January 2014 by Real Estate Magazine (REM)

Issue #295

January 2014

Engel & VĂślkers luxury brand comes to Canada Page 3

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Page 8

When new condo sales go wrong Page 20

Love your job

says 35-year Realtor Lillian Adamakis Page 12

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REM JANUARY 2014 3

Luxury brand Engel & Völkers comes to Canada By Jim Adair

ngel & Völkers, a Germanbased company that sells luxury residential properties, commercial real estate and yachts, is coming to Canada. The firm has more than 500 residential offices (or “shops” as they prefer them to be called) and 45 commercial offices in 38 countries. Established in 1996, the company’s headquarters are in Hamburg, Germany. Richard Brinkley, recently named Engel & Völkers’ senior vice-president of market development for Canada, is introducing the brand in this country. Brinkley was formerly the director of business development for Sutton Group. “I truly believe there is a need for this sophisticated brand in Canada, so I jumped at the opportunity to launch it,” says Brinkley. “I’m excited about the uniqueness of the brand and the European flair about everything they do.”

The Engel & Völkers shops have a strictly controlled design identity, wherever they are in the world, to “convey elegance and attention to service” says Brinkley. “The boutique concept is best compared perhaps as part Louis Vuitton shop, part Apple store and part Starbucks,” he says. The typical shop is 2,000 to 4,000 square feet, although they can be much smaller in more trendy locations, he says. Only about 30 real estate franchises will be sold in Canada “to maintain our exclusivity,” says Brinkley. “In the first year we are thinking quite aggressively. I’d like to see somewhere in the neighbourhood of five or six cities in the first year. But we’ve had so much interest already that I wouldn’t be surprised to see that many just in Ontario.” All franchise owners are required to take training courses at the E&V Academy, which will

Real Canadian Property Management launches nationwide

eal Canadian Property Management Limited Partnership (RPM), which bills itself as Canada’s first property management franchise, has launched nationwide. The company joins Century 21 Canada and Centum Canada as real estate industry franchises under the management of chairman and CEO U. Gary Charlwood and Don Lawby, president and chief operating officer. The company says RPM is part of an international brand with over 200 offices in North America. “RPM is positioned to target the significant potential in the underserved and expanding rental housing market in Canada,” says Lawby. “Property management is a lucrative industry once you have the tools to maximize returns and lessen the hassles of day-to-day business for everyone involved.” RPM says it offers a turnkey business opportunity for all entrepreneurs regardless of their experience in the industry. “Franchisees can automate business processes and enjoy the ease of a consistent, proven model. Homeowners gain higher rental returns and more free time. Tenants receive professional service and responsive management,” says Kap Hiroti, vice-president, operations for the company. “We ensure our franchisees get started quickly by combining our expertise with optimized tools and training.” RPM says it streamlines the rental property process, offering the training and specialized software needed to minimize time and expenses for all parties. So far seven RPM offices have opened in Canada. REM

happen in Canada a minimum of four times a year. “The clientele we are serving is accustomed to being treated in a very professional manner and require a much higher level of advice on their sales and purchases,” says Brinkley. He says potential franchise owners must have a successful track record serving the top 15 to 20 per cent of the real estate market. “We’ll teach them the Engel & Völkers method but we want them to have experience in that market.” In addition to residential real estate, the company’s yachting division offers specialised help in the sale and purchase of exclusive sailing and motor yachts, as well as in the commissioning and redevelopment of new boats and the chartering of yachts. It says it deals only with yachts that are longer than 25 metres or are “particularly exclusive”. The firm also has an aviation division. Brinkley says eventually

these franchises will also be sold in Canada, along with separate commercial real estate shops, but for the moment the focus is strictly on the residential real estate side. Engel & Völkers also publishes GG, a luxury An Engel & Völkers shop in lifestyle magBarcelona. azine that U.S. He tried to arrange an affiliashowcases tion with Sutton Group but both the firm’s best companies agreed it wasn’t a good residential fit. Then Brinkley offered to buy and yacht the master franchising rights for listings. At Canada, but Engel & Völkers wasfirst the mag- Richard Brinkley n’t interesting in selling them. azine will be Eventually the firm offered available Brinkley the job of spearheading exclusively from Engel & Völkers the Canadian launch. shops but eventually it will be sold on the newsstand. “Many U.S. brands have been expanding to Europe for awhile,” Brinkley met with Engel & says Brinkley. “But now a German Völkers founder and CEO luxury brand is bringing its style to Christian Völkers about a year ago North America.” REM during a NAR conference in the

RKF opens Toronto office RKF, an independent real estate firm in the United States specializing in retail leasing, investment sales and consulting services, is opening its first crossborder office in Toronto. The RKF Toronto office will be led by Canadian retail services veteran Steven Alikakos, who will serve as Canadian president and be the firm’s broker of record once it receives its license. RKF’s expansion comes a few weeks after the firm formalized an affiliation with U.K. based retail consulting firm CWM Retail Property Advisors. The firm says a growing number of major American retailers have launched stores north of the border in recent years and retail analysts expect that trend to increase over the next few years as competition in the U.S. retail market continues to intensify. The U.S. has also seen a wave of expansions from Canadian retailers. RKF says it “will play a pivotal role in sus-

taining and accelerating this cross-border retail migration.” Alikakos has more than 22 years of retail leasing expertise. He most recently served as senior vice-president and senior manager at DTZ Canada (formerly J.J. Barnicke) and led the firm’s retail department across Canada. “The retail market in Canada has needed a service provider of this calibre for some time, and I’m confident RKF will make a

tremendous impact,” says Alikakos. RKF has offices in Chicago, Las Vegas, Los Angeles, Miami, Northern New Jersey and San Francisco. The firm currently consists of 125 real estate professionals and support staff. It serves a broad spectrum of domestic and global clients in services ranging from national tenant and owner representation to advisory, consulting and REM dispositions.

Robert K. Futterman, left, chairman and CEO of RKF with Steven Alikakos, president, Canada for RKF.

4 REM JANUARY 2014

Multiple Listings By Jim Adair, REM Editor Do you have news to share with Canada’s real estate community? Let REM know about it! Email: jim@remonline.com

nation. That this is the first time in more than a decade that Royal LePage has opened a new company-owned branch outside of the Toronto area will not be lost on the industry.”

oyal LePage recently acquired independently owned Royal LePage Coronation Park and Royal LePage Coronation West in Coquitlam, Port Coquitlam and Surrey. B. C. They are now operating as corporately owned Royal LePage West Real Estate Services. Former owners Chris and Kristy Kayat also own a Dominion Lending Centres franchise and have decided to focus on that business. Senior vice-president Gino Romanese, who leads Royal LePage’s brokerage operations, says: “These acquisitions will significantly augment our companyowned brokerage operations, already among the largest in the

HomeLife is back in Moncton, N.B. Owner Don Hoover recently opened HomeLife Premier Property Group, bringing back a brand that has been a staple of the market in Moncton in the past. The office currently has three agents – Don, his son Wes and sales rep Randy Roy – and there are plans to add more sales reps. Don Hoover was previously a franchise owner with another brand. “We have been working

Gino Romanese

Don Hoover

■ ■ ■

around the clock to get everything set up for the change, so that we can serve past clients as well as new ones right away,” says Wes Hoover. ■ ■ ■

Evergreen West Realty recently opened in Coquitlam, B.C. “It is logical to be an independent broker,” says Roloff Veld, founder and managing broker. “Changes in real estate happen quickly. Our independence allows us to respond just as quickly to market trends and to clients’ needs. We have the in-house knowledge and experience in both residential and commercial real estate to provide the highest level of support and service to our Realtors, at a cost that makes sense to them, so they can help their clients in any situation.” Veld has been in the industry for 35 years and business partner Manya Milkovich has more than 30 years of experience. “It isn’t a top-down management style. My agents are with me, not under me. I encourage questions and I respect the contributions and knowledge of every person I work with,” says Veld. ■ ■ ■

Trevor Wilhauk, Victor Moroz and Tyson Moroz recently sold their Royal LePage Westgate brokerage in Spruce Grove, Alta. to Ken Shearer, broker/owner of Royal LePage Noralta Real Estate. Shearer has been in the industry for more than 40 years. He was area manager for the Royal LePage offices in the South Edmonton area before buying a Royal LePage franchise in 1999. Active in organized real estate, he is past-president of the Edmonton Real Estate Board and the Alberta Real Estate Association. Royal LePage Noralta Real Estate has a combined sales force of over 150 sales professionals operating out of five locations servicing Edmonton, Sherwood Park, Spruce Grove and Fort Saskatchewan and surrounding areas. The former Royal LePage Westgate owners plan to focus on real estate sales. ■ ■ ■

Ronan Realty, a multi-office operation based in Tottenham, Ont. has joined the Coldwell Banker network. The established local real estate firm has 75 real estate professionals in six locations throughout Central Ontario. Owner Marc Ronan announced the company’s new affiliation at a company-wide kickoff meeting in Alliston, attended by Coldwell Banker Canada national leadership. “Our company has a strong work ethic and is known for its rep-

utation, commitment to customer service and advanced technology,” he says. Under its new banner as Coldwell Banker Ronan Realty, the company will continue to operate out of its locations in Alliston, Barrie, Nobleton, Orangeville, Tottenham and Wasaga Beach. The broker of record is Gladys Craine and the broker/manager is Paula Carney. ■ ■ ■

Century 21 Assurance Realty in Kelowna, B.C. recently transformed a dated structure into a modern, personable environment with a green twist. “We wanted to create an inspiring, collaborative workspace,” says Myrna Park, managing broker and partner. “The openconcept style and inviting workspaces make our agents accessible to both clients and each other.” The renovations include a cafe-style lounge known as Club 21, which serves as a multifunctional meeting space. On a large screen TV, Realtors have virtual tours of new listings at weekly sales meetings, eliminating the time and fuel needed to drive around to view them. This shared workspace includes computer chairs, a fireplace seating area and spacious tables. The office also offers Club 21 in the evenings to local community groups, free of charge. The project “up-cycled” as many materials as possible, says the company, sourcing from businesses that were closing in the area and repurposing materials within the property itself. ■ ■ ■

Ken Shearer

Parise Cormier

Gary Reardon

Stan Albert

Ryan Hodge

Shawn Westerik

Manya Milkovich and Roloff Veld

Parise Cormier, owner of Exit Realty Associates in Dieppe, N.B., recently moved into her new 7,000-square-foot premises on Dieppe’s thriving main street. The new office is state-of-the-art, designed with a modern, Internet café feel. “This office building was three years in the making and great detail has been given to every area to provide real estate agents, customers and clients with the most professional experience possible,” says Cormier. She owned the brokerage for 13 years and has been a Realtor for 17 years. “Her business operation is consistently a leader in market share in the city and she is deterContinued on page 6

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6 REM JANUARY 2014

The fake fur fundraiser

Multiple Listings Continued from page 4

mined to drive her brokerage’s production to new heights while creating a dynamic culture within its walls,” says Joyce Paron, president of Exit’s Canadian Division. ■ ■ ■

Gary Reardon, president/ director of Prudential Reardon Realty in St. John’s, has joined the Royal LePage network. His brokerage will now operate as Royal LePage Reardon Realty. Reardon has a long career spanning land development, new home marketing and housing construction. His associated firm, Reardon Construction & Development (RCDL) has built more than 1,000 homes and condominiums since incorporation in 1988. He first entered real estate sales 13 years ago, operating Reardon

Cover photo: MARKO SHARK

in the hotel lobby and to the hospitality suite. When it was time to head home, he left the coat at the hotel. Little did he know it was left, but not forgotten. A colleague thought Matlashewski mistakenly left the coat and took it back to Calgary. The colleague’s son wore the coat for a school project about the fur trade, and people liked the coat so much, it got Matlashewski thinking. He decided to take the fake fur to the next conference in Penticton in 2009 and offer it up as an auction item. He wore it and zipped across the lake on a jet ski, then modelled the soaking-wet fur on the dock. “That night we auctioned it off,” says Matlashewski, who promised to match any bid up to $500. “That night the coat raised $4,500 for the

Realty Services before joining the Prudential franchise in 2005. He has served on the Newfoundland and Labrador Association of Realtors Ethics Committee. ■ ■ ■

Veteran trainer, mentor and REM columnist Stan Albert has joined the management team at Re/Max Crossroads Realty in Toronto. “I have known Stan for at least 35 of his 44 years in real estate and I do not know any other Realtor who has been so dedicated to improving the professionalism of real estate as Stan Albert,” says Barney Johnson, broker of record for Re/Max Crossroads Realty. Albert will work from the brokerages’ iRealty office at 5799 Yonge St. The company has more than 225 agents in four office locations. ■ ■ ■

The Realty Firm of London, Ont. has joined the Aventure

women’s shelter.” Each year since, the highest bidder wins the coat for a year. One winning bidder took it to Paris. In 2010, Teresa Mardon, an agent with Royal LePage Noralta in Edmonton, put together a scrap book containing history and photos of the coat and its travels. One 24hour photo op at $20 a pop, raised over $1,000. The name of each winning bidder is stitched into the coat. “People get a tax break and have fun with the coat. It’s like the Stanley Cup – people have their Christopher Matlashewski models photos taken with it,” he says. the now-famous fake fur coat. Matlashewski, who has spent his nine years as a Realtor with has been much more successful. Matlashewski says, “The coolest Royal LePage Foothills, said he part is that Realtors do cool things would have been happy had the coat raised $10,000 but to date it just because” but it’s great when a Realty Network. Ryan Hodge and Shawn Westerik, brokers/owners, were top producers at their prior brokerage. Since the company’s inception in September 2013 it has grown quickly to a group of 17 Realtors and there are plans to expand on this foundation. The company offers a full suite of real estate services to the market and is focused on building its own strong brand. ■ ■ ■

Sotheby’s International Realty Affiliates have signed an exclusive 25-year master franchise agreement with Global Realty Enterprises to develop the Sotheby’s International Realty brand throughout Panama. Rafael Alejandro Gangi founded Global Realty Enterprises, an established real estate company specializing in the metropolitan, mountain, beach and golf markets of Panama that

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will now do business as Panama Sotheby’s International Realty. “The real estate market is very dynamic and represents another key step forward in our growth in Latin America,” says Philip White, Sotheby’s president and chief executive officer. “Panama is competitive in the tourism sector and is ranked second in per capita foreign investment in Latin America.” The company has also signed a 25-year master franchise agreement with Regents Group LLC to develop the brand throughout Saudi Arabia, Bahrain and Kuwait, with its first office set to open in Riyadh. The firm will conduct business as First Regents Sotheby’s International Realty with Paul Aiken as managing broker. The office in Riyadh will serve the luxury residential real estate market throughout Riyadh, Jeddah, Dammam and Al Khobar.

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REM complies fully with the Canadian Real Estate Association's Rules for Trademarks (CREA Rule 16.5.3.1) REALTOR® and REALTORS® are trademarks controlled in Canada by The Canadian Real Estate Association (CREA) and identify licensed real estate practitioners who are members of CREA. MLS® and Multiple Listing Service® are trademarks owned by CREA and identify the services rendered by members of CREA. REM is published 12 times a year. It is an independently owned and operated company and is not affiliated with any real estate association, board or company. REM is distributed across Canada by leading real estate boards and by direct delivery in selected areas. For subscription information, email distribution@remonline.com. Entire contents copyright 2013 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

The winning bidder gets their name stitched into the coat.

fun idea takes off and raises so much money for charity. Visit the faux fur coat’s Facebook page at https://www.facebook.com/groups/11267382217157 REM 4 – Connie Adair

“Saudi Arabia is a strategically important market for the Sotheby’s International Realty brand and this signing represents a key step forward in our overall growth plans across the Middle East,” says White. “Many Saudi nationals look to international markets to purchase real estate, making this an important new market for our luxury network.” ■ ■ ■

The Organisme d’autoréglementation du courtage immobilier du Québec (OACIQ) has filed proceedings against Stellium Immobilier for performing the activity of a real estate agency without a licence, violating the Real Estate Brokerage Act. The OACIQ is claiming fines totalling $513,000, an amount that takes into account the benefits presumably derived from the infringement. REM

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fake fur coat has taken on a life of its own, with its own Twitter handle, a Facebook page with 100 plus “likes” and a scrapbook about its history. It took a trip to England. And the fake brown pelt has raised $26,000 for the Royal LePage Shelter Foundation. Not bad for a $1 purchase that Realtor Christopher Matlashewski made because he was cold. Five years ago, the Realtor with Royal LePage Foothills in Calgary was in St. John’s for the company’s national conference. Wearing just a t-shirt and feeling cold, he bought a coat, partly for fun and mostly for warmth, that he saw in a Salvation Army Thrift Store window and wore it the rest of the morning. “I got a bunch of stares,” says Matlashewski, who wore the coat

8 REM JANUARY 2014

Start 2014 recharged and rarin’ to go!

A new year is upon us - attack it with gusto! When it comes to your real estate career, January is the perfect time for a fresh, invigorating restart. By Toby Welch

reg Clarke, a Realtor with Royal LePage Kelowna in B.C., is bringing in the new year with fervour. “I am fired up about getting off to a great start in 2014. Our market in Kelowna is poised to take off this spring and I am determined to make my skills available to my clients,” he says. “I will be actively educating my clients to show the value that my team adds to the real estate experience… We are going to create advocates by adding

Greg Clarke

immense value to the experience of working with us.” Creating a business plan can inspire you to face 2014 with enthusiasm. Use your plan as a blueprint for the real estate journey you want to follow; it can be an arrow to point you in the right direction. If you don’t know how to create a business plan, you’ll find a myriad of websites and books devoted to the topic.

Mark Gauley, a Realtor with Re/Max St. Andrews in St. Andrews, N.B., is going to face 2014 with a recharged attitude toward reassessing his current listings. “The start of a new year is a great time to revisit current listings with owners and most will be quite receptive,” he says. “When the property was originally listed, you would have discussed the appropriate pricing, but exposure to the market for a period of time without success may indicate that a price adjustment should be considered. The passage of time may also have an impact on a seller’s price tolerances/ expectations, but we as Realtors need to advise in this regard. The market is not static, so keeping a close eye on recent sales and keeping your sellers informed on market conditions are important factors in pricing competitively.” Gauley says: “We as Realtors are always trying to attract new clients but it’s as important to pay close attention to our existing clients. A new year with a fresh view, informed by the market realities at the present moment, will help everyone (Realtors and clients) put their best foot forward, in sync with the marketplace.” As motivational sales trainer Todd Robertson points out in the Prospects Plus blog, “Ninety per cent of real estate agents

‘wait’ for the business (to come to them) as opposed to putting systems in place to go after the business.” You’ll have a leg up on the majority of your competition if you actively seek buyers and sellers. Determine your favourite effective way of prospecting and get going.

A survey established that 80 per cent of people who set New Year’s resolutions break them. Don’t be part of that massive group. Set goals instead. To keep your real estate life recharged, it’s vital to schedule regular breaks from the industry. Taking time off doesn’t make you a negligent Realtor; just the opposite is true. One caveat – when on your break, avoid the temptation to call and check how things are going at the office. Trust that the people you have in place are handling the necessary business and dealing with things that pop up. By taking regular breaks, you’ll return to your career refreshed and ready to attack the real estate world. Get rid of the negatives in your life. Whatever it is that drags you down and robs your energy

– whiny people, piles of paper, technology overload, commuting, over-committing yourself, Facebook, clutter, whatever – lose it. The result will be a positive life that inspires you instead of tying you down. Do the same to your work space; make sure it is an environment that energizes and recharges you. Instead of mindlessly passing from year to year, set concrete goals or make an action plan;

Mark Gauley

having something to work toward can be invigorating. But it’s imperative to go one step further and establish the steps you need to take to achieve your goals. Once you’ve done that, dig deep for self-motivation to accomplish every step. Goals are different from New Year’s resolutions. Resolutions are something you hope for or an intention. A goal is a specified outcome with action

steps clearly laid out to achieve it by a certain date. A Franklin Covey survey established that 80 per cent of people who set New Year’s resolutions break them. Don’t be a part of that massive group. Set goals instead. To keep you inspired in all areas of your life, assess what makes you happy and gives you a sense of satisfaction and then make a commitment to doing it. Whether it’s getting enough exercise or volunteering to help others or spending more time connecting with people you love, giving yourself the gift of positive action will recharge your new year. The same holds true in your career. Whatever motivates and inspires you needs to be included on your calendar. If training boosts your confidence and puts a smile on your face, sign up for classes. Does networking get your adrenaline pumping in a positive way? Attend networking events. You get the picture. All that said, none of the above suggestions will be effective if you don’t have the right attitude and mindset. Continually visualize the future, focusing on what you want to achieve. Recommit to what is important to you. 2014 is yours for the taking! REM

Toronto brokerage fined $250,000 D

avid Allen, owner and broker of record of Torontobased Graydon Hill Realty, has been fined $20,000 and ordered to pay $100,000 in restitution after pleading guilty to charges brought by the Real Estate Council of Ontario (RECO) relating to the improper disbursements of funds from the brokerage’s real estate trust account.

The court also ordered Graydon Hill Realty to pay $250,000, the largest fine permitted under the law that governs real estate brokerages, brokers and sales reps in the province. “The vast majority of brokers and salespersons do a good job, but those who break the rules will face serious consequences,” says Joseph Richer, RECO’s registrar,

in a news release. “These are significant fines, which speak to the serious threat breaches of trust have on consumers and in turn their confidence in the profession.” The charges against Allen and the brokerage stem from a January 2013 inspection that identified irregularities in the brokerage’s trust account, RECO says. The regulator froze the brokerage’s

bank accounts and suspended and issued proposals to revoke the registrations of both the brokerage and Allen. No appeal was filed and RECO revoked both registrations on Feb.11. During the proceedings, the Ontario Court of Justice heard that Allen moved approximately $200,000 from the brokerage’s trust account between March

2012 and January 2013 through a series of unauthorized transfers. RECO has a consumer deposit insurance program that provides coverage of up to $100,000 per claim in the event of fraud, insolvency or misappropriation of funds by a registrant. No consumers are out of pocket as a result of the misconduct, says RECO. REM

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12 REM JANUARY 2014

Love your job, says 35-year Realtor

Lillian Adamakis went home and cried in frustration after selling nothing in her first three months on the job. Later that year, she was named rookie of the year. By Connie Adair “

ook at that guy. He has already sold nine houses.”

It was not what the young agent wanted to hear when she had sold nothing in her first three months as a Realtor. She went home, got into bed, pulled the covers up over her head and cried. “Just watch. I’ll show you,” Lillian Adamakis vowed. That year, she was named rookie of the year. For the next three years, she was consistently one of the top 10 producers in the office. In 1986, she was named the Toronto Real Estate Board’s salesperson of the year. She won Platinum and Hall of Fame awards each year from 1994 to 2003 and was one of the top five producers at her company from 1994 to 2010. In 2011, she was the number two top producer for Keller Williams in the individual category. Not bad for someone who got into the business by accident. After graduating from bilingual secretarial college in Quebec City and working for a year as a secretary, she went to Europe, starting in Greece. She taught English. She spent two years travelling in Europe, working as a Girl Friday for the Committee on Space Research in Paris. Other stops included a kibbutz in Israel, Turkey, Iran, Afghanistan, India and Nepal. Her trip also included Bangkok, Singapore, Indonesia and Australia. When she returned to Canada 6 ½ years later, she worked as a waitress. Three years later, the owner of Young & Biggin in Toronto told her that she would be a good real estate agent and gave her his card. But it wasn’t until a friend said she was taking a real estate course that Adamakis took action. “I thought ‘if she can do it, so can I’,” Adamakis says. She started her real estate career in 1979, working mainly

with first-time buyers, generating leads by door knocking and hosting open houses and it paid off. “At an open house, someone told me, ‘My real estate agent just fired me.’ But I took her on and found her a house. Thirty-five years later she is still with me.” Many of her clients have been with her for years. “I may have one or two new clients a year but most are repeat or referral business,” she says. It’s her impeccable service that keeps them coming back – she makes a long-term commitment to clients, getting to know them and their families. Years ago, Adamakis says she attended two training sessions. One trainer suggested agents do each deal and then move on. The other trainer, Joe Stumpf, suggested getting to know clients and their families and becoming their friend, she says. “I love people and enjoy seeing their kids grow up. I get close to clients. That’s what keeps me going. When listing, I tell my clients I want them to love me.” To keep the business going and growing, she stays in touch with her clients. “I don’t do a lot of social media,” says Adamakis, who prefers to email or pick up phone. “The best way to generate business is to keep in touch with established clients.” However, she says young clients will likely go to young agents, so it’s important for them to do social media. You have to provide excellent service, do more than the agent next door, follow up and stay in touch, she says. Door knocking works, she says. “People need to remember you, know you do a good job and know that you’re still in business.” It can be a tough road. In her early years, she went to one door and gave the homeowner her card.

“The homeowner ripped it up and gave it back. It’s a tough business. You have to have a thick skin.” But realize you’re human. “You may think you’re as tough as nails but sometimes there is a chink in your armour,” she says. Clients can say things that hurt your feelings. A secret for longevity is to take a day a week off and to take lots of vacations. It doesn’t hurt to love the job, she says. “I love my career. I meet fabulous people. It’s so fulfilling to help people buy and sell a home. It’s fulfilling for me. This industry has given me time to travel, and time to watch my nieces and nephews and grand nieces and nephews grow up. And I love the people I work with.” She compares her Keller Williams office to a family business. “There is a culture attached. We’re here to help other people in the office,” she says, adding if someone needs educational materials or anything else she has, she’s more than willing to share. If someone if the office is suffering, the agents pull together to help, she says. Adamakis started her career with Terry Martel Real Estate, then moved to Darrell Kent Real Estate. She moved to Re/ Max Hallmark Realty, where she worked for 16 years, after Family Trust bought out Darrell Kent. She has been with Keller Williams Advantage since 2010. Keller Williams is educationbased. Adamakis says there was no training when she was a “baby agent” but urges new Realtors to take advantage of all of the training they can. When not selling homes (for an average price of around $800,000 and many over $1-million) in Riverdale, East

Lillian Adamakis (Photo by Marko Shark)

York, The Beach and Playter Estates in Toronto’s east end, Adamakis loves to travel. “I love red wine and travelling to wine country in different countries. I love different cultures and food. I was in Australia and New Zealand in 2012 and in Africa this year. I spent two weeks volunteering at an orphanage, did two safaris and tasted some great wines.”

Project. The organization is committed to the sustainable end of world hunger. This year, $500 from each of her sales will go to the organization.

She urges new Realtors to keep up their hobbies and interests. She also urges agents to give back. Adamakis has been involved for 30 years with The Hunger

Future plans? “Retirement down the road some time, but who knows when?” she says. Right now, she’s too busy enjoying herself. REM

“I think giving back is essential. I also feed kids at an inner city school on Friday mornings, part of the Breakfast Program, and have been doing that for five years,” she says.

Recognized worldwide. Engel & Völkers is a 35-year-old global luxury real estate brand, with a presence in 38 countries across six continents. We are currently expanding in markets throughout Canada, introducing a world-class approach to real estate service and unprecedented international support. It will mean a higher level of service and access to exceptional properties in the U.S. and around the world. Wherever you find beautiful properties, premium service, and fine living, you will find Engel & Völkers, the world leader in luxury real estate.

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14 REM JANUARY 2014

Five thoughts for 2014 By Glenn McQueenie

Three questions your clients will ask themselves about you: - Do you care about me? - Can I trust you? - Can you help me? If your clients can answer yes to all three of these questions, you have won their heart, and they will follow you. 2. Go back to the basics. Gary Keller states in his book The Millionaire Real Estate Agent that real estate is all about three things: leads, listings and leverage. Leads: Get real with yourself. Every agent has the ability to handle an incoming call from a

customer asking if they could sell their house or help them buy one. But not everyone in our industry can initiate a lead. Are you a natural (or want to be one) at lead generating? Or are you a lead receiver? This industry needs both types to operate effectively. We need the hunters and the skinners. If you love to lead-generate, then you should be building a team. If you are a lead receiver, you should be on a team. Listings: Listings maximize your time and dollar-per-hour compensation. Every listing could bring four more pieces of business (check my website for more about this). Listings create top-of-mind positioning in neighbourhoods. It is easier to have 10 listings a month than to have 10 buyers. Most top teams are listing based. Leverage: When you leverage the right listings, people, systems, technology and database

customer relationship management, you can dramatically increase the number of homes you sell. The secret is to build a team that can run the system and then you concentrate on your unique ability to list homes, negotiate contracts, remove conditions and set the vision for your business. 3. Understand the business language of real estate. Numbers speak. They tell you if you are on track to hit your goals. The numbers we need to track begin with the number of leads, number of appointments, numbers of contracts signed, number of units sold and number of closed units. From these numbers we can track how we are doing by benchmarking to the industry. Your local board or national body will publish results very month. How are you doing compared to those numbers? 4. Get to know your clients

Ontario Real Estate Agents

better. It’s about them, not you. When your client succeeds at a really high level, so do you. What do they need right now from you? What are they thinking about? What keeps them up at night? What would be a dream come true experience for them right now? What is the one thing that you could do to “blow them away” right now? 5. It’s all about your mindset. Ninety per cent of real estate is mindset. I believe that building a great real estate practice is about your own personal development. Personal development leads to business development. What can you do internally, to get others attracted to you externally? We are all energy. Negative energy attracts negative energy and people. Positive mindset and energy attracts great and positive people. You are who you attract. Momentum in this business is everything. When you have it

you look better than you are. When you don’t have it, you look worse than you are. Great momentum causes deals to “fall on your lap”; lack of momentum causes every deal you are working on to fall apart. Great mindset + great skills and knowledge + great energy = great clients and an awesome business. Glenn McQueenie is the operating principal of Keller Williams Referred Realty and broker of record of Keller Williams Referred Urban Realty in Toronto. His first office was launched in 2004 and has now grown to over 230 agents in two offices. His passion is teaching, coaching and mentoring agents to help them get more referrals from their sphere of influence, converting more leads and getting additional transactions from every listing you take. Email glenn@kwreferred.com; Phone 416-445-8855; Blog at www.heyglenn.com. REM

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18 REM JANUARY 2014

Industrial, Commercial & Investment Why use cheques to collect rent? By Chris Seepe

heques (once called “bills of exchange”) go back to the First Persian Empire in 6th century BCE. The modern pre-printed namesake came into service with the Bank of England in 1717. Public availability of the Internet saw consumers and businesses move to online payments, generally called electronic payment processing (EPP) in the 1990s. The 2013 Canadian Internet Registration Authority Fact Book reports that nearly eight in 10 Canadians are online and Canadians spend more time online than any other country. EPP requires less time, eliminates material costs and is more secure and private than cheques. So, why are so many landlords still using cheques instead of embracing EPP’s benefits? Getting tenants (or landlords) to use something new can be a challenge. Technology must be designed for the near-lowest com-

mon denominator to be adopted and consistently used properly. The solution must be simple, easy to use and convenient. Landlords are concerned about protecting personal information. Reporting, accounting, accountability and security are also key influencing factors. The 2013 Association for Financial Professionals Payments Fraud and Control Survey reported that 61 per cent of North American corporations experienced payment fraud, of which 87 per cent was attributed to paper cheques, and 28 per cent of companies suffered a financial loss. Not all EPP solutions are the same. I eliminated credit card and ecommerce offerings. They charge a percentage of each transaction. Even one per cent can be a notable annual expense. The credit card is a private financial instrument of the bank offering the service. Not

every financial institution will accept every credit card. Credit card processors require three to five business days to process a transaction, and most require tenants to reveal personal and credit information. Credit card services can claw back rent money if the tenant submits a case to have the money refunded. A debit card benefit is that the tenant can only pay with funds that are actually in their account. This eliminates NSF charges and the holding of funds, changing your A/R cycle from net 10-to-30 to net one-to-two. EPP also provides instant notification of payments. However, consumers using online debit must reveal their PIN to a third party, which can be compromised. My list of features-benefits led me to my final choice because of its low per-transaction fee, no training costs and no hidden, setup or monthly fees. TenantPay is a payment portal that collects your money from various sources, aggregates it (saving individual deposit fees) and delivers it to your bank account within 30 hours. It is a true banking instrument, accepted by every financial institution across Canada. I absorbed the cost of TenantPay to encourage tenants to use it and because my per-transaction cost was so low and the tenants do my deposits. I wrote a letter to each tenant extolling the virtues of the system. They could pay their

Jones Lang LaSalle opens Edmonton office

ones Lang LaSalle recently launched a new office in Edmonton. Services will initially focus on office and industrial leasing but will broaden in scope in upcoming months. Chad Brennand, Carolyn Bull, Jim Bijou, Kris Augustson and Andres Mateluna have been hired to establish and lead the Edmonton operations. The office leasing team will be made up of Brennand, who is joining as senior

Chad Brennand

vice-president and Bull, joining as an associate. The industrial team includes Bijou as senior vice-president, Augustson as associate vicepresident and Mateluna as associate. “Edmonton is quickly evolving and we see that there is great opportunity for growth in the market,” says Brett Miller, president of Jones Lang LaSalle Canada. “Its rapidly growing infrastructure makes it a very attractive destina-

Carolyn Bull

Jim Bijou

tion for tenants and investors. We look forward to this venture and to seeing our accomplished team provide a high standard of service in the region.” Brennand has more than 12 years of experience in office leasing. He has been involved in over 400 brokered transactions consisting of over 1.5 million feet. The industrial team led by Bijou brings nearly two decades of experience to the company. REM

Kris Augustson

Andres Mateluna

rent exactly as they would their utility bill. Best of all, TenantPay doesn’t need any personal information. I gave each tenant a single, non-descriptive number – nothing else. I assigned it to the apartment unit, not the tenant. If a tenant moves out, I give the same number to the next tenant who moves in. Tracking how much the rental unit makes is my key financial concern. You can collect any kind of payment with TenantPay. Multiple tenants residing in the same suite can use the same number. Parents can make payments from any province and setup recurring monthly payments for their children attending school. TenantPay is written into my rental agreement. Tenants have no obligation to pay electronically or even provide postdated cheques, and they’re protected by law from paying a convenience fee. However, an explanation of its many benefits, especially its convenience, no fee and privacy, made it easy to convert all my tenants. It takes only seconds for a tenant to add it to their bill-paying list. Because their rent is a fixed amount annually, they too can schedule automatic payments; no more excuses about forgetting to pay the rent. A tenant can’t transfer funds they don’t have so you’ll

Chris Seepe

never get another NSF notice or the associated costs. It’s super-convenient for a tenant to pay in parts too if he doesn’t have all the money at once. There are myriad reasons for replacing cheques with EPP. You’ll eliminate the cost of materials and postage, reduce the risk of privacy exposure, boost your organization’s productivity and provide the simplest, most private, convenient, flexible and secure payment solution available for your tenants. Chris Seepe is a commercial real estate broker and broker of record at Aztech Realty in Toronto, specializing in income-generating and multiresidential investment properties, retail plazas, science and technology related specialty uses, and tenants’ mandates. (416) 525-1558 Email: c s e e p e @ a z t e c h r e a l t y. c o m ; www.aztechrealty.com REM

Many would rather work than commute

educing commute time is so important to Canadian employees that one-third of those surveyed said they would be willing to work an extra three hours per week for a reasonable commute to the office, according to a study by Oxford Properties and Environics Research Group. Canadians surveyed identified accessibility and commuting as the most valued attributes in a workplace, with 76 per cent indicating they want a reasonable commute to the office. Fifty per cent of respondents state that commute time is the No. 1 factor that would cause them to choose one employer over another when all else is held constant. “Employees and job seekers are placing an even greater emphasis on the value of their

time and the transit options of a workplace,” says Andrew McAllan, senior vice-president and managing director, real estate, Oxford Properties. “Optimizing office location and transit accessibility in conjunction with collaborative spatial design and a wide variety of amenities, will be crucial selling points for employers to attract and retain the brightest, most loyal employees.” Eighty two per cent of respondents said that a commute time of less than 30 minutes is the appropriate travel time to work. Close to 40 per cent of respondents also want their workplace to be close to lifestyle amenities, such as shops, restaurants and gyms to better balance their work and personal life priorities in a given day. REM

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20 REM JANUARY 2014

When new condo sales go wrong By Martin Rumack

hen everything goes right with the purchase of a new condominium, everyone is happy. But when things go wrong, it gets complicated. More importantly, buyers may not have all the recourse and remedies that they think. That’s the lesson to be drawn from the recent Ontario court decision in Mitchell v. Printing Factory Lofts Inc. (2013 ONSC 5603). The buyer had agreed to purchase Unit 26 in the building marketed and sold by the seller, the Printing Factory. Like the other units in the building, it was a loft space that had been marketed to the public as suitable for a live/work-type dwelling; Unit 26 in particular was designed to have a private entrance leading from the adjacent street. This feature was of particular appeal to the buyer, and in her discussions with various representatives of both the Printing Factory and the builder they verbally confirmed that there would indeed be a private door to the street level in that unit. However, by the time construc-

tion had been completed, the unit’s layout had changed. The private door had to be eliminated to accommodate unforeseen requirements relating to hydro ducts that had been imposed by the municipality. There were now certain building code violations and other deficiencies in the unit as well. Needless to say, the buyer was not happy with these significant deviations from the plan. The Printing Factory suggested that she could either accept the unit “as is” or move into another unit for the same square-foot price as the original one. Neither of these options was appealing, so in January 2010 the buyer took possession of the unit – under protest – and the sale closed about six months later. After closing, the buyer asked the Printing Factory to compensate her for the missing exterior door to the street, but it refused. She then sued both the Printing Factory and the builder, claiming that the missing door had changed the fundamental character of Unit 26 and that she deserved damages. Was she right in asking for compensation? If so, who should pay? Was it the Printing Factory, as seller? Was it the builder? Was it both? And which of them was responsible for building code deficiencies? These were the questions

faced by the court. Perhaps surprisingly, it decided that the buyer’s remedy was restricted to suing the Printing Factory; the builder was off the hook. The rationale for the court’s conclusion was found in the clear wording of the Agreement of Purchase and Sale. That document comprehensively and exhaustively dealt with the rights and obligations between only two parties: the buyer and the Printing Factory. The builder wasn’t even mentioned, except to expressly release it from liability for these kinds of claims. Nor could it be said that the builder had any separate legal obligation to the buyer in this scenario, outside of what the agreement provided. This is because the builder’s representative (with whom the buyer had some preclosing conversations) had not made any representations about the door that were legally binding on the builder. (To hold otherwise would offend the basic legal principle – designed to promote contractual certainty – that says that such extrinsic, off-the-cuff statements by a third party such as the builder’s representative cannot affect contractual obligations between the buyer and the Printing Factory). Having found that the builder was not liable, the court then had to consider the obligations and rights of the Printing Factory, as

seller. These were clearly set out in the Agreement of Purchase and Sale, and included the express right to make certain changes to the design or layout of the units if necessary. Under the circumstances, this right could feasibly encompass the unanticipated need to eliminate the exterior door in order to accommodate the hydro ducts. The buyer was entitled to sue the builder to determine whether damages should nonetheless be awarded. As for the building code deficiencies: this was a matter between the buyer and the Printing Factory as well. The agreement was clear on this point and provided for a one-year post-closing warranty period. It also stipulated clearly that if the buyer chose to go ahead with the closing, she was releasing the Printing Factory and the builder for any liability in connection with building standards, workmanship and materials. Accordingly, the court confirmed that the buyer’s lawsuit could proceed only against the Printing Factory, but not the builder. It noted that the buyer had chosen this particular path herself. Once having learned about the missing door before closing, she could have rescinded the agreement entirely, on the legal basis that there had been a material change. Yet, even after knowing that the Printing Factory would not compensate her, she had opted

The rationale for the court’s conclusion was found in the clear wording of the Agreement of Purchase and Sale. to go ahead with the deal nonetheless. She was therefore constrained to the remedies set out and agreed to in the written contract. What’s the take-away lesson here? All condo buyers hope that nothing goes wrong, but before they sign on the dotted line, they should make sure they know who they can go after, should the deal fall short of what they bargained for. Toronto lawyer Martin Rumack’s practice areas include real estate law, corporate and commercial law, wills, estates, powers of attorney, family law and civil litigation. He is coauthor of Legal Responsibilities of Real Estate Agents, 3rd Edition, available at www.lexisnexis.ca/bookstore. Visit Martin Rumack’s website at www.martinrumack.com. REM

Do standards stifle individuality? By Ozzie Logozzo

have a concern. I worry about real estate representatives who consider standards illusory. I am apprehensive about registrants who view standards as just words on a piece of paper. I

fear real estate practitioners who follow only those standards that “benefit me” or “make me money”. “Standards choke creativity” is an all-too-common refrain. I agree that everyone is an individual and that learning is maximized when education is individualized, but is this catchphrase true? Will an adoption of standards of professional excellence undermine entrepreneurship and the practice of professionalism? Will the setting of standards con-

strict the behaviour of Realtors? Sound a little silly? I think so. Standards promote ethical business practices and conduct. They set the stage and targets for professional and service excellence. I particularly like standards that are not obligatory but rather self-imposed goals and habits that define your behaviour, manners, activities and performance. Let me illustrate through self-directed questions: • Do I take courses beyond

what is obligatory and practise what I have learned? • Do I use communication skills that speak plainly and clearly for effective understanding? • Do I work to produce positive results for all parties affected by the process and decision? • Do I support my vocation through volunteerism and respectful co-operation? • Do I engage in community service and try to help people? • Am I a person of my word?

Answer yes to each question and you should be proud to call yourself a practising professional. Ozzie Logozzo is executive director of the Ontario Real Estate Association Real Estate College. He is a Fellow of the Real Estate Institute of Canada and was the 1993 recipient of OREA’s Education Merit Award and the 1997 recipient of Real Estate Educators Association’s prestigious Educator of the Year Award. REM

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*Based on Canadian real estate companies. This is not intended as an offer to sell or a solicitation of an offer to buy, including a solicitation of any sales representatives or broker that is currently under contract. ÂŠ2014 Brookfield Real Estate Services Manager Ltd. All rights reserved. Any copying, reproduction, distribution or other use of these materials is prohibited.

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24 REM JANUARY 2014

AS I SEE IT FROM MY DESK

Real Estate Marketing Solutions

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EAST END REPORT E

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Market Connections Inc.ÂŽ

Volume 7, Issue 7

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ÂŽ WHATâ&#x20AC;&#x2122;S THE REAL DIRECTION CT C TIO ON OF THE MARKET?

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Teel: (800) 387-6058 387 6058 Faax: (800) 800-7093 dbro ro ow wn@marrketconnections.co om Greeetings! You uâ&#x20AC;&#x2122;re u re receiving this neewsleetter tt wit itth hopes h that th t you ďŹ nd ďŹ d it inf nfformativ rmativee and entertaining. ini Iff yo ou uâ&#x20AC;&#x2122;â&#x20AC;&#x2122;re ree th hiink h nkking g of o mak ma makking i gam mo ove, e, or are just jus usst currio ous as as to reeal esttat ate trrendss in your ur area, ea, pleaase feeel fr freee to o cal call alll at at any time time. im ime. me Itâ&#x20AC;&#x2122;s Ittâ&#x20AC;&#x2122;ss alw wayyss good o d to o heaaar fro om yyo ou! ou

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ecently I interviewed my old friend Barry Seltzer. Barry has practiced law for over three decades in Toronto in estate planning, estate administration, business succession planning and elder law. Heâ&#x20AC;&#x2122;s a frequent television and radio guest in Canada, the United States, England and Australia. He co-authored several books and produced the audio series, The Real Property Law Primer. An edited transcript of our conversation appears below. Stan Albert: Barry, weâ&#x20AC;&#x2122;ve known one another for 28 years and you are now in the prime of your career! Over the years, youâ&#x20AC;&#x2122;ve switched from your prior area of practice, real estate, to wills and estate planning. Barry Seltzer: I have always loved the practice and study of real estate law. I have not completely abandoned this area of work and continue to upgrade myself through formal courses, reading case law and commentary and selflearning â&#x20AC;&#x201C; though my focus did change years ago to more fully encompass estate planning, estate administration, business succession planning and elder law. Albert: Why did you change? Seltzer: At that time, a larger segment of solicitors who practiced real estate law (particularly the residential side of the practice) came to more of a commodity-type approach where the influx of practitioners carried on what I considered to be an â&#x20AC;&#x153;assembly lineâ&#x20AC;? form of practice. My personal choice was not to be absorbed into this style or approach. Albert: When you researched these topics, what areas struck you the most? Seltzer: Many facets initially drew me to these areas of practice. The fact that many people fail to

Estate planning with lawyer Barry Seltzer implement any type of estate plan, or even care, bothers me and has for a long time. To assist and encourage them to do so, and highlight the resources available for them and easily accessed through the Internet, existing literature and through oneâ&#x20AC;&#x2122;s attorney, has been a major goal of mine. There are many questions raised when planning that bear discussion and sometimes there are no easy answers, but from my perspective and experience doing nothing is not a good route to choose. There is also the need to plan not only for oneâ&#x20AC;&#x2122;s eventual passing, but as well for disaster, emergency and/or incapacity. We hope that as many people as possible will be encouraged to deal with these types of planning, for both them and their families (and when applicable for their companion animals) rather than leaving it to others and in some instances, to the courts when they no longer can. There are many changes that can and often do occur in our lives that impact planning, as well as frequent legislation being passed and an abundance of case law and judicial pronouncements. Albert: We hear about the high-profile cases like Leona Helmsley and Gail Posner, but is estate planning for pets something normal people in Canada do? How common is it? Seltzer: In my law practice I have seen more and more people include their pets as part of their estate plan. I would estimate that at least three to four out of 10 people who have a pet ask for a provision dealing with their pet to be included at least in their last will and testament. Albert: How hard is it to make legal arrangements for your pet after you die in Canada? Is it something you can do yourself or do you need an attorneyâ&#x20AC;&#x2122;s help? Seltzer: Baskin and Robbins ice cream stores used to carry a sign that said anyone could make ice

cream cheaper, but not necessarily better. My point is, there will always be â&#x20AC;&#x153;inexpensiveâ&#x20AC;? alternatives to lawyers, and in certain limited circumstances these might work well enough. Everyone does not need a complicated expensive estate plan and pet plan and in these cases a lawyer-prepared will, including pet provisions, is not really expensive. In this area, as in many others, itâ&#x20AC;&#x2122;s what you donâ&#x20AC;&#x2122;t know that may haunt your family and your pet. Albert: Do you know of some interesting cases involving pets and wills and custody disputes? Seltzer: In the United States, bitter custody disputes over pets are becoming more common and are often costly. A California coupleâ&#x20AC;&#x2122;s fight in 2000 over Gigi, their pointer-greyhound adopted from a shelter, cost more than $100,000 in legal fees. The three-day trial included testimony from animal experts, who were called on to determine which home would better suit Gigi. Eventually, the wife was granted full custody after a day in the life video of the dog was played in court. In Canada, an Alberta truck driver was ordered to pay his exwife $200 a month in dog support starting in 2004 â&#x20AC;&#x201C; plus a $2,000 retroactive payment. Under the ruling, the truck driver was ordered to reimburse his ex-wife for the food, health bills and general care giving for their St. Bernard, Crunchy. It was believed to be the first court order of its kind in Canada, and perhaps North America. Visitation rights were not included. Barry Seltzer can be reached at 905-475-9001; email barry@barryseltzer.com. Stan Albert, broker/manager, ABR, ASA at Re/Max Crossroadsâ&#x20AC;&#x2122; iRealty office in Toronto, can be reached for consultation at stanalb@rogers.com. Stan is now celebrating his 44th year as an active real estate professional. REM

26 REM JANUARY 2014

LEGAL ISSUES

By Donald H. Lapowich

n a recent case, the real estate agent acted on both sides of a lease agreement of property. The agreement contained an option to purchase for $900,000. More than a year later, the agent advised the plaintiff (the landlord) that he had an offer to purchase from the tenant. The family of the landlord was concerned that the price was too low and involved a vendor take-back mortgage of $700,000. The real estate agent advised the plaintiff to see an accountant. The plaintiff signed the Agreement of Purchase and Sale without seeing a lawyer. Later, the plaintiff refused to close the sale. The price was negotiated upwards by $30,000 and the sale was completed. The agent’s commission was five per cent ($49,462). The court ruled that the Agreement of Purchase and Sale was different than the lease term

Perils of dual agency agreement. The agent did not explain his dual role and held himself out as an expert, and the plaintiff trusted the agent. The court found that the agent breached his fiduciary duty (trust) and did not recommend independent legal advice. The agent did not recommend that the plaintiff make a counter offer and did not provide the lease term to the accountant for consideration. It goes without saying that playing a dual role is fraught with dangers and far-reaching duties of care. (1005139 Ontario Ltd. v. Abraham, 2012 ONSC 3133) ■ ■ ■

In another case, a tenant purchased the landlord’s retail business and entered a five-year lease. The lease granted the tenant three options to purchase the property. The tenant exercised one of those options, obtained an appraisal from a “specified appraiser” and sought to buy the landlord’s property. The landlord refused to sell, based on obtaining his own appraisal for about $100,000 more. On an application to interpret the lease and for a declaration that it had a right to pur-

Mortgage holders ‘comfortable’ with debt

The agent did not explain his dual role and held himself out as an expert, and the plaintiff trusted the agent. chase the property, the court validated the tenant’s option and the fact that under the option, both landlord and tenant had agreed to let a “specified appraiser” provide the opinion on fair market value. (The One Stop Fireplace Shop Ltd. v. Parigon Industries Inc., 2013 ONSC 1562) 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

anadian mortgage holders are comfortable with their mortgage debt levels and consider mortgages to be a form of “good debt,” says the annual State of the Residential Mortgage Market in Canada report by the Canadian Association of Accredited Mortgage Professionals (CAAMP)’s chief economist, Will Dunning. The report found that mortgage brokers are gaining share in the overall mortgage market compared to traditional financial institutions. Among all new mortgages obtained in 2013, 40 per cent were obtained through a mortgage broker and 42 per cent from a bank. Overall the broker share in the industry has increased from 25 per cent to 28 per cent since last year. Confidence in the market is strong, says CAAMP. Less than 10 per cent of Canadians expect that a housing bubble will burst, though the expectation is stronger among younger people. “Consumer confidence in the mortgage market remains high, especially among people who have owned homes for a longer period. Consumers are paying off their mortgages faster, selecting five-year fixed-term rates and agreeing that real estate is a good long-term investment,” says Jim Murphy, president and CEO of CAAMP. The survey indicates that

recent purchasers (those who purchased a home as recently as the 1990s) are more likely to take steps to shorten amortization periods than those who purchased a home earlier. In the past year, 38 per cent of Canadians took actions to help accelerate their repayments, including making lump sum payments, increasing the frequency of repayment or increasing the amount of each payment. Among mortgages that have been repaid over the past two decades, actual repayment periods were 30 per cent shorter than original contracted periods. Canadians have continued to demonstrate confidence in the Canadian housing market, with 57 per cent of home purchases in 2013 coming from first-time buyers. This is in line with the overall feeling among 68 per cent of Canadians that mortgages are a form of “good debt.” CAAMP says this “good debt” is helping Canadians with other forms of debt. Currently, more than 80 per cent of Canadian homeowners have equity ratios of 25 per cent or higher. In the past year, 11 per cent of homeowners have taken out equity, which they are using to consolidate other debts (28 per cent) and make other investments (26 per cent). For a full copy of CAAMP’s spring survey report, visit REM www.caamp.org.

28 REM JANUARY 2014

Using floor plans and photography By Ian Grace

n my advertising sessions, both face-to-face and webinars, I’m often asked about using floor plans and photography in advertising. When people are looking to buy a new home, floor plans are always provided, even when the homes are already built. These floor plans get the potential purchasers involved as they get a feeling for where their furniture might fit and, for example, where the study might be located compared to a bedroom or perhaps entertaining areas.

But the moment that property is sold and becomes a resale property, the floor plans tend to disappear in ads selling those properties. Why? It would seem to make sense to include floor plans to sell those properties and get the potential purchasers involved – and many progressive agents and groups are doing just that. To get potential buyers really involved, you can use interactive floor plans, with little icons in the rooms and outside. Every time an icon is clicked, it pulls up a photo or video of that room. It’s great interaction. When it comes to photography, should you hire a professional photographer or take the shots yourself? If you have the budget, it makes sense to hire a pro. It should guarantee the quality of the photograph – and photogra-

phers are aware of things like shade and light and the angle of the sun at certain times of the day, which will make a difference. However, with the cameras available these days, agents can take some excellent photographs themselves. Either way, the content of the photograph is more important than just the photographic quality. All too often I see agents focusing on high-quality professional photography that makes their ads very pretty – but sadly, if you make bad advertising pretty, all you are left with is pretty bad advertising. My advice is to focus on correct advertising procedure first, then look at the photographic quality. That means writing the ad first, then taking the photographs to match, All

Oui! You are reading this correctly! You can now stay up-to-date with the latest in Canadian real estate news, en français! Go to REMenligne.com to sign up for the REM bulletin électronique, an email digest of the latest REMenligne.com headlines, delivered right to your inbox!

remember: Don’t just let your photographer take photos as they see fit. Just as is done by an advertising agency, direct them. Ensure they know which photograph you need to match your headline and then your body text. Then, they can focus on the quality of each photograph and input their own ideas and creativity, knowing what it is they have to capture. 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

Dealing with cold weather in an older home

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too often agents and their photographers are snapping away before the ad has been created. As I teach, photos must match headlines (and also the text, in sequence), not the other way around. If the photo doesn’t match the headline, while the photographic quality may be perfect, the advertising certainly isn’t. Back to the original question about using a professional photographer. You’ll notice that most of the best agents always use professional photography to maintain consistency. There may be a lesson in there for you. If you do decide to engage a professional photographer, include the cost in your seller advertising contribution proposal and you will always know that lighting/exposures/propping and staging are correct. One more important thing to

By Jay Gregg

lder homes carry a lot of appeal. They often have architectural features that are lost to the ages and are made out of sturdy and beautiful woods that can send an owner back in time each time they step through their front door. But older homes also come with problems and a lot of them are highlighted when the weather cools down as fall and winter arrive. These are common issues with older homes that should be addressed and corrected so that your focus is on friends, family and holidays and not on home repairs. Many older homes come with beautiful glasswork and even original window panes. Unfortunately, these drafty, single-pane windows allow heat to escape, wasting energy and money. While replacement windows can be expensive, they are

often the most effective way to increase energy efficiency and comfort. The cost of replacing windows may seem daunting but consider how much extra money on winter heating and summer cooling you will save with new, fully insulated windows. Insulation overall can be a problem in older homes and inadequate insulation should be supplemented with additional insulation, particularly in attics, which are usually relatively easy to access. To ascertain how much insulation you need, check with local sources to determine if minimum insulation ratings (R-values) are required in your area for new homes and then meet or exceed those levels in your older home if you can. Finally, outdated water pipes can cause huge problems if cold temperatures cause them to freeze or burst. Older pipes made of galvanized steel, iron or lead may need to be replaced if they are not in good

condition. Replacement options include copper or CPVC. Assessing the correct repairs for your home can be a confusing process, so calling on a professional home inspector is another cost that pays for itself. It can be a huge weight off a homeowner’s shoulders to have a trained professional inspect your home and help you prioritize your repairs and replacements. Making the correct repairs at the right time means a warm, cosy and peaceful winter for you and your older home. Jay Gregg is Pillar To Post’s director of marketing and a certified home inspector based in Orangeville, Ont. Gregg began his relationship with Pillar To Post as a franchisee in 2005. Founded in 1994, Pillar To Post is the largest home inspection company in North America with over 400 franchisees in 47 states and eight provinces. www.pillartopostfranchise.com. REM

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The trademark WEBForms速 is owned by The Canadian Real Estate Association (CREA) and identifies the web based real estate forms services provided to members of CREA. *Current legislation prevents the use of digital signatures in some provinces. **A Commercial Forms View tab is currently available in Alberta, BC & Ontario.

30 REM JANUARY 2014

Don’t beg for listings ■ ■ ■

By Jerry Bresser

ot all business is good business. Reject marginal listings from marginally motivated or illogical sellers who want to overprice, sell their dog of a property “as-is”, make showings difficult to schedule and cut your commission. Even if you can find a buyer who makes a reasonable offer, unmotivated or illogical sellers will normally reject the offer. You get heartburn instead of a paycheque. Learn to say, “I’d rather turn you down now than let you down in the future.” You will find it totally liberating to walk away from marginal business. You will feel like a true professional. Most important, you have more time to make calls on motivated listing prospects.

Skip ‘trial closes’. Use preclose test questions instead. I don’t like the term “trial close” as it instructs one to “try” to close. A better way is to ask a pre-close test question to measure readiness to sign a listing agreement. The question, “Do you see how you will benefit by having me represent you to sell your home?” is such a test. You are not asking for the listing. You are only asking if they see enough benefits. If the prospect says yes, you can ask a closing question with a very high assurance that you will get the okay. If they hesitate or say “not yet”, you can reinforce an important point or cover some extra points as needed. ■ ■ ■

Don’t discount. Get bonus commissions instead. Getting a bonus commission is a process.

Professional photos pay off, says study

Instead of hoping that a listing prospect will not bring the subject up and trying to defend your normal commission when they do, bring the subject up at the beginning of the interview. Tell the prospect that when they decide to sell, they have four very important decisions to make: Select the right agent, select the right price, select the right commission and decide on the right staging. Tell the sellers that commission is not the expense most people think it is but rather is a marketing tool. Jerry Bresser has been training and coaching real estate agents how to sell homes faster and for more money for over 35 years. He recently published his second book, More Money In Your Pocket. www.jerrybresser.com or for information about the book, www.moremoneyinyourpocket.biz. REM

study released by Seattle-based Redfin says homes with listing photos taken with digital single-lens reflex (DSLR) cameras sell for more money than those with amateur photos. The study analyzed homes priced between $200,000 and $1 million, listed and sold in 2013 across 22 major markets. Analysts compared home-selling success rates for homes professionally photographed with a DSLR camera versus those with listing photos taken with an amateur point-and-shoot camera. The study’s main conclusions include: • For homes priced between $400,000 and $499,999, professionally photographed homes sold for an average of $11,200 more than homes with amateur photos. Professionally photographed homes priced between $200,000 and $1 million sell for $3,400 to $11,200 more relative to their list prices. • Homes with DSLR photos sell faster. For homes priced in the $400,000 range, professionally photographed homes sold 21 days faster than those with point-and-shoot photos, while those priced higher than $1 million sold four days faster. • Homes with sharper photos sell for more money. Homes with the sharpest 10 per cent of listing photos sold at or above their list price 44 per cent of the time compared to 13 per cent for homes with listing photos of average sharpness. • Professionally photographed homes are more likely to sell within six months. The largest disparity was seen among homes priced from $400,000 and $499,999, with those with DSLR photography selling 64 per cent of the time, compared to 46 per cent for homes with amateur photos. Redfin analysts compiled examples of what not to do when photographing your home, available at http://blog.redfin.com/ blog/2013/12/bad-photos.html. REM

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32 REM JANUARY 2014

atrick Juanéda, president of the Real Estate Board of Greater Montreal, says he is concerned that the federal government may be thinking of once again tightening qualification regulations for insured mortgages. “Further tightening would be very damaging for the Quebec real estate sector,” says Juanéda. The last changes, in July 2012, put pressure on homeowners and future owners, particularly first-time buyers, he says. He says economic growth is slowing and the growth of household consumption is less vigorous than expected. ■ ■ ■

A unique University of Calgary program that aims to improve urban energy efficiency has won a

prestigious award at the MIT CoLab Conference. The HEAT (Heat Energy Assessment Technologies) project, led by U. of C. professor Geoffrey Hay, was chosen for the $10,000 grand prize over 400 submissions from more than 30 countries in 20 competitions. CREB, the Calgary Real Estate Board, is collaborating with the HEAT project by linking green-designated Realtors through its HomeSmarts program. The project shows homeowners where their homes are wasting heat, how much it’s costing them and how to fix it – all on Google Maps and all for free. The tool will help residents improve their home energy efficiency, save money and reduce greenhouse gas emissions, says CREB. ■ ■ ■

A new board of directors has been elected to govern the Kitchener-Waterloo Association of Realtors (KWAR). Lynn Bebenek, a salesperson with Team Realty K.W. has been appointed president. Bebenek has been involved in the local real estate industry for 25 years and has been a Realtor and member of KWAR since 2002. She has served as a director of the association since 2010 and has presided over several committees. She was a Big Sister for 10 years and has been involved with the Out of the Cold program. Joining Bebenek as officers of the association are first vice-president Mark Wolle of Royal LePage Wolle Realty, second vice-president Charlotte Zawada of Re/Max Twin City Realty and EO Bill Duce. Returning as directors are Eric Klimstra of Royal LePage Grand Valley Realty, immediate past-president Dietmar Sommerfeld of CBRE and Darryl Watty of Coldwell Banker Peter Benninger Realty. Newly elected directors include James Craig of Whitney and Company Realty, Andrew Fielding of Royal LePage Grand Valley Realty, Jane Gardner of Royal LePage Wolle Realty and Brian Santos of Peak Realty. ■ ■ ■

Announcement

Meet Team 4one6 , sales representatives Brent Davey, Mark Francone and John Lagakos. RE/MAX Professionals Inc., Brokerage is proud to welcome 4one6 Team to its vibrant company. With over 25 years of combined real estate experience, the 4one6 Team is thoroughly versed in Toronto’s diverse villages and eclectic housing mix. With their finger on the pulse of an evolving marketplace, their philosophy offers a maximized approach to home buying and selling, marketing, value-added service and technology. Their new innovative boutique office at 17 St. John’s Road, located in the city’s vibrant Junction neighbourhood will create a place to encourage interaction with their clients, where members of the community will be welcome to drop by to discuss real estate or the direction of the city, local initiatives and developments, etc. Under the RE/MAX banner, customers will reap the advantages of a truly global real estate power house, from revolutionary marketing and great web visibility. “With RE/MAX home to the most productive agents in Canada, a shared commitment to excellence made RE/MAX the perfect fit.” – 4one6 Team

In celebration of National Housing Day the Toronto Real Estate Board (TREB) teamed up with related organizations to host a symposium highlighting positive initiatives and challenges related to affordable housing. The symposium featured keynote speaker Spider Jones, an award-winning journalist and for-

mer three-time Golden Glove champion who traces his beginnings to the gang-infested, innercity projects of Detroit and Windsor. Representatives from the City of Toronto, Habitat for Humanity Toronto and Ontario credit unions were also be on hand to share their perspectives on issues related to affordable housing. ■ ■ ■

TREB is continuing its efforts to eliminate or reduce the city’s Land Transfer Tax. As the City of Toronto began debating the 2014 budget, TREB released the results of new public opinion research that shows a strong majority of Torontonians, 69 percent, support a phase-out of the tax, up four points from May 2013. The poll, conducted by Ipsos Reid, also says that 30 per cent of recent first-time home buyers in Toronto had to pay some Toronto Land Transfer tax. TREB says city hall’s first-time buyer rebate is insufficient because it has not kept pace with inflation. The poll also says 72 per cent of Torontonians planning to purchase a home in the next two years are more likely to consider purchasing outside of Toronto to avoid paying the tax. ■ ■ ■

The Ontario Real Estate Association’s three-day 2013 Political Affairs Conference featured prominent politicians, journalists and commentators and offered Ontario Realtors a unique opportunity to connect with their MPPs, enhance their understanding of provincial issues, exchange ideas and discuss matters that affect the real estate industry.

Among the several lobbying efforts undertaken this year, OREA says its Government Relations Committee focused on: • Municipal land transfer tax – preventing the spread of a municipal land transfer tax across Ontario; • Marijuana grow operation registry – establishing a provincewide marijuana grow operation registry that will help Realtors better inform their clients on a property’s history; • Personal real estate corporations – allowing real estate salespeople to incorporate; • Mandatory home energy audits – discouraging the government from enacting mandatory home energy audits of old and new housing stock at the time of sale. ■ ■ ■

The OREA Centre for Leadership Development recently received a silver award from the Canadian Society for Training and Development (CSTD) for its work in developing Nimble Decision Making, a course designed to empower real estate volunteer leaders to make timely and decisive decisions in a fast-paced, evolving business. The team behind the course was honoured at CSTD’s Annual Canadian Awards for Training Excellence gala event. “It is our goal to develop high quality, experienced and trained leaders at OREA and at the 40 real estate associations in Ontario,” says Bill Shepherd, executive director of the centre. “We are committed to helping staff and volunteer leaders develop the skills needed to fulfill leadership responsibilities effectively and credibly. To be recognized for our efforts is REM an honour.”

Recently the Prince On behalf of the Edward Island Real Members of the Estate Association Southern Georgian hosted the Rumble Bay Association of at the Delta event in Realtors, president support of Habitat Wayne Cornfield, for Humanity. Sue left, and Realtor Zambonin, Bob executive Gannon, director of right, Habitat for recently Humanity is presented with $10,000 by, from presented left: Mary Jane Webster, Susan Clark, Sue $3,200 to Bob Darlington of the Manito Zambonin and Kendra Stretch, chair of the Shrine Club for their Children’s Hospital PEIREA Social Committee. Kendra’s son helps Burn Unit. The money was raised at the hold up the big cheque. Committee members association’s golf tournament. not in the photo: Marleen Wolfe, Norman Kirkpatrick, Alex Feldman and Jane Brewster. Lynn Bebenek

REM JANUARY 2014 33

Bookends: The secret of sales leaders Many people ask me what I practice on a daily basis in order to attract what I want in life. I have heard people say, â&#x20AC;&#x153;Why canâ&#x20AC;&#x2122;t I just focus on what I want in my life when I have the time?â&#x20AC;? Or, â&#x20AC;&#x153;Why canâ&#x20AC;&#x2122;t it be easier?â&#x20AC;? Iâ&#x20AC;&#x2122;ve had other people say, â&#x20AC;&#x153;I want to achieve this or that, but I canâ&#x20AC;&#x2122;t commit or I donâ&#x20AC;&#x2122;t have the selfdiscipline.â&#x20AC;? Ralph Waldo Emerson said, â&#x20AC;&#x153;We become what we think about all day long.â&#x20AC;? It is through the practice of thinking with repetition that allowed us to learn our names, drive a car or know a song by heart. With this concept in mind, it absolutely makes sense to practice, study and learn with repetition focussing on your biggest desires on a daily basis. You must accomplish this by using your imagination to propel your ideas upward and forward, into your consciousness. Then take action to draw things that you desire with passion and purpose. The term â&#x20AC;&#x153;bookend your dayâ&#x20AC;?

By Dan LeFave

he power of morning and evening routines are the â&#x20AC;&#x153;bookendsâ&#x20AC;? for a successful sales life. Itâ&#x20AC;&#x2122;s what separates the leaders from the followers. Imagine a piece of string with a series of beads on it. Each bead represents your priorities, goals and relationships. Tip the string to one side or the other, and the beads will easily slide off and spill on to the floor. Tie a knot at each end of the string, and the beads remain intact. The knots represent your morning and evening routines. They maintain the priorities in your life, keeping the beads in balance and from falling apart, thus helping you to progressively become a better person.

is a practice of starting and ending your day with the thoughts of what you love and desire the most in your life. Whether youâ&#x20AC;&#x2122;re affirming, reading, writing, meditating or any combination of methods to visualize and conceptualize the possibilities of greater sales, combining constant space repetition with faith and expectancy will lead to the realization of your dreams. Write out a mental list of all things that you love the most and expand on them without limitation. See yourself in the midst of having everything you desire, feel it and begin acting as if you already have it in your current environment. For example, if you want to be rich, begin acting like a rich person by tipping extremely well at a restaurant. Plant your biggest ideas in your mind as soon as you wake every morning and before you retire for the night for up to 30 minutes. Have complete faith in your ideas coming true and empower the possibilities with new information and resources

that come your way. Become aware of the people, places and things appearing in your environment that are aligned with your bookends. Write a mental thank-you list for all of the new avenues and opportunities appearing as a result of your new practice. Embrace your life and enjoy creating your world around you by practicing bookends along with gratitude for all that your desire and deserve. Key points: 1. Establish quiet time for yourself every morning when you rise and every evening before you retire for up to 30 minutes to affirm what you want most. 2. Bring into focus an image of what you want that makes you feel good (you may say the words to yourself, â&#x20AC;&#x153;Imagine ifâ&#x20AC;Ś.). 3. Hold that image in your mind to the exclusion of all outside interference (this may take some practice). 4. Notice how you feel when you act as if you already have what you want.

5. Pay close attention to the colours, textures, people or any other characteristics of your image. 6. Practice every day until you begin to notice things changing in your environment, always expecting your ideas and images to come true no matter what. 7. Write out or journal your thoughts and ideas around your desires. 8. Affirmations can be in the form of writing, talking about or meditating on an idea multiple times (for five minutes or more for example). Dan LeFave teaches what inspires getting results, what inhibits it and how you can have more. With over 17 years of experience in telecom and commercial real estate, he is a speaker, author and success coach teaching elite business leaders and athletes how to achieve better results by applying their minds. He says,â&#x20AC;&#x153;You can have results or excuses but you canâ&#x20AC;&#x2122;t have both at the same time.â&#x20AC;? www.danleREM fave.com

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34 REM JANUARY 2014

Branch Manager Position We are looking for a dynamic individual to manage a Greater Toronto Area office.

Good Works

Key Responsibilities • Day to day management of office activities and an active sales force of 100+ agents • Supporting agents’ daily sales activities: providing general guidance, problem solving, answering technical questions in compliance with RECO Rules & Regulations and REBBA 2002 • Business development support and guidance for agents including online/ traditional marketing • Recruitment of salespeople – experienced and new • Management and continued development of the office’s online presence • Business planning, budgeting, expense control and reporting

ore than 600 real estate professionals and their guests gathered for a festive party hosted by Sutton Group – West Coast Realty in Vancouver recently to support B.C. Professional Fire Fighters’ Burn Fund. Fundraisers such as this have helped Sutton Group – West Coast Realty raise close to $50,000 for the fund since 2010. In addition to 50/50 draws, donation

Desired Skills & Experience This position requires an individual who is experienced in real estate sales and business management. Although this is a non-selling, dedicated management role, a personal background in real estate sales is required. A broker license would be an asset. If you have demonstrated strong business, marketing, recruiting and retention skills and experience in the position’s key responsibilities, we would like to meet you.

boxes at open houses and barbecues, the brokerage is the official relocation partner to the B.C. Professional Fire Fighters. When the firefighters and their friends and family use the brokerage to buy or sell their home, it triggers a donation for the fund. These efforts recently earned the team a Sutton Spirit award. Suzanne Carswell, the managing broker at the Langley office, was

Please forward your resume to: Debra Harris Royal LePage Real Estate Services Ltd., Brokerage debraharris@royallepage.ca

Coldwell Banker R.M.R. Real Estate has raised more than $22,000 for Boys and Girls Clubs in recent years.

We thank all applicants for their interest but only those selected for interviews will be contacted. Visit www.rlpgta.ca to learn more about us.

A team at Dexter Associates Realty (Dexter Dynamos) in Vancouver raised $4,011 to support prostate cancer research with its Movember moustache growing effort. Showing the results at the end of the month, from left: David Peerless, Newell Cotton, Tyler Peerless, Kevin Skipworth, Michael Langdon and Stephen Jackman. David Young also took part.

Royal LePage Reardon Realty St. John’s, Newfoundland & Labrador Gary Reardon We are pleased to announce Gary Reardon, President/Director of Prudential Reardon Realty in St. John’s joined the Royal LePage network, effective December 12, 2013. His brokerage is operating as Royal LePage Reardon Realty. Gary Reardon has a long and established career spanning the areas of land development, new homes marketing and housing construction. He began his career in 1972. His associated firm, Reardon Construction & Development Ltd. (RCDL) has built more than 1,000 homes and condominiums since incorporation in 1988. Gary has been active in the home building industry both locally and nationally and has served as president at both levels. He served as president of the St. John’s board of trade and is active in the volunteer community. Gary entered real estate sales 13 years ago. He first operated as Reardon Realty

Services Inc. before joining the Prudential franchise in 2005. He has served on the Newfoundland and Labrador Association of REALTORS® (NLAR) Ethics Committee. Roger Barbour will be managing Royal LePage Reardon Realty. Royal LePage Reardon Realty has a team of 12 sales representatives servicing the communities of St. John’s, Mount Pearl, Paradise, and the Avalon Peninsula. Gary, Roger and their team can be reached at: 67 Major’s Path St. John’s, NL A1C 5R6 Phone: 709-576-2000 • Fax: 709-579-4660 info@reardonrealty.ca www.reardonrealty.ca Please join us in welcoming Gary and Roger and wishing everyone at Royal LePage Reardon Realty much success. †

†Royal LePage is a trademark used under license.

Bosley Real Estate in Toronto recently offered CPR training to its agents. About 40 Realtors took the threehour course and are now ready to help any member of the public who may need their assistance as they work in the community.

Dawna Hamilton with Christian.

Val Knol, sales rep, and Louise Parker, franchisee of Exit Realty 1st Call, accept their award.

From left, celebrating Sutton Group – West Coast Realty’s fundraising for the B. C. Professional Fire Fighter’s Burn Fund, from left: Suzanne Carswell, Merrily Hackett, Shawn Cropley and Curtis Cottrell.

Royal LePage South Country Realtors and staff present a cheque to YWCA Haven House Board president Monica Cove, front right. In the front row, from left: Brent Oleksy and Teresa Lawrence.

REM JANUARY 2014 35

nominated to accept the award on behalf of the group. ■ ■ ■

The Cambridge office of Royal LePage Grand Valley Realty recently hosted its first event in support of the Royal LePage Shelter Foundation. At a Comedy Mystery Night, more than 130 guests enjoyed a three-course meal, silent auction and interactive murder mystery performance, raising $8,600 for Haven House, an emergency residential shelter for abused women and their children in Waterloo Region. The agents and staff also held a Comedy Mystery Night fundraiser for their local women’s shelter in May. ■ ■ ■

Volunteers from Century 21 Heritage Group in Bradford, Ont. helped out with the town’s Santa Claus Parade as creative, brightly lit floats moved along Holland Street in Bradford to the sounds of festive music. Manager Karon Langton and sales reps Martha Marton, Alexandra (Ali) Ryan, Marie Carothers and Ellen Walker handed out cups of Tim Hortons hot chocolate and chocolate chip cookies in front of their real estate office. ■ ■ ■

Coldwell Banker R.M.R. Real Estate’s 20th Charity Golf Tournament raised nearly $5,000 for the Boys and Girls Clubs of Kawartha Lakes and Durham Region. The annual event included a round of golf with 100 participants, followed by a putting contest and a steak dinner. The event was organized by Coldwell Banker volunteers with contributions from many sponsors. This year’s event brings the charity total raised in recent years to over $22,000. ■ ■ ■

Agents and staff from Royal LePage Prime Real Estate in Winnipeg recently gathered for a glow-in-the dark bowling experience in support of ending family violence. The Royal Roll ‘N’ Bowl for Shelter raised more $17,000 through lane sponsorships, a silent auction, a 50/50 draw and donations. The funds raised will be directed to Alpha House Project, a Winnipeg second stage shelter helping abused women and their children.

■ ■ ■

Volunteers from Re/Max Twin City Realty in Cambridge, Ont. recently collected more than 200 bedding and clothing items for Reaching Our Outdoor Friends (ROOF), an organization that provides safety and support for youth aged 12-25 who are experiencing or at risk of homelessness. The team collected 103 coats, 51 sweaters, 28 pairs of boots and 19 bedding items, along with other warm clothing. ■ ■ ■

The Royal LePage South Country Annual Royal Gala in Lethbridge, Alta. featured more than 400 items that were donated by community members and local businesses for a silent and live auction to benefit YWCA Harbour House. Committee members Teresa Lawrence (chair), Brent Oleksy (broker/owner), Manson Kelly and Kevin Gregus report that $48,813 was raised in support of their local shelter for abused women and children, bringing the 15-year total raised at this event to more than $500,000. ■ ■ ■

Dawna Hamilton, broker of record at Modern Living Realty in Manotick, Ont. recently teamed with a local Scotiabank branch to hold a fundraising barbecue and silent auction to support the Children’s Wish Foundation. The event raised more than $4,300, enough to send wish child Christian and his family to Disney World in Florida. ■ ■ ■

Royal LePage Patrimoine of Repentigny, Que. hosted a Casino Royale fundraising event in support of the Royal LePage Shelter Foundation recently. The evening raised just over $10,000, of which 100 per cent is directed to Regard En Elle, an emergency shelter for women and children experiencing violence. ■ ■ ■

The Realtors at Exit Realty 1st Call in Elmsdale, N.S. were recently recognized when they won the Community Booster of the Year Award for East Hants. The group’s fundraising efforts started seven years ago with the “Hey Hey Hey Help Fill the Continued on page 36

36 REM JANUARY 2014

Losing weight for the New Year By Dan St. Yves

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anuary 1, 2014 4:45 pm: Tonight just might be my first night in a long, long time without any sort of late-night snacking. I have determined that it’s high time I finally dropped a few pounds – to get back into my skinny jeans for the New Year. Made a bet with my neighbour that I will do this. He seemed deeply uninterested. However, I’ll have a good nutritious dinner, settle onto the sofa for the night and pass on the snacks! If I can just get through tonight… 7:15 pm: Jeez, this not snacking business is harder than I expected! Thank God I still have a leftover piece of apple pie for dessert to tide me over. My tummy sounds like I just swallowed a wolf cub and my concentration is so far off I can’t even seem to focus on the TV. During Hockey Night In Canada! I need me some sugar, stat! 8:25 pm: Drifted off for a few minutes on the recliner, had the strangest little dream. I was seeing a chorus line of bare-chested little pretzel characters, with sumptuous

Good Works Continued from page 35

Sleigh” event, which featured an antique sleigh parked at the grocery store inviting shoppers to contribute groceries. Over several years, the Realtors’ involvement in the community included decorating trucks and going door to door to gather tons of food to stock the local food bank shelves and holding “rockathons” for ailing friends. “We enjoy events like the ‘This Is How We Roll’ penny collecting for local schools sports teams, auctions and sponsoring local fundraisers like Communities in Bloom,” says Louise Parker, owner of Exit Realty 1st Call. The brokerage now has a second office

oversized granules of salt on each of their sweaty little arms…doing some sort of Riverdance. Maybe it was a line dance. Heck, it could have been the Bunny Hop…who freakin’ knows, but Holy Toledo, did they ever look delicious. 8:38 pm: Pizza Hut, Wendy’s, Tim Hortons! Are there no department stores that need to advertise at this time of night? I’m trying to be strong here! 9:07 pm: Surfing away from the major TV networks, I’ve stumbled onto a program on some nature channel – a documentary on the annual migration of elk in a remote northern stretch of Canada and the struggles they must overcome to reach their winter feeding grounds. I can’t help but wonder which style of gravy might best be suited to a nice plateful of elk roast. 9:41 pm: Rustled around a bit in the garage, I was pretty sure we had some leftover Pringles from one of our summer barbecues. No such luck. My wife reminds me that we only have about an hour before we go to bed anyway, and I just need a little more willpower. 10:04 pm: You know, that Pillsbury Doughboy isn’t in bad shape, considering his occupation. If I stayed in the kitchen all day just churning out apple turnovers, butter biscuits and freshly baked chocolate chip cookies…with in Truro, where sales reps also plan to get involved with charitable organizations. ■ ■ ■

Sales reps Jane Mooy and Jodi Allen of Royal LePage’s Johnston & Daniel Division, along with friend Tom Lowden, hosted Appies and Auction for Arise recently in Toronto. More than $6,500 was raised for YWCA Arise, a women’s shelter. Clients, friends and family members gathered for an evening of hors d’oeuvres and bidding on silent auction items. Agents and staff at the brokerage give commission donations for the shelter and hold a variety of fundraising events

candy sprinkles and…finely chopped walnut slivers…with maybe just a pinch of shaved coconut….a drizzle of chocolate… 10:05 pm: Couldn’t stand the pressure anymore. I ran out to the corner store, mercifully still open. Just as I load up with several supersized bags of potato chips and Twizzlers, I happen to spot my neighbour entering the convenience store. I holler out from behind the shelves to the girl at the till, asking her if these are the ripest tomatoes they have in stock. I drop my entire stash of goodies into the bread display and walk back out to the car, cheerfully waving at our neighbour. That’s when I spotted the PetroCan station and the light above my head clicked on – they’d have snack food in there! 10:14 pm: Back home, safe and sound. Next year we’ll start a little bit earlier with this healthy eating, dieting thing – at least give ourselves a fighting chance. For now, our microwave popcorn is ready to go! Let’s try this again in February. Humour columnist and author Dan St. Yves was licensed with Royal LePage Kelowna for 11 years. Check out his website at www.nonsenseandstuff.com, or contact him at danst.yves@hotmail.com. REM throughout the year. ■ ■ ■

The Re/Max Rockin All Stars made their debut to rave reviews during a Children’s Miracle Network fundraiser in New Westminster, B.C. recently. The band is comprised entirely of Re/Max agents with backgrounds as professional musicians. The crowd of more than 200 danced all evening to the high energy of the nine-piece horn-driven rock band. One attendee said the event had “10 agents from 10 offices and one great sound.” The evening raised more than $2,000 for the Children’s Hospital and set the groundwork for future events for the Realtor-led initiative. REM

REM JANUARY 2014 37

xit Realty Corp. International recently announced the recipients of several top awards in Canada for the most recent production year. The recipients were honoured at the company’s annual convention, held at the Gaylord National Resort and Convention Center in Washington, D.C., by Steve Morris, founder and chairman. Parise Cormier, franchisee of

Exit Realty Associates in Moncton, N.B. won the Broker/Owner of the Year Award for Canada. Philip Duplisea and David Sawler, franchisees of Exit Realty Advantage in Fredericton and Oromocto, N.B. won for Largest Grossing Single Office in Canada. Anne Squires, franchisee of Exit Realty on the Rock, based in St. John’s, Nfld. was the winner of Largest Grossing Office

Maggie Tessier, franchisee of Exit Realty Matrix in Embrun and Orleans, Ont. was the recipient of Exit’s all-around sales champion honours known as the Tri-Real-A-Thon Award.

(Multiple) in Canada. Maggie Tessier, franchisee of Exit Realty Matrix in Embrun and Orleans, Ont. was the recipient of Exit’s all-around sales champion honours known as the Tri-Real-AThon Award. Tessier also took home the awards for Top Grossing Sales in North America and the Top Listings Taken in North America. She was also the recipient of the Million Dollar Circle Designation Award, Platinum Sales Award and Double Diamond Award recognizing more than 2,000 cumulative sales transaction ends. Squires was also the winner of the Leader’s Leader Award, Million Dollar Circle Designation Award and Platinum Sales Award. Brian Smith of Exit Realty Advisors in Etobicoke, Ont. took home “Nasby’s Knuckles”, an award named after Bill Nasby, Exit’s vice-president of personal development, in recognition of achieving specialization in doorto-door canvassing. Exit is celebrating its 17th year in business and has now paid out over a quarter billion dollars in single-level residuals, the company says. It has pledged more than $2 million to Habitat to Humanity across the continent. REM

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Real Estate Technology Re/Max launches luxury property website Re/Max recently launched a new website to display luxury properties listed for sale. The site, theremaxcollection.ca, distinguishes luxury properties from other homes using yard signs featuring an onyx background and silver Re/Max logo. The stand-alone site focuses on simple “search functions, breathtaking photography and easy navigation,” the company says. Search tools include the ability to filter by square footage, lot size and proximity to waterfront. The program also provides Re/Max luxury specialists with exclusive training and marketing tools that allow them to deliver premier service to their clients.

RankMyAgent.com comes to Canada Last March, a controversial proposal to create an online Rate Your Realtor service was defeated at CREA’s Annual General Meeting. Now a new online portal is providing user-generated real estate agent reviews to Canadians. Through RankMyAgent.com, users are given the opportunity to review their current or past agent. They can rank their Realtors on a diverse range of agent strengths including experience, professionalism, neighbourhood and property knowledge, negotiation skills, communication skills and contact expectations. The company says these recommendations are extended through the real estate agent member’s customizable profile, which includes several innovative ways to engage clients and showcase success. Basic services are complimentary to licensed agents and include no referral fees, the company says. All leads are sent

directly to the agent. The company says advanced functionality, such as the ability to link an agent’s website and social media profiles to RankMyAgent.com greatly increases search engine rankings for agents. A review team monitors each evaluation. Any flagged reviews require user follow-up to ensure that the user did have an actual transaction and experience working with the agent. This ensures factual and unbiased reviews, the company says. Members are notified immediately of any reviews and are provided the opportunity to respond and interact. For more information: www.rankmyagent.com.

New site calculates closing costs A new website, ClosingCosts.ca allows homebuyers to accurately calculate their closing costs, compare quotes from home inspectors and real estate lawyers, and connect with the service providers directly. Using inputs from homebuyers – such as purchase price, postal code and square footage – the site pulls real-time quotes from home inspectors and real estate lawyers that are added to the land transfer tax and mortgage insurance fees associated with the purchase. The closing costs calculator also generates a calendar of when each closing cost may be incurred. ClosingCosts.ca is part of a portfolio of websites that includes RateHub.ca, which the company says gives Canadians full financial clarity on the home buying process. Similar to Closing.com in the U.S., ClosingCosts.ca is the first closing cost lead generation site to launch in Canada, the company says. It is currently a pilot project in the Greater Toronto Area and will be followed by a coun-

try-wide rollout, the company says.

Silanis e-signatures approved for Quebec forms Silanis Technology, a Montreal-based provider of e-signatures for North American businesses, recently announced that l’Organisme d’autoréglementation du courtage immobilier du Québec (OACIQ) has accredited Silanis’ electronic signature solution e-SignLive for use by real estate brokers in Quebec. Quebec brokers are now able to electronically sign mandatory and recommended real estate transaction forms offered through OACIQ, including among others, the promise to purchase, the brokerage contract, the declarations by the seller of the immovable form and the notice of disclosure documents. Brokers can e-sign these and other documents two different ways – either through Silanis’ online signing service e-SignLive or by capitalizing on an existing partnership between Silanis and Faltour, which has integrated Silanis’ e-signature solution with the Faltour Electronic Document Management (EDM) system. The integration of Silanis esignatures within Faltour’s electronic documents and records management software enables agencies and brokers to remain compliant with regulations for the maintenance, preservation and archiving of electronic records, the company says. By electronically signing OACIQ forms through Faltour, brokers can keep all electronic documentation digitally stored in a central location. For information: www.silanis.com/e-sign-products/e-signlive.

Cayman Islands developer offers Listing Tool Just imagine trying to put together a real estate deal on one of the sun soaked islands of the Caribbean... the only thing beautiful about the deal is the location, says Brent Bowlin of web development firm Netclues. “Most likely agents are dealContinued on page 39

REM JANUARY 2014 39

What’s

says commission earnings “have traditionally been a closely guarded secret in the real estate industry, as have many other factors relevant to understanding where the real estate market is at any moment in time.”

Dermot Buffini appointed CEO of Buffini & Company

New Realty commissions top $7.4 billion Licensed real estate practitioners involved in residential sales will earn a record $7.4 billion dollars in 2013 on the sale of over 400,000 resale homes by year’s end, says Ross Kay, a former Realtor and now a real estate consultant. “The average Canadian consumer lacks the understanding of just how important the resale homes sector is to the Canadian economy,” says Kay, founder and CEO, Ross Kay Realty Consultants. “We feel that by bringing key financial numbers to the attention of the public, greater awareness and examination in how the players in the resale housing sector operate will take place.” Audited commission earnings are part of an expanded RossKay.com website that keeps clients, industry professionals and the public informed on the national real estate market, says Kay. He

Buffini & Company has named Dermot Buffini as its chief executive officer. “In his new role, Buffini will provide strategic direction for the company’s revenue growth and global operations while leading a seasoned management team and 150 full-time staff members based out of the company’s Carlsbad, California headquarters,” the company says in a news release. Buffini served the organization for 10 years as senior vice-president of business development, developing new markets, corporate partnerships and many key initiatives, the company says. Prior to joining Buffini & Company, he owned and operated several businesses in the United Kingdom and Ireland. For information: www.buffiniandcompany.com. REM

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Real Estate Technology Continued from page 38

ing with buyers and sellers who are in other countries or islands or are just flat out too busy deep sea fishing or golfing on their vacations to be bogged down for days to put the deal together,” the company says in a news release. Netclues, based in the Cayman Island, also has roots in Malaysia, India and now Canada, the company says. The firm’s Listing Tool allows agents to upload property descriptions

and photos in real time directly from their smartphone. “Clients love it as it is immediately actionable and not a drawn-out process. The quicker the property is listed and live…. the greater the possibility of selling the property and making everyone happy,” the company says. The tool can be imbedded into existing personal and/or brokerage websites. For information, email realty@netclues.net. REM

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We are excited to announce that in June 2014, REM will celebrate its 25th anniversary with a special issue that recognizes the people and events that have shaped the real estate industry over the past 25 years, and look ahead to see what’s coming in the next quarter century.

If you are interested in being a part of this special anniversary issue, contact us today at advertising@remonline.com or give us a call: 416-425-3504 ext 1.

By Marty Douglas thought I would share some resolutions I haven’t come close to achieving – but they are so well intentioned, I hate to admit defeat. Feel free to nod your head if you have shared my pain. To lose weight. I quit smoking at age 40, succumbing to mental pressure from my mother. Thanks to her, I gained about 40 pounds and I wasn’t svelte to begin with. My snappy comeback to suggestions I try swimming is “if swimming is supposed to be good for you, explain whales!” Twenty-eight years later – pause while you do the math – I hover, to use a lighter than air expression out of context – at around 255. My doctor’s annual assessment is, “Well at least your weight is stable.” The resolve to lose weight resolution inevitably leads…. To exercise more. I usually get to the gym around three times a week for an hour of cardio and weight training. But after a couple of runs down the ski hill I’m a candidate for cardio but it’s an infarction, not a regimen. I think I do well for my age but could do better. Jim Rohn had me pegged when he said, “Eating seven apples on Saturday night instead of one a day isn’t going to get the job done.” To finish my bachelor’s degree. In the late ’60s, I came to my senses and realized I would enjoy university far more by taking courses I was interested in rather than following a curriculum towards a career I was yet to determine. So I stopped the fruitless quest to obtain a foreign language credit, having wasted the professors’ time through French, German, Spanish and – laugh out loud – Russian. Countless hours

Recycled New Years resolutions had been spent in the reference room of the library viewing calendars from universities across North America and around the world to no avail. In the ’60s, if you wanted an arts degree from the University of New Delhi, you had best know Sanskrit and English. As a result, I’m one credit course short of a BA. And it isn’t lost on me that my almost alma mater came to their senses and dropped the language credit requirement in the decades following my departure. Who knows – with a little more “je ne sais quoi” I could have been a teacher, now pensioned off with a closet full of Harris Tweed sports coats. To eat more healthily. But seriously – have you tried tofu? I’m told if I crossed over to a vegan diet I would miss bacon the most. And pork crackling. So, choosing to stay firmly in the meat department requires considering other aspects of my eating habits I could improve. So – no more peanut butter and mayonnaise on white bread. From now on, only on whole wheat. To reduce my alcohol intake. My first doctor – the one who would sit on the clinic steps with me and share a smoke – is long retired and still alive today. He told me a daily glass of wine was appropriate. He failed to limit the size of the glass so that’s an experiment in progress. I’ve also tried the same approach with martinis and so far have discovered that over-stuffed olives in a five-ounce glass confirm Archimedes Principle and prevent scurvy but fail to diminish the urge to get up and dance. To read books from the bibliography of a Nobel Prize winner. But damn it, there aren’t enough murders or steamy love scenes and I hate looking up words or pondering philosophy. Don’t get me wrong; I’m a feverish reader, usually two on the go at once. One self-help or general interest and a best seller or mystery genre. Lee Child, Stephen

Leather, Peter Robinson, Robert Crais, Michael Connelly and Stephen Hunter come with me on every holiday in my Kobo Reader. But then in the lit section of the weekend Globe and Mail I’m exhorted to read the latest offering from Alice Munro, Margaret Atwood, Michael Ondaatje or John Ralston Saul. (Don’t get me wrong, I think Alice is a fine writer and have been of that opinion ever since her lawyers wrote me a very pointed letter over a real estate purchase she attempted decades ago. I have received no correspondence from the other authors or their legal representatives and so have no opinion of their efforts.) To be a better writer. Or at least less delusional. Asked to rate myself, I think I’m a pretty adept writer. And then I came across one fragment of a sentence from columnist Tabatha Southey in the Grope and Flail, June 1, 2013: “. . . it explains almost every leftwing protest I’ve attended – the ones with lots of people and no good chants, where half the attendees think that the crowd should march to another location and the rest are still trying to get their candles lit.” Isn’t that a perfect summary of the left, written in a fluent and amusing style? Such craftsmanship appearing effortless reduces me to mechanic status. So there you are – 2014 resolutions in a reusable format. Recycling at its best. Help yourself. Contact Marty Douglas by email at mgdouglas247@gmail.com. Follow or connect with Marty on Twitter, LinkedIn and Facebook. He is a managing broker for Re/Max Ocean Pacific Realty in Comox and Courtenay, B.C. He is a past chair of the Real Estate Errors and Omissions Insurance Corporation of B.C., the Real Estate Council of B.C., the B.C. Real Estate Association and the Vancouver Island Real Estate Board. REM

REM JANUARY 2014 41

GREEN REAL ESTATE

By Elden Freeman

hese days we hear a lot about bucket lists, that mental catalogue of mustdo experiences or achievements we need to accomplish before we croak, so we can do so with the satisfaction of a life well lived. As we think about our bucket list or jot down resolutions for 2014, I’d like you to think about

ECOHOME NEWS

By Chris Chopik

hen you think of home energy efficiency there are three key influencers that affect performance and comfort: the building envelope, lighting and appliances and heating and cooling. Most homeowners aren’t interested in how their home is heated; they care first and foremost about their family’s comfort. Despite the advancement of building codes and builder best practices, home comfort is the bottom line that home buyers reference when describing their satisfaction. Modern radiant heating systems deliver health benefits, as well as efficiency and comfort benefits. Hydronic radiant systems distribute heat by water. This can be done with radiators, as is the case in older homes, or with architecturally integrated modern rads or in-floor heating systems. Radiant heating systems are

Put the planet on your bucket list taking the long view. Sure, learning Mandarin or running a marathon rank as decent pursuits, but I’d also like people to consider the shape of the world in which we live. Will it be a better place because of your efforts? Were you kind to the environment? Did you use your position to teach others about it? How about your children and grandchildren – did you pass on a sense of urgency and importance about befriending the earth? If environmental concerns have fallen low on your priority list or if you’ve been meaning to explore more eco options but never get to it, there’s no better time than now. Let’s begin the year with some easy suggestions for greening up your life. For your home: Do all your

laundry in cold water. According to Energy Star, nearly 90 per cent of the energy used by a washing machine goes to heating the water. Install a programmable thermostat to save up to $180 per year. These gadgets learn to heat up and cool down based on your needs. Cut down on the microwave popcorn. The bags are lined with perfluorooctanoic acid and that’s not good for anyone. Prepare the old-fashioned way or switch to chips. Introduce your family to Meatless Mondays. Reducing your meat consumption also reduces your risk of illnesses such as cancer and diabetes. It’s said that meat production is responsible for about 20 per cent of greenhouse gas emissions.

Buying a home with radiant heat more efficient because water is an ideal medium to distribute heat. When I teach, I often offer this comparison: If you bring an oven to 400 C and then turn off the heat, five minutes later you can put your hand in the oven. But take a boiling pot of water, remove it from the element and five minutes later it’s still too hot to touch. Water is a better medium for the retention of heat. In a cold winter we want to retain as much heat as possible. Our bodies regulate temperature with our feet and heads. When you experience radiant in-floor heating, it is just like wearing a warm pair of slippers. Homeowners who have radiant heating systems tell me that they are more comfortable. They also say that they are able to lower their thermostat because it takes less heat to regulate a room’s temperature. When our feet are warm our bodies are warm. With an estimated one-third of Canadian children suffering from asthma, it is not surprising that the demand for healthy homes is increasing. In my experience there is also a marketplace emerging of chemically sensitive home buyers. The buyers that I have worked

with who seek healthier housing options often define radiant heating as a high priority. Most indoor air quality issues stem from contaminants such as volatile organic compounds (present in many building materials, paints and solvents) and allergens such as dust, mould and pollen. Conventional forced-air systems can harbour and distribute these contaminants throughout the home. Often the housing stock in a neighbourhood does not offer radiant heating, but with the stacked benefits of comfort, efficiency and health I believe there is a growing consumer interest in radiant heat. Whether working with a buyer looking for a comfortable, healthy home or with a seller with a radiant heating system, there is a real opportunity for Realtors to help the home-owning marketplace understand that radiant heat delivers benefits that contribute to the quality of life and value of a home.

For your workplace: Scrap plastic foam or paper coffee cups and replace them with ceramic coffee mugs. They’re prettier, nicer to drink from and take less space in the landfill. Use 100-per-cent recycled paper for all your printing needs. While you’re at it, consider using repurposed or recycled materials for all of your office supplies. Power down all your plug-ins at the end of the day. Program computers so they go into sleep mode if untouched for 10 minutes. Use timers or motion sensors on lighting so you’re only using electricity as you need to. Power off printers, fax machines and computers to save on your energy bill. For your neighbourhood: Organize a community garage sale. This is a great way to get rid of unwanted but reusable items. You may even forge a friendship or two. Spearhead a community garden or urban forestry program. Many municipalities offer grants for various green programs. Check with your town or city. Hold a neighbourhood cleanup day. Get schools and community groups to participate. Cap it off with a barbecue and give prizes to those groups who gathered the most garbage. For your body: Learn more about the synthetic chemicals in your personal care products. Toothpaste, shampoo and deodorant all contain compounds that some say are carcinogenic or just irritating. Find out what parabens, talc and formaldehyde do and purchase products without them. Better yet, make your own. Green your diet. Try to buy

organic and local foods. Consider growing your own. Eat more veggies and less meat. Try cooking more from scratch and depending less on processed and pre-packaged foods. Move that body. You don’t need to join a gym or buy expensive fitness equipment. Go outside for a walk. Being active improves your physical shape and your mood and reduces stress. For your mind: Learn to meditate. Inner peace, self awareness, letting go of anger and fear, being kind to yourself and others – these are the benefits of going Zen. Forget your troubles, c’mon get happy. Try to focus on the roses and not the thorns. Be grateful for what you have. Appreciate loved ones and let them know it. Relax more. There are literally hundreds of ways you can green up your life. Start with baby steps and as you become comfortable with your eco-efforts you’ll want to add in more. Your willingness to embrace a green lifestyle will likely influence those around you and that’s a good thing. Remember, when it comes to the earth, the more advocates, the better. The National Association of Green Agents and Brokers (NAGAB) provides a Greenbroker and Greenagent certification program to Realtors across Canada. To get more information or to sign up for a course, visit www.nagab.org. Elden Freeman M.E.S., AGB, broker is the founder and executive director of the non-profit organization. 1-877524-9494; Email elden@nagab.org. REM

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Chris Chopik is the NAR Green Designation Trainer. He practices real estate with Toronto-based Sage Real Estate. http://chrischopik.com. REM

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42 REM JANUARY 2014

THE PUBLISHER’S PAGE

By Heino Molls

MARKETPLACE

ell here it is. We are starting our 25th year of publishing. This June we’ll roll out a special issue that I urge you to watch for as it will have some significant articles that you’ll enjoy reading to commemorate our anniversary. As for the rest of the year, we’ve all given a great deal of thought, debate and discussion on what could be done to celebrate this milestone year. We concluded the very best thing we could do is to continue to bring news to the real estate community that is valuable, reported objectively and cannot be found anywhere else. We will do everything we can to ensure the information you read here is accurate, relevant and important to this industry; your industry. It is worth reminding one and all that there are more than 100,000 real estate professionals across the country. Some would argue when all parties in the real estate sphere of influence are counted it is more than double that. It is huge. The physical area we cover is

25 years and counting vast. Canadian real estate stretches over an area that is farther in width than the distance across the Atlantic Ocean. Now that REM is available on the Internet through our newsletter and website, REM is read digitally each day by people all around the world. It is staggering to think how far REM reaches and who reads it. Yet we know that our true universe is small. We are one industry involved in one thing only and that is the transaction of property. And we know that our greatest achievement is winning over just one broker and one sales representative to continue reading our product. That single purpose encompasses our coverage of a huge array of services and products that range from franchising to marketing to advertising to home inspection to staging to commission advance services to property appraisals and all the elements of finance. It is REM’s job to make sure all of the information we can possibly find about this business is presented in the most complete, most objective and most understandable language possible. I can tell you that we will never accomplish it all. I will promise you that we will try our best. I can also promise you that we will do this better than anyone else. In every issue of REM you will always find news and

information that you cannot find anywhere else. In addition to this promise, we will also continue to carry columns and opinion pieces that are thought-provoking and challenging. We hope that we can generate conversation, debate and even argument that will help make this industry better. We know at the end of the day that the businesses we serve are communities of real people who we are genuinely interested in hearing. In the year ahead we will do what we did in all the years before. We will focus on you, the reader. We always want to hear from you and soon we’ll launch a formal reader survey that will give you a chance to win a great prize and tell us how we can serve you better. Our job is to keep you interested in getting the next issue we publish. If we provide the best information, and try to tell the truth….even if it hurts…then maybe, just maybe you will refer this issue or a particular article in this issue to a colleague or acquaintance. And if we can intrigue you enough to pick up the next issue and then the one after that, we win. And so do you. Heino Molls is publisher of REM. Email heino@remonline.com REM

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Trade Shows and Conferences For complete listings, visit www.remonline.com To add a listing to this calendar, email jim@remonline.com Agents of Change – CREB forecast conference and trade show Wednesday, Jan. 15 BMO Centre, Stampede Park, Calgary www.crebforecast.com

Century 21 Kickoff 2014, Awards Event and Trade Show Tuesday, March 4 Toronto Congress Centre, Toronto Carla Ty – supplier.expo@century21.ca

Re/Max KickStart Jan. 15 – 16 Metro Toronto Convention Centre, Toronto www.remaxKickStart2014.ca

Century 21 Kickoff 2014, Awards Event and Trade Show Wednesday, March 12 Hyatt Regency Montreal, Montreal Carla Ty – supplier.expo@century21.ca

Fraser Valley Real Estate Board Conference & Trade Show Wednesday, Jan. 29 Coast Hotel & Convention Centre Langley, B.C. www.fvreb.bc.ca Re/Max of Western Canada 31st Annual Conference Feb. 5-7 Vancouver Convention Centre Vancouver mdepaul@remax.net

Realtors Association of HamiltonBurlington Realtor Connections 2014 Trade Show Thursday, March 27 Hamilton Convention Centre Hamilton, Ont. Sheila Sferrazza – sheilas@rahb.ca New Brunswick Real Estate Association AGM & Conference April 2 – 3 Delta Hotel, Fredericton, N.B. esmith@nbrea.ca

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

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