December 2016 by Real Estate Magazine (REM)

Issue #330

December 2016

Are full service brokerages in trouble? Page 3

Sally McGarr passes the torch Page 8

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Going to extremes to sell a house Page 26

Selling accessible real estate Jeffrey Kerrâ&#x20AC;&#x2122;s niche as expert in barrier-free housing Page 10

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REM DECEMBER 2016 3

Are full service brokerages in trouble? Pressure from a weaker real estate market, top agents demanding better compensation packages and rising overhead costs are putting real estate brokerages in jeopardy. The pressures are real, but you can still run a profitable real estate brokerage if you have a solid business model. By Tony Palermo

n an interview for a REM article recently (Former Royal LePage Foothills agent warns all commissions are at risk), long-time Royal LePage Foothills broker Ted Zaharko said that brokerages in Western Canada aren’t taking in nearly money enough from their salespeople compared to other parts of the country. He described the difference in the financial models between the east and west as “a real problem” and part of the reason for his financial demise. We wondered: are the financial models really that different from one coast to the other? If so, at what level are the differences occurring and why are the models so different? Royal LePage Foothills was a full service brokerage. A few months after it closed its offices, Discover Real Estate, a discount brokerage with offices in Calgary, Edmonton, Red Deer and Strathmore, told its nearly 400 agents that they would have to find work with another brokerage. Two different brokerages – two completely different models – but both in Alberta collapsing only months apart. Both brokerages cited market pressures as major contributing factors but how does that explain all of the other brokerages that are surviving? And how about the agents? Are they helping to fuel the financial challenges being faced by brokers by trying to squeeze more out of them?

East versus west: examining the differences Phil Soper, president of Royal LePage, says for Canada’s major real estate brands, the compensation model doesn’t change between the master franchiser and the brokerage based on where the brokerage is located. “It’s not like an Air Canada flight where you wonder if the guy

beside you paid half of what you did,” says Soper. “Within each major brand, everyone pays the same right across Canada in terms of licensing and cost per agent.” He says it typically works out to be about 2.5 per cent or less of gross. The differences occur, he says, at the brokerage level where every owner sets their own business model and financial structure and how they handle splits with their agents. Many brokerages offer a few different compensation options for their agents to choose from and the structure of those options vary by region based on the different competitive pressures of the local market. Soper says that’s where you see the major differences between how brokerages in the east operate versus those in the west. “British Columbia and Alberta are the toughest markets in Canada for a brokerage to operate, period,” says Soper. “Brokers need to have a sharp focus to run a brokerage here.” Market pressures aside, another reason for the differences, he says, have to do with how the real estate business has evolved in the west, where brokers tend to take in less because most of the fee is redirected back to the agent. The brokerage, in order to be successful, has to ask the agent to absorb more of the costs associated with servicing a client. “If you offer 95 per cent commissions back to your agent, you better make sure 95 per cent of the costs associated with servicing the client are directed back as well,” says Soper. To illustrate his point, he says what an agent in Ontario would take for granted as a service provided by the brokerage, in Alberta or British Columbia, an agent would likely say, “my brokerage doesn’t do that for me”. If it did offer the service, it would likely involve an additional charge. Soper says he has no idea how

Phil Soper

Corrine Lyall

Todd Shyiak

Gurcharan “Garry” Bhaura

George Bamber

Howard Drukarsh

it evolved to be this way in the west – that it’s been like this for at least the 14 years he’s been a part of Royal LePage. But he says the relationship between brokerages in the west and their agents has evolved to become the least efficient way of doing business in the country. “What you have in Alberta and British Columbia are thousands of little islands of purchasing people – agents – all getting their own technology, their own training, their own whatever,” says Soper. “The agents have the revenue; therefore they must have the expense. It’s the reality of the market, but it’s not efficient.” He says it’s like having a big company like General Motors tell every employee they have to go out and sign a contract with a cell phone service provider, rather than General Motors using their purchasing power to negotiate a better rate with one service provider, under one contract, and then distributing those savings to each employee. “Most professional services

firms operate as a collective because one-offs are a less efficient model that carries a higher risk,” Soper says. Still, efficiencies aside, there are many successful brokerages of all types and models that operate in the west. “East or west, you can make money in this industry in a number of different ways; you just have to make sure your business model is structured for your local market,” says Soper. “We don’t operate a fee-for-service model – every agent gets the same level of service,” says Corrine Lyall, broker/owner of Royal LePage Benchmark in Calgary, which took in several agents from the former Royal LePage Foothills in late 2015 when the brokerage ran into financial problems. Lyall says she offers different compensation programs to her agents based on their production level. In general terms, the more the agent produces, the less the brokerage takes in, eventually cap-

ping out at a certain amount. It’s a model that works and that, she says, most agents understand and are willing to work with. “At the end of the day, the brokerage has to attain a certain level of profitability,” says Lyall. “It’s like any business. Your income needs to be higher than your expenses.” Soper agrees, adding that it means a broker has to be willing to say “no” and to accept the consequences. “Some brokers are not leaders,” says Soper. “They operate in fear of their top agents and give them the power. There has to be a stake in the ground where the broker comes back and says ‘whoa – we both need to be successful in business.’ That takes a great deal of courage and hard work, but it’s critical.” Soper says he presented to a large gathering of Royal LePage faithful in Vancouver last fall. The theme of his presentation, titled Continued on page 40

4 REM DECEMBER 2016

Multiple Listings By Jim Adair, REM Editor - Edited this month by Maryjean Lancefield

Do you have news to share with Canada’s real estate community? Let REM know about it! Email: jim@remonline.com

otheby’s International Realty Canada has expanded to Kelowna, B.C. “Kelowna is a robust real estate market with a strong, long-term market,” says Tom Stratton, managing broker for Sotheby’s International Realty Canada in Kelowna. “Continued expansion in the Okanagan has been one of our objectives and we are proud to be able to grow with the community.” Justin O’Connor, a top sales associate at Sotheby’s, is the new owner of the downtown Kelowna office. He is also president of the

Canadian Home Builders’ Association Okanagan chapter. ■ ■ ■

The Appraisal Institute of Canada (AIC) and The European Group of Valuers’ Associations (TEGoVA) say they applaud the signing of the Comprehensive Economic and Trade Agreement (CETA) between Canada and the European Union. The accord will enhance the existing agreement between AIC and TEGoVA that recognizes each other’s designations, standards and qualifications to complete quality

real estate valuations, the organizations say. AIC-designated appraisers – Accredited Appraiser Canadian Institute (AACI) and the Canadian Residential Appraiser

(CRA) – are recognized on par with their European counterparts, the TEGoVA Recognized European Valuer (REV) and TEGoVA Residential Valuer (TRV). ■ ■ ■

The Real Estate Council of Alberta (RECA) recently announced the selection of Christine Zwozdesky as chair of council and Brian Klingspon as chair-elect. Zwozdesky was appointed to council in 2013 and began a sec-

ond three-year term on Nov. 1. She has more than 30 years of experience in the industry, and is past president of the Building Owners and Managers Association – Edmonton chapter and Edmonton’s Commercial Real Estate Women chapter. Currently, she is a director of the Capital Region Housing Corporation Board and chair of the Real Property Committee, and has served on multiple RECA advisory committees. She is a principal with Alexson Solutions. Klingspon has been a member of council since November 2013 and is an appointee of the Alberta Real Estate Association from the Realtors Association of Edmonton. He has been in the real estate business for more than 25 years, serving as the broker for two brokerages in Edmonton, and working as the regional executive director in Western Canada for Realty Executives. Zwozdesky and Klingspon will serve in these positions for a oneyear term. ■ ■ ■

Anita Springate-Renaud, right, owner and broker of record of Engel & Völkers Toronto Central with Sonja Bata, founding chair of Bata Shoe Museum, at the official opening of Engel & Völkers Toronto Central.

Justin O’Conner

Christine Zwozdesky

Ron McIntosh

Rick Clarke

Brian Klingspon

Michel Friedman

Gabriel Bianchi

Eryn Richardson

Engel & Völkers North America opened its newest shop, Engel & Völkers Toronto Central at 85 The Donway West, on Oct. 31. Anita Springate-Renaud, owner and broker of record, kicked off the celebration. She was joined by Special Olympic athletes Abbas Syed, Nerissa Pooran and Mike Wimbs. Anthony Hitt, Engel & Völkers North America CEO was also on hand. “With a thriving real estate market, Toronto Central has seen an increased demand for quality service from buyers and sellers around the world,” says SpringateRenaud. The brand also officially opened its brokerage in Bromont, Que., on Nov. 1. Continued on page 6

Engel & Völkers celebrates the opening of the shop in Bromont, Que.

John Smulders

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6 REM DECEMBER 2016

CREB subsidiary offers services to other boards

Multiple Listings Continued from page 4

Owners Luce Deslauriers and Alexandre Fortin hosted the event along with Engel & Völkers sales representatives. Hitt and Pauline Quinlan, mayor of Bromont, made brief presentations. “The new shop is in an ideal region to expand Engel & Völkers’ Canadian footprint,” says Hitt. “Alex and Luce’s knowledge of the local marketplace paired with Engel & Völkers’ international platform will best serve the comprehensive needs of Bromont real estate buyers and sellers.” “With a truly booming real estate marketplace, Bromont is experiencing increased demand for quality service,” says Deslauriers. ■ ■ ■

JLL has acquired PMX Inc., a Toronto-based project management firm that specializes in public and private infrastructure projects. The acquisition expands JLL’s existing Project and Development Services (PDS) across Canada. “PMX is an excellent fit for our growing PDS platform,” says Brett

Cover photo: MARKO SHARK

beyond knowledge-sharing into service delivery. REB Resources will allow other boards to leverage our in-house expertise like never before.” The new entity offers support services in technology, professional development and administration on a contract basis to other real estate boards and associations. In future, it will look to providing services to other not-for-profit organizations outside of real estate, Tennant says. The idea for REB Resources came about when other boards and associations asked why CREB doesn’t offer a la carte services.

CREB had been sharing processes for years and it “felt like we were giving away member equity,” Tennant says. But he adds that making a profit is not the goal and the board just wants to cover the cost of providing services. Creating a subsidiary was also the safest way to charge for services without putting the board’s nonprofit status in jeopardy. He says the board wanted to do things properly, similar to keeping their charitable offering separate. “We don’t do that from the main mothership.” REB Resources is 100 per cent CREB owned and the board’s offi-

Miller, JLL Canada’s president. “The combined business allows JLL to meet the increased client demand for comprehensive real estate services, particularly for largebuild projects in the public and private realms.” About 20 PMX employees joined JLL, including founding principals Tom Finan, Les Medd, Ed Bush and Sevag Kupelian. The leadership team has more than 100 years of combined project management, engineering and construction management experience. ■ ■ ■

Coldwell Banker Real Estate LLC has expanded its Coldwell Banker Previews International luxury program by enhancing its Previews agent certification program, broadening its global marketing offerings and increasing its digital and print content. Coldwell Banker’s Previews certification course includes an immersive approach to learning how to operate in the luxury real estate market. The new program, which pairs the experience of successful luxury agents with resources, provides learning, networking, market-

ing resources and mentorship, the company says. A completely redesigned luxury website, ColdwellBankerPreviews .com, is designed to help collaborate and share marketing materials for listings with their peers in over 75 countries globally. Coldwell Banker also unveiled its quarterly Homes and Estates magazine. The magazine features top listings alongside luxury lifestyle content and will be available globally on newsstands. The magazine will also be distributed to subscribers of Unique Homes and can be downloaded from the Previews Inside Out blog. ■ ■ ■

The Rick Clarke Team has returned to Century 21 In Town Realty and will be based at the company’s third location in Vancouver’s Gastown neighbourhood. Working alongside owners Heather and Michael LaPrairie, Rick Clarke will manage the office with his team, each of whom has a specialized role to help meet their client’s real estate needs, the company says.

Publisher HEINO MOLLS heino@remonline.com

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Alan Tennant

cers are officers of the new entity. CREB members are supportive and reacted favourably, Tennant says. Their only concern was if it would hinder the quality of serClarke joined Century 21 in 2012 as a franchise owner in Coquitlam, B.C., before moving to Century 21 In Town Realty the following year. In 2015, the team moved to a Keller Williams brokerage in Burnaby. ■ ■ ■

Michel Friedman is now manager of Re/Max Premier’s Jane Street location in Vaughan, Ont. Gabriel Bianchi, owner and broker of record, says Friedman has been in the real estate industry since 1990 and has “done it all”. “Michel’s knowledge of the real industry is valuable to our 350+ agent brokerage. We are looking to Michel’s knowledge to assist and grow the company, provide training and coaching to our agents and to assist in improving all aspects of our organization.” Friedman says, “I started my career at Re/Max and I am honoured to be invited back.” ■ ■ ■

Century 21 Heritage Group has added new members to its management team in its Thornhill and Richmond Hill offices.

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

Phone: 416.425.3504 www.remonline.com 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 2016 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). ISSN 1201-1223

vices they get, and the answer is no, he says. For now the focus is on Alberta, with “an eye to partnerships further afield,” he says. Professional development such as dispute resolution may have limitations, but as for other services, Tennant says, “We’re not limiting ourselves to only Alberta boards, and not just to the real estate industry.” Other non-profit centres may find payroll, accounting, performance management and job descriptions a challenge and welcome help, he says. REM – Connie Adair Ron McIntosh joined the management team in Thornhill. He was previously owner/operator of a major franchise brokerage. Drawing on his experience as a business development manager, he will support training initiatives and focus on daily operations, coaching, guidance and mentoring of agents. McIntosh also has certifications in home inspections and mould and air quality. Joining as general manager, Eryn Richardson will provide support to sales representatives, management and administration. He has a background in real estate sales. In 2005, he established a real estate sales team as co-founder and owner. The Home Team grew into the No. 1 producing sales team serving Newmarket and surrounding areas with Century 21 Heritage Group, the company says. In April, John Smulders joined the team as manager of the Richmond Hill office. He brought 25 years of combined experience in real estate and management. He has practical experience as a broker. REM

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he Calgary Real Estate Board (CREB) has launched a for-profit subsidiary that will provide a la carte services for other Canadian real estate boards. The company, REB Resources, is a logical extension for the board, which has a reputation for innovation and leadership, says CREB CEO Alan Tennant. He is also president of REB Resources. “We are well regarded for our willingness to share what we know and do with other real estate boards,” says Tennant. “But more and more, we see a mutually beneficial opportunity that extends

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8 REM DECEMBER 2016

Sally McGarr passes the torch

Her chutzpah and dedication has helped Sally McGarr Realty become the longest operating, fully independent boutique brokerage in the Niagara region of Ontario. By Kelly Putter

Sally McGarr

ou can tell Sally McGarr enjoys telling the story about how at 40 weeks’ pregnant she presented an offer to clients on a beautiful evening in 1991. A few hours later in the early morning hours of May 22, she gave birth to her youngest daughter Raiana. She phoned her unsuspecting clients that day to tell them she’d had a baby overnight and they all shared a good laugh. True to form, McGarr was back at work within the week with her new baby tucked in safely by her side. “There are photos of her nursing me in the office,” says Raiana Schwenker, who today works at the real estate company that is known for its bright pink for sale signs. “I grew up running around that office. Going into real estate was pretty organic for me.” It is that kind of chutzpah and dedication that has helped Sally McGarr Realty become the longest operating,

fully independent boutique brokerage in the Niagara region of Ontario. Never one to crow, McGarr is reticent about citing the awards she’s won and the sales goals she’s surpassed in a career that has spanned more than three decades. There was a time when she decorated her office with plaques and trophies, but she has packed away the hardware perhaps as a symbolic gesture to the next generation of real estate professionals who will succeed her. McGarr is passing on the torch and she’s doing so with style. To mark the occasion, a new website, a big social media presence, a newspaper ad campaign and a catered lunch for clients, staff and colleagues within the McGarr real estate community have either taken place or are ongoing. The company is also officially changing its name from Sally McGarr Realty to McGarr Realty. Schwenker is marketing and creative director, who oversees

the company’s social media. Married with three children of her own, Schwenker gave birth to her youngest about a year ago. On her way home from hospital with newborn in tow, Schwenker, ever her mother’s daughter, went on a home tour of new listings. McGarr points out how her daughter is a chip off the old block and is a sensible choice to succeed her along with Raiana’s husband Cam Schwenker, a salesperson, and long-time staffers and real estate reps Patrick Burke and Jim Broderick.

leads the team who will take over from McGarr. “Because we are very collaborative and group based, you see people here going outside of what’s expected for the greater good. The thinking is if I have a great month and you do as well, then there will be a spill over effect that helps everybody share their experiences, progress and grow. What helps people advance quicker and get over their hurdles is that willingness to contribute. That collective mindset then goes on to breed loyalty, which creates a cycle effect.”

“As a kid, driving to school with her meant listening to her phone conversations with clients, witnessing first hand her level of client service and hearing her problem solve and expertly negotiate offers,” recalls Raiana, 25. “While I was annoyed I couldn’t have the radio loud, and was too young to realize I was getting firsthand experience from an amazing mentor, I picked up a lot. I learned the lingo and the ins and outs of how the business worked. I grew up sitting in on office meetings, sometimes begrudgingly, but I could see from the moment I got started in this business that having that calibre of mentorship from such a young age was beyond valuable.”

The company also invests in mentoring programs, goal setting, training and coaching for staff and even devotes a senior position to the rather unique title of director of people and culture. That’s held by Broderick, one of the newly rebranded brokerage’s partners. But McGarr is fully aware that her success didn’t come about in isolation and she is quick to credit her staff.

McGarr started her firm in 1988. Nearly 30 years later, she still employs three of the original four staffers who joined her company back then – administrator Emma Trozzolo and sales reps Randy Hart and Vaughn Aloian. So how does she engender loyalty? “The piece of the puzzle is the culture and the overall atmosphere here,” says Burke, who as managing broker and director of operations and strategy

“I could not have survived this long without someone as talented and caring as Emma is,” she says. “It’s like a marriage. We have a lot of respect for each other and a lot of empathy. The employees here have treated the company as if it’s their own.” In the early ‘80s, McGarr was a single mother with two young kids working three jobs to make ends meet. Feisty and determined, she decided she wanted a better life for her family so she got her real estate license, followed two years later by her broker’s license. After a few stints with a small brokerage and then a larger franchise, McGarr decided the time was right to strike out on her own. A few years later in January 1991, McGarr

purchased a large commercial property in downtown St. Catharines and moved her office into the building. That’s when the economy took a nose dive and the real estate market sank. McGarr was pregnant with Raiana, but not revealing it to anyone. McGarr doesn’t think of herself as a feminist but she does concede to being an advocate for women in business. And though she has heard the odd salacious comment about how women in business advance, she chose to ignore the insulting remarks. More than once some competitors, who suspected she was pregnant, would inform potential clients about her condition, suggesting that McGarr’s pregnancy would get in the way of her doing her job. “I told clients I’m pregnant but I’m not dying,” recalls McGarr with a laugh. “And every time I said that I got the listing. If anything it made me stronger.” With 33 salespeople and eight support staff and an office in Niagara-on-the-Lake, McGarr may be passing the torch but she’s not yet leaving the stadium. As broker of record, and now specializing in higher end luxury homes, expect to see her guiding the new management team for some time. “My mother is so well respected in this region and not just by clients, but also among Realtors,” says Raiana. “I’m not naming names but other Realtors have asked her to sell their homes and on more than one occasion. I would not be surprised if she continued selling for the next 15 years.” REM

Stunning Growth from Engel & Völkers North America since 2014 383% Increase in Number of Shops

398% Increase in Number of Agents

285% Increase in Sales Volume

42 New Markets Entered

236% Increase in Gross Commission Income

50% Increase in Average Sales Price

As a unique global real estate brand, Engel & Völkers has an unmatched international reach, world-class marketing and technology platforms, an unparalleled senior leadership team and consistent quality of support delivered to our advisors. We’ve been expanding rapidly throughout North America. And we’re not slowing down. Learn more at www.evcanada.com. Engel & Völkers Canada 2 Bloor Street West · Suite 700 · Toronto · ON N4W 3RI · Phone +1 416-323-1100 info@evcanada.com · evcanada.com

©2016 Engel & Völkers. All rights reserved. This advertisement is not an offering of a franchise, and where required by law, an offering can only be made 14 days after delivery of the applicable franchise disclosure document. All numbers, figures, statements, and presented information in this document reflect the total system growth and not individual shop performance or increases and are based on data collected by Engel & Völkers between January, 2014 and September 2016. No claims in this advertisement are intended as a promise or guarantee of profitability or any particular income level or particular licensee experience.

10 REM DECEMBER 2016

Selling accessible real estate

It started as a mission to help out his aunt and led to Jeffrey Kerr’s niche as an expert in barrier-free, accessible real estate. By Susan Doran

hen the date to move into the Toronto condo apartment she’d purchased preconstruction finally arrived, Jeffrey Kerr’s aunt, who had multiple sclerosis, manoeuvred her wheelchair through the door and looked around with growing alarm. It did not take her long to realize that the unit, which she had been assured was wheelchair accessible, was actually anything but. She knew she would not be able to live there. She made the decision to sell the condo immediately and asked Kerr for help. A sales rep with Re/Max Unique in Toronto, he was happy to come to his aunt’s aid. He began to research the opportunities available for buyers and sellers of accessible properties. That’s how he stumbled upon the discovery that accessible housing, while very much in demand, is largely under-serviced by the real estate industry in the Greater Toronto Area and in many other markets as well. “I spoke with the organization that is now Spinal Cord Injury Ontario, and they strongly encouraged me to become involved with their membership as there was such a need for real estate agents who understood the challenges of the accessible housing market,” Kerr says. “Referrals started coming in immediately from them and from other organizations. That was 13 years ago.” So he can thank his aunt (and let’s not overlook the influence of his mother, a retired physiotherapist), for steering him into a very specific niche market. “A lot of agents position themselves as community experts, but I’m a disability expert,” he says. “My goal is to connect buyers and sellers in this speciality niche. It gives me a lot of personal satisfaction. I still love the ‘ah-ha’

moment when someone realizes that I exist, a specialist in barrierfree real estate who can meet their unique needs.”

homes and assisted living facilities are in short supply and increasingly baby boomers are opting to age in place in their own homes.

A prolific writer on the topic of accessibility, Kerr recently had a book published titled Barrier Free Real Estate: Achieving Freedom at Home.

Kerr says that his clientele comprises “a fairly broad group,” including people with mobility challenges looking to buy or sell existing retrofitted homes or renovate to suit their requirements, as well as those looking for wheelchair accessible rentals. He does a lot of work with various local facilities for those with mobility issues (including the Toronto Rehabilitation Institute), where he is part of the team determining and securing suitable housing options for those “who have had a motor vehicle or other accident that has changed their lives dramatically,” he explains.

He explains in the book that a barrier-free, accessible house or condo “is a home where anyone with a mobility challenge – for example a child in a wheelchair; an adult with vision problems, or a senior with a walker – can live comfortably and safely” without their movements being restricted by elements such as the home’s architecture, layout or features. Despite his expertise in this segment of the market, Kerr – like the rest of us – sometimes struggles with the terminology, he admits. “A lot of people don’t like the word ‘disability.’ I am very conscious of the terms I use and I ask if they are acceptable. The best advice I can give to real estate agents is to get to know your clients and take your cues from them.” Kerr has been a sales rep with Re/Max Unique for over 17 years – his entire real estate career. He has his broker’s license and has thought about setting up accessible housing training in order to share his expertise with other agents, as he has found the available training limited. “Agents get parachuted in and don’t know how to help,” he says. They might want to consider finding a way to get up to speed. Today with the aging baby boomer population causing what some researchers refer to as ‘a tsunami of seniors,’ the need for accessible housing is on the rise, with demand far exceeding supply, Kerr says. In his opinion demand is becoming unprecedented, particularly since retirement

In other cases his clients may have “a progressive disability such as MS,” or they may be families with children whose disabilities are no longer manageable in their current home, Kerr says. “Maybe when the kids were small they could be carried up and down stairs. But kids grow, and that is often when I get brought in.” Although accessible housing options are improving, in Toronto and many other cities there is still a shortage of wellbuilt and affordable accessible accommodations, says Kerr. The upshot is that he often winds up talking himself out of a job... although he is confident “it will come back to me,” he says. “It’s a question of helping clients make the decision that’s best for them and giving them options,” he says. “I empower clients to live on their own terms and not to be forced out of their homes due to mobility challenges such as not being able to get up stairs.” Often he can offer suggestions for “easy modifications” – a new

Jeffrey Kerr (Photo by Marko Shark)

bathroom, an entrance ramp, a chair glide for getting upstairs, an elevator – so they can continue to live at home for many years, he says. He leaves doing the actual modifications “to the experts,” while pointing his clients in the direction that works for them. This may also involve helping clients connect with appropriate agencies and services. Increasingly he finds himself doing this type of consulting with clients, while unsure yet exactly how to incorporate it into his business plan financially. “It’s part of my evolving business, of where I am positioning myself,” he muses. “I like to be a great resource for my clients.” To this end, he obtained a Master Accredited Senior Agent designation from the Academy of Seniors Real Estate in Toronto. A lot of agents unfamiliar with the accessible housing market will advise clients to tear out

accessibility features before they sell. Kerr does not. Instead, he targets the right buyer, he says. Accessibility modifications “will maintain value and actually increase it to the right buyer,” he says. “It comes down to networking.” His advice is for agents to do their research, call appropriate organizations in the area and ask if any of their members are looking for an accessible home. There is something else that sets Kerr and his specialty niche apart, and that’s that they may have significant insulation from market fluctuations. Accessible housing purchases and sales are “not market driven, but rather are circumstance driven,” particularly in regards to personal injury clients, Kerr says. “So to a large degree, I am not as concerned with the ebbs and flows of the marketplace, as my clients are making a move whatever the market is doing.” REM

L A N OME

Y R A S R E N V I H T ANN O I T N E V N 20 O C Y T L A E R T I A EX Z N A G

PHE N

A V A ! R S I T T EX L AN T A N I

EXIT Realty fun night under the stars capped off with a spectacular fireworks display which lit up the night sky launched from aboard a vessel in the Caribbean Sea

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From left to right: Tami Bonnell, CEO, Steve Morris, Founder & Chairman, Erika Gileo, COO Top real estate professionals from across North America converged on the fabulous Atlantis Resort, Paradise Island, Bahamas for what would be the most incredible real estate convention in EXIT Realty’s history. For the first time ever, the real estate franchisor took its annual extravaganza off-shore and EXIT Associates gathered in droves for the 4-day event jam-packed with equal doses of motivation, inspiration, education and fun. The company pulled out all the stops for this, its 20th anniversary celebration. Almost 2,000 attendees were captivated by 20 world-class speakers and a fun night under the stars capped off with a spectacular fireworks display which lit up the night sky launched from aboard a vessel in the Caribbean Sea. Momentum and excitement surged throughout the week coming to a dazzling conclusion at the black-tie, gala Chairman’s Ball where 3 EXIT Associates won the annual grand prize draws and walked away with $25,000 each. The packed dance floor shook as 1,400 hundred people danced until the wee hours of the morning. EXIT Realty Corp. International opened for business on September 3, 1996 in Ontario, Canada with very little money and a great big goal; to become the largest and most productively successful real estate company in North America, bar none. The dream of EXIT started 13 years earlier, in 1983. While building and running some of the largest real estate offices in the world, Steve Morris, Founder and Chairman, invented the answer to many of the problems in the real estate industry; the magical EXIT Formula of single-level residuals. With this idea, he would revolutionize the business. How many people get a great idea and never pursue it? We, as human beings, are pure potential, inventiveness and creativity. At the Convention, Morris addressed a packed house on the theme of “Abracadabra”, a word derived from an Aramaic phrase meaning, “I create as I speak”. Morris spent over half

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his life studying the human mind and how the proper use of this mechanism can lead to unlimited achievement, success and gratification. His experience working for Revlon taught him marketing. His experience on the floor of the stock exchange taught him that many people follow the followers instead of the leaders and to succeed one has to do something different. His experience in the insurance industry taught him the value of residual income. The recruiting records he broke taught him how to get, keep and grow top-producing real estate professionals and build successful brokerages. Everything in Morris’ life built in a crescendo to the launch of EXIT Realty. He had 20 years of real estate brokerage management under his belt and he had been gifted with the concept of EXIT. It was his responsibility to bring her to life; to create as he spoke. One of the highlights of the Convention was the trio of leaders who took the stage to speak on the company’s history. Joyce Paron, President of the Canadian Division of EXIT Realty Corp. International spoke about the company’s past. “The opening of the first EXIT office was in the spring of 1997,” she remembered. “There were nothing but smiles, handshakes and a true sense that something very special was underway. The atmosphere was invigorating and celebratory; the people, their faces and the emotion forever seared in memory. The dream had come to life; we finally had an EXIT office open.”

Award Ceremony during EXIT Realty’s 2016 Annual Convention Craig Witt, President of EXIT’s North U.S. Division, spoke on the company’s “present”, including the myriad resources and progressive technology tools available to all Associates. Tami Bonnell, CEO, spoke about the future of the organization and plans for deliberate and aggressive expansion across the U.S. and Canada and presented Morris with a gold pocket watch to commemorate the company’s 20th anniversary.

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Morris, too, reminisced about the early days. “Searching for our name took six months and during that time it became obvious to me that the word I was looking for was strategically located above every corporate door in North America, namely EXIT. Everyone is looking for a way out and the word EXIT suggests safe passage. Ultimately this particular word is one of the most highly advertised words in the world and carries with it tremendous subliminal effect; in fact, it’s hard not to notice the EXIT signs!” He continued, “Then we needed a corporate logo and color. I designed a logo that would be reminiscent of the famous sign in Hollywood, rising proudly from the hill with the building identifying us with real estate. Studies show that the color teal is one of wisdom and evokes feelings of credibility and trustworthiness and everyone looks good in that color!” From the very beginning EXIT Realty took the position that the real estate salesperson is ultimately the main asset of the corporation who generates all the front line money that pays all the bills and creates all the profit for the broker. With this in mind, the company places great value and resources on training Regional Owners, Broker/Owners and Associates, structuring systems specifically to get the most and the best out of each one of them accordingly and specializing in self-image modification. Education is a key part of the company’s Convention and the three keynote speakers covered the gamut. Craig Proctor, Founder and

2016 Breakout Session CEO of Craig Proctor Coaching shared the secrets of his “Reverse Prospecting” system and invited EXIT Associates onto the stage to share their own success. Rick DeLuca enthralled audiences with his journey from undercover narcotics cop to Nevada’s REALTOR® of the Year, his company recognized by REAL Trends as the #1 per-agent-production company in the U.S. His 192 agents led the nation averaging 48.6 closed transactions per agent per year. One

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Tami Bonnell, CEO presented Steve Morris, Founder & Chairman with a gold pocket watch to commemorate the company’s 20th anniversary of the most riveting sessions of the week was delivered by Dave Blanchard, CEO of the Og Mandino Group and author of Today I Begin a New Life. Morris later commented that Blanchard’s address was one of the finest he’d ever heard. Always popular with Convention attendees are the intense, information-packed breakout sessions featuring expert speakers from the EXIT Realty family; a further opportunity to learn from peers who are successful in their own communities. In The Bahamas, topics included building a better brokerage, financial strategies for REALTORS, health and wellness, strategic marketing and more. EXIT believes in developing the most and the best in its Associates and invited three to share what EXIT means to them on the main stage. Angelina Nelson, Broker/Owner of EXIT Realty Legacy in Utah, Bill Leib, Broker/Owner of EXIT First Capital Realty in Ohio and Sherese Renee Seevers, Director of Operations at EXIT Elite Realty in Washington, DC, tugged at the heart strings of the audience, each being rewarded with a standing ovation. An important element of the speeches delivered by Nelson, Leib and Seevers and one of the key components of EXIT is the company’s unique business model. Morris spent countless hours conceptualizing and developing the EXIT Formula of single-level residuals. Based on the premise that if agents could get a piece of the action for assisting management in the recruiting process thereby helping to build the business, they would have a vested interest in the success of the company and a culture of mentorship would be created. In this way they could earn more than 100% of their own commissions and could enjoy the leverage of unlimited income potential. Add to that retirement and beneficiary benefits not to be found anywhere else in the real estate industry and a financial future was created where one never existed before. The ingenuity behind EXIT’s 10/7/5 Formula is that single-level sponsoring bonuses are paid by EXIT Realty’s head office based

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on closed transactions. This was strategically designed to far outflank all multi-level marketing systems. The International Business Awards, the “Stevies®” sat up and took notice, awarding EXIT Realty Corp. International a Distinguished Honouree Medal in the category of Most Innovative Company of the Year in North America. Also of note, Tami Bonnell was named a finalist in the category of Executive of the Year – Services in North America at the American Business Awards and a finalist in the category of Best Executive, Service Business by the Stevie Awards for Women in Business. Christina Luis was named a finalist in the category of Employee of the Year by the Stevie Awards for Women in Business and COO, Erika Gileo, won the Stevie award in the category of Executive of the Year – Real Estate at the International Business Awards. EXIT Realty prides itself on the excellence and dedication of all of its corporate executive and employees, their average length of service being an unprecedented 10.2 years. Four individuals were recognized as EXIT Icons during the award ceremony in The Bahamas. Erika Gileo, Tami Bonnell and Joyce Paron were joined by newly-named Senior Vice President, Christina Luis who was surprised with her promotion on stage. Luis, who joined EXIT before it was a company, later commented, “I was 18 at our first meeting and now at 41, I am grateful, awestruck and humbled to still be in Steve Morris’ life. EXIT has never just been a job for me; it’s my extended family, and the fact that people in that audience who never met me were crying right along with me, proves beyond any doubt that we are all family.”

EXIT extends its corporate culture of family to its charitable involvements. A portion of every transaction fee collected by EXIT Realty Corp. International is pledged to the company’s non-profit of choice, Habitat for Humanity®. At the Convention, a pledge of $500,000 was announced bringing the company’s total pledges to-date to $3.5 million. EXIT also sets aside a portion of transaction fees received to pay Administrative Bonuses to the support staff in its brokerage offices.

The greatest discovery of any generation is that a human being can alter his life by altering his attitude.” - Morris Code Twenty years of EXIT is only the beginning. Since the company’s first 10% sponsoring bonus was paid in 1997, its first 7% retirement residual in 1998 and its first 5% beneficiary benefit in 2001, todate it has paid out more than a third of a billion dollars in singlelevel residuals to its Associates. From the sale of its first franchise in Canada in 1997 and its rapid expansion into the U.S. in 1998, in the first 7 years of the 21st century the company sold 1,600 EXIT franchises which overwhelmingly demonstrated the popularity of this system. Under the leadership of CEO, Tami Bonnell, EXIT Realty is looking forward with great excitement to achieving its goal of 3,600 productively successful brokerages home to over 100,000 agents who love and respect the company. Together, arm-in-arm, they will pave a new yellow brick road into the future.

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18 REM DECEMBER 2016

Lock picking hobby raises eyebrows Some security experts in Canada are teaching anyone who is interested how to open a variety of locks without using a key. By Diane Slawych

ssst! Want to learn how to pick a lock? Actually there’s no need to whisper or hide in the shadows, not anymore. Some security experts in Canada are teaching anyone who is interested how to open a variety of locks without using a key. If this is all news to you, you’re not alone. Many members of the public first learned about this increasingly popular, albeit unconventional, hobby during the annual Maker Festival at the Toronto Reference Library in July. A large table was strewn with various locks, lock picking devices and manuals, and visitors were invited to give locksport a try. About a dozen people, most of them youths, were highly engrossed in the challenge. “I did it,” said one teenager triumphantly, explaining he’d just picked his second lock in under an hour. Others struggled while con-

sulting a computer screen that displayed the internal structure of a typical lock. Experienced lock pickers were on hand to facilitate the session and answer questions. But the first reaction of many adults when they arrived on the scene was typically one of dismay and shock. “Is this legal?” one man mused to no one in particular. “Great, they’re teaching people how to break into homes,” said another. “No wonder so many bikes get stolen,” chimed a third observer, who, after a few moments, conceded the skill could come in handy if you ever locked yourself out of your home or car. Just then, coincidentally, information popped up on a screen explaining the code of ethics by which these hobbyists were expected to abide. “The first thing we cover when we’re teaching is basically two

rules,” says Paul Lariviere, a Toronto security consultant. “Don’t pick locks you don’t own and don’t pick locks you rely on. Some people practice on the front door of their house, but it’s possible to damage a lock and then you’d be in a worse state.” The group with the display at the Maker Festival was the Toronto chapter of TOOOL (The Open Organization of Lock pickers). It has chapters around the world including dozens in the U.S. and at least two in Canada – in Toronto and Montreal – that meet regularly. You may wonder who exactly is attending these gatherings and why. “It varies greatly,” says Lariviere. “Some are locksmiths and do it for a living; some are security consultants like me. And there are regular people that are curious and like to tinker with

things. They see it as a mechanical puzzle to solve, a challenge and a fun pastime.” At one of the meetings the group went to a local dollar store and purchased several items they attempted to use as lock opening devices. Some people seem to have a knack for lock picking, says Lariviere. One Christmas he brought all his locks and tools to a family gathering and taught everyone what he knew. “Months later my aunt drove all the way to the cottage and forgot the keys but she managed to open the door, so it saved a lot of time and money.” Naturally some homeowners wonder if they should be wary of the increasing interest in lock picking, in case it attracts criminal elements, but Lariviere thinks there’s no reason to worry. “They (the robbers) would have to invest a lot of time in learning it and dif-

ferent locks have different quirks. It’s just not worth their time to put in months or years practicing,” he says. “They could go through a broken window. There are lots of ways to get into a house. Lock picking is not common. They’d be exposed, out in the open.” As a security consultant, friends often ask Lariviere for advice. “Someone I went to school with was buying her first house after graduation and asked me what I’d recommend for a pickproof lock for her home and I told her not to bother spending her money on that because she has windows and other easier points of entry. Take the money and get an alarm system,” Lariviere says, adding homeowners need to think in terms of layers of security. “There’s not one thing to solve it all. You need layered protection.” REM

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20 REM DECEMBER 2016

Welcome to Santa’s house Story and photos by Diane Slawych

anta Claus gets to see the inside of many people’s homes on his travels around the globe while distributing gifts during the Christmas season, but rarely does anyone get a peak inside his abode. That’s partly because of its remote location near the Arctic Circle. But if you make the effort, you’re certainly welcome, as I discovered on a trip to Rovaniemi, Finland, which is billed as the official hometown of Santa Claus. From the centre of town, we drove a further 20 minutes to a secluded forested area in Joulukka, where a kindly elf with long curly locks, an upturned nose and a high pitched voice, appeared seemingly out of nowhere to greet us. Following a dirt path, we were lead to a peculiar cavern – a large sod and rock covered earthen mound. It was mid-autumn and the snow had not yet fallen. This is command central for Christmas preparations and every year thousands of visitors from around the world come to see Santa on his home turf. On this brisk morning, however, we seemed to be the only ones here. Our elf guide ushered us through a large roughly hewn timber door. Inside the dimly lit, cosy hideaway, we received a behind the scenes tour of what is essentially Santa’s home office. A map on the

wall pinpointed the locations of elves around the world (including in Canada). There was the radar screen that is checked before reindeers are cleared for take-off, the elf meter (every person has a bit of elf in their heart) and a kindness meter (to increase the amount in the world, we’re asked to close our eyes and think about something “extremely good”). In the mail room, meanwhile, a green light flashed whenever a new letter arrived for Santa, and on a nearby desk were several letters awaiting a reply. Scanning the shelves I noticed a few books that could only belong to someone like Santa. Alongside two volumes of The Christmas Encyclopedia and The Art of Being Kind were some practical tomes: Christmas Management: So Many Projects, Not Enough Time, and 1001 Ways to Solve Logistical Problems on Christmas Night! (And I thought it was all magic). Somewhere in this cavern there was a secret door and to open it, the elf tells us, requires “10 nice people (we are a group of 10), an elf and a Christmas song.” At that prompt, we launched into an offkey rendition of Rudolph the Red Nose Reindeer, when some creaky sounds began to emanate from a wall and a hidden door opened into a secret room. “Welcome to Lapland and to

my place,” Santa chimed with open arms. “You came by train?” We nod. Without access to reindeer we had few other choices. “How do you manage to be in so many places on one night?,” someone asked Santa. “Look at the diploma on the wall,” he motioned. The document, purportedly issued by Guinness World Santa Claus welcomes us with open arms to his home (on left) in Finland.

A kindly elf welcomes visitors to Santa’s home in Finland.

Records, reads: “World record for the fastest time around the world: Santa Claus.” Santa has many other degrees and citations on display here including one from The Arctic Circle University Schools of Wishes “conferred on Santa Claus the degree of Doctor of Wishes.” Then there’s his certificate in rein-

deer handling and the art of flying, from the faculty of the college of Christmas and Holiday Elves Committee and the Parliament of Reindeers. Before we left Santa gave us each a gift – a little wooden cup with a leather strap, called a kuksa. Traditionally, these Finnish drinking cups were hand carved from

birch by the Sami of Northern Scandinavia. Now similar looking versions are often sold as souvenirs for tourists. “To make the wood last long,” our elf advises, “the very first drink out of a kuksa has to be very, very strong.” Santa’s modest home is not nearly big enough to store all the letters and cards that arrive each day (in one year alone he received 700,000 items from 184 countries), so they are sent instead to the Santa Claus Village at the Arctic Circle. You can see some of these letters and also send a Christmas card or gift from Santa Claus’ Main Post Office. The letter or package is stamped with a special Arctic Circle postmark and can be held back and sent just before Christmas if you so choose.

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13 Women Who Are Changing Real Estate If you donâ&#x20AC;&#x2122;t have a real business system, you donâ&#x20AC;&#x2122;t really have a business at all. What you have instead is a â&#x20AC;&#x153;jobâ&#x20AC;?, and for many, itâ&#x20AC;&#x2122;s a really horrible job: one that consumes your time, keeps you

away from friends and family, and doesnâ&#x20AC;&#x2122;t pay very well. The fact is that agents leave our industry in droves, not because theyâ&#x20AC;&#x2122;re not great at working with

clients, but because they simply canâ&#x20AC;&#x2122;t make the business work. They donâ&#x20AC;&#x2122;t have enough leads, they canâ&#x20AC;&#x2122;t find enough time to properly follow up and thus convert their leads, they donâ&#x20AC;&#x2122;t know

exactly why they win or lose a listing. Even though they work very hard, too much is left to chance. Trying to â&#x20AC;&#x153;do it allâ&#x20AC;? without a clear understanding of what works and what doesnâ&#x20AC;&#x2122;t ultimately becomes the trap that swallows them. A profitable and â&#x20AC;&#x153;realâ&#x20AC;? businessMUST be based on a solid system. In real estate, that means a

Read More About These 13 Women at www.MoreMillionaireAgents.com Lauren Parente, Vaughan, ON â&#x20AC;&#x153;I was a stay-at-home mother when I started my real estate business and admittedly â&#x20AC;&#x2DC;greenâ&#x20AC;&#x2122; (dare I admit I had never even installed a lock box), but I had a desire to succeed. Fast forward just over a year and a half and not only do I have a team of 8, but we are well on track to hit $750,000 in GCI this year.â&#x20AC;? Debbie Renna-Hynes, A teacher for 25 years, Debbie is now CEO of The Renna Hynes Team and a multiple award winner, including REALTOR Associate of the Year. Featured on the cover of Top Agent Magazine, she ranks as one of the top agents in her Board and in NY State. â&#x20AC;&#x153;I have always known that education is important in any business,â&#x20AC;? she says. Marnie Bennett, Ottawa, ON â&#x20AC;&#x153;I was the #1 Agent for Keller Williams International - but truth be known, I had no systems, no direction, no lead generation systems -- just â&#x20AC;&#x2DC;old schoolâ&#x20AC;&#x2122; real estate. Within 3 years of using Craigâ&#x20AC;&#x2122;s system I was making annual GCI of $6.6 million. I have my own brokerage, a team of 40 and have built a legacy for my children.â&#x20AC;?

Brampton, ON â&#x20AC;&#x153;Iâ&#x20AC;&#x2122;ve been licensed for 10 years and for 7.5 years I followed the pack, cold calling, door knocking, praying for success, living with stress. With Craigâ&#x20AC;&#x2122;s System, my business took off immediately, doubling my production. Iâ&#x20AC;&#x2122;m now in full control of my business, my income and my future.â&#x20AC;?

Laura Petersen, After 20+ years of business management / ownership, Laura became licensed in 2005 and bought FrontGate Realty in 2008. Selling hundreds of homes with Craig Proctorâ&#x20AC;&#x2122;s system, she is ranked in the top 1% of Realtors in North America and was named one of the top 10 Realtors in Orlando by Orlando Style Magazine. Dione Irwin, â&#x20AC;&#x153;I wanted to do well from the very beginning so, right from the start, I embraced what Craig Proctor taught. Frankly, everything changed once I did. In our first full year in real estate, we completed 65 transactions. Within 4 years, our annual GCI was $1.87 Million. We never thought we could achieve this level of success.â&#x20AC;? ! " â&#x20AC;&#x153;Iâ&#x20AC;&#x2122;ve just finished my best year in this business, reaching my goal by breaking over 700,000 in GCI. Despite the fact that my husband and I are about to welcome our first child, we have NEVER been this busy in our business. Much of the credit for this goes to my coach and mentor Craig Proctor whose system I have been following.â&#x20AC;?

Mississauga, ON â&#x20AC;&#x153;I started in 1989 by flipping houses. As time went on I realized Iâ&#x20AC;&#x2122;d hit a ceiling. I knew there had to be a BETTER way but I just couldnâ&#x20AC;&#x2122;t attain it and it wasnâ&#x20AC;&#x2122;t for a lack of trying. When I started with Craig Proctorâ&#x20AC;&#x2122;s system I was ready to quit. Today, a short 2 Â˝ years later, my income jumped from $100,000 to $335,000.â&#x20AC;? # $ % At age 26, by using the Craig Proctor System, Audrey Bien-Aime and her husband/partner earned over $1 Million GCI and is on track to do $3 Million GCI in 2016, ranking # 2 in Montreal and #14 in all of Canada. Audrey was recognized in REP Magazine as one of the top 100 Women who are shaping the future of the industry. Lynn Horner Baker, Marietta, GA â&#x20AC;&#x153;My life is great since learning to implement Craigâ&#x20AC;&#x2122;s system. Both transactions and GCI are up 50%. I work 30% less hours than I used to and take 3 extra weeks off per year. The growth in my business has not only allowed me to take weekends off, but also to travel more and spend more time with my children and grandchildren.â&#x20AC;?

Many of the top agents in the world also credit their success to this system Â&#x2021; %U\DQ 3HOOLFDQ 5(2 $JHQW LQ 19 Â&#x2021; 1DWKDQ &ODUN 5( 0$; $JHQW LQ 5, Â&#x2021; 0DULDQD &RZDQ ZLWK &ROGZHOO %DQNHU IRU *&,

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Tempe, AZ â&#x20AC;&#x153;Everyone talks about more clients and closings,â&#x20AC;? says Royse, a 33-year veteran and icon in the Metro Phoenix area, â&#x20AC;&#x153;but the ONLY place that offers training on increasing profit per transactions is Craig Proctor Coaching. Through Craig Iâ&#x20AC;&#x2122;ve discovered that my clients are happy to pay for the better service, marketing and results I offer.â&#x20AC;? Kristin Stampini, & â&#x20AC;&#x153;Craig made it so simple and the dramatic growth in my business has come about because Iâ&#x20AC;&#x2122;ve basically just listened to what Craig told me to do and implemented it. Craigâ&#x20AC;&#x2122;s system is so simple. I would never have gotten where I am today without him. Donâ&#x20AC;&#x2122;t think about it. Just do it. Learning from Craig is the best thing Iâ&#x20AC;&#x2122;ve done in my life.â&#x20AC;? ' ( ) # Toronto, ON â&#x20AC;&#x153;My income was down and I was burnt-out. Implementing Craig Proctorâ&#x20AC;&#x2122;s System 2 years ago, I found my way back to a business I realized I was still very passionate about. My business will more than double, and I now have a team and a clear road map to grow my business while still having time to enjoy my life.â&#x20AC;?

system to generate leads, a system to convert those leads to face to face appointments, and a system to convert qualified prospects into paying clients (both buyers and sellers). The thirteen women featured here are from big and small markets across North America. Each of them attributes their success to the same real estate system, pioneered by Craig Proctor. Not only is Proctorâ&#x20AC;&#x2122;s system responsible for more Millionaire Agents than any other real estate system, but Craig Proctor was a highly successful AGENT himself for more than 20 years. No one in Canada has sold more homes than Proctor has, and by sharing the system he used to achieve his own success, heâ&#x20AC;&#x2122;s been able to help over 30,000 agents worldwide to transform their real estate jobs into highly lucrative real estate businesses. This is the same system Proctor used himself in his own highly successful real estate career 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) If you do not have a clear, detailed business system (key word, system) that you are using to move methodically to your goalsâ&#x20AC;Śa plan you could show a banker or investor or new partner or key associateâ&#x20AC;Śa plan you have reasoned, complete confidence in, then why wouldnâ&#x20AC;&#x2122;t you examine Proctorâ&#x20AC;&#x2122;s Ultimate Real Estate Success System â&#x20AC;&#x201C; free? For a limited time, you can do exactly this by attending Proctorâ&#x20AC;&#x2122;s upcoming Free Discovery Day. You can get more information or register at MoreMillionaireAgents.com

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