February 2010

Real Estate Marketing

Issue #248

News

Mortgages

Te c h n o l o g y

Opinion

February 2010

Life Saver

Andrew Wood’s client collapsed with a heart attack while being shown a home. Wood helped save his life. Would you have known what to do?

Page 8

Make time in your car productive Page 20

Is goal-setting a bad idea?

Page 30

6 guaranteed ways to real estate success Page 50

Let The Games Begin

Join RE/MAX and get on the fast track to success. remax.ca For career opportunities, call your local RE/MAX office or visit us at remax-western.ca.

Each office is independently owned and operated

REM FEBRUARY 2010 3

Competition nets publicity and aids charity W

ith benefits that include publicity, a chance to raise funds for a charity, showcasing the province’s top business minds and finding a motivated new agent, The Interview, a reality-based competition co-created by Brooks Findlay, owner of Rock Bridge Realty of Regina, was a win/win for all involved.

The competition, which was aired on 104.9 The Wolf, included a professional photo shoot and a story in arriva magazine as part of the grand prize package.

The Apprentice-style competition took place over the course of six weeks, with a dozen contestants facing a series of challenges, including a video job interview, designing and marketing a print ad

and creating a Facebook fan page.

Contestants also took calls and answered questions live on 104.9 The Wolf’s Big Breakfast Show.

Fund-raising was also part of the competition and resulted in almost $70,000 going to the Children’s Hospital Foundation of Saskatchewan.

Kyla Dean won the grand prize, a business prize package valued at more than $100,000. The package includes a one-year $50,000 starting contract with Rock Bridge Realty. Dean will be trained and licensed as a real estate agent, and gets a one-year car lease on a Mercedes Benz, a business wardrobe, an advertising package and more.

Dean has spent almost 10 years in the film, television and

broadcast industry but had decided to make the move to real estate.

“Media had been hit hard by the recession….Friends told me I’d do well in real estate, and when you look at the economy here in Saskatchewan, the industry itself is doing very well. I’d actually already started to make that transition, taking Phase 1 of my real estate licence earlier this year. Getting involved in The Interview was just the extra push that I needed,” Dean told arriva magazine.

Dean says her experience in the media – working in a fastpaced environment and constantly meeting deadlines, and having a connection to the community – will help her in her new career.

From left, winner Kyla Dean, runner-up Leslie Genoway and Brooks Findlay, broker of Rock Bridge Realty.

From left, Kyla Dean, Leslie Genoway, MarnieLee and Mike Herchuk, from the Children’s Hospital Foundation of Saskatchewan, and Brooks Findlay.

REM

Real estate torch bearers

Former sales rep jailed for grow-ops

S

Pleads guilty to turning 54 rented houses into grow-ops

everal real estate professionals have taken part in the Olympic Torch Relay program in recent weeks.

“The honour to carry the Olympic Torch through my community was so gratifying,” says Linda Middleton, broker of record

David Weir

and owner of Sutton Group Prince Edward County Realty in Picton, Ont. “The most heart-warming part was all the children who were so enthusiastic and just swarming me to touch me, to touch my torch, to have a picture taken and to hold the torch. I advertised a complimentary photo opportunity for local children to attend our office and get their picture taken with the torch. The response was overwhelming. Many of the local schools have asked me to attend

their next school assembly and speak about the experience this month.”

Middleton says she was chosen to carry the torch because of her volunteer work, which has included running a foster home for emotionally disturbed children for 11 years, creating Collective Kitchens for Developmentally Delayed Adults, and launching a program called Just Friends, which matched community volunteers with developmentally delayed adults. “Although you never expect any return on your volunteer role, to be given this privilege to carry the torch and have my previous foster children and the developmentally delayed adults out there this day to cheer me on was so emotional,” she says.

In Bedford, N.S., it was a wet and windy evening when sales rep Moya Farrell of Prudential Property Specialists carried the torch for her leg of the relay.

Following the conclusion of the run, Farrell shared her piece of history with the other members of the brokerage as her torch, soot and all, was passed around at the weekly sales meeting.

Trenton, Ont.’s David Weir of Royal LePage ProAlliance Realty

A

Linda Middleton

interrupted a family vacation in Florida to come back and pull his stint with the torch on Dec. 15.

Weir was born in Scotland, but has had his Canadian citizenship for many years and served in the Canadian Forces for 20 years. He was featured on REM’s April 2008 cover.

“It’s even more special to me, knowing that I will be guiding the flame in my adopted country after having served all those years in the Canadian military,” Weir told The Trentonian before the event. “It’s a lifetime opportunity.”

Torch participants can keep their torches – at a cost of $300 – but they are rendered inoperable.

REM

former Markham, Ont. sales rep has been jailed for five years and fined more than $1 million for setting up the country’s largest known illegal marijuana grow-op operation.

Court records say Phu Nhi (John) Trac, 46, secured false tenancy agreements based on stolen or false identities, and turned 54 rented houses into grow-ops between 2000 and 2002. Police recovered more than 27,000 marijuana plants from these homes. Along with his wife, Trac controlled and operated two numbered bank accounts with cash deposits totaling approximately $760,000, which represented the minimum in proceeds he received from trafficking the marijuana, say court records.

Trac, a sales rep with Living Realty, was arrested in December 2002.

Also committed to trial was Sau San (Jennifer) Wu, who allegedly worked for Trac. She has since “fled the court’s jurisdiction,” say police.

Charges against Trac’s wife and brother were dropped.

Trac was sentenced to 14 years in prison, with some terms to be served concurrently, making the actual jail time five years. He was convicted for drug trafficking, money laundering, income tax evasion and electricity theft.

The Crown asked that Trac pay restitution of more than $257,000 to 11 homeowners whose houses were damaged by the grow operations, but the judge did not grant the request, stating that there were contentious legal issues in linking Trac to the losses of the homeowners, according to the Toronto Star.

Trac held his real estate license with Living Realty until it was revoked on June 16 of last year. At a License Appeal Tribunal hearing, Eric Chan, past president of Living Realty and Trac’s broker of record during the time of the crimes, said he had known Trac for more than 10 years and “stated he has never had any had any concern with his honesty and integrity,” says tribunal records. He said Trac was highly successful in the real estate industry and “had won a major award for top producer of the branch office in the industrial commercial investment sector.” Chan also said he was “not aware of any ethical concerns” about Trac. REM

4 REM FEBRUARY 2010

Multiple Listings

By Jim Adair

Do you have news to share with Canada’s real estate community?

Let REM know about it! Email: jim@remonline.com

F

ormer Coldwell Banker Canada president John Bearden has joined Realogy to “assist with key growth opportunities in major markets,” the company says.

Bearden, most recently president and CEO of GMAC Home Services Corporation, “will play a key role in driving domestic growth in major markets across all of Realogy’s brands,” says the company in a news release. GMAC Home Services was acquired

by Toronto-based Brookfield Residential Property Services in September 2008. Prior to leading GMAC for eight years, Bearden served as president and CEO of Coldwell Banker Affiliates of Canada, and before that, as president of Coldwell Banker Professionals, a franchise affiliate serving the Denver and Nashville markets.

Realogy’s residential real estate brands include Better Homes and Gardens Real Estate, Century 21, Coldwell Banker, Coldwell Banker Commercial, ERA and Sotheby’s International Realty.

Realogy also named Phillip Hugh as executive vice-president of franchise sales. Hugh spent seven years in key franchise sales and development roles with Cendant Corporation, where he rose to senior vice-president and was responsible for the development of all new-construction hotels, under eight different brands, throughout the United States and Canada.

■ ■ ■

Art Bartlett, the California businessman who co-founded and built Century 21 into a real estate franchise giant, died on Dec. 31 at his home in Coronado, Calif., after a long illness. He was 76.

“Art was a legend whose actions helped to write the very history of real estate and franchising,” says Century 21 Real Estate LLC president and CEO Tom Kunz. Bartlett created the concept of regional franchising and has been deemed the “father of conversion franchising,” converting existing small businesses into franchises, the company says.

In 1971, Art Bartlett and Marsh Fisher opened Century 21 in Santa Ana, Calif. When he saw the value of Bud Schultz, the national franchise sales director for rival Red Carpet who conceived the idea of his sales staff all wearing red jackets, Bartlett didn’t just steal the idea, he stole Schultz. Bartlett, Fisher and Century 21 executive vice-president Bill McQuerry met with Schultz and wouldn’t let him leave until he came over to Century 21. He agreed on condition that Century 21 staff adopt and wear the now famous mustard gold jackets, turning thousands of real estate sales professionals into walking, talking business cards.

Although Bartlett initially wanted a more subdued brown version, he saw the wisdom of Schultz’s actions.

The name Century 21, despite web myths that it came from the Century 21 moniker given to the Seattle World’s Fair, actually came from a brainstorming session. The

first suggestion, Twentieth Century Realty, was virtually impossible to get registered. That was followed by 21st Century, but Bartlett didn’t like that. The words Century 21, though futuristic, were available for trademark and the partners soon incorporated as Century 21.

After going public, Century 21 was purchased by Transworld Corporation in 1979. Bartlett remained until 1980 as chairman and chief executive officer.

Century 21 is now part of Realogy Corp.

■ ■ ■

Stewart Henderson, broker/ owner of the brokerage formerly operating as Coldwell Banker 1st Pioneer in Langley, B.C. has joined the Macdonald Realty network.

Stewart has been licensed since 1980. In 1984, he opened the first Re/Max Office in B.C., which he sold in 1987. In 1989, he became the manager of the Langley office of Canada Trust Realty, which later merged with Coldwell Banker. Stewart and a group of investors opened Coldwell Banker 1st Pioneer in 1994, and in 1995 he bought out his partners and has run the firm as the sole owner since then. The brokerage has consistently been among the top-selling real estate firms in the Fraser Valley Real Estate Board.

Macdonald Realty has been serving Western Canada for more than 65 years.

■ ■ ■

Exit Realty Optimum in Dartmouth, N.S. is welcoming

Crystal Yeo to the firm as associate broker. Yeo has been in the real estate industry since 2002 and has been a licensed broker for four years. She will specialize in startup training for agents new to the business, specifically during their first six months. She brings extensive experience in sales, management, mentoring and training as well as her previous work in the legal field.

“This is an incredible industry we have the good fortune of being in. I remember my first year in the business and know first-hand that having success in the initial sixmonth period is vital to turning this from a job into a career,” says broker Wayne Cochrane. “You get what you focus on and we’re intent on building the largest and most productively successful brokerage in our market.”

■ ■ ■

Keller Williams has signed real estate coach Craig Proctor to train and coach Keller Williams agents, using the marketing system he used himself for more than 20 years as a successful agent. Proctor will also lead some key sessions this year both at the Keller Williams Family Reunion conference in New Orleans and at Mega Camp.

Proctor runs Craig Proctor Productions, an international real estate success coaching organization that is well-known for its Quantum Leap Real Estate Success System. In his years as a real estate agent, Proctor consistently sold more than 500 homes per year to earn close to $4 million in annual GCI. Paul Rushforth, a sales rep with Keller Williams Ottawa Realty, says the systems and ideas that Proctor teaches were “a major factor in achieving the status of #1 agent worldwide for gross commission income for Keller Williams for 2009 and the top selling agent in Ottawa for 2009, selling 315 homes.”

■ ■ ■

Stewart Henderson

Crystal Yeo

Wayne Cochran

Coldwell Banker Real Estate LLC has signed a master franchise agreement with Senet, S.A., to bring the Coldwell Banker franchise system to Greece. The Coldwell Banker network now extends to 48 countries and territories worldwide.

Led by Peter Mihalos, Senet S.A. is a member of the Southeast Real Estate Group, a 20-year-old

firm that specializes in Greek and Southeastern European commercial real estate services, developments and investments.

“The Greek housing market industry has evolved in sophistication,” says Mihalos. “The service needs of the market have increased, becoming more specialized and more demanding. At the same time, Greece is attracting a diverse international buyer. The Greek housing market has fared better than most other European housing markets. Homeownership in Greece remains one of the highest in Europe and transactions, while down the last couple of years, are expected to pick up.”

■ ■ ■

Keller Williams Realty was ranked as the No. 1 real estate franchise on the 31st Annual Franchise 500 list by Entrepreneur magazine. During the same week, the company was also voted the Most Recognizable Brand of Real Estate Franchises for 2009 in an industry-wide survey for the Swanepoel TRENDS Report.

According to the ranking in Entrepreneur magazine, the most important criteria to determine the top franchises included financial strength and stability, as well as growth rate and size of the franchise system. The magazine also looked at the number of years the company has been in business and the length of time it’s been franchising, in addition to start-up costs and financial data.

The Swanepoel TRENDS Report is published by Stefan Swanepoel, a real estate industry speaker and insider. The survey was crafted to determine the Most Recognizable Brand for Real Estate Franchises for his report, which is out in February. The survey included votes cast by 11,000 plus real estate agents throughout North America, who cast 390,000 votes to select the top 10.

■ ■ ■

Edmonton City Council has appointed Shami Sandhu, broker/ owner of Re/Max River City, to the Edmonton Police Commission.

Sandhu is also the current president of the Heritage Point Community League, established in southwest Edmonton in 2006, and a director with Edmonton’s Food Continued on page 6

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6 REM FEBRUARY 2010

‘Exceptional’ cottage has surprising view “The photos make out it is an isolated cottage with nothing surrounding it at all – but that could not be further from the truth”

By Nigel Burnham

A

n English estate agency has come under fire for failing to mention that an “exceptional detached fisherman’s cottage” it is selling also has spectacular views – of one of the biggest nuclear power stations in Europe.

Westbeach, a three-bedroom fisherman’s cottage in Romney Marsh, Kent, a sparsely populated wetland in the south-east of England, is for sale for $442,500 Cdn. On the surface it has a lot going for it. A cosy little hideaway a mere five minutes from the sea, it has a private driveway, half an acre of garden and sweeping views across some of the most beautiful coastal landscape England has to offer.

Kent agents Geering & Colyer waxed lyrical about the property’s virtues, their website describing the property as “not to be missed!” with its light-filled sitting room, period features, double glazing, gas-fired central heating, original 1930s wood paneling and a modern kitchen, boasting an allimportant island.

“Located on the Dungeness national nature reserve, this exceptional detached fisherman’s cottage is set in approximately half an acre,” the publicity read. “The property offers three bedrooms, two receptions, loft room, conservatory, kitchen and bathroom.

There is a garage and off-road parking.”

The only snag was that no mention was made of Westbeach’s proximity to the massive, brooding, concrete presence of Dungeness A and Dungeness B power stations – and the agents’ photographs all left out the tower-

F E B R U A RY 2 0 1 0 Cover photo: MARKO SHARK

ing structures next door.

The fact that the cottage was less than 80 yards from the perimeter of the site was something home seekers had to find out about for themselves.

Alex Robertson, 32, was among the first prospective buyers who visited Westbeach after first seeing details online – and was horrified when he got there.

“I was shocked,” he says. “It was unbelievable. I had seen the property online and thought it looked just right for me and my family. But when I got there I just saw this tiny fisherman’s cottage in the shadow of these huge nuclear power stations. The photos make out it is an isolated cottage with nothing surrounding it at all – but that could not be further from the truth. These power stations are literally at your front door – there is no escaping them, they are gargantuan.”

The Dungeness A site, which started generating electricity into the National Grid in 1965, was decommissioned in 2006 and is to be turned into an intermediate waste store in 2014. Nearby Dungeness B, an advanced cooled reactor, still operates and will stay open until 2018. Meanwhile there are plans to build a third plant, Dungeness C, nearby.

Although the power stations do detract from the local views, visitors have nevertheless long been seduced by the area’s bird reserve, RSPB Dungeness, and the stark beauty of the largest stretch of shingle beach in Europe.

A spokesman for Geering & Colyer, which removed details of Westbeach from its website short-

“disingenuous” not to mention the nuclear plants. But according to Romney Marsh county councillor Willie Richardson, the house is well known in the area and has its fans.

“It was there before the power station,” he says. “It is so different – I would have thought that the agents could have turned it around to their advantage. I mean, where else can you buy a house so close REM to a power station?”

Internet ads for the cottage picture it in a quiet rustic setting.

ly after the furor broke, says: “The thing is that anywhere on Dungeness is close to the power station. Dungeness is a place you either love or you hate and the power station is just part of that.

Anyone who wants to know the location of any property in relation to it can just go on to Google Earth and see for themselves.”

When Westbeach was first advertised in September, New Romney Town Council said it was

Multiple Listings Continued from page 4

Bank. He also served as the president of the Meadows Community League and the Mill Woods Community Patrol, and as the vice-president of the Mill Wood’s President’s Council. Mill Woods Community Patrol is a community policing initiative between the residents of southeast Edmonton and the Edmonton Police Service.

Visitors to the cottage found a setting that was somewhat different than they expected.

“We are pleased to have Mr. Sandhu join the Edmonton Police Commission,” says Mayor Stephen Mandel. “He has been an active community leader for many years.

Through his extensive involvement in community patrol, sport and community organization, he has an excellent grasp of Edmontonians’ priorities.”

■ ■ ■

Century 21 Real Estate LLC has signed a master franchise

agreement to license Century 21 franchises in Slovakia with Century 21 Slovakia Headquarters, s.r.o.

The Slovakia company is led

by Daniel Bily and Henry Silva.

Slovakia has a high-income, advanced economy with one of the fastest growth rates in the European Union. It joined the European Union in 2004 and joined the Eurozone on January 1, 2009, when it adopted the euro as its sole legal tender. REM

Publisher HEINO MOLLS e-mail: heino@remonline.com

Editor JIM ADAIR e-mail: jim@remonline.com

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

If you have industry news or want us to know about your company or services

General Manager JOHN COOPER e-mail: john@remonline.com

Senior Editor KATHY BEVAN e-mail: kathy@remonline.com

Phone: 416.425.3504 www.remonline.com

Email jim@remonline.com

Director, Sales & Marketing DENNIS ROCK e-mail: dennis@remonline.com Brand Design SANDRA GOODER

Art Director LIZ MACKIN Graphic Design SHAWN KELLY

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. Subscriptions are $40.95 per year (including $1.95 GST), payable by personal cheque. Entire contents copyright 2010 REM. All rights reserved. Reproduction in whole or in part without written permission from the publisher is prohibited. The opinions expressed in REM are not necessarily those of the publisher.

ISSN 1201-1223

ad_OceanSide_10-25x11 copy.pdf 11/01/2010 11:48:51

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8 REM FEBRUARY 2010

Show a house, save a life

Andrew Wood’s client collapsed with a heart attack during a showing, but Wood’s calm and quick reaction helped save his life. By Susan Doran right decisions,” he says. “The (emergency services) operator was so good, so calm, so encouraging.”

Above: Steve Pinney (centre) collapsed while viewing a house shown by broker Andrew Wood (front, second from left). Wood and Julie Pinney (front, second from right) performed CPR on Pinney until paramedics, police and firefighters arrived on the scene. Everyone involved reunited recently as Wood and Julie received Star of Life Awards.

(Photo by Catherine Whitnall, Kawartha Lakes This Week) Right: Andrew Wood (Photo by Marko Shark)

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roker Andrew Wood was showing clients Steve Pinney and his wife Judy a century home in the scenic rolling countryside of Ontario’s Kawartha Lakes region last fall, when Steve suddenly fell to the floor and turned blue.

Had Wood not been there, the next 14 minutes might have gone in a wholly different direction than they did, says Judy.

“Without Andrew, I don’t know what I would have done,” she says. “He was cool as a cucumber.”

Steve – 56 years old, weighing more than 300 pounds and previously reasonably healthy – was having a heart attack. He is diabetic and had complained of feeling a bit “off” minutes before, and paused to take a couple of sugar pills. But other than that he appeared just fine – no sweating, no complaints of chest pain, no weakness in the arms, nothing at all out of the ordinary, says Wood, who is with Royal LePage Frank Real Estate in Whitby, Ont. In fact, Judy says that in the car on the way over to view the house, he had stressed how great he felt. They had all strolled around the outside of the property and then taken their time

viewing the inside, being careful, as instructed by the listing agent, not to let the cats out.

But not long after climbing the steep and narrow stairs to the second floor and taking the sugar pills, Pinney “started shaking and fell over backwards,” says Wood.

“It happened so fast I didn’t even have time to get his head. It hit the floor.”

Pinney himself recalls nothing of the incident, and in fact does not even remember being in the house.

Wood immediately dialed 911 on the home’s land line rather than using his cell phone. That was the first right step he and Judy made in a series of good choices, emergency response experts say. Cell phone reception can be iffy, especially out in the country. Using a land line, they were ensured a reliable connection throughout their ordeal. And by calling 911 immediately, they set the stage for the speediest possible rescue response and top-notch, up-to-date resuscitation instruction while they waited.

“I want to emphasize the importance of dialing 911 before starting CPR, even if you’ve had

training,” says Wood.

moved to hospital.

The call was transferred to the area’s Central Ambulance Communication Centre (CACC), where operator Margaret Thurston calmly coached the pair on how to perform ongoing CPR.

Today he is back on his feet and says he is “so grateful” to be alive and well. Not surprisingly, he and Judy took a pass on the home where the trauma took place. But they did buy another one, using Wood as their agent.

Wood communicated with the operator, passing the information along to Judy and sometimes holding the phone to her ear while she did chest compressions as instructed, with Wood counting them out. At various points Wood put the phone down and held Steve’s nose or did compressions while Judy performed mouth-to-mouth.

As for Wood, he is relieved he made the right decisions during the emergency. He says he acted on instinct.

“Time went out the window,” says Wood.

Neither he nor Judy had performed CPR before, although Judy had taken some training in it years before.

When fire fighters, paramedics and police arrived they found that although Pinney still wasn’t breathing, he did have a pulse – which they credit to the efforts of Woods and Judy, who had managed to keep blood flowing through his body. Not long afterwards, Steve was stabilized and

“Afterwards, you don’t feel like a hero – you’re just glad you could help,” he says. “The critical thing I learned is you need to act quickly. Every minute counts.

It’s important to make people aware of how fast things can happen …

“We agents get in all kinds of situations. We don’t usually know the health of our clients – it’s good to find out if you can.

And there should be a real estate credit course on life-threatening incidents and how to handle them. CPR training would be helpful,” he says.

Wood says he plans to take CPR himself and to educate the people in his office about it.

“If you’re not calm in an emergency, you’re not making the

Wood was immensely impressed with the entire emergency medical services team, comprised of local and provincial 911 communication resources, local firefighters and the co-ordinated efforts of the Durham and Kawartha Lakes EMS paramedics. He wrote a glowing letter to the chief of emergency services in Lindsay, Ont., validating emergency response volunteers.

These services are being discontinued in many communities across Ontario, he says.

In November, both Wood and Judy Pinney received Star of Life Awards from Kawartha Lakes Fire and Rescue, as well as certificates of recognition from the city of Kawartha Lakes and plaques of thanks from the Heart and Stroke Foundation of Ontario.

During the awards presentation, Ron McMillan, Kawartha Lakes EMS supervisor of quality assurance, said that Steve Pinney’s good news story is unfortunately not common in the community, but that the system does work if 911 is called immediately and CPR response is begun when dealing with cardiac arrest. The best “save rates” for sudden cardiac arrests are in communities where a relatively high percentage of the population (50 per cent or more) has some CPR knowledge, McMillan says.

“Our work in this area is only beginning,” he says, noting that the Kawartha Lakes region is now a leading Ontario community for Public Access Defibrillator sites.

Further education and training initiatives are gearing up to make stories like Steve Pinney’s the norm rather than the exception, he says. REM

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10 REM FEBRUARY 2010

Letters to the Editor M

ark Weisleder (lawyer, author and speaker to the real estate industry) claims in his article The truth about property disclosure statements (REM, December) that “in many communities across Canada” sellers who do not fill out a property disclosure statement will “likely obtain less money for the property than if they had provided complete disclosure”.

I would like Mr. Weisleder to name these communities and what proof he has that sellers will likely obtain a higher price for their home by signing such a statement. I have never once, since the disclosure statements became standard practice, experienced a situation where a home sold for less because a statement was not available. Will some agents after reading his article, feel compelled to advise their buyers to offer less if there is no

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disclosure statement? Has Mr. Weisleder just created a problem that doesn’t really exist?

Bryson McQuirter, FRI, Broker Re/Max Georgian Bay Realty Midland, Ont. Mark Weisleder replies: I have lectured to real estate salespeople across Canada over the last 25 years and for the most part, the observation is as a result of conversations that salespeople have told me based on personal experiences, that when disclosure statements were not provided, there were “stigmas” about the properties that people spoke about which impacted the final sale price offered. This includes communities not far from Midland, although I cannot point to a specific property REM address.

Realtor RIP

By Matt Carter

T

he National Association of Realtors (NAR) in the U.S. has amended its trademark policy to formalize its practice of allowing members to use the Realtor logo on their gravestone.

NAR has granted verbal approval to such requests – it gets one or two a year – for longstanding members, says Mike Thiel, NAR associate counsel.

The requests typically come from longtime members, for whom being a Realtor “was a very important part of their life, and their family thinks it should be reflected on their tombstone,” Thiel says. “You have people who have been in the business for 60 years, and have been in leadership positions, and it was a significant part of their social and professional life.”

Because NAR had no official policy on the question, Thiel says he has granted verbal permission to requests to use the Realtor logo on headstones, but was reluctant to provide written guidance.

Gary Krysler, executive vicepresident of the Women’s Council of Realtors, who broke the story on Twitter, said some monument companies would not chisel “Realtor” on a headstone without written permission from NAR. Thiel confirmed that the trademark policy was amended, allowing NAR to provide written permission to use the Realtor logo on headstones.

The Women’s Council of Realtors, which shares the same address on Chicago’s North Michigan Avenue as NAR, sent out a bulletin to the group’s 4,857 followers on Twitter, declaring: “NAR amended its Trademark Policy. If you’re a Realtor and you die, you may now put the Realtor logo on your tombstone.”

The news raised a few eyebrows on Twitter, a text messaging site, including this response from Riverside, Calif.-based broker Kathy McGraw: “That’s about the dumbest thing I ever heard of ... who cares when we die if we are a Realtor?” – Inman News REM

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12 REM FEBRUARY 2010

Real Estate Technology I

magine pointing your mobile phone camera at a property for sale and being able to call up all the relevant listing information. This is one of the exciting possibilities offered by augmented reality technology.

Let’s look at how this new technology is already being used in the real estate industry and find out when it’s likely to arrive in Canada.

Augmented reality technology allows us to overlay statistics and information on the real world as seen through a mobile phone, guiding us to property listing locations and providing data on the things that we see. The world’s first augmented reality browser, Layar, was unveiled last summer and this technology is already being used to build real estate apps.

The idea is that objects like properties, boundaries or outbuildings can be tagged with information superimposed on your camera’s view using layers.

Created by Amsterdam-based SPRXmobile, Layar is intended for use with Android cell phones like the T-Mobile G1 and HTC Magic. Android is an open source mobile phone operating system developed initially by Google, with the aim of encouraging better web access, development and innovation for cell phones.

The first real estate related app has already been built. French company Meilleurs Agents used the Layar technology to create a property valuation app. Users can point a Layar-enabled cellphone camera at any Parisian building to show the estimated financial value of that property, with prices displayed per square metre in euros. The idea behind this free application is to allow sellers to safely price their property and identify the best brokers to carry out the sale. Ultimately this augmented reality app might be combined with Meilleur Agent’s “heatmap”, a colour coded view of Paris showing the most valuable

or “hot” areas of the city in red.

The app is currently available for Google Android cell phones with plans for a release on Apple’s iPhone 3GS in France. You can see a video of the MeilleurAgents app ( h t t p : / / f r. m e i l l e u r s a g e n t s . com/layar/) working at http://vimeo.com/600626.2.

The Layar augmented reality browser is also being used to construct real estate apps in the U.S. The UDR apartment search app

Layar is the world’s first augmented reality browser.

uses Layar and the T-Mobile Android camera phone to find apartments available for rent. The UDR app is currently limited to listings of apartments for rent across 10 states but users can access tours, phone or email the leasing office to get more information, and even reserve their favourite apartments, using the technology. It seems likely UDR will be just one of a growing number of such augmented reality apps, particularly as it’s claimed that the layer construction, database programming and integra-

Augmented reality real estate applications Layar makes use of a cell phone’s GPS, compass and camera capabilities to identify your current location and overlay information on your camera’s view of the real world. By Petra Jones tion took only about 15 hours to complete.

One of the first actual real estate apps to take advantage of Layar’s augmented reality browser is Trulia. Developed for a U.S. audience, Trulia flags up properties for sale or rent using an Android cellphone camera with information on sale price and pictures you can browse of the property’s interior, plus a contact number for the real estate agent.

There’s also a viewfinder to help property seekers find other properties for sale in the local area.

The real estate search engine company claims the app took them just three hours to create. See http://www.truliablog.com/2009/08/18/a-trulialayer-on-your-phone-wow-that-isso-cool/ for more information.

There’s also Hotpads, an augmented reality app that allows users to narrow their searches by type (for sale or rent), enter a search range and maximum price, and search a database of around three million properties for sale.

Users select a listing by tapping an icon on their screen to call up a menu offering a detailed listing with pricing, photos and a description of the property or options to call the real estate agent or get directions. As with some of the other augmented reality apps, they can be installed by accessing the Android Market and searching for the app by name.

Besides the issues of speed and performance, there are practical issues like how well such apps will perform in areas with poor signal strength.

How else could augmented reality be used? Given that version 2.0 of Layar’s augmented reality browser only became available globally a few months ago, the developers have certainly been busy. Support for Layar’s augmented reality browser is already avail-

imagine augmented reality apps that also offer audio – perhaps including a real estate agent’s guided tour highlighting particular areas of interest via the screen.

Sound too good to be true?

The real acid test will be how fast these kinds of apps can serve up

Users can point a Layar-enabled cellphone camera at any Parisian building to show the estimated financial value of that property, with prices displayed per square metre in euros.

able in Canada with the app working on Android phones like the HTC Dream, and there are plans for iPhone 3GS support shortly.

A Toronto subway system app has already been produced by Winvolve. It identifies where you are and shows you where to find the nearest station (see www.youtube.com/watch?v=R5O 3VO8_adE). Potentially such public transportation and Google maps apps could make property listings much easier to find. So far augmented reality apps have been limited to overlaying images or video over the real world as seen through a cellphone camera lens.

But in future, it’s not hard to

and superimpose the information we need on the real world – we still don’t know how they’ll perform once they become popular and large numbers of people are using them to view real estate listings. Besides the issues of speed and performance, there are practical issues like how well such apps will perform in areas with poor signal strength, or whether they can overlay data accurately on the real world without ambiguity.

Nevertheless, it’s an exciting new technology for the real estate industry to explore.

For more information: www.youtube.com/watch?v=PKZl iyge8x8&feature=player_embedded REM

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2009 Royal Chairman’ s Club 2008 RoyalLePage LePageNational National Chairman’s Club

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

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

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

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

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

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

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

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

9. Marilyn Wilson* Royal LePage Performance Realty° Ottawa, ON (877) 757-7386

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

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

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

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

28. Robert Nimmo Toronto. ON (888) 336-1871

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

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

31. Roger LeBlanc Royal LePage Atlantic Moncton, NB (800) 267-3629

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

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

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

35. Peter Racco* Royal LePage Burloak Real Estate Services° Burlington, ON (800) 290-0163

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

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

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

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

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

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

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

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

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

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

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

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

62. Ivan Piché Royal LePage Vallées de l’Outaouais Gatineau, QC (819) 561-0223

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

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

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

66. Doug Hayden Royal LePage Foothills Calgary, AB (888) 384-4557

67. Mani Bagga Royal LePage Noralta Real Estate Edmonton, AB (877) 905-5050

68. Marilyn Redvers* Royal LePage Your Community Realty° Aurora, ON (905) 727-3154

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

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

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

86. Ben Gauer Royal LePage Coronation Park Surrey, BC (888) 649-4299

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

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

89. Lorraine Goulard Royal LePage Performance Realty° Orleans, ON (888) 830-8757

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

91. Nutan Brown Toronto, ON (866) 335-1900

92. Mary Lindsay Royal LePage Team Realty° Ottawa, ON (800) 307-1545

93. Jeanette Schmidt Royal LePage Scharf Realty° Waterloo, ON (866) 748-2737

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

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

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

97. Norm Cholak* Royal LePage Noralta Real Estate Edmonton, AB (780) 431-5600

112. Jeff Golding Royal LePage Coronation West Coquitlam, BC (888) 400-0011

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

114. Tim Somerville Royal LePage Atlantic Saint John, NB (800) 775-0077

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

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

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

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

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

120. Joseph Buggie Royal LePage Ram Realty Calgary, AB (403) 258-0450

121. Don Evans Royal LePage Lakes of Muskoka Realty° Port Carling, ON (800) 263-3398

122. Cindy Gering Royal LePage Coronation West Coquitlam, BC (888) 400-0011

123. Yoki Nichol Royal LePage Ram Realty Calgary, AB (403) 258-0450

124. Debbie Keatley Royal LePage Noralta Real Estate Sherwood Park, AB (888) 797-7653

125. Bob Maskell Royal LePage ArTeam Realty Edmonton, AB (888) 456-5657

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

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

136. Jean Dunn Royal LePage

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

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

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

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

140. Doug Donnelly Royal LePage Noralta Real Estate Edmonton, AB (780) 431-5600

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

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

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

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

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

Royal Royal LePage LePage Real Real Estate Estate Sevices Sevices Ltd., Ltd., Brokerage, Brokerage, unless unless otherwise otherwise noted. noted. *Denotes *Denotes Lifetime Lifetime National National Chairman’s Chairman’s Club Club Members.

Members. °Brokerage °Brokerage

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

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

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

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

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

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

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

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

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

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

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

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

24. Peter Polson Toronto, ON (888) 336-1871

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

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

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

42. Cheryl Bejcar Royal LePage Coast Capital Realty Victoria, BC (250) 592-4422

43. Margorie Grime Royal LePage RCR Realty° Orangeville, ON 905-450-3355

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

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

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

47. John Hripko* Royal LePage Foothills Real Estate Services Calgary, AB (888) 384-4557

48. Susan Lore Royal LePage True North Realty Fort McMurray, AB (780) 715-1382

49. Derrick Smyth Royal LePage Prime Real Estate Winnipeg, MB (204) 989-7900

50. Randy Murray Royal LePage Foothills Calgary, AB (888) 384-4557

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

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

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

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

55. Michel Beauchamp Royal LePage Vallées du Nord Saint-Jérôme, QC (450) 438-4646

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

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

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

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

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

75. Mario Charron Royal LePage Performance Realty° Ottawa, ON (888) 830-8757

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

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

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

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

80. Brett Smiley Mississauga, ON (888) 828-0422

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

82. Pierre Nadeau Royal LePage ProAlliance Realty° Kingston, ON (800) 862-4443

83. Michael Willmott Royal LePage Kelowna Kelowna, BC (800) 421-3214

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

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

100. Rod Jensen Royal LePage South Country R.E. Services Taber, AB (403) 223-3333

101. Kevin Coady Royal LePage Team Realty° Ottawa, ON (888) 780-7747

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

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

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

105. Susan Brown Royal LePage RCR Realty° Orangeville, ON (905) 450-3355

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

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

126. Masood Vatandoust Royal LePage Frank R.E.° Newcastle, ON (888) 574-2147

127. Scott Darling Royal LePage Atlantic Saint John, NB (800) 775-0077

128. Julie Fairhurst Royal LePage Northstar Realty Surrey, BC (604) 597-1664

129. Lesley Fleming Royal LePage Benchmark Calgary, AB (800) 387-4011

130. Jacques LeBlanc Royal LePage Performance Realty° Orleans, ON (888) 830-8757

131. Todd Guergis Royal LePage First Contact Realty° Barrie, ON (877) 728-4067

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

133. Sue DePaulo Royal LePage State Realty° Ancaster, ON (877) 648-4451

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

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

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

Joan Richter* Royal LePage Kelowna Kelowna, BC (888) 238-7653

Troy Schmidt* Royal LePage Scharf Realty° Waterloo, ON (519) 747-2040

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

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

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

We recognize

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

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

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

111. Nancy O’Dea

Royal LePage thisPerformance group Realty° Ottawa, ON of 153 tremendously successful (877) 757-7386 individuals who, through their achievements, have reached the Congratulations to the members of top 1% of our national network our 2009 National Chairman’s Club, of 14,000 realtors. Selected professionals who have reached the annual top residential top 1% based of ouronnational network of sales for grossREALTORS ‘closed and®collected’ commissions, they . Achievement is earned have masteredbased the core of Royaland LePage which on values gross ‘closed collected’ include helping consumers in every step of their search commissions. These professionals have for thetheperfect home –ofasRoyal ‘helping’ is what mastered core values LePage, andRoyal are LePagers do!

This group of real estate experts ambassadors of the Royal LePage brand - Helping you is surpass striving all expectations deliver whatcontinually we do, continually in pursuit ofand achieving excellence in customer service sales. We sincerely excellence in customer service and and sales. congratulate each one and wish them all continued With our sincere congratulations and best wishes for the success for the upcoming year.

coming year,

Phil Soper Phil Soper President & Chief Executive President & Chief Executive

16 REM FEBRUARY 2010

Social networking vs. social notworking

By Randall M. Craig

S

ocial media is used by recruiters to look for “hidden” candidates and to disqualify inappropriate ones. It is used by sales reps to look for new prospects and connect better with existing ones. And it can be used by you to connect outward to those you know, and to develop your reputation with those you don’t.

For all these reasons and more, our prospects and clients spend increasing amounts of time on sites like LinkedIn and Facebook, often without a clear return on their time investment, and sometimes doing more harm than

good. And if they are spending time in the world of social media, then they are not spending time on our own websites. (Most professionals know this has been true for years, even before social media came onto the scene.) So if prospects are using social media, most real estate professionals know that they should be doing something there as well.

While the early adopters may have figured out precisely what that something is, the vast majority of real estate professionals are just now beginning to move into the social media world. This “rush” holds great promise, but also has the potential to injure reputations, create embarrassment, and waste a huge amount of time. Social networking vs. social notworking.

Even if you think you are an expert, consider these guidelines:

Don’ts: • Don’t be presumptive and

assume that everyone will want to be your connection or friend. If there is any question in your mind that someone may refuse, then call them up and ask first. After all, a key goal of social networking is to facilitate real networking.

• Don’t automatically assume that everyone wants to give you a written recommendation.

Some people feel uncomfortable giving blanket public recommendations, while others may not want to give you one at all.

Best ask in a way that doesn’t put the other person into an embarrassing position.

• Don’t accept connections with people who you don’t have a real-world relationship with. If you do accept these unknowns, then they will pester you for introductions to your colleagues – or call them up directly and use your name. Yikes.

• Don’t be inconsistent with your image across the various social media sites. It raises a red

February 23rd, 2010 Mississauga Convention Centre

flag. And at the same time, make sure that there are no embarrassing – or out-of-brand – images of you posted on these sites. These raise a redder flag.

Do’s: • To prevent identity theft and to ensure that you are being represented properly, make sure that you claim your profile on the various profile aggregator sites. (www.Zoominfo.com is one of them).

• Do remember that everything that you ever wrote, if it was posted online, is findable online – even if was deleted. The Wayback Machine and Google have seen to it.

• Do check your profile regularly on each of LinkedIn, Facebook, Plaxo, MySpace, or wherever you have a presence, to ensure that nothing inappropriate about you was posted by your connections.

• Limit your time to a finite

amount each day to “manage” the process. If you’re not getting the results that you want, then either reduce the time further, or get some training to learn how to better utilize social media.

Despite the risks, social media represents a tremendous opportunity to significantly extend your personal and professional profile. The only question is whether you use the tool strategically or not. One more “Do”: this week, go through each site that you are registered on, and make sure that each is up-todate and consistent.

Randall Craig is the president of Pinetree Advisors and the author of numerous books, including the best-seller Personal Balance Sheet, and the just-released Online PR and Social Media for Experts. He speaks and consults on Networking and Social Networking. www.OnlinePRSocialMedia.com.

REM

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18 REM FEBRUARY 2010

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By Stan Albert “If there are no common values, there can be no image of the future.”

– authors Phil Hodges and Ken Blanchard

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hat are your values?

Your real core values?

Here it is, a new decade. What resolutions have you made and how many have you broken by now? I know that every year I make a number of resolutions such as: 1. Promise to return to Weight Watchers and lose at least 20 pounds.

2. Promise to go to the gym three times a week.

3. Eat healthier meals and cut out snack foods.

4. Read more books.

5. Be more attentive to my wife and my kids.

6. Be more prudent in my spending habits.

Do any of these sound familiar?

You may have made the same ones in the past and even kept them.

I’ve been thinking back to a Friday night dinner at one of our best friend’s homes. After a sumptuous meal and great dinner conversation, we adjourned to the den and my friend and I had an afterdinner drink. He asked me a rather direct question: “Stan, what would you say are your top two core values?”

I thought for a moment and replied, “I think that first, I am a very generous person and second, I always want to share my expertise/knowledge.”

The discussion was brought about by my friend sharing with me that he’s had two troubling issues with real estate professionals recently. The issues surrounded the ethics and morals of two IC & I Realtors. He had been undermined by the listing agent and he had in

Your core values effect “back doored” him by dealing with his principal buyer. He felt cheated by the listing broker and knew he had no recourse, as his buyer agent had no control over the listing brokerage’s actions.

From articles and books I’ve recently read, some of the consultants and writers have several core values that I thought I would share with you this month. Determining those values may depend on answering some questions about yourself.

How do you build your business? Do you have control over your finances? Are you an entrepreneur? How do you deliver your services? How important is your family to your lifestyle?

Answers to all of the above reflect your values. They determine many aspects of our lives, such as our tastes, our lifestyle, social and political values, and last but not least, our religious beliefs.

Maybe some of you hold these values to be untouchable and others consider them to be superficial values that one really cannot subscribe to on a regular basis.

Our values may change over the years, but here’s what I’ve discovered to be sacrosanct – the desire to be healthy, the desire to have kinship with family and friends, the desire to be content with my lot in life and lastly to be financially secure to the end of my days.

Are desires values? I think so.

Because as the saying goes, “To thine own self be true.”

By the way, I have rejoined the gym and weight clinic – not bad for starters! Wishing you all the very best in 2010. I hope it’s your best year ever.

Watch for my blog on www.activerain.com. I recommend this website; it is an enormous benefit to Realtors.

Stan Albert, broker/manager, ABR, ASA at Re/Max Premier in Vaughan, Ont. can be reached for consultation at stanalb@rogers.com.

Stan is now celebrating 40 years as an active real estate professional. REM

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20 REM FEBRUARY 2010

Working on the road

How to make all that time in your car productive

By Toby Welch

Terra and Christopher Suffel

R

eal estate sales reps spend more time driving than people in almost every other profession. Well, besides couriers and truckers.

Hilary Shantz, a sales rep with Great Canadian Realty in Oakville, Ontario, spends about 20 hours a week driving for work and while she does, she usually listens to CDs or the radio. Shantz doesn’t mind being behind the wheel, and says it is no worse than being behind a desk.

Gary Gao of Sutton Group West Coast Realty in Coquitlam, B.C., also doesn’t mind all the driving that goes with the job.

He lives close to his office and usually doesn’t pick up or drop off clients for showings unless he absolutely has to. He reduces car time even more by getting clients to sign paperwork and return it via fax or email. He only spends eight hours a week driving for business although when he has to work in Vancouver West/ Richmond, a single appointment requires a two- to three-hour car ride. Gao listens to the radio, answers client’s phone calls or thinks about his business when he is driving.

Janet Bossert of Re/Max Real Estate in Edmonton spends at least 25 hours a week driving buyers around, and five hours a week behind the wheel for sellers. To pass the time, Bossert

Gary Gao

Julie Kinnear

used to call colleagues or friends but is trying to change that habit.

Saskatchewan, Ontario, Quebec, Nova Scotia, Newfoundland & Labrador and Strathcona County, Alta., have passed laws that ban talking or texting on your cell phone while driving. Alberta, Manitoba, and B.C. are expected to follow. Hands-free devices are still allowed while driving.

to eat or make the time for a healthy meal and set time aside to exercise.”

Bossert now uses her drive time to listen to interviews and articles on CBC radio. Bossert adds, “Of course I talk to my clients when they are with me. I prefer driving with clients rather than meeting them at listings.”

Bossert makes a good point about all the driving. “A lot of Realtors end up gaining weight.

Quite a few get diabetes. Driving is stressful but it’s not exercise.

Christopher and Terra Suffel, sales reps at Re/Max Hallmark Realty in Toronto, embrace the car time. “We’re probably in our car more than we’re not.

Whether it’s dropping off direct mail or inspecting and showing properties, our car – and mobility as a whole – is critical to our business,” they wrote in an email to REM. “One of the things that sets us apart from other Realtors is how we embrace mobility from a technology perspective. We both use netbooks and a wireless all-in-one printer/fax. This mobile office gives us the ability to research properties and put together offers on-the-fly, from

A mobile office gives one the ability to research properties and put together offers on-the-fly, from the road.

We need to offset all that sitting.

Plus, we go and go and end up really hungry so we grab something, anything to eat. It’s usually quick, oily, and in a great big white slab of dough. Figure out a way to take something decent

the road. In today’s competitive real estate market, speed often makes all the difference. Having a mobile office also minimizes a lot of back-and-forth between our home office and our clients’ locations, saving on gas and has-

sle. As well, since the hands-free legislation has taken effect in Ontario, being a real estate partnership enables one of us to be on the phone or email, while the other is driving. It has meant a lot less downtime, and has been great for business.”

Julie Kinnear, a sales rep with Royal LePage in Toronto, also thinks of her vehicle as a mobile office. “A lot of our work is done in our cars, especially since we end up waiting between appointments and making calls or waiting in front of a house during an offer presentation. I spend on average between three to six hours per day in my vehicle.”

Kinnear likes to use her car time for productivity. “I am a big believer in ‘sharpening the saw’ and improving my skills as a Realtor. I listen to CDs or my iPod. I have downloaded many inspirational speakers – it keeps me motivated and energetic. I listen to other Realtors, conferences and business books on tape.

When not driving I am on my BlackBerry replying to emails, returning phone calls, and looking up properties on MLS. I bought an adapter for the lighter in the car that turns the electrical outlet into a normal plug so my laptop can work with it if neces-

sary. I also have a Bell turbo stick to receive high-speed Internet via wireless.”

A microcassette or digital recorder is a handy tool to keep in the car. Use it to record ideas without running off the road. If you have an assistant, you can use the device to dictate memos or letters for them.

Kinnear has some thoughts for sales reps on the road: “Avoid driving at rush hour. Plan your day so you can do all appointments on one side of the city at the same time. Plan your route and get a GPS.” Christopher and Terra Suffel suggest: “Use your time in the car to explore new areas. We try to take different routes to familiar locations so we can uncover new pockets of the city – intelligence we can then pass along to our clients or use for our own marketing campaigns. We also try to take our dog with us for inspections or agent open houses. Our dog is always a welcome diversion in our day and has become quite skilled at getting us to stop for impromptu strolls through new neighbourhoods and local parks. Getting out of the car has also helped us uncover hidden gems from a ‘locals’ perspective.” REM

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A Buyer’s Choice Home Inspections: It’s about more than being your own boss. It’s about being in charge of your destiny.

When you start a career in real estate at the ripe age of 18, you learn more than a few important lessons over the years. Just ask Bill Redfern, founder and CEO of A Buyer’s Choice Home Inspections. Buying up his first investment property in 1985, Bill spent the last 20+ years sharpening his skills in diverse areas of this industry: as a successful realtor and broker, an investment property developer, as owner of over 320 residential and commercial units and as a project manager for award-winning developments.

Bill Redfern, Founder and CEO

With this level of experience and an entrepreneurial spirit, Bill understands first hand the direct link between success in business and the importance of professionalism, expertise and customer service. In fact, that’s what led him to found A Buyer’s Choice Home Inspections.

Created to serve realtors and offer protection, peace of mind and comfort to the buying and selling public, A Buyers Choice Home Inspections is now one of the fastest growing franchise companies in North America.

“During my career in real estate, I saw firsthand the need for quality, professional home inspectors and the impact they can have on the success of a sale - for the realtor, the buyer and the seller combined”, says Redfern from head office in Halifax, Nova Scotia. “Developing a franchise model to meet this demand and also offer a great investment opportunity seemed like a smart venture.”

Arne Tjerno, President of International Franchise Development

Judging by the success of A Buyer’s Choice Home Inspections, Redfern was right on the money.

The home inspection industry is experiencing rapid-fire growth and quality inspectors are in high demand across North America. In fact, 95% of real estate transactions today require a home inspection. It’s no wonder that Money Magazine named home inspection as one of America’s 50 hottest jobs AND one of the top 10 highest income home businesses.

long and successful career in franchise sales with what was to become the leading real estate organization in the world, Re/Max, followed by critical initial efforts with an aggressive up and coming firm, Exit Realty, has made him an invaluable resource in expanding the reach of A Buyer’s Choice Home Inspections.

Today, thanks to the strong vision and determined strategy of Redfern and Tjerno’s partnership, A Buyer’s Choice Home Inspections boasts regional master and local franchises throughout Canada and the United States. Their unique business model offers people the pride of owning their own business with the freedom of being their own boss. No prior experience or specific education is necessary - A Buyer’s Choice provides all the training as part of the franchise package.

“I was really impressed with the extensive training program, the support of the franchise system and the lucrative business model that A Buyer’s Choice provides”, says Southwestern Ontario Master Franchise owner, Ray Sikkema. “I really believe it’s a solid and exciting opportunity for investors looking to own and operate their own business. It has been for me.”

A Buyer’s Choice Home Inspections is looking for investors who share their commitment to quality and professionalism, have a desire to own their own business and understand the value and power of working together to build a company. “A Buyer’s Choice Home Inspections is a company for people who have a passion for success and the rewards that come with it,” says Tjerno. “We have a proven, successful model that provides on-going sales and royalty income and we’re eager to share it with ambitious, like minded people.”

For more information on how you can share the success of A Buyer’s Choice Home Inspections, contact: Arne Tjerno, President, Franchise Development Phone: 902-877-8626 Office: 902-446-4740 Ext-1, Fax: 902-446-4738 Email: arne@abuyerschoice.com

Helping Redfern grow A Buyer’s Choice Home Inspections is partner, Arne Tjerno, President of International Franchise Development. Tjerno’s

REM 2pg AD Dec2009 V1.indd 2

12/7/09 12:24 PM

Become Part of the Largest Home Inspection Company in Canada

Be Your Own Boss

Be Part of This Exciting Opportunity Watch Us on CNN’s, ‘The Economic Report’ Franchises that Work in the 21st Century.

A Buyer’s Choice Home Inspections Franchise Opportunity gives you the chance to fulfill your dreams of self-employment, job stability and financial security that comes with a proven business model. Avoid the risk and uncertainty that plagues the traditional indepent business startups.

With the expert training and local support of A Buyer’s Choice Home Inspections, success is yours to achieve!

Join the fastest growing home inspection company in North America.

We want “You” to Share, in Our Success!

Home inspection ranks among “North America’s 50 Hottest Jobs” and “Top 10 Highest Income Home Businessess.” – Money Magazine “One of the Best Business Opportunities.”

– Entrepreneur Magazine

In keeping with the Season, We Wish You All, a Properous New Year and Seasons Greeting from your Friends at A Buyer’s Choice Home Inspections

Arne Tjerno,

President – Franchise Development

902.877.8626

www.abuyerschoice.com REM 2pg AD Dec2009 V1.indd 3

12/7/09 12:24 PM

A Buyer’s Choice Home Inspections: It’s about more than being your own boss. It’s about being in charge of your destiny.

When you start a career in real estate at the ripe age of 18, you learn more than a few important lessons over the years. Just ask Bill Redfern, founder and CEO of A Buyer’s Choice Home Inspections. Buying up his first investment property in 1985, Bill spent the last 20+ years sharpening his skills in diverse areas of this industry: as a successful realtor and broker, an investment property developer, as owner of over 320 residential and commercial units and as a project manager for award-winning developments.

Bill Redfern, Founder and CEO

With this level of experience and an entrepreneurial spirit, Bill understands first hand the direct link between success in business and the importance of professionalism, expertise and customer service. In fact, that’s what led him to found A Buyer’s Choice Home Inspections.

Created to serve realtors and offer protection, peace of mind and comfort to the buying and selling public, A Buyers Choice Home Inspections is now one of the fastest growing franchise companies in North America.

“During my career in real estate, I saw firsthand the need for quality, professional home inspectors and the impact they can have on the success of a sale - for the realtor, the buyer and the seller combined”, says Redfern from head office in Halifax, Nova Scotia. “Developing a franchise model to meet this demand and also offer a great investment opportunity seemed like a smart venture.”

Arne Tjerno, President of International Franchise Development

Judging by the success of A Buyer’s Choice Home Inspections, Redfern was right on the money.

The home inspection industry is experiencing rapid-fire growth and quality inspectors are in high demand across North America. In fact, 95% of real estate transactions today require a home inspection. It’s no wonder that Money Magazine named home inspection as one of America’s 50 hottest jobs AND one of the top 10 highest income home businesses.

long and successful career in franchise sales with what was to become the leading real estate organization in the world, Re/Max, followed by critical initial efforts with an aggressive up and coming firm, Exit Realty, has made him an invaluable resource in expanding the reach of A Buyer’s Choice Home Inspections.

Today, thanks to the strong vision and determined strategy of Redfern and Tjerno’s partnership, A Buyer’s Choice Home Inspections boasts regional master and local franchises throughout Canada and the United States. Their unique business model offers people the pride of owning their own business with the freedom of being their own boss. No prior experience or specific education is necessary - A Buyer’s Choice provides all the training as part of the franchise package.

“I was really impressed with the extensive training program, the support of the franchise system and the lucrative business model that A Buyer’s Choice provides”, says Southwestern Ontario Master Franchise owner, Ray Sikkema. “I really believe it’s a solid and exciting opportunity for investors looking to own and operate their own business. It has been for me.”

A Buyer’s Choice Home Inspections is looking for investors who share their commitment to quality and professionalism, have a desire to own their own business and understand the value and power of working together to build a company. “A Buyer’s Choice Home Inspections is a company for people who have a passion for success and the rewards that come with it,” says Tjerno. “We have a proven, successful model that provides on-going sales and royalty income and we’re eager to share it with ambitious, like minded people.”

For more information on how you can share the success of A Buyer’s Choice Home Inspections, contact: Arne Tjerno, President, Franchise Development Phone: 902-877-8626 Office: 902-446-4740 Ext-1, Fax: 902-446-4738 Email: arne@abuyerschoice.com

Helping Redfern grow A Buyer’s Choice Home Inspections is partner, Arne Tjerno, President of International Franchise Development. Tjerno’s

REM 2pg AD Dec2009 V1.indd 2

12/7/09 12:24 PM

Become Part of the Largest Home Inspection Company in Canada

Be Your Own Boss

Be Part of This Exciting Opportunity Watch Us on CNN’s, ‘The Economic Report’ Franchises that Work in the 21st Century.

A Buyer’s Choice Home Inspections Franchise Opportunity gives you the chance to fulfill your dreams of self-employment, job stability and financial security that comes with a proven business model. Avoid the risk and uncertainty that plagues the traditional indepent business startups.

With the expert training and local support of A Buyer’s Choice Home Inspections, success is yours to achieve!

Join the fastest growing home inspection company in North America.

We want “You” to Share, in Our Success!

Home inspection ranks among “North America’s 50 Hottest Jobs” and “Top 10 Highest Income Home Businessess.” – Money Magazine “One of the Best Business Opportunities.”

– Entrepreneur Magazine

In keeping with the Season, We Wish You All, a Properous New Year and Seasons Greeting from your Friends at A Buyer’s Choice Home Inspections

Arne Tjerno,

President – Franchise Development

902.877.8626

www.abuyerschoice.com REM 2pg AD Dec2009 V1.indd 3

12/7/09 12:24 PM

24 REM FEBRUARY 2010

Some recent cases LEGAL ISSUES

By Donald H. Lapowich

H

ere are some recent cases that came across my desk.

Many cases are reported about the employer’s obligation to accommodate employees’ needs.

In a recent action involving a secretary in a law firm, the secretary suffered from a variety of symptoms and multiple chemical sensitivities. The law firm therefore renovated the 30th floor of the office building and moved the complainant employee’s desk to that floor. However, the secretary never returned to work. She was dismissed by the firm and filed a complaint with the Human Rights Commission.

It dismissed the complaint and held that the dismissal was reasonable because: (a) The firm reassigned the secretary to a new work place, but she refused to test the new environment; (b) The secretary refused to supply an updated medical report requested by the law firm.

■ ■ ■

The plaintiff and defendant entered an Agreement of Purchase and Sale of property.

The property was to be subdivided into six lots and re-zoned.

Five lots were to go to the purchaser and the sixth, with an existing house, was to be retained by the vendor. If the sale could not be completed by the filing of the subdivision plan or a date set out in the agreement, the vendor could terminate the deal and keep a $250,000 deposit (as forfeiture).

At trial, the court held that the

house of the vendor required renovations, which held up the subdivision plan and therefore forfeiture of the deposit was proper.

On appeal, the British Columbia court overturned the trial judge. The purchaser was not in a position to complete the deal, quite separate and apart from the issue of remedial work to vendor’s house. No extension had been agreed to so that vendor could terminate.

■ ■ ■

A purchaser signed an agreement to purchase a house and obtained a one-year mortgage with a trust company.

The mortgage was cancelled right before closing, because the mortgagor’s credit rating was very low and there were various debts outstanding and collection proceedings against the purchaser.

The purchaser’s lawyer was able to obtain an extension for closing. The mortgage broker arranged a new mortgage (eight per cent for one month, nine per cent for rest of year) with lender’s and broker’s fees payable.

The purchaser mortgagor went into default and the mortgagee sued on the covenant. The purchaser pleaded damages against the mortgagee (cost of loan) and sought indemnity from the lawyer and mortgage broker.

The court refused to hold that the cost of the loan was excessive under the above circumstances and financial status of the mortgagor. There was an urgent need for the mortgage loan, and it was not available elsewhere and not unconscionable.

This is a decision that is based on the reality of the mortgagor’s financial position and the practicality of her avoiding being sued for failure to close a purchase.

Donald H. Lapowich, Q.C. Hon. FRGD is a partner at the law firm of Koskie, Minsky LLP in Toronto, where he practices civil litigation, with a particular emphasis on real estate litigation and acts for professionals including lawyers, real estate agents, insurance brokers/agents and dentists. REM

26 REM FEBRUARY 2010

Recruitment: How agents evaluate brokers

By Jon Cheplak o much thought and energy is invested in how to recruit experienced agents – a basic prospecting call, postcards, visiting open house, cross-sale calls, transaction acknowledgment calls and much, much more. The fatal assumption most brokers make is driving their entire recruiting initiative and message around how their company stacks up against the competition and the delivery of feature/benefit. You know the one, the “feature dump” recruiting strategy, the most antiquated way to recruit today’s experienced agent.

Here’s the most critical question I see brokers failing to consider: “How does the experienced

S

HOUSE WORKS

By Steve Maxwell ’ve always found that winter weather looks coldest when I’m sitting inside a warm house. But once I set out to complete some outdoor winter job, it’s never as bad as I dreaded. At least not if I’m dressed in a very specific way.

I learned how to dress for winter work while building concrete forms on commercial construction sites during cold seasons. I put the secrets into practice again last New Year’s Day, when I had to complete emergency shingle repairs on a snow-covered roof sloped at 45

I

recruit evaluate me during the recruiting process?” If you had the real answer, not your typical assumptions, wouldn’t experienced agent recruiting be easier?

Let’s answer the question with some observations of the experienced agent. You are dealing with some of the most demanding agents in the business. You have to be prepared to communicate your value proposition effectively and deliver a compelling message. To be successful in recruiting experienced agents, you must have a vast array of knowledge and excellent skills. I don’t mean prospecting, interviewing, objection handling and closing skills in recruiting. I’m referring basic real estate knowledge and skill-sets.

Now you may be saying, “Wait a minute, Jon, you’re moving away from the incredible features and benefits our company has to offer.

We have spent so much time and energy developing it, and I’ve

spent so much time learning, practicing, and applying the benefits in my recruiting efforts. And by the way, I have the basic real estate knowledge and skill-sets.”

Okay, so earlier I misspoke.

The basic real estate knowledge and skill-sets won’t get it done.

They’ll get you by when recruiting new agents, along with some decent core agents, but the top producer? It won’t happen. In most cases, these high expectation agents aren’t measuring you against their broker or the other brokers in the market. Then who or what do you have to measure up to?

Productive agents have invested in their career along the way and many continue to. They invest in software, marketing and different levels of coaching and training.

I don’t know too many good agents who got where they are today by accident. They follow the training and use the tools they have invested in that get results and continue

to look for ways to constantly increase their business. Here’s a great example. The Internet/ online world is an area where an agent is constantly trying to stay relevant. So what do they do?

They search for, find and connect with the most competent coach or trainer to support them in dominating online.

Are you increasing your skills in these areas too or are your agents passing you in their knowledge and skills? Are your agents continuing to explore the most progressive ways of doing business and advanced training while you are stagnant in your expertise as a leader?

I see that all the time and it’s a recipe for disaster. Here’s some proof. A question I ask constantly, whether one-on-one, or in front of hundreds of brokers, is, “How do you lead/manage your top agents?”

The answer I get time and time again is, “I leave them alone.”

Winter work wear

degrees. The right kind of gear made the job bearable, and even fun, in an Edmund Hillary sort of way.

The first thing to understand is the value of Merino wool long johns and an undershirt. No other fabric that I’ve tried delivers as much warmth. If you have to work outside in super-cold weather (or choose to play outdoors when the temperature plummets), you can’t do better than this stuff.

The kind of Merinos I own remind me of one of those fancy Italian sports cars – incredibly high performance, but also expensive and temperamental. Pull this underwear on too briskly and you’re liable to tear it. You also have to be careful to wash and dry the garments gently or damage will occur. That said, what does any of this matter when staying warm is just about the only thing that’s important? Absorbency is the reason Merinos work so well. They soak up sweat and hold onto it, keeping you warm and dry where synthetics retain dampness that

induces chill.

For the last couple of years I’ve been using some Swedish work wear made by a company called Blaklader (www.blakladerworkwear.ca). They’re relatively new in Canada, but apparently have been used overseas for half a century. This stuff is also distinctive.

Really distinctive. Blaklader’s work pants have lots of exterior pockets, for instance, making you look like you’re wearing your pants inside out. But who cares when it means you can grab the tool, screw or nail you need all that much easier? They also have a radical work kilt, also with lots of dangling, exterior pockets. I wore it this summer while doing stonework, along with hightopped wool socks and work boots.

It was the most comfortable combination I’ve ever worked in, and it came with an added bonus. The constant stream of funny looks and snide comments about a guy wearing a skirt is an effective way to gain a thicker skin.

The Blaklader item I like most

Where is the value in that type of relationship between you and your top agents?

The bottom line is they are comparing your value against the training, support and tools they have acquired on their own, outside of their current company. How do you measure up?

Here’s the good news. You’ll encounter few competitors when recruiting experienced agents (everyone is going after experienced agents, but I’m talking about true competitors, skilled experienced agent recruiters). The agents you are trying to recruit are good, so your skills need to be sharp to compete. The impact they will have on your company will be immeasurable. You will have immediate business from the recruit, but the overall message sent throughout the marketplace can create a recruiting momentum every broker hopes for.

Jon Cheplak is a speaker, author and strategic leadership consultant.

He is the president and founder of The Real Recruiter www.therealrecruiter.com, Email jon@therealrecruiter.com Phone (775) 846-5748.

REM

so far doesn’t look distinctive at first glance, but does have a great feature. Two features, actually. Their ToughGuy jacket has a pile lining and cotton outer shell that’s both pleasing and puz- The right kind of winter wear makes outzling. door home improvements and cottage How come this simple, chores possible at any temperature. The cosy combination is so rare fuzzy lining and soft cotton exterior make these days? Why do so many this jacket more comfortable than all-synother winter coats make you thetic versions. (Photo: Robert Maxwell) feel like you’re wearing a crinkly, synthetic shopping Remembering back a year ago, I bag? How come so few have a nice, fuzzy lining up around your neck, have to admit that being 30 feet off where it counts? The ToughGuy’s the ground as the sun rose over a cotton exterior and sheepskin-like quiet, cold Canadian New Year’s lining prompts me to wear the coat Day did have a certain attraction to way too often, in settings where my it. Though not quite enough to wife reminds me I really should be keep me up there any longer than necessary – even with my finicky, wearing something fancier.

The best way I’ve found to keep high-strung Merinos on. hands warm while working Steve Maxwell is Canada’s awardinvolves a compromise. Instead of thin gloves that allow full use of all winning home improvement expert, fingers, I wear leather snowmobile and technical editor of Canadian mitts for as long as I can, taking Home Workshop magazine. Sign up them off only when it comes time for his free homeowner newsletter at REM www.stevemaxwell.ca to do small work with dexterity.

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What Is a Short Sale, and Is It Right for Me? M

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Now that the holidays are over, your thoughts may be shifting ifting fting ng back ba to your you housing situation, including a 2010 010 10 move. move The The real estate market is still front-page ront-page page news new in i many cities, with numerous mentions of “short sales.”

What are short sales, and how might they apply to you?

Greetings!

You’re receiving this Gree reet newsletter with hopes that you find ne e it informative and entertaining.

If yyou’re thinking of making a move, or aare just curious as to real estate trends tren n in your area, please feel free to ccall at any time. It’s always good to h hear from you!

All tthe best,

Danny Da a Brown

I

®

In a nutshell, short sales are homes that sell for less than the amount owed on them. Sellers may choose this route over foreclosure to avoid damaging their credit rating, as would happen if the bank actually took over their home. Buyers are always looking for a good deal, so if they have the patience to wait out the longer closing period often involved in short sales, they may reap the rewards in many markets.

extensive paperwork involved and expedite your transaction.

Usually, short sales are anything but a short process. You’ll benefit from a real estate sales representative who is knowledgeable about this specific type of transaction, and who will research each short sale situation for you carefully, and pay attention to the many details involved.

®

rt realt yrepo

There are many types of real estate transactions that are specific to Whether you’re a seller or a buyer, today’s market. The more educated maneuvering your way through the you are on your options, the Brown Danny of process short is not something to more satisfactory your real estate s sale ent lim mp Co do alone. Working with an experienced experience will be. Please call with n y Brow real estate sales representative is questions on short sales, or Dannyour ns Inc. ectio et Conn highly advisable in order to protect Markother types of real estate transactions t, Suite 101 e Stree Yong your interests, take care of the may be interested in.

4950you Toronto, ON M2N

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Volume 6, Issue 1

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Real Estate Age

Ri ht for Me

DID YOU KNOW: More than 75% of real estate transactions are generated through repeat and referral business?* *NAR

2ETAIN s 2EPEAT s Referrals For more information on realtyreport® and other products please call:

1-800-387-6058 www.realtyreport.org

t’s early in 2010 and real estate managers are once again dusting off that old chestnut, “You can’t be a success without goals.” They must be right because all the best-selling selfhelp book authors are singing the same song.

There is no other way, so buy my book today.

As real estate professionals, we are always looking for a competitive edge, so we take this to heart and we chisel our monetary goals in stone and share them with the office manager. Now we have become accountable (probably not a good idea).

For a number of sales reps, this goal-setting idea soon expands and takes on a life of its own, and the thought crosses their mind that they could apply this award-winning goal setting theory into all aspects of their lives – marriage, health, relationships and so on.

In my opinion, when they reach this point, they have lost all sense of reason and are suffering the acute symptoms of ‘Goal Fever’.

For sales reps, Goal Fever is deadly and highly contagious, and it can be picked up by just looking at a sales board without seeing their name on it. It reaches a fever pitch every Monday morning when those infected come into the office (usually long before anyone else) and review their goals – always with a critical eye to their progress or lack of same.

Mood swings can be radical to say the least, from extreme highs to extreme lows. The highs unfortunately don’t last long, because Goal Fever is a seductive mistress, always demanding more, much more. Hallucinating, they feel the only cure for Goal Fever is to bear down, work longer, work harder and sniff more ‘Goal dust’. Achoo!

Setting goals – the dark side Setting goals is an assumption that you can control your destiny/success. This is an illusion.

There are only two things in the entire world that are within your control: 1. The way you choose to feel about yourself.

2. Your behaviours, which are based on your feelings. Absolutely nothing else is within your control, goals or no goals.

If goal setting is the path to success in the real estate industry, then I seriously question: 1. Why the high turnover of

successful. That’s why it is so important to focus on other people, not yourself. The analogy can be found in baseball – it’s the team effort that brings victory.

When you set a goal for yourself, you exclude others. You put on blinders, you suffer from tunnel vision. You have a tendency to miss the side roads of life, which can often lead to the opportunity of a lifetime. Stop. Take a moment and reflect on some of the wonderful happenings in your life.

Were they planned?

With goals, life is so pre-

Setting goals is an assumption that you can control your destiny/ success. This is an illusion. real estate agents? Eighty per cent of new agents have left the industry within two years.

2. Why are 10 per cent of the sales reps making 90 per cent of the money?

3. Why the high divorce rate within the industry?

4. Why the high number of disillusioned, burned-out agents?

5. Why the high level of strained relationships in and out of the office?

6. Why the high levels of anxiety, frustration and health issues prevalent within the industry?

Obviously, something is seriously flawed with the theory “You can’t be a success without goals,” otherwise logic would dictate that ALL sales reps with goals would be success stories.

Once again, the whole premise of goal setting is built on the assumption of control, that your efforts alone will enable you to reach your goals. People have forgotten the classic definition of the road to success: “It’s not what you know that counts, it’s who you know!”

You can’t be successful all by yourself. Other people make you

dictable there is no mystery or excitement in your life. On life’s big screen you become just another flatliner. And for flatliners there are no peaks or valleys, just the same old, same old.

Pablo Picasso once said, “If you always know exactly what you want, that will be the most you will ever find.”

I say consider keeping your options open and don’t lock yourself into rigid goals. Remember, you can’t control your destiny – success is an illusion. For many people the future can be more exciting and rewarding than they could possibly imagine. Whether you are successful or not doesn’t depend on how good your plans (goals) are. Success (and success is subjective) depends upon how you focus on other people and how you react to unexpected opportunities when they come along.

Got to go, the manager is on her way, sprinkling goal dust all the way. Achoo!

John Polito is a broker with Coldwell Banker RMR Real Estate in Lindsay, Ont. He has 34 years of REM real estate experience.

32 REM FEBRUARY 2010

T

he Moose Jaw Real Estate Board is celebrating 50 years in 2010.

“We will be holding a major weekend event in June 2010 with our Annual Golf Tournament and Barbecue on Friday June 18, a gala banquet and dance on Saturday June 19 and a farewell continentalstyle brunch at the board office on Sunday, June 20,” says EO Jim Millar. “If any of your readers have worked at the MJREB in the past or are looking to attend our celebration weekend please use the following contact information to get more on the upcoming events here: Moose Jaw Real Estate Board Inc., 79 Hochelaga St. W., Moose Jaw, SK S6H 2E9.

“Or phone (306) 693-9544 (office) or fax (306) 692-4463; or e-mail eo.mjreb@sasktel.net.”

■ ■ ■

The Guelph and District Association of Realtors recently installed its 2009/2010 Board of Directors. The new board is: Jennifer Lovsin, president; Doug Stoneman, past president; Robert Stuetzle, vice-president; Matthew Bennett-Monty, first vice-president; Jeff Matteis, second vicepresident; and Linda Breese, Lee McKay, Kim McKenzie and John Leacock, directors.

■ ■ ■

The Durham Region Association of Realtors (DRAR) held its Annual Christmas Dinner and Charity Auction in support of the Memorial Hospital Foundation – Bowmanville in December.

The live/silent auctions and tombola prize draw brought in over $10,000 for the Memorial Hospital Foundation - Bowmanville. Funds raised will go towards the purchase of 10 new Lionville Medication Carts, which are unrivaled in their ability to adapt to a wide variety of nursing requirements but come with a price of $7,200 each.

Long-service pins were awarded to Vern Morton for an amazing

45 years of service, as well as to David Ginter, Don Smith and Mark Smith for an impressive 35 years. Twenty-five-year pins were awarded to Greg Bodnar, Wayne Coughlin, Linda Currie, John Gladwin, Harvey Kalnitsky, Theresa Lessard, Norma Locking, Sandra O’Donohue, Anna Ouyang, Adam Reid, Joe Seto, Maggie Shannon and Angela Thoss.

Giovanni Tino of Canada Mortgage and Housing Corporation (CMHC) awarded DRAR 2009 president Debbie Dawson of Century 21 Infinity Realty Inc. with the CMHC Award of Distinction. The recipient is elected by their membership peers and is awarded to a Realtor who displays exceptional association and community involvement, commitment and service to the industry. Dawson was recognized for her efforts and commitment to the association and industry and for her continued dedication to raising funds and awareness for the Wounded Warriors fund.

Dierdre Mullen is the 2010 president of DRAR. Mullen, who is with Coldwell Banker RMR Real Estate in Whitby, has been an active member of DRAR since March 2004. She is also an active volunteer with the Canadian Red Cross Disaster Management Team and was previously a director of administration for the Canadian Red Cross. Mullen says her objective as DRAR’s president is to work on behalf of the members by participating in planning, establishing direction, making policy decisions and other related functions of the Board of Directors. She is planning on continuing a program of holding focus groups with brokers and salespeople, which was a success last year, and she also hopes to start a Young Professional Group where the focus will be on mentoring new salespeople.

■ ■ ■

Ian Johnston of Century 21

Conexus Realty is the new president of the Association of Regina Realtors for 2010. Johnston succeeds past-president Russ Weir.

Johnston became a member of the association in 1998 and has served on the Board of Directors since 2007. He was born and raised in Nova Scotia and moved to Saskatchewan in 1974. Prior to becoming a Realtor, he was in the agricultural equipment and automotive services industries in southern Saskatchewan. In the community, Johnston has been a volunteer with the Maple Leafs Lion Club, CNIB and Canadian Council for the Blind.

“It is indeed an honour and privilege to become this year’s president,” says Johnston. “It is especially true at this time when our city, many of the communities in which our members do business and the province are experiencing such strong economic growth. I believe we have a great city and province and I am very optimistic about our future.”

Others serving on the Board of Directors are: president-elect Lane Boghean; past-president Russ Weir; and directors Stacy Svendsen, Jason Rumpel, Mike Duggleby, Carmen Howells, Basil Pappas and Tim Chicilo. David Mayer will serve as Regina Regional Director.

■ ■ ■

The Members of the Medicine Hat Real Estate Board have elected a new Board of Directors for 2010. The president is Jennifer McKenzie. President-elect is Garry Ruff, past-president is Ellen Baba and the directors are Valerie Chabot, Colleen Kelly, Neil Kelly, Jeff Lanigan, Bev Horbay and Murray Schlenker.

■ ■ ■

The Real Estate Board of Greater Vancouver (REBGV) was recently named as one of the top employers in British Columbia by B.C. Business magazine. The publication’s widely publicized annual list of the 100 Best Companies to Work for in B.C. ranked the REBGV sixth in the under 100 employees category for 2009 and No. 1 among non-profit organizations in the entire province.

More than 10,000 companies applied for the awards.

“These awards are a testament to the hard work and vision of

senior leadership at the board who have laid a foundation that creates a uniquely positive working climate for all staff,” says Scott Russell, REBGV president. “This philosophy recognizes that a positive working environment begets high productivity and efficient returns for all members.”

■ ■ ■

Real estate professionals and buyers looking for property in the Crowsnest Pass have a new resource to inform them about development in this Alberta area known for its recreational opportunities, thanks to an Alberta Real Estate Foundation (AREF) initiative to fund the Crowsnest Conservation Society (www.crowsnestconservation.ca).

A brochure, Crowsnest Pass: Stewardship for Sustainability, syn-

thesizes topics of importance for potential homebuyers in the area, with sections entitled: Living with Wildlife, Bear Smart, Wildlife Corridors around Highway 3 and the Railroad, Connecting With Nature and Responsible Recreation.

Crowsnest conservation program manager Jenice Smith says the financial support allowed it to hire a professional graphic designer and print the brochure for distribution through local real estate companies.

The brochure is a tool for real estate professionals to pass on to their clients to highlight community values that attract clients to the area. It also sends a message of maintaining those values for longterm community viability and sustainability.

Brochures may be downloaded at www.aref.ab.ca. REM

Several DRAR members received longservice pins.

CMHC’s Giovanni Tino presents the Award of Distinction to DRAR 2009 president Debbie Dawson.

Ian Johnston

The new DRAR Board of Directors, from left: Dan Wood, Sandra O’Donohue, Diedre Mullen (2010 president), Ian Smith, Catherine Ayotte, Debbi Guislan, Christine Marquis and Debbie Dawson.

34 REM FEBRUARY 2010

Twitter micro-blogging

By Kory Gorgani

I

f you’re not using Twitter yet, you may feel as if you’ve missed out. Twitter has not only tipped the tuna, but it has already jumped the shark. If it’s not completely obvious how to get into the “club�, here’s a guide to this new platform and how as a real estate professional you can use it to your advantage.

Twitter is a free online tool for “micro-blogging� or posting very short updates, comments or thoughts. Since Twitter was designed to be compatible with mobile phones through text messages, each update is limited to 140 characters. You can’t say much in 140 characters and that’s part of Twitter’s charm. Twitter enables you to broadcast your messages to a group of people, better known as

your “followers.� It also lets you specify which Twitter users you want to follow so you can read their messages in one place. If you follow your friends, and they follow each other, you can quickly communicate group-related items, such as: “A new 1+1 condo coming for sale on 23 Hollywood for 296K. Open house on Saturday 2-4.�

Twitter is conceptually similar to Dodgeball but is simpler to use.

So, do you need it? To fully understand the answer you would have to define your objectives. Like much of social media, it’s another ear to the ground, another opportunity to build relationships. Here’s a quick summary of some of the ways you can use Twitter for both your professional or personal life.

Personal branding: Twitter has the primary benefit of developing a casual persona and establishes you as a social personality who is connected and approachable.

Get feedback: Need an alternative perspective on how a listing looks or the right course of action to take? Blast out a message asking for

advice and you’ll receive replies from other users. This collective intelligence can be used as fodder for projects.

Get traffic: Twitter can be used to get traffic to your websites. If you ask your friends to tweet about it, the message will spread faster and further as other active users pick it up. There is a viral nature to all types of news, even on a site like Twitter.

Read news: Twitter users often link to useful sites or articles and can be a source of scoops and alternative news.

Make new friends: Like any other social network, Twitter has a built-in function for you to befriend and track the messages of other users. This is an easy way for you connect with people outside of your usual circle.

Business management: Twitter can be used as a company intranet that connects agents to one another. Agents can liaise with each other.

Notify your clients: Set up a Twitter feed for the specific purpose

of notifying clients when new listings come in. Your clients can subscribe via mobile or RSS for instant notification.

Event updates: You can use Twitter as a means to inform event participants and latest event happenings/changes. This is a hasslefree way of disseminating information, especially when you don’t have the means to set up a direct mobile link between you and the audience.

Find prospects: Twitter can be used as a means to find potential clients online. Do a search for keywords related to your product on Twitter Search and then follow users. Tweet about topics parallel to your product and close prospects away from public channels by using direct messages or offline communications. Discretion and skill is needed in this area.

Provide live coverage: Twitter’s message size limit prevents detailed coverage of events but it can allow you to provide real-time commentary, which may help to spark further discussion or interest on the

event as other Twitter users spread the message.

Time management and analysis: Twitter can simply be used to keep a detailed record of what you are doing every day. This might be boring for others but this is useful when you want to analyse how you spend and manage your time.

Set up meetings: Twitter can help you organize impromptu meetings. For example, you can twitter a message while at a cafe, event or art gallery and arrange to meet fellow users at a specific spot.

Acquire votes: Send a link to your stories you’ve submitted in other social news sites like Digg.

Sometimes your followers will vote up the stories because they agree with it. This allows you to acquire more support for your efforts on other social media websites.

Hopefully this article gave you some ideas. And yes‌please do follow me on Twitter via @gorgani, and say hi! Good luck.

Kory Gorgani is a Realtor with Re/Max Hallmark in Richmond Hill, Ont. He holds an MBA in operations management, and has an extensive IT background. He can be reached at kory@gorgani.com. REM

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36 REM FEBRUARY 2010

al real estate agent is fun.”

And reading this book is fun too because it doesn’t sound like a textbook, but more like advice from a friend. www.sellwithsoul.com

Real Estate Books If You’re Not Having Fun Selling Real Estate, You’re Not Doing it Right

By Jennifer Allan $19.95 US Bluegreen Books Finally, a book that says it’s okay to have some fun again!

Jennifer Allan’s book celebrates the good times in real estate that many of us forgot about during the tough times.

Her buyers are not liars, and most of her clients are friends or personal

acquaintances.

This book offers more than just feel-good motivational words – there’s meat in this stew. Allan offers tips on subjects ranging from negotiation skills, convincing a buyer that now is the time to buy and listing presentations, to how to develop and maintain your sphere of influence – your main source of business.

Allen’s idea of fun is developing your entire career from your sphere of influence, meaning you never have to call FSBOS or expired listings to get business.

“Making gobs of money is fun.

Getting steady streams of referrals is fun. Being a master negotiator is fun. Solving problems is fun,” writes Allan. “Being an exception-

Put the Pen Down What Homebuyers and Sellers Need to Know Before Signing on the Dotted Line

By Mark Weisleder $29.95 Toronto real estate lawyer and speaker Mark Weisleder says he wrote Put the Pen Down in order to simplify the buying and selling process for consumers.

“My goal is that the only time you have to visit a lawyer if you are a seller is to pick up your cheque after the deal closes and if you are a buyer, to pick up your keys.”

He’s quick to point out that it’s not a book geared to FSBOS, and

he strongly recommends using a real estate professional.

The book tackles several current and potentially controversial topics, such as dealing with multiple offers, real estate fraud and Internet scams, “no money down” real estate seminars and FINTRAC requirements. There’s a section dealing with landlord and tenant rights, and another one specifically about condominiums.

A final chapter talks about what happens when all else fails and legal proceedings are launched. In all, it’s an excellent primer on buying and selling real estate in Canada today. www.putthependown.com Realty Check Real Estate Secrets for First-Time Canadian Home Buyers

By Sandra Rinomato $26.95 Wiley Books Toronto sales rep Sandra Rinomato is the host of the Property Virgins, a popular HGTV show in which she helps first-time buyers search for and purchase a

home.

This book is an extension of that show, using stories about first-time buyers to demonstrate various facets of the home buying process. It’s written in the same cheerful, common sense tone that Rinomato brings to the tv show, covering the usual topics of finding a Realtor, knowing what kind of home you want, getting finances in order and condominiums.

An entertaining chapter called Big Bad Realtor spends three pages talking about how and why Rinomato dumped two boyfriends, then comparing her situation to that of a first-time buyer couple who don’t trust real estate people because of a bad experience they had with one. Rinomato wins them over and together they find a house.

It’s a chatty, informative book that’s perfect for young buyers.

Available at bookstores.

REM

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38 REM FEBRUARY 2010

Chronicling life’s funny moments

By Dan St. Yves

F

rom the release of 8 Simple Rules For Dating My Teenage Daughter (adapted into the hit ABC TV show starring the late John Ritter), Bruce Cameron has become the gold standard for award-winning humour-writing.

The hilarious follow-up, How to Remodel a Man led to an appearance on Oprah, and his latest book, 8 Simple Rules for Marrying My Daughter has been optioned for a major motion picture by the producers of The Devil Wears Prada and Forrest Gump.

What the devil does this have to do with real estate, you might ask? Well, Mr. Cameron’s writings – both in book format and his syndicated newspaper column – has a strong focus on family, is quite

often set in a home, and therefore straddles the category just enough, I figure. Plus I was fortunate enough to spend some time talking with him in Ventura, Calif. last summer. I asked him then if he felt that writing humour, particularly about his family, had perhaps changed his life.

“Yeah, I was actually an executive-type working for General Motors, which used to be a car company,” he says. “What happened was that my writing got to the point where it could sustain me – so I left the business and went into writing full-time in 2002. 8 Simple Rules for Dating My Teenage Daughter had been out for about six months, and I moved to Hollywood to try breaking into show biz, which is a lot like trying to break into someone’s house. All the alarms go off, and everyone tries to keep you from getting inside.”

What was the genesis of 8 Simple Rules?

“I had this little cute girl – who wore bunny slippers and wanted me to read her a story – and one

night she went upstairs, and when she came down the next morning she was wearing make-up, and a sullen, surly attitude, and I thought ‘oh, my gosh, something horrible has happened to my child!’ Then all of a sudden I realized I was under siege from ANOTHER direction, which was all these boys were suddenly coming to the house, and I couldn’t stop them. It was like being in a zombie movie!

These smelly, ugly things would come to my door, trying to get into my house – I’d send them away, and then two more would show up.

So, I came up with these rules, 8 Simple Rules for Dating My Teenage Daughter. I sent the list out over the Internet, and it was an instant hit.”

Your next book, How to Remodel a Man, was a pretty inspired concept.

“How to Remodel a Man came from my sense that there was this whole group of people out there who wanted to change men. And for wont of a better term, I’ll call these people ‘women’. I had this sense that there was this whole

Bruce Cameron with Dan St. Yves

group of people out there that might be intensely interested in a man, writing from ‘the inside’ giving them some tips and techniques on exactly what they need to do to alter the male of the species.”

Cameron’s next book is a diversion from his humour writing, although there will be some amusing moments, blended with what he hopes is inspirational as well. A Dog’s Purpose, the story of a life written from the perspective of a dog, will be released this year.

Check out all that is W.

Bruce Cameron at www.wbrucecameron.com .

You can also listen to (or download) this interview in full from http://thatdanguy.libsyn.com/, or if you subscribe to iTunes, it’s available as a free download from “thatdanguy’s podcast”.

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

40 REM FEBRUARY 2010

Industrial, Commercial & Investment R e/Max Commercial Advantage of Vancouver says Colliers’ two top office leasing producers in the Fraser Valley, Gordon MacPherson and Ryan Schwartz, have moved to Re/Max Commercial Advantage.

MacPherson has been in the real estate industry since 1993 and has been awarded “outstanding achievement” recognition numerous times. He received the title of associate vice-president in 2005, and has completed hundreds of commercial sales and leasing transactions with clients that include Fraser Valley municipalities, financial institutions and government associations.

Schwartz has been specializing in office leasing and sales in the Fraser Valley since October 2006. Prior to his previous affiliation, Schwartz spent two years

in market research and sales in the residential project marketing industry and five years in advertising sales and marketing.

Schwartz received the Deal Maker of the Year Award for 2008.

Re/Max Commercial Advantage was founded in 2008 by Moojan Azizi. With six brokers, the boutique office in downtown Vancouver services the entire Lower Mainland and Vancouver Island. MacPherson and Schwartz will maintain an office in Surrey.

■ ■ ■

Avison Young, Canada’s largest independently owned commercial real estate services company, has hired Jeff Flemington, Trevor Ellis, Kurt Love, Ben Sykes, David Binns and Stephanie Stevens to join its Mississauga brokerage operation.

All six professionals were formerly with DTZ Barnicke in Mississauga.

Flemington joins as senior vice-president and principal.

Ellis is vice-president, Industrial Leasing Group; Love is associate vice-president, Office Leasing Group; Sykes and Binns are sales reps for the Industrial Leasing Group; and Stevens is business co-ordinator.

John Eakin and Michael Farrell have joined Avison Young’s Vancouver brokerage operation.

Eakin and Farrell both join Avison Young from DTZ Barnicke in Vancouver and have been working as a team since 2006, focusing exclusively on the Surrey and Langley, B.C. industrial real estate markets.

Eakin has 13 years of experience in the commercial real estate industry. He started with Royal LePage Commercial Inc. in 1995 as a researcher and moved into brokerage in 1996, focusing on the Surrey and Langley industrial areas. For the past 10 years he was a broker with DTZ Barnicke in Vancouver.

Farrell’s career in the commercial real estate industry began in 2006 in a brokerage role working with Eakin. Farrell focuses on industrial real estate in Surrey, Langley and the Fraser Valley, working on behalf of local, national and international tenants, landlords, developers

and investors.

■ ■ ■

MintoMidtown at Yonge St. and Eglinton Ave. in Toronto has achieved LEED Gold certification, making it the largest multi-residential LEED certified condominium in North America.

After its first year of operation through efficient design and resident participation, MintoMidtown saw exceptional savings in energy consumption, says Minto.

Homeowner costs for energy and water were reduced on average by $90 per month, compared to suites built to the standards of the Model National Energy Code for Buildings as verified by the Commercial Building Incentive Program. Collectively, these savings amount to more than $1 million.

Minto has three LEED Canada certified high-rise condominium communities, totaling 1,417 suites.

“Environmentally responsible building is a key component of Minto’s corporate philosophy,” says Andrew Pride, vice-president, The Minto Group. “We created an Energy Management Division in 1999, and today we are the only builder to have an internationally recognized Green Team. We continually build on the expertise gained from each development and raise the bar for sustainable building.”

The buildings include features such as the ‘all-off’ switch, which offers residents simplicity when it

comes to energy savings. Heat Recovery Ventilators circulate fresh filtered air directly from outside, resulting in a healthier home.

The Minto sponsored bike-share program at MintoMidtown, a first in a residential building in Toronto, gives people the opportunity to live a healthier lifestyle while reducing their carbon footprint. MintoMidtown also features a rainwater-fed fountain and LED lighting in the large courtyard nestled between the two buildings.

The majority of construction materials were locally produced and 85 per cent of the waste was diverted from landfill. REM

MintoMidtown is the largest LEED certified condo building in North America.

Burj Khalifa is world’s tallest T

The tower is 320 metres taller than Taiwan's Taipei 101.

he world’s tallest building was unveiled recently in Dubai, to an estimated crowd of more than 400,000, in a crescendo of fireworks, lasers and fountain displays.

The official height of the tower, called Burj Khalifa, was announced as 828 metres (2,716.5 ft).

Developed by Emaar Properties, it’s the world’s tallest building according to the three criteria of the Council on Tall Buildings and Urban Habitat: “Height to Architectural Top”, “Height To Highest Occupied Floor”, and “Height To Tip”.

The tower is 320 metres taller

than Taiwan’s Taipei 101, which had held the title of world’s tallest building since 2004.

Mohamed Alabbar, chairman of Emaar Properties, says the tower represents a symbol of hope to the Arab world and a shining example of human achievement.

“Thousands of people from more than 100 countries have contributed to the realization of Burj Khalifa. The tower embodies the spirit and optimism of global collaboration, and shows to the world what can be achieved when communities work in partnership,” he says.

The building includes luxury residences and offices, the world’s

first Armani Hotel, and the world’s highest observation deck, which is on the tower’s 124th floor. About 90 per cent of the tower’s offices and apartments have been sold, say the developers.

Occupancy begins in February, and the Armani Hotel Dubai is scheduled to be opened by its designer, Giorgio Armani, on March 18.

More than 60 consultants including South Korea’s Samsung Corporation and New Yorkbased Turner Construction International worked on the design for Burj Khalifa by Chicago-based Skidmore, Owings and Merrill (SOM). REM

REM FEBRUARY 2010 41

Trade Shows and Conferences For complete listings, visit www.remonline.com To add a listing to this calendar, email jim@remonline.com Mike Brodie seminar, hosted by Keller Williams Tuesday, February 2 9 am -12 pm Westin Prince Hotel, Toronto Cost: $49.99 (USD) Registration: www.millionairesystems.ca

Canadian Real Estate Association AGM Monday, March 22 CREA Leadership Summit Tuesday, March 23 Westin Hotel Ottawa http://events.crea.ca

La Capitale Real Estate Network Annual Performance Gala Saturday, February 6, 2010 Sheraton Centre, Montreal France Massé - fmasse@lacapitalevendu.com

Century 21 Insight 2010: Your path to profit Tuesday, April 6 Hotel Saskatchewan Radisson Plaza, Regina

Re/Max Western Canada The Winning Edge Conference February 11 - 13 The Westin Edmonton, Edmonton With speakers Cary Mullen, Brad Hanks and Victoria Labalme.

Register at www.remaxwestern.ca/Edmonton Century 21 Insight 2010: Your path to profit Tuesday, February 16 Palais des congrès de Montréal, Montreal For tickets and more information, contact your local Century broker.

Tickets required for entrance.

Century 21 KICKOFF 2010 Thursday, February 18 Toronto Congress Centre, Toronto For tickets and more information, contact your local Century 21 broker. Tickets required for entrance.

Exhibitor and sponsorship opportunities: pinpin.luk@century21.ca Royal LePage 2009 National Chairman’s Club Retreat February 24 - 28 The Landings St. Lucia Castries, St. Lucia www.royallepageevents.ca Veronica Love-Alexander veronica@royallepage.ca (416) 510-5726

Thursday, April 8 Sheraton Vancouver Guildford Hotel, Surrey, B.C. Friday, April 9 Capri Hotel, Trade & Convention Centre, Red Deer, Alta.

Monday, April 12 Delta Halifax, Halifax Tuesday, April 13 Hilton Garden Inn Ottawa Airport, Ottawa Wednesday, April 14 Canad Inns - Club Regent Casino Hotel, Winnipeg For tickets and more information, contact your local Century broker.

Tickets required for entrance.

Coldwell Banker Canadian Conference Achieving the Dream April 8 - 10 Westin Bayshore Hotel Vancouver Coldwell Banker Broker Synergy Meeting Thursday, April 8 Westin Bayshore Vancouver, 1- 4 pm Brokers do not need to register for the conference to attend the Synergy meeting.

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

42 REM FEBRUARY 2010

O P I N I O N

Ontario hasnâ&#x20AC;&#x2122;t heard the news The Climate Change battle is over

By Jamie MacMaster

A

s Napoleon entered Moscow in the fall of 1812, Czar Alexander and his commanders were discussing just when and where they should stand their ground. A pessimistic Russian field marshal noted the splendid successes of the Grand ArmeĂŠ and speculated that stopping the French might be a difficult thing.

Alexander answered, â&#x20AC;&#x153;Napoleon may have Generals MacDonald and Ney, but I have General Winter.â&#x20AC;?

History proved him right, and it can serve us up plenty of other examples when it comes to empires that were cut down to size all because of snow and wind.

So we might sympathize with poor Al Gore and David Suzuki at least to the same extent that we would pity all failed dictators and despots. With canonization but one small Fahrenheit degree away, along came something as ordinary as the weather and snatched sainthood from their sweating digits. Let me offer my sincere condolences by remarking such are the vicissitudes of lifeâ&#x20AC;Śitâ&#x20AC;&#x2122;s just the nature of things.

I mean, things were going just swimmingly. The media, the governments, the students and the socialists had all swallowed the anthropogenic global-warming stuff.

Everyone was in accord with the Kyoto Accord; a real-life parlour game that penalized countries advanced enough to have a social conscience and rewarded those greedy enough to exploit it. But then, just when things were humming nicely and the billions were flowing in, along came some scientists, skeptics and sunspots â&#x20AC;&#x201C; or more precisely, the lack of sunspots â&#x20AC;&#x201C; to upset their apocalypse cart.

The first cracks to appear in the foundations of the House of Hoax were subtle â&#x20AC;&#x201C; hairline really. But the replacement of the unidirectional term â&#x20AC;&#x2DC;global warmingâ&#x20AC;&#x2122; by the all encompassing â&#x20AC;&#x2DC;climate changeâ&#x20AC;&#x2122; was an admission that there were certain, ahem, â&#x20AC;&#x2DC;inconsistenciesâ&#x20AC;&#x2122; in the earth-is-gonna-fry theory. However, if one just concentrated exclusively on this little hockey stick graph, well, the overall picture was pretty evident: rising seas, droughts, pestilence and the extirpation of humanity within a generation or two.

But if you hang your little stick out in public for every one to see, smart people get to peek at it tooâ&#x20AC;Śand they might even point and laugh. A lot of real scientists from around the world (including Canadian professors Tim Ball, Fred Michel and Ian Clark) who had studied the history of earthâ&#x20AC;&#x2122;s weather over hundreds of millions of years, knew that climate graphs donâ&#x20AC;&#x2122;t look like neat little hockey sticks, and they said soâ&#x20AC;Ś.publicly. And when invited to this good old fashioned

sticks-and-stones science fight, the lefties didnâ&#x20AC;&#x2122;t have the brains to stay silent. They opened their arsenal and responded with the only weapon in their arsenal: name-calling. David had just challenged Goliath and Goliath was acting like a wee-wee. It could not go unnoticed.

A handful of journalists, writers and television producers, who had somehow resisted the climate change narcosis that afflicted their peers, recognized a retreat when they saw one. Martin Durkin, a British television producer, put together a brilliant documentary, The Great Global Warming Swindle that presented compelling evidence that the cause of climate change was not human activities, but solar radiation. At about the same time Lawrence Solomonâ&#x20AC;&#x2122;s essays, The Deniers, appeared in the National Post. Solomon condensed and coalesced the scientific opinions of the swelling ranks of academic heretics into three arguments: man-made global warming was a crock;

unscrupulous politicians and NGOs were getting powerful and rich by perpetuating the myth; and, if the nonsense continued, the Western World would be a much poorer place.

Data began pouring in from numerous independent sources, many of them government agencies.

Not only had any warming trend stopped, but the reverse was happening â&#x20AC;&#x201C; the earthâ&#x20AC;&#x2122;s surface temperature was actually coolingâ&#x20AC;Ś.and had been doing so for eight or 10 years! Whether motivated by the impending threat to their finances or affronts to their professional dignities, the environmental coalition counterattacked. Suzuki mounted a McGill University stage and, to thunderous applause from his assembled devotees, said that politicians who ignored the â&#x20AC;&#x2DC;scienceâ&#x20AC;&#x2122; behind climate change should be jailed. His time spent as a board member of the Canadian Civil Liberties Association had obviously left no lasting impression. Dr. James Hansen, whose NASA credentials

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Visit www.reic.ca or call us at 1-800-542-7342

REM FEBRUARY 2010 43

were used to shore up Gore’s shaky suppositions, declared that industry executives who resisted the Pied Piper’s global warming tune should share bunks with Suzuki’s incarcerated politicians.

In April 2009, Rasmussen Reports released the results of a national survey that polled Americans on their global-warming views. The results are startling. Just one short year ago, 47 per cent of respondents blamed human activity and 34 per cent were content to believe that Mother Nature was the culprit. The numbers have reversed: only one in three voters (34 per cent) now believe global warming is caused by human activity while almost half (48 per cent) attribute climate change to long-term natural cycles.

Closer to home, British Columbia’s New Democratic Party (who never saw a cloud on the horizon that wasn’t evidence of a dying planet) incurred Suzuki’s wrath by officially committing to axe a provincial carbon tax. He must surely feel a bit forsaken in his hour of need.

That this declining support for the global-warming stuff is in direct proportion to the weakening of the economy is no coincidence. The public is likely to support all sorts of things…as long as no cost is incurred to the individual’s wallet and no threat posed to his lifestyle.

So wind energy is a great thing, until electricity costs triple or a windmill mars community esthetics.

But Ontario – and that certainly includes rural Ontario – in its unseemly haste to lead the charge towards all things green and beautiful, is much too committed to heed the bugle-notes of the global-warming retreat. Climate change has become our raison d’etre; it is our government and our foreign policy, and, with our manufacturing base and small enterprises succumbing to hard times and regulatory overload, it might even have to totter along for a while as a poor excuse for an actual economy.

It is there in black and white for all to see in our Provincial Policy Statement on Land Use, The Clean Water Act, The Endangered Species Act, The Green Energy Act and a host of other pieces of legislation that you never knew existed – but which you will certainly learn about in the future when you want to spray your crops, clear some land, pay your hydro bill or sell your farm.

Will it stop? Probably not, and another story that makes the rounds in military colleges tells us why.

When the Spartans were at the height of their military fame they sent a delegation to the Oracle at Delphi and, with no small amount of conceit demanded: Can anything harm Sparta? The answer (which probably didn’t have much effect on their considerable egos) was short and to the point: Yes, luxury.

The danger with luxury is that it is invariably attended by its handmaidens: self-interest, complacency, cowardice, and an appalling lack of curiosity about the important things… soft living begets soft heads. It is as much a state of mind as a state of being. Let’s stretch out on our couches and think about whether that might apply to rural Ontario.

Loggers engaged in thinning county-owned forests won’t speak out against a proposed tree cutting bylaw for fear that opposing their own demise a few years down the road might hurt next week’s paycheque. Dairy farmers who spend Wednesday afternoons playing old-timers hockey and/or weekends at curling bonspiels say they don’t have the time to write MPPs about problematic legislation. The majority of agents in a rural real estate office can’t be bothered to email pre-prepared letters to their MPPs about the negative effects energy audits would have on their own industry and a faltering rural economy. And despite five years of coverage that local press gave to landowner associations in their fight against provincial land-use policies, farmers are incensed to learn that there is such a thing as a Provincial Land Use Policy, and that solar panels qualify as a legal crop on agricultural land. Such is the state of affairs in rural Ontario.

With one of Ontario’s farm organizations gushing about the splendid opportunities McGuinty’s Green Energy Act will provide, and another one wringing its hands about an impending climate change crisis that never did exist, I’m going to speculate that things are going to get a whole lot worse before they get better.

Jamie MacMaster is a real estate salesperson with Rickerd Realty in Glengarry County, Ont. He is a director of the Ontario Landowners’ Association and owns a hunting/outfitting business. www.uppercanadaoutfitters.com. REM

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44 REM FEBRUARY 2010

METES & BOUNDS

By Marty Douglas

H

ere are some rules for those of you travelling to real estate conferences.

Whenever possible, choose those in the same time zone, the further south the better. The recent NAR Convention in San Diego is a prime example for those of us on Canada’s left coast.

Beware cab drivers from Eritrea. After landing at San Diego’s airport – no calming experience itself as you look up at highrises over the wingtips – I had a crazy ride at mach 2 with a recent émigré from Eritrea. Eritrea? Look it up in the CIA Factbook at www.cia.gov. The ride reminded me of a trip to New York City, pirate cab from JFK to Manhattan, hotel limo back to JFK – because you only live once and my goal is not to exit this life as a passenger in any conveyance.

If possible, book a hotel with full free breakfasts and an open bar cocktail reception every evening.

In San Diego that would be the Embassy Suites. No kidding – two

The future and more conference tips hours of free booze, a full bar service, not just bad wine and thin beer – does it get any better?

Notes from the conference floor: 1. The Future of MLS – Good data doesn’t have to be free but the weak link in the data is the Realtor. The current MLS model is based upon unsustainable membership numbers and needs to find a profit base. It is time to untie compensation from MLS. (Translation – buyer agency, separate compensation.) This session caused a number of Canadians to retire to a great San Diego open air bar, Dirty Dicks, where after being overserved, it was easy to decide CREA should engage the enemy, being the Competition Bureau.

2. The Managed Real Estate Transaction – Are you presenting your buyer’s offer? What did you promise? The rules of most real estate boards provide the buyer’s agent the opportunity to present their offer to the seller in person (and vice versa for the counter offer by the seller’s broker) unless the seller has provided instructions to the contrary. It seems to me for half the money, no matter the amount, you should be doing a little more than faxing your offer to a stranger who doesn’t know the buyer. We scorn alternative business model companies for lack of service and yet frequently fall down in this fundamental premise of a full service brokerage.

3. David Knox had two sessions – one for managing brokers, one for sales associates. Two nuggets for managers – de-hire your pet rocks and start training online. And one for salespeople – stop getting listings by lying about the price you’ll try to get. Tell the truth.

4. The State of the U.S. Real Estate Industry – The extension of the first-time buyers’ credit will eventually cause inflationary and credit problems. The shadow inventory – houses more than one month in arrears but not yet in the foreclosure process – is huge and having an impact on closings and appraisals. The U.S. is only now exploring portable mortgages! We should be celebrating these historic low mortgage rates. Trillions of dollars in commercial real estate loans are coming due with lower values, lower loan-to-value ratios, higher rates and fewer lenders. Lookout!!

Fifty-eight per cent of NAR members will retire in the next five to 10 years. There will be fewer, smaller real estate offices.

5. John Mayfield – The Real Estate Tech Guy (http://shop.realestatetech guy.com/) introduced us to hundreds of innovative tools in the space of 90 minutes. Amazing. I logged into YELP (www.yelp.ca), looked at Picasa on Google, found out about Google Coupons and learned that YouTube is the second most used search engine in the world – but it’s not a search engine.

Cool stuff. By the way, Yelp is where you might be reviewed (like a restaurant) as a Realtor – you should check it out.

6. Next Generation Brokerage was all about becoming the real estate office where 25 to 40-yearolds will want to work. My view is that age isn’t the problem.

Wanting to work is the issue, and that hasn’t changed in 40 years.

7. Beyond the Listing Data looked like a great session, exploring other data in addition to housing data that consumers might want to see on your web site. It descended into hell for me the moment one of the presenters introduced himself as an Internet anthropologist and the next panelist opined, “You can create an algorithm around listing density.”

Well – no, actually I can’t!

The latest in MLS access security blew me away. I thought my six-digit key fob code changing every 30 seconds was reasonably up to date until I watched a demonstration by Clareity Security. Now in use by at least one Canadian board, its gatekeeper technology recognizes the user by his or her keystrokes. And this only 25 years after 1984!

My last tip is, judge the convention finally by the names it attracts as keynote speakers. In Canada, we had Brent Butt and Rex Murphy – brilliant, but we had to attend two conferences in Banff, two years apart. Condoleeza

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Rice and Sugar Ray Leonard were at NAR. Sugar Ray Leonard brought the conference to a close very effectively with the story of his determination and success as a boxer. Put them in the ring and I figure Condoleeza would K.O. him in round one.

Marty Douglas is a managing broker for Coast Realty Group (Comox Valley) Ltd., managing two of 15 Coast Realty Group offices on Vancouver Island and the Sunshine Coast of B.C. He is a past chair of the Real Estate Errors and Omissions Corporation of B.C., the Real Estate Council of B.C., and the B.C. Real Estate Association, and is a current director of the Vancouver Island Real Estate Board. Email mdouglas@island.net; 1-800-715-3999; Fax (250) 897-3933. REM

Marty Douglas plays Scrooge in a Christmas presentation by the CoVal Choristers (Photo: Ross Robinson)

REM FEBRUARY 2010 45

THE UN-COMFORT ZONE

By Robert Wilson

I

n 1907, during a major league baseball game, second base was stolen 13 times by the winning team. The catcher for the losing team, Branch Rickey, was unable to pick off even a single runner. That record stands to this day. It also spelled the end of Rickey’s career as a baseball player after just two short seasons. With nothing else to do, he went to college and law school.

GREEN REAL ESTATE

By Elden Freeman ast year saw a batch of landmark environmental legislation passed all over North America. In the summer the United States House passed the Waxman Markey Act, and in December New York’s City Council passed a package of four green energy bills requiring energy audits and efficiency retrofits on buildings 50,000 square feet or larger. In Canada, Ontario passed the Green Energy Act in May, and during the same month Toronto enacted legislation requiring green roofs on new developments of 2,000 square metres or greater.

Amidst this rush of change, it’s not hard to see the emerging pattern:

L

The main ingredient Six years later, he returned to major league baseball. This time as a manager – and what a manager he turned out to be! He created the modern baseball farm system, which enables major league teams to nurture and develop future stars through their minor league teams. He was the first to establish a permanent spring training facility in Florida.

He changed the way statistical analysis is used in baseball by proving that on-base percentage is more important than batting average. Branch Rickey is best known, however, for breaking the colour barrier by bringing African-American Jackie Robinson into the major leagues.

It earned him a spot in the Baseball Hall of Fame.

Rickey offers this as his recipe for success: “Success is where preparation meets opportunity.” A simple formula that reminds me of the old joke: “How do you get to

Carnegie Hall?” The answer: “Practice. Practice. Practice.”

Obviously, you can’t take advantage of an opportunity if you don’t have the skills. It’s a good recipe for success, but it doesn’t reveal the secret main ingredient.

A funny old song from Frank Sinatra gets us little closer to the answer. Do you remember these lyrics from High Hopes?

Just what makes that little old ant Think he’ll move that rubber tree plant Anyone knows an ant, can’t Move a rubber tree plant!

I love that song because a stanza later we learn the ant CAN: “Oops there goes another rubber tree plant.” Is having “high hopes” the secret ingredient? No, but it gets us closer to it. You see, the ant succeeds because he doesn’t know that he can fail.

Think about some of the peo-

ple you know who are successful.

What is it that makes them big achievers? What traits do you associate with them?

When I ask this question of my audiences I frequently hear the following ingredients: courage, perseverance, enthusiasm, discipline, confidence, decisiveness, selfreliance, responsibility, focus, ambition, and optimism. All of these are certainly traits of successful people, but which one is the overriding characteristic? Which one is the main ingredient?

None of the above!

That’s right – none! Yes, they are all important, but there is one ingredient that makes the cake, and that is simply your belief that you will succeed. It’s called self-efficacy. Your belief in your ability to achieve what you seek is the biggest part of actually getting there. The best part is that self-efficacy is a trait that can be acquired

Green roof opportunities leading jurisdictions are implementing environmental regulations in all industries, and real estate is getting special attention.

The Toronto green roof legislation is of particular interest to agents and brokers. By mandating a feature that had been previously seen exclusively on buildings that were marketed as green, or associated with environmental or nonprofit organizations, we see the mainstreaming of green values at work.

It’s also an example of good business sense: like many other green building improvements, green roofs are an expenditure in which the cost is earned back in utility cost savings. Grasses and vegetation on green roofs improve insulation in the summer and winter, reducing climate control costs.

They also minimize the heatisland effect that large buildings can suffer from in the summer, further ameliorating air conditioning costs.

Vegetation can have a filtering effect on the air, and is more

esthetically pleasing (for buildings where the roof is visible, or where the green roof is multi-use) than standard concrete installations. A green roof can also decrease water runoff, which has two benefits.

First, it puts less strain on the rainwater diversion systems of a building, reducing the erosive effects of weathering from precipitation, which can help reduce long-term maintenance costs. Second, it reduces potentially toxic runoff into city sewers, which reduces the volume of water and overall wear on city infrastructure and also reduces the environmental impact of municipal waste water.

Toronto’s new regulations will have a strong impact on commercial real estate, and on new condominium developments. Condos have used green roofs as a strong selling point to more ecologically aware buyers. Developments in Toronto, Montreal, Vancouver and Ottawa all prominently feature green roofs along with other green amenities, which will likely soon be viewed as a standard

alongside facilities such as fitness centres, parking and storage.

Single-family dwellings can also support green roofs, and many of them can reap the same economic and ecological benefits.

Finding the right contractor and negotiating things such as how to get insurance on a green roof are issues that most agents, let alone homeowners, have little experience with.

The opportunity that this presents is significant, with the costsavings potential of investing in a green roof being substantial. But these assessments need to be made on a case-by-case basis and that will colour how prospective buyers view a given property. Whether on the buying or selling side, real estate professionals who know how green roofs can be used to improve the value and reduce the costs of home ownership have another dimension in which they can serve their clients.

Agents and brokers who want to learn about green roofs, the implications of changing regula-

at any age.

We acquire a sense of self-efficacy in four ways. The first way is cumulative. With each success we achieve we add a new layer of confidence in ourselves. The second way is through observation.

When we see someone similar to ourselves succeed, we realize that we can too. The third way is controlled by our attitude. A positive attitude enhances our belief in our abilities whereas a negative one destroys it. The fourth way is from the encouragement of others who believe in our ability to succeed. This is where you as an effective manager can help your people succeed. Tell them that you believe they can meet their goals and you will help them believe it too.

Robert Evans Wilson, Jr. is a motivational speaker and humourist.

He works with companies that want to be more competitive and with people who want to think like innovators.

For more information: www.jumpstartyourmeeting.com. REM

tions, and other green issues have a great means to do so in The National Association of Green Agents and Brokers. NAGAB has been partnered with leading certifying organizations, grant, benefit and subsidy-providing government institutions, and home improvement suppliers to equip its members with the best in green real estate skills, knowledge and resources. Through NAGAB’s certification courses, seminars and online learning database, the organization enables its members to keep up to date with the best information on energy efficiency, government regulations, potential client eligibility for government assistance, and best practices in green real estate. For more information on how real estate professionals can anticipate and benefit from the wave of environmental change sweeping through the industry, visit www.nagab.org online.

Elden Freeman B.A., M.E.S, Broker is the founder and executive director of the non-profit National Association of Green Agents and Brokers (NAGAB). (416) 5367325; elden@nagab.org. REM

46 REM FEBRUARY 2010

Good Works he Realtors Association of Hamilton-Burlington Charity Auction raised more than $59,000 for the CHML/Y108 Children’s Fund – Christmas Tree of Hope.

Fundraising played a big part of the evening with a live auction, silent auction and raffle. Guests bid for several prizes, including week-long trips to Mexico, Florida and the British West Indies, advertising packages, weekend get-aways, musical instruments, jewelry and a 2009 Victory Kingpin 8-Ball Motorcycle.

Diane Price, charity auction task force chair, says, “We’re delighted that even in these difficult times, so many people have supported the evening and helped make it such a success. To date RAHB’s Auction has raised over $600,000 for the campaign, making RAHB its single largest contributor.”

The fund is dedicated to childrens’ charities in the Hamilton, Burlington and surrounding areas, offering assistance to more than 30 different charities each year.

T

■ ■ ■

Sharon Schaalje of Sutton Group - West Coast Realty in Victoria consistently donates to the Mercy Ship organization, which serves the poorest countries of the world and their populations.

It converts cargo ships into hospitals and offers free specialized surgeries aboard. It also establishes community development projects in surrounding villages.

Schaalje’s daughter, Deb Jacobsen and her family have been aboard and working on the Africa Mercy since August. They are currently anchored off the coast of Benin in western Africa. The ship’s hospital is 1,200 square metres and has the capacity to offer 7,000 surgical procedures a year. To operate this ship and its services there is a crew of 400 to 450 at all times.

Jacobson works as a ward counselor and administrator, while her hus-

band, Mike Jacobsen, is the financial director. They also have two children, ages 11 and 14, who attend school on the ship. The cost for their family to stay onboard and working is $2,500 per month. “I continually donate as much as I can. It is a way that I can help humanity,” says Schaalje.

Visit www.mercyships.org to learn more about the organization and how to make a donation.

■ ■ ■

In 2009 Re/Max Rouge River Realty in Toronto and the Durham Region donated $26,074 to the Children’s Miracle Network. As a “Miracle Office,” each sales associate donated a portion of every sale, and the administration staff made a regular donation from their weekly pay. The brokerage has 200 agents and administration staff.

The Re/Max Rouge River team also supported the Canadian Breast Cancer Foundation with a contribution of $5,429. Some of the agents and staff donated their time and more than $5,500 to provide breakfast for many children at Toronto’s Tom Longboat Public School.

tially that we wouldn’t be able to fulfill our goals for the charities,” said Paul Penner, President of the Fraser Valley Real Estate Board.

“Our member volunteers worked extra hard this year, not just in putting together donations but also in getting the word out and it paid off. We had to extend the drive an additional week just to get everything delivered.”

After 15 years, the event has evolved into much more than an annual collection of blankets to help the homeless. Jim Adam, president of the Chilliwack and District Real Estate Board, says, “The original goal is still there.

Many of the blankets, sleeping bags and coats we collect go to shelters and ministries who distribute them directly to people living on the streets. However, given the scope of the drive now, we’re thrilled to also support food banks and community service organizations that assist anyone who needs the help.”

■ ■ ■

Broker James Mabey of Sutton

Group – Nor-Vista Realty was named to the Top 40 Under 40 list in the November issue of Avenue Magazine in Edmonton. “We seek to honour the brightest and most talented individuals under the age of 40 who are excelling in their careers, giving back to the community and raising the city’s profile,” says the publication.

Mabey is vice-chair of the Board of Directors with HIV Edmonton. He also volunteers with Habitat for Humanity and supports the arts and culture of the city through work with the Edmonton Fringe Festival. Mabey leads a team of 28 sales reps.

■ ■ ■

More than 60 sales reps at Royal LePage Wolle Realty in Kitchener weighed in with contributions of 1,262 pounds of food and more than $7,500 in cash to help the local food bank with its Christmas drive. Almost 500 of the firm’s customers, families and friends filled two movie theatres to see the family friendly movie Planet 51. The price of admission was at

least one non-perishable food item per family member, and cash donations were made by appeal to local business. This is the 16th year the event has been held.

Wolle Realty received the 2009 Outstanding Business Donor Award for Waterloo Region from the food bank.

■ ■ ■

Each year the Association of Regina Realtors awards two scholarships to University of Regina students to encourage and support excellence in education. The criteria include having attended high school in Regina, academic standing and demonstrated ability in such areas as leadership, athletics and fine arts.

Receiving a scholarship for the second time is Barbara Woolsey, who is in her third year of journalism. She works as a volunteer floor director with the community channel of the local cable television company and with the Kids Help Phone. She is the daughter of ARR member Clair Woolsey. As part of her learning program, she

■ ■ ■

The 15th annual Realtors Care Blanket Drive collected more than 4,350 bags of clothing, coats and blankets for dozens of charities across the Lower Mainland in B.C. “When you get to this level of literally thousands of people donating, it’s no longer one industry or group making a difference, it’s the entire community recognizing a need and pulling together as one,” says Scott Russell, president of the Real Estate Board of Greater Vancouver. The drive, which began in 1994 with a handful of Vancouver Realtors collecting a few hundred bags, now includes participating real estate offices from Whistler to Hope, plus extensive public and corporate support.

“Because of the downturn in the economy, we were worried ini-

Scholarship recipients Barbara Woolsey (left) and Rebecca Lascue receive congratulations from ARR EO Gord Archibald.

Sister Christine from the Welcome Drop In Centre receives $1,000 from Realtors Care Foundation, presented by OREA Southern Ontario director Mike Cusano.

Sponsors and staff from Century 21 Miller Real Estate in Oakville helped make the Trees for Toys event a success.

Tammy Loeman

REM FEBRUARY 2010 47

will be involved in a three-month journalism internship in Bangkok, Thailand.

Also receiving a scholarship is Rebecca Lascue, who is entering the fourth year of an arts program with a major in psychology.

Following graduation she plans to commence studies in physiotherapy. In addition to academics, she is a singer/songwriter, and intends on continuing to pursue her passion for music. She has been a volunteer at the Wascana Rehabilitation Hospital, the Autism Resource Centre and recently organized a community song writing group.

“Once again, we are very pleased to provide assistance to these two outstanding young people to help them with their studies,” says Gord Archibald, EO of ARR. “Realtors believe it’s critical that we invest in the future of the community and country – our scholarship program is designed to do that.”

The association established its scholarship program in 1977 and has provided assistance to over 60

U of R students since then.

■ ■ ■

Century 21 Miller in Oakville, Ont. held its First Annual Trees for Toys event, collecting more than 325 toys for teenagers and $415 for the Salvation Army’s Red Kettle Campaign.

Donated Christmas Trees were given away free to the first 100 people donating an unwrapped toy or gift. This year, the focus was on toys for teenagers, as they are often overlooked. All toys and cash donated were given to the Salvation Army Toy Mountain campaign to be distributed to Oakville and area teenagers.

Unclaimed trees were donated to families in the Oakville area.

Everyone enjoyed visits with Santa Claus and participating in face painting, entertainment and refreshments. Several local sponsors contributed to help make the event a success.

The Realtors Association of Hamilton and Burlington helped auction off some impressive prizes to raise funds for local childrens’ charities.

Dick Oakes

■ ■ ■

Continued on page 48

James Mabey

At Coldwell Banker Peter Benninger Realty’s Trees for Toys event, from left: Scott Mills, broker and residential sales manager; Tracey Appleton, sales rep, Peter Benninger, broker of record and president; and Peter Kritz, broker and operations manager.

Peter Tarshis accepts the $10,000 Realtors Care Foundation donation to The Seeds of Hope.

Realtors and staff from Royal LePage Wolle Realty in Kitchener, Ont., raised more than $7,500 and piles of food at a movie night for the local food bank.

The Christmas sleigh from Coldwell Banker Tri-Tel Realty collects food and cash donations.

Niagara Association of Realtors president Angela Higgins (left) presents $1,000 to Kathryn McFarlane from Ronald McDonald House Hamilton.

Darrell Cain

Realtors and staff at Re/Max Omega in Newmarket donated $5,000 to the local food bank.

Keller Williams Ottawa Realty took part in Santa’s Parade of Lights.

48 REM FEBRUARY 2010

Good Works Continued from page 47

In the spirit of Christmas this year, the Realtors at MaxWell Canyon Creek in Calgary donated $766 to the Veterans Poppy Food Fund. An additional $766 was allocated to ensure that a needy family had an enjoyable Christmas.

“Darrell Cain and his team of Canyon Creek elves have hunted up bargains for food, toys, clothes and general good cheer for the family,” says broker and co-owner Dick Oakes.

■ ■ ■

Hamilton broker Tammy Loeman of Sutton Group Innovative Realty spends seven hours every week in the classroom and gymnasium of a local elementary school. She has been volunteering for four years with schools in her community, helping students with their schoolwork and coaching volleyball.

“Seeing the difference that some time and encouragement can make in these children’s lives is very rewarding,” says Loeman. “I love doing the volunteer work. It

gives me a great sense of being involved in the community as well as a personal satisfaction that I am making a difference.”

At St. Michaels School, she works with third graders one-onone in the classroom. She helps with those struggling with their reading skills and those with Attention-Deficit Hyperactivity Disorder who require more assistance. She also coaches the boys’ volleyball team, made up of fifth, sixth, seventh and eighth graders.

■ ■ ■

Coldwell Banker Peter Benninger Realty in Kitchener, Ont. hosted its Third Annual Trees for Toys, a special by-invitation customer appreciation event and toy drive organized by the brokerage’s sales reps.

“We are delighted with the huge turnout of more than 1,300 people,” says Peter Kritz, broker and operations manager.

“Approximately 500 toys were donated to the Waterloo Knights of Columbus New Toys for Needy Kids Toy Drive thanks to the generosity of our customers and the dedication of our sales representatives.”

The Medicine Hat Realtor Charitable Foundation recently presented $100,000 to the Medicine Hat Community Housing Society.

The money was used by the society to build a 50unit low cost rental unit. The foundation’s contribution was used to make a number of units handicap accessible. In the photo, from left: Realtors Sandy Kapeller, Pat Jamieson and Bev Horbay; Ron Chaykowski of the society; and Richard Carrier, Medicine Hat Real Estate Board EO. Recently Century 21 First Canadian in London, Ont. initiated a coat drive for disadvantaged children. The coats were donated to the Koats for Kids program, a community service of the Boys & Girls Club of London. In the photo, from left: Verna Nicholas, reception; Terry Moore, sales secretary; Judy Wilding, marketing; Vito Campanale, broker of record; Jeanne Campanale, broker; and Stephen Ord, broker, office manager.

Participating sales reps purchased trees or wreaths for their clients and invited them to come pick up their gift, enjoy some refreshments and have their picture taken with Santa. To remember those less fortunate at this special time of year, clients were encouraged to bring new, unwrapped toys, which were donated to the Toy Drive.

Other fun activities included face painting, holiday movies in the Consumer Centre Theatre, photo opportunities with Frosty and Rudolph, and a visit from the Kitchener Fire Department.

■ ■ ■

The Guelph and District Association of Realtors distributed funds from the association’s Community Care Fund to several local charities at the end of 2009.

Among the recipients were the Welcome In Drop In Centre ($7,500), the Michael House Pregnancy Care Centre ($3,750); and the Wellington-Dufferin Homes for Psychiatric Rehabilitation ($3,750).

The Welcome Drop In Centre also received $1,000 from the OREA Realtors Care Foundation, presented by OREA Southern Ontario director Mike Cusano.

■ ■ ■

Sales reps and staff from Sutton Group – Showplace Realty in Chilliwack, B.C. recently raised more than $3,000 for baby Paige and her family. Paige was diagnosed with medulloblastomas, a form of childhood cancer, at the age of 2 1/2. She has since undergone surgery at B.C. Children’s Hospital to remove a tumour, but Paige still needs to receive high dose chemotherapy treatment for the next six to eight months. She will also have to undergo numerous scans and MRIs for the rest of her life to ensure that the cancer does not return.

Sales rep Mike DellaFortuna initiated the fundraiser when he heard Paige’s story. He had experienced a similar situation with his own son. To encourage local support of a car wash held by the brokerage, DellaFortuna hit the streets, delivering more than 600 flyers in the community. He also received some airtime on a local radio station to promote the car wash. “It was phenomenal. I have never seen such a turn-out for a charity car wash,” he says. “We had

line-ups five to six cars deep.”

■ ■ ■

The Seeds of Hope Foundation, which provides funding and safe housing to men in recovery from alcohol and drug addiction in the Toronto area, was the recipient of a $10,000 grant from the Realtors Care Foundation in the fall. The grant application was made by Peter Tarshis, a sales rep with Royal LePage and longtime supporter of the foundation.

“There are two homes for 21 men in the Broadview/Danforth area of Toronto, plus the Alano Broadview Club and 6 St. Joseph St. – all of them have websites for anyone who would like more information,” says Tarshis. The cheque presentation was made at the Toronto Real Estate Board’s Gathering for Giving event. “A big thank you to Toronto Realtors and the Realtors Care Foundation for the generous grant,” says Tarshis.

■ ■ ■

Each year, the Niagara Association of Realtors raises funds for shelter-based charitable organizations in the Niagara Region. The funds are raised through the annual Golf Tournament and Members Celebration and Charity Auction.

This year donations were made to five area food banks for more than $3,500.

The association also donated $1,000 each to Hospice Niagara, Ronald McDonald House Hamilton and Welland Heritage Council Emergency Shelter.

at Re/Max Omega Realty in Newmarket, Ont. donated $5,000 to the Newmarket food pantry this holiday season.

“We think it is important to be generous when it comes to supporting an organization like the Newmarket Food Pantry because their role is so vital in the community,” says Lu Dobson, broker of record/owner of the Re/Max office that she opened in 1981.

Currently in York Region, 10 per cent of the population experiences some degree of food insecurity, worrying about having enough food to eat, running short on food, and having parents go hungry so their children get enough to eat.

■ ■ ■

Sutton Group – West Coast Realty in Langley and White Rock held its annual holiday luncheon recently, and used the event to collect items for those less fortunate in their community.

Broker Jamie Fecteau says the sales reps donated a variety of items including warm socks, children’s toys and non-perishable food items.

The next day, the administration staff distributed the items collected to their local food banks.

The success of the one-day drive for food, toys and clothes prompted the offices to keep the collection open for an additional week, and make another delivery to the food banks. Nancy Bussey, administration assistant, says. “It was a great success. We even had a Realtor supply a tricycle.”

■ ■ ■

■ ■ ■

Coldwell Banker Tri-Tel Realty in Maple Ridge, B.C. recently held its Third Annual Food Drive for Maple Ridge’s Friends In Need Food Bank. Each year the office decorates a flatbed trailer with lights and Christmas decorations and with Santa riding on top, visits three neighbourhoods in Maple Ridge with Christmas music playing. The staff, dressed as elves, knock on hundreds of doors and ask for food donations.

The week before, flyers are sent to each home in the neighbourhood so the residents are expecting the visit. Since 2007, the office has collected 6,378 pounds of food and $5,076 in cash donations.

■ ■ ■

The sales professionals and staff

Keller Williams was front and centre when Santa’s Parade of Lights made its way through Orleans, Ont. to pick up food, toys and money for those in need during the holiday season.

The Keller Williams float had more than 1,500 lights on it and played Christmas music. It even had a tree and fireplace at the back. Most of the items were donated, including the flatbed, driver and truck. More than 120,000 people saw the 81 floats in the parade.

“Nothing feels more like Christmas than seeing the smiles on all the children lined along the streets waving and dancing to the music,” says Mary-Anne Gillespie, productivity coach at KW Ottawa Realty. REM

REM FEBRUARY 2010 49

Fixing smoky wood-burning fireplaces

By Dan Steward

A

lthough wood-burning fireplaces are no longer the main source of heat for modern homes, many home buyers still desire them. They associate fireplaces with cosy homes.

Knowing the common problems with wood-burning fireplaces and how they can be fixed will help real estate professionals counsel clients on their pros and cons.

In Montreal, the executive committee of Mayor Gérald Tremblay’s administration views wood-burning fireplaces as detrimental to the city’s air quality.

“Montreal’s estimated 85,000 wood-burning stoves and fireplaces are believed to produce nearly half of the island’s winter smog,” reported the CBC in April.

In addition, according to a study by Environment Canada reported in The Toronto Star, “Using a wood-fire stove for only nine hours…produces as much fine-particle pollution as does a car in a year.”

In April of 2009, the City of Montreal banned the installation of wood-burning stoves in new homes. The ban included devices retrofitted with more environmentally friendly components, the CBC reported.

There are ways that residents can eliminate the amount of smoke from a wood-burning fireplace, making them more environmentally friendly. First, they need to understand how the fireplace works. Smoke should be drawn naturally up the chimney at all times.

If the fireplace smokes when it’s operating, it’s not designed properly, or there is something in the house that is causing the fireplace to smoke.

There are some configurations that are more likely to smoke than others. For example, chimney height has a big influence on how well the fireplace draws. A taller chimney will draw better. Also, the

flue size should be at least 1/12 of the fireplace opening size in order to provide an optimal draw and eliminate smoke.

It’s common for the fireplace to smoke when the fire is first lit and when the fire has burnt down. This is called the cold-hearth syndrome.

When the chimney flue is hot, it draws well, and when it’s cold, air flows down the chimney rather than up. Sometimes this can cause soot and cold air to pour down the chimney when the fireplace is not in use, even when the damper is closed. This is indicative of a lessthan-ideal fireplace and chimney design.

Homeowners should also check for soot under the mantel. If there is soot on the underside of the mantel, it could indicate a fireplace with chronic back-drafting.

Solutions for smoking fireplaces include: • Add glass doors: They reduce the effective fireplace opening size and the volume of air going up the chimney. These both improve the fireplace draw.

• Decrease the fireplace opening size: Anything that reduces the opening size of the fireplace will result in better draw.

• Extend the chimney: A taller chimney draws better. This is a good solution, but it is more expensive than the other suggestions.

• Convert to gas: If all else fails, consider installing a gas direct-vent fireplace. These fireplaces vent out the wall of the house. No chimney is needed.

A zero-clearance fireplace is a viable option for those who would like to have a fireplace added to their house. It has a light-weight insulated chimney. This means it can be added to the house without adding a foundation, making it an option for any floor of the house, and as the name says, it requires “zero clearance.”

In comparison, a conventional wood-burning fireplace is a massive structure made of masonry and non-combustible material – the firebox, the hearth, the chimney

and the chimney liner. It is very heavy and needs a foundation. This type of fireplace is expensive to retrofit into a house that does not have a fireplace because it needs to be built from the footing level up.

There have been many fires due to improper operation and maintenance of wood-burning equipment.

Knowing how to operate them is imperative to home safety. Here are a few safety tips: • Hire a professional chimney sweep to get rid of any creosote build-up in the chimney because it is a highly combustible substance.

• Keep the flue clean by burning only seasoned hardwood. Don’t burn garbage and scraps of paper.

• Keep smoke in its place by stacking logs near the back of the fireplace.

• Make sure the damper is open before lighting the fire.

• Have the flue cleaned and inspected yearly (cleaned more often if you use the fireplace a lot).

• Keep the hearth area clean and clear.

• Use a spark screen in front of the fire.

• Don’t leave an open fire unattended.

• Make sure household smoke and CO detectors are functioning.

• Zero-clearance fireplaces need to be cleaned and inspected as well. They don’t tolerate a lack of maintenance well.

• For zero clearance, check the manual to verify if the fireplace can be operated with the glass door shut.

Real estate professionals should stay attuned to common problems associated with wood-burning fireplaces and how they can be fixed, in order to not lose a sale. In some instances, remember it would be best to consider the zero-clearance wood-burning fireplace as an option.

Dan Steward is president of Pillar to Post home inspections, which has almost 500 locations in nine provinces and 43 states. 1-800-294-5591; www.pillartopost.com. REM

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50 REM FEBRUARY 2010

6 guaranteed ways to real estate success

By Leon d’Ancona

B

y the time you read this, you will have had plenty of time to have abrogated those well-meant New Year’s resolutions. It is human nature to avoid radical change when complacency takes so little effort.

I have never understood why January 1 should be the only monumental time of purification leading to a temporary catharsis of behaviour. Unfortunately, many of us languish in the comfort of acquired and entrenched habits the rest of the year, waiting for the next January for more introspection.

The sad fact that I have pointed out several times in these articles is that in North America, well over 50 per cent of professional real estate participants do not make enough income to sustain their career.

Self-satisfaction about your real estate career does not bode well for

your future income. That is because real estate is arguably North America’s most over-populated profession. Simply put, if you don’t get it listed or sold, someone else will. Unless you work with investors, your income is totally dictated by the buyers and sellers you act for.

No matter what income plateau you have (or have not) reached, here are six basic things you should implement to reach that next plateau just in time for the spring market. Call them your February resolutions.

These six points have been proven by thousands and thousands of men and women I have worked with for over two decades.

Those who implemented them dramatically increased income and became lifetime successes.

1) Know the area you are working in. After all, common sense dictates that the area you choose is the wellspring that provides you with your income. Does it contain the elements to satisfy the needs of a wide range of clients? What are the best streets with the highest turnover? What are the demographics? Can you relate to the customs of its dominant inhabitants?

2) Have more specific product knowledge. Think about calling a stockbroker and imagine your surprise if he does not know where the Dow Jones is at. Would you deal

with him? Would you deal with a bank that does not allow you to write cheques? It is perfectly reasonable for a prospective client to expect you to know precise market conditions for the specific area they have in mind, and not to have to go back to the office to get the information.

Make sure you have current details for the precise market area you will be dealing with, in your briefcase or on your iPhone ready to demonstrate. We live in an age where consumers are able to educate themselves in minutes. The currency of the Internet is information. Remember the seminal rule that when a client perceives he knows more than you, no commerce will take place. In the first 10 minutes, clients must perceive you to be the most knowledgeable real estate professional they have met.

3) Know who your competitors are. The competitor your client may want to work with might be a great professional, but has not done anything in the area where you are the proven expert.

You can certainly use that argument to show that you are the superior person to deal with, regardless of how many homes your competitor sold elsewhere.

4) Your company’s rank and average sale. Try this the next time you are told your client is thinking of working with a competitor: “Yes,

I agree Oilenshpiegel Realty is a great company. But my research shows that the average price they sell in this area is $294,660. The average price we sell is $484,350, which is what we are hoping to get for your home. Don’t you think we are more qualified?”

5) Focus on the right merchandise in your area. Your area of choice is likely to have at least three different categories of homes relative to price. The formula to use is 60 per cent, 25 per cent, 15 per cent. Here is how. Determine the average price of the first 60 per cent of homes that sold as “starters”, then the next 25 per cent as “move-up” and then the last 15 per cent as luxury. The chart shows what it might look like.

By allocating your time and efforts in the right proportions, you are bound to increase your income.

6) Pinpoint the streets of your area. It is usual that 30 per cent of all sales are in fewer than nine per cent of all streets. Once you appreciate that, you can re-focus your career and determine how you should allocate your time, energy and resources by directing mail to

the streets with the highest turnover.

Your broker should be able to help you with detailed information. Before spending money on other peripherals, invest money in furthering your career through the acquisition of information that will keep you on top of your real estate market on a monthly basis. Let others provide you with the knowledge and information you need for success, while you do what you do best! I have found most brokers and team leaders are anxious to share information with those who seek it to further their careers. This is a great time to be in real estate, so make the most of it.

Leon d’Ancona B.T.L. M.T.L., RRESI, is president and founder of IMS Incorporated, and creator of REality, an online service used by franchises, brokers and agents to improve their bottom line. He is in demand as a speaker at real estate events continent-wide. The statistics provided in this article are the product of REality and are copyrighted. www.realestatestatistics.com Email: leon@realestatestatistics.com REM

Declaring bankruptcy Personal Finances loss, illness, separation and “J obdivorce are the most common causes of personal bankrupt-

cy,” says chartered accountant David Gowling, vice-president of Herpers Chagani Gowling Inc. in Hamilton, Ont. Signs that a bankruptcy may be on the horizon include using credit to pay for basic necessities, using one credit card to make payments on another, turning to payday loans, and calls from collection agencies. “Most

people don’t save before they buy,” says chartered accountant Marc Rouleau, a vice-president with Welch Group Consulting in Ottawa.

“Finance companies allow you to finance such things as electronics, furniture and vacations over 12 months or more. Interest rates are usually in the 25 to 30 per cent range, and collection can get very aggressive if you miss a payment.”

There are few restrictions on who can declare personal bankruptcy.

“The person needs to be insolvent, have $1,000 in unsecured debt and be a resident of Canada,” says Gowling.

In Canada, only licensed Trustees in Bankruptcy can file personal bankruptcies, and administer the filing of bankruptcy returns. “When you are bankrupt, most assets, federal tax refunds, GST credits and a portion of your income must be turned over to the Trustee,” says Rouleau. “If you don’t have any assets, you must pay a filing fee to the Trustee, which usually runs between $1,500 and $2,000.”

Some assets may be exempt from seizure. “In Ontario, you can keep household furnishings worth up to $11,300, personal effects worth up to

$5,650, one vehicle worth up to $5,650 and tools of your trade worth up to $11,300,” says Gowling. “If an asset is secured by a loan, such as a mortgage, you can likely arrange with the creditor to maintain the payments on the loan in order to keep the asset.”

Other exemptions include certain Registered Retirement Savings Plan assets and life insurance policies. There is a clawback of contributions made in the last 12 months that are at definite risk. And the cash surrender value can often be substantial.

The main benefit of declaring bankruptcy is being able to write off all your debts as of the date the bankruptcy is filed. “You can get out from under the debt load and start over,”

says Gowling. “Any wage garnishees, except for child support and alimony, are lifted to allow full access to your paycheque. You must also attend counseling sessions to help you adjust your spending.”

The downsides include, “losing your assets, bad credit, perhaps having to appear in court or being subjected to a formal examination by a creditor, the courts or the Superintendent of Bankruptcy,” says Rouleau. “There’s also the stigma, as most people find it embarrassing to talk to someone about declaring bankruptcy.”

Written by the Institute of Chartered Accountants of Ontario.

REM

REM FEBRUARY 2010 51

Buyers nervous about economy says survey s the Canadian real estate market continues to rebound from a steep decline a year ago that was brought on by the recession, home buyers remain nervous about the stability of the economy, according to a survey of 1,225 Royal LePage agents and brokers across Canada.

However, few buyers think home prices will decline again.

When asked to comment on

A

the most common fears they heard from home buyers during the last three months, 38 per cent of Royal LePage agents and brokers cited economic stability and related factors such as job security. Twentythree per cent said home buyers fear they may not be able to sell their existing homes at the price they are hoping for, while 12 per cent said buyers are hesitant because they believe prices have

not yet hit the bottom of the cycle.

Twenty per cent of agents and brokers said they have not heard any concerns from buyers.

The survey, conducted online in November, also found that an increasing number of Canadians are purchasing homes as investment properties, and almost 50 per cent of brokers and agents say the number of buyers intending to renovate their properties after pur-

chase is increasing.

“Given the volatility in the real estate markets over the past 18 months, it is not surprising that the state of the economy continues to weigh on the minds of Canadians as they consider buying a home,” says Phil Soper, president and chief executive of Royal LePage. “Our survey shows that consumer confidence is edging towards normal levels. Canadians clearly believe

that the worst of the recession is behind them and that the real estate market is on the path to sustainable recovery.”

Although the supply of homes for sale continues to be constrained in many markets across Canada, Royal LePage is predicting that once housing supply returns to normal levels, the economy will support modest pricing growth into 2010. REM

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“The business model is simple.

Everyone involved wins,” says Steven Griffin, publisher of Homes & Cottages.

Agents’ clients benefit by receiving a magazine full of articles, ideas and products and services that will help them improve and add value to their homes. Agents and brokers benefit by having their picture and contact information on the front of the magazine. Homes & Cottages advertisers benefit by reaching an audience of homeowners interested in renovating, decorating and landscaping their homes.

A select number of real estate agents and mortgage professionals will have the opportunity to co-

brand with the magazine. With the Custom Cover program, agents or brokers get their picture, name, logo and full contact information on the front cover; an ad on the outside back cover and two additional ad pages inside the magazine. The package also includes exclusive rights to high-traffic waiting rooms in pertinent areas and preferred discount pricing. A minimum of 300 one-year subscriptions is required.

Cost is from $3 per copy.

“Many agents are offsetting the cost of the program by selling one or more of these pages to an associate or company interested in reaching the same area,” says Griffin.

The Compliments Program has the agent’s or broker’s name, company, phone number, email address and website address imprinted in black on the front cover of every issue. A minimum of 25 one-year subscriptions is required. Cost per copy is from $2.75.

Colour Tech Marketing will handle the orders, do the set up and print the covers. Homes & Cottages will merge the covers with its press run and distribute the magazines as directed by the agent, says Bob Campbell, president of Colour Tech Marketing.

“Hundreds of agents and brokers already participate in the program, which has tens of thousands of magazines being mailed to their clients, friends and family, as well as to high-traffic waiting rooms and even to entire farming areas,” Griffin says.

For more information, visit www.colourtech/homesandcottages.com or call 1-800-4104510.

Economical property listing videos Digital media producer Robert Maxwell has pioneered an economical innovation for bringing property listing videos online.

Sales reps submit digital images along with basic property specs, and Maxwell turns them into persuasive narrated video tours. Cost is $95 per two to four-minute video, including uploading to YouTube for public viewing and display on real estate websites.

“The end product is professional and meets all my expecta-

tions,” says Scott McDougall, sales rep for Bousquet Realty in Little Current, Ont. Property videos are geared towards brokerages of all sizes.

They’re perfect for large corporations looking to make video presentation a part of all their listings, says Maxwell, as well as smaller players that typically find video too pricey.

View a video tour at www.robertmaxwell.ca. Email rob@robertmaxwell.ca. Phone (705) 282-2289.

Use game software as a free giveaway at website or open house Rusty Axe Games, a developer and publisher of downloadable game software, recently released Real E$tate Empire 2.

The sequel to Real E$tate Empire, the game is for the real estate mogul in everybody, the company says. Real Estate Empire 2 contains over 30 different levels packed into four different scenarios.

The game features a streamlined upgrade and renovation system that makes the game easier to pick up and play. Real E$tate Empire 2 also has a new goalsbased system that has players leveling up through a variety of different scenarios and goals. A much-requested feature of renting has been added, say the developers. Do you wait for good renters who won’t damage your newly renovated bungalow or do you get somebody in there to start paying the mortgage today?

Real E$tate Empire 2’s user friendly difficulty system allows players of all ages and capabilities to enjoy the game, says the developer.

Real estate professionals can get a demo branding system that allows a sales rep or broker to put their logo into the game at start up. The company says it’s an excellent open house giveaway that will remind the player of their open house event every time they play the game. The demo is also available as free content that sales reps can give away from their website. For information: www.RustyAxe.com REM

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54 REM FEBRUARY 2010

THE PUBLISHER’S PAGE

Aventure Realty Network

The new prejudice

™

By Heino Molls or many years I have extolled the virtues of this wonderful country we live in. Regardless of who you are, what faith you worship or where you come from; you have the right to shelter. If you have the good fortune to be clever, able bodied and work hard you can even buy your own house.

Sometimes I forget that these are rights we can never take for granted. We should never overlook the fact that while we live in a country that is a shining example of freedom, there was a time when Canada was not exactly a bastion of human rights.

As a confederation of provinces, Canada could not even guarantee equal rights for all unequivocally until Prime Minister Trudeau created the Charter of Rights and Freedoms in 1982. Prior to that, provinces could and did dole out even basic voting rights piecemeal to different people including Hindus, Chinese, Doukhobors, Aboriginal Peoples and women. These were only a few of many on long and varied lists that were created at will and changed by whim.

We know today that this kind of discrimination is wrong.

It is the worst kind of discrimination because it was official. It was the law.

There is still prejudice related to a person’s skin colour or the way a person is dressed. It may be human nature that some people continue to think wrongly about our differences until the day comes when we are all the same. I am happy to see, however, that this kind of prejudice does not seem as prevalent as it once was.

It exists today only among the

F

creating Canada’s network of leading independent brokers

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most ignorant portion of society.

It is no longer an issue for a white Protestant man dressed in a suit to go shopping alongside a Hindu woman dressed in a sari.

Neither stops to stare at the other nor crosses the road to avoid the other. Both of these folks, however, can be impatient with someone who stumbles with the language or speaks in a heavy accent.

I have witnessed that many times.

I wonder if the new prejudice today is audio rather than visual.

I am ashamed to say I have caught myself with impatience for someone’s language ability. I was at a self-serve gas station the other day and the gas nozzle wasn’t working. The man on the inter-

because I was ordering for four people waiting for me out in the parking lot. There was a line up behind me and I imagine they became pretty angry as I stumbled and bumbled with my terrible French. But instead of anger, when I was done I heard, “Tres bon!” and the folks in the shop actually applauded. I stress it was genuine and not sarcastic applause. I am old enough to know the difference. It was such a simple thing yet I was very moved by their kindness and good nature.

Even having experienced that, I maintain that our new prejudice in this country is audio. We are too often short with people who

I maintain that our new prejudice in this country is audio. We are too often short with people who cannot speak the language. com was telling me to “make the nozzle twice”. I couldn’t figure out what he was trying to convey. He was simply trying to say, “try it again”. He got his speaking manner backwards because English was not his native language and I became quite frustrated with him.

For me this was especially hypocritical since English is my second language too. You can imagine how low I felt when I thought about that in hindsight.

I felt even lower when I remembered that it was just this past summer that I was in a Tim Hortons shop in Quebec and determinably made my order for lunch in French. It took a while

cannot speak the language. We cut them off and give them short shrift for no other reason than they cannot speak as well as we can. We shout at them as if they can understand better if we raise our voice.

So here’s the column this month. When you deal with someone, especially someone in the service industry who needs extra time to speak in English (or French), come on, eh? Cut them some slack. It’s the Canadian thing to do.

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

REM

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