December 2019 (v2)

Issue #366

December 2019

Living Realty’s winning philosophy: A conversation with

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

Page 12

Court upholds decision for unpaid commissions Page 3

Selling pre-construction condos Page 24

The evolution of the lockbox Page 26

30

th

Anniversary

The more you learn, the more you earn To stay on top, you need education designed to keep you there.

That’s why RE/MAX INTEGRA’s Learning and Development team is dedicated to offering exceptional online and in-person training and events, as well as Broker/Owner specific education programs.

That’s the

EFFECT.

BECOME A RE/MAX FRANCHISE OWNER TODAY. VISIT WWW.REMAXEFFECT.COM

This advertisement is not an offering. The information in this ad is not an offer to sell, or a solicitation of an offer to buy, a franchise; it is for informational purposes only. A franchise is offered in many jurisdictions only by delivery of a franchise disclosure document to you in compliance with applicable franchise sales laws. Further, if you are currently affiliated with another franchisor, this material is not intended to offer a RE/MAX franchise or to solicit a change in affiliation. Each office independently owned and operated.

REM DECEMBER 2019 3

Court upholds decision for unpaid commissions

By Don Procter

A

three-judge panel of the Ontario Court of Appeal has upheld a decision by the Ontario Superior Court of Justice to award Burlington-based Apex Results Realty more than $155,000 in unpaid commissions plus costs for the purchase of two Mississauga properties in 2012.

The case first went to court in 2018 over unpaid commissions of 2.5 per cent to Apex salesperson Naeem Rahman, for two properties sold for about $5.5 million by defendant Sharief H. Zaman.

Zaman’s closely held corporations Eminence Living Inc. and Higher Living Development Inc. were also named as defendants.

Rahman and Apex Results had a real estate contract with Zaman and his corporations under a buyer representation agreement

(BRA) – a standard form used by real estate brokerages and their sales representatives throughout Ontario. Rahman met all of the contractual obligations of the BRA, Bob Van de Vrande, broker of record, Apex, told REM. Seminal to the court decision is that the BRA contract was upheld, says Walter Wellenreiter of Wellenreiter LLP, Apex’s lawyer.

“It protects their commission fees when dealing with people who attempt (in bad faith or otherwise) to cut them out of a deal,” thereby breaching the BRA. “It’s a commercially significant decision,” Wellenreiter added. He says sales reps and brokers “need to know how important it is to sign the document (BRA) and do it properly because then it is enforceable.”

Van de Vrande, who is unaware of any decision like it over a commercial deal, said the ruling is “very important” for the real estate industry.

The Ontario Court of Appeal upheld the Superior Court of Justice ruling to award Apex the commissions of $155,092 and court costs of $58,855 plus interest and an additional $8,000 in costs.

The motion judge dismissed Zaman’s argument that the summary judgement was inappropriate because he counterclaimed for substantial damages based on alleged negligence on the part of the respondent. The motion judge said: “Counsel did not make any submissions to the court with respect to the disposition of the counterclaim. Hence, I will make

More looking to home equity for retirement A

new RBC survey says home equity is playing a more prominent role in Canadian’s retirement plans.

More than half (55 per cent) of non-retired Canadians age 50+ said they expect to leverage the equity in their home as a source of retirement income (up from 49 per cent in 2018), with 52 per cent stating they would downsize or rent instead of owning to bring in more income if needed in retirement (up from 36 per cent in 2018).

The research also found that one-quarter (25 per cent) of these not-yet-retired Canadians would borrow against the equity in their home if needed, and a further 12 per cent believe they would rent out part of their home for additional funds.

“We spend most of our working years saving for retirement and when the time comes, we hope the savings will provide us the freedom to enjoy the

lifestyle we want,” says Nicole Wells, VP, home equity financing for RBC. “More and more, we’re seeing Canadians rely on their home as part of their retirement plans. Whether it’s rightsizing or accessing equity in your home, if your residence is part of the journey to retirement, it’s important to be sure you understand the path that will get you there.”

The research also showed that debt is a reality of retirement for 19 per cent of nonretired Canadians age 50+ and, of these, 62 per cent anticipate they will still be paying off their mortgage into their retirement years.

Further compromising their retirement nest eggs, through additional consumer research, RBC says it found that Canadians are funding their children’s lives into adulthood (28 per cent of first time and prospective home buyers pur-

chased or plan to purchase with the assistance of family). The majority (76 per cent) of parents report they are still supporting their 18- to 35-year-old children – with those who do spending an average $5,623 per year to provide this support.

Forty-five per cent of parents also fund living expenses – which includes mortgage payments – for their adult children.

More than one-third (36 per cent) are concerned that supporting their adult children will impact their retirement savings.

“When it comes to the home and retirement plans, it’s not a one size fits all approach and it’s not a one-and-done plan,” says Wells. “As we’re seeing parents support their children later in life, that can come with a major impact to savings and retirement plans. The best approach is to start thinking ahead, long before retirement is within reach.”

REM

no ruling with respect to it.”

The case was originally heard last year when the judge rejected Zaman’s claims that “he did not understand the agreement because he suffered from dyslexia. ..”

The judge also threw out the defendant’s claims that one of the properties had a different buyer representation agreement and that “there were oral amendments to the agreement that the vendor would pay the commission” on the other property.

The judge also rejected Zaman’s claims that Rahman failed to inform Zaman that the commissions were payable as soon as possible after the sales as required by the agreement.

The appellate court “correctly” dismissed Zaman’s new claims

because they had not been addressed in Superior Court, added Van de Vrande.

He says he is not aware of any other cases of this magnitude where the BRA was a keystone to the award.

At press time, Apex had not received any money from the defendant who has been “nonresponsive” about payment. It will go to court for collection, Van de Vrande says. “We’re hoping to collect the funds on behalf of our salesperson in the next six months.”

His advice to real estate salespeople is to do their paperwork properly and keep detailed and accurate notes. Agents must make sure buyers are aware of his or her obligations and receive a copy of the BRA, he says. REM

O B I T U A RY: Harold Waddell

H

arold Waddell, who purchased Realty World Canada in 1975 and expanded the company to 195 locations across Canada, died Oct. 4 in Vancouver. He was 89.

Mr. Waddell’s obituary says he began his real estate career in 1955 with the North Vancouver company Parr, Bragg and McPherson. He purchased the company a few years later and in 1961 renamed it H.L. Waddell and Associates. In later years it operated under the Realty World banner.

Harold Waddell In 1975 he acquired the rights to Realty World in Canada and in Washington and Oregon states. He sold the Canadian rights to Royal LePage in 1997.

His obituary says he “retired” in 1999 but always remained active with other personal business interests.

He was a Fellow of the Real Estate Institute of Canada and served as president of the North Shore Division of the Greater Vancouver Real Estate Board. He also served as a member of the Real Estate Council of B.C. and chaired the council’s Education Committee. He lectured on an ongoing basis for RECBC and U.B.C.’s continuing education programs.

His funeral, “small and private as he wished,” took place on Oct. 15, says his obituary.

In the December 2004 issue of REM, former columnist Marty Douglas wrote, “Are they making giants in real estate anymore? Those men who, through their sheer force of will, comforted by confidence in their skill and leadership and using their own money, forged local, national and international real estate organizations….Here’s to Harold REM Waddell – they don’t make them like that anymore.”

4 REM DECEMBER 2019

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

M

ore than 800 brokers and salespeople and 29 service providers attended Re/Max of Western Canada’s Activate Conference in Banff, Alta. in October. The three-day event included a morning session featuring Adam Contos, CEO, Re/Max LLC; Elton Ash, regional EVP, Re/Max of Western Canada; and Christopher Alexander, EVP, Re/Max Integra.

Keynote addresses included a “brand hysteria” talk with Johnny

Cupcakes and Harnessing the Power of AI by Stephen Jagger, followed with break-out sessions on topics ranging from how to podcast, marketing to millennials, the future of real estate technology and luxury real estate.

Manu “Swish” Goswami closed the formal part of the conference with an address about the Future of Marketing.

■ ■ ■

Exit Realty Corp. International

From left: Elton Ash, Adam Contos and Christopher Alexander during the Re/Max of Western Canada Activate Conference opening session.

From left: Terry, Kelly and Jenna Dyck

Michelle Makos

recently announced an enterprise collaboration with Facebook to provide an integrated advertising option for its regional owners, broker/owners and agents. The tool, named the Exit Ad Center, is integrated into the company’s private Resource Center intranet and is available to associates as a member benefit.

“The Exit Ad Center provides access to a level of integration into the Facebook system that is not available through the B to C tool on Facebook itself,” says Seth Kaplan, manager, partner program for Exit. “While a user’s ad may look the same, the way it functions and performs through the Exit Ad Center is at a much higher level than it would be if placed through Facebook’s Ad Manager. Our associates can track their campaign’s performance through builtin analytics.”

The collaboration was 18 months in the making and “has seen astonishing results during trials at the headquarters, bro-

kerage and associate levels,” the company says.

■ ■ ■

Re/Max Key recently opened for business in Chestermere, Alta.

The owners are Michelle Eldjarnson, Christa Aleman, Carey Rose and Hayley Poirier.

Eldjarnson was first licensed in 1988 and “spent time away from real estate raising my family. I’m now ready to enjoy the challenge again. I enjoy working with all types of people and sharing my experience with them,” says her website profile.

Aleman’s profile says she is “a lover of all things real estate.” She and her family has made many moves, “from homes with major renovations, new builds, acreage development and more.” Rose has been a full-time Realtor since 1999. She specializes in residential, acreages, condos, new homes, raw land and revenue property and commercial.

Poirier’s website profile says she is a long-serving Realtor who grew up in a real estate family – her father was a successful Realtor. “I live a very active life, love triathlon and running. I share this detail because I believe that staying fit is essential to the focus needed as a Realtor,” she says.

■ ■ ■

Royal LePage Legacy Realty in Carman, Man., owned by Terry, Kelly and Jenna Dyck, joined the Royal LePage network recently.

Terry has been a Realtor since 1987 and Kelly began his real estate career in 2014. Kelly’s wife Jenna is serving as an agent, front-

end office representative and social media strategist.

“We are focused on our local community and take pride in donating both financially and our volunteer hours to the organizations around us,” says Terry.

“Serving our local area is a priority.”

Kelly says, “Our main focus for the short term is to continue to build a reputable business based on the groundwork of Terry’s years of experience.” The group says they would like to expand their market area.

■ ■ ■

Royal Heritage Realty is opening a new branch office in Peterborough, Ont. in January.

The office will complement the brokerage’s existing offices in Pickering, Whitby and Oshawa.

Partner brokers Michelle Makos and Paul Etherington say the expansion will allow their current roster of 240 sales reps to grow and better serve the Kawartha area. They note that the extension of the 407 Highway is making Peterborough “an even more desirable community”.

■ ■ ■

Royal LePage Baird Real Estate in Courtice, Ont., owned by Laurie Baird, joined the Royal LePage network in August.

Laurie is supported by her husband Derek Baird, whom she affectionately refers to as her “top salesperson”. Along with broker of record Jennifer Caruk, they manage and operate a family-run business of 20 Continued on page 6

Derek and Laurie Baird

Paul Etherington

Debbie Simmonds

Re/Max Key owners, from left: Michelle Eldjarnson, Christa Aleman, Carey Rose and Hayley Poirier.

to our C21 family and friends and to ALL Canadian REALTORS®.

We salute the Canadian real estate community for helping home buyer and seller dreams come true. And to our C21 network members – thank you for your brand loyalty and for all that you do to provide the gold standard in Canadian real estate.

Be part of the Gold Standard: 1.800.446.8737 Century21franchise.ca | Century21careers.ca | C21.ca Independently Owned and Operated. ®†TM† trademarks owned by Century 21 Real Estate used under license or authorized sub-license. © 2019 Century 21 Canada Limited Partnership. Century 21 Canada Limited Partnership currently has franchise opportunities available in select markets across Canada. The intent of this communication is for informational purposes only and is not intended to be a solicitation to anyone under contract with another real estate brokerage organization. CENTURY 21® is a registered trademark owned by Century 21 Real Estate LLC, used under license. 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. Used under license.

6 REM DECEMBER 2019

By Christopher Alexander

F

rom a housing perspective, it was an interesting and enlightening 40 days leading up to Canada’s 2019 federal election. Justin Trudeau’s new mandate was far from a landslide win, resulting in a Liberal minority government at the helm. This means Liberals will need the support of the other parties to pass legislation. Could this prospect of collaboration be a saving grace for Canada’s housing?

One thing Canadians have agreed on is that housing affordability and the cost of living are a top priority. The question about which party would effectively address those concerns was largely up in the air, and it still is.

The new minority government could be just what Canada needs to pull it out of this housing quagmire, which only seems to have gotten muddier since the Liberals took power in 2015. The last four years have seen skyrocketing housing prices and rents rising in lockstep, while housing supply dwindles.

This story of unsustainable growth in parts of Ontario is offset by the turmoil in Western Canada, with Liberal policies taking the brunt of the blame for what’s happening in British Columbia, Alberta and Saskatchewan. Generally speaking, the Liberals haven’t had positive impacts on real estate – yet.

Cover photo: ELIJAH SHARK

It’s time for a reality check The solution to Canada’s housing woes, at least for the next fouryear term (barring any political shake-ups, which could cut that short) might be found through collaboration.

The Conservatives and New Democrats laid out some seemingly solid plans to address the housing crisis in their 40-day campaign period, tabling changes to the mortgage stress test, a return of 30year amortizations for first-time homebuyers (even though it’s likely that both of these policies would have only pushed prices up in the long run) and addressing housing supply. Meanwhile, the Liberals are largely planning to stay the course, much to the chagrin of many Canadians who have been hoping, if not praying, for real estate relief.

With that being said, Team Trudeau has made some moves on the housing front over the last four years.

The National Housing Strategy is one of the wins, established in 2017 to help reduce homelessness and increase the availability and quality of affordable housing, at a cost of $50 billion over 10 years. Trudeau also increased the amount first-time homebuyers can withdraw from their registered retirement savings plan, from $25,000 to $35,000.

And let’s not forget about the FirstTime Home Buyer Incentive, an interest-free government loan covering up to 10 per cent of a home’s price, to lower the mortgage payments.

On the questionable side of the Liberals’ 2019 campaign was their promise to boost the First-Time Home Buyer Incentive amount in Toronto and Vancouver, to offset the sky-high prices in these mar-

kets. But when the average home hovers around $800,000 and $1 million respectively, the First-Time Home Buyer Incentive isn’t much of an incentive. The Liberals have also tabled a one-per-cent speculation tax on vacant homes owned by foreigners, which could limit price growth. But in reality, this policy won’t have much impact on the average Canadian.

What the Liberals have failed to address entirely is the prohibitive mortgage stress test, which was implemented to put the brakes on Canada’s runaway housing markets. While it did help rein in unprecedented price growth in Toronto and Vancouver, the policy has come under scrutiny for being outdated and ultimately, a barrier to home ownership. I am 100 per cent supportive of responsible debt levels and policies to ensure that goal, but even with the recent modifications, the mortgage stress test is more hindrance than help.

Another gap in the Liberals’ platform is the issue of housing supply, which is at the crux of our affordability crisis. Between the lack of rental housing and supply of affordable housing and less incentive for developers to build new communities, Canada is experiencing a serious housing shortage.

This is particularly true in Vancouver and Toronto, where the average cost of living continues to tick upward, and residents are left scrambling for affordable alternatives.

It seems to me that Trudeau needs a reality check, which may come from the Conservatives, NDP and Bloc Québécois. By taking the best proposals put forth by each party, perhaps a patchwork solution will be found. But the col-

President & CEO WILLIAM MOLLS will@remonline.com

Editor JIM ADAIR jim@remonline.com

Director, Sales & Marketing AMANDA ROCK amanda@remonline.com

Production Coordinator JUDY CUPSKEY judy@remonline.com

Brand Design SANDRA GOODER

Art Director LIZ MACKIN

Graphic Design SHAWN KELLY

Questions or comments? info@remonline.com

laboration can’t stop at the federal level. Trudeau must work closely with provincial and municipal governments, as well as the private sector, to create more housing supply.

Many Canadians, especially millennials, new immigrants and those employed in the so-called “gig economy” feel home ownership is becoming less tangible by the day. While politicians of all stripes acknowledge the mounting urgency of affordable housing, few are offering any timely or compelling solutions.

Real estate is still one of the safest and most reliable financial investments for Canadians. As real estate professionals, it’s our duty to help prospective homebuyers navigate this tricky landscape. Outside of creating more supply and affordable housing, I urge governments to refrain from meddling with the

Multiple Listings Continued from page 4

salespeople in Durham Region.

The brokerage was formerly known as MinCom Millennium Realty.

The Bairds follow a long family history within the real estate business, starting with Derek’s grandfather, who practiced in Toronto’s Rosedale area 80 years ago. They launched their own real estate careers back in the late 1980s and opened their first brokerage in 1993 under the MinCom brand. Laurie says the goal now is to harness the young energy emerging within their brokerage to attract new recruits.

■ ■ ■

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 2019 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

private real estate market. History shows that whenever they do, the effects are mostly detrimental.

I urge Canada’s new government to work together to develop a national housing strategy that addresses all issues relating to affordability. The health of Canada’s housing is at stake.

Christopher Alexander is EVP and regional director of Re/Max Integra, Ontario-Atlantic Region.

Christopher started his career as a sales representative at Re/Max Professionals in 2010. He then joined the regional office as a franchise sales consultant in 2014. Christopher rose through the ranks and is a third-generation Re/Max leader, following in the footsteps of his grandfather, Re/Max Integra co-founder and chairman Frank Polzler and his mother, Re/Max Integra North America REM CEO Pamela Alexander. eXp Realty recently announced that Debbie Simmonds, the top market producer in the Cowichan Valley in B.C. and former managing director for some of Vancouver Island’s busiest Re/Max locations, has joined eXp. “The conventional real estate model is broken and needs someone to look at the overall process to improve it,” says Simmonds.

She says she switched because the cloud-based structure “allows for lower fees as well as access to thousands of agents and agencies – beyond what’s available on MLS. As well, for the first time in my life, I have the ability to participate in a pension plan through eXp’s generous revenueREM sharing model.”

Printed by Metroland Media Group, Ltd. A certified FSC® Printer

THE GUEST COLUMN

This is home.

It’s a place called peace of mind.

Home. For your clients, there’s no place else like it. And when they have peace of mind about where memories that last a lifetime are created, it makes all the difference in the world. Our commitment, and our promise, is to make this certainty possible when home is what matters most.

pillartopost.com Each office is independently owned and operated.

Work agile.

We believe businesses should work without constraints.

That’s why you can scale our workspace up or down as your needs change.

If you are an agent Call +14692065385 to receive 10% commission Ready-to-use O�ce Space, Coworking, Meeting Rooms, Virtual O�ce & Flexible Working Plan regus.ca | +1 844 241 5515

Work your way

10 REM DECEMBER 2019

Living Realty’s winning philosophy

Stephen Wong launched his brokerage in 1980 by focusing on the underserved immigrant market. Today Living Realty is a diversified company with property management and new home divisions. By Sohini Bhattacharya was still a fledgling city with a real estate market that was relatively small on the global scale. “We didn’t have cell phones. We had lots of coins to return calls from payphones at every street corner,” Wong says.

At that time, the Toronto Real Estate Board would provide agents with computer print outs of new listings, which agents combed through every day in their offices. Paperwork was plentiful and information flow was slow, but “it was not as stressful as it is today. Now, people expect you to know everything and respond to texts five minutes ago,” says Wong.

S

Stephen Wong (Photo: Elijah Shark)

ome people believe in stock markets, some people believe in wealth management, but Stephen Wong – founder, chairman and broker at Living Realty in Toronto – believes in real estate.

He didn’t know much about Toronto’s stock market or other forms of investing when his family landed as immigrants in Canada – but he knew about real estate.

“Real estate is something that you can touch. It’s brick and mortar that you can actually see and have pride of ownership,” Wong says. “That’s why people from Hong Kong, where I came from, believe in it because it’s so simple. Land is land, no matter where you come from.”

After his parents settled in St. Catharines, Ont. in 1969, Wong went to the U.S. and graduated from the University of Southern California with a bachelor’s degree in economics and business administration in 1974. In his first job, he worked for a fast food restaurant chain in Southern Ontario, as its

regional manager. At 22, Wong had a new wife and limited means to support his new family.

He turned to his faith in real estate and got licensed in 1975.

Within the first year of selling residential properties, Wong became a top-selling agent because “you didn’t have to sell a lot back then. If you sold a house for $150,000, you were worshipped,” he says.

After managing the real estate functions for several trust companies – none of which exist anymore – Wong recognized that there weren’t a lot of agents serving the immigrant population, a niche market in Toronto that was growing fast. “When you’re new to the country, you’re lost.

You need guidance to help you find a home for your family near to their communities, transportation and work,” he says. In 1980, Wong laid the foundations of his brokerage, Living Realty, specializing in the immigrant market.

Wong started his company when pagers ruled and Toronto

From the get-go, Wong’s unwavering “service philosophy” has helped him grow Living Realty exponentially through the thick and thin of Toronto’s ever-changing real estate market. “It’s not how much you charge people or how much money you make. It’s how much service you provide. People, automatically, will want you, if you provide them what they need,” he says.

Within two years of starting his company, Wong expanded from a 600-sq.-ft. office and 17 agents on Finch Avenue to a 3,500-sq.-ft. space at Woodbine and Steeles. Five years later, he opened a branch office in Spadina’s Chinatown. Three years after, he took a bold step and established a branch in Mississauga.

“It takes three to five years of gestation for a branch to become fully financially selfsustainable,” says Wong.

Ten years in, Living Realty took over 14,000 sq. ft. in an adjacent commercial building at Woodbine and Steeles.

Living Realty’s agents, several

of whom are top performing and have been with the company since inception, believe in Wong’s philosophy that “if you promise someone something, deliver or do your best. Even though the results may not always be the best, clients know when you are working hard for them. They appreciate the effort and the service. That’s what counts. That’s what gets you referrals.”

During the company’s growth spurt, foreign real estate investors who had turned their sights to Toronto were buying properties but had no one to manage those properties. This prompted Wong to break with the traditional practice of expanding his brokerage vertically. Instead of relying solely on the residential resale market, he decided to spread Living Realty horizontally by starting Living Properties, a property management company.

Toronto’s Pacific Mall is one of the most notable properties they’ve managed. At one point, Living Properties oversaw the management of more than 10 million square feet worth of commercial real estate.

Soon Wong diversified his portfolio further by co-founding the International Home Marketing Group, a company that offers new home builders and developers “bespoke” and “full-service sales management and marketing services.” As controlling partner, under this banner, Wong and his team have sold thousands of condos in the Greater Toronto Area (GTA).

Over the years, the company has racked up sales of notable highand low-rise condos by Liberty Development, Conservatory Group, Menkes, Garden Homes, Livante Developments, Fernbrook

Homes, Cityzen Development Group and Madison Group, to name just a few.

Currently Living Realty, Living Properties and International Home Marketing Group are housed in Wong’s sprawling 16,500-sq.-ft. Markham office. This means that while over 50,000 agents across the GTA are beating the pavement in a tough resale market, Wong’s agents rely on each other and his company’s diverse portfolio for lead generation.

“If one of my resale agents has a client who wants to buy a new house, or wants to invest commercially, all they have to do is dial the extension of one of their Living colleagues to find out what’s available. It’s all under one roof.”

The company has also diversified the demographics of its clients. “I cannot change the fact that when I started the company, I focussed on the Chinese community. I’m Chinese. But we’ve spent a lot of resources in the last few years to push our name into the mainstream market,” Wong says. Indeed, one bumps into their bus signs, billboard ads and other company signage all over the city, attracting agents from various other immigrant communities.

For now, with over 650 agents, Wong is content with the growth trajectory he has set in motion.

For him, quality trumps quantity.

“It gets to a point where you cannot keep growing numbers because then you have agents who charge low fees and give no service. What do I need an agent like that for? I’m providing services that add value to the success of my agents. That’s why they grow and stay with me,” says Wong. REM

12 REM DECEMBER 2019

Website has data on two million oil and gas wells

By Mario Toneguzzi

A

University of Alberta professor has created a website that provides data, history and news about two million oil and gas wells across North America. It was designed to be used as a tool to gather useful information for real estate purposes and received a $30,000 grant from the Alberta Real Estate Foundation in 2017.

WellWiki.org has ambitions to eventually provide data on all oil and gas wells ever drilled in North America – an estimated four million wells since the Drake well in 1859 in Pennsylvania.

Joel Gehman, Alberta School of Business chair in free enterprise at the University of Alberta, says the website grew out of research he was doing years ago in Pennsylvania. His focus is on how corporations deal with societal pressure or concerns related to sustainability – how do they deal with environmental or social issues?

“One of the things I look at is how firms may decide to innovate in order to address those con-

cerns,” says Gehman. He says he “became interested in the context of oil and gas well development because obviously this is an area where you expect there might be concerns and firms might have to respond.”

Gehman did his PhD at Penn State University and at the time there was a lot of news about fracking – the process of injecting liquid at high pressure into subterranean rocks to force open existing fissures and extract oil or gas. That was the original genesis for WellWiki.

On the site, you can find information about a well by searching its well number, geographic location or company name and other details. Each well is identified by its well number and given a “well page”, which provides information about location, permits, associated well pad, spudding and drilling information, violation and inspection data, production data and waste information. A well page also links to the municipal community hosting that well and the operating company that owns it.

So far, jurisdictions covered by the site include New York, Ohio, Pennsylvania, Texas, West Virginia, Alberta, British Columbia, Manitoba and Ontario.

“The major one we’re missing and working to get next is Saskatchewan,” says Gehman.

“Alberta is obviously the big one.

For every one of those wells we have a page on our site. For each one of the 613,000 Alberta wells we have every piece of information that the regulator knows about that well – posted and displayed in ways that hopefully makes sense to the average user.

“When you start to think of farmland or ranch land or more rural properties, you can get into a situation where perhaps you’re not aware of the wells that are on your property, or you would like to know more about those wells.

Who’s operating them? What’s happening?” says Gehman.

As cities such as Edmonton expand, wells that used to be on the outskirts now have housing encroaching.

Joel Gehman

“Now you’ve got houses that are coming up against what used to be really remote wellheads. So those citizens might want to know, what is that? And do I have any reason to be worried? What’s going on there?”

It’s another example of how the site can be useful, says Gehman.

The location of a property and its vicinity to a well could impact its value. For the real estate industry – whether you’re a buyer, seller or an agent – the WellWiki site provides important and valuable

information that could determine what a property is worth.

“Most of us would probably not want a well immediately in our backyards, at least if we’re in some kind of urban or suburban environment. I mean obviously if you’re in an acreage it’s a little bit different,” says Gehman.

“A big part of what this site is trying to do is take the information and make it publicly available in ways that are hopefully accessible and comprehensible to the average citizen or landowner.” REM

Tarion favours builders over owners, says report O

ntario’s new home regulator “favoured the interest of builders over homeowners” with the result that thousands of requests for help from new homeowners were dismissed, says a report by Auditor General Bonnie Lysyk.

“We found that the strong presence of homebuilders on the Tarion board of directors, combined with Tarion’s internal requirement that it seek advance consultation with the Ontario Homebuilder’s Association on any proposed changes to its regulations, created an imbalance at Tarion that favoured the interests of builders over homeowners,” Lysyk says in a news release.

“Most new homebuyers and builders usually resolve most problems without the need for Tarion to intervene,” Lysyk says, “but in cases where builders do not honour their

warranties, it was often difficult and time-consuming for homeowners to navigate Tarion’s processes.”

The Special Report came at the request of the Legislature’s Standing Committee on Public Accounts, which passed a motion last year requesting a value-formoney audit of Tarion.

It says Tarion dismissed thousands of requests for help from homeowners who missed Tarion’s restrictive deadlines. New home buyers who cannot get satisfaction from their builder in the first year of occupancy can ask Tarion to intervene by submitting a form, but the Auditor General says, “Surprisingly, this submission is allowed only in the first 30 days and the last 30 days of that first year of occupancy (unless it is an emergency).

Between 2014 and 2018, Tarion refused about 9,700 requests for assistance that fell outside one or

two of the 30-day periods for filing.”

The report says Tarion’s process could take 18 months before compensating a new home buyer for a builder’s defect.

The Auditor General also says senior management at Tarion was rewarded for increasing profits and minimizing payouts to homeowners. Bonuses of 30 to 60 per cent of their annual salaries were based partly on increasing profits.

The Auditor General says this is “an approach that would appear better suited to a private-sector forprofit company than to a government-delegated not-for-profit corporation with a consumer-protection mandate.”

It also says Tarion’s Homeowner Information Package, provided to homeowners, “leaves the incorrect impression that it is Tarion, rather than their builder, that provides warranty coverage.

Even the name Tarion Warranty Corporation, contributes to the confusion and could lead some people to incorrectly believe that they lose their warranty rights if they miss Tarion’s deadlines.”

Tarion also continued to issue licences to builders with poor warranty records, says the report.

“Some builders refused to honour some of their warranties, forcing Tarion to fix the defects or pay out compensation to homeowners, yet these same builders were routinely able to renew their licences without reimbursing Tarion. In those rare cases where licences were revoked, some builders were able to continue to build homes by creating a new company – and successfully obtaining a new licence from Tarion – or by partnering with an existing company,” says the Auditor General.

In a statement, Tarion says it accepts the Auditor General’s rec-

ommendations and will begin working towards their implementation.

It says in recent months, the organization has taken steps to enhance protection for consumers.

This includes enhanced disclosure for purchasers buying pre-construction condominiums, updates to the Ontario Builder Directory and public disclosure of compensation to improve transparency, Tarion says.

“The purchase of a new home is the most important investment that many Ontarians will make, which is why we’re constantly listening to consumers, builders and other experts to explore improvements,” said Howard Bogach, CEO of Tarion, in a statement. “With this in mind, we thank the Auditor General for her recommendations and look forward to acting on them with the best interests of homeREM owners in mind.”

14 REM DECEMBER 2019

Navigating the complexities of co-ownership Given the trend of co-ownership is projected to grow, there are new opportunities here for real estate professionals to explore. There’s also a caveat – complexity. By Connie Jeske Crane

A

couple of Gen Z university pals want to dive into the market together and get a two-bedroom downtown condo and they’ve asked you to be their agent. A multi-generational family solicits your help to suss out a duplexed house in the suburbs.

Three urban seniors, friends for decades, want to explore co-ownership in their beloved urban neighbourhood.

As the Globe and Mail noted in 2018, “Co-owning is an idea that is starting to catch on as housing prices get further out of reach.” And as an affordability report from RBC underlined earlier this year, in hot urban centres like Toronto and Vancouver, affordability remains at “crisis levels”.

Given the trend is projected to

notice by arranging various mixers for potential buyers and even a 2019 co-ownership conference through her company, GoCo Solutions.

In Vancouver, Noam Dolgin, an agent with Sutton Group West Coast Realty, has similarly become involved with CoHo BC, an initiative aiming to encourage collaborative ownership in the province. CoHo BC, says Dolgin, has also run information sessions to good effect: “There’s definitely a lot of interest.”

With buyers, Dolgin says it’s helpful for agents to understand a client’s initial fears. “People say, ‘Don’t mess up the biggest investment of your life, don’t get in bed financially with friends.’ But I think there’s partial misinformation with this stuff.”

Realtors interested in serving this niche find that putting themselves out there and educating potential buyers about co-ownership is a good place to start. grow, there are new opportunities here for real estate professionals to explore. There’s also a caveat – complexity. From the concept itself, to financial regulations, to plain old human nature, co-ownership poses some thorny challenges.

Realtors interested in serving this niche find that putting themselves out there and educating potential buyers about co-ownership is a good place to start. In Toronto, sales rep Lesli Gaynor of Forest Hill Real Estate has gained

For his part, Dolgin sees a potential “triple bottom line” with co-ownership of social, economic and environment benefits.

The potential economic upside alone, he says, can be quite compelling for would-be buyers.

To illustrate, he shares a local example: “In Vancouver a 1,200square-foot traditional stratified duplex or townhouse, or similar size condo, would sell for about $900,000 or $1 million.” By comparison, Dolgin says, two families could get a so-called “Vancouver

Noam Dolgin

Alon Segev

Steven Fudge

special” – a duplexed house consisting of two near-identical stacked units, with two to three bedrooms each, nice ceiling heights and a yard – in the $1.4 million range. “So, you get the equivalent product for a 20- to 30per-cent discount and the advantage is you know who your partner is before you go into it.”

In Toronto, Steven Fudge, a sales rep with Bosley Real Estate, blogs about co-ownership and other topics at urbanpioneer.com and feels that for co-ownership to become more prevalent, financial mechanisms still need to be updated.

True, lenders are trying to meet co-owner needs with new mortgage products allowing buyers to customize their portion of a mortgage – for example, Vancity’s “Mixer mortgage” and DUCA’s Co-Op and CoOwnership Mortgage. Yet, while Realtors can steer home buyers to lenders who are experienced with co-ownership, Fudge stresses that buyers still face the financial risk of shared debt. As he wrote recently on his blog, “The majority of banks will demand all owners each hold the full obligation of the full mortgage debt.”

To help protect clients against undue financial exposure, delinquent partners and changes in life circumstances, Realtors can do co-buyers a great service by referring them to lawyers who are experienced with co-ownership agreements.

In Vancouver, Alon Segev, of Segev LLP, regularly draws up such agreements. When buyers

are ready to make an offer, Segev says, “I sit down with the two clients and we talk about what their goals are with respect to owning and managing a property.”

Segev says that buyers will “buy the property as ‘tenants in common’ and not ‘joint tenants,’” and says key parts of co-ownership agreements include the percentage of ownership of each person, amount contributed, mortgage amount and legal title.

“We’d also put in language saying that the overall management of the property is going to be conducted jointly and set out what major decisions are going to require unanimous consent… the design of the property, terms and conditions of sale or refinancing of the property.”

Agreements also deal with what happens if one person stops paying their portion of the mortgage. Crucially, co-owners also need to work through various buy and sell provisions, stipulating how and when they could exit the arrangement, buy each other out, sell their part or the full property and so on.

Occasionally, says Segev, some purchasers also consider mortgage insurance (in case of illness or disability). This is another area where sales reps can educate clients and refer them to knowledgeable providers.

Given the complexity of coownership deals, one thing Realtors readily admit is that they involve more of an agent’s time

and effort.

With buyers, it’s more a matter of finding a good fit, given a city’s available housing stock. Once cobuyers have been prequalified for financing, Fudge says he’s developed a matrix of needs and wants and keeps an eye on potential properties that might suit. “I keep moving through that with a feedback loop whenever a property comes to market.”

From a seller perspective, Dolgin sees several additional challenges. If multiple owners are involved in the sale, buyers may have different expectations around a sale price and Realtors need to find consensus and ensure “you don’t have one feel that you’re working at the expense of the other.”

Most difficult is the case where one party wants to sell a partial share of a home. Partial shares can be listed on MLS, says Dolgin, yet he feels many salespeople don’t yet understand the product or know how to market them effectively – so those listings can languish unsold.

Finally, with partial shares, Fudge says, “Certainly the matter of compensation would need to be discussed.” While that’s the case with every property, with co-ownership it’s particularly demanding, he adds. “Given the length of time it takes to secure a buyer on that, the compensation would need to reflect that time and energy and specifically the cost of marketing and promoting the property.” See page 18 REM

Congratulations PAC Award Winners!

The Canadian Real Estate Association’s 2019 Political Action Committee (PAC) Award winners showcase the dedication of REALTORS® to advancing federal policies that benefit homebuyers, property owners and communities.

Outstanding PAC Team Award – Large Board Outstanding PAC Team Award – Small Board Saint John Real Estate Board Nova Scotia Association of REALTORS®

From left to right: Jason Stephen, Paige Hoveling, Suzanne Gravelle, Susan Green, Kenneth Young, Victoria Hines, Roger Boutilier, Michael Bourque.

From left to right: Jason Stephen, Sherry Sheldrick, Kevin Donovan, Angela Boudreau, Corey Breau, Michael Bourque.

Pierre Beauchamp Award for Individual PAC achievement Kourosh Doustshenas

From left to right: Jason Stephen, CREA President; Kourosh Doustshenas, Winnipeg REALTORS® Association; Michael Bourque, CREA CEO.

To find out how YOU can get involved in REALTOR® federal advocacy and be part of an award-winning PAC team visit

REALTOR®. Member of The Canadian Real Estate Association and more.

16 REM DECEMBER 2019

Closing the deal part 2: Trial with a smile

By Ross Wilson “On the plains of hesitation bleach the bones of countless millions who, at the dawn of decision, sat down to wait, and waiting, died.� – Sam Ewing

I

n this continuing series on the subject of ethical closing, you’ll find a few ideas to consider when exercising your closing muscles. Before proceeding, however, I recommend that you read my last column at remonline.com to enhance your comprehension.

Prior to trying a specific technique in the hope of obtaining an offer or listing contract, it’s critical to first test the waters. Unless you’re familiar with the lake, before leaping in for a swim, do

you dip your toe in to test the temperature? Well, I recommend testing your client’s feelings before plunging ahead in an attempt to elicit a life-altering decision by using a trial or “small question� close. Get your toe in first.

You’ve found an affordable home that your timid buyers seem to really like. Instead of brashly blurting out a question about trying an offer, at the appropriate moment, ask if they would like the appliances to be included – not in an offer, but in the offer. Or if they ask if they’re included, instead of replying that they are or could be, ask if they would like them to be included in the offer.

Or ask a random question such as, “Will you replace the broadloom with hardwood?� or “Which room will each of your kids claim?� Did you notice how I replaced the “would� with “will�?

Subtle, right? That’s a gentle

segue from a hypothetical to actual. Or you could ask a question that can’t be answered simply with a yes or no, such as, “Will your daughter attend the public school down the street or the separate school on the next block?�

A positive response, or a school name, tells you they’re ready to make a decision, or very close to it. You’re on the right track Then, try another, maybe more obvious trial question such as, “So, what possession do you prefer?� If they say as soon as possible, with a specific date or that it depends on what closing they can get on a sale of their present home, start preparing the offer. If they continue to demur, they’re still not ready. Retreat a little. A collective silence says they’re really thinking, or one spouse is quietly encouraging the other.

However, with a positive

FRANCHISE RENEWAL

response, you can say, “Okay, let’s go back to the office to discuss terms.� If they agree or just follow you out the door, you’re pretty much there.

If a seller prospect is stalling, you could ask, “Do you want to leave the appliances with the house?� or, “When do you prefer to vacate?� or, “Do you feel the house is ready for market?� With a positive reply, get busy completing the listing forms. Whatever you do – don’t pressure them. It’s unnecessary and counter-productive. You may lose every bit of trust you’ve won so far. It can take ages to gain it and only moments to lose it. Use your God-given intuition; your gut will tell you when it’s time. Don’t miss these opportunities. Time and time again, many agents blindly jabber right past them.

In the next column in the series on ethical closing tech-

niques, I describe what I refer to as the Assumptive Close. If you can’t wait, I invite you to check out my book, The Happy Agent, available on-line or at several real estate board stores. “The intuitive mind is a sacred gift, and the rational mind is a faithful servant. We have created a society that honours the servant and has forgotten the gift.� – Albert Einstein Ross Wilson is a retired real estate broker with extensive experience as a brokerage owner, manager, trainer and mentor over a highly successful 44-year career. His book, The Happy Agent – Finding Harmony with a Thriving Realty Career and an Enriched Personal Life is available where print and ebooks are sold, including the TREB, MREB, RAHB and OMDREB stores. For more details, visit REM Realty-Voice.com.

CENTURY 21 Canada is pleased to announce that the team at CENTURY 21 Millennium Inc. has renewed their franchise agreement for another term.

“The consumers' desire for groundbreaking services and technologies continues to increase and it’s more vital than ever to have our trusted professionals guide you through this home buying and selling experience within the CENTURY 21 Canada system.�

- Joanne Evans, Co-owner, CENTURY 21 Millennium Inc.

Pictured L-R: Trevor Evans, Joanne Evans, Brian Rushton, Martin Minda, Shayzaad Kassam

“Joanne is the epitome of a Broker/Owner within the C21 Canada Network. Her energy is infectious and she has been able to hone in and create a successful

• Opened its doors in 1997 • 220 REALTORSŽ

culture for both agents and home buyers and sellers. We look forward to her and her team’s continued contributions.�

•

in Canada

- Brian Rushton, Executive Vice-President, CENTURY 21 Canada

• Raised $30,000+ for Easter Seals to date

Be part of the Gold Standard: Century21.ca | Century21franchise.ca Independently Owned and Operated. Ž†TM†trademarks owned by Century 21 Real Estate used under license or authorized sub-license. Š 2019 Century 21 Canada Limited Partnership. The trademarks REALTORŽ, REALTORSŽ and the REALTORŽ logo are controlled by the Canadian Real Estate Association (CREA) and identify real estate professionals who are members of CREA. Used under license.

Meet Some Crazy Rich Canadian Agents ADVERTISEMENT

The Average Income for Craig Proctor System Members is Over $700k. Over 100 Members Earn OVER $1 Million in Annual GCI. MANY Earn Annual GCI of $2 Million.

Some are Even About to Break $10 Million This Year.

Bertrand Dussault & Argy Drakopoulos (Saint Phillippe, QC) Bertrrand and Arrgy started im mplementing Craig’s system in 2015. Within a year, y they experienced i d 5X growth. In the

trand reported pending and

(112 transactions) and decid

!

but blew past his year-end goal "# $ % &' * they donated to L’Élan des Jeunes, a charity that helps # +/ *

3

#!4 6

growth every year, they * "#

"

! 7

8 words: “These are our

" 9 % progression since weâ&#x20AC;&#x2122;ve started in the CP system): '; <=7 +; ' <=7 &; ' > <=7 ; + ' ' <=7 ; + > <=7

? " %

3

4!

7

# " cause I just CANâ&#x20AC;&#x2122;T believe how = # @B Marnie Bennett (Ottawa, ON) D

7 Cra aig Proctor had no I systems, no o direction, no lea ad generation systems -- just system â&#x20AC;&#x2DC;old schoolâ&#x20AC;&#x2122; real estate. But I had done my research and

# * they were all Craig Proctor

! F > #

using Craigâ&#x20AC;&#x2122;s system, I was

<=7 +!+

million. I could never have done this without Craigâ&#x20AC;&#x2122;s system. Craig is the most

* " person I have ever met and the people on his team have the most incredible real estate minds in the world.

M = 8 # 7 have built a business that my

3 7 will continue to grow and learn.

This year weâ&#x20AC;&#x2122;re averaging > #

Q "

* @B Lisa Nash (Toronto, ON) D7 *

Craig Proctor Pr in 2015.

We e had a good bu usiness but ha ad reached a plateau.

Altthough we had repeat and

"

# * " *

! M was no certainty in our busi ! R * * * would be in the next 5 to 10 # * 3 !

7 * 3

epiphany I had when Craig

" 3 prospecting and how I could create strategic advertising that compelled buyers and sellers to call me. This was music to my ears since I had "

3

!

# = " "

"

" ! S " O O and Loss, Building a Team U G 3 #

" ! $

seminar, I joined thousands

= O = ! F #

strategies and business systems, we were able to V Y

grew our business more than 50% over the previous year. [ * # # partner and I decided to part * # ! 7 *

my business to survive and thrive, I had to ensure that I

* 7 *

while continually generating

3 all business running. With

= 8 /

K and systems, I was able to 3 #

# 8 <=7 !

Prior to implementing Craigâ&#x20AC;&#x2122;s # 7 *

<=7!

78

&' "#

# !B Francis Lavoie (Montreal, QC) â&#x20AC;&#x153;I sttarted in real

*

* # ce eed. I made a goo od living doing '/> ' >

# "

#

# 3 ! 7

# \M "

" * #!B 7 & 7

Craig Proctor and my view on

" # changed. I discovered how I

* # 7 * and grow a real business

*

real estate business as an agent. Craig had the best

#

more customers and by applying that system I was able to double my transactions

# ! 7 * 8 grown so big we had to create a team to serve all these new customers.

Again, Craig had the best team # *@ 7

reinventing the wheel, I was able to compress decades

"# *

# * #

growing the business. The growth was exponential every year. By 2010 I was earning 3 <=7 *

# + # ! $

being named #1 team in our

* #

^_H $`

# * f

V " f

actions; top 25 team in the country and top 60 team in the * ! 7 & "

3

success that we needed to go that extra mile: we bought our own building and opened our own independent real

# < Y 3 !

We are now closing more than

# % > <=74 *

3 -

Request a FREE Real Estate Agent Coaching Consultation

If You Can COPY, You Can SUCCEED (Just as These Agents Have) Billionaire Agent and Millionaire Agent-Maker, Craig Proctor

Schedule Your Free Coaching Consultation to Learn How to Earn More Money in Less Time (One Call That Will Change Your Business and Your Life) at:

www.CrazyRichRealEstateAgent.com

to do more transactions than they could imagine while

G # * H

balance and ensuring a high K # 3 ! M = and his systems, our team and I can build a legacy, helping more customers,

G #

3 " #

* # @B Masoud Badre (Ottawa, ON) â&#x20AC;&#x153;Iâ&#x20AC;&#x2122;ve e been using Crraigâ&#x20AC;&#x2122;s system

! 7

my best year m prior to Craig I

&

* & # *

#! 7

7

#

the worst part was I could not spend any time with my two very young children. Today 7 3 &

7?$

!

I generate over 1,000 leads a month and I do not have

!

M " '

+/

# has Craigâ&#x20AC;&#x2122;s system made my

" 3 # 3 3

# ! 7 * only 5 days and no more

> * ! 7 >

3 # #

* # 7 3 travelled to 5 new countries every year. I have been able # #

" universities in North America,

"

* 7 3

= !

= O 8 coaching system I have learned how to own a busi

# * ing a job â&#x20AC;&#x201D; a business that does not depend on me and

* / machine, helping me love * 7 * 7 3 !B

18 REM DECEMBER 2019

Opting out of co-ownership can get messy

By Shaneka Shaw Taylor

W

hen parties co-own real property as joint tenant or tenants-in-common, it can become messy really quickly when one of those parties wants to opt out of the co-ownership but the other does not. Matters can get even more complicated when one party is unable or unwilling to buy the other party out or sell their interest.

In Ontario, under the Partition Act, a co-owner is entitled to either the partition or sale of land. There is a corresponding obligation on the other co-owner to permit partition or sale. If the parties find themselves at an impasse, either can apply for a court order on how to proceed with terminating their respective interests. Partition is the severance of the parties’ mutual interest in a property. This is typically accomplished by allowing the owner who wants out to sell his/her interest to a third party.

Generally speaking, a court will order either a partition or sale of a property unless the owner opposing demonstrates malice, oppression, bad faith or vexatious intent on the part of the owner wanting out.

Partition is the first preference; however, where circumstances do not warrant it or it is legally impossible to effect, the court will order a sale, usually with terms imposed on the parties.

An example of when a sale is preferred over partition is where tenants-in-common completely disagree on the use of the property – one owner wants to develop the property while the other wants to retain the property in its current state. This was the situation in 1312733 Ontario Inc. v. Simone.

The parties co-owned an orchard in Stoney Creek. The numbered company, a land development entity, had acquired its half interest in the farm in 2003 from a previous owner while the Simones had owned the other half interest since 1974. The numbered company acquired its interest in the farm for the purpose of including it in a land

assembly project. After the numbered company put together the requisite adjoining parcels, it approached the Simones about selling their half interest in the farm to it.

The Simones refused.

Understandably, they had a deepseated sentimental attachment to the farm and wanted to preserve it in their family for future generations. The numbered company wanted to include the entire farm in the land assembly for a future residential development project.

As the parties were unable to resolve the matter themselves, the numbered company applied to the court for an order to sell the property. The Simones resisted the application and sought to have the northern half of the farm (representing around 25 acres) partitioned/severed off and conveyed to the numbered company while they maintained the southern half.

The court found that the Simones’ proposal was legally untenable. Section 50(3) of the Planning Act prohibits the carving up of land into subdivisions with-

out municipal consent. The court found that a landowner’s wishes could not override the Planning Act’s land use planning and subdivision control mandate of maintaining the orderly development of lands. This mandate serves to protect municipalities from having to provide municipal services to smaller parcels of land, indiscriminately created by co-owners. In particular, section 50(3) of the Planning Act expressly prohibits a landowner from retaining any ownership interest in an abutting land after it has conveyed interest in part of the same land.

The only way to override this legislative prohibition is to seek and obtain municipal consent to the partition, which is difficult to obtain as the landowner has to demonstrate that the subdivision conforms to the local municipality’s land use planning objectives usually found in its Official Plan.

In this particular court case, the judge refused the Simones’ request that they retain the southern half of the farm and ordered a court imposed timetable for the public sale of the entire farm, with specif-

ic conditions on the selection of an appraiser and real estate broker as well as a bidding process, among other things.

In sum, while the legislative preference would be to permit one or more co-owners of a property to dispose of their interest in a property where the owners are no longer in agreement about retaining the property, the court has the power to order lands sold, particularly where it would be more advantageous to the parties that the land be sold or simply where the land is not suitable for partition.

Shaneka Shaw Taylor is a partner at Boghosian + Allen LLP where she practices municipal, commercial and real property litigation. She is also a licensed real estate salesperson with Forest Hill Real Estate. She has authored several articles and speaks regularly on topical municipal ligation and civil litigation matters. She recently authored The Annotated Real Estate and Business Brokers Act, 2002 and Regulations (LexisNexis Canada). Phone 416-367-5558 ext.

214; email staylor@boglaw.ca REM

10 ways to keep your clients for life 1.

Communicate clearly and effectively: Make it easy for clients to understand you. If you need to brush up on your grammar or diction, there are lots of resources online to help you get a more polished manner of speech and writing. If you find that you have a particular manner of speaking that sounds too informal or stilted, you can also work on that by yourself or even with a vocal coach. Don’t be afraid to try something new to get the results you want.

2. Stay professional: Keep yourself polished and professional.

This means hair, appearance, wardrobe. If you drive clients around, remember to clean your car.

Keep your desk tidy. Use good manners. Keep personal matters to yourself when dealing with clients, while inserting relevant anecdotes

when appropriate.

3. Keep your word: Always do what you say you will do. When dealing with difficult clients, you can often earn their respect simply by keeping your word. Refuse to promise more than you can do.

4. Admit to mistakes before you move on: A verbal “I’m sorry” goes a long way, but a handwritten note or small gift goes farther. Little mistakes happen to everyone and being able to admit when you are wrong and take responsibility leaves a lasting impression.

5. Exceed expectations: Go the extra distance for your customers. Make sure that your presentations are top-notch and full of useful information as you help them through the process of buying and/or selling a house. Think of the little details and take care of as many as you reasonably can for

your clients. If you can deliver or have papers couriered, you can save your clients the time.

Indicate signature fields on forms.

Provide extra pens so there is no chance of a dry-out at the moment of signing.

6. Use personal, handwritten notes: It seems rare these days to get actual mail rather than junk. Stand out from the competition by sending personal, handwritten notes as an extra means of keeping in touch.

These are good for a range of events and occasions. For instance, if you know your client’s birthday or anniversary is coming up, be classy and send a card.

7. Bang your drum – loudly: It doesn’t hurt to show and tell customers what you are doing for them.

Discover unique ways to highlight why your service is excellent and how they can benefit from dealing

with you. Talking about work you have done can be a way of finding out which methods are working for you and which are not. Clients will respond to what you are up to, so make sure to share with them.

8. Follow up and stay in touch: “I try to reach out to former clients many times per year to make sure I stay top of mind when someone asks them for a Realtor recommendation or when the time comes to need my services again,” says associate Loralee Johnson of Re/Max Real Estate Edmonton in Spruce Grove, Alta.

“Sometimes I pop by with a small treat or something to let them know I’m thinking about them.

Sending out monthly market update videos is another way I stay in touch. Most importantly though, you need to do things that feel natural or fun to you, because

By Yvonne Dick

you always want to be genuine and authentic.”

9. Stay relevant and interesting. “Staying relevant and interesting, to me, means always being on the look-out for new ideas.

Currently a lot of staying relevant and interesting hinges on incorporating video and social media into your plan consistently. Putting some personality into your marketing is key. People want to know you as a person to be able to put their trust in you as a Realtor,” says Johnson.

10. Ask what you can do for them: Find little ways of offering the gift of your time and service to your clients. Don’t be afraid to ask what you can do for them. “How can I help you?” should be more than a customer service greeting.

Make it something to live by.

REM

CRAFTING BESPOKE LIVING SINCE 1977.

WE ARE ENGEL & VÖLKERS.

When Christian Völkers founded a boutique real estate shop, he developed a unique culture that guides every Engel & Völkers advisor as they craft a bespoke experience for each of their clients, from Miami to Majorca, Boston to Belize and everywhere in between.

Engel & Völkers Canada 2 Bloor Street West . Suite 700 . Toronto . ON M4W 3RI . Phone +1 416-323-1100 Learn more at evfranchise.com

©2019 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.

20 REM DECEMBER 2019

Desiree Tomanelli’s ‘client avatar’

A millennial specifically targeting a client base similar to herself in age and outlook, Tomanelli aims for a thorough understanding of her buyers and sellers, “because I live it.” By Susan Doran

D

esiree Tomanelli has her kick-ass Realtor image down.

Suit.

Heels.

Cell phone in hand.

Various mentors have advised her to change things up from time to time in order to stand out. “But I can’t seem to separate myself from ‘the look,’” says Tomanelli, who admits she gets her nails done every two weeks and is trying to figure out how to write that off as a business expense.

She’s pretty attached to the workaholic angle too. Setting boundaries and taking time off?

“I rarely do either,” she admits.

“I actually answered a call on my wedding day.”

She refers to this demographic as her “client avatar,” a target marketing concept she came up with after struggling initially to find her niche as a rookie Realtor.

“When I was a newbie, nobody told me what type of marketing did and didn’t work.

I was working blindly and using old-school technology and marketing, like cold calling and door knocking,” she says.

She found it “disheartening,” akin to calling people about duct cleaning. Her parents had both worked in real estate at one time, but the business had changed, she says. She wanted to be innovative and find new ways forward.

So far it doesn’t appear that standing out is going to be a problem, suit and heels notwithstanding.

“I do everything online, including finding my husband,” she says. “I don’t even have a landline, and like everyone these days, if my doorbell rings I don’t answer. I started wondering why I was doing things that were done in the ’80s, and that I don’t respond to. I wouldn’t follow people on social media who do that. I wanted to work with clients who are like me…people who follow me on Instagram.”

“I’ve concluded that this is me,” says Tomanelli. “I haven’t worn jeans in years. I’ll never miss a call, and I wear high heels every single day.”

These days, having narrowed her focus in order to target her specific “client avatar,” social media is the first place people reach out to her.

A millennial specifically targeting a client base similar to herself in age and outlook, Tomanelli aims for a thorough understanding of her buyers and sellers, “because I live it.”

“It is where I build trust with my audience. I don’t have to start by selling myself. They have already seen my social media and know I’m the real deal…I’m always posting to offer value to people, instead of making myself look like a hero.”

A platinum agent (her business tripled last year, she says) with Royal LePage Your Community Realty in Richmond Hill, Ont., Tomanelli, 33, has been licensed for only four years but has a solid grasp on her game plan and identity.

Downsizing baby boomers are not really in her wheelhouse. “I look like a kid to them,” she says. “I market to upsizing young families, millennials and a bit older, with one or two small kids.”

She has found some group sites – including those for moms, dads, and daycares – to be a good source of clients.

Tomanelli says that her companionable online presence on Facebook and Instagram draws in followers and builds relationships through such means as personal stories, opinion pieces, tips and tricks, and real estate myth-busting.

“Little nuggets,” she calls her posts. They run the gamut from the occasional cute dog or baby photo to her thoughts on when to consider trying for a bidding war.

A large percentage of her social media followers are other agents, checking her out in hopes of gaining insight into the reasons for her growing online success, which has resulted in some invitations to speak publicly or on podcasts.

Tomanelli’s advice? “Just do it. Put yourself out there. You don’t have to be perfect. Have a thick skin. It’s the Kardashian era. People want to see you ugly and see your pain.”

There’s also this: “Stop posting shit about what you just sold or listed. That feels icky. It’s social media, not your own personal magazine.

People are sick of being sold to everywhere they go. Offer value.

Give people free things. But if you do post a listing, put a price on it! What, I have to call you just to get that? Let’s put real info. Be authentic. Everything stems from that.”

Her take on public access to real estate information is equally bold.

“Bring it on,” she says. “We can’t just be the keepers of information.”

She probes clients for details about their lives and desires, starting with a handful of formulated questions about everything from how they

Desiree Tomanelli

envision a baby or commute changing their life to what they would alter about their home given the opportunity.

“The more they tell me, the better I can get into their heads,” says Tomanelli. “I want to get at their heart strings, serve their interests. It’s the teacher in me.”

(She previously worked as a fulltime high school teacher and still supply teaches on occasion.)

Based in a brokerage within the Greater Toronto Area but not at its core, Tomanelli is mindful of the differences marketing to suburban versus city buyers.

“It’s completely different.

In the city we’re still seeing multiple offers, while up here people have time to negotiate a deal the old-fashioned way,” she says. “You can sell anything in the city. Here listings have to be in better condition. You have

to fix them up, put ‘lipstick’ on them.”

Tomanelli has built a small team and obtained her broker license. She was also recently married, true to form in allout fashion in an ice-themed wedding featured in WedLuxe magazine.

“It was over the top,” she says, laughing.

The resulting surname change (to Allin) has unleashed a rebranding plan that is still in the works.

Whatever changes follow, Tomanelli is determined to bring real estate marketing into the modern age and has little patience for real estate professionals who resist.

“It’s a service industry,” she says. “We make big bucks. Don’t forget that. Work to service your clients, not yourself. You will find your way.” REM

We bring the world to your door.

Being with RE/MAX, you instantly earn a global family. Thank you to our over 125,000 RE/MAX agents, working in over 100 countries and territories for all that you do.

remax.ca

24 REM DECEMBER 2019

Selling pre-construction condos S

elling pre-construction condos has proven to be a sweet gig for Hersh Condos.

It’s not just because the real estate brokerage has sold dozens of pre-construction projects over the years. It’s also because Hersh Litvack, its president and broker of record, has a business card in the form of a Hershey chocolate bar and is nicknamed “The Sweetest Guy in Real Estate.”

Licensed with Hershey, the Hershey chocolate bars contain wraps with the brokerage’s information. It hands out about 5,000 of the chocolate bar business cards every year.

Mitch Parker, marketing and sales director of Toronto-based Hersh Condos, says pre-construction condos are also a sweet deal for buyers and Realtors alike.

For buyers, “you get to pick a condo exactly to your specifications that’s going to be brand new, never lived in.” And when house prices are on the rise, preconstruction units appreciate in value between purchase and possession.

Commissions for agents selling pre-construction condos are typically much higher than for resale properties, he says. “On virtually all of our deals, the agent gets four- or five-per-cent commission – depending on what we work out with the developer – and the part Hersh gets is totally independent from that,” Parker says.

Hersh Condos, which has been in business for about 15 years, is not a direct-to-consumer

brokerage. Projects by its builder clients are marketed to agents who in turn market to their clients.

It is currently marketing the latest phase of Charisma Condos

by Greenpark Group in Vaughan, Ont. and Ultra Towns townhomes by City Park Homes in Thornhill, Ont. Pre-construction condos received some negative attention in the GTA in 2018 when several projects were cancelled. From January to mid-December 2018, 4,202 new condo units were cancelled, according to condo analytics firm Urbanation.

But the cancellation problem has eased this year. “Of particular importance, virtually every project launched for pre-sale in the second quarter had received planning approval, reducing the risk of cancellations, which have been on the rise over the last couple years,” Urbanation said in a report on the second quarter of 2019.

In October, Tarion, which is tasked with administering the Ontario New Home Warranties Plan Act, announced that starting in 2020 new rules will require builders to provide buyers with information sheets highlighting the risks and considerations that come with buying pre-construction condos.

The information sheets, part of the purchase agreement, will include details such as the risk that pre-construction condos may never be completed, early termination conditions, information about the state of the develop-

Paralegal for the Real Estate Industry

AVI ROSEN

FRI. SCMF. AMB

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

Collective brainpower team of analysts in the Real Estate Industry with decades of experience and know how • BREACH OF BUYERS REPRESENTATION AGREEMENT • LANDLORD/TENANT DISPUTES • RECO AND TREB COMPLAINTS, REPLY LETTERS, APPEALS AND REPRESENTATION BEFORE THE BOARD • ABOVE GUIDELINES RENT INCREASE REPRESENTATION AND PROPERTY TAX APPEALS • SMALL CLAIMS COURT

That is who I am

By Danny Kucharsky

ment (including zoning approval and construction start date) and the expected date when the purchaser can take occupancy.

Parker says there are ways for agents and buyers to reduce the element of risk involved with preconstruction condos. He says they should ask such questions as: What are some of the finished developments they’ve done?

Have they finished on time?

“You really want to make sure you’re working with one of the bigger and more reputable builders because the likelihood of

them cancelling a project is much, much less than if you’re working with a guy who’s brand new or was a home builder who decided to do a condo tower for the first time.”

He says Hersh Condos gets approached by a number of developers who are new or new to the GTA, but “we’re very selective.

It’s our reputation at the end of the day.”

Hersh has dealt with developers like Minto, Kingsmen Group and Lamb Development Corp. over the years.

Pre-sale condos “are typically going to be a little bit more expensive than resale,” Parker adds, but “you’re buying for less than what the building will be worth in the future.”

Parker believes that Toronto area real estate is cheap compared to where it’s going to be in the next 10 to 15 years. “In the next number of years it’s really the GTA that’s going to do exceptionally well. It’s not going to be a big deal in 10 years to say, ‘I live in Vaughan and jump on the subway to go downtown every day.’”

In addition, many buyers are

Mitch Parker

looking not just for a condo but for a lifestyle, he says, and condo and town home builders are increasingly developing communities with “livability and accessibility” where everything you need is within a couple of minutes walk. “They’re not just dropping a building in the middle of nowhere.”

Hersh holds seminars with agents for each development it handles. “We just ran one where we had about 250 Realtors in our office,” who then bring their clients into the sales centre on specific nights, Parker says.

During a recent sale event for a project in Burlington, Ont., 133 units were sold in one evening.

“We don’t really put a salesperson into a sales centre and grind the sales out one person at a time. We find that typically doesn’t work.”

Hersh also creates incentive programs for its condo projects.

For Ultra Towns, a 55-townhouse development priced from $1.049

million to $1.3 million, Hersh created an incentive program in which purchasers get a cheque back from the developer for $100,000 on closing, which can cover the monthly mortgage, maintenance fees and property taxes for 24 months or reduce the down payment.

It’s “something unique that we’ve never done before,” Parker says of the cash back deal. “We think $100,000 is really enough to pique someone’s interest.”

Hersh recently launched the podcast The Hersh Condos Digital Experience, with the primary aim of helping agents do their job better.

In one video, Litvack teaches how to use social media to build your brand. In another, he stresses the importance of Realtors being nice. “If you’re just looking for your commission, it’s never going to work for you... If you’re looking out for your client, commission just comes naturally.”

REM

26 REM DECEMBER 2019

The evolution of the lockbox Master Lock’s new Bluetooth-driven lockbox is integrated with ShowingTime’s scheduling app to provide greater security and accountability. By Don Procter

T

he traditional lockbox has come to a crossroads as high-tech lock systems that offer better security and transparency build a following in Canada’s real estate world.

One of those systems is Master Lock’s Bluetooth-driven lockbox integrated with ShowingTime’s scheduling app. The system reduces safety risks for customers and salespeople showing properties in part because it does not permit unauthorized code-sharing – a weak point with traditional lockboxes.

At the same time, it improves accessibility and appointment scheduling through ShowingTime, essentially a reservation system that provides salespeople with the management of schedule showing appointments and market reports to the real estate industry in Canada and the U.S. The first brokerage to use the integrated system in the Greater Toronto Area is Right At Home Realty. The brokerage purchased “a large quantity” of the lockboxes this fall to rent or sell for $250 each to its agents, says Right At Home president John Lusink. To date, agents have preferred to buy the lockboxes. “It tells us they see it as a long-term solution,” Lusink says.

Currently, many homes in the Toronto market use traditional combination lockboxes. They are inexpensive but the unlocking code doesn’t change – unless the owner or the listing agent changes the code – so anyone who knows the code can access the property any time.

Those lockboxes don’t have tracking capability (Master Lock with ShowingTime does) so issues can arise where sales reps accuse each other if something in the property goes missing, says Lusink.

He says he has even heard instances where the codes have been shared with contractors to evaluate the condition of a property.

Lusink says Master Lock’s improved security comes at an opportune time as complaints to

the Real Estate Council of Ontario of unauthorized access to properties for sale increase.

Realtors in violation can face substantial fines.

Master Lock’s lockbox integrated with ShowingTime allows agents to use one app for management, including everything from scheduling property appointments to walking through the front door, says Ashvin Ramchandani, business development manager, Master Lock Canada.

The technology eliminates any “fumbling around” to enter a code or provide dual authentication as is required with traditional lockboxes, adds Barron Robertson, Master Lock’s group product manager.

“They can continue their conversation with the customer while they are forming their first impression of the property at the front door.”

Robertson says that unlike traditional mechanical lockboxes, users don’t have to be at the property to reset a code for the Master Lock, because it is a cloud-based system that can be updated anytime from any location and the history of usage can be viewed any time.

The lockbox can be accessed in three ways: through Master Lock’s app; through integration with ShowingTime; or through a backup code, Robertson says.

ShowingTime president Michael Lane says the integrated system has a second level of security because a lockbox won’t open for anyone other than the person who made the appointment. “You can’t walk into the wrong property or show up four hours early because your calendar was confused.”

Lusink, who hopes all of his company’s agents will move to the system, says it is simple to set up and easy to use.

Right At Home Realty sales rep Cristien Enache purchased the Master Lock system because he sees it as a “powerful tool” for security and also a sales aid because it tracks visit times an agent and client spend on a property. “That can be really

The system reduces safety risks for customers and salespeople showing properties in part because it does not permit unauthorized code-sharing.

Ashvin Ramchandani

John Lusink

important for me,” he says, noting agents who visit a property for a few minutes are less apt to have an interested client than those who spend a long time on the property. So far, Enache doesn’t see any drawbacks to the lockbox but he says he will wait to see how it performs over winter.

Ramchandani says the company is producing a White Paper in partnership with Right At Home Realty to illustrate how the system provided a secure and transparent solution for agents and administrators. “We want to

share how we have addressed the pain points in home showings.”

Barron says unlike some other systems, an objective at Master Lock is to try and avoid long-term contracts and offer “much greater flexibility. Because of that we can work with associations and MLSs to form a model based around their needs.”

Ramchandani says that the hot real estate pace of the Toronto market adds to the value of the Bluetooth-driven lockbox. “You sometimes have challenges where there are overlaps in scheduling . . . That’s a

big thing we’re trying to overcome with this.”

Lusink doesn’t see any downsides to the new lock technology.

“A challenge is in getting the real estate boards and other brokerage firms to join the program. Many boards are now offering a similar program with other suppliers but they don’t all offer the fully integrated digital solution as this one does.”

Master Lock’s lockbox technology was first introduced in the industrial sector in 2012. How it will fare in Ontario’s realty world remains to be seen but Ramchandani says Master Lock is engaged in negotiations with a number of real estate boards in Canada.

Lane is confident that Master Lock is on the right path. “Over the next 10 years, I see them emerging as a major provider of systems to boards throughout North America. I think the other vendors will evolve to compete with them . . . but they (Master Lock) are a very viable new entrant to the space with a longREM standing reputation.”

Experience The New Coldwell Banker.

January 2020.

Want to learn more about the new Coldwell Banker? coldwellbanker.ca/careers For a confidential conversation about franchise opportunities, contact: Mark Lindsey RVP, Franchise Sales 1-800-268-9599, ext. 402 mark.lindsey@coldwellbanker.ca coldwellbanker.ca/franchising

#leaveyourmark Š2019 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. Not intended to solicit brokerages currently under contract.

28 REM DECEMBER 2019

Touring the home of Ukraine’s deposed president The newest tourist attraction in Ukraine’s capitol Kyiv is the secret home of the country’s former president, Viktor Yanukovych. Story and photos by Diane Slawych

T

he newest tourist attraction in Ukraine’s capitol Kyiv is the secret home of the country’s former president, Viktor Yanukovych.

Officially it’s called Mezhyhirya, but locals sometimes refer to it as the “house of corruption” because they cannot fathom how a man whose previous government salary had never exceeded $2,000 a month could afford to purchase 137 hectares of prime real estate and build a five-storey mansion valued at $100 million.

“When we are inside, you will see crystal chandeliers and Lalique tables,” says local guide Diana Borysenko on the drive to the property. “If this is what he left behind, imagine what he took with him.”

Yanukovych was ousted in the Euromaidan Revolution in 2014 after citizens blamed him for everything from lavish spending, including six million Euros of public money on a helicopter for his personal use, to the deaths of protesters.

While in office Yanukovych gave the impression he led a modest life, occasionally inviting journalists to a small home that he claimed was his only residence. No one knew he took over the Mezhyhirya estate.

“From Google Maps, it was impossible to see what was going on there because the signal was blocked…and he had security guards around the house, so he was super, super protected,” says Borysenko.

What he created has been described as a city within a city.

Mezhyhirya was largely self-sufficient. The ex-president kept farm animals for food, while fruits and vegetables were grown in greenhouses that mimicked 20 different climatic zones. He also had his own medical centre, a gas station and helicopter pad.

No expense was spared when it came to recreation. There was an 18-hole golf course, a rare breed dog kennel, an underground shoot-

ing range, a riding club with an indoor exercise space, stables for the horses that were apparently gifts from the presidents of Poland and Turkmenistan, a tennis court, spa facilities, a zoo and an impressive collection of antique vehicles.

The property has a long history.

“It’s one of the sacred places for us because one of the first Christian Orthodox churches was built here in the 10th century and then there was a monastery for a couple of centuries,” says Borysenko.

“But when the Soviets came, it was a residence of communist officials… and when Ukraine gained independence, they started sharing the territory and Yanukovych was the one who really wanted that spot.”

When he secured it for himself, Yanukovych hired the Finnish company Honka, a world leader in the construction of wooden buildings, to erect a fivestorey mansion facing the Dniper River and fronted by a landscaped garden with decorative plantings and fountains.

A general admission ticket allows visitors to wander the grounds, where deer and other animals roam freely, but seeing the inside of the mansion requires an appointment with a man named Petrov, one of the protesters from the Maidan, who now acts as the caretaker and guide.

Draped in a red and black flag, he welcomes us through a side entrance. As we put protective slip covers over our shoes as instructed, I look up and realize we’re in a bowling alley!

From here we are ushered through a quick succession of rooms – the winter garden (with taxidermy lions); the spa facility (including a hyperbaric chamber, a hammam and even a salt therapy room); a movie room, a gym with a boxing ring and brand-new exercise equipment.

A long underground corridor, decorated with paintings, leads to the main house. When we’re shown the elaborate indoor air

Officially the home is called Mezhyhirya, but locals sometimes refer to it as the “house of corruption”.

purification room, I suddenly become aware of the excellent air quality. The specialized equipment, we are told, creates a microclimate around the house and helps preserve the home’s precious wood – including the stunning inlaid wood floors.

On the second level, which has a beautiful private church room, Petrov occasionally points out the odd juxtaposition of high-end features such as imported marble, mosaics or Italian crystal alongside cheap vases, or, in one case, a $10 wall clock.

Enlivening the space is the sound of cheerful bird song – emanating from canaries in various cages on the main floors. Two near identical bedrooms – one for Yanukovych and another for his mistress, both have ensuite bathrooms, walk-in closets and balconies offering views over the garden.

As we walked from room to room, the guide occasionally points out little stickers above the

The piano in the living room. Note the inlaid wood floor.

doorways verifying the home had been officially blessed. While it didn’t help its occupants, it may have conferred a measure of safety on the house itself, especially when you consider how the homes of other recently deposed world leaders (think Libya and Iraq), were ransacked by angry citizens.

“We didn’t allow people to steal or crush everything, that’s why a lot was preserved here,” the Ukrainian caretaker told our translator. While he acknowledges “little things may have been stolen,”

he adds that a lot of valuables were saved.

Some are now in Ukrainian art museums in Kyiv, some were put in storage for safe keeping and others such as sculptures, a rare piano and an elegant and rare music box, remain in the mansion.

As for Yanukovych’s current whereabouts? In February, he was convicted of treason by a Ukrainian court and sentenced to 13 years in prison. But he did not appear at his trial and now reportREM edly lives in Russia.

WE DELIVER

We deliver over 20,000 copies of our magazine to Canadian real estate professionals every month.

If you have a message you want to send to Canadaâ&#x20AC;&#x2122;s real estate industry, we can help you deliver it.

Call us today and ask us how, or visit us online at remonline.com to learn more.

416-425-3504 x1

advertising@remonline.com

30 REM DECEMBER 2019

V6: A new take on the family compound

By Connie Adair

A

cool take on the family compound, a building planned for east-end Toronto offers a way for extended family members to live under one roof, but in separate living spaces.

The building, called V6, also includes a commercial/retail unit to provide income to offset expenses.

In addition to its appeal to multi-generational families, the design is perfect for “golden girls” (single women who want to live in their own spaces but within a community of other women), says real estate agent Cailey Heaps Estrin, managing director and sales representative with the Heaps Estrin Team at Royal LePage. It’s also a gem for investors.

“The V6 configuration is originally from Berlin,” says Manisha Dayaram, director of sales and marketing. “It is being sold as a wholly owned asset – a full building which is zoned to provide customizable housing solutions, in this case five residential units and a commercial unit at grade (hence its name, V6, Vertical Six). There is no condominium structure in place so there

are no maintenance fees.”

Developer Old Stonehenge is offering this unique concept for the first time in Toronto, in the Leslieville neighbourhood.

“The V6 design and location,” Heaps Estrin says, “is an adaptation of multi-storey freehold townhouses inspired by European living and has been designed to fit within a main street setting.”

The location was chosen because it’s an easy streetcar or bike ride downtown to work and entertainment, and it’s close to amenities.

V6 is also promoting a green lifestyle. Cross-laminated timber is being imported from Austria.

Wood is a renewable resource and its carbon footprint is superior to either concrete or steel structures, Dayaram says.

A radiant heating and cooling system uses carbon clean electricity. Low-flow fixtures, wastewater recycling systems, Energy Star appliances, LED lighting and triple-glazed windows on the southern exposure are other green features.

As for lifestyle highlights, each suite occupies one level and has its own private terrace, ensuite laundry and storage facilities.

The building features an elevator and a virtual concierge. An electric car charge is part of the base build and bicycle storage is built in.

The design makes the most of the 20-foot-wide lot, stylishly adding density and much-needed housing stock on a limited footprint.

V6 offers about 6,400 square feet, with suites ranging from 900 to 1,100 square feet.

Heaps Estrin says the configuration is flexible and can be customized into a single spacious townhouse, three two-storey units or a two-storey owner’s suite with four residential rentals and a commercial/retail live/work rental unit.

It was designed to accommodate configuration changes without the need to change the heating, cooling, electrical or fire safety systems.

“It’s exciting,” Heaps Estrin says. “There’s a lack of housing in

V6 includes five flexible residential suites and one commercial unit.

Toronto and this concept will change mindsets.”

The building is priced at $5.35 million. The average Toronto condo costs about $1,000 per square foot, she says, while V6 is priced at about $810 per square foot.

The project is currently in preconstruction so Heaps Estrin decided not to put it on MLS just yet. Instead she is reaching out to

A winter sleigh ride

By Dan St. Yves ere’s a brief seasonal break from my typical real estate silliness.

Something I had always wanted to do around this time of year was surprise my wife by taking her out on a traditional, seasonal sleigh ride – just like the aptly named classic holiday song that invariably comes back on the radio in early October, leading up and into the official holiday season.

However, I am economical at heart, so when I happened by chance one weekend to notice an ad for “Elmer’s Discount Authentic

H

Sleigh Rides With You (Lovely Weather Not Guaranteed)”, I felt that I could combine this unique experience with some general frugality.

The following Saturday afternoon, we climbed into our vehicle aiming for the mountains, taking in some of the surrounding scenery along the way. I have to admit, winter is always far more attractive when snow is bending the boughs of trees, and Jack Frost is nipping at your nose. And boy, can Jack nip when you’re trying to push your car out of a snowy mountain road rut covered with a sheet of ice.

As we approached the address, I imagined turning into a parking lot filled with jolly revellers –eager fellow sleigh-riders – with a crackling bonfire uniting the group in seasonal harmony as we all awaited our turn on this magical horse-drawn carriage.

While the sign hanging some-

what lopsided and vicariously from the entry to the farm indeed indicated “Elmer’s Discount Authentic Sleigh Rides With You – Lovely Weather Not Guaranteed”, the un-shovelled driveway leading into the property suggested there might be an absence of revelling further along the roadway.

Driving up to the main cabin, we chuckled between ourselves at the funny display the owners had placed just outside the door – what seemed to be a pair of toboggans lashed together, on top of a rusty old snowmobile chassis. The garland strung around the sides almost made the contraption look festive!

It was only when we noticed the empty harness lying connected to the front of the makeshift vehicle that we both got chills entirely unrelated to Jack and his nipping frost. That was right about the time someone we presumed had to be

Elmer opened the door and stepped outside, with a warm smile on his face. So many missing teeth.

It was Deliverance, in the snow…

Never really all that good at saying “no”, I got out of the car and shook Elmer’s hand. What the hay, I thought (no pun actually intended, but it’s right there) – how bad could this rig run? As it turned out, the rig was the least of our worries.

Daisy was the “authentic” part of the sleigh ride advertisement.

Daisy may have been involved in the very first sleigh ride ever. I worried how one might perform CPR on a horse, once we were too far from the barn. Elmer began to fit her into the harness. Daisy made it easier by lying down sideways on the driveway, whilst moaning.

It was my wife, in her infinite wisdom, who called both my and Elmer’s bluff. There was no way she intended on pursuing this farce,

agents individually, as well as using social and digital media and print advertising to spread the word. She also plans to distribute flyers in the central core and later in the immediate area around the project.

Construction is scheduled to be completed by spring/summer 2020.

Another V6 building will be constructed on the lot next door.

REM

long-held dream or not. I expect we weren’t the first couple to tell Elmer that we would be passing on an authentic sleigh ride, as he smiled and led Daisy back to the barn. I see now why the terms were payment in full in advance, no refunds.

Driving back to town and looking at all the snow-covered pine trees reflecting in our headlights along the way, I made a casual comment about how we had always talked about going out into the woods one winter and chopping down our own Christmas tree.

Funny, judging by the look she shot at me, you’d think I’d had some kind of harebrained adventure in mind.

Next time around (if ever), I expect that I’ll dispense with the frugality.

Humour columnist and author Dan St. Yves was licensed with Royal LePage Kelowna for 11 years. Check out his website at www.nonsenseandstuff.com, or contact him at REM danst.yves@hotmail.com.

THREE DAYS, 50+ SPEAKERS

32 REM DECEMBER 2019

If you’re not Building MindShare someone else is getting YOUR business.

Get KiTS Build MindShare Cost Effective.

Cost Competitive.

Marketing Button + CRM One One Place Multi Channel Marketing MOST Branded. MOST Customized.

MOST Personalized.

Direct Mail News GeoFarm Flyers Buyer Drip Marketing Thank You Cards VDP WOW Calendar Integrated CRM Google-sync Calendar GeoTagging Team Shares

eNews Automated eBroadcast eMail eMarketing eMail Geo eMail eNews Stats Social Media Content Action Plans DDF Websites Lead Capture

888.548.7725 • 905.731.7455 www.KiTSPak.com

+ CRM

To flip or not to flip?

By Natalka Falcomer

E

ver since Toronto’s real estate boom began, preconstruction has been one of the most popular forms of investment. This is because investors assume that the value of a future project will continue to increase. Pre-construction is also an attractive investment because it isn’t as risky or costly as buying a “run down” home (requiring a huge deposit) and renovating it (more money spent than expected!) and then hoping to sell it for a profit.

Pre-construction, in contrast, divvies up the deposit and the developer takes care of the construction. Having said that, while pre-construction flipping appears simpler than flipping a home, it’s simply not the case.

There are numerous complications regarding developer charges, carrying costs and charges for upgrades that are added to the initial purchase price.

Loss of incentives: Agreements of Purchase and Sale are typically drafted by the developer and are very developer friendly with respect to assigning your agreement. Apart from the general fees and legal fees that the original purchaser (“assignor”) will likely have to pay to the developer for the ability to assign the agreement, the assignor may also lose certain financial incentives. For example, the caps on development charge levies or credits for future common expenses may be lost in the event of an assignment. The loss of these incentives makes the assignment much less attractive for the second buyer (“assignee”).

It’s obvious that failure to address such loss of incentives before anyone enters into any agreement will lead to a dead deal or a lawsuit. It’s imperative

to take the following steps to prevent a dispute and failed flip because of a loss in incentives: • The assignor should negotiate better assignment terms before signing the original agreement with the developer; • Both the assignor and assignee should review the agreement with a lawyer prior to entering into an assignment agreement; and • Depending on what the lawyer finds in the agreement, include a clause to address the potential for a loss of incentives. For example, if you’re representing the assignor, draft a clause for the assignment agreement that states that the assignee recognizes that incentives may be removed and if such incentives are removed then the assignee agrees to continue with the completion of the assignment at no cost to the assignor. If you’re representing the assignee, however, modify it to state that any reduction in incentives will be deducted from the purchase price.

Fees, fees and more fees: Apart from paying the developer’s costs for the assignment (yes, this includes legal fees!), there are several other costs that the assignor and assignee need to consider.

For example, who gets the benefit of the interest on the deposit? The assignor must also consider how HST will be treated on the profit of the sale as it may be considered a “flip” and therefore a taxable gain at different rates. Assignees, on the other hand, will want to ensure that they have the capital to not only pay for the deposit to the assignor for the assignment when it becomes firm, but also the deposit that the assignor already paid to the developer. This is particularly crucial as lenders will not provide financing for an assignment prior to the completion date.

Assignees should also get their financing in order prior to

accepting an assignment because some lenders refuse to provide a loan based on the assignment purchase price. Finally, assignors and assignees must be clear as to whether or not the price paid by the assignee includes the fees that the developer charged for the assignment; who will be responsible for adjustments that are paid to the developer before the project closes; and who pays for any upcoming fees for upgrades.

When can you assign? Many developers now prohibit purchasers from assigning their unit until the developer has sold a certain percentage of the total development. The threshold in Toronto can be between 85 per cent and 90 per cent of the development. This means that, if the market slows and the developer can’t meet the threshold or if the developer goes bankrupt in its effort to meet the threshold, then the assignor may be stuck with a project that she cannot sell or with no project at all.

As such, it’s critical for investors to carefully review any restrictions on when the assignor may assign the agreement, as well as the integrity and financial strength of the developer.

Central Toronto’s condominium prices continue to accelerate, making it no surprise that, despite these potential problems, investors continue to buy pre-construction and make a profit. Having said that, it’s imperative to understand fluctuations in the market and the legal terms and financial terms of an agreement.

Natalka Falcomer is a lawyer and Certified Leasing Officer who has a passion to make the law accessible and affordable. She founded Groundworks (www.groundworksfirm.com), a firm specializing in commercial real estate law, and is the EVP of corporate development at Chestnut REM Park.

REM DECEMBER 2019 33

Why REALTORS® are Embracing CREA WEBForms® 2019 The following is paid, promotional content.

When you asked for an easier and more accurate way to share your listings in more places, we delivered.

When you expressed the need to access your listing stats on the go, we delivered.

Our very purpose at the Canadian Real Estate Association (CREA) is to support our REALTOR® members. So, when we heard you needed more from WEBForms®, we delivered CREA WEBForms® 2019.

No longer a simple forms repository or one aspect of your overall process, the new CREA WEBForms® 2019 is a fully integrated and complete transaction and document management system. That means you can take care of everything within the tool and no longer have to rely on workarounds like saving documents to Dropbox or sharing links to forms via email or social platforms.

We didn’t sell WEBForms® and we didn’t build CREA WEBForms® 2019 from scratch.

We wanted to deliver a best-inclass, modern and reliable product.

So, we did the same thing Canadians do when choosing a REALTOR® to buy or sell property: we turned to the professionals.

We partnered with Lone Wolf Technologies and white labelled their TransactionDesk® system, a proven and mature product already used by more than 500,000 real estate professionals in Canada and the U.S. Through this partnership, we’ve maintained all third-party

integrations with products like Docusign®, Nexone, eZmax and SecureShare, as well as all connections with board and association MLS® Systems. Not only that, as market leaders, working with Lone Wolf Technologies means we’ll be able to launch new tools and functionality faster and have access to an added and targeted pool of understanding, feedback and analysis to help push forward enhancements to the product.

We experienced performance issues with the legacy version of WEBForms® and shared your panic and frustration when it went offline. We know your time is valuable and when it comes to real estate transactions, every second matters and the last thing you need to worry about is the reliability of the tools you’re using. If this were 10 years ago, you wouldn’t start paperwork with a client with one pen on hand–you’d always carry a spare. The new system offers that reliability. It offers stability. It offers efficiency. It’s easier and quicker to find forms, clauses and templates and features unlimited storage.

But we get it. It’s new and that means change. We just finished talking about understanding how valuable your time is – why should we expect you to take the time to make the switch? Like with learning anything new, switching to CREA WEBForms® 2019 might mean an adjustment to your current process but because the tool is faster and more comprehensive, it’s ultimately designed to save you time. We want you to focus on the bigger picture with us.

We thank the boards, associations and brokerages who have already taken the time to invest in

training and have helped make the transition easier for their members and agents. From what we’ve seen in the training sessions and webinars we’ve hosted across the country, getting the hang of CREA WEBForms® 2019 should take about an hour. Of course, that all depends on your current process and level of comfort but that’s it.

One hour to join more than 42,590 others who have created a transaction using the new platform.

To make the adjustment as easy as possible, we’ve developed a series of in-depth training materials and opportunities to help facilitate the switch.

Sign-up for an in-person train-

ing session.

Register for a free webinar at http://bit.ly/WEBFormsWebinar Watch a previously recorded webinar: an overview from our Relationship and Training Manager.

Watch the Quick Start Guide: an overview of CREA WEBForms® 2019 in five easy steps. http://bit.ly/WEBFormsQuickStart Watch our series of short tutorial videos: quick how-to videos about navigation, dashboards, forms and transaction.

Browse additional training, guidance and support materials on http://bit.ly/WEBFormsTraining We’re now just weeks away from the New Year. Have you

The Canadian Real Estate Association (CREA) is one of Canada’s largest single-industry trade associations. Our membership includes more than 130,000 real estate brokers, agents and salespeople, working through 90 real estate boards and associations across Canada.

REALTOR®. Member of The Canadian Real Estate Association and more.

started thinking ahead to 2020 and your goals for your business and yourself? CREA WEBForms® 2019 is designed to make your life easier so you can spend more time growing your business, focusing on your clients and being with your family.

Between now and then, we’re asking you to put aside a little time – it could be as little as an hour – to lay the groundwork to help realize some of those goals now.

You need to switch to the new CREA WEBForms® 2019 by December 31, 2019. As of January 2, 2020, the legacy platform will no longer be available.

Remember, the transition is easy and you won’t lose your existing transaction kits. You can keep them for future reference with the click of a button. The short video available on http://bit.ly/WEBFormsTransition will walk you through the process.

If you have more questions, our Member Support Team is here to help. You can reach them by email: support@crea.ca or by phone: 1-888-237-7945.

34 REM DECEMBER 2019

Free tools to drive traffic to your website

By TRES Labs

S

earch engine optimization (SEO) and pay-per-click advertising (PPC) are the two main drivers of traffic to ecommerce websites. A well-optimized site with pages that feature unique, relevant content will gain search engine ranking for free.

This is known as organic traffic. It comes from a variety of sources including search engine results, links from other sites and non-digital advertising that you might do.

Pay-per-click fills the gaps in organic traffic to ensure that all pages of your website have a direct link, if you choose.

The most common PPC service is Google Adwords, although there are other advertising services such as Facebook and Adobe.

Google Adwords has improved a lot in the past few years, although smart marketers will keep a close watch on its conversion rate. A conversion rate in real estate is more difficult to track because the metric uses a visitor-to-sale ratio that is better suited to consumer

goods that are purchased immediately. To find conversion, Realtors need to track where leads are coming from in a CRM and, perhaps quarterly, generate a report that shows sales with a flag for source.

Divide the dollars spent on PPC by the number of leads that converted to sales and you’ll have a cost/sale.

It’s very easy to spend a lot of money on PPC, so advertiser beware. The question to ask is, do these ads make my phone ring?

To increase organic search results, which are free, a good SEO plan is needed. Depending on the website you use, SEO can be straightforward (WordPress) or difficult (closed website systems).

When people ask why their site doesn’t seem to rank on any search engine, we look under the hood to see what platform they’re running. Some closed system providers don’t have much to offer in terms of SEO and it isn’t always reflected in the price of the site or the hosting – sometimes expensive listings services require

even more expensive SEO experts to achieve a competitive search engine ranking.

It’s always helpful to begin a project with data. That way, you know what you have to work with.

If you can find out what your successful competitor is doing, that’s nice too. There are no secrets on the internet and these two free tools can help you see hidden data that the other brokerage is using to promote their site and scoop up organic searches.

Alexa.com and Spyfu.com both offer the same basic services for free. Alexa offers limited sets of tools while Spyfu offers all 21 tools available but with limited output.

Both will show a wealth of information about your site and other sites, which is very helpful for making comparisons and debunking claims.

For example, it’s fairly common for someone to claim that their site is the “most visited”. Both of these tools will show how popular a website is relative to all the other sites,

including yours.

The dashboard page of Spyfu shows a wealth of information at a glance. The organic search window shows organic keywords that the site has ranking for and the estimated number of clicks each month. Another window shows a graph comparing inbound Google clicks from organic and PPC plus a summary of their accounts. Their estimated PPC spend seems a little low. You might take that number and multiply it by 10 to get a more accurate picture.

The next section shows URLs of organic competitors and your paid competitors. They will have a similar SEO profile to your site.

They are almost always in the same business, in the same sales area and have similar content. This is a great opportunity to distinguish your business from theirs by looking for gaps in their marketing copy and adding to your own. The paid competitors are usually bidding on the same keywords.

If you click through the exam-

ple URLs, you’ll see which keywords their campaigns are using and which are the most successful.

Another window will show the most popular organic and paid keywords. If someone is searching for “Anytown senior condos” but not many agents are using that search phrase, then your site may be able to pick up some free organic traffic by including some content with that as a featured topic. A blog post can be helpful to fill out areas of your website content and these overlooked keyphrases can provide the context link you need.

RealtyWebsites.ca is owned and operated by TRES Labs. We are dedicated to serving the real estate industry with innovative programming and website content. Through licensee training, research and customer feedback we have learned the Canadian real estate eco-system from the inside.

By understanding the business this way we can innovate, which makes our products better, and that’s good REM for everyone.

A safe and informed marketplace

By Joe Richer s the year comes to an end, I can’t help but to reflect on 2019 and what an exciting year it has been for Canada’s real estate professionals and their provincial regulators.

The world is rapidly changing and we must do our best to keep up with new standards by educating consumers and registrants. Much like other regulators across Canada, the Real Estate Council of Ontario (RECO) is committed to stewarding a safe and informed marketplace. Thanks to constantly evolving technology, consumers have more information at their fingertips than ever before. Yet, navigating through that can be difficult, which is why RECO provides a variety of

A

tools to help support education and meet the ever-changing standards for both our registrants and consumers.

We have worked hard to establish strong public trust in the industry by continually raising the bar on professional standards. This year, I’m happy to say, RECO launched our new Real Estate Salesperson Program.

In Ontario, we’ve spent much of the last three years preparing for the program, in partnership with Humber College and NIIT Canada.

Upon completion, new graduates will have the knowledge and skills to be more practice ready on day one. We’re confident the program will not only support an informed real estate market in Ontario, but also engage registrants to promote consumer protection.

As a regulator, RECO establishes salesperson and broker education requirements for registration, articling and continuing education.

RECO provides a Mandatory Continuing Education (MCE) pro-

gram that promotes continuous learning and professional service, allowing registrants to upgrade their skills and knowledge.

Earlier this year, we used registrant feedback to implement key enhancements, meaning courses are faster, easier to navigate and more balanced in order to provide rich content for both experienced and newer registrants.

It is important to provide greater clarity for registrants with plain language communications.

RECO reaches out via bulletins, newsletters, e-blasts, in-person events and webinars. Through these channels, we address current matters affecting real estate professionals, consumers and the industry.

In Ontario, that currently includes topics such as leading practices and the rules governing advertising and social media within the industry.

An educated consumer is an empowered consumer. As a regulator, our most important responsibility is to educate consumers, to ensure that they are protected by

providing them with all the information they need when buying or selling property.

It’s a lot easier when you and the consumer are both well informed – you can really show your value by drilling into the complex issues, and you don’t have to spend time explaining basic information.

A great example is RECO’s Registrant Toolkit. The Toolkit is an online resource where you can download content that can be shared with your buyers and sellers.

If you haven’t yet checked out the Toolkit at reco.on.ca/toolkit, I invite you to do so. The Toolkit includes customizable materials on topics such as understanding representation agreements, open house safety and the value of working with a registered brokerage, as well as checklists for buyers and sellers.

Keep in mind that we all learn things differently. Using a variety of tools and channels to educate ensures that the consumer is getting the information they need, in a way that works for them. We engage

with consumers through a combination of social media and traditional media outreach (including Ask Joe, a weekly column in the Toronto Star).

To better meet the demands of tomorrow, it’s important to remember that there is always room for improvement. RECO will continue to raise the bar on professional standards for real estate professionals and brokers in Ontario, to ensure that consumers are well-served.

We had some great momentum in 2019, and I hope to continue building on that in 2020. Happy holidays from my RECO family to yours!

Joseph Richer is registrar of the Real Estate Council of Ontario (RECO).

He oversees the administration and enforcement of all rules that govern real estate professionals in Ontario.

You can find more tips at reco.on.ca, follow on Twitter @RECOhelps or on YouTube at http://www.youtube.com/RECOhelps REM

ADVERTISEMENT

Step-by-Step Real Estate System Helps Toronto Agent Nearly Double Business to $750k GCI This system is about strategic advertising that compels buyers and sellers to call you, but more than that itâ&#x20AC;&#x2122;s about Real Estate

! " Hi, Craig Proctor here.

Allow me to share with you how to get crazy rich during a â&#x20AC;&#x153;badâ&#x20AC;? real estate market. I donâ&#x20AC;&#x2122;t mean just make more money. Just juice the income a little. I mean: SKYROCKET your income. I mean: STUN everybody else in

loud-mouth braggart at every meeting. I mean: ACTUALLY HAVE PEOPLE LINED UP, PRE-DETERMINED TO GET YOU AND ONLY YOU to

NO competition. I mean: RUB EVERYBODYâ&#x20AC;&#x2122;S FACE IN IT KIND OF SUCCESS. Visible.

Big. Confusing to others. â&#x20AC;&#x153;How the hell is he doing this?â&#x20AC;? I mean: â&#x20AC;&#x153;GREEN WITH ENVYâ&#x20AC;?

MONEY pouring in. I mean: MAKING SO MUCH SO FAST that all your debt is wiped away, your credit cards are clear, the new car you kept telling yourself â&#x20AC;&#x153;noâ&#x20AC;? to is in your driveway, and

wisely invest and get rich with. I mean: joining the Evil 1%. (With

a private banker, a wealth manager.

I mean: actually living like the people who buy million dollar luxury homes from you. All while working LESS HOURS with LESS STRESS, doing fewer things, and getting greater results. Getting CrazyRich in real estate without having a disappointed and disapproving spouse and family.

What you need is a system that works. Not a bunch of ideas.

Not walking on hot coals or a bunch of motivational psychobabble.

I have an absolutely proven system. Not â&#x20AC;&#x153;ideas.â&#x20AC;? Not new fads. A real system. That works regardless of market conditions.

Anywhere. Any time. All the time. Now. This year. Next year. Itâ&#x20AC;&#x2122;s worthy of your time to investigate because after you work setting it in motion, it keeps working for you, permanently.

You can just about â&#x20AC;&#x153;set it and forget itâ&#x20AC;?.

Listen, most real estate â&#x20AC;&#x153;trainersâ&#x20AC;? and â&#x20AC;&#x153;coachesâ&#x20AC;? are just rearranging the deck chairs on the Titanic. It looks different and shiny â&#x20AC;&#x2DC;n new. Itâ&#x20AC;&#x2122;s still the Titanic. Itâ&#x20AC;&#x2122;s still headed straight for the giant iceberg. Most of them

have adopted the word â&#x20AC;&#x153;systemâ&#x20AC;?, but what they offer is hype.

Frankly, Iâ&#x20AC;&#x2122;m not the most exciting guy. I approached my real estate career more like a â&#x20AC;&#x153;systems engineerâ&#x20AC;? than an excited, excitable salesman.

Maybe my consistency and constancy is boring to some, but the most successful agents in many franchises, over 300 agents with

&#

of agents transformed from years of struggle to success â&#x20AC;Ś all of them are using my system.

Get this: crazy-rich level success in this business is NOT about anything â&#x20AC;&#x153;NEWâ&#x20AC;? at all. Sorry. Itâ&#x20AC;&#x2122;s about putting the right proven pieces, strategies, methods and tools together in just the right way so that

you wind up with â&#x20AC;&#x2DC;The SYSTEM That NEVER Fails.â&#x20AC;&#x2122; Crazy-Rich is hardly ever about invention. Itâ&#x20AC;&#x2122;s about implementation. Contrary to widely held belief, Henry Ford did not invent the horseless carriage or gasoline engine. He developed a functioning assembly line to make the damn things, and a dealer-franchise system

Read More About Successful Agents Like Lisa at www.LessEffortMoreMoney.com

.# 0 $

#

Lisa Nash receiving a Craig Proctor Quantum Leap Award in Oct 2019 for 50% business growth in a single year

by Lisa Nash (Toronto, ON)

!"#

$ $

# % $

$

$

# &

#

'

# (

) "

! # * +

,

$ $

# - ,

'

.# / + # (

$

# &

# 0

# %

$

#

#

$$

$

$

#

â&#x20AC;&#x153;I will never forget the epiphany I had when Craig started talking about Reverse Prospecting â&#x20AC;?

$

# -

0

2

0

& 3 4

$

# %$ 4

$

$

#

$

5 2

" 6

7

5 2 % 8# 9 $

#

Order Your Copy of our FREE Special Report:

The Renegade FSBO System That Will Make Your Competitors Mad! at

www.GetFSBOsToCallYou.com

$

# +

$

' $

5 2 % #

$ ' :

;

' < #

' =>

< # '

=?" $ # '

7 2 >!@:>@ : >A>A $ 8

$

#.

to get them sold. Two systems.

Implementation, not invention.

Steve Jobs didnâ&#x20AC;&#x2122;t invent computers, PCâ&#x20AC;&#x2122;s or phones. Credit his unique approach to retail

! systems. Fred deLuca at Subway did not invent cold cuts, the sub

"

brought a system to it second-tonone, and got crazy-rich. â&#x20AC;&#x153;ITâ&#x20AC;&#x2122;S THE SYSTEMâ&#x20AC;? is my rallying cry. I did NOT invent anything in my System. Much of it came from outside of real estate and was revolutionary in real estate, but each piece I put together already lived successfully elsewhere.

Here are the three mindsets you MUST have: 1) You have to be businesslike. Most agents think and act like worker bees, buzzing

"

idea, fad to fad, made-in-minutes guru to guru. They never create businesses. Just jobs. You have to think like a guy who owns 50 Subway shops or the whole company, not the guy who owns one, or the guy behind the counter making the sandwiches.

2) You have to intend to get and stay RICH in this business. This is for the agent #$# &#

his or her mind AND determined to earn it without selling soul to soul-numbing old-school tactics like cold-calling, chasing FSBOs etc. You have to be fed up, worn out and frustrated with the way most good-income agents work and everything they trade away for their income and absolutely committed to a better way of life.

3) You have to be able to focus and employ self-discipline, to stick with a winning plan once you get one.

ADHERENCE TO SYSTEM makes you crazy-rich. Flitting about has you starting over, over and over and over again.

*

'

9 0+' B) # 9 0+

$ # &

'

'

$

'

# * &

9CBB C

A Renegade FSBO System That Will Make Your Competitors Mad!

outlines a simple system that actually gets the FSBO to call YOU to ask for your help.

36 REM DECEMBER 2019

Graduation Day for HomeLifeâ&#x20AC;&#x2122;s Class of â&#x20AC;&#x2122;19

By Matt Dusenbury

E

ducation is absolutely vital to the success of every agent, broker and manager. In 2001, HomeLife founded HomeLife University with the mandate of providing ongoing training to handle any and all professional situations with an extensive range of courses and materials taught by industry specialists. This has culminated in the Five Star Higher Standards Service Certification, an intensive program that gives members in-depth training on professionalism in the industry and a variety of other subjects. It is only after passing this rigorous course that someone can earn the title of Higher Standards Certified.

In October, hundreds of graduates finally touched the stars. â&#x20AC;&#x153;This inaugural Graduation Day sets a new bar for education in real estate,â&#x20AC;? says Andrew

Cimerman, founder and CEO of HomeLife. â&#x20AC;&#x153;As graduates of this program, you now represent the highest standard locally, nationally and globally.â&#x20AC;?

In developing this curriculum, several revelations of what makes for success have come to light. As the industry looks toward 2020, here are three key traits that can set an agent, broker and manager on the path to prosperity.

Commitment: This may seem like a simple point, even an obvious one, but it is absolutely crucial. Oneâ&#x20AC;&#x2122;s success is directly tied to their commitment to wanting to be the absolute best in this industry. Without the right attitude, all the tips, tools and training in the world canâ&#x20AC;&#x2122;t turn an average individual into a great one. â&#x20AC;&#x153;Time and again, the most common refrain I hear from HomeLife University graduates is

$ # $( ! & % !&( $" 905-793-1111

613-709-4311

''' $( ! & % !&( $"

their desire to provide a higher standard of quality and experience in everything they do,â&#x20AC;? says Gabrielle Jeans, dean of HomeLife University. â&#x20AC;&#x153;That spirit is something we want to grow in our training courses because thereâ&#x20AC;&#x2122;s just no substitute for it.

Committing to something is the most powerful thing of all â&#x20AC;&#x201C; it makes you unstoppable.â&#x20AC;?

A committed agent, broker or manager is one who reaches for the stars. For them, every day is a chance to learn something new, create something new, do something new. The right education and the right instructors can harness that energy and help them find their way into the spotlight.

Cultivating education: It isnâ&#x20AC;&#x2122;t enough to offer a couple of manuals and a few brochures anymore.

Education is about innovation and engagement. Wanting to be the best means setting your ideals as high as can be and having the tenacity and grit to live up to them each and every day.

On Graduation Day this year, countless agents, brokers and managers from across Canada were rewarded for having the courage to follow their convictions. That journey, from the sidewalk to the stage, was years in the making. â&#x20AC;&#x153;When 700 people filed into that room to attend the seminar, thatâ&#x20AC;&#x2122;s when it clicked: â&#x20AC;&#x2DC;weâ&#x20AC;&#x2122;re really onto something hereâ&#x20AC;&#x2122;,â&#x20AC;? says Jeans. â&#x20AC;&#x153;All these people have the drive. They have the spirit. The right curriculum is what they have been waiting for. They know that their success is tied to knowledge, professionalism and a strong work ethic.â&#x20AC;?

Carving your path with cutting-edge tech: The Five Star and Rising Star Graduates all undergo training in a number of systems and tools as part of the program.

Learning about new technologies is what gives a salesperson the ability to act quickly and decisively, whether thatâ&#x20AC;&#x2122;s generating new marketing pieces, following up on leads or creating winning presentations. HomeLife mem-

bers have access to the Reallium Technology Pack, a suite of digital tools that lets them apply their skills to web design, marketing and online lead generation. To be successful in this industry means using every available tool to find creative solutions to challenging problems. â&#x20AC;&#x153;Having that Five Star or Rising Star designation in front of your name really makes a difference,â&#x20AC;? said one agent. â&#x20AC;&#x153;People know that youâ&#x20AC;&#x2122;ve done the work and are committed to always improving to provide that high level of experience.â&#x20AC;?

Every graduating member,

whether agent, broker or manager, left the ceremony with their feet planted firmly on a foundation of extraordinary education and their success powered by constant innovation. â&#x20AC;&#x153;They are at the centre of a global movement,â&#x20AC;? says Cimerman.

Matt Dusenbury is the head of brand, marketing and communications at HomeLife Realty Services Inc. An award-winning writer, marketer and former journalist, he says he is constantly pushing to reach a higher standard of excellence.

REM

Rising Star recipient Tejas Kansara receives his Rising Star designation from Andrew Cimerman.

Mohana Nadarasah, left, and Prema Sukumaran receive their Rising Star designations from Andrew Cimerman.

EXTRA Are you a real estate industry insider?

Stay ahead of the curve and be well-informed about your industry. Become an REM EXTRA subscriber to receive each issue of REM at home for less than a cup of coï¬&#x20AC;ee a month!

RECEIVE 12

ISSUES FOR ONLY

OR SUBSCRIBE MONTHLY FOR ONLY

$19.99

$2.49 PER ISSUE

VISIT REMONLINE.COM/SUBSCRIBE TO LEARN MORE AND SIGN UP TODAY

*Plus applicable taxes

38 REM DECEMBER 2019

R

Rosaline Matos RE/MAX Associates, Winnipeg, MB

Why RE/MAX? “I wanted to join RE/MAX because I knew I would get the support and the ongoing training I would need to be a top professional. I am working with and being mentored by top RE/MAX agent Anita ta Sharma Turner. The knowledge she is sharing and an the mentoring she is providing me is pricelesss.

The hands-on experience is helping me to bu uild my skillset to be confident in the services I am providing to my clients”

joinremax.ca

ecently the Toronto Real Estate Board hosted its Member Milestone Dinner, celebrating the newest group of members achieving the distinction of 25-year and 50-year membership.

Close to 600 members attended this year’s event.

TREB president Michael Collins congratulated 21 new members who achieved the 50 year membership distinction.

Also recognized at this event were 368 members who achieved the milestone of 25 years of TREB membership.

“To all our new 25 and 50year members, your longstanding membership with TREB is a significant career milestone, and your contributions to the profes-

sion have helped grow and shape the real estate industry,” said Collins.

Reminiscing back to 25 and 50 years ago was a highlight of the night. Members were treated to pop culture facts and reminded that the average selling price in 1969 was $28,929 and in 1994 was $208,921. The remainder of the night was followed by dinner and a live performance by the Rolling Stronz.

Foundation’s Every Realtor campaign.

In July, several TREB members volunteered hours of their own time during TREB’s Summer Build Days at the Pinery Trail site to help with the construction of a Habitat home.

In September, TREB president Michael Collins presented the Berhanu family with keys to their new home during a special Welcome Ceremony. He was joined by former TREB president and Toronto Ward 23 Councillor Cynthia Lai at the ceremony.

TREB has contributed to Habitat for Humanity GTA since 1999, with donations totalling $795,000 to date. TREB members have also volunteered over 800 hours to help build and connect communities through events like Summer Build Days.

■ ■ ■

■ ■ ■

TREB recently donated $75,000 to Habitat for Humanity GTA’s home build project at 140 Pinery Trail, as part of the board’s contribution of $1 per member per month to the Ontario Realtors Care

Brantford builders and Realtors met to discuss local issues.

Recently the Ontario Real Estate Association and Ontario Home Builders’ Association cohosted a roundtable meeting with MPP Will Bouma in Brantford, Ont. to hear from local voices on housing and real estate issues.

Local Realtors and developers met to discuss housing supply and how the lack of inventory is impacting the ability of families to enter the Brantford housing market.

They also discussed Brant County’s municipal planning guidelines and government imposed fees (including land transfer taxes and development charges) and how they impact the cost of housing for Brantford families. REM

Samantha LaCroix RE/MAX Mid-Island Realty, Port Alberni, BC

Why RE/MAX? “I joined RE/MAX for the culture and the e amazing people I get to work with. Eve veryone is so incredibly helpful and collaborat ative.

Being new, I feel like everyone at RE E/MAX is rooting for me to succeed!”

joinremax.ca

TREB president Michael Collins presents plaques to the new 50-year Milestone Members. From left: Allen Arnold, Santino Bartolini, Marcello Provato, Carmen Muscat, Frank Anzlec, Jeffrey Joseph, Michael Mills, Pietro Magisano, Michael Bozzo, Anne Adams, Dario Spizzirri, Richard Levinsky, Mary Gaine, Nick Murdocca, Andrew Cimerman, Pat Sconci, Pietro Valle. New members not present for the presentation: Michael Ceci, Harvey Nirenberg, Bruno Tucciarone and Caroline Wight. (Photo: Geoff Parkins, GP Photo)

REM DECEMBER 2019 39

What’s

New Protect Your Boundaries offers new online course Protect Your Boundaries, an education online resource, recently introduced a new professional education course for Ontario real estate and land professionals.

An accredited self-guided online course taught at user pace, the BoundaryWise course delivers “critical property and boundary knowledge that enables Realtors to help property-buying clients negotiate better deals, help propertyselling clients negotiate better prices, safely navigate title insurance pitfalls and avoid legal crossfire over boundary disputes,” the company says in a news release.

“We’ve trained nearly 10,000 Ontario Realtors and land professionals in more than 600 on-site BoundaryWise classes over the past four years, and now that valuable knowledge is available online in a professional-grade interactive course,” says Chris Kamarianakis, Protect Your Boundaries CEO. “Our vision is to empower every Realtor in Ontario to invest in their success with a BoundaryWise professional designation. With 49

per cent of today’s Ontario GTA properties having hidden boundary issues, BoundaryWise training is rapidly becoming essential to Realtors for protecting their clients, their deals – and their professional reputation.”

For information: www.boundarywise.ca.

Zillow partners with Brookfield Residential to display new home listings Zillow has introduced new construction listings to its website and mobile app and partnered with Brookfield Residential as the first builder to have its homes displayed on Zillow in Canada.

Consumers shopping for homes in Canada will see new construction listings appear alongside resale listings in search. Home builders partnering with Zillow in Canada will have access to several benefits, including Promoted Communities, a listing product exclusively for builders, which “improves discoverability and the visual experience for home shoppers considering a new build home,” says Zillow.

Additionally, builders have several ways to directly engage with home shoppers, including email lead forms, direct links to their website, driving instructions to new builds and sales office hours, the company says.

Real Estate Wire search website launches across Canada Real Estate Wire, which features real estate listings, new home developments and agent connections, has expanded its reach across Canada.

Allen Moon, REW general manager, says the company is “building upon success and learnings in B.C.” and that “we believe we can provide the optimal property search and insight experience for consumers and agents everywhere.”

Consumers have access to full listing details with a variety of search and filter options for condos, detached homes, townhomes or new construction projects.

REW also provides local market insights, agent directories and school catchment information. A full suite of marketing and brand services is offered to real estate agents and residential home developers.

REW says it delivers more than 40,000 leads per month to 70,000 agents across Canada.

Rate-My-Agent.com updates ranking algorithm Agent rating and review website Rate-My-Agent.com has updated its ranking algorithm to give recent ratings and reviews an increased impact on rankings.

The move is intended to improve the consumer experience when researching the ratings, the company says, because it will be easier to compare current reviews of the top agents.

Mike Blaney, president of real estate marketing firm Limelight Marketing, says, “Agents neglect online reviews at their own peril.

It’s their reputation in a digital world. Consumers increasingly look to online reviews to help them choose who to work with.”

The company says that it may now be easier for agents new to the platform to attain a top ranking.

REM

Toronto broker charged in ‘large-scale bank fraud’ oronto police have charged broker Dwight Grange in what they are calling a “large-scale bank fraud”.

Grange is the broker of record at Grange Real Estate in Toronto. His website says he has been in the real estate business since 2004. He founded his own brokerage in 2011.

Police say in August 2018, counterfeit deposits were made into a business account, amounting to more than $2.9 million. Then

T

several transactions involving transfer, credit and bill payments were made at several different bank branches.

Grange was arrested on Oct. 16 and charged with two counts of fraud over $5,000, two counts of attempted fraud over $5,000 and utter forged document.

Police also allege that when they executed a search warrant, a “large quantity of narcotics” were found. Grange, 50, and Amanda

Milward, 49, a sales rep at Grange Real Estate, have been charged with possession and possession for the purpose of traffickDwight Grange ing.

Police are asking anyone with information to contact them at 416-808-7300, or Crime Stoppers anonymously at 416-222-8477.

REM

Carol Egan RE/MAX First, Calgary, AB

Why RE/MAX? “When I started researching who I wanted to be with, I was looking for that perfect blend of reputation, experience, culture and support, and nd I found that in RE/MAX!”

joinremax.ca

Pictured: Olivia Torun

Welcome the Olivia Torun Team at RE/MAX Realty Enterprises Inc.!

We would like to welcome and congratulate Sales Representative Olivia Torun, who is joining RE/MAX Realty Enterprises Inc. in Mississauga ON with her team.

Olivia was first inspired to pursue Real Estate at the young age of 18, when she wanted a career that would ensure each day was different from the last. She had the drive and determination to chase business, as opposed to waiting for it to come to her. With 13 and a half years’ experience in the real estate industry, Olivia is returning to RE/MAX, bringing her knowledge and determination, along with her strong team of dedicated agents.

Olivia knows the impact the RE/MAX brand has worldwide. There is no other real estate brand that she would rather have supporting her.

“With ease and confidence, I can say I consistent ntly see the RE/MAX sign, whether I’m in the Island off Turks T and Caicos, doing a health mission in Manilla Phil hilippines, stopping over in Portugal or visiting Istanb nbul, Turkey, I see the sign everywhere I go, and it is a recognizable name internationally.”

Olivia looks forward to growing her he business and team to the next level.

“The sky’s the limit and wee have h only just begun building our empire.”

Congratulations Olivia via, and welcome home!

If you are interested in ownership opportunities with RE/MAX, the largest most productive real rea estate brand, contact Jennifer Dominey at 1.647.519.773 or Simon Schneider at 1.888.542.2499 to arrange your con onfidential meeting, or visit remaxintegra.com.

remaxintegra.com

40 REM DECEMBER 2019

boxes through Manila Cargo.”

The couple will travel to the Philippines on Nov. 25. To donate, email nsclarkson@sutton.com or call 604-581-8400.

■ ■ ■

Good Works C

entury 21 Excalibur Realty – The Van Grootheest Team recently donated $100,000 to the new Groves Memorial Community Hospital that will open soon in Aboyne, Ont. The hospital, expected to open in 2020, will replace the existing hospital in Fergus.

“Almost all of my children and grandchildren have been born at Groves,” says Eric Van Grootheest.

“When my father was sick, my family and I were there almost continuously and the staff were fantastic, caring, accommodating and respectful. I’m proud to contribute to ensure this community gets the healthcare it needs.”

Eric Van Grootheest owns Century 21 Excalibur Realty along with his son Paul. The office opened in 2015 in Fergus and includes six staff members.

■ ■ ■

Nissa Clarkson, a sales rep with Sutton - Premier Realty in Surrey, B.C. moved to Canada from the Philippines decades ago, but she never forgot her home. For more than 20 years, Clarkson and her husband Bob have returned each winter bringing toys and clothes.

Nearly 400 children visit their resort at Christmas to receive gifts from Bob, who dresses as Santa Claus. Every few years, with help from military doctors and dentists, they also host a medical-dental mission providing free treatments, medication and meals for nearly 1,000 people.

“This year we will be giving toys and used clothing as well as feeding the children and I will treat them with a Christmas movie about Santa Claus,” says Clarkson. “We already sent 11

Five Century 21 offices took part in Drop Zone events across the country to raise money for Easter Seals Canada. Previously REM reported that four team members from Century 21 Bachman & Associates in Winnipeg took part in the event.

Sharon Clark, a sales rep at Century 21 Dome in Regina, rappelled down 24 storeys of the McCallum Hill Centre. It was her third time participating in the event and she raised $3,150.

In Surrey, B.C., Mir Khan rappelled down a 20-storey building and raised $1,200. In Toronto, Lisa Fedele, Nancy Payne, Debbie Bekker-Fawcett, Jeffrey Hewson and Sylvia Karlos from Century 21 Heritage group raised $8,000. And in Halifax, Tom Madgett of Century 21 Trident Realty rappelled down a 23-storey building.

This was the brokerage’s fourth year of participation. It has raised more than $25,000 for Camp Tidnish in the Easter Seals Kids to Camp program.

■ ■ ■

During its recent three-day conference, Re/Max of Western Canada raised $100,000 for Children’s Miracle Network in support of local Children’s Hospitals. The conference was attended by more than 800 Re/Max agents, owners and managers from across Canada and the U.S. Fundraising initiatives during the conference included a silent auction, a live auction, a raffle for a trip for two to Maui and the Flip for Kids Coin Toss. Collectively these fundraising events raised $95,180 for Children’s Miracle Network member hospitals. Prior to the announcement of the amount raised, an agent and longtime supporter of Children’s Miracle Network donated in memory of his mother, who was a Re/Max agent for over 20 years, to bring the fundraising total to $100,000.

Since becoming a CMN sponsor in 1992, Re/Max affiliates in Canada have donated more than $72 million to help treat the 2.3 million children that visit a children’s hospital in Canada every year.

■ ■ ■

Sharon Clark

Avison Young’s Vancouver staff contributed landscaping upgrades and painting services for Cedar Cottage Neighbourhood House in East Vancouver as part of the company’s annual Day of Giving. They had help from sponsors Freshii, Sherwin-Williams, Arrow Equipment, Surrey Cedar, Colin Griffinson Inc., Kerrisdale Equipment and Willy’s Rubbish Removal.

■ ■ ■

Royal LePage In The Comox Valley raised $9,000 for the Royal LePage Shelter Foundation at the sixth annual Petite Fondo in Courtenay, B.C. All proceeds were directed to Lilli House, a local women’s shelter.

The event brings cyclists from around the province together for a day riding some of Canada’s most beautiful country roads. Participants can choose between three distances. They enjoy a pre-ride snack and kick off, stops along the way for wine tastings at local vineyards, and live entertainment and a celebratory barbecue upon their return.

Paul and Eric Van Grootheest

Engel & Völkers Muskoka Collingwood advisors Meredith Cudney and Andrea Mendes and their team.

Bob and Nissa Clarkson

At a recent sales meeting, Re/Max Aboutowne in Oakville, Ont. and its sales reps announced that they have contributed $498,000 to the Children’s Miracle Network over the years.

Joette Fielding was ranked the 20th all-time top agent for the contributions she has made to the charity.

License partner Shawn Anderson of VANCITYliving from Engel & Völkers Vancouver participated in the fourth annual Okanagan Dream Rally recently as an official sponsor and driver.

The charity event takes place each year in Kelowna, B.C. and aims to help children and youth in need.

Children are paired with drivers as co-pilots during the rally to raise awareness for the cause, create memories and most importantly, have fun. More than 200 exotic, sports and luxury cars participated and $816,000 was raised for the August Family Foundation.

The team from Century 21 Heritage Group in Toronto.

“Rob’s Ramblers” led

by Rob Saunders (third from left) and Christopher Brulotte (far right) enjoy the lunch after the Petite Fondo event.

REM DECEMBER 2019 41

Lyne Burton and Dominique Milne from Engel & Völkers Ottawa hosted their annual pumpkin giveaway on Oct. 19 in support of Special Olympics Ottawa and their athletes. The event included coffee, hot chocolate and entertainment for kids. There were 140 pumpkins given away to everyone who attended. The event raised $675 for Special Olympics.

Realty raised $27,589 for the Royal LePage Shelter Foundation at its annual Golf 4 Shelter tournament, held in Victoria. All proceeds will benefit four local women’s shelters: Victoria Women’s Transition House, Sooke Transition House, Margaret Laurence House and the Cridge Centre for the Family.

Funds were raised via sponsorships, a putting contest and live and silent auctions.

“We believe strongly in giving back to the community and supporting our local women’s shelters while building awareness about the need for these life-saving services,” says event chairperson Sarah West. “This event is successful because giving back is part of our culture. It is a day of the year we put everything else aside to spend time with our colleagues, partners and friends and open our cheque books for an important cause. For many of us, this tradition is a highlight of the year.”

West and fellow committee members Matt Green, Bill Ethier, Adam Arsenault, Sandra Govender, Tara Lynn and Sharen Warde are already looking forward to next year’s event

■ ■ ■

■ ■ ■

■ ■ ■

Sea & Ski Realty in Markdale, Ont. recently raised more than $28,000 for the Centre Grey Health Services Foundation at its 2nd Annual Hospital Fundraising Golf Tournament. Karen Cox, owner and broker of record, says the day exceeded her expectations.

“Our goal was to exceed last year’s donation of $23,000 and we raised over $28,000,” she says. “If we want a community hospital, we all need to support it and we figured we could do our part by running this annual golf tournament.”

Next year’s tournament is already booked for Friday, July 17, 2020 at the Highland Glen Golf Course.

■ ■ ■

Royal LePage Coast Capital

Living

Realty

recently

announced a festive charity campaign: a Sports Equipment Drive in support of Diabetes Canada.

The drive aims to collect new or gently used personal sports equipment. Donation bins have been placed at each of Living Realty’s five Greater Toronto Area offices to support the drive and encourage donations. At the end of the campaign, all the equipment collected will be donated to Diabetes Canada, which will raise money from the donations by way of a partnership with Value Village.

“In previous years we have collected toys and winter coats for our festive drives. This year we decided to focus on sports equipment because, as a family-run company, we are well aware of the expense involved for families when participating in sports and we want to help make sure that these activities are open to everyone,” says Living Realty broker of record Kelvin Wong.

■ ■ ■

Twelve team members from Engel & Völkers Vancouver volunteered for Ronald McDonald House B.C.’s Family Meals Program recently. The team cooked dinner for approximately 150 residents using $400 worth of

groceries. The meal was complete with appetizers, entrées and desserts.

Ronald McDonald House B.C. provides accommodation for seriously ill children and their families when they must travel to Vancouver for their children’s health needs.

■ ■ ■

Century 21 Green Realty in Mississauga, Ont. hosted its third annual Easter Seals golf tournament recently, raising more than $41,000 for Easter Seals. The event attracted 144 golfers during the day and 200 guests at the dinner.

“The opportunities that Easter Seals provides to kids are truly life changing. It is amazing for us to see first-hand how these camps shape children’s lives,” says Lakhvir Randhawa, owner of Century 21 Green Realty. “We plan to host this golf tournament every year and we want to increase our donations to Easter Seals each year.”

■ ■ ■

The Royal LePage Shelter Foundation was the recipient of $11,043 raised at the 2019 Chip for Charity Golf Tournament hosted by Royal LePage Atlantic Homestead in St. John’s. The tournament pro-

Linda Turner of Re/Max Real Estate (Kamloops) and Dave Proctor from Re/Max Ocean Pacific Realty in Comox, B.C. help out with the charity auction at the Re/Max conference.

ceeds were directed to local women’s shelter Iris Kirby House.

More than 100 Royal LePage Realtors, business partners and family members participated in the annual tournament. It began with a wine tasting during registration and as players navigated the course, there were special games and contests at each hole. The evening wrapped up with a live auction during a banquet dinner.

“None of this would be possible without the support of our broker/owners Nick Vinicombe and Craig Blanchard, our incredible team of volunteers and our generous supporters,” says lead organizer Karen Newman.

■ ■ ■

Engel & Völkers Muskoka Collingwood advisors Meredith Cudney and Andrea Mendes took part in the Everest Challenge in October in support of Collingwood General Marine Hospital Foundation. Participants form teams challenging themselves to climb Blue Mountain 40 times for a total of 29,092 ft. – equivalent to the height of Mount Everest.

Cudney and Mendes’ team of 17 people completed the fun challenge and raised more than $5,700 for the hospital. REM Mir Khan

From left, Chelsea Hall, Jonny Vernon, Candace Stretch, Marlene Goley, Lindsay Block-Glass and Reece Jacob at Golf 4 Shelter in Victoria Dominique Milne Team members from Engel & Völkers Vancouver cooked for 150 people at Ronald McDonald house.

From left: Stewart Halliday, CGHSF Foundation director; Laura Artibello, tournament committee member, Gerry McNalty CGHSF director; Karen Cox, broker/owner of Sea & Ski Realty; Darlene Lamberti CGHSF Foundation co-ordinator; Michelle Harris, director of community and economic development; Russ Severnuk, sales rep/partner at Sea & Ski Realty; and Paul McQueen, mayor of the Municipality of Grey Highlands.

Lyne Burton

Royal LePage Atlantic Homestead Chip for Charity Golf Tournament is possible because of the support of volunteers. Pictured are Gillian Hickman and Chad Andersen-Agostino.

Lakhvir Randhawa

42 REM DECEMBER 2019

THE PUBLISHER’S PAGE

By William Molls

L

MARKETPLACE

ast year, the City of Toronto opened a respite centre for people who are homeless in my neighbourhood.

This news came in tandem with the destruction of a “tent city” under the nearby Gardiner Expressway – a space that is being reclaimed as the trendy Bentway for the young, urban and affluent newcomers to Toronto’s western waterfront, where I live.

The effect of the respite centre on my neighbourhood, and the reaction of my neighbours to it, was as predictable as it was disheartening. Garages are being broken into, used needles are being found in the local playground and – not unfairly – my neighbours are fed up.

I take some solace, though, in knowing that many of them recognize these problems go beyond their immediate impact on our community. What we’re dealing with are only the symptoms of a much more serious, city-wide issue.

The City of Toronto has opened several of these respite centres. In some cases, they are temporary, prefabricated structures made of polyurethane fabric – like military barracks or refugee camps.

Essentially, the city forced these people to abandon their own tents for a much larger and more expensive one that it controls.

As climate change makes Ontario winters more extreme and

How to deal with a housing emergency? turbulent, those who have no other place to take shelter in our city face the possibility of frostbite, or worse. Some of them are sick, some are elderly. Getting to the warmth of these centres can be a challenge.

As these people who live on the street walk through the cold, on their way to the loud, crowded and intimidating shelter in my neighbourhood, they walk by the recently constructed high-rise condominiums of CityPlace and the Fort York neighbourhood. The cruel irony is that many of those condominiums are likely vacant or rented out as short-term lodging via AirBnB. Toronto has a housing emergency. For someone who would otherwise need to stay at a respite centre in Toronto, the waitlist for city-run affordable housing is over three years. Three years of living on the street, in the cold.

How is this possible? How is it possible for something like this to happen in a city with over 66,000 vacant homes?

What’s most frustrating about this issue is that we know what the solution is: more affordable housing.

Unfortunately, that’s not the same thing as building more luxury condominiums, which I think we’ve proven we’re very good at doing. Those suffering from housing insecurity don’t need expensive condominiums, they need a better solution. That solution is housing co-operatives.

In my neighbourhood, Bathurst Quay – adjacent to the much more affluent CityPlace and Fort York neighbourhoods – you will find

some the last examples of housing co-operatives built in the City of Toronto over the past 30 years.

Housing co-operatives are non-profit housing owned not privately or by any level of government, but collectively by the members that reside within them.

Every member gets a vote at annual meetings and elects a board of directors who administrate the building. Members only need to pay enough for the maintenance of the building and, obviously, have an incentive to keep their own rent as low as possible, rather than generating the biggest profit possible. As such, rent prices in a housing co-operative are usually dramatically lower

than they would be in any other rental unit in the city.

Unfortunately for those looking for affordable housing in Toronto, finding a co-operative with an open waitlist (which itself might take years) is rare, if not impossible. This is because, in part, hardly any housing co-operatives have been built over the last three decades.

And in case you think this problem is limited to Toronto, I suggest you read through REM’s archives. This time last year, we reported on the fact that nationwide vacancy rates are at their lowest level in a decade, and rent prices are going up in cities like Ottawa and Vancouver too, not

just Toronto.

Over 100,000 people were on the City of Toronto’s centralized waitlist for subsidized housing at the beginning of 2019.

Meanwhile, just looking out my window at Bathurst and Lake Shore Boulevard, I can see several high-rise developments under construction, just steps away from the respite centre for people who are homeless.

It just doesn’t make sense. In a place of such abundance and wealth, why should there be anyone who must choose between living in an ad hoc, temporary shelter or out on the street and in the cold.

Christmas is coming up. You’ll probably see a few nativity scenes in the coming weeks. There’s an important lesson there. “No room at the AirBnB in my condominium”, or something like that.

William Molls is the president and REM CEO of REM.

50 years in Ottawa real estate

S

uzanne Robinson, broker/ owner at Century 21 Action Power Team in Ottawa, recently celebrated her 50th year in real estate and her 42nd year with Century 21.

Robinson became a licensed Realtor in 1969 and purchased the Century 21 Action Power Team franchise in 1978.

Born and raised in the Ottawa area, Robinson has sold about 1,000 homes during her career.

She has won more that 40 sales awards.

“When people say work shouldn’t feel like work if you love what you do, it is evident that selling real estate is not work for Suzanne, it is her passion,” says

ILS.REALESTATE

500 BROKERS NETWORKING EXCLUSIVE OPPORTUNITIES WITH THE PUBLIC

416-214-4875 / 1-877-272-1721

Robyn Steel, Robinson’s personal assistant. “Suzanne makes every client feel at home.”

Suzanne Robinson with some of her sales awards.

Pasquale Ricciuti, owner and everyone knows Suzanne! She has sales rep at the brokerage says, built a business that every Realtor “When I first met Suzanne, she would be fortunate enough to was my Realtor. Little did I know copy, but seldom can. Her passion that she would later become my for her clients is what sets her apart wife and business partner. It was from the day-to-day salesperson.

Suzanne’s passion for real estate She takes an interest in everyone that inspired me to get my license. she comes in contact with and Four years after getting licensed we treats them like family. Fifty years joined Century 21 and we have in and still winning awards and in never looked back.” high demand, while most have Stephen George, a sales rep at retired and stepped down, she is the brokerage says, “When it still one of the top agents in the comes to Century 21 in Ottawa, city year after year.” REM

Afraid of technology?

Tired of technology?

Do what thousands of successful agents have done and join...

The Agent Inner Circle

n

le

In

Learn Proven Real Estate Success Secrets From Our Community Of Top Agents… For FREE…

E G N

T

The secret to success is good old fashioned processes, keeping in touch with your sphere of influence, keeping your skills sharp and learning from others.

A

The secret to success isn’t jumping on the latest fad or finding a magic button to push.

er

c r Ci

www.AgentInnerCircle.com/REM Are you a new agent to the business? Try our proven 3-Steps Ultimate Real Estate Success System

www.3-steps.com/REM and jump-start your career!

“The 3 Strategies In this Special Report Turned My Real Estate Practice Into A Commission-Generating Machine...”

Give Your Business a Boost Make the change to CREA WEBForms® 2019 by December 31 The Canadian Real Estate Association (CREA) has partnered with market leader Lone Wolf Technologies to provide REALTORS® with a reliable and modern transaction management system.

This CREA member benefit provides more than just forms. It is a fully integrated system that includes unlimited storage and the ability to share kits, templates and clauses with team members without leaving the platform. You and your colleagues no longer have to rely on workarounds like saving documents outside of WEBForms® or sharing clauses and forms through email.

Learn more: visit WEBForms.ca REALTORS® who are using the legacy WEBForms® will need to switch before January 2, 2020 as it will no longer be available after that date.

For more information, please contact our Member Support Team at 1-888-237-7945.

Never miss a lead with the REALTOR.ca Listing Stats app The REALTOR.ca Listing Stats app helps you monitor your listings and leads effortlessly from anywhere, anytime. The app enables you to: • track listing performance from REALTOR.ca and REALTOR.ca DDF®; • text or email listing reports to your clients; and • respond instantly to lead notifications.

Ready to get started? Type in REALTOR.ca Listing Stats on the Apple Store or Google Play and download for FREE.

Get in touch 1-888-237-7945 | support@crea.ca REALTOR®. Member of The Canadian Real Estate Association and more.

FIRE IN OUR HEARTS. ICE IN OUR VEINS. Our WHL partnership puts the RE/MAX brand in the hearts and minds of millions – another RE/MAX exclusive!

7,500 WHL TICKET VOUCHERS AVAILABLE FOR RE/MAX AGENTS’ USE.

$460,000+ RAISED FOR THE KIDNEY FOUNDATION OF CANADA OVER THE LAST TWO SEASONS!

on dark background

black and white

141c

Process Black

123c

Cool Grey 4c

White

Pantone Black c

Vegas Gold 4525 c

Green 356 c

PA new

Buyers and sellers think of RE/MAX first. When you join RE/MAX, you’re receiving the benefit of billions of dollars of advertising that have made RE/MAX the real estate leader it is today. Talk to a local RE/MAX broker owner.

Each office is independently owned and operated. This advertisement is not intended as an offer to sell, or the solicitation of an offer to buy, a franchise. It is for informational purposes only. If you own a franchise affiliated with another organization, this advertisement is not intended to offer a RE/MAX franchise or to solicit a change in your affiliation. Source: MMR Strategy Group study of unaided awareness among buyers, sellers, and those planning to buy or sell; asked, when they think of real estate brands, which ones come to mind? (first mention recorded).

JOINREMAX.CA