February 2015

Issue #308

February 2015

Helping homeless man is sales rep’s ‘best gift’ Page 3

Veteran broker plays varsity water polo at 56

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Page 8

These houses are no ordinary dwellings Page 10

Bosley adapts to thrive in changing market Page 12

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REM FEBRUARY 2015 3

Winnipeg sales rep’s ‘best birthday gift’ When Pat Werestiuk stopped and spoke to a 20-year-old man living in a tent in the forest, he knew he had to help him.

By Connie Adair

W

hen Austin Saunders lived on the street, no one made eye contact, let alone talked to him. That changed last fall when Pat Werestiuk wandered by his tent in the forest. Werestiuk, a sales associate with Re/Max Associates in Winnipeg, was walking his dogs when he happened to spot the tall, thin 20-year-old. He stopped to chat, curious about how Saunders ended up being homeless.

“I walk my dogs often and had never seen a tent there before,” says Werestiuk. “Something drew me over. I asked him, ‘What’s going on here?’ He said, ‘I live here. I’m homeless.”

Werestiuk heard about how Saunders had lived in foster homes until he turned 19. He was unable to collect social assistance because he didn’t have a fixed address and a local shelter turned him away because he has moderate Asperger’s Syndrome, an autism disorder.

Saunders’ mother never wanted to give him up but had no support for her Asperger’s child, Werestiuk says. “She would take eight busses to get Austin to a program, and then have to deal with her three younger children. Austin was a handful and she couldn’t take it. He had to go into foster care and group homes, but at 19 was out on his own. He went into the system and ended up on the street.”

Living in a tent in the forest was not his low point, however – that came when he lived under a bridge with just the clothes on his back, with trains rumbling overhead and no money for food.

Doing whatever work he could find, Saunders was able to save enough for a new generator, and had an oil heater and a 20-inch television still in the box when Werestiuk met him. He had receipts for everything, Werestiuk says.

As he listened to his story, not once did Saunders ask him for money. Werestiuk was impressed that Saunders had a resume and

was ready to work. Under three layers of winter coats he wore a suit, a dress shirt and tie, Werestiuk says. “He is very intelligent. He’s not on drugs and doesn’t drink. He just needed a place to stay.”

Werestiuk knew he had to help the handsome, soft-spoken kid.

Coincidentally, the day that Werestiuk happened by was the deadline police had given Saunders to move his tent. “He had no idea where to go,” says Werestiuk, whose friends and owners of a local hotel agreed to put the young man up for a couple of days. “The day I went into the forest and got him out and into a hotel was my birthday. It was one of the best birthday gifts.”

Werestiuk called a Winnipeg Free Press reporter, who did a series of articles about Saunders’ plight. As a result of the articles, an independent organization that assists mentally challenged adults offered Saunders a suite. The organization has about 100 different apartments that are well run, Werestiuk says.

Werestiuk approached a dry cleaner, who cleaned Saunders’ suit for free. Saunders’ blonde hair has since been dyed back to its natural black and he will soon get his neglected teeth fixed. He also has new glasses.

Werestiuk also started a blog on Facebook and many people, “with a high percentage being agents, came forward to help, donating couches, dishes and clothing.” Whatever Saunders doesn’t need will go to other people in need.

Thanks to the kindness of strangers, Saunders has everything he needs and even had two artificial Christmas trees donated, complete with decorations.

“He reminds me all the time how grateful he is,” Werestiuk says.

After adjusting to life off the street, Saunders will re-enter the workforce. “Nothing would make me feel better than to have Austin call to say he’s got a job,” says Werestiuk, who says he was born to help people. Over the years he has

organized events to raise funds for a children’s hospital and many people in need.

February 2015 will mark 35 years in real estate for Werestiuk.

“It excites me to this day to sell someone a house and excites me even more to help a buyer find the right house. I like to help people. I never sell just to sell. A career in real estate has led to understanding people more and caring about them more.”

Werestiuk loves people and they love him – his business is all referrals. “I’m on the third generation now,” he says.

Finding and helping Saunders is another chapter in Werestiuk’s life. “You learn something new every day. There are people out there who can’t get the help they need,” he says. “Austin is a great kid. I got him this far but there is a lot more for him to do. He has to

Austin Saunders Werestiuk

and

Pat

get himself going. He’s infinitely better now. He has a nice apartment and his birth mother is back in his life.”

This year when Werestiuk’s office put together its Christmas food hamper, it had extra special meaning. It was delivered to the man Werestiuk befriended and

Austin Saunders was living in a tent in Winnipeg.

helped find a place to call home. It was a good birthday for Werestiuk and an even better Christmas for Saunders. REM

CREA pays over $3 million for rights to .mls

T

he Canadian Real Estate Association has secured the rights to the .mls toplevel domain with a winning bid of US $3.359 million.

The association out-bid Afilias, a global registry company based in Dublin, Ireland.

Earlier CREA attempted to avoid having the rights go to auction by applying for a Legal Rights Objection, a process open to parties that have a legal right to the term under dispute. When this was not successful, CREA proceeded with a Community Priority Application for .mls, which can be made by organizations that have some sort of association with the domain name at play. The rules require that at least 14 of 16 evaluation points must be met in order to be successful, but it was determined that CREA only met 11 evaluation points.

CREA has registered Canadian

certification marks for the letters MLS and the term “multiple listing service” in Canada and is the exclusive licensee of the Realtor trademark in Canada.

“This win is a great example of how CREA and NAR (National Association of Realtors) are working together for the benefit of our members. MLS systems are widely recognized by consumers as a go-to resource when they want to buy or sell real estate,” says CREA president Beth Crosbie in a news release. “Owning the .mls domain protects the integrity of what the MLS trademark signifies to Realtors, consumers and real estate boards and associations.”

“It was important to keep the .mls domain in the Realtor family, and NAR was happy to work with our Canadian cousins in this effort,” says NAR president Chris Polychron in the release. “As Realtors on both sides of the bor-

der, we all stand together to create order for real estate information on the Internet and give our members the online advantages they need to best serve their clients and customers.”

NAR also holds the rights to the .realtor and .realestate top-level domains. NAR has a marketing partnership with CREA that allows CREA members to use the .realtor domain.

NAR worked with CREA to secure the .mls domain through its wholly owned subsidiary, the Realtors Information Network.

The MLS Domains Association, a non-profit group of 55 U.S. multiple listing services, was also in support of CREA’s application.

CREA applied for the .mls toplevel domain through the Internet Corporation for Assigned Names and Numbers, the entity that coordinates domains and IP addresses for the Internet. REM

4 REM FEBRUARY 2015

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

E

ngel & Völkers has opened four new premium brokerages in Victoria, Calgary, Toronto and York Region in Ontario, extending the global firm’s reach to 39 countries worldwide.

Engel & Völkers says it has granted licenses to “two of Sotheby’s International Realty’s best Canadian agents”. Mark Evernden is the owner of Engel & Völkers Calgary and Scott Piercy has teamed up with Shelby Donald, a former Sotheby’s manager, to operate Engel & Völkers Victoria.

Jorg Hermans is the owner of Engel & Völkers in York Region.

And after owning a brokerage for 24 years, both as a franchise and as an independent operator, Ron

CORRECTION The story Reach your goals in 2015 (REM, January) included an incorrect first name for Gary Keller, author of The One Thing and co-founder of Keller Williams Realty.

Amendola in Toronto brought his brokerage, Realty Specialists, to Engel & Völkers.

“We are very selective of those we approach to join our brand,” says Anthony Hitt, CEO of Engel & Völkers North America.

“Richard Brinkley, our senior vice-president, market development for Engel & Völkers Canada, has been doing a great job in identifying the right markets and the partners who share our commitment to premium service and quality.”

Brinkley says, “There is an incredible amount of buzz right now about Engel & Völkers, especially about its international reach and premium market positioning.

We are currently developing additional markets in Canada and looking forward to even more brokerages in 2015.”

■ ■ ■

Paul Etherington, president of the Toronto Real Estate Board, has left Re/Max with three partners to open Royal Heritage Realty, a new independent brokerage in Pickering, Ont. with a branch office in Whitby.

Etherington was with Re/Max

for more than 21 years. His partners are Joe Pitino, who was with Re/Max for 33 years; Randy Miller, a Re/Max veteran of almost 20 years; and Michelle Makos, who has been in the real estate industry for more than 10 years.

Etherington says the initials of the new brokerage also stand for “Realtors Helping Realtors.” He says RHR will offer weekly training and education. “We will, together, help our team of professionals be the best they can be and thrive.”

Conception Bay South next to St. John’s.

Owner Jim Burton says, “Under Teri-Lynn’s leadership the new Re/Max office will strive to offer creative and resourceful tools beneficial to all agents.” He says the brokerage is planning to construct a new building to accommodate 50 agents.

■ ■ ■

Established Nova Scotia brokerages Coldwell Banker Supercity Realty and Coldwell Banker Sackville Associates Real Estate have united under one banner.

The newly combined company will operate under the name Coldwell Banker Supercity Realty, now with offices in Halifax, Lower Sackville and Bridgewater.

Mariana Cowan is the brokerage’s owner. Kris Gerrior, former owner of Coldwell Banker Sackville Associates Real Estate, says, “The company is in good hands with Mariana, and I look forward to watching their progress in the years ahead.”

■ ■ ■

Chris Arcus is the new branch manager of the Coast Realty Group Port Alberni and Ucluelet, B.C. branch offices.

Arcus has a management and marketing background, which started in the food and beverage industry and continues in the real estate business. Recognized for his sales achievements, he has also Continued on page 6

■ ■ ■

The brokerage formerly known as Prudential Woods Realty in Truro, N.S. has joined the Coldwell Banker network and will now operate as Coldwell Banker Open Door Realty. Owner Peter Vissers says, “Part of our company’s business involves foreign buyers, so the global connections and reputation of the Coldwell Banker network were important to us.”

■ ■ ■

Teri-Lynn Jones has been appointed broker/manager of Re/Max Infinity Realty, Newfoundland & Labrador’s newest Re/Max office. It is in

From left: Andy Puthon, president, Coldwell Banker Canada; Coldwell Banker Open Door Realty owner Peter Vissers; and Scott Mills, director of affiliate services.

Anthony Hitt

Paul Etherington

Michelle Makos

Jim Burton

Chris Arcus

Joe Pitino

Randy Miller

Teri-Lynn Jones

Mariana Cowan

Andre Perrissel

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6 REM FEBRUARY 2015

Latent defect: Be careful what you sign R

ecently an Ontario Small Claims Court judge ruled in favour of a buyer who alleged that the seller had not disclosed a defect that had occurred repeatedly over many years prior to the seller selling the property.

The buyer purchased a threestorey 40-year-old apartment building in Durham Region in April 2011 from the seller. In January 2014, tenants reported substantial deterioration of insuite walls. Water had entered into the plaster walls and swelled like boils.

The buyer also found several areas of uncharacteristic white stains on the external brick walls.

As water moves through brick, it can pick up salt that is not bound as part of the brick. The salty water that evaporates at the brick’s surface leaves behind a white flakey-looking deposit called efflorescence.

Specialists determined that the cause was condensation forming between the walls, a problem common with buildings built before vapour barriers were mandated in the building code. The buyer then learned from a longterm tenant that the wall problems were a regularly recurring event. The tenant swore an affidavit that was admitted into evidence in the trial.

The Agreement of Purchase and Sale (APS) included a clause, “The seller states that, to the best of the seller’s knowledge and belief, there is no known damage to the basement, roof or elsewhere

Cover photo: MARKO SHARK

“betterment” costs are excluded – that is, repairs that improved the property. For example, if the original roof was 10 years old with a 20-year life expectancy, the court might rule that the buyer received a betterment of 10 years and then award only half the new roof’s cost. The buyer was also not permitted to recover personal expenses related to attending meetings, overseeing repairs and travel. Presumably this is because the value of one’s time is highly subjective and would inevitably be contested. It could also be a source of considerable abuse in inflating costs.

There are several cases in law regarding the responsibility to disclose material facts: McGrath v.

MacLean (1979), Krawchuck v.

Scherbak (2011) and Dennis v.

Gray (2011).

In Krawchuck v. Scherbak, the real estate agent was found to be 50 per cent at fault for their lack of diligence in reconciling misleading statements made by their client, failing to inform their client of the implications of their false statements and failing to bring these issues to the attention of the purchaser.

In a decision released in May 2014, a deputy judge of the Barrie (Ontario) Small Claims Court said in his judgement that a seller must disclose to the buyer anything they know about a defect that has caused any loss of use or enjoyment of a meaningful part of the premises.

Since the case of McLean v.

MacGrath, and in light of Dennis v. Gray, the principle of caveat emptor appears to be either becoming more specifically defined or more exceptions are

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occurring. The evolving principle appears to be that if a seller properly discloses an actual or perceived defect in a property, then this should protect them from the risk of litigation and the accusation that the seller didn’t comply with their duty to disclose.

Perhaps this will mean the seller has to provide a price discount or perhaps it will lead to sellers pricing their properties as they should have been in the first place. Either

way, it’ll still likely be less expensive that settling a court action.

Chris Seepe is a commercial real estate broker and broker of record at Aztech Realty in Toronto, specializing in income-generating and multiresidential investment properties, retail plazas, science and technology related specialty uses and tenant mandates. (416) 525-1558 Email cseepe@aztechrealty.com; website: www.aztechrealty.com.

REM

Multiple Listings Continued from page 4

participated in training for real estate trading services certification.

His duties include new business development, recruiting, training and mentoring salespeople and those who are considering a career in real estate.

■ ■ ■

The Aventure Realty Network and Agences Reunies of Paris, France have entered into an exclusive alliance. Agences Reunies operates with 52 independent member companies throughout Greater Paris, Aix en Provence and Marseille, delivering purchase, sales and rental services with a focus on collaboration and quality.

In a news release, Bernie Vogt, president of Aventure and Andre Perrissel, president of Agences Reunies, say the alliance will deliver benefits to both the public and to the members of both organizations.

■ ■ ■

Coldwell Banker recently launched a new four-part “digital reputation” video series designed to provide real estate agents with guidance on maximizing their online presence.

“Consumers are now vetting traditional agent referrals on Google and considering an agent’s digital reputation when deciding who they want to represent them. It’s critical for sales associates to not only establish an online presence but to go beyond to create an effective digital resume,” says Sean Blankenship, senior VP of marketing, Coldwell Banker Real Estate LLC. The series was specifically created for real estate agents. Each of the brief videos is hosted by Lindsay Listanski, senior manager of media engagement, who offers a look at the major social media platforms along with providing easy-to-implement tips. REM

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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 2015 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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By Chris Seepe

in or on the property caused by water seepage or flooding.”

The Ontario Limitations Act (2002) generally states caveat emptor – “buyer beware.” A buyer can only file a claim of defect within two years from the date of purchase, with generally no recourse after that. However, the act differentiates between two types of defects.

A “patent” defect is one that can be discovered by observation (“obviousness”) or inspection using generally accepted industrystandard practices. A “latent” defect is one that is present but is not obvious, visible, apparent or actualized and can’t be discovered by industry-standard inspection practices.

A seller has no obligation to disclose a defect that is obvious, such as a clearly visible watersoaked crack in a foundation wall.

The buyer must also be able to prove that the seller knew about the latent defect. If the defect is proved to have existed prior to selling the property but the seller didn’t know about it (perhaps the defect didn’t appear while the seller owned the property), then the seller can’t be held liable, even innocently.

In the trial discussed above, the tenant’s affidavit strengthened the buyer’s case. The judge determined the seller knew, or ought to have known, that there was recurring water damage caused by an untreated defect in the property.

The judge stated he “sympathized with the defendant” but the defendant clearly breached the “no water damage” clause in the fully executed APS. The small claims court can’t award punitive damages, and

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8 REM FEBRUARY 2015

Veteran broker plays varsity water polo at 56 Creating a successful real estate team has allowed Bill Meyer to go back to school at the age of 56 – and join the varsity water polo team.

By Connie Adair

B

ill Meyer remembers it well – it was the Tuesday after Labour Day 1977, his first day in a law enforcement class so he could become an RCMP officer. “My Dad said, ‘Some guy called and wants to know if you want to go to Moscow in 1980’,� he says.

The unexpected call was from Olympic water polo coach Gabor Csepregi. Meyer, born and raised in Burlington, Ont., went to Ottawa (the centralized location for the Olympic water polo program) the next day and has lived there since. Although Meyer had played water polo on winning teams for years, he says, “I never anticipated making the Olympic team.�

When he joined, he was the youngest member but he trained

hard and made the starting line up.

Then disappointment – Canada boycotted the 1980 Moscow Olympics because the Soviet Union invaded Afghanistan.

Luckily he was young enough to continue with the team. He trained for the next four years, travelling to Europe and California as a member of Canada’s Olympic Men’s Water Polo Team. His other water polo accomplishments include bronze medals at the 1979 and 1983 Pan Am games.

The early ’80s were busy times for Meyer. He married in 1982, celebrated the birth of a daughter in 1983 and went to the Summer Olympics in California in 1984, where the team took 10th place. A year later he got his real estate license.

He started with Canada Permanent, which was bought out

by Canada Trust shortly after. He sold real estate for five years, got his broker’s licence and managed a Canada Trust Realty office from 1990-1993.

The next move in his Canada Trust career would have meant a move to Toronto, so Meyer chose another path. Friend Jeff Hooper had heard about a new real estate company in the U.S., Keller

Williams. In 2001, with Hooper as owner and Meyer as manager, the first Keller Williams Ottawa Realty opened its doors.

He went back to selling real estate, partnering with Sylvie Begin to create the No. 1 team for Keller Williams in Ottawa and a top 10 Keller Williams team in the country.

All the while, he kept one foot in the water, coaching for more than 22 years at Carlton

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Meyer competing in the 1984 Olympic Games in Los Angeles.

“Part of the beauty of having a team is that I’m not working 60 to 70 hours a week selling,� says Meyer.

Bill Meyer

University. “For years I said, ‘Some day I’m going to go back to school full time and be eligible to play varsity water polo’. Last May was my 55th birthday, my midlife. (I’m going to live until I’m 111.) This is the year I’m going to school full time,� he says he promised himself. “Part of the beauty of having a team is that I’m not working 60 to 70 hours a week selling.� That said, “It was the busiest fall of my life,� he says. In addition to overseeing his real estate team, he juggled two online courses, went to the university for a couple more and attended six water polo practices a week. “I’m full time in real estate sales, a full-time student and a full-time water polo player.�

Throughout his real estate career, he has been involved with water polo and has worked to stay in good physical condition. He says he can hold his own on the team.

At first, some team members may have wondered, who is the “weird old guy who can out-swim them? I can compete at this level,�

Meyer says. “It’s even stranger when I turn up at other universities. They’re surprised I can beat them down the pool. I’m not a token old guy.�

Meyer has the support of those around him, including his real estate team. He is in the office at 8:30 or 9 am and works night-time showings around his water polo practices.

Real estate sales offer freedom, flexibility and for some, untold wealth, Meyer says. “It offers opportunity. It’s harder to be a single agent who does the average 10 deals, so build a bigger business to get that flexibility.� He recommends fellow agents have a plan to meet their goals.

Meyer’s daughter, Kayla, is following in her father’s footsteps.

She started her real estate career this month. She gave up a good paying government job for the freedom and flexibility, he says.

REM

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10 REM FEBRUARY 2015

These houses are no ordinary dwellings

Quay House, Wales

T

he world is full of quirky homes, something the average traveler eventually discovers. Some houses are perched on towering rocks in the middle of rivers, others border the sides of steep cliffs, while some are so tiny that you’re forced to hunch over when you go inside. Too strange or impossible to live in, a few eventually become tourist attractions. Here’s a sample: Quay House, Wales: You think your living space is cramped? Spare a thought for the former inhabitants of Quay House in Conwy, Wales. The entire home is about the size of most people’s bathrooms, with a floor space measuring just three metres by 1.8 metres and a total height of three metres!

No surprise then, that it’s listed in the Guinness Book of Records as the smallest house in Great Britain. The tiny abode had been occupied for a few hundred years until 1900, when the local council declared it unfit for human habitation. The last owner was a fisherman named Robert Jones, who would have found it a particularly tight squeeze considering his height – 6 ft. 3 in.

The house, which is painted red on the outside, is now a tourist attraction. There are just two rooms – the main floor, which has a tiny living room

Hanging Houses, Spain

with some historical pictures, and the bedroom on the second floor with a bed and cabinet. It’s not possible to enter the upper floor due to structural instability and the small size, though it can easily be viewed from a step ladder. Cooking and washing areas would have been located outside. A lady in traditional Welsh clothing usually stands outside Conwy House, which has an impressive (and much larger) neighbour – Conwy Castle, the 13th-century fortress, which is one of the great castles of Wales and a UNESCO World Heritage Site.

Hanging Houses, Spain: They call them las Casas Colgadas, or the Hanging Houses. The unusual dwellings, which date to medieval times, are in the historic Spanish town of Cuenca, east of Madrid. Built above a spectacular steep cliff wall overlooking the Huécar River, the balconies of these narrow three- and fourstorey homes literally hang over the bluffs. By the early 1900s the homes were abandoned and lay in ruins, though they’ve since been restored with many original features preserved including a late Gothic arch, part of a staircase and a coffered ceiling in the Mudéjar style.

The houses are best appreciated from the outside during the day or at night when they’re illuminated. In the 1960s

a pair of the hanging houses were converted to the Museo de Arte Abstracto Espanol, making it possible to see the structures from the inside, along with a permanent collection of 129 abstract paintings and sculptures

by Spanish artists.

The Little White House, Canada: What makes the Little White House in Saguenay, Que. so extraordinary isn’t its age or appearance but its precariouslooking position and the fact that it’s still standing. In July 1996, one of the worst flash floods in recent Canadian history hit the Saguenay-Lac-Saint-Jean region after 280 mm (11 inches) of rain fell in the span of a few hours, the equivalent to the amount of rain usually received in a month.

Thousands of residents were evacuated, 56 buildings were destroyed and many homes were swept away. But not the Little White House.

By Diane Slawych

The Little White House, Canada (Photo: Yves Ouellet, Tourisme Saguenay)

preserved as an historical park and museum that commemorates the flood. The exhibition is on three floors and includes a film, games for young people, souvenirs and a unique collection of photographs.

Unlike most attractions, this one comes with a guarantee. If you’re not completely satisfied with your visit, your money will be refunded, no questions asked!

Castle Ward, Ireland: Bernard Ward, 1st Viscount Bangor and his wife Lady Anne could never agree on anything, including the kind of house they wanted. So rather than argue, they did the only sensible thing a couple with money could do. They built a home to satisfy both their desires.

Castle Ward in County Down, Northern Ireland, is an 18th-century mansion built in two contrasting architectural

styles. The front, built of Bath Stone and overlooking Strangford Lough, was designed in Georgian style, the Viscount’s favourite, while the rear of the house is Gothic, Lady Anne’s preference. The interior is also a mix of styles including the Gothic library (complete with a secret panel), a Neo-Classical mansion hall with Italian colonnades, an extravagant fan vaulted ceiling in the boudoir, as well as Rococo stucco and pedimented doorways. Describe by some as one of the oddest homes in Europe, Castle Ward became a National Trust property in 1952 and is open to the public year-round. Located three km from the village of Strangford, the mansion is situated on 280 hectares of formal gardens and woodlands. REM

It remained unharmed as the raging waters of the Chicoutimi River flowed around it. The house was spared in part because it was built on solid rock and also because its earlier owners took precautions after a previous flood and raised the dwelling on higher concrete foundations.

Now, the century-old home has become a symbol of resilience and is a local tourist attraction.

La Petite Maison Blanche, as it’s known in French, has been

Castle Ward, Ireland

“We chose Engel & Völkers for its global reach, high degree of competence and the professionalism that’s clear throughout the entire organization.”

James LeBlanc, Shelby Donald & Scott Piercy, Engel & Völkers Vancouver Island

Only the best in the business join our brand.

Real estate market leaders, Scott Piercy, Shelby Donald and James LeBlanc have built a reputation for being the experts in marketing and brokering British Columbia luxury and waterfront properties. With more than 20 years of international marketing and sales experience ranging from British Columbia to Costa Rica, Mexico and Europe, they sought a brand that had the global connections, technology platforms and world-class marketing and advertising tools to enhance their ability to serve their clients. They found Engel & Völkers. Engel & Volkers Vancouver Island now belongs to a truly connected network of more than 5,000 expert real estate advisors in 39 countries across six continents.

Engel & Völkers Canada 2 Bloor Street West · Suite 700 · Toronto · Ontario M4W 3R1 · Canada · Phone +1-416-323-1100 info@evcanada.com · evfranchise.com

©2015 Engel & Völkers. All rights reserved. This advertisement is not an offering of a franchise, and where required by law, an offering can only be made 14 days after delivery of the applicable franchise disclosure document.

12 REM FEBRUARY 2015

Adapting to thrive in a changing market

Tom Bosley’s daughter Christan told her father that she had sold her first house in less than two days by using Facebook. The senior Bosley said, “That’s great! What’s Facebook?” It was a watershed moment for the now technologically astute veteran real estate executive. By Dennis McCloskey

R

ecently the president and CEO of McDonald’s Restaurants, Don Thompson, admitted his company continues to struggle in the fast food market, saying the corporation hasn’t kept up with the times and that changes are in store for its U.S. restaurants. A week later, social media giant Twitter was a cause for concern for investors, with one analyst, Nate Elliott of Forrester Research Inc. saying, “Twitter simply hasn’t changed much over the past nine months.”

The need for change and innovation wasn’t just on the minds of the behemoths of business in 2014. Earlier in the year, Tom Bosley, president and broker of record, Bosley Real Estate, realized the time was ripe to re-energize his business and refine or change what they’ve done in the past in order to be better and stay ahead of the competition. The thirdgeneration owner of W.H. Bosley & Co. in Toronto, which was founded in 1928, believes in the adage that if you’re not changing or innovating or trying new things, you risk falling behind or even dying.

Bosley, who has been in the real estate business 46 years (and was among a group of industry movers and shakers named by REM as having the biggest impact on Canadian real estate in the last 25 years) gathered his management team together to form a strategic plan that would create a new Bosley Real Estate. They met at regular intervals over four months in the company’s training centre on Toronto’s Merton Street – often working weekends – to analyze what was working and what wasn’t.

“Everything changes but change takes time and there can

be some resistance to change.

But everyone here agreed it had to happen,” he says. “I fully understand that without salespeople there is no me, and the ability to listen is key.” In a March 1998 interview with REM, Bosley said, “My door and mind are always open to new ideas.”

He and his wife, Ann, who started her real estate career in 1986 and serves as the company’s vice-president, have always made sure they could trust and respect the people around them. Some of those key people were chosen to help “shake up the company.”

Among those team members is Mark McLean, broker/manager.

“There were some clouds on the horizon in the industry so it was the right time to reinvent the company in order for it to thrive and survive for another 85 years,” says McLean, who is also president-elect of Toronto Real Estate Board. Among the issues deemed to be casting a shadow was an ever-growing membership, Competition Bureau issues and changing technologies that could be eroding the traditional, full-service brokerage model.

McLean admits it was an exhausting several months of strategic discussions where the team looked at every aspect of the company’s business model – from commission structures to brand management, technology, marketing and advertising. “The result was a tighter organization,” he says, adding that “everything was torn apart and put back together again.”

When Tom Bosley says “the new becomes the norm and the new normal is very different for the generations who are following us” he is referring to

younger professionals joining the industry, as well as a digital world that is having a deep impact on emerging consumers. “When I bought this company in 1985, we had a staff of 60 and the average age was 60,” he says. “In the 1970s and ʼ80s, real estate was a second career for most.” Today, Bosley Real Estate has 230 agents in five offices, including Niagara-on-the-Lake, and more young people are coming out of university and entering the business as a first career choice.

Seven years ago, Bosley’s daughter Christan (who is currently continuing the family business as a broker and sitting on some industry committees) told her father that she had sold her first house in less than two days by using Facebook. The senior Bosley said, “That’s great!

What’s Facebook?” It was a watershed moment for the now technologically astute veteran real estate executive, who admits his company had little social media presence even five years ago. “Now we are solid across all platforms.”

To emphasize that point, McLean points to a new fullfledged website that was designed to help agents, especially younger ones, who made it clear they wanted the latest and greatest technology and tools to help them succeed. “The website and app is fully mobile, includes social search and incorporates a lot of our salespeople’s own data and research,” McLean says. “It also includes videos, testimonials and Bluetooth technology. As well, the web designers adapted cloud-based, fully integrated record keeping, data and deal management software allowing agents to process their deals faster and have better access to file history.”

Bosley’s strategic plan was formed by, from front, Tom Bosley, president and broker of record; Michelle Dunkel, chief financial officer; Mark McLean, broker/manager; and Brian Torry, general manager. (Photo by Marko Shark)

One of the many recent innovations that Tom Bosley is proud of is the formation of Master Mind Sessions where every agent in the company is encouraged to come to the Merton Street head office any Wednesday morning for an hour to discuss anything of importance to them. “Issues are resolved and the ways and means of how we are doing business are discussed in an interactive manner,” says Bosley. “We want our salespeople to know they are not providers of information, they are interpreters of information.”

Bosley, who made changes in his management team following the months-long, internal introspective analysis of his company, says he and his managers and agents are not content with the status quo and he stresses the importance of “constantly improving our service, moving forward and looking at new technologies and

new methods of operating.” He adds that it is an amazing time to be in the real estate business but technological advances are merely a tool. He emphasizes that “it is our hard work, ethical behaviour and understanding of market conditions that will remain the deciding factor of our success.”

He reiterates that the “new” Bosley, while shaped by its past, has changed and is looking to the future. The company will improve on what it offers and grow, but it’s not about the number of salespeople or offices that will determine its future success, he says. “We don’t have a product to sell, just a service.”

It’s clear that this forwardlooking owner has no interest in becoming the McDonalds of real estate companies. He likes to joke that Bosley Real Estate “always had the sizzle but now we have the steak.” REM

14 REM FEBRUARY 2015

ÂŽ

Okanagan Mainline Real Estate Board

A NEW WAY TO GROW LOCAL STRENGTH. GLOBAL RESOURCES. Leading Real Estate Companies of the WorldŽ has brought its unique and compelling business model to Canada – one that has helped create a real estate powerhouse responsible for over 1,000,000 transactions valued at $314 billion in annual home sales.

If you are a local leader of an independent company – or are intrigued

Recognized for their community service and leadership, Darryl Reuter of Royal LePage Kelowna and Don Miller of Century 21 Executives Realty in Vernon are the 2014 recipients of the Realtors Care Awards for the Central and North Okanagan Zones of the Okanagan Mainline Real Estate Board (OMREB).

A recent finalist for the City of Kelowna’s Fred Macklin Memorial Award for Man of the Year, Reuter supports fundraising events for individual benefits, community initiatives and national causes but is also known for random acts of kindness to put a smile on someone’s face, says the board.

The board says Miller is a lifelong volunteer who is always ready to lend a helping hand, or taking time to make someone happy with a card, gift, smile or magic trick.

connections – we invite you to learn more about the value of aligning with Leading Real Estate Companies of the WorldŽ.

“Leading Real Estate Companies of the WorldŽ has provided an invaluable platform.�

- Jonathan Cooper, Vice President, Operations, Macdonald Real Estate Group, Inc.,Vancouver, British Columbia

“We are grateful this alternative to franchising is available to strong independent companies like ours across Canada.�

“The ďŹ rms that make up this global network are hand-chosen and the most successful independent brokerages in the world.â€?

- Ron Stader, Broker &

- Tom Bosley, President &

General Manager, CIR REALTY, Calgary, Alberta

CEO, Bosley Real Estate Ltd., Toronto,

Three other nominees were also recognized for their outstanding community involvement and contributions to their Central Okanagan communities: Jane Hoffman of Coldwell Banker Horizon Realty, Kelowna, Brent Pay of Century 21 Assurance Realty in Kelowna and Jerry Redman of Re/Max Kelowna.

WOM Most Inspiring Woman Michelle Sharpe has been named Most Inspiring Woman of 2014 by WOMportunity, a group of women who work in the real estate and business community in various professional roles.

WOMportunity (originally REAL) was founded in 2010 by Virginia Munden as a forum for professional women to connect and engage in business discussions to improve their roles in real estate, and to become involved in philanthropy initiatives.

Sharpe, VP sales and marketing at Obeo Toronto/Ottawa, “has been a big supporter of all the things we do not only at WOM, but a true supporter in many real estate events across Canada,� says Munden. “She is always giving of her time, her company and her passions. She relentlessly finds a way to make herself or team members available to support our philanthropy, education and networking events.� REM

Darryl Reuter

Ontario

LeadingRE.com | sbarr@LeadingRE.com | 312.361.8632 Don Miller

Michelle Sharp, left, and Virginia Munden

16 REM FEBRUARY 2015

LEGAL ISSUES

By Donald H. Lapowich

A

s you are aware (or should be) as a professional real estate broker/salesperson, there are professional duties that must be honoured at all times. These obligations are not just words or hearsay and can be illustrated by events now taking place in the United States.

It is reported that the Department of Justice is investigating the legal department of General Motors Company. The issue is whether the in-house lawyers concealed evidence from safety regulators about defective

Duties of any professional ignition switches. You may know that these switches have allegedly been linked to at least 13 deaths and some 50 crashes.

The fact that these lawyers are in-house does not exonerate them from their professional duty and obligations “to do no harm to the public”. This example is a continuing expansion on the legal obligations (in fact all professional obligations) to act honourably and “cause no harm”.

■ ■ ■

Duty to mitigate: When the court valuates damages, it also applies a duty to take all reasonable steps (by the person claiming damages) to mitigate.

In this case the plaintiff purchased the property from the vendor and had a home inspection done. The home inspector advised that the basement should be monitored for leaks.

The purchasers took possession and noticed a musty odour and dampness in the basement.

The purchaser did not investigate behind the drywall in the basement, did not make further inquiries of the vendor, did not carry on further investigations and did not negotiate a warranty or price reduction. One year later the basement flooded.

The Ontario Superior Court held that there was an actual misrepresentation by the vendor in the Agreement of Purchase and Sale. The listing stated that the property had been “gutted to the bare bones”. This had not been done so there was a latent defect. However, the damages awarded against the vendor were cut in half because the purchaser disregarded the inspection report and thereby contributed to their own loss. (Mauro v Al-Saffar, 2014 CanLII 14994) ■ ■ ■

Pre-trial procedures stick: The plaintiff was the purchaser of an apartment building. The defendant was the vendor. As part of the closing, the purchaser had a take-back mortgage of $600,000 from the vendor.

Subsequently the purchaser sued the vendor for damages of about $200,000 for breach of contract (the sale), latent defects and negligent misrepresentation. In doing this the purchaser hoped to set-off its damages against the amount that he gave to the vendor as a takeback mortgage. The problem was that at this stage, the Trial Record had been passed when the purchaser brought a motion “for leave” stopping the vendor from enforcing the take-back mortgage pending the trial.

The Ontario Superior Court dismissed the purchaser’s motion and did not give it leave. When you file a Trial

Record, you are certifying that the action is ready for trial and the court must give you leave if you wish to initiate a motion.

Since the vendor take-back mortgage had become due and the request for leave was simply to obtain a possible set-off in damages in advance of trial and before judgment, the court refused the trial process.

(2247267 Ontario Inc. v.

2038697 Ontario Limited, 2014 ONSC 2717) Full decisions are available at www.canlii.org.

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

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Rolf Hitzer Michael Froese Georgiana Woods Carole O’brien Neil Bosdet Jane Gardner Lindsay Reid Jeffrey Nethercott Tom Lebour Marvyn Baker Eric Klimstra Gareth R. Jones Wilf Wallace Andrew Weir Sukhbir Taank Shalini Bahadur Behnaz Daghigh Kim Alvarez Steven Lewis Luce Fecteau Michelle Norlock Mikaila Aja Almond Michael Stahls Tehreem Kamal Marzia Pizzoferrato Tim Ayres Jennifer Aunger-Ritchie Doug Hubscher Darcy Griffiths Patricia Verge Linda Murphy Jeffery Aguiar Brad Johnstone Jason A. Stephen Patricia Verge Marie Taverna Kim Taverna Michael Appleton Cathy Polan Lynda Moreland Bill Ethier Sharon Jensen Corinne Lyall Joanna Barstad Heidi Noel Lynn Hoffmann Ted Zaharko Brigitte Beaudry Linda Mccallum Kent Browne John Snowling Rick Preston Claude Davis Glenn Larkin Susan Lougheed Rob Dubien Mike Brown Deborah Burgoyne Wendy Webb John Oddi Joann Jusdanis Georges E. Gaucher Debbie Vernon Sylvie Deshaies Kerry Enns Susi During Barry Benson David J. Black John Rogan Kim Letto Steve Dickie John Hripko Bernadine Bowen Drew Betts Kim King Robert B. Brière Ahmed Helmi Warren Neufeld William Cattle Joanne Tibbles David Reimers Christopher Miller Gary Zalepa Jr. Marc Haslam Shirley Porter Matt Honsberger Colby Bayne Diane Ménard Ginger Anne Mcquestion Mac Crossman Patricia Sweeting Carly Corinthos Fawzi Matta Zsuzanna Porter Wayne Woodman Clara Siboni Glenda Brindle Mike Carson Barb Sukkau Brad Kopp Julio Florez Bob Jablonski Dan Wachniak Tom Lebour Dianne Usher Linda McCallum John Oddi Randall Hobbs Kimberly French Donna Peet Gary Morse Paul Doucet Wayne Ellis Rolf Hitzer Michael Froese Georgiana Woods Carole O’brien Neil Bosdet Jane Gardner Lindsay Reid Jeffrey Nethercott Tom Lebour Marvyn Baker Eric Klimstra Gareth R. Jones Ahmed Helmi Wilf Wallace Andrew Weir Sukhbir Taank Shalini Bahadur Behnaz Daghigh Kim Alvarez Steven Lewis Luce Fecteau Michelle Norlock Mikaila Aja Almond Michael Stahls Tehreem Kamal Marzia Pizzoferrato Tim Ayres Jennifer Aunger-Ritchie Doug Hubscher Darcy Griffiths Linda Murphy Jeffery Aguiar Brad Johnstone Jason A. Stephen Patricia Verge Marie Taverna Kim Taverna Michael Appleton Cathy Polan Lynda Moreland Bill Ethier Sharon Jensen Corinne Lyall Joanna Barstad Heidi Noel Lynn Hoffmann Ted Zaharko Brigitte Beaudry Linda Mccallum Kent Browne John Snowling Rick Preston Claude Davis Glenn Larkin Susan Lougheed Rob Dubien Mike Brown Deborah Wendy John Oddi ForBurgoyne more than 100 years,Webb the professionals at Joann Jusdanis Georges E. Gaucher Debbie Vernon Sylvie Deshaies Kerry Enns Susi During Barry Benson David J. Black John Royal LePage have set the standard. Through Rogan Kim Letto Steve Dickie John Hripko Bernadine Bowen Drew Betts Kim ® King Robert B. REALTORS Brière Ahmed Warren Neufeld William Cattle Joanne Tibbles David Reimers Christopher Miller Gary Zalepa andHelmi strong leadership dedicated Jr. Marc Haslam toShirley Matt Colby Bayne Diane Ménard Ginger Anne Mcquestion Mac Crossman Patricia we continue shape Porter and guide our Honsberger industry Sweeting Carly Corinthos Fawzi Matta by actively serving on regional boards, Zsuzanna Porter Wayne Woodman Clara Siboni Glenda Brindle Mike Carson Barb Sukkau Brad Kopp Julio Florezassociations Bob Jablonski Dan Wachniak Tom Lebour Dianne Usher Linda McCallum John Oddi Randall Hobbs councils, provincial and CREA. Kimberly French Donna Peet Gary Morse Paul Doucet Wayne Ellis Rolf Hitzer Michael Froese Georgiana Woods Carole O’brien As such, we’ve proudly earned the distinction Neil Bosdet Jane Gardner Lindsay Reid Jeffrey Nethercott Tom Lebour Marvyn Baker Eric Klimstra Gareth R. Jones Wilf Wallace of The Voice of Canadian Real Estate.

Andrew Weir Sukhbir Taank Shalini Bahadur Behnaz Daghigh Kim Alvarez Steven Lewis Luce Fecteau Michelle Norlock Mikaila Aja Almond Michael Stahls Tehreem Kamal Marzia Pizzoferrato Tim Ayres Jennifer Aunger-Ritchie Doug Hubscher Darcy Griffiths Congratulations to Phil Soper on being Linda Murphy Jeffery Aguiar Brad Johnstone Jason A. Stephen Patricia Verge Marie Taverna Kim Taverna Michael Appleton Cathy named CPRS’ 2014 CEO of the Year, Polan and Lynda Moreland Bill Ethier Sharon Jensen Corinne Lyall Joanna Barstad Heidi Noel Lynn Hoffmann Ted Zaharko Brigitte to Pauline Aunger, the incoming Beaudry Linda Mccallum Kent Browne John Snowling Rick Preston Claude Davis Glenn Larkin Susan Lougheed Rob Dubien President of CREA. Mike Brown Deborah Burgoyne Wendy Webb John Oddi Joann Jusdanis Georges E. Gaucher Debbie Vernon Sylvie Deshaies Kerry Enns Susi During Barry Benson David J. Black John Rogan Kim Letto Steve Dickie John Hripko Bernadine Bowen Drew Partner with a leader.

Betts Kim King Robert B. Brière Ahmed Helmi Warren Neufeld William Cattle Joanne Tibbles David Reimers Christopher Miller Join Royal LePage.

Gary Zalepa Jr. Marc Haslam Shirley Porter Matt Honsberger Colby Bayne Diane Ménard Ginger Anne Mcquestion Mac Crossman Patricia Sweeting Carly Corinthos Fawzi Matta Zsuzanna Porter Wayne Woodman Clara Siboni Glenda Brindle Mike Carson Barb Sukkau Brad Kopp Julio Florez Bob Jablonski Dan Wachniak Tom Lebour Dianne Usher Linda McCallum John Oddi Randall Hobbs Kimberly French Donna Peet Gary Morse Paul Doucet Wayne Ellis

THE VOICE

CANADIAN

OF

REAL ESTATE

Phil Soper CEO and President Royal LePage Real Estate Services

Pauline Aunger Broker of Record Royal LePage Advantage Real Estate*

royallepage.ca/joinus *Brokerage, as in Ontario. This is not intended as an offer to sell or a solicitation of an offer to buy, including a solicitation of any sales representatives or broker that is currently under contract. All offices are independently owned and operated, except those marked as “Royal LePage Real Estate Services Ltd., Brokerage”, “Royal LePage West Real Estate Services” and “Royal LePage Sussex. Any copying, reproduction, distribution or other use of these materials is prohibited. ©2015 Brookfield Real Estate Services Manager Limited. All rights reserved.

2 14 ROYAL LEPAGE NATIONAL CHAIRMAN’S CLUB 1. Loretta Phinney* Mississauga, ON (877) 822-6900

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

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

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

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13. Kevin Lapp Royal LePage Network Realty Corp.

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

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108. Kerry Millican Royal LePage Team Realty† Ottawa, ON (800) 307-1545

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

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

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

125. Martin Chagnon Royal LePage Tendance R.E. Agency Outremont, QC (514) 335-3351

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

127. Christine Hauschild Royal LePage Team Realty†

128. Lesley Kennedy Oakville, ON (888) 645-4267

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

130. Dave Domeij Royal LePage Kelowna Kelowna, BC (800) 421-3214

131. Dario Mattei* Royal LePage Porritt R.E.†

132. Brian Lamb Royal LePage West R.E. Services Coquitlam, BC (604) 939-6666

133. Colleen Kelly Royal LePage Community Realty Medicine Hat, AB (877) 528-4222

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

135. Nim Moussa Royal LePage Team Realty†

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

137. Krishan Nathan Royal LePage ProAlliance Realty†

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

28. Barbara Beers* Royal LePage Burloak R.E. Services† Burlington, ON (800) 290-0163

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

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

31. David Black Royal LePage Your Community Realty† Richmond Hill, ON (905) 731-2000

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

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

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

57. Jonathan Ferrier Toronto, ON (800) 622-9536

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

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

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

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

62. Jared Chamberlain Royal LePage Solutions Calgary, AB (403) 252-5900

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

64. Manon Sénéchal Royal LePage Ville Marie R.E. Agency Montreal, QC (514) 481-0241

65. Leigh Sugar Royal LePage York North Realty†

66. Charles Sezlik Royal LePage Team Realty†

67. Sheree Cerqua Royal LePage Signature Realty†

68. Lorraine Jordan Royal LePage In Touch Realty†

Newmarket, ON (866) 773-9595

Ottawa, ON (613) 744-6697

Toronto, ON (888) 954-4100

Midland, ON (888) 480-2224

85. Clinton Miller Royal LePage Parksville-Qualicum Beach Realty Parksville, BC (888) 224-5838

86. Jim Christie Royal LePage Regina Realty Regina, SK (306) 359-1900

87. Eric VanGrootheest Royal LePage RCR Realty† Fergus, ON (519) 843-5400

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

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

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

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

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

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

94. Margorie Grime* Royal LePage RCR Realty†

95. David Jarvis Royal LePage Musgrave Agencies Lloydminster, ON (780) 875-9159

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

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

113. Luc Jodoin Royal LePage Méritas du Suroit Salaberry-deValleyfield, QC (450) 377-6636

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

115. Sue Alexander Royal LePage Casey Realty Peace River, AB (780) 624-1427

116. Jean Dunn Royal LePage

By The Sea Sidney, BC (800) 326-8856

117. Norm Fisher Royal LePage Vidorra Saskatoon, SK (888) 978-6676

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

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

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

120. Amy Assaad Royal LePage Heritage Real Estate Agency Westmount, QC (514) 934-1818

122. Ken Rigel Royal LePage Foothills Calgary, AB (888) 384-4557

123. Angelo Sol Royal LePage Terrequity Realty† Toronto, ON (416) 495-3145

124. Daiva Dalinda Toronto, ON (888) 336-1871

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

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

Orangeville, ON (905) 450-3355

121. Roman Grocholsky Royal LePage Niagara R.E. Centre† Welland, ON (866) 771-7764

Mississauga, ON (866) 754-2121

Kanata, ON (888) 757-7155

Toronto, ON (888) 954-4100

Toronto, ON (866) 753-7243

Kingston, ON (800) 247-6311

Kanata, ON (888) 757-7155

Nepean, ON (888) 780-7747

Toronto, ON (800) 515-9783

Kingston, ON (800) 247-6311

royallepage.ca/joinus 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. This is not intended as an offer to sell or a solicitation of an offer to buy, including a solicitation of any sales representatives or broker that is currently under contract. All offices are independently owned and operated, except those marked as “Royal LePage Real Estate Services Ltd., Brokerage”, “Royal LePage West Real Estate Services” and “Royal LePage Sussex.” Any copying, reproduction, distribution or other use of these materials is prohibited. ©2015 Brookfield Real Estate Services Manager Limited. All rights reserved.

2 14 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 R.E. Services† Burlington, ON (800) 290-0163

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

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

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

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

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

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

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

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

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

13. Kevin Lapp Royal LePage Network Realty Corp.

Sylvan Lake, AB (403) 887-2286

14. Michael O’Sullivan* Royal LePage Burloak R.E. Services† Burlington, ON (800) 290-0163

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

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

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

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

19. Christine Lefrançois Royal LePage Tendance R.E. Agency Mont-Royal, QC (514) 735-2281

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

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

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

23. Marie-Yvonne Paint* Royal LePage Heritage R.E. Agency Westmount, QC (514) 934-1818

24. Kevin Durling Royal LePage Network Realty Corp.

Red Deer, AB (403) 346-8900

25. Jean-François Bérubé Royal LePage Evolution R.E. Agency Sherbrooke, QC (888) 820-8363

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

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

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

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

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

37. John King Royal LePage Team Realty†

39. Mani Bagga Royal LePage Noralta R.E. Edmonton, AB (855) 431-5600

40. Fernande Sirois* Royal LePage Vallées de L’Outaouais R.E. Agency Gatineau, QC (819) 561-0223

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

42. Chris Pennycook Royal LePage Dynamic R.E. Winnipeg, MB (877) 800-5066

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

44. Brent Roberts* Royal LePage Brent Roberts Realty Surrey, BC (888) 649-4299

45. Bill Schiavone Oakville, ON (905) 338-6550

Ottawa, ON (613) 695-8181

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

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

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

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

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

50. Rob Ohs Royal LePage Parksville Qualicum Beach Realty Qualicum Beach, BC (800) 224-5906

51. Chris Sereda Royal LePage Network Realty Corp.

Red Deer, AB (403) 346-8900

52. Jennifer Stewart Royal LePage Performance Realty† Ottawa, ON (877) 757-7386

53. Michael Brierley Royal LePage Burloak R.E. Services Burlington, ON (800) 290-0163

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

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

69. André Dussault Royal LePage Inter-Québec R.E. Agency Quebec (SainteFoy-Sillery) QC (418) 653-0488

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

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

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

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

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

75. Kim MacKay Royal LePage Home Pros Fort St. John, BC (800) 215-6933

76. Jonathan Doucet Royal LePage Vallées de L’Outaouais R.E. Agency Gatineau, QC (819) 561-0223

77. Mike Scrannage* Royal LePage ProAlliance Realty†

78. Don McKay* Royal LePage Noralta Real Estate Sherwood Park, AB (780) 467-7334

79. Silvana Bezina Royal LePage Meadowtowne Realty†

80. Rob Kelly Royal LePage Meadowtowne Realty†

81. Nutan Brown Royal LePage West Realty Group†

Georgetown, ON (866) 865-8262

Mississauga, ON (866) 821-3200

82. Jacinthe Dubé* Royal LePage Jacinthe Dubé R.E. Agency Sherbrooke, QC (819) 564-5000

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

98. Marc Bonenfant Royal LePage Inter-Québec Real Estate Agency Quebec (SainteFoy-Sillery) QC (418) 653-0488

99. Peter Pobojewski Royal LePage Signature Realty†

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

101. Béatrice Baudinet Royal LePage Heritage R.E. Agency Westmount, QC (514) 934-1818

102. Jeff Ham Royal LePage Meadowtowne Realty† Mississauga, ON (866) 821-3200

103. Steven Friendly Royal LePage Signature Realty†

104. John McKenzie Royal LePage Sunshine Coast Sechelt, BC (800) 837-3870

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

106. Joan M. Smith* Royal LePage Team Realty†

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

108. Kerry Millican Royal LePage Team Realty† Ottawa, ON (800) 307-1545

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

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

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

125. Martin Chagnon Royal LePage Tendance R.E. Agency Outremont, QC (514) 335-3351

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

127. Christine Hauschild Royal LePage Team Realty†

128. Lesley Kennedy Oakville, ON (888) 645-4267

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

130. Dave Domeij Royal LePage Kelowna Kelowna, BC (800) 421-3214

131. Dario Mattei* Royal LePage Porritt R.E.†

132. Brian Lamb Royal LePage West R.E. Services Coquitlam, BC (604) 939-6666

133. Colleen Kelly Royal LePage Community Realty Medicine Hat, AB (877) 528-4222

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

135. Nim Moussa Royal LePage Team Realty†

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

137. Krishan Nathan Royal LePage ProAlliance Realty†

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

28. Barbara Beers* Royal LePage Burloak R.E. Services† Burlington, ON (800) 290-0163

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

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

31. David Black Royal LePage Your Community Realty† Richmond Hill, ON (905) 731-2000

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

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

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

57. Jonathan Ferrier Toronto, ON (800) 622-9536

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

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

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

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

62. Jared Chamberlain Royal LePage Solutions Calgary, AB (403) 252-5900

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

64. Manon Sénéchal Royal LePage Ville Marie R.E. Agency Montreal, QC (514) 481-0241

65. Leigh Sugar Royal LePage York North Realty†

66. Charles Sezlik Royal LePage Team Realty†

67. Sheree Cerqua Royal LePage Signature Realty†

68. Lorraine Jordan Royal LePage In Touch Realty†

Newmarket, ON (866) 773-9595

Ottawa, ON (613) 744-6697

Toronto, ON (888) 954-4100

Midland, ON (888) 480-2224

85. Clinton Miller Royal LePage Parksville-Qualicum Beach Realty Parksville, BC (888) 224-5838

86. Jim Christie Royal LePage Regina Realty Regina, SK (306) 359-1900

87. Eric VanGrootheest Royal LePage RCR Realty† Fergus, ON (519) 843-5400

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

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

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

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

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

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

94. Margorie Grime* Royal LePage RCR Realty†

95. David Jarvis Royal LePage Musgrave Agencies Lloydminster, ON (780) 875-9159

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

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

113. Luc Jodoin Royal LePage Méritas du Suroit Salaberry-deValleyfield, QC (450) 377-6636

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

115. Sue Alexander Royal LePage Casey Realty Peace River, AB (780) 624-1427

116. Jean Dunn Royal LePage

By The Sea Sidney, BC (800) 326-8856

117. Norm Fisher Royal LePage Vidorra Saskatoon, SK (888) 978-6676

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

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

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

120. Amy Assaad Royal LePage Heritage Real Estate Agency Westmount, QC (514) 934-1818

122. Ken Rigel Royal LePage Foothills Calgary, AB (888) 384-4557

123. Angelo Sol Royal LePage Terrequity Realty† Toronto, ON (416) 495-3145

124. Daiva Dalinda Toronto, ON (888) 336-1871

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

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

Orangeville, ON (905) 450-3355

121. Roman Grocholsky Royal LePage Niagara R.E. Centre† Welland, ON (866) 771-7764

Mississauga, ON (866) 754-2121

Kanata, ON (888) 757-7155

Toronto, ON (888) 954-4100

Toronto, ON (866) 753-7243

Kingston, ON (800) 247-6311

Kanata, ON (888) 757-7155

Nepean, ON (888) 780-7747

Toronto, ON (800) 515-9783

Kingston, ON (800) 247-6311

royallepage.ca/joinus 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. This is not intended as an offer to sell or a solicitation of an offer to buy, including a solicitation of any sales representatives or broker that is currently under contract. All offices are independently owned and operated, except those marked as “Royal LePage Real Estate Services Ltd., Brokerage”, “Royal LePage West Real Estate Services” and “Royal LePage Sussex.” Any copying, reproduction, distribution or other use of these materials is prohibited. ©2015 Brookfield Real Estate Services Manager Limited. All rights reserved.

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

140. Paula Minuti Royal LePage Your Community Realty Richmond Hill, ON (905) 731-2000

141. Susan Froese McHardy Toronto, ON (800) 622-9536

142. George Grdic Mississauga, ON (888) 828-0422

143. Katherine Foch Royal LePage Your Community Realty† Keswick, ON (905) 476-4337

144. Robert Porteous Royal LePage RCR Realty† Flesherton, ON (800) 370-2644

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

146. Jay Burton Royal LePage Frank R.E.† Lakefield, ON (877) 652-1598

147. Scott Dopko Royal LePage Musgrave Agencies Lloydminster, AB (780) 875-9159

148. Todd Guergis* Royal LePage First Contact Realty† Barrie, ON (877) 728-4067

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

150. Harbinder Brar Royal LePage Flower City Realty† Brampton, ON (905) 230-3100

151. Michael Brejnik Royal LePage Burloak R.E. Services Burlington, ON (800) 290-0163

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

153. Norm Cholak* Royal LePage Noralta R.E. Edmonton, AB (855) 431-5600

154. Clayton Oldford Royal LePage Gale R.E.†

155. Andrea Hanak Royal LePage Your Community Realty† Richmond Hill, ON (905) 731-2000

156. Cindy Raskob Royal LePage Niagara R.E. Centre† Fonthill, ON (888) 799-6400

157. Garry Parkes Royal LePage Dynamic R.E. Winnipeg, MB (877) 800-5066

158. Jeff Greenberg* Royal LePage Team Realty†

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

160. Glyn Yuhas Royal LePage Community Realty Medicine Hat, AB (877) 528-4222

161. Paula Mitchell* Royal LePage Meadowtowne Realty† Georgetown, ON (866) 865-8262

162. Diana Sneddon Royal LePage Team Realty†

Amir Ghaffari Designate Royal LePage Sussex West Vancouver, BC (604) 925-2911

Tom Hassan Designate Royal LePage Sussex - Tom Hassan West Vancouver, BC (604) 925-2911

Matthew Hill Designate Royal LePage Meadowtowne Realty†

John Jennings Designate Royal LePage Sussex - John Jennings West Vancouver, BC (604) 925-2911

Winchester, ON (613) 774-4253

Ottawa, ON (800) 307-1545

Ottawa, ON (800) 307-1545

Georgetown, ON (866) 865-8262

Patrick O’Donnell Designate Royal LePage Sussex West Vancouver, BC (604) 925-2911

Lance E. Phillips Designate Royal LePage Sussex North Vancouver, BC (604) 984-9711

Jila Rezai Designate Royal LePage Sussex West Vancouver, BC (604) 925-2911

Brock Smeaton Designate Royal LePage Sussex West Vancouver, BC (604) 925-2911

Jason Soprovich Designate Royal LePage Sussex - Jason Soprovich West Vancouver, BC (604) 925-2911

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

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

Gizella Davis* Royal LePage Foothills Calgary, AB (403) 249-4322

Paul Delaney* Royal LePage Your Community Realty† Toronto, ON (416) 213-9601

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

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

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

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

Serge Gabriel* Royal LePage Ville Marie R.E. Agency Montreal, QC (514) 481-0241

Ben Gauer* Royal LePage Ben Gauer & Associates Surrey, BC (604) 581-3838

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

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

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

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

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

Mary Montgomery* Royal LePage Realty Plus†

Isaac Phillips* Royal LePage State Realty†

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

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

Karen P. Scott* Royal LePage Team Realty†

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

Mississauga, ON (877) 828-6550

Hamilton, ON (877) 574-4601

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

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

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

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

Ottawa, ON (613) 725-1171

Congratulations to the members of our 2014 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 Do TM, continually striving in pursuit of achieving excellence in customer service and sales.

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

Phil Soper, President & CEO

royallepage.ca/joinus 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. This is not intended as an offer to sell or a solicitation of an offer to buy, including a solicitation of any sales representatives or broker that is currently under contract. All offices are independently owned and operated, except those marked as “Royal LePage Real Estate Services Ltd., Brokerage”, “Royal LePage West Real Estate Services” and “Royal LePage Sussex.” Any copying, reproduction, distribution or other use of these materials is prohibited. ©2015 Brookfield Real Estate Services Manager Limited. All rights reserved.

REM FEBRUARY 2015 21

It’s not easy for part-timers AS I SEE IT FROM MY DESK

By Stan Albert

A

t a family gathering over the holidays, my youngest grand kid said she’s going to enrol in the OREA Real Estate Course and she’s saving up for it. I asked her, “Why real estate?”

The answer: “Because I can make a lot of money!”

I asked if she will be full time and she said, “No, I’m going into it part time. I don’t want to leave my good paying job at Shoppers.”

I told her that a part-time gig is going to be difficult, but I wished her well and said I’d help if and when she needed it as she progressed. I also said it is a difficult job unless she has a data bank of potential buyers and sellers. I said I’d show her how to build one once she’s well along in her courses. It’s more than just making money, I proffered. It’s about building wealth and making relationships. It takes time and patience, despite YouTube, Facebook, Twitter and Instagram, which have become the shortcuts to building relationships.

I believe that most of the entrants to the course – at least 30 per cent in some areas, are part-timers. This is a continuing problem in our industry and I am not the only one who thinks so. I’ve heard from many salespeople that this is allowing many to enter into a field that is constantly changing and evolving.

Part-timers miss out on training and being involved in an office

environment.

The Real Estate Council of Ontario, along with other regulatory bodies in Canada, are now ramping up the qualifications and looking into more types of education to better prepare entrants to our field. I hope that it will include writing an offer and a listing.

I’ve studied the format of the present curriculum in Ontario and although it has improved dramatically, it still leaves much to be desired by my fellow longtime colleagues.

Most people entering our industry see big money and big cars with what seems to be a very cheap way to became financially successful. But that’s the conundrum. It takes time, education, effort and long hours.

Can a part-time agent really succeed? In some instances sure, but it’s rare. Once they sell their friends and relatives, they don’t know which way to go or what to do. I know this is a valid statement – I’ve heard it so many times from so many sources.

I’ve often said that there should be an apprenticeship program, where the student passes a first year of courses and then works six months under an experienced agent. Then the same for the second year. Once they pass this university type of regimen, then they come fully certified.

At the very least, the wannabe agents will be better prepared.

All the best to you in 2015 and may you have good health.

Anything else you get is a bonus.

I am recovering from some health issues, but you can reach me at 416-736-9730 or 416-4183094 until I return to full-time duties.

Stan Albert, broker/manager, ABR, ASA at Re/Max Crossroads’ iRealty office in Toronto can be reached for consultation at stanalb@rogers.com. Stan is now celebrating his 45th year as an active real estate professional.

REM

22 REM FEBRUARY 2015

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By Glenda Brindle

T

he Real Estate Council of Ontario (RECO) is planning a new registration education program that will ensure the continuing success of the real estate profession. But before I get into the details, I’d like to look back at how the sector has changed.

When I entered the real estate profession 27 years ago, my broker handed me a phone book and told me to get to work on finding some new clients. I’d taken courses to become a salesperson, but I still had a lot to learn. On-the-job learning was essential to my success.

We have come a long way since then, and the current program delivered by the Ontario Real Estate Association (OREA) has served our profession well. But today’s marketplace offers buyers and sellers more options than ever, and trading real estate has become more complex. It’s challenging for brokerages to find the time to bring new salespeople up to speed. As a result, new salespeople are expected to have a higher level of skills and knowledge from the get-go. We need to change our approach to education so that education providers can better meet the needs of today’s real estate sector.

We know that’s the case, because RECO commissioned a great deal of consultation with real estate professionals, education providers and other regulatory bodies. We repeatedly heard that registration education should provide aspiring professionals with the skills and knowledge they need to complete real estate trades when they enter the profession.

With that in mind, RECO has released a proposal for the future of registration education in

Raising the bar in registration education Ontario that will ensure that new salespeople can “hit the ground running.”

Once implemented, only new salespeople and brokers would follow the new learning paths we’re proposing, but we know that registration education affects the entire real estate sector.

Completing real estate trades involves a lot of interaction with fellow professionals. When you’re scheduling showings, taking offers and closing deals, you want the representative on the other side of the transaction to have a thorough understanding of the process. And a skilled, knowledgeable base of brokers and salespeople means positive experiences for buyers and sellers, who then have greater trust in the real estate profession.

Currently, aspiring salespeople get a full overview of the real estate transaction during the preregistration phase of their education, but they don’t have much opportunity to apply that knowledge before they are registered.

After they are registered with RECO, salespeople continue to learn with articling courses and on-the-job learning at their brokerage.

Under our proposal, aspiring salespeople would obtain a broad understanding of the real estate transaction before they enter the profession. There are four key components to our plan: • Key topics that are currently covered in the articling phase would be moved to the pre-registration phase.

• Working with education experts, we would develop a new curriculum for pre-registration, articling and broker education.

• To make sure that students are on track, they would demonstrate what they have learned by completing scenarios based on real-life situations at several points during their education.

• After completing their courses, students would have to pass an independent certification exam.

New salespeople will still require support from their brokerage, but they’ll have a better understanding of the mechanics of a real estate trade.

Overhauling registration education is a big job, but it’s not something we are doing alone.

Education experts will help us develop the new program, and education providers will help us deliver it. Both will be chosen through an open selection process. As our current education provider, OREA will have an opportunity to participate in this process.

RECO’s role would be to provide oversight by setting rigorous standards and by ensuring that education providers meet those standards.

In fact, we plan to introduce greater choice to registration education. Aspiring real estate professionals could have multiple education providers to choose from.

I encourage you to learn more by visiting RECO’s website. We have posted a white paper that describes our proposal in-depth, an executive summary that highlights the key points, and Q&As that answer some of the questions we have received.

And, most importantly, we want to hear from you. I invite you to submit written comments to whitepaper@reco.on.ca by February 2.

I hope you’ll join me in supporting continued progress in registration education. It’s something that all real estate professionals should be excited about.

Glenda Brindle is the chair of RECO’s Board of Directors. She began her career as a real estate salesperson in 1987 and became a broker in 2005. REM

24 REM FEBRUARY 2015

METES & BOUNDS

By Marty Douglas

P

lanning sessions, whether short or long range, are a sop to the membership of organizations, sold to our leaders by facilitators and resold to us by our executive officers because, because… well, we’ve always done it that way. I’m guilty of the exercise on all sides of the equation; specifically I led a British Columbia futurist inquiry in the ’90s, where we tried our best to determine a direction for the industry.

The input from licensees, conveyancers and other services within the industry recommended we progress to an education model that featured more practical learning coupled with an apprenticeship or restricted license. They recommended the industry develop a real estate college and mandatory continuing education. On the technology side, seamless access to information by licensees and the public was stressed. Finally, they also concluded the public needed to be educated in the role of the

Finding out what we already knew Realtor through a public relations campaign.

Hindsight would indicate we were brilliant because almost 20 years later, most of those “visions” are in play. And yet, part of my insecure ego suggests we would have got there in spite of the study, that the recommendations were received and filed, forgotten, not intentionally, but covered over by the very nature of transition in our governing bodies and the industry itself – turnover.

Fast forward to 2015 and the industry in B.C. is preparing a fiveyear plan as a result of a project called Journey of Discovery, a factfinding multiyear inquiry. To quote from the President’s Report, “The research showed we need to help strengthen Realtor professionalism, improve Realtor’s reputations with consumers, enhance consumer experiences with Realtors and encourage innovation.”

Gee! Is it just my tinnitus or is there an echo in here? I’ll grant you the language is more succinct but isn’t this ploughing the same ground? My guess is that 20 years from now we’ll be wringing our hands over the similar results from a futuristic gaze into the same old navel.

And speaking of our reputation with consumers, while my provincial organization was embarking on its Journey of Discovery, guess what

the national organization was doing? What a coincidence! In March 2014, CREA released its Great Expectations Tracking Study, conducted by Nanos Research. Forty-eight pages of brilliant graphics capsulated three main findings: 1. Perceptions of Realtors are largely positive, except on trust.

(Ouch!)

2. Realtors are top of mind for about 75 per cent of buyers and 61 per cent of sellers.

3. The Internet is the main point of entry for buyers.

Pardon me but – yawn.

The key findings spread a little more data and are generally encouraging, even for FSBO business models. It turns out 9.4 per cent of folks who intend to sell their own home are doing it to save money. Two points: the percentage of private sales is historically a minimum of 10 per cent, and the survey was conducted before CREA launched its award-winning (nyah, nyah Alan Tennant!)

SWAT Team TV commercial so results may vary in your neighbourhood.

These results follow patterns established in prior studies in 2003 and 2009 and indicate the “trust rating” has declined since those inquiries, where we are now “more trusted than Members of Parliament and used car salespeople but less than most other profes-

sions.” Thank God no mention of where Rob Ford is in the standings! Of course people who save our lives, nurse us back to health and extinguish our blazing homes are higher up the food chain than we are. But lawyers and insurance agents? And lawyers only if they are not MPs, obviously.

If we can’t win their hearts and minds in the trust department, or even improve our standing over the past decade, is there any point in studying and inevitably spending more money pursuing this quixotic quest?

Let’s face it – we are in sales and the more you try to put lipstick on that pig, the more it looks like animal cruelty.

Buyers tell us they first look for real estate on the Internet to national websites, dominated by Realtors. But – and like Kim Kardashian’s, it’s a whopper – they also tell us they were first introduced to the property they ultimately bought by the Realtor!

That’s the value-added proposition we can take to the bank – the knowledge of the marketplace.

Stop worrying about the image.

And we have known that for decades.

My home board, in 2004, conducted a survey of over 2,000 buyers. They were introduced to the property by a Realtor 46 per cent of the time; the Internet (Realtor.ca) 17 per cent and a for sale sign 15

WE SEE

per cent. Print media was mentioned by 6.4 per cent and open houses by 1.4 per cent.

Fast forward 10 years and we have the same top three: a Realtor 32 per cent of the time, the Internet (Realtor.ca) 28 per cent and the for sale sign 11 per cent.

If we add in other Internet sites – national franchises, we know you’re out there – then the percentage grows from 19.5 per cent in 2004 to 34 per cent in the latest study, placing the Internet in first place, the individual Realtor second and the trusty yard sign with its perennial bronze medal.

(Newspapers by the way, sank by half to 3.2 per cent, just ahead of the surging open house at 3.1 per cent).

But who put the data on the Internet?

The slimy, untrustworthy Realtor.

Take a bow.

Contact Marty Douglas by email at mgdouglas247@gmail.com .

Follow or connect with Marty on Twitter, LinkedIn and Facebook. He is a managing broker for Re/Max Ocean Pacific Realty in Comox and Courtenay, B.C. He is a past chair of the Real Estate Errors and Omissions Insurance Corporation of B.C., the Real Estate Council of B.C., the B.C. Real Estate Association and the Vancouver Island Real Estate Board.

REM

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26 REM FEBRUARY 2015

ANOTHER WELCOME ADDITION TO OUR CANADIAN NETWORK The Coldwell Banker ® network is pleased to welcome the established Truro, Nova Scotia brokerage formerly known as Prudential Woods Realty to our Canadian system. Our newest Canadian affiliate is a leading real estate firm in the area and will now operate as Coldwell Banker Open Door Realt y. The full-ser vice firm and its experienced sales representatives joins our global network of 3,100 residential real estate of fices and over 87,000 affiliated agents worldwide.

“Part of our company’s business involves foreign buyers, so the global connections and reputation of the Coldwell Banker® network were important to us. After carefully considering all the options available to us, we chose the Coldwell Banker® system because it offers the high level of service required to serve our diverse customer base. We’re excited about using their unparalleled resources to develop and grow within our local market.”

Peter Vissers, Owner Coldwell Banker Open Door Realt y Truro, Nova Scotia Email: peter-vissers@coldwellbanker.ca Office: (902) 893-1990

Join us in wishing Peter Vissers and his highly experienced sales professionals of Coldwell Banker Open Door Realty continued success.

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© 2015 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.

Zoocasa responds to industry critics

By Tony Palermo

Z

oocasa’s broker of record Darryl Mitchell wants to set the record straight.

Since it launched in 2009, the Rogers-owned site has created a lot of controversy in the real estate community. It began when Century 21 successfully sued Zoocasa for scraping listings from its website and continued when Zoocasa hired Lawrence Dale, who as owner of Realtysellers had launched a series of legal challenges against organized real estate. Dale has since left the company.

Now, Zoocasa says it still has to battle against the conception that it is anti-Realtor; that it is a commission discounting firm; that it is trying to eliminate the role of the real estate agent so all transactions can be conducted online; and that it doesn’t listen to industry concerns.

“The misconceptions about Zoocasa from some Realtors are plentiful,” says Mitchell, adding that the belief among some real estate professionals that Zoocasa is anti-Realtor or competition for salespeople is completely false.

“We believe that there are many qualified agents working at credible brokerages across the country,” says Mitchell. “Zoocasa’s services are intended to complement an agent’s and brokerage’s current business through referrals.

We see our model as being very much a performance-based marketing opportunity for qualified, high-performing, customer-service-focused agents who are looking for ways to grow their business.”

Mitchell says Zoocasa doesn’t work with just anyone who expresses an interest in partnering with them – that the agents and brokerages Zoocasa establishes a relationship with have been carefully selected based on their ability to provide what he calls “the ultimate customer experience.”

Considerations include reputation; number of years in service, number of transactions completed

each year, demographic requirements and their ability to communicate with the consumer using various languages, methods and technologies. The end goal, he says, is to have agents who, regardless of their brand, are trusted, seen as experts in their field, treat the customer well and make it as easy as possible for the customer to do business with them.

Zoocasa typically partners with agents who have at least five years of experience and handle a minimum of 12 transactions a year. It currently operates in Alberta, British Columbia and Ontario.

Mitchell says many referrals come from consumers who want to directly connect with a specific agent after reading their online profile, which makes it easy for consumers to see the agent’s attributes.

The second way referrals come to agents is directly from the Zoocasa customer service team, which is currently staffed by licensed, salaried agents who are there to help the customer and provide information, but who do not do any selling. Both methods also help the agent by providing a quality, pre-screened lead.

Mitchell estimates Zoocasa generates two or three quality leads a month for their partner agents.

For their part, Zoocasa receives 35 per cent of the agent’s commission entitlement as a referral fee, with almost half of this amount paid back to the consumer as a closing gift in the form of a cash rebate. For example, if the property’s purchase price is $400,000 and the agent’s commission is 2.5 per cent, the agent is entitled to receive $10,000 in commissions. Zoocasa receives 35 per cent, or $3,500, of this $10,000 commission, of which 15 per cent, or $1,500, is given back to the consumer.

Mitchell says he’s heard some agents complain that Zoocasa is nothing more than a commission discounting firm and that it costs

Darryl Mitchell

more than other lead generation programs – two other points he is quick to dispute.

“Some agents have said that the referral fee should be closer to 25 per cent, but we aren’t just throwing names out to the agent,” says Mitchell. “We’re providing better-quality, pre-screened leads.”

He sees nothing wrong with providing the consumer with a cash rebate thank-you gift on closing. He says some agents discount their commissions in order to secure a contract, and the majority of agents provide their clients with a gift on closing. The cash rebate, he says, is a practical way of thanking and helping the consumer out.

Mitchell says Zoocasa’s research has indicated that although it’s a nice incentive, the cash rebate is not the main reason consumers use Zoocasa. People choose the company, he says, because they want to take away the hassle of finding their perfect agent. Moving forward, Mitchell says Zoocasa will find ways to evolve the cash rebate by combining it with other value-added services related to the real estate transaction.

“At the end of the day, innovation stirs things up,” says Mitchell. “Just look at what Uber is doing for the taxi industry. And when the innovation comes from a big company like Rogers, everyone pays attention and the reality is it can be one of those love or hate types of things.” REM

REM FEBRUARY 2015 27

E

ileen Day is the new chief operating officer of The Real Estate Board of Greater Vancouver (REBGV). As director of communication for 14 years, she has played a central role in strategy, planning and issues management work for REBGV, says the board.

“Eileen brings to the role a wealth of experience in the day-today business of REBGV, as well as in-depth knowledge of the complexities and nuances that are inherent to organized real estate locally, provincially and nationally,” says CEO Brad Scott.

Mike Pedersen, the board’s chief information officer, is taking on overall responsibility for both MLS and technology. Craig Munn, previously assistant manager of communication, is now

manager of communication.

■ ■ ■

CREB, the Calgary real estate board, is supporting the Alberta government in tabling the Condominium Property Amendment Act and bringing over 50 amendments for enhanced consumer protection and stronger governance within the condominium industry. In particular, the new act will regulate a disclosure of information related to the sale and governance of condominium units.

“Information is power, and these changes will empower consumers and Realtors to make more informed purchasing decisions,” says Bill Kirk, CREB president. “In particular, it will create clarity around reserve funds and special assessments and reduce those sur-

prises for consumers on things like special levies.”

The amendments include the creation of a condominium tribunal to reduce the time and costs associated with dispute resolution between condo owners and corporations. There will also be increased regulation of the industry with the introduction of licensing requirements for condominium managers by the Real Estate Council of Alberta.

Most of the regulations from the bill will be implemented over the next year. There are more than 320,000 condominium owners in the province and condominium sales account for approximately 20 per cent of residential sales annually, CREB says.

■ ■ ■

Peterborough and the Kawarthas Association of Realtors hosted its Annual Christmas Breakfast in December. The event highlights the past year’s fundraising efforts and the passing of the gavel from 2014 president Ken Barrick to the new president, Dominic Cole.

Area Realtors raised more than $30,000 for local charities during

the past 16 months. The recipients were: Hospice Peterborough, $5,000; Food for Kids, $5,000; Elizabeth Fry Society of Peterborough, $8,168; and Kawartha Food Share, $9,605. At the breakfast, food donations were collected and $2,450 was raised for the Salvation Army’s Hamper Program as well as pyjamas for Sweet Dreams Children’s Charity.

Carolyn Mills created Sweet Dreams in 2011, when she retired as EO of PKAR. Sweet Dreams collects sleep wear for children ages six months to 18 years old who are in foster care or temporary housing. It is partnered with the Kawartha-Haliburton Children’s Foundation and YWCA Cross Roads Shelter. At the end of 2013 a grand total of 868 pair of pyjamas had been collected and through donations and grants, $18,541 was raised to purchase sleepwear as well as socks, mitts and diapers for children in the community.

■ ■ ■

Several local charities received donations from the Vancouver Island Real Estate Board (VIREB) during the holiday season. YANA (You Are Not Alone) Comox

Valley received $620 on behalf of Comox Valley Realtors, who also donated toys for the Salvation Army Toy Drive. In the Nanaimo area, VIREB members donated $1,000 to the Salvation Army, $1,250 to Secret Santa and $500 to the Nanaimo Toy Drive.

In Parksville-Qualicum, the Salvation Army Food Bank received $300 from area Realtors, with the Society of Organized Services Christmas Fund benefiting from a $190 donation.

Members also sponsored a free community swim at Ravensong Aquatic Centre.

In the Cowichan Valley, Realtors dug deep for a $524 donation to Warmland House and $580 to the Cowichan Valley Basket Society. VIREB members also gave to the Salvation Army Toy Drive.

■ ■ ■

Affordable rental housing can be hard to find in the Hamilton, Ont. area, and Indwell (formerly Homestead Christian Care) is addressing the need by building Rudy Hulst Commons, a permanent affordable housing complex Continued on page 28

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28 REM FEBRUARY 2015

Boards and Associations Continued from page 27

in Hamilton’s East End. The block will also house Indwell’s new headquarters and street-level commercial units.

The Realtors Association of Hamilton-Burlington (RAHB), on behalf of its members and the Ontario Realtors Care Foundation, recently donated $15,000 for the project.

“Realtors don’t just sell houses; Realtors sell communities – the same communities in which they live and work,” says RAHB president Tim Mattioli. “Everyone wins when we can build safe, decent and affordable housing.”

Members, sponsors and friends of RAHB showed their generosity and community spirit by raising over $48,500 for the 900CHML/Y108/ 953 Fresh FM Children’s Fund. The funds were raised at the recent RAHB Charity Auction & Social held annually to support The Children’s Fund.

“This auction shows the great things that happen when Realtors and the community come together,” says Aileen Araujo, co-chair of this year’s Charity Auction Task Force. “The support we received was amazing.”

Proceeds from the partnership between RAHB and the Corus radio stations continue to support many local children’s charities throughout Hamilton and Burlington area year round. During the 26 years of the partnership, RAHB’s annual auction has raised more than $838,000 for the charity, making RAHB its single largest contributor.

■ ■ ■

The Victoria Real Estate Board has announced its new Board of Directors for 2015.

President Guy Crozier says, “The real estate industry is really exciting right now. Technology is changing the way we market homes, view properties, make decisions and how transactions take place. Can you imagine 20 years ago the thought of touring a house through an online video or signing a document using your computer or mobile device? There is so much innovation in our industry, and Victoria Realtors consistently lead the way.”

■ ■ ■

The Oakville, Milton and District Real Estate Board is donating office space to the Nanny Angel Network to expand its ser-

vice into Halton. The board also pledged to raise $25,000. The network is the first and only registered charity of its kind in North America to provide free in-home childcare relief to women undergoing cancer treatment.

“With our board providing office space for the Angels, the network can focus their efforts on growing their service into our community while their Angels have a place to do what they do best – help women who need it most,” says Jeff Mahannah, 2015 board president.

The board has donated an existing office at its Oakville location for use by the Nanny Angel Network’s Angels to make appointments and store materials they need for their day-to-day operations.

■ ■ ■

The Real Estate Board of the Fredericton Area held its annual fundraiser in mid-October with proceeds to two charitable organizations, the Fredericton Community Kitchen and Hospice Fredericton. The committee organized a casino night and sold raffle tickets on several prizes. During the casino night, a karaoke contest was held with eight participants

At the PKAR A n n u a l Christmas Breakfast, back row from left: Kristi Doyle, PKAR director and community involvement chair; Dave Ralph, Kawartha Food Share; Sue Stinson, Hospice Peterborough; Steve Sullivan, Kawartha Food Share; Betty Morris, Hospice Peterborough; Donna O’Shaughnessy, representing Kawartha Haliburton Children’s Foundation and sales rep at Century 21 United Realty; Brenda Dales, Food for Kids; Ashlee Aitkin, Kawartha Food Share; and Wendy Giroux, PKAR EO. Front row: Joann Walsh, Kawartha Haliburton Children’s Foundation; Kaya and Kaite, former Crown wards with K-H Children’s Foundation; Carolyn Mills, founder of Sweet Dreams Children’s Charity; and Patricia Zimmer, Elizabeth Fry Society of Peterborough.

Eileen Day

Guy Crozier

David Oikle

competing for a small cash prize.

The events raised $13,000.

■ ■ ■

The Ottawa Real Estate Board’s new Board of Directors includes executive members 2015 president David Oikle, past-president Randy Oickle, president-elect Shane Silva and VP Rick Eisert.

Maz Karimjee, Martin LaRose and Ralph Shaw will continue as directors for the second year of their two-year term, along with newly elected/appointed directors Josée Biggs (chair of the Commercial Services Division), Dwight Delahunt, Margie Hooper, Sarah Kiraly, Brian Sukkau and Dennis Tarrant.

OREB members contributed approximately $82,000 to the Ontario Realtors Care Foundation this year, helping 29 shelter-related charities in the Ottawa area in December. The funds were raised through the board’s annual charity golf tournament, the “dollar per member per month” campaign and a Rona Card program, where a percentage of all money spent by OREB cardholders is donated to the foundation.

The Realtors Care Committee at the board received 29 grant applications from local shelter-

related charities. Each of the charities was endorsed and recommended by a member of the board, ensuring that any grants awarded would go to charities that are supported by its members.

■ ■ ■

The CREB Charitable Foundation celebrated the holiday season by donating $150,000 to 15 Calgary and area charities through its Investing in Hope program.

The program asks Calgary and area Realtors to nominate and vote for their favourite charities to receive funding. The top five charities receiving the most votes in each of the three categories is awarded a $10,000 grant.

This year, the Charitable Foundation donated $250,000 to community charities ($150,000 in Investing in Hope grants and $100,000 in Governors’ Grants, which were celebrated in October). To date, the foundation has donated more than $5 million to a wide range of charities on behalf of the Realtor community.

■ ■ ■

Realtors in St. Thomas, Ont. turned out in force to man Michael McIntee, left, president of the Realtors Association of Grey Bruce Owen Sound (RAGBOS) along with Brad Angel, right, RAGBOS Golf Committee chair, presented Habitat for Humanity Grey Bruce executive director Greg Fryer with a cheque for $5,340 from the Ontario Realtors Care Foundation. The donation was in addition to the $20,200 raised earlier this year at the association’s annual golf tournament.

Kevin Woolham

Realtors and their families gathered at the annual KWAR Children’s Christmas Party on Dec. 4.

REM FEBRUARY 2015 29

Salvation Army Christmas Kettles at their local Walmart during the holidays, collecting $1,210 over a two-day period.

“The London and St. Thomas Association of Realtors (LSTAR) has been organizing Realtor Day Kettle Drives in London for four years now,” says Jim Holody, LSTAR president. “We’re very pleased to see our St. Thomas members come out in such numbers to support their own Kettle Drive.”

Taking part were Alida Jordaan, Nancy Taylor, Jenny McMullin, Martin Trethewey, Earl and Nancy Taylor, Jim Harris, Martese Houle, Ruth Jenkins, Cathy Harris, Ron Fish, Wayne and Angela Devries, Kathy Kewley and Rose Heinbuch.

Earl Taylor, who sits on LSTAR’s Board of Directors representing the City of St. Thomas, as well as Realtor Jim Harris, presented Christmas Care co-ordinator Andreanna Collins with a cheque for $985, along with a cart full of non-perishable food.

Christmas Cares provides holiday hampers to people in need and relies on donations of non-perishable food, toys and money.

■ ■ ■

Kevin Woolham of Century 21 Millennium in Collingwood is the newly elected president of the Southern Georgian Bay Association of Realtors (SGBAR), succeeding 2014 president Wayne Cornfield.

Woolham joined the former Georgian Triangle Association of Realtors in 2008 and has been on the Board of Directors since 2012.

Joining him on the SGBAR board for 2015 are Stan Reljic, presidentelect; Wayne Cornfield; Kim Bellehumeur; Tamara Culham; Keith Hull; Matthew Lidbetter; Joe Rzepecki and Linda Tucker.

The SGBAR donated more than $7,000 from the Ontario Realtors Care Foundation – Every Realtor Campaign to local charities. This year’s recipients were Community Reach in Midland, Campbell House Hospice in Collingwood and the Housing Resource Centre.

■ ■ ■

Generosity from people across the Lower Mainland helped make the 20th annual Realtors Care Blanket Drive a success. More than 17,000 blankets and other clothing items were donated to

help the region’s working poor and homeless populations. The donations were dropped off at one of about 100 participating real estate offices or picked up by Realtor volunteers.

In the past 20 years, the Blanket Drive has helped bring warmth to more than 250,000 people. All donations remain in the community in which they were collected. The initiative is an annual partnership between the Realtors of the Real Estate Board of Greater Vancouver, the Fraser Valley Real Estate Board and the Chilliwack and District Real Estate Board and their communities.

■ ■ ■

From left: Jeffrey Neven, executive director, Indwell; Tom Jeffery, Indwell tenant; Graham Cubitt, director of projects and development, Indwell; Trevor Horzelenberg, president of the board, Indwell; Steven Rolfe, director of policy and planning, Indwell; Tim Mattioli, RAHB president; Ross Godsoe, CEO, RAHB; Nicole Bade, Indwell tenant; and Sylvia Harris, project developer, Indwell.

Realtors and their families gathered to help spread Christmas cheer alongside Santa Claus at the annual Kitchener-Waterloo Association of Realtors (KWAR) Children’s Christmas Party on Dec. 4.

A total of 364 toys were donated to the Salvation Army’s annual Tree of Angels by members.

Children visited with Santa and enjoyed face painting, games, balloon twisting and musical entertainment by Bandolini. REM The 2015 Victoria Real Estate Board of Directors, from left: Mike Nugent, president-elect Wendy Moreton, Tony Wick, past-president Tim Ayres, Kyle Kerr, president Guy Crozier, Cheryl Woolley, secretary-treasurer Ara Balabanian and Marijane Smith.

You Are Not Alone Comox Valley received $620 on behalf of Comox Valley Realtors. From left: Ryan Williams, Re/Max Ocean Pacific in Comox; Harmony Dyck, Royal LePage Comox Valley, Courtenay; Neil Woodrow, VIREB director, Royal LePage Comox Valley, Courtenay; and Gerry Chwelos, Slegg Realty Coldwell Banker, Courtenay.

Fredericton board member Matt Hunter and chair Wendy Hallihan present a cheque to Daryl Branscombe on behalf of Hospice Fredericton.

RAHB 2014 president Tim Mattioli and members of the Charity Auction Task Force present Olivia DePetris, VP of The Children’s Fund, with a cheque for Jim Harris and Martese Houle were among $48,557. the LSTAR volunteers at the Realtor Day Kettle Drive.

Earl Taylor, who sits on LSTAR’s Board of Directors representing the City of St. Thomas, and Realtor Jim Harris present Christmas Care co-ordinator Andreanna Collins with a cheque for $985.

At the SGBAR cheque presentation, from left: Susan MacDonald, Community Reach Midland; Wayne Cornfield, 2014 president of SGBAR; Susan Cathro and Debbie Kesheshian from Campbell House Hospice in Collingwood; and Lucy Gowers and Ken Eady of the Housing Resource Centre.

30 REM FEBRUARY 2015

Good Works T

he team at Sutton Premier Realty in Surrey, B.C. made the holidays brighter for 18 local families. On Dec. 20 they delivered personalized gifts to parents and children as well as enough food to provide a delicious breakfast, lunch and dinner on Christmas Day. The office raised $8,000 for the Surrey Christmas Bureau’s Adopt-aFamily program with silent auctions, poker nights and other fundraisers throughout the year.

“Each Realtor chose a family from a list provided by the Surrey Christmas Bureau and budgeted $400 to $450 each,” says sales rep Janis Stretch. “They then called

the parents personally to speak to them about their food and beverage preferences and the children’s wish lists.”

Sutton Realty Services coowner Scott Shaw and the head of franchise relations, Rick Taron, joined in the festivities. The morning began with a hot, homemade breakfast prepared by sales rep Neru Johal, and then everyone loaded up their vehicles to make deliveries to the families.

■ ■ ■

Century 21 Canada raised $54,255 in support of Easter Seals B.C. & Yukon at the annual Timmy’s Christmas Telethon on

Dec. 7. The Chairperson’s Award, in honour of many years of outstanding commitment to Easter Seals and its cause, was presented live at the event to Brian Rushton, executive VP and Barbara Fromm, VP of administration at Century 21 Canada.

“We visited an Easter Seals camp this summer and experienced firsthand the impact this organization makes in children’s lives,” says Rushton.

During its corporate hour at the event, company members manned the phones taking donations. Volunteers included Ben Houghton, Sunny Brar and Tanya Jakubec of Century 21 In Town Realty; Sylvia Kahlon and Jasbir Sandhu of Century 21 Coastal Realty; and Kim Heizmann of Century 21 Executives Realty.

Sales rep Neru Johal prepared breakfast for the sales reps from Sutton – Premier Realty before they delivered Christmas gifts and food to families in need.

Century 21’s Barbara Fromm and Brian Rushton with the Chairperson’s Award, presented in honour of the company’s work for Easter Seals.

■ ■ ■

Staff and management at Royal LePage Solutions in Calgary raised $7,390 in support of the Royal LePage Shelter Foundation at their annual Christmas Party. Donations for the silent auction came from Sales reps and staff at Royal LePage Wolle Realty in Kitchener, Ont. have been supporting the Food Bank of Waterloo Region for 21 years.

Veronica Carroll, executive director of the Delta Hospital Foundation, accepts a donation from Mandip Gill.

Re/Max Orchard Country in Summerland, B.C. hosted a cotton candy outlet in front of its new location at the recent Summerland Festival of Lights. Proceeds from this effort are donated to the Children’s Miracle Network. Pictured are managing broker Patrick Murphy and sales reps Mike Stohler and Wes Burdick.

Century 21 Canada head office staff members show off their ugly Christmas sweaters at the first C21 Hot Cocoa 4 Kids Day event.

Lower Mainland Re/Max agents in B.C. raised $25,000 worth of toys for Toy Mountain during the recent Christmas campaign. All of the donated toys were given to The Salvation Army.

At the Royal LePage Solutions Christmas fund-raiser, from left: Gene Yamada, associate broker; Diane Scott, broker/owner; Chad Morgan, co-owner; Cara Morgan, coowner; Peter Ridout, in-house lawyer; Crystal McGregor, conveyancing, Diana Dorais, in-house mortgage broker; Kim Bryce, financial administrator; and Suzy Godfrey, administrative assistant.

Royal LePage Performance Realty branch manager John Rogan with items donated to the annual auction.

Above: At Royal LePage New Concept, presenting the grand prize of a trip to Las Vegas to Veronica Kang (second from left) is Sandy Cho (far left), John Cho, broker of record, and Stan Cho, broker/manager.

Sales reps at Liv Real Estate donated $10,000 to Hope Mission.

REM FEBRUARY 2015 31

local businesses and attendees were generous in their bidding. The money raised was donated to the Calgary Women’s Emergency Shelter, which recently presented Royal LePage Solutions with its Tulip Award for Philanthropy.

This honour was given in recognition of over $25,000 in commission donations provided by the brokerage in the previous year.

■ ■ ■

Century 21 Newmarket took part in the Adopt a Family Christmas program and was able to gather all the gifts requested by the family that was sponsored. The brokerage also purchased more than $400 in gift cards for groceries and additional items. All the donations were delivered to The Children’s Aid Society Newmarket.

The program was organized by Century 21 Newmarket sales reps Diana Arter, Julia Lopez and Sue Phillips and supported by their manager and broker of record Isabel Sartisson. Other sales reps and staff provided generous contributions.

■ ■ ■

The sales reps and staff at Royal LePage Wolle Realty in Kitchener, Ont. have been supporting the Food Bank of Waterloo Region for 21 years. This year they weighed in with contributions of more than 2,200 pounds of food and $16,000 in cash to help the food bank with its Christmas Drive. Over the years the brokerage has raised close to $100,000 and 23,000 pounds of food, which amounts to about 300,000 meals.

More than 900 of the firm’s customers, families and friends filled six theatres for the movie Penguins of Madagascar. The price of admission was at least one nonperishable food item per family member and cash donations were made by appeal to local businesses.

■ ■ ■

The sales reps at Liv Real Estate in Edmonton donate a portion of every sale to a local charity.

This year they donated to Hope Mission on the Hope for the Hungry Radiothon broadcast on CISN 103.9, 630 CHED, iNews880 and 92.5 Fresh FM. The brokerage matched donations to $10,000 – that’s more than 3,700 meals (7,400 when matched by other donors).

“We are fortunate to make our

living helping families buy and sell their homes. Helping those without a home in our local community is a natural fit,” says broker/owner Sheldon Johnston.

During the holiday season, Hope Mission provided more than 70,000 meals throughout Alberta.

■ ■ ■

Mandip Gill, a sales rep with Sutton Group - West Coast Realty, has joined a community effort to fund a $12.5 million upgrade to the Delta Hospital in Delta, B.C. Since April 2013 he has been donating five per cent of his commissions to the hospital’s Diagnostics Services Campaign, which requires $7.5 million of non-governmental donations.

“I have been a life-long resident of Ladner and the hospital is a much-needed facility in our community,” says Gill. “This hospital has been able to add a lot of new equipment due to donations from the community.”

■ ■ ■

Royal LePage Performance Realty in Ottawa hosted its annual auction and luncheon in support of the Royal LePage Shelter Foundation recently. The event, now in its 15th year, saw guests bidding on more than 250 auction items donated by the brokerage’s brokers, agents, staff and business partners. Close to $32,000 was raised.

Committee members included Anna Russell, Janny Mills, Jeff McVeigh, Kathy McVeigh, Judy Mulligan, Lise Snelson, Malissa Garcia, Marie-Josee Allard, Marnie Donovan, Retah Jennings Lalonde, DiAnne Masson-Yensen and Marie-Anne Groul.

■ ■ ■

Century 21 Canada’s head office raised nearly $1,500 at its first C21 Hot Cocoa 4 Kids Day staff event. All proceeds were donated to Easter Seals, in support of local families living with disabilities. Century 21 offices across the country invited their communities to a hot cocoa themed fundraiser supporting Easter Seals.

■ ■ ■

Medicine Hat, Alta. residents spent the evening of Dec. 19 “Rockin’ with Royal LePage” at a client appreciation fundraiser hosted by Royal LePage Community Realty. The rock concert featured three cover bands – The Led Zeppelin Show, Legzz (ZZ Top)

and Barracuda (Heart). More than 700 attendees, many dressed in ’80s rock band attire, enjoyed the live performances. Autographed sports memorabilia were among the items available in the silent and live auctions, with a signed Niklaus Lidstrom Detroit Red Wings Jersey selling for more than $800.

Close to $8,000 was raised, all of which is donated to the Medicine Hat Women’s Shelter Society via the Royal LePage Shelter Foundation.

sented cheques to The Guesthouse (the local Out of the Cold shelter) and the Canadian Cancer Society from the proceeds of the ticket sales,” says Anna Dalzell, licensed assistant to Lorraine Jordan.

■ ■ ■

At their annual holiday party,

real estate professionals and staff at Royal LePage New Concept in Toronto held a number of exciting draws, including a grand prize trip to Las Vegas. After a company match, $2,000 in proceeds from the draws were donated to the Royal LePage Shelter Foundation.

REM

■ ■ ■

Royal LePage South Country Real Estate Services in Lethbridge, Alta. recently held its 17th Annual Royal Gala Live & Silent Auction in support of the YWCA of Lethbridge and District’s Harbour House, a 24-bed crisis unit for women and children who are involved in abusive intimate partner relationships. A record-setting $60,415 was raised, bringing the annual event’s grand total to more than $560,000.

■ ■ ■

Team Jordan of Royal LePage In Touch Realty in Midland, Ont. recently held its Second Annual Community Carnival, using almost 110,000 sq. ft. of indoor space, featuring bouncy castles, obstacle courses, a rock-climbing wall, games of chance and face painting.

“With the support of our clients and community, we were able to donate a truck load of food to the Salvation Army, and pre-

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32 REM FEBRUARY 2015

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Trade Shows and Conferences

For complete listings, visit www.remonline.com.

To add a listing to this calendar, email jim@remonline.com

Get out your calendar

Banff Western Connection Jan. 29-31 Fairmont Banff Springs Hotel www.banffwesternconnection.com

Consider making the REM Calendar one of your monthly stops to regularly review what trade shows and conferences are scheduled. In addition to your board’s regular Annual General Meeting, have a look to see what other trade shows may be of interest. Plan your holiday around a trade show and learn as you vacation in the host city of your choice.

The Banff Western Connection promises to be informative and stimulating with powerful speakers and a host of sponsors and exhibitors who will deliver an array of new products and services you need to know about. After the show, see another show presented by the spectacular Canadian Rockies.

Century 21 Kickoff and Awards Gala 2015, Supplier Fair Tuesday, Jan. 27 Hyatt Regency Montreal Montreal Carla Ty – supplier.expo@century21.ca Century 21 Kickoff and Awards Gala 2015, Supplier Fair Wednesday, Jan. 28 The Westin Harbour Castle Toronto Carla Ty – supplier.expo@century21.ca

Ontario Real Estate Association Regeneration Thursday, March 12 The Westin Harbour Castle www.orea.com

Compiled with the assistance of Bob Campbell at Colour Tech Marketing, www.colourtech.com

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34 REM FEBRUARY 2015

The worst profession

THE PUBLISHER’S PAGE

No other job is thought of with more disdain and misery than that of a CRA representative. Who can blame those feelings? Especially from those who are entrepreneurs.

If you are in business for yourself, you may rightfully feel like the primary prey of the dreaded CRA as it casts a shadow over your door.

The CRA is a major bully in the life of the small business person and like all bullies, you never want to make them mad. If they come to see you, you better be nice and say yes sir and no sir or yes ma’am or no ma’am. You better scrape and bow to the best of your ability because if they get angry at you, they will attack you. Never ever speak harshly to a CRA agent.

They’ll make you sorry you ever did. And if you think of getting a lawyer to represent you in a dispute with the CRA, you’re just asking

By Heino Molls

W

hat job title conjures up the worst image of a person for you? A few spring to mind right away such as bill collectors or customs officers.

Few people seem to like the folks who do those jobs. The one that most often comes to mind for most people, however, is government revenue official or tax man. More specifically, Canada Revenue agent.

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for trouble because unless you have Perry Mason or John A. MacDonald on your case, the CRA will come after you harder than you could ever imagine.

As we have seen and read in many cases across the country, the CRA can be relentless in its pursuit of taxpayers who rub them the wrong way, regardless of their guilt or non-guilt. The CRA can be very mean. It is maddening to see innocent small businesses squashed, yet corrupt major corporations seemingly rip off taxpayers with what appear to be gifts from government coffers and get complete passes on CRA scrutiny in their dealings as they build profits yet pay few taxes.

How often have we heard about accountants and bookkeepers who demonstrate CRA incompetence every tax season by sending in 10 income tax returns that are exactly the same to 10 different CRA agents, and get 10 different responses? How often have we read about how ruthless the CRA can be to small business people who may have never done anything wrong except question an assessment from the CRA? Until you have seen and heard the indignation of a CRA agent’s self-righteous claims, you have not seen complete and total disfigurement of the official languages of English, French and First Nations.

No other business people that I

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know of are more vulnerable to the CRA than real estate brokers and sales representatives. If I could wish for anything for everyone in the real estate business it would be a department or a place to turn to for help in dealing with these scoundrels. I believe that salespeople across Canada need a paladin or a champion who is ready to take their cause and help them sort through the sea of vicious complexities the CRA can and will throw at the most innocent person whenever and however they wish.

Did you know that the law of this land is on the side of the accused in all cases except one?

You are presumed not guilty of any charge in this country, until you

are found guilty in a court of law, with one exception: The Income Tax Act. If the CRA declares you are guilty of not filling out the proper forms or not paying the correct taxes, then you are guilty and you must take action to prove your innocence.

If it was up to me, and we all know it is not, I would get the best legal minds and yes, the best lawyers in the whole world and I would create an entire department to fight for all Canadian salespeople when the CRA comes knocking. Bullies indeed.

Heino Molls is publisher of REM. Email heino@remonline.com.

REM

OBITUARY

Mary Bales

M

ary Bales, an award-winning sales rep and philanthropist with Coldwell Banker Peter Benninger Realty in Kitchener, Ont., died on Dec. 12.

A top-producing sales rep for many years, Ms. Bales was presented with a Meritorious Service Award by former Governor General Michaëlle Jean in 2009 for her dedication to affordable housing.

She was also awarded the Coldwell Banker Eagle, which signifies the highest level of accomplishment within the international organization.

She won the national Coldwell Banker Ambassador Award for 2009 in recognition of her humanitarian acts and commitment to community service. Ms. Bales was involved in many local organizations including board membership at the YWCA, Grand River Hospital and United Way. She also served as a director of The Economical Insurance Group and as a governor of the University of Waterloo. In 2001, she created Heartwood Place, a charitable organization dedicated to providing safe, affordable and adequate housing.

“I can tell you there is no replacing Mary Bales. She was one of a kind,” Peter Benninger, broker of record/president of Coldwell Banker Peter Benninger Realty, told The Record.com. “She was an icon.”

Ms. Bales was presented with the Faculty of Arts Alumni Achievement Award in 2002. The award recognizes University of Waterloo Arts alumni who have made outstanding contributions to their professional field and/or in community and public service.

A story on the Waterloo Alumni site celebrating her 2002 award says: “A century home, extensive gardens, two Afghan hounds and two ‘street’ cats keep Mary sane and sensible, and good friends and church activities fill the remaining spots on her weekly calendar.”

The Record says Ms. Bales suffered a brain aneurysm early in REM December. She was in her early 70s.

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