February 2017 by Real Estate Magazine (REM)

Issue #332

February 2017

FINTRAC steps up examinations Page 3

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FINTRAC steps up examinations Officials from FINTRAC say sales reps and brokers need to understand that every FINTRAC obligation – and every transaction – comes together to form a bigger picture. By Tony Palermo

n spring 2016, a spokesperson for the Financial Transactions and Reports Analysis Centre (FINTRAC), Canada’s financial intelligence unit, told REM that significant deficiencies in how some real estate salespeople and brokerages in the Vancouver area were handling their obligations under Canada’s anti-money laundering laws prompted them to increase the number of examinations they perform in the real estate sector right across the country. REM has learned that since spring 2016, FINTRAC stepped up its examinations of salespeople and brokerages by more than 33 per cent from coast-to-coast, and actually quadrupled them in British Columbia. The majority of those examinations occurred in the Greater Vancouver Area. The increased scrutiny revealed even more of what the financial watchdog calls “significant” and “very significant” noncompliance across all areas of the sector’s obligations under Canada’s Proceeds of Crime (Money Laundering) and Terrorist Financing Act (PCMLTFA), including with overall compliance regimes, policies and procedures (or lack thereof), training, recordkeeping and reporting. “The three levels of non-compliance are limited, significant and very significant,” says Renée

Bercier, senior communications officer with FINTRAC, adding that the overall degree of noncompliance is measured based on the severity and number of deficiencies found during an examination. Bercier says that significant non-compliance “may include the presence of an excessive number of minor deficiencies, the presence of some serious deficiencies, or a combination of factors that places the entity within the threshold for significant noncompliance.” Very significant non-compliance can include an unacceptable number of minor and serious deficiencies; or deficiencies of a very serious nature. Michael Boole, manager, Regional Support Unit with FINTRAC’s Compliance Sector, says criminals who want to launder funds generally look towards industries that aren’t taking their obligations as seriously as others. He says money laundering is a huge problem, but it’s difficult to pinpoint how much money is laundered each year. Still, Boole says it would be safe to estimate it is billions annually. “And, when you have an industry that’s operating where even a minority, but a loud minority, are saying that money laundering isn’t occurring in their sec-

tor, it almost makes it worse for that sector,” he says. Boole says sales reps and brokers need to understand that every FINTRAC obligation – and every transaction – comes together to form a bigger picture. Frontline salespeople and brokers, he adds, are absolutely key to fighting money laundering, which is why it’s really important they understand every aspect of the transaction and embrace the idea that one obligation isn’t necessarily more important than another. “It’s important for Realtors, and all reporting entities for that matter, whether they’re major franchises or independents, to meet their obligations in all areas (in order) to fight money laundering because every area really is intertwined,” says Boole. Under Section 7 of the PCMLTFA, salespeople must report suspicious transactions to FINTRAC when there are reasonable grounds to suspect that a transaction (or an attempted transaction) is related to the attempted commission of a money laundering or terrorist activity offence. “The ‘reasonable grounds to suspect’ part, that’s key,” says Boole, adding that people are sometimes hesitant to report on others if they aren’t positive the individual is a criminal or that money laundering is definitely

“Sometimes, I’ll personally hear from the real estate sector that they don’t feel like they belong to the regime because all of the transactions go through the financial system and banks, but the banks don’t have the same face-to-face-dealings like the agent.”

occurring. But as he says, it comes down to suspicion. “Sometimes reporting entities look for a higher threshold – they feel there is higher burden of proof where they have to prove their suspicions,” says Boole. “But that’s not the case. If you have reasonable grounds to suspect the individual is involved in criminal activity, at that point you’ve met your threshold to report it to FINTRAC.” Behind the scenes, tactical analysts take all of the Suspicious Transaction Reports from across the different sectors and reporting entities and combine them together to produce a disclosure for law enforcement. As Boole says, it’s like piecing together a complex puzzle. The more pieces you have to work with, the better the picture becomes. “So, certainly, the message is, if your part of the puzzle is missing or deficient in some way, it can really have a domino effect on the rest of our disclosure products and the intelligence that’s going out to law enforcement,” he says. Boudreault agrees. “The role of the real estate agent is really important in the regime because they’re the ones with the face-toface relationship with the client,” he says. “Sometimes, I’ll personally hear from the real estate sector that they don’t feel like they belong to the regime because all of the transactions go through the financial system and banks, but the banks don’t have the same face-to-face-dealings

like the agent. The agent (is the one who) can help raise those flags to FINTRAC.” It’s a message FINTRAC is trying hard to get across. So, in addition to increasing its examinations and enforcement within the real estate sector, FINTRAC also launched an education campaign, working closely with real estate associations and boards to educate all levels of the industry about its obligations under the act, and to better show how money laundering is occurring. “What we’ve done since April 2016 is a lot of outreach,” says acting manager Alain Boudreault with FINTRAC’s Relationship Management Unit, Compliance Sector. “Something that had been brought up in the discussions last year with CREA and other Realtors was that they needed more specific information about how money was being laundered in real estate.” This resulted in FINTRAC developing the recently released 12-page operation brief titled Indicators of Money Laundering in Financial Transactions Related to Real Estate (www.fintrac.gc.ca/publications/operation/r eal-eng.asp), which details 39 indicators that may indicate suspicious activity. Last August, FINTRAC also released a risk-based approach workbook for the real estate sector (www.fintrac-canafe.gc.ca/publications/rba/rba-res-eng.pdf), Continued on page 4

4 REM FEBRUARY 2017

THE GUEST COLUMN

By Vito Campanale urrently most conditional offers are written such that if the condition is not met, the offer becomes null and void and the buyer’s deposit shall be returned to the buyer in full, without interest or deduction. But what happens when the seller, after they have been properly informed in writing by the buyer that a condition has not been met, refuses to release the deposit? In Ontario if the buyer and seller don’t come to an agreement within two years, the deposit holder, usually the listing brokerage, must forward the deposit in question to the Real Estate Council of Ontario (RECO) along with copies of the file, in the event the matter is resolved sometime after the two-year period. The seller, since they have been notified that the condition in the agreement has not been met, is therefore free to continue to market their property for sale. However, where does that leave the buyer? How often does the buying Realtor explain to the buyer when the offer is being prepared that in the event the condition is not met, the release of the deposit is not automatic and that the seller will actually have to agree to such a release? If the seller refuses to release the deposit, the only recourse the buyer has is to sue the seller and the deposit holder in small claims court. In those situations, buyers are rightfully upset. Even if the buying Realtor has explained to the buyer that this possibility exists, it will still be upsetting when and if it actually occurs. They will also be upset because they now have to incur the cost and the time of retrieving that deposit through the court system. Many of them will have to spend even more money for legal advice. Sadly, if the deposit is large enough, many buyers will not be in a position to purchase another property until they retrieve these funds. In these situations, buyers also

When sellers refuse to release the deposit get upset at their Realtors and usually the listing brokerage. It’s a poor reflection on our industry. My suggestion is to use a clause for conditional sales that protect your buyer from this unpleasant situation, such as this: “The Seller agrees in the event that the Buyer does not waive the conditions within the dates and times as set out in this agreement and its amendments, the Seller gives the Deposit Holder, the Brokerage or other Party holding the deposit an irrevocable direction to release the deposit to the Buyer without the necessity of a Mutual Release signed

by either Party.” RECO’s basic position is that as long as it has been explained to both parties what this clause means, it has no problem with the clause. The use of the clause in conditional agreements provides several benefits. First, the deposit no longer becomes an issue between the buyer and seller and their respective salespeople. Understand that if the deposit is released by the deposit holder to the buyer, this does not negate the seller’s right to sue the buyer for damages in the event the seller feels the buyer did not act in good

faith with respect to the conditions that were used in the agreement. Secondly, the deposit can now actually be given back to the buyer as the conditional clause states in the Agreement of Purchase and Sale. The buyer will have his deposit and is free to purchase another property. Thirdly, brokerages and their Realtors are no longer stuck in the middle of this dispute. Brokerages should seek their own legal opinion if they plan on using this clause. It should be said that this is not a huge problem in our industry and more often than

Here’s RECO’s position

By Joseph Richer When an agreement of purchase and sale falls through, RECO’s position is that the deposit should be disbursed only if the parties have agreed in writing that the money be released, or by court order. This is reflected in our Registrar’s Bulletin on the topic. Registrant questions primarily revolve around how they establish the parties’ written agreement to the release of the deposit monies. There are different ways to get written approval to release deposits. In fact, before writing his article, Mr. Campanale contacted RECO to confirm that his process would not violate the Real Estate and Business Brokers Act, 2002 (REBBA 2002) and the Code of Ethics.

At the basic level, Mr. Campanale proposes including the following clause in an Agreement of Purchase and Sale, which must be understood and agreed to by the parties to the agreement: The Seller agrees in the event that the Buyer does not waive the conditions within the dates and times as set out in this agreement and its amendments, the Seller gives the Deposit Holder, the Brokerage or other Party holding the deposit an irrevocable direction to release the deposit to the Buyer without the necessity of a Mutual Release signed by either Party. There is nothing in REBBA 2002 that would prohibit the use of this clause to satisfy the requirement of written direction. That said, it’s important to emphasize that the buyer – and more importantly, the seller – must clearly understand what this clause means, and agree to it. In addition, both the buyer’s brokerage and the seller’s brokerage should acknowledge their agreement with the direction, by initialling it, for example. RECO also strongly recommends that both parties get inde-

pendent legal advice before they proceed. In general, RECO encourages buyers and sellers to make decisions only when they have all the information, which usually is when the deal has failed. Mr. Campanale’s clause commits sellers to releasing the deposit when the conditions are not met – before they know the specific circumstances that caused the deal to fall through. As such, RECO continues to recommend the leading practice of only disbursing deposits by mutual agreement in writing or court order, after the deal has failed. However, provided that proper informed agreement is obtained, along with independent legal advice, using Mr. Campanale’s proposed clause would not violate REBBA 2002 or the Code of Ethics. Before recommending the use of such contractual terms, you should always consider whether it is in your client’s best interests. As a real estate professional, that’s your duty to your client. Joseph Richer is registrar of the Real Estate Council of Ontario. REM

not all parties sign a mutual release and the buyer and seller are free to pursue their real estate needs. However, I believe buying Realtors should protect their buying clients from unco-operative and/or obstinate sellers who have been properly served in writing to the fact that the condition(s) in the agreement have not been met, but refuse to release the deposit simply because they can. Most large brokerages in Ontario send files to RECO every year with deposits for deals where sellers have refused to release the deposit. It’s time we do something about it. Vito Campanale is a chartered professional accountant and has been a broker of record for 32 years at Century 21 First Canadian Corp. in London, Ont. REM

FINTRAC steps Continued from page 3

which Boudreault says will go a long way towards helping salespeople and brokers understand their obligations and help them design an effective regime. “We’ve also conducted two webinars and we continue to meet with the industry,” says Boudreault. “We were told that Realtors needed more information about how the real estate sector is vulnerable to money laundering so we’ve been really getting that information out over the summer and fall.” This year FINTRAC will revamp the wording of its guidelines to make them more understandable. Boudreault says this is also in response to feedback from smaller reporting entities saying that the guidelines, as they’re currently presented on the website, are too long and quite difficult to read. The new guidelines, he says, will be presented in a different format and will be better linked to FINTRAC’s enforcement strategy – something Boudreault anticipates will give real estate professionals a better idea of what FINTRAC expects and is looking for during an inspection. REM

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6 REM FEBRUARY 2017

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

arl Oake, who founded Century 21 United Realty in 1978 and grew it into one of the largest Century 21 brokerages in Canada with six offices, is turning the business over to his daughter, Vanessa Oake Hogan. While Vanessa was studying commerce in university, she worked summers at her father’s company as a receptionist. She got her own real estate license in 1994, but moved to Toronto to start a

family and explore career opportunities. The love of her hometown and the industry brought Vanessa back and she recently spent three years selling real estate alongside her father. The brokerage is known for its community service. Over 30 years, the annual Carl Oake Swimathon has raised more than $1 million for local children’s charities, including Easter Seals. In addition, the company is the main sponsor of the Peterborough Lakers Lacrosse team.

Carl says he is now happy to relax while his daughter carries on his legacy. He will continue to assist at the office over the next three years, while spending more time working on his golf game.

Kirady and Westmacott have been in real estate services in Winnipeg for over 10 years. They say they hope the new office will “appeal to a more youthful, energetic and professional real estate community.” Kirady says the new office “will start from day one as a small family with one administrative staff, two brokers and four Realtors, with the vision and desire to grow it into a larger family while maintaining the fresh appeal that is key to its success.” It’s located in the

Crescentwood/Osborne section of Winnipeg. ■ ■ ■

More than 450 people gathered in a banquet hall in Surrey, B.C. to celebrate the grand opening of Century 21 AAA Realty. The team of 30 salespeople is led by owner/president Kevin Khan and managing director Shabnam Narayan. Khan brings more than 15 years of real estate and mortgage brokerage experience. He specialContinued on page 8

■ ■ ■

Sean Kirady and Heather Westmacott recently opened Re/Max One Group in Winnipeg. “It’s the first of the ‘big three’ to open a new franchise since the ’80s, and it’s also the first that is jointly led by a woman,” says Kirady.

At the opening of Century 21 AAA Realty, from left: Brian Rushton, EVP, Century 21 Canada; Sukh Dhaliwal, MP for Surrey - Newton; Shabnam Narayan, the brokerage’s managing director; Faiyaz (Kevin) Khan, owner/president; and Randeep Sarai, MP for Surrey - Centre.

Ermidio Alves

Heather Westmacott

Cover photo: JENN SCHOFIELD / CATSMAC PHOTOGRAPHY

Max Hahne

Evan J. Wright

Publisher HEINO MOLLS heino@remonline.com

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Sean Kirady, centre, with his 204Homes.ca team members Jeff DeBrincat, left, and Ryan Jones. They have joined him at Re/Max One Group.

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

Phone: 416.425.3504 www.remonline.com 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 2017 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. 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 complies fully with the CREA’s Trademark Policy (section 5.3.2.6.1). ISSN 1201-1223

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Carl Oake and Vanessa Oake Hogan

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Multiple Listings Continued from page 6

izes in land development. Khan’s leadership style fosters a family-like atmosphere and encourages growth for all his agents, the company says. Biweekly open-table conversations, agent mentorship, office committees and Mix-n-Mingle events allow salespeople to take leadership roles within the company, says Century 21. Narayan has spent more than 15 years in the real estate industry with various companies including Keller Williams Black Diamond Realty and Coldwell Banker Universe Realty.

140 agents working out of two fullservice offices in Pickering and Oshawa.

O B I T U A R I E S

■ ■ ■

Donna Tilley

Century 21 BJ Roth Realty in Barrie, Ont. has expanded to Orillia with the purchase of Century 21 Don Campbell Realty. The Orillia location and its current salespeople will continue under the support of the Century 21 BJ Roth Realty banner. Continued on page 10

■ ■ ■

Maurice and Eleanor King, known as The King Team, have joined Royal Heritage Realty. The King Team has been a top producing team in Whitby and Brooklin, Ont. for more than a decade, says Royal Heritage Realty co-owner Paul Etherington. The brokerage, formed two years ago, is owned and operated by Etherington, Michelle Makos and Joe Pitino. It has more than

Donna Bernice Tilley (nee White), a co-owner of Royal LePage Generation Realty in Grand Falls - Windsor, Nfld., died on Jan. 7. She was 68. A well-known member of the Grand Falls - Windsor business community, Donna served for many years in the financial services industry with ScotiaBank. She entered the real estate field 20 years ago and was one of three broker/owners of Owen Grimes Realty (2000), which joined the Royal LePage Franchise Network in 2006 and became Royal LePage Generation Realty. A note on the brokerage’s website says: “Donna will be deeply missed here not only by her co-workers but by a large circle of clientele. Donna was such an extraordinary person. This is truly a great loss to our company and to our community Donna Tilley as a whole. She will be profoundly missed by everyone whose lives she touched. Nevertheless, we will remember such a hardworking, kind, generous lady who was a pleasure to work with.” She leaves her husband of 48 years, Ed Tilley, her daughters Carla Roberts (Terry) and Amanda Hunt (John), grandsons Benjamin and Alex Roberts, granddaughter Ella Hunt and many other family members. Donations can be made to the Royal LePage Shelter Foundation, www.royallepage.ca/shelter or call 416-510-5750.

Joseph “Joe” Rzepecki

Brian Rushton , EVP of Century 21 Canada, with Virendra Srivastava, owner of Century 21 People’s Choice Realty.

Joe Rzepecki, a Realtor for more than 30 years, died on Dec. 10. While a member of the Southern Georgian Bay Real Estate Association (SGBREA), he sat on the Board of Directors many times, including six years as president. “When SGBREA amalgamated with the former Georgian Triangle Association of Realtors (GTAR) in 2013, Joe once again stepped up and volunteered his time and expertise to the Board of Directors as well as multiple committees and task forces,” says a statement by the Southern Georgian Bay Association of Realtors. “He treated all his colleagues with kindness and respect and represented the membership exceptionally well.” His volunteer efforts extended beyond real estate into the community includJoe Rzepecki ing working with FACE (Forum of Accountability in a Circle Experience) – a restorative criminal justice program dedicated to working with young offenders in the Midland/Penetanguishene area. “Joe’s dedication and commitment to the real estate profession was remarkable and his fellow Realtors in Southern Georgian Bay are all grateful to have benefitted from his wisdom and knowledge during his many years of service. He will be sadly missed but remembered very fondly by many,” says the association. “To quote one of our members upon hearing of his retirement in June, ‘Joe was one of the greats!’”

Peter King Minogue Attendees at the Century 21 Canadian Management Academy.

Eleanor and Maurice King

Peter Minogue, the founder of Coldwell Banker Peter Minogue Real Estate and the owner of Morland Appraisals in North Bay, Ont. died suddenly on Dec. 18 at the age of 72. Throughout his career he played a leadership role in real estate and economic development in the region. He served as president of the North Bay Real Estate Board and on the board of the Ontario Real Estate Association. From 1996 to 2003 Peter was the chair of the City of North Bay Economic Development Commission. In 2001 the CNIB honoured him as their celebrity roaster. Peter was the president of Callander Bay Developments and Osprey Links Golf Course. Peter Minogue A multi-talented athlete, he was inducted into the North Bay Sports Hall of Fame in 2008. He was a member of the Garland Pepsis winning provincial basketball team. In curling he skipped a number of winning teams, nearly making it to the briar on more than one occasion. The Algonquin Trojans won the NDA Triple Crown in 1963-64 with Peter starring in both senior football and basketball teams. He quarterbacked local teams in the Canadian touch football finals twice. Peter’s son Brad Minogue is the broker of record at Coldwell Banker Peter Minogue Real Estate. A celebration of Peter’s life will be held at Osprey Links club house on May 20. The family says donations in Peter’s memory to the North Bay Regional Health Centre will be gratefully acknowledged. REM

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10 REM FEBRUARY 2017

Multiple Listings Continued from page 8

The company previously had seven offices and nearly 250 sales reps serving the Barrie, Midland, Angus, Innisfil and Washago areas. Forty salespeople are now part of the Orillia team and the company expects that office to grow to 50 sales reps during the next 18 months. To support this rapid expansion, the company is looking to move into a new building in the area. Brokerage owner Bernard (Bernie) Roth has been in real estate for 41 years, starting at the age of 18. ■ ■ ■

Engel & Völkers North America recently announced the opening of a shop in Muskoka, Ont. It is led by license partners Max Hahne and Tammy Abbotts, who also own Engel & Völkers Collingwood. The new shop is at 102 Manitoba St. in Bracebridge. It is one of the largest four-season towns in Muskoka and central to all waterfront cottages in the area. “Engel & Völkers Muskoka

will be among the first to provide premium level real estate services to the residents of Bracebridge,” says Hahne. “We expect to shine a greater spotlight on the area to a wider audience both within the region and around the world.” Engel & Völkers Muskoka will provide services in Huntsville, Bracebridge, Gravenhurst, Port Carling and Georgian Bay, as well as Lake Of Bays, Lake Muskoka, Lake Rosseau and Lake Joseph. ■ ■ ■

A contemporary real estate office with state-of-the-art technology is now home to the growing team at Century 21 People’s Choice Realty in Brampton, Ont. The company first opened in 2004 with only four agents, but now has three offices and more than 500 Realtors serving Toronto, Mississauga and Brampton. “To meet the increasing needs of our company and clients, we decided to move from Brampton East to the Brampton West Area,” says Sweta Persaud, manager of the brokerage. “We selected a larger sophisticated space so when agents bring clients into the office it speaks to the cutting-edge,

quality service that we deliver.” ■ ■ ■

ELFA Realty has become Coldwell Banker’s newest commercial affiliate. The Brampton, Ont. company is now Coldwell Banker Commercial ELFA Realty. Founded in 1977, ELFA Realty built its reputation in real estate investment and property management, the company says. It specializes in commercial brokerage, including the marketing of apartment buildings and business franchises, as well as retail, office and industrial space. President and broker of record Ermidio Alves has been in the commercial real estate and property management business for over 40 years. He was formerly affiliated with Prudential. The brokerage will include a property management division that will operate as Coldwell Banker Real Estate Management Leaders. ■ ■ ■

After substantial growth during the last five years, Century 21 Leading Edge Realty out grew its previous Stouffville, Ont. location and now has moved

to a new space downtown. To accommodate the expansion, owners Paul Baron, Tasis Giannoukakis and Anthony Bungaro renovated an old bank on the south-east corner of Main and Market, transforming the 3,000square -foot main floor into a modern welcoming open concept space for clients, with common work areas for agents. They focused on keeping the heritage feel of the building, including high ceilings with wood beams, and by adding a large wooden harvest table to create the desired inclusive atmosphere. The Stouffville location is one of nine Century 21 Leading Edge Realty offices. It will be managed by Bungaro. ■ ■ ■

Paul Anand, broker/owner of Plex Realty Corp. in Toronto, recently announced that Evan J. Wright has joined the Plex sales team. “Evan is a seasoned entrepreneur with multiple past business successes who will help develop the Hamilton and Niagara region investment market,” says Anand. Plex Realty Corp. is an independent brokerage with 15 years

of experience servicing the GTA duplex, triplex and multiplex markets. ■ ■ ■

Brokers and managers from Century 21 offices across the country gathered in Toronto in December to learn how to build and maintain productive, profitable real estate businesses at the annual Century 21 Canadian Management Academy (CMA). The week-long, intensive program provides personalized guidance to help attendees build their market share. The sessions are led by Chris Leader of Leader’s Edge Training, applying his over 30 years of real estate experience as a brokerage owner, manager and trainer. Members of the Century 21 Canada leadership team also lead discussions on corporate direction, online marketing, public relations and social media strategy. This year, Chiyoko Kakino, vice president of marketing, Todd Shyiak, vice president of operations and Gary Zalepa, director of strategic growth and franchise development held sessions with attendees. REM

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Ottawa Agent Builds a Multi-Million Dollar Real Estate Legacyy in 4 Short Years Real success in any business means not only healthy earnings, but also time off to enjoy life. The fact is, however, that most Canadian real estate agents sacrifice their entire lifestyle in pursuit of success and, ironically, instead of gaining more freedom, they become slaves to their real estate business. If you donâ&#x20AC;&#x2122;t have a real business system, you donâ&#x20AC;&#x2122;t really have a business at all. What you have instead is a â&#x20AC;&#x153;jobâ&#x20AC;?, and for most real estate agents, itâ&#x20AC;&#x2122;s a really horrible job: one that consumes your time, keeps you away from friends and family, and doesnâ&#x20AC;&#x2122;t pay very well. The fact is that agents leave our industry in droves, not because theyâ&#x20AC;&#x2122;re not great at working with clients, but because they simply canâ&#x20AC;&#x2122;t make the business work. They donâ&#x20AC;&#x2122;t have enough leads, they donâ&#x20AC;&#x2122;t find enough time to properly follow

up and thus convert their leads, they donâ&#x20AC;&#x2122;t know exactly why they win or lose a listing. Even though they work very hard, too much is left to chance. Trying to â&#x20AC;&#x153;do it allâ&#x20AC;? without a clear understanding of what works and what doesnâ&#x20AC;&#x2122;t ultimately sows the seeds of failure for many agents. A profitable and â&#x20AC;&#x153;realâ&#x20AC;? business MUST be based on a solid system. In real estate, that means a system to automatically and inexpensively generate leads, a system to convert those leads, and a system to convert the buyers and sellers you meet with into paying clients. Every successful business in the world, from Macdonalds to Google, is based on proven and duplicatable â&#x20AC;&#x153;systemsâ&#x20AC;?, and the agents who achieve mega success in our industry (defined as both high earnings and high quality of life -- i.e. making boatloads of money without killing them-

selves to do it) have done so on the strength of solid, proven, eff ficient business systems. As revealed in the profile of Ottawa agent, Marnie Bennett, below, and on multiple other agents you can read about at www.MoreMillionaireAgents.com, creating a highly profitable real estate business is certainly possible, regardless of whether youâ&#x20AC;&#x2122;re a brand new agent or have been in real estate for years, whether youâ&#x20AC;&#x2122;re a man or a woman, a solo agent or team, whether you live in the U.S. or Canada, and regardless of which franchise youâ&#x20AC;&#x2122;re with. Each of the agents profiled credits the same real estate system as being responsible for their success: The Ultimate Real Estate Success System pioneered by Canadian Real Estate Guru Craig Proctor. Craig Proctorâ&#x20AC;&#x2122;s Real Estate System has created more Millionaire Agents than any other real estate system in the

world. Craig Proctor was a highly successful AGENT himself, right here in Canada, for more than 20 years. In fact, no agent in Canada has sold more homes than Proctor has, and by sharing the system he used to achieve his own success, heâ&#x20AC;&#x2122;s been able to help over 30,000 agents worldwide to transform their real estate jobs into highly lucrative real estate businesses that donâ&#x20AC;&#x2122;t come at the expense of high lifestyle costs. This is the same system Proctor used himself in his own highly successful real estate career right here in Canada. As you may know, he was twice named the #1 RE/MAX Agent in the world and was in the top 10 for RE/MAX International for 15 years. If you do not have a clear, detailed business system (key word, system) that you are using to move methodically to your goalsâ&#x20AC;Śa plan you could

show a banker or investor or new partner or key associateâ&#x20AC;Śa plan you have reasoned, complete confidence in, then why wouldnâ&#x20AC;&#x2122;t you examine Proctorâ&#x20AC;&#x2122;s Ultimate Real Estate Success System - free? For a limited time, you can have a â&#x20AC;&#x153;sneak peekâ&#x20AC;? at what your real estate business could look like by attending Proctorâ&#x20AC;&#x2122;s upcoming Free Discovery Day, details of which youâ&#x20AC;&#x2122;ll find on this page. Yes, Craig Proctor will openly share with you how he became Canadaâ&#x20AC;&#x2122;s top agent. Learn from a real doer, not a talker. Unlike most real estate trainers that have never successfully sold real estate and have zero practical experience doing what they teach you, Craig Proctor is a doer, not a pretender, fake or fraud. Craig will share â&#x20AC;&#x153;real Canadian real estate strategiesâ&#x20AC;? with you that actually work. No theory, ideas or motivational hype. At this 3 hour meeting Craig Proctor will spill the beans and share with you exactly what to do and what it takes to be a Super-Successful Real Estate agent in Canada.

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Marnie Bennett was the inaugural winner of the Craig Proctor Legend Award. While already successful prior to implementing The Craig Proctor Real Estate Success System, Marnie had virtually zero in resale transactions and was seeking a system that would enable her to move beyond old-school traditional real estate and leverage her talent in a much bigger way. Marnie did her research and found that the most successful agents in her marketplace were all Craig Proctor System users. Since then, as a result of full-on implementation of the Craig Proctor System, Marnie has sold literally thousands of resale transactions to the point where she is consistently earning over $5 Million GCI annually.

12 REM FEBRUARY 2017

The power of one change

Brokers and sales reps share the one thing they are going to do different to ensure 2017 is an even better year than 2016. By Toby Welch

ometimes all it takes is one change to make a huge difference in your productivity and success. Brokers and sales reps share the one thing they are going to do different to ensure 2017 is an even better year than 2016: “I will continue to work hard with vendors in establishing accurate listing prices. I feel that one of the hardest things within our job is determining not just the best possible price but a price that can be obtained in the shortest amount of time.” – James Lopushinsky, sales associate with Coldwell Banker Redwood Realty in Whitehorse.

Rolf Hitzer

“The one thing I will be changing for my business in 2017 is to have more respect for the social media platforms. I have done brand-building activities on various social media platforms, but not by design and without consistency. In 2017, I will have disciplined strategies and also a systematic approach to help build my brand, where I can track and measure the results and hopefully see a return on investment with the

money and time spent.

marketing strategy in 2017. As with all areas of marketing, optimization is key as trends and consumer preferences are always changing.

“I don’t know if this strategy will work. What I do know is the traditional strategies aren’t working like they did once upon a time. And if I wish to grow my business I will need to adjust what I am currently doing to achieve my brand awareness in order to get that call/text/email opportunity.” – Rolf Hitzer, broker with Royal LePage Top Producers in Winnipeg.

“I will also be updating my sphere of contacts (e-mails, social media) in order to be more productive and streamlined. “I will be outlining my business plan to optimize my goals that I want to achieve in 2017. I will read, read, read (absorb what is going on with the latest trends and technologies as well as what other brokers are doing.)

“Focus on goals, profit and growth.” – Melissa Wu, sales associate with Keller Williams Black Diamond Realty in Burnaby, B.C. “Our brokerage has experienced an increase in agents in the past few years, over double since 2013. With most of these agents has come a wealth of experience and knowledge of the real estate industry in our province that spans many decades. It is priceless. “The experience and knowledge they possess, they spontaneously started to share throughout our office and not just with our ‘newer to the industry’ agents but with everyone, even the ones who have been in the industry for over 20-30 years and may need an infusion of motivation. Seeing the positive results from these moments of sharing, we decided this will continue but will become a more structured in-office training for 2017. “This training will include everything from complete listing/buyer presentations, understanding contracts, especially when they change, to understanding the language of real estate. We know the importance of how to effectively communicate with clients, prospective clients and the

Marg Bowlen

agent on the other side of the transaction to ensure quality closings... and sometimes we require some role-playing to get comfortable with that language and conversations. “This training will be incorporated with an already open communication system between broker and agent as well. Growing so quickly, it would be easy to lose touch trying to keep up with daily brokerage responsibilities, and losing touch with my staff and agents. That is something we strive not ever to do. “By increasing both of these areas and being aware of when complacency starts to settle in and then help motive us out of complacency, we cannot help but be more productive and more successful.” – Marg Bowlen, broker/owner of Century 21 Trident Realty in Dartmouth, N.S. “2016 for me was a very successful year in real estate. However, real estate is always changing. So should the broker. “More than ever, I would try to be more effective in my

Here are some other changes that sales reps and brokers told REM they plan to implement: * I am going to follow up on every home showing to get feedback. * Every client is going to be made to feel like their buying or selling transaction is the most important thing in my life. * I will work hard to make a sense of community with other agents that I work with.

“Spending time in late 2016 preparing for a busy 2017 will hopefully allow me to have a more successful and productive 2017 real estate year!” – Michael Witt, broker with Witt Realty in Montreal. “I am going to take full advantage of the Coldwell Banker CB EXCHANGE marketing platform. I am marketing to my local market and across Canada for referrals. More live streaming, boosting videos to Facebook, eCards and more. Always looking to exceed expectations to build my business.” – Della Fraser, owner and sales associate with Coldwell Banker Northern Bestsellers in Yellowknife. “The addition of support staff and new technology will enable me to increase customer service in 2017. Two full-time assistants and an in-house drone operator/videographer allow me to focus my energy on building relationships while continuing to provide leading edge products and services to my buyers and sellers.” – Ted Cawkwell, agriculture specialist agent with Re/Max Saskatoon in Saskatoon.

Michael Witt

* Instead of bobbing along without a real destination in mind, I am going to make a plan. A concrete plan. * I’ve resisted it until now but 2017 is going to be the year that I embrace technology. I keep hearing it can help me in business and I haven’t given it a fair shot. * My negotiation skills aren’t as good as they could be. I am going to change that. Before you get too far into 2017, ponder what one change you can make that will have the greatest impact on your real estate career. REM

14 REM FEBRUARY 2017

Deadlines matter in real estate agreements

By Mark Weisleder

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ime deadlines in real estate deals have never been more important than today. I experienced two deals just before the holidays that confirmed what happens or can happen when you miss a deadline. In the first case, the buyers signed a deal with a builder several years ago and the home was ready to close. The home was worth over $200,000 more than what the buyers paid for it. As financing was left late, the buyers had concerns that they would not be ready to close in time and asked if I could request a short extension. The builder’s lawyer replied that if I was not ready to close on the closing date and asked for even a one-day extension, the builder was going to cancel the deal, forfeit the deposits and re-sell the property for more money. I explained everything to my buyer clients and worked with them and their lender to make sure we had the funds in plenty of time for closing. I also made arrangements to wire the closing funds to the builder lawyer’s trust account, to avoid any situation of a courier with certified cheques being delayed on route. The deal closed on time. In the second transaction, the buyer had 24 hours after acceptance to come up with the deposit. They only delivered part of the deposit, stating they needed an extra day because the funds were tied up. In the meantime, the seller received a higher offer from a second buyer and asked me if they could cancel the first agreement. My answer was yes and that is what was done. The first buyer was devastated with the results.

Here are the lessons to be learned: 1. Time is of the essence. Deadlines matter. Courts have held that time deadlines, whether for delivery of deposits or waiving conditions, matter. If they are missed, even by a few minutes, it could result in the cancellation of the deal. Deadlines can be changed by an amendment signed by the buyer and the seller or their lawyers. Remember to diarize all deadlines so you don’t miss anything. 2. Do not leave anything to the last minute. Even in an age of instant communication, emails are returned as unsent and faxes are returned as busy. If you cannot deliver the proper notice in person, make sure you send it and confirm it was received by the other side in advance of any deadline date. 3. Make sure deposit funds are available before you present any offer. Speak to your buyers to make sure they can obtain a bank draft for any deposit within 24 hours of any offer being accepted. If your buyer says they will need more time, then just add in a clause that the deposit will be paid within 48-72 hours after acceptance. 4. Make sure all your financing conditions are satisfied well in advance. Just because a buyer is approved for a mortgage does not mean that funds will arrive in time on the closing date. Make sure the buyer is working with their lender or mortgage broker to make sure that all lender conditions, whether it is employment income, payment of credit cards or obtaining a gift letter, have all been satisfied well in advance of the closing date, to avoid any last minute delays. Be properly prepared so you and your clients do not lose any deals this year because of time deadlines. Mark Weisleder is a partner, author and speaker at the law firm Real Estate Lawyers.ca LLP. Contact him at mark@realestatelawyers.ca or toll free at 1-888-876-5529. REM

Stunning Growth from Engel & Völkers North America since 2014 383%

Increase in Number of Shops

398%

Increase in Number of Agents

285%

Increase in Sales Volume

New Markets Entered

236%

Increase in Gross Commission Income

50%

Increase in Average Sales Price

As a unique global real estate brand, Engel & Völkers has an unmatched international reach, world-class marketing and technology platforms, an unparalleled senior leadership team and consistent quality of support delivered to our advisors. We’ve been expanding rapidly throughout North America. And we’re not slowing down. Learn more at www.evcanada.com.

Engel & Völkers Canada 2 Bloor Street West · Suite 700 · Toronto · ON N4W 3RI · Phone +1 416-323-1100 info@evcanada.com · evcanada.com

©2017 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. All numbers, figures, statements, and presented information in this document reflect the total system growth and not individual shop performance or increases and are based on data collected by Engel & Völkers between January, 2014 and September 2016. No claims in this advertisement are intended as a promise or guarantee of profitability or any particular income level or particular licensee experience.

16 REM FEBRUARY 2017

Home inspector ordered to pay $18,645 By Martin Rumack

n Ontario case, Rimmer v. Building Insights Inc., may give some comfort to potential buyers – but it probably keeps home inspectors awake at night. It features a home inspector who was ordered to pay almost $19,000 to a buyer who hired him, all because he reported on a significant defect verbally, rather than in writing. Randy was thinking of buying a home for sale in Cambridge, Ont. He made the seller an offer that was conditional on obtaining a satisfactory home inspection. Randy then hired a home inspector, who was duly registered with the Ontario Association of Home Inspectors, to obtain an inspection report on the various systems and components in the home. The inspection took about an hour to complete, with Randy accompanying the inspector as he toured the home. During this process, they carried on a conversation about the various concerns that the inspector could observe. These included cracks in the brick masonry and concrete driveway in

one area and other seemingly minor problem areas. The inspector provided a written report, which Randy later admitted that he merely “skimmed”. Apparently relying on that report, the next day Randy waived the home inspection condition in the Agreement of Purchase and Sale and proceeded to buy the house. After the deal closed and Randy moved in, he noticed for the first time that the kitchen floor was not level. When he put a tennis ball in the centre of the kitchen, it rolled to the south. After consulting with an engineer, he learned that the western foundation wall was sinking, and had been for some time. He lived with it for a while, but later obtained a second report from a structural engineer that confirmed the same results. He was advised that to keep it from sinking further, parts of the home needed either a reinforced foundation or the addition of secondary supports. Randy sued virtually everyone who was involved in the deal (including the seller, the real estate salesperson and the home inspector), but he eventually consented to dismiss his lawsuit against all but one of them: the home inspector. At trial the judge ruled that although the inspector had conducted the inspection in a professional, thorough and conscientious manner, he had still fallen short of

meeting the standard of care that was expected of him – that of an ordinary, reasonable and prudent home inspector in the same circumstances. This breach in his duty made him negligent, making him legally liable to Randy for damages. While the inspector observed during the inspection that the kitchen floor had a noticeable

problem was sufficiently important to be worthy of bringing to Randy’s attention. Secondly, the court concluded that while the inspector was aware of its significance and mentioned it verbally, it was unfortunately not communicated to Randy effectively – it was not “‘brought home” to him. Especially in light of the specific

The inspector told the buyer verbally about the kitchen floor, but the court found this was simply not enough. downward slope, and although he mentioned it to Randy verbally, the court found this was simply not enough. The sloping floor pointed to a foundation defect, and therefore amounted to a “‘significant deficiency for the proper functioning of the dwelling, for its safe and comfortable use as a residence, and for its value, the court ruled. This was true notwithstanding a lack of expert testimony to indicate that the sloping would certainly get worse in the future. The court determined that the

wording of the home inspection agreement (which obliged the inspector to make a visual inspection only, but to report any “‘significant”’ items as well as “seriously deficient systems and components or those nearing the end of their useful life”), it was the inspector’s duty to include the observation in his written report. This was the level of notice that was required under the Standards of Practice imposed on home inspectors by the professional association. The fact that Randy merely

skimmed the report (such as it was) was immaterial since it did not affect the inspector’s own level of duty. Finally, Randy had clearly relied on the home inspector’s assessment when making the decision on whether to purchase the home. The court was satisfied that had he been meaningfully alerted to the existence and extent of the sloping kitchen floor in advance, Randy would not have waived the home inspection condition in the agreement, at least not without an adjustment to the purchase price to reflect the cost to rectify the problem. Since the inspector had fallen short on his obligations to Randy, he was liable for the specific damages that Randy incurred as a result of the shoddy inspection – the cost to shore up the foundation and relevel the kitchen floor. The court ordered the inspector to pay Randy $18,645 to cover those costs. For the full decision, see http://canlii.ca/t/g0jc1 Toronto lawyer Martin Rumack’s practice areas include real estate law, corporate and commercial law, wills, estates, powers of attorney, family law and civil litigation. He is co-author of Legal Responsibilities of Real Estate Agents, 4th Edition, available at the TREB bookstore. Visit Martin Rumack’s website at www.martinrumack.com. REM

I’ve had the pleasure of working with Chris Harper from AmeriSpec quite a few times with different clients of mine. His service and knowledge of what he does is impeccable! He never fails to deliver a great home inspection and always gives my clients the best peace of mind when it is all said and done. AmeriSpec is a forward-thinking business and, as such, will give you all the tools you need as an agent or as a homebuyer to set you up for home ownership! Keep up the great work and service! Matthew Obal, Sales Representative, Royal LePage Wolle Realty, Brokerage DON’T TAKE OUR WORD FOR IT! READ MORE THAN 7,000 REVIEWS FROM REALTORS® AND CLIENTS AT AMERISPEC.CA.

2016 Royal LePage National Chairman’s Club

1. Mark Faris° Royal LePage First Contact Realty The Faris Team‡ Barrie, ON (705) 797-8485

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

3. Loretta Phinney* Royal LePage Real Estate Services Loretta Phinney‡

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

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

14. Eugen Klein§ Royal LePage Sussex Vancouver, BC (604) 408-9311

4. Dan Cooper*†° Oakville, ON (800) 514-4094

Mississauga, ON (877) 822-6900

6. Cathy Rocca* Royal LePage Burloak Real Estate Services‡ Burlington, ON (800) 290-0163

7. Amir Hamzehali§ Royal LePage Sussex West Vancouver, BC (604) 925-2911

8. Jason Soprovich§ Royal LePage Sussex West Vancouver, BC (604) 925-2911

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

10. Matthew Regan† Royal LePage Real Estate Services Regan Real Estate Mississauga, ON (877) 822-6900

11. Simon Giannini ° Royal LePage Signature Realty‡

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

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

17. Brock Smeaton§ Royal LePage Sussex West Vancouver, BC (604) 925-2911

18. Kirby Cox*• Royal LePage Benchmark Calgary, AB (800) 387-4011

19. Amir Ghaffari§ Royal LePage Sussex West Vancouver, BC (604) 925-2911

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

21. Paul Nusca*† Toronto, ON (888) 336-1871

5. Cailey Heaps Estrin* Royal LePage Real Estate Services Heaps Estrin Team‡ Toronto, ON (416) 424-4910

Toronto, ON (888) 954-4100

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

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

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

25. Theodore Babiak*†° Toronto, ON (866) 335-1900

26. Jackie Jiang †° Mississauga, ON (888) 828-0422

27. Sheldon Froese Royal LePage Riverbend Realty Steinbach, MB (888) 411-9311

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

29. Barbara Beers*° Royal LePage Burloak Barbara Beers‡ Burlington, ON (800) 290-0163

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

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

32. Marc Lefrançois^ Royal LePage Tendance Real Estate Agency Mont-Royal, QC (514) 735-2281

33. Leigh Sugar° Royal LePage RCR Realty‡ Newmarket, ON (866) 773-9595

34. Joel O’Reilly§ Royal LePage Sussex Sechelt, BC (604) 885-3295

35. Kelly McKelvie* Royal LePage Benchmark Calgary, AB (800) 387-4011

36. Bill Schiavone †° Oakville, ON (905) 338-3737

37. Tom Pobojewski Royal LePage Signature Realty‡

38. Jila Rezai§ Royal LePage Sussex West Vancouver, BC (604) 925-2911

39. Anthony Fata*° Royal LePage Your Community Realty‡

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

41. Karen Millar*° Royal LePage Signature Realty‡

42. Charles Sezlik Royal LePage Team Realty‡

Toronto, ON (888) 954-4100

Ottawa, ON (613) 744-6697

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

44. Bob Clarke Royal LePage Lakes of Muskoka Realty‡ Port Carling, ON (800) 763-3398

45. John Jennings§ Royal LePage Sussex West Vancouver, BC (604) 925-2911

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

47. Robert Raham † Oakville, ON (800) 514-4094

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

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

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

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

54. Jean-François Bérubé*∞ Royal LePage Evolution Real Estate Agency Sherbrooke, QC (888) 820-8363

55. Steven Friendly Royal LePage Signature Realty‡ Mississauga, ON (866) 754-2121

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

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

Mississauga, ON (866) 754-2121

49. Tom Hassan§ Royal LePage Sussex West Vancouver, BC (604) 925-2911

royallepage.ca/joinus

Richmond Hill, ON (905) 731-2000

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

2016 Royal LePage National Chairman’s Club 58. Mark Jontz* Royal LePage Kelowna Kelowna, BC (800) 421-3214

59. Clinton Miller§ Royal LePage Parksville-Qualicum Beach Realty Parksville, BC (800) 224-5838

60. Drew McGinnis• Royal LePage Network Realty Corp. Red Deer, AB (403) 346-8900

61. Karen Kenyon Royal LePage Parksville-Qualicum Beach Realty Parksville, BC (800) 224-5838

62. Melissa Charlton° Royal LePage Meadowtowne Realty‡

63. Chris Keleher° Royal LePage Locations North‡

64. David Weir*° Royal LePage ProAlliance Realty‡

Milton, ON (800) 514-3316

Collingwood, ON (877) 445-5520

Trenton, ON (800) 263-2177

82. John Hripko*• Royal LePage Benchmark Calgary, AB (800) 387-4011

83. Eugenio Sturino Royal LePage Your Community Realty‡

84. John Gerber*° Royal LePage Signature Realty‡

Vaughan, ON (905) 832-6656

Toronto, ON (888) 954-4100

85. Zuo Xing Ye∞ Royal LePage du Quartier H.Y., Real Estage Agency St-Laurent, QC (514) 419-9888

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

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

106. Shawn Zigelstein Royal LePage Your Community Realty‡

108. Carolyn Davis Stewart Royal LePage Atlantic Halifax, NS (902) 453-1700

109. Kerry Millican Royal LePage Team Realty‡

Richmond Hill, ON (905) 731-2000

107. Katie Redekopp° Royal LePage Niagara Real Estate Centre‡ St. Catharines, ON (800) 771-4913

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

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

130. Bashar Hadi° Royal LePage Realty Plus‡ Mississauga, ON (877) 828-6550

131. Cindy Gering§ Royal LePage West Real Estate Services Coquitlam, BC (604) 939-6666

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

133. Dave Grime Royal LePage RCR Realty‡ Orangeville, ON (800) 268-2455

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

154. Rosemary Ferroni Royal LePage State Realty‡

155. Bill Parnaby Royal LePage RCR Realty‡

156. Joseph Brazeau* Royal LePage Meadowtowne Realty‡

157. Susan Gucci° Royal LePage Signature Realty‡

158. Lilit Hakobayan Royal LePage Your Community Realty‡

Stoney Creek, ON (877) 574-7441

Bolton, ON (800) 748-6789

Milton, ON (800) 514-3316

Toronto, ON (888) 954-4100

Richmond Hill, ON (905) 731-2000

Ottawa, ON (613) 729-9090

69. John McKenzie§ Royal LePage Sussex Sechelt, BC (888) 385-3295

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

71. Christine Hauschild* Royal LePage Team Realty‡

92. Aaron Nicklen§ Royal LePage Parksville-Qualicum Beach Realty Qualicum Beach, BC (800) 224-5906

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

94. Caroline Baile° Royal LePage Your Community Realty‡

95. Roman Grocholsky Royal LePage Niagara Real Estate Centre‡

Aurora, ON (905) 727-3154

Welland, ON (866) 771-7764

115. Jennifer Stewart° Royal LePage Team Realty‡

116. Brandon Wasser Royal LePage Your Community Realty‡

Ottawa, ON (800) 307-1545

Richmond Hill, ON (905) 731-2000

117. Gord Axford Royal LePage Sterling Realty Port Moody, BC (778) 355-0116

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

119. Elaine Andrews Royal LePage Sussex West Vancouver, BC (604) 925-2911

138. Jeremy McCarthy§ Royal LePage Brookside Realty Maple Ridge, BC (888) 467-5131

139. Kristina Tardif Royal LePage Locations North‡ Wasaga Beach, ON (705) 617-9969

140. Thul Miles Royal LePage Realty Centre‡ Mississauga, ON (800) 277-0205

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

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

143. Nevin Hollett Royal LePage Atlantic Homestead St. John’s, NL (709) 579-8106

144. Clayton Oldford° Royal LePage Team Realty‡ Winchester, ON (613) 774-4253

161. Silvana Bezina° Royal LePage Meadowtowne Realty‡

161. Shawn Murray Royal LePage State Realty‡

162. Anthony Barone Royal LePage Your Community Realty‡

Georgetown, ON (866) 865-8262

Ancaster, ON (877) 648-4451

Richmond Hill, ON (905) 731-2000

163. Adil Dinani§ Royal LePage West Real Estate Services Coquitlam, BC (604) 939-6666

164. Ralph Tedford§ Royal LePage Brookside Realty Maple Ridge, BC (888) 467-5131

165. Tammi Dimock§ Royal LePage Coast Capital Realty Sooke, BC (250) 642-6361

166. Ben Gauer*° Royal LePage Ben Gauer & Asssociates Surrey, BC (604) 581-3838

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

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

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

88. Ravi Munday Royal LePage Global Force Realty Surrey, BC (855) 596-1800

89. Stuart Bell Royal LePage Sussex West Vancouver, BC (604) 925-2911

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

91. Béatrice Baudinet^ Royal LePage Heritage Real Estate Agency Westmount, QC (514) 934-1818

112. Cass MacLeod Royal LePage Brookside Realty Maple Ridge, BC (888) 467-5131

113. Howard Goldman† Toronto, ON (416) 487-4311

114. Susan Froese McHardy†

135. Sébastien Parent^ Royal LePage Haut-Richelieu St-Jean-SurRichelieu, QC (450) 349-5883

136. Jeff Golding§ Royal LePage West Real Estate Services Coquitlam, BC (604) 939-6666

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

159. Renato Viele° Royal LePage Your Community Realty‡ Vaughan, ON (905) 832-6656

159. Sheila Barry Royal LePage Realty Plus Oakville‡ Oakville, ON (905) 825-7777

160. Jim Doty Royal LePage Signature Realty‡ Toronto, ON (888) 954-4100

Toronto, ON (800) 622-9536

68. Luigi Aiello Royal LePage Team Realty‡ Ottawa, ON (613) 723-5300

Ottawa, ON (888) 757-7155

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

73. Joe Rea° Royal LePage Your Community Realty‡ Vaughan, ON (905) 832-6656

74. Glen R. Bohnet Royal LePage West Real Estate Services Coquitlam, BC (604) 939-6666

75. Michael Wilcox§ Royal LePage Sussex Vancouver, BC (604) 408-9311

76. Grace Lin Huang° Royal LePage Peaceland Realty‡

96. Manon Sénéchal^ Royal LePage Heritage Real Estate Agency Westmount, QC (514) 934-1818

97. Jay Burton Royal LePage Frank Real Estate‡

98. Lorraine O’Quinn Royal LePage ProAlliance Realty‡

99. Stan Bernardo° Royal LePage Signature Realty‡

100. Betty D’Oliveira Royal LePage Meadowtowne Realty‡

101. James Roy Royal LePage Signature Realty‡

Lakefield, ON (877) 652-1598

Trenton, ON (800) 263-2177

Mississauga, ON (866) 754-2121

Georgetown, ON (866) 865-8262

Toronto, ON (888) 954-4100

120. Joe Cartaginese° Royal LePage Your Community Realty‡

121. Dimitrios Kalogeropoulos Royal LePage Team Realty‡

122. Miles Zhang Royal LePage Sussex West Vancouver, BC (604) 925-2911

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

124. Jason Clermont Royal LePage Regina Realty Regina, SK (877) 359-1900

125. Mike Scrannage* Royal LePage ProAlliance Realty‡

145. Michael Heddle° Royal LePage State Realty‡ Stoney Creek, ON (877) 574-7441

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

147. Rina Trepanier Royal LePage Niagara Real Estate Centre‡ Fonthill, ON (888) 799-6400

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

167. JoAnne Gludish*† Toronto, ON (888) 336-1871

168. Rebecca Permack§ Royal LePage West Real Estate Services Coquitlam, BC (604) 939-6666

169. Lyle Larson Royal LePage In the Comox Valley Courtenay, BC (800) 638-4226

170. Doug Haayer Royal LePage Locations West Realty Princeton, BC (800) 734-0457

Vaughan, ON (905) 832-6656

Nepean, ON (888) 780-7747

80. Wilma Fournier Royal LePage Realty Plus Oakville‡

Manotick, ON (800) 490-8130

79. Foad Deljou° Royal LePage Your Community Realty‡ Richmond Hill, ON (905) 731-2000

102. Dario Mattei*° Royal LePage Porritt Real Estate‡ Toronto, ON (866) 753-7243

103. Kevin Lapp• Royal LePage Network Realty Corp. Sylvan Lake, AB (403) 887-2286

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

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

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

127. Mourad Hanna Royal LePage Realty Plus‡

128. Steve Simon Royal LePage Locations North‡

Mississauga, ON (877) 828-6550

Thornbury, ON (519) 599-2136

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

149. Linda Vadala Royal LePage Royal City Realty‡ Guelph, ON (800) 475-2251

150. Jamie Edwards§ Royal LePage In the Comox Valley Courtenay, BC (800) 638-4226

151. Mike Mullin Royal LePage RCR Realty‡ Orangeville, ON (800) 268-2455

152. Jean Dunn* Royal LePage By The Sea Sidney, BC (800) 326-8856

153. Eleanor Wrigley§ Royal LePage Wolstencroft Realty Langley, BC (877) 611-5241

171. Ross Hughes Royal LePage RCR Realty‡

172. Steven Green Royal LePage Partners Realty‡

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

Orangeville, ON (800) 268-2455

Toronto, ON (416) 229-4454

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

Maxime Tardif^ Designate Royal LePage Altitude Montreal, QC (514) 846-0909

77. Jackie Peifer*† Oakville, ON (888) 999-3084

Richmond Hill, ON (905) 707-0188

Kingston, ON (800) 247-6311

78. Jessica Wright Royal LePage Team Realty‡

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

Oakville, ON (905) 825-7777

royallepage.ca/joinus †Royal LePage Real Estate Services Ltd., Brokerage. ‡Denotes firms are Real Estate Brokerages. *Denotes Lifetime National Chairman’s Club Members. ° Denotes Broker, all other members are considered licensed Sales Representatives and/or Realtors®. § Denotes PREC. ∞ Denotes Certified Real Estate Broker. ^ Denotes Real Estate Broker. • Denotes Associate. Designate: A sales professional who has joined Royal LePage after February 1 of the previous year. Royal LePage is a registered trade-mark used under license. 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. ©2017 Brookfield Real Estate Services Manager Limited. All rights reserved.