February 2013 by Real Estate Magazine (REM)

Issue #284

February 2013

Betty Fitzpatrick

Queen of the Miramichi

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1.25 million tonnes of radioactive waste Page 3

Make your listing photo stand out Page 30

51 more lessons my broker taught me Page 34

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REM FEBRUARY 2013 3

1.25 million tonnes of radioactive waste

As trucks begin to remove the tainted soil from Port Hope, local Realtors must deal with reduced property values and the government’s compensation program. By Brian Slemming

ort Hope is as close as you can get to how a small Ontario town looked when Queen Victoria ruled the waves. It has been described by historical architects as having the “best preserved 19th-century streetscape” in Ontario. It has a population of almost 17,000 and is approximately 100 km east of Toronto. It markets itself as a weekend get-away destination with its famous Capital Theatre and a fine selection of restaurants, antique stores and B&Bs. While a small new subdivision is being developed on the west side of the town, the bulk of the properties are large heritagetype homes built around the turn of the century. In almost every respect Port Hope is a desirable area in which to settle. Apartment dwellers in the Greater Toronto Area looking for individual homes with a private garden should be heading to Port Hope to find their residential dream home.

Realtors should be deluged with potential buyers. But, the town has a big problem. A problem that impacts the area’s real estate industry and will not go away. It began in 1932, when Eldorado Gold Mine opened a radium refining facility in town. Radioactive residue from the processing was stored not just on the refining site, but at a variety of sites in and around the town. Worse, many sites became contaminated from accidents and spills, but no record of these radioactive waste dispersals were kept. Eighty years later, most of the disposal areas, officially designated as “low-level radioactive waste” have been identified. The residue remains scattered through residential neighbourhoods. In 2011 Dr. Helen Caldicott came to town. She is an internationally recognized antinuclear activist and author whose controversial statements were seized on by most media outlets. On that visit, Caldicott

guaranteed headlines by advising residents to evacuate the town because “that radioactive waste will leak into the water for the rest of time”. The displaced residents, according to Caldicott, should then “sue the federal government.” David Turck, a Port Hope councillor and sales rep with Royal LePage Pro Alliance Realty said, following Caldicott’s warnings, “This is not the first time we have had dealings with Dr. Caldicott. The fact is, low-level active waste is being responsibly handled.” The furor set back the town’s real estate market and a variety of local Realtors detailed for REM a litany of sales difficulties. But there was a plan to tackle the problem. The federal government established the Port Hope Area Initiative (PHAI) to resolve the situation. To no one’s surprise, PHAI is not clearing the town of residents, but it is clearing the town of a lot of contaminated soil. What’s a lot? Try one and a-quarter million tonnes. When digging begins, the forecast from PHAI is that 409 trucks a day will be at work throughout the small town. The fleet of trucks will take away contaminated soil and replace it with new clean dirt. The contaminated soil is being moved to a prepared site that was once a scrap metal business on the north-eastern side of the town. The historic accumulation of radiated waste and the subsequent clean-up is once again causing upheaval in the local real estate market. The problem has been recognized by the PHAI and a “Property Value Protection Program” (PVP) has been devised.

Councillor/Realtor Turck described the program’s basics: “When a potential client asks me for a valuation I look at what the true value would be if the clean-up was not going on. I look at comparable properties in the municipality and in Cobourg. (a neighbouring community six miles west of Port Hope). That is the value I give. I then must explain the federal government’s compensation program. Under the PVP, vendors who must reduce their asking price because of the clean-up can file an appeal to the PHAI for compensation for any losses sustained by lowered prices.” Turck says: “If the property is in a designated area or on a truck route we can ask for a resale appraisal. The appraiser can be selected by the vendor. After the appraisal, a price point is established at which the appraiser believes the property will sell. Then the Realtor can start to market the property at that price-point. If, after four weeks, the property has not sold, the price can be reduced by five per cent. The vendor cannot accept an offer for lower than 10 per cent during that period.” That process repeats every four weeks until the property is sold. Provided the conditions have been adhered to, when the property is sold at a lower price, the PHAI makes a settlement with the vendor. “If a property was listed at $250,000 and it eventually sold for $130,000, my commission would be on the final selling price and would not include any portion of the PHAI settlement.” Turck has mixed feelings about the program. “It provides some guarantees

for the vendor and it certainly requires additional work for both the vendor and for the Realtor. The Realtor, however, is not properly compensated for that extra work and earns commission on a lower amount.” Tony Dekeyser of Century 21 All-Pro Realty, president of Cobourg Port Hope Real Estate Board, says: “I know some (Realtors) want some compensation for the losses in revenue and in recognition of the extra work, but I believe that is beyond our control. It is the federal government who makes the rules.” Prices in Port Hope are about $30,000 to $40,000 lower than those in neighbouring Cobourg for similar properties. What frightens the industry is that the worst may not yet have happened. Those 400 trucks filled with radioactive waste have not started their journeys around town. Special routes have been designated that keep the truck traffic out of the town centre, but people in many residential areas will have to get used to the sight of tightly sealed trucks filled with radioactive material passing by their front door. When that happens prices may go into free fall. A local paper suggested that when the trucks move it may be hard to give property away. Local agents say that’s not likely to happen, but many are bracing for a harder task in listing and selling Port Hope properties. For a small town that got good news in 1932 there’s been a lot of bad news since, and it doesn’t look to get much better in the immediate future. REM

4 REM FEBRUARY 2013

Mark Lindsey has joined Coldwell Banker Canada as regional vice-president, franchise sales, based at the company’s Canadian headquarters in Burlington, Ont. Lindsay has “close to 20 years experience in franchise development and a strong familiarity with the economic and demographic characteristics of all our regional markets,” says John Geha, Coldwell Banker Canada president. “He has gained experience in all aspects of franchising in Canada from prospecting, qualifying, setup and ongoing support.”

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

oldwell Banker R.M.R. Real Estate has opened a new office in Cobourg, Ont. Veteran broker Jim Houston is the office manager of 10 Realtors and employees. A lifelong native of Cobourg, Houston has served the area for more than 46 years in all phases of real estate. He is an Accredited Land Consultant and former broker/ owner of his own brokerage and has been involved in various levels of organized real estate. “The expansion of our Cobourg location complements the market coverage provided by our surrounding offices in Durham Region and the Kawarthas,” says Ralph Roberto, president and broker of record of Coldwell Banker R.M.R. Real Estate. “We’re building an office that will complement the unique character and quaint lifestyle of the community.” The company also announced that Pam Palmer has been appointed assistant manager of the

head office in Whitby. Palmer, who has been affiliated with Coldwell Banker R.M.R. for seven years, has extensive experience in residential real estate and in commercial sales and leasing. During the last three years she has co-ordinated the company’s Bootcamp Program for new Realtors and assisted Deborah Glover with marketing, managing and training programs for the company. The brokerage was established in 1976 and now has more than 150 salespeople and employees in 10 offices. ■ ■ ■

Re/Max Premier in Vaughan, Ont. increased its sales force by 40 Realtors recently as professionals from the former Home at Ease Realty joined its ranks. “The changing real estate climate played a role in our decision,” says former Home at Ease broker/owner Jerry Celenza. “With markets moderating and a

more competitive climate emerging, we wanted to be well-positioned to provide our customers with the greatest advantages.” Gabriel Bianchi, broker/owner of Re/Max Premier, says, “Expanding our team will enable us to become a greater force in our local market, and we embrace the opportunity to do so, especially in light of the remarkable growth evident in both our local market and the overall region in recent years.” Vaughan’s population increased 20.7 per cent during the latest census period (2006 to 2011), well above the regional population growth rate for York at 15.7 per cent. In contrast, the Toronto CMA, which encompasses the majority of the Greater Toronto Area, saw its population rise by a more moderate 9.2 per cent.

■ ■ ■

Better Homes and Gardens Real Estate Canada (BHGREC) announced that Tiago Antonio Pereira has joined the company in a newly created role, director of franchise sales. Pereira will be responsible for developing the national marketing strategy for sales, providing national franchise sales support and co-ordination of all franchise sales operations across Canada. Pereira has more than 12 years of sales and franchise growth expe-

■ ■ ■ ROUGE RIVER REALTY LTD., BROKERAGE I N D E P E N D E N T LY O W N E D A N D O P E R AT E D

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rience. He comes to BHGREC from New Jersey-based Realogy Corp., where he was responsible for implementing master franchisees in Canada, the United States and Latin America. Pereira has been the recipient of many “team player” awards and earlier this year was named Realogy’s Salesperson of the Year for 2011, the company says. ■ ■ ■

Andrew McLaughlin has joined Right At Home as vicepresident, accounting and administration. He has more than 20 years’ experience as a chartered accountant and has a master’s degree in accounting. He previously held the positions of VP copyright and royalties administration at Ole Media Management, AVP merchandising and marketing finance at Sears Canada, finance manager at Coca-Cola Enterprises, finance manager at Shopper’s Drug Mart and senior accountant at Ernst & Young. ■ ■ ■

An established London, Ont. team known as The Power of 3 has joined the Coldwell Banker network. Owners Pat Pope, Drew Johnson and Lorna Anderson have named their company Coldwell Banker Power Realty. In a joint statement, the owners said: “We feel very positive about the future of the London real Continued on page 6

JANUARY 2013 CIRCUL ATION 72,0 0 0 Listings active as of publication date December 27, 2012. Not intended to solicit buyers/sellers currently under contract with a brokerage. Salespeople and Brokers were RE/MAX Rouge River Realty Ltd. RECO registrants on publication day.

Pam Palmer

Tiago Antonio Pereira

Lorna Anderson, Drew Johnson and Pat Pope

Re/Max Rouge River’s new Inventory of Homes Magazine.

Gurinder Sandhu

Coldwell Banker R.M.R. Real Estate has opened a new office in Cobourg, Ont.

Gabriel Bianchi (left) and Jerry Celenza

Steve Murray

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6 REM FEBRUARY 2013

Continued from page 4

estate market and our role in helping it move forward…We have a variety of housing options here and amenities that reflect our rich balance of economic growth, recreation and heritage. Our community has much to offer, including a world-class university and access to major transportation arteries.” The firm will continue to operate out of its premises at 1930 Hyde Park Rd. in London. ■ ■ ■

Re/Max has partnered with international industry expert Steve Murray, president of Real Trends, to develop an exclusive mergers and acquisition program for its broker/owners in Ontario and the Atlantic provinces. Response to the comprehensive one-year program has been exceptionally strong, with the fullday introductory session held in December filled to capacity and concurrently simulcast to those who could not attend in person, says Re/Max Ontario – Atlantic Canada. “Changing market conditions are expected to create an ideal climate for franchise expansion through mergers and acquisitions,” says Gurinder Sandhu, executive vice-president and regional director. “Under Steve’s guidance and direction, Re/Max brokers will receive critical insight and expertise designed to help them execute a targeted growth strategy. Overall, the program will ideally position brokers to capitalize on emerging compatible growth opportunities within the marketplace, ultimately leading to increased reach and market share for Re/Max franchises throughout the region.”

Realty, is one of three men charged with operating a marijuana grow operation and possession of weapons. The Barrie Examiner reports that Cadeau was released on $25,000 bail and has a court date on Jan. 28. The Examiner says police raided an industrial unit next door to the Flat Fee Realty offices. It was being renovated into a marijuana grow house, the Crown alleges. It is also alleged that a loaded shotgun was found under a bed at Cadeau’s home, says the Examiner. ■ ■ ■

Re/Max Rouge River Realty

Orange Square Realty officially opened its headquarters on 101 Duncan Mill Rd. in Toronto on Dec. 18. About 60 people attended including Realtors, real-estate related vendors and media. Above, Eva Liu, broker and vice-president, cuts the ribbon being held by Israel Shapiro, broker, left and Michel Friedman, broker of record, right. Ron Antalek of Re/Max Lifestyles Realty in Maple Ridge, B.C. was recently awarded a Queen Elizabeth II Diamond Jubilee Medal. The medals celebrate the 60th anniversary of Queen Elizabeth II’s accession to the throne. Antalek also received the 2012 B.C. Community Achievement Award. Antalek receives the award from Randy Kamp, MP for Pitt Meadows–Maple Ridge–Mission.

■ ■ ■

Barrie, Ont. real estate broker Aron Cadeau, owner of Flat Fee

Cover photo: SABRINA MONTEITH

recently launched its Inventory of Homes Magazine, which will be distributed by mail to over 70,000 homes throughout Toronto and Durham Region. The complimentary magazine will be published and distributed monthly to provide a complete, full-colour collection of the brokerage’s residential and commercial properties available for sale, the brokerage says. Re/Max Rouge River Realty was established in 1987 by David and Dolores Pearce. It is still family owned and operated, with 165 salespeople at four full-service offices in Toronto, Pickering, Ajax and Whitby. REM

Publisher HEINO MOLLS email: heino@remonline.com

Editor in Chief JIM ADAIR email: jim@remonline.com

Director, Sales & Marketing DENNIS ROCK email: dennis@remonline.com

Distribution & Production MILA PURCELL distribution@remonline.com

Manager, French Edition MICHEL CHEVALIER michel@remenligne.com

Art Director LIZ MACKIN

Digital Media Manager WILLIAM MOLLS web@remonline.com

Graphic Design SHAWN KELLY Brand Design SANDRA GOODER

OREA renews call for grow-op registry N

inety-six per cent of Ottawa residents agree they want to know if the home they’re planning on purchasing was formerly used as a marijuana grow-op (MGO) or clandestine drug lab, according to a study by Ipsos Reid for the Ontario Real Estate Association (OREA). The poll found that almost one in four (24 per cent) of Ottawans report seeing or knowing of homes in their neighbourhood that have been used as MGOs or drug labs. “The prevalence of these homes in Ottawa is quite frankly, alarming,” says Pat Verge, an Ottawa-area Realtor and member of OREA’s Board of Directors. “Homes used as grow ops and/or clandestine labs pose significant health and safety risks to individuals, families and communities all over the province.” Locally, the City of Ottawa approved a recent bylaw regarding the prohibition, inspection and remediation of former marijuana grow-ops. The bylaw mandates the registration of work orders on the title of a property used as a former grow op. The bylaw would allow home buyers to find out if the property was a former MGO by doing a title search before they complete the purchase. Verge says: “Eighty eight per cent of Ontarians support the creation of a province-wide registry of former MGOs and clandestine labs. As consumers they have the right to know anything and everything about the home that they are planning on purchasing – especially when not knowing could put themselves and their family at serious risk.” Exposure to mould and toxins associated with MGOs and clandestine drug labs can cause serious health problems, including allergic (immunological) reactions, toxic effects and infection. Toronto Public Health says that MGOs are distinct from typical types of premises contaminated with mould in that they have been used for criminal activities that may have resulted in the creation of environmental hazards, as well as electrical and structural hazards. The potential presence of known hazardous, toxic and flammable substances associated with clandestine labs presents an immediate and continuing risk to anyone exposed to REM these substances, says Toronto Public Health.

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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 2013 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

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8 REM FEBRUARY 2013

Betty Fitzpatrick: Queen of the Miramichi The Fredericton Realtor is an avid salmon fishing aficionado, a licensed trapper, an instructor in hunting and firearms safety and a tireless conservation advocate. By Dennis McCloskey the early 1970s was affiliated with a realty firm until they “upped the lease.” She and three other Realtors “joined forces” for about seven years. When two retired, Fitzpatrick worked on her own out of her home. She is now affiliated with Century 21 All Seasons Realty of Woodstock, N.B., selling residential and recreational properties and some commercial. Described by colleagues as a “leader in her field” and an “open, friendly spirit of high energy” Fitzpatrick has served in numerous local, provincial, national and international executive positions in her profession. She is also known throughout the province for her many and varied extra-cur-

“It’s all about keeping up with the changes and the market and constantly marketing yourself. What you learn today you will carry with you for the rest of your life.” ately known by several unofficial titles, including “Queen of the Miramichi.” Married to husband Jack since 1948 and a Realtor for 41 years, this mother of five, grandmother of 12 and great-grandmother of three was taught by her father at an early age to hunt and fish near her birthplace of Chatham (now called Miramichi). She grew up and worked as a paralegal in Chatham before moving to Fredericton in 1968, bringing with her a love of the great outdoors, in general, and salmon fly fishing in particular. She formed her own company, Betty Fitzpatrick Realty Co. and in

ricular activities. She is a licensed trapper (mostly muskrat); a deer and partridge hunter; a registered guide; part owner of a camp on the Cairns River; instructor in hunting and firearm safety courses; and she holds memberships in many other associations, including Ducks Unlimited, Ruffed Grouse Society, Woodmen’s Society, Rotary, Fredericton Chamber of Commerce, IODE and Atlantic Salmon Museum. The inveterate outdoors person, a.k.a. “the Face of the Miramichi,” has heard the facetious advice that “if fishing is interfering with your business, give up

your business.” She has no intention of ever doing that. “I will quit when they fire me,” says the veteran Realtor, who says her age is “a number and it is unlisted.” She is quick to add that her family comes first. “They are my No. 1 priority and most important in my life. Everything else is secondary. ” Fitzpatrick’s other “family” includes the 500 friends, colleagues, clients and sportspeople who attended a $100-a-plate dinner that honoured her last fall. The occasion was the 17th annual Miramichi Salmon Association (MSA) Conservation Dinner and Grand Auction, which raised $65,000 for the MSA. Immediate family members were also present. Fitzpatrick is a long-time member of the 60-year-old MSA river conservation association and she works tirelessly in its goals to preserve and enhance the wild Atlantic salmon and protect the habitat of the Miramichi watershed. One of the 500 who attended the event that honoured Fitzpatrick for her role in “serving as a fine steward of the Miramichi River” was Wendy Hallihan, president of the Fredericton Real Estate Board. Hallihan told REM that Fitzpatrick – a former Fredericton Realtor of the Year – was honoured for the passion she has for the Miramichi. “We are very proud of Betty and all of her achievements,” Hallihan said following the conservation banquet. “Throughout the evening we all felt the love that was showered on her, especially by her family who are a huge part of her life.” Hallihan says the evening’s honoured guest also entertained the audience by singing, playing the harmonica and regaling them with a few of her “pranks and props.” (When Fitzpatrick goes to a fishing camp, she often brings along a “tickle trunk” that’s filled with such gimmicks as a fake arm and hand that can be strategically

placed throughout the camp, rubber eggs and a set of fake false teeth that adds to the conviviality of the occasion.) An avid traveler with her husband, Fitzpatrick has fished in Alaska, Finland, Turks & Caicos and Port Alberni, B.C. to name a few of her favourite fishing spots.

stantly marketing yourself. What you learn today you will carry with you for the rest of your life.” Her second piece of advice is to be ethical. “Follow the Golden Rule: do unto others as you would have them do unto you.” And her real estate watchword? “Everything sells. Just wait.”

And she has travelled to such countries as Italy, Spain and Singapore as a director of FIABCI, the Paris-based International Real Estate Federation. “There is no remuneration in belonging to professional associations but the networking is priceless,” says Fitzpatrick. Her advice to her fellow Realtors is to “constantly educate yourself.” The veteran Realtor adds: “I have seen so many changes in the past 40 years; there’s always something new to learn. It’s all about keeping up with the changes and the market and con-

Fitzpatrick would agree that fishing is extremely time consuming and she might add that’s the whole point! She speaks clearly of the importance of maintaining a healthy balance between work and leisure, and then notes with a wry smile that “cell phones don’t work in the woods.” One gets a further indication of her love of the great outdoors when she is asked how often she gets to go salmon fishing during the AprilOctober season. “Not often enough,” she replies with typical good humour. REM

PHOTO: SABRINA MONTEITH

ew Brunswick’s Miramichi River is known as “the mother of all salmon rivers” because it is home to the largest runs of Atlantic salmon in the world. Located in the east-central part of the province, the river meanders 250 km through onequarter of the province’s territory and drains into the Gulf of St. Lawrence. About half of the sport catch of Atlantic salmon in North America is landed on the river and its tributaries. Atlantic salmon is known as “the king of game fish” and in this eastern Canadian province, Betty Fitzpatrick – Fredericton Realtor, salmon fishing aficionado and conservation advocate – is affection-

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Years ago, when our industry was managed by the provincial ministry, I was broker of record of my own company and I contemplated starting my own real estate for sale by owner (FSBO) website. I quickly realized when developing my marketing strategies for that website that I may be in conflict with real estate rules and regulations, so I decided not to go ahead with the site. Years later, with popularity of the Internet, FSBO websites thrive. They are cheered by the public, they win professional marketing awards, they win provincial business awards, they sell franchises and in the latest marketing gimmick, they “associate” themselves with Realtors who “help” put properties on MLS. I have examined a couple of popular websites that market in Ontario, I also looked at the “association” they have with “real” Realtors. And as a Realtor, I find some of the things they say and do unsettling. Consider this: Instead of this huge website offering the help of a Realtor, think the other way – A Realtor hiring a FSBO website company to assist the Realtor to get business. That makes the FSBO company an unlicensed assistant, does it not? So, if the FSBO website is acting as an unlicensed assistant, procuring listings for a Realtor to put on MLS, how can this be allowed? Here are some issues and concerns that I found on some FSBO websites. Site “A”: 1. When a property is sold privately, the company puts a sold sign on the property, giving the impression that they sold the property and not the seller privately, thus misleading the public to think that they are a real estate company. 2. The website states that Realtors charge “usually five per

cent or six per cent commissions” and says, “Paying five per cent or six per cent of the sale price is traditional for real estate agents.” I held senior positions in several real estate companies in the GTA and had access to thousands of listing agreements, and I can tell you, this is not the case. Again, the site is misleading the public and scaring them off Realtors. 3. They claim on the site that they “Teach people how to sell their home” and that they are “local experts”. What credentials and education do they have to make these claims? 4. Quote from a website: “If saving money makes you sick to your stomach, we’d recommend an agent.” This is slanderous and is not tolerated in our profession, but apparently it is okay when you are dealing in real estate without a license. By the way, this company is now proud to claim that they are “associated” with “agents”. 5. As part of their assistance they state: “Sellers will price their home similar to others…” This will be done (I am assuming) with the assistance of their “experts”. Clearly a badly executed C.M.A (no “solds” to compare) done by non-professional, unauthorized people. 6. “We can help you get on realtor.ca”. It’s clear to me that this is solicitation to list properties to sell – not allowed by non-licensed individuals or companies. 7. The site uses expressions like “relisting costs” and “sale consultation”, giving the public the impression they are dealing with a “legitimate” licensed Realtor. Site “B”: 1. The site claims they offer “ALL the tools and professional assistance you need to sell your home.” Really? Do they even know what all the tools are? Do they know the difference between professional assistance, which is based on a lot of education, and amateur limited knowledge and limited resources from non-licensed help? 2. They will (according to

them) also provide: Ongoing support to take you through the sales process.” They will also provide “the complete set of tools to determine the right price.” 3. They claim they have 235 “sales representatives”. Are any of them licensed? Are any of them authorized and educated to help determine the right price (market value)? Is the public not being misled when they see “sales representative” beside a name, giving the impression they are dealing with a Realtor? 4. In a paragraph titled “Why choose us”, this website is bragging that so many thousands of homes are “sold through us”. Is this not trading in real estate without a license? What if a licensed Realtor put out a statement like that if his license expired for just one day? How long before the provincial regulator issues a warning to this person about the consequences of dealing in real estate without a license? 5. A mention is made to an “association” with a “real” Realtor and that for an extra fee, your listing will appear on MLS. I have gone on this website asking for information about selling my house with the “help” of a Realtor. I found out the Realtor is in Ottawa (I live in the GTA). I did not take it any further. Will that Realtor come to Toronto to meet sellers and “I.D” them? View the house? Measure the house? Ask the sellers pertinent questions? Check for visible deficiencies? My guess is no. Is this the spirit and the intent of the due diligence laws and of provincial regulations in regards to listing a property? Am I missing something here? Have the rules changed? Or does our real estate license not mean anything anymore to our licensing authorities? Is the public only being protected from us (licensed Realtors)? If you are not licensed, are you free to make the claims above? Help me out here! Michel Friedman Broker of Record Orange Square Realty Toronto Continued on page 12

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Touchbase has sent its 150,000,000th message.

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the all-important responsibility of handling your communications. British Columbia Real Estate Board of Greater Vancouver BC Northern Real Estate board Chilliwack & District Real Estate Board Okanagan Mainline Real Estate Board Vancouver Island Real Estate Board Victoria Real Estate Board Fraser Valley Real Estate Board Alberta Calgary Real Estate Board REALTORS® Association of Edmonton Grande Prairie Real Estate Board Lethbridge Real Estate Association Central Alberta REALTORS® Association

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12 REM FEBRUARY 2013

METES & BOUNDS

By Marty Douglas

here’s a book – really Marty? You just discovered books? – a slim volume possibly out of print, called The Max Strategy - How a businessman got stuck at an airport and learned to make his career take off by Dale Dauten. The synopsis, in which the businessman is shown the error of his ways by a complete stranger, is timeless. In fact, if you read it you’ll likely say, “I know all that!” So how come you’re not rich and writing books like The Wealthy Barber or appearing on Dragon’s Den? It’s okay, most of us “know the secret”, we just don’t implement it. The overlying concept of The Max Strategy is that concentrating on goals and imitation leads to failure nine times out of 10. “Studying novels doesn’t make you a novelist and studying success won’t make you successful.”

Letters to the Editor Continued from page 10

Mandatory ethics courses Re: Do we need mandatory ethics courses by Stan Albert, REM December 2012: In his article Stan Albert comments on “the growing lack of ethics in our profession” and the need for a mandatory ethics course for real estate practitioners. Professional ethics are a core part of the Real Estate Institute of Canada’s (REIC) values. Our programs and courses have been advancing professionalism and providing a national standard of business ethics in the real estate industry since 1955. Our Ethics and Business Practice course (REIC 2600) is our most popular course. Students rave about the course content, the case

Try innovation, not imitation Whoa! It gets more interesting. Try innovation rather than imitation, Max advises, and you will double your chances to succeed – but that’s still only 20 per cent. To achieve success the key is to stop being ordinary – right now – and begin to experiment, to be different and to become open to experimentation daily. “People hate to change, but they love to experiment.” Although I fly frequently, my run-in with a success story happened at our local government liquor store. Which I also visit frequently. On Christmas Eve, I nip in – get it? Nip? – oh well – and my favourite clerk, helping me find the right wine, mentions her uncle, Don Wensley, is in the store. Don helped introduce MLS to the Comox Valley in the 1960s with Block Brothers Realty and went on to build his success in the early years of Whistler, B.C. But today he’s just another of the Christmas spirit shoppers and quite happy to stop and share his opinions – he has many – to which, he points out, he is entitled. With our common ground of real estate, me 43 years next month, Don 48 years when he “retired” 10 years ago, it didn’t take scenarios that are discussed and our engaging instructors. This course assists the real estate practitioner to develop and refine their decision-making skills from an ethical standpoint. Using factual and hypothetical case studies and group discussions, students study various real estate ethical codes to acquire the tools and strategies to maintain strict ethical standards. Since January 2011, over 500 students have successfully completed REIC 2600. RECO has designated REIC as a pre-approved education provider in Ontario. The ethics course is mandatory for each of our designation programs. The emphasis on ethics and high business standards help members differentiate themselves from their competitors. Our designees are also governed by the institute’s Code of Professional Standards. The Fellow of the Real Estate

long for the conversation to switch to our common expertise. With the shoppers swirling around us at the store entrance, we caught up for nearly half an hour – who is still alive, who is broke and who is still in the business. That half hour is not going to change my life but it is going to give me a column, a sales meeting and half a dozen entries in my red book of quotes. “Today, I couldn’t tell you the value of any house in the Comox Valley but I will tell you this – in six months it’s going to be lower.” Ouch! But then as I write this column, two weeks later, I’m looking at the cover of the first issue of 2013 of Maclean’s magazine with a down arrow piercing the heart of a home with the withering headline, Inside the great real estate crash of 2013. Asked his opinion on why salespeople fail, Don offers: “Salespeople aren’t making calls, they aren’t prospecting because they want to be liked, they don’t want people to say ‘no’. And that means they aren’t talking to people that might say ‘yes!’” And echoing the need for work ethic and differentiation: “Whatever job you have to do, do it better than anyone ever expected.” Institute (FRI) designation is REIC’s senior credential and is the gold standard for professionals in real estate sales and leasing. With education that exceeds licensing requirements, FRI designated members are acknowledged as real estate practitioners with a high level of expertise and knowledge and a commitment to professional development and strong business ethics. REIC recognizes that to be a professional, one must have ethical underpinnings. As a membership organization, we are proud to be doing our part in advancing the professional status of real estate practitioners in Canada and enhancing consumer protection. Maura McLaren, CAE Executive director & CEO Real Estate Institute of Canada REM Toronto

Did he have a listing conversation to share? You bet! Here’s the opening pitch to a homeowner: “In a few minutes we’re going to find out three things – one is that you are going to list your house with me. Two – I might decide to say ‘no’ to listing your home. Three – we may find out you’re crazy. Now, what do you think your home is worth? (If they state a much higher price than you know it’s worth, shout, “You’re crazy! Is your wife embarrassed by your condition?” Subtle? Don is not subtle. Consider: “There are lots of Realtors in town who will list your home, but damn few of them that can sell it.” Not a new slogan but then there is a certain timelessness to many exhortations. Not sure about that? If books or columns are too analogue, not digital enough for you, have a look at the

U.S. Marines website at www.marines.com and see how easily their mottos support a foundation of success in your career. “Semper Fi” – always faithful. “Lead by example.” “The few, the proud.” Last thought from Michael Vickers: “They’ll never talk about you if just do the things you are supposed to do.” Contact Marty Douglas by email at mgdouglas247@gmail.com . Follow or connect with Marty on Twitter, LinkedIn and Facebook. He is a managing broker for Re/Max Ocean Pacific Realty in Comox and Courtenay, B.C. He is a past chair of the Real Estate Errors and Omissions Insurance Corporation of B.C., the Real Estate Council of B.C., the B.C. Real Estate Association and the Vancouver Island Real Estate Board. REM

OBITUARY:

Sherry Belcourt – Darby

herry Belcourt-Darby, broker/owner of Coldwell Banker Panda Realty in Edmonton, died on Dec. 18 after a courageous battle with a long illness. Her husband and partner Tom Darby was at her side. “There are few brokers in our network who did not know and admire Sherry,” says John Geha, president of Coldwell Banker Canada. “Over the years, first with Canada Trust, and later Coldwell Banker, Sherry earned countless company and industry awards, including president of the Edmonton Real Estate Board, president of the Edmonton Realtor Charitable Foundation and ultimately culminating in her role as president of the Alberta Real Estate Association. One of the first Canadian graduates of Coldwell Banker University, Sherry was an inspiring advocate for professional development in our industry. As an accredited instructor for both CREA and her provincial association, Sherry educated thousands of Realtors throughout her career.” Geha says: “Despite her many professional accolades, her friends at Coldwell Banker will most remember her kind and giving nature, and how when she greeted you, she took your hand in both of hers and gave it a warm squeeze accompanied by her trademark smile. She was one of our brand’s greatest supporters, and I believe that she and Tom never missed a company conference in more than 20 years until illness overtook her. We’ll all remember how our ‘Canadian songbird’ graced many of our events with her beautiful voice. She will be sorely missed by all of us who knew her.” Messages of condolences can be sent to Tom and Sherry’s family and staff at Coldwell Banker Panda Realty at tom-darby@coldwellbanker.ca. REM

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14 REM FEBRUARY 2013

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trate the issue and could ask for a court order. It found that the owners of the units ignored notices and opportunities to comply and could not ask the court for “equitable remedy” (coming to court without clean hands). (Toronto Common Element Condominium Corporation No. 1508 v. William Stasyna, 2012 ONSC 1504) I I I

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hose who do not follow the rules of their condominium may face costly consequences. C purchased a unit that she rented out. She brought an application against the condo corporation to vacate a lien the corporation had placed on her unit for the costs of water damage. The corporation sought a compliance order from the owner and tenant. The court ordered C to remove internal locks that were not in compliance with the rules. The court also ordered C not to use the unit as a rooming/boarding house, instead of for single-family use. It awarded the condominium corporation costs of more than $40,000 and appeals right up to the Supreme Court of Canada were dismissed. (Chan v. Toronto Standard Condominium Corporation No. 1834, 2011 ONSC 108) I I I

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In another case, the owners of units in a condominium made some landscaping alterations on common elements adjacent to their parcels. After several previous requests, the condo corporation gave them one year to remove the alterations. When the owners did not comply, the board voted on the matter, and although more than 50 per cent of the owners present voted to allow the alterations, the requirement was 66.6 per cent to carry the vote. The court granted the application for compliance and removal of the unauthorized alterations to the common elements. The court found that the condo corporation did not have to mediate or arbi-

After a condominium project suffered several serious problems in construction, the developer and the condominium lender were sued by the condo corporation and the unit holders. On a motion for partial summary judgment, the court agreed that the construction lender owed no duty of care whatsoever to purchasers of units in the condominium or to the condominium corporation itself. The Commitment Letter to provide financing was a private contract and did not accrue or provide benefits to third-party beneficiaries. (Condominium Corporation No. 0321365 v MCAP Financial Corporation, 2012 ABCA 26) I I I

The City of Guelph, Ont. city served a Notice of Violation under its bylaw, requiring the owner of a pool to make sure the pool pump circulated the water and that the water was chlorinated. The enforcement officer entered the owner’s backyard while the owner was out of the country, and had the water drained from pool. The court held that the swimming pool was not a dwelling, so no warrant was needed to enter the property, nor was the consent of the owner required. The case was upheld by the Court of Appeal. (Davis v. Guelph [City], 2011 ONCA 761) Complete court decisions are available at www.canlii.org. 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

92%

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is the #1 Brand Top Agents Joining

Jeff Jaffari Visions Realty Inc. 416-321-2228 Former Brand: Coldwell Banker “We felt strongly that our move to RE/MAX would support that goal by ultimately providing greater property exposure, an expanded buyer pool and unparalleled marketing muscle. With the changing real estate climate, this was an ideal time to increase our value proposition and give our clients a distinct edge. RE/MAX has allowed us to do that. The company’s support of their network and the consumer is beyond incredible.”

Dave Sachko First Realty Ltd. (905) 655-1144 Former Brand: Keller Williams Former Brand: Coldwell Banker “I’ve always liked the RE/MAX brand. I work in an area where RE/MAX has over 35 percent market share and wanted to be part of the success. I like the leadership and work ethic of RE/MAX professionals and feel the environment at RE/MAX is the best place for me to continue to build my team and my business”

Zara Bahmani Realtron Realty Inc. (416) 222-8600 Previous Brand: Century 21mer Brand: Coldwell Banker “I decided to leave my previous brand and join RE/MAX after attending a very impressive RE/MAX event. It was clear to me the level of professionalism associated with the Brand is truly above the crowd. With RE/MAX standing for high service, I knew my business would benefit.

Michelle Fraser Hallmark Realty Ltd. (416) 494-7653 Former Brand: Royal LePage “RE/MAX has the strongest corporate culture and I Former Brand: Coldwell Banker knew by coming over to RE/MAX that I would improve my business by being surrounded by the best!”

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Doinis Padron Legacy Realty Inc. (905) 795-1900 Previous Brand: Royal LePage

Jeff McInnis of Wasaga Beach Inc. (705)-429-4500 Former Brand: Royal LePage

Alex Lombardi Premier Inc. (905)-856-1111 Previous Brand: Royal LePage

Domenic Manchisi Legacy Realty Inc. (905)-272-5000 Previous Brand: Prudential

Angele Roy Chay Realty Inc. (705)-722-7100 Previous Brand: Century 21

RE/MAX was a natural choice for me.Brand: Coming to RE/MAX Former Coldwell Banker helped me achieve my long term goal of being an International Real Estate Agent. With the networking opportunities RE/MAX provides their agents and the state-of-the-art website, global.remax.com my decision to come to RE/MAX was one of the smartest decisions I have ever made.

“I used to think I was leading edge I starting Formeruntil Brand: ColdwelllearnBanker ing how to use the RE/MAX tools. I was behind the times. The consumer was more advanced than I was. Now I feel I am back on top of my business all thanks to RE/MAX being on the leading edge of technology.”

“I was looking for a brokerage that provided opportunity for Former Brand: Coldwell Banker growth and expansion in my business. Working with the world’s most productive agents along with the support from staff and commendable effort from management to provide training and development opportunties has already increased my business since joining in August. I can now look at expanding internationally. Something that wasn’t available before.”

I came to RE/MAX not only for the strong brand identity, but Former Brand: Coldwell Banker also because I knew there was a road to success which I could walk alongside some of the industry’s best Real Estate Agents. The amount of support available, ranging from the tools, networking opportunities, and continued learning and education I was opened up to, ensured me that my business would flourish and my envisioned plan to success would be possible.

“The brand is so well known, that I can focus on explaingin what my individual serFormer Brand:my Coldwell vice provides clients.Banker The Brand value sells itself.”

contact Adrian Burry (905) 542-2400 or aburry@remax-oa.com All statistics and testimonials are for RE/MAX Ontario-Atlantic Canada.

18 REM FEBRUARY 2013

Sales rep escapes liability over disclosure statement By Bob Aaron

Saskatoon real estate agent and his brokerage have escaped liability to the purchasers of a home with a wet basement in a misrepresentation lawsuit. Although they recovered their damages from the sellers, the unhappy buyers were ordered to pay the agent’s costs out of their own pocket. Back in 2007, Carol and Donald Jacobucci bought a house in an upscale Saskatoon neighbourhood from Marleen and Patrick Prediger. The agreement of purchase and sale made it a condition of the deal that the sellers complete and deliver a Property Condition Disclosure Statement (PCDS). The Predigers purchased the

house in 2000 and lived in it until its sale to the Jacobuccis in 2007. The Saskatoon real estate market was very active when the property was listed for sale; the sellers’ real estate agent described it as “chaotic” and one where offers above asking price were common. At the time the house was listed, the Predigers signed a PCDS at the request of their agent. It was a standard form in use at the time, although it was revised the following year.The form was mandatory for real estate agents to use. One question on the form was, “Are you aware of any roof leaks or moisture or water problems or unrepaired water damage in the dwellings ...?” The Predigers answered no. Another crucial question was, “Are you aware of any past or present flooding or drainage problems on the property?” To this the sellers answered yes, and added a comment reading,

“July 2005 storm, slight seepage installed 2nd sump pump no trouble since.” When the Jacobuccis took possession of the house in November 2007, they hired a carpet cleaner who discovered water problems and a bad smell. Water was found underneath the carpet in most of the basement, and some of the adjacent walls were wet, mouldy and smelly. It was clear that water was entering the basement through the concrete floor. Eventually the basement carpet and all of the interior walls of the basement were removed. The wallboard, vapour barrier, insulation and some of the electrical installations had to be discarded. Due to the mould, the buyers moved out until the property was remediated. The buyers sued the sellers and the listing agent last year, and the court’s decision was released in August.

Based largely on the evidence of the sellers’ real estate agent, Justice J. Duane Koch concluded that the water issue had to be treated in law as a hidden, or latent, defect. During that agent’s inspections of the property, he did not notice any water problems in the basement, but the judge noted, “It was not his job to be a wet basement detective. He was entitled to take the Predigers’ PCDS at face value.” The judge concluded that the Predigers had made conscious efforts to conceal or at least minimize the extent of the damage “to the point of wilful deception.” They used at least one air freshener, without which the basement had a very strong smell. The court found the Predigers liable to the Jacobuccis for several specific misrepresentations and ordered them to pay damages to the Jacobuccis of $92,162 plus costs. The Jacobuccis, however,

were ordered to pay costs of the sellers’ real estate agents, as there was “no reasonable basis to proceed against them.” This case seems to establish a low threshold for an agent’s duty to purchasers when using the disclosure form, at least in Saskatchewan. In reaching his decision, Justice Koch also quoted a 2003 decision of the chief justice of Manitoba, who wrote, “Based on the experience of those provinces that have employed the PCS, it seems to present a ripe ground for litigation.” Bob Aaron is a sole practitioner at the law firm of Aaron & Aaron in Toronto and a past board member of the Tarion Warranty Corp. He specializes in the areas of real estate, corporate and commercial law, estates and wills and landlord/tenant law. His Title Page column appears in The Toronto Star. E-mail bob@aaron.ca REM

2013 ELECTION OF DIRECTORS CALL FOR NOMINATIONS Starts Feb. 22, 2013 Real Estate Council of Ontario

Members of the Real Estate Council of Ontario (RECO) who are interested in serving on its Board of Directors are required to submit their

Nomination Form no later than: 2:00 p.m. Monday, April 1, 2013. Three Directors will be elected — one in each of the three regions of the province as established by RECO. A copy of the Nomination Form and Candidate Instructions are posted on RECO’s website at www.reco.on.ca or on MyWeb at https://myweb.reco.on.ca.

For more information contact: Shelley Westlake-Brown Tel: 416-207-4800 Toll-free: 1-800-245-6910 E-mail: election@reco.on.ca Website: www.reco.on.ca Real Estate Council of Ontario 3300 Bloor Street West West Tower, Suite 1200 Toronto, ON M8X 2X2

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20 REM FEBRUARY 2013

Mould, asbestos and vermiculite M

ould, asbestos and vermiculite are often misunderstood. When people come across it – either through an inspection of a home that is being contemplated in a purchase or while living in their home – they have certain preconceived ideas that may not result in the optimal, most educated decisions on how to treat it in their specific situation. Mould: Moulds are microscopic fungi that actually grow in every home. It is only a substantial amount of mould, affecting the structure of the home and/or toxic mould that should be a big concern. If there is mould but it covers less than a square metre, it is considered “small” (even up to three small patches are not a significant concern). In these cases, the homeowner can safely, quickly and effectively clean it up without the help of an expert. It is important to clean them when they are first noticed because it can become more of a problem if ignored. The homeowner must follow precautions to keep moisture levels in the home at a minimum. This can mean the difference between a few dollars and a couple of thousand if the problem is caught early and treated properly. The Home Inspection Network has a comprehensive document on mould that elaborates and can be found at www.homeinspectionnetwork.ca/medialibrary/understandingmould/. If the mould comes back after cleaning or it is located in larger areas, hiring an expert is recommended. This would be an experienced person who has come across mould issues and has practical knowledge of remediating. We do not recommend testing the air, because where it is determined that there is a mould problem, the cost of testing may be better spent hiring a professional investigator or fixing the problem. Asbestos and vermiculite: Both asbestos and vermiculite are natural occurring minerals that have been used in a variety of commercial products, especially insula-

tion, electrical products and in many products around the house (caulking, shingles) due to their ability to insulate and slow down fires. Both asbestos and vermiculite are now regulated, controlled and contained in products made since the 1990s. Health Canada and the U.S. Environmental Protection Agency (EPA) state that asbestos and vermiculite, when contained and not exposed to the home or interior environment, pose very little health risk. They pose health risks only when fibres are in the air that people breathe. This can happen when asbestos-containing products break down, either through deterioration as they age or when they are cut. People can put themselves at risk – often without realizing it – if they do not take proper precautions when repairs or renovations disturb materials containing asbestos. The agencies recommend that if you do not need to disturb the material, seal it up. This includes sealing all cracks and holes in the ceilings of the rooms below the insulation by apply caulking around window and door frames, along baseboards and around electrical outlets. Additional insulation can be put on top of the vermiculite, typically costing about $500 to $1,000, depending on the home and the insulation used. If the homeowner is in doubt and/or wants to do some renovations or remodelling in the area, a professional who is trained and qualified to handle vermiculite and asbestos removal should be hired before proceeding with any work. These products, when disturbed, can spread throughout the home, causing serious health problems and more expenses down the road. This article was provided to REM by The Home Inspection Network, a network of professional, experienced and field-tested home inspectors and energy advisors, built with the real estate agent’s needs in mind. www.homeinspectionnetwork.ca or call toll-free at 1-855-232-9778. REM

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24 REM FEBRUARY 2013

SALES COACH

By Bruce Keith

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s the old expression goes, the only constant is change itself. It’s a blessing that things are always changing. If everything stayed the same, life would be boring. Boring leads to complacency and complacency leads to mediocrity = poor sales volumes. That’s never a result that a salesperson wants to see. On the other hand, change is only welcome when it is for the better. If you buy a new car and it turns out to be “worse than the one I traded in”, that’s not a good change, right? Fact of life... markets change

Is the market changing? all the time. Sales opportunities get better and they get worse. No surprise there, is there? Market fluctuations are the result of two main influences... seasonality (time of the year) and economic conditions (supply, cost of money, related industry results). To be a great salesperson you must be able to adapt to what’s going on around you. Think of your sales market like the weather. If it’s hot out you dress a certain way and engage in related activities. If it is cold out you “bundle up” and perform very different tasks. If there’s snow on the ground, then you have to deal with it. The real key is to be able to roll with the punches. This is especially important in a declining or down market. Sometimes you have to get out the shovels and move the snow out of the way. Here are some ideas in my playbook for a declining market: 1. Start work one half hour

earlier every day. 2. Do something every day to strengthen your mindset (books, affirmations, avoid negative people/news). 3. Get your personal database in order. Call prospects (especially those you haven’t spoken to in a while) and ask for business and referrals. 4. Develop a daily/weekly schedule that turns up the volume for the next three to six months. 5. Be very clear on your top five or six personal goals. Reconfirm your motivation daily. 6. Be very clear on your business goals. Break it down to weekly targets and track it daily. Stay super focused! 7. Think bigger... read Book Yourself Solid by Michael Port. 8. Identify the top five or six objections you are receiving and master two or three responses for each.

cess of the moment. You have to keep loading up your conveyor belt every day to quickly take advantage of the opportunities as they come along. Either way, make sure your “shovel” is doing the job that is needed today. If you are currently in a market where there is more snow than normal, you need to do more shovelling. While everyone else complains about the snow, you are way ahead of them clearing a path for yourself. Keep shovelling! No excuses. Bruce Keith, the “Results Coach” has over 23 years of experience. He is a sales and marketing coach and seminar leader in the real estate business, teaching what to say and how to say it. His high-energy, highimpact training style is sought after and acclaimed across North America. He says, “Success is possible; there are no excuses”. www.brucekeithresults.com. REM

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9. More prospecting: You have to be prepared to “shovel more snow” every day. And call all your old leads immediately. 10. Get someone to hold you accountable for all of the above. “No man is an island.” – English poet John Donne. Here’s the key to dealing with a changing market... whether the market is going up or down, keep doing the same things. (“Bruce, that doesn’t make sense! If the market is changing, I should do something different, shouldn’t I?”) Not really. The key is to maintain a solid routine. What changes is the volume of how much each task is performed. Be prepared to shovel more snow! For example, in a declining market you probably need to work more hours, contact more people every day and spend less on marketing. In a rising market you have to be very careful not to get carried away with the suc-

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26 REM FEBRUARY 2013

Mastering your real estate career By Andy Herrington

alcolm Gladwell’s book, Outliers, brought the concept of the 10,000hour rule into the mainstream consciousness. The theory says that it takes a person 10,000 hours of “deliberate practice” to become a master in any given field. So if it is this simple and you can take a little over a year (416.67 days to be more precise – double this if you want to sleep at all) to become a master, why are so few Realtors truly “masterful” in real estate? In every aspect of real estate marketing you will have a handful of masters. Buyers, sellers, marketing, social media, farming, the list goes on. They are the innovators

and trail blazers. They see what will happen, and are seemingly always in the right place at the right time. The first thing I notice is that very few are masters in multiple areas. I began to study this and have found that the 10,000 hours is important, however the phrase “deliberate practice” is a little too simplified for most people. The three main keys to becoming a master are: 1. Deliberate practice 2. Practical application 3. Focus Most people have time for only one piece of the puzzle – practical application, actually doing the business. They do not have time for daily specific practice and cannot afford to focus on only one area of real estate. Practice is about being perfect. Practical application rarely is. Practice is imperative because it finds the errors in our ways, and refines our systems into more powerful tools. The very best of the best, the masters, specifically schedule and set aside time to prac-

tice, learn and grow in their focused area of expertise. They seek out new ways and refine their own speciality so they are never behind the times. They understand and place a high value on improvement, which allows them to never be stagnant in their business. The last element is truly the hardest because there are so many distractions for the Realtor these days. For many who do find the time to practice and practically apply what they practice, they lack the blind focus and end up trying a little of everything and becoming a jack of all trades but a master of none. Look at sports. The greatest players do one or two things better than everyone else. Elite players are faster, or harder or more accurate or better strategists, but rarely is any one player the best in all of those categories. In hockey the hardest shooter is not the most accurate and in baseball the homerun hitter is never the hardest throwing pitcher. At the same time, in all sports there are many

If you want to be the superstar you wish to be, find your desired expertise and focus on it. who are “all around players”, but they are never the superstars. The real estate industry works the same way; it is too vast for you to become a master in many different areas. Focus is needed to truly carve out your place and become the superstar you know you are. Now looking at these 10,000 hours, we can see it is a whole lot harder to achieve widespread mastery. In the average work year there are 3,744 hours of work. Most of us do not spend 30 minutes a week in “practice” mode. That is 26 hours a year – at this rate it will take a person 384.61 years to become a master. Next we can add the practical

application. Even when we are working 10-hour days, six days a week, this will at most count for 14 focused hours per week. The rest of our time is spent on the other tasks of being a real estate agent. We now only need 13.74 years to become a master in one aspect of real estate. The real issue is that you cannot focus on multiple areas at a time and truly expect to ever reach mastery. So if you are in the business for 30 years, you likely can become an expert in TWO categories. This also assumes that you can focus for 14 years on a specific area at a time. Mastery is simple, but it is not easy. We all know the experts in our areas – The Farmer, The Lister, The Marketer, The Buyers Agent – and we know in our hearts that we are better at this or that than they are. We are smarter and we work harder. We all wonder how they accomplished so much with what appears to be so little. It is their ability to focus, their dedication to specific deliberate practice and their consistent practical application of the best systems that creates their superstar status. So if you want to be the superstar you wish to be, find your desired expertise and focus on it, work hard day after day and do not lose sight. Do not get distracted. Do not quit. Over time you will become that hugely successful Realtor in your area, and no one will be able to understand why you get so much business. Andy Herrington is a real estate salesperson who was a member of some amazing top producing teams prior to becoming a real estate coach and inspirational speaker. His main message is for all Realtors to have “belief in the message” and to create a higher standard of professionalism for our amazing profession. www.andyherrington.com. REM

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2012 Royal LePage National Chairman’s Club 1. Loretta Phinney* Mississauga, ON (877) 822-6900

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

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

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

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

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

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

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

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

10. Cailey Heaps Estrin* Toronto, ON (416) 424-4930

11. Marie-Yvonne Paint* Royal LePage Heritage Real Estate† Montreal, QC (514) 934-1818

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

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

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

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

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

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

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

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

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

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

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

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

24. Jonathan Doucet Royal LePage Vallées de L’Outaouais Real Estate† Gatineau, QC (819) 561-0223

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

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

27. Christine Lefrançois Royal LePage Dynastie Real Estate† Mont-Royal, QC (514) 735-2281

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

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

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

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

32. Fernande Sirois* Royal LePage Vallées de L’Outaouais Real Estate† Gatineau, QC (819) 561-0223

33. Theodore Babiak* Toronto, ON (888) 822-2425

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

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

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

37. Nina Asensio Royal LePage Credit Valley Real Estate† Brampton, ON (905) 793-5000

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

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

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

41. Jean-François Bérubé Royal LePage Evolution Real Estate† Sherbrooke, QC (819) 820-8363

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

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

44. Doreen Kirkwood* Royal LePage Champlain D.K. INC., Real Estate† Brossard, QC (450) 672-6450

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

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

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

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

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

50. Sylvia Smith Royal LePage Solutions† Calgary, AB (403) 252-5900

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

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

52. Manon Sénéchal Royal LePage Ville-Marie† Montreal, QC (514) 917-2228

53. Jacinthe Dubé* Royal LePage Jacinthe Dube Real Estate† Sherbrooke, QC (819) 564-5000

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

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

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

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

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

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

60. Peter Brown Oakville, ON (800) 514-4094

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

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

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

64. Ken Morris Royal LePage Integrity† Cochrane, AB (403) 804-7314

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

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

67. Anne Chilton Royal LePage First Contact Realty† Barrie, ON (800) 367-2037

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

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

70. Ralph Wiber Royal LePage Network Realty Corp.† Red Deer, AB (403) 346-8900

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

72. Raymond Tsim* Royal LePage Champlain Real Estate† Brossard, QC (450) 672-6450

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

74. John Gerber Royal LePage Signature Realty† Toronto, ON (416) 443-0300

75. Mike Scrannage* Royal LePage ProAlliance Realty† Kingston, ON (800) 247-6311

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

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

78. Cliff Stevenson Royal LePage Foothills† Calgary, AB (888) 384-4557

79. James Roy Royal LePage Signature Realty† Toronto, ON (888) 954-4100

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

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

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

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

84. Chris Constantine Royal LePage Atlantic† Moncton, NB (888) 444-7572

85. Don Evans Royal LePage Lakes of Muskoka† Port Carling, ON (800) 763-3398

86. Case Feenstra Oakville, ON (800) 514-4094

87. Philip Albert Royal LePage Atlantic† Moncton, NB (888) 444-7572

88. Philip LeMay Royal LePage Vallées de L’Outaouais Real Estate† Gatineau, QC (819) 684-2000

89. Margorie Grime* Royal LePage RCR Realty† Orangeville, ON (519) 941-1797

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

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

92. Jackie Jiang Mississauga, ON (888) 828-0422

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

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

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

96. Martin E. Mazza Royal LePage State Realty† Stoney Creek, ON (877) 574-7441

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

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

99. Alain Gravel Royal LePage InterQuébec Real Estate† Quebec, QC (418) 649-1373

100. Eugen Klein Royal LePage City Centre† Vancouver, BC (604)408-9311

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

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

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

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

105. Silvana Bezina Royal LePage Meadowtowne Realty† Georgetown, ON (866) 865-8262

106. Doug Donnelly Royal LePage Noralta Real Estate† Edmonton, AB (855) 431-5600

107. Shawn Zigelstein Royal LePage Your Community Realty† Richmond Hill, ON (905) 731-2000

108. Anna Asi Royal LePage City Centre† Vancouver, BC (604) 408-9311

109. Nim Moussa Royal LePage Team Realty† Ottawa, ON (888) 780-7747

110. Stuart Berenhaut Royal LePage Dynamic Real Estate† Winnipeg, MB (877) 800-5066

111. Mazher Karimjee Royal LePage Performance Realty† Ottawa, ON (613) 744-2000

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

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

114. André Dussault Royal LePage InterQuébec Real Estate† Quebec, QC (418) 653-0488

115. Libby Broady Royal LePage Elite Real Estate† Beaconsfield, QC (514) 697-9181

116. George Niblock† Oakville, ON (888) 645-4267

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

118. Stuart Sankey Toronto, ON (866) 335-1900

119. Georgia Kotiadis Royal LePage Signature Realty† Toronto, ON (888) 954-4100

120. Sandy Smallbone Royal LePage Burloak Real Estate Services† Burlington, ON (800) 290-0163

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

122. Brigitte I. Burdman Royal LePage Heritage Real Estate† Montreal, QC (514) 934-1818

123. John Lawler Royal LePage First Contact Realty† Barrie, ON (800) 367-2037

124. Brad Hawker Royal LePage Rocky Mountain Realty† Canmore, AB (403) 678-5118

125. Rob Ohs Royal LePage Parksville Qualicum Beach Realty† Qualicum Beach, BC (250) 752-6926

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

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

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

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

130. Jason Wheeldon Royal LePage East Kootenay Realty† Cranbrook, BC (866) 426-8211

131. Inge Schickedanz Royal LePage Your Community Realty† Unionville, ON (905) 940-4180

132. Murray Harris Royal LePage Benchmark† Calgary, AB (403) 253-1901

133. Kevin Thygesen Royal LePage Foothills† Calgary, AB (888) 384-4557

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

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

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

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

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

139. Debra Cherry Royal LePage Team Realty† Ottawa, ON (800) 307-1545

140. Patricia Guernsey Royal LePage ProAlliance Realty† Belleville, ON (613) 966-6060

141. Jared Chamberlain Royal LePage Foothills† Calgary, AB (888) 384-4557

142. Marcel Bergeron Royal LePage InterQuébec Real Estate† Quebec, QC (418) 657-5576

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

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

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

146. Susan Lancaster Mississauga, ON (888) 828-0422

Jose Bairos Designate Royal LePage Grand Valley Realty† Cambridge, ON (519) 621-2000

Lisa Hube Designate Royal LePage Grand Valley Realty† Cambridge, ON (519) 621-2000

John King Designate Royal LePage Team Realty† Ottawa, ON (613) 695-8181

Tom O’Hara Designate Royal LePage True North Realty† Fort McMurray, AB (877) 791-7707

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

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

Norm Cholak* Royal LePage Noralta Realty† Edmonton, AB (780) 431-5600

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

Paul Delaney* Royal LePage Your Community Realty† Thornhill, ON (905) 889-9330

Jacques Doucet* Royal LePage Vallées de L’Outaouais Real Estate† Gatineau, QC (819) 561-0223

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

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

Serge Gabriel* Royal LePage Ville-Marie† Montreal, QC (514) 481-0241

Suzanne Grisé* Royal LePage Privilège† Saint-Bruno, QC (450) 441-1576

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

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

Paula Mitchell* Royal LePage Meadowtowne Realty† Georgetown, ON (905) 877-8262

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

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

Frances Wedlake* Oakville, ON (888) 645-4267

Congratulations to the members of our 2012 National Chairman’s Club, professionals who have reached the top 1% of our national network of REALTORS®. Achievement is earned based on gross ‘closed and collected’ commissions. These professionals have mastered the core values of Royal LePage, and are ambassadors of the Royal LePage brand—Helping You is What We DoTM, continually striving in pursuit of achieving excellence in customer service and sales. With our sincere congratulations and best wishes for the coming year. Phil Soper, President & CEO

Royal LePage Real Estate Services Ltd., Brokerage, unless otherwise noted. All offices are independently owned and operated. Royal LePage is a registered trade-mark used under license. †Denotes Firms are Real Estate Brokerages. *Denotes Lifetime National Chairman's Club Members.

Join a company that is 100 years strong. Visit royallepage.ca/joinus This is not intended as an offer to sell or a solicitation of an offer to buy, including a solicitation of any sales representative or broker that is currently under contract. ©2013 Brookfield Real Estate Services Manager Ltd. All rights reserved. Any copying, reproduction, distribution or other use of these materials is prohibited.