June 2013

Issue #288

June 2013

Competition Bureau vs. TREB: What's next?

Canada Post Publications Mail Agreement No. 42218523 - Return undeliverable Canadian addresses to 2255B Queen St. E., #1178, Toronto ON M4E 1G3

Page 3

Holocaust survivor wants this story told Page 8

A 70-year-old’s iPad course for Realtors Page 34

The remarkable history of

Pemberton Holmes Page 14

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REM JUNE 2013 3

Competition Bureau appeals TREB decision T

he Competition Bureau has appealed a ruling by the Competition Tribunal that dismissed the bureau’s complaint against the Toronto Real Estate Board (TREB).

“The bureau believes that the tribunal’s ruling was based on an overly narrow interpretation of section 79 of the Competition Act – the ‘abuse of dominance’ provision,” says the Competition Bureau in a news release. “The tribunal ruled that TREB, as an incorporated trade association, does not compete with its own members in the real estate brokerage market and therefore cannot be found to have contravened the abuse of dominance provision,” says the bureau.

“Allowing the tribunal’s finding to stand could leave a significant loophole in the application of the Competition Act,” says interim commissioner of competition John Pecman in the release.

“While most trade associations comply with the Competition Act, we are concerned that, if the

tribunal’s decision is left to stand, trade associations may be tempted to develop rules aimed at preventing or eliminating potential new forms of competition.”

Pecman says: “We believe that the Competition Tribunal erred in dismissing our application and in not ruling on the facts of the case. It is our view that TREB’s anti-competitive behaviour continues to restrict potential homebuyers and sellers from taking advantage of a greater range of service and pricing options when making one of the most significant financial transactions of their lives.”

In the appeal, the bureau is asking that the court: • Set aside the order of the tribunal dismissing the application; • Order that the matter be returned to the tribunal “for a determination of the commissioner’s application in accordance with this court’s reasons; • “Set aside the tribunal’s order for costs and order that costs be determined by the tri-

“Allowing the tribunal’s finding to stand could leave a significant loophole in the application of the Competition Act,” says interim commissioner of competition John Pecman. bunal on its determination of the application; • “Order that TREB pay to the commissioner his costs of this appeal; and • “Grant such further and other relief to the commissioner as the court may deem just.”

In a statement, TREB responded: “As you can appreciate, the issue is once again before the courts, so it would be inappropriate and unproductive for TREB to comment on the appeal.”

TREB’s statement continues:

“The commissioner of competition is persisting in its efforts to erode the safeguards afforded by the MLS system. TREB will continue to work to protect the personal information entrusted to it and its members by the general public, while it strives always to do what it can to ensure a highly competitive environment for real estate professionals in the GTA.” Lawrence Dale, who was president of RealtySellers Real Estate at the time of the application and

was granted intervenor status at the tribunal, says: “TREB has moved forward recently in adopting VOWs and IDXs for listings.

Other boards have not been as quick or progressive and the final disposition of this matter should clear the Canadian landscape once and for all.”

Although ruling that the bureau failed to make its case under one section of the Competition Act, the Competition Tribunal stated in “an observation” that another section of the act “might give the commissioner a means to apply to the tribunal.”

The decision says: “We realize that the remedies are less extensive under section 90.1 but nevertheless the commissioner might be able to seek an order prohibiting the members of TREB’s Board of Directors (who are competitors) from enforcing the restrictions ….However, we note that this observation is not intended to suggest whether such an application in this case would succeed on the merits.” REM

Two Quebec boards return to CREA

By Danny Kucharsky wo Quebec real estate boards have decided to rejoin the CREA fold after quitting the national association at the beginning of the year.

The 178-member Chambre immobilière de la Mauricie, based in Trois-Rivières, and the 102-member Chambre immobilière de SaintHyacinthe rejoined CREA earlier this month after a four-month absence.

Lise Girardeau, general manager of the Mauricie board, says several of the issues that initially led the board to quit have now been addressed.

The board withdrew from CREA over concerns that Realtor.ca would be opened to For Sale by Owner properties, that there would be technology transfers of brokers’ contracts to outside companies and because membership dues

T

have increased several times in recent years, Girardeau says.

As well, some clients asked brokers, “Where are our properties?” because they couldn’t find them on Realtor.ca. “Despite the fact there has been lots of advertising for Centris.ca (Quebec’s online listing service), it will take some time before the public knows Centris as well as it knows Realtor.ca or MLS.ca,” she says.

Girardeau says Quebecers will eventually be as familiar with Centris as they are with the MLS service, and that many people who don’t know Centris reach it through Google searches. But there are some people who go directly to MLS and don’t search for other sites.

“We have to let time do its work,” Girardeau says. She adds that “Centris is certainly better known

today than it was a year ago and Realtor.ca didn’t always exist but is well known today.”

The Mauricie board has received assurances from CREA that For Sale by Owner properties will not be on Realtor.ca and that data will not be transmitted to outside companies.

As well, a dues credit to Quebec for advertising has helped reduce members’ individual dues by about 30 per cent.

At its last AGM, CREA approved a motion that Quebec members will continue to receive a dues credit for advertising for the next three years. The credit reflects the fact French-language TV and radio advertising promoting real estate in Quebec is no longer produced by CREA. It’s worth about $1.095 million in 2013.

All of these factors led members to decide to return to CREA, Girardeau says. “CREA is happy to see us back and we’re happy to be with them.”

Meanwhile, Pierre Tanguay, president of the Chambre immobilière de Saint-Hyacinthe, says the main reason his board decided to rejoin CREA is because the Greater Montreal Real Estate Board has maintained its CREA membership. Given the proximity of the Saint-Hyacinthe market to Montreal (about 50 km), not being a CREA member would be harmful to brokers. The Saint-Hyacinthe board felt the Montreal board would leave – which has not happened to date.

Comment could not be obtained from the Greater Montreal Real Estate Board by deadline.

Last year, the Montreal board decided to remain part of CREA until the national association finalizes proposals for how it will operate in the years to come. That decision was made despite a vote in which a plurality of Montreal members opted to leave CREA. Tanguay says the SaintHyacinthe board also left CREA initially because it felt it wasn’t getting enough services for the amount it paid and believed that Centris is doing a good job.

But the board rejoined CREA based on the assumption that CREA will accept recommendations made by the Quebec Federation of Real Estate Boards and the Montreal board on its future. These include an end to duplication of services and more à la carte services. REM

4 REM JUNE 2013

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

B

osley Real Estate of Toronto has opened a new office in Niagara-on-theLake, Ont. “Some months ago I was approached by Gord Gerrie and Doug Rempel, both of whom have many years in this industry and have been known to me since my days in organized real estate, to see whether I would have any interest in opening an office in Niagara-inthe-Lake where they both concentrate their efforts,” says company

president Tom Bosley. “They explained to me that they were finding an increased volume and interest in business between Toronto and Niagara and they wished to represent a company that had market share in the city…a company that held the same values and philosophy, had a proven record of stability, was full service and professional.

“Recognizing this as our 85th year in this profession (and my 45th), I thought why not.” After

of Wales Hotel. Bosley expects to have 12 to 15 sales reps at the new office. The official opening was held April 24 with about 90 invited residents taking part.

researching the market, Bosley says he realized “it is a great market, very community oriented and similar to that which our other four offices serve.”

The new office is at 233 King St., directly across from the Prince

Janet White, broker/owner of Full Circle Realty in Windsor, N.S. and her sales reps have joined the Royal LePage Atlantic team.

Royal LePage Atlantic’s 370 sales associates and administrative personnel serve clients throughout Atlantic Canada, with offices in Halifax, Dartmouth, Bedford, New Minas, Windsor, Moncton,

Sussex and Saint John.

“The Full Circle team has a great reputation for being knowledgeable, professional and passionate, and that was really attractive to us. They’ll make a good cultural fit for our organization,” says Ralph Stephen, owner and president of Royal LePage Atlantic.

Stacy deVries, manager of Valley Operations, is overseeing the Windsor location as well as the New Minas office.

■ ■ ■

HomeLife Realty Services plans to reinforce brand awareness and sustain the momentum of its Green & Gold Got It Sold campaign with a strategic mix of over 700 billboards, super boards and transit posters this year.

The company says it is also adding additional radio support in markets across Canada including Halifax and Dartmouth, N.S.; Barrie, Brampton, Burlington, Guelph, Hamilton, London, Oshawa, Ottawa, Toronto and Windsor in Ontario; and Regina, Saskatoon and Calgary.

■ ■ ■

Nichole Van Stone, left, with Seamus and Melissa of Resource Furniture.

At the official opening of the Bosley Real Estate office in Niagara-on-theLake, from left: Debbie Collett, office administrator; Lord Mayor (town of Niagara-on-the-Lake) Dave Eke; company president Tom Bosley; Gord Gerrie, manager; and Doug Rempel, senior sales associate.

Iqbal Bhangu and Nirmal Brar have opened the newest office in the Royal LePage franchise network. Their Brampton, Ont. office is operated under the name of Royal LePage Flower City Realty.

The owners say they plan to significantly increase their sales force by year’s end. As well as Brampton, Royal LePage Flower City will service Mississauga, Caledon, Toronto and Vaughan.

■ ■ ■

Stacy deVries

Sherry MacLeod

Royal LePage’s cake-eating contest.

Janet White

Ralph Stephen

Iqbal Bhangu

A Mississauga sales rep has been terminated by Re/Max for distributing a flyer that residents said included homophobic material.

Andrew Ciastek, formerly with Re/Max Realty One, used “poor judgment on his personal marketing,” says Christine Martysiewicz, Re/Max OntarioAtlantic Canada’s director for internal and public relations. “We assure the general public that his actions in no way reflect Re/Max or our associates. We’re offended by the insensitivity shown here just as much as the community is. We take pride in the diversity of our workforce and our clients,” Martysiewicz told Xtra.ca.

The Mississauga News says local resident Jon McDonald comNirmal Brar

Continued on page 6

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Continued from page 4

plained about the flyer to Re/Max, the Real Estate Council of Ontario and the Peel Regional Police Diversity Unit. The flyer included a story entitled Traditional Family is the Best for the Future of the Kids. It cited a study by a Texas University professor that says unemployment is three times higher among offspring of same-sex couples than those of heterosexual couples.

Xtra.ca says he has since backtracked on some of his conclusions.

“It just makes no sense whatever,” McDonald told the News. “On the inside is information about how to maintain your air conditioner, how to save money…The back (of the brochure) just seems so incongruous and offensive.”

■ ■ ■

Century 21 Canada and international TV outdoor designer Carson Arthur recently held an Open House Weekend Blitz across Canada, to help homeowners realize the impact of curb appeal on the value of their homes. The blitz offered landscaping tips by Arthur on social media to help consumers make informed upgrades to their

The Curb Appeal contest from Century 21 Canada.

outdoor spaces.

Due to an overwhelmingly positive consumer response, Century 21 then launched a Curb Appeal campaign to continue educating homeowners about the tangible value they can add to their homes.

Cover photo: JOHN YANYSHYN / VISIONS WEST

The Curb Appeal campaign has a contest component where the winner will receive a professional consult and landscaping blueprint from Arthur, helping them get the most value from their outdoor spaces. Consumers can enter online at century21.ca/ CurbAppeal until May 31.

■ ■ ■

Toronto real estate agent and condo specialist Nicole Van Stone recently celebrated her move to Re/Max Condos Plus by hosting a lively evening for clients, architects and developers looking to ring in the weekend with great music, conversation and cocktails. Resource Furniture provided the setting, with guests mingling among the vignettes of modern condo furniture solutions. “Nestled in the heart of the King East Design District amidst the cranes and new development, it was hard not to feel the buzz and excitement of this growing city,” says Van Stone.

■ ■ ■

As part of Royal LePage’s annual marketing campaign, and to mark the company’s 100th anniversary, the Royal LePage 100th Birthday Cake-Eating Challenge was launched on Facebook. The virtual birthday cake eating challenge and contest runs through to June 12.

Clients, friends and prospects are eligible to win six weekly prizes of $500 each and are entered to win a grand prize draw for $5,000.

Everyone who “likes” Royal LePage Canada’s Facebook page is invited to play the game.

■ ■ ■

Cape Breton Realty, with two locations in St. Peter’s and Port Hawkesbury, N.S., has joined the Aventure Realty Network. Sherry MacLeod, broker/owner, and a team of experienced sales reps offer brokerage services to Cape Breton Island and the North Eastern Shore of Nova Scotia. REM

Real Trends unveils 2012 broker rankings T

he 2012 Real Trends ranking of the largest 250 brokers in Canada is out, with few changes from last year’s list. Sutton Group – West Coast Realty in Vancouver, with 19 offices and 14,489 transaction “ends” retains top spot, with Re/Max Realtron Realty in Markham, Ont. in second spot and Royal LePage’s 16 corporately owned Toronto offices in third.

The list is compiled from figures provided by the brokerages and verified by Real Trends. Not all real estate brokerages participate in the ranking for competitive reasons.

Real Trends editor Travis Saxton says this year’s list is “our most complete ever,” but “although the report has grown once again this year, there remain companies not included in our list…We made every attempt to reach any and all firms that would qualify but know that there were still those that were not aware of this list and others that simply chose not to participate.”

The list includes 42 firms that had $1 billion or more in sales volume in 2012.

The single office with the most ends was Re/Max Real Estate (Central) in Calgary, with 5,185 ends. The office also had the most dollar volume.

Re/Max Kitimat Realty in Kitimat, B.C. had the most ends per agent. With only six sales reps, the office averaged 85 ends per agent. It also had the top sales volume per agent.

Publisher HEINO MOLLS email: heino@remonline.com

Editor in Chief JIM ADAIR email: jim@remonline.com

Director, Sales & Marketing DENNIS ROCK email: dennis@remonline.com

Distribution & Production MILA PURCELL distribution@remonline.com

Manager, French Edition MICHEL CHEVALIER michel@remenligne.com

Art Director LIZ MACKIN

Digital Media Manager WILLIAM MOLLS web@remonline.com

Graphic Design SHAWN KELLY Brand Design SANDRA GOODER

Re/Max Crest Realty in North Vancouver showed the largest increase in ends, growing from 3,794 ends in 2011 to 5,273 in 2012. Re/Max Real Estate in Edmonton scored the largest increase in dollar volume.

The brokerage with the high-

est average sales price was Re/Max Aboutowne Realty in Oakville, Ont. with an average price per end of $897,277.

The top 10 largest brokers in Canada, ranked by closed transaction ends for 2011, from the Real Trends Canadian 250:

1. Sutton Group - West Coast Realty, Vancouver 14,489 ends - 19 offices - 1,795 agents 2. Re/Max Realtron Realty, Markham, Ont. 9,867 ends - nine offices - 624 agents 3. Royal LePage Real Estate Services, Toronto 9,744 ends - 16 offices - 1,323 agents 4. Re/Max Real Estate, Edmonton 8,362 ends - 13 offices - 402 agents 5. Royal LePage Your Community Realty, Richmond Hill, Ont. 8,300 ends - 12 offices - 939 agents 6. Right At Home Realty, Toronto 7,568 ends - six offices - 2,287 agents 7. Re/Max Twin City Realty, Kitchener, Ont. 7,109 ends - seven offices - 447 agents 8. Re/Max Real Estate Centre, Cambridge, Ont. 7,079 ends - 12 offices - 438 agents 9. Royal LePage Team Realty & Royal LePage Gale Real Estate, Ottawa 7,051 ends - 22 offices - 514 agents 10. Royal LePage ProAlliance Realty, Belleville, Ont. 6,331 ends -16 offices - 358 agents For the complete list, visit http://www.realtrends.com/ products/rt250. REM

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

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

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Multiple Listings

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Leads, leads, leads – could you secure more listings and represent more buyers if getting interested prospects to meet with you wasn’t so difficult? The answer is obviously yes.

You know what UNCERTAINTY is like. Your family knows too. It is those many times you are at home and around them physically, but disappeared mentally and emotionally into brooding and worrying, wondering if and when all this will ever get any easier, thinking there must be a better way. It is those weeks when it seems the entire world has stopped, no phone calls come, no properties are shown, and the Estimated Time of Arrival of the next commission check is “your guess is as good as mine.” It is the constant pressure to “try” something new, to “test” different ads, to “work at” social media, to learn “just one more thing” – all revealing the absence of a reliable system. You know what UNCERTAINTY is like. However, what you may not know or even be able to believe is that all this uncertainty is NOT necessary.

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5/16/13 9:35 AM

8 REM JUNE 2013

Holocaust survivor wants this story told “This history is not very well known,” says Hamilton broker Bob Jugovic. “Whatever time I have left in my life I will devote to the truth about what happened to the Serbs, the Jews and the Roma Gypsies.”

By Kelly Putter

B

ob Jugovic’s fate as a successful Hamilton real estate broker might have been foretold centuries earlier thanks to the heroics of the medieval Serbian warrior he was named after.

The Jugovic name opened many doors for the 76-year-old Serbian immigrant and Holocaust survivor who started out in the Hamilton housing market in the late 1960s. As a Realtor, Jugovic served many post-war Slavic immigrants and their children when the city was still a thriving town known equally for its steel industry as for its ethnic diversity.

Starting his own brokerage in 1970 from his east-end house, Jugovic opened his realty office just two years later on Ottawa Street North, where his business would peak in the mid-1980s with 16 sales reps. Many of his clients were Serbian, Croatian, Macedonian,

Ukrainian or Slovenian.

His name is what drew them to him. Jugovic was named after Bosko Jugovic, the youngest of nine brothers who with their father died in the Battle of Kosovo in 1389.

Bosko Jugovic is revered in Serbia’s national memory because he carried the Serbian flag in the battle against the Ottomans, which resulted in the obliteration of the Serb army.

“The name Jugovic is like Lincoln in the U.S.,” says the now semi-retired Jugovic, who anglicized his name to Bob. “It helped with my career. That and the fact that I was hard working and honest, too.”

A former employee of Dofasco, Jugovic, who taught himself English by reading the newspaper on his work breaks, drew up a list of pros and cons as to whether he should quit one of the city’s most sought-after, good-paying jobs. His

list favoured the pros so he did the unthinkable and after three years of working for the steel mill, called it quits.

“People said, are you cuckoo?” says Jugovic, who has three sons and five grandchildren. “My wife wasn’t so crazy about the idea but I wanted to do something on my own. I wanted freedom.”

He built a business that still employs his eldest son, Stan Jugovic, a broker and appraiser.

Stan would win the debate over whether or not to sell his father’s company to a franchise, a move Jugovic has some regrets about not doing. While he thinks he would have enjoyed running a larger practice, the all-important Jugovic name would be lost as would the independence of running your own shop.

After years of keeping detailed notes of his memories of the war, Jugovic decided in 2000 that he

Shocker! Couples buy homes before wedding A

new study from Coldwell Banker Real Estate LLC says that about one in four married couples between the ages of 18 to 34 purchased their first home together before their wedding date, compared to 14 per cent of those ages 45 and older.

According to the U.S. online survey, 35 per cent of all married couples purchased their first home together by their second wedding anniversary, and 80 per cent of married homeowners who purchased their home while married said it did more to strengthen their relationship than any other purchase they made together.

“While life goals and expectations continue to weigh on

young couples, their views of homeownership are transcending their plans of marriage and starting a family, creating a direct effect on the patterns of buying a home altogether,” says Robi Ludwig, a psychotherapist and Coldwell Banker Real Estate LLC lifestyle correspondent.

“What we’re seeing is that young couples are switching up the order and purchasing their first home regardless of whether or not they have set a wedding date. This is a huge movement within today’s culture. While younger generations may be focusing more on their career, and in turn waiting longer to get married and have children, they are not delaying their dream of homeownership.”

Some other survey highlights: • More than one in three married homeowners purchased their first home together by their second wedding anniversary.

• Only 16 per cent of married adults responding to the survey had not purchased a home together with their current spouse.

• 80 per cent said purchasing a home with their spouse did more to strengthen their relationship as a couple and family than any other purchase they have made together.

• Over one-third of married homeowners (35 per cent) wish they had taken the plunge (into homeownership) sooner than they actually did. REM

would begin winding down his business and devote his time to writing his life story. His memoir, My Journey through the Jasenovac Death Camp was self published in Serbian. In April, Jugovic headed to his hometown in what is now Bosnia-Herzegovina to work on translating his story into English.

The book honours the memory of his father, brother and two uncles who were killed in an extermination camp during the Second World War. Jasenovac is considered the most notorious death camp in Croatia and one of the biggest in all of Europe. It is known for practices that were considered savagely cruel and brutal as well as a high number of deaths.

The Yugoslav government did its best to suppress accounts of the Holocaust, says Jugovic. The Communist government tried to keep the deaths of over 1.5 million Serbs, Jews and Roma peoples a secret from the general population.

“This history is not very well known,” says Jugovic. “Whatever time I have left in my life I will devote to the truth about what happened to the Serbs, the Jews and the Roma Gypsies.”

Jugovic is also hoping to fund a Holocaust memorial site in his homeland for the Serbian war victims, especially the 110,000 children who perished.

His father Stevo is remembered at the United States Holocaust Museum in Washington, D.C. He was a Serbian farmer and land owner who worked in the United States during the 1920s and returned to Serbia a wealthy man.

In 1941, the Jugovic family, along with other Serbian Orthodox, Jews and Roma Gypsies were taken to a concentration camp run by Croatian fascists.

Just six at the outbreak of the Second World War, Jugovic still recalls his family’s journey across the Una River, the physical frontier between Croatia and Bosnia, and into the Nazi labour camp. His father, brother and two uncles were relocated to a death camp in neighbouring Serbia and were never

Bob Jugovic

heard from again. Several weeks later, his mother was granted leave from the camp and returned with him to their native village. His younger sister was adopted by a Croatian family in the interim, while his father and older brother were believed to be gassed or starved to death at the German-run Sajmiste concentration camp in Zemun.

Jugovic’s own survival is marked by guilt, gratitude and wonder. He vividly remembers being hidden under his mother’s skirt as all of the other male children were being rounded up onto a cattle car for transport to Jasenovac. He recalls as a child seeing other children’s bloodied handprints on a church wall and long graves freshly dug in the grounds outside. He also witnessed the burning of his village and the destruction of his school and church.

A self-made man who speaks French, Spanish and several Slavic languages and is currently learning Italian, Jugovic prides himself on his intelligence, his thirst for knowledge and his drive to succeed. And though he lost his father at a too-young age, Jugovic believes it was thanks to his father that he got into real estate because he inherited his understanding and appreciation for owning land.

And despite the torment and atrocities he witnessed and endured in his youth, Jugovic is not bitter.

“I suffered so much but my life was good,” he says. “I made it. I came from hard-working peasant farmers and I’ve done well and now it’s my time to give back.” REM

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h dear! My opinion on the Rate Your Realtor defeat at CREA’s recent AGM at last count had drawn 43 responses from REM readers. They are still available, in turmoil, arguing among themselves in the dusty online archives at remonline.com.

It’s all there – a call for the people to rally (Les Mis anyone?) and follow the tenets of democracy, Simonphobia (fear of American Idol,) the threat of licensed sex offenders (referring to licensees who are sex offenders), copyright infringement – everything short of armed insurrection. To be clear, there’s a lot of talk about insurrection, just no discernible weapons.

What I’m suggesting is that it is no different than any lively real estate board meeting over a contentious issue. So we’ll move on.

Except as some wag once said, “There’s no such thing as a horse so dead it doesn’t have one good flog left in it.� Probably the same sage who said, “If a thirsty horse refuses to drink – shoot him!� Then there’s Prince Phillip who said, “If it isn’t flatulent and doesn’t eat hay, she ain’t interested.� He was speaking, of course, of his daughter Princess Anne.

But I digress. As usual.

The final adage goes to Richard Mendenhall, a past president of NAR. “When you find yourself on a dead horse, the best thing you can do is dismount – not form another task force to change the form or lower the standards.�

Let me just say in my opinion there are enough “rating models� out there, many for decades, that have pioneered the process and discovered all the problems associated with getting the most reliable results. CREA was not going to develop a new theory of evolution or pronounce on the curvature of the earth. Negative comments would definitely make it to the published result.

The last word on Rate Your Realtor Google is related to a site called www.homelight.com. If you own your place of business on Google you can direct clients and have them endorse you.

As they do in Trip Advisor. I look at Trip Advisor before every holiday and frequently when trying a restaurant that is new to me.

From time to time there are negative comments, not because I go to bad places, but because these resorts and restaurants and hotels rely on human beings for their customers. The unreasonable com-

As a 43-year veteran, I’ve seen a lot of once-pilloried ideas return to favour. plaints are self-evident. The alerts are valuable.

Consider these excerpts from one week of Trip Advisor reviews.

What conclusions would you draw?

1. The rooms are dated, the beds aren’t very comfortable and there is a lot to be desired from housekeeping. I am not sure if they changed the sheets at all and the mini bar is not refilled as advertised.

2. This resort hotel is set in an eco-village of jungle featuring various mammals and birds. What a joy to look over your balcony and see an iguana staring up at you or watching a tree monkey swinging past.

3. Many thanks to the management and staff for making our holiday and wedding anniversary a memorable one. Everyone is so helpful and friendly. The rooms are clean and comfortable; the food is always delicious and well presented. The beach is beautiful and

plenty of sun loungers, with lots of activities.

4. Wow! I can’t say one bad thing about it. Our experience was great. Staff couldn’t have been nicer, food was varied, plentiful and great, pools and beach were clean and safe, entertainment was offered day and night, our rooms were spotless, well stocked and nice and cool.

You would probably avoid resort #1 and gravitate to one of the remaining, probably with 3# and #4 getting the bulk of the votes. One small problem. Same Realtor, er, that is, same resort.

And as I said the reviews were written in the same week in April of 2013. And when more recent reviews are written, they take priority and the bad review will slip over the edge.

Manipulation of reviews? If you mean would I encourage clients to review me if they had a good experience and communicate with me or my broker if otherwise – of course! But that’s just me.

In the meantime, I’m not going to worry about the issue.

Opinions, yes, anxiety, no. As a 43-year veteran, I’ve seen a lot of once-pilloried ideas return to favour. Mark Twain had an observation that gives me comfort. “When I was a boy of 14 my father was so ignorant I could hardly stand to have the old man around.

But when I got to be 21, I was astonished by how much he’d learned in seven years.�

Perhaps in the fullness of time you will come to your senses.

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

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

REM

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Trademarks are owned or controlled by The Canadian Real Estate Association (CREA) and identify real estate professionals who are members of CREA (REALTOR®) and/or the quality of services they provide (MLS®).

12 REM JUNE 2013

LEGAL ISSUES

By Donald H. Lapowich

A

complaint was brought against a real estate broker under the rules of professional ethics in Quebec. The broker had signed an Agreement of Purchase and Sale to buy the property himself. There was a counter proposal that had been accepted by both the vendors and the purchaser. The agent then threatened to back out of the deal unless the vendors reduced the selling price.

The committee found that by refusing to purchase under the agreed purchase agreement, the broker had sought to influence the price and cause significant prejudice to the vendors.

The vendors, having been caught off guard, were forced to agree to the price reduction.

The broker was found guilty of breaching the rule that “a member shall not participate in any act… in real estate which may cause prejudice to the public or the profession.”

The broker’s license was suspended for 90 days and a fine was imposed. Appeals right up to the Supreme Court of Canada were dismissed because there were no errors in the committees’ findings of facts, which were reasonable.

The committee was open to find that the broker’s acts adversely affected the broker profession.

■ ■ ■

As repeated a number of times in our articles, for a professional to be liable, he “must cause” the damage for which the client seeks indemnification.

In an Ontario case, the plaintiff decided to invest in second mortgages. The plaintiff renewed the investments several times and even increased the investment to the borrower after obtaining independent legal advice.

The borrower (mortgagors) went into receivership, their prop-

Ethics appeals dismissed erty was sold and the second mortgagee lost its investment. The second mortgagee then brought an action against the accountant, lawyer and their firms for damages for “breach of fiduciary duty”. The defendant lawyer who performed the legal work on the mortgage failed to disclose that he had a personal interest in the mortgagor corporations (the borrowers).

However, the court determined that there was no genuine issue requiring a trial. The reasons were: a) The second mortgagee’s losses were not “caused” by any alleged breach of fiduciary duty by the lawyer (non-disclosure); b) The second mortgagee did not rely on the lawyer because it had independent legal advice when it extended and increased the mortgages; c) The investment losses were

The broker was found guilty of breaching the rule that “a member shall not participate in any act… in real estate which may cause prejudice to the public or the profession.” caused by the fact the investments were made in second mortgages on properties for which values did not provide adequate security for the second mortgage investments.

In other words, the court said the second mortgagee lender would have suffered a loss in any event by reason of investments in second mortgage investments.

(Kubas v. Misir, 2012 ONSC 4683) 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

159reasons why

is number one.

Once again, an independent, unbiased third party has recognized RE/MAX as the commanding presence in Canadian Real Estate. Real Trends, the leader in performance ranking for residential brokerages, has identified 159 RE/MAX brokerages in this year’s Top 250 report. It’s more undeniable proof that RE/MAX has the most productive agents in Canada. And proof that those who choose RE/MAX, move up.

We didn’t just make the list, We dominated it!

Canadian Top 250 Real Estate Brokerages ranked by closed transactions*

159

25

Royal LePage

20

Coldwell Banker

11

Keller Williams

9 Century 21

7 Exit

4

Sutton Group

*Real Trends Canadian Top 250 Real Estate Brokerages Report based on 2012 closed residential transactions. Real Trends is an unbiased, independent third party.

14 REM JUNE 2013

The remarkable history of Pemberton Holmes

One of North America’s oldest real estate firms, now celebrating its 125th anniversary, has donated its historical records to the Royal British Columbia Museum. By Jean Sorensen

R

eal estate brokers do more than simply sell property; their transactions are a legacy of social and economic change that shape any area or city.

Commemorating its 125th anniversary in business, Victoria’s Pemberton Holmes Real Estate recently turned over its historical records detailing the growth and development of B.C.’s capital city to the Royal British Columbia Museum.

“They were very happy to receive them,” says Michael Holmes, the brokerage’s fifthgeneration president. Holmes says many of Victoria’s old business records have not survived over the years and there are “surprisingly few records from that long ago.

“Commerce is what has caused the growth of Vancouver Island and the records are able to shed some light on how it happened,” he says. It will also explain to future generations why streets, parks and even a B.C. town bear the Pemberton name.

“I believe we are one of the oldest real estate companies in North America – certainly the oldest family-owned real estate company,” Holmes says. The company also has one of the oldest telephone numbers, which started as 8124. As the city grew, more digits were added until today it is (250) 384-8124.

The story of Pemberton Holmes can be traced back to 1850, when the British Home Office, which oversaw Britain’s colonies, suggested the Hudson Bay Company in Victoria set out a plan for the colony’s development and growth. It needed a surveyor and 29-year-old Britain Joseph Despard Pemberton responded to the notice. He set off on a four-month journey to Victoria, traveling by mail steamer and, for part of the route, by canoe to arrive in the colony in early summer 1851.

The colony’s population was 150. Pemberton was appointed colonial surveyor for the Colony of Vancouver Island, later becoming the surveyor general for the province’s colonies in 1859.

The work he performed included laying out Victoria’s town site (plus the current Legislative Buildings), surveying land from Sooke to Nanaimo and providing a detailed analysis of South Island topography and natural resources.

He later became a member of the first Legislative Assembly.

Pemberton saw the potential for growth, as did many early pioneers. “He bought up a lot of land throughout B.C. and started an agency to buy and sell land,” says Holmes. The town of Pemberton, near Whistler, is named for the early surveyor.

In 1887 Joseph Pemberton, along with eldest son Frederick (Fred) Bernard Pemberton operated Pemberton & Son - Engineers, Surveyors, and Real Estate Agents out of the family home, focusing mainly on surveying and engineering. But, a year later, the agency moved to Fort Street on the southwest corner at Broad Street, where Joseph had a building to stable his horses.

It became a natural extension to move into the mortgage business, serving as a land broker, and eventually providing insurance, arranging an agreement in 1893 with Sun Insurance Co. By this time, Joseph was in his early 70s and had spent nearly five decades shaping the development of B.C. A year later, he would die from a heart attack, leaving the business he had built to his 28-year son Fred.

Fred would guide it through the First World War and into the Great Depression. Under his direction he grew the business, establishing an office in Vancouver (later sold as a

separate entity). But his legacy went beyond the business world.

He is credited with beginning the process to preserve Cathedral Grove, a natural landmark of large first-growth timbers. He was renowned for his prizewinning Clydesdale horses and his internationally known gardens of roses (visited by the King of England in 1928) and Christmas holly.

Fred’s wife, Mary Ann Dupont Bell, was involved with developing the local hospital and in 1896 directed funds from Joseph’s estate towards the Royal Jubilee Hospital for the construction of an operating theatre used for 30 years. It followed the guidelines of Joseph Lister (who visited the theatre) and advocated dedicated and sterilized operating rooms and instruments.

“It was built as a round structure because it was thought that germs could not gather in its corners,” says Holmes. The operating theatre still stands today but is no longer used for surgeries.

Social and economic success could not stop the great tragedy that the First World War brought Fred’s family. His two sons did not return from the battlefront, leaving the family with two daughters. Fred built a new office, the Yarrow Building, but there was no immediate successor.

When Major Henry Cuthbert Holmes, an Oxford graduate, married Fred’s oldest daughter Philippa Despard Pemberton upon returning from the war, he joined the company and later became president in 1921.

Eventually the company was re-branded Pemberton Holmes.

Henry became a strong voice for the capital and regional planning, advocating for green spaces and establishing a city university.

“Philippa was my grandmother,” says Holmes. Their

Mike Holmes, right, president of Pemberton Holmes, is also president and founding member of Canadian Rugby Foundation and he played rugby on Canada’s national team. His brother Richard operates Pemberton and Son, a commercial real estate company. (Photos by John Yanyshyn/Visions West Photography)

son Philip Despard Pemberton Holmes joined the firm in 1945, after serving in the RCAF in Europe and became the company president in 1965. A year later he took on the presidency of CREA and in 1975 served as world president of the International Real Estate Federation, the first Canadian to receive this honour.

During this time, the firm opened offices in Sidney and Ganges on Saltspring Island.

“Before my uncle died, he had sold the company to his nephew Phil Holmes and he sold it to me and my brothers (Richard and Peter),” says Holmes. Phil Holmes had joined the firm in 1983, became general manger in 1987 and president in 1988. He specialized in land management.

Michael, a lawyer, left a Victoria legal firm to take over the

company. Now Richard and Peter serve as “silent partners” with Richard operating Pemberton and Son, a commercial real estate company that restores and then rents out heritage structures. Peter is known for designing world-class equestrian jumping courses.

“My niece is now in the business and she is the sixth generation,” says Holmes. Nicole Lee is in charge of conveyances.

While the family ownership has changed over the years, so has the business.

“We have been through many changes and periods of growth and decline,” says Holmes. The mortgage portfolio was sold and property management became more of a focal point. The brokerage also moved to a set fee system for agents.

continued on page 16

16 REM June 2013

O P I N I O N

RECO vs. Helmut Klingel Ontario (RECO) that Helmut had intentionally withheld that information.

By Bill Johnston

I

t was October of 2007 and Helmut Klingel was a happy man. He double-ended a nice country property near Windsor, Ont. with a November closing.

Everyone knew that the septic system on the property was under repair, because it had been dug up when the deal was made. The buyer was a senior manager with a local construction company, so he understood the issue.

The seller undertook to do all necessary repairs by closing and a clause was inserted in the offer that stated: “The Seller shall complete the repair of the septic system prior to completion of this transaction.”

The seller thought he had repaired the septic system, but after closing it was discovered that a new system was required.

Like a good professional, Helmut met with the clients to resolve the matter and the seller paid for a new system to the tune of about $25,000. At that point, things started to turn sour for Helmut. The buyer thought that Helmut and the seller knew that the septic system needed not just repair but replacement before closing, and complained to the Real Estate Council of

RECO launched an investigation and charged Helmut with various offences, including fraudulently withholding information from the buyer and inserting a “vague” clause regarding the septic system in the agreement, to the detriment of the buyer and the seller. Helmut was shocked, because no one knew about the need for replacement of the septic system until after closing. The buyer simply was misinformed. Also, Helmut felt that the septic system repair clause was adequate to protect the interests of the buyer and the seller.

RECO disagreed and the matter dragged on for several years. In early 2012, Helmut and his broker contacted me to represent Helmut in the matter. Finally, a pre-hearing was scheduled for June 28, 2012. At the pre-hearing, the RECO lawyer and RECO’s head of discipline proposed a fine of $18,000 for Helmut’s allegedly fraudulent and unprofessional behaviour. This despite the fact that they had a letter from the seller and other documentation confirming that no one knew that the septic system needed replacement until after closing.

When I pointed this out to them, the RECO representatives had a private consultation and agreed to drop the allegation of fraud as long as Helmut agreed to a

Pemberton Holmes This system works better for both the brokerage and agent, says Holmes. Under the “old model” of a percentage of agent’s commission, it is becoming increasingly harder to survive, he says. It’s a change that has served the brokerage well. “In the last

15 years we have gone from 25 agents to 250 agents,” he says.

The same growth has been seen on the property management side.

The legislation and regulations that now apply to tenants are “becoming increasingly complex,” says Holmes, leading to more demand

$12,000 fine for the allegedly “vague” septic system repair clause in the offer! I was irate, and said that I thought they were trying to intimidate Helmut into paying the outrageous fine to avoid a hearing. We told them that we would “see them in court”.

The hearing was held on Nov. 6, 2012, fully five years after the deal was made. Through all of that time, Helmut had the spectre of false accusations hanging over his head. The seller and the buyer were called as witnesses by RECO. As is standard procedure, a panel of three sat as “judges”, two of whom are experienced real estate professionals. The panel found that RECO had provided no evidence to support its allegations against Helmut.

They concluded: “The registrar (RECO) simply failed to prove that the registrant, Helmut Klingel, had breached any of the sections of the Code of Ethics he was alleged to have breached…… There was simply no evidence presented at the hearing to support such allegations.”

awarded him the maximum amount of costs permitted by law, and in doing so stated: “… the panel has concluded that (RECO’s) conduct or course of conduct in this proceeding was ‘unreasonable’. In the panel’s view, given the lack of evidence to support the serious allegations made against Mr. Klingel, it is the panel’s determination that this matter should not have proceeded to a disciplinary hearing.” The panel went on to say that RECO “… had ample time… to realize that there was a lack of evidence against Mr. Klingel,” but still proceeded with its false accusations anyway.

Throughout this sordid affair I had the distinct impression that the RECO employees involved in the matter were less interested in finding the truth than they were in extracting a

large fine from Helmut. I hope I am wrong, but I have heard that other registrants may have fallen victim to the same tactics.

Also, while I have met several RECO employees who are bright and professional, I have also met several who appear to lack the competence that we as paying members of RECO have the right to expect. A reading of the panel’s entire reasons for their decision will demonstrate what I mean.

Helmut is back at work and feeling vindicated, but he has a lighter wallet and a much dimmer view of RECO and its employees than he had in 2007.

Bill Johnston is manager of the 276 Merton Branch of Bosley Real Estate in Toronto and a pastpresident of the Toronto Real Estate Board. REM

The panel went on to say: “…Mr. Klingel provided competent and conscientious service…. The panel also finds that at no time did Mr. Klingel act unprofessionally.” After five years of doubt, Helmut was completely exonerated.

The panel invited us to claim costs from RECO for pursuing the unwarranted charges against Helmut. The panel

Helmut Klingel and his dog Remy

(continued from page 14) for property management services.

Much of the ownership is offshore, making day-to-day management difficult for owners. “They have bought here and plan to retire here in the future,” he says.

Pemberton Holmes now has four offices in the Victoria area

and three other offices in Mill Bay, Duncan and Saltspring Island. While retirement resettlement has been a major boost to the Vancouver Island population, it has slowed since 2008, says Holmes. Victoria is emerging as a tech centre with

Microsoft recently opening an office. Service centres are emerging up-Island. “Vancouver Island is on a continuous growth pattern,” Holmes said.

The Pemberton Holmes records are in the provincial museum to prove it. REM

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18 REM JUNE 2013

Napoleon Hill AS I SEE IT FROM MY DESK

Setting

THE STANDARD! ®

By Stan Albert “There are no limitations to the mind, except those we acknowledge.” – Napoleon Hill.

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apoleon Hill’s book, Think and Grow Rich, has sold more than 15 million copies. It is probably the best-read how-to-do sales book ever written and it set a new standard for motivational thinking. It has been translated into dozens of languages world wide and is still on the shelves at most book stores.

I first read it about 1987 and have had a copy in my own library for years. It resurfaced recently when our managing director Shirley Porter decided to hold afternoon discussions with any of our sales team who were interested. We started out with just a few and it has expanded to more than 15. Our discussions entail what each chapter meant to us and why Hill recommended reading each chapter several times and making notes on goals and thoughts.

I pulled out my old copy of Hill’s book and looked at some of the notes I had written into it. As my colleagues shared their thoughts and ideas, the passion with which they shared their own feelings about each chapter had an immense impact on the entire group. Although we’ve read only 16 chapters, it has made me realize, once again, that Hill was decades ahead of his time.

Sure, the book reveals his “money making secrets”, but it is also roadmap – or in modern day

vernacular – your GPS of the future.

If you think clearly and carefully about who you are and what you want to achieve in life, nothing will stop you.

Many of us who have chosen to be managers, coaches and/or trainers have often echoed ideas from Hill’s book. Although it’s less than 300 pages long, it packs a lot of food for thought. The discussions we hold not only bring us together on an afternoon late in the week, but have created a bond among both new and experienced agents.

I haven’t become a millionaire yet, even after reading his book so many times, but there’s still hope for me. There have been times I might have been, but somehow that goal has eluded me!

But I do not measure my achievements in monetary goals alone. As my late parents taught me, the road to riches is not in what you have in the bank or how many properties you own or how many vacations you take to faraway places. It’s how people think of you. What kind of reputation do you have? Are you a fair and just person? Have you been community minded?

If you are, then indeed you have become rich. Hill asks, “Does your occupation inspire you with faith and hope?” I would have to say that after four decades at ours, I’ve never lost faith in human nature and have never ever lost hope that, regardless of the tides of the economy or new styles of brokerages, the use of other services will ever segue into the internet or other types of current media.

Thank you, Napoleon Hill, for coming back into my life so that I may share these thoughts with my readers today.

Hill’s book should be on every agent’s must-read list and every broker’s weekly meetings.

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

Stan is now celebrating his 43rd year as an active real estate professional.

REM

22 REM JUNE 2013

Random thoughts Considering how most bad accidents happen in the home, aren’t slippers an ill-advised product to wear around the house?

By Dan St. Yves

A

collection of short, snappy musings on real estate, motivation and other fleeting thoughts. Cue the rim shots!

Phrases you never want to hear in your new gated community: “I don’t care how long it takes, I will master these damned bagpipes...”

I’ve got my i-Phone, my i-Pod, and my i-Paperwork scattered all over my desk. It’s becoming a real i-Sore.

Darn! I accidentally bought a left-handed door. Can I get Mike Holmes to make it right?

Working on a new whistleblower policy for the office – so far, not allowed during sales meetings or when I’m on a phone call.

Vindictive, very angry heating vents: “The Grates Of Wrath”.

Mix-up over failed birthday party plans for Bob at the Hippie Village branch office yesterday.

What we had here was clearly a failure to commune with cake.

In my humble opinion, the most successful American presidential business networker was probably Abraham LinkedIn.

I wonder what Amish IT professionals do to fill their workday?

I was trying to read Don’t Sweat The Small Stuff last night, but my chair was too uncomfortable, and the lighting in the den is just terrible. Then I got a breeze on my neck from an open window, and our grandfather clock was ticking so loudly.…

There is a house in New Orleans, they call “The Rising Sun”. It is next door to a condo building named “The Shade”.

If I had a hammer, I probably would hammer in the evening. I don’t see myself as a hammer-inthe-morning kind of person.

Where there’s smoke, there’s fire. Where there’s fire, I’m typically running and screaming from a very unco-operative flaming pan of creme brûlée.

Nuts! Snapped my lawngrooming tool – does that qualify as rake-breaking news?

If you’re going through Hell, it might be time to upgrade your GPS software.

Cleaning my dryer lint trap after washing a feather duvet cover, it looked like I was exhuming a chicken! CSI: KFC People who probably don’t check their smartphones constantly while they’re working: bullfighters, ultimate fighters and trapeze artists.

We would all be living in really tall houses if the giant sequoia had been chosen for celebrating Christmas, instead of the pine.

OMG, I thought I had signed up for a sales and marketing course on Craigslist, but that’s clearly not what S&M stands for!

Jack Nicholson and Tom Cruise spotted arguing about renovating a house. Cruise insists on reshingling, but Jack blurts out, “You can’t handle the roof!”

I’m going to try cooking just one family meal this week without having to wonder where the BandAid on my finger went.

“The best part of waking up is Folgers in your cup.” Well, that and having actually woken up.

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

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24 REM JUNE 2013

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housands of Toronto Real Estate Board (TREB) members attended the annual RealtorQuest conference recently. The two-day gathering featured Canada’s largest real estate trade show with 250 exhibits displaying the latest real estaterelated tools and services spanning more than 280,000 square feet of space.

The show included Health Quest, a health and wellness fair offering a range of screenings such as hearing, lung capacity and gait assessments; an oxygen bar and complimentary massages. The continuing education component of the conference included 12 complimentary CE sessions in five categories: market information, technology, general interest, condominium and commercial real estate topics. TREB’s General Meeting featured a keynote address

by David Chilton, author of The Wealthy Barber. Chilton, the newest judge on CBC’s Dragon’s Den, offered advice on responsible financial management.

Members also received an overview of the association’s recent initiatives and upcoming services from TREB president Ann Hannah and associate CEO John DiMichele. CREA president Laura Leyser, Ontario Real Estate Association president Phil Dorner and Real Estate Council of Ontario registrar Joseph Richer were also on hand to offer updates from their organizations.

During the meeting members voted in favour of continuing participation in the Realtors Care Foundation’s Every Realtor campaign for the sixth consecutive year, authorizing TREB to make a contribution of $1 per member per month for a year to the foundation in support of shelter-related charities. This translates into a donation of more than $430,000. Realtors also donated proceeds from a silent auction to benefit the Ronald MacDonald House Foundation.

A number of members were recognized at the meeting with

awards. Past-president Bill Johnston received an Honourary Life Award, as did Anne Briscoe and Joe DeLeo. Javaid Ali Khan was honoured for outstanding community service. George Sachs and Dianne Speer received TREB’s David Rossi Committee Service Award. Peter Brady received the Commercial Division’s Annual Merit Award.

■ ■ ■

CREA has launched a new political engagement tool for Realtors. CREA says the Realtor Action Network (RAN) is the first of its kind for a grassroots lobby in Canada, calling it “a leading-edge technology solution for advocacy.”

An opt-in for all members of the association, it gives members the power to help shape and direct the focus of Realtor advocacy, CREA says.

“We know it’s critical for our members to have the inside track and learn about potential political decisions that impact their business,” says Laura Leyser, CREA president. “Participating in the network will allow Realtors to effectively adapt their business to upcoming changes and help their clients understand how new regulations or legislation will affect them.”

For information, visit www.realtorsactionnetwork.ca, or via RealtorLink.

■ ■ ■

After a successful Global Summit in Honolulu, Hawaii recently, the Asian Real Estate Association of America (AREAA) Vancouver Chapter is gearing up for its Vancouver Summit on July 16.

AREAA president Tina Mak and vice-president Ian MacLeod both presented at the Global Summit. “It was a very successful event with participants from the U.S., Canada, Asia and Europe with over 13 countries represented,” says MacLeod. “Presentations included dealing with internation-

al real estate business opportunities, luxury real estate platforms, technology trends and applications. There were many networking events, luncheons, dinners and functions to meet like-minded professionals.”

The Vancouver Summit on July 16 is part of a U.S./Canada AREAA trade mission from July 15-17. It will attract professionals in the real estate and related sector to discuss opportunities between Asia and North America as well as between Canada and the U.S., says MacLeod. “For example many Canadians have been buying real estate in the U.S. over the years and we are going to discuss this trend. As a result, potential developers from states that are popular to Canadians will be there. We also have several government officials and dignitaries coming from international countries including consular generals.”

■ ■ ■

In recognition of its efforts to advance federal Realtor issues, the Durham Region Association of Realtors (DRAR) received the Outstanding PAC Team Award.

CREA presents this award annually to real estate associations across Canada for their outstanding contributions to CREA’s federal affairs initiatives.

The committee is lead by chair Debbie Dawson and “made possible by the exceptional support of DRAR staff liaison Cathie Ketcheson,” says DRAR. ■ ■ ■

The CCIM Central Canada Chapter recently was honoured with the CCIM Chapter of Excellence Award, presented at a recent conference of the CCIM Institute in Chicago.

CCIM (Certified Commercial Investment Member) is a designation that denotes a recognized expert in the commercial and investment real estate industry, part of a global commercial real estate network with members across North America and in more than 30 countries. Eavan Travers was the 2012 chair of the chapter and Greg Harris is its 2013 chair.

Both are members of the London and St. Thomas Association of Realtors.

■ ■ ■

In a recent Ipsos Reid opinion poll, 58 per cent of British

REM JUNE 2013 25

Columbians agreed that the Property Transfer Tax (PTT) places an unfair tax burden on home buyers relative to other segments of the population. Twentynine per cent disagreed and 13 per cent had no opinion on the issue.

The poll also found that 51 per cent of residents believe the provincial government should adjust the way the PTT is calculated to reflect price changes in the housing market over time. Of the 854 respondents, 26 per cent did not believe the PTT should be adjusted to reflect inflationary trends in the housing market and 23 per cent had no opinion.

Ipsos Reid conducted the poll on behalf of the Real Estate Board of Greater Vancouver (REBGV).

During the recent B.C. election, the REBGV launched a campaign to increase voter awareness of the need for government to reduce the PTT. ■ ■ ■

A special presentation was made to Betty Doré, executive vice-president of the London and St. Thomas Association of Realtors recently. It took place at the association’s Annual General Meeting in recognition of her 35 years of service to LSTAR. LSTAR Bonspiel Committee chair Glen Gordon was on hand to present Mission Services of London’s director of fundraising, Erika Ronson, with a cheque for $13,180. The total raised by LSTAR for Mission Services since 1992 stands at $283,686.

Andrew Wilkie, chair of the association’s Christmas Gala

Committee, presented $20,562 raised by last year’s gala to Unity Project president Silvia Langer and general manager Chuck Lazenby.

To date, including Realtors Care Grants, LSTAR has donated $106,671 to the Unity Project.

■ ■ ■

The British Columbia Real Estate Association (BCREA) recently published its Floodplain Maps Action Plan following its multi-stakeholder workshop on floodplain maps. With 69 per cent of existing floodplain maps available online from the provincial government being 20- to 25-yearsold, outdated floodplain maps compromise the ability of decision makers to effectively assess and manage flood risks, says BCREA, putting communities in jeopardy.

“Flooding poses catastrophic risks to B.C.’s economic vitality, safety, environment, property owners and communities, so flood protection is an important issue for the association,” says BCREA CEO Robert Laing. “By working with other stakeholders, we wanted to generate consensus around key actions to update existing floodplain maps and keep them current.”

Nearly 70 decision makers and practitioners involved with flood management, land use and emergency management attended the March 8 workshop in Vancouver.

■ ■ ■

The Association of Saskatchewan Realtors (ASR) awarded grants to six community organizations last week as part of its

ongoing Quality of Life in Saskatchewan initiative.

The organizations were selected from 26 applications from across Saskatchewan and each was awarded a grant of $5,000 to continue the work they do in their communities. From six different regions, the recipients are: Battlefords –Boys & Girls Club; Moose Jaw – Women’s Transition House; Prince Albert – Self Help and Recreation and Education; Regina – Dress for Success; Saskatoon – Children’s Hospital Foundation; and Yorkton – Habitat for Humanity.

The recipients were chosen based on the quality of their application and how well their projects met Quality of Life principles.

Cynthia Lai presents the 2012 Commercial Division Annual Merit Award to Peter Brady of Trophy Property Corp.

REM

TREB president Ann Hannah presents past-president Bill Johnston with an Honourary Life Award.

David Rossi Committee Service Award recipients George Sachs and Dianne Speer with Ann Hannah.

TREB Honourary Life Award recipients Anne Briscoe and Joe DeLeo with Ann Hannah.

Right: Enjoying the Hawaii AREAA Summit, from left: Christophe Choo, Coldwell Banker Previews Beverly Hills; Tanya Reu, VP, Realogy Corp., New York; Tina Mak, Coldwell Banker Westburn and Vancouver AREAA Chapter president; Jim Park, president of AREAA, New York; David Tran, Century 21 Landmark Network, Sacramento, Ca.; and Kathy Chan, a Vancouver business person.

26 REM JUNE 2013

Take advantage of real estate trends

By Christine Rae

By Christine Rae “A good hockey player plays where the puck is; a great hockey player plays where the puck is going to be.” – Wayne Gretzky

S

o what does trend mean? It is defined in the dictionary as a general tendency, movement or direction that is an indicator of prevailing styles for fashion, lifestyles, products and services.

Being able to predict trends, and then manage your business based on projected trends that affect your industry, ensures you are always where the business is going to be – ahead of the curve, leading edge, early adopter, trend setter and certainly not a follower. That is

what makes good businesses great.

A good home stager knows where the furniture goes but a great stager knows why and who will be using the furniture – the target buyer. They know how trends affect how people feel and are able to translate that feeling to their staging projects.

Learning demographics and then interpreting how the target buyer will live in the home is what will keep you where the puck is going. Understanding and knowing how sustainability and energy efficiency affects your business and your client’s bottom line, for example, is a leading edge.

The eco-green trend affects every facet of life now. A stager who knows how to interpret that and provide solid statistics for you to use in your marketing is key.

They must understand the impact of the $500-billion green home industry. It will have a major impact on the way real estate is sold. The stager must know how to

discuss the fact that energy costs are projected to rise 50 per cent by 2015 and help the home seller understand that energy efficiency affects not just the saleability of this property but the ability of the buyer to afford the costs of home ownership.

Ninety-two per cent of buyers in a recent survey said energy efficiencies are important to them, so knowing how to conduct an ecoassessment in support of selling a property is a differentiator for you.

A recent survey by HomeGain said that in the opinion of real estate agents, green staging brings 199 per cent return on investment.

One of the simplest improvements is the planting of trees. You could plant a tree for every sale, making a difference in your community.

McKinsey & Co, a management consulting firm, found that energy use in the U.S. could be cut by 23 per cent by 2020 by implementing simple energy efficiency

Build A Solid Reputation

measures. While homeowners can take low-cost steps to make the inside of their homes better insulated, the landscape isn’t often seen as a part of the problem… or the solution. Basic green technologies like smart tree placement as well as green roofs and walls can be used to dramatically reduce energy usage inside homes. If placed strategically, trees can reduce summertime cooling energy needs by seven to 47 per cent and wintertime heating needs by two to eight per cent.

Through their leaves, trees also provide evaporative cooling, which increases air humidity. Trees also increase property value. They have positive cognitive effects and may even help improve moods.

Make spring the start of a new way of doing your business. Provide high service levels, don’t leave people waiting for a response, provide information before they find it themselves and up the ante with exceptional service levels.

Have experts on your team and maintain high standards – people will always favour high end services if they understand the value they are buying. Regardless of the clamour for “cheap pricing”, the rise in middle-class wealth has put upward pressure for premium goods and services. They want quick status fixes from luxury items.

Don’t lower your commission, put your thinking cap on and brainstorm how trends will affect your market – then lead where others will follow. Make it happen!

Christine Rae is founder and president of the CSP International Business Training Academy. She is well-known for her work in the real estate staging industry, author of Home Staging for Dummies, a small business growth expert, international speaker, trainer and developer of EcoStaging and recipient of the first lifetime achievement award from the Real Estate Staging Association. www.stagingtraining.com REM

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Call REIC for program requirements or for an individual assessment.

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28 REM JUNE 2013

Make the kiosk work for you

By Carl Walwyn

R

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business, I am nothing more (or less) than a Walmart greeter. Even if I am an AMG-Mercedes-driving-greeter, I am still a greeter.

We basically have the same job.

Get over yourself and start helping people . . . sincerely. Push a cart, give an older customer your seat.

No, she isn’t going to buy…. ever….but still help her because it’s the right thing to do.

5. Don’t forget the “little people”. I know the name of every greeter and every cashier on my shift. They are invaluable for recommending me to clients. I give each a few cards as I walk in, just in case someone asks for directions to the kiosk. They are often hilarious once you get to know them.

6. Everyone is a lead. Last year I sold a condo to a client that I had met at a kiosk 18 years ago.

Enough said!

7. Piggy back on the millions of research dollars already spent.

Walmart does everything for a reason. Be curious and ask questions.

Why did they choose THAT

50

MO SU NT SA PE HL VE R YS R PE CIA L

ecently I was offered the opportunity to work at a kiosk project in a Walmart store. Here are some tips for this lucrative but sometimes perplexing prospecting tool.

1. Be “Googleable”. Have friends ‘check in’. Make it easy to find you and make it fun!

2. Don’t look/act like an “ice breaker.” I do not use that term.

Don’t even think it. It linguistically coerces you to believe that there is ice to be broken. There may not be. Shoppers may be just dying to talk to you but if you assume that there is ice to be broken, you must appear cold and frigid.

Instead, try my terms – con-

versation-starters or connectionenhancers. Or better still, make up your own positive term. This is very important because of how we use language. If I tell you, “Don’t think of a pink elephant,” you immediately think of a pink elephant. That is because we must first “posit” something before we can “negate” it. It is also why good tennis coaches never say, “Don’t bend your elbow.” Instead they say, “Straighten your elbow.”

Think of a time when you were really happy, smile and say hi. See? No ice.

3. It ain’t about the kiosk. Do not blame the kiosk, management, the mall, the customers or your broker if you are not getting any results. Instead, ask yourself this question: What is it about me (or my behaviour) that is preventing these potential customers from stopping and engaging me….and what can I do to change it?

4. Get over yourself! If I am at a kiosk in Walmart, trying to get

A “clopen question” (a term I coined for my seminars) is an open question that masquerades as a closed question. Like a closed question it can be answered yes or no but unlike a true closed question, it encourages the person questioned to provide more information. They almost always do. A clopen question can make a potential client who has passed the kiosk return (actually back the shopping cart up) and spend 20 minutes talking.

An example? “Can you tell me what you think could help to improve the kiosk?” The correct answer is either yes (I can) or no (I cannot). However, people almost always treat it as an open question and gladly open up to you.

Watch for part two of this column in an upcoming issue of REM. Carl Walwyn is a sales rep with Re/Max Legacy Realty in Mississauga, Ont. Email cwalwyn@gmail.com. REM

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colour? Why is the price at that height (eye level)? Why is the dental office at the rear?

8. Track everything and track relentlessly. You cannot change what you do not acknowledge and you cannot improve what you cannot track.

9. Profile, and get better at it.

Janine Driver, author of a best seller about body language, says that one of the most overlooked parts of body language concerns what she calls the “naughty bits” and how they can be interpreted or used.

Read and learn.

10. Do not assume that everyone wants your help, even if they need it. Jesus Christ at the pool of Bethesda asks the “infirmed” man, “Whilt thou be made whole?” (Do you want to be healed?) It may seem like a silly question but it is an important one because it respects autonomy and choice.

11. The value of “clopen” questions. Undoubtedly you have heard about open questions. You have heard about closed questions.

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more than 350 birth parents and adoptive parents, creating “forever families” through adoption and a commitment to quality, caring and individualized service.

■ ■ ■

Good Works The Royal LePage Shelter Foundation raised a record-setting $2.08 million last year in support of women’s shelters and to help stop family violence in Canada.

Since 1998, the Shelter Foundation has raised more than $16 million with the support of Royal LePage agents, brokers, managers and staff.

“Violence against women happens in all communities and at every age and income level,” says Shanan Spencer-Brown, executive director of the Royal LePage Shelter Foundation. “Half of all women in Canada have experienced at least one incident of physical or sexual violence since the age of 16 and 360,000 children are exposed to domestic violence every year. On average, every six days in Canada, a woman is killed by her partner. That’s why we are so committed to providing a safe haven for women and children who have experienced abuse.”

The Shelter Foundation supports 200 emergency women’s shelters and violence prevention programs, helping more than 30,000 women and children every year.

■ ■ ■

As Re/Max Ontario-Atlantic celebrated the successes of 2012, the company recently recognized its franchises’ most significant charitable milestones at its annual awards event.

Re/Max Hallmark Realty received the Children’s Miracle Network (CMN) Award for top contributions in a large market, with a donation of close to $100,000. The company, which has been dedicated to the charity since 1992, is perennially among Re/Max’s top contributing franchises. In 2012, Re/Max Hallmark marked its $1 million milestone in overall donations to Sick Kids Hospital through CMN. Re/Max Orillia was honoured in the small market category for contributions to CMN for the eighth consecutive year. The com-

pany has raised more than $200,000 for the cause during the past nine years through agent participation in the Re/Max Miracle Home Program, as well as local fundraisers. The annual golf tournament the brokerage hosts to raise funds and awareness has become legendary in the community of 30,000 people.

Re/Max Garden City was recognized for its commitment to the Canadian Breast Cancer Foundation, marking the second consecutive year the company has earned the distinction of Top Contributor in a large market.

The brokerage has raised more than $100,000 during the past two years, largely through the Sold on a Cure Program. Realtors make a donation to the foundation each time they help a client buy or sell a home. The franchise’s annual oneday Yard Sale for the Cure event is one of the largest in Ontario, drawing over 200 volunteers, service organizations, local celebrities and politicians and more than 5,000 visitors.

Re/Max a-b Realty was also recognized for top contributions to the foundation in the small market category. The brokerage primarily raises funds through Yard Sale for the Cure, Run for the Cure and the Sold on a Cure Program.

Sixteen students from Western Canada are to be awarded a Re/Max 2013 Quest for Excellence bursary valued at $1,000 during their school commencement ceremonies.

The annual program encourages graduating students from British Columbia, Alberta, Saskatchewan, Manitoba, North West and Yukon Territories to submit an essay detailing the contributions they have made to their communities. The bursary winners have all demonstrated exceptional motivation, leadership and communication skills.

“Over 1,100 entries were received this year from graduating students across Western Canada,” says Marie Sheppy, senior co-ordinator, corporate affairs, Re/Max of Western Canada. “These amazing young adults have volunteered, participated in charitable events and organized fundraising. The contributions they make enrich the lives of others and the lives of their communities.”

■ ■ ■

Wanda Clark of Keller Williams VIP Realty in Ottawa recently organized a fundraising event for the Make A Wish Foundation. The Mick Armitage Band headlined the evening at golf club in Carp. There were 350 tickets sold and the event raised $2,500 for the Make A Wish foundation.

■ ■ ■

■ ■ ■

Jeff Brown, a sales rep with Sutton Group - Kilkenny Real Estate in Winnipeg, along with Corinna Warner Kubas, an accredited mortgage professional, and Trevor Doyle, a certified financial advisor investment rep, established the non-profit organization called Professionals Helping Hand last year. Recently they hosted a comedy night to benefit Adoption Options, a non-profit organization licensed by the Manitoba government to provide adoption services.

“Professionals Helping Hand is a grassroots organization designed to make a positive difference,” says Jeff. Since its inception in 1989, Adoption Options has matched

Jon Walker and Mark Seamone, franchisees of Exit Realty Inter Lake, hosted the inaugural Habitat for Humanity Gala Dinner and Auction recently in Bridgewater, N.S. Sold out weeks prior to the event, dignitaries attending included local mayors, MLAs, councillors and business community leaders to support the fundraiser. Guests were welcomed by the harp and mandolin by Dave and Heather Abriel, which was followed by a show-stopping Marilyn Monroe impersonator.

The keynote speaker and live auctioneer was beloved Maritimer Bill Carr.

More than $40,000 was raised, including a $10,000 donation from

Exit Realty Corp. International, presented by Joyce Paron, president of Exit’s Canadian Division.

“To my knowledge, there has never been a charity event in our town that has raised this much money in one evening,” says Walker.

■ ■ ■

Royal LePage Foothills in Calgary hosted its 5th Annual Golf Skills Challenge recently.

Fifty participants gathered for an evening of friendly competition in support of two local shelters – Discovery House and Hull Child and Family Services.

More than $9,700 was raised.

In addition, Royal LePage Foothills representatives presented both organizations with more than $25,000 each, raised through commission donations from Royal LePage Foothills agents and other events during 2012.

■ ■ ■

Re/Max Charlottetown Realty held its third annual Give From The Heart February Food Drive at both Charlottetown Superstores.

The agents passed out bags so shoppers would donate a food item. Members of the PEI Rockets hockey team joined the sales reps on Saturday to help hand out food bags and take photos.

The event raised more than $73,500 worth of food for the local food bank.

■ ■ ■

Mortgage agent Stacey Brasier of DCL Estate Mortgages in Toronto is organizing the first annual Peterson for Parkinson’s Charity Golf Classic. PFP was founded by Brent Peterson and his wife Tami. Brent is the former associate head coach of the NHL’s Nashville Predators, where he helped lead the team for 13 years after a long career as a professional hockey player. He was diagnosed with Parkinson’s 10 years ago and hopes that sharing his story will inspire people to support PD related research.

The tournament is being held Friday, July 26 at 1 pm at Eagles Nest Golf Club in Vaughan.

All proceeds of the event will go to Brent’s foundation, which is called the Peterson Foundation for Parkinson’s, and also the Canadian Parkinson’s Society. For information: www.pfpcharitygolf.com.

■ ■ ■

Calling someone a “champion dirt bag” might normally result in a brawl but Vernon, B.C. sales rep Beth Marks assures people that, in this case, it’s a great compliment.

Her inventive and light-hearted Dirt Bag campaign involves a bag of soil, a clay starfish and a worthy cause: helping those struggling to afford housing. When businesses receive a bag of dirt, Marks interviews them for Sutton Scoop, a YouTube channel produced by Sutton Group - Lakefront Realty.

Broker Tamara Cinnamon helps out behind the camera while Marks interviews the owners of businesses, which receive positive exposure through the project.

Each recipient is encouraged to donate and then nominate the next one.

The goal is to raise $300,000 for a lot that would be suitable for a multi-unit dwelling facilitated by Habitat for Humanity in Vernon.

Planners anticipate that once this project is successfully completed, it would become the seed for subsequent land purchases.

Marks included a starfish in the bag to remind people that every effort counts. She shares the tale of a little boy who plucks starfish from the beach and then places them back in the ocean so they will not perish in the sun. When an onlooker says that the boy cannot possibly make a difference considering the countless number of starfish on the beach, the child rescues another and then answers: “It made a difference for that one.”

■ ■ ■

Royal LePage Crown Realty Services in Cambridge, Ont. hosted its third annual “Euchre-Rama” event recently. More than 140 guests attended the event that sees the winners from each match move along to the next table to play for top honours. It was a boisterous evening with a cow bell ringing for each rotation. A silent auction, penny raffle and 50/50 draw were all part of the fun, culminating in $8,000 raised for the Royal LePage Shelter Foundation.

These funds, along with agent commission donations, will help to build a new kitchen at Argus House in Cambridge, a residence for teens.

■ ■ ■

Keller Williams Realty recently made headlines when a team of agents in Florida shared their lotto

REM JUNE 2013 31

winnings with a brand new employee who couldn’t participate in the pool. The company’s culture of caring was on full display on May 9, when more than 80,000 associates and their families took part in Red Day, the company’s annual day of service, dedicated to renewing, energizing and donating to their local communities.

Since the first Red Day in 2009, Keller Williams Realty associates have contributed more than half a million volunteer hours to community projects around the world.

■ ■ ■

Recently as part of Ajax (Ont.) Green Living Days, sales rep KerriAnn Davies from Sutton Group Heritage Realty organized a community litter cleanup to coincide with the Mayor’s 20-Minute Makeover. Davies and 10 volunteers collected a significant amount of trash in 20 minutes at the Carruthers Marsh Pavilion, in cold, windy weather.

“Several people in the area noticed the cleanup and even though they were unable to attend, congratulated the initiative and thought it was a great idea,” says Davies. “Despite the weather, all of

the volunteers were having fun and showed what a difference just 20 minutes of effort can make in the community for everyone.”

■ ■ ■

Staff and friends of Royal LePage Coast Capital Realty in Victoria gathered recently for a Hip Hop and Zumba dance workshop in support of the Royal LePage Shelter Foundation. Forty enthusiastic participants attended and along with the lessons enjoyed performances by Vibestreet Dance Studio and Victoria Dance Theatre. The event raised $1,604 in support of Victoria Women’s Transition House, Cridge Transition House for Women, Sooke Transition House and Margaret Laurence House.

■ ■ ■

The five Realtors from Sutton Group - Incentive Realty in Barrie, Ont. who make up the Hometeam recently conducted their own food drive, visiting 2,500 households and collecting 2,600 pounds of food. The team includes Stuart Anderson, Diane Neto, Mark Turcotte, Carolyn Bickerton and Graham Gray.

“Last year, 30,000 people relied on the Barrie Food Bank,” says Neto. “It seemed like a perfect

project for us because we wanted to make a direct difference and get involved in a local charity that wasn’t money-based. Many people have been struggling financially in our community. Use of the Barrie Food Bank has gone up by about 30 per cent in the past year.”

On two Saturdays from 9 am to 5 pm, each team member visited 500 households. They transported the food in four vans that were lent for free by Discount and Budget rental agencies.

■ ■ ■

Sales representatives at Royal LePage Advance in Campbell River, B.C. recently donated $700 to their local shelter, Ann Elmore House. The cheque represents their fourth-quarter 2012 commission donations to the Royal LePage Shelter Foundation.

From left: Pamela Alexander, CEO of Re/Max OntarioAtlantic Canada; Debra Bain, broker/owner, Re/Max Hallmark; and Walter Schneider, co-founder and president, Re/Max Ontario-Atlantic Canada.

From left: Pamela Alexander; Phyllis Gleeson and Marlene O’Hara, managers of Re/Max Garden City Realty; and Walter Schneider.

■ ■ ■

“The Connect The Dot Gals” from Royal LePage Connect Realty – Louise Sabino, Heather Lemieux, Carol Rooney and Sonia Sampson – recently hosted a Pre-Awards Party in advance of the Royal LePage Ontario Awards Gala at the Westin Harbour Castle Hotel in Toronto. Donations of $246 were collected for the Royal LePage Shelter Foundation. REM The Royal LePage Crown Realty “Euchre-Rama”.

From left: Jon Walker and Mark Seamone, franchisees, Exit Realty Inter Lake; Hank Middleton, vice-chair for the non-profit; Robert Beaudreau, chair for Habitat for Humanity; and Joyce Paron, president, Canadian Division, Exit Realty.

Jeff Brown

Wanda Clark

Beth Marks with Tremel Lambrecht of Vernon Moving & Storage.

Accepting a cheque are Jose Guillen and Shirley Philips, far left, of Discovery House in Calgary. Committee members Andrew Hanney, Jane Bentley, Rebecca Beninger and Josh Nelson of Royal LePage Foothills make the presentation. Missing from the photo is Terry Melton.

Participants at the Dance for the Shelter Foundation event in Victoria.

Taking part in the litter cleanup in Ajax, Ont., from left: Chris Davies, neighbours Kim and Jeannette, Kerri-Ann Davies and neighbour Cynthia.

32 REM JUNE 2013

Re/Max OntarioAtlantic Canada Re/Max Ontario-Atlantic Canada recently announced its award winners for 2012 in Ontario.

Conrad Zurini of Re/Max Escarpment Realty earned the Broker-Owner of the Year Award (multi-office category), for spearheading growth through strategic acquisition and selective recruiting – a move that saw the franchise add more than 50 Realtors to its roster in 2012. The gain boosted the company’s sales force to over 350 real estate professionals, operating from nine office locations throughout Hamilton, Burlington and surrounding areas.

Cindy Haggerty and Shannon McCaffrey of Re/Max Finest Realty in Napanee earned the Broker-Owner of the Year distinction in the small market category.

The company doubled its sales force with the opening of a second office in Amherstview. It has now extended its reach to better serve Loyalist Township, Kingston and South Frontenac, as well as Lennox and Addington Counties.

Gordy Khuman of Re/Max Gold was honoured as Rookie Broker-Owner of the Year.

Khuman, who established Mississauga’s Re/Max Gold Realty in November 2011, brought his agent count up to 45 real estate professionals and increased visibility of the Re/Max brand in Peel’s strong-growth communities, the company says.

The Manager of the Year Award was presented to Karen Meshwork of Re/Max Realtron Realty in Toronto. Exponential growth over the past year, coupled with outstanding leadership, earned Meshwork the distinction, the company says. Meshwork oversees operations at Re/Max Realtron’s Sheppard location and has been instrumental in recruitment and support of an expanding sales force. Re/Max Realtron earned several honours at the recent Re/Max LLC convention,

including Highest Sales Volume Worldwide and Largest Multioffice Network.

Royal LePage Performance Realty For the sixth year in a row, Royal LePage Performance Realty, a real estate firm serving Ottawa and Eastern Ontario, has ranked in the Top Best Workplaces in Canada – the only real estate firm to have ranked in the top spot.

The firm has more than 400 sales reps and support staff. Pierre de Varennes, broker/owner, says the firm ranked 11th for Best Workplaces in Canada in the medium-sized companies category, and first in the Best Workplaces in Canada for Women category. It also had a special mention as a top company for credibility and pride.

The list is compiled by Great Place to Work Institute Canada.

The competition process is based on an in-depth survey completed by employees and a review of the organization’s culture, including an evaluation of HR policies and procedures. This year, 57,000 employees participated in the survey.

Banker Commercial companies out of approximately 2,300 commercial affiliate companies globally. The division was also the top office in Canada for the fourth consecutive year.

Reiner also received the Platinum Circle of Distinction Award. Sales reps Lester Tobin and Mike Flynn each received the Silver Circle of Distinction Award.

President and broker of record Peter Benninger received a Bronze Circle of Distinction Award.

Phillip Mack presented with ARR Distinguished Realtor Award Phillip Mack of Re/Max Crown Real Estate in Regina is the recipient of the 2013 Distinguished Realtor Award from the Association of Regina Realtors (ARR). Earl Kotlar, manager,

business development for Canada Mortgage and Housing Corp., was on hand to present the award at the ASR Quality of Life Legacy Gala in Regina.

The award recognizes an active member of the association who has demonstrated outstanding leadership and dedication to the real estate industry through involvement in the provincial association, local board and the community.

First licensed in 1992, Mack has set a strong example as a volunteer and leader in the local, provincial and national levels of organized real estate, says ARR. He served as president of the association in 2002.

Re/Max Crossroads presented with award in Las Vegas The largest percentage increase in sales associates in 2012 earned

Barney Johnson, broker/owner of Re/Max Crossroads, the top award for Net Gain in Sales Associates (small market category) at the “Best of Re/Max” event held recently in Las Vegas. The award recognizes the most significant growth within an individual franchise in Canada. At the convention, Johnson insisted that his managing broker Heidi Kostyra of the Thornton, Ont. office go to the podium to receive the award, stating that without her it would not have been earned.

“Our focus has been on strategic growth since inception,” says Johnson. “We opened our doors in 1980 with just two Realtors and have expanded exponentially through strong recruitment campaigns, mergers and acquisitions.”

The brokerage now has more than 200 sales reps operating out of four offices throughout the Greater Toronto Area. REM Cindy Haggerty and Shannon McCaffrey with Pamela Alexander and Walter Schneider.

Conrad Zurini, centre, with Pamela Alexander, CEO and Walter Schneider, co-founder and president, Re/Max Ontario-Atlantic Canada.

Karen Meshwork with Pamela Alexander and Walter Schneider.

Coldwell Banker Peter Benninger Realty’s Commercial Division Eric Reiner, a sales rep with Coldwell Banker Peter Benninger Realty’s Commercial Division, was Coldwell Banker Commercial’s Top Canadian Sales Professional in 2012, placing fifth overall out of almost 2,800 commercial sales reps in North America. In addition, Reiner achieved the No. 1 Sales Professional by Specialty – Multi Family Award for the third year in a row.

Peter Benninger Realty’s Commercial Division also earned, for the fourth year in a row, the Commercial Elite award, which is given to the top 15 Coldwell

The 2012 Coldwell Banker Commercial Award recipients, from left: Eric Reiner, Peter Benninger, Lester Tobin and Mike Flynn.

Earl Kotlar of CMHC (right) presents the Distinguished Realtor Award to Phillip Mack.

INCREDIBLE VOLUNTEERS DO INCREDIBLE THINGS! ve 3 Most Innovati 01 2 e th f o s er n REB), Win Estate Board (T l ea R to n ro To The ward PAC Program A

Our industry is effective in shaping decisions on Parliament Hill because our members are engaged.

We would like to congratulate those who received CREA Political Action Committee (PAC) Awards for their dedication to advancing policies that benefit homebuyers, property owners and communities.

To learn how YOU can get involved visit:

www.REALTORActionNetwork.ca Stuart Braund; Homewood; ig ra nger, C ; EO CREA C avid; Pauline Au y Simonsen, Chair; Henry D ia Lee; Johnmark ar ee G itt t: m gh om ri C ns From left to Ingles; Cynth nment Relatio Chair; Lydia , TREB Gover President.

Dianne Usher Federal Af fairs Committ ee EA R er, 2013 C ys EA Le R a C ur 3 -1 La ; 12 20 Luke Palmer; Tony Rober ts; Von

Johnmark Roberts, W inner of th Individual e 2013 Pie PAC Achie rre Beauch vement amp Award for

The Durham Region Association of REALTORS速 (DRAR), Winners of the 2013 Outstanding PAC Team Award

From left Chair; Pie to right: Pauline Au rr of TREB; e Beauchamp form nger, 2012-13 C R Laura Ley ser, 2013 er CREA CEO; Aw EA Federal Affairs CREA Pre a sident; G rd recipient Johnm Commit tee ary Simon sen, CRE ark Roberts A CEO.

From left to right: B. Cail Maclean, DRAR Executive Officer; Pauline Aunger, 2012-13 CREA Federal Affairs Committee Chair; Debbie Dawson, DRAR Government Relations Committee Chair; Laura Leyser, 2013 CREA President; Gary Simonsen, CREA CEO.

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

34 REM JUNE 2013

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he agent was relieved when she found out that 70-year-old Edward G. Robinson was the iPad for Realtors course instructor – she had expected a 22-year-old, and that would have been intimidating.

Robinson has the enthusiasm of a 22-year-old combined with the experience that being a Realtor for 33 years brings. He has been a computer buff since he got his first computer in 1984 and began writing programs, such as amortization schedules, for it.

After seeing a real estate agent in Florida demonstrating the use of an iPad and figuring he could do a lot more with the device, Robinson bought an iPad 2 and went paperless. The only paper he uses for the transaction is the Agreement of Purchase and Sale, but when expected regulation changes in Ontario come into place next year and electronic signatures are accepted, more trees will be saved, he says.

In 2011 he approached the Toronto Real Estate Board’s education department about creating the course, which is now accredited.

He taught 69 courses last year and has 60 bookings so far this year. He has travelled from Halifax to Winnipeg, including two visits to Ottawa last year and two scheduled courses there this year. The course is applicable world-wide, he says.

When the class started last year, five out of 25 people had an iPad, but since then, the use of iPads has grown rapidly, he says.

Some people still attend the class to see if the paperless system is for them. Usually at the end of the course, they want to buy an iPad, Robinson says.

Robinson talks the talk and walks the walk – his two-door filing cabinet is gone and so are his

old paper files. He has 70 deals stored on his iPad to be called up at any time without Internet connection, he says. “The phrase ‘have to go back to the office to get that’ does not exist.”

In addition to being good for the environment, going paperless will save you money because it’s more efficient and you can save 50 per cent of your assistant’s time, he says. For example, you can get a waiver at Starbucks, acknowledge it, and send it to the seller, the seller’s lawyer and your office administrator in one shot.

You can take notes on an iPad, take a picture of the house and have your assistant do an evaluation and get it to you while you’re still with your clients, he says.

You can also call up past deals, complete with pictures, so you can discuss the details with your clients. Some agents may want to start fresh; others may want their past deals readily available. A lot of people will have the information on their hard drives. “If not, scan one or two deals a day and you’ll have 60 in a month, and then shred the paper,” he says.

Going paperless doesn’t have to cost thousands of dollars. The minimum you will need is an iPad mini with Wi-Fi and 16 gigs ($329) but Robinson’s tool of choice is Wi-Fi with retina display, 32 gigs and cellular for around $730. And go for the extended warranty, he says.

An external keyboard (about $100) is handy, especially when writing long documents.

Everything is saved on the cloud as well as on the computer so everything is backed up.

Robinson says he loves teaching the course, and jokes that he’d do it for free because it’s so much fun. He promises students will get their money’s worth.

The changes in real estate in the last two years have been amaz-

Edward G. Robinson

ing, he says. “If you said I’d be doing what I’m doing now, if you asked me two years ago, I (would have said I) couldn’t imagine I would be doing it.”

And if teaching the courses doesn’t keep Robinson busy enough, he is also a full-time Realtor, with three closings pending when REM interviewed him.

A real estate broker at Right At Home Realty in Toronto, Robinson has been a TREB member since 1980. He owned a franchise office for 10 years and has also been a sales manager. He was group leader in writing the Basics of Real Estate in the mid-1980s for new members, has served on the Education Committee and Education Task Force at TREB. The four-hour class costs $45.

Robinson also recently completed an Apple-approved iBook to explain the process step-by-step.

In 2.5 weeks, 100 copies sold and the “feedback is really great,” he says. “If (agents) do what is in the book, they’ll be paperless.” The book is now published in four countries.

The book is $18 and if offers four days of lessons in an iBook.

Future updates will be provided free.

A list of scheduled courses and more information can be found on his website, www.ipadforrealtors.ca. Or email him at REM Ed@EdRobinson.com.

REM JUNE 2013 35

Agent retention: A broker’s perspective

By Michel Friedman lot has been written about recruiting agents, but not so much about what it takes to keep an agent in your brokerage. In my career, I have been a witness to some companies losing more than 15 per cent of their sales force annually. That means that within six or seven years, none of the original members will still be at the brokerage.

This is a sad fact that in my opinion can be rectified.

I have learned that agents join a company but leave a manager.

So, I developed the following 10 principles that drastically improve agent retention by a brokerage:

A

1. Have an open door to the company’s broker of record. The broker of record is the “front face” of the brokerage. He must take an active role in supervising the company and is the highest authority answering regulatory questions. He can’t hide behind closed doors and avoid talking to agents. Delegating authority will simply not cut it.

2. Have an open door policy to company managers. Managers may be so busy recruiting agents to their company that they will neglect those who put their trust in them and are already in the company. A manager should never be “too busy” to accommodate an agent. You never know when your avoidance was the “last straw” for the agent. Remember, if one person joined and one left, you have accomplished nothing.

3. Choose highly experienced, highly knowledgeable managers.

An agent would expect their manager or broker to have answers. If it is the broker’s habit to say, “Ask the manager” and the manager’s answer is, “Ask our lawyer” the agent will feel betrayed, avoided and cheated.

4. Provide free education sessions and on-going free coaching in your offices. With the competitiveness among brokerages to get agents and many offering a higher split, the broker is sometimes forced into reducing services.

Brokers may be charging for basic training that the agent really should not be paying for.

When a new agent joins a board they have to pay a substantial amount of money. In Ontario,

joining a brokerage that belongs to the Toronto Real Estate Board costs the agent an up-front fee of about $2,500. A new agent has many things to learn beyond the official courses, and some companies are charging hundreds of dollars to teach agents basic practices and even the company’s policy.

This is a bad start.

5. Provide pleasant and helpful admin staff support. Admin staff qualifications must go beyond knowledge (which is a given). Agents depend on admin staff for their day-to-day operations (listings, offers, commissions). The agent may be in a hurry, angry and frustrated.

Sometimes the agent’s attitude towards the administrator is not what it should be. The administrator’s reaction should be above par and not brought down to the level of the frustrated agent.

6. Provide easy access to admin staff. Sometimes in an effort to make the office “high tech”, brokerages have such sophisticated telephone systems that trying to talk to management or administrators is almost like dealing with your cable company to try and cancel your contract.

Press this, then press that, then

this, then that, then (if you are lucky) you get to leave a message.

I will accept a voicemail if the receptionist is on the other line, but a return call to the agent leaving the message ASAP is critical.

If an agent has a question regarding company policy, they deserve an answer.

7. Provide adequate office hours with support staff. By cutting office reception hours, not only will you upset your agents but also co-operating agents.

These agents are assuming your office reception is available 9 am to 9 pm weekdays and on Saturday and Sunday for several hours. They may come to deliver a deposit cheque, just to realize that you are closed. This agent could have been yours tomorrow and now have changed their mind about joining your company.

8. Provide a pleasant and inviting work environment. Have free coffee, soft drinks and water for your agents and their clients when they are coming in to meet or work in the office.

9. Provide adequate meeting rooms. This shows your agents that they are welcome to come in and work in the office. Not pro-

viding client meeting rooms (one for every 100 agents in the office) sends a message to your agents: “I don’t care about you now that I have your money. Don’t come to the office; go meet your client elsewhere.”

10. Provide adequate work stations, with state-of- the-art computers and telephones. The office is, in many cases, a second home to the agent. Therefore providing an adequate number of workstations (one for every 50 agents), enough telephones with essential options such as call forwarding to the agents’ cell, personal voice mail box and free long distance gives the agent a sense of belonging, not a “go away, stay at home, we do not have the facilities to accommodate you” message.

In my company I have a slogan that says, “It’s all about you.”

Always remember, the agent is the broker’s client and should be treated with utmost patience and respect.

Michel Friedman has been a real estate manager for various offices for 21 years and a broker of record for 13 years. He is now broker of record of Orange Square Realty, a progressive, full-service real estate brokerage in Toronto. REM

36 REM JUNE 2013

Real Estate Technology Royal LePage launches mobile marketing centre Royal LePage says that in a “bold effort to cut the cord that tethers real estate agents to their desktops,” it will launch “the real estate industry’s first fully mobilized, bilingual marketing centre.”

Sales reps will be able to create and distribute all their English, French and bilingual online and print homebuyer and seller marketing programs on iPads and Android tablets, the company says.

Canadians have been quick to shift to mobile and 80 per cent believe that this year, mobile devices will surpass desktop computers as the primary tool used to access the web, says Royal LePage.

“With this new technology, a Royal LePage agent will be able to sit at the kitchen table with a couple looking to sell a home, pull out his Pad and create a website for the property, a feature sheet, even an online slideshow that can be posted to Facebook and Twitter.

Agents will have the ability to develop all types of marketing materials right in front of the seller,” the company says.

The centre also features hundreds of design options for more than a dozen buyer, seller and agent promotional marketing products, including slideshows, web commercials, feature sheets, eCards and eNewsletters.

Created by real estate technologies firm Imprev, the Marketing Centre was introduced in 2005. The new mobilized version will work on iPads and Android tablets and is scheduled for release to Royal LePage agents this summer.

Royal LePage unveils new website Royal LePage’s new website (www.royallepage.ca) was created “working with Google for its leading edge technologies and Plastic Mobile, a leading creative agency,” the company says.

With the recent introduction of CREA’s Data Distribution

Facility (DDF), which facilitates the sharing of co-operating brokers’ property listings, the Royal LePage website now has close to 100,000 property listings, doubling its historical listings inventory.

“These tens of thousands of new listings are complemented by richer property data and insightful information about the neighbourhoods themselves,” says Royal LePage president and CEO Phil Soper.

The site uses Google Maps and Street View and its “new, innovative and industry-leading cloud-based services, which will ensure site speed, accessibility and reliability,” the company says.

“The site also employs Google’s experimental search feature connected to Google Places, which allows consumers to search for homes, not only using standard criteria, but also local landmarks.”

Most properties will have a Walkscore ranking, neighbourhood photos and descriptions and an overview of local amenities, as well as other property listings available in the neighbourhood.

The site will be updated regularly to ensure consumers always get up-to-date information.

See the view – even from unbuilt condos

Royal LePage’s new website has doubled its listings by using the DDF.

3D Condo Explorer, which offers Toronto purchasers looking for condos with an unbiased look at prospective properties, is using Google Earth to provide a comprehensive look at every aspect of a prospective new home, including the view from the unit.

Condominium buildings that are on sale but not yet built come to life as vividly as newly constructed and resale prospects. Views include the entire neighbourhood around it. Every detail is available to prospective purchasers, including surrounding buildings, nearby TTC stops, schools, restaurants, highways and the suites them-

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selves, the company says.

“It’s like the best atlas, neighbourhood tour, floor plan and bird’s-eye view, all in one place,” says CEO and company founder Alexander Neshmonin. “This is the next wave because over the past 20 years MLS real estate listings have remained virtually unchanged,” Neshmonin says. “We offer much more with our virtual reality approach.”

A fully integrated search function lets buyers narrow their search as much as they want, eliminating properties that, for example, have no balcony, or specifying a minimum square footage, and then 3D Condo Explorer lets them explore in their own time.

For information: www.3dcondox.com.

School Locator GTA A new iPhone app, School Locator GTA, recently launched on the App Store. A free app for real estate agents, School Locator is the quickest and easiest way to find the schools in a Greater Toronto neighbourhood that correspond to a district school boundary, says co-creator Anthony Ilukwe.

A screen shot from the new iPhone app, School Locator GTA.

“Just enter the address, postal code or MLS number of the property and School Locator instantly returns the schools for the corresponding district boundary. Or you can also search using your current location – two taps, and the results are in,” says Ilukwe.

From the list of schools you can view detailed information on the school, such as its rankings, class sizes and average parents’ income, he says.

For information: http://schoollocator.ca

Buzzbuzzhome creates standard for new home data Alexander Neshmonin

BuzzBuzzHome, a website that lists new construction condos and

houses across the United States and Canada, has developed a new standard for home builders to place their home data online.

BXS (Buzz XML Standard) was created to overcome difficulties in sharing and distributing new home information, the company says. Tridel is one of several Canadian developers using the new standard.

The BXS framework was developed by BuzzBuzzHome as part of its mission to make Canada’s entire new home listing information available online, the company says. BXS streamlines the process by providing a common standard for the exchange of new construction real estate data.

“By directly tying into our XML feed, BuzzBuzzHome visitors will be getting up-to-date information on Tridel homes right from our database, something other aggregate real estate websites have failed to do because of their reliance on manual updating or scraping,” says Gino Maulucci, Tridel’s senior marketing manager.

“It’s a significant step forward that brings increased transparency to the real estate industry and centralizes data that was once diffuse, unreliable and out-of-date,” says Matthew Slutsky, BuzzBuzzHome’s co-founder.

For information: www.buzzbuzzhome.com.

Sunshine Coast map update Real estate agent Gary Little has integrated 2013 B.C. assessment information as well as updated property boundary information into his interactive map of real estate for sale on the Sunshine Coast of British Columbia. Using the map, you can view current assessed values for homes as well as values for the previous two years, allowing trends to be easily identified.

Property boundary information, first integrated into the map in early 2011, has been enhanced to improve alignment with aerial photography. In addition, boundaries have been added for many new subdivisions, Little says.

The map is available at http://map.GaryLittle.ca/ and can be viewed using computers, tablets and smartphones. REM

REM JUNE 2013 37

What’s

New Mortgage Alliance introduces My 1st Mortgage Mortgage Alliance recently announced a new mortgage that it has spent two years developing based on market research and broker involvement. It offers first-time buyers a mortgage that’s been bundled with essential closing services and insurance products.

The new product is available to all Ontario residents with plans to roll out the brand nationally over the coming weeks.

Michael Beckette, president and CEO of Mortgage Alliance says: “In a market currently devoid of innovation we wanted to deliver a product that gives new homeowners a leg up while growing our broker’s business amongst our most important consumer group and supporting our Realtor partners by taking the stress away from what the first-time buyer usually faces after buying.”

For information: www.mortgagealliance.com

Home Inspection Network partners with HouseMaster Canada The Home Inspection Network has expanded its coverage across Canada via a partnership with HouseMaster Canada.

“Since piloting our network in the Greater Toronto Area and seeing great success, we are excited to now roll out our services nationally. This partnership with HouseMaster allows us to ramp up fast,” says Terri

Austin, VP supplier services of The Home Inspection Network and Centract.

HouseMaster operates across Canada with 60 inspectors and 24 franchises.

Phil West, president of The Home Inspection Network and Centract, says: “The Inspection ProtectionPLUS warranty was developed in response to consumers looking for some added reassurance when making the potentially biggest purchase of their lifetime, and we are delighted to offer it on HouseMaster Canada inspections ordered through The Home Inspection Network.”

The complimentary 60-day interior home warranty provides up to $15,000 combined coverage for repair and/or replacement costs and can be extended by the consumer for an additional premium. For more information on Inspection ProtectionPLUS and eligibility requirements, visit: www.homeinspectionnetwork.ca /warranty.

Lake Muskoka development launches online auction Touchstone on Lake Muskoka , a five-star, four-season fractional ownership resort in Ontario’s Muskoka region, recently opened the bidding through an online auction for its remaining vacation residences.

Reserve bids at auction were opened as low as 15 per cent of the developer’s sales price, it says.

“This initiative gives families the opportunity to build lasting memories on the shores of Lake Muskoka at a fraction of the cost of an average area cottage – and without the stresses associated with the upkeep of a vacation home,” says broker Manson Slik of Gordon’s Estate Services.

“The remarkable value and opportunity presented in this auction is apparent to anyone who has watched home prices skyrocket across the Muskoka region in recent years.”

Fractional ownership differs from other forms of part-time vacation home ownership such as time sharing because it provides a fully deeded real estate holding to a specific unit regis-

tered in the buyer’s name. Each home is divided into one-eighth, six or seven-week fractions, with buyers allowed to purchase as many fractions as they choose.

The one-eighth fractions offer a combination of prime summer time as well as four-season resort experience with additional weeks throughout the year.

A total of 75 fractions are available throughout the auction, which is being held in three rounds between now and July 22.

Minimum reserve bids for oneeighth fractions range from $4,500 for the resort’s Grand Lodge Studios, to $27,500 for the luxurious The Grand Muskokan BeachSide Cottage three- and four-bedroom villas.

There are also a limited number of “ultra-luxury” four-bedroom Treetop Villa cottages from $62,500.

To register for the auction or for information: www.Touchstone Auction.com.

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

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 and new technology implementation strategies • Management and continued development of the office’s online presence • Recruitment of new salespeople • Business planning, budgeting, expense control and reporting 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.

Please forward your resume to: Debra Harris Royal LePage Real Estate Services Ltd., Brokerage E-Mail: debraharris@royallepage.ca We thank all applicants for their interest but only those selected for interviews will be contacted.

Vaughan stager one of North America’s Top 10 A Vaughan, Ont. business woman, Erin Lazer, owner of SpaceStyle Home Staging and Organizing, was named as one of the Real Estate Staging Association (RESA) Top 10 Rising Star Home Stagers of the Year in North America.

“It is an honour to be recognized by the industry association for my accomplishments in the one year I’ve been in operation. I am truly passionate about what I do, which is why I believe I have experienced so much success in such a short period of time,” says Lazer.

For information: www.Space Style.ca. REM

Royal LePage Flower City Realty Iqbal Bhangu

Nimal Brar

Brampton, Ontario

Iqbal Bhangu and Nirmal Brar have opened the newest office in the Royal LePage franchise network, effective May 10, 2013. Their Brampton, Ontario office will operate under the name of Royal LePage Flower City Realty.

Royal LePage is pleased to be expanding its presence into the East Brampton community. As well as Brampton, Royal LePage Flower City will service Mississauga, Caledon, Toronto and Vaughan.

Iqbal operated a successful business for 14 years before taking his career in an exciting new direction by joining the real estate industry. He began his real estate career with HomeLife in 2003 and moved to Royal LePage in 2006. “I was impressed with the history of the company and their commitment to excellence,” Says Iqbal.

He looks forward to further aligning himself with the Royal LePage culture and values.

Iqbal, Nirmal and their team can be reached at:

Nirmal began his career in 2005 with Century 21 as a sales representative and obtained his broker’s license two years later. With the well-known and trusted Canadian Royal LePage brand behind them, Nirmal and Iqbal have goals to significantly increase their sales force by year’s end.

10 Cottrelle Blvd., Suite 302 Brampton, ON L6S 0E2 Phone (905) 230-3100 Fax (905) 230-8577 royallepageflowercity@rogers.com Congratulations to Iqbal, Nirmal and the entire team at Royal LePage Flower City Realty.

For information on the Royal LePage franchise program, please call: (416) 510-5827 or email franchise@royallepage.ca †

Erin Lazer

†Royal LePage is a trademark used under license.

38 REM JUNE 2013

THE PUBLISHER’S PAGE

By Heino Molls have been a parent almost all my life. I can’t say I have done a good job of it. I don’t know anyone who would. I was still in my late teens when I first became a parent and I found myself on my own as a single parent just before I turned 25-yearsold. This was during the early 1970s. It is hard to be a single parent. It was even harder back in the ’70s. There was some help for single moms but there was none at all for single dads. There is more help today but it is still, in my opinion, not an easy thing to do. I maintain that it is hard enough for two people to parent a child but it is darn near impossible for one.

I write all this not as a boast and certainly not to seek sympa-

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Working single parents thy. I write only to tell the many single moms and dads who work in this business that I have empathy for you. I understand. I know that you may feel no one understands. I assure you, I get it.

Some things that are hard for others to do are almost insurmountable to a single parent. Like getting a job. Once you have work, the worry, the guilt, the juggling and the never-ending rushing to meet impossible time commitments are overwhelming. It is all exhausting. Yet a single parent must get up and do this every day, every single day, no sleeping in, even on Saturday. As I sit here writing this in my 60s today, I get tired just thinking about it. How did I do it? Not very well.

There is always a catch for a single parent needing to work.

Some jobs may seem more compatible to a single parent if they offer flexible hours or commissionbased incomes, but there is always a catch. At the end of the day you have to produce or get out. In my day, I got some great jobs that paid very well, but I always had to start on the night shift or evening shift.

I never lasted more than a month or two on those jobs. For me and I know for all other single parents, it all comes down to two things; your ability to cope and a bit of luck.

Sometimes you get one or the other; rarely do both happen at the same time.

Eventually there is extreme compromise in all things, from how you live to where you live. It is all managing and coping. I got by from help I received from extraordinary partners in my life who I did not deserve.

If you want to ever see some real hard-working single moms, get out some day at 6 am. Get your Starbucks latte or your Tim Hortons double double on the dashboard of your car and go for a drive on a cold winter dawn. You will see them in the morning darkness at the bus stops huddled with their children waiting for the bus to get to day care and then on to work. At the end of the day, they head back exhausted. I wish I could stop and tell them all, I am with them in my heart.

At first blush the real estate profession may seem a good career

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choice for a single parent. You think they might do well in this business. There are flexible hours and for someone who can work tenaciously at their home desk into late hours with computer technology, social media and a good grasp of customer service, it can work well. But of course there are all the caveats; you need money to buy a computer, the $40 or $50 it costs per month for internet and there is the actual time, in the evening of course, to show properties. Where do you find that time? Where do you even get the money for a car, let alone the gas?

It could all work maybe if they

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teamed up with a Realtor who could do the showings and the closings. I wish them success.

I was blessed with more children in my 30s and 40s and after all these years I can tell you I still remember some mighty tough times as a parent and as a single dad. At the end of the day I can promise every single parent one thing. No matter how hard it may seem, when you look back you will realize that it was worth every moment and every single second.

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