and more discussions are planned about how to address the rental shortage in a manner fair to all parties concerned. ■ ■ ■

Rentals are also a hot topic in Ontario, where rental property owners say “the rent dispute process is old and broken.” The Federation of Rental-housing Providers of Ontario (FRPO) says “owners spend thousands of dollars providing free housing to tenants who have not paid their rent” and are asking the provincial govern-

A photo caption on the story Does being a sales rep mean you’re a chauffeur? in the March issue of REM incorrectly identified Ryan Hodge of Re/Max Centre City Realty in London, Ont. We apologize for the error.

Cover photo: MARKO SHARK

ment to modernize the rent dispute process, bringing it in line with the majority of other Canadian provinces. “No other business is required to provide goods or services without payment, yet landlords must by law allow tenants to remain in their apartments for months with faint hope of recovering the cost,” says Vince Brescia, FRPO president and CEO. “This situation is patently absurd. It places a huge financial burden on landlords, particularly small ones who must find ways of making up these expenses from rents charged to the majority of tenants who do meet their payments.” Ontario has approximately 1.3 million rental households, representing just 29 per cent of the population. If tenants do not pay their rent on time, landlords in Ontario are required to go through a lengthy dispute-resolution process that will result in eviction only if payment is not made. Last year in Ontario, about 4.5 per cent of tenants required their landlords to use this process, says the federation. It says about two-thirds of tenants who fall into arrears do manage to make the rent payment, clear up their debt and retain their occupancy. However, the federation says 1.5 per cent of tenants ultimately leave without paying their rent. It says these people take advantage of a lengthy process and remain in their units until it runs its course and they leave, or are removed. During this time, no rent is paid. “With a typical monthly rent of $1,000 per month, that is a $3,000 subsidy in lost rent alone, excluding legal and application fees asso-

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ciated with the non-payment process,” Brescia says. “This is a large cost for one landlord to incur with respect to one unit. In the case of a small landlord, it is devastating. This process, including legal fees, costs the landlord anywhere between $5,200 and $6,500.” FRPO is asking the provincial government to: • reduce the initial removal notification period from the current 14 days to five days • require hearings to take place in five days instead of the current 29 days • eliminate the 11-day delay to

Multiple Listings Continued from page 4

With headquarters in Scarborough, Century 21 Leading Edge Realty has been operating for more than 10 years. The company also has offices in Toronto, Aurora, Gravenhurst, Markham and Unionville. Owner Paul Baron has been in real estate since 1984. ■ ■ ■

Paul Purewal has joined Avison Young’s brokerage operations in Vancouver as an industrial sales and leasing associate, focusing on the Fraser Valley, B.C. market. He was most recently an industrial sales and leasing broker at Macdonald Commercial (Fraser Valley, B.C. office). Purewal began his real estate career at Burchell Edwards, the largest independent real estate company in Birmingham,

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

Phone: 416.425.3504 www.remonline.com REM complies fully with the Canadian Real Estate Association's Rules for Trademarks (CREA Rule 16.5.3.1) REALTOR® and REALTORS® are trademarks controlled in Canada by The Canadian Real Estate Association (CREA) and identify licensed real estate practitioners who are members of CREA. MLS® and Multiple Listing Service® are trademarks owned by CREA and identify the services rendered by members of CREA. REM is published 12 times a year. It is an independently owned and operated company and is not affiliated with any real estate association, board or company. REM is distributed across Canada by leading real estate boards and by direct delivery in selected areas. Subscriptions are $40.95 per year (including $1.95 GST), payable by personal cheque. Entire contents copyright 2011 REM. All rights reserved. Reproduction in whole or in part without written permission from the publisher is prohibited. The opinions expressed in REM are not necessarily those of the publisher. ISSN 1201-1223

Vince Brescia

file for removal with the sheriff once the Landlord and Tenant Board approves termination • allow private bailiffs to enforce the eviction instead of waiting six to eight weeks for the sheriff to do it. REM England. He was then recruited by Dixons Countrywide, England’s largest corporateowned real estate firm, where Purewal won several awards as a negotiator and then as a manager. Purewal moved to Vancouver in 2008 to focus on industrial sales and leasing activity in the Fraser Valley. ■ ■ ■

Employing a “clients first” attitude, Century 21 Limestone Realty is now open to assist the residents of Kingston, Ont. and its surrounding areas. “Our goal is to continue building an exciting office where agents with positive attitudes have the best tools available to succeed and are treated fairly and with respect,” says Shane Ruys, co-owner of Century 21 Limestone Realty. Co-owner William Taylor and Ruys have both been in real estate for over 12 years. REM

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discussion paper by WinnipegRealtors about Manitoba’s acute rental shortage calls for immediate action now to turn around a long protracted shortage of rental housing. Winnipeg’s .8 per cent rental vacancy rate (the lowest vacancy rate of 34 census metropolitan centres surveyed by Canada Mortgage and Housing Corp. in fall 2010) is a contributing factor in making Winnipeg’s housing less affordable, says the report. It is also limiting good housing market choice and flexibility since rental is so scarce. “There are some areas of Winnipeg where there is virtually nothing to rent so invariably any house that becomes available for sale becomes the only choice for someone to bid on,” says Mel Boisvert, chair of the WinnipegRealtors task force that produced the discussion paper. “First-time buyers in particular are finding it difficult because the entry level market under $200,000 is shrinking noticeably due to escalating house prices.” The 7th Annual Demographia International Housing Affordability Survey has for the first time dropped Winnipeg’s ranking from affordable to moderately unaffordable. The association says, “We need to unclog the impediments and barriers to creating more rental

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8 REM APRIL 2011

Sales rep, hockey mom, condo advocate

Mississauga’s Linda Pinizzotto is a top-producing sales rep who has also found the time to be a hands-on hockey mom, a real estate board volunteer and now the president of a new provincial condominium association. By Connie Adair

ales rep Linda Pinizzotto of Sutton Group Quantum Realty in Mississauga is the first to admit it. She loves selling real estate and she’s good at it, but she doesn’t live and breathe real estate 24-7. The key to a successful career, she says, is balance. There isn’t a time in her 32-year real estate career that Pinizzotto hasn’t been doing something other than helping clients buy and sell homes. The top-producing sales rep is a hockey mom to three sons, was a hockey scout at the University of Wisconsin and was Canada’s first female hockey general manager with the Stoney Creek Junior B Hockey Association in 1997. “I was nominated for the Ron Sanderson Community Service Award in Mississauga for being a successful Realtor while contributing to the community,” says the energetic 55-year-old. She has been political action chair at the Mississauga Real Estate Board for two years, second vice-president in 2009 and 2010, and a director for the last five years. Being involved in so many activities benefits her real estate career because it makes her knowledgeable and forces her to use her time productively, she

says. “Clients like that.” Pinizzotto also has a good real estate team. “Think of all the things Donald Trump is involved in. He’s able to do that because he has good people around him. I have good people around me.” Her daughter-in-law, sales rep Andrea Pinizzotto, is one of her three assistants. “I also have a fantastic data base of clients. My business is 95-percent referrals,” says Pinizzotto, who has won several Sutton Group Chairman and Platinum awards. The Chairman Award is a top designation for Sutton Group sales reps who earn over $200,000 in commission. The Mississauga resident is also on the boards of two downtown Toronto condos. She and her husband of six years, Derrick Thomas, live in a condo and her sons all own condos. With the vested interest in condos and her expertise and knowledge about them, her newest project seems a logical choice. Pinizzotto founded and is chair and president of the Condo Owners Association (COA), which was registered as a non-profit organization in March 2010. In April 2009, TrinitySpadina MPP Rosario Marchese

Linda Pinizzotto, right, outside Queen’s Park, the Ontario Legislature, with NDP leader Andrea Horwath and MPP Rosario Marchese.

had a meeting of condo owners in his riding. More than 60 people attended and Pinizzotto was elected their first president. It wasn’t long before she realized that the best way to be heard was strength in numbers – by forming an association, she hopes to give a unified voice to the province’s million-plus condo owners, more than 60,000 of which live in downtown Toronto. And their numbers are growing rapidly. “Builders love to build condos and cities love them because the tax base is 300 times that of a residential property,” Pinizzotto says. An example of an issue COA is actively tackling is the province’s Harmonized Sales Tax, which has added a large chunk to condo budgets. If a building had a $1.2-million annual budget, which isn’t unreasonable, about $300,000 of that would go to hydro, says Pinizzotto. Because hydro is not exempt from HST, condo buildings have faced huge increases, she says. “Unfortunately COA wasn’t secured in time to comment on the HST. We would have been a voice to be reckoned with.” COA has 14,000 members and chapters throughout the province, and is continuing to gather momentum as Pinizzotto works tirelessly to spread the word, meeting with MPPs and other political types. “We have the support of Ontario’s NDP leader Andrea Horwath, who came on board last year,” she says. At a recent seminar in Parkdale-High Park, MPP Cheri DiNova introduced COA to the community and Pinizzotto has also discussed COA with provincial Conservative Leader Tim Hudak, federal Liberal Leader Michael Ignatieff and MPP Michael Prue. “We have

Linda Pinizzotto. (Photo by Marko Shark)

a meeting with Minister of Consumer Services Minister John Gerretsen in March,” she says, adding many MPPs are now coming forward, saying there is a need for COA because the government needs to be educated about condominiums. Recently, a social event was planned at a donated restaurant/ night club venue in downtown Toronto. Over free drinks and hors d’oeuvres, condo owners were to learn about COA and have a chance to meet other condo owners. A second event is planned for another downtown Toronto venue. “It’s becoming a chain reaction” as local businesses see the value in helping local condo owners, says Pinizzotto, whose husband is a COA director. COA gives condo owners an avenue to express concerns and have those concerns addressed, she says. It will also provide discounts and events. For Realtors, it provides a level of comfort. If a Realtor sees a building is a registered member of COA, it means their clients are buying into a building that is

interested in dealing with issues and problems, she says. “It’s important to sell clients into a good building,” says Pinizzotto. “If you don’t, you don’t get return business and your clients will be angry with you.” Future COA plans include educational seminars for Realtors because buyers rely on agents to know what is going on, she says. Life continues to be busy for Pinizzotto. In addition to COA and her other real estate duties, she continues to cheer on her sons. Her youngest, Steve, 26, plays with the Washington Capitals’ American Hockey League team, the Hershey Bears. Oldest son Jason, 31, plays for the Schwenningen Wild Wings in the GBun league in Germany (that’s the sweater that Linda Pinnizzotto is wearing on this month’s REM cover). Marc, 28, also played hockey in Germany but decided on another career – he is a Toronto police officer. COA membership is $10 per condo owner per year or $1 per unit owner per corporation. For information, visit www. coaontario.com REM

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10 REM APRIL 2011

Letters to the Editor I

sed to a e l p e We’r ce our n u o n d an esigne d e r NEW te! websi

am responding to an article by Bob Aaron regarding Seller Property Information Statements (REM, March). His take on this is wrong. I have been a broker for the past 30 years and have been using these forms since their inception. I contend that they have saved more litigation than they have created. In fact, since my firm has been using them, our incidents have been reduced to none. Mr. Aaron is playing on so few court decisions that it is crazy to even mention

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them. He sites 49 reported court decisions since 1993! Big deal. Can you imagine how many concerns have not made the courts because of these forms? Let’s face it, 49 out of literally hundreds of thousands of transactions….actually the SPIS helps the transaction be completed in a positive way. The fact that there are so few court cases is proof that these forms are working for everyone. - Gene Bystryk Gene Bystryk Real Estate Ltd. Simcoe Ont. REM

luxury penthouse condominium in Calgary’s downtown Eau Claire area recently sold for $4.1 million – the highest MLS sale price for a condo in Calgary. The listing agent, Heather Waddell of Royal LePage Foothills, had sold the seller another penthouse about five years earlier and had stayed in touch. Waddell says the biggest challenge with high-end properties is always to get the property marketed in a professional manner. “We began by having the property professionally photographed,” says Waddell. “The photographs were posted to the MLXChange, as well as our own website and luxury homes websites.” She also advertised in Dream Homes of Canada and the Oilfield News, publications that focus on high-end readership. Lori Russell, also an agent with Royal LePage Foothills, ultimately found the buyer for the Eau Claire condo. She was working with clients who had first contacted her regarding another listing. “That original listing was not a fit for them, but I was not deterred,” says Russell. “I continued to maintain contact with them, sending along properties I thought would interest them.” Russell says that the biggest

challenge in the Eau Claire transaction came in keeping her clients focused on what they were looking for. To do that, she asked plenty of questions and listened carefully to their answers. “From this, I discovered that what we had been looking at was not at all what they wanted,” she says. Russell advises other Realtors to hang on to those leads. “Follow up regularly and listen to what your clients have to say. They just want to know that they are important to you,” she says. The record Eau Claire sale took place nine months following the original listing. Waddell says a nine-month listing period is common for a sale of this nature since the buyer pool is smaller. Ted Zaharko, broker/owner of Royal LePage Foothills, says, “The confidence the buyer showed in the residential and condominium market is very encouraging and confirms what I believe is the beginning of a turnaround for this marketplace.” Zaharko says that new listings are garnering attention from buyers and the activity in all areas of the Calgary market is improving. “A sale of this magnitude is significant in the Calgary economy,” he says. REM

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12 REM APRIL 2011

Turning junk into listings Social media is great, but for face-to-face encounters with potential clients, Robert Bell set up a collectibles booth at a local flea market By Brian Slemming

obert Bell enjoys social media. Check on Facebook and there he is, sitting at a table laid out for a yard sale. Behind him is a rather weather-worn tent. More on the tent later. Facebook, for Bell, is just another tool for getting his name known. Spreading his name has been an important part of his real estate strategy for all of the 25 years he has been in the business. There’s a connection here between Facebook, the yard sale and real estate. Bell’s involvement with antiques and collectibles began before his move into real estate. “I put myself through university partly by buying and selling antiques,” he says. It was a field that he had always had an interest in, and his success stayed with him after graduation. “It was more collectibles than priceless artifacts,” he says. The interest stayed with him and was demonstrated by his love of yard sales. Either visiting them or holding his own. Yard sale junkies will understand the regular hunt for that priceless treasure or just for

something that is bought because the price is so low that it cannot be left on the table. “Strangely enough, it was a yard sale that brought me into real estate. I had a sale in my garden and two brokers stopped by, separately, and talked to me. They both said I should be in real estate.” He thought about it, and he was realistic enough to understand that yard sales and collectibles were unlikely to amount to a permanent career, “so I joined Century 21 and later I went to Frank Real Estate.” In the early 2000s he joined his current brokerage, Guide Realty in Oshawa. “I’m really into technology. Internet, Twitter, Facebook, it all helps, but in real estate you have to have personal contact. The technology is good, but it lacks realtime, face-to-face opportunities,” he says. Last summer Bell decided to produce a Facebook diary. “Some friends were going camping. I didn’t want to join them but camping sounded good and it was something I could do at home. I also knew I needed something that

would attract people to my page so I took an old tent that belonged to my parents, set it up in the garden, and lived in it for the next six months. I moved back into the house last Boxing Day.” It was a Canadian Tire 1970 pup tent that “really had seen better days. The roof leaked a bit and if it rained really hard I sneaked back indoors to sleep.” As a single man, Bell says he had no opposition to his six-month camping expedition. “I think if I was married it may have been more difficult.” Bell issued a regular diary on the Internet and also posted reports on a tree in the garden. It became quite a local attraction in Oshawa. “It was all a lot of fun, but really I needed to do something that gave me an opportunity to meet and talk to people.” It was time to think back to university days, to buying and selling. “I thought about a kiosk in a shopping mall, but most spaces were taken and selling was not permitted anyway. It wasn’t the best environment. Then I thought about the Courtice flea market.” The market is held in

Robert Bell (right) in his flea market stall with fellow Guide Realty sales rep James Cowan.

a small community about 10 miles east of Oshawa. It operates yearround on Saturdays and Sundays. It was there that REM stumbled across Bell and his flea market stall. “I wasn’t really there to sell and make profit, I was there to meet and talk to people. I had a pile of junk at home and that’s what I sell, low value stuff at very low prices. I recently sold a teapot for 10 cents.” While the table is filled with

Succession planning Personal Finances I t can be difficult letting go. But successful business owners know that making appropriate plans to turn the company over to a successor at the right time is just prudent management. “Some company owners only think about succession planning when they’re fed up and ready to sell,” says chartered accountant Paul G. Stringer, managing partner of Durward Jones Barkwell & Company in Grimsby, Ont. “It takes preparation to manage a changeover properly. Start thinking about introducing a new owner at least three to five years before you

intend to retire or sell.” Michael B. Epstein, partner, advisory services with PricewaterhouseCoopers in Toronto recommends that owners pull together a group of experienced advisors or consultants to help them plan to transition both the management and ownership of their businesses. “Create a picture of your ideal successor – a job description for a new CEO,” he says. “It will help you focus on the actual skill set that’s needed, and open the door to outside candidates.” Epstein and Stringer agree that family businesses present a special

set of challenges when it comes to succession planning. “At some stage, the heads of family-owned companies must begin to ‘professionalize’ the business,” says Epstein. “They need to honestly discuss where family members stand with respect to business ownership succession, and what factors they’re using to decide who should take over the company.” There are other issues. “Familyowned companies can often involve and support four or five family members and their families,” Stringer says. “It can get thorny if not everyone contributes equally, or if someone who wants the top job is performing poorly or even damaging the business.” From client experience, Stringer is able to say that one of the most difficult transitions can be from father to son. “A father knows all of

his son’s weaker attributes,” he says, “and can set the bar very, very high. It’s often more difficult to let a son step in to the business than an outsider. “Chartered accountants must be experts in matters other than just business,” Stringer says. “We look at the business, but also the personal, family side.” “Owners can never forget that they’re in business to sell their business,” says Epstein. “The single, largest item on an owner’s personal net worth statement is their investment in shares of the private company. When you’re selling the business you’ve spent a lifetime working on, there’s a lot of money – and a lot of yourself – at stake.” Written by the Institute of Chartered Accountants of Ontario. REM

odd cups, saucers, old books and used kitchen implements, the walls of the booth are festooned with Guide Realty signs. A pile of Bell’s cards are placed around and when people stop to look at the goods, Bell engages them in conversation. When his own supply of cheap ‘junk’ grew short, fellow staffers had their own home clear-outs and replenished his supply. “I’m very pleased with the reaction. People love to stop and some buy but they all enjoy talking.” Bell has another incentive to get listings – he offers two hours of free labour to anyone who lists with him. “It’s something I thought about when giving suggestions to vendors. We tell them that this needs tidying up or that needs a dab of paint and then usually leave them to it. So I thought, why not help?” So he printed up some “Bonus Certificates” for labour that he has at his flea market booth. The certificate suggests help tidying up, fixing curtain rods, taking out the trash and similar small jobs. The certificate clearly states that it is only valid to clients who have listed with him. That disclaimer didn’t faze the woman who visited his stall, didn’t buy anything, didn’t list with him, but wanted to take a handful of free labour certificates. Bell laughs when he tells the story, but who knows – if it brings him face-toface with potential clients and it leads to listings, he may just move into free labour. REM

14 REM APRIL 2011

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Realtors asked to support human rights museum T

hrough member donations, WinnipegRealtors have raised more than $225,000 in support of the Canadian Museum for Human Rights (CMHR). Now they’re calling on Realtors from coast to coast to contribute and “give our brand the attention it deserves,” says WinnipegRealtors campaign chair Sheldon Zamick. This “is a golden opportunity to put the Realtor brand on the museum.” The CMHR, Canada’s first national museum in more than 40 years, is being constructed in Winnipeg. It will house the stories of human rights struggles and triumphs; serve as a national and international place for human rights learning, dialogue, debate and action; and will house a resource centre featuring lessons from the past, according to the museum. “The museum will change the world by enhancing people’s understanding of human rights,” it says. Permanent recognition within the museum will acknowledge cumulative capital contributions of $10,000 or more. Long-term naming opportunities are also available for contributions of $1million or more. All donors will be recognized on the Friends of the CMHR website and in publications throughout the campaign. “The more money we raise, the more prominence and visibility for our Realtor ‘R’ in the museum. Our brand will be exposed to hundreds of thousands of Canadians and other people around the world including future leaders. With your assistance and participation, there will be no other group more recognizable than Realtors,” Zamick says in a one-page information piece created to garner national Realtor interest. It was included in a kit given to delegates at the 2011 Banff Western Connection conference. “The museum speaks to Realtors in a number of important

ways. Canada’s ability to attract foreign investments and new immigrants rests on its reputation of upholding the rule of law. Canada’s highly regarded brand is based on being an inclusive and open country known for respecting human rights and being tolerant of people from all walks of life and faiths,” Zamick writes. “As an industry which has embraced quality of life principles, including preservation and protection of property rights, human rights is a fundamental prerequisite to respecting property rights. This unique museum will educate Canadians on the importance of the Universal Declaration of Human Rights – a milestone document that not only establishes basic principles at the very heart of the human rights movement, but also recognizes property rights.” The CMHR also hopes to shape the attitudes and actions of generations to come. The museum, which features a glass tower, was designed by architect Antoine Predock, winner of an International Architectural Design Competition. Construction of the $310-million project began in 2009 and it is scheduled to open in 2013. The museum’s location in Winnipeg is “significant given Winnipeg’s rich history of human rights progress (women’s rights, labour rights, French language rights). Equally significant is the museum’s site at the junction of the Red and Assiniboine rivers, now known simply as The Forks. It is where early First Nations people assembled to settle disputes through peaceful negotiation,” museum information says. Realtors, real estate boards and associations across the country are being asked to start campaigns in their own communities. Contact Sheldon Zamick at 204-291-8403 or szamick@sutton.com to find out how. Or visit www.beginswithyou.net to make a donation. REM

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16 REM APRIL 2011

Eliminating the ‘goober call’

By Terry LeClair

he dreaded Goober Call....just the thought of it makes me squirm like a child waiting in the dentist’s office. Some of you may be asking, “What the heck is a goober call?” We Realtors have ALL experienced the goober call on many occasions, some more often than others. A goober call, my fellow Realtors, is when a seller calls and asks you things like, ”Hey, why isn’t my house selling?”, “How come I haven’t received any feedback on that last showing?” or – God forbid – “Just what the heck are you doing for all those commission dollars I’m paying you?” Actually, a goober call is almost every call the seller makes to you. The reason I say that is because most of the time the call doesn’t start out as a goober call, but turns out like that. Don’t get me wrong; I don’t mean that I think the seller is a goober, I just think that the conversation is a goober call, and honestly, the goober is usually the sales rep if they get that kind of call. Why am I dissing my peeps, my colleagues, my own sales reps? Simple: if you get a goober call, it’s usually your fault. These types of calls can be prevented with a little effort and strategic planning. “Terry, how can we avoid goober calls?” I’m glad you asked! The first way to prevent goober calls is to ALWAYS do a listing presentation using proper presentation software (like

PowerPoint). Yes, I said ALWAYS. A good listing presentation is invaluable to you. First, it should set out all the parameters with regards to marketing efforts, advertising, communication and feedback systems and how your client will use your systems. You must explain your processes, commissions and any other ancillary services you may offer. The key is to never overpromise and under-deliver. If you say you’ll communicate feedback from every showing, you’d better darn well do it. Another strategy I use in my business is to send the sellers a “stats update” letter every two weeks. This letter should explain to them the current market conditions, what comparable homes have recently sold or been listed, and how many web hits MLS and your website have generated. By giving the seller this information BEFORE they ask for it or even want it, you eliminate the goober call. On opposite weeks to the stats update letter, send a marketing update letter and include PDFs of any ad or marketing piece. Let them know where and when their home will be exposed to the market. Also, send them all the listing and selling documents via email so they have the ability to answer their own questions before they call you and the conversation turns into a goober call. This approach has helped me greatly in my business. I’ve sold 100 homes every year for the past 12 years with NO buyers’ agent, only an admin person. And I did it working only the odd weeknight and hardly ever on weekends. That, my fellow Realtors, is what happens when you eliminate the goober call. Terry LeClair is the CEO and founder of RealtySites PLUS, a suit of software and online tools that were built by Realtors for Realtors. www.RealtySitesPLUS.com. REM

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18 REM APRIL 2011

5 critical marketing elements By Ingrid Menninga

arketing is at the foundation of every successful real estate business and can help transform a struggling sales rep into a Mega Agent. But to have that marketing work for you like it should, you need five critical elements: 1. You need systems in place. Without a system and a plan for how you will nurture your leads from the initial phone call into the repeat client cycle, you are not taking full advantage of your marketing – and you are also not realizing how easy it can be to have an excellent marketing plan that regularly drives sales. Mega successful sales reps have a clear understanding of what to do when – from sending a thank-you card two days after meeting a prospect, to adding clients to their social media profiles 24 hours after they received their email address, to perfecting the art of post-sale follow up that will

LEGAL ISSUES

By Donald H. Lapowich ere’s some information about an American case involving lawyers in a potential E & O case. I’m writing about it because of the recent changes to CREA’s rules and the debate about offering “partial” versus “complete” real estate services to a client. If you are drawing such a contract with a client, make sure you specify what you are NOT pro-

develop a repeat and referral business. When you are trying to grow your business, you must be “locked and loaded” with your professional marketing materials ready and your systems in place, and then execute according to plan. 2. You must know who your target market is. If you do not have a clear definition of your target market, how will they know who you are? Think “everyone” is a target market? Think again. You will never be able to be all things to all people, and your services and style is not the best fit for everyone. You must have a clear definition of your target market in order to be the clear choice for these types of people – be it corporate employees who buy downtown condos, investors, or young families looking to move to the suburbs. Everything from your knowledge base and technology choices to your font choice, your logo and tagline, should be confirming the notion that you are the best choice for your target market. This will allow you to excel in this category. Worried that you will get less business overall? Your sales will likely increase in other categories too. When you are really successful in one area, people believe you can be successful in other areas too, so

they are likely to hire you as their agent even if they are not an exact fit for your target market. 3. You must differentiate yourself from the competition. There are a lot of sales reps out there, and if you are not separating yourself and defining what makes you different you will get lost in the background. You must exploit your natural skills and abilities, use the assets of your personality to separate yourself and give your clients a chance to see more to you than just “real estate” written on your business card. Are you a great negotiator, a former accountant, a sports enthusiast, or actively involved in your community? These are great starting points to help differentiate yourself. 4. You must know your strengths and weaknesses and be prepared to outsource everything you are not excellent at. Unless you are a professional copywriter, web designer, admin assistant, accountant, graphic artist and photographer all wrapped into one, in addition to being a sales rep, you are doing many things not very well. You should only be doing things that you can do at a professional level and outsource everything else. If you want to take your business to the next level, you

must present yourself as someone who is already at that next level. If you are out shooting photos of your properties on your digital camera and trying to create your own brochures, while also answering your phone, faxing in offers, and doing the staging for your property, you are subliminally telling your clients one of two things – that you are not that busy, or that you do not make enough money to hire a professional. Neither of those choices presents you well. While the DIY version is tempting – and seems like it will save you lots of money – it is very likely that it’s costing you a lot of business, which means it’s costing you a lot of money. Doing everything yourself does not build client’s confidence in your services and does not present you as successful. Do what you are good at, focus on those skills, hone them, refine them and be the best at that. For everything else that you are not a master of, get a professional in that category to do it for you. 5. You should assess, refresh and re-launch about every five years. Every smart business person looks at what they are doing, what’s working, what’s not and what’s missing to get maximum results. If you are using the exact

same tools you used five years ago, and are re-using all the same materials, chances are you are getting stale and your marketing dollars are not delivering the ROI (return on investment) they should. New looks, fonts, styles and technologies are released every day, and many agents incorporate these into their marketing strategies. After you’ve been adding new things to your marketing tool box, your branding will start to unravel and eventually you will have inconsistent messages and different looks and colours and your tight branding that you started out with will be a mish-mash. That’s why you need to assess, refresh and relaunch to tighten your message and collect all the loose ends you’ve developed over five years into one cohesive campaign. Having a consistent look and feel presents you as a serious and organized professional, and increases your brand recognition and familiarity – all of which is good for business. Ingrid Menninga is a director at Jolt Marketing (www.joltmarketing.com) where she works with real estate and mortgage agents and organizations to develop their branding and execute highly successful marketing REM campaigns.

Spell it out in the contract viding as well as the limited services you are retained to do. A trustee sued a law firm for $500 million in a legal malpractice action on the basis that the law firm did not catch the fraud of a CEO. The law firm won a dismissal based on their retainer letter that stated that only a special committee of a corporation was retaining the law firm to assist in the investigation of the corporation. The lawyer’s letter identified the “client” that was being represented, the law firms’ undertaking and that no other individual or entity including the company shareholders, directors, officers or employees were clients. The firm stated it was to assist the special committee to investigate facts and circumstances of the resignation of three members of the finance staff

of the company. The law firm found no evidence of fraud in the transactions reviewed and the three resignations. The lawyers did recommend to the committee that remedial steps be taken to strengthen the company’s management structure. The court held the trustee (for the creditors) were not clients, nor was there any implied attorneyclient relationship. Remember, set out clearly what you intend to do and for whom. You should also indicate that you are not retained to do any other services.

injury case. The matter is cited to remind Realtors that their liability rests, in part, on their “causing” the damages (just like any other professional that is sued). The plaintiff’s wife rode on the back of a motorcycle driven by her husband. The bike capsized and flipped. The wife was thrown off and sustained a severe brain injury. In the action against the husband (to collect on his insurance policy), the plaintiff failed to prove that the bike would not have flipped “but for” her husband’s negligence. Causation was therefore not proved in court.

■ ■ ■

As an example of the principle that the plaintiff (person who sues) has the burden of proof (to prove negligence), I refer to a horrendous

In another case, Property X was between M’s property and the lake. D purchased the property. The previous owners of the property had

permitted M to cross the land without accusing M of being a trespasser. M asserted she had an easement by prescription (passage of time). The court held that M’s property did not have an easement over the property in question. M did not gain any ownership right in the land, but only had authority to enter onto it, which was a “personal” licence. The court found that M always knew the land was owned by the neighbours. She did not need an easement to enjoy her own land over property owned by others. Donald Lapowich, Q.C. is a partner at the law firm of Koskie, Minsky in Toronto, where he practices civil litigation, with a particular emphasis on real estate litigation and mediation, acting for builders, real estate agents and lawyers. REM

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22 REM APRIL 2011

Maureen O’Neill of Toronto; for Northern Ontario, Richard Leroux of Timmins; for Southern Ontario, Mike Cusano of Stoney Creek; for Northeastern Ontario, Mike Douglas of Barrie; and for Western Ontario, Anna Vozza of Windsor. ■ ■ ■

t. Catharines real estate salesperson Barb Sukkau is the new president of the Ontario Real Estate Association (OREA). Active in the real estate profession for 16 years, Sukkau is with Royal LePage Niagara Real Estate Centre. She is a past-president of the Niagara Association of Realtors, where she served as chair of the education, finance and communication committees and as a member of the public relations, membership and MLS and technology committees. She has served OREA since 2006 as a member on several committees and as chair of the education, finance, communication and government relations committees. Most recently, Sukkau served as chair of the electronic signatures task force and as a member of the legal resource committee, the Ontario Commercial

Barb Sukkau

Council, the executive committee and the awards task force. Ronald Abraham of King City will serve as president-elect. OREA directors-at-large are: Phil Dorner of Belle River, Costa Poulopoulos of London and Cassandra Agnew Walker of Richmond Hill. Azizali Kanjee Khoja of Oakville will serve as commercial director and Gerry Weir of London will serve as the director representing the provincial association to CREA. William Johnston of the Toronto Real Estate Board will serve as substantial membership director. Dorothy Mason remains on board as past-president. Provincial directors representing different geographic areas are: for Eastern Ontario, Patricia Verge of Ottawa; for Central Ontario, Tom Lebour of Mississauga and

Kerry Rakuson

The Greater Moncton Real Estate Board has been rebranded with a new operating name and logo. The association will now operate as Greater Moncton Realtors du Grand Moncton. The membership approved the logo and operating name change at a December meeting, and it was recently approved by the New

Brunswick Real Estate Association and by CREA. The board office is working through the administrative process of updating signage and getting the brand out into the public eye. President Chris Constantine says the name change and logo depicts the Board of Directors’ vision. “The association really wanted to portray the uniqueness of our serviceable geographic area by including three vibrant communities that make up the Greater Moncton area in our logo, while celebrating our bilingual culture and professional Realtor trademark,” he says. “We feel this has come through with the bilingual

name and the logo that incorporates the trademark, Dieppe City Hall, Riverview Library clock tower and familiar elements of the Moncton downtown skyline.” In other news, the association’s members contributed $108,300 to worthy causes in 2010. The PR Committee helped organize several events including the Second Annual RealtorsCare Golf Tournament; The Greater Moncton Dragon Boat Festival; Canadian Cancer Society Daffodil Delivery; Realtors serving breakfast for the Breakfast for Learning initiatives; and the Annual Sue Stultz’s turkey drive that purchased

Greater Moncton Realtors du Grand Moncton PR Committee chair Jan Keirstead presents pins to, from left, Roberta Hayes, Nancy Macpherson, Logan Keirstead and executive officer Faye Anderson.

George Cwiklewski

Gael MacLeod

Junaid Malik

Continued on page 24

Richard Parker

Cheryl Schindel

The Moncton association’s new logo

The 2011 VIREB Board of Directors Presenting the VIU endowment, from left: VIREB past-president Cliff Moberg; president Jim Stewart; VIU president Ralph Nilson; REFBC’s Eileen Smith; and VIU chair of the Board of Governors Mike Brown.

The 2011 Lethbridge and District Association of Realtors Board of Directors was recently installed. Standing, from left: David Agema, Stan Mills (past-president), Rick Braden (president), Bryce Evans, Margaret Van (EO), Dale Stuckey. Seated: Cathy Maxwell, Fran Soroka, John Bekkering (president-elect) and Liz Toles.

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Boards and Associations Continued from page 22

101 turkeys for Moncton HeadStart. Donations were provided to many organizations including the Open Hands Food Bank, the Moncton Food Bank, Karing Kitchen, Ray of Hope Needy Kitchen, Mobile One Soup Kitchen, Youth Quest and Harvest House. In December, the following Realtors were recognized for their efforts and awarded a RealtorsCare pin: Ken Carroll, Nancy Macpherson, Logan Keirstead, Alice Breau, Roberta Hayes and Brian Keirstead. ■ ■ ■

Greater Moncton Realtors du Grand Moncton also has a new EO, welcoming Kerry Rakuson. Former EO Faye Anderson retired after a 34-year career. Rakuson has more than 15 years of experience in business including four years working in Western Canada at the Kootney Real Estate Board. In B.C. she ran a successful consulting business focused on associations, working

with local, provincial and national real estate boards and Chambers of Commerce. ■ ■ ■

After 20 years as executive director of the Alberta Real Estate Foundation (AREF), Gael MacLeod left the foundation at the end of 2010. She was elected alderman for the City of Calgary in October. Richard Parker has been named interim executive director. He served as governor of the foundation from 2008 to 2010 as an appointment by the Real Estate Council of Alberta (RECA). He is best known as a planning consultant with over 40 years of experience and for serving on RECA from 2004 to 2010. Junaid Malik was named by RECA to the foundation’s Board of Governors. He is an active volunteer with the Calgary Immigrant Aid Society as an employment coach and he also volunteers with the Calgary Real Estate Board’s Education Task Force. Malik is an associate broker with Re/Max House of Real Estate Calgary. Cheryl Schindel, broker/owner of the Century 21 Grande Prairie

Realty office in Grande Prairie, Alta. is a council member for RECA and has been appointed to the Board of Governors of AREF. ■ ■ ■

Members of the Fraser Valley Real Estate Board elected a new team of officers and directors at an annual general meeting held in February. Officers serving for the coming 2011/2012 term: President: Sukh Sidhu, Re/Max Little Oak Realty, Abbotsford; president-elect: Scott Olson, Macdonald Realty Olympic, Surrey; vice-president: Ron Todson, Re/Max Little Oak Realty, Abbotsford. Directors: Stephen Gammer, Macdonald Commercial Real Estate Services, Surrey; Ishaq Ismail, Century 21 Coastal Realty, Surrey; Jorda Maisey, HomeLife Benchmark Realty, Langley; Mohamed Mansour, Sutton Group - Medallion Realty, Surrey; Sharon Wayman, Sutton Group - Premier Realty, Surrey; Ray Werger, Royal LePage Coronation Park, Surrey. Also serving on the Board of Directors, elected prior to the AGM: Ralph Visser, Century 21 Ace Agencies, Abbotsford (chair,

Brokers Council); Charles Wiebe, Landmark Realty, Abbotsford (chair, Commercial Executive Council). Past-president Deanna Horn, Re/Max Treeland Realty, Langley, serves as an ex-officio member of the directorate. ■ ■ ■

The Okanagan Mainline Real Estate Board (OMREB) elected George Cwiklewski of Kelowna as president for the 2011-2012 term. Cwiklewski has been a member of OMREB since 1994 and has served as a director for the past five years. He replaces outgoing president Brenda Moshansky of Peachland who stays on as pastpresident. “This is a challenging and exciting time to become president,” Cwiklewski says. “I am very proud to represent the professional Realtors of the Okanagan, Shuswap and Revelstoke areas, and of the board’s role in furthering professionalism through continuing education. I fully support the many initiatives undertaken by our members to help attain a higher quality of life in all our communities.” Cwiklewski has been a Realtor

for 17 years and with Macdonald Realty since 1996. A resident of Kelowna for more than 40 years, he has been recognized for outstanding community service and contribution to the well-being of the city, particularly through his cultural efforts and support of the arts. He was the recipient of OMREB’s first Realtors Care Award for the Central Okanagan in 2006. He was a finalist for the Man of the Year and awarded the Honour in the Arts for the City of Kelowna’s Civic and Community Awards in 2008. Rob Shaw of Royal LePage Downtown Realty in Vernon was installed as the vice-president of the Board of Directors. Other members of the board are John Adolf, Prudential Kelowna Properties; Francis Braam, Royal LePage Kelowna; Kent Jorgenson, Re/Max Kelowna; Scott Mayne, Points West Realty Group, Kelowna; Barret Watson, Coldwell Banker Horizon, Kelowna; Darcy Griffiths, Re/Max Vernon; Rorie Holton, Royal LePage Downtown Realty, Vernon; Steve Lewis, Shirley Real Estate, Salmon Arm; and Karen Singbeil, Re/Max at Mara Lake, Sicamous. REM

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26 REM APRIL 2011

STOP SELLING HOUSES & START MAKING MONEY

By Debbie Hanlon

arm areas have been one of the most worked fields of real estate. Everyone has taken a plow to that fertile ground in hopes of being rewarded with a crop of cold hard cash. I was no different, except like everything else I did, I tried my best to do it differently. After all, if everyone else is doing the same thing, that sea of sameness gives you a golden opportunity to stand out and it doesn’t take a lot of effort to really throw your own skill set into relief.

Funny farm: Develop your system If you’ve been following what I’ve been saying in these columns, you know by now that what you’re selling is yourself and your farm area is no different. Look around at what other sales reps are doing: sending out flyers, door knocking and keeping in contact with the people who live in their farm area. You can do all that, but to really stand out you need to do more. Where other agents stop – well, that’s your starting point and that’s where you begin to separate yourself from them. Most agents are not consistent and being consistent is one of the key elements to growing a successful farm area. As with everything else I did in real estate I had a system that made everything easier, more productive and more profitable. My system covered the basics but added a few personal wrinkles that made the people who lived there feel special and made me

look like a super star. Now, I’ve always believed that any game, including real estate, is won by inches and it doesn’t take a whole lot to gain those inches. All you have to do is a little research and then apply that research. I sent out a marketing piece at the end of each month, which coincided with when most listings would expire, with information on homes that had sold or not sold. What this did was ensure the neighbourhood knew that I was the expert in their market and kept me in that everso-coveted top of mind awareness position. Top of mind awareness is where you want to be when a client is considering a change. A creative and simple thing I did that generated a buzz among the neighbourhood was my Beautiful Home of the Month award. I’d select a house, show a picture of it and give it the title

of most Beautiful Home of the Month. I remember one lady telling me how she checked every month to see which house it was. That small, easy to do task helps you own that farm area. It’s not like another agent can come along with the “More Beautiful Home of The Month” award. Another feel-good event I did was, once a year I held a flea market in my farm area and donated the money raised to a school, club or park in the area. Of course I arranged to pick up all the items residents donated, which again reintroduced me to them in a very positive way. You’d be amazed at how receptive people are to helping their own community and how happy they are with you for making it happen. There are dozens of other little things I did to make that farm area my own and its residents my future clients. None of them

were expensive or time consuming thanks to the farm area system I had in place. Like everything in real estate, it wasn’t hard. What they did collectively was get people calling me instead of me calling them. There is much more to my farm area system but space does not allow a full explanation. It worked for me and it will work for you. At least 25 per cent of my business came from my farm area. If you use a system, it will ensure that when it comes to a farm area, you’ll be outstanding in your field. Debbie Hanlon is the president and founder of Hanlon Realty. She is a three-time top 50 CEO winner and was named one of the top 100 female entrepreneurs in Canada. She is currently an elected city official in St. John’s, Nfld. and is available for motivational and training seminars. Email debbie@hanlonrealtynl.com. REM

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32 REM APRIL 2011

Developer shares her dream Boquete lifestyle

Canadians develop Panama paradise with estate home sites, duplex villas, golf condominiums and private residence club villas built around an 18-hole championship golf course. By Connie Adair course and natural landscape views start at $150,000. In Phase One, homes are required to have a minimum of 2,500 square feet, but “most homes are coming in between 4,000 and 5,000 square feet. The difference is that square footage in Canada is enclosed. In Boquete it includes terraces and garages,” Colleen says.

Developers Raideep and Colleen Lal. Sadly, Raideep died last June. Colleen has taken over the project with the help of Raideep’s brother, Sandeep Lal, proprietor of Metro Label, Canada’s largest label manufacturing company. Building sites ranging from three-quarters of an acre to more than two acres, and with golf course and natural landscape views start at $150,000.

t was time for a lifestyle change. Colleen and Raideep Lal wanted to escape their high-pressure Toronto jobs, so they began to search for a new place to live. They spent two years examining their options, choosing points on a map based on climate. The Caribbean, Fiji and Tahiti are just a few of the warm climes they investigated. “We looked at our wants and needs, and looked at crime, taxation, political stability, medical care and education.” They also wanted to integrate into the local culture, not live in an insular expat community. So after living and working in Toronto for 20 years, Winnipegborn Colleen and Raideep moved to a semi-abandoned coffee farm in Boquete in north western Panama. Boquete is known internationally for its coffee, says Colleen, who prior to moving says she had never even seen a coffee plant. The farm is now one of the area’s top-producing properties.

first of five they would end up buying), about 15 minutes from their coffee farm. “We looked at options, crazy ideas in terms of having goats and making goat cheese to vineyards but the market was changing drastically,” she says. “Boquete was the top second-home destination, but there wasn’t much to do here. My husband was a golfer and he met with a golf course architect who toured (the properties) and thought (a golf course community) was a solid choice.” And that’s how Cielo Paraiso Residences was born. The development’s master plan includes estate home sites, duplex villas, golf condominiums and private residence club villas built around an 18-hole championship golf course.

“My husband and I loved the farm but weren’t ready to retire and just farm coffee,” she says.

“We took a different approach – rather than planning homes and then the golf course, we did it the other way around. We wanted to work with the natural conditions and landscape and ensure a Panamanian highland experience for the golfer, and create a destination golf course,” Colleen says.

As chance would have it, they had the opportunity to purchase another farm (the

The course was designed to preserve indigenous flora and wildlife habitat and to appeal to

golfers of all skill levels. Cielo Paraiso is 1,010 meters above sea level and offers golfers views of Boquete’s natural landmarks, from the Baru Volcano to the Jaramillo and Talamanca mountain ranges to the Pacific Ocean. “Our goal with Cielo Paraiso was to create a course that blended seamlessly into the unique topography of the land,” says course architect J. Michael Poellot in a news release. “I sincerely believe that we have created one of the most visually stunning courses in all of Central/South America.” Eight holes of the course opened in February (the rest is slated to open this August), marking the completion of the first phase of the 580-acre exclusive residential resort development. Cielo Paraiso is a project of Toronto-based Gladstone Development, which has invested more than $20-million to develop Phase One. Thirtyfour properties have sold, 11 homes have been built and a dozen are under construction. Building sites ranging from three-quarters of an acre to more than two acres and with golf

“I come home at the end of the day and open the doors to the terrace. I spend more time outside than inside, unless I’m cooking,” she says. “Outdoor living spaces are more luxurious than indoor spaces because everyone spends their time out there.” Floor plans of the homes in the development reflect that difference. “Every single home built has at least one outdoor terrace and an outdoor fireplace. Several have pizza ovens.” Cielo Paraiso is “pretty much divided into thirds, one third-residential development, one-third golf and hotel and one-third is staying as a natural reserve,” says Colleen. “We were fortunate to get the property. We’re using reclaimed pasture land for residential so there’s been no clear cutting.” Recently, Phase 2 was introduced, offering approximately 1,800-square-foot completed and finished duplexes for $250,000. The environment is a top priority. “We source international products, such as erosion mats and hydro mulch. We’re quite progressive in terms of how we do things and recommended architects have an energy-efficient way of doing things.” As well, organic options for fertilizers are being investigated for the golf course and “we recycle as much as possible on

the property,” she says. Forbes magazine, USA Today and CBS Marketwatch have named Panama one of top second-home destinations in the world. Favourable tax benefits, value driven real estate, U.S. currency and its culture are among the drawing cards. “We’re not building a development. We’re building a community, and a community includes all ages. (We want) to have kids playing tennis, a junior program for golf and flesh it out that way. The community has never been sold as a second home or retirement community. We’re seeing interest from Generation X, Y and Z,” says Colleen. “All Gen X needs is a laptop and a Blackberry and we can go anywhere and the price point is achievable.” Just as when she and Raideep were looking for their new place to live, crime, medical care and education are important to buyers. The restricted access community has two private hospitals nearby and an international school recently opened. Sadly, Riadeep Lal passed away last June. Colleen has taken over the project and Raideep’s brother, Sandeep Lal, is acting as consultant. Sandeep is proprietor of Metro Label, Canada’s largest label manufacturing company. Cielo Paraiso Residences is co-operating with sales reps. Its website (www.boqueterealestate. com) is the best source for information, offering “everything agents need to make a presentation,” Colleen says. Three videos that talk about Panama, Boquete and its amenities (golf, walking trails, four clay tennis courts) and real estate will soon be added to the site. REM

34 REM APRIL 2011

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hen assisting clients this spring, consider recommending a completely new take on the traditional tar-and-shingle roof -- cool and green roofs. These surfaces are what some city planners consider the last urban frontier of unused space. Anyone who’s been on a rooftop in summer knows there’s a mass of heat emanating from its surface, especially in urban areas where other materials such as concrete assist in heat retention. On a hot summer’s day, the rooftop temperature of a black surface could climb to nearly 90 C, compared to 50 C on a white roof. Warmer temperatures shorten your roof’s lifespan and hike temperatures inside the building or house. These warm surfaces contribute to the build up of heat in dense urban areas and that leads to a surplus of problems, including increasing summertime peak energy demand, air conditioning costs, air pollution, greenhouse gas emissions, heat-related illness and mortality. Cool roofs go a long way toward reducing these issues. Cool roofs use materials that reflect solar energy and reduce the transfer of heat to interior spaces. As a result, the roof stays cooler and so does the house. Cooler homes mean fewer burdens on energy air conditioning systems. Using less energy to cool your house is a win-win for your clients’ pocketbook and the environment. Two characteristics determine the coolness of a roof. The first is called solar reflectance (also known as albedo) and it is the percentage of solar energy reflected by a surface. The other is thermal emittance. It is the percentage of energy a material can radiate. For residential buildings, cool roof materials include clay tiles, metal coatings and composite shin-

Roofs: the last urban frontier gles. There’s no need to worry any more about cool roofs standing out like a sore thumb because of their white colour. They come in a whole range of colours and can’t be visually distinguished from standard roofs. They cost about 20 cents more per square foot than traditional roof shingles. You could also choose to install white or lightercoloured shingles and the cost of the roof will be the same as conventional asphalt shingles. For flat or low-grade roofs, membranes are typically used and they cost about the same as a conventional roof. Green roofs are a little different but carry similar benefits. They use rooftop vegetation to lower temperatures. The environmental benefits of eco-roofs are numerous. Green roofs help reduce urban heat and associated energy use, which is a particular concern as global temperatures rise. Green roofs also help manage storm water runoff, enhance biodiversity and improve air quality. In January 2010, Toronto became the first North American city to require green roofs on new residential, commercial and institutional developments over a certain size. The city is offering grants to help owners retrofit existing buildings with cool or green roofs. Other communities are likely taking note. As real estate professionals, boning up on information that will help your clients save energy costs and the planet makes good business sense. Cool roofs are cool in more ways than one. Elden Freeman B.A., M.E.S, broker is the founder and executive director of the non-profit National Association of Green Agents and Brokers (NAGAB). Freeman says he believes that Realtors across Canada can play an important role in educating their clients on increasing energy efficiency and reducing greenhouse gas emissions. (877)524-9494; www.nagab.org; elden@nagab.org. REM

36 REM APRIL 2011

THE SENIOR AGENT

By Barry Lebow

ccording to the TD Canada Trust Boomer Buyers Report, when Canadian boomers make their next move they will be looking to downsize to smaller homes. Fourin-five Canadian boomers say their next move will be to a smaller home, either to save money (46 per cent) or to enjoy more luxurious features (34 per cent). When it comes to equity in their homes, this may surprise you. Only 44 per cent have paid off their entire mortgage. Of those boomers who have a mortgage, one-third have paid off more than

56% of Baby Boomers still have a mortgage 60 per cent, but one-quarter have paid off less than 25 per cent of their mortgage. The desire for a detached, single-family home dominates as the first choice of 61 per cent of those surveyed. Condos come in at 24 per cent. Sixty-one per cent of boomers want a backyard and garden and 57 per cent balk at having to pay condo fees. On a personal note, I wonder if a question should have been included about having the rules and a board of directors dictate lifestyle. Eighty-four per cent of those who want a condo are looking for less maintenance, while 54 per cent want the gated community and security aspect. Forty-seven per cent said they wanted a gym and pool, but seasoned Realtors know that most gyms do not get the use of 47 per cent of the residents in a complex. Forty-nine per cent of boomers just do not want to move, with 61

per cent giving the reason that moving is too stressful. Forty-three per cent said that their present house is just the right size for them and 28 per cent responded that they liked to have an extra room for guests. For Realtors, this means these boomers will not move by choice but by circumstance, such as failing health or death or financial problems. Cottage country is in demand, with nine per cent of boomers currently owning a vacation property and an additional 12 per cent wanting to buy one to retire to. Ninety-nine per cent of those who wanted to buy vacation property cited location as their number one criteria. While 98 per cent were concerned about price, 95 per cent wanted low maintenance and 92 per cent wanted room for visitors. The high percentage of those wanting low maintenance indicates a strong future for cottage country town-

house and condominium growth versus the traditional detached cottage. Due to the depressed real estate market in the United States, one-third of boomers are thinking of buying a Sunbelt property and 12 per cent were actively looking at the time of the survey. The TD Canada Trust report is online and has dissected Canada into regions with different results for each area. Any Realtor who wants to understand where the market is heading in coming years wants to understand the mindset of the baby boomers and wants to get a grip on their own real estate practice should review the survey carefully. I was so impressed with the data and the quality of the reports that they have been incorporated into the teaching of the Accredited Senior Agent designation program. The TD Canada Trust Boomer

Buyers Report results were collected through a custom online survey of 1,000 completed surveys collected between Sept. 30 and Oct. 9, 2010. All participants were born between 1946 and 1964. For more information visit www.smrmediaroom.ca/BoomerBuyers. Barry Lebow, a long time columnist for REM, returns to the fold after a hiatus of almost two years due to personal and business reasons. Barry started as a Realtor in 1968. He is an appraiser, arbitrator and educator. Today, he specializes in being an expert witness in stigma and agency matters but is most active as founder & CEO of the Accredited Senior Agent professional designation program for Realtors that now has 700 members and continues to grow. A long-time writer, author and speaker, Barry is considered one of Canadaâ&#x20AC;&#x2122;s most dynamic real estate facilitators. 416-784-9806; Email barry@thesenioragent.com REM

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t’s spring, and I always advise my team to start the season by taking a look at their marketing material to determine what has worked and what hasn’t. This is an ideal time to freshen it up and try some new ideas. As I was reviewing some of the typical marketing material, it became obvious to me that the same words were used by just about every agent to describe themselves, using terms like “committed to excellence,” “superior service” and “top 10 agent (in some category or another)”. It’s time to stop speaking like everyone else and avoid using fluff words. Let’s get down to brass tacks. Here are the four things I’m advising my team to do this year when it comes to improving their marketing material: 1) Start telling potential clients what’s in it for them. It’s great that you received awards, but what does that mean for your clients? For instance, instead of “Super Service Award Winner 10 years in a row”, say, “Service – You can expect that I’ll do things for you like I did for the Jones’. They wanted a three-bed, two-bath home in a certain neighbourhood. Unfortunately, there weren’t any for sale. So, I sent letters to each homeowner that met their criteria asking if they’d be willing to sell. Six months later, the Jones family was in their new home, in that neighbourhood, in a house that was never formally on the market. Service like that garnered me the

Super Service Award for 10 years in a row.” Each one of you has stories that illustrate how you’ve gone above and beyond to help the client, so tell people about them. Don’t let consumers wonder what getting the Super Service Award means. 2) Put your Facebook URL anywhere you have your website. If you have business cards, include your Facebook URL right under your website. It’s a simple tip, but one that will allow people to find you easily, connect with you and allow you to market to them over and over. This will also show prospects that you’ve incorporated social media into your business. 3) Call to action. I know you’ve all heard this before, but do you have a call to action in your marketing material? Have you asked your prospects to contact you – and do they know why they should? It can be as easy as saying, “If you’re not sure whether now is the time to buy or sell, contact me today. I will help determine the best route for you. There are many options available that you may be unaware of. Contact me today and let’s talk.” 4) You are marketing you. Don’t forget your photo. I know that for a while it wasn’t in vogue to put your photo on marketing materials, but I still highly recommend it. You want people to know what you do because you want them to come to you when they’re ready to buy or sell. You might not know when they are in market, so by making your photo and yourself available to them, and putting yourself out there, you have increased the chances that someone will contact you. Don’t forget this piece in your marketing. I’m vowing to make sure we follow these tips in our marketing this year; what are your marketing resolutions? Kelly O’Ryan is office manager at Coldwell Banker Residential Brokerage in Lexington and Bedford, Maine. REM

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40 REM APRIL 2011

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Best Buy Canada recently announced a new partnership between Geek Squad and Century 21 Canada. Canadians who purchase a new home through Century 21 will be offered one of three Geek Squad services for free to help them set up the technology in their new home. They can have a home theatre consultation, where the Geek Squad will come into the home and provide installation recommendations to help them choose the right products to meet the needs of the room and optimize the space. Or the consumer may choose to get a basic home theatre setup or a standard wireless network setup. Geek Squad says its strategic partnership with Century 21 Canada “provides an opportunity for more Canadians to experience how Geek Squad can connect their home and their world to make the most out of their technology.”

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tomers as we continue to grow.” Burden founded ACC more than 15 years ago. The company provides monetary advances and financial services to the real estate and mortgage broker industries. Qualified applicants are eligible for up to 100 per cent commission upon broker approval. ACC operates across Canada, including in Quebec under the name Avance Accéllérée du Québec, and says it is the only company in Canada to offer commission advances to mortgage brokers as well as real estate brokers and sales reps. Its customer base includes clients from Royal LePage, Sutton Group and

Re/Max Rouge River Realty of Toronto is switching to the SentriLock Realtor Lockbox System for use on its clients’ properties. Sales reps from Re/Max Rouge River will be able to monitor showing activity via online reporting of each individual who accesses a property with a SentriLock lockbox installed. “The increased security advantages offered with the

SentriLock lockboxes are unparalleled and we are excited to be the first and only company within the Toronto Real Estate Board to offer this sophisticated lockbox technology to our Realtors and clients,” says David Pearce, president and owner of Re/Max Rouge River Realty. The brokerage is a family-run business with offices in East Toronto, Pickering, Ajax and Whitby. SentriLock’s lockbox requires either a user-specific access card only available to real estate professionals or a unique access code that changes daily. This ensures that the identity of the visitor is recorded, along with the date and time that the lockbox was accessed. “By utilizing this technology, we are giving our clients added assurance that we are serious about providing the best service possible and we are giving our Realtors the best tools available to deliver outstanding service,” says Pearce.

Sales rep offers free Frogbox boxes for clients Sales rep Jim Bowie of Royal LePage Signature Realty in Toronto is offering his buyer and seller clients the free use of Frogbox Eco Friendly moving boxes and select supplies. “Frogbox Toronto offers a convenient, affordable and ecofriendly alternative to cardboard moving boxes.” says Bowie. “I am thrilled to be able to offer this value-add to my buyer and seller clients at no charge to them.” Frogbox plastic moving boxes are dropped off to the client’s home, where they are packed by the client. “Frogboxes are much easier to handle than cardboard. They stack perfectly, protect your valuables, are waterproof and Continued on page 42

The Frogbox system offers an eco-friendly alternative to cardboard moving boxes.

REM APRIL 2011 41

How to stop sabotaging yourself

By Dr. Maya Bailey

“I

don’t know why I’m sabotaging myself.” I hear this statement every day from clients. This sentiment is extremely common among both seasoned and new entrepreneurs. I hear many examples of self-sabotage in my coaching practice and many pleas for help to reverse self-sabotage. Let’s look at some problems and some solutions. The first example of self-sabotage that comes to mind is carrying around the belief, “I am not good enough”. It is a common self-limiting belief because it doesn’t allow you to shine. Instead of shining, you played small, held off and tried to be invisible. Of course this is a prescription for failure. If you don’t think of yourself as good enough, you will project a lack of self-confidence. Your prospective clients pick up on this and are not attracted to work with you. This then becomes a selffulfilling prophecy. As you see yourself losing transactions, you tell yourself, “I must not be good enough.” What is the solution to this form of self-sabotage? The first thing is to find out why your belief system wants you to think of yourself as “not good.” Dig down a little deeper and find out the origin of that belief. In one case, my client learned as a child that her job was to help others, to be a caretaker. She was conditioned to think that she needed to be in the background, helping others shine but not herself. When she became aware of where that self-sabotaging belief came from, she then had the power of choice. Now she can choose to keep on thinking she is not good enough or she can work on letting that belief go and replace it with some updated empowered beliefs. My client decided to install

new, updated, empowered beliefs such as: “I am more than good enough” and, “I allow others to take care of themselves and I am only responsible for myself”. Another example of self-sabotage is getting involved in interactions with your clients that are not win/win. The reason so many people do this is because they have the mistaken idea that if they are always nice and always accommodate their clients, they will succeed. Nothing could be further from the truth. If you frequently get into interactions where it is lose/win, in other words you lose and the other person wins, then you won’t succeed. It takes too big a toll on you. You will be embroiled in stress. You’ll be exhausted and in many cases your health will suffer. You will also begin to feel very resentful. Your motto should be “it’s either win/win” or no deal. That is straight from Steven Covey, author of The Seven Habits of Highly Effective People. If you are working with a reasonable client, you say, “I only do interactions that are win-win. For this to be a win for me we would need to make this adjustment. What would it take for this to be a win for you?” If you can’t come up with a win for both people, then pull out and put your energies elsewhere. If the client is not a reasonable person, it probably won’t do any good to have that discussion and you need to find a way to get out. Why did we get in the habit of lose/win? It always starts with the beliefs you carry on a subconscious level. You think you’re not good enough or if you think you have to please people, then you will tend to take on interactions that are not win/win. Change your beliefs and you change your reality. The irony is getting your client’s approval isn’t that helpful. They won’t respect you if they can walk all over you. Win their respect by always committing to win/win. Another example of a self-sabotaging strategy is to focus on what you don’t want. How do you know you are doing that? Look for the following signs:

1. You are feeling stressed and frustrated. 2. You are focusing on circumstances outside of you, like the economy or the marketplace. 3. You are focused on scarcity, not abundance. If you are feeling anything less than hopeful and optimistic, most likely you’re fretting about the lack of transactions, the lack of clients and the lack of money in your bank account until your consciousness is saturated with feelings of lack and scarcity. Since our beliefs create our reality, if you’re focusing on scarcity, what are you going to attract? More scarcity. Every time you start feeling bad about what you don’t have in your life, your energy is contracting and becoming negative. That is not attractive to more business, in fact it repels business. What is the solution? It is a three-step process: 1. Notice the focus on lack and say stop to interrupt your thought pattern. 2. Take a deep breath. 3. Put in positive new thoughts like, money comes to me easily and effortlessly and I do work I love and I’m richly rewarded. After that, take a few minutes to write down what you do want. Write down how much money you want in the bank, the number of transactions you want in a month and so forth. Take a moment to note how good it feels to have what you want. A common belief that causes success minded professionals to get burned out is the subconscious belief that to be successful, you have to work long hard hours, struggle and sacrifice. We usually absorb that idea at a very young age from our parents. Most of our parents did not have the concept of working smarter, not harder. What do you do if you notice that you’re sabotaging yourself in this way? The first step is to be aware that you are carrying this belief. Then recognize that it’s only a belief, not a fact, and a belief can be changed. Remember your beliefs create your reality. If you believe that you have to work hard, then you will. If you believe you have to work smart, then you will.

What is the solution to this form of self-sabotage? The first thing is to find out why your belief system wants you to think of yourself as “not good.” Dig down a little deeper and find out the origin of that belief. To make the paradigm shift, keep in mind this quote from Mark Allen: “In an easy and relaxed manner and in a healthy and positive way, I create total financial success, for the highest good of all.” Let that idea be your mantra, and remember to breathe deeply, throughout the day reminding yourself to relax and work smarter, not harder. The bottom line is to identify your self-limiting beliefs and why you put them there in the first place. Release them and replace

them with empowered beliefs that you can install immediately. Dr. Maya Bailey, author of Law of Attraction for Entrepreneurs, integrates 20 years of experience as a psychologist and 12 years as a business coach with her expertise in the Law of Attraction. Her powerful work creates a success formula for professionals ready to double and triple their incomes. To apply for a “Get Clients Now” complimentary coaching session, visit www.coachmaya.com. REM

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42 REM APRIL 2011

Whatâ&#x20AC;&#x2122;s New Continued from page 40

have ergonomic handles,â&#x20AC;? the company says. After the move is completed and the boxes are unpacked, Frogbox picks them up. Frogbox founder Doug Burgoyne has attracted investors such as Jim Treliving, co-owner of Boston Pizza, and Brett Wilson of Canoe Financial investment. Treliving and Wilson came on board when Burgoyne pitched the concept on the TV program Dragonsâ&#x20AC;&#x2122; Den. Frogbox also donates one per cent of gross revenues to frog habitat restoration and Ducks Unlimited. Frogs are the most threatened vertebrate group on Earth, with nearly one-third of the worldâ&#x20AC;&#x2122;s 6,468 amphibian species in danger, the company says. â&#x20AC;&#x153;At their current rate, frogs are disappearing faster than dinosaurs did,â&#x20AC;? it says. Bowie has also pledged to match the one per cent donation dollar-for-dollar on gross revenues generated by his clients through this alliance. Frogbox service is available in Vancouver and Toronto now, and the company says franchise opportunities are available. For

more information, visit www.frogbox.com.

Faltourâ&#x20AC;&#x2122;s paperless document system approved in Quebec Faltour Inc.â&#x20AC;&#x2122;s Real Estate Electronic Document Management system (EDM) has been accredited by the Organisme dâ&#x20AC;&#x2122;autorĂŠglementation du courtage immobilier du QuĂŠbec (OACIQ). â&#x20AC;&#x153;This accreditation marks an important new stage for Faltour and confirms the quality and reliability of our technology. Our solution enables real estate agencies to improve client service, while benefiting from significant efficiency gains in managing their own businesses,â&#x20AC;? says Jean SĂŠbastien Dufault, Faltourâ&#x20AC;&#x2122;s president and CEO. Faltourâ&#x20AC;&#x2122;s EDM system allows for the elimination of tedious manual data processing and establishes an electronic information archive. In this way, real estate agencies benefit from significant efficiency gains in their daily operations and enjoy much more user-friendly and efficient data management, the company says. â&#x20AC;&#x153;The paperless office made possible by the imple-

mentation of Faltourâ&#x20AC;&#x2122;s EDM system will also contribute to environmental protection,â&#x20AC;? says Faltour. â&#x20AC;&#x153;We believe our product, which is already available in English, will receive a positive reception elsewhere in Canada. Over the short term, we intend to progressively extend our marketing to other parts of Canada, which offer excellent commercial potential for the company,â&#x20AC;? says Dufault. In Quebec, Faltour already has several real estate agencies among its clientele.

Rent Jungle expands to Canada Rent Jungle has expanded its housing search engine for use in Canada, allowing apartment hunters to search using fetching and indexing technologies previously unveiled in 2010 for the U.S market. â&#x20AC;&#x153;Canadian users can expect the largest aggregation of listings and a map-based apartment search function, and can soon expect rental statistic data for cities and neighbourhoods,â&#x20AC;? says the company in a news release. The apartment and rental housing industry has been slow to

develop new technologies, making this true apartment search engine exclusive and unique to its class, it says. It says it has the most complete collection of currently available rental housing listings, capturing more than 80 per cent of all online listings. Rent Jungle allows users to search for specific keywords including bedroom and bathroom count, amenities, price and location. The search engineâ&#x20AC;&#x2122;s rental statistics also grant a view into current rental trends based on market pricing nationally, by city and by individual neighbourhoods. Rent Jungleâ&#x20AC;&#x2122;s searching technology can be used as a rental comparison tool allowing users to compare neighbourhood rental trends to best match their housing and budget needs â&#x20AC;&#x201C; a function new to the rental and housing industry, the company says. For information: www.rentjungle.com.

Homes and rentals apps now available in Canada A suite of iPhone and iPad applications called Complete Homes and Complete Rentals, previously launched in the U.S. is

now available in Canada. Already ranked among the top 10 most downloaded business apps in the iTunes App Store, the suite is compatible with the iPhone, iPad and iPod Touch. For 99 cents, Canadians have access to more than two million home and rental listings across Canada. â&#x20AC;&#x153;Complete Homes and Complete Rentals empowers consumers to make quick informed decisions while mobile not only about their potential home but about the neighbourhood,â&#x20AC;? says Daniel Burrus, technology forecaster, business strategist and founder of Visionary Apps, who developed the apps. â&#x20AC;&#x153;Users are keen to take advantage of smartphone and tablet technology, so both apps incorporate tools that access a variety of features such as GPS technology to provide customers a better perspective about potential homes and their surroundings regardless of current location.â&#x20AC;? The apps provide custom search options that allow a user to quickly narrow a search by price, number of beds and number of baths. For information: www.visionaryapps.com. REM

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44 REM APRIL 2011

Life coaching for free By Dan St. Yves

“L

MARKETPLACE

ife coaching” is a phrase you’re likely familiar with or it might even be a service you employ in your own life. Wikipedia, my frequent source of indisputable reference information here in this column, defines life coaching as “a future-focused practice with the aim of helping

clients determine and achieve personal goals.” There are now many life coaches available in most cities and a variety of fee schedules for which they will impart their wisdom to clients. Well, I say why spend your hard-earned money to get motivated when pop music has been offering practical advice free for decades? In my ongoing efforts to offer marginal advice, I present “that Dan guy’s life coaching advice through popular song titles.” Exhibit A: Petula Clark’s 1960s pop hit Don’t Sleep In The Subway. Is there really any more practical advice you can expect than something like that obvious

pearl of wisdom? For Pete’s sake, don’t sleep in subways, pending demolition sites or anywhere closer than the 300-foot marker flag on a golf course driving range. Exhibit B: Ah, the masterful song writing pens employed by the team of Lennon and McCartney for The Beatles – With A Little Help From My Friends, Here Comes The Sun, I Am The Walrus (?) – why, they’re a veritable Hallmark Cards/Chicken Soup For The Soul treasure trove of motivational and inspirational catch-phrases! If you really want to inspire yourself, be happy just knowing that you are not a walrus.

Exhibit C: In the 1970s, 38 Special enjoyed success with Hold On Loosely. That’s a great way to say, “don’t worry, be happy.” Hakuna Matata. “Don’t sweat the small stuff.” Unless the small stuff is an army of carpenter ants chewing through your living room hardwood. Really, the only situation where I wouldn’t advise you to “hold on loosely” is if you were a rodeo rider, or a trapeze artist. Exhibit D: Also in the ’70s, Abba offered us Take A Chance On Me and The Winner Takes It All. If you’re currently unemployed, the first song should be your personal mantra for prospective employers.

The second song is really truthful with respect to a Hollywood celebrity’s divorce attorney. Just enough space left for a few quickies: Glee Cast/Journey – Don’t Stop Believing (Amen) Taylor Swift – Fearless (Empower yourself, girlfriend!) Snap – I’ve Got The Power (especially handy if you’re a hydroelectric employee) Note: This column is not meant to imply actual or even remotely useable advice…consult a professional life coach before adopting any new discipline. Humour columnist and author Dan St. Yves was licensed with Royal LePage Kelowna for 11 years. Check out his website at www.nonsenseandstuff.com, or contact him at ThatDanGuy@shaw.ca. REM

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Kitchen and bath tips for sellers How to refresh the kitchen and bath without raiding the bank account

By Dan Steward

lipping through design magazines, it’s easy for a home seller to be swayed by all the ads for kitchen and bath companies. There are endless brands that vie for consumers’ attention with shrine-like marble powder rooms and sleek, steel kitchens. Many sellers get tempted to renovate their kitchens and baths with these high-end looks, in an attempt to focus the wandering eyes of buyers who have lots of options in almost any market. But doing so costs tens of thousands of dollars. Currently, according to the Appraisal Institute of Canada, consumers who do a kitchen and bath remodel can recoup 75 to 100 per cent of their investment. (see

the calculator at http://component.aicanada.ca/e/resourcecenter_renova.cfm) While getting the entire initial investment back is possible, the risk could be costly: home sellers who are at that 75 per cent end and spent $40,000 on a remodel are out $10,000 – plus plenty of stress. And, if you, as their agent, didn’t caution them against such a reno, they might become nonplussed. To avoid that situation and keep your relationship with your client in tip-top shape, here are some tips for you to impart to your buyers on how to redo the kitchen or bath without breaking the bank. In the kitchen: DON’T put in pricey professional-grade cook’s appliances. You may choose a tricked-out, $10,000 Wolf stove, but the buyer may be a loyalist to Viking. Or, even worse, the potential buyer might be a take-out addict. DO service the appliances you have, so that they work perfectly. If

you have seriously outdated appliances that can be replaced for $1,000 or less (like swapping a beat-up old fridge for a basic new one), that’s a good idea. Similarly, if there are any appliances that you lack, which most buyers consider essential, it makes sense to buy one (like a dishwasher – you can get a nice model for under $1,000). DON’T replace your cabinetry entirely – even if it’s a little outdated. It’s just too subjective – you might think sleek white Scandinavian cabinets are the way to go, but you’ll be in a bind if your potential buyer prefers dark wood. DO invest in cabinet refacing if your cabinets are extremely outdated. Many refacing companies will give your cabinets a fresh façade for well under $2,000 and it’s a good investment in creating a positive impression of the room without doing a pricey knock-down. DON’T go granite crazy. Or marble. Or etched-Murano-glassaccented tile. Spending thousands

on a new countertop and backsplash is downright dangerous because there are so many different options these days, it’s impossible to find one that will please most people. DO hire a professional cleaning company to come in and make what you have sparkle. While this won’t magically make your tile look magazine-spread-worthy, it will certainly make it look a lot better, as discolouration from age often makes tile look even worse. In the bathroom: DON’T do expensive tub/shower repairs or replacements. Just like with the big-ticket kitchen fixes, this is a matter of taste. If you put in a round jetted tub, what if the buyer wants square? Do you really think that every potential buyer will be keen on a colour-changing lighting system in the shower? DO replace dated bath and shower fixtures; this can be done generally quite inexpensively. For

instance, if you have a piddly old showerhead, replacing it with a large, rainwater-style model will lend a subtle spa-like quality without costing a lot. DON’T opt for huge built-ins. A lot of remodelers emphasize the intrinsically relaxing qualities of having all your toiletries, towels and even reading material beautifully organized in one big unit made of high-end wood, marble and chrome. It’s beautiful, but it’s also a risky choice and a matter of taste. DO: Freshen up a focal point: the vanity area. Invest in a big mirror and put bright lights over it. A few hundred dollars spent on a nice faucet is well worth it, as, like the showerhead, it’s a basic – and updating the basics, in most homes and markets, is a smart way to go. Dan Steward is president of Pillar To Post Professional Home Inspections. www.pillartopost.com REM

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METES & BOUNDS

By Marty Douglas

magine stepping out of your front door, enjoying a fiveminute drive to the airport, a leisurely stroll through security, a plush leather WestJet seat for an hour, followed by OMG, what’s that white stuff? Such is the culture shock of a B.C. resident leaving Comox en route to Calgary for the Banff Western Connection 2011. The praise I have for the best little conference in North America comes with a disclaimer – for the past two bi-annual conferences I have been the MC and received compensation. That said, you don’t need to rely solely on me for references. The Internet was all “aTwitter” over the conference with hash tags and conference announcements a key ingredient of the communication network. Hell, there was even a Tweetup. Relax – I haven’t gone all nerdy on you. In fact until I read it in the announcements I thought a hash tag was how west coast

What we learned in Banff Realtors sorted their pipes. But you have to admit, one of the challenges we face in today’s increasingly digital world is keeping up with the lingo. Here’s some stuff – I won’t say I learned it, but I was powerfully confused for a day or so. Alan Deutschman, author of Change or Die, The Second Coming of Steve Jobs and Walk the Walk spoke about leadership, citing the few companies that actually know who their customers are – and put them first. He reminded us you can’t attain a vision without relentless hard work. You can’t just read The Secret or Think and Grow Rich. Reminds me of Jim Rohn’s take on ‘an apple a day keeps the doctor away’ – “Some things you have to do everyday. Eating seven apples on Saturday night instead of one a day just isn’t going to get the job done.” Bill Harrington, my favourite lawyer, spoke about legal risk management. His personal motto is, “Life without lawyers is a life not worth living.” And his offered opinion of directors came from the president of U.S. Steel: “Directors are like parsley on fish – decorative but fundamentally useless.” There was a burst of laughter among the 300 or so directors in the room, then a pause, then a mutter. David Baxter, my favourite demographer and urban futurist,

spoke on leadership’s role in responding to change but also gained applause for his assertion of the importance of the agency agreement. “Without it, there is no real estate business. Everything else wraps around that core.” To those who fear the online marketers, “Real estate will always have a personal element; women will always want to try on the dress.” Benjamin Tal of CIBC World Markets spoke of the likely attitude of money in the next 12 months. “Money isn’t looking for an adventure,” he said, as he forecast movement to dividend paying stocks and – wait for it – real estate. Then came the latest versions of Internet gurus led by the dancing Nicole Nicolay, who shocked recent converts to electronic mail by saying email is now traditional marketing. In other words, bronze age technology. Pretty soon words like Hootsuite, Hootlet and Local Tweets were being scratched onto my analogue paper tablet. A panel of Canadian Realtor users emerged: Richard Silver (Torontoism.com), Kelley Skar (kelleyskar.com) and Teri Conrad (Redbarngroup.ca) – all successful bloggers with great web presence. Doug Devitre, another successful Realtor, spoke about marketing with video and creating a YouTube channel.

Then we got serious. Sherry Chris, the CEO of Better Homes & Gardens Real Estate, killed off the only marketing plan of Realtors in the city of Nanaimo by announcing “the end of the bus bench real estate agent who thinks he or she is No. 1.” Stephen Jagger was next with a wheelbarrow load of websites for real estate sales teams. Ubertor.com for your virtual assistant, outsourcingthingsdone.com for, among other things, handwritten client cards, Yammer for an internal Twitter. And there was more to come. But at five we needed a drink and so headed to the Tweetup in the Riverview Lounge. Jagger made a return visit the next morning and he brought a pal – Shane Gibson, the co-author of their book Sociable. Twazzup, Backtweets, Twitter Search rolled into Meetup and Foursquare. Having just suffered the shock of the death of the bus bench Realtor, we were then warned not to push our listing on social media – huh? “No one cares about your listing until it’s time for them to care – so just talk about interesting things.” Then for those of us still blasé about technology, the newly elected mayor of Calgary, Naheed Nenshi, spoke to us from his office via Skype on the big screens of the conference centre. How big? So big that every time he gestured

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with his hands, the front rows ducked. Did you know Calgary snowploughs have GPS so citizens can see their progress and routes? No need to shovel your driveway twice! The final speaker before the serious drinking started was Dr. Nick Bontis of McMaster University, a leading expert on intellectual capital. He rocked the room with humour and insight, suggesting information is changing so fast that fourth-year university students should demand a refund of the first year tuition. “The scarcest resource you possess is your attention span.” And that was that. Three days in Banff, temperatures from plus seven to minus 24, incredible food, drink and entertainment and a wealth of new knowledge. The next Western Connection is in 2013 – you ought to be there! You can follow Marty on Twitter 41yrsrealestate or on LinkedIn. You’ll even find him on Facebook. He is a managing broker for Coast Realty Group with offices on Vancouver Island and the Sunshine Coast of B.C. He is a past chair of the Real Estate Errors and Omissions Corporation of B.C, the Real Estate Council of B.C., the B.C. Real Estate Association and an Honorary Member of the Vancouver Island Real Estate Board. mdouglas@coastrealty.com; 1-800-715-3999 REM

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an associate broker at Royal LePage – Wolstencroft in Langley. ■ ■ ■

elvin Neufeld, managing broker of Sutton Premier Realty in Surrey is the Fraser Valley Real Estate Board’s (FVREB) 2011 John Armeneau Professional of the Year. The award recognizes a member who demonstrates professional excellence, integrity, dedication to fellow colleagues, clients and the community, as well as devotion to organized real estate. Neufeld received the board’s highest honour at its Annual General Meeting recently. Deanna Horn, board president, colleague and long-time friend of Neufeld, made the announcement. “Kelvin has mentored so many of us over the years including me and after 25 years in real estate still enjoys teaching and training over

100 Realtors every week. Now, that’s dedication to your profession,” she says. Neufeld has volunteered on behalf of the board since 1995, including serving as president, and is currently chair of FVREB’s Illegal Drug Operations Task Force, a group working towards improving public safety by making it easier to find information about a property’s drug history. “Kelvin’s philosophy is one of life-long learning, dedication to the industry and setting high standards both professionally and personally. He believes in balance and the importance of family and giving back to your community,” says Horn. Real estate runs in the Neufeld family. His octogenarian father, Ab Neufeld, still practices and is

Jenny Kotulak had no idea she was even nominated for the Ontario Real Estate Association’s (OREA) 2010 Volunteerism Award. But her colleagues in the audience knew – the group from the Oakville, Milton and District Real Estate Board (OMDREB) had nominated her for it. The award was presented at the OREA 2011 Leadership Conference. The Individual Member Volunteerism Award recognizes outstanding achievement in recruiting, recognizing and/or training board/association volunteers. Until a move earlier this year took her to the Huron-Perth Real Estate Board, Kotulak was a star at OMDREB. A Realtor for more than 20 years, she joined the OMDREB Board of Directors in 2004. She became its president in 2007 as well as chair of the Nominating Committee. Shortly after she assumed the Nominating Committee chair, she and her colleagues transformed it into the Leadership Development

Committee, effectively moving it from a group that became involved just prior to each election to a committee charged with developing future board leaders. It was this achievement that led to her nomination for the OREA Volunteer of the Year Award. OMDREB president Jack McCrudden says, “Leading by example, Jenny transformed the way the board recruits and retains volunteers. Her passion in revitalizing the former Nominating Committee into the Leadership Development Committee gave many of us the inspiration we needed to stand for election ourselves. I can even say I sit here as president today thanks to the spirit Jenny infused in all of us.” ■ ■ ■

Exit Realty Corp. International honoured three of its franchisees recently at the franchisee and Executive Management Session held during the 2011 Canadian Sales Rally. The award for Exceptional Vision and Perseverance was presented to Jamie Higby, franchisee of Exit Realty 1st Call, in Elmsdale, N.S. He recently expanded his business

into new office space, which includes a mall kiosk. An award for Personal Growth was presented to Valerie Connell, Franchisee of Exit Realty Town and Country in the Annapolis Valley, N.S. Connell and her partner Kim Connell continue to grow the brokerage and are in the process of acquiring and moving into new, larger office locations. Dave Grace, franchisee of Exit Realty Professionals in Halifax was presented with the Resilience and Fortitude Award. Grace recently moved his office into one of the most prominent locations in the area and has more than 2,800 square feet of office space. ■ ■ ■

Landmark Realty in Abbotsford and Louise McKnight of Bay Realty in White Rock received the Fraser Valley Real Estate Board’s (FVREB) highest recognition for community service, the 2010 Realtors Make Good Neighbours award. Of almost 3,000 Realtors in the Fraser Valley, McKnight is the only individual award recipient for 2010 and Landmark Realty is the only corporate recipient in a possible

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Kelvin Neufeld receives his award from FVREB president Deanna Horn.

Jenny Kotulak (centre) poses with her OREA Volunteerism Award with, from left, Aziz Kanjee; Jack McCrudden (president, OMDREB); Marta Sponder (EO,OMDREB); Michele Gaboury; Tom Au Yeung; and Heather Tilley.

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REM APRIL 2011 49

field of over 100 real estate offices. The award was accepted by managing brokers Bob Johnston and Jim McCaughan. Landmark Realty’s supportive presence in the community is visible on multiple levels – from amateur sport to food drives to providing transportation for community groups. The brokerage, which manages over 110 Realtors and has served Abbotsford for 20 years, sponsors the Abbotsford Minor Baseball Association and the Abbotsford Police Challenge Run; events such as Christmas in August, the November Challenge and a Christmas Light Tour, all in support of the Abbotsford Food Bank; and it offers its 25-seat passenger bus to non-profit groups, which last year included the Olympic Torch Relay. McKnight, a Realtor of three years, is the founder, co-ordinator and mentor to a group of young teenage women who call themselves the “Angel Wings”, organized after one of the members lost her mother to breast cancer. The group raises money for breast cancer research through fund-raising activities including its main annu-

al event co-chaired by McKnight, called She Has Hope. McKnight established and chairs the annual Great Pumpkin Walk to benefit the Peace Arch Hospital, where she is also a foundation board member. In addition, she is an active member of the Student Planning Council and the current past-president of the PAC at Elgin Park High School in South Surrey. ■ ■ ■

Subhadra Ghose of Re/Max of Nanaimo, B.C. was named Realtor of the Year by the Vancouver Island Real Estate Board at its 60th anniversary celebrations recently. The board’s Realtor Care Award recipients are Joanne Millar - Royal LePage Advance Realty, Campbell River; Harmony Dyck Royal LePage Comox Valley, Courtenay; Rob Grey - Re/Max of Nanaimo; and Kevin Clayton Coast Realty Group, Parksville. ■ ■ ■

Recognized for her exemplary volunteer efforts on a local level, Shirley Froese from Royal LePage Kelowna is the 2010 recipient of the Realtors Care Award for the

Central Okanagan Zone of the Okanagan Mainline Real Estate Board (OMREB). “Shirley Froese is very worthy of this award and is being honoured for her exceptional ongoing volunteer efforts. Over the years, she has given countless hours of her time to make Kelowna a better place to live, work and play,” said OMREB past-president Brenda Moshansky at the board’s AGM. Every Christmas, Froese organizes a Christmas tree in the Royal LePage Kelowna office, complete with ornaments indicating those women and children who are in need at the local Kelowna Women’s Shelter, along with homemade chocolate Santas, the size of a small statue. In return for a $25 gift or monetary donation, the donor receives a homemade chocolate. This year alone, she had to make over 216 chocolate Santas for the donations. Froese also made it clear throughout her office that if anyone was strapped for time, she’d be happy to do their shopping for them as long as they handed over $25. This annual event has been ongoing for years and it takes a

moving van to transport the gifts to the shelter. Froese has also raised $12,000 for diabetes research from her peers for a marathon she did in Iceland. ■ ■ ■

Doug Folsetter of Re/Max Escarpment Realty in Hamilton, Ont. was selected as the Real Estate Staging Association’s (RESA) 2011 Realtor of the Year. Folsetter’s award was presented at the 2011 International Home Staging Conference in Las Vegas. “I’m both honoured and humbled that my efforts have been recognized. I thank Karen Hubert at Center State Design for nominating me,” says Folsetter. RESA recognized staging professionals in chapter, state and regional leadership positions. ■ ■ ■

Century 21 Diamond Realty of Humbolt, Sask. was awarded the Mark of Excellence - Small Business of the Year Award by the Humbolt & District Chamber of Commerce. Cheryl Torwalt, co-owner of Century 21 Diamond Realty, says:

“We are so thankful to all our clients, friends and family for all their support. Our company strives to provide our clients with first class service, through honesty, integrity and professionalism.” Cheryl and Dan Torwalt started the company in 2008, offering real estate services in residential, commercial, farm/ranch, lease and condominium properties in the Humboldt district and its surrounding areas. ■ ■ ■

Ed Milani was presented with the 11th Michele Montour Award recently by Sutton Group – Select broker/owner Bruce Sworik. The brokerage honours one of its sales reps every year with the award, named after a colleague who died of cancer in 2000. The brokerage says Milani is never without a word of encouragement for others and sets high standards for himself and then surpasses them. “Like many of us, he faces challenges, but this amazing individual continues to find the strength and determination to not make do, but to excel,” says the broREM kerage in a news release.

Left: VIREB’s Realtor Care Award Recipients, from left: Rob Grey, Kevin Clayton, Harmony Dyck and Joanne Millar.

Shirley Froese

Doug Folsetter

The team at Century 21 Diamond Realty receives its award.

Ed Milani (left) with Bruce Sworik.

Left: FVREB’s Our Realtors Make Good Neighbours award winners, from left: Bob Johnston and Jim McCaughan, accepting for Landmark Realty, Abbotsford (office award) and Louise McKnight, Bay Realty, White Rock, accepting the individual award.

50 REM APRIL 2011

Installing a solar PV system Installing a solar PV system on your building’s roof can be ‘green’ and profitable, but the project requires careful planning and awareness of the risks By Vladimir Naoumov

olar energy generation is quickly becoming a mainstream business. It contributes to sustainability and can be done profitably with appropriate incentives. Installing a solar photovoltaic (solar PV) system on your roof may improve the building’s LEED score or generate significant income. The financial side of solar PV projects has been a hot topic lately, while risks and their mitigation are commonly neglected. In this article we shall discuss the technical risks. The current life expectancy of a solar PV system is 25 to 30 years. Two major questions must be considered prior to asking for quotes: Is the roof suitable for a solar PV installation? How do you want to be involved in this solar project? A good roof should have: • Sufficient space: Roof space

is often used up for air handling units, gas pipes and other equipment. Future building upgrades that require roof space should also be carefully considered. As a ball park number, a 100 kW system would require about 20,000 sq. ft. of unobstructed space on a flat roof or half of that on a tilted one. • No shading: Even a small shade will cause significant loss of electricity production. • New or due for re-roofing: The cost of installation is up to a quarter of the project cost. Temporarily removing the system for re-roofing or repairs will cost dearly. An ideal roof has enough life left to outlive the solar system, or is old enough to be replaced prior to installation. • Structural stability: Installing a solar system adds load to the roof. The installation will contribute to

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dead load, wind load and snow accumulation. • Grid capacity: If the system is to be connected to the grid, the local distribution company should be consulted to ensure smooth integration. “Feasibility level” roof assessment is often offered by solar developers free of charge, but there is a price to pay. When accepting a free assessment you commit to making your decision based on information provided by a salesman. Now you must consider how you want to be involved in the project. There are three common options on which a variety of practical solutions are based: • Lease your roof. In this case another company designs, builds, owns and operates the system while paying you rent. Although most risks would lie with the new tenant, responsibility for roof condition through the project life, as well as for other uses of the roof, stays with the owner. No investment is required, but financial gain is also low. In some cases solar projects can be structured in ways that the developer finances re-roofing in lieu of lease payments. • Own a system designed and built by another company. In addition to roof-related risks, the owner will be exposed to the energy production and system malfunction risks. This option requires substantial investment, but can offer savings from using electricity or revenues by selling it to the grid. • Design, build and own the system. Additional profit comes from margins on equipment procurement, design and installation. This option may interest owners of a big portfolio of roofs. It offers the highest profits with highest risks. Whichever option you choose, installation may affect your ability to access the roof for many years. To allow for work to be done on the roof carrying a solar system, be it roof repair or installation of HVAC equipment, the property owner should plan in several areas: • System design: Some systems

are easier to relocate than others. Some systems allow roof access even in the under-panel area. • Legal: If you lease the roof, ensure that your contract allows you access to the areas of the roof you may need. • Organizational: Who will temporarily relocate solar equipment? • Financial: Who will pay for equipment relocation and cover lost energy sale revenues? Solar installation may also affect the roof warranty due to damage of the membrane during installation, additional wear and tear resulting from unforeseen traffic on the roof, or from excessive

in other projects. The same goes for inverters. Racking should be tuned to roof location and structure. • Proper installation: Apart from the concerns about your roof during the installation period, one should be wary that the system is installed as designed and without damage to the cabling or the panels themselves. • Monitoring: A monitoring system allows you to keep track of energy production and helps identify problems as soon as they arise. • Maintenance: A maintenance schedule is a must, as some electrical components should be regularly inspected. The owner should expect to replace a central inverter in about 10 years, while micro inverters will need replacement much more often due to their large number and shorter life expectancy. Even if the property owner chooses to lease the roof, system design and quality of components still matter: along with possible

A solar PV system, installed on a flat or tilted roof, converts solar light into electricity. The energy can be sold to the grid (in Ontario) or used in-house and contribute towards LEED credits (in other provinces). loads on the roof structure due to system weight, wind load or snow accumulation. This risk can be mitigated through adequate system design, contracting and co-operation with your current roofer. If the property owner chooses to own a PV system fully or partially, energy production equals revenue. Several factors will affect profitability: • System design: The design is a balance between the highest output and actual roof location, structure and condition, as well as between different panel, racking and inverter technologies. • Components: Although panels are becoming a commodity, one should look at their bankability, efficiency vs. cost and track record

damage to the roof structure and membrane, inadequate design may cause excessive maintenance traffic on the roof and even the inability of solar tenant to pay the lease. The cheapest system, or the most advanced one, by no means ensures the best ROI. An unbiased professional analysis of available options and risks, as well as careful project planning and implementation, provides for a profitable worry-free solar project. Vladimir Naoumov B.A.Sci, LEED GA, is a project manager with GreenQ Partners, a consulting firm that specializes in helping landlords set up rooftop solar PV projects to maximize their ROI and lower project risks. Email: vnaoumov@greenq.ca REM

REM APRIL 2011 51

8 reasons you don’t need a business plan By Ronn James 1. The purpose of a business plan is to seek financing or to attract investors. If you’re a real estate practitioner (REP) and you need money, your banker will likely only consider the loan against hard assets – such as a line of credit against your home or assets. As for investors, suffice to say there might be fewer REPs if our significant others weren’t so supportive. In either situation, a formal business plan has no bearing on financing your business. 2. You’ve likely never seen another business plan. If you have, please send a copy to me. In the 25 plus years I have been in the business, I have never seen a true REP business plan, complete with actu-

aries in the final pages aimed at attracting “angel” or public investor dollars. 3. You don’t have the right recipe to make one. A business plan consists of multiple layers of diagnostics around a couple of simple principles. They are: How am I going to make money? How much money will I make? How much will it cost me to make this money? What happens if I don’t make money? Further, you need to consider the investor perspective: When will I get my money back? How much ROI (return on investment) will I see? How much risk is there? What competition exists for this idea/ business? Could I run it without you? This assumes that you are self-financing this sales venture. Consider the questions as though a stranger was asking YOU to invest in THEM. 4. Valuation. In order to put a dollar figure on your business, you need to have a valuation. If the sales we generate are x, our costs

are y and our salaries are z, then profits = what? Without a clear concise understanding of sales revenue, costs and projected shareholder loans/dividends, this is nearly impossible to do. 5. You can’t sell your business. Aside from all of the reasons mentioned above, consider this: Your team leader, Sir Sells-A-Lot, wants to retire, quit or change industries. Can you take the reins and drive the same sales volume (or better) than Sir himself? If you answered yes, would your financial professionals (lawyer and accountant) likely agree? In a professional service business as saturated as ours, one in which you alone are your brand, it’s not uncommon for the client list and the goodwill to eventually dry up. 6. One in 1,000 business plans might be funded by third-party investors. Even if you did have a revolutionary idea in real estate, why is your practice going to stand out against 999 others? What magic formula have you developed

that will make you (and possibly your investors) more money? Can you charge more for your service? Can you recover your losses on deals that don’t end in a cash sale? Can you operate on the leanest expenses in the business? If so, then maybe you’ve got something. The only way you can monetize it is if you sell the recipe. Think Kentucky Fried Chicken. The Colonel didn’t make and sell the chicken; he just sold the recipe for pennies on every piece sold. Smart! He also asked 1,009 people to buy this idea before someone did. 7. You own a job. How can you sell someone your job? Especially if they can’t hold a candle to your skill level doing that job. The business plan doesn’t automatically allow someone to step in and take over, even if they were willing to pay dearly for your business. 8. A plan by any other name is….an action plan? Perhaps it is a goals sheet or a journal of success. Absolutely. Have one of these.

The exercise of recording and documenting what is working and what is not will be far more useful to you than spending the six weeks or so it takes to write, re-write, review and test a business plan. A success journal is, by far, more useful, experiential and enjoyable to read. And there it is folks. A practical, pragmatic and realistic way of looking at your business. With a little fine-tuning who knows? Someone may actually be interested in your “recipe”. With a track record that spans 27 years, Realtor Ronn James says his ambition is to educate the public and Realtors alike. He has landed appearances on Breakfast Television, CityLine, Real Life and a host of radio shows. James has also been a regular contributor to New Homes and Condos For Sale Magazine, Toronto Sun and Canadian Homeplanner. Website: RealEstateCommissionMatters.ca, phone 289-242-9050. REM

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52 REM APRIL 2011

Good Works P

rudential Real Estate and Relocation Services affiliates across Canada have raised more than $137,000 for The Sunshine Kids foundation. The leading fund-raising brokerages were Prudential Grand Valley Realty, Cambridge, Ont.; Prudential Property Specialists, Halifax; Prudential Sussex Realty, Vancouver; Prudential Ronan Realty, Tottenham, Ont.; Prudential Achievers Realty, Pickering Village, Ajax, Ont.; Prudential Town Centre Realty, Oakville, Ont.; and Prudential Select Real Estate, Bolton, Ont. The Sunshine Kids Foundation is a national non-profit organization dedicated to serving children with cancer. It has been putting

smiles on children’s faces and helping them celebrate life for over 20 years. ■ ■ ■

When Wayne Campbell was diagnosed with small cell lung cancer, he was given a one in 10 chance for survival. With exceptional health care, a change in lifestyle and a positive attitude, he overcame the disease. Fifteen years later, he is still a vibrant, active broker at Sutton Group Select Realty in Ingersoll, Ont. In 2003, he had the opportunity to give back by co-chairing the Canadian Cancer Society’s Relay for Life event and continued in the role for four years. The 2011 Ingersoll Relay for Life takes place

on June 24 at the Ingersoll District Collegiate Institute. This marks Campbell’s ninth year of volunteering and the nine-year fundraising total should surpass an important milestone. Campbell stopped smoking on the day of his cancer diagnosis. Although the habit left him with heart problems and diabetes, he says, “These problems don’t hinder my work or my community involvement. They forced me to slow down at the golf course, however. “The Ingersoll Relay for Life has raised $976,000 since 2003 and I expect we’ll exceed $1 million this year,” says Campbell. “We have had as many as 1,200 volunteers, participants, survivors and onlookers at events in the past. I participate in the all-night relay as a survivor and work at the silent auction table each year. Proceeds fund research that has brought many actual cures for various types of cancer and will cure many more in the future.”

Chris Townsend (left) and Al Suleman

■ ■ ■

Re/Max

affiliates

raised

Re/Max Charlottetown collected more than $40,000 worth of food for the local food bank.

Wayne Campbell

Renald Guindon

Dan Grantham

Kasia Kadzielska

Kempston & Werth Realty has donated $12,000 to local food banks, combining the efforts of the brokerage’s three offices in Listowel, Palmerston and Wingham, Ont. The brokerage makes a donation to a food bank with every sale. In the photo, back row from left: Clare Hood, Bryan Nichol, Brady Werth, Adam Bushell, Meaghan Graham. Front row: Bruce Kempston (broker/owner), David Werth (owner), a Listowel Food Bank representative, Amy Beierling, Rhonda Ernest, Jennifer Richardson and Greg Brunk.

REM APRIL 2011 53

$62,487 during the Miracle Makers Luncheon in support of Children’s Miracle Network and its member hospitals during the Re/Max of Western Canada 28th Annual Conference recently in Vancouver. Associates and business partners participated in a host of fundraising events including a hockey tournament and live and silent auctions for items such as Tiffany & Company jewelry, a custom stained-glass masterpiece, sports memorabilia and vacation packages. Re/Max sales associates also contribute a portion of their income throughout the year and host local fundraisers such as golf tournaments, head shaves and bowl-a-thons. These combined efforts have enabled Re/Max affiliates to donate more than $3.7 million for CMN’s 14 member hospitals across Canada in 2010, with Western Canadian affiliates leading the way by contributing $1.37 million to this total. ■ ■ ■

Sales reps Renald Guindon and Dan Grantham of Sutton Group Preferred Realty in London, Ont.

have donated more than $8,400 to local charities, including Youth Opportunities Unlimited, Women’s Community House, London Humane Society, London Food Bank, Boys and Girls Club and many more. Guidon and Grantham have a donation program that sees them make a charitable donation each time they make a sale. The charity is chosen by the client. “It’s a win, win, win situation,” says Grantham. “The charity gets the money, our clients choose the cause and we feel good doing our part.” Over the last nine years since their donation program began, Guindon and Grantham have donated more than $91,000. ■ ■ ■

Re/Max Charlottetown Realty recently held a food drive at both Charlottetown Superstores. The agents passed out bags in the hope that shoppers would donate a food item. The event was an overwhelming success, collecting more than $40,000 worth of food for the local food bank, the brokerage says. In appreciation, Re/Max Charlottetown Realty held a free

skate with the Rockets, the city’s major junior league hockey team. ■ ■ ■

Chris Townsend and Al Suleman from Sutton Group West Coast Realty in Coquitlam, B.C. were among many real estate people who joined the recent antibullying movement. Supporters of all ages wore pink for Pink Shirt Anti-Bullying Day. Townshend got involved after hearing discussions on CKNW radio about bullying in schools, workplaces, homes and on the Internet. As a father of girls ages 13 and 15, he wanted to set a good example. He also hopes that this issue will not affect their lives as it has his. “I have been bullied, as has everyone in varying degrees, whether it is physical or verbal, acute or chronic,” he says. “It is still bullying and it makes people sad and scared. Pink Shirt - AntiBullying Day raises awareness that bullying occurs regularly and should not be tolerated. All it takes is a little involvement to initiate prevention.” The ‘pink movement’ got its start in Nova Scotia in 2007.

When two Grade 12 students heard that a younger male student was threatened for wearing a pink shirt, they purchased 50 pink tops at a discount store, then sent a message to their schoolmates. The next day, they handed out the tops and the school made its first protest against bullying. ■ ■ ■

Recently an evening of dinner and dancing was planned to provide the gift of hope to a woman who has spent more than half of her life fighting a progressively debilitating disease. Dorota Dabrowska - Paciorek was only 18-years-old when she was diagnosed with Multiple Sclerosis. She has spent most of the past decade in a wheelchair. Kasia Kadzielska, a sales rep with Sutton Group - West Coast Realty in Coquitlam helped promote the urgent fundraiser. “It is so hard to imagine what she goes through each day,” says Kadzielska. “Somehow, Dorota endures the discomfort, tiredness, sleepless nights and lack of mobility that this illness has inflicted upon her. On her worst days, she

requires hospitalization, when her weak and vulnerable body no longer has the strength to fight off infections on its own.” Dabrowska - Paciorek has been approved for medical treatment in Poland and plans to travel there this summer. These plans are dependent on the outcome of the fundraising efforts. The fundraiser included dinner, dancing and the opportunity to bid on a range of silent auction items. Anyone who wishes to contribute is invited to donate through a Vancity account established in Dabrowska – Paciorek’s name: Account# 2048817 Branch #52. ■ ■ ■

Two Canadian Century 21 offices were among the top Century 21 fund-raising offices in North America. Across Canada and the U.S., brokers and agents raised more than $1.8 million in 2010 on behalf of Easter Seals. Century 21 Conexus Realty in Regina ranked #2 in North America and Century 21 B. J. Roth Realty in Barrie, Ont. ranked sixth. REM

54 REM APRIL 2011

THE PUBLISHER’S PAGE

By Heino Molls

here are all manner of signs that are posted on properties all the time. Prime examples are commercial buildings. Signs declare the name of architects and planners. There are signs that state who is doing construction work at a site, even the name of demolition companies when old buildings are taken down prior to a rebuild. Many signs say the name of the company or bank that provided the financing on a project or a complex. These kinds of signs are not exclusive to major commercial buildings. There are signs on house lawns in residential areas too. It is not uncommon to see architect’s names on signs for major renovations and rebuilds. There are signs letting the neighbourhood know that interior design is taking place inside. There are signs that declare the name of roofers, painters, paving companies, new bathroom installations and just about everything else related to all structures. Of all the signs that are on a property a Realtor’s sign provokes the most thought and attention. A Realtor’s sign is the most important sign of all them because it shows everyone that everything is starting now. It’s the best sign a property could have. A Realtor’s sign is a marker for imagination and a place where dreams begin. It is a beacon of things to come. Anyone who looks down a residential street will see a neighbourhood. But anyone who looks at a property on the same street with a real estate sign imagines what it would be like if they lived in the neighbourhood. It makes me crazy that a Realtor’s sign is not marketed and vigorously promoted by the industry in commercials, videos and even brochures for what it is; a

The real estate sign is where Trade Shows dreams begin and Conferences symbol of possibilities to come. From a condo to a mansion to a mobile home, this sign means the potential fulfillment of a dream. I don’t care who you are, if you can think, if you can dream, then your imagination starts as soon as you see a Realtor’s sign. It’s automatic. The public should be educated that when a Realtor’s sign appears at the front of a property it means the work of a professional is underway. Planning has been done. Hard facts have been laid out for this property to go on the market. Research has been conducted, reviews have been thoroughly carried out, mechanicals have been inspected, an accredited staging company may have been consulted, value has been assessed and a

sign tells you that you can begin real and meaningful projections in your mind. A Realtor’s sign on a property is always alone. There may be work done to get a place ready for sale, but no other sign is placed once a Realtor’s work begins, nor is there any other sign on the property until a Realtor’s work has been completed. The architects, the designers, construction contractors and renovation crews all must stand by and wait until a Realtor has enabled the process. That’s why a Realtor sign is so important. That sign has to be cared for, straight, clean and upright. It must reflect the great importance it stands for. Nothing saddens me more than a haggard

Of all the signs that are on a property a Realtor’s sign provokes the most thought and attention. price has been carefully decided. This is not just some willy nilly shot at sellin’ the place by some guy that’s a friend of a friend who says he knows real estate. This is a property offered for sale with a price that truly reflects the market because it is backed by the expertise of a recognized licensed professional Realtor. There is a plan in place here that ensures integrity to the seller and dignity to the buyer. We should say out loud what everybody already knows! A Realtor’s sign means what could be. A Realtor’s sign is a declaration that a licensed real estate professional has come to facilitate a home transition. A Realtor’s sign out front validates your dreams. A Realtor’s sign says this place is worthy of your imagination because it could actually be yours. A Realtor’s

sign askew, nailed on a fence post in some forlorn location. Do it right, get a good sign. Get a great sign! Make it magnificent! I have always believed that real estate companies and franchise companies greatly enhance a real estate representative’s ability to serve customers with tools and brand awareness that an individual Realtor simply cannot provide. The value of belonging to a good company or franchise is irrefutable. Beyond that, a Realtor’s sign is the standard bearer of professional marketing. It is in many ways the signature of the trade. I wish it was recognized and publicized for what it truly represents. Heino Molls is publisher of REM. Email heino@remonREM line.com

For complete listings, visit www.remonline.com To add a listing to this calendar, email jim@remonline.com New Brunswick Real Estate Association AGM & Conference March 29 – 31 Delta Beausejour Hotel Moncton, N.B. Erika Smith – esmith@nbrea.ca CREA Leadership Summit Sunday, April 3 Westin Hotel, Ottawa Anik Aube - aaube@crea.ca Association of Saskatchewan Realtors Symposium April 13 – 14 Delta Regina, Regina www.saskatchewanrealestate.com Muskoka & Haliburton Association of Realtors Trade Show Wednesday, April 20 Huntsville, Ont. Ann Riehl - (705) 788-1504, ext. 29 London St. Thomas Association of Realtors Trade Show Tuesday, April 26 London Convention Centre London Jenny True – jenny@lstar.ca Toronto Real Estate Board Realtor Quest May 4 – 5 Toronto Congress Centre Toronto www.realtor-quest.ca Kitchener-Waterloo Association of Realtors Realtor Xpo 2.0 Thursday, May 12 Bingemans, Kitchener Medina Moseley – medinam@kwreb.on.ca www.kwar.ca/XPO

2011 HomeLife International Conference and Awards May 12 - Broker Day May 13 - Gala Awards Day with Trade Show Metro Toronto Convention Centre, Toronto www.homelife.ca Century 21 Canadian Conference Supplier Expo Sept. 23 – 24 Shaw Conference Centre Edmonton corporate@century21.ca Georgian Triangle Real Estate Board Technology & Trade Show Wednesday, Oct. 19 Blue Mountain Conference Centre Collingwood, Ont. exhibitor@gtrebTNT.com CREA MTC Technology Forum Monday, Oct. 24 Hilton Toronto Toronto Anik Aube - aaube@crea.ca Realtors Association of Grey Bruce Owen Sound Trade Show Wednesday, Nov. 2 Harry Lumley Bayshore Community Centre Owen Sound Marilyn Newbigging – MarilynN@ragbos.com

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

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