February 2012 by Real Estate Magazine (REM)

Issue #272

February 2012

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

Paperback writer

Adventures of a real estate rookie Page 6

Use referrals to build your business Page 14

B.C. allows personal real estate corporations Page 34

For sales rep and author Peggy Blair, persistence pays off Page 8

REM FEBRUARY 2012 3

Grace period ends for Quebec brokerage rules By Danny Kucharsky

f you’ve been using For Sale signs in Quebec sporting photos of yourself that were taken when Milli Vanilli was big, you have to remove them immediately. That’s because it’s no longer possible for brokers to have 20year-old plus photos of themselves on For Sale signs or other forms of advertising in Quebec. It’s all part of a new law that makes it obligatory to have promotional photos that are not more than five years old. The move is aimed at ensuring clients will be able to recognize their brokers. It does not oblige brokers to use a photo on their signs, although the practice is prevalent in the industry. It is just one of several changes

imposed by the new brokerage law of the Organisme d’autoréglementation du courtage immobilier du Québec (OACIQ). The OACIQ replaced the Association des courtiers et agents immobiliers du Québec. While the law has been in effect since May 2010, brokers had an 18-month transition period to make sure their advertising conformed to the changes and to clear out old stock of forms, business cards, letterhead and other stationery. Changes to publicity, outlined in an 80-page plus OACIQ guide, also cover email signatures, websites, TV and print ads. The new act also does away with the term real estate agent,

OACIQ to appeal FSBO company ruling A

recent Quebec Court decision upholds the right of the for-sale-byowner firm DuProprio.com to put For Sale signs outside properties and to advertise in newspapers. The court rejected the argument that the unlicensed DuProprio is allowed to act like a traditional real estate broker. In her judgement, Judge Nicole Martin wrote that DuProprio does not identify itself as a real estate broker and that its advertising does not make it seem that it performs the tasks of brokers. Selling a home is not the exclusive domain of real estate brokers and the way an owner decides to sell a home “belongs to him or her and several options are possible,” she wrote. In a statement, Robert Nadeau, president and CEO of the Organisme d’autoréglementation du courtage immobilier du Québec (OACIQ), expressed concern about the ruling, which

he called contradictory. The court is acquitting a company “that performed actions that gave the impression it was authorized to perform the functions of real estate brokers,” Nadeau said. The OACIQ maintains DuProprio acts in a matter similar to that of real estate brokers and by doing so confuses the public, which can be left unprotected if troubles arise in the selling or buying of a home. The court action was started in 2009 by the OACIQ’s predecessor, the Association des courtiers et agents immobiliers du Québec. Just before Christmas, Nadeau announced the decision will be appealed. “We have serious reasons to believe that DuProprio committed several infractions of the Loi sur le courtage immobilier (real estate brokerage law) and that’s why we’re appealing this decision,” he says. – Danny Kucharsky REM

with all agents in the province to be called brokers. Mortgage brokers are also covered by the legislation. It replaces a law that had been in effect since 1994. The OACIQ was introduced as a result of a new real estate brokerage act in the province, aimed at making the real estate industry more professional by increasing the degree of difficulty for obtaining a license. It includes regulations covering brokers’ and agency licenses, brokerage requirements, records and bookkeeping, disciplinary proceedings, indemnity fund and professional liability premiums and professional conduct. Not surprisingly, a law that adds new costs to brokers has not been met with universal acclaim.

ecognized for giving back to his community both locally and globally, Jesse East of Re/Max Kelowna is the recipient of the Realtors Care Award for the Central Okanagan Zone of the Okanagan Mainline Real Estate Board (OMREB). East was recognized for donating his time to many volunteer efforts and is especially focused on raising funds for cancer research. He has been instrumental in organizing many events to benefit the B.C. Cancer Agency, the board says. Every year he organizes a team for “Movember”, and this year raised the most money on his team for the prostate cancer charity. He took September 2010 off to drive across the country filming and driving for a team of cyclists that was raising money for cancer research. He continues to participate in the annual Vancouver to Seattle Ride to Conquer Cancer charity bike event. To date, his efforts have raised more than $9,000 for this charity. Every year, his family gives to charity rather

Broker Claude Leclair, manager of Maison du consommateur in Rosemère, north of Montreal, says real estate professionals have been forced to change their titles from agents to brokers despite the fact clients have never been able to tell the difference between the designations since he started his real estate career in 1989. “The main goal of the OACIQ is to protect the public. How is the public protected if it’s Courtier immobilier agréé (authorized real estate broker) or Agent immobilier agréé (authorized real estate agent)?” In an email he sent to the OACIQ, an admittedly frustrated Leclair calls the organization “specialists in imposing expenses that

than exchanging gifts with each other. He continues to sponsor a young boy in Africa through World Vision in order to enrich the youngster’s quality of life and to help his community become a better place in which to grow up, the board says.

are really unnecessary to justify its mission to protect the public.” Leclair says he now has $5,000 worth of promises to purchase forms, signs and stationery that are now useless. He is now printing out forms and stationery only on an asneeded basis. He fears that in 10 years a new generation of bureaucrats will change the name again and independent brokers will have to pay again to make changes. “Every time bureaucrats play intellectual masturbation games, it costs us money,” he says. In response to his missive, Leclair says he received a lawyers’ letter warning him to be careful with his words and to respect the profession. REM ket, his or her reputation in the industry and community/industry involvement. He garnered the award for his role in completing several significant transactions in the GTA. Beaudry’s recent sale of the former Nortel Carling Campus in Ottawa to Public Works and Government Services Canada (PWGSC) was also a watershed deal for the Ottawa region. Beaudry was recently re-elected as president of the SIOR Central Canadian Chapter for 2012. REM

Jesse East

■ ■ ■

Industry veteran Kevin M. Beaudry has been named SIOR (Society of Industrial and Office Realtors) Canada’s Greater Toronto Area (GTA) Office Broker of the Year for 2011. Beaudry received the honour after joining Avison Young less than four months ago as a principal and senior vice-president, focusing on corporate real estate advisory in the GTA West market and Ottawa. He is based in Avison Young’s Mississauga office. Beaudry was selected for the award by a committee of peers including GTA brokerages, landlords and developers. The criteria for the award focuses around the impact the broker has in the mar-

Geoff Kreusser (left), president of SIOR, presents Avison Young’s Kevin Beaudry with SIOR Canada’s 2011 Greater Toronto Area (GTA) Office Broker of the Year Award.

4 REM FEBRUARY 2012

Multiple Listings By Jim Adair, REM Editor Do you have news to share with Canada’s real estate community? Let REM know about it! Email: jim@remonline.com entury 21 Heritage Group recently hosted an open house to celebrate the opening of its new office in Newmarket, Ont. The new spacious office design was developed by Integrated Groundworks & Design and boasts modern and contemporary function and a bright and welcoming space. Hallways of individual and multiple agent offices line the corridors and contemporary art work hangs in every principal room. The office also houses various meeting rooms, a kitchen and large presentation and training room with kitchenette, as well as all-new updated equipment. Broker of record/owner Pamela Prescott has been providing real estate services for over 30 years. She started Heritage Group in Richmond Hill with a three-agent office. Now her company has grown to include more than 400

sales reps and multiple office locations. ■ ■ ■

Re/Max Quinte in Belleville, Ont. has increased its sales force and reach with the addition of three new Realtors and it and plans to open a new satellite office in Tweed in 2012. Seasoned broker Dave Denison and sales reps Ted Cassidy and Terry Lesage have returned to Re/Max after several years with a local competitor. The growth in agent count comes ahead of planned expansion to neighbouring Tweed, where a new office at 259 Victoria St. N. is undergoing renovations prior to a grand opening scheduled for early 2012. Sean McKinney, broker of record for Re/Max Quinte, says, “It’s a wonderful area, with a strong sense of community and a great

deal of potential. Our new satellite office will allow us to extend our reach north and better positions us moving forward.” ■ ■ ■

Dale Cameron has rejoined the team at Atlantis Realty in Dartmouth, N.S. as a condominium sales specialist for the $300-million King’s Wharf project on the Halifax waterfront. Cameron took some time away from Atlantis over the past couple of years to focus on his hospitality businesses and co-authored a best-selling, award-winning cookbook, George House Heritage Bed and Breakfast Kitchen Recipes. “I’m happy to be working on this development on Canada’s most vibrant urban harbour and to rejoin forces with Fares Real

Estate and Atlantis Realty,” says Cameron. ■ ■ ■

MacKay Real Estate of Wolfville, N.S. is the newest member of the Aventure Realty Network. Broker/Owner John MacKay and his team serve the Annapolis Valley, Kings and Hants counties from the main office and a second location in Windsor, N.S. MacKay is a past recipient of the Distinguished Realtor of the Year award, presented by the Nova Scotia Association of Realtors to individuals who set themselves apart by their dedication to both the industry and the community. ■ ■ ■

Right At Home Realty of Toronto is expanding into

Durham Region. Company president Don Kottick says the new office will be in Whitby and will be operational by March of this year. ■ ■ ■

Eavan Travers of London, Ont. was one of just 16 people in North America accepted into the 2012 Jay W. Levine Leadership Development Academy, a program established by the CCIM Institute to help foster the development of the next generation of leaders in the commercial investment real estate industry. Travers, a sales rep with Re/Max Advantage Realty, is the only designee from Canada who will participate in a wide range of leadership and team building exercises throughout the year. Established in 2003, the Leadership Development Academy is designed to build a network of CCIM leaders whose increased awareness and commitment to service will help shape the future of the CCIM Institute, the governing body of one of the largest commercial real estate networks in the world. Participants also develop personal talents and skills that impact and influence Continued on page 6

Eavan Travers

John Bar

Dave Denison

Ted Cassidy

The new Century 21 Heritage office in Newmarket.

Broker of record/owner Pamela Prescott (centre) of Century 21 Heritage Group cuts the ribbon at the Newmarket office with, from left, Chris Needler, manager, Century 21 Heritage Group; Maddie Di Muccio, Town of Newmarket councillor; Bill Fisch, chairman and CEO of the Municipality of York; and Nicolas Marton of Integrated Groundworks & Design.

Graduates from the Century 21 Canadian Management Academy.

Terry Lesage

Century21.ca

6 REM FEBRUARY 2012

Continued from page 4

everyday business relationships. Based in Chicago, the CCIM Institute confers the Certified Commercial Investment Member (CCIM) designation to commercial real estate professionals through an extensive curriculum of 200 classroom hours, in additional to professional industry experience. ■ ■ ■

Southwestern Ontario industrial broker John Bar has joined Avison Young’s brokerage operations in Guelph, Ont. as an associate vice-president and sales representative, specializing in industrial property sales and leasing. Prior to joining Avison Young, Bar served as an industrial, land and investment sales broker for eight years with Cushman & Wakefield in Calgary and then Mississauga. He established himself as a top 10 broker within two years. Bar negotiated the sale of industrial buildings, assisted clients with business park development planning and lot sales and sold ICI and residential development land. He also listed and marketed properties for private and institutional landlords and provided tenant advocacy services for local and Fortune 500 firms. ■ ■ ■

Forty-seven Century 21 managers, brokers and owners graduated from the Century 21 Canadian Management Academy, a five-day intensive course held in Toronto recently. Led by Canadian business development trainer Chris Leader, the sessions addressed seven fundamentals of real estate office management to help sales professionals proactively and profitably run their business. ■ ■ ■

“Socialpreneur”, Realtor and author Shannon King will be the keynote speaker at Century 21 Canada’s Kickoff 2012, an annual

Cover photo: RYAN PARENT

industry meeting and networking event happening in seven cities across Canada. King will speak about her firsthand experience of moving into new markets, creating a unique brand, building a client base from scratch and using mobile technology to create a streamlined process, the company says. Also appearing in Montreal on Feb. 24 is entomologist and founder of the Montreal Insectarium, Georges Brossard. He won’t be sharing his bug collection, but he will address one of the main emotions that bugs induce in people – fear. Stand-up comedian Derek Edwards will appear in Toronto on March 1. The Kickoff events will take place in Halifax, Montreal, Vancouver, Regina, Winnipeg, Toronto and Red Deer, Alta. They are open to all interested Realtors. For information: www.century21.ca/kickoff2012 or speak to a Century 21 broker. ■ ■ ■

Via Capitale recently launched two new tools to help with the purchase or sale of a property. Viamag is an eight-page real estate magazine devoted exclusively to a single property. It contains numerous photos and detailed descriptions that allow for a detailed look at the property. It is designed to save time for both buyers and sellers and it will also be a source of pride for the sellers and a souvenir of their former property. Via Visit allows sales reps to show clients a home online, with a minimum of disruption for the owner. While the broker walks through the house, smart phone in video mode in hand, the buyer sits in front of his computer, visiting the house in real time and listening to the broker’s comments. The buyer can even ask questions. Via Capitale is a network of 60 real estate offices in Quebec, with more than 1,500 real estate brokers. REM Publisher HEINO MOLLS email: heino@remonline.com Director, Sales & Marketing DENNIS ROCK email: dennis@remonline.com Manager, French Edition MICHEL CHEVALIER michel@remenligne.com Digital Media Manager WILLIAM MOLLS web@remonline.com Brand Design SANDRA GOODER

THE REAL ESTATE ROOKIE

By Peter D. Wilton

joined the line of shuffling would-be real estate representatives on a mid-April morning in 2011 and slowly made my way towards the Ontario Real Estate Association (OREA) information desk and a new beginning. I took note of my line mates. Most were middle-aged women dressed business casual and most were on their cell phones speaking or Twittering. It was my wife who first suggested real estate to me. “It will suit you,” she said, and then as an after-thought, added, “You are very personable.” As I listened to the woman in front of me complain to her invisible cell phone friend about the cost of chicken, I wondered if my wife had been right. For the previous 25 years I had worked as a writer, but the world has changed and the long essay had been replaced by the 78 character twits. So I put the pen and pad away to buy and sell homes. “So, I says to him, I don’t want your stink’en chicken, and I threw the package down and left the store!” the lady in front of me droned on. The line edged forward. I asked the woman behind me, “Do you know what the best position in a line is?” She didn’t answer, so I continued, “Second from the front.” She looked confused. “Because there is less pressure being second than first, but you have the satisfaction of being next!” She nodded and smiled. Yes, I thought, I am personable.

Editor in Chief JIM ADAIR email: jim@remonline.com Distribution & Production MILA PURCELL distribution@remonline.com Senior Editor KATHY BEVAN email: kathy@remonline.com Art Director LIZ MACKIN Graphic Design SHAWN KELLY

Chapter 1: Starting out Soon I was at the counter pulling out the Visa card and signing up for the first of the three preregistration courses required to get your probationary real estate license in Ontario. The OREA rep was named Debra. It turned out that my university degree saved me from the pre-course registration tests. She typed away, inputting my info into the system. Debra looked up and smiled. “Do you want to take the course through correspondence or in the classroom setting?” I opted for correspondence because of the flexibility. I could start immediately, while there was a long waiting list for the classroom course. “Why don’t you get your real estate license?” I asked her. “It’s not for me! I wouldn’t be any good at it,” she replied. “Too iffy! No security!” I almost bolted for the door. Debra input away and then asked when I wanted to schedule my first exam. “Do I have to tell you now?” I asked. “Yes,” she replied, “Now.” I pondered, “What is the average length of time between starting the course and the exam?” She was still calm, even though the line of people behind me was growing longer. “Six weeks is recommended.” I said, “Make it eight weeks.” Debra input this into the system. “Do you want passit?” she asked. “Yes, I want to pass it,” I replied. “I’m not signing up to fail!” “No,” Debra patiently replied. “I mean the online tutorial program. It might help you pass, and we recommend it.” Another swipe of the Visa card and I had ‘passit’. Once processed and in the sys-

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Phone: 416.425.3504 www.remonline.com www.remenligne.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. For subscription information, email distribution@remonline.com. Entire contents copyright 2012 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

tem, I was handed a nondescript brown cardboard box. I said my goodbyes to Debra and nodded towards the chicken lady. When I opened the box, I found a handsome OREA computer bag and a text book entitled Real Estate as a Professional Career. To my horror, when I cracked it open, it was full of math questions. The first step into the real estate profession was taken. Six months later, I was through the courses. Rookie lessons that I have learned: 1) The first of the three courses required to be registered in Ontario can be done quite easily at home. 2) Remember you need a mark of 75 per cent to move forward with the courses. 3) Buy the calculator that is recommended. 4) The math is not that difficult once you get your mind in ‘math mode.’ 5) The second course is quite difficult and would be worth doing in the classroom. There are lots of definitions and the text is about a third longer than the first text. 6) The third course consists of two texts. I found the three-weekin-class course helpful. 7) Buy the “passit” study aid. It does help you pass it! 8) Take advantage of any real estate help line that is offered. 9) Reaction from family and friends about your newly chosen career will vary, depending on their perception of the business. Peter D. Wilton is a sales representative with Sutton Group Sadie Moranis in Toronto. 416- 4492020. REM Printed by Metroland Media Group, Ltd. A certified SFI Printer

Multiple Listings

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8 REM FEBRUARY 2012

For Peggy Blair, persistence pays off “I tell clients, if I did this to write a book, imagine what I’ll do to sell your home.” flattened and was getting ready to leave. I couldn’t afford to attend workshops so I went to a bar to say goodbye to some people I had met.”

Peggy Blair with her book, The Beggar’s Opera.

“ ’m going to write a

novel,” she said, matterof-factly. Her daughter Jade rolled her grey eyes the way a 22-year-old can but she should have known not to take her mother’s words lightly. Around Easter 2009, Peggy Blair wrote the first draft of her mystery novel, The Beggar’s Opera. It took her three weeks. After polishing the draft, Blair, now a sales rep with Royal LePage Team Carling in Ottawa, sent a letter and synopsis to more than 150 literary agents over a seven-month period. Some responded quickly, some took their time and many didn’t respond at all. When Blair did get feedback, she used the agents’ comments to hone her story before sending it to the next agent. “In January 2010, I figured, this isn’t working,” says Blair. “I changed tactics and decided to enter writing competitions.” She focused on writing her real estate exams and began looking for brokerages. Blair was a lawyer for 30 years and decided it was time for a change. Becoming a Realtor combined her interest in real estate (her father was a contractor and she has been involved in

(Photos by Ryan Parent)

many renovations) and her knowledge of negotiations. In July, a letter arrived from England. It informed her that she had been shortlisted for the Debut Dagger Competition. “Several wellknown authors have been short-listed for the Dagger and have gone on to do very well,” Blair says. But she didn’t think she would be able to attend the competition’s awards ceremony. She worked almost every day on the book and was completing real estate exams at the same time. “I had received an exemption from some (courses) because of my legal background (but) had to study to take the challenging exams, so I wasn’t working,” Blair says. “There was no way I could cover a flight and hotel to go to Europe. It was my friends who talked me into going and said I’d be crazy not to go. They helped me out with fundraising/donations,” Blair says. Even her doctor made a donation. She was off to England to attend the awards ceremony and meet with agents. Unfortunately she didn’t win, and the agents who promised to meet her didn’t show up. “I was feeling very

The bar was empty – everyone was in workshops. Everyone, that is, except for Scottish author Ian Rankin, U.K.’s No. 1 best-selling author. “Crime Writers of Canada had asked me to take a picture of any celebrities for their site. I happened to have my camera, and had had a glass of wine, so I went up and asked Ian for a photo.” Rankin complied. Their conversation turned to Canada – he had recently been to the Ottawa Blues Festival in scorching temperatures. Later, when he found out she had been short-listed but didn’t have an agent, he suggested Blair contact his publisher. “I said I had been rejected by 150 agents. I’m sure your publisher doesn’t want to talk to me. He said, “She will if you mention my name,’” Blair says. She contacted the publisher, who referred her to an agent, Peter Robinson of RCW in the U.K. On a Friday, Robinson asked if “he could read it in a few months because he was going to the Frankfurt Book Fair and was busy,” she says. That night, Robinson picked up the book, intending to give it a quick scan, but he later told Blair he couldn’t put it down. He contacted Blair on Monday to tell her that he wanted to put The Beggar’s Opera on the hot list at the Frankfurt Book Fair, the biggest book and media fair in the world. A week after the fair, with Robinson as her agent, Blair got an email congratulating her on the deal with

Germany. She also has a deal for foreign rights with Norway and Holland, and a two-book deal with Penguin with film rights potential. Blair is busy planning her book launch in Ottawa on Feb. 16. Not a typical wine and cheese-type launch, Blair’s event will offer Cuban music, food and art. Some of her co-workers and clients are pitching in to help. “I love real estate,” says Blair. “Writing is isolating and balances with real estate, which is very social. I’m thankful for the office and the support network.” Her experience as a writer has helped her real estate career and vice versa. “I have a thicker skin than when I started. When someone chooses to go with another agent, I don’t feel it at all. And I’m not easily deterred. I wasn’t a persistent person before. I learned the only way to guarantee failure is to give up.” When writing the book, and even into the editing process, she had long days and nights. “I worked hard. I focused on it. I tell clients, if I did this to write a book, imagine what I’ll do to sell your home.” Real estate has helped with her writing career too. During a Royal LePage meeting about QR (quick response) codes on real estate

By Connie Adair

signs, Blair got the idea to include a QR code on her book jacket. Her mind never stops, and neither does she. Her business card says, “If you want something done, ask a busy person.” Blair loves to multi-task. When she was a lawyer, she owned an antique store, worked on getting her PhD and taught several university courses. Along with writing books and selling real estate, she is now looking for a house to renovate. “Someone else’s full-time would be my parttime,” she says. “When I started with Royal LePage Team Realty, Kent Browne (our broker/ owner) made it clear that they only hire full-time people. I told him about the book upfront and he was extremely supportive. Royal LePage knew when I started that I would have certain obligations related to the book – Kent didn’t think those would interfere with my capacity to work as a fulltime sales representative, and he was right.” To check out the flashy trailer for The Beggar’s Opera, the new series featuring Inspector Ramirez, go to http://www.youtube.com/wat ch?v=55oVtqWocAo&featur e=youtube. For upcoming events, news and blogs, visit www. inspectoramirez.com. REM

Blair says her experience as a writer has helped her real estate career and vice versa.

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Prenuptial agreements for real estate teams By Ronn James

n a time where consideration for the financial picture of a couple is contractually arranged before the wedding nuptials, is it time for similar agreements in the real estate industry? Let’s consider a couple of options. The first scenario is the ad-hoc partnership arrangement between two like-minded individuals who happen to work in the same real estate office. As a sales manager, I can assure you the moment that two agents approach me with this plan, I shudder. I instinctively begin to prepare two exit letters as the chances of disillusionment are high. Let’s look at the partnership itself. There is often difficulty deciding how to share the workload, the expenses and the profits equally. It is not just as simple as splitting everything 50/50. Emotions tend to snowball, and ultimately someone can (and likely will) feel that they are being treated unfairly, resulting in a partnership that begins to fail. While there are exceptions to every rule, and role models who manage to make this type of arrangement work, many broker/managers have been left to deal with the carnage of nasty break ups. There are other issues to consider as well. If you are truly a partnership, have you disclosed this to Canada Revenue Agency (CRA) for the appropriate tax filing purposes? In the event of an audit of either or both of the partners, how do the documentation, expenses and reports called in as evidence get handled? How can CRA review the paperwork and tax filings based solely on the knowledge that you have a handshake agreement on your business partnership? Let’s assume the partnership is actually successful. What happens if there are lots of listings and buyer clients under contract, and perhaps an assistant or two, and one partner is seriously injured or suffers an

illness or worse, dies? What happens to the partnership agreement? What happens to the monies owing? What happens to a (potential) claim from a surviving spouse? What liability does the real estate brokerage have? Even the best of friendships and/or partnership can turn sour. And when things go bad they can go really bad, especially if the partners are spouses or worse, partners who became spouses as a result of their partnership, both of which are now ending. Who gets to play the mediator in that split? Further still, who would want to? There are so many elements that need to be dealt with: the current and active clients, the business itself, the assistants and the outstanding deals and future closings. Who is entitled to the client database? This issue becomes especially difficult if one of the partners was routinely the face of the business. So far we have talked only about partnerships that encompass two partners’ overall business. We should also consider two random colleagues planning to share or split a single deal. This can create a wealth of problems when a sale is generated and commission sharing needs to occur. Were both agents’ names on the sign and marketing materials? If not, whose phone rang to generate the offer? How do you fairly split that commission? Is the named agent entitled to half of listing and the full buying side commission? Would there be a difference if the named agent wasn’t the agent who originated the listing? Beyond the commission issues, there is potential referral business to consider. Upon the successful sale and equitable commission split of the home, the named agent gets a call to list a neighbour’s house. If a referral is generated as a result of one of the Realtors being recommended (even though both worked on the file mutually) this creates further complication to this “single deal” arrangement.

If you were involved as the partners, how would you handle the dispute that can and will arise when a situation like this occurs? How do you suppose the sales manager/ broker would deal with this? Regrettably it often ends with one or both agents leaving the company, citing favouritism as the main detractor. Trust me when I say no sales manager/ broker envies this break down. It is not fun for anyone. Most small business lawyers and accountants would suggest the only way to prevent or minimize risk to a transaction in partnership is to generate a solid signed agreement BEFORE the piece of business starts, while both parties are still friendly and keen for mutual success. What should these agreements say? Who should create them? Should both parties have separate council review these agreements to ensure their interests are protected? Who will be assigned as the mediator on handling disputes? How are assets and liabilities dissolved if the partnership ends? If you consider how you would advise your client on the legalities side of their sale or purchase, you’re likely to find the right answers to the above questions. For an industry that is skilled at generating, negotiating and facilitating well-written and signed contracts for big ticket items, shouldn’t real estate partnerships (and itinerant agreements) be treated with the same prudence and diligence? With a track record that spans 27 years, Realtor Ronn James says his ambition is to educate the public and Realtors alike. He has landed appearances on Breakfast Television, CityLine, Real Life and a host of radio shows. James has also been a regular contributor to New Homes and Condos For Sale Magazine, Toronto Sun and Canadian Homeplanner. Website: www.RealEstateCommissionMatters REM .ca, phone 289-242-9050.

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12 REM FEBRUARY 2012

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The 5 profit centres of real estate By Malcolm Silver

ith the volatile financial markets of the past three years, wise investors are looking for alternative vehicles for their wealth. Real estate investments offer five profit centres: 1. Market appreciation 2. Earned appreciation 3. Positive cash flow 4. Mortgage reduction and leverage 5. Tax deductions Compare this to stocks, which have just two profit centres: dividend and capital gain. However, to make a wise investment it is important to understand how each of these five profit centres work to maximize the opportunity for gain. Market appreciation is the gradual inflation that increases real estate values over time. In the last 50 years Canadian residential real estate has increased steadily by six per cent per year. Over the past 44 years commercial real estate has increased by seven per cent. These are average Canadian figures, but they illustrate that real estate generally rises over time. The purchasing power of money drops over time, so investing in an appreciating asset is a sound way to maintain and grow your wealth. This is even more pronounced if an investor buys in a down market. Earned appreciation is one of the most powerful aspects of real estate. Real estate increases in value when it is renovated and upgraded, even in bad times. The potential of earned appreciation depends on the purchase of a rundown or antiquated building. It cannot be achieved by buying a new and impeccable property. Again, you cannot add a basement suite to your mutual fund and create extra value. Positive cash flow is when rental income exceeds all expenses and a cash surplus remains at the end of each month. This eventual accumulation of cash will enable the wise investor to buy more properties and eventually achieve financial independence. The ideal

real estate investor always expects cash flow to be tight initially, but as rents rise with inflation and mortgage rates on the property remain the same, cash flow increases. It is this gap between the rent and the mortgage that increases cash flow. Mortgage reduction and leverage: When a property is bought using a bank loan, this debt is eventually paid off by the tenants rather than the investor. Your best partner in a real estate deal is a sound tenant. A good tenant looks after the building and helps you pay down the mortgage with his rental contribution and walks away with no financial interest in the building. If your mortgage is amortized over 25 years after that time, the property is yours free and clear. So with mortgage reduction and borrowing, even with no cash flow, you still end up owning the property at the end of the day. The beauty of real estate is the ability to secure a loan for at least 65 per cent of the cost, leaving the investor to put up only 35 per cent but allowing him to earn on 100 per cent. Tax deductions are a profit centre because they enable you to keep more money and boost income. The key tax benefits of investing in real estate are: • Depreciation on the building’s cost can be used to shelter cash flow • Interest on the mortgage is tax deductible • Renovation work that can be considered repairs is fully deductible. • Appliances can be depreciated more quickly and used to offset tax. In summary, real estate offers an exceptional set of profit centres for smart investors. Malcolm Silver is offering investment partnerships in buildings in Toronto, Hamilton and Waterloo. For more information contact him at 416-488-3393 or Malcolm@msilver.com. REM

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14 REM FEBRUARY 2012

Use referrals to build your business

re you making the most of your past and present clients to get referral business? The dream of a phone ringing relentlessly with nonstop referrals can be a reality if you implement an effective referral strategy.

“We send them e-birthday cards. We help them in other ways with their handyman and gardening needs. We help them with real estate needs.”

The 2010 Realtor Technology Survey Report by the National Association of Realtors in the U.S. shows that 88 per cent of Realtors consider referrals to be a “very important” aspect of generating leads.

Most Realtors send out snail mail or email messages, but consider picking up the phone and calling past clients to touch base as well. Most of them want to hear from you and will be glad to chat. You never know where the calls will lead.

Many Realtors agree that staying in touch with clients once the transaction is over is key to getting referrals. By keeping your name uppermost in people’s minds and doing so in a positive way, clients are more apt to recommend you when someone asks if they know a Realtor who will do a kick-butt job.

Joseph Barry Martin

Joseph Barry Martin, an agent with Pemberton Holmes Real Estate in Victoria, shares how he keeps himself in the forefront: “We call clients three times a year and chat on the phone. We ask them whether they would be willing to refer us to their friends, family and associates. We send out real estate updates once a month by email and Feng Shui timely tips once a month. We treat them to feasts and gatherings of our clients; we cook turkey! We give gifts at Christmas.

does show those Realtors that if I am willing to go to the effort to make the connections, they can expect I am also prepared to work as hard for their friends, clients, or relatives.”

About 90 per cent of Martin’s business comes from referrals.

Yara Chard, a sales rep with Valhalla Path Realty in Nelson, B.C., gets about 40 per cent of her business from referrals. How does she do it? “I service the heck out of everyone and go beyond what is expected. I also make a donation with each sale to a local charity instead of housewarming presents and people seem to really like that. I also have a professional website that brings new referral business because people see my site while researching Realtors in this area and contact me.” Chard offers advice on how to get referrals: “Just ask. Most of the time if you have done a great job for people they are happy to refer business to you. Stay in touch with past clients and remind them that you are still in business and are always looking for referrals.” A sales rep who prefers to remain anonymous started selling homes in 1990. He found that when he changed his mentality from focusing on selling houses to focusing on building relationships, his referral rates skyrocketed. He did this by putting himself out there as a resource when clients need information, continuing the client relationship after closing, exceeding expectations and providing excellent service. Timing is important with referrals. You need to get to your future clients before the person is wrapped up in another agent

By Toby Welch

Timing is important with referrals. You need to get to your future clients before the person is wrapped up in another agent relationship. relationship. Don’t wait until you are done with someone to ask for referrals. As you are in the buying or selling process, let people know you are happy to get recommendations. Point out that you will take care of referrals as well as you are taking care of them. People are hesitant to give

Yara Chard

referrals as they are concerned it might backfire on them down the road. Do everything in your power to take this fear away by giving your clients exceptional service.

Referrals from other Realtors are a vital part of some client bases. Glen McPherson, a sales rep with the McPherson Group through Royal LePage Parksville-Qualicum Beach Realty in Parksville, B.C., attends conventions across Canada to build relationships with Realtors; he normally gets at least one referral for his efforts at each conference. “Referrals are all about trust. The way we build that trust is getting to know the Realtors whom you wish to do business with. Many of the Realtors I choose are a result of a network I have of Realtors from various companies who I call upon to give me their recommendations and experiences of Realtors in a given area. I usually call the Realtor’s broker/manager to verify the choice as well. It is their reputation on the line also and every time I have been given the correct choice for my needs.” McPherson goes on road trips to Alberta and B.C. to visit agencies to build relationships with others in the industry. “It

McPherson says, “Not all ‘big name’ Realtors are the best choices. I have a Realtor in Saskatchewan whom I have sent clients to on three occasions. I constantly have to call the client to see if this Realtor has been in contact with them as I am not kept in the loop. To date, none of these have panned out. I have discovered this prairie lady to be all hat and no cattle. On the other hand, I have done three referrals with a Realtor in St. Albert and each and every time it has been successful. The reports back from the clients are glowing.” McPherson also gets a portion of referrals from past and current clients. “When these come in we make sure they have top priority. Those calls are made within minutes, not hours.”

Glen McPherson

Martin shares some parting thoughts on how to ask for referrals, “Just be humble. Give clients a call and ask how you can support them best at this time. Then ask if they would be willing to give you a call the next time they know of someone who needs to buy or sell a condo, town home, or single-family dwelling. Always thank them for their support.” REM

Who’s the best in customer satisfaction? Coldwell Banker® pioneered Ultimate Service® in Canada 15 years ago, providing a signed written pledge to deliver quality service based on an individual consumer’s specific needs. So it’s probably no coincidence that for a remarkable 15th year in a row, Coldwell Banker® Real Estate received a 98%* overall customer satisfaction rating in a survey of more than 60,000 Canadian home buyers and sellers.* It’s a claim no other real estate brand in Canada can match!

If you want to know about the quality of service that Coldwell Banker agents deliver, don’t take our word for it – ask our customers. They’ve given us what you might call the “ultimate” compliment.

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Hear what top sales representatives are saying about Coldwell Banker Real Estate at coldwellbanker.ca/join.

Watch this and see why others made the move. © 2012 Coldwell Banker Real Estate LLC. A Realogy Company. All Rights Reserved. Each Office Is Independently Owned And Operated. Coldwell Banker,® the Coldwell Banker Logo and “We Never Stop Moving” are registered service marks licensed to Coldwell Banker Real Estate LLC.

16 REM FEBRUARY 2012

Writing great real estate ads: Tip No. 8

By Ian Grace

nce you’ve created a great ad, run it at least four times. Research shows people need to see the same ad or message three times or more, on average, before they will respond. This is particularly true for real estate publications and printed matter, whether magazines, journals, newsletters, flyers or newspapers. In Canada, real estate advertising in newspapers has diminished dramatically, but in countries such as Australia and New Zealand, there is a huge amount of real estate advertising in newspapers. The Gold Coast Bulletin in

Queensland, which covers the area where I live, has 100 to 200 pages of full-colour real estate advertising every Saturday. This is mostly because of a local phenomenon where sellers, working with their Realtors, actually pay for the advertising for their property. I’ll talk more about that in a future column. Even if newspaper advertising is not a big part, or any part, of your campaign, the same rule applies to any magazines and journals you’re using, as well as your flyers. Put the message in front of your audience four times or more to get the best results. Realtors often change ads quickly, only running them once or twice, because they feel they’re not getting the result they want. If the ad was a good one, it’s like going fishing, throwing out a line and bait, getting a nibble then cutting the line and throwing out fresh bait and starting from scratch.

Others may change an ad because they think it has grown stale and perhaps people out there will be saying, “There’s the same ad again, obviously they can’t sell that property.” We must forget about them. Even if they are thinking that, it doesn’t matter because they as they are not the right audience and their opinion doesn’t matter. Keep in mind that the market is changing every day and new buyers are constantly coming into the market. A good campaign will work with them. I’ve already emphasized the importance of putting a media mix advertising campaign together, where the ads carry the same message, same main photo and headline in all the media. All too often, when the Realtor changes an ad, they only do it in one medium, which means the new ad is not matching the ads in the other media. Therefore it is not a campaign, which has decreased the

chance of an effective result. All too often, Realtors adopt the shotgun approach, trying to aim at everyone. The reality is, we only need one person to sign the contract and having another two or three interested in the property at the same time helps to push the price as high as possible. We don’t need to reach millions of people, only a few of the right ones, effectively. Effective advertising works accumulatively, with buyers seeing the same ad time and time again, with the same message, across different media. Delivering my programs across the U.S., Canada, U.K., Australia and New Zealand over the past 17 years, I have seen countless examples where buyers have seen ads for properties eight times or more, even as many as 20 times. That was a Realtor himself, who drove past a photo signboard for a property (prevalent in Australia in New Zealand – 6 x 4 signs with fullcolour photographs, headline and

some wording) – at least 20 times and it finally “grew on him” enough that he ended up buying the property. So it goes to show, if you’ve put together a great campaign, keep it running consistently across all your media and you will obtain the results your buyers deserve. That doesn’t mean you are not constantly reviewing the performance of your campaign, the properties competing in the same price range, the weather and any other events that can affect response to your advertising. 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

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Dare to prepare for objections By Steve Randell

once heard that it was better to be prepared for an opportunity that never presents itself than being unprepared when one does. So how can we apply this to our real estate careers? How can we develop the ability to sell our services quickly and easily when the opportunity presents itself? I believe it is all about preparation. Preparation is one of the most essential (and underutilized) elements to successfully earning a potential client’s business. Ask yourself, “How do I expect to earn someone’s business if I cannot quickly and concisely sell my ser-

vices?” Let’s face it, if you have been in the business for even a year or so, you are already aware of the most common concerns people have. So why not be prepared with some great answers to those concerns? In a world where competition is continually increasing and more and more companies are announcing, “I’ll do it for cheaper” you need to prepare yourself for the most common objections we all face. Maybe it’s pricing, commission, rate or speed of sale. Whatever the objections are, you need to have readymade answers that make sense to the potential client that you can call upon quickly and explain in a few basic statements. It also must be clear enough to avoid any possible confusion to the potential client. Remember, the confused customer never buys. If I asked you right now to present to me your seller or buyer

benefits in five minutes or less, could you convince me it would be worth my time to give you an interview? Now, I am not saying that a buyer or seller benefits presentation should necessarily be short. Once in front of a potential client, you may need much more time to review all the values you are bringing to the table. I am referring to your own knowledge and ability to quickly and easily explain to someone the added value you bring, and why they could be missing an opportunity if they did not sit with you and allow you to present your entire buyer or seller benefits package to them. If you are serious about being successful in this business, you will be honest with yourself and embrace the fact that there is always room for improvement. You will welcome constructive criticism, even if it comes from within!

So here is where the rubber meets the road. Let’s ask ourselves some basic questions and, if you find yourself not having great answers readily available, this is your chance to challenge yourself and start improving. To help you get started, here are a few common objections that no doubt you all have heard at some point. Please remember that these are only suggestions to help you get your own creativity flowing. Depending on your marketplace, you need to come up with the objections most relevant to you and your current market. That said, try starting with these few examples: • I think my house is worth much more than you are suggesting. • The other agent said they would net me more money. • Why are you charging (insert your commission here)? • Why wouldn’t I use the com-

pany that boasts the lowest commission rate? • I am thinking of trying to sell my home privately first. Grab a pen and a piece of paper and write out the five most common objections customers are challenging you with, then, next to those questions write out at least two or three solid, provable answers to those objections. I think you will find the exercise both challenging and informative. I encourage you to challenge yourself and take a few minutes to invest in your best asset, YOU. When you dare to prepare, the dividends can be huge. The rest is up to you. Steve Randell is owner and salesperson at HomeLife Advantage Realty in St. John’s, Nfld. Phone 709-237SELL (7355); email steve@homelifeadvantage.ca; website www.homeREM lifeadvantage.ca.

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20 REM FEBRUARY 2012

DIY keywords – quick and dirty! By Chad Bowe

ne of the most important factors of success for any website is its use of keywords. Real estate websites are no exception and understanding how to create and effectively use keywords will send you straight to the head of the class. Not sure what constitutes a keyword? For the purpose of this article, a keyword is any word or group of words used in a website’s content or in a search query used to find a website via one of the major search engines including Google and Bing. It is important to understand that the term keyword refers not only to single words but also phrases. For instance, “realty” is a keyword and “buy a home in Vancouver” is also

referred to as a keyword. The slightly more tech-savvy refer to multiple word keywords as longtail keywords, and short phrases or single word keywords as short-tails. Focus on long-tail keywords. When you use specific keywords on your website, you make it easier for the search engines to connect searchers with your content. For instance, if you are selling homes in south eastern Mississauga and your website has a lot of content that contains the keywords “homes in south eastern Mississauga,” when someone types in a search query like, “buy homes in south eastern Mississauga,” assuming everything else is in order, your website stands a very good chance of ranking highly in the search results and thus being visited by that searcher. The value here is in the fact that the searcher is interested in real estate from the exact area that you specialize in (think pre-qualified lead!). What if your website only featured less specific keywords in its content like “Mississauga” or

“South Mississauga”? Well, everything else being equal, your website would prove to be no competition for websites that are optimized for the afore-mentioned longer, more specific keyword. While specific is good, don’t go overboard with keyword length. A three- or five-word keyword is what should be aimed for. Any more words and things will get messy quickly. There are many different approaches to crafting effective keywords; the following simple, two-step technique assumes that you don’t know how to perform keyword research or how to analyze keyword trends. In other words, it is a natural and businessspecific way of identifying keywords without the help or qualification of external information. Step 1. “Where am I?” What neighbourhood(s) do you sell the most homes in? What area(s) do you know best? Answers to these questions will produce a short list of generic, geographic keywords like “Riverside,”

“Glenora” or “Point Grey”. Once the preferred geographic areas have been identified, you will have successfully produced the substantive portion of all of your keywords. While Riverside, Glenora and Point Grey are all legitimate keywords on their own, they are far too generic to be of much use to a real estate website. Step two makes them useful. Step 2. “Add it on!” Step two involves choosing add-on words that turn basic geographic keywords into long-tail keywords. Here are a few examples of add-ons to attach to the generic geographic keyword “Glenora”: buy homes in Glenora, Glenora real estate, Glenora’s best real estate company and property for sale in Glenora. Words like real estate, homes, buy and Realtor are good general add-on choices for any real estate company trying to formulate long-tail keywords. Create a list of 10 to 15 longtail keyword options for each geographic area. Since this isn’t a highly technical approach, use

your instincts, common sense and the advice of friends outside the industry to narrow the list down to keywords that you feel a searcher in your area would actually type into Google or Bing. Your goal is three or four long tails for each geographic area (don’t feature more than two geographic areas on any one of your website’s pages). Easy enough, right? Now include the new keywords in your website’s copy, headers, blog posts and wherever you can to boost your rankings. Chad Bowe is the owner of The GTA Consultant, a digital marketing consulting company in the greater Toronto area. His passion is helping Canadian real estate companies succeed in the digital space. Looking forward, Chad says he believes that technology and its proper application will be the deciding factor and point of differentiation that separates leading real estate companies from the pack. www.gtaconsultant.com Email info@gtaconsultant.com; Phone 416830-4715. REM

2011 Royal Chairman’ s Club 2008 RoyalLePage LePageNational National Chairman’s Club

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

31. Manon Sénéchal Royal LePage Groupe Newton Montreal, QC (514) 481-0241

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

54. Kevin Lapp Royal LePage Network Realty Corp. Sylvan Lake, AB (877) 587-2286

55. John Hripko* Royal LePage Foothills Calgary, AB (888) 384-4557

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

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

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

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

60. Nina Asensio Royal LePage Credit Valley Real Estate° Brampton, ON (800) 631-5216

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

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

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

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

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

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

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

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

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

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

71. Mani Bagga Royal LePage Noralta Real Estate Edmonton, AB (855) 431-5600

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

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

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

75. Tanyse MacLeod Royal LePage Performance Realty° Ottawa, ON (877) 744-8757

76. Kathy Guitard Royal LePage Atlantic Moncton, NB (888) 444-7572

77. Leigh Sugar Royal LePage York North Realty° Newmarket, ON (866) 773-9595

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

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

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

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

82. Libby Broady Royal LePage Elite Beaconsfield, QC (514) 697-2181

83. Donna Michaud Royal LePage Northern Lights Realty Cold Lake, AB (780) 594-4414

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

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

86. Sheree Cerqua Royal LePage Signature Realty° Toronto, ON (888) 954-4100

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

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

89. Janice Newton Royal LePage Groupe Newton Montreal, QC (514) 481-0241

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

91. Luc Grisé Royal LePage Privilege Saint-Bruno, QC (450) 441-1576

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

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

94. Karl Robert Royal LePage Inter-Québec Quebec, QC (418) 622-7537

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

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

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

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

99. Andrew Keyes Oakville, ON (800) 514-4094

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

101. Alba DiPlacido Royal LePage Your Community Realty° Richmond Hill, ON (905) 731-2000

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

103. Bill Parnaby Royal LePage RCR Realty° Bolton, ON (800) 748-6789

104. Robert LePage Toronto, ON (888) 336-1871

105. Kevan O’Connor Royal LePage Niagara R.E. Centre° Niagara-onthe-Lake, ON (800) 635-9228

106. Judi Rufo Royal LePage ProAlliance Realty° Belleville, ON (866) 418-8884

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

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

109. Johanne Laforest Royal LePage Team Realty° Kanata, ON (888) 757-7155

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

111. Martin E. Mazza

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

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

114. Michael Wilcox Royal LePage City Centre Vancouver, BC (604) 408-9311

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

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

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

118. John Lawler Royal LePage First Contact Realty° Barrie, ON (877) 728-4067

119. Julio Muzlera Royal LePage West Realty Group° Toronto, ON (866) 753-7243

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

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

122. Jason MacDonald Royal LePage Team Realty° Ottawa, ON (888) 780-7747

123. Nicolas Tétrault Royal LePage du Quartier Montreal, QC (514) 353-8770

124. Horst Richter Toronto, ON (416) 252-4368

125. Barbara Polson* Toronto, ON (888) 336-1871

126. Chuck Charlton Royal LePage Meadowtowne Realty° Milton, ON (800) 514-3316

127. Jeff Golding Royal LePage Coronation West Coquitlam, BC (604) 939-6666

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

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

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

131. Kathie Pillar Royal LePage Burloak Real Estate Services° Burlington, ON (800) 290-0163

132. Brett Smiley Oakville, ON (905) 257-3633

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

140. Anthony Fata Royal LePage Your Community Realty° Richmond Hill, ON (905) 731-2000

141. Brian Lamb Royal LePage Coronation West Coquitlam, BC (604) 939-6666

142. Peter Pobojewski Royal LePage Kingsbury Realty° Mississauga, ON (866) 754-2121

Stuart Sankey Designate Toronto, ON (866) 335-1900

Danny Gerbrandt Designate Royal LePage Brookside Realty Maple Ridge, BC (888) 467-5131

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

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

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

Paul Delaney* Royal LePage Your Community Realty° Toronto, ON (416) 213-5736

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

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

John Gerber* Royal LePage Signature Realty° Toronto, ON (888) 954-4100

Robert Johnston* Royal LePage First Contact Realty° Barrie, ON (877) 728-4067

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

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

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

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

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

Yoki Nichol* Royal LePage Solutions Calgary, AB (403) 252-5900

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

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

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

Heather Waddell* Royal LePage Foothills Calgary, AB (888) 384-4557

We recognize

Royal LePage this group State Realty° Stoney Creek, ON of 153 tremendously successful (877) 574-7441 individuals who, through their achievements, have reached the top 1% of our national network of 14,000 realtors. Selected based on annual top residential sales135. forKeltiegross ‘closed and 137. collected’ commissions, they 134. Blair Mackey Law 136. Shaheen Zareh Norm Cholak* 138. Mark Bultje 139. Stuart Berenhaut Oakville, ON Royal LePage State Royal LePage Royal LePage Noralta Royal LePage Royal LePage (888) 645-4267 Realty° Regina Realty Real Estate Signature Realty° Dynamic Real Estate have mastered the core values of RoyalToronto, LePage which Ancaster, ON Regina, SK Edmonton, AB ON Winnipeg, MB (877) 648-4451 (877) 359-1900 (780) 431-5600 (888) 954-4100 (877) 800-5066 include helping consumers in every step of their search for the perfect home – as ‘helping’ is what Royal Congratulations members of our 2011 National LePagers do! This group to ofthereal estate experts Chairman’s Club, professionals who have reached continually surpass and deliver®. the topall 1% ofexpectations our national network of REALTORS Achievement is earned based on gross ‘closed and excellence in customer service and sales. We sincerely collected’ commissions. These professionals have mastered the core values of Royal and are congratulate each one and wish them all LePage, continued Frances Wedlake* ambassadors of the Royal LePage brand—Helping Oakville, ON success the upcoming year. striving in pursuit of achieving you for is what we do , continually TM

(888) 645-4267

excellence in customer service and sales.

Phil Soper With our sincere congratulations and best wishes for the coming year. President & Chief Executive Phil Soper, President & Chief Executive