January 2012

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Issue #271

January 2012

‘Business as usual’ for Prudential franchises Page 3

How to ace listing interviews Page 8

Royal Pacific Realty’s lions roar Page 16

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‘Business as usual’ for Prudential franchisees “We want to grow the entire business. It is a high-quality network,” says Brookfield Residential Property Services CEO Graham Badun. “Housing is here to stay and we are excited about the future.”

By Jean Sorensen

B

rookfield Residential Property Services may have bought a piece of the rock, but it is not looking to rock the boat.

There are no plans to merge the company’s major brand, Royal LePage, and the newly acquired Prudential real estate franchises, says Graham Badun, CEO of

other franchise brands are Via Capitale and the Johnston & Daniel division of Royal LePage.

In the U.S., the company owns Real Living (which absorbed GMAC Real Estate).

Brookfield’s acquisition of the real estate and relocation assets of Prudential Financial Inc. include not just Canada, but the U.S. and

In a Nov. 2 release of financial data, Prudential said it needed to focus on financial planning and services for clients during “turbulent financial markets”.

Brookfield Residential Property Services.

“We are a multi-brand company today and will be a multi-brand company tomorrow,” says Badun, adding that for Canadian Prudential franchise owners it is “business as usual”. Brookfield’s

Mexico. Badun estimates there are now 80,000 real estate agents working in North America under the Brookfield brands.

Under a licensing agreement, Prudential real estate brokerage franchisees will be able to continue to use the Prudential brand based

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EM is excited to announce the launch of REM Mobile, our new smartphone app, currently available for Blackberry and Android devices, and coming soon for Apple iPhone.

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on the terms of their franchise agreements. Badun says these agreements range in term but some are for up to 15 to 20 years. As the licensing agreements expire, Badun says business decisions will be made within the network regarding branding but there is “nothing in the short-term”.

He says that between the Prudential and Royal LePage offices, Brookfield now has approximately 24 or 25 per cent of the real estate franchise market in Canada. He is not concerned that the federal Competition Bureau will interfere in the transaction.

“All our agencies are independently owned and compete,” he says.

Badun says that Brookfield moved to pick up the real estate and relocation division because it’s a good opportunity for the company. “We want to grow the entire business. It is a high-quality network,” he says. “Housing is here to stay and we are excited about the future.”

That Prudential should spin off the asset is not surprising.

Prudential Financial Inc., which finally stemmed three consecutive quarters of sliding profits, rebounded in earnings in its third quarter in 2011. In a Nov. 2 release of financial data, Prudential said it needed to focus on financial planning and services for clients during “turbulent financial markets”.

The lacklustre performance posted by the real estate investments sectors comes from the still struggling U.S. real estate market.

Don Campbell, author of Real Estate Investing in Canada and other investment books, says the U.S. market is not expected to rebound until “2014 at the minimum”. Under the circumstances, it is understandable that a company would retrench to its “core com-

petency”, Campbell says.

Badun says that Brookfield is into acquiring assets for the short term. “Royal LePage has been around for 100 years and we have had it since 1980 and we are in for the long haul.”

He says the acquisition of the Prudential relocation assets (government and corporate) is an example of opportunity for expansion. “We have a global relocation business,” he says, extending throughout North America, Asia and Europe. In 2010, it opened offices in India and Australia.

“The size of our relocation business is doubling with this acquisition,” he says, adding that relocation has been a growth market over the past two to three years.

Brookfield’s growth in the relocation side of the business has come from past acquisitions and mergers as well. In 2009, there was a global merger of Royal LePage Relocation Services and GMAC Global Relocation Services (it had purchased GMAC the prior year), to form Brookfield Relocation Services, the world’s second largest relocation service.

Brookfield’s purchase of a piece of the Prudential rock is not creating any initial concerns in the real estate industry. Fred Brown, North Vancouver Prudential Sussex manager, says the Prudential line fits nicely with Brookfield, which has solid reputation in the real estate franchising business. “It was a good run with Prudential (Financial Inc.),” he says, adding the broker’s licensing agreement doesn’t expire until 2018. Prudential has 30 per cent of the North and West Vancouver and Sunshine Coast markets, he says.

Brown says he had been hearing rumours of the acquisition prior

Graham Badun

to it occurring. “My thought was that I had to get to my salespeople first before a negative twist was put on this and help them to see they are now part of the larger entity and what benefits that could bring.”

John Grasty, a sales rep with Prudential Sterling Realty in Burnaby, B.C. works on the front lines with the public and blogs on real estate. He says, “I really believe that this is a good move for both Brookfield and Prudential, especially with the relocation services.” Grasty says the pairing of Prudential with Brookfield is likely to be a better business model. As for the possibility of a name change and what it might mean to him, Grasty is ambivalent. He will go with whatever name change comes down in the pike in the future. “These things are usually well thought out,” says Grasty, who specializes in the areas outside Vancouver (Port Moody, Port Coquitlam and Coquitlam) and counts relocation as a big part of his business.

In the northern B.C. town of Prince George, broker/owner Rod McLeod of Royal LePage Prince George says there are synergies that can be developed between the various companies, such as handing off relocations to member franchisees to find new homes. “I don’t think it will hurt us at all. I think it REM is a good thing,” he says.

4 REM JANUARY 2012

Multiple Listings

By Jim Adair, REM Editor Do you have news to share with Canada’s real estate community?

Let REM know about it! Email: jim@remonline.com e/Max Ultimate Realty of Toronto has acquired Re/Max Central Realty to expand its residential real estate services to the city’s downtown core.

More than 50 full-time professionals have now joined Re/Max Ultimate Realty. The acquisition also includes an affiliation with Re/Max Condos Plus that will provide many advantages, including exclusive access to existing and new VIP condominium developments, says the company. Former broker of record John Botelho will stay on as manager. Botelho has more than 20 years of experience as a Re/Max broker/owner.

“The move allows Re/Max Ultimate to expand into Toronto’s vibrant central core – an area that is currently undergoing significant revitalization,” says Tim Syrianos, broker/owner. “The neighbourhood is ideally positioned for further growth as a greater number of homebuyers enter the downtown core, attracted to affordable condominium apartments and townhouses in the heart of the city.”

R

Exit Realty Corp. International has awarded the sub-franchisor rights to the region of Alberta to Anne Squires, a multiple awardwinning franchisee.

Included in her many awards, Squires is the 2011 Broker/owner of the Year for Exit Realty in Canada, Broker/owner of the Year for Exit for North America (2009) and the owner of the Largest Grossing (Multiple) Offices in North America (2011). She is the owner of Exit Realty on the Rock, which has six branch offices in Newfoundland.

“Anne is known for her unbridled energy, creative finesse and value-driven business development,” says Joyce Paron, president of the Canadian organization of Exit Realty. “A true people person, Anne brings precisely the presence of integrity and credibility necessary to generate the highest possible level of success throughout the province.”

■ ■ ■

Veteran Realtor Gordy Khuman is behind the launch of Re/Max Gold Realty, which serves the Greater Toronto neighbourhoods of Etobicoke, Mississauga, Brampton and the surrounding areas. The brokerage’s 4,000 square-foot facility features stateof-the-art technology, says Khuman, the broker/owner. He has been in real estate since 1986, including a four-year stretch as an award-winning Realtor with Re/Max. “Given the overall strength of the GTA housing market, the timing was ideal to open a franchise,” says Khuman. He aims to see the brokerage expand to include 30 agents working under its banner within the first year. Ultimately, he says he hopes the franchise will increase to over 100 Realtors in the years ahead.

■ ■ ■

■ ■ ■

Tim Syrianos

Anne Squires

Herb Cox, a salesperson and broker for more than 37 years in North Battleford, Sask., has been elected MLA for the Battlefords.

A member of the Saskatchewan Party, Cox defeated NDP candidate and incumbent Len Taylor by 1,053 votes.

Cox is a sales rep with Signature Service Real Estate in North Battleford. He served three terms as president of the Association of Battleford’s Realtors. He’s also been a minor hockey coach for 11 years and has served on several equine-related provincial associations.

■ ■ ■

Louise Parker and Valerie Knol have opened Exit Realty 1st Call in Elmsdale, N.S. “Louise is a veteran top producer and previous winner in 2007 of Exit’s President Ball $100,000 grand prize,” says Joyce Paron, Exit’s president – Canada. “She has joined forces with Valerie Knol, a sales associate and experienced business owner.

Together this dynamite combination is ready and up for the challenge of growing their brokerage to No. 1 one market share.”

The brokerage is in one of the busiest shopping plazas in the area and boasts over 1,800 square feet.

It has a special kiosk-style entry way with digital screens and real estate information for walk-by traffic. “We have a good start with 10 agents and an excellent office location,” says Parker.

■ ■ ■

Re/Max Crossroads Realty celebrated its 30th anniversary recently with a gala party in Markham, Ont. “I chose the name ‘Crossroads’ for my franchise because my main office is located at the crossroads of Richmond Hill, Markham, North York and Scarborough,” says Barney Johnson, broker/owner of Re/Max Crossroads Realty.

“Rather than have numerous branch offices I choose to have one large mega office to serve these four thriving communities. It is now the second largest Re/Max office out of more than 7,000 Re/Max International offices worldwide.”

Johnson opened an iRealty paperless office in north Toronto just over a year ago. It has more than 30 agents and plans to add more. “I now also have purchased a Dominion Lending Centre mortgage franchise -- first heard of them Continued on page 6

Louise Parker (left) and Valerie Knol

Gordy Khuman

Herb Cox

Barney Johnson, broker/owner of Re/Max Crossroads Realty, says, “That’s me with the beige cap and shades near the helm at the back of the 63-foot racing yacht Spirit of Isis, which placed first in all seven races at this spring’s Antigua Sailing Week. He says sailboat racing helps keep him refreshed for his real estate career.

Century21.ca

6 REM JANUARY 2012

Continued from page 4

by reading REM -- and it is doing well,” Johnson says. “At the gala I was asked how I survived over the years and the key to my success. It was simple. I recruited agents that were: 1. Honest and ethical. 2.

Friendly and co-operative. 3. Who completed a minimum of one transaction per month. After that I let a law of the universe take over – ‘Likes attract likes’.”

Johnson told everyone at the gala that “if you do not want to be a victim of burn out, you should remember that real estate is your career and not your life. Having other passions like having my advanced scuba diving certificate and sailboat racing and cruising in the Caribbean for the past 20+ years helps keep me refreshed.”

■ ■ ■

The Real Estate Council of British Columbia has suspended the real estate licence of Century 21 City View Realty of North Vancouver. The council says it “suspended this licence in the public interest as a result of the failure of Century 21 City View Realty to account for trust monies it was holding on behalf of clients. This suspension remains in effect until further notice.”

The council says concerned clients of the brokerage should phone the real estate council at 604-683-9664 or toll-free 1-877683-9664.

■ ■ ■

Barry MacDonald is the new manager of Exit Realty Specialists in Saint John, N.B. “Barry has been an award-winning Realtor for the last five years,” says franchisee Ron Young. “His business expertise, excellent reputation and past management experience made him the ideal choice

Cover photo: CRAIG HODGE

for our office.”

MacDonald is on the board of directors of the Saint John Real Estate Board and is chairperson of the board’s Realtors Care committee.

The brokerage has offices in Saint John and in Rothesay and more than 60 sales reps.

■ ■ ■

Re/Max Country Lakes Realty in Beaverton, Ont. was recently purchased by Marty Leeking. He has been in the real estate industry for more than 10 years, and spent the last five years working with a local competitor as a selling manager.

“The move to ownership of a Re/Max franchise in Beaverton with the existing 11 agents plus support staff has been a good fit,” Leeking says. “My work ethic to never burn any bridges with other agents has worked out nicely.” He says the office continues to have a strong market share in both Brock Township and the Kawartha Lakes.

■ ■ ■

Hallmark Realty & Associates of Saskatoon has joined the Aventure Realty Network. “In operation since 1979, this outstanding firm has earned a reputation for performance, industry participation and giving back to the community,” says Aventure president Bernie Vogt. “Under the leadership of Don McIvor, broker/owner, Hallmark Realty & Associates has grown to a team of over 80 Realtors and is the largest independent brokerage in Saskatchewan. Don has developed and delivers a robust Realtor support strategy, focuses on the development of his organization and he attributes the company’s growth to this approach.”

HLM Realties Limited of New Glasgow, N.S. has also joined the

Publisher HEINO MOLLS email: heino@remonline.com Director, Sales & Marketing DENNIS ROCK email: dennis@remonline.com Manager, French Edition MICHEL CHEVALIER michel@remenligne.com Digital Media Manager WILLIAM MOLLS web@remonline.com Brand Design SANDRA GOODER

network. Founded over 50 years ago, it is the oldest active real estate brokerage in Nova Scotia and has received several awards recognizing this legacy. Bill MacEachern, broker/owner, and Rod Rafuse, associate broker/manager, offer a full suite of services to the real estate markets in northern Nova Scotia.

■ ■ ■

Toronto sales rep Herminia Senoran of Toronto was fined $5,000 in the Ontario Court of Justice recently after being convicted on five counts of failing to file GST tax returns for various reporting periods between 2004 and 2008. She pleaded guilty to the charges on March 17, 2011, says Canada Revenue Agency, and all outstanding returns have been filed. The court fines are in addition to any taxes and interest owed, as well as any civil penalties that may be assessed.

Senoran failed to file GST returns that were related to her business income. The CRA made several requests for the missing returns before serving her with a demand notice requiring that the returns be filed. Failure to comply with this notice resulted in charges being laid, according to court records.

■ ■ ■

Century 21 Canada has introduced a new Android app, now available on the Android Market.

Consumers will be able to activate their smart phone’s built-in location technology to search for properties and open houses. The app shows property details along with high-resolution property photos with Android’s intuitive gestures.

Century21.ca is also available for iPhones and a Blackberry app is coming soon, the company says.

Century21.ca also has a fully optimized mobile website.

■ ■ ■

Editor in Chief JIM ADAIR email: jim@remonline.com Distribution & Production MILA PURCELL distribution@remonline.com Senior Editor KATHY BEVAN email: kathy@remonline.com Art Director LIZ MACKIN Graphic Design SHAWN KELLY

Barry MacDonald

Marty Leeking

Don McIvor

Bill MacEachern

Sotheby’s International Realty Affiliates recently launched its official YouTube channel, which was designed to house unique property and destination videos from its network’s nearly 600 offices worldwide.

The channel features three categories of video: the Spotlight section provides candid views into some of the Sotheby’s International Realty network’s most exceptional properties and their lifestyles; the Property section contains videos on the homes represented by the network; and the Destination section spotlights the luxury markets served by the network around the world, the company says.

The YouTube channel also showcases the latest news from the brand’s Facebook and Twitter pages, offers direct links to the Sotheby’s Auction House’s videos and the Sotheby’s International Realty brand’s official website, and provides a lifestyle and

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Phone: 416.425.3504 www.remonline.com www.remenligne.com REM complies fully with the Canadian Real Estate Association's Rules for Trademarks (CREA Rule 16.5.3.1) REALTOR® and REALTORS® are trademarks controlled in Canada by The Canadian Real Estate Association (CREA) and identify licensed real estate practitioners who are members of CREA. MLS® and Multiple Listing Service® are trademarks owned by CREA and identify the services rendered by members of CREA. REM is published 12 times a year. It is an independently owned and operated company and is not affiliated with any real estate association, board or company. REM is distributed across Canada by leading real estate boards and by direct delivery in selected areas. For subscription information, email distribution@remonline.com. Entire contents copyright 2011 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

Rod Rafuse

amenities video search.

“Video is not a unique medium in real estate marketing but we are leveraging it in an innovative way,” says Wendy Purvey, chief marketing officer for Sotheby’s.

“Our YouTube channel was designed to provide consumers with an inside view of some of the world’s most extraordinary properties by focusing on the distinctive lifestyle and amenities they offer at any price point.” REM

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Multiple Listings

There's a new real estate brand in the neighbourhood -- with a name that has been central to people's lives and communities for more than 80 years.

To learn about career and franchising opportunities, visit www.bhgcanada.ca

Š2011 My Lifestyle Brand Inc. Better Homes and GardensŽ is a registered trademark of Meredith Corporation licensed to Better Homes and Gardens Real Estate LLC and used with permission. Each Franchise is Independently Owned and Operated.

8 REM JANUARY 2012

How to ace listing interviews “Just be yourself. Tell the truth. Be prepared and study the past comparable sales and the current available listings. Know the current market conditions. Relax and be friendly. What goes around comes around.” – Mike Shannon

By Toby Welch

B

efore knocking on the door at a listing presentation, take a moment to put yourself in your potential client’s shoes.

Selling a house is a nerve-wracking experience for most people. Be prepared when you show up for the interview.

Mike Shannon, a Realtor with Royal LePage Sunshine Coast in Gibsons, B.C., has done about 500 listing presentations and evaluations since 2000. Regardless of whether he is in competition with other sales reps or is the only Realtor vying for a listing, he does the same thing. “I believe more than anything else that the seller must hear the truth. I refuse to increase the evaluation amount just to win the listing (‘buying a listing’). The three words that I always have in my head are ‘honesty, integrity and professionalism.’

I base my ads around these words.

As a result I have likely lost a lot of listings to Realtors who don’t.”

Wayne Paradis of Re/Max River City in Edmonton guesses

that he has attended 400 to 500 listing presentations in his 26 years in the industry.

“I make sure I am prepared and in the right state of mind before entering the home. I know what I want to say and am ready to adjust if I can’t direct the conversation in the format I intended,” he says.

“Demonstrating knowledge and neighbourhood expertise goes a long way in winning the confidence of a seller and a half hour review before that appointment can make the difference if you get questioned during the appointment. If the seller will tell me, I like to know who I am competing against and try as often as I can to be the last Realtor to be seen.

Don’t ever knock your competition but don’t be afraid to outshine them. You only have one chance at making a good impression and these are the most important appointments you have as a Realtor, so don’t take them lightly.”

To increase your chances of landing the listing, know the

Industrial, Commercial & Investment G roupe Germain announced that it will continue its expansion in Canada with the addition of eight hotels under the ALT banner. The company completed a transaction of more than $80 million in share capital in the Fonds d’investissement ALT Canada s.e.c. This transaction includes private investors as well as institutional investors such as the Caisse de dépôt et placement du Québec, Investissement Québec, La Capitale Financial Group and Industrial Alliance, Insurance and Financial Services.

“ALT Hotels are part of a sweeping trend in accommodation, especially in Europe and Asia, and our research has clearly shown that this type of accommodation, which offers a designatmosphere-décor equation at the best possible price, is lacking in Canada’s hotel industry,” say Christiane and Jean-Yves Germain in a statement.

A family-run Quebec company, held in partnership with Groupe HDG (Holding Daniel Gauthier), Groupe Germain Hospitality owns and operates five

answers to the following questions so you’ll be prepared when interviewees ask them: • How long have you been selling real estate?

• How many homes did you sell last year?

• Are you a full-time agent?

• Is it the right time to sell?

• Do you work solo or as part of a team?

• How do you price a home?

• For the homes you listed in the past year, what was the average number of days they spent on the market?

• For the just mentioned list of homes, what was the average difference between the listing price and the selling price?

• How do you market the homes you list?

• Do you do any social media marketing?

• How do you use the Internet?

• Do you offer virtual tours of listed homes?

• What websites will you use to Le Germain boutique hotels. It also owns and operates two ALT Hotels, in Montreal (Quartier DIX30) and Quebec City. Four other ALT Hotels are currently under development.

■ ■ ■

Jones Lang LaSalle has opened a new office in Calgary and hired industry veteran Andrew MacLachlan to develop its business in the region. MacLachlan will join the firm as executive vicepresident and will provide advisory and transaction services to Jones Lang LaSalle’s clients in Alberta, the company says. MacLachlan brings more than 25 years of commercial real estate experience with specialist knowledge of leasing and sales. He has held executive positions with commercial real estate firms in Calgary and Montreal including DTZ Barnicke. He joins Jones Lang LaSalle from UGL Equis.

REM

advertise the home?

• Do you have a website?

• Do you have a feedback system for potential buyers and their Realtors?

• Before you list a house, do you give clients ideas on how to make their home more marketable?

• When you’ve listed a home, how do you report back to your sellers regarding activity on the property?

• Do you have access to other professionals that clients need during the selling process?

• How do you handle negotiations?

• Do you attend inspections and appraisals after an offer is in place?

• How much do you charge?

• Will I have to pay any hidden costs?

• How accessible are you?

• How does it benefit a client if he uses you to sell?

• Why should someone list with you over other Realtors in the area?

• How much professional training do you get every year?

• If a client is unhappy with your service, can he terminate your contract and the listing?

• Do you have a list of references for potential clients?

• What are your thoughts on the real estate market today?

• What else should a client ask you that he hasn’t already asked?

People will forget most of the information you provide them with verbally, so consider taking a listing presentation packet that answers all the questions you anticipate will be asked. Tailor each packet to the home’s neighbourhood. The potential clients will appreciate having it to look over when they are making their decision. Spend some time working on the layout (or hire someone to do it) so the pride in your work comes through.

Use more visuals than words.

Shannon offers advice for a

Mike Shannon

Wayne Paradis

Realtor who is nervous about a listing presentation: “Just be yourself.

Tell the truth. Be prepared and study the past comparable sales and the current available listings. Know the current market conditions.

Relax and be friendly. What goes around comes around.”

Paradis adds: “New Realtors have far more tools from the getgo than most of us had when we started a few decades ago, starting with their education in real estate and the technology available to us.

There is no excuse not to be knowledgeable, so if I were to emphasize anything it would be to come prepared and to polish your presentation materials and verbiage with the intention of impressing that seller. Rehearse what you want to say in front of a mirror if that helps. In time you will be able to adapt to any situation and answer objections with ease. Experience isn’t always the deciding factor.

“Sometimes eagerness and likability is just as important to a seller and you can win over a seller who is concerned with your being new if they know you are committed to getting the job done for them. This is a people business and your goal should be to win their confidence by being yourself as well as a professional. Each time it gets easier and don’t be discouraged with the losses; learn from them and use those experiences to polish yourself,” says Paradis.

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10 REM JANUARY 2012

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Association secretary Linda Minor spends her vacations teaching at schools and prisons in developing countries

By Connie Adair

W

hen Linda Minor turned 50, she had a mid-life crisis. That’s not uncommon, but what she did about it was far from ordinary.

Minor, a member services secretary at the Association of Saskatchewan Realtors in Saskatoon, started using her vacation time and her own money to travel to developing countries to teach English.

“I had more time and money, and I used to be a Realtor so I was used to being involved in the community,” she says. So she searched for unique opportunities.

In the past seven years, she has taught English at a mission in rural Panama, at a school in Costa Rica and in two prisons in Cambodia.

The prisons housed women and youth, some as young as 13 years of age, she says. “They looked at me like a grandmother figure. I didn’t fear for my safety from the inmates, but from the guards. I used to take apples to my students, but an apple is very important to the guard too.

They were jealous.”

In Cambodia, the now 57-yearold Minor says she was respected because of her age.

“The Khmer Rouge killed many of the older people. I’m older and have blonde hair. They (locals) would stop traffic to let me cross the street. People in Cambodia were so respectful, though Costa Rica and Panama were also very, very welcoming.”

Her next trip may take her to Vietnam or Thailand, although she says, “Cambodia tugs at my heartstrings. I would like to work with prostitutes. (Many of the) prostitutes are young girls, sold by their parents. You can buy a girl for $150.”

Doing this kind of charity work isn’t easy, and sometimes the hardest thing is to do nothing, she says.

“If you see a young girl with an older man, you can be 90 per cent sure of what is going on – you want to say something but you don’t because the man may take it out on Some of the women from Linda Minor’s prison class in Cambodia.

because you are important to us.

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Linda Minor with some of her students.

the girl. Seeing the children and knowing what’s happening can be heartbreaking,” says Minor.

Despite the challenges, Minor looks forward to continuing her charity work and is appreciative of the support her family, friends and co-workers offer.

Her boss, association executive vice-president Bill Madder, gives her the flexibility to take extended time off and her co-workers pick up the slack while she is away. “When I go for six weeks, it does cause disruptions. I’m fortunate to have supportive co-workers. They allow me to follow my passion,” says Minor, who has been with the association for 11 years. Prior to that, she was a Realtor. “I’ve been in real estate in one capacity or another for 23 years.”

Her husband of 25 years, Len, also lends his support. “He is very proud and supportive of what I do though he does worry when I am in other countries by myself. My six adult children are also very supportive and have donated money and articles to my efforts. Although I have not fundraised as such, family and friends have donated money and school supplies on an ongoing basis.”

Between trips, Minor volunteers at Global Gathering Place, a non-profit drop-in centre that serves immigrants and refugees in Saskatoon. She assists the teacher and attends weekly coffee and conversation gatherings.

At Global Gathering Place, “some of the people are close to my age and are starting over. They’re highly professional but work as WalMart greeters to give their children a chance,” Minor says.

“I learn so much from these people. Their strength is amazing.

They are strong to move to another country without the language. I may be brave enough to travel alone, but after six weeks, I’m ready to come home and have a burger and have someone understand me.”

To reach Linda Minor, email Linda.minor@sasktel.net REM

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12 REM JANUARY 2012

An interview with legendary Seth Godin

By Barry Lebow

S

eth Godin has been described as America’s Great Marketer. He’s the author of 13 books, mostly about the post-industrial revolution, the spreading of ideas, marketing, leadership and change. His blog is the most popular ever produced by an individual. I met up with Seth at the Canadian Association of Accredited Mortgage Professionals conference in Toronto in November and was given 20 minutes to conduct an interview.

In the Accredited Senior Agent program we promote that the students read Tribes and Linchpin, two books of great importance for Realtors. Here’s our interview.

Barry Lebow: Seth, what should the public be able to find out about a Realtor?

Seth Godin: First, you have to have a Google presence, a webpage for sure, but one with content. Go out and do things in the community and get noticed. If you do not have a presence, your competitor does. You have to stop waiting for clients to pick you – you must pick yourself. You must make yourself identifiable, you must give away information and you must make yourself someone to follow.

What about the “I” that seems to dominate real estate?

Like pictures on a business card?

You are standing right in front of me. Why do I need to see your photo?

So many Realtors today take every class. Are too many people focussed on being technically flawless while forgetting how to actually do their business?

Most people want a map, a set of instructions, and a Dummies guide. We have been inoculated. If they fail and they followed the instructions, then they can blame it on the procedure, not on themselves. If you follow a map and reach a dead end, it is the map’s fault, not our fault. The hard part is going out alone, not working with a map, accepting responsibility for the outcome. Everyone has that problem to a degree.

The real estate industry is notorious for stats such as 50 per cent of all agents drop out during the first two years. The largest complaint from the public is that agents take their listings and then disappear unless some action happens. The old 80-20 rule seems to have disappeared.

Many cities report that five per cent of top producers now control 95 per cent of their local markets. There seem to be a lot of problems in the real estate industry.

Lots of industries have problems and the question really is what should an individual do about it? You alone cannot fix the industry’s problems. The National Association of Realtors reported that 77 per cent of people listed their home with the first Realtor who actually returned their phone call. What the public remembers about Realtors is that they never contacted them after the deal, that they never followed up on promises.

Does a Realtor need to focus on a niche?

We have to be careful because we can translate niche into meaning “small.” Apple Inc., the most valuable company in the world – is it a niche or just better at it than any other company in the world? If you want to be the best-known Canadian real estate broker, go for it, but you probably are going to be known for being the best at, say, selling same-sex partners condo apartments in Toronto’s core.

Branding – we all know the loyalty of Apple customers but what about Realtors, can they brand, can they achieve strong local success?

A brand is just a shortcut to have people remember a bunch of expectations or stories about someone or something. Look, the class clown has a brand. We all remember the class clown. You should have a brand but if you do you have to live it, have to adhere to it and you should think it out in advance. It is how people will remember you.

About two million people sell

real estate in North America and yet we note only a small percentage of names that dominate local markets.

You have to accept the facts: that there are too many real estate agents, that the Internet is destabilizing the industry. Accept the fact that things are in flux. You have to accept the world as it is but there are huge opportunities.

The old disciplines are gone.

Brokers no longer have control.

Agents do not have to attend meetings or work from offices.

How important is training today?

The difference between training and apprenticeship is that real mastery comes from apprenticeship. A real estate agent needs to find someone to apprentice with and choose their path. They have to learn instead of just sitting and listening to boring training lectures.

You are not ashamed of your mistakes and failures. Is that always a good thing? Should we sweep our failures under a carpet or should we celebrate them?

Yes, I am proud of them. If you decide that failure is not an option, then you have also wiped out success as they are two sides of the same coin. My goal is to fail more than others as I get more chances to play. The Internet today has made it much easier to fail and to play. As we are talking, Barbara Corcoran (http://barbaracorcoran.com) is on the podium and speaking about her series of failures, which led to her huge success.

Some well-known publications are writing that we are in an era of the end of salespeople. Is there a future in sales?

Yes, of course. Sales are about transfers of emotion. I was on a machine in the gym this morning and there is a button for a computer trainer. I noted that no one has pushed it. A human trainer will make you work hard, a computer cannot. You have to be focussed though on working with the consumer. They know when you are in it for yourself, when it is all about your commission. It should not be

about your deal. It has to be about them.

What about rejection? Despite being a salesperson, isn’t rejection one of the hardest things to overcome and eventually can’t constant rejection wear one down? I met with Mark Victor Hansen a few years ago. He explained that over 140 rejections were given by the publishing industry for the first Chicken Soup of the Soul.

That is a lot of rejection. What about salespeople?

People who can’t get past rejection just quit. Face it, the public is rejecting your transfer of emotion, they are rejecting your skills and approach. It is not personal, they just don’t know you.

The public today seems bombarded with offerings, information and spam. Many are posting but many readers are not responding.

If they are not responding you are not being interesting. If they are not responding you have to change what you are posting and publishing.

Is Facebook a time waster for Realtors?

Fans in your own industry do not bring you money. Why would anyone befriend a Realtor in the first place? Why on earth would a citizen want to befriend a Realtor?

If a real estate agent was going to town meetings and reporting on the events, interviewing the fire chief, etc. I may be inclined to follow them as they are giving me information about what I am interested in. A Realtor must make it about me, about what I want.

How can a Realtor benefit from your site, Squidoo?

To date, we have more than three million pages. Build a page and tell us about your interests. Let me know about your favourite football team. Let me know about you. Let me want to pick you when I am ready to make a real estate decision.

Passion – the word plays a major theme in your books. What happens when someone is good at what they do but their passion

Barry Lebow (left) with Seth Godin

wanes or just gives out? For Realtors, when it stops being enjoyable, should they move on?

Why did they lose their passion? They are telling themselves a story, they are saying “the goal is not worth the effort.” You have to either change your goal or your perception of the outcome.

What is your latest book?

We Are All Weird is my latest book. In the past marketers sold to the average consumer. Today, there are more weird people and averages or the masses do not work.

The tendency to cater to the normal is obsolete.

Last question, as an American, what is your favourite city to travel to, since you are on the road so much?

I hate to travel. My favourite place to visit is the place of my youth, Algonquin Park. (Godin is from Buffalo, and went to a wellknown summer camp in Algonquin Park in Ontario for many years).

Barry Lebow is a long time columnist for REM. Barry started as a Realtor in 1968. He is an appraiser, arbitrator, Realtor and educator.

Today he specializes in being an expert witness in stigma and agency matters, having testified in more than 500 trials. He is the founder of the Accredited Senior Agent professional designation program for Canadian Realtors. 416-784-9806; Email barry@thesenioragent.com You are invited to connect with him on Facebook at Barry Lebow Professional Practice. REM

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14 REM JANUARY 2012

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SALES COACH

By Bruce Keith

S

tuck in a rut? Even the best salespeople run into periods where their production does not seem to be moving forward. It’s frustrating and sometimes it’s like running into a brick wall. The harder you try, the more things do not seem to go your way. You feel “snake bit” and your confidence level can slip. Neither of these two opinions is valid but it still can be disconcerting no matter how long you have been in the sales business. Here are some answers that have worked for me.

Here is your action step. The first thing is you need to do is “slow down in order to speed up”.

This means you must look at what is going on with you and your business every day: 1. Be open to new ideas on how to run your business (Is it now time to introduce one or two of those changes you have been putting off?).

2. Focus more on your “now” business. Make sure that your hot leads are getting your full attention. Call them more often versus less often.

3. Book one day off per week.

It could simply be that you are burned out. Give yourself some planned breaks (you need something to look forward to).

4. Ask yourself what things have I been doing that I should be saying no to? (Example: Do I have any clients who are going nowhere?)

5. Ask yourself, have I stopped doing some of the things I normally did when things were going well? (Daily exercise, getting enough sleep, preparing properly for appointments, practicing my presentation, lead generating) 6. Spend 30 minutes per day ON your business versus IN my

How to get out of a rut business. Step back and take a look every day. Be your own CEO once a day.

One thing for sure: when you are in a rut, more of the same is not the answer. It’s time to be proactive versus reactive. Look for solutions that will stay with you, not short-term “desperado” fixes. It’s the big picture that you need to address. No excuses.

Puzzlers Here are some puzzlers to help you focus on where you might move forward in your life and have a smile or two along the way: 1. Why do we try and change others rather than changing ourselves?

2. Why are the same people always late?

3. Why do we let one “no” have more power over us than five “yes’s”?

4. Why do we assume that everyone else’s life is perfect?

5. Why is it that great salespeople say things so smoothly?

6. Why do we expect our kids not to do the things we did at their age?

7. Why do potato chips taste so good?

8. Why do we hesitate to ask the people who know, like, and trust us (past clients and our sphere) for referrals?

Hmm...think about it, do any of these apply to you? Could you make some adjustments? No excuses.

Bruce Keith, the “Sales Coach”, began his sales career at IBM and 15 years later used his marketing and sales expertise to develop a highly successful real estate business. He is a master of teaching “what to say and how to say it”. His high energy and entertaining training style has allowed him to create a popular coaching and seminar business for numerous sales organizations during the last 12 years. www.brucekeithresults.com REM

16 REM JANUARY 2012

Lions roar to life at Royal Pacific Realty

By Jean Sorensen

Ed Fung, right, was determined to learn the lion dance and brought the idea to the brokerage. (Photos by Craig Hodge)

V

ancouver has a love affair with lions, not just because of the Lions Gate Bridge and the B.C. Lions Grey Cup champions, but also because the lion dance has become a cultural mainstay of many Chinese festivals within the city’s large Asian community.

Now Royal Pacific Realty, with three offices (Kingsway, Oakridge and Richmond) believes it is the first real estate organization in Canada to start its own lion dance team made up of Realtors.

“We had more people want to join than we needed, so we had to cut it off (at 20),” says Ed Fung, vice-president/ development for Royal Pacific Realty. A waiting list now exists. Only 13 to14 people are needed for the firm’s lion dance demonstration, which consists of two lions, plus individuals playing musical

instruments such as the gong, drum and cymbal that paces the lion as the teams dance.

The lion dance is often confused with the dragon dance. However, the lion has only two people in the costume with one as the head and the other as the tail. The faces of the two dancers are mostly hidden. The dragon can take many individuals and usually the head is on a pole so that the lead dancer’s face is seen.

The lion dance is most familiar at Chinese New Year as it prances throughout the commercial sector in Vancouver in search of the green lettuce that shopkeepers place outside their doors. The lettuce symbolizes money and the lion snatches the lettuce to signify good luck and prosperity for the new year. At one time the lion dancers were senior martial

artists who came from kungfu organizations. Lettuce was placed up high and the acrobatics used to reach the lettuce was part of the show. Today’s dance is more moderate, although kung fu clubs are still the guardians of the event.

The lion dance is also performed at special events such as weddings, house warmings, shop openings, or, as Fung says, when the B.C. premier attended a banquet to mark the launch of a trade mission to China. “It brings good luck to the shop or good luck to the home,” he says.

Fung became interested in the lion dance about l0 to 15 years ago when two lions came to a party and demonstrated. “I want to do that,” said Fung, but he didn’t get the chance until much later. Last year he went to Vancouver’s Chinatown and amongst the hustle and bustle of this vibrant commercial area, with its fresh produce sidewalk stands, dim-sum shops, barbecued meat hanging in windows and herbal shops, he found several kung-fu clubs that taught the dance routine.

He was queried about whether he would be able to dance, as carrying the heavy lions can be taxing during a dance or parade. Most of the dancers in these teams are younger individuals and Fung was 55-years-old. But he was determined and over the last half-year has studied the lion dance.

One might wonder why it takes so long to learn to carry a lion’s head or wear a tail. There is detailed choreographed motion that goes with the lion’s dance as he approaches a store or house. “When you watch the basic routine, you often see the lion is bowing in

three directions,” Fung says.

During the whole process “you have to make the lion like he is alive.” And, just as an animal approaches food or, in this case the lettuce cautiously, the lion moves around it to make sure it is “okay to eat”. He may taste a bit of the lettuce to test it and if so, he swallows it. The people inside the costume throw it to the crowd as good luck.

There are also different routines. “If one lion meets another lion or there are three, four or five lions – you have to know how they greet each other,” he says.

Once a week, Fung hires someone from the Chinatown clubs to come to the Kingsway office and train his dancers. He then gives tutorials himself during other weekdays. It’s a way of increasing the skill of the team, but also keeping a cultural dance intact that has its roots in Chinese folk lore that goes back 1,500 years.

While the lion dance is known throughout the Chinese culture, China has never been a natural habitat for lions. Various folk tales say the lion is a compilation of other creatures or the reincarnation of a captured lion that is most often seen as a defender of a village or protector of the people from evil spirits.

Chinese lions come in different colours and sizes.

The ornate costumes are made in China, and Fung arranged through a relative to have the costumes sent over.

The Royal Pacific Realty lion team has three lion’s costumes – gold, silver and red. Gold and silver are for prosperity while red is good fortune. Fung has ordered

three smaller costumes, as those they have are too heavy for the women to carry over a long distance in a parade.

While the head only weighs five pounds, Fung says the art in the dance is that the head must be kept moving like a lion on the prowl. (The team’s legs are often bent and the front legs of the unit are also the lion’s front paws that are lifted.) It is a rigorous workout.

“After 10 minutes, I am sweating like I am in a shower,” he says. “But it is good for your health.”

New costumes can not just be worn but must first go through a ceremony where the eye of the lion is painted, giving the creature sight.

Royal Pacific’s senior vicepresident Sing LimYeo, who works out of the Oakridge office and is involved in the fund-raising efforts for the lion dance team, says that Royal Pacific is recognized for contributing to community causes and supporting local projects. By having a lion dance team that can participate in events, it becomes a way “to promote the culture, heritage and also contribute to multiculturalism.”

Last year, the team celebrated the Kingsway realty office’s 15 anniversary.

Yeo, who has been involved with organizing the Chinese New Year festivities in Chinatown, said it is exciting that this year the Royal Pacific Realty lion team will be part of the parade celebration. “We are also doing a demonstration in one of the elementary schools in January,” he said, adding from there the team plans to reach out to the community and do selected demonstrations for free. REM

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18 REM JANUARY 2012

No leg to stand on LEGAL ISSUES

OUR HOME IS YOUR HOME.

â– â– â–

By Donald H. Lapowich

A

Coldwell BankerŽ Vancouver area brokers are pleased to welcome Coldwell Banker Legend Real Estate Group :LWK RIÀFHV LQ 9DQFRXYHU DQG 5LFKPRQG RSHUDWLQJ XQGHU WKH OHDGHUVKLS RI %URNHU 2ZQHU *LQD /LQ WKH IXOO WLPH VDOHV UHSUHVHQWDWLYHV RI &ROGZHOO %DQNHU /HJHQG 5HDO (VWDWH *URXS UHSUHVHQW D ZHOFRPH DGGLWLRQ WR RXU JOREDO QHWZRUN RI UHVLGHQWLDO UHDO HVWDWH RIÀFHV DQG FORVH WR UHDO HVWDWH SURIHVVLRQDOV ZRUOGZLGH &ROGZHOO %DQNHU /HJHQG¡V H[WHQVLYH WLHV WR WKH $VLDQ PDUNHW LQFOXGH VWUDWHJLF UHODWLRQVKLSV ZLWK NH\ EURNHUDJH RIÀFHV DQG VRPH LPPLJUDWLRQ FRPSDQLHV WKURXJKRXW &KLQD 7KHVH OLQNV KHOS SURYLGH YDOXDEOH VHUYLFHV WR WKH UDSLGO\ JURZLQJ &KLQD EDVHG KRPH EX\HUV FRPLQJ WR 9DQFRXYHU DQQXDOO\ DQG SRVLWLRQ &ROGZHOO %DQNHU /HJHQG 5HDO (VWDWH *URXS DV D SRZHUIXO IRUFH IRU H[SDQGLQJ RXU EUDQG SUHVHQFH LQ %& DQG EH\RQG -RLQ XV LQ ZLVKLQJ &ROGZHOO %DQNHU /HJHQG 5HDO (VWDWH *URXS HQGXULQJ VXFFHVV Coldwell Banker City Centre Realty, Vancouver Coldwell Banker Premier Realty, Vancouver Coldwell Banker Tri-Tel Realty, Maple Ridge Coldwell Banker Vantage Realty, Surrey Coldwell Banker Westburn Realty, Burnaby

+HDU ZKDW WRS VDOHV UHSUHVHQWDWLYHV DUH VD\LQJ DERXW &ROGZHOO %DQNHU 5HDO (VWDWH DW coldwellbanker.ca/join

‹ &ROGZHOO %DQNHU 5HDO (VWDWH //& $ 5HDORJ\ &RPSDQ\ $OO 5LJKWV 5HVHUYHG (DFK 2IÀFH ,V ,QGHSHQGHQWO\ 2ZQHG $QG 2SHUDWHG Coldwell Banker,Ž WKH &ROGZHOO %DQNHU /RJR DQG ´:H 1HYHU 6WRS 0RYLQJ¾ DUH UHJLVWHUHG VHUYLFH PDUNV OLFHQVHG WR &ROGZHOO %DQNHU 5HDO (VWDWH //&

said Justice M. Edwards in the ruling. (Greenway Estate Homes Ltd. v. McDonald)

developer agreed to purchase the vendor’s property described as “26 acres more or less�. When closing time came, the developer demanded an abatement in the purchase price (actual acreage was 23.883 acres).

When the developer sued the owner, it was found a survey had been obtained along with an architect’s site plan. Both showed 23.883 acres.

The court found that the plaintiff did not have the funds necessary to close the transaction as originally contemplated and it was

“The real issue before the court is whether or not the plaintiff, had it closed, would have received what it bargained for.� for that reason alone that the plaintiff sought an abatement of the purchase price. The developer’s action for specific performance with an abatement was dismissed and the developer’s deposit was forfeited to the owner. “The real issue before the court is whether or not the plaintiff, had it closed, would have received what it bargained for. After careful consideration, I have concluded that the plaintiff would have received what it bargained for,�

The parents and their daughter purchased property as joint tenants. They obtained a mortgage.

When the father died unexpectedly, his name came off title.

Three years later, the daughter transferred her interest in the property to her mother, who took out a new mortgage and used funds to assist her daughter in the purchase of her new automobile. The daughter guaranteed her mother’s new loan.

When the mother transferred half of the property to another sister, the original daughter claimed an interest (resulting trust) since the parents could not afford the property originally without her financial help.

The B.C. Court only recognized the daughter’s original ownership that ceased on her transfer to her mother “for valuable consideration – needed funds to buy a car.� The mere fact that the daughter guaranteed her mother’s loan was not a factor that made her a beneficial owner again. (Tran v.

Aujla and Aujla) â– â– â–

A landlord who had the obligation to repair and maintain heat failed to fix a broken boiler in the middle of winter.

The tenant, a medical doctor, could not conduct his practice in the cold and wrote to terminate the lease.

The Ontario Court found the landlord in “fundamental� breach of the lease. The boiler was never fixed or replaced promptly although the landlord had an opportunity to rectify but did not do so. (1723718 Ontario Corp. v. MacLeod) Donald Lapowich, Q.C. is a partner at the law firm of Koskie, Minsky in Toronto, where he practices civil litigation, with a particular emphasis on real estate litigation and mediation, acting for builders, real estate agents and lawyers.

REM

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20 REM JANUARY 2012

Are you ‘too busy’ for training?

AS I SEE IT FROM MY DESK

By Stan Albert “If you’re taking more coffee breaks than prospecting sessions for new business, then you’ll be wondering why others are doing more than you.” — Stan Albert

T

he story of Andre, Gaston and Pierre the Half-Pint.

It sort of goes like this: In the far reaches of the Quebec Northlands, a timber company was seeking some sturdy lumberjacks who could deliver the required quota of four to five trees felled in a day, or more. If they delivered more to the mill, they would receive a bonus of $50 per tree.

So, along come Andre and Gaston, two hulking brothers, about 6’6” and weighing in at 200 pounds plus each. And in the line behind them is Pierre, 5’5” and about 165 pounds soaking wet.

The foreman immediately hired the two brothers, but was somewhat skeptical about Pierre.

“Please Mr. Foreman. I need the money to feed my large family.

I promise I will come through with the quota. As a matter of fact, I’ll bet those two big guys that I will do better than they can,” said Pierre.

Pierre was hired on, thanks to a sympathetic foreman.

The end of the month comes along, and the “Half Pint” as his fellow loggers named him, came in at the top of the bonuses.

Grumbling over a few beers, the brothers asked Pierre how he outperformed them.

“Well,” said Pierre, gloating over his success, you see, while you guys were taking two or three cof-

fee breaks and having an hour lunch, I skipped the breaks and had only a half-hour lunch.’

“So, what were you doing?” asked Andre.

“Just sharpening my axe blades and saws.”

I share this old chestnut with you, as I often muse about why some aspiring salespeople are always so busy that they don’t have the time or the will to increase their skill sets.

When some of us who run brokerages look at the production of those who are “too busy” to attend any one of several training sessions in the month, and we see that their production is somewhat less than they deserve, we scratch our heads in wonder. (That’s why I have so little hair!)

Every type of profession or business that I am aware of has countless hours of required updates/ training people must perform to stay ahead in their chosen craft.

Can you imagine a surgeon who does not take updates in surgical procedures? I doubt it.

We’re at the beginning of a new year now. Now is the time to get ready to “sharpen your axe,” or in more modern terms, your iPad, YouTube videos or other technology or training that will keep you ahead of the pack in 2012. There are multitudes of courses available to assist your marketing using those tools. Why aren’t some of us using them?

I wonder if some brokerages or agents reading this and other fine REM articles use them on a regular basis. I’d be pleased to hear from you.

If some of you did not attain your goals in 2011, what possible barriers are stopping you from being the achiever you always wanted to be? Invest in yourself.

Make time to read. Embrace education, whether it’s live or online.

Learn more to earn more.

Have a great month!

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

REM JANUARY 2012 21

The case for mixed-use zoning Planner Cliff Korman says the days of big box retail outlets and massive parking lots are numbered.

By Brian Slemming

C

liff Korman is a man in a hurry. He wants to change the way we live, or perhaps where we live may be more accurate. That’s no small ambition.

“The North American planners’ dream was to build homes in one area, commercial in a second and retail in a third area,” he says.

Then people could drive between the different areas. Drive to work, drive to the shops, drive for recre-

ation. Everything depended on the automobile.

“Single use zoning was the aim.

It doesn’t work today,” says Korman, a promoter of mixed-use development and a decreasing dependence on the motor vehicle.

Toronto-based Korman is a senior partner at Kirkor Architects & Planners. He describes himself as both a planner and an architect.

Where most people see a shopping

A rendering of the Shops on Steeles redevelopment.

The Hullmark Centre at Yonge and Sheppard in Toronto.

mall and an associated parking lot, Korman sees opportunities to increase density, and with that, greater commercial possibilities.

The key to these opportunities lies in the grey expanse of asphalt covered parking or greyfield development as Korman describes it.

“We need sustainable development and smart growth. We have to put people where the services are. If you build a 30-storey-highrise with 360 units you need one acre of land. In the suburbs you can put 300 houses on 100 acres. That means 300 driveways, 300 roofs, 300 furnaces and infrastructure – hydrants, roads, sidewalks, street lighting and cars.” Must the march to the suburbs continue? Is it desirable? What are the alternatives?

“Our work generally begins with a problem. A site owner comes to us and we tackle the problem together,” Korman says.

At the Hullmark Centre in Toronto’s North York, the problem was “a one-storey rundown retail plaza about 60-years-old. Low-end retail outlets, low-end food store.

But it is a prime site because there are two subways crossing it. We came through with a major re-zoning to allow for a mixed-use category. We changed an 80,000square-foot retail complex to a one million square foot mixed-use complex.”

Now under construction, the site will have a high-end food store, 200,000 square feet of office space and a 43-storey residential tower with 800 units. All on top of two subways. “We reduced the parking and did it in a green and sustainable way,” Korman says.

A similar rejuvenation is underway at Steeles and Don Mills at the Shops on Steeles, a typical suburban mall that lost its main anchor. Again, the mail is over 50years-old. Kirkor says he can add over 1,200 residential units, rebuild the retail space and add public parks and walking spaces.

He admits the density increases are considerable but “we increase density in a non-impact manner to local communities. We involve the existing communities in our planning from the outset.”

Korman admits there is opposition to many of his plans. “People don’t want change; they fear their property values will drop. Not true.

A mixed-use project will increase values.”

He says it is not only property values that increase – so do the benefits for municipalities. An industrial parcel of land he is currently re-zoning has 11 acres with a transport centre on it that handles up to 400 trucks each day. There are 68 people employed on the site, which pays about $200,000 a year in taxes.

“We can put a one-million square foot mixed-use community with retail, office and residential units and the tax income will jump to $5 million a year,” he says. With that level of increased income it may be supposed that municipal politicians are racing to his side.

Not so, he says. “They (the politicians) are firmly wedded to the single-use zoning concept. That’s understandable because they have to get elected and their voters don’t want change. People want to keep things as they are, they like the familiar places and systems with which they have grown up, so elected officials listen to their voters and work to keep the status quo. There are very few visionaries among politicians, because visionaries don’t get elected.”

Will the suburbs change?

Korman believes so. “I hope we are seeing the end of the ‘big-box centres’. They represent very poor planning,” he says. “Car dealers and big box stores have now become the entry way to many Canadian communities. They look bad. I hope their end is near.”

Increasing density clearly raises the question of overbuilding, and there are often concerns that too many condominiums are being built in the GTA. “Overbuilding is a myth. All my clients build to market,” says Korman. “In the GTA 70 per cent of our buildings are sold before a shovel goes in the ground. Every year Greater Toronto sees a minimum of 100,000 new immigrants, coming from Asia, the Middle East, Europe and South America.

Cliff Korman

They are coming with education and with money. Their first requirement is somewhere to live.

They are used to apartment living and they don’t want to drive.

Condominiums have become the new affordable housing for the newer arrivals.”

A short drive through any community in this country will turn up countless acres of greyfield.

Every mall has a mandated number of parking spaces, which sit empty for much of the time. Korman acknowledged that the end of the car is a long way off, but that doesn’t convince him that those acres of asphalt are necessary.

“There’s nothing to say that parking has to be at grade. We plan parking below or above grade.” In the drive for higher density, that greyfield parking area is golden.

Still, nothing in the world of planning and zoning is that simple.

“It takes two years minimum to change a zoning bylaw. You need a host of experts and it is expensive.

But it can be done.”

Mixed-use planning will become generally accepted, he says. Already the car and its parking space are playing a smaller part in planning. Already parking spaces per unit are falling. “In downtown Toronto, new highrises are being planned allowing parking allocation of one-third parking lot per unit. That will continue.”

Change, it appears, is as inevitable as greatly increased density levels.

Korman says that visionaries “don’t get elected” but perhaps they do get things done. REM

22 REM JANUARY 2012

STOP SELLING HOUSES & START MAKING MONEY

By Debbie Hanlon

I

’m going to tell you something you already know and in my next column I’m going to offer suggestions as to how you can change it. Here’s what you already know. There are times when you feel completely out of control of everything that’s happening and utterly helpless to change it.

We’ve all felt that way. Every real estate agent has felt that loss of control at some point in their career. It’s like you’re in a spin and everything is swirling around you and all you can do is stand there

A matter of control and cringe.

Usually we bring this on ourselves. We don’t do due diligence.

We don’t have systems in place that act as a means of control.

We’re not on our game and things fall apart right in front of our eyes.

Financing falls through. The home inspection turns up a serious problem. The other buyer puts in a ridiculously high bid. One agent I know hosted an open house and when she got there she found a dead body in the bedroom. The owner had had a heart attack.

Whether the loss of control is our own fault or not doesn’t change the way it feels. It still feels horrible.

We’ve all felt it and it is not pleasant.

Now, sometimes it’s made even worse because a series of things happen – bad luck, bad decisions, bad choices or bad timing, and all of a sudden things are falling apart all around you. This loss of control may get so bad that you actually start to think there are forces conspiring against you that make even

the simplest things difficult. These dark forces, it seems, are determined to stop you from being successful and even from being happy.

When you feel that way, when you start to think those thoughts, go to the bathroom. Immediately.

Go to the nearest washroom and look into the mirror. Take a couple of breaths and say out loud to your reflection, “Dark forces are conspiring to ensure I’m never happy.”

Sounds ridiculous doesn’t it? And that’s because it is. No dark forces are out to get you. You yourself have probably done, or not done, things that led you to that moment.

If you look back you’ll probably spot them pretty easily.

You could say, well that’s all fine, I can see why I’m in this pickle but that doesn’t make the pickle any sweeter. I’m still totally out of control of what’s happening and I can’t get that control back. You’re absolutely right. To a point you are 100-per-cent correct. You can’t go and fix the problem with the roof.

You can’t get that client approved

by the bank. You can’t make the other buyer take back their ridiculously high bid. And you certainly can’t bring that body in the bedroom back to life and send him on his way while you sell his house.

You are in a place where there is absolutely nothing you can do.

Now the question is, what do you do then?

You accept that fact. You recognize and admit that you are not in control. For whatever reason, or reasons, you have lost control over that particular situation. Most people don’t do that. Most people do not take that step back and separate themselves from the situation.

Instead they internalize it. They worry about it. They think about it.

They drink about it. They talk about it. They build this big ball of stress inside themselves and because of the business we’re in, that’s a dangerous thing to do.

As we all know, being a real estate agent is more a lifestyle than a job. We don’t do nine to five. We can’t come home at the end of the

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Debbie Hanlon is the founder of Hanlon Realty and CEO of All Knight Inc. She is a three-time top 50 CEO winner and was named one of the top 100 female entrepreneurs in Canada. She is currently an elected city official in St. John’s, Nfld. and is available for motivational and training seminars. Email debbie@allknight.ca.

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day, put our feet up and forget about work until the next day. Wouldn’t that be nice? No, real estate is pretty much a 24/7 gig. So the danger of internalizing what’s happening in your professional life is it will have an impact on your personal life.

You will begin to feel and believe that it’s you who is totally out of control, not the situation.

In my next column we’ll examine strategies that can help you avoid being sucked into that dark vortex of feeling out of control.

You’re not and we’ll talk about why. There are many things you can do and most of them are fairly simple.

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Scotiabank Key Partners® Program – Building our business together.

Partner with Scotiabank and enjoy a variety of personal, professional and business rewards. Valuable benefits of the program* include: t CLIENT INTRODUCTIONS – We will introduce you to active clients looking to buy or sell a home t ADVERTISING IMPACT – Your Scotiabank Mortgage Specialist will help you advertise your services. Ask them about newsletters, flyers, personal website designs, banners, signs and other solutions t CONVENIENT FINANCING – We will work with you to arrange your customer’s financing in a timely fashion and at a location convenient for them t REWARDS – Your business is important to us and we reward you with valuable benefits, such as covering costs for website development, real estate courses, industry/association fees, or assist you with sending a thank you housewarming gift to a client.

To find out more about the Key Partnerss Program or to enroll today, visit scotiabankkeypartners.com, or email us at keypartnersinfo@scotiabank.com

® Registered trademarks of The Bank of Nova Scotia. * Scotiabank will make best efforts to offer business services and tools based on availability and they are subject to change. Scotiabank does not guarantee a pre-determined number of referrals to pre-qualified applicants, power-of-sale leads or advertising space will be provided to any partner. For more information, contact a Scotiabank Mortgage Specialist.

Why Royal LePage?

Our Brand

Our Culture

Training & Support

Giving Back

We have almost one hundred years of tradition and that tradition translates into trust and credibility with clients.

In my over 30 years of experience, the culture of sharing our diverse and vast knowledge has led to a winning and growing national team of realtors®.

Go where they will give you all the support and training you need to build a lifelong career.

We’re committed to helping families in the communities where we live and work through our own charity, the Royal LePage Shelter Foundation.

– Phil Soper Chief Executive Officer

To learn more about joining Royal LePage, visit www.royallepage.ca/careers

– Vel Ivardi Broker of Record

– Maria Malik Sales Representative

– Shanan Spencer-Brown Executive Director, Royal LePage Shelter Foundation

Why Royal LePage?

Our Brand

Our Culture

Training & Support

Giving Back

We have almost one hundred years of tradition and that tradition translates into trust and credibility with clients.

In my over 30 years of experience, the culture of sharing our diverse and vast knowledge has led to a winning and growing national team of realtors®.

Go where they will give you all the support and training you need to build a lifelong career.

We’re committed to helping families in the communities where we live and work through our own charity, the Royal LePage Shelter Foundation.

– Phil Soper Chief Executive Officer

To learn more about joining Royal LePage, visit www.royallepage.ca/careers

– Vel Ivardi Broker of Record

– Maria Malik Sales Representative

– Shanan Spencer-Brown Executive Director, Royal LePage Shelter Foundation

26 REM JANUARY 2012

Make real connections in social media

By Rebecca Mountain

M

any a sales rep sets up a page in Facebook or a Twitter account and then watches as it languishes.

“Where are all those fans? Why aren’t my friends becoming immediate and avid fans on my page?”

Much head scratching ensues, but no real solution bubbles to the surface.

The good news is that there IS a simple fix and it has everything to do with YOU. There are over 850 million Facebook users (most of which are active) and 350 million Twitter users (about half of which are active). That’s a lot of people! To stand out, to be found, and to start connections, people need something that sticks.

There’s lots of great content

you can share that informs your clients in their buying or selling decisions. Market information is always handy and is never taken lightly. But how does that start a conversation? It won’t unless you inject it with some of your own special “spark”.

Each one of us has a spark – that thing that makes us different from our peers and competitors, and that one thing that people are looking for to make a connection with you. It could be that you’re into gardening, music or have a particularly witty sense of humour.

At this stage most people stop me and say, “Wait a second – that has nothing to do with my business.”

True, to a point. But think of it this way: only about six per cent of people stay with the same sales rep transaction-to-transaction. But 94 per cent do a search online before making a decision to go with one sales rep or another. So the bad news is that there’s no loyalty in the world. The good news is: there’s no loyalty in the world!

This is your chance!

Here’s an example that might

help you figure a way to bring your story into your social networks without seeming to branch off from real estate. Say someone has the opportunity to pick between you and one of your competitors – call her Laura. Laura is as active in social media as you are, and she loves cooking. You, however, are a single mom with two little ones at home, doing a delicate balancing act between parenting and career.

People will get a sense of what you’re about based on what you post and will select the sales rep who has the most in common with them. Among other reasons, it’s so that when you’re driving around looking at houses together in the car, there aren’t any awkward silences. They want to know their Realtor understands their situation and their passions and shares in that in some way. A single mother will choose you. A cooking aficionado will pick Laura. It’s the name of the game, but sometimes that’s what the Realtor selection process comes down to.

So don’t hesitate to tell your story – on your business Page and

in your business Twitter account.

It has a place. If you’re unsure of the balance, use this as a rule of thumb: - For two-thirds of your posts, make it relevant, timely and useful information about the real estate world (market news, helpful tips for buyers and sellers, renovations) - For one-third of your posts, say something personal like your personal motto; why you chose your profession; what it means to have great relationships and what they mean to you; how your children affect the decisions you make in life; your passions for (fill in the blank – gardening, decorating, financial freedom) So, what’s your story? Why did you go into real estate? Was it the desire to run your own business and be independent? Was it a work/life balance issue you wanted to solve? Do you just love finding solutions for your clients – buyers and sellers alike? I’m sure you can answer at least two of these questions right off the bat, without even thinking. That’s because we all have a story to tell, and with

social media, you never know how it will affect someone. Ultimately, it’s all about being authentic.

There are so many things you can share – but the only thing you can use that no one else can is your story.

As you share yourself in social media, you’ll find people connecting and talking with you – and each one of these online conversations should have the goal of ending in a handshake, a coffee or some other face-to-face interaction. Because social media is, at its heart, social.

Rebecca Mountain spends her time teaching businesses of all sizes – from independent Realtors to art galleries – how to use social media to make money. Her company, Impetus Social Inc., develops actionable strategies that translate a two-dimensional business into a dynamic presence, all using its story, its people and its passion. Facebook: Facebook.com/ ImpetusConsulting; Twitter: @bexmountain; LinkedIn; Website: www.impetusconsulting.ca; Email: REM bex.mountain@gmail.com.

My focus group is a little fuzzy

By Dan St. Yves ou may not be aware of this, but virtually every product you take for granted today has likely at one time or another been tested on guinea pigs.

I’m sorry – I meant to say focus groups.

Not to suggest that over the years more than a couple of poor, unsuspecting guinea pigs haven’t been confronted with a new brand of mystery meat soup in their cage on occasion, but to really gauge the chances of a new product’s success, numerous companies employ the services of so-called focus groups.

Y

Many real estate companies invest tens of thousands of dollars to “brand” their company – both to potential agents and the public at large.

I’m not exactly sure how it happened, but some time back I managed to get involved in a few of the product testings for common everyday products. The first one was for a national Canadian doughnut company that might rhyme with, say, Jim Gortons. I had to sit down when the voice on the other end of the line pitched the opportunity: I could come to their office, try a bunch of different doughnuts, for free, and all I had to do was comment on their proposed ad campaign. Was 7 pm okay?

I arrived at 6:55. The office was on the second floor of a nondescript office building. There was a group of about eight people as I recall, and we were ushered into a boardroom with a large glass win-

dow at one end.

The marketing director explained that the principal executives for the large national doughnut company may or may not be on the other side of that two-way glass, and may or may not hear what we discussed about their product. I may or may not have cared, as the selection of freshly glazed doughnuts had already caught my attention.

Once the formalities were out of the way, we were allowed to test some of the new products (mlahhhhh), and were then introduced to their proposed ad campaign. The spot was a newspaper ad, where a grandfatherly type of gentleman with a fishing cap on his head had a whole bunch of distracting writing around his picture. Not a doughnut to be seen! The general consensus was that this could have been an ad for a sporting goods store, unless the fellow had a

cruller hanging off of his fishing rod. Who would even notice this geezer?

Well, we were thanked for our input, offered another doughnut for the road, and then about a week later, flipping through the newspaper, there I found Grandpa, with his fishing hat, and all those blahblah-blah words around him.

Didn’t make me want to run down to the doughnut shop, but I did call my brother-in-law and we went fishing.

I thought that would be the end of it, seeing as how our advice was entirely disregarded, but the phone rang once again and I was asked if I would like to participate in naming a new mascot for an NHL hockey team. Why not?

Again, same old boardroom, different anonymous folks on the other side of the glass. The mascot being proposed was for the original version of The Winnipeg

Jets. I can’t remember the other choices for names anymore, but the one we were all unanimous against was Benny, for Benny & The Jets. How cheesy would that be, we laughed.

We were thanked for our input, and given a leftover doughnut for the road. Sitting in the stands of The Winnipeg Arena about a week later, Elton John’s hit song came blasting over the loudspeaker, and “Benny” arrived on the ice.

Two for two, I decided to decline the next invitation, no matter what the product.

Until the phone rang, asking if I’d like to try out a new brand of Australian beer…

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

28 REM JANUARY 2012

METES & BOUNDS

By Marty Douglas

H

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appy New Year! I recently conducted a poll using LinkedIn’s polling tool – you can do it free of charge. The poll arose from a company search for a universal contact management program and I was curious about the variety of client contact/follow-up programs in popular use. By the way, when you create your survey, don’t take any lack of response personally. It may be your sphere isn’t concerned about the proliferation of purple loosestrife in waterways. Find a new question.

Or a new sphere.

In my contact management survey, Outlook was the clear winner, followed by Top Producer. I suspect that’s because Outlook is “free”. I also suspect that the majority of Realtors use scraps of paper, diaries, Post-it notes and, my personal choice, illegible scribbles on the blank side of a business card, shoved in a shirt pocket and retrieved from the lint trap in time to produce no result except to wonder what it was.

For a future survey, in addition to choices of contact management product by brand name, I would include “Huh” as an answer instead of “Other” because in casual sample polling around the bull pen, “Huh” was a popular response.

So that was one of my year-end activities. What else? I was asked to speak at a Victoria real estate company’s contest launch because, in the words of the manager, “No one wants to listen to us. You’re a fresh face and you’ve been around.”

With that endorsement ringing in my ears I wondered how far down the list of possible speakers I was. I’m thinking seventh or eighth. It harkens back the old definition of an expert – someone from out-of-town with a briefcase.

Emphasis on the “out-of-town”.

And a touch of “A prophet is not without honour, save in his own country and in his own house”

Here’s another opinion… from the Bible – perhaps rationalizing the short life spans of its prophets.

What is it about opinions – frequently an echo of the same old stuff we hear every day but expressed with a different turn of phrase, accent or pulpit – that make us forget the wisdom of our parents (managers, coaches, mentors) and clasp tightly the uttering of a complete stranger as though it

gence, my crystal ball fractured and weathered, with a quote from Mark Twain just to remind the operator of the vainness of forecasting: “I have done some indiscreet things in my day, but this thing of playing myself for a prophet was the worst. Still, it had its ameliorations. A prophet doesn’t have to have any brains. They are good to have, of course, for the ordinary

It harkens back the old definition of an expert – someone from out-of-town with a briefcase. were fresh fodder? Why are we blind to things closest?

“I don’t know who discovered water, but it wasn’t a fish.” – Marshall McLuhan The nomination process of the U.S. Republican party is a living parable of one prophet after the other rising to the top of the heap, becoming the darling and hope of the electors, only to slip on his own past misdeeds or memory lapses and slide slowly back into the detritus of false idols. Barack Obama, once thought to be the agent of change, now the focus of those demanding a change in the White House, can hardly contain his glee at the whack-a-mole game being played in the GOP amusement park. He is in danger of serving two terms.

Are we lazy, unwilling to confront reality, hoping to elect and be led by someone who will do the heavy lifting while denying there is any heavy lifting to do in order to get elected? Clyde Wells, former premier of Newfoundland and Labrador said, “There is no evidence that leaders can make decisions for the good of all because they cannot ignore their constituencies. Perhaps it is time for the people to make those decisions.”

And so, I stand before you as an opinion writer, buoyed more by history than by insight or intelli-

exigencies of life, but they are no use in professional work. It is the restfulest vocation there is. When the spirit of prophecy comes upon you, you merely take your intellect and lay it off somewhere in a cool place for a rest, and unship your jaw and leave it alone; it will work itself. The result is prophecy.”

In 2012, it’s more of the same.

If you enjoyed and prospered in 2011, then you will surely repeat in this coming year. For your reward, we will give you one extra day following the 28th of February. There is some risk toward the end of the year on December 21, should the Mayan calendar be correct, but if that didn’t change your habits in 2011, then you aren’t likely to be too concerned. But what the heck, here’s a forecast certainty: “If you keep on doing what you’ve always done, you’ll keep on getting what you’ve always got.”

You can find Marty Douglas on Twitter – 41yrsrealestate – Facebook and LinkedIn. He is a managing broker for Coast Realty Group, with offices on Vancouver Island, the Discovery and Gulf Islands and the Sunshine Coast of B.C. Marty is a past chair of the Real Estate Errors and Omissions Corporation of B.C., the Real Estate Council of B.C. , the B.C. Real Estate Association and the Vancouver Island Real Estate Board. mdouglas@coastrealty.com REM

Android APP coming soon.

Visit REALTOR.ca for more information.

The trademarks REALTOR速, REALTORS速, and the REALTOR速 logo are controlled by The Canadian Real Estate Association (CREA) and identify real estate professionals who are members of CREA.

30 REM JANUARY 2012

Graphics site connects small businesses, designers R

ecently 99designs, which calls itself the world’s largest online marketplace for crowdsourcing graphic design services, launched in Canada. It provides small businesses with a resource to source professional logos, web and other graphic design work.

The website has 120,000 designers from 192 countries and pays designers more than

Matt Mickiewicz

$1.2 million every month. The 99designs.ca ready-made logo store has more than 13,000 high-quality logos available for customization and sale right off the shelf from $99. Or, the project can be crowdsourced to a large group of designers through an open call. A typical design contest receives an average of 90 custom design concepts.

There’s a 100 per cent money

back guarantee should you not find the perfect design, and customers receive full ownership rights to the design they purchase.

“As a Canadian, it’s an honour to launch 99designs.ca and help small businesses across the country achieve unprecedented value for their design dollar,” says Matt Mickiewicz, co-founder, 99designs.ca.

“Our site dramatically cuts design costs

from thousands to hundreds of dollars.”

The website supports graphic designers with finding customers, invoicing and workflow management. With no cost to join, designers can instantly connect with thousands of businesses in need of custom design work and can then select the projects that best suit their specific talents. REM

Here are some examples of great and not-so-great logos from 99designs.ca.

GREAT

NOT SO GREAT

1. (ABOVE LEFT) Reproduces well against different backgrounds: This versatile logo would look great on glassware, a coloured T-shirt, a black trade show curtain and a white business card.

4. (ABOVE LEFT) Overly complicated designs: This logo’s many effects including gradients, shadows and embossing make it look busy and blurry.

2. (ABOVE CENTRE) Scalable: You can shrink this creative image down to look good on a business card and product label or blow it up to poster size

5. (ABOVE CENTRE) Bright neon and light colours: The colours in this logo are jarring.

Additionally, the image and lettering will disappear when it’s shrunk to a smaller size.

3. (ABOVE RIGHT) Easy to read: This font is simple and interesting. It’s easy to distinguish between two letters and no one will confuse the “i” and “l”.

6. (ABOVE RIGHT) Way too many fonts here: It’s hard to know what to read first on a busy logo like this.

Free QR codes really work

By Dan Wood

W

ant more calls from your listings? I found a free use for QR codes. All sales reps can start getting more leads directly from the yard sign. This is how: To start, your QR code marketing should be used in print marketing including for sale signs, newspaper ads and direct mail. The QR code takes your offline marketing and turns it into digital marketing – right on the phone of the home buyer.

I didn’t think people used QR

codes until I had them directly printed on my signs. In only a few months over 200 people have used a smart phone to get the listing details. (I can’t believe they actually use it – I never do, so I thought it was the same for others). As it turns out, it’s a great way for people to get information passively. So how can we do it cost effectively?

I used the free Google QR code generator (http://www.goo. gl ). Create an account so you can use the free service and track the results. If you don’t make an account you can still use the service, but the more you do, the more Google will see (and if you are the owner of an account bringing Google traffic, they take notice). So make sure you use your Google account.

Once you have an account you can shorten any URL. For example I took http://www. openhouse-tour.com/Featured

and Google shortened the link to: goo.gl/W73wO (a great way to index your page with Google… and small URLs can be used on Twitter). When you shortened the URL, Google also created the QR code. The code shown here is the one it produced for me and I have it on all my listings.

My sign was designed to use all methods of communication: text, QR, web and calling. See what it looks like at http://goo.gl/43oa2 I used the “featured page” on my site – not the individual listing, for two reasons. First, it reduces the cost – why make a new sign for every listing? Use your featured page because any listing you have will be on that page too. Think of the power of all your signs working together and cross promoting. Second: after they view the details they might find that listing is not for them. So now they have other

options that could be a fit!

The benefits with the Google QR code generator include that your page gets indexed with the biggest search engine in the world. It tracks how many times it was used (showing you what marketing is working or not).

It creates a short URL for other social media and it’s free.

Other ways to use QR codes?

Get a sign rider that reads “Scan QR for price” and set it so that when they take a picture it calls your cell. (Cool, the phone can still ring in this business? Yep.) On direct mail: Direct them to a community fan page you created on Facebook. (A great way to own your farm market).

On public transit: “Look at real estate on your phone as you take the train/ bus/taxi.”

In the waiting room of services in your farm area

(dentist, lawyer, auto shop), use the same message: “Look at real estate as you _______” To watch a video with my thoughts on this topic and more, visit: HDvideocoaching.com.

Dan Wood is a technology coach at RobVivianCoaching.com and a sales representative with Keller Williams Energy in Oshawa, Ont. Contact Dan at www.openhouse-tour.com or 905-903-5442. Twitter: http:// twitter.com/CallDanWood; Facebook www.facebook.com/ HDvideocoaching REM

32 REM JANUARY 2012

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EXPERIENCED REAL ESTATE BROKER MANAGER Sutton Group Realty Services Ltd. has immediate openings for Managing Brokers WR RYHUVHH RIĂ€FHV LQ WKH *7$ DQG &DOJDU\ Successful candidates will be responsible for recruiting, training BHFOUT BOE NBOBHJOH UIF EBJMZ PQFSBUJPOT PG BO PGmDF REQUIREMENTS: t 1PTTFTT B NBOBHJOH CSPLFS EFTJHOBUJPO MJDFOTF t + years in the real estate industry t $PNQSFIFOTJWF NBSLFU LOPXMFEHF t 6TF UIF 4VUUPO SFDSVJUJOH QSPHSBN t #F DPNNJUUFE UP POHPJOH PGmDF HSPXUI UISPVHI SFDSVJUJOH and training t %FNPOTUSBUF FYDFMMFOU DPNNVOJDBUJPO BOE PSHBOJ[BUJPO TLJMMT t )BWF NBOBHFNFOU FYQFSJFODF t #F BDUJWF JO UIF DPNNVOJUZ COMPENSATION: #BTF TBMBSZ QMVT QFSGPSNBODF CBTFE CPOVT PLEASE SEND RESUME TO: Richard Brinkley (GTA) at rbrinkley@sutton.com DIRECTOR OF BUSINESS DEVELOPMENT

Rick Taron (Calgary) at rtaron@sutton.com DIRECTOR OF FRANCHISE RELATIONS

he London and St. Thomas Association of Realtors recently announced that the Home at Last Affordable Home Ownership Partnership spearheaded by the association in 2005 has received a Pillar Community Collaboration Award, which was presented at the London Convention Centre before a sold-out crowd of 500 guests. The Pillar Non-Profit Network supports non-profit organizations in fulfilling their missions in the community, providing leadership, advocacy and support to the non-profit sector through the promotion of volunteerism, professional development and networking opportunities, and information sharing. “Home At Last is a public-private collaboration that helps lowincome families to own their own homes,� says LSTAR president Jack Lane. “It functions much like Habitat for Humanity – one of our Home at Last Partners – the difference being that, instead of building a new home, we renovate an existing one.�

Canada Mortgage and Housing Corp. (CMHC) is the other Home at Last Partner. “CMHC’s RRAP funding and the expertise provided

by Judy Binder, CMHC’s district manager for Southwestern Ontario, have proved invaluable to the partnership over the years,� says Lane.

Home at Last recently handed over the keys to its third renovation to the family of Romeo Hernandez Gonzalez and Rosalba Lopez. â– â– â–

A new board of directors has been elected to govern the Kitchener-Waterloo Association of Realtors (KWAR). Sara Hill, a sales rep with Re/Max Twin City Realty, has been appointed president. Prior to becoming a Realtor in 1994, Hill worked for many years with local developers in subdivision development and new home construction. She has served

as a director of the association since 2006, and as a volunteer and committee member since 1997. “Next year we will celebrate our 75th anniversary and we have some exciting plans to commemorate this important milestone,� says Hill.

Joining Hill as officers of the association are 1st vice-president Dietmar Sommerfeld of CBRE Limited, 2nd vice-president Lynn Bebenek of Team Realty K.W Inc., past-president George Patton of Royal LePage Wolle Realty and EO Bill Duce.

New to the directors this year is Chris Kotseff of CBRE Limited.

Returning directors are Horace Coelho of Coldwell Banker Peter Benninger Realty, Ted Scharf of Royal LePage Scharf Realty, Roy Singh of Century 21 Home Realty, Brian Spall of Re/Max Twin City Realty and Neil Strickler of Royal LePage Wolle Realty. â– â– â–

Christine Marquis of Coldwell Banker 2M Realty is the 2012 president of the Durham Region Association of Realtors (DRAR).

Marquis became a licensed Realtor in 2001 and served on the DRAR Board of Directors for five years. She has also chaired the Education Committee and the Finance Committee.

Also on the 2012 Board of Directors: Dierdre Mullen, immediate past-president; Ian Smith, director-at-large/president-elect; Katherine Hewins, director-atlarge; Kathy McFadden, Durham East director; Laurel McHale, Durham West director; Tony Wilson, Durham Centre director; and Catherine Ayotte, Durham North director. â– â– â–

The Toronto Real Estate Board recently officially launched its Virtual Office Website (VOW) service. TREB’s VOW policies are currently the subject of an ongoing complaint by the Competition Bureau.

The service allows TREB members to offer consumers a secure password-protected website to search MLS listing data, with the benefit of the member’s “knowledge and accountability, without compromising MLS accuracy or consumers’ privacy rights,�

TREB says.

TREB says in a statement that “contrary to demands by the Competition Commissioner for TREB to release private data about individual consumers openly on the Internet, TREB remains committed to its belief that doing so would violate consumer privacy laws, reduce the quality of the system, and diminish protection for consumer‌TREB will not violate its Realtor members’ contractual and legal obligations to protect the private information of their clients.â€?

On the political action front, TREB presented the City of Toronto’s Budget Committee with results of a recent poll showing that, even after recent difficult debates on the future of city services, Torontonians continue to want fiscal reform at City Hall, including the repeal of the Toronto Land Transfer Tax and concessions from the city’s unions. “TREB supports the recommended 2012 Budget because it continues the process of bringing fiscal sustainability back to City Hall; however, while we support the direction of this budget, we are pointing out that it does not begin the process of fulfilling Mayor Ford’s commitment to repeal the Toronto Land Transfer Tax in 2012. This is a commitment that is strongly supported by Torontonians,� says Silver.

The poll found that 65 per cent of Torontonians continue to support Mayor Ford’s commitment to repeal the Toronto Land Transfer Tax. Even when asked to consider the city’s deficit and recent efforts to address it, public support for the repeal of this tax is at 57 per cent.

The poll also says that 67 per cent of Torontonians believe that city negotiators should seek concessions from the unions; 57 per cent would like to see an end to current job security provisions; and 54 per cent would support a lock-out if union representatives do not agree to concessions.

In contrast to the public’s strong opposition to the Land Transfer Tax, 52 per cent of Continued on page 34

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34 REM JANUARY 2012

Boards and Associations Continued from page 32

Torontonians support increasing residential property taxes as part of the solution to addressing the city’s deficit and paying for services.

TREB members also recently took part in the construction of a Habitat for Humanity home that the board sponsored.

“Working with elected officials, at all levels, to find ways to create affordable housing so that as many people as possible can achieve the dream of home ownership has always been a priority for Realtors,” says TREB president Richard Silver. “Usually, our affordable housing work with governments involves providing valuable input on policies and legislation; this time, our work together may be a bit harder on our backs as we pick up hammers, paint brushes and shovels to get the job done.”

■ ■ ■

Two real estate boards have joined the Realty Watch program.

In Kelowna, B.C., the Okanagan Mainline Real Estate Board (OMREB) and the RCMP announced the Central Okanagan launch of Realty Watch with 800 Realtors now available to assist police as extra “eyes and ears” in their communities.

A community crime prevention and emergency assistance program operating in British Columbia since 1994, Realty Watch has expanded from the Fraser Valley Real Estate Board to the Chilliwack, Greater Vancouver, Victoria and Okanagan Mainline

boards, and is now supported by 15,000 Realtors in the province.

Realtors observe and report to police a suspicious activity they may encounter during their day-today business. The program also enables Realtors to respond to a police activated fan-out to search for missing or abducted children, vulnerable adults (with a physical or mental condition that puts them at high risk if not found soon) and seniors, or suspicious vehicles.

OMREB’s Realty Watch chair Brenda Moshansky says, “Most property crimes are committed weekdays between 10 am and 3 pm, a time when Realtors are traveling through residential and commercial areas, conducting their regular business routine.

This puts them in a unique position to observe crimes about to happen or already in progress.”

In Ontario, The London and St. Thomas Association of Realtors (LSTAR) and the Ontario Provincial Police have launched Realty Watch.

“Realty Watch is a concrete way Realtors can help improve the quality of life in our community,” says Jack Lane, LSTAR president. “In the course of doing our business, we’re out and about in neighbourhoods at all times of the day and night; provided we know what to look for, we might be able to provide useful information to the police, and that’s what Realty Watch is all about. As for the alerts, the broader the net the police can cast, the more likely we are to find people in trouble before it’s too late.”

■ ■ ■

Members of the Realtors Association of HamiltonBurlington (RAHB) once again took part in the Charity Auction in support of the CHML-Y108 Children’s Fund. RAHB raised $42,773.

Proceeds from the partnership between RAHB and AM900 CHML/Y108 continue to support many local children’s charities throughout Hamilton and Burlington year round. Now in its 23rd year, RAHB’s annual auction has raised almost $700,000 for the charity, making RAHB its single largest contributor.

located in flood-prone areas. This seminar will provide them with tools to do so,” says Serge

Brousseau, chairman of the Board of Directors of the OACIQ.

Sara Hill

Christine Marquis

Greater Moncton Realtors du Grand Moncton recently delivered a load of 160 turkeys to the Sue Stultz Turkey Drive. The local Realtors and affiliate members worked to raise money at their Christmas Mix and Mingle and exceeded the amount raised last year by 60 per cent. From left: Roxanne Maillet, board director; Kim Clements, board staff; Peter Dickson, 1st vicepresident; Shirley Powell, president; Christina Babin, staff; Kerry Rakuson, EO; and Nancy Macpherson, volunteer.

Celebrating LSTAR’s Pillar award, from left: Louise Stevens, City of London; Jack Lane, president, LSTAR; Judy Binder from CMHC; and Jeff Duncan from Habitat for Humanity.

■ ■ ■

More than 200 real estate brokers registered for the first seminar about flooding and real estate organized by the Organisme d’autoréglementation du courtage immobilier du Québec (OACIQ). The initiative, put in place following the floods which affected the Eastern region of Monteregie last spring, is intended to provide brokers with tools to meet the challenges inherent in real estate transactions of damaged properties.

“The skills of 17,000 real estate and mortgage brokers in Quebec have a direct impact on the security of the public, hence the importance given to continuing education activities,” says Robert Nadeau, president and CEO of the OACIQ. “We wanted to support real estate brokers so they can better help their clients in buying or selling a property damaged by water or

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36 REM JANUARY 2012

EXPERIENCED REAL ESTATE CORPORATE TRAINER Sutton Group Realty Services Ltd. has an immediate opening for a Corporate Trainer in the GTA. The successful candidate will work out of our 5PSPOUP SFHJPOBM PGmDF BOE TFSWF BT UIF QSJNBSZ FEVDBUJPO DPOTVMUBOU CFUXFFO 4VUUPO (SPVQ 3FBMUZ 4FSWJDFT -UE BOE BGmMJBUF PXOFST NBOBHFST BOE TBMFT SFQSFTFOUBUJWFT REQUIREMENTS:

t $VSSFOUMZ SFHJTUFSFE BOE JO HPPE TUBOEJOH BT B SFBM FTUBUF TBMFT SFQSFTFOUBUJWF PS SFBM FTUBUF CSPLFS t 4PDJBM NFEJB TBWWZ t 4VQFSJPS DPNNVOJDBUJPO PSHBOJ[BUJPOBM TLJMMT PLEASE SEND RESUME TO:

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Mentoring program helps sales reps in the field O

wners Charlie Parker and Mike Heinrich of Re/Max of Nanaimo recently implemented a mentoring program under the direction of Hal Chalmers. Chalmers is a former professor of education as well as a former broker/owner and Realtor.

The objective of the program is to give newly licensed Realtors a fast start and help them avoid costly mistakes.

To date the graduates of the program have achieved higher success levels in a shorter period of time than would normally be expected, the company says.

In addition to meeting for two hours weekly, the mentor goes into the field with participants. Field activities include working twohour shifts at a kiosk in a local mall while showing them how to interact with potential clients, and how to create a bond through in-depth discussion and through a process Chalmers refers to as client archae-

ology. He says if you ask the right questions and dig deep enough you can usually find a common denominator between yourself and the potential client within 15 to 20 minutes. “Once you do this the client is going to have a basis for trust, be more likely to choose you as their Realtor and be more comfortable providing you with contact information that you require to followup,� he says.

Other practical applications of the program include having Chalmers go with the new licensee to their first listing and showing them how to measure properties.

Role playing is also a major part of the program with participants giving listing presentations, answering floor calls and presenting contracts of purchase and sale.

Chalmers says several more experienced Realtors who were experiencing difficulty have asked for help, so a “mini-mentoring pro-

Hal Chalmers

gram� program was developed where experienced Realtors work on an individual basis with the director of mentoring while focusing on specific problem areas. The program has also resulted in some success, although results are not as high as with the initial program, Chalmers says. “This is probably due to experienced Realtors having to unlearn certain habits,� he says.

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hen you’re in a pinch for time, whether you are staging a house for your clients, sprucing up their space or personalizing their new home between closing and movein date, wouldn’t it be great to have painters who could finish the job in one day?

A new franchise, 1-888WOW-1DAY! Painting, does just that. The service provides real estate professionals with a practical solution that can dramatically improve the look of a home inside and out, without having to spend precious days waiting for the painting job to be completed.

The one-day scenario is well suited to the “move-in and moveout cycle of real estate� and the tight time lines real estate professionals often encounter, says director of operations Jim Bodden.

There is no premium for the one-day service. “The manpower is the same. Instead of, for example, three people painting for four days, we send 12 people for one

day,� he says.

Painting the walls (not trim) of a 2,500-square-foot home, for example, would cost approximately $4,000.

When the client calls, a company representative meets with them to see the house and provide an information package and quote. Upon the client’s approval, the work is scheduled. Two days before, “we work on colours,�

Bodden says. “We can help or recommend an interior designer to do a full colour consult. Then we return with a gallon of each colour of paint chosen and put it on a wall to ensure the homeowner is happy with their colour choice.�

On the day of the job, painters arrive professionally dressed in white painter’s pants, blue t-shirts and caps, and paint until the job is done. The company promises one-day completion, high-quality work and spotless clean-up. The foreman and client do a walkthrough. A few days later, the company does a follow-up call.

The concept is the brain child

of 43-year-old Bodden, who partnered with Brian Scudmore of 1800-GOT-JUNK. The company currently has six franchise partners – three in Canada, in Vancouver, Fraser Valley and Calgary. There has been interest from Toronto, but Bodden says they have yet to find the right franchisee.

Bodden’s painting career began about 20 years ago in Hamilton, when he took a summer job with a college painting company. Not long after he decided to start his own business. “Seventeen years later, I was still doing the same thing. I decided I needed a bit of an edge. I thought, ‘Why don’t I try to improve the service level’? Getting in and out of someone’s house in one day – wouldn’t that be the epitome of service?�

For more information, call 1-888-969-1329 or visit w w w. 1 8 8 w o w 1 d a y. c o m .

Franchise information (franchise investment $46,000) is available REM online.

38 REM JANUARY 2012

What’s

New Lone Wolf purchases United Data System’s UDS management software Lone Wolf Real Estate Technologies has purchased the UDS real estate brokerage software assets from United Data Systems Inc. The purchase expands the privately held company’s offerings to real estate brokerages for back office management technology including property management.

“We are thrilled to make this acquisition and bring the longterm UDS clients into the Lone Wolf family,” says Lorne C. Wallace, CEO of Lone Wolf. “Not only will UDS clients have access to the Lone Wolf Enterprise solution of website and virtual office products, but the expansion of our brokerWOLF suite to include property management will be greatly accelerated. We look forward to working with the UDS customer base and expanding our involvement with them.”

Lone Wolf adds the UDS program to its suite of brokerage tools, which includes brokerWOLF for back office operations, WOLFconnect for the virtual office and globalWOLF for the public office of the real estate brokerage. The combined customer list now services over 9,000 real estate offices throughout the United States and Canada.

Centract introduces interactive valuation model software Centract Settlement Services recently unveiled new interactive valuation model (IVM) software for lenders in Canada.

IVM is new appraiser desktop software that combines the “art of

appraising” with the “science of appraising”, the company says. The values are created by certified appraisers with the assistance of, and interaction with, sophisticated analytic tools that leverage significant amounts of market data, Centract says.

For lenders, the IVM approach creates a transparent report, providing not only the valuation but a view of the logic and underlying adequacy of the data supporting the valuation and adjustments, the company says.

This enables the lender to have a better understanding of the underlying risks for better decisioning. Centract says that compared to the current industry standard used, IVMs provide the lender with a much more comprehensive report and more accurate value, in about half the price and time when it is used as a desk top product as compared to a full interior inspection.

For a copy of a white paper on the IVM, go to: http://appraisalworld.com/CVR/Appraisal_Myopi a_Industry_Paper.pdf

Carson Dunlop offers 7 CE courses; Partners with CAAMP Home Inspector firm Carson Dunlop & Associates has launched seven new online educational courses to help real estate professionals meet their ongoing educational requirements. The richly illustrated courses provide real estate professionals with clear, simple information on how the major components of a home function and operate, the company says.

“Our philosophy of taking complex technical information and making it elegantly simple holds true for the seven new continuing education courses we released,” says Brian Bell, vicepresident of business development.

“Our continuing education course line-up of 19 strong, provides real estate professionals with the technical knowledge and expertise to better educate their customers when buying or selling a home.”

The company has introduced a new bundled savings program for those purchasing more than one continuing education course. It offers a 25-per-cent discount when purchasing a second course until Feb. 28, 2012. Carson Dunlop is recognized as an approved education provider by the Registrar,

REBBA 2002 in Ontario and currently offers 19 continuing education courses in online and 12 in paper-based learning formats.

For information: www.carsondunlop.com/RealEstate/reco.htm.

In addition, Carson Dunlop and the Canadian Association of Accredited Mortgage Professionals (CAAMP) have formed a strategic training partnership to provide new continuing education courses for mortgage professionals. The continuing education courses will be offered through CAAMP’s online learning platform, Mortgage Campus.

“This education partnership enhances CAAMP’s ability to offer quality, relevant continuing education to all mortgage professionals.” says Jim Murphy, president and CEO of CAAMP. For information: www.mortgagecampus.org

Bruce Keith Results strikes deal with Aventure Realty Network The Bruce Keith Results Sales Coaching and Seminar Organization and the Aventure Realty Network have entered into an approved supplier relationship.

Keith will develop customized skills development, seminar and coaching programs focused on leveraging the strength of the Aventure network of independent brokers and building on to the competitive positions of its members, Aventure says. The network now operates with over 50 member companies across Canada. Keith works extensively throughout North America.

New fund offers Canadian investors access to U.S. property As U.S. housing prices continue to drop or flat-line, a Canadian partnership has formed to help savvy investors capitalize on the real estate market south of the border. Through the American Homes Fund, Terrizona offers safe and easy access to real estate opportunities, starting in Arizona, the company says.

Instead of shopping around for a trustworthy real estate agent, a good home in a good neighbourhood and a reliable tenant, Terrizona does it all for a

Cam Good (left) and Anthony Miachika

minimum investment of $50,000.

Many experts now say U.S. housing prices have hit bottom, the company says. Anthony Miachika, Terrizona’s U.S. managing director, says, “In September 2006 the average home price in Arizona was $276,000. Now, that same home is worth $65,000 and it’s been that low for the last six months.”

“Investing in these U.S. homes is the biggest no-brainer in the history of real estate,” says Cam Good, Canadian managing director of Terrizona. “If people don’t capitalize on it, they’ll look back in five or 10 years and shake their heads and kick themselves. It’s an opportunity that can’t be ignored and shouldn’t be missed.”

For more information, www.Terrizona.com

Talk-2-Me gives voice to clients instantly True Voice Technologies has launched Talk-2-Me for Real Estate, a new voice service that seamlessly and instantly connects buyers with real estate agents, removing the frustration of leaving messages, call backs and lost opportunities, the company says.

When browsing a real estate website using a notebook, computer or tablet device, a buyer can click on the “Talk-2-Me” button, which immediately calls the agent’s cell phone. The buyer communicates with the agent using the device’s microphone/ speakers or headset just like a regular phone call. The

result is the customer talking to a live person getting the information they require in a timely fashion, the company says.

The cost is $9.99 per month (plus HST for Ontario residents or GST in other provinces). For information: www.truevoicetech.com.

Developer offers interactive online open house A Vancouver developer says it is the first in Canada to harness the power of social input to sell homes. Listraor says it “recognized the value of the growing trend for consumers to ask for feedback and advice from their personal community – friends and family – on major purchases and wanted to provide this opportunity to those interested in the new Burnaby townhome community, Westridge Living.”

Through the Westridge Living Interactive Online Open House, potential buyers can invite friends and family to attend an interactive online open house with them, where a “live” real estate agent will take them on a tour and answer questions, in real time.

Ryan Lalonde, Westridge Living’s sales agent, says: “Asking for input from family and friends is part of the process – especially for first-time home buyers. We understand that not everyone in a home buyer’s inner circle can visit our presentation centre and display home.”

To view the online open house, visit www.WestridgeLiving.ca.

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40 REM JANUARY 2012

Make your media work together Tip No. 7 in the top 10 tips for writing great real estate ads

By Ian Grace

A

ll too often, I see Realtors with totally different ads for the same property, in different media – they don’t even look like each other. Either that or they are too ordinary, showing yet another front of a house, with nothing memorable about it for prospects to remember.

In this case, it means that each ad must start from scratch with the prospective audience/buyers, rather than having an accumulative effect to get the best results.

Once you understand how campaign advertising taps into your prospects’ conscious and subconscious minds, to give your properties “top-of-mind awareness”, you will see how obvious and sim-

ple it is – and how amazingly powerful.

Advertising experts talk about “reach and frequency” aimed at as many OTS (“opportunities to see”) as possible for the best possible outcome. Realtors mostly just talk about writing their ad, mostly in a rush if an advertising deadline is due, or alternatively in some kind of mad rush, just to get the property on the Internet.

In any advertising campaign, the media planner – in this case the Realtor – selects their media by establishing how many potential prospects the particular media they are using will reach. The more specific the media the better. For example, while the Internet is available to all, in some circumstances there are luxury property Internet sites designed to attract those who have the buying power for those types of property.

Certain magazines are designed to reach only affluent readers or areas and are therefore a good

media choice for a high-priced property. Realtors are fortunate because there have always been specific real estate categories in newspapers or magazines, or standalone media, unlike those available to most other products or services.

A media planner will now gauge how many times (the frequency) the prospective buyer can see the same ad, the same message.

A good campaign will reach as many of the right kind of prospects as many times as possible to give them the most OTS. Why is this important?

Research over the years shows us that people need to see the same ad, the same message at least three times or more on average, before they will react to it. That’s why a carefully planned campaign will give prospects the opportunity to see the same ad (and react to the same message) as many times as possible – even 10 times or more – to catch those at the top end of the average.

A media mix advertising campaign just means a mix of different media, working with each other to give them as many opportunities as possible to see a memorable positive message that will remain in their minds. When that message is identical across different media, each time the buyer sees it, the brain remembers and immediately ties them together, giving a powerful accumulative effect to the advertising.

For example, you are sitting at home watching television and on comes a TV ad about a four-wheeldrive vehicle. If the car manufacturer and their advertising agency have determined their prime market is in the 38-year age group, for example, they will go to the model agency and book a 38-year-old model, put them behind the wheel of a vehicle and away they go.

Then the ad will be repeated time and time again – there’s your frequency.

The next day when you are out

driving your car, on comes a radio commercial, which is the audio part of the TV commercial you’ve seen the night before. Your brain will do an instant match and immediately recall the TV ad from the night before.

The ad will be repeated time and time again – more frequency.

Next, you pick up a newspaper, magazine or perhaps flyer or direct mail. Guess what the main photograph will be? Yes, the main visual from the TV commercial that is already filed in the prospect’s brain.

If the ad in the newspaper, instead of showing the visual from the TV special the night before, showed the same vehicle with a front-on shot, displaying the engine, would that have worked?

I’m sure your answer will be no. It just doesn’t make sense because there is no match for the brain to recognize.

Continued on page 41

REM JANUARY 2012 41

#

E

xit Realty Corp.

International has announced the recipients of four top awards in Canada for the most recent production year. The recipients were honoured at the company’s annual convention in Nashville by Steve Morris, founder and CEO. Philip Duplisea and David Sawler, franchisees of Exit Realty Advantage in Fredericton, won Top Grossing Office in North America for the fifth consecutive time. Anne Squires, franchisee of Exit Realty on the Rock in

Newfoundland, was the winner of Top Grossing - Multiple Offices in North America.

Sterling Stephens, franchisee of Exit Realty Citadel in Nova Scotia received special recognition as Canadian Ambassador of the Year.

Loretta Hughes, franchisee of Exit Realty Fusion in Regina had the honour of taking home “Nasby’s Knuckles”, an award named after Bill Nasby, Exit’s vicepresident of personal development, in recognition of achieving specialization in door-to-door canvassing.

1 CHOICE OF REAL ESTATE AGENTS ACROSS CANADA

Happy Holidays from the team at

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Linda Paul

REM

Kathleen

Scott Julie

Sterling Stephens

Make your media work Continued from page 40

Realtors have the greatest opportunity – the biggest media mix campaigns of all.

How many media do Realtors have at their disposal? Depending on where you are you could have: • As many as 4 different Internet sites • Craigslist • 1 X database e-mail • 1 X flyer • 1 X newspaper ad • 1 X real estate magazine • 1 X window display • 1 X photo signboard • Plus, maybe TV and/or radio • Social media • The list goes on…How many is that? 10, 12, 15 or more!

Loretta Hughes

Imagine the power if you can harness all of those media to work with and complement each other, giving a huge amount of OTS with your campaign. Now you can harness the power of a media mix advertising campaign with every property you list from now on – and win every listing when sellers see you as the advertising expert in their area.

Known internationally as “Mr. Real Estate Advertising”, Australian born Ian Grace is acknowledged as one of the world’s leading authorities on real estate advertising. Since 1994, he has delivered his programs throughout Australia, New Zealand, U.S.A, Canada and the U.K. His articles about real estate advertising have been published around the world. www.iangrace.com REM

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Good Works W

hen a close friend and colleague was faced with a serious illness, four caring individuals from Royal LePage Wheeler Cheam in Chilliwack stepped up to make a difference.

Ken Johnson, a Realtor formerly with Royal LePage Wheeler Cheam Realty, was dealing with the late stages of terminal cancer.

Sadly, Ken succumbed to his illness on Oct. 25. As is often the case in these situations, Ken’s health problems also resulted in some financial strain for his family. Looking for a solution, RLP Wheeler Cheam’s Kathy Randal, Terry Graham, Karen Booth and Sandi Sideroff organized, in just 10 days, a fundraising dinner and silent auction for Ken and his family.

Auction prizes flowed in and tickets for the event sold out quickly.

In the end, the dinner and auction was a huge success, raising more than $14,000 for the Johnson family.

■ ■ ■

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So far Realtors have donated $1.5 million to Friends of the Canadian Museum for Human Rights in support of the construction of the Canadian Museum for Human Rights. Another half a million dollars is required to earn Realtors a place in history: the logo “R” prominently displayed in the lobby of the new museum.

“People will visit from across Canada and from all over the world and see the ‘R’ and realize that we really do care about property rights and human rights,” says Sheldon Zamick, an associate with Sutton Group - Kilkenny Real Estate in Winnipeg and chair of the CMHR National Realtor Campaign..

“As we’ve seen with the tragedies, triumphs and continuing sagas in the Middle East over the past year, human rights is a very important issue. I feel it is something Canada has never backed down from. We’ve always been at the forefront,” says Zamick. “This

is an exciting opportunity for Realtors to be involved and to be able to say that they were willing to support something that is so important.”

Donations are tax-deductible and can be made online: www.beginswithyou.net.

■ ■ ■

More than $200,000 was raised for the Canadian Cancer Society at the 7th Annual Harvest of Hope Celebrity Waiter Dinner in Fort McMurray, Alta. Guests indulged in a five-course gourmet meal while being served by some of Fort McMurray’s predominant leaders and local celebrities.

Waiters took on the challenge of silly performances and funny costumes, competing to win the “Best Server” title and bringing in $100,000 in tips for the cause. One of Prudential Fort McMurray Real Estate’s newest sales reps, Kayla Jenkins, took part as a celebrity waitress. Her team had fun dressing her up as a prisoner and she raised more than $1,800.

Prudential Fort McMurray Real Estate made a donation of $3,000 and also donated an iPad 2 and a Lottery Scratch Board, raising an additional $2,800.

■ ■ ■

Macdonald Realty and Macdonald Commercial of Vancouver recently held its annual Christmas party and fundraiser and enjoyed the holiday revelry while giving back to the community in a fun and somewhat unusual manner. The annual auction had some unique and unexpected donations this year, not the least of which was a simple loaf of French bread that sold for more than $3,000! Veteran Westside Realtor Will McKitka acted as company auctioneer.

This year’s beneficiaries were the Arthritis Research Centre of Canada and the Vancouver Hospice Society, which is midway through the drive to raise $4.5 million for a soon-to-be built West Side hospice.

Other notable auction lots sold were being a fireman for a day, a weekend cooking with Vancouver celebrity chef Michel Jacob of Le Crocodile, and a private fourcourse meal prepared by Eduardo Diaz De Lion of Polanco Catering.

The event raised over $25,000.

In the past 10 years, the companies have raised over $200,000 for a variety of charities during the annual party.

■ ■ ■

Re/Max Professionals Saint John’s third annual fundraising auction event was a resounding success, raising more than $18,500 to support pediatric care at the IWK Children’s Hospital.

Approximately 160 people attended the event, held in late October. The evening’s festivities included dinner and a live and silent auction. Ninety items were presented in the silent auction and 80 in the live auction, including tickets to sporting events such as a Toronto Maple Leafs game, a Baby Barn Playhouse valued at $2,000, and website design services.

“Local residents and businesses opened their doors and their hearts, giving generously to support the cause, and we thank everyone for their involvement,” says Gordon Breau, broker/owner, Re/Max Professionals Saint John.

“With so many children and families in need, we’re glad to leverage the reach of our network to make a difference, because we know it can have a tremendous impact. All kids deserve a chance at a healthy, happy childhood and a promising future.”

■ ■ ■

The annual gala in support of the Royal LePage Shelter Foundation, held recently in Toronto, felt like a true speakeasy, complete with a secret password required at the door, silent films, live jazz music and even a “police raid.”

More than 270 brokers and sales reps from local Royal LePage brokerages took part, dressed as flappers and gangsters. The event raised more than $90,000.

It was hosted by Andria Case of CTV Toronto News and featured the talents of Laura Fernandez, a jazz musician, radio host and sales representative at Royal LePage Real Estate Services, Johnston & Daniel Division.

Continued on page 44

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Good Works Continued from page 42

During the past five years, the Royal LePage Shelter Foundation gala has raised more than $340,000 to support women’s shelters and violence prevention and education programs.

■ ■ ■

Baskets overflowing with food and gifts will be welcome treats for at least 12 families this holiday season courtesy of the Realtors at Sutton - Premier Realty in Surrey, B.C. The office is once again participating in the Surrey Christmas Bureau’s Adopt-A-Family program. They have raised $3,437 so far through personal donations and

fundraisers such as a silent auction and a Texas Hold’em event.

Two people are usually required to lift the baskets and boxes loaded with turkey, all the ‘fixings’, chocolates and gifts. Families receive groceries for three meals on Christmas day although it is estimated that there is enough food to feed some families for a week.

Brian Johnson, a Sutton - Premier Realty Realtor and a Scout leader, has recruited the Scouts to help the Fun Team make the deliveries this year.

■ ■ ■

At its 13th annual convention held recently in Nashville, Exit Realty Corp. International continued its corporate sponsorship of

Habitat for Humanity by pledging a further $250,000, bringing the total pledges to-date to $2.25 million.

Exit Realty founder and CEO Steve Morris says: “Habitat’s philosophy of providing a hand up, rather than a hand out, is right in line with our corporate philosophy.”

A portion of every transaction fee collected by the company is earmarked for Habitat and to date the company has sponsored 17 home builds across the continent.

The most recent build was in Nashville just prior to the kick off of the convention.

■ ■ ■

When real estate trainer and

coach Mike Ferry heard about Melody May, a broker from Royal LePage Village in Montreal, and her quest to raise $9,111 for the Royal LePage Shelter Foundation to commemorate her best friend’s death in the attacks on the World Trade Centre, he stepped up with a donation of $5,000 to match all the funds Melody had raised to that point. With Ferry’s help, May exceeded her goal and presented Alternat’elle, a second stage housing agency for abused women and their children, with a $12,000 donation.

■ ■ ■

Century 21 Canada was a silver sponsor for the B.C. Lions Society’s annual Timmy’s Christmas

Telethon. The six-hour telethon, broadcast live on Shaw and its affiliate stations throughout B.C., raised over $6.2 million for Easter Seals programs in the province.

The B.C. Lions Society for Children with Disabilities assists children with all kinds of special needs by providing Easter Seals services and programs, including three Easter Seals Camps, three Easter Seals Houses and Patient Care Grants in British Columbia.

Century 21 Canada president Don Lawby was at the Timmy’s Telethon. “Easter Seals programs are some of the most beneficial ways for people with disabilities to overcome challenges,” says Lawby.

“Children who get to experience an Easter Seals summer camp are

Royal LePage Wheeler Cheam team members organized a fundraiser for a special friend. From left: Terry Graham, Sandi Sideroff, Linda Johnson (Ken’s wife), Kathy Randal and Karen Booth.

Jenna Ascuncion, a staff member at Macdonald Realty’s Vancouver West office, holds the $3,000 loaf of bread that was auctioned off by Will McKitka, right.

Royal LePage Shelter Foundation staff, from left: Cindy Chan, Shanan Spencer-Brown (executive director), Boitumelo Mogomela, Sharon Promm and Rachel Chisholm.

Ken and Linda Johnson

Sheldon Zamick

Associate Christian MacNeill, receptionist Tita Cool and assistant Christina Garon of Prudential Fort McMurray Real Estate sold tickets to win an iPad 2 and circulated a lottery scratch board.

Gordon Breau, broker/owner, Re/Max Professionals Saint John (left) presents a cheque to Geoffrey Milder, development officer, IWK Foundation.

Presenting the proceeds of the Sutton-Select Realty golf tournament are, from left: Michael Basler, sales rep at SuttonSelect; Joy Birch, executive director of the children’s museum; and Bruce Sworik, broker of record.

REM JANUARY 2012 45

given an opportunity to build confidence and independence while having the time of their lives.”

Century 21 has been a major supporter of Easter Seals for over 30 years.

■ ■ ■

Sutton Group - Select Realty in London, Ont. has organized an annual charity golf tournament for 18 years, raising money for a variety of charitable organizations in the community. This year’s proceeds were dedicated to The London Regional Children’s Museum.

Throughout the year, The Golf Committee, chaired by Jim Smith, together with Bruce Sworik, broker of record, plan the

event. Fundraising is accomplished through auctions, raffle tickets and the generosity of corporate sponsors. This year, the tournament raised $8,110, an impressive contribution from a single office.

Century 21 Reynard Real Estate in Kenora, Ont. held its second annual “Boobie Nights” social in June to raise money for breast cancer research. “We were able to raise $32,500 for our local hospital at this event. We were truly amazed by the community support for the cause,” says Bill Scribilo, broker of record.

■ ■ ■

Local neighbourhood children and even a few young-atheart adults dropped by the Royal LePage Bayview office in Toronto to have their photo taken with Santa. Through the initiative, the office raised much-needed funds for the Royal LePage Shelter Foundation along with helping to spread Christmas cheer in REM their neighbourhood.

Roger Arsenault, broker at MaxWell Canyon Creek in Calgary, presents $11,353 to Priscilla Ng, senior manager, corporate development for Kids Help Phone. The donation comes from the Realtors at the brokerage participating in the Pledge Per Deal Program.

Since 2003, sales reps and brokers from all MaxWell Realty franchise offices in Alberta and B.C. have contributed more than $300,000 to the charity.

More than 100 Re/Max Ultimate Realty Realtors and guests raised $10,161 at their annual golf tournament for the Children’s Miracle Network. This is the Toronto brokerage’s 20th year hosting the event.

Sales rep Barbara Ann Kisiloski from Royal LePage Northstar Realty in Surrey, B.C. recently raised $3,455 in her first marathon for the Royal LePage Shelter Foundation. She donated the funds to the South Fraser Women’s Services Society.

From left: Denise Darrell, executive director of the South Fraser Women’s Services Society; Kisiloski; and Michael Trites, managing broker, Royal LePage Northstar Realty.

Sutton-Premier staff in Surrey prepare Christmas baskets.

Royal LePage’s Bayview branch staffers sport their best smiles for Photos with Santa day. From left, front row: Catherine de Vries (sales rep) and Patti Forster (TD Mortgage rep). Centre row: Nicole Poirier (sales rep), Nellie Bannayan (broker) and Andrea Lamanna (agent support co-ordinator). Back row: Cathie Weaver (sales rep) and Craig Homewood (manager and acting Santa).

Eleven Realtors from Royal LePage Benchmark in Calgary participated in the annual Radiothon for the Children’s Cottage Society, generating $7,000 in donations. The Radiothon raised $155,000 overall. Debra Johnson-Seery, an agent with Royal LePage Benchmark, helped with the phone lines.

The Medicine Hat Realtors Charitable Foundation recently presented a cheque to McMan Community Services for its Housing First Program. The $5,000 provides start-up kits to the people being housed by the program. From left: Dave Craipley of the McMan Community Service Association and Linda Woodside, Pat Jamieson, Bev Horbay and Annette Olive of the Medicine Hat Realtors Charitable Foundation.

The Medicine Hat Realtors Charitable Foundation also donated $4,400 to the Canadian Mental Health Association. The money is to be used to offer a “how to” budget program to low-income people. From left: Bev Horbay, Annette Olive, Pat Jamieson and Linda Woodside from the Medicine Hat Realtors Charitable Foundation and Derek Hirsch of the Canadian Mental Health Association.

46 REM JANUARY 2012

THE PUBLISHER’S PAGE

By Heino Molls t is not unusual to hear about people buying a house with no money down.

Sometimes it’s done by securing a second loan in addition to the first mortgage. It may be a vendor taking back the additional money between the first mortgage and the balance owing. On occasion money is borrowed and not registered as a mortgage by lenders who are family members or trusted friends. It happens in other ways as well.

There are plans called “rent to own” where a purchaser pays a monthly amount of what would be a mortgage payment and a little extra for some time. After an agreed time this extra monthly money becomes the down payment and faith is established to close a deal on a house. There are many variations of “rent to own”.

These no money down and rent to own deals are more com-

MARKETPLACE

I

No money down, rent to own mon in a slow market when “creative” financing is necessary to help people purchase homes. I have heard wonderful stories about new immigrants and families working together to make deals like this happen on collective low incomes.

No money down plans are not talked about very much. Certainly not openly. Some people talk of these arrangements to purchase a home as if they are shady schemes and unacceptable. I am curious why. I have talked to lawyers and Realtors who have described methods to buy a house without money down in ways that are legal, ethical and in fact good for the community.

It is always better to have someone with a vested interest in their home in the community than someone who is just renting.

It is often said that rental properties are not as well cared for as homes with owners living in them.

If more people starting out or younger families had a chance to buy a home, I believe it would benefit all.

When I look at property values today, especially in cities like Vancouver and Toronto, I am staggered to think of how long it would take a young family to save for a down payment while they pay rent

on a home and raise a family. A $400,000 home requires a down payment of $100,000 to secure a traditional 75 per cent mortgage.

What person or family do you know that can save $100,000 in a reasonable amount of time?

Today, a family that does not have help from mom and dad or a trust fund for a down payment is shut out of the market. It seems to me that the opportunities to buy a house should be available to everyone. I wonder why there are not more Realtors who can facilitate the purchase of a home with no money down. There are so many specialists I see advertised today. Why not a “no money down specialist”?

While we are all delighted to see active markets today and are pleased that property values continue to rise in all parts of the country, I worry that the cost of a home is soon going to be so high the average person and family is going to be shut out of the market altogether. We may find ourselves in a situation where the only people who can buy homes are rich investors or property corporations who buy houses and rent them out.

Without the pride of ownership and care that an owner occupied home would have, our neigh-

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bourhoods could be at risk.

I cannot see the government stepping in to address this challenge. I see no other institution or organization solving this puzzle

other than the real estate industry.

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

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