August 2013 by Real Estate Magazine (REM)

Issue #290

August 2013

Alberta Realtors deal with flood aftermath Page 3

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Focus on whatâ&#x20AC;&#x2122;s important, says award-winning sales rep Page 16

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Canadaâ&#x20AC;&#x2122;s billion-dollar sales rep

Christopher Invidiata leads the No. 1 Re/Max team Page 8

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REM AUGUST 2013 3

Alberta Realtors deal with flood aftermath By Connie Adair Photos by Rhonda L Anderson

verywhere Corinne Lyall goes these days, she’s asked about her views about what’s ahead for homeowners in southern Alberta. “People are understandably very emotional right now,” says Lyall, a broker with Royal LePage Benchmark in Calgary. “I tell people that it’s going to take time to rebuild, and time to put the flood of 2013 behind us.” Lyall urges people to rebuild their homes in a way that will preserve their resale value. Do things properly and to code, with building permits in hand to ensure you have the documentation to support what you’ve done, she says. Those permits and other documentation are taking longer to acquire so be patient, says Coldwell Banker’s Susanita De Diego, who is a selling broker/owner in the Calgary market. The situation is “unprecedented in my 26 years in real estate. Some buyers are gun shy,” she says. One of her clients had a conditional offer and pulled out of the deal. Another buyer had an offer on a property that was in the flood plain but was not affected by the flood. “These clients chose to go ahead. They figured it was a 100year flood and that this property was dry. There’s no guarantee, but they felt comfortable buying it anyway.” Hundreds of property owners

are simply walking away, resulting in hesitation on the part of some lenders for properties in the flood plain. In Calgary, some affluent buyers, rather than living through the chaos, are moving to higher

Blair Gordon, who has been a broker for 35 years, says he never thought he would see a flood of this magnitude.

Real estate professionals pitched in to help pump out basements and move out flood-damaged materials.

ground while their homes are being rebuilt. This is creating a shortage of inventory. As for sales involving homes that are no longer liveable, they are up in the air as everyone waits to see what the insurance compa-

nies do, De Diego says. Some other people will never go back, she adds. “We anticipate market value will be affected in the short term (but) memories are short,” she says. After the last big flood, homes along the river became the most expensive properties. “The market will recover,” De Diego says. Realtors are being called on to be advocates for their clients. They’re also joining other Calgarians and extending a helping hand in whatever way they can – a challenge as they work to keep their own businesses afloat and to rebuild their own homes. Blair Gordon, broker/owner of Century 21 Foothills Real Estate remembers hearing stories of a flood of this magnitude that took place the 1930s, but he never thought he’d experience one firsthand. Although his house and office were spared, his daughter was not so lucky. She lost everything. The grocery store and hospital in High River are closed and many ma and pa businesses downtown were flooded. People in the 40,000 trading area have been forced to go elsewhere, driving to nearby Okotoks to go to the post office, the grocery store and the bank, he says. But on the positive side, a 175bed assisted living residence will

Flooding washed out several backyards.

still be built and the people who work at the meat processing plant need a place to live, he says. The implement dealers will also stay, as will some commerce. But it’s tough for small retailers to compete and some might not reopen, he says. Gordon’s office had 42 closings between June and mid-August in High River. “Half we won’t be able to save,” he says. “Others are awaiting outside guidance from law firms.” In some cases, that provides an obstacle in itself. The three local law offices’ records were destroyed, says Gordon, who has been a broker for 35 years. Ted Zaharko and his team at Royal LePage Foothills have offices in Calgary and High River. The High River office is beyond repair and one of the office’s agents lost everything. Many others have experienced damage to their homes. “Our first priority is helping our own people and we have established a fund to bring aid to these individuals,” Zaharko says. Many of his people went into flooded areas to pump out basements with their own equipment and to help move trash to bins. At Royal LePage Solutions in Calgary, a group of agents began volunteering on a rotating schedule to help homeowners in the hardest hit areas. They worked for 10 days. At the same time, the office was dealing with 50 closings set for the July 1 weekend under very difficult circumstances, says broker Diane Scott. “Lawyers in downtown offices were not able to open due to lack of infrastructure so funding was not coming through.” Scott says, “It was chaos but our in-house lawyer and our agents did a brilliant job of working around the clock to close transactions and to get people moved.” Through it all, Calgarians of all walks of live have reached out to help each other. De Diego says, “We’re devastated but I’m proud of how Calgarians have worked together.” REM

4 REM AUGUST 2013

Multiple Listings By Jim Adair, REM Editor Do you have news to share with Canada’s real estate community? Let REM know about it! Email: jim@remonline.com

odd Shyiak has joined Century 21 Canada as director of operations, Western Canada. Shyiak has an extensive background in real estate sales, technology and broker management solutions, the company says. Most recently, he was the founder and president of Cogent Step Recruiting, an executive recruiting firm for experienced and productive sales representatives in the real estate industry. “Todd has incredible insight into the decisions facing brokers, as well as solutions for their dynamic businesses,” says Brian Rushton, senior vice-president of operations at Century 21 Canada. “He’ll help them to develop approaches to

Todd Shyiak

reach their individual goals in each specific market.” Shyiak gained knowledge of real estate industry board practices while selling MLS systems to Vancouver, Fraser Valley, Calgary, Edmonton, Winnipeg and Ottawa as the Canadian regional manager of sales for Interealty. ■ ■ ■

An established Georgetown, Ont. real estate operation formerly known as The Desjardins Team has joined Coldwell Banker. The brand’s newest affiliate will operate as Coldwell Banker Fieldstone Realty. Owner and broker of record Evan DeBrincat has five experienced sales professionals and a sup-

Robert Preece

port team led by office administrator and client care co-ordinator Sarah DeBrincat. The sales team consists of Evan DeBrincat, Martha Bonanno, Samantha Read, Monica Darabos and Steve Nyarady. The brokerage plans to hold a kick-off event to celebrate their new identity later this summer, which will be attended by Coldwell Banker national leadership. ■ ■ ■

Dominion Lending Centres purchased Mortgage Centre Canada (MCC) from the Canadian Imperial Bank of Commerce (CIBC) in June. MCC consists of 90 franchises operating out of 160 locations across the country with 1,133 mortgage professionals. In 2012, MCC successfully funded more than $6.9 billion in mortgage volume. DLC says in a news release that it “went through tremendous due diligence before deciding to acquire MCC and is committed to the brand with the intention of adding fresh perspective, support, technology and enhancements to

MCC’s offerings.” MCC will continue to operate as an independent brand and the purchase will not affect the day-today operations of MCC or DLC, the company says. ■ ■ ■

Better Homes and Gardens Real Estate Niagara Premiere recently opened in the Niagara region of Ontario, under the leadership of broker Robert Preece. Preece has been a broker for nine years. The brokerage will service the entire Niagara Peninsula. The brokerage will settle in over the summer months, leading to a grand opening in September, the company says. ■ ■ ■

Exit Realty says the “most successful real estate team in the province of Newfoundland and Labrador” has joined Exit Realty On The Rock in St. John’s. The Home Team, led by broker Craig Williams, generates more than $21 million of sales annually, the company says. When Williams was with the Williams Hollett Sales Team at Realty Executives, it was named the No. 1 team world-wide for that brand in 2011. Williams was named Builder Member of the Year in 2010 by the Canadian Home Builders’ Association and he led the top team for the CHBA of Eastern Newfoundland for 2009, 2010, 2011 and 2012. ■ ■ ■

When the Society of Notaries Public suspended a notary public with a name similar to Winnie Chung of Royal Pacific Realty Group, the sales rep began getting phone calls from clients and Realtors who thought she was in trouble. It prompted Andrew Peck, vice-president and general manager of Royal Pacific Group, to issue a news release entitled Winnie Chung is NOT Agatha Chung. “The Vancouver Sun reported that the Society of Notaries Public of B.C. had suspended a notary public with a similar name – Agatha Chung – for financial irregularities,” says Peck. “Given the similarity of their names, this immediately began causing problems and embarrassment for Winnie Chung.” The release notes that Winnie Chung has been a licensed Realtor since 1991. “She is known to be highly ethical and dedicated to her profession and has won numerous awards,” says the release. She has been awarded a lifetime membership in the Real Estate Board of Greater Vancouver. ■ ■ ■

Darcy Griffiths, a Realtor in the Okanagan Valley for 22 years, recently purchased a 50 per cent share in Royal LePage Downtown Realty and joins current owner Riley Twyford in Vernon and Armstrong B.C. Griffiths is currently a trainer for BCREA and the vice-president of the Okanagan Mainline Real Estate Board. ■ ■ ■

Anne Squires, owner of Exit Realty On The Rock, welcomes Craig Williams and his Home Team to the brokerage. From left: Ryan Walsh, Danielle Sampson, Brett Lepore, Kelly Layman, Jason Pircey, Alison Thompson, Anne Squires, Craig Williams, Jennifer Smith, Susan Rose, Julie Hannaford, Jessica Chambers, Paul Amminson and Amy Voisey.

Riley Twyford

Pat Garritty

Re/Max Rouge River Realty recently opened a new branch in Courtice, Ont., led by broker/manager Melody Pearce. “Courtice is a natural choice for growth as it fits seamlessly in our path eastwards from Toronto,” says David Pearce, broker of record/owner of the brokerage. Established in 1987, Re/Max Rouge River Realty is family owned and operated with 170 salespeople in offices in Toronto, Pickering, Ajax, Whitby and now Courtice. ■ ■ ■

Coldwell Banker Haida Realty in Leduc, Alta. held its 15th annual flag-planting event on Canada Day, with volunteers rising with the sun to plant miniature Winnie Chung

Darcy Griffiths

Jim Jardine

Bob Van De Vrande

Continued on page 6

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6 REM AUGUST 2013

Multiple Listings

wo former real estate ment for the company for the they are planning for more expanboard executive officers translation required to ensure that sion in Quebec in the coming have opened the first Montreal brokers had the same years. Keller Williams Realty office in fundamental tools and training as “Our business backgrounds Quebec. elsewhere. and neutrality, since we didn’t KW Urbain in Montreal was Even the name, KW Urbain, come from any other franchise, launched by Anne St. Dennis and was fundamental to the opening are seen as a real plus to Keller Michel Beauséjour. St. Dennis was success of the first franchise in Williams Realty,” says Beauséjour. CEO of the real estate board in Quebec, Beauséjour says. It was The first hire for KW Urbain Victoria and Beauséjour held the chosen to be respectful of Quebec was its CEO/team leader, Donna same position in Montreal. They culture and to reflect its down- Dalonzo, who from 1997 until also worked together at the town location, in the heart of 2002 co-owned six Montreal Greater Montreal Real Estate Montreal, at 1100 rue University. Re/Max real estate franchises. Board for 10 years, with REM St. Dennis and Beauséjour say Beauséjour at the helm as the CEO and St. Dennis as manager of communications, industry relations and legal affairs. The move by Keller Williams took roughly three years of planning, as the Austin-based corporate head office familiarized itself with the language laws and the Quebec brokerage act. “We saw the immense potential of opening a real estate franchise in Quebec that is completely broker-centric, learning-based and treats our brokers like partners, to the extent that we share profits with our brokers and have open books,” says Beauséjour. He says that before Keller Williams was ready to commit, its principals had to better understand the cultural, language and legal aspects of Quebec. Aside from the complexities of a different culture, the move into From left: Co-founders Michel Beauséjour and Ann St Dennis; Quebec meant a major invest- CEO/team leader Donna Dalonzo and administrator Mario Picotte.

Cover photo: MARKO SHARK

Publisher HEINO MOLLS email: heino@remonline.com

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Canadian flags on every Leduc resident’s lawn. The volunteers planted about 12,000 flags in a threehour period as the sun came up. “When we started it, we wanted to try and stimulate some interest in the community and get people to do their own Canada Day activities,” Bob Buttar, broker/ owner of Coldwell Banker Haida, told Leducrep.com. The tradition also supports the local food bank. Residents were asked to leave non-perishable food out on their front door steps between 7 am and 9 am. Food was collected by volunteers from Leduc Composite High School sports teams. ■ ■ ■

The Aventure Realty Network of independent brokerages is welcoming two new members. The Trilliant Real Estate Group of Sylvan Lake/Red Deer, Alta., led by broker/owners Pat Garritty and Jim Jardine, “bring a long history of success and market strength to the network as both industry leaders and as sales professionals,” says

Aventure president Bernie Vogt. Apex Results Realty, one of the largest independent companies in the Burlington, Ont. market has also joined the network. Bob Van De Vrande, broker of record and owner, operates the brokerage with a team of more than 50 Realtors and brings a full suite of services to the community. Last October, Van De Vrande switched from operating as a Sutton Group affiliate to focus on building a strong independent brand, says Vogt. In less than nine months, the company has grown by 50 per cent. ■ ■ ■

The Real Estate Council of British Columbia (RECBC) has suspended the licence of Johnson Castaneto Salanga, formerly with Sutton Group -West Coast Realty (Cambie Street) in Vancouver and, more recently, with Royal Pacific Realty (Kingsway) in Vancouver. RECBC says it “suspended this licence in the public interest as a result of Mr. Salanga’s failure to properly account for trust monies he was holding on behalf of brokerage clients while licensed with Sutton Group-West Coast Realty.” REM

Hugh Mervyn, a sales rep with Coldwell Banker Horizon Realty in Kelowna, is retiring after 45 years in the real estate business. Best wishes can be sent to kim@kelownarealestate.com

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

Phone: 416.425.3504 www.remonline.com www.remenligne.com REM complies fully with the Canadian Real Estate Association's Rules for Trademarks (CREA Rule 16.5.3.1) REALTOR® and REALTORS® are trademarks controlled in Canada by The Canadian Real Estate Association (CREA) and identify licensed real estate practitioners who are members of CREA. MLS® and Multiple Listing Service® are trademarks owned by CREA and identify the services rendered by members of CREA. REM is published 12 times a year. It is an independently owned and operated company and is not affiliated with any real estate association, board or company. REM is distributed across Canada by leading real estate boards and by direct delivery in selected areas. For subscription information, email distribution@remonline.com. Entire contents copyright 2013 REM. All rights reserved. Reproduction in whole or in part without written permission from the publisher is prohibited. The opinions expressed in REM are not necessarily those of the publisher. ISSN 1201-1223

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Former board EOs open first Quebecbased Keller Williams office

Continued from page 4

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8 REM AUGUST 2013

Canada’s billion-dollar sales rep

For more than a decade, Christopher Invidiata has led the No. 1 residential sales team for Re/Max in Canada, racking up more than $1 billion in sales volume. By Susan Doran

hristopher Invidiata says he didn’t set out to become one of the top real estate professionals in the world. After a career in the fashion business – first designing gold jewellery and leather goods and later selling clothing to stores such as Holt Renfrew while representing high-end fashion manufacturers – in 1985 he decided to get into real estate so he could spend more time with his family. “I was in a hotel room in Edmonton and my wife called and told me that my daughter had just picked herself up and started to take her first steps,” he says. “I thought, ‘I don’t want to miss this stuff. I want a career where I can stay home’.” That thought spurred him into real estate, initially as a part-time agent. After about six months, he decided to make more of a commitment to the business – to really “go for it,” as he puts it. Although he likes to describe himself as the slowbut-steady tortoise rather than the speedy hare, go for it he did, with a vengeance. He says that he naturally gravitated to the top end of the market due to his work history with high-end retailers. Invidiata is with Re/Max Aboutowne Realty in Oakville, Ont., a pretty community on the north shore of Lake Ontario that is part of the Greater Toronto Area and is consistently ranked as one of the richest cities in Canada. He heads up the top-selling Invidiata Team, which has been the No. 1 residential Re/Max team in Canada for more than a decade, as well as the company’s leading team worldwide both in 2007 and 2012. Specializing in luxury waterfront properties in Oakville, Burlington and Mississauga, the team’s sales volume was more than $350 million in 2012. The

Invidiata Team includes 17 licensed sales reps and various support staff. The team has also garnered membership in the exclusive Who’s Who in Luxury Real Estate, a portal for luxury properties on the Internet, featuring a global network of more than 70,000 real estate professionals representing the top luxury real estate brokerages in the world. Invidiata is on the network’s board of regents and has received the Billionaire’s Club Award, given to agents who during their careers have surpassed $1 billion in sales volume. Yes, you read that right... over $1 billion in sales volume. One of the Invidiata Team’s current listings is a $15-million estate in Mississauga, which is probably a record high price for the area, Invidiata says. The home is 14,000 square feet with tennis courts, a pool and a 16-car garage. This type of property takes time to sell and requires a special kind of marketing. “The process of how people feel when they buy is important,” says Invidiata. “If you create venues that give good client experiences, they will be more likely to be emotionally attached to their decision. You can’t expect people to buy if you’re simply opening the door for them. You must give them a unique sales experience and provide them with all the answers they want.” His team takes showings to new heights – the ultimate real estate experience. We’re not just talking food and wine. The team has a Mercedes marketing truck to transport an event tent. Clients get the red carpet treatment (literally, as along with the tent the truck transports a red carpet to the event). The Invidiata Team also enlists various its marketing partners to attend events and

showcase everything from luxury cars to jewellery and high fashion. “There may be a fashion show at the event, and different restaurants doing a tasting menu,” says Invidiata. The cost is shared by the marketing partners. The Invidiata Team markets its listings worldwide including to mainland China, India, Saudi Arabia and Russia. It targets its wealthy clientele as directly as possible, with specialized event marketing, trade shows around the world, referrals and membership in Who’s Who in Luxury Real Estate. The team also has the quarterly publication of the Invidiata Collection, a glossy luxury real estate magazine with a yearly distribution of close to 140,000 to high-end households through targeted inclusion in the Globe & Mail, direct mail and various other means. The magazine and its ability to attract advertisers/ marketing partners such as Disney and Fairmont Hotels has been a boon in helping Invidiata partner with sought-after brands. A popular public speaker and mentor to real estate professionals, Invidiata has been quoted as saying that to sell the types of exclusive properties his team does, it’s necessary to: • have an active and detailed web presence; • market effectively, targeting the right people (including CEOs, CFOs and entrepreneurs) and high-end neighbourhoods; • Screen potential clients carefully, in order to ensure that they are serious and not simply curious to get a peek at a prestigious property. Clearly Invidiata markets to the elite, but he is adamant that in real estate it is crucial that relationships take priority over money.

Christopher Invidiata

“The best agents have a heart for people,” he says. “Making buyers happy makes a good agent.” Mandatory two-year articling for new Realtors is something else he strongly believes would help agents be the best they can be. Hair stylists have to work alongside an experienced stylist for something like 1,800 hours before they can work solo, he says. There is “something wrong” that a real estate salesperson can jump into the business without any mentoring at all, he says. “The industry needs to mandate a law about this.” His advice for new agents is to, “Learn from people with experience. Learn from your mistakes....and take as many courses as you can.”

(Photo by Marko Shark)

As for Invidiata’s advice to himself 28 years ago – to find a career that allowed him to spend more time with his family – one has to wonder, considering how phenomenally successful he has become, whether over the years the real estate profession has allowed him the family time with his wife and two children that he desired. He says the answer is a resounding yes. “I don’t work on Sundays. I’m home for dinner most nights. The secret is in the scheduling. I time-block all the personal stuff first and then block business around my personal life, not vice versa,” he says. “Having a great life experience with family is first and my vocation comes after.” REM

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By Martin Rumack

he Ontario Real Estate Association’s Seller Property Information Sheet (or SPIS form), was designed with the best of intentions. But it has become a good example of the old adage, “the cure is worse than the disease”. Now the confusion and uncertainty surrounding this form has been magnified by OREA’s introduction of a so-called “clarifying” form – one that seems designed to actually warn sellers against signing the SPIS at all. But let’s back up a moment: Why is the SPIS form often so confusing, ineffective and controversial? The SPIS form – known as OREA Form 220 – contains a series of questions about the property that the seller is supposed to fill out. Ostensibly, this is in order to comply with the existing legal requirement imposed on all sellers to disclose hidden material defects in the property. In theory, its main purpose is two-fold: on the one hand, it is designed to protect buyers by “establishing that correct information concerning the property is being provided” to them. On the other hand, the form is also designed to protect sellers, by confirming that buyers are still obliged to make their own inquiries about the property. This shields sellers – and hopefully, their real estate agents – from disputes that arise over misinformation. Why the controversy? But whatever the intention may be, in reality the SPIS form itself has prompted more confusion and dispute – not to mention a significant

amount of litigation – than existed before it was introduced in 1997. In short, it has further complicated the already-uncertain area of real estate law relating to seller disclosure obligations. The reasons for this are many. For one thing, it is a complex, technical and sometimes repetitive document. Too convoluted to be understood by the average seller, it also presupposes (often inaccurately) that he has a certain detailed level of information and knowledge about the property. The form also asks technical legal questions that are well beyond the expertise of virtually all sellers. Secondly, the SPIS form has been inconsistently adopted. Some real estate boards make its use mandatory, while others have left it as optional. Certain boards that initially required the use of the SPIS form have now reconsidered. And in regions where it is discretionary, some individual agents push for its use, while others do not. Thirdly, courts have been “all over the map” when ruling on how the form should be interpreted, how the information provided on the form should be applied, whether they should be upheld and what their legal effect really is. Essentially, with its inherent flaws and its (sometimes) optional add-on role in the disclosure process, the SPIS form seems to bring uncertainty rather than clarity to the minds of those it is designed to protect. What is this new “warning” form? The latest “information statement” that OREA published, titled the Seller Property Information Statement –Important Information for Sellers (Form 225), is essentially an “informed consent” form that purports to “clarify the purpose and use of the Seller Property Information Statement”. However, the real purpose, one can assume, is to advise sellers and their agents about the potential dangers inherent in its use. Form 225 begins helpfully enough: It advises that “The Seller Property Information Statement,

when properly completed, can be of benefit to both the sellers and the buyers. However, care must be taken when the form is completed. Sellers should answer the questions on the form as fully and accurately as possible.” It also recommends that it is better to err on the side of caution. But the new form does little to clarify matters beyond that; it fails to elaborate on the scope of a seller’s disclosure duty and avoids firmly identifying the role or legal impact of the original SPIS form. It does advise against attaching the original SPIS form as a schedule to the Agreement of Purchase and Sale. However, it then merely goes on to restate the existing law, by pointing out that: 1) whether or not the seller completes an SPIS, the law requires him to disclose known hidden material defects of a property; and 2) by filling out the SPIS form in the first place, the seller is not giving the potential buyer any sort of warranty. While Form 225 provides a space for the seller to sign, as a means of acknowledging that this so-called “clarifying” additional information has been received, one has to wonder whether the average seller will have gained very much clear and helpful information at all, by reading and signing it. What’s the bottom line? We already know that the SPIS form has a troubled history and has sparked confusion, not to mention litigation. The Informed Consent Form for SPIS, though ostensibly designed to provide information, can be read as an implicit warning against using the SPIS form at all. That’s probably great advice. Toronto lawyer Martin Rumack’s practice areas include real estate law, corporate and commercial law, wills, estates, powers of attorney, family law and civil litigation. He is co-author of Legal Responsibilities of Real Estate Agents, 3rd Edition, available at www.lexisnexis.ca/bookstore. Visit Martin Rumack’s website at www.martinrumack.com. REM

12 REM AUGUST 2013

SALES COACH

By Bruce Keith our sales engine needs to run smoothly. If there is sand in your gearbox, the engine doesn’t run very well. The alternative is to add oil periodically to keep things fresh and clean and running smoothly. How often do you add oil to your gearbox? Here are 10 things you could add to your “sales engine” right away: 1. Record your lead generation calls for 15 minutes and listen to your conversations. 2. Read inspirational material 30 minutes every morning and every night. 3. Get an accountability part-

10 ideas for sales success ner and check in with them every day. 4. Pick one bad habit you want to eliminate and cut it out right away. 5. Identify one good habit you want to start immediately. 6. Show your clients a typed agenda of what you are going to cover as you start every meeting. 7. Put your personal goals on paper. Be one of the three per cent who actually do this. 8. Buy this book: The Compound Effect by Darren Hardy. It will change you forever. 9. Revise your “asking for referrals” line. Here is mine: “As you know, I’m always looking for more people to help in my business.... I was wondering, who do you know that needs my help to buy or sell a home in the next little while?” 10. Call five people per day from your past clients and centres of influence list and ask for referrals. Bonus point! Tell your spouse/partner (and your chil-

dren) that you love them... do it right now! Kick start your engine and give it a supercharged boost. Take on some of these ideas immediately... pick two or three and get started. If you decide your sales engine needs a complete oil change, do them all! Either way your business will run smoother and faster. No excuses. ■ ■ ■

Water shortage: We used to need a hand pump to get water. You pumped away, put some effort into the exercise and water magically appeared from the spout. It must have been an amazing invention when it first arrived. Part of that exercise was to make sure that you kept the pump primed. Users learned very quickly that they had to keep putting a little water back in the well to ensure a constant flow the next time they needed more water. The sales business works the same way...you cannot afford to have your sales well run dry. Here

Kick start your engine and give it a supercharged boost. are some instructions from the manual. 1. Make sure there is a constant supply of leads in your well. 2. Use the pump every day to ensure a steady flow of leads. 3. Keep the pump parts oiled at all times to maintain ease of operation. 4. Critical point: Be sure to

add leads to your well every day so the pump is always functional. Never let it run dry! Everyone needs water to survive... it is right up there with oxygen. Every sales business needs leads... it is right up there with high energy and a strong mindset. Be sure to look after your sales well every day. The alternative is that will you have to go out and dig another well. That’s not an acceptable option. It certainly is a lot more work. Follow the instruction manual and keep your water flow constant. Never be thirsty! No excuses. Bruce Keith, the “Results Coach” has over 23 years of experience. He is a sales and marketing coach and seminar leader in the real estate business, teaching what to say and how to say it. His high-energy, high-impact training style is sought after and acclaimed across North America. He says, “Success is possible; there are no excuses”. www.brucekeithresults.com REM

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14 REM AUGUST 2013

How to generate referral riches By Ian Grace

e often need to change our traditional way of thinking – and sometimes a change will bring astounding results. When I talk about referrals, in conversation or to any audience, everyone agrees they are great to receive and that they guarantee almost 100-per-cent conversion, normally at full price or commission. Is it possible to target for referrals? Where we need to change our thinking is rather than feeling it is “rather nice” when a referral “comes along”, we can actually set a target for referrals each year – something that most businesses, whether real estate or not, do not do.

But can it be done? Surely, referrals just happen when they happen, out of your control? Well, a North American Realtor (in the top one per cent by the way), who I’ve known for over 10 years now, proves YES conclusively. In 2001, he told me his total referrals for the year were 250 – amazing in itself! But then he informed me his target for the next year was 300. That really got my interest. He achieved it and over the next few years I watched him go from 300 to 400 and then a staggering 500+ referrals. So yes, it can be done. Let’s get started! First, look back at previously acquired listings/sales during the past year or two and determine what percentage of them has been repeat or referral business. Put this on a graph on your office wall, with the target you have set for repeat and referral business (for example, you might currently be running at 20per-cent repeat and referral busi-

ness and the target you have set is 65 per cent). If the top 10 per cent of salespeople achieve around 65 per cent or more, let’s use that as a benchmark. Think carefully as to whether, in this instance, this would be a one-year target or perhaps an 18month to two-year target. Don’t set your target too high. Now put a system in place to have a meaningful dialogue with every client every six months (you may wish to vary this timeframe, either now or later, based on results). Ask if you can assist them in any way and offer them a helpful suggestion/information of some kind. Then ask them if there is anyone they can refer (and document that this has happened on a simple spreadsheet – this is absolutely vital). Just the mere fact of doing this will generate business – purely by asking the right question at the right time. Make it easy for them – when you ask, either verbally or in writ-

ing for a referral, break it into mental bite-sized chunks such as: • Family and relatives • Friends • Business colleagues and contacts • Social, sporting and school contacts When you just ask for “a referral”, they know so many people that it’s hard for them to get their heads around it. This way, by breaking it into these smaller groups, it’s much easier for them to virtually put faces with names and you’ll find your response factor increases dramatically. Now ask yourself how often you could get a referral from each of your current clients. Would just one per year be feasible? (Don’t forget, you are now going to be in regular meaningful contact with them). If so, you have just set a target of one referral per client per year and that goes on to the spreadsheet mentioned earlier. Simple isn’t it? If you have 300 clients, your referral target is 300 (if

you have 2,000 clients, it’s 2,000) and we know what that will do for your business (hopefully with 100per-cent conversion). Let’s face it; if you achieve just a fraction of that target, you will be more than happy. Just follow those simple tips above and you are now on your way to targeting and managing referrals, which most businesses don’t do, thereby leaving your competitors far behind. Perhaps a topic for another time is to set up a system for rewarding your clients – first for the actual referral and secondly when business is completed. Good luck! Known internationally as “Mr. Real Estate Advertising”, Australian born Ian Grace is acknowledged as one of the world’s leading authorities on real estate advertising. Since 1994, he has delivered his programs throughout Australia, New Zealand, U.S.A, Canada and the U.K. His articles about real estate advertising have been published around the world. www.iangrace.com REM

Insurance Renewal 2013 The Real Estate Council of Ontario’s (RECO) insurance broker, Alternative Risk Services Inc., has renewed its insurance coverage with Lloyd’s for the Sept. 1, 2013 to Sept. 1, 2014 policy period. The insurance program is managed by Dion, Durrell + Associates Inc. Coverage includes Errors and Omissions, Commission Protection and Consumer Deposit insurance. Insurance renewal invoices will be mailed in early July to all registrants. A copy of the renewal package is also available on RECO’s website at www.reco.on.ca.

How to How to p pay ay you yourr insu insura ranc nce e pr prem emiiium um Use yo y ur MasterCard or Visa to ppay your y insurance online througgh MyWe y b,, RECO’s exclusive web por p tal for regis gi trants. IfIf you don’’t alrl eaddy have a MyW MyWebb account,, creating i g one iis easyy andd ffree,, siimpl ply visit ii https://myweb.reco.on.ca to sign sign g up up. p Plea Please se mak makee your pa p yme y nt as soo soonn aass poss ossibl iblee. RECO RECO doe doess not ac accep ceptt paym payment entss by by phon phone. e.

Insurance payments are due by Aug. 16, 2013. The total cost of insurance, including taxes and expenses, for the 2013 - 2014 policy period is $400.

Suspension process

Commission protection coverage

Retiring or leaving the business before September?

Registrants who fail to make their insurance payment by the due date will become part of the suspension process and will be required to pay an additional $35 for expenses related to administration of the suspension process. The total cost of insurance after the due date is $435. Non-payment results in suspension of registration effective Sept. 1, 2013.

Registrants may claim commissions owed to them from the two-year period prior to the date of loss established by the insurer (eg. bankruptcy date of a brokerage). Once the date of loss is established during the policy period, all commission claims must be reported to the insurer within the two-year period following the date of loss. Visit MyWeb at https://myweb.reco.on.ca to view the complete insurance policy.

Terminate your registration by Aug. 2, 2013 to avoid becoming involved in the suspension process. You have two options for completing your termination: s

Send a completed “Notice of Change: Termination” form and a copy of your resignation letter to RECO’s Registration Department; or

Have your Broker of Record or Branch Manager complete the termination process for you on MyWeb. See RECO’s website for further details.

Additional insurance program details and FAQ sheets are available on MyWeb. 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

16 REM AUGUST 2013

Focus on what’s important, says award-winning sales rep B

aseball legend Leo Durocher once said nice guys finish last. No one told Lisa McCormack that. A sales rep with Re/Max 3000 in Miramichi, N.B., McCormack treats everyone with care and kindness, and that’s the real secret to her success, says her assistant Tanya Sturgeon. She emailed REM to suggest a story about the boss she says “is an inspiration to work for.” McCormack got her real estate license in 2003, first working for a local firm and then joining Re/Max 3000 in 2006. Her achievements include top producer in Miramichi and Northhumberland County in 2008-2012 (based on MLS statistics); top producer for Re/Max 3000 from 2007-2012; Re/Max Hall of Fame inductee in 2011; Re/Max International Platinum Award winner in 2011 and 2012; and Re/Max’s 100% Club from

2007 – 2010. She was also Miramichi Young Professional of the Year 2009. Born and raised in Miramichi, at the age of 24, McCormack and her husband, Cory, opened a health club, where she worked as a personal trainer for eight years. After they sold the business, McCormack explored real estate as a career. The couple had dabbled in real estate, buying and selling houses, and she says she liked the negotiation process and the excitement of the transaction. Real estate is an ideal job for McCormack, a “people person” who enjoys being independent and self-employed. Over the years, McCormack has concentrated on building her business. Her years as a personal trainer taught her to stay focused on her goals, to be driven and to always do her best. She says she’s not competitive and doesn’t like that aspect of the real estate busi-

ness. Instead of competing with others, she competes with herself, working to achieve higher goals and to focus on what’s important, she says. Her personal trainer experience also benefits her clients. She encourages them to follow their hearts when making a real estate decision. “I enjoyed being a personal trainer and helping people achieve their goals. This is a strength that I still use today in my real estate business.” With a “facilitator personality,” McCormack says she works to create a win-win situation. “Everyone can be comfortable in a transaction. I think my competitors respect me because I’m honest and never a vicious negotiator.” That said, she does get deals done for her clients. “You can never be wrong if you’re honest. Loving and caring bring results.” In 2009, she hired Sturgeon as her “wow co-ordinator” – someone

who would help add the “wow” to her business. Sturgeon, who earned her real estate licence last year, is one of McCormack’s biggest fans. The feeling is mutual, McCormack says. McCormack’s husband Cory, who chose not to become a Realtor, is McCormack’s “sign guy and driver.” The high school sweethearts have been together since 1987. “We’re different but we have the same goals in life. We have different strengths. I couldn’t do this business without his support. He is my rock,” she says. McCormack also makes fans and friends when she meets people through her many community activities, including work with the Miramichi Chamber of Commerce, Women’s Network Board of Directors, MYPIE Board of Directors, mentor for the Junior Achievement program and president of Miramichi Toastmasters. Looking forward, McCormack says she is looking to hire a buyers’

Lisa McCormack with husband Cory, who she says is her rock.

agent and over the next year plans to expand her business. She’ll do that by sticking to her tips for success: 1. Focus on what’s important and pursue it with all your energy. 2. Prioritize. Real estate is such a busy business, it’s important to put important things, including family, first. 3. Treat people with love. 4. Never work for your paycheque. Work for your client and the paycheque will come. 5. Remember what is important. – Connie Adair REM

18 REM AUGUST 2013

Mould, mould everywhere When mould spores land on a surface with the right conditions – dampness and a suitable food source, such as wood or other organic material – a problem will soon occur. By Matthew Brewer

he weather is a constant source of conversation in Canada and a bone of contention. Every spring we see flooding occur across the country. The Prairies encounter flooding frequently during the spring and every fall, Eastern Canada gets hammered with tropical storms and hurricanes. After all of these events we have to deal with the after-effects: mould. Mould is everywhere. The small spores are floating in the air you’re breathing even as you read this. It’s a ubiquitous part of nature. These microscopic spores float through the air, landing on surfaces. If the conditions are not favourable for growth, nothing happens. But when they land on a surface with the right conditions – dampness and a suitable food source, such as wood or other organic material – a problem will soon occur. When a spore lands on a suitable surface it begins to grow roots, stem and finally a head, which produces many spores in as little as 12 hours, given the right conditions. These spores are caught by air currents and can then spread. The spores are small – a typical mould spore is only around three to 40 microns in diameter. To understand just how small this is, consider that human hairs measure between 30 and 120 microns in diameter. Spores can travel very easily, seeking new places to grow. Sometimes they travel throughout a building using the ventilation system or natural air movement and spread, settling on surfaces, waiting for the opportunity to grow. Others don’t travel far, if the air movement isn’t favourable. In these cases, you can have large colonies growing in a relatively confined area in a short period of time. Each plant produces many spores, which create more growth, which creates more spores…and it goes on until either the food is gone or the conditions change. Mould causes various issues, both for the building and for the

When I did building assessments, I would often be asked if the mould that was present was black mould. My reply has often been, “If it isn’t black mould, would you still want it?” occupants. It uses the building structure as food, which can cause staining or structural damage. The odours of mould growth can become quite unpleasant – the smell is usually a good indicator of when there is a problem. Simply put: if you see or smell mould, you have mould. In recent years the term “black mould” has permeated the media and society. When I did building assessments, I would often be asked if the mould that was present was black mould. My reply has often been, “If it isn’t black mould, would you still want it?” In building structures, no mould growth should be considered acceptable, no matter the colour. While stachybotrys is black and one of the types with greater recognized risks, having any visible mould is a

clear indication that a problem condition exists and should be fixed. When our health is brought into the picture, things get even more challenging. Some people have sensitivities to mould and can react from the toxins given off by some types – even mould that has died. The spores of some types of mould can cause allergic responses in more sensitive people, including those with bronchitis, asthma and other respiratory conditions. If viable (live) mould is airborne and inhaled by occupants with compromised immune systems, those people can be at increased risk from life-threatening infections. In general, most of the population only notices the odours from mould growth and takes issue with the esthetic aspect.

How do we prevent it from growing? The simplest method is to keep it from entering in the first place. Barring that, the next step is to remove the moisture from the area. When flooding or water infiltration occurs, it’s key to get the water removed as quickly as possible. The longer the moisture sets, the further it can penetrate, making removal more difficult and giving mould a better chance to take hold and create more damage. When significant growth or water infiltration is suspected, it is strongly recommended that a qualified consultant be brought in. An experienced consultant can determine where the moisture may be coming into the building, as well as find both visible and hidden areas of growth.

If mould has been allowed to grow, how do you get it out? After the moisture source has been found and removed, cleaning should be determined based on the size of the area. If it is a small area, less than 1 m2 (10 square feet), it can often be scrubbed with household cleaners, if it is only a surface growth. Simple cleaning products such as trisodium phosphate (TSP) can be purchased at many stores, or other mould-specific cleaning products can also be used. While bleach is often used, it isn’t recommended due to the damage that the mould can do to the underlying material, as well as the potential for reacting with any toxins and respiratory risks to the users. If it appears that the mould is thick, has exceeded one square meter or has compromised the material, it is strongly suggested that a professional mould remediation company do the work. It can quickly become a large project requiring specialized equipment and training. The remediation crew brought in to clean should be expected to follow industry guidelines. A valuable resource is the Canadian construction industry’s publication CCA-82, Mould guidelines for the Canadian construction industry. It offers professionals with information that can be used to do professional cleaning. Another resource is the Institute of Inspection, Cleaning and Restoration Certification (IICRC). For many property maintenance or other professionals who may encounter mould, having an awareness course is always beneficial. These courses are readily available across Canada, and also are available online. Matthew Brewer is an occupational hygienist. He offers online awareness training in hazardous building materials, such as mould, asbestos and lead through his company, Hazman Environmental Training Services. www.hazmantraining.com REM

20 REM AUGUST 2013

LEGAL ISSUES

By Donald H. Lapowich

MO SU P N Sa T ER le en HL S ds AV Au Y gu SP E st 31 E R st, C 20 IA 13 L

n addition to compulsory insurance plans, professionals often take out additional insurance. A recent American case points out the dangers of failing to read and comply with the insurance policy wordings. A class action complaint was made and subsequently settled. One of the insurance carriers, whose portion of a $350 million settlement would have been $20 million, declined coverage under a “claims made and reported” policy. Simply put, it says the claim, once made, must be reported to the insurance company within the pol-

Read your insurance policy icy period so that it can investigate, appoint counsel and set reserves. In this instance, the notice (reporting) provision under the policy “required written notice of a claim to the insurance company’s claims department” in New York. No “notice” was sent in compliance with this term. The court determined that the insured could not simply provide a loss run reflecting the subject matter to the underwriting department – this was held to be insufficient. ■ ■ ■

Boilerplate provisions: Recently law professors in the United States and Canada have made extensive comments on boilerplate language in contracts. There is real criticism against boilerplate provisions that attempt to exclude negligence and/or liability being enforced by consumers or others through contractual terms. Take, for example, an older case, Tilden Rent-a-Car, where the

procedure was a hurried signin/drive-out program. The renter had to sign a contract that he had no chance to read. Buried in that contract was a collision damage waiver that made the contract void if the person who rented the vehicle had any liquor whatsoever in any amount in their system while driving the car. The defendant (who ended up damaging the car) had consumed a drink, but stressed he was not intoxicated. When the car was damaged, the defendant refused to pay damages. Both the trial court and the appeal court dismissed the company’s action as the circumstances did not really involve the customer assenting to the boilerplate provision and therefore the company could not rely on unusual and onerous printed terms in the contract that were not drawn to the customer’s attention. In essence, the courts are looking to the contracting parties assenting to such boilerplate provisions. There must be fairness

applied to the “standard form contract”. There must be reasonableness in such all-encompassing contractual exemptions in the contract and they are open to a court’s review and avoidance if the terms are unreasonable, unfair and unexpected. This principle should be at the back of everyone’s mind when drafting a contract to isolate oneself from liability. Going overboard will obviously raise suspicions of taking unfair advantage. ■ ■ ■

Both sides are vulnerable: In a case that confirms that you cannot take advantage of the other side in a sale/purchase unless you yourself are ready to close, a purchaser agreed to buy a condominium unit from the vendor. The purchaser paid a high deposit of $70,000. At the time of closing, the vendors were out of the country. They had a power of attorney but it was defective so the deal could not be

$ .FOR 99

registered or closed. The purchaser also admitted that she was not in a financial position to complete the purchase. When the vendor/purchasers sued each other, the issue arose about the deposit. The court confirmed that both parties being in default, time ceased to be of essence, the agreement remained alive and either party had to stipulate a new completion date. However, both vendor and purchasers chose the agreement to be at an end. Because the vendor was in breach at the time it was to close, the vendor was not entitled to retain the deposit of the purchasers. (Malek v. Tanbakookar, 2012 BCSC 1742, available at canlii.org) Donald Lapowich, Q.C. is a partner at the law firm of Koskie, Minsky in Toronto, where he practices civil litigation, with a particular emphasis on real estate litigation and mediation, acting for builders, real estate agents and lawyers. REM

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REM AUGUST 2013 21

What does it take to be a success? AS I SEE IT FROM MY DESK

By Stan Albert

he other day I was asked to sit in on a meeting between one of our experienced agents and her friend, who is about to get his licence. Over the next 30 minutes or so, we discussed some of their ideas about how to develop lead generation. One idea was to send flyers to a large subdivision area of 2,500 homes. I suggested that may be too many homes to reach on a regular basis because it would be very costly, and that it would be impractical to try and contact the residents on a regular basis. From a logistic and financial point of view, I argued that unless they spend a great deal of money, the rate of return on their investment would be nominal. We kicked around the idea of taking smaller areas within the subdivision and they agreed. I suggested contacting that target area every three weeks by phone or by direct door-to-door contact with some neat handouts. I suggested some free brochures that you can get from CREA, CMHC, home builders’ associations and utility companies. They could have a customized stamp on each stating, “Distributed courtesy of...” I’ve mentioned many times in my articles that you don’t have to spend a lot of money to make money. Giving homeowners a free brochure that has great information that is helpful to them would stand the agents in good stead.

We also talked about calling apartment buildings and suggesting to tenants that the agents could help them buy their first home with creative financing and using the Home Buyer’s Plan, which allows access to their RRSPs as a partial down payment. First-time buyers are still driving a great deal of the home sales across Canada. This was an eye-opener for the young agents, who never thought to call on tenants (and yes, there are scripts for that as well). As the discussion was wrapping up, the Phase 3 agent-to-be asked me an age-old question. What does it take to be a success? Actually he zeroed in more specifically by asking what five things it takes to be a success in real estate. I thought for a moment or two, and then gave him what I thought were the basic ingredients in the formula of what it takes. 1. Be accountable to yourself, your broker and your family. 2. Study real estate every day from day one when you get your licence. 3. Preview properties every week and hold at least one open house each week for the public. 4. Make a plan and stick to it and review it regularly. 5. Buy a property every 18 months. The young man looked at me for a minute or two after he’d typed the foregoing into his iPad and then said to me, “Now I know why being old is gold!” I smiled and thanked him for his kind words. It was the nicest thing anyone could say to me a week before I turned 77 years young! Stan Albert, broker/manager, ABR, ASA at Re/Max Premier in Vaughan, Ont. can be reached for consultation at stanalb@rogers.com. Stan is now celebrating his 43rd year as an active real estate professional. REM

22 REM AUGUST 2013

Do you have a MOP and MAP? By Tim Syrianos

ou’re probably thinking, what does a MOP have to do with real estate? I can assure you that cleaning floors is not the type of MOP I was thinking about. I was recently speaking to a top producer for whom I have a

great deal of respect. I continue to be impressed with the volume of sales he gets and his dominance in the market. I was clearly reminded that to be able to operate at that level and beyond, systems are necessary. MOP stands for Marketing Operation Procedure. Any successful business has a manual like this. It outlines exactly what you do and how to deal with buyers and sellers in the real estate business. It is the blueprint to eliminate errors in performance and a manual that all team leaders as well as agents

should build and use. The MOP also includes a MAP or Marketing Action Plan. When listing a property for sale, it is designed into a computer program and attached to the inside of the property folder to make sure the execution of all marketing efforts is completed to achieve results. Once the property is sold, then the sales rep should apply the After Sale Plan. If you have a buyer client, you apply the Working with a Buyer Plan and the Buyer Sold Plan. As you can see, it’s all about

Good credit versus bad credit

By Kiki Sauriol-Roode hen preparing to buy a home, a strong credit rating is an important factor in obtaining financing. Lenders will look at a borrower’s credit record and credit score to evaluate their willingness and ability to pay their debts. A good credit rating is achieved by paying all bills on time. It’s important that consumers understand this includes not only their credit card statements, but also all other regular expenses such as taxes, hydro, gas, cable, telephone and so on. Late or missed payments are reflected on a credit report and can lead to longer-term problems that impact an individual’s credit rating. The goal should be to demonstrate a track record of paying all bills ontime and in full. A borrower’s credit score, along with their credit profile, will be reviewed by individual lenders to establish credit worthiness. A

low credit score can affect that individual’s ability to buy a home quite severely because there is a minimum score required. Encourage your customers to review their own credit report and score before applying for a loan. This will allow them to uncover any errors or signs of fraud. For a small fee, a credit bureau (Equifax or TransUnion) will provide an instantaneous online report that details current debts and payment history. The report includes information on what the score level means, how it compares to others and how it can be improved. The report can also be requested by mail for free. If your customer’s credit rating is scoring on the lower end, you can encourage them to not give up and provide guidance on how to improve their score. By paying down existing debts and making sure future bills are paid on time, they can see their rating improve. In general, anyone who wants to improve their credit profile should live within their means and control their spending habits if they truly want to become a homeowner. Kiki Sauriol-Roode is VP, strategic alliances for Genworth Canada. For more articles and videos on advice for first-time homebuyers, visit www.homeownership.ca. REM

systems and these are types of action plans executed on an automatic basis that keep you organized and focussed. These systems and plans allow you to concentrate on productive activities and simplify your business. It amazes me how many Realtors just “wing it” and don’t have a consistent plan. Can you imagine an airline pilot not following a checklist from departure to arrival? It could make for a very bumpy and scary ride for your passengers……your clients! How many referrals would you

get after that type of ride? Our clients trust us with their homes and their financial wellbeing and we must do everything possible to protect them. Being successful begins with being organized and having a plan. It’s a great start! Tim Syrianos is the broker of record and owner of Re/Max Ultimate in Toronto, with close to 200 Realtors. He started his real estate career at the age of 19, some 24 years ago. Email tim@remaxultimate.com or phone 416-487REM 5131.

Ontario court says licences are not ‘real estate’ By Thomas Arndt

n 1951 the Supreme Court of Canada restricted the reach of Ontario’s Real Estate and Business Brokers Act (REBBA) when it decided that REBBA does not apply to the sale of shares of a business. The Supreme Court found that the legislation was artificial and greatly extended. The lower courts have continued to restrict REBBA’s reach. For example, a single transaction has been divided into two parts: one that was covered by REBBA (the real estate assets) and the other part was not (the nonreal estate assets). The courts have also required clear and unqualified proof that REBBA applies to stay a proceeding. Recently an Ontario court was asked to consider, for the first time ever, whether the sale of a licence is captured by REBBA. In other words, does someone need to be registered under REBBA to demand a commission for brokering the sale of a licence? In Geofre v. Ki Kit Li, Li hired

Geofre, his accountant, to find a buyer for his two licenses and agreed to pay Geofre a consulting fee on closing based on a selling price of $1.75 million. Geofre found a buyer for the licenses and that buyer paid for the licenses. The Ministry of Health transferred the licenses and started depositing the revenues from the licenses to the buyer’s bank account. The licenses at issue are very valuable; they enjoy special OHIP (the provincial health care program) billing privileges because they are grandfathered designated physiotherapy clinics. This grandfathered status means that the physiotherapy services rendered are paid for by OHIP, not by the patients personally. Geofre introduced the buyer to Li and Li’s lawyer confirmed that the deal was closed. Geofre’s obligations under the agreement were satisfied and he sought payment of the consulting fee. Despite repeated demands for payment, Li refused to pay, forcing Geofre to sue. Li sought to have the lawsuit thrown out of court on a technicality – Geofre is not registered

under REBBA. Li argued that because Geofre is not registered under REBBA, the consulting fee was illegal and the court should throw the lawsuit out of court. The court disagreed with Li and held that the license fell outside the definition of real estate in REBBA. The court also found that this would hold true even if the rest of the business sold has little independent value from the licences. The result was not surprising in the circumstances; a licence is not real estate. The real questions are: What are we going to see in the future? Will the court continue to cut back the reach of REBBA? How far will the courts cut back REBBA? These and other questions remain open. Thomas Arndt is a litigation partner at the Toronto offices of Dickinson Wright LLP. Together with his partner, Mark Shapiro, Arndt successfully represented the plaintiffs in Geofre v. Ki Kit Li. Arndt can be reached at tarndt@dickinsonwright.com. REM

22 REM AUGUST 2013

Do you have a MOP and MAP? By Tim Syrianos

Good credit versus bad credit

Ontario court says licences are not ‘real estate’ By Thomas Arndt

REM AUGUST 2013 23

Is technology working for or against you? By Matthew Collis

hink about iPads, tablets, real estate CRMs, QR codes, blogging, digital document storage and other technology tools. If youâ&#x20AC;&#x2122;re not embracing them, theyâ&#x20AC;&#x2122;re not fully working for you. Hereâ&#x20AC;&#x2122;s the problem. Many real estate agents donâ&#x20AC;&#x2122;t consider themselves â&#x20AC;&#x153;tech savvyâ&#x20AC;?. They may be interested in technology, but they havenâ&#x20AC;&#x2122;t fully embraced it. As a Realtor, embracing technology is essential to future success. The first step is being open to learning and willing to expand your horizons. When you are interested and invested in technology, and have

taken the necessary steps to integrate it into your business, the rewards can be extraordinary. For instance, many of our customers at IXACT Contact have built their entire business from referrals and repeat clients. This is a result of using their real estate CRM to properly keep in touch with past clients and important referral sources on a long-term, ongoing basis. A real estate CRM is just the beginning. I know many Realtors who can easily â&#x20AC;&#x153;wowâ&#x20AC;? their prospects and clients with sleek, technology-driven listing presentations, state-of-the-art property videos, an impactful, feature-rich website and unique and innovative marketing and advertising tools. There are two enlightening studies that were conducted by the online real estate community ActiveRain. The first, Real Estate Marketing and Software: The

Price is Right, found that â&#x20AC;&#x153;agents earning more than $100,000 spend 79 per cent and 22 per cent more on their website and CRM respectively than agents earning less than $35,000.â&#x20AC;? The second study, Rich Real Estate Agent, Poor Real Estate Agent, found that those making over $100,000 invest six times as much in technology than those earning under $35,000 a year. Almost twice as many of these successful agents use a real estate CRM than the poor ones. Both of these studies underscore the strong correlation between investing in and embracing technology and business success. Dave Liniger, chairman and co-founder of Re/Max International, is a strong advocate of agents taking technology and using it to improve their business. When Liniger was named the â&#x20AC;&#x153;Peopleâ&#x20AC;&#x2122;s Choice Most

Influential Real Estate Leaderâ&#x20AC;? by Inman News last year, he used his acceptance speech to extol the virtues of agents adapting to technology and the dangers inherent if they donâ&#x20AC;&#x2122;t. He mentioned that not very long ago (three or four years ago now), most of us had never even heard of an app or iPad. Now, the word iPad is a household name and more than 600,000 iPad apps have been created. The issue may not have anything to do with technology and may be the bigger issue of change. Are you someone who readily adapts to change or do you tend to cringe and resist it? If you fall into the latter category, your job may become increasingly difficult in the years ahead (if it hasnâ&#x20AC;&#x2122;t already) as technology continues to evolve at a rapid pace and your competition uses it to their advantage. This all happens

as you trail behind, missing out on easy leads (perhaps low-hanging fruit) and great sources of new business and income. Incorporating technology into your business can feel like a daunting task. Where do you start and how do you do it? The best approach is to prioritize the technologies you think might help you the most and then implement them one at a time in a step-bystep fashion. Donâ&#x20AC;&#x2122;t try to â&#x20AC;&#x153;eat the elephantâ&#x20AC;? all in one meal. Instead, break it down into smaller steps where you can learn one or two functions that you can then apply to your business. If you invest just 30 minutes every day, youâ&#x20AC;&#x2122;ll be amazed at how quickly youâ&#x20AC;&#x2122;ll start to see real results. Matthew Collis is part of the sales and marketing team at IXACT Contact Solutions Inc., a North American real estate CRM firm. In addition to overseeing many key sales and marketing programs, he works with Realtors to help them achieve their real estate goals through effective contact management and relationship marketing. REM

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24 REM AUGUST 2013

GREEN REAL ESTATE

By Elden Freeman

e love the outdoors in summer because it’s a revitalizing break from our long Canadian winters, during which hibernating in front of our big screens is pretty much standard operating procedure. The milder weather gives way to lush green lawns, flowering plants and birds and bees and gives us the opportunity to get closer to nature, fresh air and sunshine. So why do we assault our healthy outdoor settings with chemicals and noise-polluting lawn and gardening equipment that devour copious amounts of fuel and energy? Showcasing a

An earth-easy oasis beautiful lawn with its associated gardens and perhaps a pool or hot tub is practically a rite of passage in some households. So let’s consider ways to do so in a kinder and gentler fashion. When it comes to grass, bigger is not necessarily better. Do you really need all that turf? Consider replacing sections with low or lower maintenance rock gardens, pretty flowering ground covers, ornamental grasses or perhaps a stone area with a bench or some such other decorative feature. Not only will you be going easy on the earth thanks to less cutting, watering and chemicals, you’ll also save time and money. Try grasscycling, which means leaving your grass clippings to decompose after cutting the lawn. This is a great fertilizer for your yard as the clippings provide nutrients to your lawn. Try not to let your grass get too long – otherwise you may end up with clumps of grass. If that happens just run your mower over them again. If you can’t stand the idea of

clippings breaking down in your yard, rake them up and use them in your compost bin or as mulch in your flower beds. If your lawn isn’t a great big country-sized one, why not consider a push mower? These mowers have so many benefits it’s surprising they haven’t yet made a great big comeback. Compared to gas or electric mowers, push mowers are cheap to buy, dead-easy to maintain, easier to use and manoeuvre, quiet as a mouse and best of all, earth friendly because they emit no pollutants and don’t need fuel or energy to run. Think about the calories you’ll burn and the muscles you’ll work pushing that mower around. For shrubs, hedges and trees, pruning is your best bet if you want thicker foliage, more flowers and a generally healthier plant. Hand pruners are great for flowering shrubs, while loppers and a hand saw might be required for more gnarly growth you find on older shrubs that have been neglected or on small trees. No need for heavy-

duty electrical or gas-powered cutters. If you own a swimming pool or a hot tub, there are ways to enjoy the water that put fewer burdens on the environment. Covering your pool with a solar blanket prevents the loss of heat, water and the evaporation of chlorine. Keep debris and leaves away from your pool because they place added stress on your filtration and chemical systems, causing them to work harder and use more energy and chemicals. Try natural enzymes in your pool or hot tub. They remove organic build-up and reduce chlorine demand and can enhance your water quality significantly. Pointing your jets downwards will direct heated water toward the bottom of the pool, causing the water to warm faster. While chlorine is the chemical of choice for many pool owners, heightened interest in less harsh and more natural products has paved the way for alternatives. In some systems, water is pumped through a chamber containing

titanium plates and copper and zinc ions, while other systems result in a reduced dependence on chlorine. In Europe, natural swimming pools, which look and function as self-cleaning mini eco-systems, have been around for years. These green pools or ponds, as they’re sometimes called, use aquatic greenery that acts as a biological filter. North Americans are starting to take notice but have been slow to do so, some say, due to our obsession with hyper cleanliness. By trying a few of these suggestions you’re likely to save time, money and wear and tear on the planet. If nothing else, that should prompt you to stop and smell the roses every so often. The National Association of Green Agents and Brokers (NAGAB) provides a Greenbroker and Greenagent certification program to Realtors across Canada. To get more information or to sign up for a course, visit www.nagab.org. Elden Freeman M.E.S., AGB, broker is the founder and executive director of the non-profit organization. 1-877524-9494; Email elden@nagab.org. REM

Toronto Real Estate Board 2013/2014 Board of Directors

Dianne Usher President

Paul Etherington President-Elect

Ann Hannah Past President

Don Kottick Director-at-Large

Cynthia Lai Chair, Executive Council Commercial Division

John Lusink North Brokerage Director

Larry Cerqua Gurcharan (Garry) Bhaura Stuart Braund John (Jerry) England West Brokerage West Non-Brokerage Central Non-Brokerage Director-at-Large Director Director Director

Michelle Makos East Non-Brokerage Director

Mark McLean Director-at-Large

Rosalind Menary East Brokerage Director

Shirley Porter Director-at-Large

Karen Gerrard North Non-Brokerage Director

Tim Syrianos Central Brokerage Director

REM AUGUST 2013 25

Leave moving to the professionals

By Dan St. Yves

ecently my wife and I had to remove a sectional sofa from our TV room to make way for a new and improved set. In retrospect, it seemed like such a simple task...in practice, it was anything but. The replacement was an undersized sectional sofa set that we spent weeks searching for, specifically to accommodate the dimensions of the cramped room. From the House Of Seven Dwarfs collection. We had a great salesperson at the furniture store – a patient and jovial chap, until after the third hour of our absolute inability to choose even the basic colour of the sectional. At that point he excused himself to go weep in the store’s basement stockroom. We were eventually able to make a decision, and ordered the sofa. This new sectional seemed to be perfect after it arrived – it reclined and had plenty of room for me to sprawl out. By the second week though, my wife had grown to hate it – hated the shape, hated the colour we had picked in haste, hated the fact that it had ever been born. The sectional’s days were suddenly numbered. After failing to sell the shunned sofa in online ads, we had to haul it out to the garage to make room for its replacement. We did gain invaluable lessons in furniture relocation, which I freely share with you now: 1. If your moving partner drops an end of a heavy sofa section without warning you in

advance, there is a good chance that you may hurt yourself (and your best dress corduroys, which you should have changed out of before beginning this effort in the first place). In my case, a vertical length of my looser knee flesh was sacrificed to the moving gods. 2. When trying to reinstall a spring that has fallen off the recliner mechanism, do not be surprised if it slips off of your tool and rockets straight out of the garage, removing (I kid you not) a portion of the flesh on your moving partner’s index finger. Man, can those things propel! They don’t call them “springs” for nothing. 3. If you are primarily as sedentary as a forest log in your day-today life, when you attempt to move something about the same size as a 1957 Buick with no warm-up or muscles, you may pull your back a bit. You may even, like me, hear something similar to a shotgun pop, just before your shoulders settle onto your upper buttocks. 4. Basic rule of physics: sharp corners and feet on the bottom of the sofa are much more durable than wood trim, drywall and carpeting. Any repair tips for those items would be greatly appreciated. 5. If you, like myself are one of those men who scoffs at operation or assembly manuals, do not alert your spouse (AFTER you are done moving a piece of furniture) to the fact that the sofa you have just repeatedly wounded yourself moving comes apart to an even more condensed version than you thought it did (with just a few very simple levers whose purpose you never could understand). What’s done is done, I said, laughing nervously. I’m sure we’ll appreciate the new sofa. Once we’re able to climb stairs again. Humour columnist and author Dan St. Yves was licensed with Royal LePage Kelowna for 11 years. Check out his website at www.nonsenseandstuff.com, or contact him at danst.yves@hotmail.com. REM

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26 REM AUGUST 2013

he Real Estate Institute of Canada installed the 20132014 Board of Directors at the institute’s 2013 Annual Conference and AGM, held this year in Toronto. The new president of the board is Ron Fraser, director of capital planning in the Asset Management unit with Infrastructure Ontario (IO). He has been an REIC member for more than 20 years and is past-president of the both REIC Toronto Chapter and the London Chapter. The new Board of Directors are: Lindsay Carlson, Re/Max Elite, B.C.; Winson Chan, Tridel Corporation, Ontario; Shey Ergil, Ergil Bains & Associates, Alberta; Scott Fischer, First Condo Group,

Ron Fraser

Ontario; Clayton Fitzsimmons, Fitzimmons Realty Services, Ontario; Candace Le Roux, Midwest Properties, British Columbia; Suzanne LeValley, Longley Condominiums, Alberta; Ron Penner, Globe General Agencies, Manitoba; and Tony Wagner, WPJ McCarthy & Company, British Columbia. The Toronto and Saskatchewan chapters, two of 14 REIC chapters across Canada, received high honours in REIC’s Pursuit of Excellence Awards program as recipients of the 2013 Chapter of the Year Award. The award recognizes the small and large chapter that has done an outstanding job in advancing the goals and objectives of the institute

Matthew Thornton From left: REIC national past-president Suzanne LeValley; REIS Chapter president Jackie Presnell; and 2013 Awards Task Force Chair Lindsay Carlson.

through initiatives such as chapter events, professional development seminars, community service, marketing and membership retention programs. The Saskatchewan Chapter also won the Outstanding Canadian Chapter Award from the Institute of Real Estate Management (IREM). Other 2013 REIC Pursuit of Excellence Awards went to: REIC Emeritus Award – Myrton Bello, Services immobilier à la carte and Christine Stanley, Gateway Property Management Corporation. J.A. Weber Award – Johnmark Roberts, broker of record, B&B Associates Realty. Bentall Kennedy Excellence Award – Katherine Weiss, general manager, real estate services, Bentall Kennedy. Bentall Kennedy Literary Award – Eugene Korneluk, PWGSC AFMS, Ontario Region. Murray Bosley Sales & Leasing Council Member of the Year Award – Johnmark Roberts. Real Estate Management Council Member of the Year

Award – Eugene Korneluk. REIC Community Services Award – Realtors Association of Edmonton . WPJ McCarthy Corporate Citizen of the Year – Midwest Property Management. Association of the Year Award – Manitoba Housing & Renewal Corporation. Chapter Initiative of the Year Award – Real Estate Institute of Manitoba and REIC Toronto Chapter. Don Hill Award, Small Chapter – IREM Quebec Chapter. Don Hill Award, Large Chapter – REIC Greater Vancouver Chapter. ■ ■ ■

Ontario’s provincial budget, which passed in the legislature in June, contains provisions that will bring electronic real estate agreements of purchase and sale one step closer to reality in Ontario. The budget bill includes an amendment to the Electronic Commerce Act (ECA), 2000, extending the legal protections of the ECA to include electronic real

Members of the Toronto Chapter gather for a group picture. Back row, from left: Carmella Corrado, Joanne Vacheresse, David Roberts, Don Kottick, Eugene Korneluk, REIC national president Ron Fraser, Johnmark Roberts, Scott Fischer, Cynthia Lai, Walter Lui and Winson Chan. From row, from left: Alex Pino, Toronto Chapter president Ken Finch.

estate agreements of purchase and sale. Currently, Ontario Realtors are reluctant to use electronic agreements due to their exclusion from the act, says the Ontario Real Estate Association (OREA). “This amendment means that Realtors and consumers will soon have the confidence to use technology that improves the speed, efficiency and reliability of real estate transactions,” says Phil Dorner, president of OREA. “This is great news for Realtors as well as consumers across the province.” The government has included a section that says it will come into force upon proclamation. This section is meant to allow the government time to speak with various stakeholders, including OREA, before the amendment comes into force. “We look forward to working with the government to get this important change proclaimed into law,” said Dorner. “Electronic agreements of purchase and sale are commonly used in jurisdictions across the United States and it’s about time Ontarians have access to them.”

From left: Marlene Atcheson (OMDREB Scholarship Selection Committee chair), Aziz Kanjee (president, OMDREB) Rob Burton (Mayor of Oakville), Adriane Pong, Taylor Westenberg, Leah Jensen, Zain Abideen, Tania Da Costa (Navigator Program, Halton Healthcare Services), Michele Gaboury (Membership Committee, chair) and Tinga Heusser (Navigator Program, Halton Healthcare Services).

CREA president Laura Leyser with MREA president Brian Canart.

Jean Anderson

The REIC 2013-2014 Board of Directors.

Wendy Hallihan with Randy Lynch

Peter Atkinson

REM AUGUST 2013 27 ■ ■ ■

The Association of Regina Realtors (ARR) has honoured one Grade 8 student from each of the city’s public and Catholic elementary schools with the Realtors Citizenship Award. The award recognizes young people who demonstrate an exemplary commitment to their school and community. ARR introduced the award in 2012 as a lasting legacy of its 100th anniversary and as part of its Quality of Life program. ■ ■ ■

Matthew Thornton has been named director of government relations for the Ontario Real Estate Association. Thornton succeeds Jim Flood, who will remain at OREA in an advisory capacity. Thornton joined OREA’s government relations department in July 2008. He holds a Bachelor of Arts (Honours) and a Master of Arts in Political Science from the University of Western Ontario in addition to his Certified Association Executive (CAE) designation. Thornton is also a graduate of the Ontario Legislature Internship Program. ■ ■ ■

Realtors across the country are raising funds for Alberta flood relief. In support of the relief efforts, the Canadian Realtors Care Foundation is running a nationwide campaign (www.Realtorscare.ca) with all monies donated to the Canadian Red Cross. CREA president Laura Leyser’s recent visit to Winnipeg helped

raise more than $2,000. Leyser sponsored the 10th hole at the Manitoba Real Estate Association’s President’s Charity Golf Classic, and she raised more money by selling Realtors Care keys to golfers at $10 apiece. The MREA Board of Directors matched the $1,100 Leyser raised for a total of $2,200. OREA and the Ontario Realtors Care Foundation are giving a combined donation of $40,000 to the Alberta Floods Fund. Phil Dorner, president of OREA, says: “Realtor involvement and commitment to community is no secret. With thousands of people in need in flood ravaged southern Alberta, our Realtor family is ready and willing to lend our support to the relief efforts.” The Durham Region Association of Realtors (DRAR) also donated $5,000. “When terrible events occur, you often see a community pull together, and even though this isn’t happening in our backyard, we feel compelled to help,” says Ian Smith, president of DRAR. ■ ■ ■

While in Winnipeg, Leyser, who is from Stratford, Ont., also made a presentation at MREA’s Board of Directors meeting – the first time for a CREA president in more than a decade. She shared information from CREA about 10 important issues being looked at right now, including the current CREA governance review, Futures Planning and the topic Leyser considers the most essential: communication.

“Across Canada, all of the boards and associations are part of the Realtor family, and they’re part of a relationship with CREA,” Leyser said after her presentation. “We’re trying to build those relationships and enhance them, and if it means going face-to-face and sitting and listening and trying to communicate more directly, that’s what we’re going to do. It’s about collaboration and about building community.” ■ ■ ■

A new poll conducted for the Toronto Real Estate Board (TREB) is showing strong public support for eliminating the city’s Land Transfer Tax. “Torontonians know that the land transfer tax is bad for our city, and they want City Council to follow through on commitments to phase it out,” says Ann Hannah, president of TREB. The poll, conducted by Ipsos Reid, found that: • Two-thirds of Torontonians support plans to eliminate the Toronto Land Transfer Tax; • Support for eliminating the Land Transfer Tax with a gradual phase-out approach, as suggested by Mayor Rob Ford, is strong (65 per cent); • 90 per cent of recent home buyers feel that they received little or no added value in municipal services for the Land Transfer Tax that they paid to the city; • 74 per cent of home buyers in Toronto and the Greater Toronto Area say they are more likely to purchase a home outside of Toronto specifically because of

the Toronto Land Transfer Tax; • 65 per cent of home buyers who currently live in Toronto say they are more likely to leave Toronto when they purchase their next home, specifically because of the Toronto Land Transfer Tax. ■ ■ ■

A program established to promote the safety of both Realtors and residents of apartment-style condominium buildings is growing tenfold over the summer in response to positive feedback on a pilot project in Calgary. One downtown building adopted CREB’s Lobbybox program last summer, after the system was proposed as a way of easing a problem that led to an attack on a local Realtor in November 2011. A second building came aboard a few months later, but 20 buildings will have the new feature by Labour Day. A Realtor safety task force, created after the attack, identified an innovative program active in Victoria, where a centralized lockbox is placed in a secure, centralized, safe location, usually the front entrance or lobby. CREB adopted the program in 2012. The new system ensures all keys to individual units are stored within the building, reducing the risk of unwanted access. ■ ■ ■

The Oakville, Milton and District Real Estate Board (OMDREB) awarded four $2,000 scholarships to students from Oakville, Milton and Burlingtonarea high schools.

The award recipients, Zain Abideen (Abbey Park High School), Leah Jensen (Lester B. Pearson High School), Adriane Pong (Craig Kielburger Secondary School) and Taylor Westenberg (White Oaks Secondary School), were selected based on their written or video essay on the topic of youth and teenage mental health. The board partnered with Halton Healthcare Services’ Navigator Program as part of this year’s President’s Charity. The Navigator Program, which assists children and youth who are struggling with mental health illness, is the primary recipient of funds raised by the board’s members for 2013. ■ ■ ■

At a recent general meeting of The Real Estate Board of the Fredericton Area, several members were recognized for their years of membership. President Wendy Hallihan presented them with certificates and gifts. Those honoured were Donna Gardiner Thompson and Joy Peterson for 25 years; Jean Anderson and Peter Atkinson for 30 years; and Randy Lynch for 40 years. ■ ■ ■

Correction A story in the June issue of REM incorrectly stated that the Distinguished Realtor Award was presented to Phillip Mack by the Association of Regina Realtors. In fact, it was presented by the Association of Saskatchewan Realtors. REM

28 REM AUGUST 2013

Demand for Realtors is increasing By Jonathan Whiting

ou may or may not be aware of this fact, but more people are choosing to use a real estate agent than ever before. In correlation to the increased demand for real estate agents is the so-called democratization of information – the opening of the web, a.k.a. the Google factor, and the general trend of consumers choosing how and when they purchase products. When you analyze the statistics surrounding Internet adoption and demand for real estate agents, an untold story unfolds. Let’s start with the number of home buyers working with a Realtor, as published in a recent U.S. report issued on Realtor.org. In 2001 about 69 per cent of all home buyers worked with a real estate agent. Dramatically, by 2012 that number increased to 89 per cent, according to the National Association of Realtors (NAR). That’s a whopping 20 per cent increase. That’s a good news story for Canadian real estate. After an onslaught of news about an uncertain economy over the last four years, along with a general opening up of information online, you would be forgiven for assuming that Realtors’ future in the market-

place might be at risk. The numbers are not reflecting that and the story doesn’t stop there. The increased demand for real estate agents may be related to a surprising factor. A growing demographic of home buyers is adopting the Internet and technology in their home-buying process. An analysis of the 2012 Profile of Home Buyers and Sellers released by NAR found that home buyers using the Internet were more likely to work with a real estate agent. Twenty per cent more likely, to be exact. This is counter to a common assumption that the more access a home buyer has to information online, the less they will need to work with a real estate agent. In reality, “91 per cent of home buyers who used the Internet to search for a home purchased through a real estate agent, as did 71 per cent of non-Internet users,” says the study. Data released by the Parliament of Canada reveals that since 2000, Internet usage in Canada increased by 35 per cent. Today 80 per cent of Canadian mobile phone users are on a smartphone and 93 per cent of Canadians go online for product information. These latest statistics divulge an interesting outcome. With the ability to search for homes online Canadians have spoken through their actions. They like using the Internet to search for information about property and real estate agents when purchasing. Perhaps the greatest value a real estate agent provides for the

home buyer is a sense of security that they are making the right decision and that the deal is put together correctly. With the increase in accessible information online, it is likely home buyers are realizing just how much information is available and are recognizing the need for an expert in the purchasing process According to NAR, 87 per cent of buyers surveyed viewed real estate agents as a source of valuable information. Another study by

Mustel Group Market Research found home buyers believe that the greatest value a real estate agent provides is dealing with the details and negotiating the best price. One can conclude from all this that with the rise of technology, Canadian home buyers are embracing real estate agents. That’s not to say there isn’t uncertainty. But the numbers expose strong demand for real estate agents from the most promising of

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Royal LePage offices celebrate 100th Royal LePage offices across Canada celebrated the company’s 100th anniversary on June 22. From barbecues and golf skills clinics to games and celebration events, Royal LePagers across Canada demonstrated their pride in their brand’s heritage and held a variety of community events. Here are photos from a few of the parties that were held across the country.

At Royal LePage Top Producers in Winnipeg, from left, front row: Jake Frechette, Lee Ann Dueck, Carole Frechette, Betty Dyck and Monika MacAngus. Middle row: Tony Marino, Troy Niblock, Sheena Dayman, Tod Niblock and Marlene Klump. Back row: Luke Vandenberg, Glen MacAngus, Terry Dyck and Elke Niblock.

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all consumers groups, the emerging home-buying demographic. Canada’s youngest home buyers using the Internet are also the most likely to work with a real estate agent. The future of Canada’s real estate agents is remarkably good.

Sheila Jamison and Ahmed Helmi of the downtown branch of Royal LePage Real Estate Services in Toronto sport their special 100-year glasses and Royal LePage signs. In background are sales reps Chris Tyler and Aneeta Gill.

At the party held by Royal LePage Coast Capital in Victoria, a tug-of-war brings out the competitive side between Rebecca Tycholiz, who handles conveyancing at the Oak Bay office, and sales rep Bill Ethier. Rebecca’s son Owen does his best to provide interference.

Diane Digiandomenico, left and Barbara Nieman, sales reps with the Kitchener, Ont. office of Royal LePage Grand Valley Real Estate, enjoy the day.

At Royal LePage Professionals 2000 in St. John’s, office admin Vickie Walker, left, shares a laugh with agent Isabelle Quinlan.

REM AUGUST 2013 29

METES & BOUNDS

By Marty Douglas

he dog days of summer – I wish! The wettest June on record – no disrespect to my Alberta friends and the flood tragedy – but there’s something depressing about looking out and realizing gumboots and raincoats are the dress of the day – still! So with the real estate market entering the summer hiatus, I’ve got a little time to bring up an irritant – FICOM (B.C.’s Financial Institutions Commission). Or perhaps more specifically, FINTRAC (Financial Transactions and Reports Analysis Centre of Canada). I had a procedural question recently concerning the viability of the individual ID forms created for us on Webforms. The question was simple really – if the driver’s license was valid when I took the original ID, can I use the same form for repeat business by the same customer, after the driver’s license has expired? I went searching for the answers in the CREA FAQ created in 2008. You remember, I’m sure, those heady days in 2008-9 when we were thrust, un-deputized, into the fight against crime, pitting our laptops and our wits – at least half of them – against the drug cartels existing in the minds of the Ottawa bureaucrats charged with the duty of keeping Canadians safe – and unlaundered – from terror. CREA jumped in, created some forms, a pop-quiz training program, links to an FAQ page and to FICOM, where we could access the 100-or-so-page terrorist list. We discovered two things: none of our names were on the list and the list seemed to racially profile on the basis of Tales of the Arabian Nights. So, you might ask, what’s happened since Aug. 7, 2008, which was CREA’s last entry?

What’s up with FINTRAC? Precious little Precious little. Unless you count the $6,750 administrative penalty levied by FINTRAC to Weagle Realty in Smith Falls, Ont. or the $27,000 to Hamilton’s HomeLife Effect in March of 2010. Pretty important to those brokerages who are still active according to Google, but what happened? Did they appeal the fine? Get any legal help from CREA’s much-vaunted legal defense fund? By the way, their ‘crimes’ were failure to appoint a person responsible for compliance, failure to set up a training regime and failure to have written policies. Who among you shall cast the first stone? The FINTRAC website lists Weagle and Effect as the only two penalties assessed on real estate brokerages – apparently a lot more opportunity in money exchangers and credit unions. The interesting part was I couldn’t access any of this from the CREA website – I had to go to Google. In fact, the only document on the CREA website is their booklet, revised Aug. 7, 2008. Somewhere in CREA’s headquarters is a dusty file on FINTRAC, sitting in the tray with an even older request from me asking if it would be possible for managing brokers to access the listing stats of their salespeople. Oh well. Other than that my summer so far is one of travel and observation. I was trapped on Highway 1 on a driving trip to Penticton, B.C. There are no stoplights from Horseshoe Bay until Merritt – it must be close to 400 km – so I didn’t find (need) a rest stop until Peachland. I witnessed the unnerving sight of a very small dog being strapped into a kangaroo pouch worn by the passenger on a three-wheeled Yamaha motorcycle, ridden by touring seniors who couldn’t leave Fluffy/ Foo-Foo behind. Once strapped in, a two-person operation followed, one to hold

the rat, er, beloved pet and the other to secure the dog’s pink goggles! No trip to the Okanagan is complete without a vineyard tour. How many vineyards does it take until you are very thankful you are on a bus? Three. We asked our bus driver why there aren’t more children of vineyard owners taking over the business. His reply: “They’re not interested because you can’t text and prune at the same time.” On B.C. Ferries, a necessary evil if you are driving off Vancouver Island, I ran into a friend from my musical theatre summers. Recently I changed jobs (not really, I changed brands, but stressful enough). My friend John went from fulltime theatre and voice actor to driving small ferries crossing False Creek to quartermaster for B.C. Ferries through Active Pass. Not happy with the prospect of advancement because of his late entry into the career, he’s now operating heavy equipment and heading for the oil patch – a 50something Euclid driver with a background in professional musical theatre, movies, animation voice-over and commercials. Now there’s a career change. For those of you failing in real estate, please consider. Soon. By the way, the answer to my question on the ID forms didn’t come from CREA but I did get our provincial association president (three cheers for Jennifer Lynch – I’m a big fan!) involved and she got an answer from FICOM or FINTRAC or one of those alphabet organizations – and, wait for it – yes you can! Common sense from government. Now I’m really worried. Contact Marty Douglas by email at mgdouglas247@gmail.com. Follow or connect with Marty on Twitter, LinkedIn and Facebook. He is a managing broker for Re/Max Ocean Pacific Realty in Comox and REM Courtenay, B.C.

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Good Works H

omeLife’s 12th Annual Charity Golf Classic, held recently in Surrey, B.C., raised $45,000 for Canuck Place Children’s Hospice. The hospice provides specialized pediatric palliative care for children living with life-threatening illnesses and support for their families throughout British Columbia. It is an inter-disciplinary team consisting of a diverse group of healthcare professionals, support staff and volunteers providing 24-hour, seven-days-a-week care and support. The golf tournament’s fundraising was combined with the Ride 4 Hope, a one-day, 200km bike ride from Hope to Morgan Crossing. ■ ■ ■

The Ladner Pioneer May Days Fair, which was established in 1896, is one of British Columbia’s largest free family fairs. Sutton Group - Seafair Realty was a sponsor this year, donating equipment and joining the Wild West parade. In a truck festooned with balloons, Realtors and staff handed out candy and Sutton Seafair tattoos to children along the 2.5-km parade route that meandered through the heart of historic Ladner Village. “We really wanted to be a part of the Ladner May Days as we are strong believers in family and community,” says Marie Piperni, administrator at Sutton Group – Seafair Realty. “The May Days coordinators estimate that approximately 10,000 people came out to watch the parade.”

Valerie Miles, left, with her broker of record Vicki Parlette.

The team from Century 21 Heritage in Bradford, Ont.

The riders from Century 21 Heritage in Newmarket, Ont.

Committee members of the 20th Annual Royal LePage GTA Charity Golf Tournament presenting a cheque for $20,000, from left: Gus Monteleone, Holly Yake, Joanne Verissimo and Al Orlando. Missing from the photo are Walter Mudyk, Helen Knowlton, Joyce Mintzer and Kathy McLeod.

A team from Re/Max Group Four Realty in Fredericton, N.B. recently took part in the Re/Max Relay for Life, staying up all night to raise over $8,500 for cancer research.

On barbecue duty at the Royal LePage Premier Real Estate Charity Golf Classic in St. Albert, Alta., from left: Brian Macleod, Paul Perron, Don Cholak and broker/owner Shirley Williams.

Presenting the HomeLife Golf Classic cheque, from left: Rick Dubord (president, HomeLife Realty Services), Mark Greenhalgh, Greg Fraser, Michael Dreyer, Ralph Janzen, Laurie Shopland (Canuck Place), Dan Bennett, Heather Schoutens, Natalie Gauvreau (front), Bettina Reid and Kendra Andreassen. Enjoying the Ladner Pioneer May Days, from left: Kendall Ayres, Elly Williams, Libby Williams, Vipin Bajpai, Julie Richard, Kelly Tsaoussis and Vicky Hamilton.

Ben Lim with Derek, a 10month-old Husky.

The Comedy Mystery Night organizing committee from Royal LePage Grand Valley Realty – front row, from left: Sabine Nassar, Laura Silcox, managing broker Goran Askraba, Izabela Dzsurdzsa and Nelly Kilianski. Back row, from left: Alasdair Douglas, Andrew Fielding, Harjit Bansal, Dorinda Orser, Kathleen Anne Clyson, Jelena Nidogon, Kelly Affeldt and broker Keith Church. Missing are Denyse Perkins, Nick Perrella and Nermina Radojcic. Alysse Leite-Rogers

REM AUGUST 2013 31 ■ ■ ■

In honour of Royal LePage’s 100th Anniversary, a group of 12 golf enthusiasts, including company president and CEO Phil Soper, each played 100 holes at Pheasant Run Golf Club in Sharon, Ont. The fundraiser was in support of the Royal LePage Shelter Foundation. Braving a torrential and record-breaking downpour, they played the 27-hole course several times over 10 hours in support of women and children seeking an escape from domestic violence. Cheering on the challenge teams were 36 golfers playing in the Shelter Foundation’s concurrent 18-hole President’s Invitational charity golf tournament. The two events raised $50,000. ■ ■ ■

Valerie Miles, a sales rep with Re/Max Country Classics in Bancroft, Ont., recently shaved her head to raise funds for breast cancer research under the Yard Sale For the Cure Banner. Miles held a pie auction, a poker tournament and a bowling tournament in addition to shaving her head, raising $5,443. The big shave was held at the Bancroft Bowling Lanes and attended by more than 40 participants. ■ ■ ■

Sales reps and staff of Century

21 Heritage Group in Newmarket and Bradford, Ont. recently participated in the first of four Big Bike rides for The Heart and Stroke Foundation as part of their Heritage Has Heart campaign 2013. In Newmarket, captains Sue Philips, a sales rep and staff member Jill Earl-Preston of the staff recruited members. The riders pedalled a 29-seat bike down Newmarket streets, including Yonge Street. The group raised $2,550. Top fundraisers were sales reps Ruth-Anne Douris, Deborah Ingram and Diana Arter. At the Bradford office, the captains were sales rep JoAnne McGee and PR manager Lisa Fedele. The group raised $3,215, making them the top fundraisers of day and setting a new office record for money raised. ■ ■ ■

Dan and Anne-Marie Grantham of Sutton Group Preferred Realty in London, Ont. volunteer their time to provide hope and opportunities for people locally and as far away as South America. Dan travelled to Bolivia in November to see homes under construction with the aid of Habitat for Humanity International and $90,000 contributed by the Forest City Community Church. To raise money for projects like this, the The Tahiti Flashers raise money for those suffering from breast cancer.

Holding the celebratory cake is Barney Gordon, manager of Royal LePage State’s Ancaster office, and broker of record Joe Ferrante.

church hosts the annual Forest City Charity Golf Classic. Dan served as the golf committee chairperson for the past five years. He volunteered more than 100 hours so far to help build homes for struggling Bolivians and raise awareness of the work done by Habitat for Humanity internationally and across Canada. Youth Opportunities Unlimited is another project he supports. This organization assists youth with housing, education and employment and recently it acquired a vacant building in downtown London. “We are transforming it into a facility with 28 affordable housing units, an alternative high school for about 30 young people, a café and a training facility where young people learn culinary skills for future employment in the hospitality industry,” says Dan. “I believe that by offering a hand-up, not a hand-out, we empower them to be successful.” ■ ■ ■

Since 1993, the Royal LePage GTA Charity Golf Tournament has brought together brokers, agents, suppliers and clients of Royal LePage Real Estate Services for a day of golf and fundraising. This year’s event saw more than 140 golfers hit the links in friendly competition for the newly introduced Travelling Trophy. Joyce Mintzer’s team from the Kingsway office won the prize, earning both bragging rights and possession of the trophy until next year’s tournament. Proceeds totalling $20,000 will be donated to the Royal LePage Shelter Foundation. ■ ■ ■

Mississauga Realtors Lorne and Aneta Andrews of Sutton Group Elite Realty have volunteered hundreds of hours annually to support the PACT Urban Peace Program. Borne out of an initiative to prevent family violence, the program is an award-winning Canadian charity that offers life skills community service projects for at-risk youth, including those in conflict with the law. Powerhouse of Terror was an annual charity haunt that was held in Mimico. Through the PACT Haunted Theatre program, teens helped create sets and costumes and even operated the attraction. Although the program has seen its last haunt, it delivered such suc-

cessful results that the PACT Urban Peace Program’s costume design program will continue this spring as the organization sources opportunities to connect with other haunts. ■ ■ ■

Pickering/Ajax Realtor Norman Jones of The Prudential Achievers Realty also has a soft spot for young people. He is part of a group of east-end Realtors who have met every Wednesday for the past 25 years to share breakfast and showcase their listings. Through the group, Jones has chaired a committee to support the Sunshine Kids Foundation, which funds trips for children who are battling cancer, offering them the opportunity to connect with other young people facing similar challenges. One trip, in 2011, took a group of five teens to Las Vegas. All had either already undergone or were currently undergoing extensive chemotherapy. While in Las Vegas their activities included visiting the Hoover Dam and taking in shows featuring Cirque de Soleil and the Blue Man group. Jones estimates his committee has raised thousands of dollars in the past eight years. This year, he has set a goal of raising $30,000 primarily through an annual dance and silent auction. ■ ■ ■

Newmarket/Aurora area Realtor Eric McCartney of Century 21 Heritage Group works to brighten the lives of those less fortunate. In recent years he has contributed to a door-to-door fundraising campaign in support of the York Region North Heart and Stroke Foundation and served as a team captain for Big Bike (see above). He developed a website to raise awareness of his team’s efforts for the Heart and Stroke Foundation, which supports approximately 900 leading researchers and teams in hospitals and universities. ■ ■ ■

Alysse Leite-Rogers, a sales rep with Sutton Group – West Coast Realty, is raising funds and awareness for the Fistula Foundation in connection with an upcoming Mount Kilimanjaro climb. “I first heard about the Fistula Foundation while enjoy-

ing my secret indulgence of Oprah,” she says. “On this particular day in 2003, her guest was a frail-looking woman by the name of Dr. Hamlin. She spoke about her lifelong work of corrective surgeries for fistula in Africa.” The patients were girls and women who endured countless hours of labour only to lose their babies and develop tears in internal organs. Without medical care, those wounds do not heal properly. “As a woman and a mother, I feel so much gratitude and privilege. With that comes responsibility.... I hope to raise enough money to pay for 10 women to have this surgery that will change their lives. Each surgery costs $450. It’s not a lot to give them back their dignity.” To learn more and donate, visit www.shesellsvancouver.com. ■ ■ ■

More than 100 Royal LePage golfers and clients gathered in St. Albert, Alta. to participate in the first annual Royal LePage Premier Real Estate Charity Golf Classic. Golfers were treated to entertaining activities on the course, which added to the spirit of fun and fundraising. The event raised $15,900 in support of the Royal LePage Shelter Foundation and the local charity, Stop Abuse in Families of St. Albert. ■ ■ ■

Ben Lim, a sales rep at Sutton Group - Seafair Realty in Delta, B.C. volunteers in his spare time as a dog walker at the Richmond Animal Community Shelter and plans to participate in the SPCA’s Paws for a Cause walk in September. He has pledged to raise at least $500 in an unorthodox way: he will video himself eating a dog treat each time donations to his campaign reach a milestone such as $100 or $200 and then post the videos on YouTube. “Rather than doing the normal pledge, I was thinking of doing something a bit different to get attention and encourage people to open their wallets,” says Lim. ■ ■ ■

Royal LePage Grand Valley Realty in Kitchener, Ont. hosted its first annual Comedy Mystery Continued on page 32

32 REM AUGUST 2013

Real Estate Technology App keeps track of open house visitors Australian sales rep Philip Middlemiss has invented an app that he says saves the countless hours he used to spend getting his database in order following open home inspections. Middlemiss, an agent for 12 years, launched Open Home Recorder for iPad on the Apple iTunes Store. “It’s my contribution to the industry as a whole, I guess,” Middlemiss says. “I always knew there was a better way to operate and I am very proud to be giving something back.” Open Home Recorder is used to take essential details of people inspecting properties. The properties are pre-loaded so there is no downtime as prospects start coming through the door. “At any given time, the app can then send group email messages to people who have looked at a certain property,” Middlemiss says. He says that “one of the other really cool things about the app” is that it can also be used to record possible interest in other services such as finance and conveyancing. “Referrals make the business world go around and, at the tick of a check box, Open Home

Good Works Continued from page 31

Night recently in support of the Royal LePage Shelter Foundation. Guests were treated to a prime rib dinner at Golf’s Steak House and were entertained with an interactive mystery show performed by a local acting troupe. The event raised more than $8,000, with 100 per cent directed to local shelters, Mary’s Place and Anselma House. ■ ■ ■

It is estimated that more than 22,000 women in Canada are diagnosed with breast cancer each year. Even in Ontario, where the provincial government covers

Recorder can also be used to build a referral database,” he says. The app exports all collected data as a .csv file, which can then be imported into a customer relationship management system. Open Home Recorder can be purchased for $4.99 (US) from the iTunes App Store. For information: www.openhomerecorder.com.

Interactive table for sales offices Great Gulf has introduced an

interactive table that allows condo buyers to “engage with all the aspects of their potential home right from within the sales office without the assistance of a sales associate,” the company says. Community, a boutique advertising agency, launched the new sales tool, which allows users to see a snapshot of nearby neighbourhood attractions, unit images and sky line views from balconies. Premiering at Great Gulf’s Yonge + Rich sales office in Toronto, the table features unitto-unit comparisons, a neighbourhood map and attractions, the developer story, the neighbourhood story and floor plans. Each portion of the table is touch screen and completely interactive. The comparison tool for suite floor plans allows purchasers to compare two specific units at one time to confirm which of the units best fits their needs. REM

Great Gulf is using an interactive table in the sales office to promote the Yonge + Rich development in Toronto.

many medical costs, the average out-of-pocket expense for women in treatment for breast cancer is $213 per month. Shannon Doell, a sales rep with Sutton Group First Choice Realty in Stratford, Ont. gathered more than a dozen friends and family members, created costumes (included flashing bras) and participated in a unique Braz for the Cause fundraiser. “This is a popular event that sells out fast. I started signing people up in January then we picked a theme – this year we were the Tahiti Flashers,” says Doell. “Everyone wears bras outside their clothes and ours had little LED lights that flashed and we wore hula-type skirts. Aside from the entry fee and creating

our costumes, we also pooled our money and bought a donation prize for the table for the raffle. The evening included dinner, entertainment, a live auction and a raffle.” ■ ■ ■

The third annual Royal LePage State BBQ for Shelter raised $4,500 for local women’s shelters in the Hamilton area. The popular lunchtime event welcomed more than 175 community members. “We were absolutely thrilled with the turn out and the incredible support from the community,” says broker Joe Ferrante. “The generosity of our clients, partners, sponsors, volunteers and the public was truly REM heart warming.”

Trade Shows and Conferences For complete listings, visit www.remonline.com To add a listing to this calendar, email jim@remonline.com Century 21 Canada Leadership Conference Wednesday, Sept. 11 Delta Grand Okanagan Resort & Conference Centre, Kelowna, B.C. corporate@century21.ca

Dominion Lending Centres National Sales Conference Sept. 22 - 25 The Sheraton of New Orleans New Orleans, La. www.dominionlendingevents.ca

Century 21 Annual Canadian Conference 2013 Sept. 11- 13 Delta Grand Okanagan Resort & Conference Centre, Kelowna, B.C. conference.coordinator@ century21.ca

WinnipegRealtors Technology Conference and Trade Show Thursday, Oct. 3 Victoria Inn Winnipeg Lucy Hajkowski – 204-786-8854 or lhajkowski@winnipegrealtors.ca or visit www.wrexpo.ca

Century 21 Canadian Conference Supplier Expo Sept. 11 - 12 Delta Grand Okanagan Resort & Conference Centre Kelowna, B.C. supplier.expo@century21.ca Oakville, Milton and District Real Estate Board Halton Symposium and Tradeshow Thursday, Sept. 19 Oakville Conference Centre, Oakville Cyndi Amodeo 905-844-6491, Ext. 106

National Association of Realtors Realtors Conference & Expo Nov. 8 – 11 Moscone Center San Francisco www.realtor.org/ convention.nsf/ Realtors Association of Grey Bruce Owen Sound Trade Show Tuesday, Nov. 26 Harry Lumley Bayshore Community Centre Owen Sound, Ont. Marilyn Newbigging – Marilynn@ragbos.com

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

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34 REM AUGUST 2013

THE PUBLISHERâ&#x20AC;&#x2122;S PAGE

By Heino Molls here is no need for me of all people, in this forum of all places to inform anyone about the meaningful life of Nelson Mandela. His life has touched all of us, even those who donâ&#x20AC;&#x2122;t even know it or think about it. Nelson Mandela stood for and sacrificed most of his life for freedom for everyone. Sometimes freedom is given freely and automatically at birth, like it is here. Other times it is

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events that shaped our lives. Two of those people were Nelson Mandela and John Diefenbaker. During the â&#x20AC;&#x2122;60s, one was declared a great statesman. The other was thrown in jail for 27 years. In 1961 South Africa applied for entry to the Commonwealth as a republic. Its membership was endorsed by a number of member nations such as the United Kingdom and New Zealand. The decision came down to Canada and Prime Minister John Diefenbaker. â&#x20AC;&#x153;Dief the Chiefâ&#x20AC;? stood up and said that Canada would not welcome the membership of the republic of South Africa unless equality and freedom was extended to all people. South Africa declined to agree and with that, Canada effectively tossed

them out of the Commonwealth. Many have said that it was Diefenbakerâ&#x20AC;&#x2122;s finest hour. In 1962 Nelson Mandela was part of a group protesting for civil rights and equality for all. He was arrested and charged with conspiracy to overthrow the government. When he was finally released in 1990, Mandela did not live an embittered life, but continued to strive for the abolishment of apartheid and he accomplished this lifelong goal peacefully. He was elected president of South Africa in 1994. Today South Africa is a free society. Today home ownership is available to all in all parts of the country. The dream of home ownership is free to everyone in the country, just like it was in Canada in 1961 and remains so today.

John Diefenbaker passed away in 1979. A statue of him on Parliament Hill in Ottawa depicts him with the Bill of Rights under his arm. On June 7, 2001, Nelson Mandela became an honourary Canadian citizen in recognition of his â&#x20AC;&#x153;great moral leadership to South Africa and to all humanity.â&#x20AC;? They should inspire all of us to do everything we can to promote freedom and peace throughout the world. How can we let this go on in North Korea, Syria, Somalia and so many other places in the world without protest (peaceful demonstration and protest)? Heino Molls is publisher of REM. Email heino@remonline.com.

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