February 2014

Issue #296

February 2014

CREA begins ‘orderly transition’ after boards leave Page 3

Maximizing virtual curb appeal

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Rookie Realtor Tav Schembri has $75-million in deals in his first 18 months Page 10

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REM FEBRUARY 2014 3

CREA begins ‘orderly transition’ after boards leave National association is removing Quebec listings from out-of-province brokers C

REA says that it will start removing Quebec listings from out-of-province brokers from Realtor.ca. In a letter sent to boards early in January, CREA president Laura Leyser said, “After several calls, emails and letters to the OACIQ about the status of out-of-province listings, CREA recently received a response from the provincial regulator. Given this new development, CREA will remove the offending listings this month. We caution that the OACIQ has not provided blanket guidance to CREA that covers all potential future listings, however, we hope it will continue to work with us in a spirit of co-operation.”

The issue of listings from outof-province brokers was one of many reasons why the real estate boards in Montreal, Quebec City and other smaller centres opted to leave CREA at the end of 2013.

“CREA has always been willing to act,” Randall McCauley, vice-president of government and public relations for CREA, told the Montreal Gazette. “But real estate is governed by the province.

CREA is not a law-enforcement body. CREA cannot remove a listing by a member unless the province shows it is inconsistent with its laws.”

CREA has also decided to wait until January 28 before it removes the listings of those who have dropped out of the national association.

“Given the confusion created by the decision of some boards to separate and a recent decision of the OACIQ about the need to inform clients their listings will no longer appear on Realtor.ca/MLS.ca/ICX.ca, CREA will work with members to accommodate these two issues,” says Leyser. “This will allow for an orderly transition – for departing members to inform their clients per the OACIQ decision and for members who wish to remain members of CREA.” Several boards in the province have agreed to stay with CREA and to accept new members from

areas where the boards have opted out. These include the Chambre immobiliere de l’AbitibiTemiscamingue, Chambre immobiliere de l’Estrie, Chambre immobiliere de Lanaudiere, Chambre immobiliere de la Mauricie, Chambre immobiliere de l’Outaouais and the Quebec West Real Estate Board.

“You do not have to leave your current board in order to join a new board,” says Leyser. Costs and the process to join can be obtained by contacting any of these boards.”

The departure of most Quebec brokers from CREA should have only a temporary negative effect on brokers in the province who can no longer list properties on the MLS, says the president of the Greater Montreal Real Estate Board (GMREB).

Patrick Juanéda says brokers will have to explain to confused clients why their listings will no longer go on the MLS and that the Centris.ca listings search engine, created in 2010 by the Quebec Federation of Real Estate Boards, is superior to Realtor.ca.

He says that when the Haute Yamaska board previously left CREA, it reported the departure

did not have an impact.

Juanéda says it is “deplorable” that CREA is trying to find ways to help Quebec brokers remain a part of the association rather than addressing the concerns of the boards.

“CREA lacks respect for members. They should take the message as a leader and say we should be looking for solutions,” he says.

Instead, “they’re creating dissension among members.”

The opinion of members across Canada about CREA services “isn’t particularly pretty,” Juanéda says. “It’s not just Quebec. There’s grumbling everywhere. They should sit down and help us. There are quick paths to solutions.”

In a narrow vote, 50.9 per cent of Montreal board members voted to split from CREA, while 49.1 voted to stay. Only 3,826 members (or 39 per cent) participated in the 1,946 to 1,880 vote.

Meanwhile, the Quebec City board also decided to pull out after a more decisive 57.5 per cent to 42.5 per cent vote by members.

“This result confirms that the status quo could no longer remain,” Juanéda wrote in a letter to members. He went on to say the

Montreal board has communicated its concerns with CREA several times over the last two years but that several problematic issues remain.

In an interview, Juanéda acknowledged that the close Montreal vote result indicates division among members on the question of CREA membership but notes that 61 per cent of members did not vote. He says this shows members are indifferent about the national association.

The impact of the departure by the Quebec boards on CREA membership levels will not be known for several weeks or months “given the decision by many members to remain in CREA,” the association says.

The Montreal and Quebec City boards demanded a review of CREA expenses, requested more à-la-carte services and sought the ability to opt out of the national data distribution system. They were also concerned about recent changes to the national code of ethics.

FSBO listings of Quebec properties on Realtor.ca began to be seen last year from isellmyhome.ca and DuProprio (ComFree),

Juanéda says. Such listings are illegal under Quebec law.

Unlike the rest of Canada, it is difficult for Quebec FSBOs to pay a flat fee to a broker to list their homes on Realtor.ca because provincial law requires brokers to verify the accuracy of information on listings.

In addition, the national code of ethics imposed by CREA, which juxtaposes onto the code already in effect in Quebec, is unmanageable and creates confusion, Juanéda says. He says the Montreal board is concerned the national data distribution system will result in members’ data being used outside the industry.

The Montreal board says that Centris.ca has much higher web traffic than Realtor.ca. “Our analyses indicate that properties in Montreal can be easily found by Internet searchers around the world,” Juanéda says. He says Centris.ca appears among the early results of a Google search of “house for sale Montreal,” while Realtor.ca only appears pages later.

New mobile applications of Centris are also being created that surpass Realtor.ca, he says. – with files from Danny Kucharsky. REM

Man accused of planning fatal kidnapping to be tried in China

A

man wanted in the 2011 kidnapping that lead to the death of Toronto sales rep Jiangou (Tony) Han will be tried for the crime in China.

Guo Wei Wu, 45, had been one of Canada’s most wanted fugitives since 2011. He was arrested in China on an unrelated matter in October.

Peel Regional Police say they believe Wu orchestrated a criminal conspiracy to kidnap Han and a client, Xiu Jun (Johnny) Fei, while Han was showing a home on Featherstone Drive in Mississauga. Police say the men

were being held for ransom. On January 26, Fei was found badly injured in a Toronto parking lot after being released, but police say Han died while in captivity.

His remains were found in a Markham-area home on July 11, 2011. An autopsy showed he died of a heart attack.

Han, a sales rep with HomeLife Landmark Realty in Markham, had been trying to sell the luxury home for several months, says the Mississauga News.

Several suspects were charged with kidnapping and manslaugh-

ter, but police were not able to find the alleged ringleader, Wu. “Although no extradition treaty exists between Canada and China, Chinese law allows for the trial of Chinese citizens for offences committed in Canada,” says Peel Regional Police in a release. “Discussions and the exchange of information between the two counties has resulted in Guo Wei Wu’s further arrest and detention for the offence of international homicide in the death of Mr. Han. The evidence in this case, as gathered by Peel Regional

Tony Han

Police, will be provided to the Chinese justice authorities under the auspices of a formal Mutual Legal Assistance Treaty request that will be co-ordinated, reviewed and approved by Canada’s federal Department of Justice. Once approved, Wu will be tried in a Chinese court.”

REM

4 REM FEBRUARY 2014

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

H

omeLife Landmark Realty held the grand opening ceremony for its Condo SuperCentre in November, with more than 200 builders, developers and Realtors in attendance. The brokerage has 780 Realtors and sells more than 1,000 units of new homes and condos every year.

“Selling new homes and condo projects has been a big portion of our brokerage’s business in past years. Our salespeople and clients have earned lots of profit and equity in the tide of GTA property value appreciation,” says Tony Ma, broker of record.

The Condo SuperCentre is at 7240 Woodbine Ave., beside the home office of the brokerage. It has touch screen TVs, motion technology, virtual tours and video

tours to give clients first-hand information on the condo living experience. Ma says there will be an on-duty manager and three fulltime on-duty sales reps in the Condo SuperCentre.

Among those at the opening were Markham Mayor Frank Scarpitti; city councillors Alan Ho and Alex Chiu; HomeLife founder and CEO Andrew Cimerman; Baker Real Estate president Barbara Lawlor; Concord Adex CEO Dennis Au-Yeung; Urbancorp CEO Alan Saskin; Menkes Development VP Jared Menkes; and the past chairman of RHMCBA, Kenny Wan.

Exit Realty Town & Country

recently moved into a new 5,000square-foot office building on the main thoroughfare in Greenwood, N.S. Valerie Connell and her husband Kim Connell are the franchisees of the brokerage, which has two locations in the Annapolis Valley. “Our focus was to create a modern, warm and prestigious ambiance that both Realtors and the public would appreciate,” says Valerie.

“Under Val’s direction and design, first-class appointments

Royal LePage Elite Realty recently celebrated its official

Industrial, Commercial & Investment CBRE Limited says Stefan Ciotlos will transition from his role

■ ■ ■

Kim and Valerie Connell

■ ■ ■

Dignitaries cut the ribbon at the official opening of HomeLife Landmark Realty’s Condo SuperCentre.

Mark Renzoni named president of CBRE

opening in Mississauga, Ont., led by broker/owner Vince Tersigni.

Formerly affiliated with Prudential, the brokerage has been in business for almost 30 years, says partner and VP Granville Wharram. “We have a brand-new state-of-the art office, located for easy access to major highways 401, 427 and 410, serving West Toronto, Mississauga and Brampton,” says Wharram.

He says the brokerage offers agents “great service, high technology, unlimited free parking, training, mentoring and proven leadership.”

as president of CBRE Limited in Canada to “focus on key strategic projects that are vital to the company’s continued growth”. Mark Renzoni, chief operating officer, is

Celebrating the opening of Royal LePage Elite Realty, from left: Mark Frenette, network development manager, Royal LePage; Yvonne Ratigan, VP, network services; Michael Tersigni, broker; Vince Tersigni, broker of record; Grenville Wharram, partner and VP; and Kealy Wharram, sales rep.

now president and CEO of CBRE Limited.

COO since 2012, Renzoni has helped develop corporate and financial strategy, while co-ordinating client relationships across Canada, the company says. He has worked at CBRE in various roles since 1989.

Ciotlos, who has been with CBRE since 1986, will remain with the company and focus on key strategic growth initiatives.

“Stefan has done an outstanding job for CBRE in Canada and we are very pleased that he will

have been made to the office space in one of the most prominent locations in the area,” says Joyce Paron, president of Exit’s Canadian Division. “The office is surrounded by some of the largest and most recognized businesses in the community.”

■ ■ ■

Owners and managers from all new Century 21 Canada offices were invited to a five-day face-toface strategic planning session recently in Toronto. New owners and managers representing British Columbia, Alberta, Manitoba and Ontario attended.

“The advantage we offer is a complete business package, from planning and technology to finances and management. It’s vital that our offices get first-hand experience so they can maximize these tools and meet the experts on our team,” says Don Lawby, president of Century 21 Canada.

Educator Chris Leader guided the attendees through each day, developing skills designed to produce immediate results. Company department directors provided an overview of the professional development programs, marketing campaigns and recruiting opportunities REM available to offices.

remain with us in a key role that will help to drive our future growth,” says Steve Swerdlow, CBRE’s COO, Americas. “We are fortunate to have an accomplished leader like Mark ready to take the leadership reins in Canada. He has excelled in various leadership positions of increased responsibility and is highly regarded by our executive management team. He will be a strong leader for CBRE in Canada.”

For more IC&I news, visit remonline.com. REM

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6 REM FEBRUARY 2014

Maximizing virtual curb appeal Taking the time to craft virtual curb appeal is a no-brainer when it comes to showcasing your properties online. By Toby Welch

Cover photo: MARKO SHARK

ty, the home or you. Pictures can be enough but our team isn’t looking to do what’s ‘enough’ for our clients.”

Colleen DePodesta, a sales rep with Re/Max Garden City Realty in Burlington, Ont., incorporates video and online media in all her marketing; she believes there isn’t any other way to maximize virtual curb appeal. “You have three seconds to capture the attention of an online consumer. Don’t believe me? Google it!,” she says.

“Listings sell faster and for more money when showcased online for mobility and accessibility. Almost every home buyer conducts their home search online and over half of those people are on mobile devices. That is just a fact.”

DePodesta used an analogy to express her point. “When I started in the business 28 years ago, if you went to buy a new fridge, you’d be given a beautifully designed, highgloss, colour brochure to seal the deal. In stark comparison, real estate agents at the time were still using black and white MLS listing printouts to sell a property worth hundreds of thousands of dollars.

That disconnect is the relation I give to modern-day online consumers.”

We’ve all heard the statistics – over 90 per cent of home buyers use the Internet to research homes before they ever see a property in person. That fact drives home the notion that virtual curb appeal has never been more important than it is today. So how do you create superior online curb appeal?

Regardless of whether you want to use photos or video, stroll around the property and list the features you want to highlight.

When light is optimum for the effect you want, shoot the pictures or videos, making sure to keep the equipment steady. (Blurry pictures or jerky video shots will do nothing but annoy viewers and ruin any hope of cultivating curb appeal.)

Consider adding dialogue once they are uploaded. Take a look at

Another bonus for having videos on your website is that search engines prefer videos. the website once the files go live to confirm they turned out as you’d planned. As with all marketing paraphernalia, ensure nothing in the client’s home is displayed that would make your clients or potential buyers uncomfortable.

As you go about creating virtual curb appeal for your listed properties, focus on the feeling that you want to come across to web surfers and what will appeal to potential buyers. Keep in mind that video is becoming so mainstream online that consumers now expect it.

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

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Graphic Design SHAWN KELLY Brand Design SANDRA GOODER

More and more of those are expecting HD video. Offering a video tour of each property will be the norm relatively soon.

Another bonus for having videos on your website is that search engines prefer videos. By having video listings, you will pop up sooner when buyers look for property. Forrester Research did a study on this subject and found that videos are 53 times more likely to appear on the first page on Google as opposed to traditional web pages without video.

By creating virtual curb appeal, you will elicit an emotional response in your viewers without them consciously thinking about it. Done right, it can prompt buyers to consider a property they wouldn’t have otherwise had on their radar. Done wrong, it doesn’t matter if you have the greatest property available for sale in your area; the chances of luring buyers to see your listing plummets without virtual curb appeal.

Jennifer Campbell, home stager, decor specialist, owner of Set Your Stage, and the teacher of CREB’s course The Basics of Home Staging, offers tips on how to create virtual curb appeal: • Clean, tidy and well-kept are the only options.

• Think like a photographer – consider camera angles, sightlines, lighting and vignettes.

• Create a focal point in every core room.

• Highlight key features – architecture, views and landscaping.

• Create an inviting feeling that suits the potential buyer’s desired lifestyle.

REM

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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 2014 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.

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Colleen DePodesta

Michael Thorne

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C

urb appeal has been talked to death in the real estate industry for decades. We get it – a house needs to make a mind-blowing impression when buyers see it for the first time. As that rarely happens anymore when a client steps out of a Realtor’s car, a positive first impression online is essential. The curb these days is a virtual one.

The importance of virtual curb appeal hit me when I came across Michael Thorne’s website when I was mindlessly surfing the web.

The B.C. Realtor with Re/Max Little Oak Realty Langley had a video on his website, “The Dinner Party.” I watched the fourminute video and was floored by how attractive it made the featured property appear; the virtual listing highlighted the home better than any other advertising campaign I’ve come across. (Check the video out at vimeo.com/65202100) After seeing “The Dinner Party”, I contacted Thorne, who said the feedback he’s received from the video has been “fantastic.” His goal was to do something that no one in his community had done before, and he succeeded. Thorne shared his thoughts on the topic of incorporating videos into his marketing plan to showcase properties in their best possible light.

“I can’t remember the exact statistic but it is something like 73 per cent of sellers are more likely to list with an agent who is using video. We did 30 videos in 30 days of our favourite 30 places in the community. The response was incredible. Video allows the viewer to really “connect”, whether that is with the communi-

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8 REM FEBRUARY 2014

Russia to tighten real estate industry controls

By Eugene Vorotnikov

T

he Russian government is considering tightening control over the activities of national real estate agents and to increase of transparency of their activities.

As part of these plans, the Department of Economic Policy of the Moscow government recently signed a Memorandum of Cooperation with the Moscow Guild of Realtors, with the aim to provide assistance to national trade organizations in their activities.

This will take place in the form of joint development and discussion of legislative initiatives governing the real estate industry’s activities and the provision of tax and other benefits.

Both the government of

Moscow and the federal government plans to implement several initiatives. One of them is the establishment of specialized higher education institutions, which will specialize in the training of local real estate agents. Currently Russia experiences a lack of such institutions. The majority of real estate agents are trained on low-quality, short-term courses. As a result, many Russian real estate agents do not have skills, experience and even knowledge of the legislation in the field of real estate.

The government is also clamping down on so-called “black realtors”, which in recent years have become a problem in Russia.

A significant increase in the price for apartments in Moscow

and other large cities during the last several years has created an increase in the amount of crime involving the participation of real estate brokers. In the majority of cases, such crimes result in the illegal seizure of property. The scams are often committed by criminal groups but the image of real estate brokers has suffered.

According to the Novosibirsk Association of Realtors, the current share of black realtors is estimated at 25 per cent to 30 per cent of the Russian market of brokerage services, and it’s even higher in some regions of the country.

In the meantime, some measures to improve the Russian market have already been taken. On Oct. 1, 2013 new rules of registra-

tion of real property rights were introduced along with the mechanisms of their implementation.

In addition, the practice of electronic document management, which has significantly sped the completion and registration of real estate transactions, has also been introduced.

The new initiatives were generally positively received by the Russian real estate community, but some agents have expressed concerns that excessive co-operation with the government may force real estate companies and brokers to send information about their clients and deals to the tax office and the police.

Many Russian agents are critical of the activities of industry asso-

Court rules commission must be paid

By Bob Aaron

A

ruling of the Ontario Superior Court of Justice in December makes it clear that a seller is responsible for paying commission to the real estate agent if a full price offer is presented, whether or not the offer is accepted.

Back in September 2008, Richard Fody signed a listing agreement with T. L. Willaert Realty for a vacant parcel of vacant land near Tillsonburg, Ont. The $229,000 listing price was later reduced to $199,900.

In the standard OREA listing agreement Fody agreed to pay Willaert a commission of five per cent of the sale price.

The agreement stated that commission was due and payable upon delivery of any “valid offer” on the terms set out in the listing agreement or any other terms acceptable to the seller. Even if the

transaction failed to close, commission was payable if the non-completion of the transaction was owing to the seller’s “default or neglect.”

A vacant land data input form signed at the same time as the listing agreement showed that the property was a “desirable treed building site just minutes from Tillsonburg” and that the buyer would be responsible for installing a well and septic system.

Willaert found a buyer who submitted an offer for $150,000 in March 2009. When Fody refused to meet with the agent, the offering price was increased to $170,000, $184,000 and finally $186,272.50. Fody signed the offer back at $195,000, but ultimately refused to accept it.

At the end of April, the purchaser submitted an offer at the full asking price of $199,900. The offer was faxed to Fody’s lawyer and a copy was dropped off the same evening in Fody’s mailbox. Fody and the agent also exchanged text messages over the next four days.

Fody did not respond.

Terry Willaert then sent a text message to Fody advising him that the offer would expire at midnight on that day and should he decide not to sign the offer, “the commission will still be payable” under the

terms of the listing agreement.

Ultimately, Fody did not accept the offer.

Willaert sued Fody in Small Claims Court for the commission of $8,995.50 plus HST and costs.

In a detailed and well-reasoned decision, deputy judge James Searle ruled in favour of the real estate agent and found that the listing agreement was sufficient to make the seller liable to pay the stated commission on the basis of an offer that met all the terms of the listing agreement.

In his decision, the deputy judge wrote, “The court has no doubt Fody was avoiding and otherwise frustrating Willaert because he decided not to sell unless he was able to purchase a farm. When the prospect of purchasing a farm evaporated late in April of 2009 he became inaccessible and nasty and refused to act in good faith when Willaert was obtaining and communicating offers that were near, then at, the listing price, something Willaert was obligated and entitled to do.”

Fody appealed the Small Claims Court decision to the Superior Court of Justice and the court released its reasons on December 12.

Justice Marc Garson ruled that the price offered by the buyer was

both the full listing price and the best available price at the time.

After reviewing previous judicial decisions, Justice Garson wrote, “Simply put, courts have recognized that listing agreements are binding contracts ... The law further provides that the vendor may be liable for the commission even though the transaction does not close.”

In dismissing the appeal and holding that the full commission was payable, the court ruled that a valid offer was submitted to the seller during the listing period and that the seller acted “in bad faith and attempted to frustrate the efforts” of the agent in presenting the final offer.

“Acceptance of the offer is not required. The listing agreement clearly contemplated payment of the commission upon presentation of an offer at the full asking price.”

Sellers should think twice before refusing to pay their real estate agents for doing what they were hired to do.

Bob Aaron is a Toronto real estate lawyer and chair of the Tarion consumer advisory council. His bi-weekly columns appear in The Toronto Star. He frequently lectures to real estate agents. Email bob@aaron.ca.

Website www.aaron.ca. REM

ciations and guilds, which represent their interests in the government. Irina Shcherbinina, a wellknown Russian real estate broker, says, “I have been working as a real estate agent for many years, and during all this time had never seen examples of the usefulness of activities of the Russian Guild of Realtors. For example, despite all the calls of brokers, the guild merely looked on and did nothing against the adoption of the Notaries Act, which is currently considered by the Russian government and may create serious problems for the Russian real estate community, as it will introduce mandatory notarization of real estate transactions between individuals.”

Shcherbinina says this will result in huge queues of brokers in notary offices and additional financial burden on real estate buyers, who will have to pay for notary services and state tax.

Brokers say that despite the attempts of the state to improve the domestic market of real estate services, some of its initiatives could be considered strange.

For example, the Russian government is considering adoption of a law that will introduce a regulatory approval system (instead of the currently used notification procedure) for the acquisition of residential, commercial and industrial properties by foreigners and foreign investors. According to real estate brokers, the adoption of the new rules could result in a significant decline in investments in the sector.

Olesya Dziuba, deputy head of research for Jones Lang LaSalle Russia, says the proposed measures could create unnecessary obstacles for investors.

“The government is currently making significant attempts for the improvement of the investment climate and even achieved some success in the Doing Business rating, so the adoption of this law contradicts earlier announced plans,” says Dziuba.

Eugene Vorotnikov is an international freelance writer who specializes in covering real estate brokerage and property topics. He has worked for several industry titles and can be reached at vorotnikov_evgen@mail.ru. REM

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10 REM FEBRUARY 2014

Rookie Realtor is off to a fast start

Brampton, Ont. sales rep Tav Schembri has sold more than $75-million worth of property in his first year and a half in the business. By Susan Doran

A

word of caution: If you are new to the real estate business and/or struggling to get where you want to be, sales rep Tav Schembri’s story may cause uncontrollable feelings of envy.

There is no point in sugar coating it to spare you. It would appear that this guy must regularly skip through meadows of four-leaved clover and collect lucky rabbits’ feet by the truckload. But as we’ll see, he makes his own luck.

Take note that 2013 was Schembri’s first full year in the real estate business. He got his license in the fall of 2012. He has already sold over $75 million in property, is among the topperforming Re/Max salespeople in Canada and has been inducted into the company’s elite platinum, president’s and chairman’s clubs, which are reserved for those who earn over $500,000 in commissions. This ranks him among the fastest Realtors ever to obtain Re/Max’s top sales awards.

Let’s not overlook the fact that this “rookie” Realtor has already handled one of the largest sales ever – a whopping $50+ million – in the Brampton. Ont. area.

Schembri is loving all of it.

“I hate going to bed at night and can’t wait to wake up in the morning,” he says.

He’s aware that he has an advantage over many other new sales reps in that he is 54-years-old with plenty of previous contacts and business experience on which to draw. He has lived in Ontario’s affluent Brampton/Caledon area – within an hour’s drive of Toronto – for the past 30 years and for many of those years he ran a thriving network of hair salons.

“A lot of my clients now were previous customers,” he says.

“You can make the transition to the higher levels of real

estate quite quickly and I had experience which speeded things up. Having been a hair stylist, I am used to dealing with people on a regular basis and making them comfortable. I am able to read body language.”

Even before becoming a Realtor, Schembri was blessed with an eye for real estate investments. He and his wife Maria (now his property stager) got such a successful return on one of these – a large parcel of land in burgeoning Brampton – that they could have retired immediately, Schembri says.

He took that opportunity to re-evaluate what he wanted career-wise. He had already sold off most of his hair salons but still owned one, although he was finding it harder to do work as a stylist due to a serious accident with a table saw, which cost him several fingers.

The upshot was that he investigated the real estate field and was presented with the rare opportunity to open a Re/Max Realty Specialists satellite office out of the existing Caledon location where he had run his remaining hair salon. In this way he was able to service the same clients in the same safe, green and prosperous farming and residential area he’d been working in for decades, as well as broadening his existing reach to include developers interested in acquiring land.

He recalls being extremely nervous throughout his first listing presentation, hoping that the clients wouldn’t ask him how much experience he had.

“I was dreading that.”

He did wind up telling them. They “were in shock” but continued on with him as their Realtor, he says.

Within a few months he had

Tav Schembri (Photo by Marko Shark)

a large sale – a $7-million farm in Caledon – and “things started snowballing from there,” he says.

That’s quite an understatement.

This newbie Realtor soon made the largest sale ever seen to that point in Brampton.

“It was between $50 million and $60 million,” he says. “It was a weird thing. I was working in my office and these builders came in and were inquiring about the area....”

Eventually, this initial meeting led to the builders purchasing a 98-acre farm property for development, making Schembri the happiest rookie Realtor around.

Having those builders walk into his office out of the blue was a lucky break. But like most highly successful people, Schembri is competitive and tends to work hard so as to make his own luck.

“When I get into something I go head first,” he states. “For example, I’m a squash player and when I first started playing I could not get enough of it. In my first year I went from learning the game to being at the top of my club level.”

Over the years he has coached his three (now grown up) children in many sports. He recalls an iconic incident when the family first took up skiing.

“I’d try to get them to always be the best in everything and in kids’ sports that meant the rep level,” he says. “When we got into skiing, the first thing I did was try to get them to sign up for lessons. They said, ‘Dad, we don’t want lessons. We don’t want to be competitive skiers. We just want to have fun.’”

Schembri is well aware that as in squash and other sports,

strategy is a key component of success in real estate.

“Visibility is important,” he says. “No one has as many 4 X 8 signs in the area as me...

Technology is a big part of it too.

Today you have to have social networking skills.”

When asked about his advice for new sales reps, he stresses the importance of being honest and earning the trust of clients. “If you are totally honest, the client sees that,” he says. “I put all the information on the table.”

He is now at the point, after only a year and a half in the business, of having more success than he ever imagined. Although new to real estate, he is already talking about becoming a coach.

“I know that sounds strange,” he says, “but in real estate, everything is possible.” REM

12 REM FEBRUARY 2014

®

Informed decisions LEGAL ISSUES

By Donald H. Lapowich

R

PARTNER WITH CANADA’S MOST TRUSTED MORTGAGE EXPERTS.

www.verico.ca

ecently an action was commenced in Eastern Canada by an individual who was injured subsequent to manipulation (chiropractic treatment) received from the defendant chiropractor.

A medical doctor gave expert opinion in court that was found to be admissible and convincing. The trial court ruled that the cervical manipulation performed by the chiropractor resulted in (causation) the plaintiff’s injury.

Moreover, the chiropractor was negligent in not obtaining “informed consent to the treatment”, since the patient had not been properly informed of the “risks of that type of treatment”.

It is essential for any professional in any profession, including real estate agents and brokers, to advise clients of the material risks involved, so that the client can make an educated decision on whether to go forward.

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Another recent decision, although also not a real estate case, involves a class action and certification by the British Columbia Court of Appeal and the concept involved is important to all professionals.

The case surrounded the taking of hormone therapy relating to menopause. Lee, the plaintiff in the class action, was diagnosed with breast cancer and the issue was causation and casual connection between the hormone therapy and breast cancer.

The class action was certified, although the court noted the challenges of a duty of care over a period of 26 years. More important was the issue of failure to disclose.

As some of our articles have

pointed out in the past, often it is difficult to prove negligence on behalf of professionals but the added feature is that there must be full disclosure. This concept has recently hit the newspapers concerning stigmatization of homes, when properties were sold to purchasers without disclosure of horrific events that took place on the property. (Stanway v. Wyeth Canada Inc., 2013 BCSC 1585) ■ ■ ■

Here is one of those few cases where a private mortgage company did not properly exercise its sale rights under its mortgage and paid as a result.

The plaintiff was a corporation that owned land, intending to develop it. The plaintiff loaned money by giving a mortgage to the defendant. The mortgage contained a clause preventing a sale of the land for less than $150,000 per acre.

When the plaintiff defaulted on the mortgage, the mortgagee sold the 125 acres allegedly at less than market value. The plaintiff sued for damages.

The court held: 1. $3.5 million, interest and costs were awarded to the plaintiff; 2. The mortgagee breached its duty so that fair market value was not received and damages were the fair market value less the sale price; 3. The default by the mortgagee included: a) listing at too low a price; b) using an inexperienced Realtor (broker) without national connections; (c) inadequate marketing efforts; (d) no due diligence and failure to use the escape clause noted above; (e) in too much of a hurry and accepting a lowball offer; (f) not dealing reasonably with three potential buyers and not adequately exposing the lands to the market. (1427814 Ontario Limited v. 3697584 Canada Inc., 2013 ONCA 597) 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

14 REM FEBRUARY 2014

The FINTRAC charade

METES & BOUNDS

you who are relatively new to the business, there hasn’t been a FINTRAC update since 2008 so you can imagine why the thought of an update was like the first tasting of this year’s Beaujolais Nouveau to an oenophile.)

So I followed the link and read CREA’s blurb promising “to help members more easily meet their obligations�. Now I wanted to believe the two pages of clarification would indeed make our paper shuffling “easier�. (Okay, so I was really hoping for “lazier�.) Paragraph #1 was encouraging. It allows the substitution of the client’s work description rather than the client’s employer. In other words, instead of entering “Financial Transactions and Reports Analysis Centre of Canada� I can put “bureaucrat�. If I can spell it.

Paragraph #2 stunned me with the news that Realtors can list a client’s occupation as “retired� if they are “retired�. Interestingly enough, I think a case could be

By Marty Douglas

F

ebruary – when every young man’s fancy turns to thoughts of, “How can I escape this dreary winter?� Then I opened an email from my real estate board. There, buried between the President’s Message – yawn – and the 2013 Sales and Summary Stats was an important update from CREA – the mother ship has called!

The update had three headline links. Nestled in the cleavage between the CREA Board of Directors for 2014-2015 and a no doubt riveting article on the enforcement of trademarks, was the teaser – FINTRAC Update.

Hold me back. (For those of

made Paragraph #2 is uncertain as to whether the client or the Realtor needs to be “retired�. But I wouldn’t plan your entire defence around that fundamental principle!

And from there the update went downhill. One of the promised new forms was illegibly blurry on the screen and the printer. The links promising me new forms led to old forms. Even the “help� email link on the old form led me to an “undeliverable email� alert in my in-box later in the day.

It’s probably my fault. Months ago I asked for updates and I suppose someone in Ottawa scurried around, sent a few emails, read the replies and pressed a button. But if they corrected/amended the forms they forgot to update the footnote date on several.

Here’s where it turns into an episode from the X Files. You remember – “Just because I’m paranoid doesn’t mean there isn’t a conspiracy!�

I emailed my concerns.

And got an immediate response.

From a lawyer.

A high rate-per-hour lawyer because he signed his title as “Legal Counsel�. Who insisted everything would be okay if I just calmed down, took a breath and refreshed my browser. I also got a pat on the head for innovation, a lesson in “older browsers� and the meaning of “cached�. The only remedy missing was to have my eyesight checked as a possible cause of the blurring.

This, of course, gave them time to scurry through the back door access and replace the widgets and rearrange bits and bytes amid the knobs and tubes of HAL, CREA’s computer.

Needless to say, by the time I re-visited the site, all was hunky dory and I was left wondering if I had imagined the whole thing, if the theory of jet contrails had any substance and just where else Jimmy Hoffa’s body might be found.

If someone would only show

the value in the paper we collect but never submit. Is it a barrier so formidable that terrorists and drug dealers are kept at bay? Please let us know. The number of FINTRAC audits I’m aware of in our real estate community in B.C. wouldn’t require my thumb, among the fingers of one hand.

The updates – or complete lack – show our leadership isn’t interested or too concerned, merely doing what we do in the field – cover our butt with paper and move on.

I don’t mind the ID requirements – although they are redundant – because I have to show ID every time I check into even the seediest of motels. (P.S. – haven’t done that for years!) It’s the charade of the required manual and training the brokerage has to maintain. Money Laundering 101 – are you kidding me? The full name is Money Laundering and Terrorism Financing Training Course. Here’s an excerpt from CREA’s compliance centre on RealtorLink. For many of you, it will be your first and last glimpse:

SAM MCDADI REAL ESTATE INC., IS PLEASED TO OFFER A 30% FEE FOR ANY CLIENT REFERRAL WHO IS LOOKING TO BUY OR SELL IN MISSISSAUGA, OAKVILLE, MILTON, BRAMPTON & TORONTO. %8<(5 6(59,&(6 $LUSRUW SLFN XS &RQFHLUJH 6HUYLFH 5HIHUUDOV WR /DZ\HUV 0RUWJDJH %URNHUV +RPH LQVSHFWRUV $FFHVV )LQDQFLQJ $OWHUQDWLYHV IRU 1HZ ,PPLJUDQWV 6HOI (PSOR\HG ,QGLYLGXDOV $FFHVV WR 6HFRQG 0RUWJDJHV 6(//(5 6(59,&(6 6WDJLQJ 3UH LQVSHFWLRQV 3URIHVVLRQDOO\ 'HVLJQHG &DWDORJXHV ([WHQVLYH 2QOLQH 3UHVHQFH 0D[LPXP 3ULQW ([SRVXUH VR PXFK PRUH

WE ARE PROUD TO HAVE HELPED OVER 7,000* FAMILIES AND FRIENDS WITH THEIR REAL ESTATE NEEDS! & DUH H U 6DOH V ERWK ,QGH SH QGH QW DQG Z LWK 7H DP

WE SPEAK OVER 25 LANGUAGES INCLUDING: Arabic, Cantonese, Farsi, French, German, Greek, Hebrew, Hindi, Hungarian, Italian, Indonesian, Korean, Mandarin, Polish, Punjabi, Russian, Slovakian, Spanish, Ukrainian, Urdu & Vietnamese.

OFFICE

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& 7G 1 & % 7EPIW 6ITVIWIRXEXMZI 3[RIV

DIRECT

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M C D A DI . C O M

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

REM FEBRUARY 2014 15

“The training section provides a variety of materials relevant to the training requirements of a Compliance Regime. Information is presented in a number of concise and easy-to-follow formats, including a number of documents that are conducive to being printed off and kept as a quick reference in your briefcase or desk drawer. The [Act] requires Realtors . . . to undertake and maintain a training program that covers both existing and new content areas relevant to the understanding and control of money laundering and terrorist financing.”

Shoot me now!

In brokerages across Canada there are dusty manuals, perhaps with revisions dated August 2008, May 2009 and Summer 2013 supported by an email trail of instruction from the brokerage requiring all sales staff, as a part of their Independent Contractor Agreement, to be compliant with all appropriate federal, provincial and municipal legislation.

There – you’ve been warned.

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 REM Island Real Estate Board.

REM columnist Marty Douglas in his latest community theatre role as Underling in The Drowsy Chaperone.

16 REM FEBRUARY 2014

Take REM’s survey and win a tablet As REM celebrates 25 years of serving Canada’s real estate community, it’s time for you to tell us a little about what you would like to see in future issues. Take our survey to help us improve REM and you could win a 7” Samsung Galaxy Tab 3 (Wi-Fi) in white.

The easiest way to take the survey is by visiting www.remonline.com Or, if you would prefer, answer the questions on this page and mail it to: REM reader survey • 2255B Queen Street East • Toronto, ON M4E 1G3 1. Are you a: ❑ Salesperson (Broker in Quebec) ❑ Broker-owner/Broker of record ❑ Associate broker/Man. broker ❑ Mortgage broker ❑ Board/Association staff member ❑ Real estate administrator ❑ Real estate industry supplier ❑ Other (please tell us what!) _________________________ _________________________ 2. How often do you read the print version of REM? ❑ Every month ❑ Often ❑ Occasionally ❑ Never 3. How often do you visit remonline.com? ❑ Daily ❑ Several times a week ❑ Several times a month ❑ Rarely ❑ Never 4. Do you receive REM’s Inbox Update, our weekly e-newsletter? ❑ Yes ❑ No (if you would like to, you can sign up at remonline.com) 5. Do you prefer reading REM ❑ In print ❑ Online ❑ On your mobile device

6. Have you ever taken action (made a call, visited a website, attended a conference) as a result of seeing an ad in REM or on remonline? ❑ Yes ❑ No 7. Which of the following regular REM stories do you usually read?

Check all that apply. ❑ Stan Albert ❑ Boards & Associations News ❑ Jerry Bresser ❑ Marty Douglas (Metes & Bounds) ❑ Front page profile ❑ Good Works (charitable work

by Realtors) ❑ Gourmet Cooking for Real Estate Professionals (Carolyne Lederer) ❑ Guest Column (various writers) ❑ Industrial, Commercial and Investment ❑ Bruce Keith (The Sales Coach) ❑ Legal Issues (Don Lapowich) ❑ Mortgage Business ❑ Motivational stories ❑ Multiple Listings (new brokerage openings, industry news by Jim Adair) ❑ News stories ❑ The Publisher’s Page (Heino Molls) ❑ Real Estate Books ❑ Real Estate Technology ❑ Dan St. Ives ❑ Successful agent profiles ❑ Trade Shows & Conf. calendar ❑ What’s New (new products and services)

8. Do you read the reader’s comments below the stories on remonline? ❑ Yes ❑ No 9. Aside from interest rates and the general state of the economy, what are the most important issues facing the real estate industry today? _________________________ _________________________ _________________________ _________________________ _________________________ 10. What types of stories should have more coverage in REM? _________________________ _________________________ _________________________ _________________________ 11. What should we do to improve the print version of REM? _________________________ _________________________ _________________________ _________________________ _________________________ 12. What should we do to improve remonline.com? _________________________ _________________________ _________________________ _________________________

13. What should we do to improve the REM Inbox Update enewsletter? _________________________ _________________________ _________________________ _________________________ _________________________ _________________________ 14. Other than Realtor.ca, Realtorlink and your local board or association site, what real estate websites do you visit regularly? _________________________ _________________________ _________________________ _________________________ _________________________ _________________________ 15. Do you recommend any of the following service providers to clients (check all that apply): ❑ Bank or financial institution ❑ Mortgage broker ❑ Renovation contractor ❑ Home inspector ❑ Moving company 16. Do you have your own website? ❑ Yes ❑ No 17. Are you planning upgrades to your smartphone or website? ❑ Yes ❑ No

18. How do you communicate with clients? Check all that apply. ❑ Phone ❑ Email ❑ Social Media ❑ Enewsletters ❑ Print newsletters ❑ In person at community events 18. Are you considering a career move in the next year? If so, what are you thinking of doing? _________________________ _________________________ _________________________ _________________________ _________________________ _________________________ 19. To enter the contest for the tablet, please fill out the following. We promise we won’t use it for any other purpose.

Name: _________________________ Company: _________________________ Home town: _________________________ Email address: _________________________ 20. Is there anything else you would like to tell us about? _________________________ _________________________ _________________________ _________________________ _________________________

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18 REM FEBRUARY 2014

Get departments working together

By Ian Grace

E

ach country is different, but where offices have sales and property management together, sadly, most of the time they don’t work together co-operatively.

When they do, it can be a veritable goldmine.

In a previous article I discussed working with property investors/landlords to sell them a new property roughly every two years. The sales department makes the sales and property management manages the property afterwards – everyone wins.

An office in New Zealand had a great idea to get their teams working together: They put signs all around the office saying, “Courtesy is catching”. Then they printed a whole bunch of $20,000 notes and distributed them evenly throughout the office.

They announced a fun staff auction event in several weeks time, where everyone could bid for a number of products they had acquired from local businesses -everything from white goods, TVs and DVD players to pampering products and meal vouchers for two.

The secret was this: every time someone in the office did something helpful for someone else, particularly in another department, the person who received help had to give the other person one of their $20,000 notes. So in an instant, guess where everyone’s focus was – not on themselves, but on how they could help someone else. By doing so, they had to get to know each other better and understand each other’s jobs better

(some even job swapped).

In no time at all, the atmosphere was electric and there was a sense of total co-operation throughout the office and sales and property management were able to work together cohesively and effectively.

This is just one simple idea that worked very powerfully and emphasizes the point that it is vital to get your internal customer service right first, before looking at your external customer service for existing and potential paying customers.

A colleague of mine, Jo-Anne Oliveri, who is currently doing some property management/systems training in the U.S., related an event that illustrated the benefits of sales and property management working together.

A property on the river in Brisbane, Australia had just sold, with the new owners not taking possession for six months. Working with a U.S. relocation company, she was aware of an executive who needed a residence for two years, budget $2,000 per week.

Working with the sale departments, she approached the buyer and asked if they would accept $2,000 per week for two years and take possession then. They accepted, she got them $2,200 per week – everybody happy – and something was created out of mutual co-operation.

From a sales perspective, another great bonus is that once you are working with your landlords (now correctly titled “property investors”) to build their property investment portfolios, you have now built a bank of buyers that are great for preview VIP open houses on a new property that has just been listed, before the advertising even starts.

Known internationally as “Mr. Real Estate Advertising”, Australianborn 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. www.iangrace.com REM

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Using The Craig Proctor System ATTEND CRAIG’S FREE SEMINAR IN TORONTO - FEBRUARY 25, 2014 “I implemented a few of Craig’s strategies and I became the #1 agent at my company and have been at the top ever since. In the beginning I was doing around $250,000 to $300,000 GCI. Now I’m doing around $3 million GCI with a team of over 40 agents and with my own brokerage. My business has drastically changed because it’s enabled me to grow as large as I want and I’m able to work when I want and have the time for my family when I need it.” — Jason Simms, London, ON “I started out as a single agent hiring my first assistant. Now I have a team of 14.

In a few short years, I’ve gone from zero to 350 transactions – a huge leap. We’re currently doing $2.5 million GCI. There are so many great tools in the Quantum Leap System, and you only need a few to really excel.

If followed properly, Craig’s system is a road map to success. I was initially worried about the changes I had to make to my business. I didn’t want to let go and put my faith in somebody else’s hands and just follow them, but once I was able to accept that, I realized that no one succeeds alone. We all need to work with others and succeed through others. It is because of this program that I have been able to achieve what I have.”

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— Masoud Badre, Ottawa, ON ily. I sold over 80 homes this year and did not go on the road once with any buyers! The elements of his system are like robots that sift and sort the leads. It is like you have your very own Franchise! Just copy and paste his ads, follow his system and don’t change

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CP_REM 10.25x11fullpg 01102014.indd 1

14-01-14 12:09 PM

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

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

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

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

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

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

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

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

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

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

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

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

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

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

15. Christine Lefrançois Royal LePage Tendance Mont-Royal, QC (514) 735-2281

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

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

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

20. Kevin Lapp Royal LePage Network Realty Corp.

Red Deer, AB (403) 346-8900

21. Marie-Yvonne Paint* Royal LePage Heritage Real Estate Agency Westmount, QC (514) 934-1818

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

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

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

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

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

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

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

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

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

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

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

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

36. Ralph Wiber Royal LePage Network Realty Corp.

Red Deer, AB (403) 346-8900

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

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

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

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

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

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

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

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

46. Brent Roberts* Royal LePage West Real Estate Services Surrey, BC (888) 649-4299

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

48. Manon Sénéchal Royal LePage Ville Marie Real Estate Agency Montreal, QC (514) 917-2228

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

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

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

52. Ken Morris Royal LePage Integrity Cochrane, AB (403) 932-2101

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

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

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

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

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

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

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

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

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

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

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

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

65. David Dunn Royal LePage Atlantic Halifax, NS (902) 453-1700

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

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

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

69. Michael Brierley Royal LePage Burloak Real Estate Services Burlington, ON (800) 290-0163

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

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

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

73. Marc Bonenfant Royal LePage InterQuébec Real Estate Agency Quebec (Sainte-FoySillery), QC (418) 653-0488

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

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

76. Phil Albert Royal LePage Atlantic Moncton, NB (888) 444-7572

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

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

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

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

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

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

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

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

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

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

87. Mary Zhang Royal LePage Golden Ridge Realty Markham, ON (905) 513-8878

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

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

90. Rob Marland* Royal LePage Performance Realty† Ottawa, ON, (877) 757-7386

91. Melissa Charlton Royal LePage Meadowtowne Realty† Milton, ON (800) 514-3316

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

93. Drew McGinnis Royal LePage Network Realty Corp.

Red Deer, AB (403) 346-8900

94. Brad Hawker Royal LePage Rocky Mountain Realty Canmore, AB (877) 818-7557

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

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

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

98. Sandy Smallbone Oakville, ON (888) 645-4267

99. Krishan Nathan Royal LePage ProAlliance Realty† Kingston, ON (800) 247-6311

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

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

102. Judi Rufo Royal LePage ProAlliance Realty† Belleville, ON (613) 966-6060

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

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

105. Linda Vadala Royal LePage Royal City Realty Guelph, ON (519) 824-9050

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

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

108. Joe Battle Toronto, ON (888) 336-1871

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

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

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

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

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

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

115. Richard LeBlanc Royal LePage Gateway Realty Leduc, AB (780) 986-8407

116. Joseph Buggie Royal LePage Benchmark Calgary, AB (800) 387-4011

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

118. Wilma Fournier Oakville, ON (800) 514-4094

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

120. Anthony vanLieshout Royal LePage Lakes of Haliburton† Haliburton, ON (800) 457-2414

121. Rocco Manfredi Royal LePage Gale Real Estate Ottawa, ON (800) 387-2526

123. Kelly McLeod Roya LePage The Realty Group Grande Prairie, AB (780) 539-5771

124. Doreen Kirkwood* Royal LePage Champlain D.K. Inc., Real Estate Agency Brossard, QC (450) 672-6450

125. Kelly Ebbs Royal LePage Team Realty† Ottawa, ON (800) 307-1545

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

127. Peyvand Jalali Royal LePage Your Community Realty† Richmond Hill, ON (905) 731-2000

128. Grant Anthony Royal LePage Kingsbury Realty† Mississauga, ON (866) 754-2121

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

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

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

132. Norm Cholak* Royal LePage Noralta Realty Edmonton, AB (855) 431-5600

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

134. Linda Knight Royal LePage First Contact Realty† Angus, ON (705) 424-4188

135. Steve Thompson Royal LePage Locations West Realty Penticton, BC (800) 734-0457

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

137. Khalen Meredith Royal LePage RCR Realty† King City, ON (905) 833-4633

138. Wendy Howard Royal LePage Atlantic Moncton, NB (888) 444-7572

139. Debbie Keatley Royal LePage Noralta Real Estate Inc. Sherwood Park, AB (780) 467-7334

140. Luc Jodoin Royal LePage Meritas du Soroit Salaberry-deValleyfield, QC (866)767-6636

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

142. Stephen Grant Royal LePage Advance Realty Campbell River, BC (888) 286-1932

143. Brian Lamb Royal LePage West Real Estate Services Coquitlam, BC (604) 939-6666

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

145. Brigitte I. Burdman Royal LePage Heritage Real Estate Agency Westmount, QC (514) 934-1818

146. Bob Maskell Royal LePage ArTeam Realty Edmonton, AB (780) 456-5656

146. Brian Baker Royal LePage Martin-Liberty Realty Brandon, MB (888) 277-6206

147. Jesse Dhaliwal Royal LePage Your Community Realty† Vaughan, ON (905) 832-6656

148. Mourad Hanna Royal LePage Realty Plus Mississauga, ON (877) 828-6550

149. Kevan O’Connor Royal LePage Niagara Real Estate Centre† Niagara-on-theLake, ON (800) 635-9228

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

Congratulations to the members of our 2013 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.

Charles Sezlik Designate Royal LePage Team Realty† Ottawa, ON (613) 744-6697

Bill Schiavone Designate Oakville, ON (905) 338-6550

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

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

Mary T. Cardamone* Oakville, ON (905) 845-4267

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† Thornhill, ON, (905) 889-9330

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

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

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

Suzanne Grisé† Royal LePage Privilege Real Estate Agency Saint-Bruno, QC (450) 441-1576

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

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.

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. ©2014 Brookfield Real Estate Services Manager Ltd. All rights reserved. Any copying, reproduction, distribution or other use of these materials is prohibited.

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

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

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

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

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

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

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

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

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

With our sincere congratulations and best wishes for the coming year.

Phil Soper, President & CEO

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

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

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

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

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

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

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

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

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

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

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

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

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

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

15. Christine Lefrançois Royal LePage Tendance Mont-Royal, QC (514) 735-2281

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

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

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

20. Kevin Lapp Royal LePage Network Realty Corp.

Red Deer, AB (403) 346-8900

21. Marie-Yvonne Paint* Royal LePage Heritage Real Estate Agency Westmount, QC (514) 934-1818

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

23. Mathieu Doucet Royal LePage Vallées de L’Outaouais Real Estate Agency Gatineau, QC (819) 561-0223

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

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

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

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

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

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

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

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

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

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

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

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

36. Ralph Wiber Royal LePage Network Realty Corp.

Red Deer, AB (403) 346-8900

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

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

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

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

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

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

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

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

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

46. Brent Roberts* Royal LePage West Real Estate Services Surrey, BC (888) 649-4299

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

48. Manon Sénéchal Royal LePage Ville Marie Real Estate Agency Montreal, QC (514) 917-2228

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

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

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

52. Ken Morris Royal LePage Integrity Cochrane, AB (403) 932-2101

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

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

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

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

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

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

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

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

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

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

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

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

65. David Dunn Royal LePage Atlantic Halifax, NS (902) 453-1700

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

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

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

69. Michael Brierley Royal LePage Burloak Real Estate Services Burlington, ON (800) 290-0163

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

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

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

73. Marc Bonenfant Royal LePage InterQuébec Real Estate Agency Quebec (Sainte-FoySillery), QC (418) 653-0488

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

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

76. Phil Albert Royal LePage Atlantic Moncton, NB (888) 444-7572

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

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

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

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

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

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

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

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

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

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

87. Mary Zhang Royal LePage Golden Ridge Realty Markham, ON (905) 513-8878

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

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

90. Rob Marland* Royal LePage Performance Realty† Ottawa, ON, (877) 757-7386

91. Melissa Charlton Royal LePage Meadowtowne Realty† Milton, ON (800) 514-3316

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

93. Drew McGinnis Royal LePage Network Realty Corp.

Red Deer, AB (403) 346-8900

94. Brad Hawker Royal LePage Rocky Mountain Realty Canmore, AB (877) 818-7557

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

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

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

98. Sandy Smallbone Oakville, ON (888) 645-4267

99. Krishan Nathan Royal LePage ProAlliance Realty† Kingston, ON (800) 247-6311

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

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

102. Judi Rufo Royal LePage ProAlliance Realty† Belleville, ON (613) 966-6060

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

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

105. Linda Vadala Royal LePage Royal City Realty Guelph, ON (519) 824-9050

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

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

108. Joe Battle Toronto, ON (888) 336-1871

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

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

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

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

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

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

115. Richard LeBlanc Royal LePage Gateway Realty Leduc, AB (780) 986-8407

116. Joseph Buggie Royal LePage Benchmark Calgary, AB (800) 387-4011

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

118. Wilma Fournier Oakville, ON (800) 514-4094

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

120. Anthony vanLieshout Royal LePage Lakes of Haliburton† Haliburton, ON (800) 457-2414

121. Rocco Manfredi Royal LePage Gale Real Estate Ottawa, ON (800) 387-2526

123. Kelly McLeod Roya LePage The Realty Group Grande Prairie, AB (780) 539-5771

124. Doreen Kirkwood* Royal LePage Champlain D.K. Inc., Real Estate Agency Brossard, QC (450) 672-6450

125. Kelly Ebbs Royal LePage Team Realty† Ottawa, ON (800) 307-1545

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

127. Peyvand Jalali Royal LePage Your Community Realty† Richmond Hill, ON (905) 731-2000

128. Grant Anthony Royal LePage Kingsbury Realty† Mississauga, ON (866) 754-2121

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

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

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

132. Norm Cholak* Royal LePage Noralta Realty Edmonton, AB (855) 431-5600

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

134. Linda Knight Royal LePage First Contact Realty† Angus, ON (705) 424-4188

135. Steve Thompson Royal LePage Locations West Realty Penticton, BC (800) 734-0457

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

137. Khalen Meredith Royal LePage RCR Realty† King City, ON (905) 833-4633

138. Wendy Howard Royal LePage Atlantic Moncton, NB (888) 444-7572

139. Debbie Keatley Royal LePage Noralta Real Estate Inc. Sherwood Park, AB (780) 467-7334

140. Luc Jodoin Royal LePage Meritas du Soroit Salaberry-deValleyfield, QC (866)767-6636

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

142. Stephen Grant Royal LePage Advance Realty Campbell River, BC (888) 286-1932

143. Brian Lamb Royal LePage West Real Estate Services Coquitlam, BC (604) 939-6666

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

145. Brigitte I. Burdman Royal LePage Heritage Real Estate Agency Westmount, QC (514) 934-1818

146. Bob Maskell Royal LePage ArTeam Realty Edmonton, AB (780) 456-5656

146. Brian Baker Royal LePage Martin-Liberty Realty Brandon, MB (888) 277-6206

147. Jesse Dhaliwal Royal LePage Your Community Realty† Vaughan, ON (905) 832-6656

148. Mourad Hanna Royal LePage Realty Plus Mississauga, ON (877) 828-6550

149. Kevan O’Connor Royal LePage Niagara Real Estate Centre† Niagara-on-theLake, ON (800) 635-9228

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

Congratulations to the members of our 2013 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.

Charles Sezlik Designate Royal LePage Team Realty† Ottawa, ON (613) 744-6697

Bill Schiavone Designate Oakville, ON (905) 338-6550

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

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

Mary T. Cardamone* Oakville, ON (905) 845-4267

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† Thornhill, ON, (905) 889-9330

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

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

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

Suzanne Grisé† Royal LePage Privilege Real Estate Agency Saint-Bruno, QC (450) 441-1576

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

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.

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. ©2014 Brookfield Real Estate Services Manager Ltd. All rights reserved. Any copying, reproduction, distribution or other use of these materials is prohibited.

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

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

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

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

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

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

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

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

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

With our sincere congratulations and best wishes for the coming year.

Phil Soper, President & CEO

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

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

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

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

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

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

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

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

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

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

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

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

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

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

15. Christine Lefrançois Royal LePage Tendance Mont-Royal, QC (514) 735-2281

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

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

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

20. Kevin Lapp Royal LePage Network Realty Corp.

Red Deer, AB (403) 346-8900

21. Marie-Yvonne Paint* Royal LePage Heritage Real Estate Agency Westmount, QC (514) 934-1818

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

23. Mathieu Doucet Royal LePage Vallées de L’Outaouais Real Estate Agency Gatineau, QC (819) 561-0223

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

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

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

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

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

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

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

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

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

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

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

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

36. Ralph Wiber Royal LePage Network Realty Corp.

Red Deer, AB (403) 346-8900

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

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

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

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

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

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

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

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

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

46. Brent Roberts* Royal LePage West Real Estate Services Surrey, BC (888) 649-4299

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

48. Manon Sénéchal Royal LePage Ville Marie Real Estate Agency Montreal, QC (514) 917-2228

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

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

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

52. Ken Morris Royal LePage Integrity Cochrane, AB (403) 932-2101

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

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

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

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

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

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

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

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

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

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

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

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

65. David Dunn Royal LePage Atlantic Halifax, NS (902) 453-1700

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

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

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

69. Michael Brierley Royal LePage Burloak Real Estate Services Burlington, ON (800) 290-0163

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

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

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

73. Marc Bonenfant Royal LePage InterQuébec Real Estate Agency Quebec (Sainte-FoySillery), QC (418) 653-0488

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

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

76. Phil Albert Royal LePage Atlantic Moncton, NB (888) 444-7572

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

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

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

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

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

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

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

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

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

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

87. Mary Zhang Royal LePage Golden Ridge Realty Markham, ON (905) 513-8878

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

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

90. Rob Marland* Royal LePage Performance Realty† Ottawa, ON, (877) 757-7386

91. Melissa Charlton Royal LePage Meadowtowne Realty† Milton, ON (800) 514-3316

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

93. Drew McGinnis Royal LePage Network Realty Corp.

Red Deer, AB (403) 346-8900

94. Brad Hawker Royal LePage Rocky Mountain Realty Canmore, AB (877) 818-7557

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

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

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

98. Sandy Smallbone Oakville, ON (888) 645-4267

99. Krishan Nathan Royal LePage ProAlliance Realty† Kingston, ON (800) 247-6311

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

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

102. Judi Rufo Royal LePage ProAlliance Realty† Belleville, ON (613) 966-6060

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

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

105. Linda Vadala Royal LePage Royal City Realty Guelph, ON (519) 824-9050

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

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

108. Joe Battle Toronto, ON (888) 336-1871

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

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

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

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

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

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

115. Richard LeBlanc Royal LePage Gateway Realty Leduc, AB (780) 986-8407

116. Joseph Buggie Royal LePage Benchmark Calgary, AB (800) 387-4011

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

118. Wilma Fournier Oakville, ON (800) 514-4094

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

120. Anthony vanLieshout Royal LePage Lakes of Haliburton† Haliburton, ON (800) 457-2414

121. Rocco Manfredi Royal LePage Gale Real Estate Ottawa, ON (800) 387-2526

123. Kelly McLeod Roya LePage The Realty Group Grande Prairie, AB (780) 539-5771

124. Doreen Kirkwood* Royal LePage Champlain D.K. Inc., Real Estate Agency Brossard, QC (450) 672-6450

125. Kelly Ebbs Royal LePage Team Realty† Ottawa, ON (800) 307-1545

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

127. Peyvand Jalali Royal LePage Your Community Realty† Richmond Hill, ON (905) 731-2000

128. Grant Anthony Royal LePage Kingsbury Realty† Mississauga, ON (866) 754-2121

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

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

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

132. Norm Cholak* Royal LePage Noralta Realty Edmonton, AB (855) 431-5600

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

134. Linda Knight Royal LePage First Contact Realty† Angus, ON (705) 424-4188

135. Steve Thompson Royal LePage Locations West Realty Penticton, BC (800) 734-0457

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

137. Khalen Meredith Royal LePage RCR Realty† King City, ON (905) 833-4633

138. Wendy Howard Royal LePage Atlantic Moncton, NB (888) 444-7572

139. Debbie Keatley Royal LePage Noralta Real Estate Inc. Sherwood Park, AB (780) 467-7334

140. Luc Jodoin Royal LePage Meritas du Soroit Salaberry-deValleyfield, QC (866)767-6636

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

142. Stephen Grant Royal LePage Advance Realty Campbell River, BC (888) 286-1932

143. Brian Lamb Royal LePage West Real Estate Services Coquitlam, BC (604) 939-6666

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

145. Brigitte I. Burdman Royal LePage Heritage Real Estate Agency Westmount, QC (514) 934-1818

146. Bob Maskell Royal LePage ArTeam Realty Edmonton, AB (780) 456-5656

146. Brian Baker Royal LePage Martin-Liberty Realty Brandon, MB (888) 277-6206

147. Jesse Dhaliwal Royal LePage Your Community Realty† Vaughan, ON (905) 832-6656

148. Mourad Hanna Royal LePage Realty Plus Mississauga, ON (877) 828-6550

149. Kevan O’Connor Royal LePage Niagara Real Estate Centre† Niagara-on-theLake, ON (800) 635-9228

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

Congratulations to the members of our 2013 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.

Charles Sezlik Designate Royal LePage Team Realty† Ottawa, ON (613) 744-6697

Bill Schiavone Designate Oakville, ON (905) 338-6550

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

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

Mary T. Cardamone* Oakville, ON (905) 845-4267

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† Thornhill, ON, (905) 889-9330

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

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

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

Suzanne Grisé† Royal LePage Privilege Real Estate Agency Saint-Bruno, QC (450) 441-1576

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

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.

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. ©2014 Brookfield Real Estate Services Manager Ltd. All rights reserved. Any copying, reproduction, distribution or other use of these materials is prohibited.

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

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

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

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

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

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

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

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

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

With our sincere congratulations and best wishes for the coming year.

Phil Soper, President & CEO

22 REM FEBRUARY 2014

brokerage sorted the items at the Salvation Army Community Church in preparation for distribution.

■ ■ ■

Good Works G

rade 4, 5 and 6 students from all five of Tillsonburg, Ont.’s elementary schools took part in the annual Royal LePage R.E. Wood Realty Children’s Fun Day recently. With help from local sponsors, the brokerage bussed in 567 children to skate at the Kinsmen Memorial Arena or swim in the Kinsmen Pool. The children brought food items that were donated to the Salvation Army’s Christmas Hamper Drive.

Melanie Luksys, a sales rep at the brokerage, co-ordinated the event and all the staff from Royal LePage R.E. Wood Realty volun-

teered to ensure the day ran smoothly.

■ ■ ■

Sutton Group - Seafair Realty was an enthusiastic participant in the annual Realtors Care Blanket Drive in November. In addition to accepting items at the Richmond and Tsawwassen offices throughout the week-long event, the brokerage held a drive-thru at the Richmond location. This is the second year in a row for the drivethru; organizers have found that the public appreciates this quick and easy option.

Afterwards, a team from the

Avison Young staff members in Vancouver have donated $14,280 to the United Way. The commercial real estate brokerage firm has contributed financially to the United Way for the past decade, as well as to numerous other charitable organizations.

Each year Community Centre 55 in Toronto organizes a Hamper’s Share a Christmas Toy and Food Drive. Royal LePage Estate Realty, with branches on Kingston Road and Queen Street, pulled together and presented Centre 55 with a $5,000 cheque to go towards the holiday program. From left, Chris Dunlop, Keith Burton, Centre 55’s Debbie Visconti, Jen Burton and Andrew Schultz.

Nancy Gossling, Fionna Gossling and Kim Kennedy of Royal LePage Real Estate Services Ltd. in Oakville recently held the Gossling-Kennedy Shelter Foundation Dinner for a fourth year, hosting 50 guests at Nancy’s home. Guests were treated to an elegant dinner and wine sponsored by the team and Whole Foods.

The event raised more than $7,600 in donations for the Royal LePage Shelter Foundation, to be directed to Halton Women’s Place.

■ ■ ■

Tracy Arnett Realty in Ottawa recently held a Team Challenge Day to support local charities.

Broker of record Tracy Arnett and the brokerage’s agents and staff split into three teams and chose individual charities, then went to Casino Lac-Leamy with a goal to

raise money for the charities. After three hours of fun and friendly competition, the teams raised $1,705, which was divided among the Ottawa Humane Society, the Alzheimer Society of Ottawa and Harmony House.

■ ■ ■

The sales reps of Exit Realty Group along with their families collected food donations from the Belleville, Ont. community in support of Gleaners Food Bank.

“We are very proud of all of our agents and their families’ hard work, time and effort to make this food drive a huge success,” says Sharon Shortt, franchisee. The brokerage has offices in Belleville and Trenton and is involved in many local fundraising events.

“They are a strong supporter of Habitat for Humanity, the charity of choice for Exit Realty, which has pledged over $2 million to the organization,” says Joyce Paron, president – Canada for Exit Realty.

■ ■ ■

Selva Vettyvel, broker of record at HomeLife Future Realty in Markham, Ont., along with the team of Realtors at the brokerage chose the Scarborough Hospital Foundation as the recipient of its annual charity donation. The brokerage raised $10,000 for the foundation, announcing the donation at its annual holiday dinner and awards ceremony.

Realtors Daniel John, Charmaine McCarthy, Libby Williams, Diana Dickey and Jim Hinchcliffe from Sutton Group - Seafair Realty accept and bag donations for the Realtors Care Blanket Drive.

Coldwell Banker Peter Benninger Realty’s Annual Trees for Toys campaign collected almost 400 toys for the Waterloo Knights of Columbus New Toys for Needy Kids Toy Drive. In its seventh year, this festive customer appreciation event has collected about 2,900 toys to date. Realtors purchase trees or wreaths for their clients and invite them to come and pick up their gifts and enjoy refreshments, pictures with Santa, face painting and pony rides.

Participants are encouraged to donate toys that are distributed to local children.

“Our clients really embrace the chance to give back to the community,” says Dave Tidd, a sales rep who helps organize the event along with sales rep Tracey Appleton.

■ ■ ■

Suzanne Judge, a Sutton sales rep and active Rotarian in Comox, B.C., recently helped organize the Basics for Babies Food Drive, colContinued on page 24

The Royal LePage R.E. Wood Realty team from Tillsonburg poses in front of Christmas hampers for the Salvation Army during the annual Children’s Fun Day.

From left: Carm Bozzo, development manager, Halton Women’s Place; Nancy Gossling, Fionna Gossling and Kim Kennedy of Royal LePage Real Estate Services.

Coldwell Banker Peter Benninger Realty sales reps Dave Tidd and Tracey Appleton.

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©2014 Engel & Völkers. All rights reserved. Engel & Völkers and its independent franchisees are Equal Opportunity Employers. Each property shop is independently owned and operated.

24 REM FEBRUARY 2014

Good Works Continued from page 22

lecting more than $3,500 worth of diapers, formula, baby food and other essentials. Donors enjoyed a free breakfast while being entertained by the Strathcona Symphony Orchestra and a visit from Santa. The fundraiser has become a favourite Christmas tradition in the community and an important event for the Comox Valley Food Bank.

The annual drive was launched three years ago by Judge and three other Rotary Club members.

“Proper nutrition for young children is a key element in stopping the cycle of poverty in their future,” says Judge.

■ ■ ■

Royal LePage Solutions in Calgary realized a greater-thanexpected outpouring of support for the Royal LePage Shelter Foundation and their local women’s shelter at their annual holiday party. Expecting to raise approximately $5,000 through an auction, broker/owner Diane Scott was delighted that $12,000 was raised by 100 attendees who bid on items presented by local auctioneer and friend Stan Leece. The organizing team of Berna Lee Beaton, Adam Bowen, Amanda Shedrick, Cara Morgan and Chad Morgan planned the event.

■ ■ ■

Royal LePage Performance Realty in Ottawa once again hosted a popular holiday auction and luncheon in support of the Royal

LePage Shelter Foundation. The event has been held for 15 years and is a much-anticipated afternoon for friends and business partners of the team. Auction items for the latest event included several weekend retreats and spa and golf packages. The event raised $22,000 in support of five local women’s shelters: Maison d’Amitée, Nelson House, Harmony House, Interval House and Baldwin House.

Tracey Arnett Realty in Ottawa recently presented a cheque to the local Alzheimer Society.

From left: Tanya Smith, business manager; Ian Arnett, sales rep; Terri Hicks, a representative from the Alzheimer Society; Tracy Arnett, broker of record; and Allison Atkinson, sales co-ordinator.

■ ■ ■

The agents of Royal LePage Champlain in Brossard, Quebec hosted a festive holiday party and fundraiser in support of the Royal LePage Shelter Foundation (known in Quebec as Fondation Un toit pour tous). Through donations and the sale of raffle tickets with prizes including a trip to Las Vegas and a cruise, $8,700 was raised for the local women’s shelter, Pavilion Marguerite de Champlain.

Sales reps and staff at Royal LePage Wolle Realty in Kitchener, Ont. Royal LePage Champlain holiday party attendees gather for a group photo.

■ ■ ■

Royal LePage Wolle Realty in Kitchener, Ont. marked its 20th year supporting the Food Bank of Waterloo Region. The 65 sales reps weighed in with contributions of more than 2,500 pounds of food and $17,500 in cash to help the food bank with its Christmas Drive. More than 900 of the firm’s customers, families and friends filled six theatres at Landmark Cinema for the Disney movie Frozen. The price of admission was at least one non-perishable food item per family member and cash donations were made by appeal to local businesses. REM

Exit Realty Group in Belleville, Ont. collected and donated food for the Gleaners Food Bank.

The organizing team from Royal LePage Solutions in Calgary, from left: Connie Toren, Kim Bryce, Berna Lee Beaton, Juanita Budgen, Chad Morgan, Cara Morgan, Adam Bowen, Diane Scott, Tom Scott and Amanda Shedrick.

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26 REM FEBRUARY 2014

Letters to the Editor Reaction to ‘Can we call ourselves professionals?’

A recent CREA survey found that 88 per cent of real estate practitioners are concerned about professionalism. It’s critical that real estate practitioners think of ourselves as professionals, and carry ourselves as such. When we don’t think of ourselves as professionals we don’t realize the importance of the work we do or how it affects our clients, an attitude that inevitably leads to lower standards.

We have to hold each other to a higher standard by demanding the best of ourselves and each other.

In addition to engaging in regulatory activities like inspections and investigations, RECO promotes professionalism within the real estate sector in many ways. An ongoing series of videos featuring RECO directors discuss professionalism with interesting and engaging visuals. A column in our registrant newsletter For the RECOrd, tackles different aspects of professionalism. We also provide access to registrants’ disciplinary history on RECO’s website, which demonstrates the sector’s accountability – a key element for any profession.

Re: Can We Call Ourselves Professionals? (REM, November and December 2013) Professionalism is a hot topic these days, so it’s encouraging to see debate on the importance of professionalism and the challenges facing the real estate sector in the pages of REM, most recently in the two-part series by Lloyd Manning.

Discussing professionalism is an essential step toward meaningful change, and as chair of the Real Estate Council of Ontario’s (RECO) Board of Directors I would like to contribute to the ongoing dialogue.

As the real estate regulator in Ontario, RECO protects the public interest and enhances consumer confidence in the real estate sector.

Enforcing the rules and regulations that real estate practitioners must follow is central to that goal, but encouraging professionalism within the sector is equally important.

Save up to

Every practitioner can improve professionalism with their actions and their attitude toward their responsibilities. We all have a shared interest in enhancing consumer confidence in the real estate profession and we all have a role to play in nurturing a culture of professionalism. It’s how we, as real estate professionals, conduct ourselves each and every day that makes the biggest impact.

Glenda Brindle Chair, RECO Board of Directors Toronto

A resounding “Harumpf” I have to respond to Lloyd Manning’s December article with a resounding “Harumpf!”

First, let’s be clear: I am an old fogey. I am 60. But this story is a classic case of “the world is going to rack and ruin” and “the youngins don’t know what they’re doing” and “the world ain’t what it used to be”. These sorts of vague accusations about Realtor or industry

ethics bother me, because I have experienced the opposite.

In my experience, the number of greasy numbskulls in this business has been on a steady decline since I entered it in 2000 and since I first experienced it as a consumer, since the late 1970s. I remember agents who didn’t know their lock box codes, who forgot to show up for appointments, who simply could not fill out an offer coherently, let alone legally or properly.

Who didn’t have solvent clients and lied about that. Agents who had the co-operating broker do the listing agent’s running around from sheer unapologetic laziness; who obviously saved themselves another trip across town by copying their client’s initials or time of signature into a document; who clearly lied about having multiple offers or being related to the seller; and sellers who covered up the fact that they themselves were licensed Realtors.

This list is barely the beginning. Manners? Huh! You’ve got to be kidding! The ability to listen to,

Glenda Brindle

Lisa Dale

Continued on page 28

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Letters to the Editor Continued from page 26

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and explain things to, their clients?

Huh! Are you nuts? Ethics? Ya, right: (Hey buddy, if you put in a low-ball offer on my listing, then I can tell this joker tonight I have multiple offers…so you owe me, remember?)

I will tell you where the largest ethical front line holes still are: blind multiple offers (if we can post listings on MLS, we can certainly electronically register to CREA all offers on any property, plain and simple. I’ve been drawing blank stares every time I bring up the inherent corruption in blind multiple offering since I entered real estate); and identity requirements if considering ratting on our lessthan-pure-minded altruistic colleagues. Who in their right mind wants to quit their own struggling career for a lengthy fraught period to possibly catch, more probably just make an enemy of, the petty thief standing in the office next door? No one. Duh! Ethics can be taught. But frankly, they aren’t taught by lecturing us on ethics during a oneday or one-week frivolous credit course with a pass grade for mere attendance. Ethics likely aren’t taught with anything much longer, drier or tougher, either. They are taught by osmosis, as consequence, together with being taught how to succeed – which in this business, no one cares enough to teach us.

Really. I mean that.

When we join this profession, must we shadow a high-production Realtor for a month? No. Are the seasoned required to provide that shadow? No. Are we taught ethnicity, personality and cultural differences in varying client approaches to determining best prices, contractual obligations and negotiations? No. Are we taught to turn off our gadgets every day at a set time, to respect that in others and get to work on time in the morning, or how to accept no-harassments Sunday mornings, and not to cancel our date with our husband for a goof (posing as client) who may not value our time as he shops languidly for a house and treats us like a Sherpa up his self-designed Mt. Everest? No. Are we hammered with ethical scripts to memorize and objection handling phrases to know off by heart and counselled on how to handle control freaks? No. Does

anyone go with us to break our fear of door knocking? No. Never mind overall time managements skills, how to overcome shyness with domineering or rude strangers or domineering or rude Realtors, or how to avoid the lowlying money grabbers that pose as office guest speakers. Never a word.

But we know the dire implications of measuring a room incorrectly.

Bravo! Aren’t we professional!

Neurologists and motivational speakers say that you simply cannot stop thinking about the elephant in the room when told to stop thinking about the elephant in the room. The brain does not work that way. You must think instead very hard about the tiger.

Poof! The elephant vanishes.

I take umbrage at Mr. Manning’s questioning that ethics can be learned by being taught.

There are real estate gurus in this industry teaching ethics and none of their conferences or speeches are titled “Ethics”. We don’t get credits for these folks. Their talks are titled “How to increase your business production level” – or “Sales talk”. Because if we meet a ton of strangers, provide good service, learn how to work smart, commu-

nicate clearly, don’t ever lie and grow our businesses over time (with the learned skills of time management, dealing with different human natures, knowing how and when to delegate and plan, how to finesse our language during client and Realtor communications, and insisting we take time off to balance our lives outside this business) we will, most likely, be ethical professional and respected Realtors.

I loudly say no, we absolutely must not “recommit to traditional values” – ugh! Please, not the 1980s again. We now already do have “real life examples” of ethical quandaries brought into our selfregulation classrooms. And pardon me, speak for yourself please, when you say, “Until Realtors start trading greed for improved ethics these problems will never be solved.”

Can we bring pride to the brokerage bullpens please? To our chat rooms? Our elders? Bring front-line anecdotes to review boards? Good grief!

Lisa Dale Sales representative Re/Max Escarpment Realty Hamilton, Ont. REM

FIABCI plans international summit The FIABCI 65th World Congress, an international summit for real estate professionals, will be held in Luxembourg on May 20 to 22. The event will feature “an intense three days” of professional programs presented by well-known speakers, experts’ workshops and debates. There will also be a trade show.

The program will be split into half days, each dedicated to specific topics. The headline topic is Building Humanity. Other topics will be Real Estate Marketing, Cities and Technology, Finance and Tax and Architecture and Urban Design.

FIABCI says more than 1,500 real estate decision makers from more than 60 countries are expected to attend. Business sectors from the real estate industry, including disciplines from building, architecture, design, project management and finance will be represented.

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30 REM FEBRUARY 2014

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W

e all make mistakes – that’s part of learning and growing in life.

Back when I first began my real estate career, I made a few bad decisions and in retrospect, I wish I could have some do-overs.

Those errors however, much like my real estate career, are just water under the fridge now. But if you are a new Realtor and would like to avoid a few mishaps as you begin to establish yourself, please allow me to share a few brief recollections of (some of) those gaffes.

When you first begin your career, often you may find yourself taking out potential clients who are complete strangers. Maybe they were a referral from a colleague or perhaps they wandered in while you were on floor duty.

Perhaps they came to your yard sale and mentioned your wainscoting, so you immediately scooped them up and took them to view a similar listed property.

Regardless of how they have come to be inside your vehicle, it is most prudent to leave the talking to them. I learned this by bringing a couple to see a home that they had called about, which I had just happened to see the day before while on an office caravan, or tour.

Wanting to sound knowledgeable in my early days, I proceeded to comment on the large yard, the natural landscaping and the open floor plan. I also embellished a bit with my personal opinion, that if you could just get past the cheesy Spanish Hacienda style, it would be a perfect family home.

If you’ve guessed that the reason we were en route to see the home was precisely due to the charming Spanish style, you will understand why I was so taken by

surprise to never hear back from them after the showing. A sold sign did go up on the property soon after. Hasta la vista first sale, baby.

Another error I can concede to is that back then, cell phones weren’t nearly as capable or as affordable as they are now. It was not unusual to have monthly bills that brought on acute paralysis of the chequebook when you looked at the dollar figure at the bottom of the statement.

To offset that unpleasant experience, I would most often leave my cell phone off or refuse to answer when it rang. When the caller was ultimately redirected to my pager, I would look around for a pay phone and make my callback.

I did this a few too many times while working on an offer and at the same time, going out showing clients around. By the fourth stop, I made the unfortunate decision to park outside a competing agency’s office, which is where my clients decided to “get out and stretch their legs”. Coming back to my car, it was like David Copperfield had just concluded his act by having my commission disappear.

Finally, it is perfectly fine when in an awkward situation to allow your clients to come to their own conclusions. While showing a home in Peachland, B.C. to a very prim and proper young couple, we came upon a self-explanatory display in the master bedroom. For anyone visiting the home while it was for sale, the homeowners had decided to leave their audio-visual display out – a broadcast quality camera aimed directly at the bed, with connections to a large screen TV also positioned in exceptional viewing range of said romper room bunking.

Why I felt that I needed to explain the set-up to the couple remains beyond me to this day. Just chalk it up to rookie Realtor learnings you may want to avoid in your own blooming career.

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

welcome coldwell banker ronan realty, Brokerage T h e C o l d w e l l B a n ke r ® b r a n d i s p l e a s e d to we l c o m e R o n a n R e a l t y, Ltd to o u r C a n a d i a n n e t wo r k .

Georgian Bay

Coldwell Banker Ronan Realty Wasaga Beach

Fo r m e r l y a s s o c i a te d w i t h P r u d e n t i a l R e a l E s t a te, th i s d i s ti n g u i s h e d g ro u p h a s a n e s t a b l i s h e d m a r ke t p r e s e n c e a n d a s o l i d r e p u t a t i o n t h ro u g h o u t th e i r c o m m u n i t y a n d w i t h i n o u r i n d u s tr y.

W i th s i x C e n t r a l O n t a r i o l o c a ti o n s a n d 75 h i g h l y

Coldwell Banker Ronan Realty Barrie

p ro d u c ti ve s a l e s p rof e s s i o n a l s, t h i s n e w r e l a t i o n s h i p r e p r e s e n ts o n e of t h e l a r g e s t c o nve r s i o n s of c h o i c e i n C a n a d a i n r e c e n t ye a r s. J o i n u s i n w i s h i n g C o l d we l l B a n ke r R o n a n R e a l t y, B ro ke r a g e e n d u r i n g s u c c e s s.

“ I wa s c o m p e l l e d by th e d e pth of re s o u rc e s a n d ex tr a o rd i n a r y va l u e C o l d w e l l B a n ke r of fe r s.”

Coldwell Banker Ronan Realty Alliston

M a r c R o n a n, O w n e r C o l d we l l B a n ke r R o n a n R e a l t y, B ro ke r a g e 1.8 8 8.9 3 6.4216

Over 100 years of providing real estate service with a heritage of 70 years in Canada Over 84,000 Agents, 3,000 Offices, and 52 Countries and territories worldwide For a confidential conversation about franchise oppor tunities with C o l d w e l l B a n k e r, c a l l A n d y P u t h o n , P r e s i d e n t, C o l d w e l l B a n ke r C a n a d a o r M a r k L i n d s e y, R e g i o n a l V i c e P r e s i d e n t, Fr a n c h i s e S a l e s

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1.8 0 0. 26 8.9 59 9 © 2014 Coldwell Banker LLC. All Rights Reserved. Each Office is Independently Owned and Operated. Coldwell Banker and the Coldwell Banker Logo are registered service marks owned by Coldwell Banker LLC. Each sales representative and broker is responsible for complying with any consumer disclosure laws or regulations. Any use of the term “sales associate” or “agent” shall be replaced with the term “sales representative” in Canada. Not intended to solicit Brokers under a current franchise agreement.”

32 REM FEBRUARY 2014

T

he Thunder Bay Real Estate Board launched a new logo to commemorate its 100th anniversary. The board, using the slogan, “Opening Doors for 100 Years” will hold celebration activities throughout 2014.

“Our goals for the year are to continue to give back to our communities and to promote the Realtor profession. Fundraising events in support of The Salvation Army and Habitat for Humanity are only a part of the plans,” says EO Erin Nadon. If you are planning a trip through Thunder Bay

during 2014 the board invites you to check out the calendar of events by contacting Nadon at erin@thunderbay-MLS.on.ca or 807-623-8422.

■ ■ ■

The Real Estate Board of the Fredericton Area recently celebrated its 50th anniversary with a gala event at the Delta Fredericton Hotel. Many current members along with retired members joined president Wendy Hallihan and the Board of Directors in celebrating the milestone event.

This year’s 8th annual Jam with a Past President, organized by Ontario Real Estate Association past-president Brian Walker, raised more than $6,000 for the Realtors Care Foundation and featured performances from Phil Soper, CEO of Royal LePage; John DeMichelle, associate CEO at the Toronto Real Estate Board; Phil Dorner, OREA president; and many others.

LSTAR 2013 president Doug Pedlar (centre) recently presented Gabriella Catolino, director of development and capital campaign for St. Joseph’s Hospice; Donald Bryant, capitol campaign chair and Marisa Kanas, campaign development officer, with $25,000. Also present was Heather Arnott, right, chair of LSTAR’s Quality of Life Advisory Group.

Fredericton’s Deputy Mayor Stephen Chase, Oromocto’s Mayor Robert Powell, Pam Lynch, MLA and MP Keith Ashfield also attended. CREA president-elect Beth Crosbie spoke on behalf of the national association. The evening included dinner, a variety show featuring Fredericton-area performers and dancing. Members with more than 30 years in the board were presented with a gift and the board was presented with a certificate from CMHC and a gift from CREA. ■ ■ ■

Tim Mattioli has been elected president of the Realtors Association of HamiltonBurlington (RAHB), succeeding Bruce Moran. Mattioli has been a member of the association since 1987 and is a sales rep with Re/Max Escarpment Realty.

The 2014 RAHB directors are: Donna Bacher, president-elect;

Sean Morrison, vice-president; Bruce Moran, immediate pastpresident; and directors Kim Alvarez, Rochelle Edwards, Gary Herron, Bill Lawson, Paul Martindale, Dave Nichols, Gloria Payton and Lou Piriano.

Members, sponsors and friends of RAHB showed their generosity and community spirit at the 25th annual Charity Auction in support of the 900 CHML-Y108-95.3 Fresh FM Children’s Fund. More than $53,000 was raised at the annual Christmas charity auction and social.

Proceeds from the partnership between RAHB and the Corus radio stations continue to support many local children’s charities throughout the Hamilton and Burlington area year-round. Over the 25 years of the partnership, RAHB’s annual auction has raised over $789,000 for the charity, making RAHB its single largest contributor.

■ ■ ■

Regina’s real estate market will have another healthy, if not dramatically different year in 2014, predicts the new president of the Association of Regina Realtors, Basil Pappas.

“Though home sales dipped overall, 2013 was still one of the top five years in the history of the local MLS System – and new home starts were at a 30-year high.

Developers are building more rental supply, as well. Barring major changes in the economy, I see more of the same for 2014.”

Pappas was born and raised in Regina – and into real estate. His dad Chris was a Realtor for 30 years. Basil, a Realtor with Re/Max Crown Real Estate since 2000, has served on ARR’s Board of Directors since 2008.

Joining him on the 2014 ARR board: president-elect Tim Chicilo, Realty One Real Estate Services;

The Filipino Canadian Real Estate Association (FiLCREA), in partnership with Hotel Novotel Vaughan, raised more than $25,000 to support the Typhoon Haiyan survivors. FiLCREA directors headed by president Rubi Talavera and Novotel Vaughan VP Bernie Bulaong, present the cheque to Alfredo Pacis, chair of Gawad Kalinga Canada and vice-chair Jojo Querubin.

From left: Carol Morton, PKAR Community Involvement chair; Peter Ward, PKAR president; Rosanna Haroutounian of Heads Up for Inclusion; and Wendy Giroux, PKAR E.O. Through the Realtor’s Care Foundation, HUFI received $2,500 for its programs.

From left: Victoria Kehoe of the Durham Distress Centre, DRAR president Jane Hurst and DRAR EO Cail Maclean.

Greg Steele

Marilee Peters

Jim Holody

REM FEBRUARY 2014 33

past-president Stacy Svendsen, Realty Executives Regina; Marina Rist, Realty Executives Dale Ripplinger & Associates; Jason Cossette, Re/Max Crown Real Estate; Brin Werrett, Royal LePage Regina Realty; Tim Otitoju, Realty One Real Estate Services; Bernie Weinbender, Century 21 Dome Realty; and Rick Miron, Re/Max Crown Real Estate.

Representing Regina Realtors at the provincial level, Lane Boghean of Century 21 Dome Realty began a two-year term as Regina Region Director on the Association of Saskatchewan Realtors’ Board of Directors.

■ ■ ■

Jim Holody is 2014 president of the London and St. Thomas Association of Realtors (LSTAR).

He is the broker of record for the independently owned and operated 1st London Real Estate Services.

In December, LSTAR presented the St. Joseph’s Hospice with $25,000. For more than 27 years the hospice has been providing community-based palliative and bereavement care to people living in London and the immediate surrounding area. Currently it does not have a residence associated with it, unlike most comparable Canadian cities. The hospice has entered into a partnership with the Sisters of St. Joseph, so 10 in two of its wings will be devoted to hospice beds.

“When we learned about this great project back in the spring of 2013, we pledged to give the hospice $50,000 over a two-year period,” says 2013 president Doug Pedlar. “This cheque represents half of that commitment. The funds come from LSTAR’s Business Partners Program and grants from the Realtors Care Foundation.”

■ ■ ■

Greg Steele assumed the presidency of the Realtors Association of Edmonton on Jan. 1.

He has had a long and varied career in real estate starting in 1988. After 15 years in residential sales and multiple association and Re/Max awards, he joined CentreCorp to pursue commercial leasing and development opportunities until the company was restructured in 2005. He joined Re/Max Real Estate and became a Realtor again in 2005 and obtained his commercial real estate designation.

He is married and has two teenaged boys and a beautiful Screaming Eagle Harley Davidson to help occupy his spare time, the association says.

■ ■ ■

Dawn Parent of Re/Max Real Estate Central in Lacombe, Alta. has taken over as president of the Central Alberta Realtors

Association (CARA). Newly elected associate members Danielle Davies and Mike Snell will serve three-year terms on the Board of Directors.

Returning to the board, Lorna Moore will serve a three-year term in the Rural Broker category.

The Central Alberta Smiles for Kids Toyraiser raised more than $2,300 worth of toys for the Red Deer Christmas Bureau. In its first year, CARA members entered eight teams to race to shop for as many toys as possible, purchasing more than 200 individual toys for deserving children.

■ ■ ■

Marilee Peters has joined the Real Estate Council of B.C. as communications officer. Most recently an independent consultant with MAP Creative Communication, Peters also spent six years as communications director with the B.C. Council for

Families and a year as its acting executive director. In addition, she has worked in the arts and environmental sectors, notably as the communications and marketing specialist with Vancouver’s Arts Club Theatre. She is also a freelance writer and her first book is forthcoming from Annick Press this fall.

■ ■ ■

For the 19th year in a row, Realtors from the real estate boards in Greater Vancouver, the Fraser Valley and Chilliwack and district collected enough donations of coats, blankets, sleeping bags and warm clothing to help more than 20,000 people during the annual Realtors Care Blanket Drive.

The Dr. Peter Centre, one of Vancouver’s recipient charities, offers health programs and longterm and supportive housing to Continued on page 34

Wendy Hallihan The Thunder Bay Real Estate Board is celebrating its 100th anniversary this year with a variety of events.

Greater Moncton Realtors du Grand Moncton delivered more than 2,100 pounds of turkey for those in need. From left, a local firefighter, EO Kerry Rakuson and members Trent Wilkins, Jennifer Richford-Hicks, Ricky Cormier and Shirley Powell.

Basil Pappas

Greater Moncton Realtors du Grand Moncton president Roxanne Maillet, left, presents a cheque to Tina Thibodeau of Crossroads for Women.

Tim Mattioli RAHB’s Charity Auction Taskforce

34 REM FEBRUARY 2014

Boards and Associations Continued from page 33

individuals with HIV/AIDS requiring specialized care. Another regular beneficiary of the Blanket Drive is the Surrey Memorial Hospital’s Patient Resource Department. Every year, the hospital receives winter coats to give to patients who need them.

Volunteer Realtors pick up, sort and deliver donations dropped off by colleagues, clients, the public, corporations, retailers, community groups and schools. The dropoff locations are real estate offices spread across the region, between Whistler and Hope.

Since 1994, the Blanket Drive has grown to become the largest collection of its kind in the Lower Mainland. Over the years, the program has assisted more than 225,000 people.

■ ■ ■

Last year, Greater Moncton Realtors du Grand Moncton raised more charity funds than ever – more than $20,000 – for its fundraising partners. President Roxanne Maillet handed out cheques to six local charities: Crossroads for Women received

more than $10,000, while five other causes each got more than $2,400: Breakfast for Learning Program, Chudumont Foundation, The Friends of The Moncton Hospital Foundation and the Fundy Biosphere.

Members were also busy raising funds to support the Sue Stultz Turkey Drive. This year the board delivered more than 2,100 pounds of turkey to the local fire station.

■ ■ ■

The Peterborough and the Kawarthas Association of Realtors (PKAR) recently held its annual Christmas Breakfast, where it made presentations to several local charities including the Salvation Army, Sweet Dreams Charity and Heads Up For Inclusion. A $10,395 donation to Kawartha Food Share, which feeds 7,700 people in Peterborough and the county per month and provides breakfast programs for 48 local schools, was used to purchase a new truck to pick up and deliver food.

PKAR Realtors have donated more than $100,000 to local charities in the last 10 years.

■ ■ ■

The Durham Region Association of Realtors (DRAR) announced that the recipients of its charitable contributions have recently been approved for additional funding through the Realtors Care Foundation. They include Durham Distress Centre, a registered charity that helps people in distress to cope by providing emotional support, crisis/suicide management and community education; and Grandview Children’s Centre, which has been providing rehabilitation and education services to children and youth with special needs since 1953.

■ ■ ■

CREB Charitable Foundation celebrated the holiday season by donating $250,000 to 19 Calgary and area charities. The foundation’s membership consists of more than 5,200 Calgary and area Realtors. Since starting in 1987, the foundation has donated more than $4.8 million to charities and impactful programs.

With the goal of helping to build self-sustaining communities, the foundation invests in shelter and community enhancing initiatives every year. This year four charities were chosen to receive

CREB’s Governors’ Grants based on the significant impact funding would have on the organizations.

These recipients were Sonshine Community Services, receiving $50,000; Servants Anonymous Society Calgary, receiving $25,000; Cochrane Society of Housing Options, receiving $15,000; and Highbanks Independent Living for Parenting Youth Society, receiving $10,000.

CREB Charitable Foundation’s Investing in Hope program will donate $10,000 to 15 other charities. Realtors nominated their favourite non-profits for the program and voted online to determine the winners.

■ ■ ■

Members of the Southern Georgian Bay Association of Realtors (SGBAR) recently donated to various local charities with proceeds from the Realtors Care Foundation – Every Realtor Campaign, supplemented by the association’s annual fundraising activities. More than $12,700 was presented to Collingwood General & Marine Hospital, Habitat for Humanity, Home Horizons, Housing Resource Centre, La Maison Rosewood Shelter, My

Friend’s House, Meaford Hospital Foundation, Shelter Now, Wendat Community Programs and United Way. Earlier this year, proceeds from the association’s golf tournament were presented to the Manito Shrine Club for the Children’s Hospital Burn Unit.

■ ■ ■

The Association of Real Estate License Law Officials (ARELLO), an international organization of agencies that regulate real estate licensees, recently awarded the Real Estate Council of B.C. its PreLicensing Education Program Award for the new Broker’s Business Planning & Financial Management Licensing course.

The course was launched on July 1, 2012 and is now required for those wishing to become licensed as managing brokers or associate brokers. It focuses on public protection, business planning, financial management, human resources management and leadership. It resulted from the council’s long-time partnership with the UBC Sauder School of Business. Extensive input received from licensee focus groups helped to guide and refine REM content.

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By Ari Lahdekorpi “… as we know, there are known knowns; there are things we know we know. We also know there are known unknowns; that is to say we know there are some things we do not know.

But there are also unknown unknowns – the ones we don’t know we don’t know.” – Donald Rumsfeld

I

n B.C. the provincial real estate council places a heavy burden of responsibility for an agent’s actions on the shoulders of the agent’s managing broker.

Given the numerous valleys of grey amongst the mountaintops of success, it is a difficult mandate to help agents navigate through the unknowns. It is particularly tough when an agent has just enough knowledge to allow their brains to build confidence in their actions, but not enough knowledge to truly be competent in the field.

I have heard it said that the first phase in any new vocation or skill is that of “unconscious incompetence”. The provincial real estate councils across the country do a relatively good job helping new real estate licensees understand their short-comings in terms of their knowledge base in the profession. They move them into that more uncomfortable phase of having “conscious incompetence”.

However, Rumsfeld’s mysterious shroud of not knowing what we don’t know is something that impacts on both the seasoned professional and the novice.

The Dunning-Kruger effect is the name for the blind confidence the brain gives an individual who fails to understand that they truly don’t know something. It is a cognitive bias that creates an inability to recognize personal short comings. It’s the effect of the brain reaching its limit of self analysis and thereby creating the sense of confidence to plough forward.

The Dunning-Kruger effect is named after David Dunning and

Justin Kruger of the Department of Psychology at Cornell University.

They conducted a series of experiments to study this phenomenon.

Their findings shine a light on the fact that our understanding of things is highly subjective and that we can fool ourselves into beliefs and prejudices that are inaccurate.

This inability to recognize one’s own inadequate knowledge or ability also brings along some other traits in the process. The unconsciously incompetent tend to overestimate their own level of skill, they fail to recognize genuine skill in others and will only recognize and acknowledge their own previous lack of skill once they are exposed to training in that area.

Although the Dunning-Kruger effect was first published as a study in 1999, throughout history writers

We can fool ourselves into beliefs and prejudices that are inaccurate. and philosophers have made similar general observations of this very human trait. The book of Proverbs states: “Whoever trusts in his own mind is a fool.” Confucius put it this way: “Real knowledge is to know the extent of one’s ignorance.” Even Darwin has been quoted on the subject, stating, “Ignorance more frequently begets confidence than does knowledge.”

Interestingly, when someone speaks with confidence, the majority of people find it easier to accept information as fact than when one speaks tentatively. However, the Dunning-Kruger effect suggests that those with inadequate knowledge have a self-induced sense of confidence because they have a cognitive inability to understand that they are or might be wrong.

An analysis of experts and pendants in the media showed that in most cases their comments were

inaccurate or just plain wrong.

However, because these individuals were able to speak with confident bravado (and in sound-bites) they receive the media exposure.

How often have world leaders in history been wrong and led their countries in directions that time has proven to be damaging? No one, including monarchs, judges or politicians, is totally immune to the Dunning-Kruger effect.

If you are in a situation where you are thinking, how can this person be so wrong, and you are totally confident that you are right…take a serious and reflective moment to consider that you, not the other person, might be experiencing the Dunning-Kruger effect.

Benjamin Franklin had a wonderful way of freeing the brain from its unknown biases. He would take a sheet of paper and on one side list all the positive reasons for a decision or a potential action and then on the other side of the paper he would list all of the reasons against it. If it is a list written openly and honestly, then the correct position will reveal itself. However, you have to be willing to accept the outcome, even when it reveals that your own bias could be wrong.

In the extremely complex business of real estate, it is imperative that Realtors and brokers be wary of the ways the human brain can fool itself into a false sense of confidence or righteousness. Never forget to speak to bona fide experts and do research to uncover those areas of “unknown unknowns”.

“We see the world, not as it is, but as we are – or, as we are conditioned to see it. When we open our mouths to describe what we see, we in effect describe ourselves, our perceptions, our paradigms.” – Stephen R. Covey.

Our lives and our individual experiences have equipped all of us with lovely rose-tinted glasses. If you understand that you are wearing them, the better part of the battle of becoming competent at the highest level is being won.

Ari Lahdekorpi is managing broker with Re/Max Select Properties in Vancouver.

REM

REM FEBRUARY 2014 37

Are you ‘good’ busy or ‘bad’ busy?

By Richard Robbins ales professionals, regardless of production, are busy people with a lot of balls in the air including finding new business, serving existing clients and running a business (in many cases with very little administrative support.) We all get the same 24 hours, yet some people seem to be far more productive than others.

That’s because productive people are “good” busy.

Good busy is when you wake up in the morning, review your goals, create a schedule based on those goals, do some lead followup, call back your past clients, touch base with your sellers and connect with your buyers about new listings. You get the idea.

Bad busy is constantly checking and responding to email all day, wasting time on social media, surfing the Internet and trying to complete every little task as soon as it lands in our lap.

Good busy is being proactive.

S

What’s

New Zoocasa announces Vancouver and Victoria partnerships Online real estate destination Zoocasa recently announced new partnerships with agents and brokerages in Vancouver and Victoria, including Sutton West Coast Realty and Re/Max.

Bad busy is being reactive.

Our ego likes to be busy; for some reason it makes us feel important. I’ve seen people get completely addicted to the busy rush, feeding off the adrenaline of madly crossing items off their “to do” list.

It’s almost like a drug. But the trouble is, when we are so busy doing we’re not bringing any clarity to our actions and asking these three important questions: 1. Do I need to be doing this now or at all?

2. Is this something I could be delegating to someone else?

3. Is this serving my life or my business in any way?

The only way to consider these questions is to slow down, step off the treadmill and take a step back for a clearer perspective on what uses up all of your time each day.

It always amazes me that “busy” can seem like something that just happens to us rather than something we actually created ourselves. At some point, we choose to take on all of those things that make up our “busy” lives. If you’re too busy, you have only one person to blame. You. “Consumers have indicated that they want to go online not just to find their next home, but also to find the right agent to help them,” says Lawrence Dale, group head of real estate business for Zoocasa. “Our goal is to provide consumers with a one-stop seamless experience for all of their real estate needs and we are now delivering this experience to consumers across Vancouver and Victoria.”

When a consumer closes the sale or purchase of a home with a Zoocasa partner agent, they receive a rebate worth thousands of dollars in cash and gift cards typically exceeding $2,000, the company says. For information: www.zoocasa.com.

Lone Wolf adds single sign-on authentication Lone Wolf Real Estate Technologies has incorporated sin-

Once you start being more intentional about how you spend your time, you’ll start to see that you’re not actually busy, you are over-committed. Once you begin being less reactive and more proactive, you’ll begin to see that you are in charge of how your day goes.

You are the captain of your own ship.

I know, I know… there will always be exceptions to this rule.

I’m not saying that unexpected situations and unforeseen disasters won’t strike from time to time.

Stuff happens. But for those who have chosen to take the reins of their life, versus letting life drag them all over town, I’m sure they’ll find that life’s hiccups become a little easier to handle.

Management Career We are looking for a dynamic, young individual with the ability to train, mentor and recruit new sales representatives for a newly renovated trendy office, east Mississauga location.

Key Responsibilities • Identify suitable new candidates with real estate license or new agents from community college and introduce them to the Royal LePage Advantage • Support agents daily activities, providing general guidance, problem solving, direction and answer questions • Management and continued development of office, online presence and social media, hold career seminars etc.

• Business development, helping agents to formalize business plan and monitoring.

Desired Skills & Experience This position requires a person with real estate managerial experience or willing to learn. Broker license would be an asset but not a must. If you possess these qualities, we would like to meet you.

Please forward your resume to: Yvonne Ratigan Vice President, Network Service Royal LePage Canada yvonneratigan@royallepage.ca

Richard Robbins is CEO/founder of Richard Robbins International (RRi), a Canadian-based organization providing world-class real estate conferences and one-on-one coaching. For information about upcoming conferences, booking Richard to speak or coaching programs, visit www.richardrobbins.com or call REM 1-800-298-9587. gle sign-on (SSO) functionality into its WOLFconnect front office management solutions.

“In an industry where technology is constantly changing, a strong integrated business foundation remains a constant requirement for real estate brokers,” says the company in a release.

Lone Wolf’s core suite of proprietary products, the Complete Enterprise Solution (CES), integrates to provide single-point of entry for users. Data can be entered into one program and the update is carried through to each of the other programs in the product line. The addition of SSO functionality in WOLFconnect opens the door for brokers to further enhance their office technology and maintain a true one-point of entry for agents and staff, resulting in improved data flow, the company says. For information: www.lwolf.com. REM

Coming June 2014:

Our Special 25th Anniversary Issue

We are excited to announce that in June 2014, REM will celebrate its 25th anniversary with a special issue that recognizes the people and events that have shaped the real estate industry over the past 25 years, and look ahead to see what’s coming in the next quarter century.

If you are interested in being a part of this special anniversary issue, contact us today at advertising@remonline.com or give us a call: 416-425-3504 ext 1.

38 REM FEBRUARY 2014

THE PUBLISHER’S PAGE

By Heino Molls

B

MARKETPLACE

ack in my day, people sometimes held back their very best things for special use.

Ordinary days meant ordinary things in the house and ordinary routines without using the good stuff that had been put away. It was all saved for when company came or special occasions rolled around.

People used to really lay it all out on those days. We all knew expressions such as, “Get out the best china” or put on your “Sunday clothes”.

I knew people who zippered their furniture with custom fitted plastic coverings and only took them off on special occasions or when important company came over like a leader from the family’s house of worship or the school teacher.

Those days are behind us. We are less likely to have formal visits to the house. Today people “drop by” or come over for the hockey game or a barbecue.

There are lot of people who hang on to the old traditions these days but by and large most are smart enough not to hoard good china and use it every day. People

The most important thing Trade Shows and Conferences now put their best clothes on every day. Women and men spend a great deal of time and energy to look their best every day instead of going out with worn-out clothing or rough hands and skin. I think this is just fine and commendable.

With all that said I believe that there is one “best thing” that we should all be able to present consistently. Something we all recognize is always good and even beautiful.

It is the single “best thing” that you should always have out regardless of your location, your generation, your ethnic background, your profession, your age and most absolutely your mood. It is your manners.

Good manners will carry you regardless of your clothing and look. If you have good manners, you are elegant no matter where you are, no matter the time of day, the season or the circumstance.

If you greet someone with good manners, I believe you are presenting yourself in the very best way possible. If you don’t have good manners, all the money and “work” you may have spent on yourself is worthless. Good manners indicate to all you encounter that they are important to you. That is something valuable that you can have free of charge without any work or expense.

I am saddened that the general public today is jaded by false claims and cheats. We see it all over the Internet with many tricks. We also

see it in other ways. We have somehow come to accept that it is normal for a service company like Bell or Rogers to put us on hold for what is an unacceptable amount of time if we have a simple question about our account, unless of course they want to sell us something. It is normal that people in the government or an institution of any kind never answers their phone, let alone returns our calls or answers our letters. It is not unusual to receive shoddy work from people who call themselves craftsmen. If we place someone in a position of trust and they steal from us today we are told it is our fault.

It is because of this that a lot of people in these skeptical times have allowed their manners and their good treatment of others to fall away. We may have all come to believe that bad manners are the norm in our society and it is somehow okay. Worse still, many people fail to teach their children manners.

I worry that this is because they have lost the understanding of the value of good manners. They should be practiced at home each day.

It seems to me that everything comes down to good manners. If we don’t have and use these simple and free fundamentals of life then we are lost from here on out.

Heino Molls is publisher of REM. Email heino@remonline.com.

REM

For complete listings, visit www.remonline.com To add a listing to this calendar, email jim@remonline.com Fraser Valley Real Estate Board Conference & Trade Show Wednesday, Jan. 29 Coast Hotel & Convention Centre, Langley, B.C. www.fvreb.bc.ca Re/Max of Western Canada 31st Annual Conference Feb. 5-7 Vancouver Convention Centre Vancouver mdepaul@remax.net Century 21 Kickoff 2014, Awards Event and Trade Show Tuesday, March 4 Toronto Congress Centre Toronto Carla Ty – supplier.expo@century21.ca Century 21 Kickoff 2014, Awards Event and Trade Show Wednesday, March 12 Hyatt Regency Montreal Montreal Carla Ty – supplier.expo@century21.ca

Free WordPress Website, DDF Listings, $29.95/mo.

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Realtors Association of Hamilton-Burlington Realtor Connections 2014 Trade Show Thursday, March 27 Hamilton Convention Centre Hamilton, Ont. Sheila Sferrazza – sheilas@rahb.ca CREA Annual General Meeting & Leadership Summit March 29 & 30 (March 30 tradeshow) Westin Hotel, Ottawa Anik Aube - aaube@crea.cac New Brunswick Real Estate Association AGM & Conference April 2 – 3 Delta Hotel, Fredericton, N.B. esmith@nbrea.ca

Compiled with the assistance of Bob Campbell at Colour Tech Marketing, www.colourtech.com

realtywebsites.ca Refferrring Rick = Reesultts

Nova Scotia Association of Realtors Annual General Meeting & Symposium March 21 – 22 Holiday Inn Harbourview Dartmouth, N.S. Christy Wentzell Johnson - 902468-5764 or cwentzell@nsar.ns.ca

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Meeting a need!

Meeting a Need!

RE/MAX real estate professionals take an active role in creating a future without breast cancer through the RE/MAX â&#x20AC;&#x153;Home for a Cureâ&#x20AC;?, formerly the RE/MAX Sold on a Cure program, which enables each participant to make a donation on every home sold.

This program makes a difference by raising vital funds and awareness for the Canadian Breast Cancer Foundation.

Since 2004, RE/MAX has raised over $3 million supporting the breast cancer community. Join the RE/MAX Home for a Cure and help make a difference in the lives of those affected, one home at a time.

Talk to your local RE/MAX Broker about other philanthropic programs available.