REM - February 2011

Issue #260

February 2011

Elton Ash

The head of Re/Max of Western Canada dishes on the Competition Bureau and more Page 8

Dealing with Port Hope’s evacuation scare Page 3

Property Brothers – The latest real estate TV stars Page 12

Nightmare neighbours make sales challenging Page 40

REM FEBRUARY 2011 3

The Port Hope evacuation scare A nuclear activist on a book tour gained national media attention when she told residents of Port Hope, Ontario to evacuate the town. Realtors were left to deal with the fallout. By Brian Slemming

P

ort Hope has a proud history.

The small Ontario town of 16,000 sits on the north shore of Lake Ontario, 100 km east of Toronto. The town has an abundance of finely built heritage residences that appeal to the many retired people who have chosen to make the town their home.

As every Realtor knows, selling heritage homes is not without some complications. Additions and improvements have to meet strict heritage guidelines, but the local industry has, through practice, been successful in working through these regulations. So it can never be said that Realtors working in the western end of Northumberland County are unable to rise to a challenge.

They faced a big one when Dr. Helen Caldicott came to town recently. The controversial anti-nuclear advocate advised the residents of Port Hope to evacuate the town and sue the federal government for costs and for damages. Whether Caldicott truly believed that a community of 16,000 would be so alarmed at the thought they were at such a risk of nuclear contamination that they would all up and leave is beyond knowing. What is clear is that the media, national and local, pounced on the story.

Activist warns Port Hope that radioactive waste will leak into water and air ‘for the rest of time’ was the headline in the Toronto Star. The accompanying article spelled out the dire situation described by the activist, who was in Port Hope at the beginning of a book tour. Caldicott claimed that “Port Hope’s air, drinking water, fish, beach and soil poses a health risk.”

The impact on the local businesses was immediate and

the real estate sector took an early hit. “We felt immediate fallout,” says Marianne Wilson of Re/Max Lakeshore Realty. “We were working with a client who was considering buying a property in Port Hope in the $500,000 price range. We had an offer on the property and then, following the news, the buyer just walked away, saying they didn’t want to touch it.”

The radiation issue grew out of the activities of Eldorado Nuclear, which set up shop

Sharon Martin

in the town over 50 years ago refining radium and uranium.

The company, now operating under the name Cameco, strongly disputes Caldicott’s statement, pointing out that the Canadian Nuclear Safety Commission is overseeing a clean-up of the area. The commission carries out regular testing and maintains that cancer rates in Port Hope are the same as any other community.

Atomic Energy Canada is conducting a 10-year clean-up program that will see over one million cubic metres of waste dug up from a variety of locations around the town and buried in a closed and sealed pit.

David Turck, a Port Hope councillor, is also an agent with Royal LePage Pro Alliance Realty. “It is not the first time we have had dealings with Dr. Caldicott,” he says. “Last year she

got national press coverage when she was in the area. The situation (low-level radioactive waste) is being responsibly handled.

There have been numerous studies done on the town and the Canadian Nuclear Association has supported the town’s cleanup program.”

While Turck has not suffered any missed listings himself, he says “Office colleagues have been less fortunate. One member of our office has been working with a local developer. Following Caldicott’s visit the developer put the project on hold until this blows over.”

Brad Hockin, broker of record of Ken Hockin Real Estate, says, “We have had one deal fall apart because of the scare. A woman bought a house in Port Hope, but just couldn’t bring herself to close the deal. Strangely, her husband had no problem – he has worked in the nuclear industry – but his wife decided not to move.”

Derek Friedrich of Royal LePage points out that Atomic Energy Canada (AECL) says, “Port Hope is probably the safest town in Canada because of the high number of studies that have been carried out through the years.”

The problem confronting all those engaged in operating a business in Port Hope is uncertainty. Wilson relates a story about a visitor to the town who would not go to Tim Hortons for coffee because she “was afraid their coffee, brewed with local water, wasn’t safe.”

Doubt has become an integral part of the town’s recent history.

Hockin says, “I’m not a scientist.

I just sell homes but there does seem to be conflicting data as to what the dangers are.”

Friedrich has a simple solution.

“It would be very good if the

matter could be addressed once and for all. Can’t a definite answer be found?” The question may be rhetorical, but the answer is no.

A definitive answer may have to wait generations – or according to Caldicott, there may never be a definitive solution.

The past-president of the Northumberland Hills Association of Realtors, Sharon Martin of Royal LePage Pro Alliance, says the association quickly issued a statement to local media and members. The statement highlighted the fact that Port Hope is the only community in Canada that requires that all listings include a radiological test and status letter. The letter issued

by AECL contains results of tests for Radon Gas Analysis, Interior Gamma Radiation Scan, Exterior Gamma Radiation Survey and Construction Monitoring Program. The tests are specific to the property concerned and carry the date of test and the result. This program was the result of association discussions with AECL. Martin sold a Port Hope house during the period of the firestorm. “I got the offer in prior to Caldicott coming to town. It was conditional, but the buyer firmed it up,” she says.

Martin, who was born and raised in Port Hope, says, “I have heard from Realtors that things are difficult. It’s sad that this cloud hangs over Port Hope but it means Realtors have to sit down with their clients and explain the facts. Explain that the facts show nothing is wrong, but then someone like Caldicott gets huge media attention and it scares people.”

This is not the first time, nor is it likely to be the last, that Port Hope faces the claim that it is unsafe, but the reality is that

16,000 people make it their home.

Children go to school, families go shopping and people go to work.

Despite the urging from Dr. Caldicott to evacuate the town, there has been no rush of refugees leaving the city. For the real estate industry, as with other businesses, this will make the job a little harder in the short term, but it too will pass. Until, that is, the next time an activist comes to town. REM Statement from the northumberland hillS aSSociation of realtorS: The Northumberland Hills Association of Realtors are certainly not experts on health and environmental issues...ours is housing. We rely on and trust those authorities who have thoroughly looked at the issues and confirmed that all standards have been met.

All properties that are bought and sold in the Town of Port Hope require a radiological test and status letter. People are made fully aware of all of the facts and test results prior to purchasing. The Port Hope Area Initiative Office has always been available and willing to answer any questions that the public may have. The facts are readily available to anyone who wishes to review the information.

Obviously bad media attention will have a negative impact on the town in the short term. Our MLS statistics show that although housing sales are down slightly in Port Hope from 156 units listed in 2009 to 138 units listed in 2010, the actual average sale price has increased from $206,970 in 2009 to $225,681 in 2010.

Port Hope is a safe community.

I personally was born and raised in Port Hope, and have absolutely no hesitation in recommending this town to people as a safe and beautiful environment to call home.

Sharon Martin Past-president

4 REM FEBRUARY 2011

Multiple Listings

By Jim Adair

Do you have news to share with Canada’s real estate community?

Let REM know about it! Email: jim@remonline.com

T

he Charlwood Pacific Group, which owns Century 21 Canada and Centum Financial Group, has launched a new property management franchise in Canada – Real Canadian Property Management (RCPM).

RCPM started out 23 years ago as a single property management office in Layton, Utah, and has grown to more than 200 locations throughout the U.S. It currently manages over 20,000 properties and is one of the fastest growing property management franchise systems in North America, the company says.

Don Lawby, Century 21’s president, will also serve as president of RCPM. “Unlike other property management companies, the Real Canadian Property Management Franchise Model ensures continuous improvement, a national scope, consistent service and the security of knowing that your life investment or your home is in professional hands,” says Lawby. He says the company “has the right property management support engine to help anyone who is ready to take on a proven model to succeed and achieve the satisfaction of being a thriving entrepreneur and business owner. We are actively seeking highly qualified business people to join our system as owners and operators.”

■ ■ ■

Lorraine Brien

Well-established in Toronto and York Region, Re/Max AllStars has joined forces with the former Re/Max Scugog, which will now operate under the Re/Max All-Stars banner at its existing locations in Uxbridge and Port Perry. The move sees the franchise increase from four to six office

locations, with more than 200 Realtors serving Toronto, Markham, Stouffville, Ballantrae, Uxbridge, Port Perry and the surrounding areas.

“We chose to join forces with another successful Re/Max franchise for two reasons,” says Daniel Sarafian, co-broker/owner, Re/Max All-Stars Realty. “Most importantly, we share a similar philosophy and commitment to excellence that will benefit consumers.

Secondly, the existing framework would allow us to be fully operational, effective and productive from day one.”

“This was a natural progression for Re/Max All-Stars, given the demand from existing clientele to cross-service the two regions,” says Leo Barrasso, co-broker/owner.

“Building activity abounds throughout Durham’s communities, and its potential for the future is tremendous.”

The former broker/owner of Re/Max Scugog, Guy Latreille, will remain with brokerage as a sales associate. Janet Keen will oversee operations in Port Perry and Uxbridge.

■ ■ ■

Since opening its doors late in 1910, Century 21 Advantage has been providing expert real estate services to the residents of Central Alberta. Founded by local businessman W.J. Botterill, the com-

Sharon Shortt

Mike Comeau

Joanne Goneau

Shanan Spencer-Brown

pany was originally named Botterill McKee. It joined Century 21 in 1976, changed its name to Century 21 Advantage approximately 20 years ago and is currently co-owned by Patrick Galesloot and Janice Resch.

Galesloot says, “I love the people I get to work with, meet and socialize with in Red Deer. They’re always kind, generous and open to sharing.” Looking to the future, Galesloot is expecting technology to play a bigger part in real estate transactions. He says he is confident that the experiences and personalized touches of real estate agents will continue to be the cornerstone of the real estate industry.

Galesloot says that with all the changes in real estate in recent years, buying and selling a home is still done across the kitchen table.

■ ■ ■

Exit Realty Group has opened for business in Belleville, Ont. It’s owned by Sharon Shortt, who is the president-elect of the Quinte and District Real Estate Board.

“My office has already grown from me alone to nine agents in just a matter of a few weeks,” she says. “I have big plans ahead of me and this is just the beginning.”

The office is located on one of the busiest highways in the area, in one of the newest commercial malls and boasts over 2,800 square feet.

“Her license rights with Exit allow her to expand her business throughout the Quinte market, and her intention is to build a network of the largest, most productively successful real estate companies in her area,” says Ed Martens, Exit’s senior vice-president of franchise sales - Canada. Consistently one of the top-producing agents in

Known as Century 21 Botterill McKee in 1976, the brokerage is now Century 21 Advantage. It is celebrating its 100th anniversary.

her real estate board, Shortt has worked full-time in the industry for 24 years.

■ ■ ■

Broker Allan Fok recently opened Century 21 Times Square Realty in Richmond Hill, Ont. The brokerage deals with residential real estate in Richmond Hill, Markham, North York and Scarborough, as well as commercial and investment properties in the Greater Toronto Area.

■ ■ ■

Shanan Spencer-Brown is the new executive director of the Royal LePage Shelter Foundation.

For more than 10 years, she has held senior program development and fundraising positions in community organizations that provide prevention, education and treatment focused on children’s mental health, family violence and child development. Her most recent position was with the Kinark Foundation, where she served as executive director responsible for fund development strategy and implementation.

■ ■ ■

Century 21 Global Real Estate has opened a satellite office in Campbellton, N.B., offering area homebuyers and sellers an increased level of service and convenience. Headquartered in Dieppe, the brokerage is owned by Mike Comeau. It has been serving local homebuyers and sellers since 2007.

■ ■ ■

Re/Max of Western Canada has signed a three-year sponsorship deal with the Western Hockey League that makes it the Official Realtor partner of the WHL. The deal includes “grassroots programming with all 17 Canadian WHL markets along with brand integration across various WHL broadcast and online properties,” the company says. It will also run The Re/Max Home Team Contest, giving fans the chance to win a $10,000 home improvement package.

“Hockey is truly a part of Canadian culture across all communities in Western Canada,” says Elton Ash, regional executive vice-president for Re/Max of Western Canada. “This is where Re/Max associates live and work and it is because of that that we are Continued on page 6

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6 REM FEBRUARY 2011

A

n appeal by Fraser Beach, who unsuccessfully took legal action against the Toronto Real Estate Board (TREB) after it suspended his access to the MLS database in 2007, has been dismissed by the Court of Appeal for Ontario.

TREB shut down Beach’s MLS access in May 2007, after learning that the broker had downloaded a large number of listings from the board’s MLS database on to his website and was making them available to the public – in effect giving consumers the same ability as a member of TREB to search portions of the MLS database.

When TREB refused to restore Beach’s MLS access he took it to court, claiming he was being discriminated against as a discount brokerage.

TREB said that Beach and his corporate partner BNV Real Estate Inc. (a subsidiary of Bell Canada) had breached provisions of TREB’s Authorized User Agreement (AUA), which limited the use its members could make of data obtained from its MLS database to the member’s “exclusive and internal use”.

Justice David Brown of the Superior Court of Justice sided with TREB. In the appeal, Beach’s lawyers argued that the trial judge erred by determining that Beach breached agreements with TREB; that TREB was not obliged to provide notice of default and later to restore Beach’s access to the MLS data; and that the BNV website was a “deriva-

Cover photo: DARREN HULL (darrenhull.com)

tive work” as outlined in section 7 of the AUA. In a decision released Dec. 21, appeal court judge S.E. Lang wrote that, “The trial judge’s conclusion is clear that, in making the database available to the public for direct search, ‘BNV breached section 2 of the AUA because it did not confine its access and use of the services and MLS database to its exclusive and internal use. It accessed and

“This interpretation, in my view, is unassailable.”

used the services and MLS database for external use by members of the public.’ This interpretation, in my view, is unassailable.”

The judge also found that “in light of my conclusion regarding the plan breach of section 2 of the AUA, it is unnecessary to consider the alternative argument regarding whether the BNV website constituted a ‘derivative work’”.

The Court of Appeal said

TREB was within its rights to deny MLS access to Beach on the basis of MLS Policy 508, which says the board can “terminate or suspend a member’s user name and password code in the event of any unauthorized or improper use of the MLS Online system.”

It awarded $23,500 in court costs to TREB. Prior to May 2007, TREB had never cut off the access of a member for alleged misuse of the MLS database or breach of any of the MLS rules or agreements relating to the database.

One of Beach’s lawyers is Lawrence Dale, the founder of controversial discount brokerage Realtysellers. During the recent dispute between CREA and the Competition Bureau over MLS access, Dale applied unsuccessfully for intervenor status in support of the bureau’s allegations that CREA’s MLS access rules were anti-competitive. The commissioner of competition included some of Dale’s information in her filings with the tribunal. That dispute was settled out of court in October, when CREA’s membership ratified a Consent Agreement between the association and the commissioner. Dale has since publicly commented that he expects to see further action against organized real estate pursued by the commissioner.

Dale has also filed another lawsuit against TREB and several real estate companies and individuals – this action is still outstanding. REM

Publisher HEINO MOLLS email: heino@remonline.com

Editor JIM ADAIR email: jim@remonline.com

General Manager JOHN COOPER email: john@remonline.com

Senior Editor KATHY BEVAN email: kathy@remonline.com

Director, Sales & Marketing DENNIS ROCK email: dennis@remonline.com Brand Design SANDRA GOODER

Art Director LIZ MACKIN Graphic Design SHAWN KELLY

Continued from page 4

excited about the partnership with the WHL allowing us to connect with families and communities that share the same values we do.”

■ ■ ■

Exit Realty Corp. International recently announced that it has paid out $200 million in single level residuals to its associates across North America and has pledged over $2 million to Habitat for Humanity.

Exit was founded in Canada in 1996 and expanded to the U.S. in 1999. Exit associates earn residual income equivalent to 10 per cent of the gross commission of agents referred into the Exit system anywhere in North America. When an associate retires, this 10 per cent residual continues at the rate of seven per cent. These retirement residuals are further enhanced by continuing to sponsor agents into the system. The residuals continue after death to the associate’s beneficiary at five per cent.

“Although there are Exit agents earning substantial annual residual earnings, if you asked most agents if just another $5,000 to $10,000 a year would help to make a difference they would probably say yes,” says Joyce Paron, president – Canada. “Brokers and agents working together, with a vested interest, to build the office is a special component of the Exit system that fosters goodwill and camaraderie.”

■ ■ ■

In Montreal, Century 21 La Bonne Adresse recently opened a satellite office at 1111 St-UrbainLocal M04. The additional office will increase service in Montreal and its surrounding areas, including the communities of Longueuil, Brossard and Boucherville. The brokerage is owned by Lorraine Brien and has been serving local homebuyers and sellers since 2009.

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

Phone: 416.425.3504 www.remonline.com REM complies fully with the Canadian Real Estate Association's Rules for Trademarks (CREA Rule 16.5.3.1) REALTOR® and REALTORS® are trademarks controlled in Canada by The Canadian Real Estate Association (CREA) and identify licensed real estate practitioners who are members of CREA. MLS® and Multiple Listing Service® are trademarks owned by CREA and identify the services rendered by members of CREA. REM is published 12 times a year. It is an independently owned and operated company and is not affiliated with any real estate association, board or company. REM is distributed across Canada by leading real estate boards and by direct delivery in selected areas. Subscriptions are $40.95 per year (including $1.95 GST), payable by personal cheque. Entire contents copyright 2011 REM. All rights reserved. Reproduction in whole or in part without written permission from the publisher is prohibited. The opinions expressed in REM are not necessarily those of the publisher.

ISSN 1201-1223

■ ■ ■

Re/Max Absolute Realty recently opened in Ottawa.

Located in Bells Corners, the office and its team of professionals is led by broker/owner Joanne Goneau, an award-winning industry veteran with 25 years of real estate experience.

“The foundation of our franchise is quality,” says Goneau.

“We’ve implemented it in every aspect of our business…Our goal is to be top tier in all that we do. I have always felt that the consumer deserves more than what’s standard.”

With strategic recruitment efforts, with training, development and mentoring programs exclusive to the brokerage, Goneau has capacity for over 30 sales associates. She plans to gradually expand the sales force, extending the company’s reach in a growing market.

■ ■ ■

Exit Realty Town & Country in Greenwood, N.S. recently hosted an annual educational and motivational seminar, focusing on marketing technology, lending trends and “creating your own reality.” Owner and broker Val Connell says, “The entire office really looks forward to the annual Exit Day. It’s a chance to regroup and stay on top of technology in real estate, and a fantastic source of experience and inspiration.”

Dave Watt of Exit Realty Advantage, a top producing sales rep from Fredericton, was a guest speaker, along with 25-year veteran Debby Richardson of CIBC. Trainers Erica and Bill Nasby joined via Skype from Vancouver and discussed the importance of vision, deliberate intent and “positive self talk.” A session called Your Digital Marketing Strategy, authored by Jeff Lobb of New Jersey, delivered hands-on, usable solutions for creating an Internet presence, social networking and satisfying the consumer. REM

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Beach loses appeal in TREB MLS access case

Multiple Listings

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8 REM FEBRUARY 2011

In conversation with

Elton Ash, Re/Max of Western Canada

Elton Ash: When you look at what the Toronto Real Estate Board’s policies are compared to the Greater Vancouver Real Estate Board’s policies in the postings of listings, Vancouver in essence has allowed mere postings for years.

I was called by a Vancouver Sun reporter a day or two after the announcement of an accord being reached, and the reporter asked, “How is this going to change the industry?” I told him that in Vancouver it wouldn’t change it whatsoever. And he asked me what I meant and I explained that there had been fee for service brokerages in Vancouver for a number of years and mere postings have been allowed. They weren’t called that, but no-commission listings have been allowed in Vancouver.

There would be no change to the way business would be done. And he said, “You’ve got to be kidding me – then what’s this all about?”

Competition Bureau is – they don’t understand where the lines are drawn within our business.

They don’t understand how the regulators operate within each province and what that relationship is with the provincial association and the brokerages.

The Competition Bureau doesn’t really understand that the provincial regulators trump whatever the Competition Bureau comes out with. It’s fine for the Competition Bureau to say what they want to say, but in the end it’s the provincial legislation that dictates how agency relationships and common law are to be dealt with in the courts and the judicial system. So there’s a bit of a disconnect with how the Competition Bureau views that.

I know the question was raised

by CREA with the Competition Bureau as to brokerage policy. From the communication I received last week, the Competition Bureau said it wasn’t on their radar. So what does that mean? It means the Competition Bureau doesn’t understand where provincial regulation and the real estate acts really determine how a brokerage operates under common law.

Listings are taken in the name of the brokerage, not in the name of the individual. Thrown into that mix is the independent contractor’s relationship with the brokerage and the taxation issues that are a result of that. You’ve got regulatory issues, you’ve got taxation issues and you’ve got what the Competition Bureau feels are the daily practice issues. And they’re not always related – they’re quite divergent from each other. So there’s a disconnect there and I think that’s where we get frustrated as an industry, looking at this and shaking our heads and asking, “Where does this all leave us?”

REM: There is also confusion about jurisdictions – how does the Competition Bureau’s push for national rules fit in with provincial regulators and real estate acts?

Ash: That’s where the great misunderstanding by the

REM: And have you determined just where this does leave you?

Ash: There is confusion and that’s why there’s fear within the general membership and among individual licensees themselves –

F

REM: Industry discussion about the impact of the recent agreement reached between CREA and the Competition Bureau appears to have been more focused on central Canada than out west – why?

from those who have been involved for one year up to those with 30 years of experience such as myself. There’s not a black and white response to these issues.

Eventually, through practice and through court proceedings, a lot of these questions will get answered, but that will create other questions. There will always be gray areas, as new business models come out.

REM: Is one of those gray areas how a local broker can advertise a property that is located in another province on MLS? Ash: In order to place a listing on a real estate board, you have to have membership in that board.

This is where regulation and common law agency representation all comes in. I know real estate boards are looking at the forms that are used and wanting to make it very clear that when a consumer is requesting that their home-for-sale be posted on a real estate board site, that there’s a true understanding by the seller as to what their representation actually is and what they’re agreeing to.

This makes more paperwork, but the consumer has to understand what their agency relationship is and what that affords them, for overall protection and responsibilities and consultation and what that individual Realtor can provide. Again, it goes back to the disconnect the Competition Bureau has in understanding all of this.

REM: In Re/Max’s efforts to communicate with consumers, all three Re/Max regions in Canada appear to be trying to speak more with one voice, rather than three, on certain topics. What is the strategy behind this?

Ash: About four years ago the three regions made the conscious decision to try to come out with four to five – at that time, now six to seven – national-related press initiatives to discuss a segment of the real estate market. This can be luxury homes or recreational prop-

Photo: darrenhull.com

or more than a decade, Re/Max of Western Canada has been led by Elton Ash. A 30-year industry veteran, Ash began his Re/Max career as a sales associate in Saskatoon and then as a franchisee in Penticton. Ash now leads a network of 246 offices across western Canada from his regional headquarters in Kelowna, B.C. Recently, Ash spoke with REM senior editor Kathy Bevan about the view from the west of the agreement reached by CREA and the Competition Bureau and its impact on the industry. An edited version of their conversation follows below.

erties or first-time homebuyers or market updates – it’s a national snapshot of that particular topic.

I think it’s much more beneficial for all involved from a Re/Max perspective, because what is a great strength is also a great weakness.

By having three separate regions in Canada, the strength has been that we have three regional offices that know their regions intimately and work with the brokers/owners and franchisees in each of those regions with a strong fundamental sound local knowledge.

The weakness of that is our image and brand can get fractured from a national perspective. So the three of us got together and it does present a much stronger national brand.

REM: Does this mean that all three regional leaders agree with a public stance taken by any one of you? For example, Michael Polzler’s comments criticizing parttimers in the industry and, more recently, Realtor.ca – do these comments represent your views?

Ash: I think it’s important that issues get raised. I may not person-

ally ever agree with an issue that Michael may bring up, or one that other industry leaders such as Phil Soper or Don Lawby may bring up – it depends.

But discussion of that issue will result in a better understanding and communication among the industry players, whether they are franchisees or organized real estate boards or provincial or national associations.

Discussion is always good. And Canadians are famous for that – we’re famous for having open discussion. Everyone may not like a particular position – my goal with anything is to understand that position. I may not like it, but as long as I understand where that individual or group is coming from, okay.

REM: Where is the direction coming from within Re/Max of Western Canada to meet consumer needs and demands – is it coming from your salespeople and your broker/owners agents, or is the expectation that you as a franchisor will provide that direction?

Continued on page 10

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Industrial, Commercial & Investment W ith the vacancy rate in the Greater Toronto Area falling to a tight 2.1 per cent and competition increasing daily for available units, Re/Max Commercial Advisors has launched an Apartment Advisors group. The team will focus on sales, marketing and advisory services for multi-residential unit owners, buyers and investors. In a climate where these properties are highly coveted and few new rental apartments are being built, the team will specialize in the sale of apartment buildings that seldom reach the public marketplace.

“Current demand and market conditions called for experts who could capably service this growing niche,” says Neil Warshafsky, broker of record for Re/Max Commercial Advisors. “With the new team in place, investors will have greater access to unique properties real estate opportunities, and market intelligence that will provide them with a distinct edge when buying or selling.”

Leading the Apartment Advisors group is James Roy, who brings 17 years of experience, honed at DTZ Barnicke Limited and Colliers

In Conversation with...

Continued from page 8

Ash: The most successful way is from the grassroots – that’s the way we’ve always operated. It’s the feet on the ground, the people who are dealing with the consumer daily who really direct us as to what’s required. And that’s always been the way for the Re/Max organization – we’re not top driven, we’re bottom driven. We get pushed by our franchisees, by our brokers/owners, and by the sales associates about where we need to be and what we need to be doing.

As a franchisor, we’re expected to be leading some of these ideas

International, where he held senior positions including vicepresident and head of the apartment division (Ontario).

Clive Levitt, with 25 years of architectural practice, will concentrate on identifying opportunities to add value to properties and exploit the development potential for Apartment Advisors clients, the company says. Rounding out the team is Manjit Virk, Nevin Singh and Craig Irvine, responsible for new business development and access to multi-residential opportunities.

■ ■ ■

Udo Stoeckl has joined Avison Young as European investment manager. He will be based in the company’s downtown Toronto office. Most recently a member of the North American acquisitions team of a major German fund, Stoeckl will be responsible for advising European clients seeking investment opportunities in North American real estate markets.

Stoeckl began his career in 2001 as a trainee at Commerzbank, Germany’s second largest financial institution.

REM

and suggestion. But really, we’re not in the daily business of selling real estate – we’re in the daily business of selling franchises. So then it comes down to communications.

This goes back to what I said earlier about having open discussion. We need to always keep an open mind, with a respect and understanding both ways as to what we can do as a franchisor, given budgets and ability.

What I hear from our membership is that they really respect the openness and our desire to try to take some of their ideas and run with them and be a leader at the REM same time.

12 REM FEBRUARY 2011

Realtor celebs help agents drum up business

Property Brothers teaches people how to turn a fixer upper into the home they want, and shows what can be achieved when working with a professional Realtor and licensed trades. By Connie Adair

A

hairy naked tenant on a bed. Ten cats, likely lazy because the kitchen counter is covered in mouse droppings.

A damp musty basement. The stuff of dream homes? Hardly.

Unless you talk to Drew Scott and his twin brother, Jonathan, who wear glasses rosy enough to see past the horrors of such extreme fixer-uppers to the transformations that will turn them into dream homes.

On their new television series, Property Brothers, Drew, a Realtor, puts his real estate smarts to work to help couples find a run-down home ripe for renovation. Jonathan, a licensed contractor, offers up ideas to transform the house into exactly what they want, all without breaking the budget.

The show combines what the brothers love: real estate and television. “Property Brothers is the perfect mix,” says Drew. He and Jonathan are no strangers to the film and television industry, acting and hosting television shows and in 2002, along with their brother JD, founding the Dividian Production Group.

Dividian produces short films and has a number of projects in development.

As for their other love, real estate, despite being only 32-years-old, the Scott brothers have 15 years of real estate experience under their belts. In 1996, right after they finished high school, they moved from B.C. to Calgary, where they bought their first investment property.

They were inspired by a latenight television ad and ordered a book so they could learn how to make millions in real estate.

They say most of that material wasn’t useful, but there were a few tidbits they put to use.

They bought their first house,

chosen for its location near the university, with only $250 down.

“Our agent said it couldn’t be done,” Drew says. “We did it. We bought a $220,000 house and lived for a year rent-free (they rented rooms to university students to cover their mortgage costs) and made $40,000 or $50,000 when we sold a year later.”

From 1996 to 2003 they invested in residential properties using local Realtors, he says.

“After continually being told

by Realtors that it’s impossible to do certain investments, and then proving them wrong, we decided to license and do it ourselves.”

Drew was licensed in early 2004, and Jonathan soon after.

They formed Scott Real Estate in 2004. Jonathan is broker at the boutique brokerage, which has its main office in Calgary. The brokerage deals in residential and commercial sales and construction projects.

“I am a licensed agent with Keller Williams Elite in B.C. and Jonathan is a licensed agent in Vegas,” says Drew.”We have an investment company (Scott Real Estate Inc.) in Vancouver, Calgary and Vegas. However the show focuses on me as the Realtor and Jonathan as the contractor.”

Because the twins look so much alike, Jonathan has a new look for the show. “I’m bringing the plaid look back, and the Fabio hair,” he says.

Working with local agents and researchers, Drew and Jonathan tour fixer uppers together.

Having Jonathan, who is also a master builder of luxury homes, offer on-the-spot ideas and opinions of what renovations are realistic is invaluable, Drew says.

On the show, a couple is

first shown their dream home, then abruptly brought down to reality when they find out that the home is out of their price range. As agents everywhere can relate, buyers often have unreal expectations.

The brothers then guide the couple to fixer-uppers with potential. Jonathan comes up with design plans for two homes, working within the couple’s budget (some budgets are $50,000, others are $200,000).

Using computer graphics, he shows buyers what the homes will look like after the renovation.

With smaller budgets, homeowners pitch in and help where they can in order to save money. In the first episode, the homeowners helped demolish a wall and install kitchen flooring.

Episode one came in only $2,000 over budget. “I’ve been a contractor for years. What I quote, I try to stay within,” Jonathan says.

Once the couple chooses a home and buys it, renovation work begins. “There’s a lot of pressure. The buyers use their own money to buy and renovate the home,” says Jonathan.

This season’s 13 episodes are being filmed in and around Toronto. In later seasons, plans are to film on the West Coast, as well as in the U.S. However, location doesn’t matter, the brothers say. The show teaches people how to turn a fixer-upper into the home they want, and shows what can be achieved when working with a professional Realtor and licensed trades.

“The show offers education, comedy and drama – all the essentials of a hit show,” Drew says.

Property Brothers is one more way to help people with real

Property Brothers Jonathan (left) and Drew Scott.

estate, and reaching viewers around the world, it is one powerful marketing program.

“We have had great response to hosting gigs, seminars and trade shows even before this series, but now that we’ll be reaching international markets, we expect a strong increase in our company’s activity. However since our company isn’t in many of the cities we are seen in, we strongly advise viewers and potential clients to work with Realtors from those market areas,” says Drew.

Filming keeps the brothers busy four to five days a week, some being 12-hour days. The worst experience? “There have been so many, Drew says. “The naked guy was definitely funny.

Another house was marketed as renovated, but when we went through, it looked like it hadn’t been touched since the ’60s. There was wallpaper everywhere – walls, ceilings, on doors. They even wallpapered around the bathtub where you should have tiles or a

waterproof membrane. This lead to massive water damage in the kitchen below. As nasty as that home looked, it would make for a beautiful transformation.”

The brothers live in Vegas and work on the series in Toronto, relying on a solid support network of Realtors and trade professionals to ensure their clients in Vancouver and Calgary are covered, Drew says.

And if real estate, television and film isn’t enough to fill their days, Jonathan is an awardwinning illusionist and Drew is a second-degree black belt in karate.

Jonathan has produced a behind-the-scenes look at the show at (www.wnetwork.com/ propertybrothers). “It has a lot of information and interesting happenings,” he says. However, it doesn’t include the naked tenant.

Property Brothers is on the W Network Tuesdays at 10 pm. REM

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16 REM FEBRUARY 2011

THE GUEST COLUMN

By Ron Stuart

T

he Guest Column (REM November 2010) did our industry a service by raising the subject of agent remuneration, but the assertion that salecontingent commission is the best compensation method for ever and all time perhaps deserves some scrutiny.

Public response to online media articles around the recent Consent Agreement between CREA and the Competition Bureau overwhelmingly cast real estate agents in a negative light, suggesting, among other things, that we are overpaid, under-qualified, self-serving and lazy. Little

Another view of commission was said to suggest that we add much value to real estate transactions. A common thread connecting many of the negative comments was commission. Public opinion surveys repeatedly rank us embarrassingly low on the integrity scale. Our traditional compensation model only perpetuates this industry’s self-centric image in a day when consumers are demanding fairness and transparency.

Because compensation is a driver of agent behaviour and inextricably tied to agency and common law fiduciary responsibilities, it may be time to look deeply into agent compensation in general.

One can only offer an overview of some of the issues here, an indepth analysis being beyond the scope of a guest column.

Residential real estate brokerage in North America is structurally flawed, causing both consumers and real estate practitioners to suffer. The principal flaw, from which most others flow, is a disconnection between the duties and the compensation model of real estate

practitioners. Driven by the momentum of a century-old sales culture, of which sale-contingent commission is the backbone, we missed an important turn in the road when most North American jurisdictions adopted buyer agency in the early to mid-’90s. It was time to stop selling and get serious about representing!

The common law has long held that real estate practitioners are fiduciaries, obligated as agents to place their clients’ interests above all others including their own. By tradition and momentum, however, agents work in a predominantly sales-oriented culture and are compensated as salespeople through sale-contingent commission. This incompatibility between duties and compensation method has farreaching effects on both consumer and real estate practitioner. The economic necessity of earning income creates the potential of conflict with the legal and ethical duties of being an agent. All too often, the advice that best serves the principal’s interests is different

Ontario Real Estate Agents

from the advice that would secure the real estate practitioner’s commission.

Confusion exists in provincial/state legislation governing real estate brokerage, through the regulatory agencies that enforce those laws, and in the boards and associations through which real estate practitioners manage their professional affairs. The popularly interchangeable terms of “real estate agent” and “real estate salesperson” exemplify the confusion. Can we really be both?

Sale-contingent commission is replete with incentives and motivators that too often run counter to the interests of the consumers we serve. Human nature being what it is, how can one who has a financial interest in the deal possibly be objective and place the client’s interests above all others, including their own?

Most of a commission real estate agent’s work falls into one of three categories: overpaid, underpaid or not paid at all. Agents rightly cite their risk and expense

as justification for commission being so expensive. A single “big kill” commission compensates the agent for free CMAs, expired listings, various favours and freebies and buyers who didn’t. It all levels out for the agent, but that’s cold comfort for the consumer who paid $25,000 to have their property sell in three days. The reality is that consumers whose homes actually sell are unwittingly subsidizing a variety of unpaid services for people they don’t even know.

Other potentially conflicting elements abound.

Buyers are told that their agent’s services are free of charge, when, in fact, the buyer’s agent’s commission is usually an undisclosed component of the purchase price being paid by the buyer.

Agents are still enjoined by brokers and colleagues to “remember who you’re working for” when the subject of compensation is being discussed.

The typical commission split Continued on page 18

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18 REM FEBRUARY 2011

Topping the market in just two years Dave Elfassy says persistence was the key to his fast rise to success

By Susan Doran

I

t was those brutal early years of dating that crystallized the concept ‘failure is not an option’ for up-and-coming Toronto sales rep Dave Elfassy.

“Being 5 7” and balding, I experienced rejection at an early age (when) dating,” he says with a laugh. “A lot of people can’t handle rejection.” But he quickly came to realize that dating – and much else in life, including sales – is “a numbers game.”

If you make enough approaches to enough different people, eventually it will pay off.

Now married with two children, 34-year-old Elfassy’s never-say-die philosophy has helped him become a top contender on Toronto’s real estate scene, after just over two years in the business.

Asked how he managed to get off to a running start (he’s in the top one per cent of Ontario real estate salespeople, and is projecting 60-70 transactions for this year) he cracks himself up by answering, “It’s a fluke!”

I think not.

The truth is that he gives “110 per cent,” he says. “I went into real estate with everything I have. You can’t do real estate part-time. It’s a commitment. A lot of people coming out of real estate college are not coming in guns blazing – they have a fallback job,” he says. “Persistence is the key, especially in the first year. It’s a cliché but true – you are guaranteed to be successful in this business if you stick with it.”

As for his future plans, they include starting a team.

A graduate of Toronto’s York University with a Bachelor of Science in kinesiology, before entering real estate Elfassy worked in the health and fitness industry for close to a decade. He began as a personal trainer and rose up the ranks to general manager of a large health club.

When he decided he’d rather be in business for himself and chose the real estate industry, he discovered that his previous career had given him a leg over the competition, in that selling memberships had taught him a lot about promotion and selfmarketing.

He interviewed with four different real estate brokerages, and wound up hiring on with Right at Home Realty – at the time, “one of the lesser players,” he says. Today, with 1,600 agents in three offices in the GTA, it’s the fastest growing brokerage in Toronto.

“I had five pages of questions and (Right at Home) was able to answer every one,” says Elfassy.

The company offers low per transaction and monthly fees (currently $275 per transaction and a monthly fee of $79 for basic main office support).

“The savings can go into investing in my business, and that made sense,” Elfassy says.

He speaks highly of Right at Home founders Arthur Bartram and Howard Drukarsh. “My first deal was done in my first week of being licensed. I didn’t have a clue what I was doing,” Elfassy says. “I called Arthur, who spent four hours talking to me on a Friday night…I thought that was a testament to the company and the person.”

As for Howard Drukarsh, “he’s given me tons of advice about branding myself,” says Elfassy. Drukarsh and the young hotshot agent appeared on a local television show about market conditions. Drukarsh also talked Elfassy into auditioning for an HGTV show called Agent versus Agent where two top sales reps compete to find one couple a home. Elfassy was chosen for the show, and he says the exposure has been “awesome” for his career (although he didn’t end up winning the commission).

“Arthur and Howard were

the nucleus of the cell. The building block of who I am, who shaped me on another level, is real estate coach/trainer Chris Leader,” says Elfassy. “His last name is synonymous for who he is… He speaks with passion and purpose. His business examples hit home for me.”

Elfassy’s tips for new and struggling Realtors: 1) “Hire a coach,” and go to training and motivational seminars.

2) Leave no rock unturned.

“Do open houses for other agents. Cold call. Call FSBOs and expired listings…One thing a lot of agents don’t do but should is work with renters.”

3) “Invest in a good website and customer relationship management program. There are companies that produce such programs, whose purpose is to enhance customer relations through the computer…Over 80 per cent of buyers shop for homes online. Top agents do a lot of online marketing. The basis of my business is this and referrals. I invest heavily in search engine optimization.”

Computer social networking (Facebook, Twitter, LinkedIn, YouTube) should be part of the picture as well, he says.

4) Don’t waste time with time wasters. “I wish I could take back all the time I invested with people who weren’t qualified to buy,” says Elfassy.

5) Join a networking group.

6) Be persistent and have fun.

A big believer in the benefits of “surrounding yourself with positive, passionate people,” Elfassy decorates his office walls with photos of top sales reps lofting awards, as well as a picture of a huge house he’d like to own.

“It keeps me focused,” he says. “If you live it, breathe it, eat it, surround yourself with the things you want, it’s difficult to fail.” REM

Dave Elfassy

Another view Continued from page 16

arrangement is a disincentive for the buyer’s agent to show properties that are not listed or do not offer a sufficient co-brokerage payment. What a decision – either limit the buyer’s choices or run the risk of not being paid.

Recent scandals around the likes of Bernie Madoff, Enron, Conrad Black and Wall Street have given consumers a big appetite for transparency in business transactions. Some of the emerging business models place the real estate practitioner more in the role of consultant than salesperson, thus enabling a better alignment of professional

duties and fiduciary responsibilities. Such business models might be timely and go a long way toward increasing our credibility and improving our integrity ranking. One source of ideas for such business models is The Real Estate Consulting Institute at www.realestateconsultinginstitute.com.

Ron Stuart is an Accredited Consultant in Real Estate (ACRE) and a Realtor practising in Halifax.

He is a recent past-president of NSAR and currently a commissioner of the Nova Scotia Real Estate Commission. Email rstuart@ harboursiderealty.com; website www.halifaxrealestatechoices.com.

REM

20 REM FEBRUARY 2011

T

he Annual Meeting of The Oakville, Milton and District Real Estate Board was held recently, featuring the introduction and instalment of the 2011 OMDREB Board of Directors, and recognition of members who have reached their 25th year in real estate. Out-going president Jeff Mahannah announced that The President’s Charity of Choice program, in support of Habitat for Humanity Halton, had originally pledged $10,000, but through various fundraising efforts and a black tie gala held in November, OMDREB members raised over $65,000 for Habitat.

The AGM also featured over 30 exhibitors who displayed real estate related services for the benefit of those attending, as well as entertainment by the St. Matthews School Choir, door prizes and an opportunity for attendees to have their picture taken with Santa and Mrs. Claus.

Attendees also filled the bottom of the huge Christmas tree in the lobby with unwrapped toys and food, with proceeds going to the Salvation Army, Milton.

■ ■ ■

Moe Lessan has been elected 2011 president of the Western Canada Chapter of the Certified Commercial Investment Member (CCIM) Institute. The chapter’s 2011 slate of officers also includes Ellen Hsu (vice-president), David Ho (treasurer) and Vicky Chou (secretary). Andrew Chan is pastpresident.

The chapter is one of a network of 59 created to improve benefits to CCIM members and increase their involvement in institute affairs. The Western Canada Chapter encompasses British Columbia, Alberta, Saskatchewan and Manitoba. The CCIM Institute offers an extensive curriculum, programs and publications to enhance the professional development of those engaged in commercial investment real estate.

The institute confers the Certified Commercial Investment Member (CCIM) designation, and has over 15,000 members worldwide.

■ ■ ■

Lane Boghean of Century 21 Conexus Realty is the new president of the Association of Regina Realtors (ARR) for 2011. He succeeds past-president Ian Johnston.

Boghean and the new ARR board will oversee planning for the association’s 100th year anniversary in 2012. Boghean grew up on the family farm south of Avonlea, in the Kayville district, and has lived in a number of Saskatchewan communities, making Regina and area his home since 1997. He became a Realtor in 1998, and was elected to the Board of Directors of the ARR in 2008. He has served in the association’s education, public relations and finance portfolios.

“Our industry has played a critical role in the growth and development of the city over the past 100 years,” says Boghean. “The city’s recent growth has been due in part to our industry and this organization. I know we’ll continue to play an important role in the development of Regina, and I look forward to another great year in 2011.”

Others serving on the Board of Directors are: president-elect Mike Duggleby; Johnston; and directors Stacy Svendsen, Jason Rumpel, Carmen Howells, Basil Pappas, Phil Robertson and Tim Chicilo.

David Mayer will again serve as Regina regional director on the Association of Saskatchewan Realtors.

■ ■ ■

The London and St. Thomas Association of Realtors (LSTAR) celebrated Christmas with donations to its principal beneficiaries: • $1,000 to Mission Services of London – since 1992, the association has raised $241,942 for Mission Services; • $1,000 to Violence Against Women Services Elgin County,

the women’s shelter in St. Thomas.

To date, LSTAR has raised $26,009 for the shelter; and • $1,000 to the Women’s Community House, to date, LSTAR has so far raised $26,578 for WHC. At its annual Christmas Gala, LSTAR raised $13,479 for its fourth principle beneficiary, the Unity Project.

In mid-December, 87 members from many different real estate offices braved record cold and heavy snowfall to man Salvation Army Christmas kettles throughout the community. Realtor Paula Hodgson, who organized the effort, says, “Given the large number of people involved, I anticipated numerous cancellations. Throw in a major snowstorm, and I was bracing myself for a day of problems.

None materialized.”

■ ■ ■

The Bowmanville Hospital Foundation was recently presented with an $8,000 grant from the Durham Region Association of Realtors on behalf of the Ontario Real Estate Association’s Realtors Care Foundation. The grant was a supplement to the $10,430 that was raised by Durham members during their 2009 Christmas Charity Auction and presented to the Bowmanville Hospital Foundation in February. The additional funds will be used towards the redevelopment of a new Critical Care Unit (CCU) for Lakeridge Health Bowmanville – a six-bed CCU and nine telemetry beds.

■ ■ ■

Since being granted charitable status three years ago, the Manitoba Real Estate Association Shelter Foundation has raised $158,856 for shelter related causes throughout the province. In the last year, $84,682 was raised as the foundation has gathered momentum.

“This year our assistance went to organizations committed to housing for immigrants, for aid in providing household improvements for those in assisted living, after-care for women living with addictions and to Habitat for Humanity for a build specifically beyond the Winnipeg perimeter,” says MREA Shelter Foundation chairperson Roberta Weiss.

The foundation donated $45,000 in 2010 to four charitable

organizations that devote themselves to the care and safety of Manitobans – Esther House, The Manitoba Interfaith and Immigration Council, Habitat for Humanity Winnipeg and New Directions for Children, Youth, Adults and Families.

The MREA partnered with the Manitoba Historical Society to sponsor Memorable Manitobans: The Homes to commemorate the homes of noteworthy Manitobans of the past.

When MREA was approached

by Habitat for Humanity, Tom Fulton, MREA past-president, presented $50,000 to Sandy Hopkins, CEO of Habitat for Humanity Winnipeg. Funding for this new grant came from the interest earned on the broker trust

accounts. In 2011, Habitat for Humanity Winnipeg plans to build 20 homes in Manitoba. The donation from MREA will supply furnaces, ductwork and installation for each of these energy-efficient homes.

The Shelter Foundation Builders Program kick-started its new effort to gain 100 founding members at donations of $1,000 per person and is already almost 50 per cent of the way to its goal.

Through organized events such as the MREA President’s Charity Golf Classic, the Realtors Care Fishing Derby, the WinnipegRealtors Gimme Shelter Event and individual donations, the foundation raised more money in 2010 than it has in any other year since it began. REM

The 2011 OMDREB Board of Directors was installed by sales rep Gary Zalepa Jr. (left).

They are, from left, 2010 OMDREB president Jeff Mahannah, Chris Abbott, Alun Evans, Heather Tilley, 2011 OMDREB president Jack McCrudden, Tom Au-Yeung, Aziz Kanjee, Glen Thomas and president-elect Michele Gaboury. Not present for the photo was Michael Stothers.

At the OMDREB Gala, from left: governor Lynn Martin, Gala chair Alex Irish, OMDREB president Jeff Mahannah, Habitat for Humanity executive director Anne Swarbrick and Habitat for Humanity chair Ed McMahon.

From left: Cail Maclean, EO of DRAR, David Kemp, foundation board member and Dierdre Mullen, DRAR president.

Lane Boghean

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Awarded at EXIT Realty’s 12th Annual International Convention in Dallas, TX in 2010!

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Largest Grossing Office (Single)

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MAGGIE TESSIER Franchisee EXIT Realty Matrix, Ottawa, ON TOP GROSS SALES IN NORTH AMERICA

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Left to right, Tami Bonnell, President U.S., Steve Morris, Founder & C.E.O. and Joyce Paron, President, Canada

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WAYNE COCHRANE Franchisee EXIT Realty Metro Bedford, NS SUPERIOR BROKERAGE EXPERTISE DESIGNATION

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24 REM FEBRUARY 2011

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By Robert Wilson

O

n a summer weekend in 1977, my friend Tony and I made plans to go waterskiing. When he picked me up there were two people in the car that I did not know. He introduced his new girlfriend Sue, and her brother Bubba.

Bubba was the quintessential redneck. Within minutes of getting on the boat, he stuffed a wad of chewing tobacco the size of a baseball in his cheek, then chugged several beers. In less than an hour we were dealing with an irritable drunk. He belched loudly, spit constantly, complained incessantly and couldn’t string two words together without inserting a profanity. In short, Bubba made our visit to the lake completely unpleasant. Eventually he passed out in the back of the boat and we enjoyed the rest of the day.

My opinion of Bubba’s character, talent and intelligence could not have been lower. I looked upon him as a total loser. A dimwit who would never amount to anything.

At the end of the day, Tony drove Sue and Bubba home first.

When we arrived at their home, Bubba was awake and somewhat sober. Sue asked Tony to come inside and see the new dress she’d bought. Then she turned to Bubba and said, “Why don’t you show Robert your chickens?”

We walked around to the back of the house and Bubba pointed toward a miniature barn. It was the cutest little building I’d ever seen.

Rounded roof, little windows, bright colours and lots of lacy gingerbread all around.

“Where’d you get this?” I asked.

“I built it,” replied Bubba.

“From a kit?” I asked. “No, I built it after my grandfather’s barn.”

Rip off the cover For the first time that day, I was impressed by Bubba. When we went inside, the first thing I saw was a display case full of blue ribbons. Dozens of them. These were first-place awards from around the country that Bubba had won for his chickens. Then he started showing me his chickens and telling me about them. Suddenly the cussing and complaining Bubba became eloquent.

As we walked around the barn he showed me more than 50 of the most beautiful and exotic looking birds I’d ever seen. Unusual looking birds that I would never have known were chickens. These were not birds for eating or laying eggs – these were prize show chickens.

He explained to me that chickens originated in the jungles of Asia. He told me how he bred and raised them, and what he did to make their plumage bright, colourful and plentiful. I was amazed by the extent of his knowledge and I listened eagerly to everything he said. He spoke with an enthusiasm and energy that I could not have imagined earlier. The difference was that I had entered his real world, the world he loved and was excited about. Here was his hobby, but he was so motivated by it that it brought out the very best in him.

I learned a big lesson that day.

I’d always heard my teachers say, “Don’t judge a book by its cover,” but until then I had not witnessed the truth of that proverb. I decided then and there that I would never judge another person completely by my first impression – that if time and opportunity allowed, I would look further, deeper.

When you discover someone’s passion, you have discovered what motivates them. That is the key to communicating with them in the most productive way possible.

Robert Evans Wilson, Jr. is a motivational speaker and humorist.

He works with companies that want to be more competitive and with people who want to think like innovators. www.jumpstartyourmeeting.com.

REM

CANADIANS INVADE AMERICA Flying on the Back of a Soaring Loonie Canucks Are Making a Fortune Buying U.S. Real Estate at 70% Off!

by Steve Martel, Leading Canadian U.S. Foreclosure expert “Steve, are you nuts?!” said a friend when I revealed my secret identity as a U.S. real estate investor. “Do you know the risks involved in buying U.S. real estate?”

Most Canadians wrongly believe that it’s too difficult and risky to buy U.S. real estate. Most think that even if they did own U.S. foreclosures they wouldn’t be able to profit from them. This article will blow these myths out of the water like two Canadian geese heading south for the winter...

Don’t Listen to the News The U.S. market has not crashed. It’s economically impossible for an entire nation to experience a real estate crash.

Real estate cycles are unique to each neighbourhood. If you learn how to identify the signs of an emerging market you can buy foreclosed properties at a 50% discount of today’s market value and consistently resell them for a minimum of $30,000 profit like I do 5-10 times monthly.

But much like the 1989-1992 real estate crash where smart investors made millions… this opportunity won’t last much longer.

5 Reasons to Invest South of the Border 1. Loonies’ Up and the Greenback’s Down: As I write this, one Canadian dollar will get you 99 cents American. Our money’s increased 69% in value since 2002. Spend it while it’s up.

2. 50% to 70% Off: Right now U.S. banks are selling tens of thousands of foreclosed property per day. You can buy a $66,000 home and sell it for $220,000 like I do!

3. Only in the U.S.: Only in the States can you

buy repossessed homes at a discount. (Our Canadian courts prevent banks from selling foreclosures at a discount.)

4. Funding Opportunities: Investors have never been so lost with no clue where to invest their hard earned wealth. Many, MANY Canadians are waiting for guidance on how to fund your U.S. deals.

5. Pro-Investor: The U.S. favors the investor.

Canada regulations serve the consumer.

Practices which are perfectly acceptable in the U.S. become borderline illegal in Canada.

Why Most Canadians Wrongly Believe They Can’t Invest in U.S. Real Estate After making $936,417 in my first twelve months alone, buying, selling and renting U.S. properties on a less than part time basis (documented), I can confidently address your concerns about investing in U.S. real estate: No Money or Credit: Most banks are reluctant to mortgage a Canadian’s winter escape, even more for investment properties. Don’t waste your time with mortgages, private investors will happily finance your U.S. real estate investments.

They are eager to invest in something more profitable than a GIC. Never Leave Home: This may sound crazy but I’ve never seen any of the U.S. properties I’ve bought. Using a specific system I rely on satellite images, key websites and local professionals. I’ve never had to leave Ottawa.

No Extra Taxes: I discovered an IRS loophole that avoids me having to pay huge taxes to Uncle Sam. With these savings I was able to invest an extra $468,208 into 50 apartment units which bring in $18,000 every single month in my pocket instead of going to the Canadian Government had I bought Canadian property.

1. YOU CAN buy perfectly good homes for 50% to 70% off.

2. YOU CAN buy foreclosures with NONE of your money.

3. YOU CAN buy foreclosures while holding a full time job.

My main goal here is to teach my system to other people who will then be willing to partner with me. There is simply too much opportunity and too little time for one lone Canuck.

Market Downturns Always Produce Millionaires Turn off the TV for a few hours each week. Stop watching horrible news reports. And focus a few hours a week on this rare opportunity amidst the economic crisis.

I’ve made $936,417 in my first year. I now own enough rental properties to provide me with plenty of cash to never have to work again while still enjoying a lavish lifestyle.

It all started when I ordered my FREE DVD Find out about the ONE reason you will NEVER buy Canadian investment properties again in my FREE, Instant downloadable guide on “The Complete Steps to Buying U.S. Real Estate as a Canadian” and a FREE DVD of me buying U.S. Real Estate live under 5 minutes. Stop what you’re doing and logon NOW to:

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26 REM FEBRUARY 2011

STOP SELLING HOUSES & START MAKING MONEY

By Debbie Hanlon long with the techniques and real estate systems I developed, the other skill that helped me become No. 1 in Canada was the ability to negotiate. Negotiating on behalf of a client, after all, is the most important skill we bring to the table in a real estate transaction.

Anyone with minimal training can fill out forms, although the error-filled paperwork we sometimes receive from other agents can make us wonder if that’s true. Anyone can stick a sign on the lawn and whether or

A

Negotiating Ps and Qs not it’s perfectly straight won’t impact the price. Anyone with basic software can do an ad for the house and send it off to the paper. And pretty much anyone can walk people through a house and point out the great things it offers.

Negotiating is where we earn our money. That is the skill our clients are paying us for, so that should be our greatest strength.

Now, read any book on negotiating (and I highly recommend you read all you can find) or talk to anyone with experience in that field and the first thing that comes across is the importance of always negotiating from a position of power. It’s the old “never let them see you sweat” mantra transferred to a real estate transaction. Always negotiate from a position of power. It’s one of those statements that sounds bullet proof, but what exactly does it mean, and more importantly, how do you get to that position of power to start with?

To answer that, all we have to do is flip the old adage, “knowledge is power” to “power is knowledge and the more knowledge you have the more powerful your position will be.” It really is that simple.

Whenever I listed a house I immediately did research on it and the area it was in. Before I talked to anyone I found out what the market trends were in that particular area, if anything was looming on the horizon that would impact the house’s value and any other details I could dig up. This is all a part of my postlisting system so I wasn’t reinventing the wheel every time.

If you take the short time to do your research, you will uncover what I like to call negotiating nuggets. What’s the population movement in the area? Are older people moving in or younger families? Is there any development, commercial or otherwise, planned near there? Find out anything and everything you can and

you will enter into negotiations well armed and ready to counter any argument that might arise.

You’ll also impress your client and put them in the position of getting the most money for their property. If you do that, you’ve done your job as a real estate agent.

After power, the second P of successful negotiating is “pause”.

What that means is simply this: when you begin negotiating, just sit back and pause.

Let the other person talk. The more they talk the more information you get and the more information you have, the more of a power position you establish. So ask questions and say very little in the first round of negotiations and you’ll come back even stronger in the second round.

Another P of successful negotiating is “professional”. Always remember that you are a professional and conduct yourself accordingly. That’s sometimes not as easy as it sounds because

obviously there are personalities involved. You’ll often be dealing with people from the industry that you know and some agents will take things way too personally. You do not want to be one of them. Negotiating is not a battle of wills between two people; it’s the conducting of a business transaction between two parties.

There’s much, much more to power negotiating, but the remainder is another story for another day. For now keep these three simple and effective techniques in mind and you’ll do just fine in negotiations as long as you watch your Ps and Qs. Debbie Hanlon is the president and founder of Hanlon Realty. She is a three-time top 50 CEO winner and was named one of the top 100 female entrepreneurs in Canada.

She is currently an elected city official in St. John’s, Nfld. and is available for motivational and training seminars. Email debbie@hanlonrealtynl.com. REM

2010 Royal Chairman’ s Club 2008 RoyalLePage LePageNational National Chairman’s Club

1. Loretta Phinney* Mississauga, ON (877) 822-6900

2. Daryl King* Royal LePage Your Community Realty° Richmond Hill, ON (905) 731-2000

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19. Simon Giannini Royal LePage Signature Realty° Toronto, ON (888) 954-4100

20. Barbara Beers* Royal LePage Burloak Real Estate Services° Burlington, ON (800) 290-0163

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23. Christine Lefrançois Royal LePage Dynastie Mont Royal, QC (514) 735-2281

24. JoAnne Gludish Toronto, ON (888) 336-1871

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26. Peter Racco* Royal LePage Burloak Real Estate Services° Burlington, ON (800) 290-0163

27. Theodore Babiak* Toronto, ON (866) 335-1900

28. Minoo Ashtari Royal LePage Northshore West Vancouver, BC (604) 926-6011

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31. Jacques Doucet Royal LePage Vallées de l’Outaouais Gatineau, QC (819) 561-0223

32. Karen Paul* Royal LePage Burloak Real Estate Services° Burlington, ON (800) 290-0163

33. David Weir Royal LePage ProAlliance Realty° Trenton, ON (800) 263-2177

34. Robert Marland Royal LePage Performance Realty° Ottawa, ON (877) 757-7386

35. Serge Gabriel* Royal LePage Groupe Newton Montreal, QC (514) 481-0241

36. Marilyn Redvers* Royal LePage Your Community Realty° Aurora, ON (905) 727-3154

37. Jean-François Bérubé Royal LePage Evolution Sherbrooke, QC (888) 820-8363

38. Tracey Bosch Royal LePage Wolstencroft Realty Langley, BC (877) 611-5241

39. Carl Langschmidt Royal LePage Your Community Realty° Toronto, ON (416) 637-8000

40. Garry Parkes Royal LePage Dynamic Real Real Estate Winnipeg, MB (877) 800-5066

41. Alain Gravel Royal LePage Inter-Québec Ste-Foy, QC (418) 653-0488

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44. Suzanne Grisé* Royal LePage Privilege Saint-Bruno, QC (450) 441-1576

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46. Mark Faris Royal LePage First Contact Realty° Barrie, ON (877) 728-4067

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48. Doreen Kirkwood* Royal LePage Champlain Brossard, QC (450) 672-6450

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52. Philip LeMay Royal LePage Vallées de l’Outaouais Gatineau, QC (819) 561-0223

53. Sylvia Smith Royal LePage Solutions Calgary, AB (403) 251-2900

54. Susan Lore Royal LePage True North Realty Fort McMurray, AB (780) 715-1382

55. Christine Hauschild Royal LePage Team Realty° Kanata, ON (888) 757-7155

56. Chris Pennycook Royal LePage Dynamic Real Estate Winnipeg, MB (877) 800-5066

57. Cheryl Bejcar Royal LePage Coast Capital Realty Victoria, BC (800) 263-4753

58. Joan M. Smith* Royal LePage Team Realty° Kanata, ON (888) 757-7155

59. Leo L. Ronse Royal LePage Wolstencroft Realty Langley, BC (877) 611-5241

60. Roger LeBlanc Royal LePage Atlantic Moncton, NB (888) 444-7572

61. Peter Polson Toronto, ON (888) 336-1871

62. Nicolas Tetrault Royal LePage du Quartier Montreal, QC (514) 353-8770

63. Brian Elder Toronto, ON (800) 622-9536

64. Mary Lou McCormick Royal LePage Foothills Calgary, AB (888) 384-4557

65. James Wright* Royal LePage Team Realty° Manotick, ON (800) 490-8130

66. Raymond Tsim* Royal LePage Champlain Brossard, QC (450) 672-6450

67. Jamie Edwards Royal LePage In The Comox Valley Courtenay, BC (800) 638-4226

68. Amy Flowers Royal LePage Meadowtowne Realty° Milton, ON (800) 514-3316

69. Horst Richter Etobicoke, ON (416) 252-4368

70. Susan Taylor Mississauga, ON (888) 828-0422

71. André Dussault Royal LePage Inter-Québec Ste-Foy, QC (418) 653-0488

72. Glen MacAngus* Royal LePage Top Producers Real Estate Winnipeg, MB (866) 989-6900

73. Gizella Davis Royal LePage Foothills Calgary, AB (888) 384-4557

73. Blair Mackey Oakville, ON (888) 645-4267

74. John Hripko* Royal LePage Foothills Real Estate Services Calgary, AB (888) 741-5741

75. Margorie Grime* Royal LePage RCR Realty° Orangeville, ON (905) 450-3355

76. Christine Simpson* Toronto, ON (888) 336-1871

77. Paul Richardson* Royal LePage ProAlliance Realty° Belleville, ON (866) 418-8884

78. Brigitte I. Burdman Royal LePage Heritage Montreal, QC (514) 934-1818

79. Robin St. Jean Royal LePage State Realty° Ancaster, ON (877) 648-4451

80. Jeanette Schmidt Royal LePage Scharf Realty° Waterloo, ON (866) 748-2737

81. Paul McCunn Royal LePage Performance Realty° Ottawa, ON (877) 837-8885

82. Morley Forsyth* Toronto, ON (800) 622-9536

83. Kevin Lapp Royal LePage Network Realty Corp.

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84. Michael Scrannage Royal LePage ProAlliance Realty° Kingston, ON (800) 247-6311

85. Tod Niblock Royal LePage Top Producers Real Estate Winnipeg, MB (866) 989-6900

86. Laurent (Larry) Patry Royal LePage Saguenay-Lac-St-Jean Jonquiere, QC (418) 547-2111

87. Mary T. Cardamone Oakville, ON (888) 645-4267

88. Bob Maskell Royal LePage ArTeam Realty Edmonton, AB (888) 366-5656

89. Dario Mattei* Royal LePage West Realty Group° Toronto, ON (866) 753-7243

90. Leslie Battle Toronto, ON (888) 336-1871

91. Julio Florez Royal LePage True North Realty Fort McMurray, AB (780) 743-1137

92. Marcel Bergeron Royal LePage Inter-Québec Québec, QC (418) 653-0488

93. Lorraine Goulard Royal LePage Performance Realty° Orleans, ON (888) 830-8757

94. Frank DeLuca Toronto, ON (416) 487-4311

95. Lorraine Jordan Royal LePage In Touch Realty Midland, ON (888) 480-2224

96. Svetlana Chkarboul Royal LePage Your Community Realty° Richmond Hill, ON (905) 731-2000

97. Bernice Bartlett* Royal LePage Team Realty° Kanata, ON (888) 757-7155

98. Lynne Dicaire Royal LePage Performance Realty° Orleans, ON (888) 830-8757

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100. Rick Sharma Royal LePage State Realty° Stoney Creek, ON (877) 574-7441

101. Anne Chilton Royal LePage First Contact Realty° Barrie, ON (877) 728-4067

102. Roman Grocholsky Royal LePage Niagara R.E. Centre° Welland, ON (866) 999-9497

103. Joseph Brazeau Royal LePage Meadowtowne Realty° Milton, ON (800) 514-3316

104. Paula Mitchell* Royal LePage Credit Valley Real Estate° Brampton, ON (800) 631-5216

105. Rob Kelly Royal LePage Meadowtowne Realty° Mississauga, ON (866) 821-3200

106. Ken Morris Royal LePage Integrity Cochrane, AB (888) 384-4557

107. Nutan Brown Royal LePage West Realty Group° Toronto, ON (800) 515-9783

111. Susan Forrest Royal LePage Parksville-Qualicum Beach Parksville, BC (800) 224-5838

112. Chris Zaharko Royal LePage Foothills Calgary, AB (888) 384-4557

113. Liam Swords Royal LePage Team Realty° Manotick, ON (800) 490-8130

114. Norm Cholak* Royal LePage Noralta Real Estate Edmonton, AB (780) 431-5600

115. Rocco Manfredi Royal LePage Gale Real Estate° Ottawa, ON (613) 723-5300

116. Pierre Nadeau Royal LePage ProAlliance Realty° Kingston, ON (800) 862-4443

117. Jeff Greenberg Royal LePage Team Realty° Ottawa, ON (800) 307-1545

118. Lorraine O’Quinn Royal LePage ProAlliance Realty° Trenton, ON (800) 263-2177

119. Sean McCann Royal LePage Team Realty° Ottawa, ON (800) 307-1545

120. Todd Guergis Royal LePage First Contact Realty° Barrie, ON (877) 728-4067

121. Brett Smiley Mississauga, ON (888) 828-0422

122. Jacqueline Feeley Mississauga, ON (877) 822-6900

123. Wahid Girgis Mississauga, ON (905) 275-9400

124. Yoki Nichol* Royal LePage Ram Realty Calgary, AB (403) 258-0450

125. Michael Willmott Royal LePage Kelowna Kelowna, BC (800) 421-3214

126. Mary Ann Keary* Royal LePage ProAlliance Realty° Brockville, ON (866) 345-3664

127. Isaac Phillips* Royal LePage State Realty° Hamilton, ON (877) 574-4601

128. Nancy O’Dea Royal LePage Performance Realty° Ottawa, ON (877) 757-7386

129. Debi Alleway Royal LePage Signature Realty° Toronto, ON (888) 954-4100

129. Art Divers Royal LePage Your Community Realty° Unionville, ON (905) 940-4180

130. Dionis Padron Royal LePage Meadowtowne Realty° Mississauga, ON (866) 821-3200

131. Adele Longo Royal LePage Your Community Realty° Richmond Hill, ON (905) 731-2000

134. Danielle Johnson Royal LePage Atlantic Moncton, NB (888) 444-7572

135. Doug Peterson Royal LePage ProAlliance Realty° Belleville, ON (866) 418-8884

136. Keith Sam Berenhaut Royal LePage Dynamic Real Estate Winnipeg, MB (877) 800-5066

137. Shaheen Zareh Royal LePage Regina Realty Regina, SK (877) 359-1900

138. Joseph Buggie Royal LePage Ram Realty Calgary, AB (403) 258-0450

139. Mike Robinson Royal LePage Team Realty° Kanata, ON (888) 757-7155

140. Jillian Jarvis Royal LePage Gale Real Estate° Manotick, ON (800) 387-2526

141. Michel Beauchamp Royal LePage Plus Saint-Jérôme, QC (450) 438-4646

142. Clayton Oldford Royal LePage Gale Real Estate° Winchester, ON (613) 774-4253

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108 Deborah Newton Royal LePage Groupe Newton Montreal, QC (514) 481-0241

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We recognize

110. Peter Pobojewski

Royal LePage this Kingsbury group Realty° Mississauga, ON of 153 tremendously successful (866) 754-2121 individuals who, through their achievements, have reached the Congratulations to the top 1% of members our national of network our 2010 Chairman’s Club, of 14,000National realtors.

Selected professionals who have based on annual reached top the residential top 1% of ourcommissions, national network sales133. forPaulgross theyof 132. Ben Gauer Delaney* ‘closed and collected’ Royal LePage Royal LePage Your REALTORS®. Achievement Coronation Park Community Realty° have mastered the core values of isRoyal LePage which Surrey, BC Toronto, ON earned based on gross (888) 649-4299 (416) 213-5736 include helping consumers in every step of their search ‘closed and collected’ commissions.

These professionals have mastered the core values for the perfect home – as ‘helping’ is what Royalof Royal LePage, and are ambassadors of the LePagers do! This of realHelping estate Royalgroup LePage brand— you isexperts what we do, continually striving in pursuit continually surpass all expectations andof achieving deliver excellence in customer service and sales. excellence in customer service and sales. We sincerely congratulate eachWith oneour and wish congratulations them all continued sincere and best Heather Waddell* Frances Wedlake* wishes foryear. the coming year, Royal LePage Foothills Oakville, success forONthe upcoming Calgary, AB (888) 384-4557

(888) 645-4267

Phil Soper PhilExecutive Soper President & Chief

President & Chief Executive Royal Royal LePage LePage Real Real Estate Estate Sevices Sevices Ltd., Ltd., Brokerage, Brokerage, unless unless otherwise otherwise noted. noted. *Denotes *Denotes Lifetime Lifetime National National Chairman’s Chairman’s Club Club Members.

Members. °Brokerage °Brokerage

2010 Royal Chairman’ s Club 2008 RoyalLePage LePageNational National Chairman’s Club

1. Loretta Phinney* Mississauga, ON (877) 822-6900

2. Daryl King* Royal LePage Your Community Realty° Richmond Hill, ON (905) 731-2000

3. Dan Cooper* Oakville, ON (800) 514-4094

4. Elli Davis* Toronto, ON (800) 622-9536

5. Cathy Rocca Royal LePage Burloak Real Estate Services° Burlington, ON (800) 290-0163

6. Kirby Cox* Royal LePage Foothills Calgary, AB (888) 384-4557

7. Kelly McKelvie Royal LePage Foothills Calgary, AB (800) 841-0672

8. Marie-Yvonne Paint* Royal LePage Heritage Montreal, QC (514) 934-1818

9. Patrick Morris* Royal LePage Performance Realty° Ottawa, ON (877) 757-7386

10 .Jackie Peifer Oakville, ON (905) 257-3633

11. Rina DiRisio* Oakville, ON (800) 514-4094

12. Brent Roberts* Royal LePage Coronation Park Surrey, BC (888) 649-4299

13. Andrea Morrison* Toronto, ON (866) 335-1900

14. Matthew Regan Mississauga, ON (877) 822-6900

15. Fernande Sirois* Royal LePage Vallées de l’Outaouais Gatineau, QC (819) 561-0223

16. Sue Mills Royal LePage Signature Realty° Toronto, ON (888) 954-4100

17. Julie Kinnear Toronto, ON (866) 335-1900

18. Marilyn Wilson* Royal LePage Performance Realty° Ottawa, ON (877) 757-7386

19. Simon Giannini Royal LePage Signature Realty° Toronto, ON (888) 954-4100

20. Barbara Beers* Royal LePage Burloak Real Estate Services° Burlington, ON (800) 290-0163

21. Chris Coveny Royal LePage Performance Realty° Ottawa, ON (877) 757-7386

22. Karen Millar* Royal LePage Signature Realty° Toronto, ON (888) 954-4100

23. Christine Lefrançois Royal LePage Dynastie Mont Royal, QC (514) 735-2281

24. JoAnne Gludish Toronto, ON (888) 336-1871

25. Michael O’Sullivan* Royal LePage Burloak Real Estate Services° Burlington, ON (800) 290-0163

26. Peter Racco* Royal LePage Burloak Real Estate Services° Burlington, ON (800) 290-0163

27. Theodore Babiak* Toronto, ON (866) 335-1900

28. Minoo Ashtari Royal LePage Northshore West Vancouver, BC (604) 926-6011

29. Cailey Heaps Estrin Toronto, ON (416) 424-4900

30. Robert Nimmo Toronto, ON (888) 336-1871

31. Jacques Doucet Royal LePage Vallées de l’Outaouais Gatineau, QC (819) 561-0223

32. Karen Paul* Royal LePage Burloak Real Estate Services° Burlington, ON (800) 290-0163

33. David Weir Royal LePage ProAlliance Realty° Trenton, ON (800) 263-2177

34. Robert Marland Royal LePage Performance Realty° Ottawa, ON (877) 757-7386

35. Serge Gabriel* Royal LePage Groupe Newton Montreal, QC (514) 481-0241

36. Marilyn Redvers* Royal LePage Your Community Realty° Aurora, ON (905) 727-3154

37. Jean-François Bérubé Royal LePage Evolution Sherbrooke, QC (888) 820-8363

38. Tracey Bosch Royal LePage Wolstencroft Realty Langley, BC (877) 611-5241

39. Carl Langschmidt Royal LePage Your Community Realty° Toronto, ON (416) 637-8000

40. Garry Parkes Royal LePage Dynamic Real Real Estate Winnipeg, MB (877) 800-5066

41. Alain Gravel Royal LePage Inter-Québec Ste-Foy, QC (418) 653-0488

42. Rachelle Starnes Royal LePage Foothills Calgary, AB (888) 384-4557

43. Kate Vanderburgh* Oakville, ON (800) 514-4094

44. Suzanne Grisé* Royal LePage Privilege Saint-Bruno, QC (450) 441-1576

45. Paul Nusca Toronto, ON (888) 336-1871

46. Mark Faris Royal LePage First Contact Realty° Barrie, ON (877) 728-4067

47. Lauretta Stewart* Toronto, ON (800) 622-9536

48. Doreen Kirkwood* Royal LePage Champlain Brossard, QC (450) 672-6450

49. Jacinthe Dubé* Royal LePage Jacinthe Dubé Sherbrooke, QC (819) 564-5000

50. Suzan Trottier Royal LePage Atlantic Moncton, NB (888) 444-7572

51. Mark Jontz Royal LePage Kelowna Kelowna, BC (800) 421-3214

52. Philip LeMay Royal LePage Vallées de l’Outaouais Gatineau, QC (819) 561-0223

53. Sylvia Smith Royal LePage Solutions Calgary, AB (403) 251-2900

54. Susan Lore Royal LePage True North Realty Fort McMurray, AB (780) 715-1382

55. Christine Hauschild Royal LePage Team Realty° Kanata, ON (888) 757-7155

56. Chris Pennycook Royal LePage Dynamic Real Estate Winnipeg, MB (877) 800-5066

57. Cheryl Bejcar Royal LePage Coast Capital Realty Victoria, BC (800) 263-4753

58. Joan M. Smith* Royal LePage Team Realty° Kanata, ON (888) 757-7155

59. Leo L. Ronse Royal LePage Wolstencroft Realty Langley, BC (877) 611-5241

60. Roger LeBlanc Royal LePage Atlantic Moncton, NB (888) 444-7572

61. Peter Polson Toronto, ON (888) 336-1871

62. Nicolas Tetrault Royal LePage du Quartier Montreal, QC (514) 353-8770

63. Brian Elder Toronto, ON (800) 622-9536

64. Mary Lou McCormick Royal LePage Foothills Calgary, AB (888) 384-4557

65. James Wright* Royal LePage Team Realty° Manotick, ON (800) 490-8130

66. Raymond Tsim* Royal LePage Champlain Brossard, QC (450) 672-6450

67. Jamie Edwards Royal LePage In The Comox Valley Courtenay, BC (800) 638-4226

68. Amy Flowers Royal LePage Meadowtowne Realty° Milton, ON (800) 514-3316

69. Horst Richter Etobicoke, ON (416) 252-4368

70. Susan Taylor Mississauga, ON (888) 828-0422

71. André Dussault Royal LePage Inter-Québec Ste-Foy, QC (418) 653-0488

72. Glen MacAngus* Royal LePage Top Producers Real Estate Winnipeg, MB (866) 989-6900

73. Gizella Davis Royal LePage Foothills Calgary, AB (888) 384-4557

73. Blair Mackey Oakville, ON (888) 645-4267

74. John Hripko* Royal LePage Foothills Real Estate Services Calgary, AB (888) 741-5741

75. Margorie Grime* Royal LePage RCR Realty° Orangeville, ON (905) 450-3355

76. Christine Simpson* Toronto, ON (888) 336-1871

77. Paul Richardson* Royal LePage ProAlliance Realty° Belleville, ON (866) 418-8884

78. Brigitte I. Burdman Royal LePage Heritage Montreal, QC (514) 934-1818

79. Robin St. Jean Royal LePage State Realty° Ancaster, ON (877) 648-4451

80. Jeanette Schmidt Royal LePage Scharf Realty° Waterloo, ON (866) 748-2737

81. Paul McCunn Royal LePage Performance Realty° Ottawa, ON (877) 837-8885

82. Morley Forsyth* Toronto, ON (800) 622-9536

83. Kevin Lapp Royal LePage Network Realty Corp.

Sylvan Lake, AB (877) 587-2286

84. Michael Scrannage Royal LePage ProAlliance Realty° Kingston, ON (800) 247-6311

85. Tod Niblock Royal LePage Top Producers Real Estate Winnipeg, MB (866) 989-6900

86. Laurent (Larry) Patry Royal LePage Saguenay-Lac-St-Jean Jonquiere, QC (418) 547-2111

87. Mary T. Cardamone Oakville, ON (888) 645-4267

88. Bob Maskell Royal LePage ArTeam Realty Edmonton, AB (888) 366-5656

89. Dario Mattei* Royal LePage West Realty Group° Toronto, ON (866) 753-7243

90. Leslie Battle Toronto, ON (888) 336-1871

91. Julio Florez Royal LePage True North Realty Fort McMurray, AB (780) 743-1137

92. Marcel Bergeron Royal LePage Inter-Québec Québec, QC (418) 653-0488

93. Lorraine Goulard Royal LePage Performance Realty° Orleans, ON (888) 830-8757

94. Frank DeLuca Toronto, ON (416) 487-4311

95. Lorraine Jordan Royal LePage In Touch Realty Midland, ON (888) 480-2224

96. Svetlana Chkarboul Royal LePage Your Community Realty° Richmond Hill, ON (905) 731-2000

97. Bernice Bartlett* Royal LePage Team Realty° Kanata, ON (888) 757-7155

98. Lynne Dicaire Royal LePage Performance Realty° Orleans, ON (888) 830-8757

99. Marc Bonenfant Royal LePage Inter-Québec Québec, QC (418) 653-0488

100. Rick Sharma Royal LePage State Realty° Stoney Creek, ON (877) 574-7441

101. Anne Chilton Royal LePage First Contact Realty° Barrie, ON (877) 728-4067

102. Roman Grocholsky Royal LePage Niagara R.E. Centre° Welland, ON (866) 999-9497

103. Joseph Brazeau Royal LePage Meadowtowne Realty° Milton, ON (800) 514-3316

104. Paula Mitchell* Royal LePage Credit Valley Real Estate° Brampton, ON (800) 631-5216

105. Rob Kelly Royal LePage Meadowtowne Realty° Mississauga, ON (866) 821-3200

106. Ken Morris Royal LePage Integrity Cochrane, AB (888) 384-4557

107. Nutan Brown Royal LePage West Realty Group° Toronto, ON (800) 515-9783

111. Susan Forrest Royal LePage Parksville-Qualicum Beach Parksville, BC (800) 224-5838

112. Chris Zaharko Royal LePage Foothills Calgary, AB (888) 384-4557

113. Liam Swords Royal LePage Team Realty° Manotick, ON (800) 490-8130

114. Norm Cholak* Royal LePage Noralta Real Estate Edmonton, AB (780) 431-5600

115. Rocco Manfredi Royal LePage Gale Real Estate° Ottawa, ON (613) 723-5300

116. Pierre Nadeau Royal LePage ProAlliance Realty° Kingston, ON (800) 862-4443

117. Jeff Greenberg Royal LePage Team Realty° Ottawa, ON (800) 307-1545

118. Lorraine O’Quinn Royal LePage ProAlliance Realty° Trenton, ON (800) 263-2177

119. Sean McCann Royal LePage Team Realty° Ottawa, ON (800) 307-1545

120. Todd Guergis Royal LePage First Contact Realty° Barrie, ON (877) 728-4067

121. Brett Smiley Mississauga, ON (888) 828-0422

122. Jacqueline Feeley Mississauga, ON (877) 822-6900

123. Wahid Girgis Mississauga, ON (905) 275-9400

124. Yoki Nichol* Royal LePage Ram Realty Calgary, AB (403) 258-0450

125. Michael Willmott Royal LePage Kelowna Kelowna, BC (800) 421-3214

126. Mary Ann Keary* Royal LePage ProAlliance Realty° Brockville, ON (866) 345-3664

127. Isaac Phillips* Royal LePage State Realty° Hamilton, ON (877) 574-4601

128. Nancy O’Dea Royal LePage Performance Realty° Ottawa, ON (877) 757-7386

129. Debi Alleway Royal LePage Signature Realty° Toronto, ON (888) 954-4100

129. Art Divers Royal LePage Your Community Realty° Unionville, ON (905) 940-4180

130. Dionis Padron Royal LePage Meadowtowne Realty° Mississauga, ON (866) 821-3200

131. Adele Longo Royal LePage Your Community Realty° Richmond Hill, ON (905) 731-2000

134. Danielle Johnson Royal LePage Atlantic Moncton, NB (888) 444-7572

135. Doug Peterson Royal LePage ProAlliance Realty° Belleville, ON (866) 418-8884

136. Keith Sam Berenhaut Royal LePage Dynamic Real Estate Winnipeg, MB (877) 800-5066

137. Shaheen Zareh Royal LePage Regina Realty Regina, SK (877) 359-1900

138. Joseph Buggie Royal LePage Ram Realty Calgary, AB (403) 258-0450

139. Mike Robinson Royal LePage Team Realty° Kanata, ON (888) 757-7155

140. Jillian Jarvis Royal LePage Gale Real Estate° Manotick, ON (800) 387-2526

141. Michel Beauchamp Royal LePage Plus Saint-Jérôme, QC (450) 438-4646

142. Clayton Oldford Royal LePage Gale Real Estate° Winchester, ON (613) 774-4253

Joseph Cartaginese Designate Royal LePage Your Community Realty° Vaughan, ON (905) 832-6656

Maureen Chan* Royal LePage Westside Vancouver, BC (604) 261-9311

Yves de Niverville* Royal LePage Performance Realty° Orleans, ON (888) 830-8757

Evelyn Froese* Royal LePage Westside (888) 661-9311

Heather Heaps* Toronto, ON (416) 424-4900

Don McKay* Royal LePage Noralta Real Estate Sherwood Park, AB (888) 797-7653

Mary Montgomery* Royal LePage Realty Plus° Mississauga, ON (877) 828-6550

Barbara Polson* Toronto, ON (416) 236-1871

Michael Regan* Mississauga, ON (877) 822-6900

Joan Richter* Royal LePage Kelowna Kelowna, BC (888) 238-7653

Troy Schmidt* Royal LePage Scharf Realty° Waterloo, ON (519) 747-2040

Karen P. Scott* Royal LePage Team Realty° Ottawa, ON (613) 725-1171

John Gerber* Royal LePage Signature Realty° Toronto, ON (416) 443-0300

108 Deborah Newton Royal LePage Groupe Newton Montreal, QC (514) 481-0241

109. Elaine Taggart Royal LePage Team Realty° Ottawa, ON (800) 307-1545

We recognize

110. Peter Pobojewski

Royal LePage this Kingsbury group Realty° Mississauga, ON of 153 tremendously successful (866) 754-2121 individuals who, through their achievements, have reached the Congratulations to the top 1% of members our national of network our 2010 Chairman’s Club, of 14,000National realtors.

Selected professionals who have based on annual reached top the residential top 1% of ourcommissions, national network sales133. forPaulgross theyof 132. Ben Gauer Delaney* ‘closed and collected’ Royal LePage Royal LePage Your REALTORS®. Achievement Coronation Park Community Realty° have mastered the core values of isRoyal LePage which Surrey, BC Toronto, ON earned based on gross (888) 649-4299 (416) 213-5736 include helping consumers in every step of their search ‘closed and collected’ commissions.

These professionals have mastered the core values for the perfect home – as ‘helping’ is what Royalof Royal LePage, and are ambassadors of the LePagers do! This of realHelping estate Royalgroup LePage brand— you isexperts what we do, continually striving in pursuit continually surpass all expectations andof achieving deliver excellence in customer service and sales. excellence in customer service and sales. We sincerely congratulate eachWith oneour and wish congratulations them all continued sincere and best Heather Waddell* Frances Wedlake* wishes foryear. the coming year, Royal LePage Foothills Oakville, success forONthe upcoming Calgary, AB (888) 384-4557

(888) 645-4267

Phil Soper PhilExecutive Soper President & Chief

President & Chief Executive Royal Royal LePage LePage Real Real Estate Estate Sevices Sevices Ltd., Ltd., Brokerage, Brokerage, unless unless otherwise otherwise noted. noted. *Denotes *Denotes Lifetime Lifetime National National Chairman’s Chairman’s Club Club Members.

Members. °Brokerage °Brokerage

30 REM FEBRUARY 2011

‘Boots on the bricks’ or ‘pay to play’

By Terry LeClair

I

am very surprised how many times in a week I am asked by agents all over North America, “How can I generate more leads and how can I brand myself?” I think the reason that this surprises me so much is because of the myriad of products, services and training available to us all.

So it led me to believe that we as an industry have forgotten some of the most basic branding opportunities that could cost very little to nothing. The first thing that I ask a Realtor when I coach them is, “What is your advertising and branding budget?” A plan

cannot be executed unless you have a clear picture on how many resources are available to create an impact. Unfortunately, most agents have very little to spend on marketing, advertising and creating a personal brand impression.

I tell my agents that they have two choices. They can “pay to play” or put their “boots to the bricks”. What I mean by this is, if you want to create an impact in your market, the only two ways are to buy your way in through print advertising, billboards, bus benches, expensive mailings, flyers and farm campaigns, or, if you have little to no available resources, you must hit the streets and put in some sweat equity.

It does not have to be that difficult. The first and most effective way to put your boots on the bricks is to have your pockets filled with business cards at all times. It saddens me to say that I could write an entire article on creating a great business card, but

here are the basics: • You need a large, clear, current photo.

• You need your email and web addresses clearly indicated.

• You should always have a toll-free phone number and of course you need to incorporate your provincial licensing requirements.

• Always use the back of your card for additional information, slogans or marketing opportunities.

Once you are equipped with your wonderful business card, DON’T BE AFRAID TO USE IT! I ask agents on a regular basis how many times a day or week does money, a credit card or their debit card come out of their purse or wallet and I always hear 10, 20, 30 times. Well, if that is not your number one and cheapest way to engage with someone and create a brand impression, then what is?

If you are at the grocery store,

thank the grocery clerk with sincerity and hand them your business card and say, “If I can ever help you I would love to be of service, here is my card.” You will undoubtedly impress them. Also, you have already differentiated yourself from the masses. We can also leave that little extra tip when dining out and thank the server for their wonderful service and give them a card. Even when you stop at Starbucks for your morning coffee, give them a card.

Remember where those cards will sit their entire shift. They will probably remain right on top of the cash drawer for every other employee and customer to see all day long. Not only that, you become known as “the real estate agent” who leaves a great tip, always says thank you, and who is always polite. I honestly cannot tell you how many deals I have accumulated from this one simple exercise. You have created a lasting impression that is far better

than any bus bench or billboard could create.

We must never be too “chicken” or too embarrassed to do this.

A lot of you may think it will look silly, some of you (believe it or not) may even be embarrassed about your profession, and some just think it’s tacky or annoying. I am writing to help you stop being “goobers” and start handing out cards to everyone every time some form of money comes out of your wallet. It will pay you your best ROI of all your advertising or marketing strategies.

So bottom line: if you can’t pay to play, you sure as heck better be prepared to put those boots on the bricks!

Terry LeClair is the CEO and founder of RealtySites PLUS, a suit of software and online tools that were built by Realtors for Realtors. www.RealtySitesPLUS.com.

What will you gain by becoming an SRES®?

m.

I gained wisdo nd.

I gained a frie iness.

I built my bus ro.

I became a he ork.

I grew my netw

Seniors Real Estate Specialists® gain access to a network of 13,000 designees, customizable marketing materials, social networking, powerful business partners, and so much more. The largest and wealthiest group of buyers and sellers in Canada is over 50. Understand what motivates this growing market and build your business by earning the SRES® designation, the only 50-plus designation that is part of the National Association of REALTORS®.

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For more information, visit seniorsrealestate.com.

The Canadian SRES® Designation Course is being held in Toronto on March 28-29, 2011. Register today by visiting seniorsrealestate.com/TorontoSRES.cfm

REM

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32 REM FEBRUARY 2011

Setting

THE STANDARD! ®

Specific performance LEGAL ISSUES

commercial and residential and no other property on the island would allow purchasers to build homes and operate a restaurant.

I I I

By Donald H. Lapowich

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ere are notes from some recent court cases.

To many purchasers, it’s important to get a court order that the vendor specifically perform the sale – damages as the normal recovery in an action is the second-best outcome.

The owners of property on an island rented part of it to a tenant.

The owners agreed in writing to sell the property to the plaintiffs.

When the owners tried to have the tenant vacate, the latter refused, sued the owners and put a Certificate of Pending Litigation (CPL) on title to tie up the land.

The plaintiffs (purchasers) then also sued for specific performance of the contract to sell to them.

The British Columbia Court ordered specific performance despite the CPL. That was because the owners sued the tenant and obtained an order that the tenant vacate. The fact that the owners as vendors did not remove the CPL was not an impediment because the tenant’s requirement to vacate (by court order) would no longer “support the registration” the owners refused to remove off title.

Even damage done by the tenant could not prevent the suitability of the owners performing the sale.

Obviously, the owners were influenced by the property’s increase in value. The court found that it would be a hardship to the plaintiffs if they did not obtain this property. The property was “unique” (a key to specific performance), because it had waterfront for lots to be designated and residences built. It was also zoned

The Ontario Court has upheld the right of the lender to sell a mortgaged property and exclude the borrower from title and possession.

A mortgage company took possession under a mortgage when the borrower defaulted on maturity.

The property was leased with an option to purchase.

Once the option to purchase was exercised, the court held that a sale defeated the borrower’s right to redeem the property.

I I I

In Ontario, mediation and settlements resulting from mediation are privileged and without prejudice in order to encourage settlements. They are also protected from public disclosure, and the Ontario Court of Appeal has confirmed this. The public interest in compelling or encouraging settlements overrode the public interest in “transparency”. This is a very important case with regard to actions involving real estate agents and brokers, and vendors and purchasers, that go to mediation and result in a resolution. Mediated resolutions save the public the enormous costs of a trial (a public courtroom, a judge, officers of the court and a jury if applicable).

It also saves enormous costs to the parties litigating. As a lawyer, I recognize and most lawyers would agree that the full-blown process of adversarial trial is very expensive.

The expense of your own lawyer, and should you lose the case, the expense of paying the other side’s lawyer could completely cripple a non-insured party, or individuals or corporations of limited financial means.

Donald Lapowich, Q.C. is a partner at the law firm of Koskie, Minsky in Toronto, where he practices civil litigation, with a particular emphasis on real estate litigation and mediation, acting for builders, real estate agents and lawyers. REM

34 REM FEBRUARY 2011

O P I N I O N

By Michel Chevalier

T

o be green, or not to be green? That is the question! The answer my friends, is not blowing in the wind, as many residents of rural Canada and elsewhere around the world are finding out – the hard way – by living next to giant industrial wind turbines (400 to 500 feet tall and growing).

How does this relate to ‘tax’ you ask? Well, it’s a little off the topic of some of my previous columns that relate to individual tax matters, but I can say it impacts us all in that our governments are spending hundreds of

The case against industrial wind turbines millions of our tax dollars funding mostly multinational corporations in the construction of industrial wind farms. The huge cost associated with wind farm development is a major reason for the projected huge increases in electricity costs in my home province of Ontario.

I live in rural Amaranth Township just north of Orangeville, Ont. In this township we already have 20 or 30 industrial wind turbines scattered on farms in the northern portion of the township and many more just across the town line in Melancthon. We have direct knowledge of and contact with people who have been driven from their homes; who suffer from some of the extremely debilitating health effects caused by audible, inaudible and low frequency noise; and from the strobe-like effects of sunlight flicker from the blades.

There are people who can’t sell their homes and are forced to rent

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other living accommodation; and people who sell their homes to the wind energy companies at much reduced prices and then are ‘gagged’ from talking about any of the negative health effects.

Most of us used to think that green is good, and that wind energy is renewable and green so it’s good, without doing any research and with limited knowledge. Last fall we were made aware of a proposed project planned almost next door to us. One of the turbines, if erected, will be less than a kilometre away. This is legal, as the minimum setback in Ontario has been legislated to 550 m. Legal does not make it right and it does not make it healthy; and yes we are NIMBYs but, as we learned, with far more reason than simple esthetics.

What we discovered, along with our friends and neighbours, was absolutely shocking to all of us. In spite of several years of mounting evidence pointing to serious problems with industrial wind energy installations in terms of health, property values, water quality, wildlife, and agricultural land degradation, the Government of Ontario continues to pursue, at breakneck speed, the approval and development of these projects – to the huge detriment of many of its rural citizens.

While Ontario is not alone, it is the most aggressive jurisdiction.

Similar situations have arisen in New Brunswick, Nova Scotia, Quebec and Alberta as well as all over the U.S. and in other countries. The countries that have the most experience with industrial wind power generation are finally starting to pull back and re-evaluate. Denmark now only allows new wind turbine installations in the ocean. France is reversing course by drastically cutting funding to wind energy companies, as is Spain and one of the provincial governments in Australia; and there are indications that Japan will be slowing down and re-evaluating as well. We’re not there yet in Ontario and the other provinces. Some of our politicians have painted themselves into a ‘green’ corner that ain’t so green.

I’m writing this column to

inform real estate agents across Canada and if needed to provide information, contacts and resources. Agents and brokers whose business lies mainly in towns and cities are most likely generally in favour of wind energy, as were most of us and most people initially. Everyone needs to be better informed about this subject. It is becoming extremely political in many jurisdictions as a strong groundswell of opposition continues to grow and it would be a shame to have an uninformed rural/urban split on the issue.

Wind energy per se is not bad.

Forging ahead and consciously ignoring mounting negative evidence is seriously irresponsible. As

that have come together to exchange information and help each other in the push to call a moratorium on further development until further studies have been completed and guidelines established.

The Society for Wind Vigilance (http://windvigilance. com/page002.aspx) is an international federation of physicians, engineers and other professionals that promotes the development of safe and authoritative industrial wind turbine guidelines.

WCORHE (www.wcorhe.org/) is the local group I am with and is an example of a small community group coming together.

There are two extremely

Legal does not make it right and it does not make it healthy; and yes we are NIMBYs but, as we learned, with far more reason than simple esthetics. a society we need to direct our governments to take a “precautionary” pause to re-evaluate how industrial wind energy can best fit into energy policy in terms of where wind farms are sited and how much of a contribution and at what cost wind will make to overall energy generation.

Here are links to websites that provide a tremendous amount of information about industrial wind energy and will serve to open the window on what is happening in Canada, the U.S. and around the world. I encourage you and/or your clients to make use of the contacts and resources. I am happy to exchange experiences and information and/or to dialogue on the comments section at www.remonline.com.

Wind Concerns Ontario (http://windconcernsontario.word press.com) is a coalition of some 54 local community action groups

important legal challenges soon to be heard in Ontario. The Ian Hanna case will be heard from January 24 - 26, and the KentBreeze Appeal from February 1 for at least seven days. You will find links and information about both at Wind Concerns Ontario.

Michel Chevalier, a newly minted wind activist, has many years of business experience combining over 20 years managing multiple trade associations representing several dozen industries, building his own small business from the ground up and more recently as a consultant specializing in helping individuals and small business significantly reduce taxes by implementing legal business strategies. He also represents clients in audit and other difficult situations with Canada Revenue Agency (CRA). Email: michel@mcchevalier.com; www.taxaction.net REM

36 REM FEBRUARY 2011

METES & BOUNDS

By Marty Douglas

B

ecause you should be on or about to take a winter vacation, this month’s column is all Travels with Marty.

Here’s an early excerpt from my diary just to set the tone: “I was frantic, unable to find Gate 8D at the Calgary Airport returning from Halifax via WestJet. Turned out 8D is my seat number. To calm down, I joined the breakfast lottery at the Departure Gate Tim Hortons – order, pay and then eventually take something no one else seems to want.”

You may not remember the famous baseball double play combination “Tinkers to Evers to

Leadership, the economy and Regis Chance” but it has a certain ring to it and I was reminded of the phrase as I summarized my travel experiences last fall – Beijing to Halifax to New Orleans.

All for you, dear reader.

I have no tales of misadventure, of cancelled or missed flights, unexpected overnight stays in the Bates Motel, hotel rooms with no beds or closets disguised as hotel rooms. The only surprise I got was the extra baggage charge of $56 at Continental’s check-in. I had hoped this would guarantee the bags would arrive in New Orleans on the same flight as I but, alas, it was not to be. The baggage charge, now at a Canadian airline near you, explains the crisis in carry-on luggage – there’s so much less room in the overhead bins they tell you how to stack them.

If you go to NAR – in Anaheim (Disneyland) in 2011 – and take your spouse, get the full partner registration. The four free tour tickets, entertainment passes and full access to the Expo your partner will get make

it worthwhile.

We walked Bourbon Street on our first night – it hasn’t tamed down any.

Signs offer “T…(euphemism for breasts) & Whiskey” in one bar while across the street the lure is “All you can drink in 24 hours for $20”. Since you can drink anything, anywhere at anytime in New Orleans as long as it’s in a plastic container, and with the Canadian dollar at par, this is a deal. Little known fact: only three cities in the USA allow open consumption – Las Vegas, New Orleans and I wonder what goes on in Savannah Georgia?

My first convention session was Economic Issues and Residential Real Estate Trends with NAR’s chief economist Lawrence Yun and a member of the U.S. Federal Open Market Committee named Hoenig. The presentation dwelled on the necessary corrections to the U.S. mortgage/housing crisis. It was positive in a cautious way, the point being made that the housing subsidies of the last several years had emptied the “pipeline” of

home buyers prematurely. There are 30 million more people in the U.S. in 2010 than in 2000 and yet the same number of house sales.

Forecasting to 2014, Yun predicted gradual increases in house prices.

Following that premise, if there is going to be inflation, with record low interest rates, now is the time to buy!

Lunch at Mulate’s – all Cajun food all the time – a little alligator sir? Being from B.C., I asked the waitress whether the gator was wild or farmed. By the way, it’s farmed. We walked to Jackson Square and caught a mid-afternoon jazz combo enjoying the sunlight.

The next day my session was What’s Changing in Real Estate? with HGTV’s Mike Aubrey, who says, “I don’t want to sell you a house; I want to sell you every house!” A Realtor from Flint, Mich. announced that four of every five listings in their firm were “under water” – have higher debt than value. While Michigan has had 10 years of declining job num-

bers, Washington D.C. as had a decade of gains. The status quo in jobs in the U.S. is 100,000 new jobs per month. To return to a robust economy they need 400,000. Unemployment is currently the worst since 1982.

Seven Leadership Styles with Jack O’Connor left me feeling inadequate but I had enough ego to rationalize and move on. I did pick up this gem question for a tenant wondering whether to buy or keep renting. “Has your rent ever gone down?” “No.” “Then buy now and lock in your rent for five to 10 years.”

The best session of the day was What Just Happened? with former CNN talking heads Tucker Carlson and Paul Begala analyzing the just concluded mid-term elections. They affirmed that Chris Christie, the New Jersey governor, will be the next GOP nominee for president because “America is looking for a psycho with a bullwhip in one hand and a microwaved burrito in the other.”

He will be the candidate of choice

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for those Republicans who think the Flintstones is a documentary.

If you’re a Letterman fan, you know an almost nightly joke is the orange colour of Speaker John Boehner’s tan. Paul Bagala’s comment, “If you can’t attack a man for the colour of his skin, what kind of America are we living in?” brought the house down.

The House of Blues, Earth Wind and Fire and Regis Philbin all featured in the NAR entertainment package. However, my favourite remains the Sunday street theatre entertainers in Jackson Square. American Dragonmaster has been performing their brand of acrobatics and humour to outdoor audiences in the square abutting the Mississippi for 20 years and they still knock me out. Next door they were filming a Capital One What’s in your wallet? commercial at the iconic Café du Monde.

On the NAR trade show floor I visited about 20 booths selling me computer-generated hand-written notes to entire room suites that come in a box. All the usual technology suspects were there along with some of the old.

NAR is a valuable conference on so many levels and I urge you to consider it from time to time in

your real estate career. Most educational sessions are second to none, particularly those that give insight into the U.S. economy and housing market. Political and industry issues and the trade show (NAR calls it Expo) frequently give us valuable glimpses of the future in Canada.

On the last day we ventured into the Louisiana swamps on an airboat tour complete with a pet alligator named – what else – Elvis and a bowie-knife-wielding Cajun guide whose dialogue was delivered with patois charm: “Everytin’ yuh see in de swamp – tastes lak chicken.”

Bet he’d never survive a Timmy’s drive thru.

You can follow Marty Douglas on Twitter 40yrsrealestate or on LinkedIn and on Facebook. He is a managing broker for Coast Realty Group (Comox Valley) Ltd., with offices on Vancouver Island and the Sunshine Coast of B.C. Marty is a past chair of the Real Estate Errors and Omissions Corporation of B.C., the Real Estate Council of B.C. and the B.C. Real Estate Association.

He’s a current director of the Vancouver Island Real Estate Board. mdouglas@island.net; 1-800-7153999. REM

CREA ‘stifling creativity’ says Polzler

C

REA and local real estate boards are putting the industry at a competitive disadvantage and stifling creativity because of rules and regulations regarding Realtor.ca and the display of listing data, says Michael Polzler, executive VP and regional director of Re/Max Ontario - Atlantic Canada.

In a full-page ad in REM’s January issue, Polzler said the Realtor.ca website is “antiquated and difficult to manoeuvre” and that “the system, as it stands, is far from fair and equitable.”

He says third-party, for-profit industries that compete with Realtor.ca, local boards and real estate company websites are establishing a foothold, and that “while the tech-savvy U.S. market grows in leaps and bounds, Canada is slowly dropping off the

radar of the progressive new real estate world. Our closed system has stifled creativity.”

Re/Max has been working with Century 21 and Royal LePage for some time to create “an open environment through the co-operative advertising of each others listings, with the ultimate goal of allowing any member of organized real estate to participate in the data share.

Obviously, our preference would be to reach an agreement on shared listings with CREA, local boards and associations, but that remains ever elusive, despite our best efforts,” Polzler says.

The ad appears in the January issue of REM, but only in Ontario and Atlantic Canada. The ad can be viewed as the last page of the January Virtual REM at www.remonline.com. REM

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RevMagic aims to improve trade shows ive companies that supply products to the real estate industry have banded together to make trade shows a better and more productive place for Canadian Realtors.

RevMagic (Real Estate Vendors Marketing Alliance Group In Canada) is the brain child of Colour Tech Marketing Inc. president Bob Campbell, who has been around the trade show scene for 20 years. Last year alone, he attended 43 trade shows, ranging from the Toronto Real Estate Board’s (TREB) show, which attracted 4,000 to 6,000 people, to one in Owen Sound, Ont., which 125 people attended.

“I believe you have to be in front of people and create relationships,” he says.

To make the most of trade shows, Campbell called the presidents of four Canadian owned and operated companies. After meetings with Lorne Wallace of

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Lone Wolf Real Estate Technologies, Danny Brown of Market Connections, Jim Trainor of Agent’s Equity Commissions and Bob Fife of

Signs in the Making, RevMagic was born.

The companies, which provide personal marketing print materials, software, newsletters,

Five well-known companies that serve Canada’s real estate industry have formed RevMagic. Front row: Bob and Margaret Campbell, Colour Tech Marketing. Back row, from left: Jim Trainor, Agent’s Equity Commissions; Danny Brown, Market Connections; Lorne Wallace, Lone Wolf Real Estate Technologies; Michael Trainor, Agent’s Equity Commissions; and Bob Fife, Signs in the Making.

advance commissions and support materials, have attended numerous trade shows organized by franchises, associations and boards. They know what works at these shows and what doesn’t, and they plan to work with show organizers to make sure it’s a win-win proposition for both attendees and show exhibitors.

RevMagic companies have created a code of ethics in which they vow to conduct business with honesty and integrity, to work together to support each other and to improve the state of affairs for exhibitors by increasing traffic – and that will in turn create a better show for agents.

When they see the RevMagic name and logo, Realtors will know the companies adhere to a code of ethics and have credibility in the business. “Realtors will know they’re doing business with companies that have been around for awhile. Companies come and go, but we’ve all been in business for a long time, 123 years combined,” Campbell says.

Another benefit for Realtors is that each RevMagic member will give out discount coupons and offer other specials.

“We have already talked to TREB and will have our booths in a row at their spring show,” Campbell says. “We’ll be easy to find.”

The five presidents will act as directors of the organization, and RevMagic is planning to grow with the addition of members, as well as associate members such as CREA and OREA. For more information, visit www.revmagic.ca. REM

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40 REM FEBRUARY 2011

Nightmare neighbours make sales challenging

By Toby Welch

A

house in Etobicoke, Ont., just west of Toronto, is a great example of how a neighbour’s house can reflect negatively on the attempted sale of a home.

The home, which the residents have dubbed “The Haunted House of Stavely Crescent”, is a nightmare for people who live around it.

The windows are black with what people guess is mould. Half of the shingles are gone from the roof.

The garbage stench is overpowering; one neighbour describes the smell as rotting meat. The grass and thistle-laden weeds cast shadows on people who walk by.

This house has been an ongoing problem for years for area residents. Imagine being the Realtor trying to sell the house next door.

Susan Asquith, a broker with Bosley Real Estate in Toronto, tells us what she would do to deal with neighbour issues. “If I was listing a property and thought the neighbours may pose a problem, because of pets or disrepair, I would speak to the City of Toronto’s Property Standards department if it was a serious issue. It’s not a good way to make friends though, and the city takes their time enforcing these bylaws but they will eventually take care of the problem in most areas.

When offering for a buyer on such a property, we would likely consid-

er the problem in our offering price. However, many buyers would be hesitant to offer at all if the problem was severe.”

One Calgary seller was aggravated with a neighbour who hung her clothes, rugs and bedding over the fence on their shared property line. The seller talked with the offending neighbour but the woman forcefully declared that it is her fence, too. The seller checked with by-law officers and was told there are no by-laws dealing with

of real estate business in Cape Breton he’s never dealt with this issue. But he says, “I have a responsibility to my buyer client to make him aware of real and potential issues with neighbours. I believe most of my buyer clients tend to get a feel of the situation from the neighbour before making an offer.

If they don’t like the ‘vibes’ coming from that, it should be a factor when deciding whether or not to make an offer. If I am representing the seller in a situation with prob-

What can a seller do if they have issues with neighbours that are affecting the sale of their home? laundry issues such as this one. The seller shudders when potential buyers come for showings and carpets and undies are hanging on the fence.

Dale Machin, associate broker of Cape Breton-Canso Realty in St. Peter’s, Cape Breton in Nova Scotia, admits that in his 15 years

lems, I guess I would speak with the seller to see if he could do anything to alleviate the situation. This could work if the seller realizes that any offers he receives are likely to be less financially attractive if there is a known issue with the neighbour or the condition of the neighbour’s property. I am not sell-

ing the neighbour or the neighbour’s property but it could impact upon the success of my seller client, so it could be very important to all concerned.”

The most common neighbour complaints are fences, trees, tall weeds and grass, kids, pets, noise, old cars, piles of junk and garbage.

Curb appeal plays a much greater role in today’s buyer’s market and the condition of nearby homes can factor into the appraisal value of a home. In the U.S., the National Association of Realtors estimates that an eyesore house in a neighbourhood shaves about 10 per cent off the value off a nearby listing.

We don’t have a similar statistic available in Canada but you know from experience that selling prices are affected.

What can a seller do if they have issues with neighbours that are affecting the sale of their home? Most important, they should not assume that the offending neighbour is even aware that his or her behaviour is affecting the sellers. Encourage them to have a civil conversation about the concerns. In many cases, the neighbour will be accommodating. If your client is hesitant to go talk to the neighbour, you may want to offer to go along.

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offenders might take the news better from a third party anyway.

Another option is for you and your client to offer to help with the issue. If the yard is junky, see if the neighbour will let your client take a bunch of trash to the dump. Or see if your client is willing to rent a big trash bin and put flyers in the mailboxes of everyone on the block, offering to take away their trash for no charge. The neighbour won’t feel so targeted with that tactic and would be smart to take advantage of it. Think of it as a neighbourhood improvement project.

If the offending issue is an overgrown yard, your client could offer their sweat equity to yank weeds and mow the grass or pay some of the cost involved with a company coming to do it.

Make sure your client is clear that they cannot do any cleanups without the homeowner’s permission. That is trespassing and there could be legal repercussions.

If none of this works, contacting the appropriate authorities is the next step. Getting successful results may be time consuming and frustrating but it is another option for your clients.

Sometimes no matter how much your client does to make their house look great and sellable, the house next door can drag down the curb appeal and value. REM

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42 REM FEBRUARY 2011

Use people’s names in your ads Tip 5 of the top 10 tips for writing great real estate ads

By Ian Grace

I

n my last article, where I talked about putting people’s photos into the ads, I mentioned the ad with the headline: Ron and Janet recall the many family barbecues and get-togethers enjoyed on this patio. Here is the photo that was used. Remember, this was the main photo, not the usual front of the house shot.

How much more emotive is this?

And, how easy for the prospective buyer to visualize themselves in that picture?

That ad also brings up another powerful element you can use in your ads to “humanize” and personalize the ads and the properties for sale – people’s names.

When you use the sellers’ first or last names (with their permission, of course), it immediately creates a picture, that real people actually live in and love the property. Isn’t that what buying a home, then living in it, is all about?

AS I SEE IT FROM MY DESK

By Stan Albert “Family: A social unit where the father is concerned with parking space, the children with outer space and the mother with closet space:” – Evan Esar, Author

I

n the past several years since I’ve had the pleasure of writing this column of my

The O’Neales are moving was the headline from another successful ad campaign, with the main photo showing the O’Neales with their suitcases packed, then leading into the story about how much they have enjoyed living in the home, the neighbourhood and the surrounding area and everything it had to offer. The inference, of course, is that the buyer of the home can look forward to the same enjoyment.

Another property that had been on the market for five months was sold in two weeks with a new advertising campaign. The headline: Tony and Gai will miss the garden, with the photo (yes, you guessed it) showing them sitting relaxed in their garden, with the wording talking about how much they have enjoyed it. The potential buyer can visualize themselves relaxing there in exactly the same way, once they have purchased the property and are living there.

When you use your name in the ad, make sure it is in full and put one powerful little word ahead of it – that word is “me”. Say, “Phone me, John Smith at....”

The minute you do that it

changes the communication.

“Phone John Smith at...” is a direction, not an invitation. “Phone me, John Smith at....” is an invitation that says, “I have viewed the property, I have written the ad, I am talking directly to you and I am inviting you to phone me.”

You probably realize by now that powerful advertising is a direct personal communication and the readers feel as if you’re talking directly to them when they read the ad.

Most real estate advertising is impersonal, merely talking about the thing for sale – in this case, the property. Powerful advertising first establishes WHO the best possible prospect is, who will see the most value in the property for them and who will therefore pay the highest price.

Powerful advertising then talks directly to that audience, showing them and telling them what they will be able to DO as a direct result of their purchase – living there!

Don’t miss my next article, where we will talk about something that is vitally important – using a media mix advertising campaign together and understanding

the synergistic effect of getting all your media to work with and complement each other, rather than viewing them in isolation –- powerful stuff!

Becoming the “advertising expert” in your area will guarantee winning more listings, generating walk-in listings and continually picking up expireds and FSBOS. John McKenna, a Pennsylvania Realtor, has not missed one listing in over 2-1/2 years since embracing this advertising system. Hear his

story on the homepage of my website at www.iangrace.com.

Known internationally as “Mr. Real Estate Advertising”, Australian born Ian Grace is acknowledged as one of the world’s leading authorities on real estate advertising. Since 1994, he has delivered his programs throughout Australia, New Zealand, U.S.A, Canada and the U.K. His articles about real estate advertising have been published around the world.

REM www.iangrace.com

Using photos of real people in the home helps “humanize” the property.

Reach out and touch somebody #7 thoughts, feelings and sometimes venting, at this time of year I turn to my “reaching out and touch somebody” series.

I searched my brain to think of someone to write about. Then I saw an article from the New York Times called Love – Good marriages do not neglect the individual

by T Parker-Pope.

It was about spouses and/or significant others relating to one another. It went on to say that the more we share with each other, the more we grow and the more we respect each other.

When I told my wife Audrey about this article, she said, “Why not write about the importance of how in the best marriages, the

individual grows?

What does this concept have to do with our profession?

A great marriage will enable the spouse who is in real estate to understand and comprehend the craziness of our industry. We work at bizarre hours at times.

Sometimes we leave our homes early in the morning and arrive home late at night, missing many dinners with family. Weekends also demand our time away from family and family outings.

A spouse who is in another line of work will be able to understand the nuances of our business if each spouse communicates the various pressures and problems with each others’ business. A

closer relationship will develop and if so, both parties will grow and appreciate the various sacrifices made. This also works when one spouse is the “household engineer” who labours daily with the endless chores at home.

When I was active selling, I did not come to appreciate all that my spouse was involved with daily. And it had its repercussions unfortunately for all concerned.

So, I take my hat off to all the spouses/significant others, who do grow with us and appreciate our efforts as we should appreciate theirs.

At our offices we stress that agents should take days off with

family and plan family vacations on a regular basis.

Bishop Desmond Tutu, in his book about families, said it all: “You don’t choose your family.

They are God’s gift to you, as you are to them.”

I humbly ask of all my readers to take this article to heart and practice it daily. May 2011 see you and your family grow stronger together.

Stan Albert, broker/manager, ABR, ASA at Re/Max Premier in Vaughan, Ont. can be reached for consultation at stanalb@rogers.com.

Stan is now celebrating 40 years as an active real estate professional.

REM

REM FEBRUARY 2011 43

What’s

New AccessEasyFunds acquires RealCash Bancorp AccessEasyFunds Limited of Toronto, a commission advance provider, has acquired RealCash Bancorp. As part of this acquisition, Joe Caza, the founder of RealCash Bancorp, has joined the AccessEasyFunds team.

“This acquisition reaffirms and strengthens AccessEasyFunds’ commitment to providing the best commission advance service at the most competitive rates,” says Arryn Greenspan, vice-president of AccessEasyFunds. “We are all very excited about having Joe with his 16 years of experience on board.”

Lease Busters launches commercial real estate website Lease Busters, Canada’s largest vehicle lease take-over market-

place, has launched Leasebusters Real Estate, an online commercial real estate site.

Jim Matthews, president and general manager of Leasebusters, says, “Approximately 250,000 monthly visitors browse the Leasebusters.com website. Now we’re offering these visitors a dynamic way to access Canada’s booming commercial real estate market.”

“The Canadian commercial real estate market has long lacked a counterpart to the MLS system that has come to dominate the residential real estate marketplace,” says the company in a news release.

“Leasebusters Real Estate fills that role while vastly simplifying the age-old process of hiring an agent to act as the middleman. By empowering investors, Realtors, brokers, property managers, private sellers, landowners, landlords and more with a hands-on, DIY web portal, much of the mystery involved in commercial real estate transactions can be eliminated.”

Once posted at the LBRE website, Leasebusters will expose any commercial property until it has been sold or leased. Each commercial listing has a dedicated listing page. Sellers can edit their listings at any time to reflect price changes, incentives and changes to the property’s description. The format allows for the inclusion of web enhancements such as Google Street View, several photos, feature sheet attachments and contact tools.

For information: www.leasebusters.com.

REM

44 REM FEBRUARY 2011

GREEN REAL ESTATE

By Elden Freeman

A

s the Canadian real estate market is expected to follow patterns this year similar to last, we need to put our best foot forward to support and guide buyers, especially in the second half of the year when interest rates are expected to rise.

Keeping appraised of current green trends instills confidence and trust in your clients as you open their eyes to solutions to help reduce ecological footprints and defray costs associated with their new home or commercial property.

Water is a natural resource often overlooked when navigating

Water is the new oil the hills and valleys of our environmental landscape. While water covers more than 70 per cent of the earth’s surface and comprises two-thirds of our bodies, it is a huge fallacy to think that there is a limitless supply. In fact, only about one per cent of the world’s water is drinkable.

As Canadians, we go through lots of it, an average of 343 litres of fresh water per day per person.

That’s one of the worst rates on record and is second only to the U.S. and more than double that of most Europeans.

Reduce, repair and retrofit are the three Rs of water conservation.

The typical household should be able to reduce its consumption by 40 per cent without it crimping a family’s lifestyle. Here’s how.

The bathroom is where the majority of indoor water use takes place. Take shorter showers (five minutes or less) or fill the tub only one-quarter full. Don’t use the toilet as a wastebasket by flushing unnecessarily. Turn the tap off

while brushing teeth. Repair faucet leaks and toilets that run after flushing. Consider replacing older toilets that use up to 18 litres of water per flush with new ones that only use six. Install a low-flow showerhead.

In the kitchen, keep a bottle or pitcher of drinking water available in the refrigerator rather than running your tap to get cold water when you want a drink. Run dishwashers only when they’re full.

Front-loading clothes washers use about 40 per cent less water per load than top-loading machines.

Also, look for a washing machine with adjustable water levels. This can help control the water level for full or small loads.

Outdoor water use, which jumps by 50 per cent during the growing season, adds to your water footprint. Purchase sprinklers suited to the size and shape of your property to avoid watering sidewalks and driveways. Consider installing timers on outdoor taps.

Sprinklers that distribute water in

a flat pattern are more efficient than oscillating sprinklers.

Think about using water that doesn’t come from a tap. Cisterns or rain barrels, which capture and stores rain water, are footprintfriendly alternatives.

A low-maintenance landscape – one that needs little more water than nature provides – is optimum.

Known as xeriscaping, the principles include smaller lawns and the use of native grasses, shrubs and trees and mulch.

If your client is buying a commercial or industrial property, water conservation methods are critical because costs can escalate quickly. However, there could be even more at risk if the workplace uses water in its production process or for washing goods or equipment.

Is this being done efficiently? Does your community have a water efficiency program that helps households and businesses reduce water usage? Is the water distribution system properly maintained so that no pollution leaks into it and so

that no water is wasted through leaky mains?

Environment Canada (www.ec.gc.ca) provides a water use calculator to assess how your household water use stacks up against the rest of the country.

National Geographic (environment.nationalgeographic.com) has a water footprint calculator that incorporates a broader picture of usage, including calculations based on water used in your diet, airline and auto travel and how much you spend annually on clothing and other items.

Getting in on the green revolution now will only bode well for your practice, as clients will see you as forward thinking, smart and compassionate. That puts you and your client at a huge advantage and, in the end, isn’t that what it’s all about?

Elden Freeman B.A., M.E.S, broker is the founder and executive director of the non-profit National Association of Green Agents and Brokers (NAGAB). 416-5367325; elden@nagab.org. For more information about NAGAB and what it can do for your business, visit www.NAGAB.org. REM

REM FEBRUARY 2011 45

Word slips

By Dan St. Yves

W

ords are tricky things, and Lord knows I’ve mangled my fair share of them over the years. Most often that has been entirely intentional, like when I play around with a popular phrase (“well, that’s just water under the fridge…”) or insert a similar word for the one which should really appear (“the latest diet trend is basically avoiding carps – which is great, I’m not all that fond of fish anyway”).

Recently I’ve heard a few words or phrases that weren’t actually spoken out of turn intentionally. I think maybe it’s just how those folks may have heard them and then presumed that interpretation to be accurate, like an often misunderstood song lyric, or anything ever uttered by Bob Dylan.

For example, Dolce & Gabbana is a boutique fashion house for women, and men that don’t typically wear cowboy hats or spit on sidewalks. Dolce & Cabana is a sweet Italian hut or shade structure. Just speculating here, but if you are male and ever say something like “what a sweet Italian hut or shade structure you’ve got there”, you are likely a fan of Dolce & Gabbana.

Speaking of Italy, there’s a popular greeting in that language that you’re likely familiar with – “Arrivederci”. If I had to make an embarrassing confession, I once thought that the phrase had something to do with construction materials. Why else would anyone talk about steel concrete reinforcement rods – a rebar derrchi? If someone’s waving a rebar around, you don’t need to say farewell in any language – I can take a hint.

One misspoken medical term I heard recently actually made a bit of sense. I heard a woman say

that her brother suffered from “sleep napnea”. Maybe he does, but he might also be affected by sleep “apnea”, a disorder that causes afflicted individuals to pause while breathing in their sleep. Napnea might be related, but it sounds like something of a somewhat briefer nature. Or a hand cream. “Try New & Improved Napnea, to smooth out those wrinkles and dissolve liver spots!”

My favourite slip of the tongue was just the other day, when a friend was discussing a trip to the drugstore. He needed to pick up some pharmaceuticals, but somehow that message came out scrambled. He instead remarked that he needed to pick up his “phart”-a-ceuticals. Either that was a Freudian slip at a moment when he was trying to avoid doing something in my presence, or he has health issues I frankly don’t need to know about. Try Bean-o pal, it’s available over the counter.

You know, mistakes aren’t always made while speaking. I noticed a vehicle parked outside a strip mall the other day, with large lettering indicating the company’s business – pest control. However, rather than a disgusting graphic of a cockroach or hairy multi-legged creepy crawler, the artist had added in a cute little puppy. So the company’s owner either doesn’t care to get into a filthy crawlspace and root out a black widow’s nest, or he’s a dyslexic dogcatcher, and meant to have “Pets Control” imprinted on the side of his van.

Slips of the tongue – they make us smile, and after you jot down enough of them, you can literally fill a column with the little purls.

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 ThatDanGuy@shaw.ca. REM

46 REM FEBRUARY 2011

Real Estate Books Harmonious Environment

By Norma Lehmeier Hartie Lingham Press $21.95 at Chapters/Indigo Promising to “beautify, detoxify and energize your life, your home and your planet,” there’s a little bit of everything in this book, from interior design tips to eliminating harmful products in the home; from healthy recipes to improving indoor air quality; and from using feng shui to

cohabitating with rocks.

“Harmonious Environment teaches how to create a beautiful, non-toxic and natural home and workspace; a sanctuary that will support, invigorate and nourish to enable the reader to flourish in all aspects of their lives – while being kind to the environment,” says author Norma Lehmeier.

The book has won several U.S. awards since it was first published in 2007.

Private Mortgage Wealth

By Charles A. Aziegbemhin RIMI Publishers $29.95 “Private mortgage investing offers incredible financial opportunity for those who are ready for the adventure but it can be financially devastating for those who are not prepared,” says author Charles A. Aziegbemhin, the principal broker at a large Toronto mortgage brokerage.

He says he decided to write the book because a “lot of people are grossly misinformed on the concept of mortgage lending. This book attempts to remove the disconnect between successful investing in other assets and the failure to achieve the same fit in private mortgage investment.”

The book begins by helping you determine your net worth and continues through investment vehicles, a guide to successful investments, a look at the mortgage market and private mortgages, due diligence, property valuation, risk managements and more. It also includes ways you can lose money if you’re not careful. www.privatemortgagewealth.com

Life Rich Real Estate

By Richard Dolan Life Rich Corporation $24.99 “Where we live, our PLACE, will become one of the most pow-

erful influences on the happiness of the millions of Baby Boomers who are about to retire,” says author Richard Dolan. “If we have the courage to admit it, each of us harbours a secret vision of the ultimate life we want to live. That includes WHERE we want to life our life.”

Dolan’s book identifies the economic impact of the Baby Boomers and discusses how that will impact real estate, coming to the conclusion that Boomers want a taste of the good life, and that they will purchase luxury real estate to get it – specifically, fractional real estate.

Dolan says that whether you are a real estate investor or making a decision on buying vacation property yourself, “we are perfectly positioned to capitalize on this opportunity.”

“Baby Boomers are about to make a buying decision as important as the one they made when they bought their first family home,” he says. “For the next phase of their life, they will focus on living a life and earning a return on living.”

Email richard@liferich.ca

Legal, Tax & Accounting Strategies for The Canadian Real Estate Investor

By Steve Cohen and George E. Dube Wiley $39.95 Lawyer Steve Cohen and accountant George Wiley offer specific strategies, tips and “action steps designed to protect your investments as they grow.”

The authors say they are real estate investors themselves, and “this is important because the tax and legal rules around real estate are continually changing in Canada and the authors are up on the latest developments.”

Readers can also register with their websites for ongoing updates.

Topics include tax saving plans, limiting liability exposure and increasing long-term equity growth. The book includes a series of checklists to help ensure readers have all the bases covered.

Available at bookstores.

REM

REM FEBRUARY 2011 47

GOURMET COOKING for real estate professionals

Ever try chicken livers? towel. This, after all, is chicken, and you don’t want to handle chicken at any time without washing your hands, the counters and utensils. Handle your taps with the paper towel, so you never transfer salmonella. It can make you very sick. Cooking kills it, but the raw effects need to be avoided.

By Carolyne Lederer

W

ant a special but downto-earth brunch for the coming weekend?

Filling and satisfying food, but not heavy and hard to digest? Then try this wonderful recipe that is special all year ‘round.

This recipe is best when it is served fresh, hot from the pan, or even at room temperature, but it will keep a day in the fridge.

Check this out: if you have never eaten chicken livers, don’t be put off by how they look, or how they feel. Have paper towel handy, a clean soapy dishcloth and drying

The king’s breakfast or brunch 1/2 lb. fresh chicken livers – not frozen (buy them a day or two before using, ideally) 1/2 of a large Spanish onion, chopped coarsely but a little fine 10 or 12 large button mushrooms, stems removed and chopped separately Salt, pepper, dry thyme (not the kind that looks like pepper) Sweet butter 2 Tablespoons Winzertanz (white wine) Rinse the chicken livers. I use a small colander; drain and pat dry with paper towel. Remove any yel-

low or green bits of gall with a sharp knife; you will want to leave the chicken livers whole.

In a hot skillet, sauté chopped onion in butter, stirring until onion is translucent. Turn down heat as necessary to prevent burning.

Don’t be stingy with the butter, and cook until just barely a golden colour and onions are fully cooked, but not mushy.

Add to onions the mushrooms that you have cut into chunks or quarters and sautéed for only a couple of minutes on high heat; you want the mushrooms just once over lightly. (Martha Stewart cooks mushrooms far too long!)

The moisture from the onions and butter should keep the onions from sticking to the pan, but add a little more butter as necessary because you must keep the pan as hot as possible without burning.

Rest this lot in a heatproof bowl. Turn unwashed used skillet onto very high heat and add the chopped chicken livers when butter begins to sizzle, but not burn.

You want to scorch the surface of

the livers. Don’t touch them for a few seconds. They will appear to stick to the pan, but this is all right.

Reduce heat ever so slightly, add salt and pepper, and dry thyme – just a pinch because dry thyme delivers a very powerful punch; you want the flavour to enhance the dish, not take it over. Turn the chicken livers, one by one, individually. They should still be pink inside. They are cooked at this stage. Do not overcook them. The livers should be moist and juicy.

Add the chicken livers to the onions and mushrooms and stir.

Keep hot. Although you might want to cover them, keep any cover at a slight tilt; you don’t want to steam them. They will continue to cook in their own heat.

Deglaze the skillet with Winzertanz (the flavour of the ingredients in this particular wine enhance the flavour of the dish), scraping and saving any stuck-on bits, and pour over the mixture in the dish. Serve, piping hot with fresh toast (try cutting off the crusts if you are using buttered

white bread toast), or use fresh rye bread, untoasted. Again, perhaps cut off the crusts or even use a large cookie cutter and make bread “rounds.”

All of this preparation has taken less than 15 minutes. It is also great for a midnight snack. If guests are staying over, this brunch will make a delightful surprise for them.

Can be used as a hors d’ouvre if you chop the livers finely, after they are cooked. If you really want to have some fancy hors d’ouvre, process the whole recipe after it is cooked, until it forms a spreadable pate. Top with a piece of raw mushroom. Or using larger button mushrooms with stems removed, use the pate to stuff mushrooms. Top with a sprig of fresh thyme. So YUM! Carolyne Lederer is broker of record at Carolyne Realty Corp.

Proudly putting her name to her work for 29 years, she serves Burlington and Brampton, Ont. residential real estate clients. She taught gourmet cooking in the mid 1970s. Email Carolyne at BurlingtonHomes@Carolyne.com if you have any questions. www.Carolyne.com or www.MillcroftHomes.com REM

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48 REM FEBRUARY 2011

Certification for home inspectors

By Bill Mullen

D Scan Me for Free Stuff.

QR Codes Micro Sites Mobile Sites You still – talking ? thinking ? planning ?

espite efforts for many years by several individuals and groups, the Canadian home inspection industry is still very much unregulated. British Columbia is the only province that has licensed practitioners, although three or four other jurisdictions are considering legislation.

In this unregulated sector, anyone can simply print some business cards, buy a flashlight and clipboard, and promote themselves as a home inspector. On top of that, some associations, training schools and even government agencies have convinced thousands of gullible people that a two-week course or even a short online quiz will qualify them to earn a high income inspecting houses for an even more unsuspecting public.

In 2006, the Canadian Association of Home and Property Inspectors (CAHPI) announced that after 10 years of meetings and hard work, they, along with CMHC, HRSDC, the

Construction Sector Council and other industry partners, had successfully developed and implemented a national certification for Canadian home inspectors. The goal was to create a large group of well-trained, field-tested and qualified home inspectors on whom the public and others connected to a home purchasing transaction could rely. The program would be administered by a CAHPI ‘arms-length’ committee (National Certification Authority – NCA) that would process all inspectors fairly and objectively.

In the years since then, more than 500 inspectors have applied, had their backgrounds evaluated, been field tested and received their National Certification. However, the estimated number of home inspectors in Canada is between 5,000 and 6,000, so obviously the program has attracted only a very small percentage of the inspector population.

Since the program was created

KiTS clients are already “doing” Shanan Spencer-Brown

Bringing paper + “e” together See more at page 52

Executive Director, Shelter Foundation Royal LePage is pleased to announce the appointment of Ms. Shanan Spencer-Brown to the position of Executive Director, Royal LePage Shelter Foundation effective January 24, 2011. The Shelter Foundation is Canada’s largest public foundation dedicated exclusively to funding women’s shelters and violence prevention and education programs.

Through our Royal LePage network the Foundation helps local shelters provide safe havens and new beginnings for more than 30,000 women and children every year.

In the past 10 years, Shanan has held senior program development and fundraising positions in community organizations that provide prevention, education and treatment focused on children's mental health, family violence and child development. Her most recent position was with the Kinark Foundation, where she served as Executive Director responsible for fund development strategy and implementation in support of Canada's

largest community-based children's mental health agency. Previously, she was the Director of Program and Fund Development responsible for all fundraising programs at the Child Development Institute, which has a significant focus on family violence.

to bring some uniformity and credibility to the industry, the results were less than stellar – disappointing those who had seen the program as an opportunity to bring more legitimacy to the relatively new home inspection industry. It became apparent that since CAHPI’s membership accounted for only about 15 per cent of the total number of inspectors in the country, non-members were not comfortable that the NCA would process and test them objectively, despite CAHPI’s genuine assurances. As a result, applications for national certification slowed to a trickle in recent years.

In early 2010, in an effort to breathe new life into the certification program, and to address the concerns of the industry, a new, fully independent, non-partisan certification body was established, with representation from all existing associations but no affiliation with or obligations to any, including CAHPI. The National Home Inspector Certification Council (NHICC) was incorporated and quickly received recognition, encouragement and support from government agencies, home inspection associations and other stakeholders. The NHICC is a certifying body only, and is not an association, so it is not seen by the associations as competing for members.

Most organizations have their own ‘certifications’ that can be complemented by the National Certification. One national group, the Professional Home and Property Inspectors of Canada

(PHPIC) based its Mission Statement on support for the NCP and they have actually adopted the NCP requirements as their own.

The program also makes it possible for inspectors who choose to not be members of any association to be recognized and certified competent by an independent third party.

Home inspectors can now take comfort knowing that their education and abilities will be compared uniformly and objectively by the NHICC to the National Occupational Standards for Canadian Home Inspectors.

Consumers and others can be assured that despite the proliferation of pseudo-professional organizations and groups posing as legitimate professional home inspection associations, there is ONE national, strong and valid certification that exists to rigorously evaluate and test inspectors based on actual occupational standards that were developed through thousands of hours of study and debate.

For more information, contact the National Home Inspector Certification Council (NHICC) at 519-383-1652 or www.nationalhomeinspector.org Bill Mullen (National Certificate Holder #00001), Professional Home & Property Inspector (PHPI), Registered Home Inspector (RHI) and ASHI-CHI has operated Bluewater Home Inspection in Sarnia, Ont. for 18 years. He is now the director of external relations for the NHICC and official historian of the National Certification Program.

REM

Shanan holds a Bachelor of Arts (Hons.), Sociology and Criminology and a Master of Social Work, both from the University of Toronto.

It is an exciting time when we welcome a new accomplished leader to our organization.

Together, we are confident that we will take the foundation to new heights in the coming years, significantly adding to the more than $10 million our Network has contributed, to help more women and children across Canada.

Email: shelterfoundation@royallepage.ca †

†Royal LePage is a trademark used under license.

Bill Mullen (left) with Ken Ruest of CMHC in Ottawa.

REM FEBRUARY 2011 49

Good Works he 16th annual Realtors Care Blanket Drive collected 5,186 bags of clothing, coats and blankets for dozens of charities across the Lower Mainland – its most overwhelming response to date. Support for the drive ranges from individuals to corporations and retailers, all partnering with local Realtors to round up quality items.

In Coquitlam, West49 donated all the jackets (nearly 150) received from its trade-in program.

In Surrey, Terasen Gas employees held their own mini-campaign, collecting 69 bags of donations, and the company also donated money. For the third year in a row, one of Vancouver’s largest clothing wholesalers, FX Fashion Exchange, donated dozens of boxes and bags of brand new men’s and women’s

T

clothing and coats. “One of our largest charity recipients in the Fraser Valley told us that the donations were so generous this year that they’ll have enough warm clothing to distribute to people who need it until next spring,� said Deanna Horn, president of the Fraser Valley Real Estate Board.

Since its inception in 1994, the Blanket Drive has collected more than 27,000 bags of blankets, coats, winter clothing and other items. Donations are distributed for free and stay within the communities in which they are donated, or if the volumes are too large, are shared with the nearest community in greatest need.

For more information, visit www.blanketdrive.ca. â– â– â–

Staff in the Sutton Group West Coast Realty office in Langley collected 29 bags stuffed full of clothing and blankets during the Fraser Valley Real Estate Board’s Blanket Drive. To help spread the word, sales rep Chris Welland took his musical talents to the Willowbrook Mall. He played Christmas songs and favourite hits on his keyboard for close to five hours, and estimates that several thousand people enjoyed the music, learned more about the Blanket Drive and were offered FVREB donation bags.

He had two volunteers who greeted shoppers and handed out donation bags and flyers: Carolyn Lindholm, one of his clients, and Donna Schwartz, an assistant at the brokerage. â– â– â–

In December, 40 St. Thomas, Ont. and area Realtors from nine real estate companies attended the second annual Realtor Break Project Christmas Care social at Boston Pizza. They raised $1,385 and two shopping carts of non-perishable food items, which were then donated to Christmas Care, a local charitable organization that distributes food hampers to fami-

lies for Christmas. Event organizer Earl Taylor says, “It’s our way of giving back to our community, a way to help those families who need a helping hand over the Christmas season.â€? â– â– â–

Trees for Toys, an annual customer appreciation event organized by sales reps from Coldwell Banker Peter Benninger Realty in Kitchener, Ont., combines the gifts of giving and receiving. Sales reps purchased trees or wreaths for their clients and invited them to come and pick up their gift at an event that included refreshments, pictures with Santa, face painting and holiday movies. Clients were encouraged to donate toys, which were given to the Waterloo Knights of Columbus New Toys for Needy Kids Toy Drive and distributed to children throughout the region.

More than 1,000 guests donated more than 400 toys. â– â– â–

For each home sold during 2010, Deb Schmidt, associate broker with Royal LePage Premier Realty in Yorkton, Sask., donated a turkey to the Salvation Army’s

Christmas hamper program.

Tom Campbell of Stamatinos LeLand Campbell LLP and Bruce Thurston of Yorkton Co-operative Association joined forces with Schmidt and matched her donation turkey-for-turkey, for a total of 150 turkeys. “With the flooding and damage that Yorkton experienced this year, our stocks were depleted,â€? says Roy Bladen of the Salvation Army. “This was the shot in the arm we needed.â€? The Salvation Army distributes 200 hampers in the Yorkton area each year at Christmas. â– â– â–

Since August, real estate agents from Exit Realty offices across Ontario and volunteers from the community at large have come together to help build a new home for Cornwall single mom Karen McIntosh and her children, Meagan, 15 and Matthew, 12.

McIntosh works for the Upper Canada School Board as a settlement outreach worker, helping new immigrants settle into Canada. Matthew suffers from global delay and autism and resides Continued on page 50

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Visit www.reic.ca or call us at 1-800-542-7342

50 REM FEBRUARY 2011

Good Works

IF YOU CAN READ THIS YOU SHOULD BE AN EXECUTIVE

Continued from page 49

in a group home in Ottawa from Monday to Friday. Currently there is no facility in Cornwall that can meet his needs. The new home includes a fenced yard to provide a safe and protected environment for Matthew.

■ ■ ■

Children whose lives are caught up in the turmoil of parental conflict sometimes don’t get adequate nutrition.

Patricia van Diepen, a Realtor at Sutton Group - Preferred Realty in London, Ont., recently presented $2,780 to the Women’s Community House. The money

is expected to fund 2,224 meals for children who are staying at the shelter with their mothers.

Van Diepen organized the Lunch for a Bunch Christmas Extravaganza fundraiser, which brought together shoppers and local artisans for early Christmas gift buying. People also had the opportunity to bid on 22 silent auction items and buy tickets for raffle prizes and a 50/50 draw.

Van Diepen enlisted the help of fellow sales rep Warren Strong and her friend Marsha Bergeron to reach out to local businesses and individuals to sell their wares and/or donate items.

Broker of record Gerry Weir donated hockey tickets and a gift certificate to a restaurant.

■ ■ ■

Royal LePage City Centre, Royal LePage Westside, and Royal LePage Northshore teamed up to raise funds for three Vancouver-based charities at their third annual Gastown Gala.

Hosted for the second year by Cobre Restaurant, the event featured delicious appetizers and B.C. wines, as well as a silent auction. As in previous years, everything for the evening was donated by the businesses of Gastown and generous individuals. More than $8,000 was raised, which will be split between Kate Booth House, SAGE Transition House and Dress for Success.

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http://gettag.mobi

Chris Welland At the Realtor Break – Project Christmas Care event, from left – front row: Earl Taylor, Coldwell Banker at Success Realty, Janet Wilcox, Christmas Care. Back row: Mary Dewar, Dewar Realty; Jerry Jeffery, Century 21 Network Realty; Nelson Conroy, Royal LePage Triland Realty; Don Jackson, D.C. Jackson Realty; Joe Mavretic, Re/Max Centre City Realty; Ed Batty, Royal LePage Landco Realty; and Jeff Gunnell, St. Thomas Town and Country Realty. Not present when the photo was taken was Andy Sheridan, Elgin Realty.

Royal LePage Triland Realty, Brokerage—expands!

Woodstock & Ingersoll, Ontario Peter Hoffman

Peter Meyer

Andy Puthon, Executive Vice President, Network Development, is pleased to announce that as of December 1, 2010, Woodstock Action Realty Ltd. has merged operations with Royal LePage Triland Realty in Woodstock, Ontario.

In addition to this merger, Royal LePage Landco Realty’s Woodstock and Ingersoll offices have also joined forces with Royal LePage Triland Realty and will now all operate as one entity - Royal LePage Triland Realty.

Royal LePage Triland Realty becomes the 2nd largest real estate company in Oxford County in terms of unit sales and now has a sales force of 240 professionals working in London, St. Thomas, Port Stanley, Ingersoll, and Woodstock.

Peter Meyer, former manager of Royal LePage Triland Realty recently joined Peter Hoffman as Broker/Owner of the company, following the retirement of former co-owner Robert Breuer.

Peter began his career with Royal LePage as a salesperson in Burlington in 1989. In 1993, he moved to Oakville to work in Marketing Support and later became Sales Manager. He also held management roles in Hamilton/Ancaster before settling down in London and joining Royal LePage Triland in 1998. He then expanded

At the Trees for Toys event, from left: Dave Tidd and Tracey Appleton, sales reps, and Tim Ingold, broker and new homes manager, Coldwell Banker Peter Benninger Realty.

the brokerage’s reach into the St. Thomas and Ingersoll markets while establishing himself as an effective recruiter and trainer.

Peter has served on numerous committees at the London and St. Thomas Association of REALTORS®, and has served as a Director of the Woodstock Ingersoll and District Real Estate Board.

Please join us in congratulating Peter and Peter, and wishing everyone at Royal LePage Triland Realty continued success.

Contacts 757 Dundas Street Woodstock, Ontario N4S1E8 Office Telephone: 519.539.2070 Office Fax: 519.539.4859 Email: petermeyer@royallepage.ca Email: hoffman@royallepage.ca

159 Thames Street South Ingersoll, Ontario N5C3E3 Office Telephone: 519.485.2227 Office Fax: 519.485.2228 Email: petermeyer@royallepage.ca Email: hoffman@royallepage.ca

Please join us in wishing Royal LePage Triland Realty continued success.

For information on the Royal LePage franchise program, please call Andy Puthon directly at (416) 510-5827.

Email: franchise@royallepage.ca †

†Royal LePage is a trademark used under license.

Catherine de Vries (far left, front row) and other members of the Royal LePage Real Estate Services Brokerage pose outside their office during the Photos with Santa event.

From left, Deb Schmidt, Bruce Thurston, Roy Bladen and Tom Campbell are pictured with turkeys donated to the Yorkton Salvation Army Christmas hamper program.

REM FEBRUARY 2011 51 ■ ■ ■

Food bank drives are a winter tradition across Canada but few people deliver their donations like Ron Gray, a sales rep at Sutton Group - West Coast Realty in Port Alberni. Using his own horse and wagon, he delivered 400 pounds of apple juice to the town’s Shaw Cable office building. Through the Fill the Foodbank drive, Shaw Cable and Campbell’s Company of Canada matched donations pound for pound. Gray’s donation tripled to 1,200 pounds by the time it reached the Salvation Army Foodbank.

“My family and I just love living here in the valley. When we moved here four years ago, we were

made to feel really welcome,” says Gray. “It was amazing how many community and family events happen here. I believe in giving back.

All those sayings, ‘what comes around goes around’ and ‘you reap what you sow’ are so true.”

Combining his love of country living with his real estate business was a natural fit for Gray. When his horse isn’t delivering juice, his trusty sidekick joins him at parades and other events where he often thrills children by giving them free, guided rides. As a volunteer member of the Beaufort Gang, Gray stages train robberies each summer for the tourists. This October, he hosted his first annual client appreciation pig roast.

From left to right at the groundbreaking of the Habitat for Humanity home in Cornwall: Judi Auger, broker, Exit Realty Seaway; Meagan McIntosh, holding a picture of her brother Matthew McIntosh; Karen McIntosh; and Dick Aubry, chair, Habitat Seaway Valley.

■ ■ ■

Royal LePage Real Estate Services in Toronto came up with an idea to benefit the Shelter Foundation, while raising awareness in the community. Organizer Catherine de Vries commandeered the help of about 10 additional Realtors, and together they spread the word about their Photos with Santa event to their clients, as well as to the local schools. The office opened its doors for the photos with Santa in return for a donation to the Royal LePage Shelter Foundation. Patrons also enjoyed baked goods prepared by volunteers, hot chocolate and coffee donated by a local shop.

Gord Leeson, a Realtor with Royal LePage Wildrose Real Estate in Olds, Alta., has subscribed to a program called Santa’s Choice (formerly Crisco Hampers), in which he makes monthly payments throughout the year. Just before Christmas, boxes arrive at his doorstep.

Leeson then delivers them to the local food bank.

“A monthly payment doesn’t hurt your pocket book, and you can help the local food bank at a critical time of the year,” says Leeson. Each year, he presents the local food bank with eight large boxes of food, valued at over $1,000.

■ ■ ■

■ ■ ■

Ron Gray rides his horse in local parades. In this one, his “unlicensed assistant,” daughter Skyler, rode along on her bike.

Gord Leeson, right, with the local food bank director John Maeers in Olds, Alta.

The staff at Avison Young’s Vancouver office raised $13,961 for the United Way of the Lower Mainland. For the past decade, employees across the country have contributed financially to the United Way, as well as to several other charitable organizations.

From left: Warren Strong, Pamela Coray (from the Women’s Community House) and Patricia van Diepen.

Led by Wendy McCloy and Susan Taylor, a group of “shelter elves” at Royal LePage’s Plantation Place branch were hard at work in December gathering goodies for Christmas hampers given to residents of local Mississauga Women’s Shelter, Armagh House. The team raised more than $3,000.

Helping a woman and her two children obtain a mortgage to buy their first home is one thing, but to gather friends and family and completely outfit their home is another. That’s what Dilys Anne Hagerman of Mortgage Alliance in Ottawa did just before Christmas.

Misfortune had befallen the family, and Hagerman and her group provided not only numerous wrapped gifts for under the tree, but new furniture, including beds, bedding, dressers, complete kitchen ware, tables, lamps, rugs, toys and books.

The family’s kitchen was scrubbed clean and the food pantry was filled to last several weeks.

Five cars and two trailers formed a convoy to the delighted family’s front door.

REM

In November, Royal LePage Dynamic in Winnipeg raised $700 and donated a wide selection of previously loved clothing to the local shelter, Osborne House.

Organizer Joanne Lesko says this event will be the first of many.

Right At Home Realty in Toronto recently made its third donation to Habitat for Humanity, on the way to the company’s goal of giving $80,000 from the salespeople and the company. “Next year we expect we’ll be actively involved in building a Right At Home Realty house,” says vice-president Howard Drukarsh.

52 REM FEBRUARY 2011

Team building myths KiTS “rocks!�

Product Suite

Bringing paper + “e� together

M

any a team leader will fall prey to these myths about team building.

They have cost countless people tens of thousands of dollars – probably well into the tens of millions. These myths are tricks your mind plays on you.

They are self-defeating beliefs and pie-in-the-sky attitudes that, if you subscribe to them, will destroy your business before it begins.

Myth 1: My clients ONLY want to deal with ME. Fact 1: Your clients are not loyal to you! They are loyal to the standards of service that you represent. Time and time again it has been proven that clients want quality service and tangible results, and they do not care where those come from, just that they come.

This desire is amplified when dealing with arguably people’s largest asset, their real estate portfolio.

Myth 2: Teams take too much time and money to develop.

Fact 2: The function of a team is to provide more time and money with less expense and effort put in by the team leader.

When done properly and systematically, creating and running a team is highly profitable and frees up time for all team members. It has been said that the greatest reward is offered to those who do the best job in the least amount of time. These days in the world of real estate, that job is being done by teams.

Myth 3: I don’t want a big team; it is too much hassle.

Fact 3: You don’t need to build a big team if you don’t want to.

However, the hassles of a small team are very similar to a large team. Remember this: “It is not the size of your team; it is the strength of your systems.� The better your

Trade Shows and Conferences For complete listings, visit www.remonline.com To add a listing to this calendar, email jim@remonline.com Re/Max of Western Canada 28th Annual Conference Feb. 3 - 5 Vancouver Convention and Exhibition Centre, Vancouver www.remax-western.ca/evolution/

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Royal LePage Eastern Canada Conference Feb. 4 – 5 Moncton Shayne Trites – strites@royallepage.ca La Capitale Real Estate Network National Performance Gala Saturday, Feb. 5 Sheraton Centre, Montreal fmasse@lacapitalevendu.com Fraser Valley Real Estate Board Conference and Trade Show Feb. 9 -11 Langley, B.C. 1-877-286-5685

systems are, and the more formalized they are, the fewer hassles and issues you will deal with.

Myth 4: If I hire a good agent, they will bring business with them and want to give some of it to me.

Fact 4: If an agent could generate enough business on their own, they would not be looking to join a team. The single biggest problem facing agents is the generation of business. This is why they join teams.

The myths listed here are brought to you by Dan Plowman Team Systems. The myths are all lessons Dan Plowman learned – the hard way – while building his team. That team has gone on to be the top ranked team in units sold for Canada’s largest real estate board.

For more information visit www.danplowmanteamsystems.com. REM Muskoka & Haliburton Association of Realtors Trade Show Wednesday, April 20 Huntsville, Ont. London St. Thomas Association of Realtors Trade Show Tuesday, Apr. 26 London Convention Centre, London Jenny True – jenny@lstar.ca

Century 21 Kickoff 2011 Monday, Feb. 28 Palais des congres de Montreal Montreal Jeff.sampson@century21.ca

Toronto Real Estate Board Realtor Quest May 4 – 5 Toronto Congress Centre, Toronto www.realtor-quest.ca

Century 21 Kickoff 2011 Thursday, March 3 Toronto Congress Centre, Toronto Jeff.sampson@century21.ca

Kitchener-Waterloo Real Estate Board Realtor Xpo Thursday, May 12 Bingemans, Kitchener Medina Moseley – medinam@kwreb.on.ca

New Brunswick Real Estate Association AGM & Conference March 29 – 31 Delta Beausejour Hotel, Moncton, N.B. Erika Smith – esmith@nbrea.ca CREA Leadership Summit Sunday April 3 Westin Ottawa, Ottawa Anik Aube - aaube@crea.ca

2011 HomeLife International Conference and Awards May 12 - Broker Day May 13 - Gala Awards Day with Trade Show Metro Toronto Convention Centre Toronto www.homelife.ca

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

CANADA’S LARGEST REAL ESTATE CONFERENCE & TRADE SHOW! MAY 4 & 5, 2011

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Tel: 416.443.8136

54 REM FEBRUARY 2011

THE PUBLISHER’S PAGE

By Heino Molls

W

MARKETPLACE

hen the dust settles on the confrontations related to the Competition Bureau and the real estate community, regardless of the outcome, I think it is understood that we have to have a governing body in place to oversee fairness in business and industry for everyone.

I don’t think anyone can argue with that.

The problem is keeping that governing body fair. We have to do all we can to make sure the people who make the rules that keep everybody on the straight and narrow in business

Scrutiny and integrity are honest themselves.

Isn’t that what it all comes down to here? Aren’t the most hurtful allegations on all sides of this whole thing really about the integrity of who makes the rules and who uses them and who gets an advantage from them?

We must remember that overseeing the people that oversee business is up to us. We must always demand integrity of our overseers. We must always stay aware of all the issues because at the end of the day the power is ours at the ballot box. Remember what happened here when the election is called.

This brings me to the media.

As much as I watch and read about the real estate community getting picked apart and dragged through the mud by the media, the more I grow concerned about its integrity, and the more I am troubled by them getting their facts right.

Who oversees these guys? This is something that has troubled me for many years. Believe it or not

the government used to guard the freedom of what was carried in the news a lot more over a hundred years ago.

It has been my understanding that the old Railway Act of Canada included a rule within its legislation that said the railway could not own what it carried. The reason for that was if the railway owned a product like furniture, for example, on one car and it was hauling furniture for someone else on another car, it could give special treatment to the furniture it owned. The railway might take special care that their furniture was not lost and it got to market as quickly as possible, whereas the furniture that belonged to someone else, like say their competitor in the furniture business, might get lost or delayed getting to market.

The same rule applied when it came to the telegraph wires that the railway owned next to the railway tracks. The content or news carried over those wires could not be owned, let alone be monopo-

lized by the railway.

The folks who oversaw that portion of the Railway Act were replaced by the Canadian Radio and Television Commission.

Things changed under their watch.

There were some large and complex lobby groups created by the owners of broadcast radio and television companies as well as cable providers and newspaper publishers that came calling. All media related companies had lobby groups. The largest lobby group of all, I am told by hearsay, was operated by a cable company.

Before the days of the CRTC a cable company could not carry content that it owned because of the old Railway Act. The CRTC relaxed that rule and many others following consultation with lobby groups. Today a lot of what we see on cable TV is owned by the cable company. Especially sports properties. What will happen tomorrow?

It makes me uncomfortable.

Today the vast majority of what we hear, read and see in the

Canadian media is owned by two or three media conglomerates.

This makes me the most uncomfortable of all. Look for yourself, who owns your local paper and radio station?

It begs the question that, if there are really only two or three media conglomerates controlling all the news we get, what’s going to happen if they merge? Who is going to stop them from telling us only what they want us to know?

Is there a governing body out there that looks out for us? Is there some organization that regulates competition and makes sure that there are other companies thriving in the media so that we can have a wide range of sources to make sure there is honesty and integrity in what is reported?

There is? Great, what are they called? The Competition Bureau?

What are they doing? They’re busy? Busy with what?

Oh, they’re making sure the business of Realtors is being run the right way.

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

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