March 2011 by Real Estate Magazine (REM)

Issue #261

March 2011

She’s No. 1

Ottawa’s Marnie Bennett is the top Keller Williams broker in North America Page 8

QR codes latest marketing tool Page 3

Does being a sales rep mean you’re a chauffeur? Page 12

Use Facebook to connect with clients Page 24

REM MARCH 2011 3

QR codes emerge as valuable tool T

he strange-looking stamp showing up on real estate for sale signs these days may look like a derivative of Sudoku but it is anything but a game. It is a QR (quick response) bar code, which when scanned by a smartphone almost immediately accesses the website of the property. The barcodes, which incorporate a specific URL link or website into the code, can be placed almost anywhere sales reps want to get their message out: in a newspaper or magazine listing of the property or a printed listing in a mall kiosk, for example. Rob Grey, broker of The Rob Grey Real Estate Team, Re/Max of Nanaimo, is one of the first to use QR codes to sell real estate in Canada. “We get a lot of kidding from our customers about what they call ‘the crossword puzzles’ on our advertisements,” says Grey, who has had the technology in place since last November.

Kidding aside, the Vancouver Island broker sees QR codes as a serious tool for sales reps and brokers that could quickly become nearly as valuable as cellphones. Spring time, when many new property listings crop up, will be the new technology’s bellwether. Sales reps have every reason to be optimistic about the new technology. “Whatever tool you can use to get information in front of a consumer quickly – and this tool does that – will undoubtedly result in more sales,” says Grey. The cost to sales reps is negligible and, in fact, anyone can produce their own QR code through websites, he says. Christian Longpré, broker of Royal LePage Au Sommet, in Magog, Que., uses a website called ScanLife to create barcodes that are downloadable to smartphones. Sign-up for the service is free and it offers his brokerage up to 1,000 barcodes. It

costs the broker about $80 to print 100 barcode stickers for his property sales signs. The code isn’t scrapped when a home sells – Longpré simply creates a new online link for a new property. Longpré first started using QR codes last November and by January – a slow period of home sales – he was getting about one hit per day on his website from the code. “We see a lot of people coming from Montreal to buy a recreational home in Magog (just over an hour away) because we have a lot of waterfront property. With QR codes on our for sale signs it is very easy for them to scan and get all the information about the property quickly.” The Quebec broker also includes QR codes on property listings advertised in newspapers and direct mail ads. The source where the client found the website can be tracked, helping sales

O P I N I O N :

Disclosure forms are ticking time bombs

reps determine the most effective advertising format. QR codes have found other uses in the real estate industry. At a winter Re/Max convention on the west coast, for example, the codes were placed on delegates’ name tags. A quick scan provides smartphone users with the subject’s contact information and website, Grey says. QR codes are individually designed, allowing sales reps to put their creative touch on the appearance. “You can give it a nice, crisp look,” says Grey. What will be the key to the new technology’s success? Grey says once enough salespeople embrace the technology the buying public will get used to using it and will demand it. “We’re not gatekeepers of information. It’s important to get all the information into the hands of the buying public and trust their intelligence to make smart decisions.” In Nanaimo, a highly competitive market for real estate sales, Grey expects the buying public to

By Don Procter become accustomed to using the codes soon because only a few weeks after he introduced QR codes, other local Realtors followed. Grey’s initiation into the world of QR codes came through his nephew Adrian Grey, who designs QR codes for companies from his business in Tokyo where a variety of QR code applications have been in place for years. “He had been telling me for over a year to embrace this technology but what drove it home for me was when my passport renewal notice came in the mail with a QR code attached to the form (to help the government process personal information).” While the younger generation is most apt to take to the technology, many of Grey’s customers in Nanaimo – a growing retirement community – are over 55. That doesn’t discourage him from ramping up for a busy spring. “I’ve learned that you can’t underestimate the intelligence of the consumer.” REM

By Bob Aaron

eal estate boards and agents across the country continue to promote the use of property disclosure forms, despite the fact that the form has resulted in an avalanche of litigation resulting from its widespread use and misuse. Proof of the litigation explosion comes in the form of a detailed analysis of every Canadian case on the seller property information statement (SPIS), as it is known in Ontario, which I have just completed for a presentation to real estate lawyers at a gathering of the Ontario Bar Association. Since the forms were first introduced around 1993, there have been 49 reported court decisions resulting from the use of the SPIS in Ontario, and a further 153 from the other provinces and territories, for a total of 202 cases. I cannot think of any other single document that has accounted for so much litigation in the same time period.

Typical of the cases taking up considerable court time lately is the 2010 decision of Small Claims Court Deputy Judge Jay State in the case of Smith v. Campanella. David and Brenda Smith sued Salvatore and Maria Campanella for damages in the amount of $9,256.25 arising from their purchase of the Campanella house on Queenslea Drive in Hamilton. The Campanellas signed a SPIS form, which was given to the purchasers before the Agreement of Purchase and Sale was finalized. Beside the question for the type of wiring in the house, the seller had the option to check off one of four options: copper, aluminum, knob-and-tube or other. There is a space beside the word “other” where the sellers could have filled in “unknown,” but instead they checked off “copper” and left a blank in the space beside “other.” They completed the form in this way on the advice of their real estate agent.

After the purchase transaction had closed, the Smiths discovered that the house had both aluminum and copper wiring. They sued for damages representing the cost to remove the aluminum wiring and replace it with copper. The judge accepted that the Campanellas actually believed that the wiring was all copper and that they did not deliberately or fraudulently mislead the buyers. Nonetheless, he determined that their answer was based upon “a thin premise, an assumption, a guess, really, based upon the age of the building . . . made without doing any checking to ascertain if the answer was accurate, and this assertion amounted to a negligent misrepresentation.” In this case, the SPIS was not just “attached” to the Agreement of Purchase and Sale, but it was specifically incorporated into it by a clause to that effect. As a result,

Christian Longpré’s sign with QR code.

Continued on page 43

Rob Grey’s print ads include QR codes for every property.

4 REM MARCH 2011

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 wo of HamiltonBurlington’s most prominent real estate brokerages – Re/Max Del Mar Realty and Re/Max Escarpment Realty – have merged, creating the largest realty firm in the area. The combined company, operating under the Re/Max Escarpment Realty banner, now captures over 35 per cent market share in the Hamilton-Burlington region, Re/Max says. Plans for further strategic expansion are in place, with the goal of reaching a 50 per cent market share (representing one in every two homes sold), says the company. Louis Zurini founded Re/Max

Del Mar as one of the original Re/Max franchises in 1980. “Joining forces was an effective way to unite two successful companies whose leaders share a similar vision, while simultaneously increasing our presence within the region,” says Conrad Zurini, Louis Zurini’s son and broker of record of the newly expanded brokerage. Zurini’s father and mother, Louis and Ann, and sister, Joey, will continue with the brokerage. Tom Rendall and Ralph Schmidt will continue to guide the day-today operations and advise on professional and business development. The brokerage now has a sales

Conrad Zurini

Brenda Macdonald Rowe

“Gordon will be sorely missed, yet it’s comforting to know his influence and legacy will live on in those he touched,” they said in a statement.

force of nearly 300 sales reps, working from six office locations, including Stoney Creek, East Hamilton, Central Mountain, West Hamilton, Ancaster and Burlington. ■ ■ ■

Prudential reports that Prudential Sussex Realty broker Gordon Harmon of Vancouver died Jan. 30 after a long fight with cancer. “Harmon set the highest standards for real estate professionalism and integrity in his greater Vancouver, B.C. market. Behind his leadership, Prudential Sussex Realty became a perennial Gibraltar Circle member and a leader in Canadian real estate,” says Prudential. “The company, which operates five offices with 275 sales professionals, makes sizeable contributions of time and resources to charitable organizations such as The Sunshine Kids Foundation and Easter Seals.” Prudential Real Estate chairman Jim Mallozzi and president Earl Lee described Harmon as a rare individual and a true ambassador of the Prudential brand.

Full-service brokerage Erie’s Edge Real Estate was recently founded by Ray Ferris and Amie Trinder. The firm serves the communities along Lake Erie’s north shore in South Western Ontario in Norfolk County, including the lakeside villages of Port Rowan, St. Williams and Booth’s Harbour. It also serves Turkey Point Beach and Port Dover. Ferris, the firm’s broker of record, says, “As technology continues to evolve at an almost impossible pace to keep up to, the future of real estate is all mobile, social and local. Today, more people access the web via smartphones than desktops and laptops combined. The average number of text messages sent per month far exceeds the average number of phone calls made from cell phones. Our focus is to provide consumers with the information they want and where they want it, providing our sellers with increased marketing exposure and superior service.” Ferris has been a Realtor for 15 years. Trinder is a third-generation Realtor following in the footsteps of her mother and grandfather. Ferris is the immediate past-president of the Simcoe & District Real Estate Board while Trinder serves as the association’s president-elect. ■ ■ ■

Harkanwal Thind has opened a new brokerage, Century 21 Leaders Realty, in Mississauga, Ont. Thind has 23 years of real estate experience and has been a broker for six years. Century 21 Leaders Realty currently has 40 sales reps.

Re/Max Grey Bruce Realty of Owen Sound, Ont. recently acquired new offices in Tobermory and Ferndale. The brokerage merged with two local competitors, both long-standing establishments in the community – the former Davis & McLay Real Estate and North Bruce Realty. The Re/Max brokerage will now operate out of nine office locations, with more than 40 sales reps working under its banner. Joining the team are sales associates Kathy Dimaline (former broker/owner, Davis & McLay and North Bruce Realty), Doug McLay, Carol Phillips, Robyn Dean and Erica Rhodes. Dennis Herman, broker/owner of Re/Max Grey Bruce Realty, says, “The merger allowed us to capitalize on existing framework and align ourselves with exceptionally talented professionals – industry veterans who are dedicated to the same principles that have long been the cornerstone of our brand. “This progress would not have been possible without the significant contribution of Fay Herman, who was my mother, friend and also co-owner of Re/Max Grey Bruce,” says Dennis Herman. “While she passed away before this merger came to completion, I know she would be proud to see the company well-prepared to thrive, as it did for many years under her careful direction.” Michael Polzler, executive vice-president of Re/Max OntarioAtlantic Canada, says, “We are saddened at the loss of Fay Herman, who was an exemplary professional and a credit to the industry. She spent 35 years in this business, earning numerous awards, including the Re/Max Lifetime Achievement Award and Honorary Lifetime Membership to the Grey Bruce Real Estate Board Continued on page 6

■ ■ ■

Dennis Herman

Bruce Sworik

Harkanwal Thind

Jeff Lobb

Amie Trinder and Ray Ferris

PHOTO: MARK DADSWELL/GETTY IMAGES

Gordon Harmon

Diane Roy

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Continued from page 4

– an honour that has only been bestowed three times in the board’s 45-year history. We’re certain that Re/Max Grey Bruce will continue as a trusted fixture in the region in the very capable hands of Dennis Herman.” ■ ■ ■

Exit Realty Corp. International has appointed Jeff Lobb as vicepresident of technology and innovation. Lobb has been a Realtor for 22 years, with more than 10 years of experience in the Internet and technology fields with Fortune 500 companies and start-up ventures. He has been a trainer with Exit Realty’s Mind-Set Training Systems suite, traveling the continent delivering technology insight, education and resources to company associates. ■ ■ ■

Sutton Group-Select Realty of London, Ont. recently opened a new office in Ingersoll, acquiring the former Royal LePage Landco brokerage and its staff and salespeople. Bruce Sworik, broker of record, says, “The office has recently undergone interior and exterior changes to enhance our presence in this market. Our agents there service the residential, commercial and farming needs for the area with a lot of valuable experience to offer.” Sworik says he plans to add three more experienced agents to the operation. Sutton Group – Select now serves the greater London and St. Thomas area with its main branch in London, and the Grand Bend Resort area on Lake Huron and Ingersoll with branch offices. It has more than 115 agents. ■ ■ ■

Diane Roy, a wheelchair racer and admin staffer with Royal LePage Evolution in Sherbrooke, Que., captured a bronze and two

Cover photo: RYAN PARENT

silvers at the World Paralympics Championships in Christchurch, New Zealand in late January. She was second in the 400 metres, third in the 800 metre race and narrowly missed gold in the 1,500 metres after finishing 55 hundredths of a second short of the winner, American Tatyana McFadden. “It’s a beautiful silver medal,” Roy told Sportcom following the 1500 m. “The course was very strategic, but I was well positioned throughout the race.” A slight mishap in the 1500 may have cost Roy the top honours in that race. “A belt on the back of my chair came loose. It did not deter me from pushing on, but it caught me off guard. Did I miss out on one good push at that moment? Who knows?” said Roy. ■ ■ ■

Christie’s has announced a corporate name change for its exclusive property brand Christie’s International Real Estate, formerly Christie’s Great Estates. Louise Rémillard, president of Profusion Realty, the exclusive affiliate of Christie’s International Real Estate for the Greater Montreal area, says, “The prime and super-prime sectors of the property market – where Christie’s International Real Estate operates exclusively – have a global clientele. The name change will instil in these consumers a more immediate grasp of the company’s mandate and clarify that Christie’s and its real estate arm are one and the same.” Profusion Realty has been in business for two years and has 40 sales reps. It says it has a 20 per cent market share in Quebec in the sale of properties over $1 million. The firm also has more than 25 per cent of the real estate market in Westmount and Nun’s Island for transactions exceeding $1 million and $700,000, respectively. Christie’s recently paid a special tribute to Profusion Realty

for this achievement by selecting the firm among its Affiliate of the Year runners-up. ■ ■ ■

Century 21 Heritage Group recently celebrated the opening of an office in Bradford, Ont. With headquarters in Richmond Hill, the brokerage has been providing full real estate services for 20 years. It also has offices in Newmarket and Thornhill. The Bradford office is in the old CIBC building at 49 Holland St. W. Pamela Prescott, broker/owner of Century 21 Heritage Group, says, “The town is so vibrant and it’s expanding. We wanted to be a part of that growth. Now our clients will have an office in town rather than having to travel to our other offices. It also means we can get more involved in the community.” Prescott has been in real estate for about 35 years.

Margaret Burniston

Pamela Prescott

■ ■ ■

Re/Max Niagara Realty recently celebrated its 25th anniversary. Transitioning from a small start-up brokerage in 1985, the franchise now has more than 60 sales reps operating out of two locations. The company held a formal reception, attended by Niagara Falls Mayor Jim Diodati, as well as more than 500 industry professionals and community supporters. “Our success over the years comes down to two factors – our people and our commitment to quality,” says Angelo Muraco, broker/owner, Re/Max Niagara Realty. Consumers voted the franchise as the preferred Realtor in the city in a local newspaper poll for 12 consecutive years. The franchise is also a contributor to local causes, supporting the Children’s Miracle Network and the Canadian Breast Cancer Foundation, as well as Project Share, The United Way, Community Outreach and the Greater Niagara General Hospital.

New Jersey-based Better Homes and Gardens Real Estate has promoted Wendy Forsythe to senior vice-president of network services. Forsythe will continue to lead the teams responsible for providing products, tools and services to the network of more than 7,000 sales associates and 196 offices, currently operating in 21 states. Forsythe assisted in launching the company as a Realogy franchise in July 2008. Previously she was vice-president of sales services for Royal LePage. Sherry Chris, president and CEO of Better Homes and Gardens Real Estate, is also a Royal LePage alumna.

Publisher HEINO MOLLS email: heino@remonline.com

Editor JIM ADAIR email: jim@remonline.com

General Manager JOHN COOPER email: john@remonline.com

Senior Editor KATHY BEVAN email: kathy@remonline.com

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

Art Director LIZ MACKIN Graphic Design SHAWN KELLY

■ ■ ■

Century 21 Explorer Realty of Carleton Place, Ont., co-owned by Margaret Burniston and Brenda Macdonald Rowe, has opened four new satellite offices to help bring them closer to their clients. “Many of our clients are moving from the city to rural locations we already service, and back into

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

Phone: 416.425.3504 www.remonline.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. Subscriptions are $40.95 per year (including $1.95 GST), payable by personal cheque. Entire contents copyright 2011 REM. All rights reserved. Reproduction in whole or in part without written permission from the publisher is prohibited. The opinions expressed in REM are not necessarily those of the publisher. ISSN 1201-1223

Celebrating Re/Max Niagara Realty’s 25th anniversary, from left: Dana Whitman, VP operations, Re/Max Ontario-Atlantic Canada; Angelo Muraco, broker/owner, Re/Max Niagara Realty; Ron Joncas, manager, Re/Max Niagara Realty; Christine Martysiewicz, director of internal and public relations, Re/Max Ontario-Atlantic Canada; Mayor Jim Diodati; and Adrian Burry, executive director of franchise sales, Re/Max Ontario-Atlantic Canada.

the city from rural,” says Burniston. “It became a natural extension of our business to service our clients where they work and live.” The brokerage now serves Arnprior, Carleton Place, Kanata, Ottawa and Perth and surrounding areas. ■ ■ ■

Sotheby’s International Realty Affiliates LLC has a new affiliate in Moscow, Russia. The firm will serve clients in the Moscow and Moscow City regions with Marina Bolshakova managing and directing the operation as president and chief executive officer. Bolshakova says the Sotheby’s International Realty brand “is known throughout the world for its commitment to excellence in every phase of the real estate business. The Russian people deserve the highest possible level of service and, by taking this step, we will be able to deliver such service to them immediately.” REM Printed Printed by Metroland by Metroland Media Media Group, Group, Ltd. Ltd. A certified A certified FSC FSC Printer Printer

Multiple Listings

T:11.25 in S:10.25 in

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© 2011 Coldwell Banker Real Estate LLC. A Realogy Company. All Rights Reserved. Each Ofﬁce Is Independently Owned And Operated. Coldwell Banker,® the Coldwell Banker Logo and “We Never Stop Moving” are registered service marks licensed to Coldwell Banker Real Estate LLC. 1

According to 2010 REAL Trends 500 report among brokers with greater than 500 closed sales and the REAL Trends Canadian 200 (Ranked by Closed Sales Volume for 2009). Prudential numbers do not include HomeServices of America.

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Status OK OK OK OK OK OK OK OK

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Publication: REM March Issue-Canada First Insertion: March

Headline: There’s a Place for Agents Like Ours Media Type / Magazine Substrate Trim: 11.25w x 12h in. Live: 10.25w x 11h in. Bleed: NA Colors: cmyk Pages: 1 Round: 1

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8 REM MARCH 2011

Marnie Bennett’s ‘Big 5’ secrets to success

The No. 1 Keller Williams broker in North America, Ottawa’s Marnie Bennett and her team sell 25 per cent of the new condos in Canada’s capital. By Susan Doran

ttawa ‘condo queen’ Marnie Bennett, an admitted workaholic who’s in the top one per cent of salespeople in North America, says she’s thrilled to have been named the No. 1 broker worldwide for Keller Williams Realty International for 2010. Bennett, 57, is the first female Canadian broker to achieve that distinction, having sold – along with her team of 31 agents and support staff – over 600 properties in a year that was not only sketchy economy-wise but was also hindered by the introduction of the HST and changes to mortgage regulations. That’s “one home every 12 hours,” Bennett says. “That’s a lot.” She says, “We dominate the new home industry – 25 per cent of all new condos sold in Ottawa are by my team. That’s gynormous.” Okay, you’re thinking it might be easy to hate her. It is clear that Bennett, who’s with Keller Williams VIP Realty in Ottawa and is team leader of Bennett Real Estate Professionals, has always been driven. She bested more than 80,000 other Keller Williams’ sales reps worldwide. She has a degree in law and economics, and even back in 1981, in her first year of real estate, she was one of the top agents in Canada. She’s been director of the Ottawa Board of Trade, and of ... well, you name it. But here’s the thing – she’s down to earth and recognizes she has weaknesses as well as strengths. (“I’m not a detail person, more a ‘macro’ thinker,” she says.) She acknowledges that the formula to her success is teamwork. Bennett comes across as

remarkably relaxed, goodnaturedly tossing off stories about getting stuck in an elevator for an hour with a terrified client who had never been in one before; about chasing a seller’s escaped basset hound (“be careful – they get a scent and they’re gone!”); and about her great annoyance with how difficult it is to open frozen lockboxes in the dead of an Ottawa winter. Now a grandmother, she’s big on family (her three children, her husband, and a son-inlaw all work with her) and on relationship building with clients, making full use of social media like Facebook, Twitter and YouTube. “You have to go with the times, be part of the ‘new’ school of real estate,” she says. “My team is cutting edge.” Ironically, her reputation for innovative marketing skills started snowballing when she left real estate for awhile and before long was executive vicepresident of a market-leading custom home builder, and later, of her own boutique real estate marketing firm, Bennett & Company. She has been the recipient of dozens of housing awards for her progressive marketing/strategist techniques, and is recognized as a leader in Ottawa’s new home construction industry. Bennett says she has never failed to meet sales projections, no matter how aggressive. In 2007, she decided to include a resale division in the company, and the Bennett Real Estate Professionals (BREP) was born, a part of Keller Williams, where the busy Bennett had returned to work as a broker. She propelled her team to the top by offering a full complement of integrated

services – one-stop-shopping – that runs the gamut from advice on wealth management (“We’ll guide you through the process of researching a property, acquiring it, developing a winning exit strategy and eventually liquidating it.”) to home staging, lawyers and insurance. Her current ‘condo queen’ status in Ottawa points to the fact that condos and townhouses are hot commodities in that city these days, thanks to demographics. “The market in Ottawa is a bit insulated from the rest of the country,” says Bennett. “We don’t have the peaks and valleys of other Canadian cities. We have the highest baby boom population per capita in Canada. Seventy per cent of our work force is in government-related jobs. In the next year or so a lot of them will be eligible for retirement.” So people are looking at downsizing and new workers are coming in, thus helping to boost condo sales, which now account for over 20 per cent of the real estate market in Ottawa, compared to less than five per cent a decade ago, Bennett says. It hasn’t always been the most progressive city, but “Ottawa is starting to find itself as a world class national capital,” she says. Bennett, considered worldclass herself, has some advice for people wanting to make a go of it in real estate. “I have what I call ‘Marnie’s big five,’” she says. Her tips are: 1) Have a business plan. Respect the business. 2) Educate and train yourself continually. 3) Embrace technology. We’re in a technological revolution. Be a ‘new school’ Realtor.

Marnie Bennett. (Photo by Ryan Parent)

4) Know what your unique selling proposition is and whether it is working. Understand that you can’t be everything to everyone. 5) Recognize your weaknesses and hire other people to compensate for them. Work smartly. “You have to be professional in this business,” says Bennett.

“Then you’ll get a reputation for being at a higher level. “Real estate is serious business. When people buy a property it sets them on a course for life. I would not sell a house I wouldn’t sell to my family or friends. You’ve got to have integrity,” she says. “We’re involved in relationship building with clients, and not a one-night stand.” REM

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real estate industry. He began his real estate career as an industrial specialist in the Mississauga market and has acted both as a listing agent, co-ordinating the lease-up of industrial buildings; and as a tenant representative, assisting national and international corporate and professional tenants in relocating or renewing leases. For the last 12 years, he has been specializing in the sale and leasing of retail properties throughout Southern Ontario – particularly the Greater Toronto/Golden Horseshoe area – working on behalf of property owners and tenants. REM

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ob Renaud has been named 2010 SIOR Canadian Office Broker of the Year. He is a principal and vice-president, advisory and corporate services in the Toronto office of Newmark Knight Frank Devencore. The award recognizes the superior performance and achievement of a real estate brokerage advisor, based on the size, value and volume of transactions completed in a single calendar year. Renaud has more than 15 years of experience in the international corporate real estate services arena. He has specialized expertise in portfolio and transaction management for corporate real estate users globally, with involvement in more than 15 million square feet to date. In 2010, Renaud was also recognized as the Top Producer at the Newmark Knight Frank Devencore Toronto office. He provides insights into the corporate real estate markets weekly on CP24 News, broadcast both on television and radio, and has been featured on CTV’s Business News Network (BNN). Renaud has also been elected as the 2011 vice-president of SIOR’s Canadian board.

James Shandro has joined Avison Young’s brokerage operations in Vancouver. Shandro will focus his efforts on retail leasing and sales and landlord and tenant representation. He was most recently a commercial real estate sales and leasing broker at Macdonald Commercial in Vancouver.

James Shandro

■ ■ ■

Retail specialist Todd Frith has joined Avison Young’s brokerage operations in Mississauga. He was most recently a senior director at DTZ Barnicke Limited in Mississauga. Frith brings more than 20 years of experience in the commercial

Todd Frith

12 REM MARCH 2011

Does being a sales rep mean you’re a chauffeur? Should sales reps drive their clients around to showings or should clients drive themselves? Realtors on both sides weigh in. By Toby Welch the buyer clients and do a needs assessment to establish their qualification and household needs. These buyers may or may not have access to a car. They likely flew here from another military base.”

Scott Hetherington

anis Green, a sales rep with Sally McGarr Realty in St. Catharines, Ont., says, “I always prefer to drive clients to appointments. It gives me an opportunity to find out what they like or dislike about the properties we are viewing as we go through the process. It also offers an opportunity to learn more about their neighbourhood preferences. But, often in this new market, buyers want to meet me at properties. When we do this, it is their choice, not mine.” Scott Hetherington, an associate broker at Royal LePage Martin-Liberty Realty in Brandon, Man., drives his clients around. “My preference is to have clients ride with me. In Brandon we have the luxury of getting from one end of the city to the other in less than 15 minutes. Time in the vehicle is probably the only time I will have

Scott Hetherington

my client’s undivided attention. By the end of the day, I’ll know a lot more about my clients. I’ll have had the opportunity to build a relationship and their trust. Texting, cell phones and faxes are so impersonal. Give your clients some quality time and I believe it will make your job much easier in the long run.” Sales rep Ryan Hodge of Re/Max Centre City Realty in London, Ont. says he and his team are happy to drive clients who are serious buyers. “We like to qualify all buyers first, especially when they’re viewing one of our client’s listings. We want to ensure they are capable of purchasing the property. We typically meet any new buyers at the office or their home for an initial consultation. I feel once they become a client it’s important to meet them at the office and drive together to showings. It develops a rapport and strengthens the relationship between us. It also helps us determine if we are showing them the right types of properties or if we should revise their search.” Hodge adds, “The only times we would not take someone to see a listing is if they’re not a client of ours or if it feels like an unsafe situation. I have three female

sales reps who work on my team and I ask all of them to ensure that they don’t take any strange calls to view properties at night. There is a risk associated with this profession and it’s simply not worth the consequences of meeting the wrong person at night or at a vacant home.” Cindy J. Wozney, a sales rep and partner at Harbourside Realty in Halifax, no longer drives clients to listings. “Not all buyers are clients. If they are true clients, I have no problem meeting them at my office and once we have the Buyer’s Agreement signed, only then I will meet them at the house they wish to see. The buyer supplies his/her own transportation. I do not ride with buyer clients or customers.” Wozney makes one exception to her personal rule of no driving clients around. “Military postings are the only exception. After receiving a referral, I meet with

Cindy Wozney

A sales rep for Pemberton Holmes – Cloverdale in Victoria, Bill Stenson is flexible and does what his clients prefer. “Often, it seems, clients choose to meet me at the target property. If they are from out of town and don’t know the city, and especially if we are viewing more than one property, they prefer to be driven around. This general law of delivery is often mitigated by breast-feeding mothers with car seats or smelly dogs with a bad itch that can’t

Bill Stenson

be left at home! They often view such complications as a reason to drive independently. Ask, then deliver,” Stenson says. “There are some advantages to having the client in the car with you. Instead of loitering around and feeling them out about pros and cons, this can be accomplished while driving to the next one. It is a more expedient way to get to know the client’s needs.” Don’t forget about the issue of liability insurance. If you drive clients around, double check with your insurance agent to make sure your coverage includes

Dave Markus

the risk of having additional passengers in your vehicle. Dave Markus, a sales rep with Century 21 Conexus Realty in Regina, says, “I always prefer to drive in my vehicle together with the client. Questions and conversation are an important part of the sales process and when I am in my vehicle with my clients going from property to property, it is the perfect venue to discuss real estate questions and concerns.” Sometimes Markus will ride with a client. “I always prefer clients to ride with me but sometimes it’s not convenient for the client – like in the case of kids and car seats. In this scenario, I have suggested we use their vehicle instead; no big trouble for them and we still ride together.” Markus sums up the subject: “There may be some reluctance from some Realtors on the safety aspect of letting someone you don’t really know into your vehicle but that comes back to the qualifying process. When you meet a new buyer the first meeting should be in the office before you go out on any showings. It gives you an opportunity to find out who they are and get ID. If you don’t feel comfortable in taking them out in your car, then you shouldn’t!” REM

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ric Charbonneau is the new chief executive officer of the Quebec Federation of Real Estate Boards (QFREB) and the Greater Montreal Real Estate Board (GMREB). Charbonneau is also general manager of Centris, the technology division of the GMREB, a position he has held since 2008. He has close to 20 years of experience at the GMREB and QFREB, during which he held the positions of manager, business and technology development and manager, information systems. Charbonneau was a member of the Board of Directors of the MLS and Technology Council of CREA from 2008 to 2010. He is also an active member of a select group of information technology managers within the Réseau Action TI, a network that brings together stakeholders from Quebec’s IT sector. ■ ■ ■

by the Kitchener Waterloo Real Estate Board. It’s only the 13th time the award has been presented in the 70+ year history of the board. Lohmer was president of the board in 1984, when she also received the Business Woman of the Year award from Region of Waterloo. In 1997 she was the first recipient of the Distinguished Realtor award. Lohmer was an OREA real estate instructor for 25 years; and chairman of the local chapters of the Real Estate Institute of Canada and the Appraisal Institute of Canada for many years. She received her real estate licence in 1974 and her CRA designation in 1979 and then opened her own business under the banner of Lohmer Real Estate & Appraisals Ltd. in 1982. She has also volunteered in many ways for various organizations. ■ ■ ■

Shirley Lohmer was recently presented with the distinguished Honorary Lifetime Member Award

The Guelph & District Association of Realtors presented

Éric Charbonneau

Diane Hawrylenko

Shirley Lohmer

Ralph Fyfe

the John Clark Sr. Volunteer Award to Glen Kelley of Royal LePage RCR Realty at its Annual General Meeting recently. The award has been presented since 1993 to a member who gives of his time to be involved in community work and association committee work over the years. The association’s Realtors Community Care Fund donated $9,000 to Dunara Homes for Recovery and $5,000 to the Guelph Humane Society. Jennifer Lovsin was installed as 2011 association president. Also named to the 2011 Board of Directors: Jeff Matteis, presidentelect; Matthew Bennett-Monty and Lee McKay, executive directors; and Linda Breese, Jackie Harrison, Mark MacKinnon, Kim McKenzie and Brett Nodwell, directors at large. ■ ■ ■

Jack Lane, president of the London and St. Thomas Association of Realtors (LSTAR), recently appeared before the province’s Standing Committee on Finance and Economic Affairs during public hearings in London to make the case for two recommendations outlined in the Ontario Real Estate Association’s PreBudget Submission regarding personal real estate corporations and brownfields remediation. “Presently registered salespeople are prevented from incorporating under the Real Estate Business and Brokers Act 2002 and we’d like to see that changed,” says

Lane. “There are a number of sound policy reasons for allowing salespeople to incorporate, as well as a fairness issue: most regulated professions gained the ability to incorporate through the Business Corporations Act 2001. Extending that to real estate salespeople would give them the same business opportunities afforded members of other regulated industries and end the current tax discrimination against real estate salespeople.” The second recommendation made by Lane focused on brownfield remediation. Brownfields are typically older contaminated industrial properties that cannot be developed unless remediated, an often prohibitively expensive prospect. OREA and LSTAR want the provincial government to lower property taxes on brownfields to encourage more redevelopment. Accompanying Lane to the hearing were Barb Whitney, LSTAR president-elect, and Betty Doré, LSTAR executive vice-president. ■ ■ ■

The Calgary Real Estate Board (CREB) has partnered with Ubertor.com on a new venture that provides Realtor websites to CREB’s more than 5,000 members. “We made a strategic decision a few months ago to adjust our core offerings to our Realtors and move into the web services business,” says Mark Hobbs, manager, media services at CREB. “The future of real estate boards is evolving and

Durham Region Association of Realtors staff and directors wearing it pink, from left: back row – Dierdre Mullen, Randy Scarlett, Rhonda Foskett, Christine Marquis, Stephanie Westfall, Sandra O’Donohue, Debbi Guislain, Catherine Ayotte, Cathie Ketcheson, Cail Maclean, Ian Gibson. Front row – Nilda Wright, Debbie Dawson.

our revenue model needed to evolve with it. We wanted to add a website product and it was determined that the solution offered by Ubertor was the best fit for our Realtor members.” ■ ■ ■

Diane Hawrylenko, a broker with Nicholson Realty, has been honoured with the Claude E. Dubrick Realtor Award of Merit by the Kitchener-Waterloo Real Estate Board (KWREB). The award recognizes an outstanding individual who has both enhanced the Quality of Life within the community; and who positively reflects the professional image of Kitchener-Waterloo Realtors. Active in the real estate profession for 30 years, Hawrylenko served as president of the KWREB in 2003, and has served on at least one committee every year since she became a member. A dedicated volunteer, both within and outside of organized real estate, Hawrylenko’s activities extend deep into the community through her involvement with the Canadian Cancer Society and the Greater-Kitchener-Waterloo Chamber of Commerce. ■ ■ ■

The Quebec Federation of Real Estate Boards (QFREB) is taking the federal government to task, requesting legislation be established surrounding mortgage penalties imposed on households that prepay the full balance of their mortgage. In Canada, when a borrower prepays the full balance of his mortgage, the lender imposes a penalty that is equal to the highest of three months of interest; or an amount based on the differential between rate A, the rate in effect at the signing of the mortgage, and rate B, the rate in effect at the prepayment date. The second scenario allows the lender to cover the financial loss incurred by their mortgage investment in the event that interest rates decrease. “The problem is that in the second case, some financial institutions try to maximize the difference between the two rates by using, for example, the posted rate as rate A and the negotiated rate, Continued on page 16

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or a rate even lower than the negotiated rate, as rate B. As a result, the penalty paid can significantly exceed the lender’s actual loss,” says Pierre Langlois, manager of government affairs at the QFREB. “Another problem is that mortgage penalties are asymmetrical. Borrowers must pay a penalty regardless of whether interest rates increase or decrease.” The QFREB is asking the government to enact legislation that will eliminate and prevent abuse from Canadian mortgage lenders, as it pledged to do when its budget was tabled in March 2010. The QFREB proposes four possible solutions: • eliminate mortgage penalties in Canada; • set limits (e.g., a minimum of three months of interest and a maximum of six months of interest); • use the negotiated rate (rate A) and the rate that the financial institution is willing to offer for the remaining period (rate B); • use a curve of negotiated rates established periodically by an independent organization (such as the Bank of Canada) that reflects the prevailing market conditions. “When households learn the amount of the penalty to be paid, many of them decide to postpone the sale of their property, thereby slowing down the real estate market,” says Langlois. “Moreover, this problem adversely affects market liquidity and promotes household debt.” ■ ■ ■

Ralph Fyfe is the 108th president of WinnipegRealtors. Fyfe’s wife and long-time business partner, Wendy, and his two grown-up children, Richard and Janice, all work for the Fyfe & Company team at Century 21 Bachman & Associates. Starting his real estate career in 1977, Fyfe has always made St. Vital, the area he grew up in and resides in now, the focus of his marketing efforts. He has headed up and served on a number of WinnipegRealtors standing committees and task forces. He was on the executive committee the past two years; as treasurer in 2009 and president-

elect last year. He has also served as a director of the Manitoba Real Estate Association and president in 2001. A year later he went on to be the Manitoba regional director for CREA. ■ ■ ■

Members of the Ottawa Real Estate Board (OREB) raised more than $50,000 for the Ontario Realtors Care Foundation in 2010, including $19,369 from the proceeds of a charity golf tournament and $31,239 from the Every Realtor campaign, in which members donate $1 per member per month to the foundation. OREB requested that all of the funds raised be granted back to local shelter-related charitable organizations. Fourteen local charities received grants in December 2010 and were recognized by the Board of Directors for their contributions to the Ottawa community at the OREB Tribute to Success event held recently. ■ ■ ■

The London and St. Thomas Association of Realtors held its 14th annual Homes for Hope Bonspiel recently. The popular event is a fundraiser for Mission Services, which provides shelter and assistance to the homeless and disadvantaged in the community. The event raised $11,800 for the charity, bringing the total raised by the bonspiel since its inception to $102,800 and the total raised by the association through the bonspiel and other fundraisers, including selling Homes for Hope pins, to well over $250,000. ■ ■ ■

From pink ties to pink scarves, directors and staff from the Durham Region Association of Realtors looked stylish as they wore their best pink outfits in support of the second annual Wear It Pink Day recently. It’s part of the Weekend to End Women’s Cancer campaign, which aims to bring awareness about all cancers that affect women to the public and their communities. Individual donations were made by directors and staff at the board and will be donated to Team Re/Max, which will be running for Breast Cancer in the CIBC Run for the Cure. REM

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20 REM MARCH 2011

Mortgage Business Mauris critical of mortgage changes Gary Mauris, president of Dominion Lending Centres, had his say about concerns within the Canadian mortgage brokering industry to Finance Minister Jim Flaherty during the Regina PreBudget Consultation recently. Mauris was the only representative of the Canadian mortgage brokering industry. Flaherty announced further tightening to the rules for government-backed insured mortgages two days before Mauris appeared before the Finance Minister. “Although we support and encourage household fiscal responsibility, we think a sweeping policy change like the one we saw earlier this week wasn’t necessary,” Mauris said at the consultation. “Mortgage default in Canada is the lowest in the world. Rather than pairing back the maximum amortization from 35 years to 30, they should have made the borrower qualify based on the payments for a 30-year amortization and kept the maximum amortization at 35. Qualification and purchasing power just dropped significantly, especially affecting firsttime homebuyers, making it more difficult for our most valuable assets – young adults and young families – to experience homeownership and participate in our real estate sector.” He said the reduction of the refinancing maximum to 85 per cent from 90 per cent loan-tovalue (LTV) was not necessary. “One of the most effective ways that mortgage professionals can eliminate high-interest, unsecured consumer debt and over-extension is to refinance at today’s low interest rates – often saving the consumer hundreds of dollars per month in excessive interest. This policy is going to force many homeowners who are experiencing job loss, illness, separation, divorce

or urgent unforeseen family crisis into having to sell their homes to gain access to their very own equity.” Mauris said there is an unlevel playing field between Canadian insurers, “specifically enjoyed by CMHC. Government needs to equally support our insurers. This benefits the consumer and supports consumer choice and fair play.” He also said that government needs to take a hard look at unsecured debt and, specifically, credit card issuers. “Canadians’ biggest financial struggles, over-extension and record debt levels are not due to their mortgages (again, we have the lowest mortgage default rate in the world). They are due to easy access to high-interest credit cards and other unsecured debt.”

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22 REM MARCH 2011

THE SENIOR AGENT

By Barry Lebow

s your real estate business saleable? If so, what is the value? Have you built a business that would allow you to sell it if you were to move or retire? The bigger question, if you answered no to these questions, is why not and what are you going to do about it? There is an old saying, “Old Realtors never die, they just run out of commission.” It may be cute or a cliché but given my 43 years in real estate I have observed too many agents who have worked hard but in the end

Do you have an exit plan? still needed the next deals to pay for past debts. Given that there are just shy of 100,000 Realtors in Canada, limited numbers leave this industry or retire properly. As they age, as health becomes an issue, they lose their earning power and fade away. In most businesses or careers, one thinks about their future and how much money they will need to enjoy their retirement. Not so with real estate agents. Yes, some are savvy and invest in the product they sell, but not many. One overlooked asset is what is referred to as a “book of business.” This is nothing more than your own client base and your service record. Over the years I have heard of books of business changing hands from a low of $25,000 to a high of $150,000. Say an agent moves from one community to another and wants to accelerate their success in the new town. They can buy

an established book of business and within days be back in the game. A book of business is not just a simple client base. It reflects your contact history, your marketing, newsletters, your advertising and a record of your success. Good agents work their client base but also keep good records of all contacts. A “contact” is not a client but the number of times a year you connect with your client in any manner. What bothers me is that more brokerages do not teach their new agents how to retire. They do not discuss exit strategies and how to build a book of business, which is a hard asset. Building a book of business takes years. It is a systematic approach to the business of real estate. One thing is obvious in professional real estate – top producers for the most part have one common trait, they are organized. They have systems in

place and they work on their business. The sale of a book of business obviously depends on the size of your market, the state of your local market and how many clients are prepared to accept working with the new person. Your records have to be good, they have to be accurate and they have to show that the buyer of your business can make a living from your client base. The volume of calls you get is also a measure of the worth of your book of business. An exit plan is just that, an exit plan. The book of business is a saleable asset. To receive little or no money down and then a referral fee on every potential deal in the future is not a true exit plan. What if the buyer/agent just is not good enough, or is sloppy or gets ill? Remember, no banking institution allows the deposit of a postdated cheque.

So, no matter where you are in your real estate career, take a good hard look at your business and focus on making your book of business valuable, viable and transferable. You deserve an exit plan. Barry Lebow, a long- time columnist for REM, returns to the fold after a hiatus of almost two years due to personal and business reasons. Barry started as a Realtor in 1968. He is an appraiser, arbitrator, Realtor and educator. Today he specializes in being an expert witness in stigma and agency matters but is most active as founder and CEO of the Accredited Senior Agent professional designation program for Realtors, which now has 700 members and continues to grow. A long-time writer, author and speaker, he is considered one of Canada’s most dynamic real estate facilitators. 416-784-9806; Email barry@thesenioragent.com. REM

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24 REM MARCH 2011

Use Facebook to connect with clients By Ingrid Menninga

hile Facebook personal profiles and fan pages continue to grow in popularity, few sales reps understand fully how they fit into their sales cycle as a successful marketing tool. The prospecting phase: In the pre-sale phase, prospects use Facebook to do “research” on you. When people Google your name, one of the highest ranking results will be your Facebook page. Since people are looking for you, make yourself easy to find and present yourself well. It’s also a good practice to send a Facebook request or provide your fan page link to all prospects to make it easier for them to connect with you.

When prospects get to your Facebook page they are looking to learn more about you – what values you bring to the table, how do you conduct yourself, do you seem knowledgeable and professional? Make your page look as good as possible with a professionally designed page or a professional side banner. If you have your headshot on your page, make sure it’s a recent and professionally taken photo and is not the same photo of your personal profile. It’s also important to ensure that your Facebook posts appeal to your target market – so those exact people who are searching you out and deciding whether to use you as an agent, find information that appeals to them – and makes them more confident in choosing you. For example, if you focus on luxury property sales, make sure your Facebook content appeals to someone looking to buy or sell a luxury property. Showcase luxury homes, luxury design trends and luxury vacation hotspots, or other suitable luxury lifestyle products that are

sure to resonate with the luxury market. During the sale: During the sale your clients are likely updating their social media profiles with details on their move, telling everyone they bought a new house or sold their place, and other related information. This is a great time to add your comments in response to their posts – things like “good luck with packing”, “so happy to help you find the perfect house”, neighbourhood information that is only available via a Realtor or other “soft sell” updates that let other readers know that you are their chosen Realtor, without asking for referrals. It’s too early for that and could turn off other prospects. On closing, make sure you add a congratulatory message on your Facebook wall, with your clients’ names tagged. Don’t give away private information such as listing price, just write something like, “Congratulations to Mike and Sara who are proud new owners of a lovely Victorian in the city. We

worked together for one month and found their dream home in a great neighbourhood. Welcome home!” Within this message you are giving important information – it says you have clients – you’re a successful agent, you are dedicated to finding your clients just what they want and that you are a caring professional. This is just the sort of information other clients and prospects want to know about you. Post sale: In the post-sale phase, review your database and check in with clients once a year to wish them a “happy home anniversary” with their names tagged on your Facebook wall. You can follow up with a call if you wish, but maintaining this public reminder to your clients’ network that you were the Realtor of choice is very important. In addition, Facebook is a great way to stay informed on your client’s major life changes that may indicate they are ready for a move. If your clients announce they got a big promotion at work, got a new

job out of the city, are having a baby or would love to spend their summers in cottage country, this is your official notice to pick up the phone, reconnect and see if your clients may need your services in the near future. By reaching out to your clients at the right time, you are sending a message that you are intune with what’s happening in their life, which will make them feel more connected and loyal to you. HOT TIP: You can “tag” someone on your Facebook update by typing @ before their name (without a space between the “@” and their first name). A drop down menu with your Facebook friend’s names will appear. Click on the correct name and your contact will be notified that you tagged them in your update. Ingrid Menninga is a director at JOLT Marketing (www.joltmarketing.com), where she works with real estate and mortgage agents and organizations to develop their branding and execute highly successful marketing campaigns. REM

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Visit www.royallepage.ca to learn more about joining Royal LePage.

28 REM MARCH 2011

STOP SELLING HOUSES & START MAKING MONEY

By Debbie Hanlon

ne of the great side effects of the real estate systems I developed was how effective they are at cost cutting. Now, we all know agents who make pretty good money. We can see how busy they are making that money. The stress level in a room doubles the minute they walk in. Time is not the only thing they’re spending way too much of to make that living, they’re also spending way too much money. You see their ads in the paper, ads on TV, ads on billboards and pretty much anywhere else you can stick an ad. All of that costs money, a lot of money. So, while they’ll tell you how busy they are and how well they’re doing, you’ll never hear them talk about how much it’s costing them. A lot of that money might as well have been flushed down the toilet in terms of how good a return they get from it. I know an agent who makes about $200,000 a year, but it costs him about $80,000 a year to make it. You might say, well if I could spend $80,000 and make $200,000, I’d do it in a second. Would you though, if you didn’t have to? What if instead of spending $80,000 to make $200,000 you could spend a pittance of that and make $500,000? Interesting thought isn’t it? What my real estate systems allowed me to do was totally circumvent that old-school approach to real estate that says plaster your face all over everything and hope somebody calls. Not only did the systems free up a lot of cash for me that wasn’t being spent on conventional marketing, they also freed up a lot of my time. At one point in my real estate career I bought a bookstore, where I’d let mothers drop their kids off for an hour and I’d read children’s books to them. I did that because it

Cost cutting costs less was something I always wanted to do. I thought about doing it because I didn’t have to be thinking about real estate – my systems were doing the thinking for me. From pre-listing to after-sales service, everything I had to do as a real estate agent was there for me at the push of a button. It’s as simple as uploading images and words and presto, whatever you need is done when it’s supposed to be done. None of it was costing me any more than the ink and paper I was using to produce classy, individualized pieces that clients loved and actually helped get their homes sold faster. They lead to repeat and referral business almost effortlessly. Because my systems were humming along I could also get my face and name out there in other ways that didn’t cost me a dime. I volunteered on boards, did a talk radio show, acted in a play, raised money for projects I believed in and did a dozen other things that made me quite well known in my city. I could do all that because I didn’t have to be doing real estate all day. Cost cutting is the quickest and easiest way to make money and because we see ourselves as a business, not an agent, our budgets ensure that every dime we spend is accounted for. That’s what any business does. You have your systems in place so you can explore other ways of getting yourself known in the community. That’s cost cutting, that’s what systems allow you to do. Save your time and money for better things like reading books or booking flights. Debbie Hanlon is the president and founder of Hanlon Realty. She is a three-time top 50 CEO winner and was named one of the top 100 female entrepreneurs in Canada. She is currently an elected city official in St. John’s, Nfld. and is available for motivational and training seminars. Email debbie@hanlonrealtynl.com. REM

TRUE LEVERAGE IN TODAY’S MARKET!

raditionally, a career in real estate has been built on one’s ability to generate listings and make sales. In other words, it HAs always been a two-dimensional platform.

Listings are either easy to get and hard to sell or hard to get and easy to sell depending on the market. Those who control the listings, control the action, productivity, success and profitability of the industry. With this, the rule of thumb has historically been as follows: if you get the good salespeople, you get the good business and if you don’t, you don’t.

Previous to EXIT Realty, an agent Was only as good as his or her last transaction. In this regard,

if you slow down, your productivity slows down, if you stop, it stops, and if you step off the tracks, it’s over. This is also true when the market slows down. Taking listings in a buyer’s market is easier than getting them sold. With this, price reductions become the real selling skill that makes or breaks an agent. It’s not leverage. It’s simply an

EXITAd_March2011.indd 1

advantage.

Even the best agents are affected in a buyer’s market. They’re capable of listing everything in sight and they know the value of reducing prices. The good ones always survive. Only a very few however, thrive under these conditions. Again, they have no leverage. They have nothing but their own energies.

FINANCIAL Leverage AT EXIT INVOLVES THE effective harnessing of other people’s energy and resources FOR PERSONAL BENEFIT. THIS HAS NEVER BEEN TRUE IN Old brokerage OPERATIONS.

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has built-in stability, increased abundance and enhanced productivity no matter what the market. Those utilizing EXIT’s three-dimensional platform of taking listings, making sales and sponsoring successfully are simply not affected by the ramifications of market ebb and flow.

The example that clarifies the value of this incredible new approach is as follows; John works as an agent for EXIT. He introduces Mary to his broker and she is recruited as a salesperson. This introduction is called sponsoring at EXIT. As Mary’s transactions close, John is paid an amount equivalent to 10% of Mary’s gross production as a special bonus. This is paid from EXIT’s head office and is deducted from the broker’s portion of the commission. In this example, Mary earns $100,000 annually. This means John will receive $10,000 in bonuses. In the EXIT System, sponsoring can be done in any office in our System, right across the continent, and it continues for as long as the agent introduced stays and produces business. This gives our agents leverage.

In the above example, if John sponsors in nine more agents producing the same amount of earnings, he would benefit financially to the tune of $100,000

annually. This amounts to $1 million over 10 years. These bonuses are over and above his earnings. They fill in the gaps between closings and provide him with abundant cash flow streams heretofore unavailable in real estate, and he becomes totally recession proof as a result.

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2/17/2011 3:18:11 PM

30 REM MARCH 2011

Century 21 awards top producers For two years in a row, May Young and Serge Normand have been the top individual Century 21 producers in Canada. Young, owner of Century 21 South Breeze Realty in Markham, Ont. received the award for No. 1 Individual Producer by Production. She has been a Century 21 System member since 1997. Normand, a sales rep at Century 21 Nord-Sud in Riviere-du-Loup, Que. was named No. 1 Producer by Units. In 2009, he was voted Sales Associate of the Year by his fellow Century 21 members.

Other Century 21 No. 1 producers: Team Production: Goodale/Miller Team, Century 21 Miller Real Estate, Oakville, Ont. Units: L’Équipe Cheff/ Lanctôt, Century 21 Innovation, Montreal. Office Production: Century 21 Percy Fulton, Toronto. Units: Century 21 First Canadian Corp., London, Ont. Firm Production and Units: Century 21 Conexus Realty, Regina. The brokerage is also being recognized for its contributions to Easter Seals. For the seventh year in a row, it has been the No. 1 Easter Seals Fundraising company in the Century 21 Canada System. Earlier this year, it reached a milestone of $1 million raised.

May Young

Re/Max of Western Canada recognizes top affiliates Re/Max of Western Canada recognized its top affiliates at its 28th Annual Conference recently. Re/Max associates’ career achievements in 2010 include two Circle of Legends inductees, 88 Lifetime Achievement Awards and 358 Hall of Fame Awards. 2010 Production Winners: Top Five Individuals, Residential: Sam (Salvatore) Corea, Re/Max House of Real Estate, Calgary; Victor Kwan, Re/Max Select Properties, Vancouver; Sam McCall, Re/Max Masters Realty, West Vancouver; Austin Kay,

Serge Normand

Sam Corea

Re/Max Westcoast, Richmond, B.C., and Kevin Moist, Re/Max Performance Realty, Winnipeg. Top Five Teams, Residential: Joyce Tourney, Re/Max Crown Real Estate (North), Regina; Terry Paranych, Re/Max Elite, Edmonton; Donna Rooney, Re/Max Real Estate Central, Calgary; Len T. Wong, Re/Max House of Real Estate, Calgary; and Ron Antalek, Re/Max RidgeMeadows Realty, Maple Ridge, B.C. Top Five Associates, Commercial: Bill Goold, Re/Max Real Estate Services, Vancouver; Peter Hall, Re/Max Central, Burnaby, B.C.; Pete Vanderham, Re/Max Medalta Real Estate,

Medicine Hat, Alta.; Noel Llewellyn, Re/Max Commercial Advantage, Vancouver; and Mark Theissen, Re/Max Professionals, Winnipeg. Transaction Awards: Manitoba – Team: Glen Harvey, Re/Max Professionals, Winnipeg. Individual: Kevin Moist, Re/Max Performance Realty, Winnipeg. Office: Re/Max Professionals, Winnipeg, broker/owner Stan Newman. Saskatchewan – Team: Joyce Tourney, Re/Max Crown Real Estate (North), Regina. Individual: Diane Jocelyn, Re/Max Progressive Realty, Continued on page 32

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JoinRightAtHome.com *In listing and selling performance, meaning combined totals for properties completed from Jan. 1, 2008 to December 31, 2010 by the Toronto office (895 Don Mills Rd.) based on Toronto Real Estate Board MLS® statistics. **In listing and selling performance, meaning combined totals for properties completed from Jan. 1, 2010 to December 31, 2010 by the Mississauga office (7045 Edwards Blvd.) based on Toronto Real Estate Board MLS® statistics. Independently audited. Comparisons are based on Sold Date and Sold status Data gathered by independent research for residential properties on the Toronto Real Estate Board, a Multiple Listing Service®. These listings do not necessarily reflect all of the real estate activity in the applicable market. Information is deemed reliable but not guaranteed; data may vary by 2.5%.

32 REM MARCH 2011

AS I SEE IT FROM MY DESK

By Stan Albert ohn Kanary was an unusual candidate for becoming an internationally known speaker. He is an enigmatic personality who has persevered through a mind-boggling illness. He’s motivational, inspiring and educational. I spoke to him recently in Stoney Creek, Ont.

Stan Albert: John, we’ve known each other since when, 1972? John Kanary: I believe it was 1973 in fact. Albert: You sold me my first photocopier. Kanary: They were great days; I opened a business equipment company for eastern Ontario. We chose Belleville as our headquarters, and you and your company quickly became a customer. Albert: Did you become the top salesperson internationally at that time? Kanary: Without knowing it at the time, we were leading the world for the company we were representing. Because we were installing more equipment than they were in New York, they send out auditors to find out what we were doing. At that time Xerox had 85 per cent of the world market except in our territory. We had 85 per cent of the market. It was a simple strategy – my wife Maureen and I had an agreement, if I reached our goal by Thursday night, we went to dinner. If not I had to work that night. We were presented with the trophy in Barbados as the world No. 1 dealer in our first year. Albert: When did you become involved with Bob Proctor? Kanary: I was using the Earl Nightingale material at the time of

A chat with motivator John Kanary building this dealership in Belleville. At that time, Bob Proctor, who was a vice-president of Nightingale, approached the manufacturer we represented (Apeco) using us as an example of the production we were achieving. From there, I started working a lot with Bob, and I want to make a strong point here, because I have many people approach me to tell me how much Bob helped me, and I agree he did so much to help me. However, when we started the Xoces Company, we used my company to fund the personal development company. In fact Bob moved to Belleville, and the first Xoces seminar was held in Belleville. I have so much gratitude for what I learned, but sometimes I wish I had stayed in Belleville, Stan. What is that famous line, “Success is wanting what you have”? Albert: What was the format of Xoces and how successful was it? Kanary: It was super successful! We could not keep up with the pace, and this is how I suddenly was propelled from zero to hero. Bob was simply overworked at the time, and I stepped right in to these programs with as many as 500 to 1,500 participants in each one. Every day, it was challenging, scary and inspiring at the same time. In New York City alone we had 3,000 people registered for a four-day program. We worked with a specific philosophy that represented the name of our company as well, XOCES. X represented the algebraic equation for what we believe is the power that is everywhere, evenly present in the universe, and within everyone. I am not referring here to intellectual intelligence, but something much greater. O represented this power, which has no beginning or end; it is perfect, and responds to our choice of thoughts. CES represent cogito, ergo, sum. When Descartes, the French philosopher, was searching for a meaning to his existence, he described it, “I can think, therefore I am.” So the name Xoces (the x is silent) came to mean, “I can think, therefore I am, one with this power that just is.” It was a real motivator for many people to look within

themselves for more meaning in life. Remember, this was not too long after Vietnam and the Watergate Scandal. The Xoces seminar offered a lot of value and meaning for people. Albert: You have spoken to many corporations. Kanary: We worked extensively in the corporate world with amazing results at times. Life insurance companies; airlines like Singapore Air; the National Hockey League; soccer teams, real estate companies; and yes, we even did programs in churches, mosques and temples. Albert: What unique business courses for all types of business do you offer currently? Kanary: The two major programs I do are Breaking Through Limitations and The Top Performer. However, the best thing is the Inner Circle coaching program. It is so important, and I am happy to say, not your standard coaching based on the narrow view ratios only, or someone who was appointed a coach yesterday. It’s about the value and meaning people want from life. Albert: And you have written some books? Kanary: Yes – Breaking Through limitations and The Sales Pro. Albert: What would you say in conclusion was your best achievement(s) and what could you pass on to the readers? Kanary: People need to take a day, sit down and ask themselves three questions, because to succeed we must change and to change we must have something remarkably special to change for. Ask: What is it that would give my life the most meaning and the most value? What is the single obstacle that is preventing me from living this life of value and meaning? Don’t say it’s you. You know it is fear. We were born with only two basic fears – the fear of heights and the fear of loud noises. All the rest we learned and developed, which means we can overcome fear. By the way, fear can be very useful. We must learn to be at peace

with what we want and to be at peace with what we fear. I am not talking about being on our knees here; we are all driven by two emotions, faith and fear, by belief in ourselves. Any time you have a feeling of any kind, whether it is positive or negative, you have the choice of the kind of thoughts you can mix with your feelings, which becomes the emotion that drives you. Albert: Where can readers get more information? Kanary: I can be reached at John Kanary International Inc. 3916 Pleasantview Lane, Vineland, ON L0R 2C0. Phone 905-562-5244, Email jk@johnkanary.com. Our web site is www.johnkanary.com.

John Kanary

Stan Albert, broker/manager, ABR, ASA at Re/Max Premier in Vaughan, Ont. can be reached for consultation at stanalb@rogers.com. Stan is now celebrating 40 years as an active real estate professional. REM

And the honour goes to... Continued from page 30

Estevan, Sask. Office: Re/Max Saskatoon (East), Saskatoon, broker/owner Larry Stewart. Alberta – Team: Terry Paranych, Re/Max Elite, Edmonton. Individual: Terrie Reekie, Re/Max Real Estate (Edmonton) North, Edmonton. Office: Re/Max Real Estate Central, Calgary, broker/owner Pat Hare. British Columbia – Team: Ron Antalek, Re/Max Ridge-Meadows Realty, Maple Ridge, B.C. Individual: Trevor Bolin, Re/Max Action Realty, Fort St. John, B.C. Office: Re/Max Camosun, Victoria, broker/owner Wayne Schrader. Western Canada – Team: Joyce Tourney, Re/Max Crown Realty (North), Regina. Individual: Terrie Reekie, Re/Max Real Estate (Edmonton) North, Edmonton. Top Office Low Density: Re/Max Action Realty, Fort St. John, B.C., brokers/owners Rich Petersen, Doug Petersen and Trevor Bolin. Top Office Overall: Re/Max Real Estate Central, Calgary, broker/owner Pat Hare. Broker/owner of the Year, Single Office: Tim Walsh, Lance Bussieres, Re/Max Fort McMurray Realty, Fort McMurray, Alta. MultiOffice: John Lichtenwald, Re/Max Crest Realty, North Vancouver, Re/Max Central & Central (North), Burnaby, Re/Max Masters Realty, West Vancouver. Low Density Office: Marcel Dery, Re/Max 2000 Realty, Hinton, Alta. Manager of the Year: Camil Morley, Re/Max Real Estate (Mountain View), Calgary. Administrator of the Year: Lynda Kell, Re/Max All Points Realty, Coquitlam, B.C.; Dawn Moore, Re/Max Real Estate Services, Vancouver. Spirit of the West: Helen Grant, Re/Max Crest Realty, North Vancouver; Ron Neal, Re/Max Alliance, Victoria. Special Services: Joni Brown, Re/Max Centre City Realty, Prince George, B.C. Community Care: Jesse East, Re/Max Kelowna, Kelowna, B.C.; William Hickey, Re/Max Accord, Edmonton. REM

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34 REM MARCH 2011

Marty’s honeymoon tour of China

METES & BOUNDS

Due to REM’s deadlines, I’m writing this column on Chinese New Year – Gung hay fat choy – the year of the rabbit. Speaking of China, I’ve been threatening my editor with my honeymoon travels for some time and promised a real estate angle. So here goes. Three of the four travellers who left Vancouver last September are Realtors and the other – my wife – has a real job. She runs our office and lets management play a small role from time to time. Jim McNeal and Dora Baycroft of Royal LePage Prince George met Lauren and me in front of the famous Bill Reid sculpture of Haida Gwai at YVR. Vancouver Airport is memorable for this massive piece of art, a well used meeting point for travelers, photos of which adorn fridges and photo screens around the world. Gate 65 followed an easy check-in and the first critical piece of information for the journey. Dora gets a craving for a tall skinny dolce cinnamon latte whenever

By Marty Douglas

arch comes in like a lion. On the Ides we thank our parents for not calling us Julius and of course it’s the wearing of the green month, the only time we quaff green beer – St. Patrick’s Day. From BMO’s fearless economist, Douglas Porter: “March is the only month of the year that can possibly have as many as 23 working days, and it only happens when the month starts on a Monday, Tuesday or Wednesday, and only when Good Friday is in April.” You’ll be pleased to know this year is one of those so you’ll have more time to prospect – or take that winter break to the sun.

she’s within 100 meters of Starbucks. We’re flying Japan Airlines and that’s important because the airline named after our country is parked at Gate 64 and threatening to go to Beijing when they can get the plane fixed. JAL has nose and down view cameras carrying live shots to our cabin and seat monitors – did I mention a TV remote and phone at every seat? The view is fascinating on takeoff and really cool on landing. At night over the Pacific, there are 14 movies in the seat back plus games and online shopping to sooth the anxiety. The seats are comfortable but let me say this about flying coach: I should have made this trip when I was smaller! We slide in and out of Tokyo enroute to Hong Kong and I arrive asleep on my feet – if I could feel them. What doesn’t kill you makes you stronger. Dark hills form a backdrop to stacked housing surrounding an incredible container port. The route to our hotel is

largely through produce wholesalers, streets blocked with crates of fish and veg. Hong Kong is 110 square km and has 7.5 million people who drive on the left on their way to 238 McDonald’s restaurants. Through the high humidity – shorts and t-shirts – we tour Victoria Peak, Repulse Bay and the Stanley Street market where we discover a real estate office jammed in a side alley between clothing retailers. We tour Aberdeen harbour by sampan, marvel at the Jumbo Floating Restaurant and the hand line fisherman who apparently eat what they catch – or sell it. To you. “Seething mass” doesn’t describe the crowds at night. Overhead freeways for pedestrians, 30 public transit buses in one city block, watch hawkers three deep every time you turn. At 6’ 1” I was the tallest guy I saw all night. Public transit in Hong Kong (and China, South Korea, Taiwan and Japan) is exceptional. From the

Star ferries to the MTR subway to the buses, it is idiot proof and very efficient. We could learn a lot. Night time is for laser light shows, city views of the harbour and the night market or as we summarized it – a street full of junk jammed with people not buying. Blocks of knock-off watches, purses and sunglasses interrupted at the intersections by food vendors. Asians love karaoke. One tour guide told us “We sing and then get drunk – North Americans get drunk and then sing.” A Buddhist nunnery followed by a Tao temple, the former surrounded by highrises and Hollywood Plaza, the latter reeking of incense and so much more than gaudy. If it were clothing, Elton John wouldn’t wear it. We boarded Royal Caribbean’s Legend of the Seas and for the first couple of days dodged Typhoon Fanapi. Sailing from Victoria Harbour past a parade of 40-storey high-rises on Kowloon, a Lego-like landscape that finished in a seaside shanty town. Advice from our din-

2011 Ele Election ction of D Directors

Calll for Nominations Cal Nom

Real Estate Council of On Ontario ntario

ELECTION

Mem Members mbers of the Real Estate Esta ate Council of Ontario o who are interested in serving se erving on its Board of o Directors are requi required ired to submit their Nomination Nom mination Forms no laterr than:

2:00 p.m. Friday Friday, y, Apr April ril 1, 2011 Three Directors will w be elected — on one e in each of the th three hree regions of the province as established established by RECO. A copy y of the Nomination Form F and Candidate Instructions are posted po osted on RECO’s RECO’s website webssite at www.reco.on.ca www.reco.on.ca or on MyWeb MyWeb at https://myweb.reco https://myweb.reco.on.ca. o.on.ca.

For more inform information mation contact:

Shelley W Westlake-Brown esttlake-Brown Tel: T e el: 416-207-48 416-207-4800 800 -245-6910 T o oll-free: 1-800 Toll-free: 1-800-245-6910 E-mail: election n@reco.on.ca election@reco.on.ca www.reco.on.ca www .reco.on.ca

Real Estate Co Council ouncil of Ontario est 3250 Bloor Stre Street eet W West East T ower o r, Suit te 600 Tower, Suite Toronto, T o oronto, ON M8X M 2X9

REM MARCH 2011 35

ing steward: In Asia, take a photo of your hotel so you can show it to your cab driver when, not if, you get lost. Cruising is a very efficient way to reach Hong Kong, Taiwan, Japan, China – two ports – and South Korea in about 14 days with a sailing day between almost every stop. Shore excursions are dawn to dusk if you wish and the breaks are appreciated. We saw the view from T101, the second tallest building in the world – for now – in Taipei. In Nagasaki, the Peace Park, Hypo Centre Park and Atomic Museum are moving and sobering. The history as a Dutch colony is surprising. As we sail a 75-piece high school band plays We are the world, delivering goose bumps to our balcony. Seoul, South Korea straddles the Hun River, with 10-lane freeways on either bank. River parks are used by young lovers and suicides. There is concern for their ethnicity as wives are imported from Cambodia and China. We’re there on Liberation Day and a lot of military hardware is in the air and on the ground. Shanghai is an overwhelming port city of 20 million with a downtown skyline that didn’t exist 20 years ago. All land is leased from the government, which makes it easy to evict people for things like Expo. The Canadian pavilion at Expo made us proud in a deprecating, Canadian way, the China pavilion and sheer mass of the grounds left us stunned and exhausted and in Dora’s case – lost. She said she misplaced us. Starbucks shaped a revival of sorts.

Nothing, however, prepared us for the crowds of Beijing’s Tiananmen Square and the Forbidden City. Can you say 500,000 people out for a holiday stroll? A two-bedroom, one-bath condo on the cheap south side of Beijing is valued at $500,000 Canadian. And remember, it’s a lease. The main street of Beijing is 48 km long, built to land a 747 if the airport is closed. Eight ring roads surround the city. The Great Wall, the Summer Palace, Peking Duck, a Broadway kung fu show and the buildings from the 2008 Olympics mix into a blur of memory and digital images supplemented by a good old fashioned analogue diary. We’d go back in a heart beat. From the Chinese dynasties to the Gaelic legacy of an Irish toast. May those that love us, love us, As for those that don’t love us... May God turn their hearts. And if He can’t turn their hearts, May He turn their ankles, So we will know them by their limp. You can follow Marty Douglas on Twitter 40yrsrealestate or on LinkedIn and on Facebook. He is a managing broker for Coast Realty Group (Comox Valley) Ltd., with offices on Vancouver Island and the Sunshine Coast of B.C. Marty is a past chair of the Real Estate Errors and Omissions Corporation of B.C., the Real Estate Council of B.C. and the B.C. Real Estate Association. He’s a current director of the Vancouver Island Real Estate Board. mdouglas@island.net; 1-800-7153999. REM

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36 REM MARCH 2011

GOURMET COOKING for real estate professionals

By Carolyne Lederer

his is great finger food for party time or ball game treats – warm soft extra large tortillas; sun-dried tomato basil; spinach or plain. For this recipe the tortillas will be used flat. Use two – one on top of the other like a big round sandwich. Prepare chicken filling: Using leftover roast chicken pieces (you could use tinned tuna or any other filling that is your favourite), place meat into a strong blender or food processor. Whir until tiny chunks appear. Add small chunks of medium cheddar cheese, a small spoon of sour cream, a little mayonnaise, a small piece of garlic and a tiny piece of green onion and a pinch of thyme and a little sprinkle of fresh ground pepper. Add a little grated sharp Parmesan cheese. If the mixture is too dry, add a tablespoon or two of chicken broth or leftover gravy. Process until nearly smooth. Place

Delicious Tortillas for lunch in covered container. It’s better the next day, but perfectly fine to use immediately. Prepare roast beef or leftover steak filling: Using leftover beef pieces (you could use pork or lamb or any other filling that is your favourite), place meat into strong blender or food processor. Whir until tiny chunks appear. Add small chunks of medium cheddar cheese, two or three pimento filled olives, a small spoon of sour cream, a little mayonnaise, a small piece of garlic and a tiny piece of regular onion and a pinch of thyme and a little sprinkle of fresh ground pepper. Add a little grated sharp Parmesan cheese. If mixture is too dry, add a tablespoon or two of chicken broth or leftover gravy or beef drippings. Process until nearly smooth. Place in covered container. It’s better the next day, but perfectly fine to use immediately. Spread filling on one of the warmed soft tortillas; sprinkle with a couple of finger-minced fresh basil leaves (more if you love it so much). Top with second warm tortilla. Cut in half widthwise. Cut in half again. Keep cutting in half by rotating until you have eight pieces. Cover with plastic wrap and use for tasty snacks after school or while you are on the run. Will keep for a couple of days in the refrigerator.

A great grab and run food for Realtors and/or for lunch box treats for the kids. Don’t tell them it’s good for them. Once you make these you will expect they should always be on hand. Made in minutes. So easy. Such a tasty use for leftovers. Creative additions: Slice a tart-sweet apple; cover chicken filling with the apple slices, or just dot the surface with a few slices. Add a few walnut pieces and cover the filling with soft Boston lettuce leaves. Spread cover tortilla with mayonnaise or your favourite sauce. Place on top. Cut same as before into pie-shaped pieces… now you have a Waldorf salad lunch or light dinner. So GOOD! Great warm or cold. Meatless filling: At 425 degrees for about 25-30 minutes, roast chunks of eggplant, zucchini, onions, peppers, firm tomatoes (maybe even green tomatoes), whole cloves of garlic that have been tossed in your favourite olive oil, salt and cracked black pepper. I like to use half and half melted butter and corn oil. Sprinkle with dried thyme and/or dried basil (just a pinch), or a little Italian seasonings. If you like a TexMex flavour, add some chillies to the mix. Let cool, then pulse till rough consistency, add your favorite Feta cheese for a nice cheesey-veg spread. Spread on

warm tortillas. Slice and serve warm or cold. Will keep for several days in refrigerator. Seafood filling: Using tinned or cooked lobster, shrimp and scallops, add a pinch of garlic, a pinch of green onion, your favourite cheese (I know – people don’t always want to use cheese with seafood), along with a little Parmesan grated, a little sour

A great grab and run food for Realtors and/or for lunch box treats for the kids. cream and a little mayonnaise; whir in the food processor. If filling is too stiff, add a couple of tablespoons of cream. Use same day, ideally. If using as an hors d’ouvres, perhaps using a small decorative toothpick, top seafood slice with a full-size shrimp or a slice of scallop. Topping for beef or other meat filling: Try a wedge or slice of hard-cooked egg, sprinkled with paprika. Topping for chicken: Perhaps an olive, a cheddar curl or a tomato rose. Topping for veggie filling: Try a whole black olive positioned

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strategically on a fancy toothpick; or use a cherry tomato or a roasted whole garlic bud. Garlic develops a sweet flavour when roasted whole. It’s soft, spreadable and wonderful. Not nearly as potent as raw garlic. Mix and match or serve on easily identifiable plates of all one kind. Have guests serve themselves. Better make plenty. They’ll

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be back for more. There won’t be leftovers. Carolyne Lederer is broker of record at Carolyne Realty Corp. Proudly putting her name to her work for 29 years, she serves Burlington and Brampton, Ont. residential real estate clients. She taught gourmet cooking in the mid 1970s prior to going into real estate, and wrote a weekly newspaper cooking column. She also has a cookbook in the works. Email Carolyne at BurlingtonHomes@Carolyne.com if you have any questions. www.Carolyne.com or www.Millcroft Homes.com REM

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38 REM MARCH 2011

THE UN-COMFORT ZONE

By Robert Wilson

was leaving my last class for the day when I saw my friend, Ken Frankel, working out in the hallway with one of those pistol-grip label makers. I stopped and asked what he was doing. “The Dean asked me to put the room numbers up in Braille so the blind students can find their classrooms.” As I watched Ken work, I thought of some of the blind students I knew there at Georgia

Compelled by an idea State University. Suddenly the devil got into me and I asked, “Does that thing do the alphabet as well?” “Yes,” Ken replied. “Excellent! Let’s take it over to the men’s restroom in the Student Center and put up some graffiti in Braille!” So we did. The next day we made a point of running into our blind friends, and asking them if they had been keeping up with the graffiti that people were putting up in the stalls. The typical answer was, “Come on man, why are you asking me that when you know I can’t see it?” So we replied, “Next time you’re in there, feel above the toilet paper dispenser.” They did, and within 48 hours every blind student on campus had heard about it. Then they were after us to put up some more! They told us, “This stuff is great!” Feeling obligated to get some new material, we hit the bars for

inspiration. One night we found the mother lode: the men’s room at Moe’s & Joe’s, a 50-year-old pub where they never painted over the witticisms scrawled on the walls. Several mugs of beer and several trips to the restroom later, we filled several sheets of paper with funny bathroom graffiti to take back with us. As we looked at our collection, we came to two conclusions: first that we’d had way too much beer, and second that we should keep collecting graffiti until we had enough for a book. Little did we know how long that would take! After a few days of active searching we had little to show for our efforts. Somewhat frustrated, we made a decision to just collect new material whenever we happened upon it. A decade passed, but it was an idea I couldn’t forget. It still made me laugh every time I thought of it. I kept the idea alive and we kept collecting. Finally, 15 years later,

our collection was big enough and we found a publisher who agreed with us that it was a very funny idea. Sometimes an idea is so exciting that we can’t leave it alone. We have to see it to fruition. I’ve been compelled by ideas to start new businesses, erect buildings, write novels and even create new recipes. My friend Jordan Graye, a radio personality in Atlanta, became energized by an idea when she learned that the actual inventor of radio, Nikola Tesla, never got credit for it in his lifetime. Like many people in radio, she believed that Gugliomo Marconi was the man who discovered it. As she read more about Tesla, she learned that he was also the inventor of alternating current electricity – the type of electricity that powers our homes and offices. She became incensed that history had forgotten this real-life Prometheus, and made

it her mission to remind the world of his gifts. She thought the best way to restore Tesla’s fame would be in a film. That she had never made a movie before (and knew next to nothing about making one), did not deter her one bit. Jordan did her research and composed a story. She then hired writers, actors, camera operators and lighting people. She committed her time, energy and a sizable portion of her life savings to realizing her dream. Three years later, MegaHertz was complete and Nikola Tesla’s life revived. What idea is motivating you? Are you working on it? Robert Evans Wilson, Jr. is a motivational speaker and humorist. He works with companies that want to be more competitive and with people who want to think like innovators. For more information on his programs, visit www.jumpstartyourmeeting.com. REM

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REM MARCH 2011 39

Ill-considered city slogans

By Dan St. Yves

he brain trusts at some North American city halls or visitor and convention bureaus often think long and hard about a slogan or nickname – something that will define their own little corner of paradise in a succinct, snappy word or phrase. Some will even pay great sums of money, or form deep-thinking committees to come up with these catchy zingers, ultimately intended to lure tourists or attract new residents. Often they can literally be zingers. For example: Reno, Nev. – “Biggest Little City in the World”. That was a great slogan, and it worked for years. It was also a darn sight better than the second-place choice – “Reno, The City in Nevada – NOT What You Do When You Fix Up Your Home!” Eau Claire, Mich. – “Cherry Pit Spitting Capital of the World”. This might be one of the few places in the world you’d be inclined to wear a hard hat while sight-seeing along the main drag. Lebanon, Tenn. – “The Appalachian Square Dance Capital of the World”. Hey, these guys had me at “Square Dance Capital of the World”, but Appalachian as well? Polish my cloggin’ shoes – I’m headin’ fer Tennessee! Beaver, Okla. – “Cow Chip Capital”. (Note: Avoid EVER walking barefoot here.). I’m going to go out on a limb here and suggest that they’re not talking about poker chips or anything Old Dutch would package up for retail outlets. Berrien Springs, Mich. – “Christmas Pickle Capital of the World”. So long, Santa, take a hike

Rudolph – nothing really says Christmas like a pickle. As well, nothing says, “We’re plum outta ideas for a slogan” like adopting “Christmas Pickle Capital of the World”. Now, lest we begin to assume a superiority complex here in Canada, let me illuminate you on some doozies that we’ve put into play over the years: Medicine Hat, Alta. – “The Gas City”. Essentially “Baked Bean Diet - Prairie Flatulence Abundance”. Oshawa, Ont. once featured an old slogan “The City in Motion” and also kicked around “Prepare to Be Amazed”. Frankly, they should have combined the two – any city that actually moves around really ought to inspire amazement: “Last spotted on Prince Edward Island, Oshawa is considered to be restless and once again – in motion. If you should see Oshawa, do not attempt to make direct contact, instead alert local authorities.” How about Penticton, B.C. “The Peach City”? That’ll teach neighbouring Peachland to sleep in on the one day that new slogans are being handed out. Trail, B.C, or: “Home Of Champions”. In the fine print of the slogan, you will note that they are also the “Home Of Appliances”. Then there’s my hometown of Winnipeg – occasionally known as “The Slurpee City”. Well, I suppose that’s better than “WE Wanted to Be ‘The Gas City’!” Bad as many of those slogans might sound, there are some cities and towns that had the good sense not to adopt a catchy catch phrase. And for that we thank: Shag Harbour, N.S. Crapaud, P.E.I. Stoner, B.C. and, most importantly of all: Climax, Sask. Humour columnist and author Dan St. Yves was licensed with Royal LePage Kelowna for 11 years. Check out his website at www.nonsenseandstuff.com, or contact him at ThatDanGuy@shaw.ca. REM

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40 REM MARCH 2011

Letters to the Editor What matters is what the seller nets

Christian Cyr Royal LePage Espace 2000 New Richmond, Québec Yvonne Ratigan, Vice President Network Service is pleased to announce that Christian Cyr, Owner/Manager of the Gaspésie agency Espace 2000 Courtier immobilier agréé, has joined the Royal LePage network. The company will operate under the new corporate name Royal LePage Espace 2000. Christian made the decision to join the Royal LePage network to help propel his company to a higher level and increase its potential and visibility. With its head office located in New Richmond, the company was founded in 1996 by Donald Landry and Nicole Cyr and rapidly expanded its share of the Gaspésie real estate market. Christian Cyr, a native of New Richmond, began his career in real estate in 2006 at Espace 2000 after serving as a development consultant for various agencies (SÉPAQ, SADC de Gaspé-Nord) while leveraging his B.A. in Political Science from the Université de Montréal and a Master’s Degree in Land Planning and Regional Development from Université Laval. Once embarked on his real estate career, Christian quickly became a top ranking real estate agent in Gaspésie and acquired Espace 2000 in 2009.

Christian is very involved in the community, serving as Director of the Gaspésie and Îles-de-laMadeleine Legal Aid Centre since 2004, and as a member of the Rotary Club. He was a city councillor in Ste Anne des Monts from 1997 to 2003, and has coached minor hockey and soccer since 2002. Royal LePage Espace 2000 is the most prominent real estate agency in Gaspésie, both in terms of the number of agents as well as sales volume. The company is comprised of 11 agents who provide services to the entire Gaspésie market. Christian and his team can be reached at: 109 Perron Ouest Blvd. New Richmond, Québec G0C 2B0 Phone: 418-392-6120 • Fax: 418-392-6463 E-mail: espace2000@royallepage.ca or christian.cyr@royallepage.ca Please join us in welcoming Christian and wishing continued success to the entire team at Royal LePage Espace 2000.

Email: franchise@royallepage.ca †

†Royal LePage is a trademark used under license.

GORDON HARMON June 20, 1943 - January 30, 2011 It is with great sadness that we announce the passing of Gordon Harmon, the General Manager of the Prudential Sussex Realty family. Gordon passed away at his North Vancouver home on Sunday, January 30th surrounded by his family. Since 1976, Gordon played an integral part of the ‘Sussex family’. From Realtor® to Sales Manager, to General Manager, he was a dear friend, mentor and very often ‘the voice of reason’ for so many. He was a remarkable man who brought an amazing level of professionalism to the industry, and was deeply admired by everyone, not just in the real estate business, but throughout the entire community. He was a true gentleman and will be missed both socially and professionally by those who knew him. He never knew a bad day. Gordon Harmon would tell you he was blessed. He had a loving family. He had a successful business career. He would tell you his golf game wasn’t quite as successful, but he enjoyed every day at Seymour to the fullest; just as he enjoyed everything in his life to the fullest. In lieu of ﬂowers, donations can be made to the Sunshine Kids Foundation directly through a Memorial Page for Gordon at: http://www.canadahelps.org/GivingPages/GivingPage.aspx?gpID=10930 or donations can be sent to the Foundation C/O Prudential Sussex Realty 2996 Lonsdale Avenue, North Vancouver, B.C. V7N 3J4

K “ eep Smiling” Sussex Realty

Re: You get what you pay for, REM, January Since the outset of the Competition Bureau/CREA discussions, many registrants and brokerages have started promoting “new” models of real estate practice and commission/fee structures. To my mind, in the calculation: Gross sale price (minus) fees and/or commissions (equals) net price. The most important component is what the seller nets. Richard Robbins pointed out in a recent seminar that “the only way” for a seller to obtain the “highest possible” gross selling price is 1) on MLS for a reasonable period (6-15 days); 2) in “showable” condition; to which I’ll add the unstated: 3) at a market-based asking price (with a pre-planned “expectation for acceptance of a target price,” which might be over/under the asking); 4) offering the typical/normal/within-range-of-expected cooperating broker fee; 5) competent legal interpretation of offer form/terms/clauses by seller’s rep; 6) competent negotiating skills by seller’s rep. In my opinion, without these six components in place, a seller will likely not get the “highest possible” gross selling price and any “savings” from a discount fee/commission will likely go to the buyer. Wouldn’t most sellers prefer immediate competing bids (at the standard co-op fee) versus one lessthan-expected offer after a week or two of sparse showings? In other words, if the net to the seller is not increased, who cares how cheap the fee/commission is? My only exception and reservation on the above comments is if the reduced fee/commission is charged up-front and as a nonrefundable, non-contingent fee. Then perhaps that model is an innovation. Maybe it will be the thin edge of the wedge that will lead us to widespread use of retain-

ers for both buyers and sellers. I whole-heartedly endorse a move to retainers as the standard operating procedure. In general though, and notwithstanding any business model that might be offered to induce sellers/buyers to select a particular firm offering a new twist, real estate sales is a commissionbased industry. To reduce an individual practitioner’s incentive is an invitation to reduce their industriousness. Yes, we welcome all new, inventive, envelope-pushing and competitive business models, but after observing all the machinations of CREA, the Competition Bureau, et al, to me there is still nothing new under the sun. Finally, I await RECO’s final position/interpretation of how a “mere posting” broker in Ontario can step into and out again of the agency aspects of a written Representation Agreement. My anticipation of the RECO decision is based on my understanding of REBBA 2002, that I can be deemed to have become an “agent of a client” by way of oral communication or actions that imply my unilateral “offer and acceptance” of the duties of a fiduciary. Robert Ede Sales Representative, Re/Max Hallmark Realty Toronto

Home inspectors program ‘a spectacular failure’ After reading the article in REM in February about home inspectors, it became clear that your readers are not being fully informed about the evolving situation in the industry. It is clear that Canadian home inspectors have rejected the so called ‘national’ certification and the figures quoted illustrate that only 8.4 per cent of all inspectors have availed themselves of this program. That, despite the expenditure of millions of dollars and over 10 years of effort is a spectacular failure by any measure.

The Alliance of Canadian Home Inspectors (ACHI) was incorporated last year to address the numerous and ever-expanding number of home inspector organizations that claim to represent the members of the industry. The ACHI is engaged in having our industry recognized as an official TRADE. This recognition will put an end to all the minor and fringe organizations, both national and regional, as government recognized requirements will be put in place to help regulate the industry. The system of trade recognition has worked well for electricians, plumbers, auto mechanics and others and it is this system that is being adapted for the home inspection industry. As you see this is a major development in the real estate and home inspection industries. George Luck, President The Alliance Of Canadian Home Inspectors Lansdowne, Ont.

Property disclosure forms I recently attended a Real Estate Council of Ontario update session and was disappointed to see that the Ontario Real Estate Association is still strongly promoting the use of seller property information statement forms. I am not suggesting that the form is all bad, however in my opinion when a registrant is presenting it to their seller clients, they should, at the very least, advise their clients that there is some controversy surrounding its use and advise their client to seek the advice of their lawyer prior to completing and signing it. For a registrant to advise their seller client to complete and sign this form without suggesting this could, in my opinion, almost be construed as giving legal advice. We all know, or should know, that to do so would be a no-no unless LLB. follows their name. Lynn Craigmyle, Broker Haliburton, Ont. REM

REM MARCH 2011 41

THE GUEST COLUMN

By Ari Lahdekorpi

f nothing else, Realtors are skilled problem solvers. The one trait that glues together all of the successful agents across Canada is the ability to work through the myriad of roadblocks that confront what seems like a simple task – that of bringing buyers and sellers together on a transaction within a given time frame. Keeping a real estate deal together and navigating through the increasingly complex minefield of laws and restrictions that surround the industry is not a task that can be accomplished effectively without logical and creative

The problem cognoscente problem solving skills, along with a strong emotional foundation. I commented to one of our seasoned agents on how unflappable he seemed in the face of the activity that surrounds him. His response was a shrug of the shoulder and the comment, “If there is an obstacle, you just have to work around it, that’s all.” That sums up nicely one of the key skill sets to an effective long-term real estate career. It is so very true that although you can’t control the circumstances around you, you can control their impact on you. There is nothing more valuable than clearheaded thinking in a time of crisis. The ability to not throw up your hands in surrender or run away when the bullets are flying around you can come only with experience, training and mental attitude. The storybook and film maker image of the steady handed protagonist who guides the frightened hoards through a crisis is not entirely fictitious. The hero of the real estate deal is a real-life agent

who doesn’t allow emotional pressure to impact on his rational and logistical task of serving his client’s best interests through to the completion of the transaction. Problem solving is a mental process. Considered the most complex of all intellectual functions, problem solving has been defined as a higher-order cognitive process. It is a process that has been studied by psychologists over the last hundred years, as well as by computer programmers trying to perfect the latest artificial intelligence algorithms. The key to Internet giant Google’s success is in the top secret A.I. code that they have perfected to solve the problem of searching the Internet for information that is not tainted by spammer tricks. Make no mistake; problem solving is an intelligence marker of the highest order. Human problem solving consists of two related processes: problem orientation, (the motivational/attitudinal/affective approach to

problematic situations) and problem-solving skills (the actual cognitive-behavioural steps, which, if successfully implemented, lead to effective problem resolution). Researchers in neuropsychology have found that frontal lobe injuries will cause deficiencies in emotional control and reasoning. Those findings have concluded that one’s emotional state can impact on the ability to solve problems. Even more than the emotional steadiness and expertise that a skilled problem solver must have is the creative mental process of creating a solution to a problem. Creative problem solving is a special form of problem solving in which the solution is independently created rather than learned with assistance. Creative problem solving always involves using the creative side of the brain. To qualify as creative problem solving, the solution must either have value, clearly solve the stated problem or be appreciated by someone for whom

the situation improves. These are all traits that apply readily to the real estate trade. The situation prior to the solution might not even be recognized as a problem. Alternate labels for hidden problems include words like a “challenge, an opportunity or room for improvement”. A good Realtor knows from experience that one must be aware of the unintended consequences in any action or inaction. Sometimes a small detail can impact on many elements of a successful transaction with a ripple effect. This is preemptive problem solving that can only be done through experience or training. The value of a real estate professional is much deeper than the average consumer sees on the surface of a problem-free transaction. It could be stated that a good agent is a problem cognoscente in the best sense of the word. Ari Lahdekorpi is managing broker at Re/Max Select Properties in REM Vancouver.

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42 REM MARCH 2011

Keep people interested in your newsletter By Mark Brodsky

lot of effort goes into producing a monthly email newsletter – choosing the listings and the features, updating your client list. But unless people are opening the email and paying attention, your effort is wasted. The average number of people who read your email can go down as time goes by, but there are ways to keep your clients interested and engaged. Here are five things you can do to make sure people are opening your emails: 1. Keep your mailing list fresh: You may not know it, but

email addresses have a best before date. Thirty per cent of email addresses expire every year. Update the dead email addresses that you can, delete the ones you can’t. Constantly add to your list – new people are more likely to read your email. You can do this by making sure there’s a signup box on your website, adding a link to your email signature and asking people if you can add them to your list. 2. Subject lines: Short and sweet: Nobody is going to open an email called “Market News” or “Jane’s February Newsletter”. Your subject should hint at the content in eight words or less. 3. Timing: A newsletter is like a good risotto – it’s all about timing and consistency. Don’t send your emails too frequently – once a month is the right frequency for most people. Try and send it on the same day every month. People

will come to expect it and you may see your numbers go down if your deployment dates are all over the calendar. 4. Content: Keep the content, short, relevant and valuable. You know your client base and their interests. Festivals and events are a great way to interest a large number of people. Include a paragraph or so and link to more information, whether it’s a newspaper article you’re sharing, a blog post or an event. 5. Getting it there: Have I reached the party to whom I am speaking? Take advantage of a service that’s designed for sending a large number of emails. Spam filters are pretty sensitive and these services have relationships with Internet service providers. They also give you analytics, which are invaluable. Pay attention to what people

have clicked through to and what they’re ignoring. Mark Brodsky runs Mark Brodsky Digital Communications, a company that specializes in email

marketing and social media. His clients include restaurants, Realtors, retailers and other service providers. www.mbdigitalcommuniations.com. Email mark@mbdigREM italcommunications.com

Looking for a Managing Broker ®

LandQuest® Realty Corporation is a real estate brokerage firm based in New Westminster specializing in the sale of unique and trophy properties, oceanfront, islands, farms, ranches, marinas, resorts, lakefront, recreational real estate and development properties throughout British Columbia. We are seeking a Managing Broker to oversee the 23 independent contractor realtors in the company. The two owners of the firm each have over 40 years of rural real estate experience and are looking to further expand this dynamic company. The job includes: • Conducting weekly sales meetings and organizing annual meetings • On-going training for existing sales staff • Vetting Contracts of Purchase & Sale and listing agreements • Recruiting sales people The successful candidate will have: • A Broker’s licence, either Managing or Associate • A proven track record in real estate sales and or management • Knowledge of rural sales and rural BC would be an definite advantage If you are interested in becoming a member of our team, please submit your resume, cover letter with references and salary expectations to: rich@landquest.com

REM MARCH 2011 43

Trade Shows and Conferences For complete listings, visit www.remonline.com To add a listing to this calendar, email jim@remonline.com Century 21 Kickoff 2011 Monday, Feb. 28 Palais des congres de Montreal Montreal Jeff.sampson@century21.ca Century 21 Kickoff 2011 Thursday, March 3 Toronto Congress Centre Toronto Jeff.sampson@century21.ca New Brunswick Real Estate Association AGM & Conference March 29 – 31 Delta Beausejour Hotel Moncton, N.B. Erika Smith – esmith@nbrea.ca CREA Leadership Summit Sunday April 3 Westin Hotel Ottawa Anik Aube - aaube@crea.ca Muskoka & Haliburton Association of Realtors Trade Show Wednesday, April 20 Huntsville, Ont. London St. Thomas Association of Realtors Trade Show Tuesday, Apr. 26 London Convention Centre London Jenny True – jenny@lstar.ca Toronto Real Estate Board Realtor Quest May 4 – 5 Toronto Congress Centre Toronto www.realtor-quest.ca

Kitchener-Waterloo Real Estate Board Realtor Xpo Thursday, May 12 Bingemans Kitchener Medina Moseley – medinam@kwreb.on.ca 2011 HomeLife International Conference and Awards May 12 - Broker Day May 13 - Gala Awards Day with Trade Show Metro Toronto Convention Centre, Toronto www.homelife.ca

Georgian Triangle Real Estate Board Technology & Trade Show Wednesday, Oct. 19 Blue Mountain Conference Centre Collingwood, Ont. exhibitor@gtrebTNT.com

IF YOU CAN READ THIS YOU SHOULD BE AN EXECUTIVE

CREA MTC Technology Forum Monday, Oct. 24 Hilton Toronto Toronto Anik Aube - aaube@crea.ca Realtors Association of Grey Bruce Owen Sound Trade Show Wednesday, Nov. 2 Harry Lumley Bayshore Community Centre Owen Sound Marilyn Newbigging – MarilynN@ragbos.com

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

Disclosure forms

Andy Puthon

Continued from page 3

it became a contractual commitment of the sellers. Not only was the statement about copper wiring made a part of the agreement, but the sellers confirmed it orally on two occasions. The written decision of Judge State is unusually lengthy for a Small Claims Court case. In 264 paragraphs and more than 28,500 words, the judge conducts a detailed analysis of the many court decisions in this area of law. In the end, the judge was not happy with the actions of either the buyers or the sellers. Even though he found the sellers responsible for misrepresentation, he said the buyers were partly the cause of their own misfortune since they should have conducted a more thorough investigation of the wiring issue that concerned them so much. This seems to be the first case

in which a judge found the sellers and buyers equally at fault. As a result he reduced the damages by 50 per cent, awarding them only $3,556.88 and costs. Based on the more than 200 SPIS cases taking up the time of lawyers, judges and homeowners in recent years, it’s clear to me that anyone who uses a SPIS in a real estate transaction is playing with a ticking time bomb. Why real estate associations across the country continue to foist these dangerous disclosure forms on their clients continues to amaze me. Bob Aaron is a sole practitioner at the law firm of Aaron & Aaron in Toronto and a board member of the Tarion Warranty Corp. He specializes in the areas of real estate, corporate and commercial law, estates and wills and landlord/ tenant law. E-mail bob@aaron.ca REM

Vice President Business Development and Strategic Growth RE/MAX Ontario-Atlantic Canada Inc. Integra Enterprises Corporation

Walter Schneider, President, Pamela Alexander, CEO and Michael Polzler, Executive Vice President of RE/MAX Ontario-Atlantic Canada Inc. are pleased to announce the appointment of Andy Puthon. Andy Puthon brings with him 35 years of real estate experience at many levels including agent, branch manager, recruiter, regional executive and franchising executive. Andy’s strong track record in business development and in residential real estate led him into a leadership role in franchising, mergers and acquisitions, and strategic growth. During his 29 years at Royal LePage, Andy built all aspects of his business portfolio and was instrumental in shaping the company by implementing a national franchise growth strategy in 1995. His leadership within Royal LePage greatly contributed to their success. More recently, Andy was part of an international expansion team for Chicago-based GMAC Home Services and Columbus, Ohio based franchisor Real Living and subsequent conversion of GMAC into Real Living, growing their international sales associate population to more than 10,000. In his new position as Vice President Business Development and Strategic Growth, Mr. Puthon will assist in leading continued expansion and growth across the group of companies that operates the RE/MAX brand in North America, consisting of 850 franchised offices and 15,000 sales associates with operations in Mississauga, Boston, Indianapolis and Minneapolis. RE/MAX is the world’s largest real estate organization operating in 82 countries with over 6,000 offices and 90,000 sales associates.

44 REM MARCH 2011

submissions, the winning essay earned Simpson a $60,000 donation to help build a Habitat for Humanity Home in the region of her choice. She decided to donate the home to the Guelph Habitat affiliate. Simpsonâ&#x20AC;&#x2122;s essay used detailed imagery of warm beds and ratty old sleeping bags to contrast life in a comfortable family home with sleeping in a shelter. She wrote, â&#x20AC;&#x153;She wakes up and knows that if she didnâ&#x20AC;&#x2122;t have her home, she wouldnâ&#x20AC;&#x2122;t have much of anything at all.â&#x20AC;? The Meaning of Home contest was established in 2007 to raise awareness among students of the importance of having a home. Since its inception, $357,000 has been donated by Genworth Financial Canada to 23 Habitat for Humanity Canada affiliates. To read all of the 24 winning entries, and for more information: www.meaningofhome.ca.

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one interested in sustainability. The group of eight addresses sustainability issues from food security and the local economy to fashion and real estate, says Chopik. Some of their potential clients include Realtors, community groups, business owners or governments, he says. The goal is to provide one-stop access to a broad range of healthy lifestyle and business experts. Environmental journalist, green lifestyle expert and TV host Candice Batista was personally trained by former U.S. VicePresident Al Gore. Chris Lowry, senior network advisor with Green Enterprise Ontario, can assist with forming a sustainable business alliance. Others in the group include Julie Daniluk, host of The Healthy Gourmet; social entrepreneur Kelly Drennan, who is dedicated to greening the fashion industry; Rob Grand, owner of Canadaâ&#x20AC;&#x2122;s largest green lifestyle retailer, Grassroots Environmental Products; Ryan Wiseman, who has been active in the green/environment movement for 15 years; and Wayne Roberts, who manages the Toronto Food Policy and is a member of Torontoâ&#x20AC;&#x2122;s Environmental Task Force. Chopik, a sales rep with Bosley Real Estate in Toronto, is also a writer and speaker about â&#x20AC;&#x153;greenâ&#x20AC;? real estate topics including sustainability, energy efficiency and building labelling. Along with presentations, group members provide â&#x20AC;&#x153;fresh ideas to enhance the quality of life of audiences and companies. We are powerful motivators and communicators who offer public speaking, strategic consulting, seminars and workshops,â&#x20AC;? Chopik says. â&#x20AC;&#x153;EvolutionGreen.com goes further than a speakersâ&#x20AC;&#x2122; bureau â&#x20AC;&#x201C; we are also collaborating to create an online resource centre for people

interested in sustainability.â&#x20AC;? The site offers a variety of articles, from reasons to avoid baby carrots to green renos to how to break the eco label code. An eco newsletter is also available free. The real estate industry can take a strong leadership role in promoting green real estate issues, Chopik says. â&#x20AC;&#x153;Itâ&#x20AC;&#x2122;s time to harness Realtorsâ&#x20AC;&#x2122; clout and make a difference in the evolution,â&#x20AC;? he says. For information: Email Chopik at chris@evolutiongreen.com or visit www.evolutiongreen.com.

Centractâ&#x20AC;&#x2122;s TrendPoint API powers mobile apps Centract Settlement Services has introduced the TrendPoint application programming interface (API) to smartphones including Blackberry and iPhone. The mobile application allows users to obtain information about residential real estate pricing trends in markets across Canada by accessing Centractâ&#x20AC;&#x2122;s data and analytic products including Neighbourhood Reports and Heat Maps. â&#x20AC;&#x153;Centract possesses one of the largest commercially available databases of residential real estate information in Canada,â&#x20AC;? says Rob Soja, associate vice-president of business development. â&#x20AC;&#x153;It includes data from across the Brookfield Residential Property Services (BRPS) group of companies, which touches nearly half of all residential real estate transactions and 60 to 70 per cent of all properties traded in Canada each year.â&#x20AC;? Current clients include lenders, insurers, real estate agents, mortgage brokers, the public sector, retailers, and wealth management companies. For information: www.centract.com.

Sunshine Coast real estate map adds property boundaries Sunshine Coast real estate agent Gary Little has released a major upgrade to his interactive real estate maps of the area. For the first time lot boundaries are shown for almost all properties included on the maps. All MLS-listed homes and vacant lots on the Sunshine Coast â&#x20AC;&#x201C; an area in B.C. 40 minutes by ferry from West

REM MARCH 2011 45

Vancouver – are displayed on the maps with rare exceptions, says Little. This new capability is incorporated into the full-featured interactive map designed for personal computers as well as a version of the map designed for smartphones and other small-screen devices. “Being able to see on a map the boundaries of a property for sale is very useful, especially in rural areas where lots are often larger and irregularly shaped,” says Little, who is with Royal LePage Sunshine Coast. “Because the property boundary information is now available, I’m also able to position property markers more precisely than was possible before, especially those for vacant lots. This significantly improves the experience of looking for all types of property using my unique maps.” The Sunshine Coast interactive real estate map optimized for smartphones is available at

LEGAL ISSUES

http://imap.GaryLittle.ca/. The extended version of the map, designed for use with desktop and laptop computers, is at http://map.GaryLittle.ca/ (showing homes for sale) and http://mapland.GaryLittle.ca/ (showing vacant lots for sale).

The RedPin.com partners with Options for Homes TheRedPin.com, a new website that bills itself as “the OneStop Condo destination” for Toronto and the GTA, has partnered with Options for Homes, a non-profit that has provided home ownership to over 2,100 households with incomes as low as $30,000. The Options housing model has also been adapted to communities across Canada. Options’ unique second mortgage, a loan you make no payments towards until you sell or rent your

More recent cases ■ ■ ■

By Donald H. Lapowich hen dealing with a former non-management employee, no fiduciary duties are owed to past employers, such as a real estate brokerage. In an Alberta case, it was ruled that former employees were entitled to compete with former employers subject to a duty of confidentiality and any contractual duty. An interim injunction that prohibited employment with new employers and required the return of confidential information and disclosure of contact with customers of former employers, was deemed too broad. Realtors are professionals and should not be stopped from practicing their trade or from making a living from that trade.

suite, makes home ownership possible for most Options owners 10 years sooner than it otherwise would be. “We are very proud to be working with Options for Homes mainly because we can see how they touch people’s lives every day. They’ve made home ownership a reality for countless families through developing a completely new way of funding, organizing and building new homes. This partnership feels natural to us since we too try to live up to our mantra of real change through innovation,” says TheRedPin’s CEO, Shayan Hamidi. TheRedPin provides a complete database of all available new condo developments that includes condo floor plans and amenities, nearby neighbourhood facilities such as schools and daycares, and real estate statistics. For information: www.theredpin.com. REM

In another case, the developer signed a contract to purchase the defendant’s 91 acres of land. The owner defendant, however, had to subdivide and provide an environmental assessment of the remaining 18 acres – a former battery site. Prior to the closing date, the developer and owner learned that the cost to remediate the battery site would “take years” and a cost of $500,000 to $1 million. When the purchase of the 91 acres did not close, the developer sued the owner. It was held by Alberta Court that before the developer could get a permit, the land use by-law required the environmental assessment. The cost of remediation was beyond what the developer and owner contemplated. To perform the sale, the contract would be radically different from what the parties understood and undertook to do. The sale contract being impossible by the closing date, the contract was “frustrated” and the developer’s claim for damages dismissed. ■ ■ ■

In a case that wasn’t about real

estate, but may still be of interest to sales reps using social media, a university ruled that students who made negative comments about a professor on Facebook had committed non-academic misconduct. The students were put on probation. The Alberta court held that the university acted as an agent of the Alberta government, and that the students’ Charter Rights were infringed (not justifiable by Section 1 of the Charter). The court said that no injury was caused to the professor by comments on Facebook. It also ruled that this was not non-academic misconduct. In Ontario, the Ontario Court of Appeal recently held that a court has jurisdiction to hear claims of tort/breach of contract unless an action is instituted to “circumvent” the internal procedures of universities or colleges. Donald Lapowich, Q.C. is a partner at the law firm of Koskie, Minsky in Toronto, where he practices civil litigation, with a particular emphasis on real estate litigation and mediation, acting for builders, real estate agents and lawyers. REM

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GREEN REAL ESTATE

By Elden Freeman

ousehold debt levels are breaking records in Canada and as real estate professionals, while it’s tempting to think buyer beware, we instead should consider ways to assist clients with their mounting financial obligations. Eco-friendly home renovations might just be the answer. These upgrades serve a number of purposes. They help consumers enjoy more comfortable, healthy and attractive surroundings. But of equal importance, they also help realize a payback in terms of increasing resale value and sav-

Green Renos add up to healthy ROI ings on energy costs. According to the Appraisal Institute of Canada, energy-efficient upgrades lead the pack among overall home renovations when it comes to adding value to the resale price of a home. A 2008 survey rated the type of heating system, heating system efficiency, windows and insulation among the top picks in terms of green upgrades that have a significant impact on the appraisal value of a house. With a recovery rate of between 75 and 100 per cent, bathrooms and kitchens top the list as the home-reno superstars of ROI. Also, the longer you stay in the house, the greater the payback, especially if you’re investing in some of the more expensive energy-efficient technologies. Let’s look at some eco-friendly renovations you can recommend to your clients: Insulation: Upgrades here will save money on heating and

cooling bills in addition to reducing the release of greenhouse gases into the environment. If the home is poorly insulated, it usually pays to upgrade starting with the attic, the most cost-effective place to add insulation. Flooring: Considered a significant source of indoor pollutants and allergy irritants, carpets and rugs don’t have the cachet they once did. Today’s homeowners are choosing ecoconscious flooring such as reclaimed or sustainable wood plank flooring, bamboo flooring, cork flooring, modern linoleum and eco carpets such as 100 per cent wool or Berber. Paint: Using paints and finishes with low or no VOC (volatile organic compounds) will help you breathe easier by reducing your indoor toxin quotient. VOCs are the solvents in paints that emit gases into your space. Windows: Energy efficiency is the name of the game here.

Besides lowering your heating and cooling costs, high-performance windows offer more comfort, lower sound transmission, let in more daylight and increase passive solar potential. Heating: Once your home is properly insulated and air leaks are sealed up to prevent heat loss, the next best remedy is an efficient heating source. Solar, geothermal, wood and natural gas are efficient options, though some can be costly to install. Oil and electric heating are less favourable. Major building supply stores offer green products and programs for the do-it-yourselfer such as the online eco-responsible renovation guide launched recently by RONA, or Home Depot’s recycling program for lights, batteries and paint. In addition, depending on where you live, green renovations could net your clients rebates and grants. Advise them to check with their local munic-

ipality and provincial offices. Canada Mortgage and Housing Corp. (CMHC) has added environmentally friendly features to the mortgage insurance it offers. If you use CMHC insured financing to renovate your home to make it more energy-efficient, a 10 per cent refund on the mortgage loan insurance premium may be available. Remember, your clients also know that knowledge is power. Sharing your knowledge by recommending solutions to environmental shortcomings will earn you respect and loyalty. And that’s the kind of ROI you can build on. Elden Freeman B.A., M.E.S, broker is the founder and executive director of the non-profit National Association of Green Agents and Brokers (NAGAB). 416-5367325; elden@nagab.org. For more information about NAGAB and what it can do for your business, visit www.NAGAB.org. REM

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eight at the event. In 2010, they also hosted a golf tournament for the charity. ■ ■ ■

Good Works R

ecently Sutton Group Premier Realty in Ottawa supported Innovative Community Support Services (ICSS) through the non-profit, charitable organization’s Night at the Races. Salesperson John Baron has been an active board member with ICSS for several years. “ICSS is committed to creating and providing families and individuals with innovative, high quality

and cost-effective community based programs and services that promote a strong sense of well being. Their goal is to help people move out of the hospital and develop work skills, which will allow them to re-enter society with dignity and confidence,” he says. Donald Abraham, president of the brokerage, and Alana Abraham, executive director of operations, purchased a table for

For more than 17 years, Royal LePage Wolle Realty Agents and staff have raised thousands of dollars and donated thousands of pounds of food to the Waterloo Region Food Bank. Recently the 60 sales reps at the brokerage contributed over 1,600 pounds of food and $10,000 in cash to help the food bank with its Christmas Drive. More than 500 of the firm’s customers, families and friends filled two theatres at Empire Theatres for the family-friendly 3D movie Megamind. The price of admission was a non-perishable food item per family member and cash donations were made by appeal to local business.

Ted Ward-Griffin

Juliana Tibbet

■ ■ ■

For close to 20 years, Joseph Chiappetta of Sutton Group – Staus Realty in Oshawa, Ont. has spent several hours per week coaching young soccer players on the attitudes and skills that make lifelong memories: a game-changing save, a ‘bicycle kick’ goal, a Beckham-style arching pass. With spring just around the corner, Chiappetta is gearing up for another busy season. He has certification as a Level 3 National Coach and experience training internationallevel teams so he is often in demand. In 2010, he sponsored and helped to coach Team Sutton, a group of 13- and 14-year-old boys in a park league. In 2010, he also took on the new challenge of learning and teaching lacrosse. “I am first generation Italian;

Joseph Chiappetta

Among the guests at the Night at the Races event were: Donald Abraham, president and Alana Abraham, executive director, Sutton Group-Premier Realty; sales rep Alan Smuck; guests Allison Simpkins, Non Linear Creations, Toronto; Harlan Simpkins, Bombardier, Toronto; Frank Lozanski, Major, Canadian Armed Forces; and Sandra Lozanski, administrator, Sutton Group - Premier Realty.

my parents immigrated from Italy in the early 1950s,” says Chiappetta. “I was raised on soccer from birth. As a teenager, I was an avid player in Toronto.” He took on a new athletic challenge last year when his son’s lacrosse team needed a coach. “Although I enjoy watching lacrosse, I had no idea as to rules of the game or any drills needed for the team’s development. As players get older, they can always tell if a coach has a real understanding of the game. The last thing I wanted to do was disappoint the players, so I hit the books to learn the rules. With help from a couple of teenage lacrosse players along with a retired professional player who kindly lent his time to run a lacrosse clinic with my team, we attacked the year with enthusiasm,” he says. The strategy paid off. His son’s

At the fundraising dinner for Halton Woman’s Place, from left: Carm Bozzo, development manager, HWP; sales rep Kim Kennedy, Royal LePage Real Estate Services; Diane Beaulieu, executive director, HWP and Fionna and Nancy Gossling, Royal LePage Real Estate Services.

Royal LePage Wolle raised $10,000 and 1,600 pounds of food for the local food bank.

Enjoying the last round of Texas Hold ’em: Steve Kotsis (left), Royal LePage Niagara Real Estate Centre, Smithville (who placed second); Phil Winer (centre), financial planner at Burgeonvest Bick Securities (the champion); John MacDonald, the tournament dealer; and third-place winner Robb Cranbury, financial planner at Freedom 55 Financial.

Collecting coins for the Royal LePage Shelter Foundation from the Royal LePage Meadowtowne Georgetown office, from left: Lisa Hartsink, Leslie Powers, broker Peter Scholz and Susan Lougheed.

The Cornwall and Lancaster Exit Realty Seaway offices were part of the excitement at Cornwall, Ont.’s latest Habitant for Humanity Build that was recently dedicated. Many Exit agents worked on site as volunteers during the construction and Exit donated $100,000 so Karen McIntosh and her family could enjoy their new home on St. Antoine Street.

REM MARCH 2011 49

team, the Knighthawks, won the Gaels Clarington Minor Lacrosse House league championship for their age group. ■ ■ ■

Kim Kennedy, Fionna Gossling and Nancy Gossling of Royal LePage Real Estate Services in Oakville partnered to hold a fundraising dinner at Nancy Gossling’s home to benefit the Shelter Foundation. They raised $6,215 to benefit Halton Women’s Place, providing community support for women in crisis. “The most effective, sustaining program we offer is to bring women together, to educate them and provide a supporting community,” says Dianne Bealieu, executive director of Halton Women’s Place. The Gossling-Kennedy partnership hopes to make this the first of an annual event. ■ ■ ■

For someone who is a self-proclaimed “non-athlete”, Juliana Tibbet, a salesperson at Sutton Group - Select Realty in London, Ont., knows how to pick a formidable challenge. She is trying to raise $2,500 for the Ride to

Conquer Cancer, a 200 km bicycle ride from Toronto to Niagara Falls on June 11-12. Proceeds of the event will benefit the Campbell Family Cancer Research Institute at the Princess Margaret Hospital in Toronto. “I was never good at any sports growing up and frankly found exercise intimidating,” says Tibbet. “This event is a lot of work and determination, but it is so personally rewarding,” she says. She has started training for the event, and plays baseball and golf. “I am 54 and the weight/age/metabolism is driving me crazy because I adore cooking and entertaining. The food is winning this month,” she says. She is also a cancer survivor. “This insipid disease is everywhere I turn. So many friends and family have battled cancer…. I think of all the people I know who are dealing with the affects. I pray for their success as I continue to bike, walk and whatever else I can do.” ■ ■ ■

Dreams of meeting Mickey Mouse will soon become a reality for 80 children from BrantHaldimand and region who are

challenged by severe physical disabilities or life-threatening illnesses. On April 12, the 48th Sunshine DreamLift departs from Hamilton International Airport to Walt Disney World in Orlando, Fla. The Sunshine DreamLift – a one-day, whirlwind adventure to the Magic Kingdom that is organized by The Sunshine Foundation of Canada – has been made possible through the efforts of a group of residents led by Re/Max Twin Cities Realty salesperson Ted Ward-Griffin, who formed the Dream Tree committee. It began as a basic, albeit labour-intensive, fundraising event. Ward-Griffin learned of a real estate office in New Brunswick that purchased a Christmas tree, which they toted on a wagon door to door, business to business, offering light bulbs for sale in support of charity. The “Tree of Lights” was born from this inspiration, raising less than $1,500 in the first year of the campaign, but spreading Sunshine’s mission throughout the city. Almost 20 years and one name change later, the Dream Tree is now comprised of an organizing committee of more than 20 members and raises an average of

$100,000 per campaign year. In addition to raising funds to grant individual dreams to Sunshine children, Ward-Griffin decided several years ago that a DreamLift sponsored by the Dream Tree group would be a perfect way to show the local community the impact of their support. He was presented with the 2010 Wayne C. Dunn Spirit of Service Award by the Sunshine Foundation of Canada. It is a national award presented annually to an individual who has made substantial and sustained contributions of his own personal time and talent to ensure Sunshine’s mission. ■ ■ ■

In late November, Karen Yule, a sales rep at Royal LePage First Contact Realty in Barrie, Ont. was diagnosed with breast cancer. As a young (39), vibrant wife and mother, this news not only devastated her family, but also her family at Royal LePage. Spearheaded by one of their administrators, management, sales reps and support staff cooked and baked and reached into their pockets to help in any way they could.

Yule wrote in her blog: “I had the most amazing thing happen late this afternoon. Gail, one of the fabulous ladies at my office, emailed me last week and told me that she was arranging to have some food brought over to the house for the family. Of course I expressed my thanks but said it was not necessary. She came by today while mom was over and brought enough food to last a couple of weeks for sure as made and donated by some very wonderful agents and staff at our office. I was beside myself as Gail kept going to the car for more. We have everything from homemade lasagne to roast beef, to a veggie tray, wings, chilli….and the desserts, WOW! There were cards and monetary donations – I cannot express in words how grateful I feel to be working with such a wonderful, generous group of people. I was always drawn to our motto at Royal LePage – ‘Helping You Is What We Do’. Little did I know how many people in Barrie stand behind it. I hope to pay it forward when I can, but in the meantime, I’ll keep busy writing some thank you cards. This definitely made my day.” Continued on page 50

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50 REM MARCH 2011

THE PUBLISHER’S PAGE

By Heino Molls

MARKETPLACE

ack when I was a kid, I remember stories I would hear from all the older folks about how much harder it was for them. They talked about growing up in The Depression when even the most token things like an apple or an orange were special treats. As I grew into my teens we used to make sport of all those great tales of woe they talked about endlessly. We would laugh and exaggerate their stories about how they “had to walk 10 miles to school every day, uphill, both ways in the driving snow in the summer.” Oh how we made fun of those stories. Today, as a senior member of our society, I guess it’s my turn to tell the young folks about how much better they have it than I ever did. I have my stories ready

Who had it better? and I am all set to tell them. Back in my time things were rough for us. There were no cell phones, no computers, no cable TV with hundreds of channels, no video games and no Facebook or Twitter. As a young kid I can honestly lament that the only technology we had was a rotary telephone and a dial radio for AM only, not even FM. We didn’t have a TV and when we eventually did get one it was black and white. If we were lucky enough to go anywhere by car we huddled for warmth in the backseat during the winter cold and in the summer heat we rolled the windows down for relief. Air conditioning was unheard of and power windows were the stuff of science fiction. A toy was something you would receive at Christmas or on your birthday, if your parents had the money. It was not something you got with your Happy Meal at McDonald’s every single time you went there. In my day, if you wanted to play with a friend, you went on the street to see who was out there and woe betide you if it was the bullies. There was no texting friends to arrange things and there were no “play dates” that your mom or dad or caregiver made on your behalf.

Most kids in my old neighbourhood began the journey home when the street lights came on. Today kids get a call on the cell phone and an arrangement is made to pick them up by car. I could go on but with all that said, the truth be told, I’m not sure if kids today really have it better than we did. We had things kids today can only dream of. In my time there were empty fields and ravines behind almost every neighbourhood, even in the most densely populated area of town, including the downtown neighbourhoods of big cities like Toronto and Montreal. Kids went to these empty lots to play baseball and down the ravines to catch frogs. Along the way we got dirty as we slid into a roughed-out home plate and we got soaked and scraped as we slipped through the branches and trees by the creeks that ran through the ravines. We had the luxury of risk. Today kids have technology that challenges them in ways that we wouldn’t even have dreamed of when we were young but if I could choose, I would give them what we had. I am sad that those things are gone. There aren’t any more empty fields and creeks in any towns, even in the suburbs of big cities.

They are all gone. There aren’t even any frogs any more. I am ready to tell you how much better kids have it today but I am not so sure they really do. When I look at the vast swaths of land that surround our towns and villages I wonder if we should make our urban planners really get out and look at the empty fields and streams that they contain. When developers look over vacant

Good Works Continued from page 49 ■ ■ ■

Broker/owner Catherine Fox is challenging her three Royal LePage Meadowtowne offices to outdo each other in a penny drive to benefit the Royal LePage Shelter Foundation. The Georgetown, Milton and Mississauga offices will compete for bragging rights while filling their respective penny jars with pocket change. Using the slogan “Give ’till it hurts...so they don’t hurt as much” the race is on to ring in the highest total. ■ ■ ■

land, do they even see the beauty of the area in its most raw and unspoiled state? I wonder if they can truly understand the greatest value these things have is not in potential buildings or shopping malls but in leaving them alone. They could be the centerpiece of stories yet to be told. Heino Molls is publisher of REM. Email heino@remonline.com. REM

Calgary recently made donations to two local charities, sending $750 each to the Calgary Woman’s Emergency Shelter and to the Veterans’ Food Bank. “This money is collected throughout the year from various activities in the office,” says broker/owner Dick Oakes. ■ ■ ■

Wilf Wallace, broker at Royal LePage Niagara Real Estate Centre, held his first “Make a Statement for Shelter” Texas Hold ‘em event in St. Catharines, Ont. recently. Forty-three players raised $1,025 for the Royal LePage Shelter Foundation.

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www.iciworld.ca Canada www.iciworld.us USA www.iciworld.com World Unlimited ads all year long with a membership. Revenue producing links for YOUR web site! Daily Webinars to help you on the Internet. Programs for retired brokers See www.retiredbrokers.com • See www.referralbrokers.com See www.realestatebrokersandsalespeople.com

1-877-272-1721 • ICIWorld.net, Inc. Since 1994

Never cold call again! Exclusive access to a hot lead source; hundreds of buyers and sellers. Potential for commission and non-commission work year round! Contact our office at:

info@theushergroup.ca or telephone (613) 695-8833.

REM

Different By Design

1 culture

2 education

3 profit share

NOT YOUR ORDINARY REAL ESTATE COMPANY

We like to think we stand out from other real estate firms in many ways, but three areas in particular define Keller Williams Realty as an industry innovator and leader: Culture, Education and Profit Share

To learn more about about franchise or leadership opportunities at one of Canada’s fastest growing real estate companies, we invite you to contact us. johnfurber@kw.com | 416.565.3851

At Keller Williams Realty, we put a great deal of time and effort into cultivating and sustaining a culture in which associates can build successful careers without shortchanging their personal lives. Our commitment to education is unparalleled — we provide some of the most advanced and comprehensive learning opportunities in real estate. And finally, through our profit share model, participating associates can enjoy the financial rewards of helping Keller Williams Realty grow. We build the careers of our people and it is an approach that has brought our associates the success they want and deserve.

www.kellerwilliams.ca

Help your customers do their homework.

Homeownership is often the biggest investment of a lifetime, so itâ&#x20AC;&#x2122;s important to educate your customers about the various costs of homeownership. Make sure they understand all the available mortgage options, the impact of rising interest rates and that purchasing within their means are the keys to success. We provide easy to understand homebuyer information about purchasing responsibly at www.HomeownershipHelp.ca

ÂŠ 2010 Genworth Financial

p p a e h t a d c . a o @ ent l n g w A o t s D Be