August 2014

Issue #302

Auditor General slams relocation bidding Page 3

How hiring a coach can help you

Canada Post Publications Mail Agreement No. 42218523 - Return undeliverable Canadian addresses to 2255B Queen St. E., #1178, Toronto ON M4E 1G3

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Miami’s amazing real estate comeback Page 40

August 2014

A family business

Tanya, Patrick and Cathy Rocca continue the real estate tradition Page 10

RE/MAX AGENTS PUT THE MONEY WHERE THE MIRACLES ARE. Thanks for giving Emma every chance to live better.

EMMA, 10 YEARS OLD

RE/MAX wishes to thank their clients for helping raise funds through the Miracle Home速 program. RE/MAX agents who are part of the program voluntarily make a donation for every home sold. Since 1992, RE/MAX agents have donated over $50 million to Children's Miracle Network member hospitals in Canada.

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REM AUGUST 2014 3

Auditor General slams relocation bidding Says bidding process needs to be managed with greater oversight and accountability

By Susan Doran

T

he relocation of Canadian armed forces, RCMP and government personnel to new postings is a highly lucrative business for the real estate companies awarded the contracts. It is a process that has long been riddled with problems and that needs to be managed with greater oversight and accountability by the government, says a recent report from the Auditor General.

Last year, the Ontario Superior Court found the federal government guilty of unfairly favouring the incumbent service provider – Royal LePage Relocation Services (now Brookfield Global Relocation Services) – in bids for government relocation contracts.

Losing bidder Envoy Relocation Services took the case to court, arguing that the government had geared the competition to ensure that Royal LePage won.

In the court’s decision, Justice Peter Annis denounces the government’s “biased selection formula” and criticizes the Crown for “coming to court concealing documents, not to mention being untruthful on critical elements” of the case.

“Information should be clear and intelligible to all bidders and in this case it was not,” he wrote.

Annis was “shocked” by the gravity of the misconduct and the degree of deception, particularly as the perpetrators were public servants whose job it is to defend public interest.

The Crown “acted in bad faith,” he says, characterizing this as “contemptuous” and “highhanded, arbitrary and highly reprehensible” behaviour.

His decision levelled accusations against the Crown of “blatant denial” and points to government bid rigging that lead to an outcome that “shouts unfairness” for Envoy.

As a result, Envoy was awarded damages of $40 million.

Along with being a significant blow to taxpayers, this case sullied the integrity of the government procurement process, Annis says.

The judge’s hard-hitting decision in the case was precedent setting and is expected to reshape

Canada’s relocation industry.

“It examined important issues such as the government’s duty of fair and equal treatment of bidders, and significant issues dealing with the integrity, openness and transparency of the procurement process and the expenditure of taxpayers’ money,” says Gowlings, the law firm that represented Envoy Relocation Services. “The case will have a major impact on how the government conducts future contracting processes.”

But it appears that the government’s contentious Integrated Relocation Program (IRP) may still not be up to par.

A report released in May by Auditor General Michael Ferguson says that although some steps have been taken, these are “not sufficient” and there are still irregularities in the process. The combined effects of actions and decisions did not “facilitate access

and encourage competition,” Ferguson says.

Among the issues he cites in the recent report: “Key milestones were not met.”

“The evaluation team did not follow established processes.”

“There was no procurement plan to guide the process.”

There was a “lack of a risk management framework.”

The process “suffered from reactive decision making.”

Some of “the verification process” regarding business volumes was not completed.

The latter could be considered particularly notable, as according to Ferguson, “the subject of inaccurate (reporting of) business volumes in the previous IRP procurements was a significant factor in the Superior Court of Ontario judgement against the Crown” in the Envoy case, and the goal of the

Auditor General’s recent report/audit was to determine if the government offices involved in the IRP program have learned from past mistakes. Regarding those 2002 and 2004 contract tender processes, court documents indicate that the numbers in the tender documents – which were prepared by the government – had led to dramatic overbidding by relocation firms other than Royal LePage, which being the incumbent, knew the actual numbers.

For the current contract, Brookfield was the only bidder and was again awarded the $300+ million-a-year relocation contract.

However, the Auditor General adds that the procurement being analysed in his recent report “began several years ago, before recent initiatives to improve procurement were implemented.”

Among the recent initiatives being put into play going forward

are those mentioned by the Ministry of Public Works in its response to the Auditor General’s report. Public Works says it plans to look at options and to follow a new procurement process, which among other improvements will involve hiring impartial third parties for advice and ensuring that all bidders have sufficient time to prepare.

The procurement process for the next relocation contract is due to begin in December. Previously, one government office suggested that the massive contract be divided into chunks so that other, smaller relocation firms have a chance to bid on it, but there is no word on whether that is being considered.

Brookfield is one of the largest firms of its kind in the world and in terms of the IRP contracts it has the advantage of already having a system and suitable infrastructure REM up and running.

Alberta now has mandatory service contracts

By Yvonne Dick

uring a real estate transaction, consumer expectations of their real estate agents can mount as time passes and ideas become unspoken goals.

Sometimes one side or the other ends up feeling like they didn’t quite get what they were supposed to from the transaction. That’s where the new written Service Agreement Contract, made mandatory July 1 by the Real Estate Council of Alberta (RECA), may come in handy.

“The big thing to keep in mind is that it’s really a question of expectations versus reality,” says Kevin Clark, chair of RECA. “The service contract is putting into writing a relationship which is already there, albeit one that might be unspoken, or as part of a verbal dialogue.”

As a 38+ year member of the industry, Clark has seen a lot of changes since he started out. He views the Service Contract Agreement as one of the biggest

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advances in real estate. Alberta is not the first province to have such an agreement between sales reps and consumers, but it is not practised nor regulated on a Canadawide basis. British Columbia, Manitoba, Quebec and Ontario all have similar agreements but they are not all mandatory.

The new document is set to clarify some of the finer points of real estate transactions. For example, the service contract agreement defines the relationship between the parties, explains services provided by the broker, explains the obligations and responsibilities of both parties, provides consent for the collection and use of information about the client and also contain details about remuneration.

The main difference from preJuly 1 Alberta real estate transactions is that now buyers will be asked to sign a Buyer Representation Agreement, a practice not often done to date.

Those selling their property will be asked to sign a similar service agreement – although this has been standard practice for sellers of residential property. Realtors will now be obligated to disclose if they are representing both the seller and a potential buyer.

Clark believes the new agreement will enhance consumer protection because it will spell out clearly what a sales rep can and will do for his or her clients. He says it can be a measuring device of sorts for the sales rep to think about their capabilities and resources and ways they can help their client that may not have occurred to them pre-contract.

Another benefit to the new agreement is that it will hopefully take some of the mystery and worry out of real estate transactions for buyers, especially firsttimers. It represents a promise and outlines what to expect from your sales rep and how the whole process will go.

“It helps show how the process will work,” says Clark. “It lets buyers (and sellers) know what services the Realtor will provide and it gives the Realtor the stability of knowing that they have an exclusive contract with their client.”

Clark says: “I haven’t directly heard any opposition to the new contract” from within the industry, “though there may be some who feel it is just one more document to deal with, one more effort.”

That bit of extra work will, in the end, enhance the professionalism of the Realtor-client relationship, he says.

“We’re always working to enhance the experience between Albertans and licensees,” says Clark. “The benefit is to bring the communication of expectations closer and closer toward reality rather than unwritten or unspoken expectations. It’s a communication of clarity more than anything.

REM

4 REM AUGUST 2014

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

J

im Burton, owner of Re/Max United, Re/Max Plus Realty and Re/Max Realty Specialists (with a total of 83 agents) in Newfoundland, is purchasing the Re/Max East Coast Realty office in St. John’s. He has formed a new brokerage called Re/Max Infinity Realty.

Burton has been selling real estate in St. John’s for 27 years and currently facilitates real estate education and motivational courses for Realtors in the St. John’s area.

Former Re/Max East Coast Realty broker/owner Ted Rowe will continue as a sales associate with Re/Max Infinity Realty. He has been with Re/Max in St. John’s since the beginning of 1983 and has been a director of the St. John’s Real Estate Board for seven years.

He has also been a member of the Re/Max International Leadership Conference.

■ ■ ■

owner Steve Slegg announced the company’s new affiliation in a company-wide meeting at the Douglas Street head office of Coldwell Banker Slegg Realty in Victoria. Attending from Coldwell Banker Canada national leadership were Andy Puthon, president and Scott Mills, director of affiliate services.

The combined operation of Coldwell Banker Slegg Realty now has more than 60 sales reps, serving B.C. from locations in Victoria, Nanaimo, Parksville, Courtenay, Langford and James Bay. ■ ■ ■

Warren Vandenameele, broker/owner of Capital Commodities Realty, has acquired the Royal LePage brokerage in Yorkton, Sask. and is switching all his operations to the Royal LePage brand.

The expanded brokerage will continue to operate as Royal LePage Premier Realty.

Vandenameele began his professional career as a grain broker in the early 1990s and entered real estate in 2003. He opened Capital Reality in 2010 in Langenburg.

With the communities of Yorkton and Langenburg just 40 minutes apart, Vandenameele says he views the acquisition and expansion as an excellent opportunity to broker both offices and grow the business.

■ ■ ■

Kevin Najafi has converted his Century 21 Your Number One Realty office, with more than 100 sales reps in Toronto, to Re/Max Right Choice.

Najafi has been involved in a number of new business ventures in the area since establishing his roots in Toronto over 25 years ago.

He has worked in the real estate industry for the past 10 years.

“Our mission is to create satisfying real estate transactions through the efforts of the most

Address Realty, an independent brokerage in Victoria, has joined Coldwell Banker Slegg Realty. Address Realty has 16 real estate professionals.

Owner Rob Angus and Coldwell Banker Slegg Realty

dedicated real estate professionals encouraged by innovative programs, extensive training and a strong management team,” says Najafi. “As a premium company, we aim to surpass our competitors not just marginally, but exponentially by adapting to the needs of our clients.”

■ ■ ■

The Al Chiasson Home Selling Team has joined Keller Williams Select Realty in Bedford, N.S. Chiasson and his team were in the top three per cent of Royal LePage sales reps in Canada for the last nine consecutive years and were the longest-running No. 1 team with Royal LePage in Nova Scotia.

The Halifax Market Centre opened in July 2010 and has grown to 105 associates.

■ ■ ■

Don Kottick has been appointed executive vice-president, corporate development at Peerage Realty Partners.

Kottick was most recently president of Right At Home Realty and held vice-president positions at Royal LePage and the Toronto Real Estate Board. Peerage Realty is a partner of Chestnut Park Real Estate, serving the luxury-home market and the Christie’s affiliate for Toronto, and Baker Real Estate, which deals with new home development and condominium sales and marketing.

■ ■ ■

The Real Estate Council of Alberta has lifted the licence suspension of Real Canadian Property Management Rentals in Medicine Hat. “The broker was an associate who had been given an exemption

by RECA to operate as the broker on a temporary basis, as long as they completed their broker course and exams by June 1,” says Kap Hiroti, vice-president of operations, Real Canadian Property Management. “Unfortunately, the broker hadn’t finished all of the exams by that point, so they suspended their license (and hence the brokerage license). The broker completed the final coursework and exam on the 25th of June, which was when RECA lifted the suspension.

“The lesson here for most brokerages with only one broker is to try to train your people so that you can have an associate broker as a backup just in case something happens to your broker. This is something we are looking at insisting our offices do to protect their ability to continue operations in the face of losing a broker,” says Hiroti.

■ ■ ■

Vancouver Island’s Coast Realty Group has appointed Barbara Lafreniere to the position of general manager. Lafreniere, a life-long resident of Western Canada, has strong executive experience in the real estate and property management business, the company says. Most recently the general manager at Arcturus Realty Corp., she also served as general manager, real estate management services for Colliers International.

Coast Realty, in its 30th anniversary year, has 15 Vancouver Island locations.

■ ■ ■

Jim Burton

Ted Rowe

From left: Andy Puthon, president, Coldwell Banker Canada; Steve Slegg, Coldwell Banker Slegg Realty; and Rob Angus, Address Realty.

Warren Vandenameele

Kevin Najafi

Royal LePage Prince Rupert in Prince Rupert, B.C. was Al Chiasson

Don Kottick

Continued on page 6

Barbara Lafreniere

confidence INSTANT CELEBRITY Align yourself with the most recognized and respected brand in real estate, as voted by consumers.*

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*Source: 2012 Ad Tracking Study. The study was conducted in two waves by Millward Brown, a leading global market research organization during the following time periods: Wave 1 between February 5th – February 19th 2012, Wave 2 between August 12th- August 26th 2012. The survey results are based on 1,204 online interviews with a national random sample of adults (ages 18+) who are equal decision makers and who have bought or sold a home within the past two years or plan to purchase or sell a home within the next two years. Brand awareness, Consideration and Likelihood to Recommend questions based on a sample of 1,204 respondents at a 90% confidence level, with a margin of error of +/-2.4%. Recognition and Respected questions are based on those who had awareness of the brand. Results are significant at a 90% Confidence level, with a margin of error of +/- 2.4%.

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6 REM AUGUST 2014

added Bowes & Cocks in Peterborough, Ont. to its network.

Earlier this year the network added Bosley Real Estate in Toronto and Tradewinds Realty in Chester, N.S. The company says its growth in Canada is a key initiative of the Chicago-based network, which has roots dating back to 1963 and now has coverage in nearly 50 countries worldwide.

“Our growing roster of highly respected affiliates across Canada, combined with our legacy of lead-

Continued from page 4

recently acquired by Keith Lambourne.

Lambourne was born in London, England and arrived in Prince Rupert in 2003. His previous work experiences are in the financial services and logistics industries where he held roles as a key account manager, sales training manager and call centre training manager. In 2007 he earned his real estate license and in 2011, he completed his broker’s license.

Lambourne is also a director of the Prince Rupert Chamber of Commerce.

Re/Max Blue Chip Realty in Yorkton, Sask. recently took part in the Yorkton Exhibition parade, winning second place in one of the biggest parades in many years.

■ ■ ■

Karen Paul & Associates has joined Keller Williams Edge Realty in Burlington, Ont. Formerly with Royal LePage, Paul was awarded the Lifetime Award of Excellence. For 26 years in a row she was in the top one per cent of sales for Royal LePage in Canada.

■ ■ ■

Leading Real Estate Companies of the World recently

Karen Paul & Associates, from left: Andrew Henry, Pam Wilson, Erin Kofoed, Karen Paul and Justin Loncaric.

Century 21 Trident Realty in Dartmouth, N.S. has moved into a newly renovated office.

Use your untapped potential

By Jerry Bresser verybody has vast untapped potential. (Thank you, God!) You have heard this: A man walking down the street in New York City asks someone how to get to Carnegie Hall and gets the answer, “Practice, baby, practice!”

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Salespeople get paid based on the quality of their words. Say the right things, in the right way, at the right time and you will get the results you desire. Say the right things and you can have more appointments with qualified, motivated listing prospects with minimum effort. Say the right things and you can turn more appointments into well-priced, well-commissioned and wellstaged listings.

Learn the right answers for all possible objections and you will successfully overcome almost every stall or objection you encounter.

The key is to practice your key

questions, points to make, presentations, closes and answers to stalls and objections every day. Practice what to say every day for 30 minutes. You will amaze yourself in 30 days. Keep it up for a year and you will amaze your family and friends.

Keep practicing for two years and you will stun your worst critics.

“Winning (gold medals) is not about miracles on ice … it’s about practice.” – Michelle Kwan.

“Practice does not make perfect.

Perfect practice makes perfect.” – Vince Lombardy.

“My job is to push athletes beyond the point they think they will die. Only then are they getting

close to their true potential.” – Franz Stampfl, Roger Banister’s running coach.

“There are no limits to what you can achieve except the limits you place on yourself.” – Jerry Bresser ■ ■ ■

Stay Motivated: Nothing will keep you as motivated as an important goal with a deadline.

Paul J. Meyer, president of Success Motivation Institute, once gave me these important keys to achievement: Crystallize your thinking with specific big or important goals.

Develop a burning desire for

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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 2014 REM. All rights reserved. Reproduction in whole or in part without written permission from the publisher is prohibited. The opinions expressed in REM are not necessarily those of the publisher.

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ership in the U.S., are resonating with brokers across Canada who want to build their own local/ regional brand, while still having the resources and global connections of a major worldwide network,” says LeadingRE president and CEO Pam O’Connor.

■ ■ ■

Century 21 Trident Realty in Dartmouth, N.S. has moved from Cole Harbour Road to a large, modern office on Main Street.

The building, a spa for eight years, underwent major renovations to transform it into a bright working space. While some spa features, including 12 sinks, were removed for practical reasons, the building retains its refreshing, positive ambiance, the company says.

“It’s very impressive when you come in – from the high ceilings, to the furnishings, to the paint colours and decorating,” says broker Margaret Bowlen. “It feels good to come to the office.”

It now hosts an inviting entry way, two private administrative offices, a spacious meeting area, 11 semi-private offices, a boardroom and two closing rooms.

REM

their achievement.

Set a deadline.

Set the work goals to achieve the results goals.

Start.

Start again every day.

Listen to motivational recordings every day. You feed your body three times a day. Feed your motivation every day for 10 to 30 minutes. Listen to the same recording six times to get the full benefit.

Jerry Bresser has been training and coaching real estate agents how to sell homes faster and for more money for over 35 years. He recently published his second book, More Money In Your Pocket. www.jerrybresser.com or for information about the book, www.moremoneyinyourpocket.biz.

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8 REM AUGUST 2014

How hiring a coach can help you

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ike performance wristbands and 3D printers, having a coach seems to be all the rage these days. And for good reason – having the right coach can give your real estate career a major boost.

Ryan Hodge, broker of record and owner of The Realty Firm in London, Ont., says, “I’ve literally spent tens of thousands of dollars on real estate and life coaching. The best part about this type of coaching is that it doesn’t apply to a ‘brand’. It applies to an individual looking to reach their ultimate goal of success in quality of life and business.”

aspects of your career: • Help you define your goals and develop a business plan.

This often encompasses not just real estate goals but personal and family goals as well.

• Keep you on track as you work to achieve your goals.

• Help improve areas where you may be weak, such as time management, stress management, organization, sticking to a budget, procrastination and record keeping.

• Increase your preneurial skill set.

entre-

• Inspire and motivate you when you need a swift kick to get going.

in selling real estate. The key is to find a coaching system that suits your personality so that you will be more likely to stick to it and develop the discipline required to be successful. I don’t think any system is better that the other, it is a matter of committing to doing what the coach tells you to do on a daily basis.”

When looking for a coach, ask top producers in your area if they have a coach they recommend.

Or check with the International Coach Federation, a nonprofit professional association of almost 9,000 coaches in 34 countries; look into their Coach

• Keep you accountable to your goals and other priorities.

• Offer support in the areas where you need it most.

• Help you look beyond the myriad of daily tasks that sales reps often get swallowed up by and see the bigger picture.

Ryan Hodge

Hodge says he learned from coaches such as Dan Plowman, Chris Leader, Tom Ferry and Craig Proctor that real estate is a “personal relationship business” and that anyone can implement measurable, turnkey business systems if they have the right mindset and the will to succeed. “Coaches like these are what drove my success rather than the traditional real estate broker model,” he says.

The right real estate coach can assist with the following

Michele Skawski, a sales rep with RRSI Realty in Caledon, Ont. and surrounding areas, has found the greatest benefit of coaching to be the other agents she has met through the various programs. They are people willing to invest in themselves and look at real estate as a longterm career. As well, they tend to be positive thinkers and are willing to share ideas, wins and losses.

Skawski explains how to get the most out of coaching: “There are unlimited ways in which a person can be successful

Michele Skawski

Referral Service or scan through their member directory. The right coach is out there for you – you just have to find him or her.

Before committing to a coach, contemplate two things in order to get the most out of the experience: will you be able to dedicate yourself 100 per cent and can you afford a coach?

If you aren’t willing or able to make the changes in your life a priority, you’ll be wasting your time. The cost can be prohibitive for some people; the

rates coaches charge vary widely depending on their experience, their time commitment to you and the services they provide.

Questions to ask potential coaches when you interview them include:

ByToby Welch

coach helped him recently: “This year in January I was slow so I told my coach nothing was happening. He asked how many listings I had and I replied one.

He said that was the problem and to go out and get 10. That

• What are your qualifications to help me reach my goals?

• Will I work with you or your staff?

• What do you charge?

• What is your availability?

• Do you have references?

Take the time to ensure your coach has the expertise you require. While there are thousands of legitimate, knowledgeable coaches out there, the industry is also flush with wanna-bes who have no experience in the real estate industry.

If face-to-face coaching isn’t feasible for you, there are other options. Some sales reps use the services of a coach via phone, often a weekly or biweekly 30- to 60-minute call. Another option is virtual coaches or online coaching through programs such as the self-help method at iSucceed.

Mike Cartwright, the broker of record for Main Street Realty in Newmarket, Ont., has been using coaches since 1996. “I use a coach to keep me focused and accountable to my goals. It is not so much that they teach me – which they do – but the constant reminders and talks have always helped me attain more in life and business.”

Cartwright shares how a

Mike Cartwright

was enough to do it for me.

Three weeks later, I had seven listings and my year took off. I currently talk to my coach every week. The coach cannot create business for you but they can give you some advice on what to do to get going.”

Not sold on the idea of a coach? Skawski has a suggestion.

“Go to a few seminars put on by the various coaching companies.

Some of them are free, others cost money, but I have always walked away feeling rejuvenated from these types of sessions. The important thing to remember about coaching is that it is one thing to sign up and pay for it and another to actually follow the path they set for you.”

If you opt to give coaching a try, it can be the key to breaking through your own self-imposed barriers and achieving more than you ever dreamed possible. REM

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10 REM AUGUST 2014

Carrying on the family business

Patrick Rocca doesn’t work for the same brokerage as his sisters Cathy and Tanya, but they all share a love for the family business. By Dennis McCloskey

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hen Patrick, Cathy and Tanya Rocca were growing up in St. John, N.B., the siblings watched their father, Pat Rocca, grow a construction and real estate development business into one of Canada’s largest Maritime development companies. Yet, none of the children made a conscious and specific decision at an early age to follow in their father’s footsteps.

Patrick, now 49, studied hospitality and business (University of New Brunswick and later graduated from Ryerson in Toronto); Cathy, 42, obtained a Commerce Degree from McMaster University in Hamilton; and younger sister, Tanya, 36, graduated from Hospitality, Hotel & Restaurant Management at York University and Humber College.

Today, all three are real estate agents in Ontario and at the pinnacle of success in the real estate business.

Go figure!

“I guess you could say real estate is in our blood,” says Cathy, who 10 years ago (along with Tanya) formed The Rocca Sisters & Associates at Royal LePage Burloak Real Estate Services in Burlington, Ont. “It came easy to us because we grew up around the business and we saw our father work very hard as we’d accompany him at an early age to construction sites. That’s where we gained an interest in – and a passion for – real estate.”

It all started with their late grandfather and great uncle, who came to Canada’s east coast to start a flooring, concrete and construction business in St. John. Pat Rocca took the business to another level in the early 1950s when he started RGL Enterprises (Rocca Group

Ltd.) and over the next 25 years he planned, leased and managed more property than any other developer in Atlantic Canada that included commercial, industrial and residential properties. At one point he was dubbed “The King of the Malls” in the Atlantic Provinces.

Pat is now retired and his wife, Joan, died five years ago.

Their children are proudly carrying on the family real estate tradition with two separate firms in Ontario.

“I wanted to be a cop but my dad said no,” says Patrick. “I think he knew I’d be a natural in the real estate business.” Turns out, father knows best.

Patrick joined the Commercial Division of Bosley Real Estate in Toronto in 1991, took a year off to work with his father in the development area and returned to Bosley to work in residential. He became a broker in 1992 and today he is the top unit-producing agent among 250 people in five branches with the boutique brokerage.

The active sports enthusiast is married with two teenage children and lives and works in the Leaside area of Toronto.

Patrick’s sisters, Cathy and Tanya, moved to Ontario in 1988 and settled in the Burlington-Waterdown area because that’s where their mother’s family was located.

Both are sales reps and accredited staging professionals who have grown their decade-old business into a well-known brand that includes 12 agents and eight support staff. The Rocca sisters are ranked No. 3 in Canada out of 14,500 Royal LePage agents nationwide and they were No. 1 in Burlington and Hamilton for sales production and volume for Royal LePage in 2013.

Both sisters are married and live on the same street. Cathy has a boy under a year old and Tanya is expecting a girl in September. The sisters agree they have a special connection, or bond, and say they are “first and foremost…sisters, best friends and partners.”

On occasion, they will call on big brother regarding business matters. The siblings describe their relationship as close, especially when the families gather at the family cottage down east.

“We grew up in an amazing and loving family,” says Cathy.

“We never felt any pressure from our father to go into the real estate business, but he did encourage it. We’re glad he did because we all fell in love with it!” She adds that they are an entrepreneurial family who are not afraid of taking risks.

Patrick maintains there is no rivalry between him and his sisters and he admits to being “very very” proud of his younger sisters. (He jokingly takes credit for their success.) When asked why the three aren’t part of an expanding family dynasty, Patrick chuckles and says each has his and her own distinct and unique style. “We have all established our own identity on different levels.”

He laughs good-naturedly when he hears the George Burns joke that “happiness is having a large, loving, caring, close-knit family in another city.” Cathy agrees that the goal was never to create a large and successful enterprise. “We just like selling homes. We love what we do,” she says, adding that all three celebrate each other’s victories.

Cathy and Tanya like to think that each has the best sister in the world and neither would like to go it alone in the real estate

From left: Cathy, Tanya and Patrick Rocca (Photo: Marko Shark)

world. The sisters function as a safety net by being there for each other. While there is no sisterly rivalry, neither is there role identification. The big sister is not the boss of the younger sister. Their view is that they trust each other and are clear on their morals, reputation and integrity. The Rocca Sisters and Associates is actively involved in many community charitable organizations and events, including the Joseph Brant Memorial Hospital Foundation, McMaster Children’s Hospital

and Juravinski Cancer Centre, to name a few.

Tanya concurs with her brother’s comment when he says all three siblings have a great relationship and are proud of each other. “We have our differences but we also have the same values and the utmost respect and admiration for each other,” says the “baby” of the family. “It is an inspiration to observe my brother and sister.”

It’s an emotion that is shared by her two older siblings. REM

[

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12 REM AUGUST 2014

Letters to the Editor Retirement strategies Re: Planning an exit strategy (REM, July) Just read the exit strategy for retiring from one’s brokerage business, but what about a semi-retirement strategy for senior Realtors or associate brokers?

At 70, my business has slowed down considerably during the past two years, but I can’t retire on my OAS and CPP from the government. I need to pick up a couple of deals each year from my former clients or website leads. Health, family and financial issues distracted me from my usual real estate work load and I had a run of deals that all went sour, so my commission income evaporated during the past 18 months.

When I checked the costs to stay in TREB/OREA/CREA plus RECO plus franchise royalty fees, plus business cards, plus basic website fee, it adds up to $4,864.55 per year just to be a real estate broker in the GTA. I could also “park” my license and it will cost me about

$1,046.08 per year and at least have a chance at the odd referral fee.

With a note from my doctor I could also become a “Non-Active Sustaining Member of TREB” for about $763 per year, but I can’t do any business and only my $30,000 life insurance policy is sustained until I decide to become a full member again.

Perhaps my most attractive option is to register myself as a sole proprietorship brokerage with RECO for $350 for two years and function as an independent broker outside organized real estate. I just need to check the cost at the bank to open a “real estate trust account”.

I’m not sure what forms I can use for any listing or Agreement of Purchase and Sale, but I could probably make do in this area. Of course, I could refer more complicated or difficult clients to other sales reps. This option will cost under $1,000 a year to sustain and my client base could still enjoy my expertise and experience.

I checked with TREB to see how much it would cost to function as a new brokerage and they charge a one-time fee of $4,960 for a new brokerage plus around $850 for TREB fees and $475 for OREA/CREA fees, which are mandatory. After paying into TREB /OREA/CREA for 18 years, this appears excessive for someone trying to stave off impoverishment while my health holds out in my few remaining years.

I got my real estate license at 52 as this seemed to be my only viable “last career” option at the time.

The industry has been good to me.

I started my second family back then and my two kids have only one more year of university left.

Unfortunately, the changes to our industry during this time are trending against the “final career” option.

I think our government and industry are making a huge mistake with their regulatory mania and excessive consumer protectionism.

In the future, only well-capitalized corporations who are “lawyered-

Insurance Renewal 2014

Payments are due

by August 15, 2014 ABOUT THE INSURANCE PROGRAM The Real Estate Council of Ontario (RECO) works with insurance broker Alternative Risk Services to negotiate and secure the best coverage and rates for you, year after year. RECO’s insurance program provides essential protection for you and your clients and customers through its Errors & Omissions, Commission Protection and Consumer Deposit insurance coverage.

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.

up” will be able to survive in this industry. We all know what happens to “customer service” when this happens.

Common sense should reveal the importance of providing final career opportunities for maturing Canadians (who have been dumped by their corporate exploiters after 45). But then common sense isn’t common is it?

Jim Reid B.A., M.B.A., Broker Royal LePage Your Community Realty Richmond Hill, Ont.

The difference makers Someone who should be added to REM’s list of The Difference Makers (June): Hanna Ostrowiecki founded Leading Edge Software in 1989 and was the company president until 2009 when illness forced her to retire and move quick!Office Commander products to Emphasys Software. After a long battle with cancer, Hanna passed away in 2013.

Throughout her tenure at Leading Edge, Hanna’s goal was clear: help real estate brokers to recruit and retain the best professionals in the industry (either admin personnel or agents) by streamlining office operations.

Hanna and her team continually evolved the suite of front and back office solutions. Under Hanna’s leadership and beyond, quick!Office Commander has always led the technology. Hanna touched the lives of thousands of real estate administrators, managers, brokers and agents by delivering innovative and integrated software for brokerages.

“Always under-promise and over-deliver,” Hanna would say.

She continues to be our motivation as we keep her passion alive.

She is deeply missed and will always be remembered.

Rose Shapiro Product manager Emphasys Software Toronto REM

The total cost of insurance, including taxes and expenses, remains unchanged at $400 for the 2014–2015 policy period.

Additional insurance program details are available on MyWeb. To pay your insurance online please visit MyWeb at https://myweb.reco.on.ca.

HOW TO MAKE A PAYMENT You can make your payment online. Over 77% of registrants are making their insurance payments through MyWeb, RECO’s exclusive web portal for registrants. If you do not already have a MyWeb account, creating one is easy and free; simply visit https://myweb.reco.on.ca to sign up. Use your MasterCard or Visa to pay your insurance online for immediate processing and confirmation of payment. Please note that insurance payments are non-refundable and RECO does not accept payments by phone.

E&O CLAIM REPORTING DEADLINE IS APPROACHING The E&O insurance coverage is on a “claims made” basis. This means that any claim, or situation that may develop into a claim made against you, must be reported to the insurer during the policy period in which the event occurred. Reporting a claim or potential claim to the insurer by August 31, 2014 protects you if a situation escalates and a law suit is commenced against you.

RETIRING OR LEAVING THE BUSINESS BEFORE SEPTEMBER? Terminate your registration by August 1, 2014 to avoid becoming involved in the suspension process.

You have two options for completing your termination: 1. Send a completed “Notice of Employee TERMINATION” form, found on RECO’s website under “Notice of Employee Change: Termination”, and a copy of your resignation letter to RECO’s Registration Department; or 2. Have your Broker of Record or Branch Manager complete the termination process for you on MyWeb. See RECO’s website for further details.

SUSPENSION PROCESS–WHAT HAPPENS IF MY PAYMENT IS LATE? 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 insurance payment after the due date is $435. Failure to make an insurance payment results in the suspension of your registration and the right to trade in real estate effective September 1, 2014.

Contact RECO’s insurance department at: MyWeb: https://myweb.reco.on.ca | PHONE: 416-207-4841 or TOLL-FREE:1-866-757-7772 | FAX: 416-207-9020 or 416-207-4820 | EMAIL: insurance@reco.on.ca

“Leading Real Estate Companies of the World® has provided an invaluable platform for the open exchange of management ideas and best practices with like-minded firms.”

- Jonathan Cooper, Vice President, Operations Macdonald Realty Group, Inc. Vancouver, British Columbia

“Being affiliated with Leading Real Estate Companies of the World® is a true honor. It makes us stand taller.

It makes us more confident. We are with the best in the business. We make better decisions. We are more successful. We are more optimistic – but most of all we are grateful that this alternative to franchising is available to strong independent companies like ours across Canada.”

- Ron Stader, Broker & General Manager CIR REALTY Calgary, Alberta

“To have been chosen to represent Leading Real Estate Companies of the World® is indicative of the importance we place on providing a worldwide service based on professionalism, integrity and success. The firms that make up this global network are hand-chosen and the most successful independent brokerages in the world.“

A NEW WAY TO GROW COMBINING LOCAL STRENGTH WITH GLOBAL RESOURCES. Leading Real Estate Companies of the World® has brought its unique and compelling business model to Canada – one that has helped create a real estate powerhouse responsible for over 1,000,000 transactions valued at $314 billion in annual home sales.

If you are a local leader of an independent company – or are intrigued by building your own brand without sacrificing robust resources and connections – we invite you to learn more about the value of aligning with Leading Real Estate Companies of the World®.

- Tom Bosley, President & CEO Bosley Real Estate Ltd. Toronto, Ontario

LeadingRE.com | sbarr@LeadingRE.com | 312.361.8632

14 REM AUGUST 2014

METES & BOUNDS

By Marty Douglas

L

et’s start with a bit of a chuckle courtesy of Leon d’Ancona of IMS Incorporated. “Money doesn’t always buy happiness. People with $20 million are no happier than people with $19 million.” Doesn’t have anything to do with this column but I wanted to set a lighter tone because with all the daily stresses of our industry, I believe we need to lighten up.

Take for example a CREA discussion group on LinkedIn, that other social network that no one understands. There are 6,393 members of this discussion group as of this minute and anyone can start a discussion. In late May, Alan Tennant, former CREA president and now EO of the Calgary Real Estate Board, launched an opening line: “I’ve decided I don’t like CREA’s new ad where the SWAT team startles the FSBO

Let’s get off the sidelines buyer in bed.” Alan then proceeded, in a very thoughtful way, to suggest there were better ways to present the value proposition of a Realtor.

Then all hell broke loose and what followed was a hijacking.

From the left and right sides of the country, and I expect the political spectrum, we piled on to the idea like dogs on a pork chop. There were a great many “me too” endorsements, some all heat and no light pronouncements, a few put downs, but few more constructive than suggesting comparable commercials by people wishing we could be more like Telus or hotels.com.

Commercials are for those people who can’t find the customer.

Newspaper ads are for those people who want to sit in the office and wait for the phone to ring. Drip email campaigns are the current version of these crutches. I learned a long time ago going out to find the customer is a lot more important than doing something to get them to call you.

With all due respect to the debate of how to get our message to the consumer, why not just tell them face to face? The vast majority of Canadians are not buying or selling a piece of real estate this

year. They are on the sidelines watching the spectacle. That became obvious in the comments made online and by email in response to my July REM column where I offered my opinion that there are too many Realtors.

One commenter on remonline said: “The public in Toronto would be better served by having about 6,000 members of TREB rather than the current 40,000 plus.

While we bleat about professionalism within ‘organised real estate’, all boards, associations and regulators benefit by increasing the numbers without regard for quality.”

Another wrote: “The membership numbers are driven by the newbie’s perception of a fast buck, the low-cost barrier to entry and the short timeframe (three ‘basic’ courses) to obtain a real estate license, and organized real estate’s greed and self-preservation despite its ostensibly ‘non-profit’ status and supposed mission to protect Realtor interests. I believe TREB had about 3,500 new members join in 2013 and 1,000 members leave.

How can TREB, or any board, (or RECO) be protecting Realtor interests or the public interests by continually flooding the market with this kind of turnover and inexperienced/unskilled members?”

Somebody taught me a long time ago about turnover ratios in real estate, referring to the number of times households re-form and houses sell. Pretty easy to do with an overall housing count and sales statistics. Partly due to aging baby boomers staying in place longer, the turnover ratio has extended from one in five years to about one in eight years. If you don’t like that selection for your market, pick a number in between. But for illustration let’s assume for the GTA the population is five million, the number of persons per household average is 2.5, the Realtor count is 40,000 and the turnover is every eight years for all types of residential housing.

Here’s the math. 5,000,000 ÷ 2.5 = 2,000,000 ÷ 8 = 250,000 ÷ 40,000 = 6.25 households per TREB member who might sell or buy or rent real estate in any given year. Do your own math on the average commission and the number of members you know who achieve more than six ends per year.

The low number of ends per Realtor is repeated across Canada.

Look at your board or association stats at mid-year. The Vancouver Island Real Estate Board publishes

Let video be your game changer W

hen an athlete trains for an event, their main goal – aside from winning – is to achieve their personal best. That’s a lesson I carried over into my business and the results were nothing short of remarkable. Having spent nearly two decades in the sports media business as a full-time sports anchor and reporter for Fox Sports, A-Channel News and CTV News Vancouver, it’s no surprise I relied on a basic sports analogy to get me through the early phases of entrepreneurship. But as obvious as it seems now, I didn’t think about setting my sights on a personal best until it was almost too late.

Hopefully after reading this

article, it isn’t too late for you.

After I left the television business, I teamed up with a place called Strut Studios in Yaletown and was busy setting up my own freelance gigs, which included hosting events, writing and editing web content and helping clients become as visible and reachable as possible. Before long I had a hand in creating some pretty cool, cutting-edge content that was creating a buzz clear across North America. While I was busy making other people look good, I neglected my own stuff. Sounds familiar, right?

In fact, I barely stopped to consider how my online presence could be improved until the guys at the studio insisted I include some

of their applications on my own site. The main addition? Cue the irony. The main addition was a personal video embedded into my home page. How is it that the onair sports anchor didn’t think about using the number one thing that made her career successful? It happens. Once I added video to my site, people’s association with me ‘clicked’ and I was able to build on the foundation that had already been put in place years ago.

The lesson in this is you don’t have to be an on-air sports personality or TV anchor to reap the benefits of having a professional video on your site. It’s just the opposite when it comes to the Internet. The Internet is everyone’s television station and you are doing yourself a

disservice by not putting you – your best product – front and centre. I believe this to be especially true for real estate professionals.

People work with you and trust you because they like you. You don’t have to have George Clooney looks or Sandra Bullock’s charm to get noticed. In fact, that may make people too intimidated to work with you! You have your own unique skill set and what better way to introduce yourself to future clients than to welcome them to your site with a quick, engaging, personal video? I could go on providing you with a bunch of statistics that include percentages of clicks per this or that, but you’re probably already aware of the positive effect video has on

stats revealing its 953 members have an average of 3.7 units at mid-year. For all 2013 it was 7.8. A unit is half a sale, a listing or selling end.

But we are not alone in our over breeding. Too many teachers in B.C. Too many lawyers everywhere. Too many news channels.

Too many religions. Too many teams in the NHL. Not enough heroes.

So what do we do about it?

Brian Buffini tells the story of his mother’s response when Brian was over-owning things he had no control over. “Get off the cross! We need the wood.”

But when you are in a position to do something, heed Teddy Roosevelt: “Do what you can with what you have where you are.”

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 Courtenay, B.C. He is a past chair of the Real Estate Errors and Omissions Insurance Corporation of B.C., the Real Estate Council of B.C., the B.C. Real Estate Association and the Vancouver Island Real Estate Board.

REM

By Kathy Kovacs websites. You just haven’t had time or felt the need to get it done – yet.

The Internet is here to stay and video is one of its most useful resources. Don’t get caught sitting on the sidelines. You are your brand so activate yourself via video and watch it become a game changer in your career.

Kathy Kovacs is a veteran television writer, producer, editor and on-air sports presenter, having spent nearly a decade at CTV News Vancouver as the station’s late night sports anchor and reporter from 2000 - 2009. She is currently an on-air presenter and online media communications consultant for Strut Studios in Yaletown. http://www.strutstudios.com/ REM

“As I marveled at this ancient fortification, I considered the enormity of the vision it took to literally change the landscape in such a way; to amass thousands of people over time, all working together towards a single goal, using precisely the right tools to get the job done, and I was reminded of EXIT Realty.�

REM_EXIT Realty_August 2014.indd 2

7/18/2014 11:43:28 AM

“The Great Wall wasn’t built in a day and neither was EXIT Realty. Our goal of 3,600 Franchises, productive and prosperous, home to 100,000 sales associates who love and respect the company by 2020 is only the beginning.

I

t has always been on my bucket list to pay a visit to the Great Wall of China and recently my wife, Cathy, and I had the opportunity to fulfill that dream. The Great Wall is considered to be one of the Seven Wonders of the World, is a UNESCO World Heritage Site and is the longest structure ever built by humans - some sources say

brick in the hills.

As I marveled at this ancient fortification, I considered the enormity of the vision it took to literally change the landscape in such a way; to amass thousands of people over time, all working together towards a single goal, using precisely the right tools to get the job done, and I was reminded of EXIT Realty.

teal wall that will stretch across the North American continent. We’ve certainly traversed some challenging market terrain, especially over the last few years. We adapted our approach to match the lay of the land. However, the market has now turned in our favor and will continue to gather momentum over the next several years and once again we’ll continue to adapt. Many of the workers who helped to build The Great Wall didn’t make it through, and not everyone who started with EXIT Realty is still with us today. But each played a special part in the construction and left his or her mark. We’re grateful for everyone’s efforts.

The Great Wall wasn’t built in a day and neither was EXIT Realty. Our goal of 3,600 Franchises, productive and prosperous, home to 100,000 sales associates who love and respect the company by 2020 is only the beginning. Thousands of real estate agents, support staff, broker/owners, regional owners, head office staff and executives, all working arm-in-arm are setting out purposely and deliberately to create a real estate stronghold.

We are unique. We are impenetrable. We are EXIT Realty.

The real estate industry didn’t need another company; it needed a better one, and that’s what we’ve set out to build.

as long as 13,171 miles. It was built over the course of some 2,000 years to protect against intrusion by various nomadic groups. There is nothing else like it.

I can’t express to you the magnitude of it stretching in either direction, up hills and down into valleys, over mountains and beside rivers over some of the most diverse terrain on earth. Early construction consisted of rammed earth, stone and wood. Later, materials like tiles and bricks were used – in fact, some sources say more than 3 billion bricks. The materials used were based largely on what was available locally to help cut down on transportation costs – rammed earth on the plains; stones and

Achiever pages.indd 3

The real estate industry didn’t need another company; it needed a better one, and that’s what we’ve set out to build. EXIT Realty changed the real estate landscape with our Formula of single-level residuals creating a future for real estate agents and their families where none existed before. We are unique in that each of our thousands of associates is here “by invitation only” which creates a company culture, that special, indefinable elixir, which is second to none.

The Great Wall consists of a series of fortifications joined together to become bigger and stronger. In the same way, EXIT Realty’s franchise brokerages are joined together, each a brick in the formidable

“We are unique.

We are impenetrable.

We are EXIT Realty!”

by Steve Morris, Founder & Chairman, EXIT Realty Corp. International

www.exitrealty.com

7/14/2014 4:04:17 PM

18 REM AUGUST 2014

What agents wish consumers knew Here’s another list to share with your clients.

By Wes Hoover

1.

We are not overpaid.

Anyone who thinks this just doesn’t understand how our business works. Most real estate agents in most parts of the world work on a contingent fee basis. That means we work for free, we list houses for free, we show houses for free, we answer your questions for free. All of this is in the expectation that upon providing results we get paid.

Oh yeah, I forgot to mention that we are a bargain! Agents typically charge between five and seven per cent. Compare this to other contingent fee-based businesses that charge as much as 50 per cent.

2. We aren’t all the same. If you’ve been in the business for more than an hour you’ve probably heard this line, “Oh, you agents are all the same.” Wrong.

We all work differently. Let’s face it, just like any business, some agents are really not good at what they do and some are really good at it. This is because we all have different programs. Any good agent should have something he does that no one else can offer.

3. Asking for your information isn’t a violation of your privacy. If you’re an agent you have probably had a call from a buyer who wants to look at a house but refuses to give you their name, phone number or email address… thinking somehow that if they did give this information you would violate their privacy. Fact is, we need this information. Take a moment to think about it. We are going to a home

in most cases alone to meet with a stranger and if someone won’t give simple contact information, this is a red flag. Furthermore we are professionals and we won’t sell your information or call you five times a week trying to sell you something or get you to take a survey.

4. We can sell you any house listed on the MLS system. Many people don’t realize this, calling every listing agent of every property they want to look at. It is best to pick one agent and stick with them. In fact buying through the listing agent can limit the amount of advice they can offer.

5. No matter how many times for-sale-by-owner companies claim they can, they can’t do what agents do. They say they can get as much if not more exposure but this simply isn’t true.

Agents have relationships with buyers. They know how to keep a

deal from falling apart for silly reasons. They know how to do the paperwork you will need. The list goes on and on…

6. You cannot accurately price your home based on the home for sale down the street.

We see this all the time. A lot of people don’t realize we have access to more information than the public, which we use to price houses. The fact is your home shouldn’t be priced based on what’s for sale – it should be priced according to what has sold.

Often houses are overpriced.

So, for example, your neighbour has his $300,000 house for sale for $369,900. So you say, I’m going to price mine at $359,900 and it will definitely sell. Is your house going to sell? Most likely it won’t.

7. We work hard. Sure, selling real estate may look easy, anyone can do it. But anyone can run a 40k marathon if they are able-

bodied and try hard enough. If you get my point you’ll understand selling real estate is not easy. We work many hours, sometimes only to miss out on the commission in the end for whatever reason.

If you know these things and take them into consideration when dealing with your agent, they will love you for it. In a business where a lot of people will waste your time with no consideration for you having a life, it is such a refresher to have clients who know these things. So if you’re a consumer, try to keep these things in mind for your next buying/selling experience.

Wes Hoover is a sales rep with Moncton Area Homes Team, HomeLife Premier Property Group. 506-962-2522; Email wes@weshoover.ca; website buyREM withwes.com.

THE 2014 CANADIAN COMMERCIAL CONFERENCE September 15-16, 2014 Parksville, BC Day 1 - Sept 15

EDUCATION DAY. Choice between: Track 1 - Introduction to commercial real estate: types of commercial real estate, estimating market value, developing dynamic listing presentations and more or Track 2 - includes two sessions: “Canadian Taxation on Commercial Real Estate” and “Investing in Canada and Finding the Properties”

Day 2 - Sept 16

CONTENT DAY. Features presentations and panel discussions on:

Day 2 Keynote Speaker

• Emerging trends in commercial real estate Investments • Tech trends that will help you go paperless • Trends in smart growth, LEED and energy efficiency • Opportunities and implications of working with international buyers • Shifting demand patterns for office space • Things to know from the world of appraising commercial real estate • Both days will be capped with networking events

Douglas Porter

Chief Economist, BMO Financial Group Capital markets expectations of the Canadian commercial real estate market

BC REALTORS® will receive 3 one-time Category C PDP credits for attending both days

Register at events.crea.ca today. Space is limited!

Conference co-hosted with the Vancouver Island Real Estate Board and held at the Tigh-Na-Mara Seaside Spa Resort & Conference Centre

20 REM AUGUST 2014

SALES COACH

By Bruce Keith ere are some sales myths that no longer apply…things that some “experts” are still hanging on to long after others are proving them wrong. While these “experts” are telling you what you can’t do, someone else is out there doing it.

That’s why these are just myths.

1. Prospecting in the morning doesn’t work because no one is home.

Wrong. About 22 per cent of people are at home.

2. Scripts sound canned.

Wrong. They are only canned if you don’t practice or you try to memorize them.

H

6 sales myths to ignore 3. Calling people and asking for business/referrals before 9:30 am is invasive.

Wrong. There are more people home at 8:30 am than there are at 9:30 am. That’s just your excuse for not calling.

4. Prequalifying my prospects early in the process is too aggressive. I will ask those questions when I get to know them better.

Wrong. Are you prospecting for friends or are you prospecting for leads?

5. Practicing my presentation is unnecessary. My more natural style is better.

Wrong. Natural only comes from familiarity with the material.

Winging it usually ends up with you talking too much.

6. Asking for referrals is pushy. If they have someone, they will send them to me automatically.

Wrong. Learn how to ask smoothly, then it won’t be pushy.

“Let me ask you, who do you know who needs my help to…”

Each of these sales myths are just that – myths. There are many superstars out there right now doing the exact opposite. They are the myth busters. They succeed because they realize all the opportunities that are available by swimming upstream and getting out of the box. What myths have you been telling yourself that you need to bust? No excuses.

■ ■ ■

One of the benefits of this exercise is that the person prospecting will always perform at their best when someone else is watching. It’s win-win for both of you.

ARE Y SALES MAN MATER Realty Executives Saskatoon,, one of Saskatchewan’s leading brokerages seeks an ENTHUSIASTIC and CAREER ORIENTED individual for the position of SALES MANAGER. Duties include recruiting, coaching and training. Past real estatee management experience is not a pre-requisite, although real estate sales experience is. Compensation is commensurate with qualifications.

All inquiries, strictly confidenttiall, should be sent to Wayne Zuk, Broker/Owner, Realty Executives Saskatoon, waynezuk@realtyexecutives.com or via fax to 306-955-6235.

The fly on the wall: One of the best ways to develop a successful sales practice is to model other people who are already successful. There is no need to reinvent the wheel – just find out what someone else is doing well and mirror their approach.

This certainly works well when it comes to lead generation and prospecting. A major component of success in the business of sales is creating new leads. This

is a critical skill, one that too many salespeople perform all too infrequently.

Find a successful salesperson, ask them to let you be a “fly on the wall” and watch them prospect. Whether they are on the telephone or face-to-face, you become the silent observer. You do not add to the conversation, just watch, take notes and learn.

Here’s the procedure: 1. Observe their style and delivery and take note of what skills they are using that you could add to your repertoire. Usually a minimum of one hour is advisable.

2. Recognize where you are falling short and pay attention to opportunities to improve your delivery.

3. Don’t interrupt them. Take notes and have a review every 15 minutes. It is important that you not only observe their style but are cognizant of the rhythm they create while contacting various prospects. Do they allow a lot of interruptions or do they just keep going to generate more contacts?

4. Generate questions for your partner from these notes. Pay attention to their rate of speech, tonality, use of scripts (did they stick to them?), conversation style and closing techniques. Find out why they do certain things.

The next time you get together, reverse the roles and now you become the teacher and they become the student. One of the benefits of this exercise is that the person prospecting will always perform at their best when someone else is watching. It’s win-win for both of you. Have fun with this and at the same time follow the above guidelines. It’s not a time to get together and chat and make a few phone calls… it’s show time! No excuses.

Bruce Keith is a leading trainer for sales organizations in North America. He was trained in the corporate world as a marketing and sales manager for 15 years. His education then moved to 25 years in the real estate industry, 10 years as a successful sales rep followed by the last 15 years as a keynote speaker, seminar leader, author and one-on-one coach. His high energy coupled with a “No Excuses Accountability” approach has helped thousands increase their production significantly. He says, “It’s all about Results”.

REM BruceKeithresults.com

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Alberta Real Estate Agent Earns $2.2 Million in GCI Despite Taking 4 Months Off

By Len T. Wong When I got into real estate, I was kind of a lost sheep. I was putting in 16 hour days, 60-70 hour weeks, including 5-6 evenings per week and every weekend, always on call and basically doing everything on my own. My wife and I barely saw each other. All I knew how to do was just get out there and work away at the business – always in the business, putting out fires, chasing business, babysitting clients, and then getting up each morning to do it all over again. It was very frustrating. I knew there had to be a better way, but I never had time to really look at what and how I was doing things so I could find that better way.

I did this for about 2-3

years prior to going to one of Craig Proctor’s SuperConferences. I found my way to Craig because I wanted to learn from someone who was successful in the real estate business and who had created systems. This was the kind of trainer I was looking for. Someone who could provide me with coaching and mentoring based on his real and proven track record.

I’ve been with Craig since 1997 – almost 20 years -- and my life is completely different because of what he’s taught me. Before Craig, I was doing around 60 transactions a year and have increased my business by 10-20% every year since then. Last year I took 4 months off, worked only 35-40 hours a week and still did 340 sales . . . that’s more than a home a day.

This has multiplied my GCI by over 600% to about $2,000,000.00.

The cost for you to buy Craig’s system or attend

one of his SuperConferences is minimal because it’ll come back to you tenfold in a very short time.

I know that from my own experience and there are thousands in his program just like me. Don’t be scared about stepping in because Craig has made it so easy. It’s really just about following the very easy guidelines he sets out for each part of your business.

It’s about copying what he did.

What Craig has taught me has made my business much more systematic.

He’s helped me with lead generation and retention. By copying Craig, we now have amazing follow up systems in place that have dramatically increased our lead conversion. Craig’s systems have been proven successful by thousands of agents from right across the continent.

Why reinvent the wheel of real estate when Craig already has something so successful?

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24 REM AUGUST 2014

STOP SELLING HOUSES & START MAKING MONEY

By Debbie Hanlon

R

eal estate is a unique profession. Where else do you see people both competing and co-operating with each other? While we all compete to get a listing, once it’s listed we all work together to try and sell it.

Unlike other businesses that sell product, our product isn’t singular to any one company.

Let’s say you were selling Ford cars. You wouldn’t tell a customer that the Dodge dealership up the street had what they’re looking for and then escort them there and

Space age agents of change negotiate a deal for them. In real estate, that happens every day.

Because of that lack of barriers between agencies and the back and forth work that has to happen to close a deal, there are a million little things we, as agents, have to do over and over.

Wouldn’t it be nice if we could do some of those little things faster and easier? Here are some simple tricks and tips that make the job of being a real estate agent a little bit easier.

The first thing you want to do after you finish reading this article (and if reading online, liking it, sharing it and leaving a nice comment on it) is to go and get a smartphone. They’re relatively cheap and will make your life a whole lot easier. It’s like carrying an entire office around in your hand. Next, get a signature app so that you can sign things digitally.

I use PDF Expert but there is a wide range available – choose one you like. No more having to print

something, sign it, scan it, fax it or send it. Using a simple stylus, you, your clients and other agents can sign away, no problem. That’s just scratching the surface of what these devices can do to simplify your job and cut hours out of your working week.

I remember, not too long ago, in order to get a copy of the client’s ID we would have to scan them or take a photocopy. Forget that. Using your trusty device, simply take a photo of the license.

In fact, you can take a photo of most any paperwork you would normally have to scan or photocopy.

See a for sale by owner property, take a picture of it. Then get the graphic artist in your office, or do it yourself, to put one of your signs in front of it with SOLD on it and a headline that says, A Sign of Things to Come. Now print it and drop it off in their mailbox with a short letter of introduction.

Call them a couple of days later.

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Trust me, they’ll be impressed and you’ll have gone that extra step a lot of agents don’t.

Here’s something I do that serves a double purpose – it reinforces my contact info and helps the property sell faster. I never end my prices in zeros. For some reason that scientists aren’t sure about, houses listed with zeros at the end of the price will not sell as fast as one with non-zeros.

Honestly. You can’t make this stuff up.

I started to end the price with the last four digits of my phone number. A little subliminal advertising never hurts.

One last little tip for today’s lesson in how to lessen your workload: If possible, put offers on properties in on the first Tuesday of the month. The owner just paid the mortgage (again) on a property they’re trying to sell and will be more open to offers.

So, go get a smartphone or iPad, watch a few tutorials on

YouTube and you’ll be a space age agent, wowing clients and impressing coworkers in no time.

People will wonder how do you do it and how you do it so well. Give them a little smile, a quick nod and answer, “I do it the easiest way I can.”

Try some of these tips. You will be amazed at how the tiniest of changes can make your life more positive, more productive and more profitable.

Debbie Hanlon is a real estate broker who has helped train hundreds of sales reps and brokered and managed a national real estate franchise.

She also founded an independent real estate firm. Currently she coaches sales reps all over the world. She is the CEO of All Knight Inc, a global educational mobile company, as well as a published children’s author and the creator of the national I’m No Bully Show. https://www.facebook.com/missdebbieandfriends REM

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26 REM AUGUST 2014

A most interesting sales rep

By Carl Walwyn

I

was driving downtown in Basseterre on the tiny island of St. Kitts when I was stopped by a man dressed in white.

“Walwyn?” he asked. “Carl Walwyn?” I immediately recognized this man as someone from my youth. I had not been back to the island for about 15 years but “Cooper” as I knew him was already an icon.

I had heard that he had already reached the equivalent of the Re/Max 100 per cent club for that year. This was in 1990 when that money could actually buy stuff.

Further, it was in U.S. dollars and he did this on an island of only about 40,000 people and 65 square miles. It amazed me that this was

also a year after a hurricane had made a devastating pass through the island.

I was stunned, but I knew that I could learn a lot from this person.

How were his accomplishments possible?

What happened next was extraordinary. “Hey, do you want to buy some land? You should buy some land,” said Cooper. “I have some land in Conaree. Let’s go see it.”

Before I realized what was happening, Cooper was already sitting in the back seat of my rental car.

My girlfriend looked at me apprehensively.

I figured, what the hell. “Drive this way,” he said and soon we were travelling out to this little beach-side piece of land that he was selling. “Stop here.”

We looked out the window. It was a large piece of palm tree-covered beach. Cooper took his briefcase (it never left his arms) and walked over to a coconut tree. He

then started counting long measured strides. Suddenly, he made an abrupt 90-degree turn and again counted off strides – 5, 6, 7.

By now we were out of the car and it occurred to me that he was actually outlining the real estate lot.

“Okay, this one is selling for…” He named the price. He also had the actual deed to the land in his briefcase!

The deal would be as simple as this. Bring the purchase price in cash or certified cheque. We would walk over to a lawyer’s office where the title to the land would be exchanged for the money. Later there would be some minor details involving the land registry office, but this really was real estate at its most simple. No wonder he was making so much money. He had distilled the process to the bare essentials.

Further, his expenses, if any, were minimal.

I was still in shock. Here were the 10 things I learned.

1. You are the brand. Cooper did not drive. I am not sure if he owned a cell phone, but he could always be found. Just go to the middle of the town at the taxi stand by The Traffic and ask for Cooper. If he wasn’t there, someone would be able to tell you where he was and when he would be back. Everyone knew him.

2. Differentiate the brand.

Every time I saw Cooper, he was dressed in white. This meant that even if I couldn’t remember his name, all I had to ask for was “the dude who is always dressed in white” and someone would say, “Oh yes, Cooper.”

3. Keep it simple. I mean REALLY simple. No phone, no car, no billboard, no website, no delegating, no team . . just him.

4. The buck (in fact everything) stops here. Cooper was a man of his word and he was all that there was between you and the property.

5. Be assumptive.

6. Always be closing (ABC of selling).

7. You are your best walking advertisement.

8. Make sure everyone knows your name.

9. A photographic memory and superior intelligence help. So too does the ability to speak five or more languages (including Latin) fluently.

10. I am not that kind of personality, but I can adopt several useful traits.

Sure, there might be those who were detractors, those who might interpret his bohemian uniqueness for something else.

Bottom line? He was one of the most interesting agents that I have ever met.

I really wonder if I could do it – in 2014 – with just a briefcase.

Carl Walwyn is a sales rep with Legacy Realty in Mississauga, Ont. Email cwalwyn@gmail.com.

REIC 2014 Pursuit of Excellence cellence ence Award d Recip Recipie Recipients Re pients ents REIC Emeritus Awards Bruce Simpson, CRF Chrystal Skead, CPM®, ARM® - Bentall nt Kennedyy J.A. Weber Award Gord Thomas, CPM® – Manitoba Hous ousing Patrick J. Harvey Memorial al A Award David Roberts, CLO – Ontario Power Po Gen Generation

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Chap apter apte pter pte terr A Administrator Ad Adm minis ator or of the he Year Shirley S ey Tillet, Tillet Til llet, Real Real Estate ate e In Institute tute tut of Manit anitob toba Carrie rie W Weir, We R Real eal Estate tate te In Institute itute e of Saska Saskatchewan askatc atchewan

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REIC Comm RE mmunity un Services Serv Award ward Juliette e Popplesto stone, one CPM® – Manitoba oba H Hous ousing

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ngratulatio ations to all!

REM

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28 REM AUGUST 2014

Pinterest for real estate sales reps

By Amanda Ross

S

ocial networking just keeps getting better, right? From Facebook (the high school reunion) to Twitter (keep it short and move on) to‌drum roll‌Pinterest, love for the eyeballs and the fastest growing social network.

As we have all heard, women tend to be the ones who make the home-buying decision and today there are more single women than ever. And, guess what network they love? You got it. Pinterest rules here.

Here are some tips about using Pinterest: Don’t do it yourself (unless you’re awesome): Have a new listing and were planning on saving the $100 it would cost you to hire

a professional photographer? That won’t fly on Pinterest (nor should it anywhere else). Only the beautiful survive and get noticed here. So fork out the cash, bring in a pro and get some great shots!

Boards: What is a “board�?

Imagine an idea board in your office or home where you have pinned articles/images for something specific. It is a great way to visually see something and a great way to keep organized. The only difference is that it’s virtual!

Repin, baby: As with all networks, people love it when others notice them. So, show your love and repin/comment on great stuff.

Lead them: While Pinterest is visual, the point is to lead them somewhere. So, be sure that your chosen photos for your listings bring them to your website for that property, or a photo of a local event takes them to a news article about that event.

Your details: Be sure that you write an interesting and relevant description of who you are and why you’re the best sales rep

around. Don’t get too corporate-y though, bring in some realism and show your personality. Include your full website address and any other contact information you might want them to have so they can easily check you out and get in touch.

Keywords: Every pin has an area where the pinner can add their thoughts. Be sure you use this, not only on your own pins, but also add your thoughts when repining stuff. Be sure you use rich, true (don’t get sneaky, no one likes that) and helpful keywords so that your stuff can be found when someone does a search. For example, don’t say, “cute cottage�.

Instead, say something like this: “Check out this cute cottage around the corner from Big Clear Lake in the town of Arden.�

Pinterest allows you to show the visual stuff while still pushing out your vast and great knowledge like you do on the other networks.

Here are some ways you could use it to boost your online real estate presence:

Get creative. Yes, sure you can build boards for your listings, but what about also creating boards for specific property features? Some ideas would be: floor plans, library/dens, patios, pools, fireplaces or a specific colour.

Remember, when they click on any of these, it should take them to more details about that property on your website.

Pinterest now has “Secret Boards�. These boards would only be seen by you and whoever you add to them. Wouldn’t it be cool to create one for your new buyer so they can share their ideas on what they want in a home or area?

Showcase your knowledge.

You’re the knowledge source for everything local. Why not pin great information about your community? Try local restaurants, community events, small businesses in the area, new construction, parks and schools. Just go to their website, find a great image and click your Pin It button.

Add the Pin It button to your

web browser so that you can easily add great information and links as you go. While you’re researching a new construction building, why not hit that Pin It button and add it to one of your knowledge boards that you created above?

The Pinterest App for your mobile devices is so well done and easy to use that you will find yourself pinning while waiting for your clients. Download it on all your devices so you’re prepared to pin when the mood is right (which is anytime).

Follow people you dig too.

You can find me at www.pinterest.com/ImAmandaR/.

Amanda Ross is the owner and CES (Creator, Educator, and Strategist) of RealtyBoost (www.RealtyBoost.ca), where she helps brokerages and sales reps build strong brands, smart strategies, and more knowledge that brings value to their clients. Follow Amanda on Twitter, @ImAmandaR and/or RealtyBoost at @RealtyBoostCA.

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REM

30 REM AUGUST 2014

Stop marketing and start engaging

By Ray Wood

S

omewhere in your neighbourhood this morning, a property owner woke up and decided to list their home for sale. If you didn’t get that call, it can only be because they don’t know you. I believe the reason that so few agents are successful is because only five per cent are actively attracting new contacts by engaging them.

Think about it: Another Just Listed/Just Sold card or Free Evaluation certificate in your letterbox is hardly going to stand out.

Take a look around at what agents are doing to promote themselves and win more business. Do you see any dynamic and compelling fresh ideas out there?

That’s because most agents fail what I call the RED test. RED stands for Relationship, Engage and Difference. In real estate, we sell the service of helping a seller sell. We don’t sell an instant consumable like a computer, a phone, a camera or a car. This means we need to build relationships.

Studies have determined it’s almost a year from the time a seller initially makes contact with an

agent to when they formally list their home for sale. That means we need to give serious thought to how we actually manage the relationship once initial contact is made.

Real estate’s best invest a fair chunk of their personal marketing budget into finding future sellers and then keeping in touch with them so when the time comes that they want to sell, there is a great relationship in place and the chance of being appointed is much higher.

Most agents don’t actually get this. They figure that if they’re going to spend anything, they want instant results. They need “now money” as I call it.

They don’t or can’t actually see any benefit in building a pipeline of future sellers.

These agents all suffer good month/bad month syndrome.

Their careers are a yo-yo of rewarding highs but devastating lows that eat the income they just made from their last good month.

The E in RED is for Engage.

When we’re engaged by something, we buy into it. We care about it. We’ll defend it and even champion it. It means something to us.

Engaging is looking at what’s in it for the potential seller instead of what’s in it for you because by nature, people care more about themselves than anything else.

Seriously, nobody cares that so and

Unless you can offer something different to potential sellers in your market, you’ll find it way harder to break through because sellers see you as just the same as every other agent. so is the No. 1 agent or that their logo is big and red. It doesn’t engage and it takes away from the message.

The reason there are so few rich real estate agents is because so few can actually engage their market. Good marketing may interest your potential target. Great marketing engages.

The D in RED is for Difference.

Unless you can offer something different to potential sellers in your market, you’ll find it way harder to break through because sellers see you as just the same as every other agent.

What do you stand for? What’s your compelling and dynamic point of difference that’s going to help the seller get a better result?

Joe Public sees most agents as all the same.

Another way to look at real estate pipeline success is to imagine that your business is a funnel.

The most important “currency”

to any top performing agent is listings. In fact, listings are the lifeblood of real estate success.

Your listings come out the bottom of your funnel. If you want more listings, all you need to do is get more contacts into the top of your funnel. Then you need to manage your contacts as they filter down (and let’s remember they take an average of 12 months) to the bottom. Can you see how a RED funnel will be way more productive?

Social media has given us a whole new way to engage our market and harvest contacts, but we need to be careful.

Imagine you walked into a party and ran up to the first person you saw and told them you’re an agent and would they, by any chance, be selling soon or know someone who is?

Social media is just the same but most agents fail to engage their Facebook business page fans. They

boast about their recent sales and plaster their listings wherever the can. You know what? Folks just don’t care. In fact, they find it a turn off.

So… you’re back at the party.

You meet someone, introduce yourself and start to “engage” them with social stuff like a book or movie you enjoyed or a great new restaurant.

They start reacting positively to you. You learn more about them. You have some stuff in common and on it goes. That’s how good social media works. Not by forcing yourself on someone who isn’t interested but by non-threatening and interesting discussion that gives them the opportunity to “buy in” to the discussion.

With the Internet and social media we now have more tools than ever before to build relationships, engage our future sellers and communicate our point of difference.

So take a look at your business.

Do you think you pass the RED test? Could a little innovative thinking win you extra contacts and extra business?

Ray Wood is the author of the best-selling lead generating book How to Sell Your Home for More. Ray’s recent ebook is a study of what real estate’s best are doing to stay on top.

You can download a free copy at www.RichAgentsSecrets.com

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REM

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32 REM AUGUST 2014

LEGAL ISSUES

A WELCOME ADDITION TO OUR CANADIAN NETWORK Coldwell

Banker ®

Canada

is

pleased to welcome the established sales force of Address Realty Ltd. to Coldwell Banker Slegg Realty and our Canadian network. With the addition of 16 experienced real estate professionals, this newly combined brokerage now has over 60 sales representatives serving British Columbia from locations in Victoria, Nanaimo, Parksville, Courtenay, Langford and a new James Bay office.

Please join us in wishing the Address Realty sales force and Coldwell Banker Slegg Realty enduring success.

By Donald H. Lapowich

I

n a recent Ontario case the question of the retainer of the professional was raised before the court. This issue is significant for real estate agents when they are

retained, because it points to the duties and obligations that their retainer encompasses.

In the Latta case, the plaintiff said that he was injured in a slip and fall case in 2008. He consulted a lawyer more than two years after the fall and simply paid him $480 cash with a handwritten retainer asking him to issue a Notice of Action against certain defendants.

The professional agreed to do so. Further, the plaintiff was to provide $4,520 for further interim work, but if the case was not viable, the lawyer was to discontinue the claim. However, the claimant never provided the additional money and the lawyer advised that

he would not take any further steps. He wrote to tell the claimant to issue his own Statement of Claim within 20 days. The claimant did not do so.

The claimant sued the lawyer for failure to issue a Statement of Claim. The court reiterated that a professional duty to his or her client, whether in contract or negligence, is defined “by the scope of the retainer agreement”.

No professional has to take steps on behalf of a client for which he/she was not retained. At no time did the retainer include the Statement of Claim. To do so unilaterally would have been wrong.

Therefore the limited retainer was

Home ownership is the destination

By Hugh Foy

I

Steve Slegg

Rob Angus

C o l d w e l l B a n ke r S l e g g R e a l t y, B r o ke r a g e 1. 25 0. 3 8 3.15 0 0

Coldwell Banker Slegg Realty Courtenay

Coldwell Banker Slegg Realty Parksville Coldwell Banker Slegg Realty Nanaimo

Pacific Ocean

Coldwell Banker Slegg Realty Victoria, James Bay, & Langford

For a confidential conversation about franchise oppor tunities with Coldwell Banker Canada, call M a r k L i n d s e y, R e g i o n a l V i c e P r e s i d e n t, F r a n c h i s e S a l e s

1.8 0 0. 26 8.9 59 9 ex t. 4 0 2 © 2014 Coldwell Banker LLC. All Rights Reserved. Each Office is Independently Owned and Operated. Coldwell Banker and the Coldwell Banker Logo are registered service marks owned by Coldwell Banker LLC. Each sales representative and broker is responsible for complying with any consumer disclosure laws or regulations. Any use of the term “sales associate” or “agent” shall be replaced with the term “sales representative” in Canada. Not intended to solicit Brokers under a current franchise agreement.”

f anyone understands the importance of home ownership, it’s Realtors. We help our clients buy and sell homes every day. We understand the comfort homes bring, the memories they hold and the financial stability they offer. What we may not always equate them to is shelter. Yes, of course, a home is shelter – it should go without saying.

But for a large number of people, it’s not the square footage, the number of washrooms or cabinetry colour that they equate to the home buying process – it’s the mere prospect of owning a home for the purpose of shelter. And while that shelter does eventually evolve into a home, where families grow and a sense of home ownership pride is fostered, it begins with a basic need being met.

The road to home ownership, different as it might be for everyone, is just the journey. Owning a home is the destination. As president of the Ontario Realtors Care Foundation, it is my goal to continue helping Realtors do what they do best – help all Ontarians arrive at their destination.

Established in 1967 as the Canadian Real Estate Board Foundation, it wasn’t until 1999 that the Ontario Realtors Care Foundation turned its focus to shelter-based charitable organizations. An obvious connection was made and since then, $3.45 million (since 1998) has been granted

to shelter-based organizations across the province on behalf of Ontario Realtors. Since 1967 more than $5 million has been raised.

Every community is filled with examples of its local Realtors’ contributions. The local soccer teams are sponsored by us, schools are improved with our help and community events are hosted by us. It’s at the local level where we feel we make the greatest difference. We see the changes, the improvements and we feel the sense of community and spirit that we help create. We recognize the value that living in a strong, safe and stable community offers to our families and our neighbours. These are not privileges – they are merely part of the home ownership equation.

I recently spoke to a colleague of mine who is devoting a large part of her year to training for Ironman Mont-Tremblant, all while raising funds for the foundation. Cynthia Lee, political outreach manager at the Toronto Real Estate Board, wholeheartedly believes in the importance of community, affordable housing and home ownership. Fortunately for Cynthia, she lives in a wonderful community that has, at some point or another, benefited from her local Realtors’ contributions. And while she loves community recreation, she decided instead to commit her training and fundraising for

the foundation as her way of supporting affordable housing and helping those who might need assistance acquiring a home and community of their own.

Personal efforts such as Cynthia’s are a big part of the foundation’s success. They are complemented by annual events held by the foundation to bring in funds.

The foundation’s Jam with a Past President is always a big hit; the Motorcycle Ride for Charity is a summertime favourite; and the Every Realtor Campaign gives a lot by taking very little. These efforts raise thousands of dollars in support of the foundation’s fundraising efforts.

All of the selfless contributions that Realtors make inspire me. We make differences that change the lives of those who rely on organizations that offer warmth, comfort and safety.

However you plan to give back this year, remember that your nearest and dearest cause is right in front of you. While advising your clients on mortgage financing, helping them choose a neighbourhood or deliberating between a semi or detached, take a moment to remind yourself what it’s all for.

Shelter first – the home is soon to follow.

Hugh Foy is president of the Ontario Realtors Care Foundation. w w w. r e a l t o r s c a r e o n t a r i o . c a REM

REM AUGUST 2014 33

fulfilled. (Latta v. Linden, 2014 ONSC 1400) ■ ■ ■

In a different case, tenants rented a unit in a building owned by the landlord corporation. The landlord employed an on-site superintendent who was to live in a unit in the building. The landlord gave the tenants notice of termination at the end of their term on the grounds that it required possession for purpose of its own residential occupancy.

The Tenant Board ruled against the landlord but on appeal, the Divisional Court held that a company is able to occupy a rental unit for the purpose of residential occupation incidental to its status as a landlord. It could reclaim the unit formerly tenanted for its own use. (York Region Condominium Corporation No. 639 v. Lee, 2013 ONSC 503) ■ ■ ■

The purchaser agreed to buy a parcel of agricultural land, which included a clause that there would be an adjustment of purchase price for “deduction of environment, if any”.

On closing, wetland species habitat was discovered but the vendor would not reduce the purchase price because of the wetlands.

The transaction was extended but the dispute was not settled and the transaction did not close.

The purchaser sued for an abatement of the purchase price, while the vendor sought termination of the agreement.

The court agreed that no deduction was required because the words “deduction of environment” were too vague and meaningless. Even more important was the fact that the purchaser never tendered the full purchase price on the extended closing date and therefore repudiated the transaction. (Matichuk v Quattro Holdings Ltd, 2013 ABCA 340) Donald Lapowich, Q.C. is a partner at the law firm of Koskie, Minsky in Toronto, where he practices civil litigation, with a particular emphasis on real estate litigation and mediation, acting for builders, real REM estate agents and lawyers.

34 REM AUGUST 2014

4 critical business metrics for sales reps

Real Estate Marketing Solutions

It’s Time to Confirm Your Fall Marketing Strategy! realtyreport

Market Connections Inc.® 94 Scarsdale Road Toronto ON M3B 2R7

®

Courtney Brown Real Estate Agent Bus: (800) 387-6058 Fax: (800) 800-7093

Market Connections Inc.®

Compliments of Courtney Brown

Courtney Brown Real Estate Agent

FIRST IMPRESSIONS Market Connections Inc.® 94 Scarsdale Road Toronto, ON M3B 2R7

While we’ve always been told not to judge a book by its cover, there is certainly something to be said for first impressions when it comes to showing your home. That’s why, especially in this busy open house real estate season, it pays to call in your real estate sales representative to give you a fresh perspective on how your home presents.

realtyreport

Tel: (800) 387-6058 387 6058 Fax: (800) 800-7093 courtney@marketconnectionss.com Greetings! You’re receiving thiis newsletter with hopes that yo ou find it informative and entertaining.

®

Market Connections Inc.®

Compliments of Courtney Brown Courtney Brown MarketConnections 94 Scarsdale Road

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

Courtney Court neyy Brown Brown

C

RIVERDALE

While we’ve always been told d not to judge a book by its cover, there is certainly something to o be said s id for ffo first fi impressions iimpressions when it comes to showing your home. in this busy m That’s me.

Th hatt’s why, why, especially especial e bus sy open house real estate season, o itt pays on, p pa ays to call in your real estate estatte sales representative to give you you yo ou a fresh fresh perspective on how your yo our home presents.

MARKET WATCH

REALTORS® understand the pow wer we of first impression appeal and have a e tthee b benefit of experience when it comes to sharing with you what w works when it comess to preparin ng your home for sale. e r example, your kitchen and throom ccan be a deal makerss – breakerss. When deciding if itt’’s orth reno ovating before you seell, e nsider th he Appraisal Institutee of nada’s fi findings that, depend ding the exteent of the renovation n ns, omeowneers can often recoup 75 75 100 perccent of bathroom an nd d tchen ren novation costs when it i mes timee to sell their home. aware that the desirability d resale value of a particularr

FEBRUARY 2014

remodeling project can vary by region. Bef effo orree undertak undeertakin king ng a remodelin elin ng pr project oject, ojec ct, p pleas plea lease ase ccall all to o discuss yo ou urr pllanss, and d assk whaat projectss mig mig ght pro ovid de th he mosst return upon on resale. esaale esal

NO. NO SOL SOLD LD

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Please call to oday ayy for fo fo orr the t laateest reeal estate tip ps an nd updates! pdate

STA AN

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based on MLS® ssales as reported by the Canadian Real Esttate e Assso ociation. Market valuees depe end d onn factors cto ors bbeside es es housing type and bedrooms. Overall condition, square footage, upgrades, lo ot size s and specific location are som me othe er key factors involved. nadian Real Estatte Association

B

FIRST IMPRESSIONS

Best Real Estate Services

SECOND OPINION ON A FIRST IMPRESSION

From m the the desk of Courtney ney Brown ne Your Client’s Name 123 Main SStreet, Suite 123 City, Provin nce M2N 6S6

Market Connections Inc.®

Toronto, ON M3B 2R7

All the best,

EAST END REPORT

Volume 8, Issue 3

Whether he ethe er yyou’re thinking off buying buying or selling selli elling ing your your ou home, h home ome me, e orr a are arrre e jjust ust curious curious cu curi ious io ous o us as a to o real estate make sure al e sta ate values in your neighbourhood, neig ne ghbourho gh ood, you’ll yo y ou’llll want wan want tto om ma ake a ke ssur su ure you yo you talk ta alk k to to a real estate knowledgeable al e sta ate professional who ho is ho s knowle edg dgeable ge ea able e and and familiar ffa ami am mili iliar arr with wit w th h the the area. area area ea a.

I invite up-to-date vite you you u to call me at 800-387-6058 80 00 0 0-3 3 38 87 7-605 605 58 5 8 for for fo or the th he most mo ost up-to up-to-d p to da ate te m market arrk ket information! inf info in nform matiion!

Courtney Courtn ou ourtney urt eyy Brown Brown 1 c. flour ½ c. cornmeal 2 tsp. baking powder ½ tsp. salt 1 ½ c. blueberries ¼ tsp. cinnamon 1 c. plain yogurt

1 c. sugar 3 eggs 2 tsp. grated lemon zest ½ tsp. almond extract ¼ c. vegetable oil ¼ c. icing sugar (optional)

Best Real Estate Services

Co Co our urtn ney ey B Brow ro own Rea al Essta ate e Agentt

1. Preheat oven to 350°F. Grease and flour a 9”x5” loaf pan. 2. In a large bowl, whhisk togethe flour, cornmeal, baking powder and salt. Stir in cinnamon and blueberries. 3. In a separate s bo whisk together yogurt, sugar, eggs, lemon zest, almond extract, and vegetable oil. 4. Stir the dry ingredients into the wet ingredients until just combined. 5. Pour mixture into prepared pa and bake for approx. 55 minutes, or until a skewer inserted comes out clean. Cool in pan for 1 minutes before turning out onto cooling rack. Sprinkle with icing sugar if desired annd enjoy!

94 Scarsdale Road Toronto, Ontario M3B 2R7

Mark ke ett C Conne onn nec ecti tions Inc c.® ca cars arssdal alle e Road, d Toro ontto, ON M3B 2R 2R7 s: (8 800) 3 387 87 7-6 7-6 605 58 8 Fa F Fax ax: x: (80 (8 80 00) 8 8000 00 0-709 709 93

Volume 10, Issue 4

HAPPY THANKSGIVING

Courtney Brown Marketing Specialist

Tel: 800-387-6058 courtney@marketconnections.com www.marketconnections.com

Stay top-of-mind with past clients, your best source for profitable future opportunities and quality referrals!

Customized client newsletters Personalized greeting cards Attractive desk calendars Monthly e-newsletters too!

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By Matthew Collis

W

hen it comes to maximizing your success, you need to understand four key pieces of information: how your leads and clients are hearing about you; your number of qualified leads; your number of qualified leads versus sales presentations; and your number of presentations given versus new business.

Without this knowledge, you’re often in the dark as to why you’re not reaching your full business potential and where you need to improve to take things to the next level.

There are a myriad of products and services out there for agents, each promising bigger and better results. But at the end of the day, which ones actually help your business, which ones hinder it and which ones do nothing at all?

The answer to these questions comes down to understanding fundamental metrics that drive your business so you won’t be investing in marketing blindly. Instead, you’ll know what works and where to spend more and less money.

1. Where are my leads and clients hearing about me? The easiest way for sales reps to get the answer to this question is to simply ask. Was it from a referral, your website, an event, a bench ad, Facebook? When you get a new lead, “Where did you hear about me?” should be one of the first questions you ask. Be sure to record the answer in your real estate customer relationship management (CRM) system.

2. How many qualified leads am I getting? Knowing the number of qualified and unqualified leads you’re receiving and where they’re coming from is important. This will be instrumental in helping you determine the effectiveness of the types of marketing you’re doing.

3. How many qualified leads am I getting versus presentations scheduled? Maybe you’re getting a ton of qualified leads but very few

listing presentations. If this is the case, you may want to dig deeper to understand why this is. Perhaps these are good leads but they are just not ready to work with an agent right away. Conversely, if you’re getting a small percentage of leads from a specific channel but most of them opt for a listing presentation, you want to concentrate on getting more of these highquality leads. At first glance you’d think that the more leads you get from anywhere the better, but that’s not always the case.

4. How many presentations have I given and how many of those turned into new business?

Let me paint a hypothetical picture for this one. Mark, an agent in Victoria, was getting a ton of new leads from his website, social media

you keep track of these vital business metrics. I outlined just four of them but there are other numbers you should know and record, such as number of listings versus solds, average number of days your listings are on the market and the selling price against the asking price of your listings.

No one can remember all of this information and keeping track of it on paper or in a software program without the right fields is anything but easy. That’s why you need a real estate CRM. Once you have all the information in your CRM, you can then run reports with the click of a button and get nicely presented data on where your clients are coming from.

Do you have a grasp of the

Do you have a grasp of the return on investment of your various marketing tactics? and print advertising throughout the city. In fact, it was more than he could keep up with. He followed up diligently with every lead, but ultimately, a very small percentage of them turned into clients. As Mark didn’t have a CRM or record certain metrics (like the ones we’re discussing here), he was having a hard time pinpointing the problem.

If Mark knew his numbers, he would more accurately be able to tell if the issue was a result of a lot of unqualified leads, unconvincing listing presentations not enough listing presentations, or a number of other factors. Perhaps the leads were qualified and he gave a big percentage of them listing presentations. But after the presentations, they dropped off.

This is why it’s important that

return on investment of your various marketing tactics? You need to recognize which marketing investments are producing the biggest ROI and where you may need to cut back. The key is to know your numbers so you can take your business to new heights.

Matthew Collis is part of the sales and marketing team at IXACT Contact Solutions Inc., a real estate CRM firm. He works with sales reps to help them achieve their goals through effective contact management and relationship marketing. IXACT Contact is a web-based real estate contact management and marketing system that includes powerful email marketing capabilities and a professionally designed and written monthly e-newsletter. www.ixactcontact.com REM

REM AUGUST 2014 35

By Dan St. Yves

I

’m not entirely sure that open houses will ever go out of style when it comes to marketing new listings (or still-active listings you signed up back in 2007), but then again, I still wear Hawaiian shirts with a blazer in public.

Clearly I’m not a reliable authority.

That said, with summertime in full swell, here are a few situations that might occur in the hotter months of the year at your open house.

Hopefully not.

1) You’ve advertised like crazy, a local radio station pal has been giving your open house shout-outs for the past two weeks and you’ve just arrived at the property. As you slide the key into the lock, a hummingbird buzzes by your head, which you mistake for a cloud of killer bees. Waving your arms around hysterically, the key falls into a remarkably ill-placed space between the stairs and the home.

You can see the key, but there is no way to reach it. As the crowd gathers, you call your clients, but then remember that they have left for a two-week sabbatical in Bora Bora, with no access to phones, Internet or carrier pigeon traffic.

To redeem yourself, you decide to show the crowd photos of the interior from your smartphone, while leading a guided tour of the backyard for anyone willing to stick around.

2) Arriving early enough to prepare the ambient lighting and get some made-from-scratch bread baking prior to your open house, you open the front door and realize that your clients may have failed to provide you with their alarm code.

The shriek of the system is quite impressive. You can see neighbours even several houses down peering out their living room windows. As you try to input some of your own favourite codes without success, the wail of the police car’s siren draws ever closer.

You will discover once the officers arrive that you forgot (today of all days!) to bring business cards, as

Open houses gone awry you grabbed your son’s briefcase of magic tricks instead of your own.

This is the day you will discover just how much charm it takes to persuade an untrusting police officer to not take you into custody.

3) You have successfully set yourself up for today’s open house, but the traffic has been slow.

Basically no visitors and you have been there an hour and a half. You had noticed a karaoke system in the basement and you decide to “give it a go”. Wrapping up the day, you return home, where your daughter is absolutely horrified to see you. Apparently, the owners automatically live-stream their karaoke and your rendition of Miley Cyrus’ Wrecking Ball with improvised off-colour lyrics is already causing quite the sensation online.

4) Having partied all night with friends at a birthday celebration the night before, your energy levels this morning are somewhat less than normal. To aggravate that, it is the hottest day of the year and this home has no air conditioning or cross breezes. While watching some golf on TV to kill time waiting for visitors to come, you drift off into the deepest of slumbers. When you awaken, to your horror you discover that the open house is over, but nothing seems to be amiss. You take one last walk through the property, ensuring that nothing has gone missing. As you leave, you notice your reflection in the hallway mirror, and see that some wisenheimer has reproduced the Van Halen logo on your forehead in lipstick and blush.

Hope your summertime open houses are far less disturbing than any of those scenarios!

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

36 REM AUGUST 2014

Announcement RE/MAX Real Estate Centre Inc. expands to Mississauga RE/MAX INTEGRA, Ontario-Atlantic Canada is pleased to announce that RE/MAX Real Estate Centre, owners David Medeiros and Delio Oliveira have expanded their operations into Mississauga.

With the expansion, RE/MAX Real Estate Centre operates 15 offices with over 600 Sales Associates. They serve Kitchener, Cambridge, Guelph, Fergus, Milton, Georgetown, Erin, Brampton, Orangeville, Shelburne, and now Mississauga.

Congratulations David and Delio and the RE/MAX Real Estate Centre Team!

David Medeiros & Delio Oliveira

RE/MAX Real Estate Centre

footwear, cheered on by passersby, friends and significant others.

“We have a tendency to feel safe in Canada, particularly in a smaller community like Brandon, which has a low crime rate,” says Lussier. “Yet even here, mothers and children have needed to rely on the local YWCA emergency shelter. There is domestic violence everywhere, unfortunately.”

Good Works A

team from Royal LePage offices across Canada will trek to Machu Picchu, Peru in 2015 on a unique fundraising quest. The goal is to raise $350,000 for the Royal LePage Shelter Foundation.

The company says an overwhelming response from those who applied for this bucket list opportunity earlier this year resulted in an expanded trip to accommodate 70 Royal LePagers, up from an originally planned group of just 28. They will trek for eight days across the Machu Picchu mountain ridge, which includes a 15th-century Inca site 2,430 metres above sea level.

“We are excited, honoured and grateful to have so many step up to the challenge,” says Shanan Spencer-Brown, executive director of the foundation.

“Our groups of Machu Picchu

trekkers will hike six to eight hours a day, camp in tents and forgo running water and basic comforts such as electricity and cell phone service to raise a minimum of $5,000 each, while covering their own travel expenses.”

You can sponsor a trekker at https://royallepage.myetap.org/fu ndraiser/machupicchu/ ■ ■ ■

It’s not every day that you see more than 150 men slip into high heeled shoes and take a stroll around a public park. For the fourth year in a row, Rob Lussier from Sutton - Harrison Realty participated in the YWCA’s Walk a Mile in Her Shoes event in Brandon, Man. to raise awareness of violence against women and children.

The men swaggered, smiled, waved and often cringed as they walked in the uncomfortable

■ ■ ■

HomeLife’s 13th Annual Charity Golf Classic raised $40,000 for Canuck Place Children’s Hospice. HomeLife B.C. president Rick Dubord, while thanking all the sponsors, Canuck Alumni and volunteers, offered a special thanks to Nancy Barberie “whose courage in relating her Canuck Place story reminded us all why we do this tournament.”

Canuck Place Children’s Hospice provides specialized pediatric palliative care for children living with life-threatening illnesses and support for their families throughout British Columbia.

■ ■ ■

Sutton Group - Masters Realty entered a team of 29 bicyclists in the Kingston, Ont. Big Bike event and raised $2,360 for the Heart and Stroke Foundation of Canada.

Announcement Join us in Welcoming RE/MAX Right Choice Inc. RE/MAX INTEGRA, Ontario-Atlantic Canada is pleased to announce the expansion in Thornhill, Ontario through the conversion of Your Number One Realty Inc. Broker/Owner, Kevin Najafi, has a comprehensive business background since establishing his roots in Toronto over 25 years ago.

Mr. Najafi, announced the decision to convert his brokerage to RE/MAX and is now happy to begin the transition of his sales force of over 100 agents to their new home within the RE/MAX organization. Mr. Najafi is eager to begin to focus on further growth of his brokerage under the RE/MAX banner.

Please join us in welcoming the entire RE/MAX Right Choice team to our network!

Kevin Najafi

Century 21 Canada’s Woman2Warrior team.

A team from Royal LePage will trek to Machu Picchu, Peru in 2015. (Photo: Stock.com/ArtMarie) HomeLife’s 13th Annual Charity Golf Classic raised $40,000 for Canuck Place Children’s Hospice.

Broker/Owner RE/MAX Right Choice Inc.

Michelle Cifala

REM AUGUST 2014 37

The team rode a massive 29-seat bicycle through city streets to raise funds for the charity and to promote health and fitness. Each team member contributed a minimum of $50. The top fundraiser was Michelle Cifala, who collected $295.

■ ■ ■

Team Golden Girls channelled their inner Amazons and represented Century 21 Canada in the 2014 Woman2Warrior adventure race, benefiting Easter Seals camps in B.C. The team ran, lifted, climbed, crawled and even swam through ice water over a 5-km obstacle course. The team shattered their goal to donate $2,100 by raising $3,760 to send kids to camp.

“At the finish line, Easter Seals kids said thank you and passed us our medals. That was so powerful and really made the whole event for me,” says team member Tina Godard, director, online recruiting, Century 21 Canada.

■ ■ ■

Royal LePage Premier Real Estate in St. Albert, Alta. recently hosted more than 100 golfers at their 2nd Annual Charity Golf Classic, raising $16,000 for the Royal LePage Shelter Foundation.

All of the proceeds were directed

to the Stop Abuse in Families (SAIF) Society, which provides services to clients experiencing family violence.

■ ■ ■

Sutton Group - Lakefront Realty in Vernon, B.C. is hosting outdoor movie nights again this summer. Admission is free to the family friendly films, which will be shown on a huge, inflatable screen in Polson Park. The line up of showings included: a special Pixar short collection, Dumb and Dumber, The Lego Movie and Despicable Me 2.

“Hundreds of people came out to enjoy Cinema Under the Stars last year, so we are happy to offer it again,” says broker Tamara Cinnamon. “It started as a desire to give back to the community. These free films are something that everyone can enjoy. Watching a movie outdoors on a beautiful summer night with friends and neighbours beside you is really unique and memorable.”

■ ■ ■

Royal LePage Top Producers’ team in Winnipeg recently answered a call from local women’s shelters for non-perishable food items, toiletries and cleaning supplies. The brokerage launched a

Food for Shelter campaign, setting an ambitious goal to raise 2,014 items for Osborne House and Agape House.

A dedicated committee leveraged support from within the office and the community, successfully collecting 3,014 items with an approximate value of $8,000.

Broker/owner Rolf Hitzer says, “We were humbled and proud to help make a difference for women and children during a dark time in their lives.”

■ ■ ■

The 16th Annual Forest City Charity Golf Classic was a great success for golfers and people in need of housing. The tournament raised $22,000, enough to build three houses in Bolivia with the assistance of Habitat for Humanity. Dan Grantham, a sales rep with Sutton Group Preferred Realty in London, Ont. has served as chair of the tournament for four years.

Grantham says the cost of building a basic, small house in this less-developed country is only $7,000; however, that is a princely sum to most struggling Bolivians. Sutton Group Preferred Realty broker of record Gerry Weir and sales rep AnneMarie Grantham were special REM sponsors.

Enjoying the Royal LePage Premier tournament, from left: Louanne Dalgleish (St. Albert Gazette), Royal LePage Premier Real Estate broker/owner Shirley Williams, Kristin Pierce, Casey Kinsella, Royal LePage Premier Real Estate agent Don Cholak, Dana Dewer and Gillian Graham.

Rob Lussier

A pickup truck is loaded with non-perishables collected by Royal LePage Top Producers in Winnipeg and destined for two local women’s shelters.

Announcement RE/MAX First Realty Ltd. acquires former RE/MAX Quality One Ltd. office in Ajax, Ontario RE/MAX INTEGRA, Ontario-Atlantic Canada would like to congratulate Ron Gordon, Brian O’Donoghue and Roger Anderson who announced that RE/MAX First Realty Ltd. has acquired the office formerly run

by RE/MAX Quality One Ltd. in Ajax, Ontario.

Roger Anderson purchased his RE/MAX franchise in 1993 and has operated RE/MAX Quality One Ltd. for over 20 years. Throughout the duration of running his brokerage, Roger has held the position of Regional Councillor and Deputy Mayor for the Town of Ajax. This is only a sample of the many roles Roger has held in his community. Roger has decided to sell his RE/MAX brokerage so that he can turn his focus to his community involvement, although he will remain with RE/MAX First.

With the acquisition of the Ajax office, RE/MAX First will now have 4 locations in Brooklin, Pickering, Whitby and Ajax, with a sales force of close to 200 associates.

Please join us in congratulating everyone.

Brian O’Donoghue & Ron Gordon RE/MAX First Realty Ltd.

Inbox Update

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On July 1st, Canada’s restrictive new spam legislation came into effect.

As a result, many of our weekly email newsletter subscribers had to be removed from our mailing list, to comply with the new law.

If you no longer receive our newsletter, please visit our website to subscribe:

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38 REM AUGUST 2014

T

he Real Estate Institute of Canada’s new president and Board of Directors was recently installed at the Institute’s 2014 Annual Conference and AGM in Winnipeg.

Ron Penner is the president for 2014-15. He is currently the vicepresident, operations with Globe General Agencies, a real estate investment, development and management company based in Winnipeg.

The new Board of Directors are Ron Fraser, Infrastructure Ontario, Toronto; Lindsay Carlson, Re/Max Elite, Edmonton; Winson Chan, Tridel Corporation, Toronto; Steve Kincade, Kincade

Property Management, Saint John, N.B.; Candace Le Roux, Bentall Kennedy, Vancouver; Walter Lui, Century 21 Leading Edge Realty, Toronto; Joedi Pruden, City of Winnipeg; Johnmark Roberts, B&B Associates Realty, Don Mills, Ont.; and Tony Wagner, WPJ McCarthy & Company, Burnaby, B.C. ■ ■ ■

The Asian Real Estate Association of America (AREAA) Vancouver Summer Summit recently hosted a discussion between guests from the Chinese real estate and construction sector led by president Liu of

the China Real Estate Association and representatives of the Government of British Columbia.

“One of the main goals of the AREAA is to build a greater understanding between the East and the West. We are an organization whose mission is to build bridges between people,” says Vancouver sales rep Tina Mak. “By doing that we open up new markets, create new opportunities, and as a result, stimulate our economies.”

More than 200 delegates from across Asia and North America attended the conference.

“Many of our Chinese guests had never been to Canada and AREAA Vancouver was pleased that their first exposure to our great country was combined with the gorgeous environment of Vancouver,” says Mak. “The world is attracted to Canada’s solid and stable institutions, rule of law, natural beauty, tolerance and the welcoming mindset of our people.

British Columbia is also, obviously, Canada’s gateway to Asia, and

increasingly, we are becoming Asia’s gateway to North America.”

She says that according to the Asia-Pacific Foundation, within the next decade, Metro Vancouver will be home to the largest Chinese population outside of China itself. “The opportunities for us to leverage our position as the Pacific Gateway are immense.

That means two-way trade and investment, not just the one-way flow of investment and people from Asia and China in particular, to Vancouver,” says Mak. “We all know the challenges that China faces today are unique.

Its explosive growth has become one of the most remarkable stories we will ever see in our lifetimes.

That growth has created tremendous pressures on Chinese society and significant dilemmas for policymakers,” says Mak. “But the Chinese experience is not unlike the challenges we are facing here.

“How do economies grow while ensuring a sustainable development path for communities and the environment? What are the

best building practices and how do they apply to the Chinese reality?

As a half billion people in China enter the ‘middle class’, what does this new prosperity and consumerism mean for China’s sociopolitical fabric? And as the population ages, how does a health-care system – already under pressure – take care of them? Where will that aging population live? And what are the choices facing policymakers, needing to house hundreds of millions of new retirees over the next 20 years.”

“We are sure we won’t answer all these questions at once, but we also know that there’s much we can learn from each other. That’s what this conference was all about,” says Mak. ■ ■ ■

The Association of Saskatchewan Realtors (ASR) says the program formerly known as Rate Your Realtor, which launched on June 16, is off to a good start.

“As of June 30th, two weeks after launch, approximately 13 per

The Hockey Helps the Homeless cheque presentation.

The REIC National 2014-2015 Board of Directors. Back row, from left: Johnmark Roberts, Walter Lui, Ron Penner (president), Steve Kincade, Ron Fraser. Front row: Lindsay Carlson, Candace Le Roux, Joedi Pruden and Winson Chan.

Not in the photo: Tony Wagner.

RAHB president Tim Mattioli presents a cheque to Realtors Care Foundation director Jenny Kotulak on behalf of RAHB members.

ARR member Bernie Weinbender presents the award to Grade 8 student Kathleen Billena.

Jacqueline Dykstra

The GMRGM team, from left, back row: Devon Ramsey, Angie Gallant, David O’Blenis, Treena Davidson, Dwight Taylor, Mike Doiron, Andre Malenfant, Maurice Leblanc, Pierre Basque. Front row: Heather Fitzgerald, Kerry Rakuson and a guest.

Delegates at the AAREA Vancouver conference gathered for a photo.

REM AUGUST 2014 39

cent of Realtors have opted into the program,� says Bill Madder, CEO of the ASR. “A small percentage has opted out (less than two per cent) but that is expected and although it’s too early to judge overall response numbers, the service seems to be tracking well.�

Of all the surveys sent to clients in the first two weeks of the program, more than 88 per cent of clients completed the survey, so Realtors have received feedback from their clients’ experiences.

RE Experience powered by RealSatisfied “is a tool to allow a culture of continual improvement in the industry,â€? says Madder. “In an industry where business is largely based on referrals, this is a way to talk about the client-Realtor experience and strengthen relationships for the benefit of the public, the industry and the province.â€? â– â– â–

The Nova Scotia Association of Realtors (NSAR) has awarded $10,000 to three students pursuing post-secondary education. Victoria Da Silva, Amira Kadray and Lucy Vincent-Smith have each been granted $3,333 for their exceptional academics and community involvement.

Each year, NSAR holds a golf tournament to raise money for the Arnold G. Jones Bursary Fund.

Bursaries are granted to a child or grandchild of a Realtor who demonstrates exceptional academic standing, involvement in their community and commitment to postsecondary education. The fund is named in honour of NSAR’s former EO, who lost his battle to cancer in August 2012.

Victoria Da Silva is the daughter of Realtor Anne Da Silva.

Amira Kadray is the daughter of Realtor Issam Kadray and Lucy Vincent-Smith is the daughter of Realtors Leslie Freeman and Paul Vincent-Smith. â– â– â–

As Grade 8 graduates across Regina savour their summer freedom, 66 of them have something extra to celebrate. The Association of Regina Realtors (ARR) honoured one Grade 8 student from each of the city’s public and Catholic elementary schools with the Realtors Citizenship Award, which recognizes young people who demonstrate an exemplary commitment to their school and community.

“Our members raise their families here too and we want to applaud these students for the leadership they’re showing in our community and encourage them to stay involved,â€? says ARR EO Gord Archibald. “Regina’s future is in good hands!â€? â– â– â–

The Ontario Real Estate Association recently introduced The Ontario Home Ownership Index. This initiative is designed to aid members in learning more about the public’s views on the real estate market across the province.

Public opinion polling will be conducted among Ontario consumers twice a year to explore opinions of the real estate market, the value of home ownership, intentions to buy and sell real estate, housing trends and more, the association says.

The Ontario Home Ownership Index is a province-wide research survey conducted by a Ipsos Reid.

The benchmark wave of the index, conducted in fall 2013, was set to a baseline of 100 points and will be conducted semi-annually to track the outlook and expectations of the market over time. “In the current wave in the spring 2014, we saw that Ontarians across the province are optimistic in their market outlook and perceptions of home ownership. This was highlighted in a rise of the Index to 108, reflective of an overall improvement in sentiment of eight per cent in the index since the fall,â€? says the association. â– â– â–

The Realtors Association of Hamilton Burlington (RAHB) president Tim Mattioli presented $32,250 to Realtors Care Foundation director Jenny Kotulak recently.

The foundation provides grants to shelter-related causes and charities across Ontario. Past recipients of foundation grants in the Hamilton-Burlington area include YWCA Hamilton, Mission Services, Mark Preece Family House, Support & Housing – Halton, Wesley Urban Ministries, the Compassion Society of Halton and Habitat for Humanity Halton. â– â– â–

Jacqueline Dykstra is the new director of learning at the Association of Saskatchewan Realtors (ASR). She has worked

in the training and development industry since 2009. Her previous positions focused on content development, strategic planning, needs assessment and workplace strategies.

Education is at the core of the ASR’s services as the provider of real estate education and professional development in Saskatchewan. “In keeping pace with technology and research, we are changing the way we provide educationâ€? says Bill Madder, CEO of ASR. “But we are confident that with a solid team, provincial and national collaboration and a good plan, the future of Saskatchewan’s real estate education will exceed expectations.â€? â– â– â–

The London Tournament of Hockey Helps the Homeless, sponsored by the London St. Thomas Association of Realtors, brought hockey enthusiasts and the London business community together to raise funds to battle homelessness in London. As a result, Unity Project, Merrymount Family Support and Crisis Centre and Youth Opportunities Unlimited will each receive $40,000 to support programs aimed at helping those most in need in the London community.

LSTAR’s director of business and promotions, Tracy Marino, was chair of the London Organizing Committee. Five LSTAR members were on the planning committee: Warren Shantz, Debbie Collins, Barb Whitney, Dan Grantham and Peter Whatmore. In addition, more than 70 Realtors from London and area got involved by being on one of the many volunteer committees or by playing hockey.

Royal LePage Premier Realty ownership change and expansion Warren Vandenameele

Langenburg, Saskatchewan

We are pleased to announce that Warren Vandenameele, broker/owner of Capital Commodities Realty, has acquired the Royal LePage brokerage in Yorkton, and has reflagged his company to the Royal LePage brand. The expanded brokerage will continue to operate as Royal LePage Premier Realty effective July 1, 2014.

Warren began his professional career as a grain broker in the early 1990s and entered the field of real estate in 2003 and opened Capital Reality in 2010 in the community of Langenburg. With the communities of Yorkton and Langenburg just 40 minutes apart, Warren views the acquisition and expansion as an excellent opportunity to broker and own both offices and grow the business.

Warren’s 22 year-old son currently works with him, and will be fully licensed in 2014.

Active in his community, Warren is a member of the economic development committee in Langenburg and has managed and coached minor hockey and baseball for the past 15 years.

Warren, and his team of nine sales professionals service the Langenburg and the surrounding communities of Churchbridge, Rocanville, Moosomin, Canora, Saltcoats, Brendebury, Ituna, Spy Hill, Esterhazy, along with Yorkton, Springside, Ebenezer and the surrounding areas.

You may contact Royal LePage Premier Realty at one of their two locations: 217 Kaiser William Avenue Langenburg, Saskatchewan S0A 2A0 Phone: (306) 743-5558 Fax: (306) 743-2959 Email: warren@royallepage.ca 45C Palliser Way Yorkton, Saskatchewan S3N 2V7 Phone: (306) 783-9404 Fax: (306) 786-6788 Email: warren@royallepage.ca Please join us in welcoming Warren, and wishing everyone at Royal LePage Premier Realty continued success. â€

†Royal LePage is a trademark used under license.

Nous recrutons!

â– â– â–

The Greater Moncton Realtors du Grand Moncton (GMRGM) Relay for Life team helped the Greater Moncton Relay for Life event raise more than $50,000. “Cancer affects so many of our members, it was important for us to participate in this event to show support for those personally touched by this disease,� says president Ricky Cormier. GMRGM was lucky to have members join the team that are survivors. EO Kerry Rakuson was the kick-off speaker for the “Fight Back� ceremony.

REM

We’re seeking a new team member to manage REMenligne.com, our online exclusive, French language counterpart.

responsible for overseeing all French language operations;

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40 REM AUGUST 2014

Miami’s amazing real estate comeback The National Association of Realtors says Miami is one of the most popular destinations for Canadians seeking real estate in the U.S. Here’s what they’re buying.

By Jim Adair

W

hen REM attended the 1993 National Association of Realtors convention in Miami Beach, everyone said we were crazy to go.

Miami and all of South Florida was still recovering from Hurricane Andrew, which in 1992 devastated the area. Miami was also in the grip of a much-publicised crime wave against tourists, including the murder of two Canadians in separate incidents.

Miami was known for the violence surrounding drug smuggling activities, made famous by the television show Miami Vice and the movie Scarface.

We went to the conference anyway and stayed at Hollywood Beach, popular then and now with Canadians, particularly those from Quebec. We stayed away from downtown Miami and heeded the advice of those said it was a bad place to visit.

Earlier this year we returned to Miami for the first time since that trip, and the city had a completely different feeling. A real estate renaissance, fuelled by mostly by South American and Canadian buyers, has transformed downtown Miami into a series of vibrant, lived-in communities. While downtown used to be deserted at

Wynwood, a neighbourhood full of art galleries and large graffiti works, attracts artists from all over the world. It must be seen to be fully appreciated.

The view from the wrap-around balcony at Regalia.

night and on weekends, new condo developments have been built alongside mixed-use retail and office developments. There are still neighbourhoods where you wouldn’t walk alone at night, but Miami has lost its reputation as the most dangerous city in America.

Since 2002, Art Basel Miami Beach has drawn thousands of artists and art collectors from around the world every winter. The Wynwood neighbourhood is full of art galleries and large graffiti works that must be seen to be appreciated.

Nearby, the Miami Design District is booming with furniture and design studios.

Between 2001 and 2011, despite the U.S. real estate disaster, total building square feet in downtown Miami increased by 56 per cent, averaging 4.2 per cent growth per year. The downtown population increased by more than 26,000 people for a 68-per-cent gain.

Cranespotters.com, an interactive website devoted to preconstruction condos, was launched last year in association with the Miami Association of Realtors. The site says there are currently 253 condo towers in the planning stages, under construction or recently completed in the South Florida

The real estate resurgence has brought life back to downtown Miami.

region of Miami-Dade, Broward and Palm Beach.

A recent Miami Herald story says during the last two years, Miami land and construction prices have soared. It says a typical project in the downtown Brickell area that was $400 per sq. ft. in 2012 is now selling for more than $600 per sq. ft.

REM’s real estate tour of Miami and area, sponsored by public relations firm 3A Worldwide, took in a variety of projects, ranging from the latest offering on Hollywood Beach to a multi-million dollar condo on Miami Beach, and from funky rental lofts in Wynwood to luxury single-family homes in an exclusive private resort in the Florida Keys.

Everywhere we went, the developers said Canadians are among their primary group of buyers, and they are eager to work with Canadian sales reps.

Costa Hollywood, now under construction on Hollywood Beach, is being developed by Canadian Moses Bensusan, CEO of Liberty Grand, LLC. It features 307 units that come fully finished, including studio and one- and two- bedroom units ranging from 369 to 1,232 sq. ft. with terraces and views of the ocean. The project consists of two six-storey buildings and includes a rooftop infinity pool, courtyard, entertainment lounge area and onsite spa and gym. It’s steps from the popular Hollywood Beach boardwalk, stores and restaurants. A

high-end retail district is also being planned.

Other amenities include 24hour concierge, room and security services, a business centre and housekeeping once a week.

Prices range from about $325,000 (US) for the 369-sq.-ft. unit to $735,000 for a two-bedroom unit, and occupancy is set for spring 2015. www.costahollywood.com H3 is a little bit inland in the City of Hollywood. Billed as the first residential development to be built in Hollywood since the recession, H3 has 15 floors of studios, one-, two- and three-bedroom residences. It’s 10 minutes south of the Fort Lauderdale-Hollywood International Airport and 30 minutes north of Miami International Airport.

Prices range from $200,000 to $400,000. Amenities include a fully landscaped pool, a fitness centre, a security system, a 24-hour concierge, a business centre and covered parking. The common areas and elevator atriums on each floor will showcase a collection of original artwork created by a variety of local artists. www.h3condo.com.

In Miami Beach, for those investors who are looking for hotelcondo opportunities, the Mondrian South Beach Hotel Residences offer a brilliant setting on the waterfront of Biscayne Bay. The building, which was constructed in

REM AUGUST 2014 41

Canvas Miami will include a fully equipped sound room for musicians.

A rendering of Costa Hollywood.

Cassia Villas’ model home.

Everywhere we went, the developers said Canadians are among their primary group of buyers, and they are eager to work with Canadian sales reps.

A studio unit at H3.

There’s a waiting list to rent one of The Filling Station’s 81 industrial lofts.

2006, was recently renovated.

Units in the 16-storey tower have been redesigned to offer a new take on designer Marcel Wanders’ post-minimalist esthetic, say the owners. Fully furnished studio, oneand two-bedroom apartments and penthouses are available, ranging from 535 to 1,190 sq. ft. Prices range from $340,000 for a studio

with no balcony to $833,000 for a two-bedroom, two-bath unit with a balcony and a view of Biscayne Bay. Residents have access to Mondrian South Beach hotel, which was conceived by Wanders as homage to Sleeping Beauty’s castle. The indoor lobby is decorated with oversized furniture and motifs

inspired by fairy tales. Public areas include a five-star restaurant, Agua, a 4,000-sq.-ft. spa with wet and dry treatment rooms, and a fully equipped gym overlooking Biscayne Bay. Outdoor living areas include a cabana-lined swimming pool surrounded by gardens, landscaped into a labyrinthine trail with lounge areas, secret pathways and “kissing corners.” There’s also a

private marina. www.mondrianresidences.com Next, REM visited the spectacular new ultra-luxury Regalia on Miami Beach. Now nearing completion and 85 per cent sold out, the 46-storey tower features just one residence per floor, each with 5,515 sq. ft. of interior space and a 2,100-sq.-ft. balcony that wraps around the entire building.

With its unique curved balconies, the building is reminiscent of the award-winning Absolute towers in Mississauga. Developer Louis Montello was the first to build in the area following the recession and the first to start construction without having pre-sold the project after he took it over from another developer.

He says he was convinced that by offering the absolute top-end location, building materials and finishes, the building would sell out quickly – and it has. All that remains are two furnished model suites, priced between $10 million and $12 million.

There is also a unique twostorey beach house that offers 9,915 sq.ft. of space on the third and fourth floors – including eight bedrooms and 9.5 bathrooms – and 6,500 sq.ft. of terrace with a private plunge pool, whirlpool and personal spa. It’s available for $27 million.

Each residence features 10-foot floor-to-ceiling impact resistant glass windows and sliders. There are large great room, family room, dining room and breakfast areas.

The kitchen cabinets were designed and manufactured in Italy and exotic stone countertops were installed along with top-end appliances. There’s a summer kitchen barbecue opening to the terrace outside.

The large master suite overlooks the ocean and beach and includes a morning breakfast bar with an undercounter refrigerator and sink. His and hers showers have doors that open directly on to the terrace.

Montello says most of the buyers are using the units as second and third homes. www.regaliamiami.com Canvas Miami, to begin construction this year, will be a 37storey luxury mixed-use residential and commercial high-rise. It’s in the Arts & Entertainment District of the city, between Midtown, South Beach, Wynwood, Brickell and the Design District. Public transit is not a strength of the Miami area, but Canvas will be walking distance from Miami’s Metro Mover, a free 4.4-mile elevated “people mover”.

There will be 513 residences and 10,000 sq. ft. of commercial space. Residential layouts include studio, one- and two-bedroom floor plans with city and waterfront views.

Continued on page 42

42 REM AUGUST 2014

AS I SEE IT FROM MY DESK

By Stan Albert

“S

o, now that I have my broker’s licence, I’m going to make a ton of money. But should I go big or should I go small?”

Many times throughout my years in the business I’ve received calls from agents who have attained their broker licence. The calls are usually about whether they should open up their own offices and whether or not to be an independent or buy into a brand.

The answer is somewhat complex. If they are thinking of going independent, I ask them, “What is going to be your market niche?”

GET

Starting your own brokerage If they’re going to be condo or new homes specialists, I usually endorse that approach because they have a vision of where they’re going. I also know of many small independents who have carved out a sizeable market share in the highend homes market.

Regardless of those choices, the financial burden is the main stumbling block. Rent, staffing, administration, business taxes and board memberships are to be considered before going into business as an independent.

They also have to decide on how large or small they’re going to be.

The independent broker will always be a part of this business. A small office can be successful as long as they keep the ever-increasing costs of operation in line with the production of their sales team.

What is the advantage for a new broker to buying into a brand?

For starters, the name recognition is a big benefit. It makes it easier to recruit. However, with brands

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come fees and other charges related to buying into it.

When comparing relative start-up costs to those of a smaller office, it becomes a balance of economics.

The independent must decide if he’s going to be a selling broker and compete with his sales team. If he chooses not to sell, he’s going to have to have deep pockets as it may be two to four months before he sees a dime out of the agents’ production.

It’s always a matter of the vision that the fledging broker has of his future. Normally it takes, on average, five years before a broker will see a return on his investments.

Miami’s amazing...

Continued from page 41

In keeping with the artsy and upcoming area, amenities will include a fully equipped sound room for musicians. There will also be racquetball and bocce courts, a rooftop plunge pool, a gym and spa and a dog-walking area.

Preconstruction prices begin in the low $200,000 for studios, with apartments starting at $300,000 for a one bedroom and $400,000 for a two-bedroom unit. www.canvascondos.com Developer N.R. Investments also recently completed the Filling Station Lofts on the site next door. Originally launched by another developer as a condo, the project ran into financial trouble and remained unfinished until NR Investments took over. It has now been converted into a rental building. All 81 units have been rented at about $2.50 per sq. ft. (the average size is 1,100 sq. ft.) and there is a waiting list of more than 120 people.

The industrial-style lofts feature 18-foot ceilings, spectacular views of downtown and concrete walls complemented by high-end finishes. www.fillingstationlofts.com Biscayne Beach is billed as “the first luxury condominium to bring a private beach club to Miami’s urban core”. Interior designer Thom Filicia, known for his role on show Queer Eye for the Straight Guy, created the “beach

Now that agents are able to incorporate in some parts of the country, there lurks a danger. What happens if the agent’s corporation goes bankrupt? What, if any, liability does the broker face?

The real answer of how to go into the brokerage business depends on how much steel the broker has in his willingness to tough it out in the bad times and how he can profit from his mistakes in the early years in the business.

It seems that more and more agents are willing to take the jump.

Be aware that there are no safety nets in either choice.

Whichever way you go, chic” designs for the project’s common area amenity spaces and members-only Beach Club.

The tower will have 399 residences, rising 51 storeys along the bay in Miami’s East Edgewater neighbourhood. Completion is scheduled for 2016.

The design concepts for the building’s resort-style interior and exterior living spaces includes a mix of fresh patterns, grey woods, travertine stone, bronze metallics, textured walls, artistic lighting and dynamic furniture pieces, says the developer. One-, two- and threebedroom condos are available, including six two-storey upper penthouses with private rooftop pools and garden terraces. All units will be fitted with premium fixtures, finishes and appliances, 10foot ceilings, floor-to-ceiling impact resistant glass windows and sliding doors, and unobstructed city and bay views. Prices range from the mid-$400,000s to several million dollars for the penthouses. www.biscaynebeachresidences. com Finally, REM’s genial driver Armando Angulo drove us to a completely different kind of experience – a private resort community at the northern tip of Key Largo, about 50 miles southeast of Miami International Airport.

Founded in 1948 as a small fishing camp, Ocean Reef Club is now a lifestyle community with water on three sides. It’s about four miles long and a mile wide. Access

remember that your closings taper off in December and you have to weather the winter months.

The bottom line in either choice is to recruit, recruit and recruit and retain good people.

Training them is essential and training never stops.

Finally, whatever you do, make sure you have a good accountant.

Stan Albert, broker/manager, ABR, ASA at Re/Max Crossroads’ iRealty office in Toronto can be reached for consultation at stanalb@rogers.com. Stan is now celebrating his 44th year as an active real REM estate professional. to the area is only granted to residents and guests.

Cassia Villas at Ocean Reef Club offers 17 custom homes ranging from 17,000 sq. ft. to 23,000 sq. ft. Membership to Ocean Reef Club included with the purchase of a Cassia Villa property gives residents access to first-class amenities such as 36 holes of golf, a salon and spa, more than a dozen restaurants, a 175slip marina and a private airport.

The community also includes its own shopping area, a man-made beach, a movie theatre and a public library. Most vehicle traffic in the community is restricted to golf carts.

The self-sufficient community also has a healthcare centre, police and fire stations, a post office and a gas station.

Prices range from $2.6 million to $3.5 million for the 3,900-sq.ft. to 6,000-sq.-ft. homes, which include five or six bedrooms and 51/2 to 71/2 baths. All the furniture in the model home can also be purchased for an additional $500,000.

All interior areas include 18x18-inch polished travertine marble. Countertops in the kitchens and baths are granite and quartz. High-end finishes and appliances are used throughout.

President Barack Obama recently was a guess at the resort for a round a golf. www.cassiavillas.com REM

REM AUGUST 2014 43

THE PUBLISHER’S PAGE

By Heino Molls

O

MARKETPLACE

ur cities are more crowded than ever. There are so many people, so many appliances churning, so much need for food manufacturing and so much more of everything. These are the things that are causing global warming, development of insular technology and sadly, greater conflict amongst us. There are now more than 100 wars actively engaged in the world, demanding a vast number of weapons that are being manufactured to keep up with it all.

We should be grateful every single day that we live in a country where conflict is not part of our daily lives but we must stop taking it for granted. We should be conscious of the growing challenges we have as we become more crowded in our cities. We are living cheek to jowl with each other on our roads and in our homes. We must channel our technology to not just build more comfortable, air conditioned cars to sit in traffic but to plan for better ways to move people efficiently without delay, without pollution and without the daily stress that is killing us.

Nowhere can this be more effectively addressed than in the development and planning of new home projects. For the past many decades we have seen clever home

Dealing with growth in our cities building that has shoe-horned maximum properties into minimum property sizes. The days of single-family, three-bedroom, onebathroom houses with big backyards seem as obsolete as the TV shows they were featured in during the 1950s. Back then there were no such things as condominium apartments. Back then there were no townhouse complexes. In the city core there were “cheap row houses” but nothing like the townhomes, stacked townhomes, condo-towns and estate complexes that we have today. All these names avoid saying what the developments really are, which is “living quarters jammed together in such a nice way that you won’t even notice how many units we have crammed into this small property space”.

Along with all these new developments come vastly inadequate road systems and absolutely no transit plans save for an obscure bus that runs infrequently. I think we can all appreciate an outstanding building that gives buyers a sense of ownership and a small sense of privacy but the stress of getting to and from these developments is incalculable.

It is time to plan for the fact that there are more of us today than there ever was before. Our elected officials must be held to higher standards so when it comes time to go to work or school, planners realize there will be a lot of us out there all heading in the same direction in the morning and all trying to get back in the afternoon. We need

transit and we need good road systems that handle traffic well.

We also need to look to ourselves to understand that we may not enjoy the immense backyard space that our parents and grandparents had with their homes. We must cope in condos, co-ops and apartment buildings that are larger and have vast numbers of people, families, children and pets living in them. We must get along with each other better and be better neighbours.

We have smart appliances today that interact with us individually. We have entertainment devices for us to play games, watch movies on demand and deliver information of every kind we need.

But we have the worst planning when it comes to our outdoor networks – our roads, our schools, our parks, our transit and our infrastructure. If we don’t start addressing these growing needs soon, we risk the whole thing blowing up.

I can think of no other industry more front-line when it comes to development, planning and community building than the real estate collective. We have some of the sharpest minds and the most community active individuals of any industry. It is time to step forward and offer good thoughtful counselling and direction (through our committees) to the developers and municipal governments in our midst.

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

BARBARA BELL-OLSEN

Trade Shows and Conferences For complete listings, visit www.remonline.com To add a listing to this calendar, email jim@remonline.com Century 21 Canadian Conference, Supplier Expo Sept. 10 - 12 Sheraton On The Falls Niagara Falls, Ont. Carla Ty – supplier.expo@century21.ca WinnipegRealtors Technology Conference and Trade Show Thursday, Oct. 16 Victoria Inn, Winnipeg Lucy Hajkowski – lhajkowski@winnipegrealtors.ca Realtors Association of Edmonton Conference and Tradeshow Wednesday, Oct. 22 Ramada Edmonton at Kingsway Lixmila Serrano specialevents@ereb.com Text: 780-868-4978

National Association of Realtors Realtors Conference & Expo Nov. 7 – 10 New Orleans www.realtor.org/convention.nsf/ Realtors Association of Grey Bruce Owen Sound Trade Show Tuesday, Nov. 18 Harry Lumley Bayshore Community Centre Owen Sound.

Marilyn Newbigging Marilynn@ragbos.com

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

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THE 2014 CANADIAN COMMERCIAL CONFERENCE September 15-16, 2014 Parksville, BC Day 1 - Sept 15

EDUCATION DAY. Choice between: Track 1 - Introduction to commercial real estate: types of commercial real estate, estimating market value, developing dynamic listing presentations and more or Track 2 - includes two sessions: “Canadian Taxation on Commercial Real Estate” and “Investing in Canada and Finding the Properties”

Day 2 - Sept 16

CONTENT DAY. Features presentations and panel discussions on:

Day 2 Keynote Speaker

• Emerging trends in commercial real estate Investments • Tech trends that will help you go paperless • Trends in smart growth, LEED and energy efficiency • Opportunities and implications of working with international buyers • Shifting demand patterns for office space • Things to know from the world of appraising commercial real estate • Both days will be capped with networking events

Register at events.crea.ca today. Space is limited!

Conference co-hosted with the Vancouver Island Real Estate Board and held at the Tigh-Na-Mara Seaside Spa Resort & Conference Centre

Douglas Porter

Chief Economist, BMO Financial Group Capital markets expectations of the Canadian commercial real estate market

THE 2014 CANADIAN COMMERCIAL CONFERENCE September 15-16, 2014 Parksville, BC Day 1 - Sept 15

EDUCATION DAY. Choice between: Track 1 - Introduction to commercial real estate: types of commercial real estate, estimating market value, developing dynamic listing presentations and more or Track 2 - includes two sessions: “Canadian Taxation on Commercial Real Estate” and “Investing in Canada and Finding the Properties”

Day 2 - Sept 16

CONTENT DAY. Features presentations and panel discussions on:

Day 2 Keynote Speaker

• Emerging trends in commercial real estate Investments • Tech trends that will help you go paperless • Trends in smart growth, LEED and energy efficiency • Opportunities and implications of working with international buyers • Shifting demand patterns for office space • Things to know from the world of appraising commercial real estate • Both days will be capped with networking events

Douglas Porter

Chief Economist, BMO Financial Group Capital markets expectations of the Canadian commercial real estate market

Ontario REALTORS® are eligible to earn 5 CE credits for Day 1 and 4 CE credits for Day 2

Register at events.crea.ca today. Space is limited!

Conference co-hosted with the Vancouver Island Real Estate Board and held at the Tigh-Na-Mara Seaside Spa Resort & Conference Centre