August 2017

Issue #338

August 2017

Saskatchewan boards move to amalgamation Page 3

12 ways to cope with a market shift

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REM AUGUST 2017 3

Saskatchewan boards move to amalgamation

By Neil Sharma

S

askatchewan is on the cusp of amalgamating three of its real estate boards, and if successful, it will provide its members with superior services, says the chair of the Rationalization Taskforce.

Kevin Wouters says discussions about amalgamation go back about 15 years and that with membership levels and technology where they are today, conflating the boards into one association without redundancies makes more sense than ever.

He also says that the single association would offer its members better products, including education opportunities and services such as IT support. It would also hire a full-time government relations person to lobby on the industry’s behalf.

“Right now, one of the best things that will happen is we can, with one association versus four, eliminate a lot of redundancies,” said Wouters, who is broker/owner Century 21 Prestige Real Estate in Prince Albert and was the 2016 president of the Association of Saskatchewan Realtors (ASR).

“As far as governance and leadership, we can reinvest money back into the boards and provide more

products and services to memberships, like a full-time GR person.

We’d like to do that to increase lobbying efforts with government. We have a strong relationship with the provincial government, but want it to be stronger.”

Five boards, including the umbrella provincial association, will have to vote affirmatively for amalgamation to be realized, but only three of the four separate boards would join together. The Realtors Association of Lloydminster and District shares a border with Alberta, so while it must consent to amalgamation, it will retain its autonomy and be excluded should the others form a single association.

The Association of Regina Realtors, Saskatoon Region Association of Realtors and Prince Albert and District Association of Realtors would amalgamate with the ASR. While the vote, slated for Sept.

26, could go either way, Wouters is confident amalgamation will be achieved. His taskforce has travelled the province making the case for amalgamation and he says there has not been much dissent.

“We set out a pretty strong communication plan as soon as we

decided to go forward with it,” says Wouters. “We met with all association leaderships and got in front of all broker councils for those areas and we just wrapped up communication with membership all over the province. We have done our presentation for amalgamation 20 times. The membership seems mostly in favour of it.”

However, Wouters concedes some opposition exists, which he quickly characterized as being the consequence of misinformation campaigns.

“I think (the biggest impediment) is people getting hold of bad information,” he says, suggesting that “it’s somebody making something up. Once people understand the concept, they’re in favour of it, but there are some rumours out there about what’s going on and why, and that hasn’t been helpful to us.”

One theory bandied about among the membership is that the stronger boards will have to carry the weaker ones — which Wouters emphatically disputes, stating they’re all in strong financial shape. Another argument against amalgamation is that membership fees might be higher, which Wouters admits is true in

some circumstances.

“We have a couple of rural areas that are going to see their fees increase, and nobody wants to see their fees increase, but looking at the big picture, better services will justify that,” he says. “In some cases, we’re talking about a fairly small portion. Some fees will double. For the vast majority of the membership, fees will stay the same.

“With regards to rural areas, they’re concerned that they’ll remain a little isolated, but with increased capacity we can provide higher levels of services for them.

It will erase all geographic lines in the province and provide services equally to all corners of the province, like more education opportunities. It will include a lot of education for our rural areas.

Saskatchewan is a pretty spread out province and we’d like to give cut-off people better access.”

British Columbia recently held an amalgamation vote that failed.

“We talk a lot with the B.C. folks, and they found that their biggest issue was they had a long period of time from (when) their information came out to when they voted and one issue was a lot of misinformation happened during that period,” says Wouters.

Broker market share increasing, says QFREB T

he Quebec Federation of Real Estate Boards (QFREB) estimates that three out of four residential real estate resales in Quebec are concluded through the Centris provincial collaboration system used by real estate brokers. The share of Centris sales has grown steadily from about 70 per cent in 2013 to approximately 75 per cent today, says the federation.

“Our rigorous calculation methodology is based on sales concluded by provincial real

estate brokers and not on new listings since they are not relevant to measuring actual market share,” says QFREB president Patrick Juanéda. “For instance, a broker could have 100 new property listings, and yet sell only one of them. Consequently, a market share based only on new listings is virtually meaningless.

“Many homeowners who try to sell by themselves end up turning to a real estate broker after a few months to conclude their transaction,” says Juanéda.

The level of confidence that Quebecers have in real estate brokers has seen strong growth since 2011, increasing by 22 percentage points according to Leger’s most recent Profession Barometer, says the federation.

It says this can be attributed in large part to the increased professionalization of real estate brokers who are better trained than ever before.

Although the share of resales concluded through Centris currently sits at 75 per cent of total provincial resales, this does not

necessarily mean that the remaining 25 per cent are resales concluded directly by homeowners only, says the federation.

Quebec’s real estate brokers also conclude other transactions that are not Centris sales, it says.

Examples include when a transaction involves a brokerage contract of less than 60 days or if there’s a buyer brokerage contract. “Thus, it is more accurate to say that real estate brokers conclude at least three out of four property resales,” says Juanéda.

REM

Kevin Wouters

Rich Jeanneau

“We’re trying to avoid that. We finished the initial communication with our membership on June 15.

That was the last membership meeting and the vote is in September, but we want to allow enough time to get the information membership requires out there. We’re not waiting a long time like B.C.” Rich Jeanneau, president of the Association of Saskatchewan Realtors, says the province has come a long way from the days when its real estate boards were in the double digits. Unlike B.C., most of Saskatchewan’s services are already streamlined for its 1,700 members.

“At one time, we had 13 boards in the province, then cut them down to nine and now there are four remaining,” says Jeanneau.

“We’ve been working around this by putting technology together, we have shared services and common lock boxes. We’re at the point where we’ve scaled it to, ‘Why even have three separate boards?’

“British Columbia had a different situation. You have larger boards there and their services are not shared. They use different MLS systems, different lock systems; there was a lot more to put together. We’re already mostly REM there.”

4 REM AUGUST 2017

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

R

ealty Executives International recently signed its newest brokerage in Edmonton, welcoming 15 real estate agents to its brand. Led by Darlene Reid and Steven Reid, Rock Point Realty will be known as Realty Executives Vision.

The company says Darlene has been a top-five-per-cent performer in Edmonton. Steven is the firm’s broker, a lawyer and an instructor at the Realtors Association of Edmonton.

“Realty Executives is the sole real estate brand and franchise sys-

tem among the diverse set of True North brands we’re developing in Western Canada. We’re investing millions of dollars in expansion throughout Canada, with over 20 corporate owned locations and nearly 100 employees, as well as hundreds of agents and dozens of Realty Executives franchises,” says David Tedesco, CEO of Realty Executives International and True North Companies.

The franchisor, based in Scottsdale, Ariz., planned to host events with the Reids and its other brokers in the Edmonton area to recruit agents.

“As the founder of the 100 per cent commission concept, Realty Executives has a long reputation as the innovator in real estate broker-

age and agent services. It attracts top performers through its disruptive pricing plans that put more money in agents’ and brokers’ pockets,” says Steven Reid.

■ ■ ■

Royal LePage Crown Realty Services has acquired Royal LePage Grand Valley, uniting the banner’s franchises in the Cambridge area. The owners are Angela (Angie) Asadoorian, broker of record, and partner Gary

Quinton. Previous broker of record Keith Church continues as broker/owner of his Kitchener location.

Asadoorian was introduced to the real estate business at her father’s Cambridge brokerage and then formed her own franchise in 1996, under the Royal LePage banner. She is known by many colleagues for her work around the province from 2005 to 2015 delivering the RECO Legal Update for the Ontario Real Estate Association.

Quinton started his career 20 years ago in Cambridge and has continued to build his career and skills within the Waterloo Region.

Church began his real estate career in 1988. He opened his own brokerage in 1993, later joining Prudential as a franchisee. He joined the Royal LePage network

in 2012 with two offices in the Cambridge-Kitchener area. He is past president of the Cambridge Association of Realtors.

■ ■ ■

Coldwell Banker Experience Realty in Beausejour, Man. is the latest addition to the Coldwell Banker network.

Owners Darilyn Magnusson and Stacy Johnson have rebranded an established Beausejour real estate office formerly associated with another national brand. It has six experienced real estate professionals.

Magnusson, the broker of record, has extensive real estate and business experience, including 10 years in account management for several local radio stations. She was previously the managing broker of the former Beausejour office.

In addition to her years in real estate, co-owner Johnson brings 16 years of experience with a multinational financial institution, including roles as account manager and mortgage specialist.

■ ■ ■

Darlene and Steven Reid

Angie Asadoorian

Warren Vandenameele

Carma Gramyk

Deanne Arnold

Lance Berrington

Mike Cook

Keith Church

Century 21 In Town Realty recently welcomed back Shaun Kimmins and Mike Cook as their Coal Harbour office in Vancouver returns to the Century 21 brand.

For the past four years, the office has operated under the Sotheby’s banner.

Century 21 In Town Realty president Michael LaPrairie “has a great entrepreneurial spirit and is keen to let his agents be flexible and creative with the way offices are managed,” says Shaun Kimmins, team lead at the Coal Harbour office. “He’s an optimistic, positive, energetic guy. We really missed him and we look forward to working with him again.”

This location marks the fourth for Century 21 In Town Realty in downtown Vancouver. It has a Yaletown office, which will continue to serve the downtown community.

Kimmins and Cook say they plan to attract more agents to their office and leverage their spectacular location along the Vancouver seawall.

■ ■ ■

Royal LePage Premier Realty of Langenburg, Sask., owned by Warren Vandenameele, has opened a new office in Yorkton. It Gary Quinton

Shaun Kimmins

Stacy Johnson, left, and Darilyn Magnusson

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6 REM AUGUST 2017

Continued from page 4

is managed by Carma Gramyk, who comes to Royal LePage from an independent real estate company in Yorkton. The two offices are now operating with 10 salespeople.

Vandenameele began his real estate career in 2003. When his oldest son, Alexander, earned his real estate license in 2014, Warren purchased Royal LePage Premier Realty. The brokerage has a strong presence in farm and ranch real estate, bolstered by Warren’s knowledge of the sector from his degree in agriculture.

Gramyk was born and raised in Yorkton and became a top producer for seven years in Regina. She went on to another seven-year period selling a variety of property types as an owner of three luxury real estate brokerages in Playa del Carmen, Mexico. She returned to Saskatchewan and her small-town roots in Yorkton in 2012, drawn by the community’s excellence as a place to raise a family.

Business partner Deanne Arnold adds to Grambyk’s 18 years of experience with 10 years of her own.

■ ■ ■

Lance Berrington has joined the Royal LePage network with a new brokerage in the north-east area of Calgary. The new company is operating as Royal LePage Mission Real Estate.

Berrington started his real estate career in 1996 and went on to earn his broker license in 2003.

In 2004, he opened an independent brokerage in Calgary, which he operated for seven years. He later joined Royal LePage Foothills before heading off to Vancouver Island in 2014 to work for Coast Realty prior to its switch to the Royal LePage banner.

Berrington says he intends to support his agents with a diversified stable of professionals includ-

Cover photo: RANDY DAWE

ing specialists in marketing, real estate law, architectural and interior design. Technology is also a key component of his business plan.

■ ■ ■

Rennie Group, a well-known real estate marketing and brokerage firm in Vancouver, has added new divisions – Rennie Intelligence, Rennie Portfolio Services and Rennie Rental Services/Business Development – to help broaden the company’s service offerings and provide added value to its clients, the company says.

It also announced the appointment of Hubert Wat as vice president, marketing, along with three other additions to the executive team to lead the new divisions.

Prior to joining Rennie, Wat held senior leadership positions in marketing across a variety of industry sectors, from tourism and sport retail to communications. In his most recent role as vice president, global marketing for luxury rail brand Rocky Mountaineer, Wat and his team were recognized by the American Marketing Association, B.C. Chapter, as Marketer of the Year.

Andrew Ramlo has been named vice president, Rennie Intelligence. Through various reports such as the Rennie Review, a monthly newsletter with the most up-to-date statistics available for the residential market, this new division will assist the Rennie team and their clients in making informed decisions about real estate, the company says. Ramlo brings 20 years of experience to the company as a demographer and planning consultant. He was formerly executive director of Urban Futures and he is currently president of the Planning Institute of B.C. Ramlo is joined by Ryan Berlin, senior economist, who brings 12 years of demographic, economic and housing market

research experience to the team, as well as his continued presence as an engaging speaker to audiences across the country, the company says.

Jennifer Podmore Russell is vice president, Portfolio Services, which has a mandate to help build, maintain and grow private real estate portfolios in Canada. She has more than 20 years of experience in real estate strategy, planning and development advisory.

Ashley Willard Bauman is senior project director, Rental Services/Business Development.

She will guide the new division as it provides service offerings to developers and private investors.

She will also apply her leadership experience to purpose-built rental projects and focus her efforts on the growth of markets outside the Lower Mainland, the company says. With a real estate career spanning 17 years and 14 countries, Willard Bauman is an expert in planning and marketing worldclass neighbourhoods, resorts, purpose-built rental buildings and commercial developments, the company says.

Andrew Ramlo

Jennifer Podmore Russell

Leona Golding

Paul Stapley

David Hillis

■ ■ ■

Coldwell Banker Real Estate LLC has launched a new ad campaign in the U.S. and Canada to showcase its listing app CBx, along with a series of spots titled Sign Drop to tell consumers about how the firm is using technology to help sell homes.

The company says the CBx app “can depict who buyers are for any given neighbourhood, where they are coming from and the accurate price for a home.” There are five 15-second Sign Drop spots.

■ ■ ■

Realty Executives International has promoted David Celaya to vice president and Alysia Heun to vice president of Alysia Heun and David Celaya

Continued on page 8

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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 2017 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.

REALTOR® and REALTORS® are trademarks controlled in Canada by The Canadian Real Estate Association (CREA) and identify licensed real estate practitioners who are members of CREA. MLS® and Multiple Listing Service® are trademarks owned by CREA and identify the services rendered by members of CREA. REM complies fully with the CREA’s Trademark Policy (section 5.3.2.6.1).

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8 REM AUGUST 2017

Educational event doubles as trade mission About 50 real estate leaders from the U.S. and Canada took part in the 2017 Certified International Property Specialist (CIPS) Leadership Invitational in Winnipeg. By Danny Kucharsky

A

n invitational program that helps real estate professionals become international property specialists has been held in Canada for the first time.

About 50 real estate leaders from the U.S. and Canada took part in the 2017 Certified International Property Specialist (CIPS) Leadership Invitational in Winnipeg in June. The event doubled as an “inbound trade mission” for Manitoba, showcasing economic and real estate opportunities in the province It “was a huge success,” says Chris Pennycook, president of the Manitoba Real Estate Association (MREA). “It went off without a hitch and we couldn’t have been happier with the exposure” that the province and MREA received. MREA collaborated with CREA and the National Association of Realtors (NAR).

Until the Winnipeg event, the CIPS Leadership Invitational had been held every two years in Chicago. CIPS courses are held regularly around the world.

During the week, real estate

Multiple Listings Continued from page 6

franchise services.

Celaya has spent the last decade studying the market in roles that have spanned both the mortgage and real estate industries, the company says. He joined the Realty Executives network in 2008, beginning in real estate sales. Heun is an MBA graduate with a diverse background in hospitality, education and marketing. She joined the company as a franchise support specialist in 2013, quickly advancing to director of franchise services.

She was recently named in Franchise Business Review’s Women in Franchising report.

■ ■ ■

StreetCity Realty officially launched its new branch office in Kingston recently, hosting an open house for the community.

industry CEOs and presidents from nine U.S. states and six provinces learned about international real estate transactions in Asia/Pacific, Europe and the Americas and how best to serve home and property buyers from around the world. They also found out about Realtor. ca and CREA’s global affiliate program and enterprise opportunities in Manitoba.

In addition, they toured the Canadian Museum for Human Rights and networked with representatives from Manitoba’s real estate, business, economic development and government communities at a reception held at the Journey to Churchill exhibit at the Assiniboine Park Zoo. Cliff Cullen, Manitoba’s minister of growth, enterprise and trade, spoke at two events and gave the invited Realtors insight on how Manitoba does business.

The course was led by Carmela Ma, past dean of the NAR CIPS program and president of CJM Associates, a California-based company that specializes in real estate investment brokerage, advi-

sory and global transactions.

Pennycook, who has been selling real estate for 33 years, says Ma “was one of the best instructors I’ve ever come across, if not the best. It was really a great course.”

The course was an eye-opener for Pennycook. “When you take this course, you realize how much you don’t know about international properties and how things are transacted all over the world,” he says. While much of real estate is conducted in similar fashion around the world, many things are done differently.

In England, for example, “a deal isn’t a deal until (the buyers) have actually taken possession; they can walk basically at any time. You can put offers in at more than one place but you don’t actually have to close on them unless you want to.”

Pennycook also learned a great deal about feng shui, the Chinese practice of creating a happy living environment within the home and the different ways mortgages are sold in the U.S. He’s confident he’ll be able to put much of his learning into prac-

Attending the opening were StreetCity president & CEO Costa Poulopoulos and vice president Mary Johnson.

The branch is managed by Liza Tallen. “Local resident and Hollywood star Dan Aykroyd was invited to cut the ribbon, but due to a scheduling conflict he had to send over bottles from his prestigious line of Crystal Head Vodka and Patron Tequila for the celebration,” she says.

and Saint John.

Realpro Real Estate Services of Campbell River, B.C. has also joined Aventure.

Broker/owner Paul Stapley has “a long and successful family history of real estate practice, dating back to 1965,” says Aventure president BernieVogt. “His deep roots in the marketplace will add great strength to our membership of strong independent brokerages.”

■ ■ ■

■ ■ ■

The Aventure Realty Network has two new members.

Fundy Bay Real Estate Group, which has offices in St. Andrews, St. George and Grand Manan, N.B. is the newest member of the network. Broker/owner Leona Golding and the team of sales professionals deliver a full suite of brokerage services to the Southwest New Brunswick markets of St. Andrews, St. George, St. Stephen

Industrial real estate sales and leasing specialist David Hillis has joined Avison Young’s Toronto West office as a principal. He will focus on industrial sales and leasing throughout the Greater Toronto Area and the rest of Ontario and assist with the mentorship of upand-coming real estate professionals, the company says. In addition, he will continue to negotiate single-property and portfolio acquisi-

tice “because there is a lot of positive immigration coming in to Canada and they don’t necessarily think the same way as homegrown Canadians.”

Pennycook says if he had clients moving from Manitoba to Florida, he would look to refer them to an agent who has taken the CIPS course and understands the different rules in Canada and the U.S. The idea to lobby NAR to bring the invitational to Manitoba came after MREA CEO David Salvatore took the invitational in Chicago a few years ago. He felt it would be a great opportunity to bring it to Canada to foster relations among Realtors from across North America and as a mini trade mission through the provincial government.

“We really feel we want to start doing more cross-border relationships with our major trading partners” and to show off the province, Pennycook says.

The effects of the invitational will pay off with more business coming into Manitoba.

Sometimes when you do sometions, dispositions and leasing transactions while attracting new clients and maintaining existing client relationships.

Hillis brings 33 years of commercial real estate industrial and office investment sales and leasing

thing big, like organize the CIPS Leadership Invitational, “you wonder why you’re doing it and we may not realize the benefits of this for two, three or four years, but it’s going to benefit our province,” he says.

He notes there is an increasing number of foreign buyers coming to Manitoba, most of whom are highly educated and bringing in businesses.

“It’s definitely not the numbers of Toronto or Vancouver, but Manitoba is a fantastic alternative.

When people look at what it costs to go to Vancouver or Toronto and then they turn around and look at the cost to start a business or come and live in Manitoba, I quite often get people that go, ‘it’s just such a great place.’”

Pennycook says the event was not the last collaboration of its kind between MREA and the provincial government – the two have set up an upcoming mini trade mission in Minnesota.

“We’re taking the initiative to try and show Manitoba off as Realtors, as opposed to just selling houses.” REM experience to Avison Young, most recently as a senior vice president with CBRE in Toronto. During his career, he has completed more than 1,100 industrial transactions, including 600 transactions in Mississauga.

REM

At the ribbon cutting ceremony at the StreetCity Kingston branch, from left: sales rep Caterina Salamone; Don Kottick, EVP of Peerage Realty Partners; Gavin Swartzman, CEO of Peerage; Costa Poulopoulos, president of StreetCity; Liza Tallen, manager at StreetCity’s Kingston branch; Mary Johnson, VP of StreetCity; and Kendra Brennan.

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10 REM AUGUST 2017

The firefighting sales rep in St. John’s

Many people feel that sales reps who have another career cannot possibly have the time to give their all to real estate. Craig Smith burns holes in that theory. He’s a full-time agent and a consistent top producer with the sales awards to prove it. And, he’s a firefighter. By Susan Doran

F

irefighters consistently top the list of the most trusted professionals in Canada, above even doctors, teachers, police officers and judges. And way above real estate salespeople, who struggle to gain respect in a profession still often regarded with distrust.

So, it stands to reason that if you happen to be a real estate sales rep and a firefighter, you likely have a big advantage trustwise with clients right from the get-go.

And here’s a novel concept – what if you were part of a team of real estate professionals/ firefighters? Would wearing a cape and tights be taking things too far? Would the light from your halo keep you awake at night?

It’s unclear whether sales rep Craig Smith has pondered such questions. Born and raised in Newfoundland, he’s been in real estate for over a decade ...and has been a professional firefighter for almost twice that long.

Based in St. John’s, he’s adamant that he can give his complete attention, full-time, to both his real estate career with Royal LePage Vision Realty and his position as a firefighter with the regional fire department, which provides services to a quarter-million people.

Smith embraces the fact that his real estate clients tend to respect him right off the bat, knowing he’s a firefighter. “The level of trust there is already created,” he says.

And yes, unique to St. John’s (and probably pretty much anywhere else as well) he is part of an unofficial but soon-to-beformalized real estate team of licensed agents who also work as professional firefighters.

The team’s name?

Responders, of course.

First

“The target date for our official launch is the end of June,” Smith said at the time of this interview.

Many people feel that sales reps who have another career cannot possibly have the time to give their all to real estate. Smith appears to burn holes in that theory. He’s a full-time agent and a consistent top producer with the sales awards to prove it, he says. He has often led his office as a top agent and a few years back he was in the brokerage’s top 10 in Atlantic Canada.

He’s won firefighting honours as well, including a “firefighters of the year” team award for a rescue off the area’s sheer ocean cliffs.

A member of various specialty teams, including helicopter rescue and high-angle rope rescue, he can on occasion be found rappelling Tom Cruise-style down from a chopper to pluck a stranded hiker off a ledge.

Smith recalls one cliff rescue where a young man fell an astounding 107 metres (which would be over 32 storeys) and survived with barely a scratch because of the protective effects of the alcohol in his system. (In a clear instance of the proverbial silver lining, studies show that whether due to increased relaxation or other factors, the drunker the victim, the more likely he or she is to survive a traumatic injury.)

“I’ve seen pretty everything,” says Smith.

much

From all accounts, Smith is the real deal – a true professional, despite having two separate careers. As it turns out, if it’s two careers you’re after, working a firefighter’s hours can be a godsend.

“Firefighting is shift work. I’m on for 24 hours then off for 72 hours,” says Smith. “So, it’s one day on, then three days off. I’m off 75 per cent of the time. That allows me to be full-time in real estate.”

Teamwork, sharing the workload and responsibilities, is also not only important but “actually increases business,” he adds.

Being able to count on his team is particularly helpful during those weekends when he is at the fire station and unable to be at an open house.

Also key is prioritizing and time blocking, Smith says.

“At one time I struggled to find balance between parenting (he and his wife have three boys) and my two careers,” he says.

“I was taking on too much and was distracted, trying to make everyone happy ... Family comes first. Being there for my kids is important. Now I tell clients there are times I may not answer my phone right away as I am on a soccer field.”

Smith used to keep his real estate and firefighting careers separate, until a marketing expert told him that was the worst thing he could do. It was explained to him that he should take advantage of the respect and trust earned through his career in firefighting.

“Branding is all about being one step ahead of the next promotional system,” he says. (Thus, the fledgling team’s proposed hashtag, #HireThoseYouAlreadyTrust.)

A person “who likes to be moving and productive,” Smith found the vast stretches of downtime in firefighting a struggle, which led him into real estate.

Craig Smith (Photo: Randy Dawe)

“It seemed a natural way to go, as I have a sales and construction background and a good understanding of building safety codes from working as a fire inspector for years,” he says.

He has found many parallels in the skills needed in his two careers.

Among these are “being able to resolve conflicts and to problem solve and make quick decisions.”

His empathetic nature also serves him well.

“Never make it about the commission cheque,” he says.

“When I work at the fire hall I make decisions that could save someone’s life. In real estate I help guide people through the biggest purchase of their life. I’m honoured. Most of my business is based on referrals. I consider myself an advisor.”

This is another skill honed at the fire station. Smith is a peer support counselor there, selected for the position by his 200-plus peers.

“It feels good that my peers look to me for help,” he says.

“It’s a tough job. If you are not a first responder, you may only be exposed to one traumatic event in your lifetime, whereas we as first responders can be exposed to a lifetime of traumatic events in one day.”

As for the market in St. John’s, certain sectors are struggling, but the good news is that prices have stabilized over the past few years, he says.

“I’ve been quite busy...

People rely on me,” says Smith.

He wouldn’t have it any other way. REM

12 REM AUGUST 2017

12 ways to cope with a market shift

By Glenn McQueenie

I

think it is pretty obvious for those of us in the real estate industry in the Greater Toronto Area that the game has changed here. Since April, the market has shifted.

A great coach of mine, Dan Sullivan, once said, “Play the game with the cards you are dealt, not the ones you wished you had.”

There is a great book called Shift – How top agents tackle tough times by Gary Keller that I would highly recommend to everyone.

Here is some insight from the book and the thoughts I shared at my mastermind group recently, relying on my 28 1/2 years in the business.

1. When the market shifts, shift with it. Don’t try to fight it or deny it. Many listing agents are in

serious denial about this market.

2. Get real and get right. Local shifts happen very quickly from a sellers’ market to a buyers’ market.

(Buyers’ to sellers’ markets happen gradually). If you were around in April 1990, you know what I mean.

It shifted quickly and took two years for prices to stop dropping (eventually by 40 per cent). The game of real estate is played between your ears. You must adjust your mindset and your actions quickly.

3. KASH – Knowledge, attitude, skills and habits are what you need to change right now. We have moved into a market where highly skilled agents will begin to dominate because they know what to do.

4. Re-margin your business fast. Cut your expenses now by 20 per cent at the very least. You will learn that listings cost a lot of money. Having a lot of listings that don’t sell will kill your cash flow.

All listing expenses are upfront, with the hope of getting paid later.

5. Find the motivated. There is a difference between a buyer and

buyer-buyer and a seller and a seller-seller. A buyer wants to buy but a buyer-buyer must buy.... same with sellers.

6. Step up your lead generation efforts. You will need twice (or three times) as many buyers and sellers to make the same income you made in the last 12 months.

7. Get to the table – Lead conversion. You must know your numbers, know your value and know your scripts. This is a highskill game now.

8. Three main buyer habits: They think the market is crashing.

They will start to low ball (or like the good ole days when we drew up offers for multiple houses in one night and just played sellers against each other) or will begin to play the “wait and see” game.

9. Three main seller habits: Anchoring behaviour (anchoring their price expectations to the home on their street that sold three months ago). Sellers will refinance and do renovations (this has been happening for a few years).

Sellers will chase the market down

and adjust their price too late.

10. Price ahead of the market, not behind it. We have entered the “beauty pageant” market where there is only one winner every week in the neighborhood.

When the tide was rising, everything sold for crazy money. The tide is moving out now. Price ahead of the market.

11. The maximum price for your home is today’s price, not yesterday’s. At one time, you could have bought Facebook stock for $20 or sold your Nortel stock for $140. I was 40-years-old once too. Things change.

12. Focus on your eight core competencies 80 per cent of the time: • Get the training and knowledge you need • Lead generate and capture • Present your services to buyers and sellers at appointments • Go out and show homes to buyers and sellers • Write offers and negotiate contracts • Bullet-proof your transaction

with higher deposits and quicker closings • Co-ordinate the closing • Manage your money!

We have transitioned from a “lucky sellers – unlucky buyers” market in the first quarter of 2017.

We have now entered a “lucky buyer – unlucky seller” market (unless you win the beauty pageant that week). Smart sellers adjust quickly to the market and smart buyers buy on “dips”, not at the top of the market.

Glenn McQueenie is CEO and founder of Keller Williams Referred Realty and Keller Williams Referred Urban Realty in Toronto and Keller Williams Lifestyles Realty in London, Ont. He was licensed as a full-time Realtor in 1989. Throughout his career, he has sold thousands of homes and built a business that is 98 per cent repeat and referral. He is the author of two books and coaches, teaches and mentors agents across North America. glennmcqueenie.com; Email glennmcqueenie@gmail.com.

REM

14 REM AUGUST 2017

Should escalation clauses be banned?

By Bob Aaron

T

he Ontario Real Estate Association (OREA), which represents 70,000 real estate agents and brokers in Ontario, has become involved in a public spat with the real estate industry regulator over the use of a controversial provision in purchase agreements known as an escalation clause.

The dispute began after the regulator, the Real Estate Council of Ontario (RECO), sent a controversial newsletter about the use of escalation clauses to agents across the province. The communication said it was designed to provide “clarity” about the clauses.

An escalation clause is designed to defeat competing purchase offers by automatically increasing the buyer’s purchase price by a pre-set amount over the highest offer. The clause typically sets a cap or upper limit on how much the purchase price will increase so that the buyer will not exceed his or her budget.

Here’s how it works: Two buyers are bidding on a house. One buyer offers $600,000 and a second one offers $550,000 with a $2,000

escalation clause. The second buyer is then told she won the bidding at $602,000. She is not specifically told that the other bid was $600,000 but the escalation clause clearly enables a violation of the privacy rule.

The RECO newsletter notes that the use of an escalation clause could violate a provision in the industry Code of Ethics, which prohibits agents from disclosing the price and contents of competing offers. Despite this, RECO provides detailed advice on how agents should handle offers with escalation clauses without specifically telling the competing buyer the price of the top offer.

Last year, RECO told one real estate agent that this type of clause “not only can contravene (the governing legislation) but also expose the seller and perhaps (an agent) to possible litigation.” But now, RECO is advising agents on how to use the clause and technically comply with the rules.

In an open letter to RECO last month, Ettore Cardarelli, president of OREA, urged the regulator to immediately set the record straight that escalation clauses are not allowed in Ontario because they violate the industry code of ethics.

It asks, “How can registrants use escalation clauses if they are not permitted to disclose the content of another offer?”

Blogs, LinkedIn and Facebook

discussions on the Internet lit up with similar criticisms of the RECO position.

In his torontorealtyblog.com, Toronto broker David Fleming wrote, “This may be the dumbest bulletin ever released by RECO.” Katie Steinfeld, president and broker of record at On The Block Realty in Toronto, wrote on her LinkedIn page, “This clause is dangerous for many reasons…. Let’s ban escalation clauses altogether.”

In his real estate blog movesmartly.com, well-known Toronto real estate broker John Pasalis wrote that RECO’s position “has just made the bidding process even less transparent and worse.”

In a worst-case scenario, Pasalis says, when the seller’s agent is less than honest, “escalation clauses act like a blank cheque that the seller and their agent can fill in as they please.” This can be “at the expense of all home buyers.”

Pasalis says, and I agree with him, that RECO’s direction to agents, which does not outlaw the use of these clauses but tries to regulate them, “continues to demonstrate that it is an organization run

by Realtors designed to protect and promote the rights and interests of real estate agents – not consumers.”

RECO’s mission is to protect the public interest through a fair, safe and informed marketplace, but eight out of 10 RECO board members are real estate agents or brokers.

Pasalis calls on the Ontario government to end the real estate industry’s right to regulate itself because it comes at the expense of the rights of consumers.

When asked about this issue, RECO registrar Joe Richer responded, “RECO does not endorse escalation clauses, because they can create complex situations for buyers, sellers and their representatives. In fact, we recommend that consumers consult with a lawyer if they’re a buyer thinking about submitting an offer with an escalation clause, or a seller who is entertaining an offer with an escalation clause.

“The bottom line is, escalation clauses are not prohibited under the law, we know that they are occasionally used, and we do receive regular inquiries from registrants seeking information about them. For these reasons, as the registrar, I believed it was important

that we issue a communication to registrants about how they work, and the challenges that come with them.

“Our consumer protection mandate demands that we ensure registrants know how to comply with the legislation. Our article contains a clear example on how to handle an escalation clause while remaining in compliance with the Code of Ethics.”

Unfortunately, unless RECO acts to prohibit the use of escalation clauses, no one submitting a purchase offer can be confident that the price in the offer will remain confidential and not be used against them. I fail to see how this protects the public interest.

Bob Aaron is a Toronto real estate lawyer. He can be reached at bob@aaron.ca , on his website aaron.ca, and Twitter @bobaaron2.

REM

C O R R E C T I O N S A story in the July issue of REM, Small town project attracts city homeowners, included an incorrect name for the Stone & South on the Water condominium development in Gananoque, Ont. The listed website was correct, www.stoneandsouthcondos.ca.

The name of Marian Barry, who was recognized with an Honorary Life Membership by the Alberta Real Estate Association, was spelled incorrectly in the July issue. REM

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18 REM AUGUST 2017

Another view on escalation clauses

By Mark Weisleder will pay $5,000 more than the highest offer received.” This is what is known as an escalation clause and it has been developed to give a person in a bidding war an advantage over the other bidders.

It usually will also include a “cap” such that the maximum price to be paid will not exceed a certain amount.

The question is whether escalation clauses are permitted in an Ontario bidding war where agents are being used. It has long been my own view that these clauses are not permitted. Yet the Real Estate Council of Ontario (RECO) recently issued a bulletin stating that while they do not endorse the use of escalation clauses, they are not illegal. Here is what you need

“I

to know.

1. Real estate agents are not permitted to disclose the substance of any offer in a bidding war.

In the Real Estate and Business Brokers Act 2002 Code of Ethics, it is clear that a real estate salesperson can only disclose the number of bids received in a bidding war, but cannot disclose the substance or contents of any offer received.

It is for this reason that auctions are not permitted in the sale of real estate when you use an agent. If you want to have an auction, hire an auctioneer, as they do with many farm sales. In my own experience, I note that auctions are not successful in a regular resale home situation and that is why they are not used.

2. How is RECO permitting this? The RECO bulletin seems to state that if an escalation clause is used, the seller can just insert the “escalated price” into the agreement and accept the deal. So, in my example above, if the highest other offer received was $400,000, the

seller could just write in $405,000 and the contract would be accepted. My question is, “How can you write in $405,000 without disclosing that your highest offer received was $400,000? To me, this would clearly be a violation by the agent of their Code of Ethics obligation.

3. Could an agent be sued if

or through an escalation clause.

4. Can a buyer verify the price paid by the other offer? Here RECO says that you cannot disclose any part of the other offer to the buyer who wins using an escalation clause. Yet they also warn the seller agent that they should consider keeping a copy of that

RECO recently issued a bulletin stating that while they do not endorse the use of escalation clauses, they are not illegal. they insert an escalated price? In my opinion, an unsuccessful buyer in a bidding war could bring a lawsuit against a seller or brokerage who comply with an escalation clause, stating that they only put in their bid on the understanding that their bid price would remain confidential. They never agreed to their price being communicated to any other bidder, whether directly

offer in case it is challenged by a buyer later. So, what this means is that the only way a buyer who wins by using an escalation clause can find out whether the other offer was legitimate, is by suing. This clearly opens the possibility for fraud, with sellers perhaps encouraging friends to put in an offer at a high price to use as a basis for the escalation price.

Payments are due by August 18, 2017.

The total cost of insurance, including taxes and expenses remains at $440 for the 2017–2018 policy period.

2017 Insurance Renewal

How do I make a payment?

Registrants are required to make their payments online via MyWeb. Last year 92% of registrants used MyWeb to make their payments quickly and securely. If you don’t already have a MyWeb account, it’s free and easy to sign up; simply visit https://myweb.reco.on.ca. Payments can be made using Visa or Mastercard. In the interests of information security, please do not email or fax your credit card details to RECO.

What if I don’t pay on time?

@RECOhelps www.reco.on.ca

If you don’t make your insurance payment by the August 18 deadline, you will become part of the suspension process. The total insurance payment after the due date of August 18 is $475. Failing to make an insurance payment results in the suspension of your registration and the right to trade in real estate effective September 1, 2017.

5. How do you know if this is an escalated price or a counteroffer? More confusion. When the seller puts in a price, are they actually inserting an escalation price or just submitting a counter-offer for the buyer to accept? And where is this escalation price to be inserted in the contract? This could also lead to more confusion as to whether the contract was legitimately accepted or not in the first place.

In conclusion, until we have a court decision that may explain these issues, it is my advice that brokerages representing sellers in a bidding war should make it clear prior to any bid received that escalation clauses will not be permitted or shown to the sellers, due to concerns about possible litigation.

That way every buyer is treated the same in a bidding war.

Mark Weisleder is a partner, author and speaker at the law firm Real Estate Lawyers.ca LLP. Contact him at mark@realestatelawyers.ca REM

What if I’m leaving the business?

If you’re planning on retiring or leaving the industry in the near future, consider terminating your registration prior to renewing your insurance policy, as insurance payments are non-refundable. You can either ask your broker of record to terminate your registration on MyWeb or send in a completed “Notice of Employee Change: Termination” form before August 4, 2017.

For frequently asked questions about this insurance renewal, please visit www.reco.on.ca/2017renewal

Contact RECO’s insurance department at: https://myweb.reco.on.ca 416-207-4841 1-866-757-7772 416-207-9020 416-207-4820 insurance@reco.on.ca

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20 REM AUGUST 2017

Real estate fees Part 5: Dearth of worth

By Ross Wilson

I

n this fifth of my series on our industry’s fee structure, let’s look at this highly controversial subject from the perspective of perceived value.

After all your attempts to justify your usual fee seem to have failed, if your would-be sellers steadfastly demand a lower fee, maybe it’s time to bring up the non-monetary value of services offered.

Consumers are usually aware of the many obvious benefits offered by members of our industry, but in my experience, are typically unaware of the unseen. We pay sizable fees to provincial, national and local bodies that regularly lobby on behalf of our industry, and importantly, from which the public

derives direct benefit. Think about our collective efforts over the years with respect to maintaining Canadian tax-free capital gains on home equity, eliminating municipal land transfer tax and numerous other issues. We’ve built, financed and evolved much of the infrastructure for the dissemination of information on the renowned Multiple Listing Service. And national and provincial real estate associations and legislated administrations are funded by realty agents – not taxpayer dollars.

You’re not a retail salesman awaiting the arrival of customers through the front door. You’re a self-employed entrepreneur who’s operating a small business.

Accumulation of a great deal of experience permits you to offer valuable, objective, professional guidance. You’re an expert in your field who must make a profit and you should not feel guilty about doing so. Unfortunately, unless you

have a solid relationship with your prospect, there will probably be another agent who is ready, willing and more anxious to take the listing at a reduced commission rate.

But with what level of service?

It helps to understand your prospective seller’s motivation.

Why are they insistent on a discount? Because consciously or subconsciously, they fear being broke and dying poor. Therefore, they take any opportunity to squeeze people for as much as they can. If you can get them to admit this and to see things from your perspective, you might be a step closer to their appreciating your value and respecting your fee. Here’s an allegedly true story of perceived value.

While he was quietly enjoying a coffee in his favourite cafĂŠ, a fellow patron recognized and approached the famous artist, Pablo Picasso. She was effusive in her praise of his work. Mr. Picasso

thanked her and politely waved her off. Ignoring his wish for privacy, she persisted and asked for his autograph. Again, he demurred.

When she refused to go away, he courteously said he preferred not to be disturbed, but she was relentless.

The woman asked him if he’d do a quick sketch on her napkin and offered to pay him whatever he felt it was worth. Realizing she would not be vanquished, he finally yielded, snatched the napkin from her proffered hand, did a small sketch, signed and returned it to her. The woman was vociferous in her gratitude and asked him how much she should pay him for his effort. “Ten thousand dollars,� he replied. Nearly fainting, she said, “Your price is much too high.

It took barely a minute.� Picasso said, “Yes, madam, this is true. But it took me 30 years to learn how to draw like that.�

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and had the choice of going under the scalpel wielded by an automobile mechanic, a newly graduated medical student or a highly credentialed veteran surgeon. Here’s the catch; the mechanic offered to do it for $1,000 and the graduate agreed to charge a third of the veteran’s fee. Any thought required here? I think not. Price would be no object. It’s somewhat an exaggeration, but it makes my point.

Your potential fee may seem high to a buyer of your services, but you bring the benefit of accumulated knowledge, experience, skill, trustworthiness and enthusiasm into serving them. That’s worth a lot.

You should charge whatever fee you feel you’re worth. If you’re a newbie, just like an apprentice, maybe a discounted fee is more justifiable. On the other hand, if you’re a highly experienced and competent senior agent, your full fee is certainly well warranted.

To win the listing in a competition, if you’re hungry, you may feel inclined to cut your normal fee, or in lieu of a discount, offer cash back or pay for certain services such as the lawyer’s, stager’s or home inspector’s fee. I suppose if you’re immersed in a hot sellers’ market and know beyond a shadow of doubt that the property will immediately attract multiple bids, hence your expenses and time will be minimal, a lower fee could be rationalized. But in a balanced or buyers’ market, value added would arguably be perceived more favourably than cutting your fee.

But what exactly did you win in any case? A chance to invest time, money and expertise to market a property with the hope you can sell it. It’s roulette. Spin the wheel and you might win – or not.

What is your worth? It’s a business decision and it’s your choice. In the next column, I’ll address the subject of fees from a buyer agent’s perspective. “When your self-worth goes up, your net worth goes up with it.� — Mark Victor Hansen.

Ross Wilson, broker with iPro Realty, has extensive experience as a brokerage owner, manager, trainer and mentor. His book, The Happy Agent – Finding Harmony with a Thriving Realty Career and an Enriched Personal Life is available where print and e-books are sold, including the TREB, BREB, RAHB and OMDREB stores. Visit RealtyVoice.com. REM

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22 REM AUGUST 2017

Capturing FSBO business, part 2

By Debbie Hanlon

I

n my last article, we talked about the huge earning potential in the FSBO market and how I used the psychology of selling to develop a system that allowed me tap into it. It was very profitable both in getting actual properties to list as well as a secondary revenue stream from referrals.

Always keep that in mind when servicing a client. They are not just current business but a gateway into future business. That’s why your service must be second to none. Remember that when a client is driving you over the edge.

It’s not just them, it’s the other clients you can get from them.

That will help stop you from

throwing them off a ledge or jumping off it yourself. Now, on to my FSBO system.

So, you’re driving down a street looking cool and wondering where you can possibly find perspective clients. Should you advertise more, you wonder, as you drive by a For Sale By Owner sign? Should you spend more money on radio, you ponder, as you drive by another one? How do I connect with clients, you ask yourself, as you drive down that street?

Stop right there! How many of us drive by those signs and do nothing? How many of us zip past people who are obviously very interested in selling their homes, who are advertising that fact for the entire world to see and do nothing? How many of us drive by telephone numbers printed loud and proud on FSBO signs that will contact us with possible clients? If you count yourself among those people, then you can also count on

missing some very low-hanging fruit that can make your bank account very happy.

So, the first step in my FSBO system is to be aware of your surroundings. I remember when I first started, I had a pen and pad on the passenger’s seat and whenever I saw a FSBO sign I jotted down the phone number. It only took a second and gave me a way to contact someone who wanted to sell. I couldn’t let those opportunities pass me by. Today, it’s even easier to capture contact info; you can do so by simply taking a picture of the sign with your cell phone. Yes, they’re for more than just talking on, sending emails on, sending texts on and giving you directions to where you’re going.

When I started out in real estate, I’d dedicate an entire morning once a week to driving around, looking for FSBOs and capturing their contact info. So, the next time you see one of those signs where someone is literally scream-

ing, “Look at me, I want to sell my house and here’s how to get in touch with me”, pull over, point and shoot and go on your merry way. That’s step one. Make it a habit that will make you money.

Once you have the contact info, you must act on it and that’s where most people fall down.

They’re too busy, they forget about it or they’re nervous about making a cold call. That contact info sitting in your phone is an opportunity waiting to be seized or wasted. What I do is set aside time to make those calls and I make them. It’s not as hard as your mind would lead you to believe it is. It’s too easy to talk yourself out of doing it, so don’t.

Make that call! That’s step two.

Make that a habit as well.

Anyone who knows me knows that I have no problem talking. In fact, a lot of them might say my problem is stopping. Still, if you’re shy or if you’re new and haven’t built up your confidence enough to

push those numbers, there are things you can do to make the process a lot easier. There are psychology tricks you can employ that will make it so much easier for you to make those cold calls and walk away with their business. There are proven ways around your fear and in my next article we’ll talk about them and how you can get comfortable making those calls that will be making you money in no time.

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/missdebREM bieandfriends

Toronto Real Estate Board 2017/2018 Board of Directors

Tim Syrianos President

Gurcharan (Garry) Bhaura President-Elect

Larry Cerqua Past President

Ron Abraham North Brokerage Director

Paul Baron Central Brokerage Director

Michael Collins West Non-Brokerage Director

Marco Da Silva West Brokerage Director

Elizabeth Darbyshire East Brokerage Director

Howard Drukarsh Director-at-Large

Paul Etherington Director-at-Large

Gareth Jones North Non-Brokerage Director

John D.K. Lusink Director-at-Large

Michelle Makos East Non-Brokerage Director

Nito Morcos-Brown Director-at-Large

Lisa Patel Central Non-Brokerage Director

Brian Torry Director-at-Large

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Agent g Easilyy Earns Over $3 Million in Commissions Each Year: What She Knows That You Don’t The first t hing Sarah Reynolds-Oji did when she followed her mother Debbie into real estate was to search out a mentor and a system to help her shape their business. She’d seen her mother work hard for not enough money and knew there had to be a better way.

This search led her to Craig Proctor and his Ultimate Real Estate Success System. Her decision to embrace Craig’s

system, and to work hard to implement it, changed not only Sarah’s life, but the lives of many others as well.

Building a team to manage the exponential growth they were experiencing, Sarah and Debbie’s results speak for themselves. Last year they achieved GCI (Gross Commission Income) of $3,219,532 representing a 61% increase for dollar growth of $1,221,532 over 2015. They

donated $102,000 of their earnings to charities they support. In 2016, they also crossed the 100 million mark in closed production, ending at around 115 million closed.

They’ve committed to closing $4.5 Million in GCI for 2017.

Sarah is very clear about how she’s been able to achieve such staggering numbers. “We simply follow Craig’s system to the letter. If you can copy, you will succeed with Craig’s system.”

Learn More About Millionaire Agents Like Sarah at ProctorSystem.com hug you because you have made somethingg possible, I never though g t was po p ssible!”

He has NETTED $102k so far this year. He is from Serbia (3rd world country), and his family had no car. They were walking everywhere and bare ba rely ly mak makin ingg en ends ds m mee eett. H Hee just sent them cash to buy a car.

by Sarah Reynolds-Oji Thanks to you and your amazing system, Craig, we aree in th ar the he m mid idst id st of of th the he larg larges estt month we have ever had.

Closing $715k in GCI this month - amazingly crazy!!!!

But the best part of this month and week isn’t that.

It’ss wha It wha hatt ha happ ppen ened ed to to me one one day this week.

My top agent came in my office and said, “I have to

to me building an awesome team of agents, so I’ve been able to share myy success with many other agents who now work on my team.

Keep up the amazing work. Seeing so many of my fel fello low w Cr Crai aigg Pr Proc octor Syst Sy stem em mem membe bers rs dom domin inat atee

“But the best part of this month isn’t the $715k in GCI I earned. It’s what happened to me one day this week.”

I know what we do is stressful at times, but THIS right here is why I do what I do! By helping me to be as successful as I am, you’ve given me the oppo op port rtun uniity ity to hel elp lp ot oth hers. hers As you know, the incredible success I’ve had using the system you shared with me led

their markets, refuse to fail, problem solve when times get tough, and create amazing teams, inspires me!!! :) Craig, thank you for alll yo al y u do do!! !!!! n n n

Learn How to Make Millions in Real Estate by Watching Free, No Obligation Excerpts of Live Craig Proctor Seminars

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Real success in any business means not only healthy earnings, but also time off to enjoy life. The fact is, however, that most Canadian real estate agents sacrifice their entire lifestyle in pursuit of success and, ironically, instead of gaining more freedom, they become slaves to their real estate business.

If you don’t have a real business system, you don’t really have a business at all.

What you have instead is a “job”, and for many, it’s a really bad job: one that consumes your time, keeps you away from friends and family, and doesn’t pay enough. Even though you work so hard, it’s just so random. Some days you win. Some days you lose.

The fact is that agents leave our industry in droves, not because they’re not great at working with clients, but rather because they don’t have enough clients to work with.

They don’t have enough leads, they don’t find enough time to properly follow up and thus convert their leads, they don’t know exactly why they win or lose a listing. Even though they work very hard, too much is left to chance. Trying to “do it all” without a clear understanding of what works and what doesn’t ultimately sows the seeds of failure for many.

A profitable and “real” business MUST be based on solid systems. In real estate, that means a system to generate leads, a system to convert those leads, and a system to convert qualified prospects into paying clients.

Every successful business in the world, from McDonalds to Amazon to FedEx, is based on proven and duplicatable “systems”, and the agents who

achieve mega success in our industry, like Sarah ReynoldsOji, have done so on the strength of solid, proven, efficient business systems.

Not only is Craig Proctor’s real estate system responsible for more Millionaire Agents than any other coach or trainer, but Proctor was a highly successful AGENT himself for more than 20 years right here in Canada. As you may know, he was twice named the #1 RE/MAX agent in the world and was in the top 10 for RE/MAX International for 15 years. In fact, for 6 years straight, no one listed or sold more homes in the Greater Toronto Area than Proctor did. (Source: TREB Statistics).

No one in Canada has sold more homes than Proctor has, and by sharing the system he used to achieve his own success, he’s been able to help over 30,000 agents worldwide to transform their real estate jobs into highly lucrative real estate businesses that don’t come at the expense of high lifestyle costs.

If you do not have a clear, detailed business system (key word, system) that you are using to move methodically to your goals…a plan you could show a banker or investor or new partner or key associate…a plan you have reasoned, complete confidence in, then why wouldn’t you examine Proctor’s Ultimate Real Estate Success System – for free?

For a limited time, you can watch FREE Training Videos by Millionaire AgentMaker, Craig Proctor. Be a fly on the wall as Craig shares the real estate strategies that not only made him one of the most successful agents of all time, but have also been responsible for creating more Millionaire Agents than any other coach or trainer in the industry. These videos are actual excerpts from seminars conducted by Craig Proctor himself that agents pay to attend, and you can watch them for free with no obligation at: ProctorSystem.com

24 REM AUGUST 2017

Ontario bill opens door to health care plan

By Don Procter

P

ending legislation in Ontario has cleared the path for real estate salespeople to take advantage of a new pension plan that for the first time offers many of them health care benefits – and even coverage for their dental bills and medical drug needs.

Called the Ontario Realtors Pension Plus (ORPP), the plan “won’t cost Realtors a penny out of pocket,” says Jim Zaza of Zaza Financial Group, which teamed with the Bank of Montreal and a major private hospital, the Cleveland Clinic, to introduce the plan.

The money for coverage under the benefits plan comes from tax savings from each agent’s personal pension plan.

How it works is participating agents are issued a BMO “health spending card” that can be used anywhere in the world for dental, pharmaceutical or health care, says Zaza. The spending limit on the card is based on the agent’s income and is money released through the tax savings because of the province’s Tax Fairness for Realtors Act, 2017 (the province’s Bill 104), which is expected to pass third reading in the legislature this fall.

He says the act allows agents to convert RSPs when they mature to TFSAs, with the tax savings typically applied to the spending limits

on their BMO card. The new act amends the Business Corporations Act and the Real Estate and Business Brokers Act, 2002, with respect to personal real estate corporations.

Currently, real estate agents in Ontario are required to structure their businesses as independent contractors, rather than as incorporated businesses, says Zaza. With the passage of Bill 104, agents in the highest income bracket, who pay about 45 per cent in taxes, will be able to incorporate, dropping that tax rate to just over 16 per cent.

Salespeople need $100,000 in investable assets to qualify for the health benefits, he says, but BMO can provide a retirement ready line of credit of up to $150,000 from which the interest is tax deductible.

“Because many agents are new or part-time and have sporadic income, we feel tying the qualifying requirements to investable assets would offer more opportunity than the number of annual sales or annual income,” he says.

A direct deposit (there is no maximum deposit limit) to the BMO card is a minimum of five per cent of the money in an agent’s pension account. The monthly or annual minimum contribution to the spending card will be $420 or $5,040 respectively.

“Let’s say a Realtor has

$100,000 in RSPs, $50,000 in TFSAs and $50,000 in capital gains monies, then BMO will put five per cent into a prepaid health benefits card,” says Zaza.

“I’ve got one real estate client that invested $1 million between their RSPs and their non-registered money and we set up a TFSA with a contribution of $4,200 a month into his family’s health spending card. They are going to have a considerable amount available and they don’t have to use it just for health benefits. Every bank accepts it, every retail store and drug store – no matter where they are in the world.”

Salespeople don’t have to be incorporated to be in Zaza’s ORPP program but they will see greater benefits through incorporation, he says.

The Cleveland Clinic is the third largest private hospital in the world and has hospitals in North America and overseas, including London, Paris, Dubai and the biggest hospital in Florida in Palm Beach. Health care services with the card range from a simple health diagnosis to a surgical operation, Zaza says.

“The service is unconditional, meaning they can have a (preexisting) condition and still qualify for the ORPP.” Zaza says clients can go to any hospital in the world. “They can electronically pull up your records

Jim Zaza

with the Cleveland Clinic and coordinate them for your care.”

To qualify for health care coverage, agents are required to do “a total health assessment” – a sixhour physical analysis by 20 medical specialists at the Cleveland Clinic in Toronto. “They do everything including studying your hair and your breath,” says Zaza, adding that DNA evaluations will also be taken.

The findings will include recommendations on diet and an exercise regimen and how to increase health expectancy.

Zaza says he has been offering a similar service to broker/owners for about a decade but the new act for salespeople has opened the door to all realty agents.

Zaza’s first ORPP member is Basso Di Cesare, an agent broker for Source 4 Realty of Vaughan.

He sees the benefits of the initiative. “You have a family, you are a sole proprietor, you want to have

Building Global Real Estate Opportunities Congratulations to the Certified International Property Specialist (CIPS) Leadership Invitational Class of 2017 The CIPS designation is the only international designation recognized by the National Association of REALTORS®.

Realtorlink.ca/Global

these benefits. We’re independent contractors. We can’t just take money out of our pockets,” he says.

Zaza says the program has the potential to serve about half of the 70,000 or so Realtors in Ontario.

His firm projects 10,000 real estate professionals signing up annually for the next few years. While the plan is dedicated to Ontario’s Realtors, Zaza says he hopes to see it rolled out nationally.

Marketing the plan will be directly through broker/owners and by direct communication with individual agents. “We’re going to start with top producers and their teams and work down.”

Zaza Financial has long served doctors through the Ontario Medical Association and dentists through the Ontario Dental Association. About 20 years ago the company started serving real estate brokers.

“We helped them incorporate; we helped them manage their finances . . . and then through working closely with them and their top producers we found we could help them with medical needs (to ensure prompt service for diagnosis and treatment).”

Zaza says he set up the ORPP as a not-for-profit. “I get a salary and expenses. I don’t charge a fee. The biggest things that kill real estate people in between waiting for commissions are fees, taxes and inflation.” REM

Winnipeg, Manitoba June 2017

THE POWER OF BLUE OWNER PROFI LE NAME:

Peter Benninger

OCCUPATION:

Owner, Coldwell Ban ker Peter Benninger Realty ITY: Waterlo o Region

MY COMMUN

YEAR I ENTERE YEAR I BECAM

D REAL ESTATE

E A COLDWEL

1978

L BANKER® FR

ANCHISE OWNE R: 1992 To develop a managem ent and training syst em that ensures consistent delivery of professional client re presentation on the fr OUR OPERATIO ont lines.

N: We’re a pioneering organiza tion with a fluid bu model that accomm siness odates the changing ne ed s of W at er ensures our professi loo Region and onals stay at the fore fr on t of our industry.

WHAT’S SPECIA L ABOUT MY CO MPANY: As a company and as indi we’re passionate ab viduals, out our philanthropi c in vo lv ement in the comm FAVOURITE QUO unity.

TE: “We all have two lives and th e second one begins when we realize we only have one”.

OUR CULTURE: Our supportive, cari ng culture has forged relationships with qu long term ality people who have made their careers with us.

MY VISION:

A proud history, a bright future.

:

In 2017, we celebrated our 25th anniversary as a Coldwell Banker affiliate and our 32nd year in business. Our long history is evident in the depth of our organization. We have strong partnerships within the business community, with educational institutions, fire departments, charities and local festivals. We enjoy a community filled with devoted, satisfied clients from many different generations.

Our award-winning residential and commercial operations are based in our state-ofthe-art Consumer Centre, along with a Career Centre that enables new recruits to hit the ground running. Our company is truly as revolutionary today as it was when we opened the doors.

Peter Benninger, President, Coldwell Banker Peter Benninger Realty, Brokerage Kitchener – Waterloo, Ontario

© 2017 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, as well as applicable Real Estate Association rules and codes of conduct. The trademarks REALTOR®, REALTORS®, and the REALTOR® logo are controlled by The Canadian Real Estate Association (CREA) and identify real estate professionals who are members of CREA.

To discuss franchising opportunities in Canada: Andy Puthon President Mark Lindsey Regional VP Franchise Sales John Alexander Director, Franchise Sales coldwellbanker.ca/franchising 800-268-9599

26 REM AUGUST 2017

just love to see a hospice right here in our city to help,” broker of record Kim Graham told the Stratford Beacon Herald. Office administrator Amie Reid created the Facebook auction.

■ ■ ■

Good Works E

xit Realty Corp.

International is part of Habitat for Humanity Canada’s biggest build project ever.

Habitat for Humanity’s 34th Jimmy & Rosalynn Carter Work Project is taking place in every province and territory across Canada with a goal to collectively build 150 homes to mark Canada’s 150th anniversary of Confederation. Former U.S. President Jimmy Carter and his wife Rosalynn were in in Canada in July, focusing their efforts in Edmonton and Winnipeg. Exit Realty Agents, brokers and headquarters personnel are swinging hammers in Nova Scotia, New Brunswick, Prince Edward Island, Newfoundland and Labrador, Ontario and Alberta.

So far, the company has

GET

pledged $3 million to Habitat for Humanity.

To donate or learn more about the 34th Jimmy & Rosalynn Carter Work Project, visit habitat.ca/150ReasonsToBuild.

■ ■ ■

Sutton Group - First Choice Realty in Stratford, Ont. recently raised $6,102 for the Stratford Perth Hospice Project. The brokerage held an auction on its Facebook page from to get donations from individuals and local businesses. It was followed by a booster dinner at a local restaurant.

The brokerage made a matching contribution to the funds raised at the dinner.

“We know so many clients and family members going through sickness and we would

A record-breaking $80,000 was raised at the Royal LePage Network Realty Corp. annual charity golf tournament recently in Red Deer, Alta. The event has raised $330,000 in support of the Royal LePage Shelter Foundation in just six years.

Owner/manager Norm Jensen says, “Two great charities will benefit from the generosity of our community – the Central Alberta Women’s Emergency Shelter and the Elder Abuse Emergency Shelter.”

The seventh annual event is scheduled to take place June 15, 2018.

■ ■ ■

Early in July, Realtors from across Ontario gathered at the Realtors Association of HamiltonBurlington (RAHB) headquarters to start a 200+ km journey to Sarnia to raise funds for shelter-related charities across the province.

One of the riders was Jamie Edwards of J.M. Edwards Associates, a real estate veteran of 42 years who has been riding a motorcycle since 1967. He has missed only one Realtors Care Foundation Motorcycle Ride for Charity since its inception in 2006 because he had a heart attack.

“Being able to give back while riding my Harley is an added bonus. I guess you can say that my heart is really in it,” says Edwards.

“You definitely get a lot of looks when 30+ Realtors ride together on their motorcycles, but it’s so fulfilling to have such a wonderful group of like-minded professionals unite with the common goal of giving back to the community.”

This year’s fundraising goal was $25,000.

■ ■ ■

In 2016, Royal LePage Kelowna sales reps donated part of their commissions to The Royal LePage Shelter Foundation, in addition to holding fundraising events throughout the year. The result was more than $8,700 raised to help women and children who are served by the Kelowna Women’s Shelter.

“By supporting women’s shelters, we are ensuring that women and children have somewhere to turn when needing to escape domestic violence and rebuild their lives. Violence against women and children is a significant problem in all communities across Canada regardless of culture, religion, ethnicity or race,” says the brokerage in a news release.

■ ■ ■

Children can now enjoy a new playground at 27 Arbour Crest Dr. NW in Calgary. At a cost of $214,282, the project required multiple funding sources including the Arbour Lake Community Association and private donors, as well as some volunteer labour.

Lynne Walker, a sales rep with Sutton Group - Canwest, canvassed local businesses for months requesting donations and rolled up her sleeves to help build the playground.

Installing a playground builds an appetite, so when the organizers ran short of food for the volunteers, Walker stepped in. She provided approximately $100 worth of fruit and vegetable platters, protein bars and beverages.

Rosalynn Carter and former U.S. President Jimmy Carter. (CNW Group/Habitat for Humanity Canada)

AT HOME

GET 12 ISSUES Re/Max Blue Chip Realty recently held its third annual Family Fun Day in Yorkton, Sask. The goal when the event started three years ago was to raise $50,000 in five years for the Children’s Miracle Network. This year $10,611 was raised, bringing the three-year total to $29,081.

*plus applicable sales tax

VISI VI ISI S T REMONLINE.COM/HOME-SUBSCRIPTION/ SIT

Sutton Group – First Choice Realty in Stratford organized an online auction and a booster dinner to raise funds for a hospice project.

The Royal LePage Network Realty Charity Golf Committee, from left: Norm Jensen, Robert Gallaway, Shelley Peters, Tammy Jensen, Janice Mercer, Jan Carr, Lori Cartwright and Chad Jensen Royal LePage Burloak in Burlington, Ont. recently hosted its 15th Annual Charity Golf Tournament in support of the Royal LePage Shelter Foundation, raising $34,000.

Leaping for joy, from left: Rob Landry, Shawn Zigelstein, Chris Keleher and Adam Lempka.

REM AUGUST 2017 27

Walker was also instrumental in obtaining provincial funding for a fitness park in Arbour Lake, pitched in on its construction in 2015 and sourced/contributed snacks for volunteers. The facility has been well used without a single incidence of vandalism. “This speaks to the pride which Arbour Lake residents have in their community,” says Walker.

■ ■ ■

The Royal LePage GTA Charity Golf Tournament raised $20,000 for the Royal LePage Shelter Foundation at its 24th annual tournament. The event welcomed 144 golfers for a day on the links, followed by dinner, awards and many sought-after prizes. Funds raised will be donated via the Royal LePage Shelter Foundation to Toronto shelters The Redwood and Women’s Habitat, both serving women and children escaping domestic violence.

Committee member and Royal LePage broker/manager Al Orlando says, “Over the past seven years with a charity component included in this event, our donation to this important cause has reached a total of $115,000.”

Organizers Al Orlando, Gus Monteleone, Joanne Verissimo, Walter Mudiks, Miguel Madeira, Jennifer English, Rick Murray, Lauren Amatol and Rod Young are looking forward to their milestone 25th annual event in 2018.

■ ■ ■

Arthritis can affect anyone, from young children to the elderly, but it garners less attention and research funding than many other ailments. Phil Small, a sales rep with Sutton Group - Heritage Realty in Whitby, Ont. was diagnosed with juvenile rheumatoid arthritis nearly 25 years ago and understands the daily challenges.

He braved the wind and rain recently to raise money and awareness during his local Walk to Fight Arthritis, donating and collecting $750, which contributed to the national total of $1.25 million for the Arthritis Society.

“I decided to get involved because I have struggled to manage my rheumatoid arthritis for nearly 25 years,” says Small. “It feels good to do something proactive to better not only my own circumstance, but the quality of life of many other people.”

■ ■ ■

Royal LePage Advance Realty brought the spotlight back to Campbell River, B.C. at its second annual salmon derby recently. The derby took place under sunny skies and saw 650 community members out fishing for the prize catch. The event also featured an on-shore kid zone, food vendors, live music and a silent auction.

With a salmon weighing in at over 30 lbs, Jim Lagos took home top honours and the $5,000 grand prize. Lagos donated $1,000 back to the two charitable beneficiaries.

The event raised $46,000 in support of the Royal LePage Shelter Foundation and the Campbell River Salmon Foundation, bringing the two-year total raised to over $93,000.

■ ■ ■

Sutton Group - Heritage Realty in Ajax, Ont. recently gave four students a total of $5,000 through the Sutton Heritage Scholarship Fund. The fund was created with personal contributions of broker of record Rosalind Menary and her husband Ron, as well as their team of salespeople who donate a portion of their commissions.

The $2,000 recipient, Jordyn Schisler, will attend Mount Alison in New Brunswick to study psychology in hopes of working with children who have mental health issues. There are three $1,000 recipients. Dua Alam will attend McMaster University and plans to pursue civil engineering. Amy Kaustinen will attend Queen’s University to earn her Bachelor of Commerce, while Joshua Saghie will study law in the U.K. ■ ■ ■

The 15th Annual Royal LePage Burloak Charity Golf Tournament took place recently in Burlington, Ont. Held in support of the Royal LePage Shelter Foundation and the Carpenter Hospice, $34,000 was raised by more than 160 golfers.

Funds raised at this event for the Royal LePage Shelter Foundation will benefit Halton Women’s Place, an organization that provides shelter and crisis services for physically, emotionally, financially and sexually abused women and their dependent children.

Continued on page 30

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1-888-806-8080 | www.dominionlending.ca

28 REM AUGUST 2017

Clients’ stories shared on Re/Max Instagram

W

Welcome, Ryan Mulligan!

Please join us in welcoming Ryan to RE/MAX Centre City Realty!

Ryan chose RE/MAX because of the incredible, forward thinking leaders and support available he believes will help him take his business to the next level! RE/MAX is home of the top producers and the best resources and tools in the industry. Knowing this plus Ryan’s desire to further his career made his decision to join RE/MAX Centre City an easy one.

strategy, and overall assisting to increase sales.

Combine that with Ryan’s dedication, and we have a recipe for success!

Congratulations on this decision Ryan! We can’t wait to help you grow!

Ryan Mulligan, Sales Representative Mulligan Realty Group RE/MAX Centre City Realty Inc., 675 Adelaide St N, London

The office has a reputation for providing its agents with top support, a client-focused If you are interested in ownership opportunities with RE/MAX, the largest most productive real estate brand, contact Jennifer Dominey at 1.647.519.7735 to arrange your confidential meeting, or visit remaxintegra.com.

hen someone buys or sells a house, other people want to know the details.

Re/Max Canada launched an Instagram account (instagram.com/ remaxcanada) this spring that lets its clients share their stories.

Whether it be empty nesters who are downsizing because their kids have left for college, or firsttime home buyers who have finally saved enough for their down payment, there are interesting stories behind their decisions, says Elton Ash, regional EVP, Re/Max of Western Canada.

Each week, the site features a new human-interest story. “This is our way of showing consumers that we understand how significant a life decision it is to buy or sell. Our sales associates pride themselves on being empathetic to their clients’ situations. We want to share that understanding in a unique way on social

media,” says Christopher Alexander, regional director, Re/Max Integra Ontario-Atlantic Canada Region.

Re/Max is already active on other social media platforms, including Facebook and Twitter, but felt it was time to embrace Instagram.

Re/Max will also use the account to share stories of those who have been helped by the Children’s Miracle Network, as well as inspirational stories of Re/Max agents who are helping their communities.

The subtle marketing program to promote the brand’s affiliation with the community includes story details and photos supplied by its Canada-wide network of agents.

The children’s hospitals create their own entries.

The account is managed by Wade Paterson, social media/communications co-ordinator of Re/Max of Western Canada. “It was truly a collaborative idea that

included myself, Melissa Clemance, associate director, public relations and communications, Re/Max Integra and Sara Gammon, communications co-ordinator at Re/Max Integra,” Paterson says.

Ash invites Re/Max agents from across Canada to submit their clients’ stories to the Instagram account by contacting Patterson at wpaterson@remax.net or Gammon at sgammon@remaxintegra.com.

REM

remaxintegra.com

What’s

AmeriSpec app allows buyers to rate homes AmeriSpec’s new HomeScore app allows homebuyers to rate, organize and compare homes on the market.

New Welcome, Michel Desnoyers!

Please join us in welcoming Michel Desnoyers, our newest Broker/Owner in the Ottawa area!

give him that extra boost he needs to take his business to new heights.

Michel will be operating RE/MAX Delta Realty located in Rockland, and will primarily focus on serving the Prescott, Russell and surrounding areas. With Michel’s client-centric strategy, up to date technology and always being on top of new industry advancements, he is sure to lead his agents to the top!

Aside from his career achievements including going from agent to broker in just three years, Michel enjoys being heavily involved in the community. He supports various charitable initiatives, food banks and fundraisers.

Welcome, Michel and congratulations! We can’t wait to help you grow!

To keep his career momentum going, Michel chose RE/MAX for our resources, tools, and first RE/MAX Delta Realty is located at class support system. He knows RE/MAX will 200-928 Laporte St, Rockland.

If you are interested in ownership opportunities with RE/MAX, the largest most productive real estate brand, contact Jennifer Dominey at 1.647.519.7735 to arrange your confidential meeting, or visit remaxintegra.com.

remaxintegra.com

ome inspection company AmeriSpec has developed a web app that helps home buyers assess if the homes they are touring are right for them.

“We understand the information overload faced by homebuyers. Sometimes it’s not so easy to focus on what’s really important in a home. This app aids buyers during the home search, helps them score and compare the homes they’ve seen and in today’s busy market that could be quite a few,” says Jeffrey Brookfield, who manages AmeriSpec of Canada’s

H

Canadian operations.

The HomeScore app asks homebuyers to quickly rate 12 simple items to help them get an overall picture of the home. Once the home is rated, up to three homes can be rated side by side. Notes and photos of the home can also be added. The company says buyers will be focused on what is really important: Is there evidence of water damage? Are there cracks in the driveway? What condition is the roof in? How’s the neighbourhood?

AmeriSpec says another bonus to using the app is its rewarding system – as users migrate through the app, they’ll be accumulating points, which can then be redeemed for coupons to homerelated stores like The Brick and various downloadable homeowner guides.

The app is best used on smart phones but it is equally functional on a web browser, the company

says. Users can log in with their Facebook and Twitter accounts or register with an email and password. Users can also link their account to their real estate agent or local AmeriSpec home inspector.

The company says the app was created as a step before the inspection process. Once homebuyers have rated and compared homes, the next step will be to contact a certified home inspector, who will provide a detailed home inspection report.

For information: www.homescore.amerispec.ca. REM AmeriSpec recently developed the HomeScore app for home buyers.

REM AUGUST 2017 29

Getting Top Dollar For Your Seller: 5 Best Places to Renovate

By Alice Soon

The following is paid, promotional content.

With the prime spring selling season gearing up, your clients may be wondering which parts of their home can give them the best return on investment if they choose to renovate.

Here are the 5 key renovation strategies that are time-tested, require minimal effort, and provide options for every budget. They are designed get sellers the best bang for their buck and top dollar for your listing:

1) FLOORING Every single person in a household will touch the floor every day in varying degrees, whether it’s the bedroom, living room or kitchen. It comes as no surprise that upgrading the flooring is a key feature that will go a long way to capture a buyer’s attention.

Here are some key tips: • Remove outdated carpets (or at the very least, if that is not possible, ensure the carpets are professionally steam cleaned, looking fresh with no stains, rips or tears).

• Replace old carpets with either laminate flooring, hardwood flooring or ceramic tiles.

• It’s been proven buyers view non-carpeted flooring more positively, as it’s easier to clean and helps with people who have allergies.

2) FIXTURES & HARDWARE These may seem small on the surface, but it can make quite a difference. Fixtures and hardware include items such as door knobs, handles on doors and closets, entrances/exits, cabinet hardware, bathroom & lighting fixtures & light switches, etc…

They are easy to replace, fairly inexpensive, come in many colour/design options, and provide great options for anyone on a budget. The best part is that the seller gets a great return on investment for not a lot of money. On the other hand, if fixtures and hardware have not been replaced, it can really date a property and make it appear as if it has not been maintained.

Just remember, everyone has to either touch a door or walk through it!

These are simple and cheap, but definitely a worthwhile improvement to any home.

3) BATHROOMS Without a doubt, any money you spend on upgrading a bathroom will be worth the effort, as it’s considered the 2nd most important room in the house.

Key upgrades include: • New tile & grout (floors and shower) • New faucet & hardware • New coat of paint on walls or cabinets • Upgrading or replacing cabinets (this can including swiping out new hardware and sanding down old cabinets

and repainting them or replacing them completely)

4) KITCHEN This is the most valuable room in the house – if home owners only have one place where they can opt to do renovations, the kitchen is a sure fire bet to pay off.

You don’t need to spend a fortune in order to make it look spectacular.

Here are some simple add-ons or improvements: • Add in a new deluxe faucet • Change out cabinet door hardware with new handles or knobs • Upgrade or purchase new appliances (fridge, range and hood, dishwasher, etc…) with a clean look that compliments each piece, and give the kitchen a cohesive design

Add new lighting • Create a backsplash to help jazz up appearance and functionality • Rebuild standard cabinetry at half the price (as opposed to custom cabinets or using expensive materials).

5) ADD AN INCOME-SUITE Depending on the city or municipality, if the neighborhood allows for Income Suites, sellers could potentially add 150160% of equity into their home by putting in an extra suite.

This allows an owner to also potentially receive additional income through a tenant that can help pay off the mortgage or as an additional investment.

Depending on the specific mar-

ket or city, demand for double unit homes can rise by more than 25%.

Research the market area of the home – if the town or city is growing, it means more people will move into that city. Also, check if the government and other institutions are planning on investing into that market; for example, are they planning to build hospitals, schools, universities, new transit system, etc.?

This may signal that as the community grows, there will be a greater demand for housing, tenant opportunities and increased equity for homes who can support the upsurge.

For more information, please contact the nationwide experts at Pillar To Post Home Inspectors - www.pillartopost.com

ABOUT PILLAR TO POST HOME INSPECTORS: Pillar To Post is the largest home inspection company in North America, with over 600 offices and 900 inspectors. Our points of difference include printing the inspection report on-site, convenient scheduling, as well as offering educational courses for real estate agents and brokers.

30 REM AUGUST 2017

Roland Couturier wins prestigious New Brunswick award The New Brunswick Real Estate Association (NBREA) bestowed this year’s Dave Hawkins Award on Roland Couturier, a Realtor from the northern community of Kedgwick, N.B. with more than 28 years in the real estate industry. The award is presented annually to an individual who has made an outstanding contribution to the real estate industry in New Brunswick during their career.

The association says Couturier has had many careers over his lifetime, starting out as a woodsman and trucker, then starting his own accounting firm and eventually, his own real estate brokerage after a trucking accident forced him to make some major career changes.

He comes from the small northern community of Kedgwick, where his imprint is evident wherever you go, the association says.

“He was, and continues to be, a leader in the community. Beyond his professional commitments, Roland has always found time to give back to his surrounding community,” says the association in a statement. “He was instrumental in getting a hockey rink and a community centre built for the town, he was the founding chair of the local Woodsmen’s and he was also involved politically on the

local, provincial and national levels. Roland has been an advocate for other disabled workers with Workers’ Compensation, recognizing how their career struggles mirrored his own. Roland was considered a success story and, often, Workers’ Compensation would highlight his success across the country, sharing his story about how a serious injury can open new opportunities.”

He was also “very dedicated in keeping the Valley Real Estate Board operating as their long serving president for many years to ensure that the region had the same quality services as Realtors

throughout New Brunswick.”

Due to health reasons, Couturier was unable to attend the 2017 NBREA AGM conference to accept his award in person.

Instead, NBREA visited him before the conference to present the award. NBREA created a touching tribute and a recording of Couturier’s acceptance speech was shared with the members in attendance at the Dave Hawkins Award banquet.

His first language is French; his acceptance speech and the words of wisdom he shares are online in French. English subtitles were added to part of the video. (https://youtu.be/kmWF4Zosxss).

Aldrin Raphael Fernandes of A.R. Business Brokers was recently honoured by the International Business Brokers Association with a Chairman’s Circle Award for closing business deals amounting to nearly $10 million in 2016. He also won the Deal Maker Award for selling 31 qualified businesses during the same calendar year.

Fernandes says his experience as an immigrant who went through the process of buying and selling companies since coming to Canada, combined with his marketing and accounting background, led him to create a boutique business brokerage.

“At ARBB, we want to get

Mississauga business broker wins international awards

deals done, but they have to be the right deals. We are a matchmaking service between sellers and buyers and we take that responsibility very seriously,” Fernandes says. REM

Aldrin Raphael Fernandes Roland Couturier and his wife Lucienne.

A Mississauga-based business and commercial real estate brokerage has earned two prestigious international awards for helping connect business buyers and sellers.

Coldwell Banker Canada president Andy Puthon and director of affiliate services Scott Mills recently visited two Atlantic Canada affiliates to deliver presentations on new initiatives. During these sessions, Puthon presented Milestone awards to commemorate the affiliates’ long-standing service to the Coldwell Banker brand. From left: Tim Crosbie, Coldwell Banker ProCo owner; Puthon and Len King, Coldwell Banker ProCo manager.

Andy Puthon presents Della Parker, owner of Coldwell Banker Parker Realty in Charlottetown, with the 20 Year Milestone Award, honouring her company’s 20th anniversary as a Coldwell Banker affiliate.

Good Works

AVI ROSEN Real Estate Broker (Nearly 50 Years) • Paralegal Direct: (416) 818-6130 • www.rosen.ca Legal Focus on the Real Estate Industry

Continued from page 27 ■ ■ ■

Recently thousands of people across Canada participated in Ride Don’t Hide, raising $1.5 million for the Canadian Mental Health Association (CMHA).

The event offers routes ranging from 10 to 100 km (the longest ride has police blockades of intersections, giving riders an amazing non-stop experience in the Lower Mainland of B.C.). For the fourth year in a row, David Eng, a sales rep with Sutton Group - West

Coast Realty in Coquitlam, B.C. volunteered as a support rider, cycling alongside participants to help with mechanical problems, injuries and fatigue.

Eng invited Carol Song, a mortgage broker with Dominion Lending Centres Mountain View, to join him on the Ride Planning Committee starting in 2015. For three years they have shared committee duties as they draw on their business experience and networks to enhance the fundraiser.

Recently, Eng also shone a spotlight on a local hero. “Ed Stackhouse announced on

Facebook that he would bike across Canada to raise money for CMHA and in honour of his son, who has a mental illness. I connected him with the charity and they provided him with jerseys and invited him to stop at CMHA offices along the way. Ed did it all without a support crew following him in a car. He used his phone’s GPS and Google Maps. It’s incredible! He covered about 3,000 km except for some sections of the Canadian shield when he rode the bus because of wildlife hazards. That’s dedication!”

REM

REM AUGUST 2017 31

THE PUBLISHER’S PAGE

By Heino Molls

T

MARKETPLACE

here are five statutory holidays that are acknowledged across Canada.

They are New Year’s Day, Good Friday, Canada Day, Labour Day and Christmas Day. Thanksgiving and Victoria Day are not among them as they are optional holidays in the Atlantic Provinces. Remembrance Day is a holiday in the Atlantic Provinces but not in Ontario and Quebec.

Holidays in Canada can be different things in different areas.

Quebec, for example, celebrates Fete de la Saint-Jean-Baptiste in June. Prince Edward Island celebrates Gold Cup Parade Day. There are many unique and meaningful holidays other than the five Canada wide days; it’s a bit of a mix up. I think that all the different holidays in different parts of Canada are a reflection of our diversity and a reason to cherish and appreciate what this country

A holiday by any other name represents. We are so many different people who stand together for and with each other.

This month (August), most of us will be celebrating a civic holiday. It is called a “civic� holiday because cities can have this holiday any day they want. They also get to call this holiday whatever they want. While it is not recognized in every province, it is a holiday Monday in many parts of Canada.

In B.C., it is called British Columbia Day, in Alberta it is called Heritage Day and moving east it is Saskatchewan Day, Terry Fox Day in Manitoba, New Brunswick Day, Natal Day in Nova Scotia and just plain Civic Holiday in Nunavut, North West Territories and P.E.I. To the best of my knowledge, the August civic holiday is not observed in Newfoundland and Labrador, the Yukon or Quebec.

Which brings me to Ontario, where the holiday is observed and known by lots of names in different towns and cities. There are too many to mention all of them but they include Colonel

By Day in Ottawa, Joseph Brant Day in Burlington, John Galt Day in Guelph and George

Hamilton Day in Hamilton.

All the names attached to those holidays are deserving. With that said, I am finding that the more reading I do about Canadian history, the more ironic I find that the August civic holiday in Toronto and its surrounding area is named for John Graves Simcoe. I

is not really true. He abhorred it, to his credit. He set limits on slavery.

He did not abolish it.

Simcoe was appointed as Ontario’s first lieutenant-governor in 1791. On his arrival in Ontario (then called Upper Canada) he moved the provincial capital from Niagara Falls (then called Newark)

What Simcoe did suggests that Toronto and parts of Southern Ontario were created and first developed on real estate rip offs and corrupt land speculation. have heard it suggested that the amount of corruption that allegedly exists in Toronto began with Lord Simcoe and has been in place ever since.

Simcoe was a fearless commander during the revolutionary war between Great Britain and the newly formed United States of America. He was allegedly cruel to prisoners and ruthless to American farmers and businesses that he foraged from. Many say that Simcoe abolished slavery in Ontario. That

to Toronto, which he named York.

He was looking for a good harbour and a place he could defend from an American invasion that he knew was coming.

His first priorities were to build two major roads, one travelling north and one travelling east. To do that he made deals with a group of settlers led by a man named William Berczy, to build Yonge Street north to Lake Simcoe. The deal was land for the settlers in exchange for the arduous labour of

road building. When they finished the road, Simcoe stiffed them for payment.

Berczy built many of the first homes in Toronto as well as the Queen Street East bridge over the Don River but he was paid very little and left Toronto broke. Simcoe also made a deal with a man named Asa Danforth to build a road to Kingston. Danforth was to receive land in exchange for the labour of himself and his crew.

Once he finished the road Simcoe stiffed him for the payment as well.

Asa Danforth ended up bankrupt and in debtor’s prison. Simcoe could care less. He had his roads.

Simcoe famously gave large tracts of lands to his friends, who in turn sold their properties for huge profits in the new capital of Ontario. What Simcoe did suggests that Toronto and parts of Southern Ontario were created and first developed on real estate rip offs and corrupt land speculation.

And this is a guy whose name we want to celebrate on the civic holiday?

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

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