August 2010

Issue #254

August 2010

Wilf Ray,

loud & cleAR

Turmoil in Quebec Page 3

Nova Scotia legend Pat King retires Page 12

with daughters Robin and leeann, the Ray Team continues a remarkable real estate, marketing and radio career Page 8

REM AUGUST 2010 3

Quebec salespeople revolt over new fees

By Danny Kucharsky

A

Montreal sales rep is leading a campaign against huge fee increases that have been levied on the province’s agents by the new body that oversees real estate brokerage in Quebec.

Mario Rizzi of Rizzi Homes says licensing fees agents have to pay for the Organisme d’autoréglementation du courtage immobilier du Québec (OACIQ) have more than doubled from $410 to $906, including an indemnity fund. The OACIQ was introduced in May as a result of a new real estate brokerage act in the province. It replaces the former Association des courtiers et agents immobiliers du Québec.

Rizzi says sales reps were not properly consulted and were given little warning about the increase.

“They had mentioned that fees would probably go up, but there was no mention of how much,” he

says. “We were expecting maybe $100, but not more than double.”

Upset about the hike, Rizzi organized a website, Facebook group and petition to protest the fee hike. The Facebook group now has 600 members, while about 2,000 agents have signed the petition opposing the increase. About 80 agents held an hour-long demonstration on May 26 at OACIQ offices on the South Shore of Montreal, voicing their disapproval of the sudden fee hike.

Because of the opposition, the OCAIQ extended the deadline for collecting the licensing fees from June to September because few agents were willing to pay. Sales reps’ licenses will be revoked if they don’t pay the fees, the OACIQ says.

OACIQ officials did not return calls from REM for comment.

The OACIQ is responsible for enforcing regulations covering bro-

kers’ and agency licenses, brokerage requirements, records and bookkeeping, disciplinary proceedings, indemnity fund and professional liability premium, professional conduct, advertising, contracts and forms.

The new act also does away with the term “real estate agent”, with all agents in the province to be called brokers. Mortgage brokers are also covered by the legislation.

It also makes it easier for buyers to pursue brokers in the courts if they believe they have been misled, and eases the way for disputes to be mediated.

Rizzi, who specializes in the sale of investment properties and offers what he says is among the lowest real estate commissions in Montreal at four per cent, is not impressed. “There’s no real difference between calling us agents and brokers,” he says. “They sold agents

on the idea that it was going to be a vast improvement, but in reality there is no improvement. They’re very superficial sort of differences that they seem to call improvements. There are only negative effects.”

Rizzi says while the former ACAIQ favoured consumers but also represented agents, the OACIQ solely represents consumers. “They’re charging us very high fees, although they don’t protect us and they don’t represent us.”

He suspects one of the objectives for the large fee increase is to reduce the number of agents in the province, particularly part-timers.

“There would be no other reason to increase the fees that much.”

Rizzi admits the number of agents in the province is probably too high, but says a better idea would be to reduce the number of new agents rather than to hit those who are already working with steep

fee increases.

The number of salespeople is already dropping and will continue to decline if there’s a slowdown in the market, Rizzi says. He predicts the number of sales reps will fall to 15,000 in a few years from the current 18,000.

Rizzi believes the OACIQ will stick to its guns with the current September payment deadline and that most brokers will cough up the fees or be forced to leave the profession. “The extension works for some agents because they were caught off guard,” he says.

The next step in his campaign is to get people onto the OACIQ board who are opposed to the current increase. An election is coming and a few spots will be up for grabs, he says. “We think we can get it (the fee increase) reversed for next year. But we have to get members sympathetic to our ideas on the board.” REM

Montreal board CEO Michel Beauséjour retires Online petition may have influenced departure announcement

A

fter almost 11 years at the helm of the Greater Montreal Real Estate Board (GMREB), Michel Beauséjour announced he is retiring as GMREB CEO – he will also be stepping down as CEO of the Québec Federation of Real Estate Boards (QFREB).

In the June 30 news release announcing his resignation, effective when his replacement is named, Beauséjour says a change in leadership is necessary to help support the ever-changing landscape of the real estate industry.

“I have developed and implemented all of the necessary tools to ensure the success of the industry and of real estate brokers as they face these essential changes,” Beauséjour says.

While Beauséjour is only one of a number of long-serving real estate CEOs across the country who have either already retired or are engaged in transition planning at their boards and associa-

tions, the announcement of his impending departure follows closely on the heels of an online petition signed by over 2,100 GMREB members, calling for his resignation.

The petition, launched in May, took issue with comments Beauséjour made during an interview with Quebec newspaper La Presse, published on May 1, the date the new Quebec Real Estate Act was implemented. La Presse quoted Beauséjour as stating the new act meant a Realtor in the province “cannot be a peddler.

And that is what the new law is coming to say: you cannot do this part-time anymore. You could try, but you will not last a long time. This is a profession and people have to make the required efforts.”

While Beauséjour has been outspoken in the past about the need for professionalism in the real estate industry, his use of the word “peddler” linked to part-

By Kathy Bevan

time real estate agents drew immediate criticism and the online petition was launched, demanding he step down as CEO of the Montreal board.

In response, GMREB president Patrick Juaneda issued a letter to board members, telling them that, “while also disappointed with the tone of the article”, he and his board of directors were “100 per cent in support of the CEO” and they were “to say the least, dismayed and frankly appalled at the tactics being used by some people to undermine an individual who has always had the industry’s best interests at heart.” Juaneda added, “We pub- Michel Beauséjour (right, with CREA CEO Pierre Beauchamp) was prelicly stand behind him and will sented with the AEC Award of Excellence in 2007. not allow him to resign, nor does he have any intention of doing REM that the decision was fully ments from people who are so.”

Beauséjour’s own and says that praising Michel and the good The ensuing June 30 most of the board’s members con- work that Michel did and what he brought to the Montreal announcement of Beauséjour’s tinued to support their CEO. departure caught many by sur“I can tell you that the REB, but they respect his deciprise. However, GMREB vice majority of people are behind sion,” says Ménard, who downpresident Diane Ménard told Michel. We’re hearing comContinued on page 6

4 REM AUGUST 2010

Multiple Listings

By Jim Adair

Do you have news to share with Canada’s real estate community?

Let REM know about it! Email: jim@remonline.com

E

xit Realty Corp.

International has named Susan Harrison the senior VP, corporate communications.

Harrison is a 20-plus year veteran of the real estate industry, having worked at the brokerage level for two major franchise organizations prior to joining Exit in 2000. As manager of franchise support, she built and developed the department that trains and supports Exit’s franchisees and administrators across North America. As senior VP web development in 2005, she oversaw Exit’s corporate website, the company intranet, and other online initiatives.

Susan Harrison

“Susan is an invaluable part of our corporate executive team,” says Joyce Paron, president - Canada.

“She has been in on the ground level of the development of major core projects at Exit, instrumental in growing their success. She will be a driving force in corporate communications for the Canadian operations working both at the franchisor and franchisee level supporting and expanding the reach of the Exit brand.”

■ ■ ■

Coldwell Banker has appointed Debbie Cooke as director of professional development for Canada.

Cooke spent the last 13 years as director training/education and career development for the company-owned Coldwell Banker residential brokerage in Atlanta. She is also director of the Coldwell Banker Atlanta Licensing School.

Cooke started her real estate career in Gravenhurst, Ont. in 1979. Currently a licensed broker in Georgia, she will be reciprocating her broker’s license back to Canada. In a newly expanded role, she will deliver learning resources

to the network, including the launch of the new professional development series, and will work closely with the Canadian senior management team in a consultative capacity to Coldwell Banker affiliates, the company says.

■ ■ ■

Sutton Group’s only franchise in Vernon, B.C. is under new ownership. Broker Tamara Cinnamon obtained her franchise on June 1 and has assembled a team of 11 experienced salespeople. “My vision for the office is very specific – I am looking for quality over quantity and I’m happy to say that’s what I’ve found,” she says.

Cinnamon has been selling real estate in the Vernon area for 6 1/2 years. She was previously a raft guide on the Fraser River near Jasper. “Vernon is a very beautiful place, surrounded by lakes, vineyards, orchards, recreation and resorts. We have four distinct seasons and a very easy-going lifestyle,” she says. “Real estate in Vernon can be as diverse as the area itself. We have it all – from

homes at world-class recreational resorts, to vineyards, to lakeshore, to family and investment property.

If you want it, we’ve probably got it.”

As the community grows, Cinnamon says she will more than double the number of sales associates. However, in keeping with the relaxed pace of life in the small city, she says she is in no rush to expand faster than necessary.

■ ■ ■

Re/Max Rouge River Realty recently announced that David Beaton has joined its Whitby, Ont. office. “David has been a top producing salesperson for over 20 years in Durham Region and has been awarded every major sales award, including the Re/Max Hall of Fame and Lifetime

Tamara Cinnamon

David Beaton

Achievement Awards,” says Paul Etherington, broker/manager of Re/Max Rouge River Realty.

Brian Hunter, broker/owner of the brokerage formerly operating as Prudential Huronia, has joined the Royal LePage franchise network. His company will operate under the new name Royal LePage At Your Service Realty. Hunter has been selling real estate for 22 years. Prior to entering the industry, he worked for McDonald’s Restaurants as a store manager and area supervisor. He says his time there “provided me with invaluable skills in training, recruiting, retention and managing the bottom line.”

■ ■ ■

Brian Hunter

Sally McGarr

Todd Fyfe

■ ■ ■

Coldwell Banker Real Estate LLC has signed a master franchise agreement with Demeure S.A. to expand the Coldwell Banker brand in France and into Monaco. With the addition of Monaco, the network now extends to 50 countries

“The France and Monaco property market is holding steady, despite the recent economic crisis.”

■ ■ ■

Debbie Cooke

nization have established a reputation as the leading independent brokerage in their market place and are proud of consistently maintaining their standard of uncompromising service and high productivity,” says the network in a news release. The brokerage serves the Niagara Region’s markets of St. Catharines, Niagara on the Lake, Fort Erie and Port Colborne.

Fernie Real Estate of Fernie, B.C., owned by Todd Fyfe, has also joined the network.

Sally McGarr Realty of St. Catharines, Ont. has become a member of the Aventure Realty Network. “Broker/owner Sally McGarr and her outstanding orga-

and territories worldwide.

Led by Laurent Demeure, president and chief executive officer, Coldwell Banker France and Monaco is based in Paris.

Previously known as Demeure Immobilier with a luxury homes department Demeure Prestige, Demeure S.A. was founded in 1920. The group played a major role in the development of real estate in France, notably with the creation of one of France’s premier networks of estate agents, the company says.

“We think the Coldwell Banker brand has great potential for growth in France and Monaco,” said Demeure. “The France and Monaco property market is holding steady, despite the recent economic crisis. In France, relatively low home prices, culture and ‘love for all things French’ continue to drive interest from foreign investors while Monaco obviously attracts interest from the affluent around the globe.” REM

6 REM AUGUST 2010

Tribunal denies intervenor status to Dale

Montreal board CEO Continued from page 4

National FSBO Network granted intervenor status, Dale expected to be a witness

C

ompetition Tribunal Chair, Federal Court Judge Sandra Simpson has turned down Lawrence Dale’s request for intervenor status in the tribunal’s hearing in the Commissioner of Competition v. CREA case. Instead, the cofounder of the former Realtysellers discount brokerage is expected to be a witness at the proceedings. The judge granted intervenor status to the other applicant, Stephen Skelly, vicepresident of operations for the National FSBO Network, to submit an affidavit for cross-examination by both parties to the hearing.

In her reasons and order to deny Dale intervenor status, Judge Simpson wrote, “The material filed by Mr. Dale does not satisfy the tribunal that he has unique or distinct perspective that will assist the tribunal to decide this case. He merely says that he has a different interest in and perspective on the case because he is a businessman in the private sector and the commissioner is a public servant with a focus on the public interest. This bald statement is not

sufficient…Mr. Dale also acknowledges that he is generally supportive of the commissioner’s case and provides no examples of topics on which their positions differ…

“In any event, the tribunal will have the benefit of Mr. Dale’s evidence. During oral argument, counsel for Mr. Dale and counsel for the commissioner indicated that the commissioner will be calling Mr. Dale as a witness,” wrote Judge Simpson.

In a statement to REM, Dale said, “While it was not what I ideally wanted, I did achieve the most important aspects of what we were seeking, to ensure that I will be able to tell the tribunal exactly what CREA did to us and that I am able to provide input on the remedy or sentence to be imposed against CREA.” Skelly told REM he is pleased that his National FSBO Network (NFN) will be able to submit an affidavit about the contrasts between the FSBO market and CREA’s MLS system.

“We’re very happy because we thought this ought to be on the

record – that the tribunal should know that there are alternatives now,” says Skelly. “The commissioner had not included anything to that effect, with statements suggesting there was no alternative to the MLS. We felt there was an alternative and it should be out there.”

In the judge’s reasons and order allowing the NFN to have intervenor status, she wrote, “It is the tribunal’s view that evidence about the NFN’s operations could have a bearing on the question of whether there has been an impact on competition…The tribunal has also concluded that, as a competitor of CREA, the NFN will be directly affected by any order made about the operation of CREA’s MLS service…..Finally, the tribunal is satisfied that the NFN does have a unique perspective which the commissioner has not addressed.”

Although a competitor of FSBO organizations, CREA had supported the NFN application and opposed the Dale motion.

Judge Simpson indicated the tribunal will likely hold the hearing in early 2011. REM

CORRECTION In the July issue of REM, the article In conversation with Don Lawby incorrectly stated the name of the mortgage brokerage founded by Century 21. It is Centum Financial Group Inc. We apologize for the misprint.

Cover photo: CRAIG HODGE

Publisher HEINO MOLLS email: heino@remonline.com

Editor JIM ADAIR email: jim@remonline.com

General Manager JOHN COOPER email: john@remonline.com

Senior Editor KATHY BEVAN email: kathy@remonline.com

Director, Sales & Marketing DENNIS ROCK email: dennis@remonline.com Brand Design SANDRA GOODER

Art Director LIZ MACKIN Graphic Design SHAWN KELLY

plays any impact the online petition might have had on the timing of that decision. “At the Montreal Real Estate Board we have over 10,500 members – or close to that – and as I said to you before, the majority of agents are all behind Michel,” Ménard says. “There’s a petition of 2,000 – which is not that much, when you have 9,000 people behind the CEO. So the majority of agents were very satisfied with Michel and with the work that’s being done.”

Ménard and others praised Beauséjour’s board leadership over the past decade, which saw, among other things, the consolidation of nine different MLS systems into a single, province-wide MLS, the standardization of professional practices throughout Quebec and the creation of the Collège des immobiliers, which now trains almost 35 per cent of all new Realtors in the province. Beauséjour also oversaw the April 2010 launch of a new provincial property search website, centris.ca, which complements Realtor.ca by holding the largest database of properties for sale in Quebec. The centris.ca site carries more than 65,000 listings – updated with new MLS listings every hour – and includes real estate advice as well as extensive community and lifestyle information for consumers.

In addition to these achievements, Beauséjour says he is proud of a number of successful communications initiatives.

The QFREB set up its own market analysis department, with three full-time economists, to explain market ups and downs, which Beauséjour credits with helping to stabilize the real estate market during the recession. A five-year advertising campaign, targeting Quebec’s historically high FSBO (For Sale By Owner) market percentage, promoted the benefits of using a Realtor’s services.

“We have been able to reduce the FSBO market by 50 per cent – it’s now 15 per cent instead of 30 per cent – which means, if you do a quick calculation of the math on that, it’s about $150 million of new commissions every year in the industry right now that we didn’t have before,” Beauséjour told REM in an interview.

As for his departure as CEO of GMREB, Beauséjour confirmed that he will remain until a successor is named. GMREB has hired a headhunting service to look for candidates and in the meantime, Beauséjour has begun working with board officials at both GMREB and QFREB on the eventual transition to their new CEOs. “After 10 years, you need probably to rethink and say, what do we want now? Will there be one or two CEOs? How do we want to link between the federation, the Montreal board, Centris and the college?” says Beauséjour, adding, “I think it’s a great opportunity for elected people to rethink and re-adapt this industry to the new reality right now.” REM

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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 2010 REM. All rights reserved. Reproduction in whole or in part without written permission from the publisher is prohibited. The opinions expressed in REM are not necessarily those of the publisher.

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8 REM AUGUST 2010

Wilf Ray comes in loud and clear

At 83 the leader of The Ray Team in Mission, B.C., Wilf Ray recalls his years as a radio DJ, Jimmy Pattison’s right-hand man and his early days in real estate. By Katherine Fawcett

A

s a promoter, salesman and announcer, Wilf Ray knows how to make his smooth voice heard. And for over 60 years, people have listened to what he’s had to say.

In the 1940s, thousands of Vancouverites woke up to Ray, the morning disk jockey on CKMO Radio, as he spun tunes by Bing Crosby and Mel Torme across the airwaves. In the 1950s, potential home-sellers listened to Ray the real estate sales rep as he charmed them with personal details about their astrological signs and the lines on their palms. He quite often sold young couples their first new home. In the 1960s and 1970s, Ray was Jimmy Pattison’s righthand man, and his words enabled Pattison become one of Canada’s wealthiest entrepreneurs. Today, his steady and strong voice is heard around the world on the Internet as listeners tune in to Ray’s popular gospel music radio show (www.wilfray.com).

“My father is my idol and my hero,” says his daughter Leeann.

“He’s always trying to coach us, guide us and teach when he can. He’s a world of information.

An ideas man. Throughout his life he’s created so many opportunities; the man’s an open walking book every day.”

Ray was indeed a trailblazer in an era before marketing departments, PR teams or networking. One of his earliest promotional ideas was Disky, a radio station gimmick. Disky was the name Ray gave to a horse and a rider he fashioned out of two 16-inch record albums. Ray affixed Disky to the roof of his 1946 Chevrolet and parked it in downtown Vancouver; the first person to spot Disky and call CKMO station won a box of Purdy’s chocolates.

It was at the radio station that he met Marion, the music librarian. They were smitten, and in typical Wilf Ray style, their wedding was a grand affair.

Amid uproar from the clergy, the young couple’s wedding was planned as a promotional event staged at Vancouver’s colossal amusement park, the PNE. It involved a free wedding dress, six bridesmaid gowns, $1 million worth of loaned jewellery and a honeymoon in Mexico. The wedding made the papers again in 2004 when Wilf and Marion celebrated their 50th wedding anniversary.

Ray was the morning DJ at CKMO in Vancouver in the 1940s.

Ray’s real estate career began in 1950, as an agent with Coastal Estates in Vancouver. It wasn’t long before he opened his own real estate office. He says that for most Realtors at the time, marketing meant a For Sale sign on the lawn and perhaps a classified ad in the newspaper.

Not for Ray. He installed an awardwinning miniature model home on the roof of his 1949 Austin.

He’d drive, often accompanied

by Marion – who looked like a Hollywood starlet – down Vancouver’s busiest streets every evening and park the car on Granville Street where crowds

of theatre-goers would pass.

The eye-catching model home was illuminated from the inside and the words “Wilf Ray Real Estate” flashed along the bottom.

He also wrote an inspirational column in the local paper and promoted charity events on his radio program.

It was a time when there were no exams, seminars or formal training for real estate sales reps.

“Anybody could be a Realtor.

You’d learn on the job. Lawyer.

Plumber. As long as you had sales skills, drive and a good personality,” he says.

Those traits translated into other careers as well. As advertising manager at Bowell McLean Auto on Broadway’s Auto Row, Ray erected a 100foot high Bow-Mac sign – the world’s largest neon sign at the time. Also at the auto dealership, Ray created the world’s largest Checkers Game, using “beautiful women” as checkers and featuring players who chose their moves from a crane perched overhead.

Ray has also used his sales and marketing skills and personal charisma to become an alderman in Maple Ridge, B.C., a professional photographer and highly successful director of corporate communications for Jimmy Pattison’s Neonex International.

After a stress-induced heart attack in 1980, Ray re-examined his life and decided his true talents and passions were for real estate. He re-entered the industry in 1984, and has been active in it ever since. Today, Ray works alongside his daughters Leeann and Robin at Landmark Realty in Mission, near Vancouver; they call themselves The Ray Team.

“It’s a different ball game now,” says Ray of an industry that

The Ray Team: Daughters Leeann (left) and Robin with Wilf Ray.

has changed dramatically since he first entered it. Computers.

Virtual tours.

Different relationships and commissions structures between Realtors. The ability of the buyer to find out so much more information on their own. Ray says that many of these changes has made things easier for real estate professionals, but some have taken the human interaction factor out of the equation.

Despite five heart operations, Ray is a handsome, outgoing and spry 83 years old. He’s a greatgrandfather, an animal-lover and a health nut. From their beautiful pink-stucco home on a rural street in Mission, Ray devotes most of his time to lovingly caring for his wife Marion, whom he credits for being his constant source of support and inspiration and who was at his side through every endeavour. He’s still responsible for all the marketing and promotions for The Ray Team, and he keeps the Wilf Ray Radio Show rebroadcasts on the web up-to-date and inspirational.

He even squeezes in the odd gig

as a background actor for movie and television shows.

Ray says that one of the side effects of his heart surgeries – the installation of a pig valve to ensure proper heart function – is that he can occasionally hear his own heart beating.

For a man whose voice and spirit has connected with so many, it somehow seems fitting. REM

Ray checks some of his recent news clippings. (Photos: Craig Hodge)

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Founded in 1978, Hectare Commercial Realty was purchased in 2003 by Dan Bates, the current broker of record and president. “I knew immediately that if the company was going to prosper it required a global affiliation,” says Bates. “This now puts Hectare, now called Binswanger Hectare, in a position to compete with any commercial broker worldwide.”

Bates says, “With Toronto being the third largest industrial real estate market in North America, our American counterparts are pleasantly surprised at the amount of activity that has been generated in a few short weeks.

Today’s changing business environment has created a movement among major corporations towards the outsourcing of real estate functions, and the formation of strategic alliances between corporations and service providers.”

Binswanger Hectare currently has 14 agents and three support staff. “We have the Ontario rights for Binswanger and our intention is to open or purchase other real estate companies in the major markets – Ottawa, London, Windsor, Sudbury, Thunder Bay, Kingston and the east GTA,” says Bates.

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12 REM AUGUST 2010

Nova Scotia legend Pat King retires A

tlantic Canada real estate legend Pat King officially retired from the industry this year, marking the end to a career that began shortly after the Second World War. King and his wife Hilda opened Pat King Insurance in downtown Dartmouth, N.S. in 1947. Soon afterward, King decided there were opportunities to expand his small business into real estate and with the simple addition of the words “And Real Estate” to the bottom of his home-made “Insurance” sign, King found his true calling.

“I had been doing a lot of insurance business with navy people and one day they asked me if I could look after their houses as well,” says King, who is now 90. “I didn’t charge them a nickel for my services back then – it was all just done as goodwill.

And that’s how I got started in the real estate business.”

At its peak, Pat King Real Estate had over 30 offices with approximately 350 employees beneath his trademark red mansard rooftop buildings, spread throughout Nova Scotia, New Brunswick and Prince Edward Island. King was one of the first in Nova Scotia’s real estate industry to computerize his operations.

He was also a pioneer in pursuing and promoting education for Realtors in Atlantic Canada, gaining his FRI certification from the Real Estate Institute of Canada and his AACI from the Appraisal Institute of Canada.

He became an MAI (Member of the Appraisal Institute) as well. King also supported further education for his staff, offering to pay 50 per cent of the costs of any courses his employees successfully completed.

Eventually, King’s operations included land development, house building – including multifamily dwellings – real estate appraisal, mortgage brokerage, financing, flooring and electrical and property management.

By Kathy Bevan

“This was unusual at the time, as most people focussed just on real estate,” says Sandy Rutledge, who started his real estate career with Pat King in 1978 and who now co-owns Domus Realty in Halifax/Dartmouth. “What I learned from Pat and have brought into my own business is his strong work ethic and business ethics – those values influenced a great many of us in the industry here.”

Throughout King’s long career, there were few positions he didn’t hold within organized real estate. King was president of the Halifax Dartmouth Real Estate Board three times and a founding member of the Canadian Association of Real Estate Boards (forerunner to CREA); he was president of the local chapter of the Real Estate Institute of Canada (which he also helped to found) and the local chapter of the Appraisal Institute of Canada; he was also a commissioner on the Nova Scotia Housing Commission.

Outside of real estate, three of King’s more prominent positions were serving as an alderman and deputy mayor for the City of Dartmouth, as well as president of the Dartmouth Chamber of Commerce.

At a special retirement party in his honour this spring, 115 people turned out to show their appreciation for a man most of them had worked with at one time or another during their own real estate careers. A few attendees only knew of him by reputation.

Pat King cuts the cake (with his trademark red mansard roof made of icing) at his retirement party. (Photo: Ken Thompson)

“A number of people told me the only reason they came was they wanted to see if there was an actual person named Pat King – they knew of him more as a legend than a real person,” says Gail Morris, co-owner of Domus Realty and one of the party’s organizers.

(1995) Limited banner, said her dad was very touched by the event. “Dad always stressed that his people worked with him, not for him – the turnout at the party showed him how much people appreciated him.”

of Realtors; six years earlier, King had been honoured with the Distinguished Realtor of the Year Award, in recognition of his contributions to the real estate industry over his many years of service.

King’s daughter, Joan MacLean, who now carries on his business under the Pat King

In 2003, King was inducted as the first honourary member of the Nova Scotia Association

“No doubt about it, for 30 years Pat King was the ‘go to’ person for so many people in real

estate here – he never minded putting his shoulder to the wheel and was very proud of the fact that he never asked anyone to do anything he wouldn’t do himself,” says Morris. “It was wonderful to have so many people turn out to show how much he’s meant to us over the years.” REM

14 REM AUGUST 2010

Sales rep works through Parkinson’s battle W

alking down a flight of stairs. Buttoning a shirt.

Driving a car. These are activities many of us take for granted, but for Bennett Solway, these seemingly routine activities are challenges. Eight years ago, Solway was diagnosed with Parkinson’s disease, a degenerative brain disorder affecting about 100,000 Canadians. The disease leads to muscle rigidity, tremors and slowness of movement.

Solway, a real estate agent with Royal LePage Johnston & Daniel Division in Toronto, receives some daily personal assistance at home, but he manages to continue to work in the real estate business, where he has honed his skills since leaving the public relations field in the 1980s.

Johnston & Daniel teams Solway up with other agents to work on listings and offers. “When I can’t get up the stairs of a certain property, another agent will go in and have a look and then we work on the listing together,” says Solway. “I don’t get into the office every day, but when I do, I really enjoy the interaction and kibitzing with all the people I know so well.

The nice thing is the company has told me I have an office here as long as I want it.”

“One of the things that differentiate Johnston & Daniel is our supporting, nurturing culture, in spite of operating in the highly competitive Toronto environment,” says Don Kottick, broker, vice-president and division manager.

“When you have an individual such as Bennett, he exemplifies that culture for us and helps to enrich us all by his spirit and determination.”

When asked about his advice to others who may be facing similar challenges, Solway advises to

not let anything stop you. “Don’t be afraid. You may try and not succeed, but you will learn something along the way,” he says. “You’ll also be amazed at how helpful people are. Never in a million years would I have imaged such generosity in the world.”

In addition to plying his real estate trade, Solway is a long-time volunteer. He volunteers for the Parkinson’s Society Tulip campaign each April and will be helping out with the upcoming Parkinson’s SuperWalk, taking place nationally on Sept 11-12 and 18-19. He is also a past Big Brother and a Big Brother of the Year recipient, and has volunteered at the Baycrest Centre for Geriatric Care.

Solway balances his real estate work and volunteering with a love of the theatre. He looks forward to a variety of productions at the Stratford Theatre this season, including the opportunity to see Christopher Plummer in The Tempest. REM

Bennett Solway

This story was supplied to REM

by Royal LePage .

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16 REM AUGUST 2010

METES & BOUNDS

By Marty Douglas

“J

ust in time delivery” was a phrase I first came across in one of management guru Tom Peters’ books on excellence. It referred to the streamlining of the supply side so that manufacturers did not have warehouses filled with, for example, car parts, resulting in large storage demands and accounts payable. So the bumper was delivered to be attached to the frame on the day the frame was ready. Hence “Just in time delivery”.

Fascinating, Marty. I know.

A social media contest just in time Here’s another application.

We decided to run a contest for the public in conjunction with a renovation and grand re-opening of our office. We were out of our comfort zones for about four months and to keep ourselves amused we decided to engage the community, challenging them to name their favourite thing about our community. We called our contest “Why the Comox Valley Rocks” and procured a domain name on Facebook. We wanted to experiment with social media so we connected with Twitter, Linked In and Yelp. We issued a couple of press releases, blogged a bit, put a few things out on radio and planted some signs in the windows of our office. We offered a prize package of gift certificates, gift baskets and event tickets.

Then the fun began.

We got hundreds of people liking us, some friends, a bunch of photos and a lot of entries.

The entries ranged from one-lin-

ers to multi-verse poems, from rap video to still photos. People waxed eloquently about culture, sports, mountains, streams, beaches, friendship and people.

They told life stories of how they came for a moment and stayed to raise a family. They praised artists and restaurants and the views from lookouts. We had to develop 19 categories on an Excel spread sheet.

At the end of the contest we short-listed and created a voting page on Facebook, left it open for a week or so and stirred things up with a few more press releases and blogs to create a frenzy of voting. And after people voted we asked them to pick their favourite feature of our valley, from five categories. Was it geography, recreation, culture, climate or people?

Of the 76 entries, the rap video won. Of the five categories, people and geography tied for first place.

The poem written for a wedding invitation more than 30 years ago placed second. And when you think about it, the poetry of 1979 is the rap of today and YouTube is the delivery method replacing the printed format.

As an aside, the Globe and Mail edition of July 3 announced the results of its Facebook poll asking Canadians “what truly defines our country.” Now I don’t want to suggest that our local contest initiated in March helped shape the idea for a national poll on the same social medium but – amazing coincidence – you be the judge. Come to think about it, a recent preCanada Day MacLean’s issue included a piece entitled Unravelling Canada’s crazy quilt in which Canadians were polled on a variety of issues. I’d suggest I’m on to something here but my paranoia is somewhat muted by their claim to have conducted

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similar surveys in the past. Ha! But do they give out prizes?

Besides, what survey for a national animal can be taken seriously when choices include the black fly, caribou and prairie dog?

We announced our winners at our open house re-opening, gave out the prizes, barbecued hot dogs and ate cake. And then got back to work. We were pleased with ourselves, we knew the prize winners were happy and we got some good media coverage of the event. We thought the results were pretty much wrapped up.

Then the note in the mail came from our winner: “Thank you for all of your kindness in words, support, actions, contest suggestion in the first place and all of the contributors in this prize package! This pick-me-up came at a time in my life that was a low point! Doing this poem and rapping it with my kids really was the best medicine for me. Truly thank you!”

Who knew that our contest would be delivered “just in time” for our winner?

As we approach our August holiday, B.C. Day where I come from (Did you know that the west and the territories have nine statutory holidays while the Maritimes have only five? That’s doesn’t explain the imbalance in the number of seats in the Senate but it is a small comfort), let’s call on that international motivational wordsmith, Teddy Roosevelt to whip us into a fever of service to our country, our community. “Do what you can, with what you have, where you are.”

You can follow Marty Douglas on Twitter 40yrsrealestate or on LinkedIn and on Facebook. He is a managing broker for Coast Realty Group (Comox Valley) Ltd., with offices on Vancouver Island and the Sunshine Coast of B.C. Marty is a past chair of the Real Estate Errors and Omissions Corporation of B.C., the Real Estate Council of B.C. and the B.C. Real Estate Association. He’s a current director of the Vancouver Island Real Estate Board. mdouglas@island.net; 1800-715-3999. REM

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18 REM AUGUST 2010

STOP SELLING HOUSES & START MAKING MONEY

By Debbie Hanlon

I

f you’ve been paying attention, your database is no doubt bursting at the seams with contacts. You’re keeping in touch with them on a regular basis and you’re adding more names daily. You’ve also been setting yourself up as a local real estate expert by sending out press releases to local newspapers and radio stations about the latest real estate trends. Now it’s time to take the next step that will take your career to the next level.

This is the one that really helped me reach No. 1 in Canada

Market yourself without money and it can help your career too. It’s time to roll out an advertising campaign that’ll get you noticed and let the world know you’re ready for their business.

What’s that, you don’t have the money? You can’t afford advertising? When I did it I couldn’t afford a car, I was still hitch hiking to work and I hitch hiked my way all the way to No. 1. I did it and so can you, but you can’t let little things like having no money get in your way. You’d be amazed at what you can accomplish without a dime to spend on it. Don’t think about money, think around money.

What I did (and you can too because we all work with the same people – lawyers, mortgage brokers, home inspectors, appraisers and so on) was I decided to hold the province’s first-ever first-time home buyers seminar. That would get people who were interested in buying a house talking to a Realtor who knew all the right people they’d need.

I had it figured all out. My plan was fail proof. It costs around $5,000 to hold a seminar – to do it right, and that’s the only way you should do anything ….right. All I had to do was come up with that money and I was off to the races.

I didn’t have $5,000. At that time it might as well have been $50,000. There was no way I could come up with it on my own.

The only thing worse than not having money is not knowing anyone who does. Luckily I knew people who did and so do you.

Our suppliers. These other businesses were more established and already had marketing budgets in place or were willing to spend money to make money. I figured maybe they’d want to spend some of it on a marketing event.

I approached them and told them about the seminar. Because the Realtor is the first point of contact when buying a home, they were cool with me calling it the Debbie Hanlon First-Time

Home Buyers’ Seminar. I spoke at mine but if you’re not comfortable speaking I’m sure you know someone who is, and who’d love to be a part of it.

I told them my plan and said they would have to invest X number of dollars to be a part of the seminar. They recognized it as a great opportunity and were all happy to invest. We ran a comprehensive marketing plan that included all forms of advertising, booked the room and covered all the other expenses….and of course we invited the media with our press releases. What I could not afford to do alone I could now do, thanks to their financial support. The seminars, which we held on a regular basis, were a huge success. We all got clients, a lot of clients. We all made money. We all grew our businesses. We all forged longterm relationships that continue to this day. What’s not to like?

So if you don’t have the money to pay for marketing, look

around you. Who do you deal with? Who are your suppliers?

Would they be interested in going in on a co-operative marketing event with you? Chances are they would love to. It doesn’t have to be a first-time home buyers’ seminar; it could be whatever you’re comfortable with. The knowledge and experience you gain from preparing for the event is invaluable. It’ll get your face out there.

It’ll get you noticed and recognized as a leader in the real estate industry. It’ll get you in front of potential clients. It’ll get you business. It’ll get you money and it won’t cost you a penny, but it’s priceless.

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

Insurance Renewal 2010 For the past 10 years, Real Estate Council of Ontario (RECO) registrants and consumers have benefited from unique insurance coverages for claims resulting from errors and omissions, loss of commissions and loss of deposits. RECO has been able to arrange stable and affordable insurance coverage for registrants that are broader than any other Canadian jurisdiction.

RECO is pleased to announce that, through the program’s insurance broker Alternative Risk Services Inc. (AR Services), insurance coverage has been renewed with Lloyd’s for the policy period from September 1, 2010 to September 1, 2011. The Insurance Program is managed by Dion, Durrell + Associates Inc. The total cost of insurance, including taxes and expenses, for the 2010 - 2011 term is $335.00. Coverage includes Errors and Omissions, Consumer Deposit and Commission Protection insurance. Insurance renewal invoices will be mailed in early July to all registrants.

Insurance payments are due by August 13, 2010.

Insu Online ccredit card payments can be made through MyWeb, RECO’s exclusive web portal for registrants.

Log on to t https://myweb.reco.on.ca to access the site.

Policy Changes The most significant change to your coverage starting September 1, 2010 is the increase of the occurrence limit for Commission Protection and Consumer Deposit coverages from $500,000 to $1,000,000. These coverages offer protection in the event of fraud, insolvency or misappropriation of funds by a registrant. The insurance provides coverage up to a maximum of $100,000 per claim. In the event the sum of all claims against a particular registrant related to an occurrence (e.g. a brokerage becomes bankrupt) exceeds $1,000,000, the amount recoverable by each claimant may be pro-rated and limited to a portion of the maximum amount of $1,000,000 of coverage.

Non-Payment Results in Suspension of Registration Effective September 1, 2010 The Registrar will initiate the suspension process for each registrant who has failed to make the required payment by the due date of August 13, 2010.

Suspensions will take effect at 12:01 a.m. on September 1, 2010 as required by the Real Estate and Business Brokers Act, 2002. Suspended registrants are not entitled to trade in real estate.

Reporting Claims

Retiring or Leaving the Business

All claims must be reported no later than midnight on August 31, 2010. If you have knowledge of a possible claim or circumstance and do not report it by the end of the policy year, your claim may not qualify for coverage. An errors and omissions claim form can be downloaded from the RECO website at www.reco.on.ca or the program manager’s website at www.reco-claims.ca.

If you are planning on retiring or leaving the business you may wish to have your completed “Notice of Change: Termination” form and a copy of your resignation letter submitted to the Registration Department by August 13, 2010 to avoid the initiation of the suspension process.

Contact RECO’s Insurance Department Directly At: Online (MyWeb): https://myweb.reco.on.ca | Phone: 416-207-4841 | Toll Free: 1-866-757-7772 | Fax: 416-207-9020 or 416-207-4820 | E-mail: insurance@reco.on.ca

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20 REM AUGUST 2010

Einstein’s last words

By Ari Lahdekorpi

A

lbert Einstein died in 1955, having seen his concepts create a new world of understanding during his life. His passing was at a time when the cold war between the Soviets and the Americans was escalating. Much of the worry of that year and the decades that followed was about the growing number of nuclear weapons that both super powers were amassing. The creation of the weapon that could effectively wipe out much of life on our planet was due in part to the theories that Einstein had developed.

Albert Einstein was not only a radical thinker, he also was an amazingly creative communicator. Although his ideas are beyond the understanding of most of us, he was able to demonstrate his ideas using common speak. His description of the speed of light was done by referencing a moving train, while his explanation of gravity and time was done by the mental picture of an elevator.

The context of communication is so very critical. When looking at something as simple as market trend data in Vancouver, the numbers can be skewed to reflect the researcher’s bias, or to amplify opposing opinions. Our age is quickly moving forward in the means that we communicate ideas and opinions. Today Twitter is evolving weekly to address the quick fix communication needs of social media. To some the world view has transformed into a

series of games...spurred on by a generation that has grown up with video games and virtual reality. Looking for a home in Kerrisdale becomes an extension of gaming and social media in method and mindset.

The language of the landscape is changing, and as Einstein once said, “We can’t solve problems by using the same thinking we used when we created them.” The notion of communicating value and service is becoming increasingly difficult in a culture and marketplace where information can be accessed quickly and effectively.

The answer to meeting the communication demands in the real estate marketplace is not to continue to use the same thinking of even two years ago. Realtors must find new ways to communicate service and value to the new consumer.

The context of the information is important, and although information is freely and readily available, it must be interpreted properly and effectively in order to best serve the constituents. As Albert observed, “Sometimes one pays the most for the things one gets for nothing.”

The hidden costs are often greater than the sticker price.

This is why having effective communication is so critical.

Understanding the information is more important than having access to the information.

Nothing reflects the need to communicate properly in the right context than Albert Einstein’s last words. Before he passed away, he felt the need to share some final thoughts. The only person in the room was the attending nurse. She heard the final words of the greatest thinker in history. Unfortunately, he spoke them in German, a language the nurse did not understand.

Ari Lahdekorpi is managing broker at Re/Max Select Properties in Vancouver. REM

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24 REM AUGUST 2010

T

he Real Estate Institute of Canada (REIC) inaugurated its new national president and Board of Directors for 2010-2011 during the 55th Annual General Meeting of the Institute.

Chrystal Skead of Edmonton is the new president. She is the general manager of residential properties for Westcorp Properties. In 1989 she earned her Accredited Residential Manager (ARM) designation through the Institute of Real Estate Management. She officially joined REIC in 1999 and earned her Certified Property Manager (CPM) designation the following year. Skead has been heavily involved on the volunteer front of the institute over the past 11 years, serving as a member of the Real Estate Management Council (formerly Real Estate Property/Asset Management Council) from 2005-2008. She has also served as chair or been a member of close to a dozen REIC committees and task forces over the years.

“I intend to use my year as national president to challenge my fellow Board of Directors and REIC members to put in that little extra effort in helping promote and educate people within our industry about REIC,” she says.

“By putting in that little extra effort we will gain new members, more recognition within the industry and help take the institute to new heights and make it even stronger.”

Joining Skead on the REIC National Board of Directors: immediate past-president William McCarthy of Burnaby, B.C.; vicepresident Suzanne Longley of Calgary; secretary/treasurer Renaud Campbell of Brampton, Ont.; Real Estate Sales & Leasing Council chair Léo Ziadé of Longueuil, Que.; Real Estate Sales & Leasing Council first vice-chair Winson Chan of Markham, Ont.; Real Estate Management Council chair Sherril Carlson of Saskatoon; Real Estate

Management Council first vicechair Grant Stevenson of Winnipeg; Real Estate Finance Council chair Denis Archambault of Ottawa; and Real Estate Finance Council first vice-chair Don Myhre of Edmonton.

■ ■ ■

The Toronto Real Estate Board recently hosted a reception to thank more than 200 Realtor volunteers who contribute to its operations, and to recognize elected officials who take time to hear different perspectives on various legislative issues. This year’s event featured keynote speaker Stephen Lewis.

After serving in provincial politics for 15 years, Lewis spent 22 years at the United Nations, championing causes like UNICEF and AIDS in Africa. Now a professor at McMaster University, he operates his own foundation, which continues to fight AIDS in Africa.

This year’s TREB Civic Award recipient, Peter K. Wong, has volunteered for a number of organizations throughout his 36-year career as a Realtor. His efforts benefited organizations like the Rotary and Lions Clubs, the United Way, Habitat for Humanity and the Mon Sheong Foundation.

TREB undertakes a number of efforts to support students throughout the GTA. The annual Past President’s Award grants $5,000 scholarships to two Greater Toronto Area graduating high school students who are planning to continue their education.

While academics and community involvement are considerations in the judging decision, the basis for the scholarships is a 500-word essay judged by university professors. This year’s recipients wrote essays on the Harmonized Sales Tax’s impact on affordability for residential real estate consumers, and initiatives to advance quality of life principles by the year 2020.

This year’s recipients are Ashley Sewrattan, a graduating student

from West Hill Collegiate Institute who will continue her studies in Social Sciences at the University of Toronto; and Brianna Smrke, a graduating student from Michael Power/St. Joseph High School, who has been accepted into the Arts & Science Program at McMaster University.

An additional scholarship, offered to first and second year students enrolled in the MBA program at Ryerson University, was also established this year.

Applicants wrote a 1,000-word essay describing their interest in the field of commercial real estate, their academic experience and suggestions for a project to be undertaken during a work term at TREB. Thomas McLaughlin was selected as the inaugural recipient of a Commercial Division Scholarship Award.

Muir says that over the next decade, approximately 5,000 new households will be formed annually in the Vancouver Island/Coast Development Region, with approximately 1,300 of these new households formed in Nanaimo alone.

■ ■ ■

Recently 16 representatives from the real estate industry met with Ontario PC leader Tim Hudak, including Realtor members of the Kitchener-Waterloo Real Estate Board (KWREB), Cambridge Real Estate Board, staff and a representative of the

Civic Night keynote speaker Stephen Lewis addresses TREB dignitaries, the Board of Directors and various politicians.

■ ■ ■

The Vancouver Island Real Estate Board (VIREB) released its 2009 Buyer Profile, tracking where people are coming from, what they’re buying and why.

The board sent 6,619 letters to residential buyers obtained from the MLS database for 2009, receiving 1,685 responses.

Cameron Muir, chief economist with the British Columbia Real Estate Association, says the VIREB Buyer Profile reveals interesting demographic trends.

“First-time buyers were busy in 2009 as they comprised 19 per cent of all transactions, the highest recorded since 2004. Low mortgage rates and attractive pricing were key drivers for this group. Local buyers also made up a larger proportion of board area sales in 2009 (39 per cent vs. 34 per cent), largely the result of low interest rates and pent-up demand,” he says.

Consumer demand from Alberta buyers was higher than expected given Canadian economic performance in 2009, slipping from 13 per cent to 11 per cent.

“Vancouver Island continues to be a preferred destination for retirees,” says Cliff Moberg, president of VIREB. “In 2009, 40 per cent of residential properties were purchased as a retirement home, which is up four per cent from last year. We also saw an increase in buyers from other areas of Vancouver Island and I expect that number will likely continue to increase in the future.”

Waterloo Home Builders’ Association. There was discussion about how the HST will impact the real estate industry and to explore ways in which to help moderate its impact.

To offset the HST, Realtors want the Government of Ontario to reduce the provincial land transfer tax (LTT) rate. Hudak has advocated for a one year LTT holiday (so buyers would not pay the LTT for one year), but when presented with the Realtor proposal for the first time, he said he would take it into consideration and thanked the group for bringing it forward. REM

The Past President Scholarship is awarded by TREB 20092010 president Maureen O’Neill to scholarship winner Brianna Smrke.

Ontario P.C. leader Tim Hudak is interviewed outside the Kitchener-Waterloo Real Estate Board offices.

The REIC national board of directors: Back row from left: Denis Archambault, Don Myhre, William McCarthy, Grant Stevenson. Middle row: Léo Ziadé, Suzanne Longley, Winson Chan.

Front row: Sherril Carlson, Chrystal Skead.

26 REM AUGUST 2010

Roughing it (home away from home)

By Dan St. Yves

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uly 17: Ah, the great outdoors – the smell of fresh pine trees, the tingle of newly discovered allergies – tonight my wife and I begin an entire week of carefree camping under the stars, like our forefathers may have done when they rode covered wagons across the prairies in search of our potential fore-mothers. Nothing but a tent between us and the cruel, unforgiving elements – well, maybe a sleeping bag, i-Pod and a feather pillow or two.

July 18: Say, the temperature sure does drop at night out in the woods – who knew? Not to mention how unforgiving the ground seems to be on a middle-aged back.

Thankfully, we aren’t too far from a Wal-Mart I spotted on the drive over here – a quick jaunt after breakfast should allow me to pick up an air mattress and a space heater. Perhaps a package or two of “rustic” Twinkies?

July 19: What in the name of Daniel Boone’s raccoon hat was that creature growling outside our tent last night? And what sort of animal develops a scent for Twinkies out in the wild? While we were both staring wide-eyed and nervously out into the dark, as the growling drew closer and closer, all I could think of was to toss our Twinkies out the screen door of the tent. This morning – no Twinkies and no bloodthirsty beast looking for live leftovers. Tonight, we sleep with our tennis racquets beside the air mattress.

July 20: Well, that was quite

the rainfall overnight. If the sun comes around any time soon, we can dry out our sleeping bag by draping it over the picnic table.

Just to be on the safe side, maybe I’ll drive back over to the Canadian Tire that was beside the nearby Wal-Mart and pick up a few tarps, a blow-dryer and a mop. I wonder if there’s such a thing as a battery-operated microwave oven.

July 21: Clearly, I need a refresher of my high school physics lessons. Apparently, when you string a tarp downhill from a tree branch and over your tent, if the rain falls hard and fast enough, the trough created under the weight of the rushing water provides quite a funnel effect into the side window of your tent.

We only have a couple more nights to get through, but I’d better head back over to Wal-Mart and try to find a new sleeping bag.

This one is pretty much a ShamWow. July 22: On the plus side, the weather turned in our favour last night. On the negative side, it was so nice out that our neighbours decided to sit outside and sing along to what they might have considered to be “pop” songs last night, and early into this morning.

First off, knowing proper lyrics would be a good start if you’re going to wail away at the top of your lungs. Second, I’d rather listen to a Barry Manilow marathon than have to endure a chorus of caterwauling campers committing choral carnage…crikey.

July 23: Well, our camping trip went rather well, overall. If the outdoor restrooms had been functional this past week, it would have been downright stellar.

Is it still considered “roughing it” if you stay at a Holiday Inn? 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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28 REM AUGUST 2010

AS I SEE IT FROM MY DESK

Customized Client Newsletters

By Stan Albert

realtyreport Compliments of Danny Brown

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Danny Brown

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What Is a Short Sale, and Is It Right for Me?

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Now that the holidays are over, your thoughts may be shifting back to your housing situation, including a 2010 move. The real estate market is still front-page news in many cities, with numerous mentions of “short sales.”

What are short sales, and how might they apply to you?

Greetings! You’re receiving this newsletter with hopes that you find it informative and entertaining.

If you’re thinking of making a move, or are just curious as to real estate trends in your area, please feel free to call at any time. It’s always good to hear from you!

All the best,

Danny Brown

In a nutshell, short sales are homes that sell for less than the amount owed on them. Sellers may choose this route over foreclosure to avoid damaging their credit rating, as would happen if the bank actually took over their home. Buyers are always looking for a good deal, so if they have the patience to wait out the longer closing period often involved in short sales, they may reap the rewards in many markets.

extensive paperwork involved and expedite your transaction.

Usually, short sales are anything but a short process. You’ll benefit from a real estate sales representative who is knowledgeable about this specific type of transaction, and who will research each short sale situation for you carefully, and pay attention to the many details involved.

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Whether you’re a seller or a buyer, maneuvering your way through the short sale process is not something to do alone. Working with an experienced real estate sales representative is highly advisable in order to protect your interests, take care of the Brown y nn of Da mpliments

There are many types of real estate transactions that are specific to today’s market. The more educated you are on your options, the more satisfactory your real estate experience will be. Please call with ® your questions on short sales, tions Inc. ecor Conntransactions Maofrke other types realt estate you may be interested in.

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tions Inc.® Market Connec et, Suite 101 4950 Yonge Stre 6K1 M2N ON , Toronto -6058 387 ) (800 Bus: (800) 800-7093 Fax: .com ketconnections dbrown@mar ’re receiving this Greetings! You you find that es hop newsletter with entertaining. and it informative e, of making a mov If you’re thinking as to real estate ous or are just curi feel free r area, please d trends in you goo time. It’s always to call at any you! to hear from

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were well educated. Mandela was able to effectively defend his fellows in many court trials while still in Robben Island Jail. (He had graduated with a law degree many years prior.) He filled his time in jail by reading all the great novels in Dutch, German and English.

The biographies of the world’s leaders both past and present became the model of what he was to become.

He never stopped believing in his vision of a totally democratic country where everyone could live and work in harmony.

Reading this book, which took me the better part of June to finish, was a bit of an accomplishment because the vision of my right eye was being treated and returned with the aid of Lucentis injections at Sunnybrook Hospital here in Toronto. It was diagnosed in April that my macular degeneration had returned. I was forbidden by the specialist to drive until he saw my vision had returned. Last week, I got the goahead to drive again.

During the three months of my wife chauffeuring me to and from the office, she had a “vision” – a firm belief that my eyesight would return and it did well enough in May to be able to read again.

What does this mean to readers of this column? Well, for starters, we can opt to have the same com-

mitment, the same vision, the same desire to learn as Mandela exemplified in his Long Walk to Freedom.

Please note that I don’t for a moment place my life anywhere near Mandela’s! Not at all. But here’s what I’ve learned over the four decades in this industry that we have all come to love and derive a handsome income from: If you have a vision, plan to succeed.

Not to fail.

Inspiration from reading about successful people in business, politics or religion is of great benefit to you and those who depend on you for your wealth of knowledge.

I’m reminded of a quote from Shakespeare: “Be great in fact, as you have been in thought.”

I only hope that at this juncture in my life I have the opportunity to read many more inspirational and fulfilling books.

Finally, I would like to dedicate this 65th article to my late brother Norman Albert, who read most of my articles and was my role model in life and the art of living graciously and to the fullest.

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

Stan is now celebrating 40 years as an active real estate professional. REM

Survey identifies trend to multi-generational homes

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like a lot of light summer reading material. Normally I would be reading historical novels and mysteries and sometimes whimsical books by Stewart Mclean of the Vinyl Café. But on the Via Rail ride to Ottawa at the end of May, my wife gave me this rather heavy-600 page + autobiography of one of my favourite heroes of modern-day history. He exemplifies courage, determination, a passion for learning and a commitment to his country. He is Nelson Mandela and the autobiography is called Long Walk to Freedom.

It savages the mind that one could tolerate the inhumanity that befell him and his fellow leaders.

Jailed for nearly 30 years on Robben Island, a speck of an island off the coast of South Africa, he endured such hardship that it totally boggles the mind as to how he and others survived.

During those hard years at the bleak prison, he and his fellow inmates learned physics, Latin and other academia from prisoners who

Long walk to freedom

A

n increasing number of homebuyers are looking for a property to accommodate more than one generation of their family, says a recent survey by Coldwell Banker Real Estate of its network of real estate professionals across Canada and the U.S. Thirty-seven per cent of survey respondents saw an increased demand for multi-generational homes, while in Canada the number was even higher at 45 per cent.

In Canada, 52 per cent of all Coldwell Banker survey respondents cited health care issues as the No. 1 reason why home buyers or

sellers would move into a house with other generations of their family. Financial drivers followed closely behind (45 per cent), while less than one per cent cited a strong family bond as the main factor. John Geha, president of Coldwell Banker Canada, says: “With two or three generations living under one roof, families often experience more flexible schedules, more quality time with one another and can better juggle caretaking responsibilities as healthcare issues arise.”

Communicating with family is key to a successful transition. “Talk to everyone involved and deter-

mine how comfortable people are with sharing bathrooms, office space or common areas, and let that guide your search,” Geha says.

“All of these topics are incredibly important in finding the right kind of home to fit the family – like one that has four bathrooms or one that has three.”

The company says extended families purchasing a home together should consider signing a written contract outlining everything from finances to chores and childcare. Each family should assess their situation individually and find a plan that works best for them. REM

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Real Estate Books The Canadian Real Estate Action Plan

By Peter Kinch Wiley $36.95 Mortgage broker Peter Kinch starts off this book by asking the most basic question of real estate investors: why do you want to do this? By establishing your real estate investment goals, you can more easily plan your investments to reach the desired results.

The book covers how to determine the type and nature of investments you need, key financial strategies, how financing for investors is different than for regular home buyers and identifying and overcoming obstacles.

A portion of the author’s royalties will be donated to Habitat

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Burst This!

By Frank McKinney Heath Communications $20.79 (Chapters/Indigo) The cover photo of author Frank McKinney is like an ad for a Las Vegas magician, with a guy who looks like Fabio holding onto a house in a bubble. But McKinney began his real estate investment career with a $50,000 house in 1986 and is now known as a real estate “artist� who has built and sold 36 oceanfront properties with an average selling price of more than $15 million. He wrote this book in response to the “naysayers, pundits and bubbleheads� who said the U.S. real

estate market would never recover after the credit crunch. “Real estate markets will always have cycles of up and down, both regionally and nationally. At any time in history, those who get caught up in the greed associated with boom times or the fear associated with bust times are the ones who ride the roller coaster, experiencing flash-in-the-pan success or losing their shirts. But those who take a contrarian approach are the ones who steadily build the legacy kind of net worth that can sustain generations.� That will be you, he promises, after you read this book.

Keys to Investing in Real Estate

By Jack P. Friedman and Jack C. Harris Barron’s Business Keys $9.50 This is the fifth edition of the Barron’s textbook on real estate investing for individuals, reflecting the new financial realities in the U.S. market. The book provides detailed advice about buying, selling and operating residential and commercial real estate.

The information is well organized and it’s easy to find what you’re looking for, but the mortgage and tax rules apply only in the U.S. The Complete Root Cellar Book

By Steve Maxwell and Jennifer MacKenzie Robert Rose $27.95 REM’s friend and long-time columnist Steve Maxwell describes everything you need to know about planning and building a root cellar, and then turns the book over to home economist Jennifer MacKenzie. She gives tips about what foods you can store and how to make them stay fresh and delicious in your root cellar. Also included are 100 recipes that incorporate root cellar food.

Root cellars can be anything from a cave-like structure built into the side of a hill, to a small food storage area on a condo balcony. “A root cellar is to carrots, beets and salsify what a wine cellar is to Chardonnay, Merlot and Cabernet Sauvignon,� say the

authors. “It provides necessary storage space for both wholesome food staples and culinary treasures‌Successful root cellaring delivers an opportunity to cultivate skills and hone gourmet insights in a way that is both fulfilling and globally responsible.â€?

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32 REM AUGUST 2010

LEGAL ISSUES

By Donald H. Lapowich property was registered in the name of M. L had wanted to buy the property but she did not qualify for a mortgage. M assisted her through a mortgage broker and L lived in the property, making the monthly mortgage payments and all other costs to maintain the house. L was considered a tenant.

After a number of years, M advised L that her tenancy was at an end and that the property was to be sold. The value of the property had increased substantially.

L sued M, who maintained that the property was purchased as an investment with the intent to rent it to their son. The son did not agree with that plan and M therefore rented it to L. The court believed L over M and imposed on M a resulting trust in favour of L. All this heartache and costs could have been avoided by a written record of L’s contributions by way of intent to purchase, and M’s intent to assist by taking registration and acting as a “bare” trustee in the case.

A

■ ■ ■

In another case, a 79-year-old woman sued her solicitor.

The plaintiff had transferred her interest in property to a foundation, preserving a life interest to live in property for her and her husband. She also received a $318,000 tax credit for the conveyance, which she took to her accountant.

Eight years later, the woman sued, saying she only just learned she no longer owned the property.

She alleged the lawyer merely asked her to sign a paper that she thought was a testamentary gift.

The solicitor gave evidence that he completely reviewed the transfer with the plaintiff and the accountant gave evidence that the plaintiff was pleased with the transfer and its tax consequences.

Although the plaintiff was 79years-old, the court found that she was intelligent and fully functional. Her mind was sharp and she understood she was making a gift of her property and receiving a “substantial tax benefit” in return.

You can conclude from the ruling that the trial judge looked carefully at the plaintiff’s credibility, which did not stack up against the lawyer and the accountant.

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 REM estate agents and lawyers.

GOURMET COOKING for real estate professionals

By Carolyne Lederer 1 chicken breast (cooked) 6 large mushrooms, chopped 2 egg whites 1/2 cup home made mayonnaise 3/4 cup mixed shredded cheeses (cheddar, parmesan and Romano) 1 green onion, chopped salt, pepper, thyme, vinegar Cut cooked chicken into small chunks (use leftover chicken, if you have any).

Beat egg whites until stiff but not dry, add a few drops of vinegar. Sauté mushrooms. Stir mayonnaise into egg whites.

Add chicken pieces, mush-

Brunch on the run rooms, mixed cheeses, green onion, salt, pepper and thyme.

Stir.

Butter eight slices of Vienna Crusty Bread or something similar.

Put a large spoonful of the mixture on each of four slices of bread.

Top with remaining four slices and put more chicken mixture on top.

Sprinkle top with a little extra Romano cheese, and/or Parmesan; place on cookie sheet under broiler until bubbly and slightly brown on top.

This is economical, nutritious and delicious! Serve straight from the oven or at room temperature; or cut into bite size pieces and plate so folks can help themselves.

Great party dish, too. You will be making this a regular on your menu.

And, this is a great use for leftovers. Nothing gets wasted.

When you are cooking, there is always another recipe in the making; just think it through.

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Ask yourself: What can I do with this, rather than toss it in the trash? Even a leftover barbecued piece of chicken will work here, but the taste will be very different. It is a great way to get teens to pop some real food into their mouths on the way out the door. But whatever you do, don’t tell them it’s good for them.

Caution: The scent created while the cheeses are melting may attract your neighbours.

Carolyne Lederer is broker of record at Carolyne Realty Corp.

Proudly putting her name to her work for 29 years, she serves Burlington and Brampton, Ont. residential real estate clients. She taught gourmet cooking in the mid 1970s prior to going into real estate, and wrote a newspaper weekly cooking column. She also has a cookbook in the works. Email Carolyne at BurlingtonHomes@Carolyne.com if you have any questions. www.Carolyne.com or www.MillcroftHomes.com REM

Wea d v a n c ey o u rc o mmi s s i o n s b e f o r eCl o s i n g .

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Whywa i tunt i lc l os i ng?

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Adv a nc e sNOTr e s t r i c t e dt oc l o s i ng s wi t hi n9 0da y s . *

Nor e c o ur s et obr o ke ro f f i c e .

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Noc a po rr e s t r i c t i o no nt hea mo untwe f i na nc e . *

Noa ppl i c a t i o nf e e s .Nomi ni mum f e e s .

Noa dmi ni s t r a t i o nf e e s .

Wea dv a nc eo nr e s i de nt i a lr e s a l e s , ne w c o ns t r uc t i o n, c o mme r c i a la ndl e a s ede a l s . *

Nomi ni mum s i z ec o mmi s s i o nr e qui r e me nt s . *S ub j e c tt ome e t i ngq ua l i f i c a t i o nc r i t e r i a .

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Ac c e s s Ea s y Funds . c o m WWW. ACCESSEASYFUNDS. COM 60Gr a nt onDr i ve ,Sui t e#108,Ri c hmondHi l l ,Ont a r i o,L4B2N6

T 9057 0 7 7 0 0 2o r1 8 8 8 FUNDS1 0( 1 8 8 8 3 8 6 3 7 1 0 ) 7 0 7 9 0 0 2o r1 8 8 8 8 2 7 1 8 8 8 F 905Ei n f o @a c c e s s e a s y f u n d s . c o m

34 REM AUGUST 2010

GREEN REAL ESTATE

By Elden Freeman

R

ecent headlines have reinforced environmental concerns: how a malfunction in an oil rig in the Gulf of Mexico can endanger the surrounding ecosystem, and how one volcano in Iceland can grind air travel over a quarter of the globe to a halt.

With this in mind, communicating to prospective clients that your real estate practice takes into account environmental concerns gives you a huge advantage.

In any situation, if a customer can feel like a purchase is in line with their values as well as their

Marketing green real estate, part one wants and needs, they are more likely not only to make that purchase but to be satisfied with it.

As marketing goes, word-ofmouth referrals from satisfied clients are among the best forms of promotion. Real estate purchases are by their very nature momentous, and the ability of a real estate professional to assure a client they are in good hands is paramount.

How can agents and brokers distinguish themselves while marketing to expand their practices? By addressing the environmental concerns that are prominent in the minds of their clients.

There are many facets of green real estate to understand and use to enhance your real estate practice. Certified Green Real Estate experts understand how green properties provide unique opportunities that make listing and marketing them different from ordinary properties. The environmentally conscientious real estate professional knows how to implement green practices into life and

business practice beyond the properties he lists. Clients are savvy enough to know that when a Realtor espouses green values, he ought to evidence those in his behaviour.

What makes a property green isn’t just having greater insulation and lower energy bills. It also includes water usage, how the home itself makes use of rain water, the kinds of vegetation in and around the property, the construction materials and methods used on the property, alternative sustainable energy resources and more. For example, if a client approached you with a unit they wanted to sell in a very desirable neighbourhood but it is slightly older housing stock, built in the earlier half of the 20th century, there are several green real estate skills that come into play. By simply upgrading appliances, installing efficient toilets, shower heads and a new efficient furnace, the owners could be eligible for a variety of grants. They could then

use that information in the listing of their home to enhance its desirability and value.

Being able to determine the energy efficiency of a property is an important green real estate skill. To improve a property’s energy efficiency, green Realtors are able to take advantage of green grants and incentives offered by municipal, provincial and federal levels of government. As part of that process, they must be able to concisely outline the benefits of an energy audit and guide clients in the best way to obtain one.

Being able to explain the overall cost-benefits analysis of green homes and features in a way that is immediate and useable to clients is an often overlooked but crucial and complementary ability. Along similar lines, explaining how resource-efficient homes ultimately affect long-term costs and environmental impact at all stages of development and construction educates clients in the comprehensive benefits of buying and living

in green properties. And finally, where all these skills come together is in the ability to take into account green home features, or their potential for development in a given property, when developing a price or offer for a client.

Plenty of agents and brokers are assiduous about tending to their clients’ needs, but it is surprising how many have yet to integrate the environmental aspect of real estate into their practice.

What qualifies as being ahead of the curve now will be standard business practice in a handful of years. This gives those who possess these skills now a big leg up.

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). 416-5367325; elden@nagab.org For more information about NAGAB and what it can do for your business, visit www.NAGAB.org online. REM

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36 REM AUGUST 2010

What’s Brian Hunter Royal LePage At Your Service Realty, Brokerage Bradford, Ontario

New

Estate Board prior to its merger with the Toronto Real Estate Board.

Andy Puthon, Executive Vice President, Network Development, is pleased to announce that effective June 25, 2010, Brian Hunter broker/owner of the brokerage formerly operating as Prudential Huronia has joined the Royal LePage franchise network.

Brian’s company will operate under the new name Royal LePage At Your Service Realty.

Royal LePage At Your Service Realty has a team of 28 sales representatives. In addition to Bradford, the team also services the areas West Gwillimbury, Newmarket, Holland Landing, Bond Head, Gilford, Cookstown, Lefroy, Thornton, Stroud, Schomberg, Barrie, plus Townships of Essa, Innisfil, and New Tecumseth.

Brian has been in the real estate business for 22 years. In 1990, he earned his broker’s license and opened a brokerage under the Countrywide brand.

In 1999, the Countrywide Real Estate System merged with the Canadian Prudential Real Estate Affiliates, effectively changing the name of his business to Prudential Huronia Real Estate. They have operated at their current location in Bradford since that time.

3D open houses simulate redecorating in minutes

Brian and his team can be reached at: 92 Holland Street West Bradford, Ontario L3Z 2B8 Phone: 905-775-5557 • Fax: 905-775-9075 Toll Free: 1-800-467-8830 brian@thehousehunters.ca Please join us in welcoming Brian, and wishing him and everyone at Royal LePage At Your Service Realty continued success.

Prior to entering into the real estate industry, Brian worked for 13 years with McDonald’s Restaurants as a store manager and area supervisor. “My time there provided me with invaluable skills in training, recruiting, retention and managing the bottom line,� said Brian.

For information on the Royal LePage franchise program, please call Andy Puthon directly at (416) 510-5827.

He has been active in organized real estate and was on the Board of Directors of the York Regional Real

Email: franchise@royallepage.ca â€

†Royal LePage is a trademark used under license.

What our members say‌ â€œâ€ŚAventure is really working well in

â€œâ€Śa

our area and we have received more response and more listing presentations just because of Aventure‌ we are really proud to be part of this great Network. �

Ken Lamb, Broker/Owner REAL ESTATE PROFESSIONALS INC.

Hazel Ladouceur, Broker/Owner WISE MOVE REALTY INC., Brokerage

Law student wins TitlePlus essay prize Toronto law student Neil Wilson’s essay, which concludes that courts may be increasingly willing to enforce oral agreements for the sale of land, has won a $3,000 essay contest.

Part Performance: An Invaluable Tool in the Practice of Real Estate Law was the winning entry in the 2010 TitlePlus Essay

â€œâ€ŚAventure is a key ingredient to

have been excited and proud to be a part of Aventure Realty Network. The referrals we have received to date have had a positive impact on our business‌ the network adds value to our individual businesses and the industry we work in! �

Tracy Arnett, Broker/Owner TRACY ARNETT REALTY LTD., Brokerage

Thomas McBurney, Broker/Owner URBAN LANDMARK REALTY INC., Brokerage

Visit us at www.aventurerealty.ca to ďŹ nd out more

contest sponsored by Lawyers’ Professional Indemnity Company (LAWPRO). Wilson’s essay examines the legal doctrine that provides that an oral agreement for the sale of land, which would otherwise be unenforceable, may be enforced if steps have been taken towards its performance.

Wilson was awarded his prize, which includes a cash award of $3,000, at the Gala Evening of the Ontario Bar Association Real Property Section in Toronto.

After reviewing the history of the doctrine and the recent “diverging� Canadian case law on when an oral contract to sell land may be enforced because it has been partially performed, Wilson concludes that “the current lack of certainty leaves the issue open to arguments on both sides, and accordingly an appreciation of the doctrine of part performance will be invaluable to both vendors’ and purchasers’ counsel.�

Wilson has just finished his third year at Osgoode Hall Law School and will be clerking for Justice Russel W. Zinn at the Federal Court during his articling term.

LAWPRO created the TitlePlus Essay Prize to encourage and recognize outstanding legal scholarship in the practice of real estate law. Students from law schools across Canada (excluding QuĂŠbec) were invited to enter the contest.

Teldon thank-you contest targets sales reps

great system that is really needed by the many independent Brokerages to add impact‌�

our company‌ we just eliminated the objections of “why would I leave my franchise organization for an independent companyâ€?. We are hiring, and feel really great about Aventure. We have made use of the referral network‌ the most important factor for us as owners is to feel connected‌â€?

â€œâ€Śour team at Tracy Arnett Realty Ltd.

What if you could put your own furniture into a house and walk around in it before you’ve bought it or even had a chance to set foot inside it? It might sound impossible, but Utherverse Interior is “promising to bring about a revolution in the real estate industry with virtual house tours that replicate every detail in 3D and to scale—from the colour of the walls to the fixtures and down to the outlets, even the view from the windows,� the company says. “Potential buyers can walk through the virtual model as an avatar before they ever visit the house in person.�

Once a house is modeled in 3D (for a few hundred

dollars, the company says), UtherInteriors.com can simulate redecoration including changing the colour of the walls, replacing furniture, reupholstering, putting in new carpet or any physical change a homeowner or potential homeowner can imagine. “Buyers can now get an indepth preview of dozens of homes in a single day, allowing them to focus only on those houses that they know they like,� says Utherverse Interiors founder Brian Shuster. “All of the energy and commuting around for potential buyers and agents is greatly reduced. This breakthrough has hugely simplified the entire home-buying process from start to finish. As an agent, you can run 50 house tours a day if you want.

As a buyer, you’ll know exactly how your home will look before you even start to pack.�

For information: www.utherinteriors.com

TitlePlus essay prize winner Neil Wilson (centre) receives his prize from Ray Leclair, vice-president, TitlePlus (left) and Kathleen Waters, president and CEO, LAWPRO.

As thank you to the real estate community for over 40 years of business, real estate marketing company Teldon is offering Realtors a chance to win a getaway for two at any one of over 100 select Hyatt Hotels and Resorts. Entering is free and to increase your chances of winning, entrants can refer the contest to up to five business colleagues and receive one additional entry for each referral.

In addition to two grand prizes, contest entrants are eligible to win one of five Flip HD video cameras.

The contest closes August 15. For more information: www.teldonmarketing.com/escape. REM

Home Stagers are the Marketing Experts of the Real Estate Industry

Part One: Lead Generation….

By Angela Brooks, Director of Marketing for CSP

When someone mentions a home stager, the first thing most people think of is decorating, filling a house with furniture and making a house look better for sale.

Most real estate professionals think of the listings that need help; the ones that do not “show well”.

So it will surprise many when I say that home stagers are in fact “Marketing Experts”. They may not be able to sell a car or go into retail, selling particular items; they may not understand the selling techniques taught by marketing and sales gurus; however they specialize in selling one thing well– property!

They are trained to take the product and apply décor-marketing basics using their talents to highlight the benefits and features of each space within the property securing an emotional connection with the buyer, resulting in a profitable sale.

This is why graduates of the certified

staging professionals program are so successful. They are given tools and shown marketing processes to implement positioning them as experts in their field. Many of the tools are not just to showcase the house but to educate both real estate professionals and the home seller, offering value adds to everyone in the selling process, including the home buyer.

Kudo’s for the market savvy real estate professionals who has already identified the potential of just what kind of impact a certified staging professional can have, not only on the listings also on the marketing leverage the stager offers them. Many stagers are wonderful referral sources. Note in 2009 an informal survey reveals 45% of staging business came directly from the sellers themselves.

How powerful can adding a CSP be to your marketing mix?

Many real estate professionals only use home staging to make the property look fantastic. Once a relationship is built with a stager, sellers often ask for a referral to a real estate agent.

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Here are a few more ways to utilize home staging to generate the leads: Generate leads and exposure by positioning yourself as an expert. Home staging makes a great topic for articles when published in newsletters, online social networks, direct mailers, and listing packages. Even those who are not selling, enjoy reading about home staging. People LOVE the makeover process. It captures the attention of the reader.

Here are some tools used by stagers to educate and share the knowledge of home staging. They are now available to real estate agents through the CSP International Business Academy:

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Home Staging for Dummies The Home Staging for Dummies written by Christine Rae and Jan Maresh is a great book for gifts, door prizes and other giveaways.

Staging Standard Magazine is a 16 page glossy professional magazine, published bi-monthly with relevant real estate industry information.

A valuable relationship and business building marketing tool A direct mail piece with a long shelf life And a professional informational tool for the Real Estate Listing Package

The front cover is customized with the real estate professionals own company branding, photo/ logo and contact information. Each issue also contains a message specific to your clients readership. Messages can include company specials, listing/sold information, announcements and other company related news. Real Estate professionals who participate in this program have exclusive access to their distribution list, so the magazine is directly mailed to your potential and existing clients.

Seller’s Edge DVD Educational DVD explaining the importance of preparing a property for sale before putting it on the market. >>> BUY 5/$45.00

38 REM AUGUST 2010

Good Works P

atsy Hui of Re/Max Westcoast and Winnie Chung of Royal Pacific Realty in Vancouver have each donated $100,000 to the B.C. Children’s Hospital Building campaign. The donations are part of a goal set by the Chinese Canadian community to raise $5 million over three years toward the development of a new oncology inpatient unit for the new hospital. Hui and Chung are both long-time donors to the hospital and other charities, and also provide hands-on assistance with the charities they support.

The society, a communitybased, not-for-profit agency, offers support and guidance by trained volunteers for youth and women involved with the criminal justice system. Clients include those who are at risk or perceived to be in conflict with the law. The society incorporates youth justice, employment training programs and residential services.

The concept for the society was developed in 1988 by a parole offi-

cer and her client, who identified the need for support for women involved in the criminal justice system. Their goal was to provide programs and to open a half-way house for women within five years.

Joyce Kope House, a 27-bed shelter, is for women released from correctional institutions, homeless women, women suffering from addictions and mental illness, overflow from shelters for the abused, and seniors without housing. It is the only half-way house north of Toronto for federally and provincially sentenced women.

■ ■ ■

Sandra Porretta of Royal LePage Your Community Realty in Bradford, Ont. and Nico Facciuolo of The Co-operators recently staged the largest charity poker tournament in Ontario – attracting more than 190 players. The

event raised about $8,000 for Vivian Risi’s Capital Campaign for Second Shelter, Second Chances Yellow Brick House and The Royal LePage Shelter Foundation.

■ ■ ■

Century 21 Canada has launched its annual summer campaign with a goal to raise more than $400,000 for Easter Seals Camps across Canada. Last year, Century 21 Canada brokerages accounted for nearly 20 per cent of the $2.1 million raised for Easter Seals by the brand internationally.

“We launched our Century 21 Kids to Camp Program in 2009 and Canadian franchises raised $400,000 for the program in its first year,” says company president Don Lawby. “This translates into approximately 190 Easter Seals camp spaces for children and youth with disabilities. In 2010, the goal

is to raise funds to enable at least 210 kids to attend camp.”

Century 21 locations are involved in Easter Seals events across Canada this summer, in addition to planning their own fund-raisers. One such event is the Drop Zone, during which teams rappel from the roofs of urban high rises to raise awareness of Easter Seals. The Drop Zone happens in 12 cities in September.

■ ■ ■

The Toronto Real Estate Board and Habitat for Humanity Toronto have again teamed up to provide modest housing for local families who currently have substandard living conditions. TREB is sponsoring one of 29 town home units to be built in September at 4572 Kingston Rd., near Morningside Avenue. Providing homes for 145 men, women and children, this site

■ ■ ■

The Kawartha Lakes Real Estate Association held its Second Annual Realtor Baseball Tournament recently. Association members, along with family and friends raised $1,391 for the Heart and Stroke Foundation. Last year the association raised funds to purchase automated external defibrillators (AEDs) that were placed in strategic locations throughout the community. This year members are continuing to support the AED program by raising funds for the Kawartha Lakes EMS Heart Hero CPR Program. The goal is to provide instruction to as many people as they can on CPR and AED operation. This is something Kawartha Lake Realtors can relate to after Andrew Wood’s experience last fall when his client collapsed with a heart attack during a showing (REM, Feb. 2010).

Knowledge can save lives.

Century 21 Pinnacle Realty won the tournament and gets to take the Realtor Cup home until next year.

TREB’s 2009-2010 president Tom Lebour with Habitat for Humanity partner family the Matins at the ground-breaking event.

The Barrie & District Association of Realtors held its 7th Annual Charity Golf Tournament recently, with proceeds donated to The Elizabeth Fry Society of Simcoe County. From left: Terri Soukup, assistant executive director, Elizabeth Fry Society; David Burgess, chair, Golf Committee; Bonnie Seymour, Golf Committee staff liaison for the association; Dave Thompson, Golf Committee member; Wendy Elzner, past-president of the association; and Stephen Stables, Golf Committee member.

■ ■ ■

A great day of golf for a deserving charity was the drive behind The Barrie & District Association of Realtors 7th Annual Charity Golf Tournament in support of The Elizabeth Fry Society of Simcoe County. The event raised $2,937.

At the fund-raising poker tournament, from left: Giuseppe Strazzeri of The Mortgage Centre, an organizing committee member; Justin Risi; Vivian Risi, broker of Royal LePage Your Community Realty; Sandra Porretta, co-host for the event and Bradford office manager for RLP Your Community Realty; Nico Facciuolo of The Co-operators, co-host.

The winning team from Century 21 Pinnacle Realty at the Kawartha Lakes Real Estate Association’s Second Annual Realtor Baseball Tournament.

REM AUGUST 2010 39

The Royal LePage Shelter Foundation’s new Stories of Hope website.

Lesley Carlberg (right) takes part in the Race for Dignity.

represents the 225th affordable home built by Habitat for Humanity Toronto.

At the build’s groundbreaking ceremonies recently, TREB 2009/2010 president Tom Lebour met with the partner family who were selected by Habitat for Humanity Toronto. Merajuddin Matin said how much he, his wife and four children are looking forward to the completion of their new home.

“Right now our life is very difficult,” he says. “We’re six people living in a small, two-bedroom apartment."

The build represents the fourth title sponsorship of seven builds to which TREB has contributed.

Other TREB-sponsored homes were constructed in the King Street and Jameson Avenue area in 1999, in Scarborough’s McLevin Woods in 2004 and in Lakeshore Village in 2006.

■ ■ ■

Bill Kindou

Enjoying the tea party for the Royal LePage Shelter Foundation, from left: host Susan Eickmeier, Barbara Elliott, Naomi Engel and Rosanne Buemi.

Members of The Oakville, Milton and District Real Estate Board pledge $10,000 for Habitat for Humanity Halton – Oakville Build. From left, front: Karen Henderson; Jenny Kotulak; Marta Sponder, EO, OMDREB; Anne Maslowski, director of development, Habitat; Alan Johnston, Oakville town councillor; Anne Swarbrick, ED, Habitat; Samantha Johnstone; Amanda Ross; Jessica Davis; Sarah Veness. Back: Kaytee McNally; Cyndia Amodeo; Michele Gaboury; Alex Rundle; Alexx Coelho; Jeff Mahannah, president, OMDREB; Alun Evans; Ross Bridges; Glen Thomas; Heather Tilley; Valerie Ramsay-Brown.

The bicycles were stationary, but participants reached the finish line several thousand kilometres away in Africa. Lesley Carlberg of Sutton Group - Quantum Realty in Mississauga, Ont. took part in the fourth annual Race for Dignity.

The event benefits Dignitas International, a non-profit organization. This year, the goal was to raise $300,000, which would provide 1,250 HIV-positive Africans with medicine for a year. Carlberg and her team (named Wheel Women of the West) collected more than $6,000 with $1,500 coming from a luncheon organized

by Lesley.

The Wheel Women of the West team consisted of a dozen women and teenage girls. They held their Race for Dignity at the Ontario Racket Club. Carlberg kicked off the event with a comedy routine related to spinning. (Last year, she tickled funny bones to raise money so that children with cancer could attend camp.) She reminded everyone that although the causes are serious, having fun is a key part of fundraising.

■ ■ ■

A group of Century 21 Heritage Group sales reps, brokers and family members recently braved the rain and completed their annual Heart & Stroke Big Bike ride in Richmond Hill, Ont. The team was escorted by the York Regional Police along Yonge Street.

The Royal LePage Shelter Foundation has announced a new web initiative called Stories of Hope. A collection of inspiring, heart-felt stories from those whose lives have been touched by family violence, and the role women’s shelters have played in recovering

from those experiences, is available at www.shelterfoundation.ca.

The site also highlights community resources available for those who are experiencing abuse. Most of the stories come from those within the real estate industry – agents, staff and partners, says the foundation in a news release. “These stories of survivorship from those who have lived with abuse remind us how critical it is that we all continue our efforts to make a difference,” says the foundation. “Through these ‘stories of hope,’ families will learn they are not alone in their journey. Readers will be inspired by the courage and resilience demonstrated by individuals facing abuse and develop a further appreciation of the essential role that women’s shelters play in our society.”

■ ■ ■

A barbecue and a golf tournament gave Barrie residents two opportunities to enjoy good food and company while supporting a worthy cause. This is the eighth year that Bill Kindou, broker of record at Sutton Group - Incentive Realty, hosted a golf tournament.

It raised money for the new cancer treatment facility at the Royal Victoria Hospital.

A new $400 million redevelopment will double the size of the existing hospital and include the Simcoe Muskoka Regional Cancer Centre. More than 60,000 patients are expected to visit the centre in its first year of operation. Since government funding is limited, the hospital relies on contributions from individuals and businesses.

Kindou’s goal is to raise $10,000 for the hospital expansion and equipment.

“This disease affects so many people that we felt this was an important cause to support. I lost my mother-in-law when she was 59-years-old, which was just a year before she planned to retire,” he says. “She was diagnosed with cancer three months before she died.

Many people I work with have friends and family who have been affected by cancer too. Several years ago, one of our sales associates, Fred McColman, lost his battle with cancer. Patients used to have to travel all the way to Toronto for treatment and now it is so beneficial to have this facility in our backyard.”

■ ■ ■

Continued on page 40

40 REM AUGUST 2010

Good Works Continued from page 39

Team Laura raised almost $20,000 in honour of sales rep Renate Martin’s daughter Laura.

Strutting their stuff in high heeled red shoes, agents (from left) Tony Monteiro, Ekke Wigboldus and Jim Danson from Royal LePage Crown Realty Services in Cambridge,Ont., helped raise $5,500 for their local shelter at a Walk A Mile in Her Shoes event.

Cedar Ridge Quality Homes and Action Team of Century 21 Foothills Real Estate in Lethbridge, Alta. teamed to raise funds and awareness for the Interfaith Food Bank.

Last summer with the support of several key businesses throughout the city, a show home was constructed in the Riverstone subdivision in the city’s west side. Many local suppliers and contractors contributed to the Flip4Food Project, along with several local media outlets and retail establishments. Net proceeds from the sale of the home were presented to Interfaith Food Bank.

The donation will kick off Interfaith Food Bank’s new capital campaign to encourage others to contribute to the Building Fund and to help raise funds for a new home for Interfaith.

■ ■ ■

The Realtors Association of Edmonton’s community foundation holds a motorbike fundraiser every year. Ride for Kids began in 2005 when a group of Realtors who were motorbike enthusiasts combined their love of riding with raising money for kids. Since its inception, more than $225,000 has been raised. Ride for Kids supports two youth serving organizations – E4C’s School Lunch Program and the Youth Emergency Shelter Society.

Members of The Real Estate Board of the Fredericton Area have been providing banana splits and volunteering at the June Blood Donor Clinic for more than 20 years.

The second Annual Charity Boat cruise, organized by Bill Mitkos of Royal LePage Your Community Realty in Richmond Hill, was held to support the Yellow Brick House and the Shelter Foundation. While dancing, socializing and having a great time, those attending pledged more than $2,300 in addition to the sponsorship and tickets sales. Shown from left: Carl Lanschmidt (with horn), Andrew Harrild, Dorothy Vo, Brian Price, Anet Price, Barbara Healey and Crag Ferrie.

Tea time brought in donations as Susan Eickmeier, from Royal LePage Johnston & Daniel Division in Toronto, hosted her annual Spring Celebration Tea Party, raising more than $2,000 for the Shelter Foundation.

Eickmeier began hosting the event 11 years ago and during the past few years has combined her client appreciation afternoon with the fund-raising effort for the shelter.

■ ■ ■

Taking part in the PKAR cheque presentation, from left: Lynn Zimmer, executive director, YWCA Peterborough Victoria & Haliburton; Dennis Roberts, PKAR 2009 Community Involvement chair; Jo Stewart, PKAR Community Involvement liaison, and Carolyn J. Mills, PKAR EO.

Left: In Ile-Perrot, Que., Royal LePage Village sales reps Michael Tietolman, Phil Di Caprio, Scott Waugh and Stewart Jones (broker/ owner) also learned what it was like to “Walk a Mile in Her Shoes” at their Garage Sale for Shelter.

Rockcliffe Park in Ottawa is one of Canada’s most affluent and beautiful heritage neighbourhoods and home to the official residences of diplomats from around the world. With the goal of preserving the area’s unique character, The Friends of the Village of Rockcliffe Park Foundation recently held a benefit. Ten ambassadors and high commissioners opened their residences for the sold-out gala evening, Dining with the Ambassadors. Alana Abraham, co-owner of Sutton Group – Premier Realty helped to organize the event and sponsored the cocktail portion of the evening.

“I was asked to be on the committee this year as I live in Rockcliffe and very much support the efforts of the foundation,” says Abraham. “With the encouragement of the committee, Sutton Group - Premier Realty became the presenting sponsor of the cocktail reception. The company sup-

REM AUGUST 2010 41

plied canapés and sparkling wine for 150 people at a cost of approximately $2,500. The guests mingled in the community hall during the reception as they anxiously waited to find out which embassy they would attend for dinner.

Then they were escorted in groups to their respective embassy where they enjoyed an authentic dinner hosted by the ambassador of that country.”

The ambassadors and High Commissioners from Egypt, Germany, Guatemala, Ireland, The Netherlands, Thailand, Tunisia, Turkey, Trinidad and Tobago and Uganda served favourite dishes of their homelands. Albraham enjoyed dinner at the Embassy of Ireland, which recently underwent a major, year long renovation. “The finished product was breathtaking,” she says. “The new ambassador and his wife were charming and welcomed their neighbours wholeheartedly to their lovely home. The feedback from all of the participants in the Dining with the Ambassadors event was very positive.”

Assistance Unit in a combined effort to raise $10,000 of much needed funding at their annual, open to the public, Masters of Disasters charity golf tournament.

Like many not-for-profit organizations, The Mustard Seed’s primary source of funding is private, with the majority of donations coming from corporate and individual private donors. Only 25 per cent of its overall funding is government based.

Although the majority of the CPS Victim Assistance Unit funding comes from the Alberta Government, every penny counts when it comes to the extensive training and support needed for the Unit’s 82 civilian volunteers.

■ ■ ■

Royal LePage Atlantic Realty and Royal LePage Metro in Moncton joined together on May 15 to hold a giant garage sale.

Members donated gently used household items, toys, books and clothing with all proceeds donated to Moncton’s Crossroads for Women Shelter. Royal LePage offices across Canada held garage sales on this date – the two Moncton offices combined raised $7,400, placing fourth in Canada.

■ ■ ■

CIR Realty joined forces with The Mustard Seed and the Calgary Police Service (CPS) Victim

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The Oakville Milton & District Real Estate Board (OMDREB) has a new program to support its community – The President’s Charity of Choice. It permits the current board president to select a shelter-based organization to be the recipient of the board’s charitable efforts.

Board president Jeff Mahannah has chosen Habitat for Humanity Halton as the first recipient. The board has pledged to raise $10,000 for the build, and will hold a gala event to raise funds on November 12.

■ ■ ■

The Royal LePage Johnston & Daniel Division recently invited internationally known speaker Richard Robbins to energize their group. The session served not only to motivate, but to raise a substantial sum for the YWCA Arise Women & Children Shelter in Toronto.

■ ■ ■

The Peterborough and the Kawarthas Association of Realtors recently presented a cheque for $14,040 to the YWCA Safe Haven Campaign. The donation

will be put towards the new Peterborough women’s shelter.

PKAR members raised the funds at its Annual Charity Golf Tournament and some smaller fundraisers during the year.

■ ■ ■

Renate Martin, a sales rep with Coldwell Banker The Brick Realty in Niagara Falls, Ont., writes: “I lost my daughter Laura to sarcoma cancer on October 27, 2009 after a six-year battle. In her honour and memory, her family and mine decided to participate in the Guelph ‘Relay for Life’ on June 11. A lot of hard work and emotion were channelled into this important challenge. Our team race is now over and thanks to the overwhelming support of family and friends; I was able to contribute almost $4,000.

Collectively, our Team Laura raised almost $20,000 in memory of my daughter Laura.

“What a magnificent tribute.

Emotionally there were times when it was very draining, and a lot of tears were shed. I also learned a lot about cancer that I did not know before. I think for me the generosity of everyone was inspiring. People truly wanted to help to

find a cure for cancer. I was shocked to discover just how many lives are affected by cancer. While I canvassed my own neighbours, one of them was just recuperating from losing three-quarters of his lung to cancer while he handed me his donation. Wow. One of my clients made a generous donation, while they shared that their niece was again battling the big C. A coworker battled breast cancer twice and a prominent community member displayed his radiation mask on his office floor as a reminder of what he had gone through.

“We started at 7 pm and went until 7 am. At 4 am I was still on the track, continuing my marathon race. The birds were just beginning to sing and the sky was getting lighter. I looked up to the heavens, talking with Laura and sensed that she was so proud of all we had accomplished. I know we can’t bring her back and I believe she is in a better place. We all were on a high at the end of the race and have made a commitment to repeat this in 2011. I thank everyone for participating with Team Laura and for fighting back.” REM

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42 REM AUGUST 2010

THE PUBLISHER’S PAGE

By Heino Molls

I

can always tell a public housing complex in every city and town in Canada when I pass through. Some people call them “housing projects” or other names that are not always complimentary.

Almost all government housing projects sadly share the appearance of being run down, looking worn and not really maintained.

They get the grass cut in summer and the snow plowed in winter, if they are lucky. There are always troubles in these places. Domestic violence, drug dealing, even incidents of people getting shot happen more frequently in public housing. You can look it up.

We can complain to the government to do something about all this but nothing will be done.

Nothing can be done. Even the socialist protesters among us have long given up on these tragic pockets of housing.

The truth is that in the economic climate we live in today we just can’t justify the cost of a gardening team or clean up crew to work on these places. We can’t even fix our roads or maintain public transit or provide decent daycare. There’s just no money, plain and simple.

The days that the government looked after all things are over. If we don’t look after things ourselves, they will pretty much go to ruin. A lot of things already have.

One of those things is the general upkeep of public housing grounds in our towns and neighbourhoods.

Drive past any public housing and you will see broken fences, peeling paint, stretches of dirt with patches of grass, old furniture from hurried moves made months ago, garbage strewn hurly burly and the list goes on and on.

I find it difficult to blame people who live in public housing for not maintaining the garden or

Flower power and government housing cleaning up around their building complex. When misfortune and bad luck kicks the crap out of you day in and day out, it’s hard to find the energy to get up and do some gardening outside on a place where you have no control and no ownership.

Not all people can be home owners. There are many people who have misfortune that prevents them from being lucky enough to buy their own home. People in these circumstances usually don’t have control over where they live.

They don’t pick a house. They are “placed” in housing. They also have a lot of other challenges to deal with, the least of which is hard work. A lot of these folks are on a first name-basis with hard luck.

The great tragedy in all this is that I believe that gardening and clean up can have a direct impact on reducing crime in public hous-

are to even come close to affecting the despair and the crime that comes hand in hand with poor living surroundings. It can only be done by volunteers.

Many people don’t realize that we live in a world where volunteers are not just nice to have around but essential to our lives.

They save our asses everyday in situations we take for granted. In hospitals, life counseling, community workers, food banks, volunteer firefighters – it is a long list and we are always short on volunteers.

I am not sure how we could find volunteer crews to do the work public housing projects need.

Maybe a sign could be arranged to acknowledge those who would step forward to do the work or donate the money that it would take to plant, weed, maintain and clean up the grounds of public housing.

The challenges in doing work

The days that the government looked after all things are over.

If we don’t look after things ourselves, they will pretty much go to ruin. ing because it provides a pleasant environment and in turn an attitude of hope. I can’t prove it exactly but I believe flowers actually do have power. They smell good, they look clean, they instill a feeling of calmness and they will, I truly believe, compel people to be good to each other.

I have never seen nice flower beds on government housing grounds.

Fundamentals like plumbing and electricity will always be looked after by government trade professionals, albeit badly. But the esthetics, the garbage, the lawn, the garden and the flowers must be looked after by volunteers if they

like this would not be easy to overcome. The bureaucracy connected with gaining permission to do volunteer work on public housing would be the easy part. The worst part, the hardest part of all may be to convince the residents in these places that work like this can be meaningful. Try telling someone who has not had much good fortune that you are going to make things better for them by planting flowers and cleaning up.

You would be the recipient of some serious cynicism.

Heino Molls is publisher of REM. Email heino@remonline.com REM

Trade Shows and Conferences For complete listings, visit www.remonline.com To add a listing to this calendar, email jim@remonline.com Oakville, Milton and District Real Estate Board 2009 Halton Symposium and Tradeshow Thursday, Sept.16 Oakville Conference Centre, Oakville Cindy Amodeo – 905-844-6491, Ext. 106 Royal LePage National Sales Conference Sept. 22 – 25 Fairmont The Queen Elizabeth Montreal www.royallepageevents.ca Edmonton Apartment Association in partnership with the Realtors Association of Edmonton Suites and Homes Trade Show Tuesday, Sept. 28 Mayfield Inn and Suites Trade Centre, Edmonton www.eaa.ab.ca/eventdetail.aspx?ID=59 Realtors Association of Hamilton-Burlington Realtors Connections Conference & Trade Show Thursday, Sept. 30 Hamilton Convention Centre Hamilton Sheila Sferrazza – sheilas@rahb.ca or 905-529-8101, ext.234 Peterborough and the Kawarthas Association of Realtors Technology Day and Trade Show Friday, Oct. 1 Living Hope, Peterborough, Ont. info@peterboroughrealestate.org Century 21 Canadian Conference 2010 October 1 – 3 Metro Toronto Convention Centre Toronto Jeff Sampson – jeff.sampson@century21.ca

2010 Atlantic Connection October 5 – 7 Halifax Marriott Harbourfront Hotel Halifax “A Realtor ‘How To’ conference” www.atlanticconnection.ca WinnipegRealtors Association Technology Conference and Trade Show Wednesday, Oct.13 Victoria Inn & Conference Centre Winnipeg Wendy Wasylnuk – wwasylnuk@winnipegrealtors.ca or (204) 786-8854 www.wrexpo.ca Realtors Association of Grey Bruce Owen Sound Trade Show Tuesday, Oct. 19 Harry Lumley Bayshore Community Centre, Owen Sound MarilynN@ragbos.com Ottawa Real Estate Board Trade Show Thursday, Oct. 28 Centurian Conference Centre, Ottawa Wilda Brown – wilda@oreb.ca National Association of Realtors 2010 Conference and Expo November 5 – 8 New Orleans www.realtor.org/convention.nsf/ Mississauga Real Estate Board 2010 Election Meeting and Trade Show Wednesday, Nov. 17 Versailles Convention Centre, Mississauga Gay Napper – 905-608-6732 Prudential Real Estate and Relocation Services Sales Rally, Trade Show and Education Event Thursday, Nov. 18 LeJardin Conference Centre Woodbridge, Ont. Nancy Sears nancy.sears@prudential.com

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

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