March 2020 by Real Estate Magazine (REM)

Issue #369

March 2020

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

Claudio Cerrito has worked in real estate since he was 14 Page 8

Living with a fluctuating income Page 4

No. 1 mortgage issue? The stress test Page 10

More funny open house and showing stories Page 30

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REM MARCH 2020 3

RECO investigates Purplebricks review allegations By Mario Toneguzzi

he Real Estate Council of Ontario says it is looking into allegations that real estate brokerage Purplebricks Canada used staff to write online reviews about the company. In a statement to REM, Joseph Richer, RECO’s registrar, says: “We are aware of the allegations regarding the soliciting of online reviews at Purplebricks, and we have received numerous inquiries about it as well. We are currently looking into the matter to gather more information, in order to determine whether this would constitute a violation of the legislation.” A recent article at Forbes.com said Purplebricks Canada offered employees paid days off in exchange for made-up positive reviews on Facebook and Google. The article said it had obtained an email sent by Purplebricks Canada’s marketing department to the company’s staff. The article reported that the email said: “No need to fabricate stories, just an ‘I think Purplebricks is great’ or ‘Purplebricks is the future of real

estate’ would be fantastic,” read the email, which was sent by one of the company’s marketing directors in March 2019. An email to REM from the public relations firm Casacom, which manages Purplebricks Canada’s media relations, says, “This is the only statement Purplebricks is issuing. No interviews will be granted.” The statement says, “The email did not ask for fake reviews. It was sent in good faith and was a complete one-off and an error of judgment. We only offered this incentive once, in March 2019, and it generated only a handful of reviews. It followed the name change from ComFree to Purplebricks and the refusal of Google and Facebook to transfer the reviews that were already on their sites; it will never happen again. Purplebricks Canada recognizes that it’s vital for all reviews to be genuine and authentic – and we work hard to earn positive feedback from our customers through our expertise and great service.”

Purplebricks is an online real estate brokerage. It officially launched its operations in Canada in January 2019, but the company acquired the DuProprio/ComFree Network from Yellow Pages Digital & Media Solutions Limited in June 2018. In a story in REM last June, Purplebricks Canada CEO and general manager Lukas Lhotsky said the company is a registered real estate brokerage that helps people buy and sell their home for a single fixed fee, offering the same expertise consumers would expect from a traditional real estate brokerage. The company’s website currently advertises an up-front listing fee of $499 and a $2,499 fee payable when the home successfully sells, plus taxes. Buyer agent commission is not included. The site says the brokerage currently has more than 80 Realtors. Purplebricks’ parent company is based in London, England. It first expanded to North America in September 2017, operating in Los Angeles. But in July 2019 it

announced it was shuttering its business in the U.S. Romana King, director of content at Zolo Realty, said the online review issue is in a grey zone for real estate boards and for ethics committees. “It’s unfortunate,” says King, adding issues of this nature hurt anyone who is involved in the real estate business. “It’s not like real estate agents and brokerages have a stellar reputation in the marketplace right now as it is. Really, it’s terrible timing. You’ve got an industry that’s really desperately trying to clean itself up and the bad press it’s received in the last four or five years with all the less than reputable practices . . . This is not isolated to the real estate business but it hurts the real estate business in Canada because people aren’t just going to see Purplebricks, they’re going to see any company that’s not on the up and up.” She said some of the longestablished real estate firms in the country might get away from the

public scrutiny a little easier, but the newer brokerages that are pushing the industry into the technological age might hurt a little bit more. “We have to do it right,” says King. “We have to do it right from the start and that means being honest members of the business industry. And you can’t do that if you’re trying to game your reviews.” Online reviews can be powerful, she says. Studies have shown that 90 per cent of consumers will look at those online reviews before they make a purchasing decision. “That’s a huge chunk of people . . . I think consumers need to be better educated on how to actually review online reviews and see whether or not they’re legitimate,” says King. One way to do that is to look and see if there are many similar reviews and if they are skewed in either a good or bad direction. Check out when the reviews are posted and the names used for the REM reviews.

Home sharing a win-win for two generations By Myles Shane any millennials believe they may never be able to afford a home unless they have family that can help them out financially. But baby boomers, many of whom are now seniors, are also being significantly affected by the rising costs of living. With no relief in sight from the escalating costs, some Canadians have been adopting different housing models in order to cope. The 2016 Canadian census shows 28.2 per cent of all households consisted of just one person – the most since confederation in 1867. The 2016 census also shows a noteworthy growth of multi-generational households, with a 37.5 per cent increase since 2001. A concept that is picking up steam is intergenerational home sharing. Most home-sharing programs

match adults aged 55 and over, who have a spare room in their home, with university or college students seeking affordable housing. In exchange for reduced rent, the student provides companionship and/or assistance, completing light household tasks such as preparing and sharing meals, tidying up, carrying groceries or walking a pet. The benefits of these joint living agreements provide much more than monetary advantages. One of the longest-running operations in the United States reports that 81 per cent of seniors participating feel happier, 74 per cent feel more secure in their homes and 74 per cent feel less isolated. In Toronto, a pilot project called Toronto HomeShare was created in May 2018 as a City of Toronto initiative, with funding from the Ontario Ministry of

Seniors Affairs. The National Initiative for the Care of the Elderly (NICE) implemented the pilot in partnership with the city and the Toronto Seniors Strategy Accountability Table, a group of seniors, caregivers and other community partners dedicated to adequately and effectively supporting Toronto’s aging population, says Laura Martinez, the program manager. “The purpose of the pilot was to empower older adults wishing to remain in their homes with a means of obtaining additional income, help around the home and companionship, as well as to address the lack of affordable housing in the city, particularly among students,” Martinez says. “Among the 12 senior home providers and students matched during the HomeShare pilot, many reported

experiencing benefits from their participation, such as a decrease in both social isolation and financial burden. Based on the success of the pilot, City Council voted to expand and continue HomeShare.” Martinez says the program has “received some referrals from real estate agents whose clients may be experiencing trouble remaining in their homes as they age, either due to needing a bit of extra income or because they could use some extra help around the home.” Another company that recently entered the home-sharing market is Happipad. CEO Cailan Libby says Happipad is “a Canadian social enterprise who believes home sharing is an important solution to address housing affordability and social isolation. We do this through the creation of a home-sharing platform, which makes it safe and

simple for anyone to find a compatible person to share their home with.” Currently Happipad is only available to B.C residents. Libby discussed the method that Happipad uses to match their clients: “The registration process involves a thorough questionnaire, which is used to create a matching profile that captures personality traits, interests and lifestyle characteristics. The matching profile is similar to what a dating website would use, although catered towards home-sharing arrangements.” Safety is a major concern and top priority for the company, he says. “Happipad uses an industryleading screening process for both the host and guest. Hosts have additional checks done including a Continued on page 4

4 REM MARCH 2020

Living with a fluctuating income Navigating the unpredictable income that comes with a career in real estate can be tricky. By Toby Welch

orking in real estate has numerous perks – being in control of your schedule and independence, among other benefits. But it comes with the downside of an irregular paycheque. According to a 2019 Redfin third-party survey of 500 real estate agents, the No. 1 complaint of those who work in the industry is the unpredictable income. Kim Hardie, a salesperson with Re/Max Saskatoon in Saskatoon, Sask., has had fellow agents ask her how to cope with a fluctuating income. “I would suggest that if they are struggling, reassess what they are doing to gain and retain business. Invest more time in open houses, as that is where active buyers are. Look at how they are keeping in touch with past clients to nurture that relationship for future referrals. Work on private listings – here, we have a website that is full of for sale by owners. Work on social media campaigns. Always look for business. Schedule days to focus on certain things. If you’re working hard and staying focused, then the repeat business will flow in.” Hardie offers tips to navigate the future hard times: “Try to put aside money in a savings account when you have good months and extra income. Also, a lot of agents have another income-generating business that is not so time-consuming, so they can focus on real estate.” Having savvy financial management skills is a key component of mastering an ebb-and-flow income. Budgeting without knowing when and how much you will be paid is tricky. Consider having different bank accounts for personal, business, savings and tax uses. And create a budget for your personal expenses that remains the same month to month, no matter what your income. That will help build your savings account during flush months instead of the money being spent needlessly. Brandie Yurkiw, a real estate agent with Sutton - Harrison Realty in Brandon, Man., suggests agents stay positive and always think outside the box. “I like to

attend functions that our brokerage has set up at different venues. Just getting my face out there and talking/prospecting always feels like I am continuing to meet new opportunities through networking. Have those daily consistent tasks that you do and continue to do them faithfully day in and day out. It all comes together when you are consistent and positive!” After 30 years in real estate, Stéphane Bisson, a broker and agency manager of Keller Williams Distinction in Gatineau, Que., offers the following three points for agents to avoid an income that fluctuates too drastically: “We as agents need a pipeline full of qualified leads; it’s not about being the best one month but being the best every day. “Agents need to time-block for lead gen and lead follow up. “After closing a transaction, we need to ask for referrals and keep following up with our customers.” Sally Cliff is broker of record at Northern Pride Real Estate in the Englehart area of Ontario. “My biggest advice would be not to prespend your commission. You’re having a tight month and have a large commission on the horizon, don’t blow your budget or think you can just pay it back next month with the big payout. Anything can happen. I have found it easiest not to even think about what’s coming and only rely on what’s in hand. The obvious answer is to save six months of expenses ahead but that isn’t always realistic.” Building an emergency fund is essential. Consider designating a portion of each payday into the fund. Build up the nest egg when you are experiencing extra-profitable periods. Having this reserve will help you get through the lean months and keep your financial stress to a minimum. Ron Sally, broker of record and owner of Re/Max Millennium Real Estate in Woodbridge, Ont., shares how he would reply if an agent said they were struggling to deal with the up-and-down income. “I would ask them what made them get in the industry in the first place. Was it the flexibility of time,

Kim Hardie

more money, commitment to helping people? I would ask what they feel that they are lacking or struggling with to do more deals. I would ask them about their personal schedule and day-to-day routine. I would ask them what’s stopping them from doing more deals. I would advise them to put more time and energy to generate more business through online/in person resources. I would advise them to meet more people and have more conversations about real estate than ever before. The goal is to put yourself out there more into the universe about what you do. The rest will follow as a result.” Sally offers tips on navigating the feast or famine income: “The best thing to do is first be honest and realistic with your financial situation. You have to scale back and cut costs immediately. If you have a partner/wife/husband, having that conversation with them is super important. They have to be part of the journey and process. They say in business to always make sure to have six to eight months of expenses saved up and keep trailing behind that to save yourself when the going gets tough. When you make the most money in real estate, we should follow the same advice we give to our clients about saving and investing.” Cliff is a strong believer in the power of positive thinking, “This industry can get everyone down from time to time. I think it’s the same for any job, really. If I have to take time to remind myself of all the good things, I’ll do that. Keep constant positive chatter going on.” With the right mindset, navigating a real estate career with a ping-pong income is more than manageable. REM

Brandie Yurkiw

Stéphane Bisson

Sally Cliff

Ron Sally

Home sharing Continued from page 3

check of utility records and lease terms if they are not the registered owner of their property. ID verification compares their government ID against a live picture, which is then compared against databases to test that the identity is real, current and that their facial features match,” Libby says. He provided a few examples of home sharing where his older female clients have been extremely satisfied with their choices. “A match in Chilliwack quickly became a success when the younger lady started showing her culinary expertise by cooking most dinners. Each lady lives independently and has their own daily routine, however they both enjoy grocery shopping together, sharing dinners and watching television. The older lady feels much safer in her home now and the younger lady is very grateful to have a comfortable home at a great price.” Libby says one of the longest

matches, which has lasted more than two years, is a senior woman who was matched with a 24-year-old man from Israel. “He moved to West Kelowna for a job opportunity but was struggling finding a home he could afford on his entry-level income,” says Libby. “The arrangement has been amazing for both of them, each helping the other however they can. The host offers reduced rent for help maintaining the garden and other chores while they also enjoy attending church together. When the host heard that her guest may have to leave the country because of his work visa she was very sad and even offered to sponsor him. In the end it was all sorted out and they are very happy.” Regardless of the economics in play, it appears both the millennials and baby boomers are gaining something from intergenerational living that money can’t buy – friendship and experience. REM

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Independently Owned and Operated. ®†TM† trademarks owned by Century 21 Real Estate used under license or authorized sub-license. © 2020 Century 21 Canada Limited Partnership. Century 21 Canada Limited Partnership currently has franchise opportunities available in select markets across Canada. The intent of this communication is for informational purposes only and is not intended to be a solicitation to anyone under contract with another real estate brokerage organization. CENTURY 21® is a registered trademark owned by Century 21 Real Estate LLC, used under license.

6 REM MARCH 2020

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

Chad Lawson

Peerage, which owns Sotheby’s International Realty Canada, says the executive team of Jameson Sotheby’s will continue to lead the firm and hold a significant equity interest, partnering with Peerage in the future growth and development of the firm. The firm generates US$2 billion in annual sales volume with 450 agents in six offices. Sotheby’s International Realty Canada will continue to operate as a separate entity, says president and CEO Don Kottick. Gavin Swartzman, president and CEO of Peerage Realty

Partners, says, “This is another important strategic growth initiative for us. We continue to fulfil our mission to be the preeminent luxury residential real estate brokerage organization, partnering with the best people in our industry, together with iconic luxury brands, in the resale and pre-construction sales markets.” Peerage says more U.S. acquisitions are in the works. Peerage Realty’s other partners include Madison & Company Properties, a luxury brokerage in Denver, Colo.; luxury brokerage Chestnut Park Real Estate in Toronto; Baker Real Estate, which focuses on new development and condominium sales and marketing in Ontario and Montreal; Fifth Avenue Real Estate Marketing in B.C.; and Ontario’s StreetCity Realty. ■ ■ ■

Valerie Moroz

Joe Postnikoff

Heather Clifford

Matt Dolan

Cover photo: ELIJAH SHARK

Chad Lawson recently opened a new brokerage in Wainwright, Alta., a town located about 200 km southeast of Edmonton, close to the Saskatchewan border. The new company began operations as Coldwell Banker Hometown Realty in January. Lawson is a top-producing real estate professional with 12 years of experience. Growth will be a priority for his brokerage as it serves a diverse customer base from the military, agricultural and oil sectors, says Coldwell Banker. “We’ll be offering new resources never before seen in

President & CEO WILLIAM MOLLS will@remonline.com

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this market, and that provides a compelling alternative for consumers as well as real estate professionals looking to leave their mark on the world of real estate,” Lawson says. Valerie Moroz is managing broker. She has strong roots in the community and an extensive background of 35 years in real estate, including 18 years as a brokerage owner, brokerage leadership experience with two national franchise brands, and most recently, six years as associate broker at Royal LePage Stalco Realty. ■ ■ ■

Heather Clifford of Comox Valley, B.C, who has 26 years of experience as a managing broker in three offices, recently joined the cloud-based eXp Realty. Clifford has managed three real estate agencies, including two offices in the highly competitive Whistler luxury real estate market. She also took four years off from real estate to form Keep It Simple Social Media, helping local organizations with their online presence. “I speak the language of real estate and understand the art of marketing properties globally,” says Clifford. “I created KISS Media as a simplified learning tool for my Realtors, enabling me to instruct thousands of real estate agents in hands-on social media and marketing training. Now that I’m back on the Island and settled into our home on Saratoga Beach, I’m looking for-

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

Phone: 416.425.3504 www.remonline.com REM is published 12 times a year. It is an independently owned and operated company and is not affiliated with any real estate association, board or company. REM is distributed across Canada by leading real estate boards and by direct delivery in selected areas. For subscription information, email distribution@remonline.com. Entire contents copyright 2020 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. 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 complies fully with the CREA’s Trademark Policy (section 5.3.2.6.1). ISSN 1201-1223

ward to using my knowledge and experience to focus on helping and training other eXp Realty agents achieve and exceed their goals.” ■ ■ ■

Sales rep Joe Postnikoff recently joined Re/Max Centre City Realty in Prince George, B.C. Postnikoff previously worked with WestJet Airlines for 10 years and decided to make a strategic career move to real estate. “The transition from managing two airports at the same time and having dozens of employees to being a Realtor and being able to focus directly on the needs of my clients has been such a welcome change and has really allowed me to make great connections with fellow Realtors and clients alike,” says a story on the Prince George website. He previously worked with the Brink Group of Companies and Brink Boardwalk Properties. ■ ■ ■

Matt Dolan has joined Re/Max City Realty in Vancouver. Dolan started the Six Zero Four Real Estate Group, which was recognized as a Top 10 per cent team in the industry by the Greater Vancouver Real Estate Board, says his website. He also has experience working on many large-scale home development construction sites across the lower mainland and working in the oil sands industry. REM

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oronto-based Peerage Realty Partners is partnering with Jameson Sotheby’s International Realty in Chicago.

This is home. It’s a place called comfort. It’s called home for a reason. It’s the place where your clients feel secure, happy, and at peace. We understand this. Through expertise and insight, our job is to help make the wonderful idea of home a beautiful reality. For every client, for every home.

pillartopost.com Each office independently owned and operated.

8 REM MARCH 2020

Claudio Cerrito: Adapting to change is key

At 17, not happy at high school, Claudio Cerrito convinced his parents to let him quit and explore his burgeoning curiosity about real estate. By Connie Jeske Crane

hat does it take to survive and thrive in the real estate business for decades? That’s not a theoretical question for Claudio Cerrito. At 53, the Toronto Re/ Max Hallmark Realty sales rep just marked his 35th year as a Realtor (if you just did the math, yes, he became an agent at age 18). And he says he’s never really stopped asking himself that type of question: “How do I reinvent myself and stay relevant with everybody else, so that people will continue to want to work with me, and also so I will enjoy it?”

a day from home and my role was to tele-canvass.” He produced so many leads, when the summer ended the Realtor offered him an after-school job. Cerrito learned the ropes from her for three years.

Looking at his numbers, it seems Cerrito has been asking the right questions. In 2019, he was ranked No. 1 out of 1,200 agents at Re/Max Hallmark Realty in Toronto. He’s a Lifetime Achievement Award winner and regularly ranks among Re/Max’s top 100 agents in Canada. In a competitive industry, Cerrito admits it’s “pretty freaking awesome” to contemplate such markers. Yet he’s also at the stage where he’s reflective, inclined to share and realizing his insights could help others. “I think I have an inspiring story.”

Awkward door knocking ensued. Cerrito says, “I had worked for somebody for three years, so when I had the opportunity to tell my story, people embraced that and were actually very supportive. But, I’m not going to deny, I had moments when I went to people’s houses and some said to me, ‘I’m sorry you’re just too young.’ But I just kept going.”

In talking to Cerrito about his career path, his challenges and what advice he has for agents today, you’ll find him enthusiastic and generous – but he doesn’t gloss over the challenges his kind of success entails either. For Cerrito, a decades-long career actually started on a whim. Looking for a summer job at 14, a posting caught his eye. “A very high-profile Realtor was looking for someone to do telephone canvassing, which was quite big back then.” Young yes, but also poised, Cerrito landed the job. “That summer I was working four hours

At 17, not happy at high school, Cerrito convinced his parents to let him quit and explore his burgeoning curiosity about real estate. They agreed. He studied for his licence. “Some negative people in my class were like, ‘This isn’t for you, you’re a kid. Who’s going to buy a house from you?’” But at 18, “looking like 14,” he became an agent.

That tenacity and authentic passion has been key for Cerrito. “People know when somebody isn’t sincere.” Professionalism, focus and a love of his industry have always propelled him. “I try to be as good as I can be in whatever I am doing. And as busy as I am, I feel I’m so fortunate to do what I do. I get to meet so many incredible people and it’s also very social, our industry.” Amidst this compelling, enjoyable work though, Cerrito says a tricky and constant challenge over the years has been change – a lurching rollercoaster ride of change in fact. Confronted by disruption, he’s seen plenty of agents walk away. “I talk to a lot of colleagues who started when I started…who are no longer in the business because they could not

adapt to all the changes. They said, ‘I don’t like what it’s become, I don’t want to be a stager. I don’t want to be a designer. I don’t want to do everything we have to do because we now have to wear so many different hats.’ ” Cerrito’s choice has been to track trends, embrace, adapt. Asked about specific shifts he’s seen over the years, he cites staging first. “That’s definitely something that has just exploded in our industry,” he says, adding he’s accumulated a staging business and a warehouse. He set a goal to go the extra mile creatively with that aspect of the business. Cerrito has witnessed many phases of digital revolution too. “Social media, using that platform for me personally has been huge,” he says. “Our industry continues to evolve. And if you’re not part of that, you’re sort of lost behind.” Maybe less dramatically, but also key has been Cerrito’s gradual evolution towards “farming” one area – 14,000 homes weekly in Toronto’s eastend Riverdale and Leslieville neighbourhoods. “More started to happen there and I became really involved with the community.” Today Cerrito supports nine local schools, sponsoring and serving free treats at fun fair-type fundraisers. “When kids see me in the neighbourhood sometimes they’ll yell out, ‘There’s the ice cream guy!’ It’s quite funny.” Cerrito also supports local businesses and events. He enjoys being a “community connector” and says it’s been a solid career decision. “I think as Realtors we’re selling a lifestyle to people, and in my experience, when I’m selling homes to clients in any given neighborhood, it’s important to them to know,

Claudio Cerrito (Photo by Elijah Shark)

‘What’s the demographic in that neighborhood? What is that neighborhood about?’ ” At the same time, given his commitments and personality, Cerrito is the first to admit finding balance is a struggle. “I love what I do and that can sometimes be a detriment, because when you love it as much as I love it, it never feels like work to me – so I’m always working and not realizing that I’m always working.” To achieve some balance, he exercises every day, is learning how to detach and takes time off in August and December to travel with his partner. “But it’s a struggle because I’m so busy and I’m always looking to be busier and be better, and my mind is

racing all the time with ideas.” If there’s a final takeaway from Cerrito, it’s about connection and industry optimism. While the sweeping changes with digital can feel threatening, he says among his clients he sees some shifting away from messaging and back towards human interaction – and an appreciation for his expertise. “The Realtor is going to be as important as ever,” says Cerrito. “The people that I’m selling to… even in the younger demographic, people are still very much wanting that connection to an agent that has expertise and experience. That still speaks volumes to people when they’re about to make the biggest purchase of their life.” REM

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found a sunken treasure in the ocean!! Everything I read made so much sense to the point where I signed up RIGHT AWAY and that happened to be the best business decision of my life. After a month of learning, we GLG RXU ÂżUVW &3 GHDO ZKLFK PDGH XV IHHO YHU\ FRQÂżGHQW By the end of the year we had earned $212,000 gross commission. In our second year of implementing Craigâ&#x20AC;&#x2122;s V\VWHP ZH PDGH D 4XDQWXP leap and more than doubled our gross commission to $480,000. The next year, we projected to gross $1,000,000 commission and reached this goal by half way through the year. I canâ&#x20AC;&#x2122;t believe how far weâ&#x20AC;&#x2122;ve come in such a short period of time. n Âł&UDLJ WHDFKHV D WRWDO %XVLQHVV 6\VWHP Â´ Âł, ZDV ÂżUVW LQWURGXFHG WR Craig Proctor in 2015. We had a good business but had reached a plateau. Although we had repeat and referral business, any new business we Lisa Nash got came (Toronto, ON) from hours

of door knocking. There was no certainty in our business. Not knowing where we would be in the next 5 to 10 years was nerve racking. I will never forget the epiphany I had when Craig started talking about reverse prospecting and how I could create strategic advertising that compelled buyers and sellers to call me. This was music to my ears since I had a background in advertising and marketing. But not only did Craig speak about being a better marketer, he touched on all aspects of the real estate business. He talked about Business Plans, 3URÂżW DQG /RVV %XLOGLQJ a Team â&#x20AC;&#x201C; just like every successful business does. After the seminar, I joined thousands of other agents and signed up for Craig Proctor Coaching. Within the ÂżUVW \HDU RI LPSOHPHQWLQJ his marketing strategies and business systems, we were DEOH WR PDNH D 4XDQWXP Leap and grew our business more than 50% over the previous year. Fast forward to this year, my partner and I decided to part ways. I knew that in order for my business to survive and thrive, I had to ensure that I focused on what I was lacking while continually generating leads and keeping the overall

business running. With the help of Craigâ&#x20AC;&#x2122;s cutting edge marketing systems, I was able to keep everything on track and surpass last yearâ&#x20AC;&#x2122;s GCI total. Prior to implementing Craigâ&#x20AC;&#x2122;s system, I was at $400k in annual GCI which Iâ&#x20AC;&#x2122;ve almost doubled.â&#x20AC;? n â&#x20AC;&#x153;The decision to learn IURP &UDLJ FKDQJHG P\ life.â&#x20AC;? â&#x20AC;&#x153;My goal when I started selling real estate was to become the #1 agent in 4XHEHF VR I investigated what the WRS 4XHEHF a g e n t s were doing and found they were students Francois Mackay of Craig (Lachine, QC) Proctor. As a RE/MAX agent, I certainly knew of Craig because he was #1 for RE/MAX Worldwide twice in his career. Since my own business had plateaued, I decided to see what Craig could teach me, and that decision changed my life. I was with Re/Max at this point doing 60 deals a year and working with one assistant out of my home garage.

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Within four years of implementing the strategies and systems Craig taught me, my sales almost tripled to 150. But that was just the beginning. By 2012 I was doing 335 closings a year and in 2013 my team was WKH ÂżUVW LQ 4XHEHF WR VHOO over 400 homes a year. Today I operate my own real estate agency (Groupe Mackay) with 37 agents and an administrative staff of 12. We recently hit a QHZ 4XHEHF VDOHV UHFRUG by selling 650 homes. n Âł/DVW \HDU ZH KDG D increase in gross FRPPLVVLRQ LQFRPH RYHU prior year.â&#x20AC;? â&#x20AC;&#x153;Becoming a Realtor in 2005, I took a business approach to real estate. By 2008, I became very busy closing over 60 transactions that year. However, my life balance was way off. In 2013 I Mike Boychuk a t t e n d e d (Saskatoon, SK) one of Craig Proctor â&#x20AC;&#x2122;s training workshops and I knew immediately that this was the help I needed. I joined Craigâ&#x20AC;&#x2122;s coaching system on the spot. I started implementing changes in my business that made a huge difference. Most importantly, my real estate job has been transformed into a real estate business, and my life is better as a result. My team has also become a better place to work for the agents and staff, and itâ&#x20AC;&#x2122;s amazing to see their growth and success. Last year, we had a 24% increase in gross commission income over prior year, selling almost 100 homes! n

10 REM MARCH 2020

No. 1 mortgage issue? The stress test Mortgage Professionals Canada is hoping the federal government’s review of the B-20 guideline will lead to more buyers in affordable markets. By Don Procter

ill the federal government’s current review of the mortgage stress test (Guideline B-20) result in adjustments to the rules, allowing more consumers into the home buying market – particularly in cities and provinces where housing affordability is not a crisis? Currently the stress test rules keep renters from buying homes in affordable provinces and cities, such as the prairie and Atlantic provinces and in Quebec, says Paul Taylor, CEO and president of Mortgage Professionals Canada. “They (residents) can find properties they can finance quite affordably but they can’t afford the fictitious rate . . . given the distance between the street rate and the stress test. . .”

Canada is trying to suppress, not stimulate, activity, he says. Consumers should not face stress tests on top of a suppressive interest rate, “or we almost will be doubling down specifically on the real estate sector when trying to slow the economy.” MPC’s recommendation is a floor of a qualifying rate of 4.5 per cent, he says. If the contract rate is lower, people should prove they can manage it; if higher, they should be able to qualify at the contract rate “because they are already paying a higher than usual interest rate . . .” Taylor says MPC’s calculation for a stress test that is 75 basis points above contract – the equivalent of a two-per-cent interest rate hike after five years – has gar-

There are about 8.162 million mortgage holders in Canada. Reducing the stress test rules could increase buyer activity, but if the federal government thinks a recession is coming – as a number of economists predict – then don’t count on them making significant stress test adjustments, Taylor says. MPC has wanted a reduction in stress tests almost since the introduction in 2017. Mortgage insurance premiums are high and stress test qualifications are stringent, Taylor says, noting that individuals must also be “very well capitalized” under the minimum capital tests. If the overnight rate is calculated at three per cent, which the government says is neutral, then the interest rate for most consumers would be 4.25 to 4.5 per cent for a five-year fixed term, he says. An interest rate at neutral or above neutral means the Bank of

nered little attention from the government. That number was arrived at partly through calculations of an increase in property equity over five years and an increase in owner’s earnings. MPC also advocates exemptions to Guideline B-20 for mortgage renewals. Some borrowers successfully completing a five-year term can’t move their mortgage to a different lender with lower rates because they don’t qualify under the current stress test rules. The government is aware that any changes to the insured market must be followed in the uninsured market to avoid “a dislocation in the way the market will work,” Taylor says, pointing out the government is expected to collaborate with all parties, including the Office of the Superintendent of Financial Institutions (OSFI), the

Bank of Canada and Canada Mortgage and Housing Corp. on any changes to avoid the problem.

Banks have 75 per cent of market In the CMHC Residential Mortgage Industry Dashboard released last fall, 75 per cent of outstanding mortgages were held by the banks and 0.23 per cent of those mortgages were delinquent. Taylor expects a “small percentage erosion” in the bank mortgages because of regulatory qualifications, while non-bank lenders could pick up that slack. Credit unions and caisses populaires held 14 per cent of home mortgages, according to the CMHC report, and only had a delinquency rate of 0.16 per cent. While credit unions, (provincially regulated) are not required by law to adhere to the stress test, many boards have voted to voluntarily comply anyway, Taylor says. Meanwhile, credit union boards with laxer underwriting rules will still have to show prudence in managing depositors’ money. The CMHC report indicates that mortgage finance companies held six per cent of the market, with a delinquency rate of 0.26 per cent rate. Mortgage investment corporations (MICs) and private lenders, meanwhile, held only one per cent of the market, with a delinquency rate of 1.92 per cent. But this sector is increasing at about 10 per cent a year versus only two per cent annual growth from other lender sectors, says Tania Bourassa-Ochoa, senior housing research specialist, CMHC. Bourassa-Ochoa says most MICs concentrate in large metropolitan areas such as Toronto, Vancouver and Montreal. While MICs have high interest rates, they are still “probably significantly lower” than rates negotiated with banks for unsecured lines, says Taylor. “They are performing a service that the marketplace really quite desperately needs . . . considering the contrac-

Paul Taylor

tion of credit availability of stress tests and such.”

30-year amortization MPC advocates the reintroduction of an insurance-eligible 30-year amortization period for first-time buyers. Taylor says it would be more effective than the first-time homebuyers incentive plan in place now, which is a shared equity mortgage funded by the feds, he says. Taylor notes that precluding people from taking on the debt of home mortgages doesn’t stop them from building other debt loads through credit cards, which have higher interest rates. Bourassa-Ochoa says uninsured mortgages are growing faster than insured mortgages. According to Equifax data, which covers about 80 per cent of outstanding mortgages, there are about 8.162 million mortgage holders in Canada, BourassaOchoa says.

Taylor says the MPC agrees with many policy points in federal housing and CMHC strategies. Increasing purpose-built rental in hot markets such as Toronto and Vancouver will take the pressure off condominium markets to address rental demand. Purposebuilt rental will also provide more security of tenancy than condominium rentals does. “It could start to ease (condo) pricing because there is lower investor demand. . .” The MPC also supports as-ofright zoning around transit hubs such as subway stations to prevent local residents from vetoing increased densification or nodal developments. While at times property owners have legitimate concerns about developments negatively affecting their property values, NIMBYism can have a negative effect on healthy growth in cities like Toronto and Vancouver that need more affordREM able housing, he says.

12 REM MARCH 2020

10 first-time homebuyer trends By Susan Carter

enworth Canada’s 2019 First-Time Homeownership Study provides a snapshot of the demographics of Canada’s first-time homebuyers (FTBs), what’s motivating them and what they’re buying. The study surveyed more than 1,800 Canadians aged 25-40 who purchased their first home within the previous two years. 1. First-time homebuyers are pragmatic millennials. There’s no denying that millennials play a huge role in the FTB space. The proportion of millennials who own a home, whether bought recently or previously, has increased from 55 per cent in 2015 to 60 per cent in 2019. The homeownership rate of all Canadians is 68 per cent, according to the 2016 Census. However, the proportion of those aged 25-40 who own a home has declined from 71 to 62 per cent over the same period. 2. Newcomers represent an important and growing segment of the first-time homebuyer space. Twenty-five per cent of first-time buyers were immigrants, an increase from 19 per cent in 2017.

The proportion of immigrants is even higher when looking at major urban pockets such as Vancouver and Toronto, where immigrants represented 43 and 42 per cent of FTB respectively. In 2019, 15 per cent of FTB were newcomers who immigrated within the past 10 years. 3. Top motivators for buying are based on financial decisions. The study reveals top motivators that impacted the buying decision of FTB include a strong belief that owning a home is a wiser financial decision (50 per cent) and wanting to own the home so they are in control of their investments (45 per cent). Other top motivators include saving enough for a down payment (44 per cent) and feeling financially confident that they can afford it (42 per cent). 4. First-time buyers are more financially savvy. When it comes to their financial fitness, FTBs con-

tinue to significantly outperform the general population and the gap is widening. The study showed that 76 per cent of FTBs have a long-term financial plan for retirement compared to 58 per cent of the general population, while 83 per cent have confidence in their long-term financial health compared to 61 per cent of the general population. 5. Most first-time homebuyers are driven by price. Affordability is a key concern of today’s FTB. Price is the No. 1 consideration (95 per cent), even trumping square footage (90 per cent). 6. More buyers are considering their commute over house characteristics. Forty-eight per cent of first-time buyers show preference towards homes that are closer to work, compared to 32 per cent who preferred a less expensive home with a longer commute.

The majority of first-time buyers across Canada feel financially confident after purchasing their first home.

7. Condominium purchases are growing. The study reveals a growing share of condos being purchased by FTBs – 21 per cent, a five-per-cent jump compared to the 2017 study. New homebuyers with high-ratio mortgages are more likely to have bought a fully detached home (52 per cent). FTBs who bought into the condo market are more likely to have put a down payment of 20 per cent or more, purchased on their own and plan on staying in their current home for less than five years. 8. Most first-time homebuyers are doing their research. A solid majority of FTBs say they got preapproved for a mortgage before shopping for homes. The national average of FTBs who obtained a pre-approval before house shopping was 58 per cent, compared to 27 per cent who did so after finding the home, and 13 per cent who sought a pre-approval after negotiating the price of the home. These numbers do vary slightly by region. For example, FTBs in Toronto are more likely (18 per cent) than the national average to seek mortgage approval after negotiating the price of their home. 9. Down payment sources from gifts/loans are on the rise. The study says 37 per cent of FTBs received a gift or loan from the Bank of Mom & Dad, up significantly from 32 per cent in the 2017 study. Half of those who received a gift or loan say that without it they

would have delayed buying a home in order to save for a larger down payment, whereas 32 per cent would have purchased with a smaller down payment and 15 per cent would have sought a lower priced home. 10. Half of first-time buyers have financial fitness that is looking good or looking great. Overall, the majority of first-time buyers across Canada feel financially confident after purchasing their first home. Forty-nine per cent of new homebuyers felt they were looking good or great after making the purchase, compared to 37 per cent in the general population who felt the same. The survey results continue to show that FTBs are well educated, employed and gaining in household income year over year. This, together with stronger financial fitness and careful planning is helping first-time homebuyers continue to make responsible and affordable homeownership decisions. Susan Carter is a 25-year financial services veteran specializing in mergers, acquisitions and brand repositioning and development. She is passionate about insight-driven strategy. Susan is currently the VP, marketing & communications at Genworth Canada and a member of the Leadership Team overseeing strategic marketing and communications, sales training and development. REM

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14 REM MARCH 2020

Sales reps’ commission claims unsuccessful By Shaneka Shaw Taylor & Princess Okechukwu

eceiving a commission is every agent’s expectation when their efforts result in the lease or sale of a property. In Ngai v. Fufa Limited, the Ontario Superior Court of Justice decided that notwithstanding the agents’ efforts in attempting to negotiate a deal, the absence of a valid and subsisting agreement between a seller and her agent invalidated the agent’s claim to commission from a sale. Real estate agents James Ngai and Meir Sharvit each claimed that he had a valid commission agreement with the seller, Fufa Limited, to be compensated if his efforts resulted in a sale of a multiresidential property. Ngai and Lisa Lee (the principal of Fufa Limited) had signed a listing agreement on April 30, 2010, which expired on

July 29, 2010. The listing agreement included a holdover period of 60 days to Sept. 27, 2010. The listing agreement provided that a commission of 2.75 per cent of the sale price was to be paid to Ngai, if there was a sale. Ngai proceeded to market the property, which resulted in negotiations with prospective buyer Hollyburn Properties, and an offer from it. Around the same period of Hollyburn’s offer, Lee received another offer through Ngai from a prospective buyer, O’Shanter Development. Ngai agreed to reduce his commission to two per cent if he successfully sold the property to O’Shanter; however, that sale never happened. In and around the same time, Lee verbally agreed to retain Sharvit to solicit offers from other potential purchasers. No specific terms were discussed between the two including whether Sharvit would be paid a commission and if so, how much. Both Sharvit and Ngai attempted brokering a deal

with Hollyburn Properties. Both were unsuccessful. On May 18, 2011, Lee and Hollyburn Properties privately negotiated a deal directly, without the agents. The agents sued Lee for commission for their efforts in the sale of the property to Hollyburn. The claim by Ngai: Ngai argued that the reduction of his commission on the failed O’Shanter transaction created a new agreement, which entitled him to a commission from the Hollyburn sale. The court found that Ngai’s argument has no basis in fact or law. The court found that the existence of a Listing Agreement between Ngai and Lee did not give rise to any entitlement to a commission, because the sale of the property to Hollyburn was finalized months after the expiration of the agreement (and the important holdover period) and without Ngai’s efforts. The claim by Sharvit: One of Sharvit’s arguments was that the verbal agreement between

himself and Lee was enforceable. The court disagreed, finding that the verbal agreement was nonenforceable, as a verbal agreement to “entertain” offers and discuss a commission later was too vague to be enforceable. In addition, the court found that Sharvit’s effort in the initial attempt of the sale of the property was not instrumental in the final sale because of the existence of subsequent intervening circumstances, (such as Lee’s attempt to procure an overseas purchaser and the final sale occurring months later from a reinitiated contact by Lee). These series of events, the court found, broke the chain of effective cause of the sale of the property. Further, previous courts have held that in the absence of a contract, an agent is not entitled to be paid the equivalent of a commission based on the doctrine of unjust enrichment, as was the case in William Allan Real Estate v. Robichaud. Therefore, neither Ngai nor Sharvit were entitled to com-

Mortgage platform offers Realtor referral program By Diane Slawych

wo different experiences led Jesse Abrams to believe the process of getting a mortgage could be greatly improved. First, while working in digital marketing, one of his former clients was a large Canadian bank. “I learned how out of touch they are with home buyers, especially first-time buyers,” the 32year-old Abrams says. “Their products are not always the best available, the process isn’t easy and you have to go in person and during bank hours and deal with a representative biased to their institution. That jaded me to banks for a mortgage.” Then he went looking for a

mortgage for himself. “I knew I wasn’t going to go to a bank, so I looked online and all I found were these rate aggregation sites and they just confused me. There were too many options,” he says. “They expected me to understand if I was high ratio or…if I wanted a fixed or variable mortgage.” Then he had an hour-and-ahalf-long conversation with a broker who sent him a four-page document to fill out with “a ton of back and forth.” Finally, he learned who his mortgage was with, but he never learned why. “The lack of transparency really irked me,” says Abrams. “I realized, wow, there’s a big opportunity here.”

Abrams’ Toronto home, set out to provide “the best mortgage experience for every home buyer in Canada.” The company, which now has a team of 14, including 10 mortgage brokers and agents, has just expanded Homewise COO and head of data Carlos Medeiros, into Manitoba, left, and founder and CEO Jesse Abrams. (Photo: Alberta and Brad Silverberg) British Columbia. That’s how the idea for The goal, says Abrams, is for Homewise was born. The online Homewise to be available across mortgage platform, launched in most of Canada by the end of the July 2018 from the basement of first quarter and in Quebec by the

mission from Lee on the doctrine of unjust enrichment. Ngai and Sharvit’s claims against the seller were dismissed. An integral factor to determining if an agent is entitled to commission from a sale turns not only on the agent’s efforts in procuring an actual buyer but also on the terms of the listing agreement including during the holdover period. The provisions of REBBA and the Code of Ethics require agents to avoid the creation of ambiguity and confusion that can lead to an unenforceable agreement. Shaneka Shaw Taylor is a partner at Boghosian + Allen LLP where she practices municipal, commercial and real property litigation. She is also a licensed real estate salesperson with Forest Hill Real Estate. She has authored several articles and speaks regularly on topical municipal ligation and civil litigation matters. She recently authored The Annotated Real Estate and Business Brokers Act, 2002 and Regulations (LexisNexis Canada). Phone 416-367-5558 ext. 214; email staylor@boglaw.ca Princess Okechukwu is an articling student with Boghosian + Allen LLP. She obtained her law degree from the University of South Wales and is looking forward to being called REM to the bar in 2020. end of the year. The service is free to use (the company is paid by lenders) and home buyers can apply online anytime. Within 24 to 48 hours of filling out an application – which takes about five minutes – Homewise says consumers will be offered the best three mortgage options from more than 30 banks and other lenders, including credit unions, monoline lenders and private lenders. The company aids those seeking a mortgage preapproval, approval, switch or refinance, along with a personal advisor to guide them along the way. Abrams says the process is more convenient, simpler and quicker than a bank and will save people time and money – they aim to save consumers up to $20,000 on the average mortgage. The company recently introContinued on page 28

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16 REM MARCH 2020

The artist as a real estate agent

“I’m an artist who happens to be a real estate agent,” says Arty Basinski, who marches to a different drummer – himself. By Susan Doran

rty Basinski dubs himself “the real estate agent for people who don’t want a real estate agent.” A Toronto-based sales rep who “tries to be as real as possible,” Basinski has what he refers to as “a side gig” as a circus drummer. He’s been at both vocations for about eight years, and says that regarding the latter, he’s been booked to perform at everything from festivals and parades to weddings and concerts. “I’m an artist who happens to be a real estate agent,” says Basinski, who’s with cloud-based eXp Realty. Searching Basinski’s name fetches items containing intriguing phrases like “circus debauchery.” Further investigation reveals that his particular brand of big-top fast living doesn’t involve eloping with a contortionist or two, but rather juggling, fire spinning, stilts and drumming, often simultaneously. Let’s face it, the real estate biz is not short on the hum drum, the conventional, the vanilla. Here we have a guy who along with marching to a different drummer, is a different drummer. There’s more. Via his personal brand, Real Estate By Bike, Basinski sets himself apart from other agents through his emphasis on “cycling culture,” biking to appointments rather than using his car. (“Sometimes I cheat if it’s out of town,” he admits.) “I was already biking around anyway and I wanted to stand out,” he says. “There’s a billion agents in Toronto, but if you’re on a bike it’s something different.” There’s a promotional sign on his bike, so he’s hard to miss. He’s found that biking can give him an edge on the competition,

as his knowledge of the city is more thorough than that of agents who drive everywhere. “I get to see the city in between the roads – the little parks, the alleys, the back streets.” His goal has never been to win production awards. “I like to take my time with clients. For me it’s quality over quantity,” he says. “I do good. I own a cool place. I don’t need a Lexus with heated seats.” Despite not playing a numbers game, several years back he was voted Best Real Estate Agent in Toronto in the reader’s choice edition of NOW, a free, local, alternative weekly newspaper seen both in print and online. He’s given some thought as to how this came about. “It’s a popularity contest. I think people who read NOW are a younger demographic, in touch. NOW is pretty left, and I am the most left agent there is. And NOW promotes cycle culture, art and music. So I am most relatable to readers in that aspect.” He neglects to mention that it seems he has some wicked alternative marketing skills. Last year he added rapper to his resume, in a way that combines his artistic side with his real estate career. You may have seen his work, notably his comical musical/marketing performance in Lil Yellow House, which went viral, now having almost 65,000 views, he says. Although he has a solid social media presence (asked who he targets, he responds, “whoever!”), he says that most of his business comes from friends and word of mouth. The listing for the small, semi-detached bungalow that spawned the rap video is no exception. The house was priced around

With his personal brand, Real Estate By Bike, Basinski sets himself apart from other agents through his emphasis on “cycling culture.”

$500,000, making it the most affordable listing of its type in Toronto at the time. But it was in rough shape and Basinski figured it couldn’t hurt to give it an extra push with some outside-the-box marketing. “My friends (the clients) were quirky. I hung out the idea of doing something different.” They were game. The result was the Lil Yellow House video, a rap parody which Basinski produced and wrote himself, taking viewers on a tour of the house and neighbourhood. Here’s a sample: “Little yellow house is nice and cosy. Come on in if you’re feeling a bit nosy. Design your very own dream creation, with a full renovation. And rent it out for $2Gs, collect all the monies. Fact that’s affirmative, a condo alternative.” Basinski and the listing got loads of media coverage and interest. The house sold for close to asking. In a television interview, host Ben Mulroney

pointed out that thanks to the video, Basinski had managed to “cut through the noise” as a Realtor.

a career choice that suited him. “I never wanted it to be my thing,” he says. “That was not my intent.”

“I knew the video would get some traction,” says Basinski. “I didn’t know it would be that much.”

The brunches and easy money weren’t happening either. “At first I really struggled. It was frustrating.”

He plans to continue to use music as a marketing tool where appropriate.

As he gained experience, he came into his own. Increasingly his business practices reflected his personality. Take for instance one of his standard house-warming gifts to clients – individualized waving “lucky cats,” those Asian figurines which are believed to bring luck. “I buy them in Chinatown, paint them and add personal touches and trinkets to personalize them,” Basinski says.

Born in Poland, Basinski and his family came to Canada when he was a child to escape communism. He didn’t like being “the new kid.” In high school his passion for music found expression and as a result he began playing in various bands. As time went along music wasn’t paying the bills, so he also worked in construction. His mother, a Realtor, suggested he try real estate. He liked the look of her lifestyle, which he perceived as “going out to brunches” and making money hand over fist. So he took the plunge, although he wasn’t sure it was

In future he may have some extra help; he’s thinking of starting a team and/or coaching other sales reps on marketing. All things considered, his main tip for other agents comes as no surprise. “Don’t take it so seriously,” he says. “Try to have fun with it.” REM

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Couanrad ge Caring

At Royal LePage, we care deeply about ensuring that home is a safe place for everyone. Our “Challenge for Shelter” fundraising treks help make that goal a reality.

Recently, a courageous group of 120 Royal LePage professionals trekked across the Sahara Desert in Morocco to help end domestic violence in Canada. Over ﬁve days, they hiked more than 100 km across hard and rocky terrain and over enormous sand dunes in blistering heat. They set huge goals, stepped outside their comfort zones, and built life-long friendships with fellow REALTORS®. Together, with the support of their communities, they raised a record-setting $1.14 million for the Royal LePage Shelter Foundation to beneﬁt more than 100 women’s shelters across the country. We salute the dedicated Sahara Desert Challenge for Shelter trekkers and give thanks to all our generous supporters.

Phil Soper President & CEO, Royal LePage

Shanan Spencer-Brown Executive Director, Royal LePage Shelter Foundation

Visit rlp.ca/shelter to learn more This is not intended as a solicitation of any sales representatives or brokers that are currently under contract. All oﬃces are independently owned and operated, except those marked as “Royal LePage Real Estate Services Ltd.”, “Royal LePage West Real Estate Services” and “Royal LePage Sussex”. Any copying, reproduction, distribution or other use of these materials is prohibited. ©2020 Bridgemarq Real Estate Services Manager Limited. All rights reserved.

Over $1.1 Million Raised!

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At Royal LePage, we care deeply about ensuring that home is a safe place for everyone. Our “Challenge for Shelter” fundraising treks help make that goal a reality.

Phil Soper President & CEO, Royal LePage

Shanan Spencer-Brown Executive Director, Royal LePage Shelter Foundation

Over $1.1 Million Raised!

20 REM MARCH 2020

he Toronto Real Estate Board has been renamed the Toronto Regional Real Estate Board (TRREB) to reflect the regional nature of the board “that has been in place since 2002,” it says. “This brand refresh shows the evolution of our Realtor members, the organization and the real estate industry since our founding 100 years ago,” says the board in a news release. “Having been at the forefront of the real estate industry since 1920, this change, although subtle, is significant to benefit our 56,000 Realtor members and their clients.” TRREB says it developed the new brand through a series of surveys and focus groups with its Board of Directors and members. It says the new logo “speaks to our leadership in the fields of market facts and data, technology, innovation and professionalism.” The new tagline is “Professionals connecting people, property and communities.” TRREB also announced that it has hired T3 Sixty, a management consultancy and research company for the residential real estate industry, to help the board develop a new MLS system. “TRREB prides itself as a leading provider of technology for its members and partner boards and associations and it’s time we take a bold step forward,” says John DiMichele, TRREB CEO. “Despite significant changes occurring in the industry, TRREB is committed to staying at the cutting edge.” DiMichele says mobile usage by Realtors, new add/edit capabilities and integration with blockchain and artificial intelligence capabilities for the MLS system are of particular interest. T3 Sixty, based in San Juan Capistrano, Calif., will undertake the research for a new MLS system for TRREB, co-ordinate the request for proposal, aid with the selection of suitable vendors and

then project manage the initiative, TRREB says. ■ ■ ■

Catherine Schellenberg has been named 2020 president of WinnipegRealtors. Schellenberg was licensed in 2003, spending seven years as a broker and nine years as a salesperson. She is currently an alternate broker at Re/Max Professionals in Winnipeg. “Our profession and the real estate industry know that to stand still is to fall behind, so we are very

much on a path to advance technology services, governance practices and data visualization on area real estate to municipal leaders,” says Schellenberg. “This year will see the roll-out of enabling residential properties to be listed for rent on our MLS.” Also serving on the 2020 Board of Directors: Kourosh Doustshenas, Expert Real Estate Services, president-elect; Akash Bedi, Re/Max Executives Realty, treasurer; and Kenneth Clark, Act Realty, past-president. Directors at large are Roger Burns, Century 21 Bachman & Assoc.; Michael Froese, Royal LePage Prime Real Estate; Sam Matthews, Matthews Real Estate; Boris Mednikov, Vanguard Real Estate; Daphne Shepherd, Re/Max Encore Realty; Sherie Turek, Gateway Real Estate; Val Werhun, Royal LePage Top Producers Real Estate; and Cassandra Will, Century 21 Bachman & Assoc.

John DiMichele

The Windsor-Essex County Association of Realtors (WECAR) recently announced its new Board of Directors, led by 2020 president Lorraine Clark. Back row, from left: Julianna Biondo, salesperson, Buckingham Realty (Windsor); Damon Winney, broker of record, Jump Realty, president-elect; Elica Berry, salesperson, Re/Max Preferred Realty; Darin Schiller, salesperson, Keller Williams Lifestyles Realty; Maggie Chen, broker of record, LC Platinum Realty. Front row: Tina Roy, broker, Re/Max Preferred Realty, past president; Lorraine Clark, salesperson, Century 21 Showtime Realty, president; and Krista Gionet (Del Gatto), WECAR EO.

TRREB’s new logo

■ ■ ■

The London and St. Thomas Association of Realtors (LSTAR) Board of Directors announced that Blair Campbell will serve as its president this year. Campbell is the broker of record and owner of Accsell Realty. He has been a Realtor with LSTAR since 2007. “There is so much going on in the business of real estate today, so I’m very excited to take on this leadership role as we work to move LSTAR forward,” says Campbell. “The real estate profession continues to change at a rapid rate, whether it’s regarding developments in technology, data management or consumer trends.” ■ ■ ■

The Manitoba Real Estate Association (MREA) recently announced that Glen Tosh of Royal LePage Martin-Liberty Realty in Brandon is the association’s 2020 president.

Tosh has been an MREA member and Realtor in the Brandon area since 2008. He started his career as a mortgage broker “and quickly switched over to the sales side when he saw the impact that Realtors have in helping people fulfill their dreams of homeownership,” says MREA in a news release. “I enjoy meeting new people through my job and volunteering roles,” says Tosh. “As a volunteer, I appreciate the process and diligence at the executive level. Initially, I was surprised how much work is done behind the scenes and impressed by how often staff and volunteers meet with political leaders to share their industry knowledge and advocate for homeowners.” Also on the MREA 2020 Board of Directors: Stewart Elston, Powell Property Group, Winnipeg, president elect; Julie Friesen, Delta Continued on page 22

Blair Campbell

From left, Janine Armstrong, director of community outreach, HabitatWR; Nicole Pohl, vice president, KWAR; Colleen Koehler, president, KWAR and Karen Coviello, CEO, HabitatWR. Catherine Schellenberg

Michelle Roy

Glen Tosh The VIREB 2020 Board of Directors. Front row: Ian Mackay, president elect; Kevin Reid, president; Kaye Broens, past president. Back row: Directors David Procter, Shae Webber, Kelly O’Dwyer, Bill Benoit (EO), Ashley Stawski, Janet Scotland, Judy Gray and Erica Kavanaugh.

2020 ELECTION Have your say in choosing RECO's Directors

BE A VOTER! RECO's Board of Directors election runs from March 9-23 Check your email for your link to vote www.reco.on.ca/election

#2020RECOelection

22 REM MARCH 2020

Realtors must regulate the staging industry By Christine Rae

ertification for a stager is as important as a real estate licence is to an agent. Why? Simply so people know what to expect when hiring a stager. Real estate regulation has been in place for over 100 years but staging is in its infancy, barely two decades old as a practice and less than 10 as an industry. It is femaledominated, smattered with hobbyists with dreams, including parttime struggling moms who are trying to balance work, home, life and a business start-up. They are sandwiched between professionals with training, business insurance and business overheads in an industry with no official measure of talent or pricing. This “wild west” mentality harbours danger for the consumer. Shockingly there are hundreds, if not thousands of “under the radar” stagers conducting business without insurance, without structured knowledge, measured technical skills and best business prac-

Boards and Associations Continued from page 20

Real Estate, Steinbach, treasurer; David Powell, Powell Property Group, Winnipeg, immediate past president; Roberta Weiss, Century 21 Bachman & Associates, education chair; Lorne Weiss, Century 21 Bachman & Associates, Manitoba PAC chair; Chris Pennycook, Royal LePage Dynamic Real Estate, Winnipeg, director at large; Adrian Schulz, Imperial Properties, Winnipeg, director at large; Catherine Schellenberg, Re/Max Professionals, WinnipegRealtors president; Kourosh Doustshenas, Expert Real Estate Services, WinnipegRealtors president elect; Mandy King, No Place Like Home Realty, Brandon Area Realtors president; and Michael Barrett, Re/Max ValleyView

tices. No one really cares, except the professional stager whose business is taking a beating because the cowboy stager is plying his/her trade at rock bottom prices with no thought to what it jeopardizes. You might think, “Oh well, natural economics. Competition is a “fait accompli”. Well, au contraire! Even though the staging industry is non-regulated, we work in the regulated industry of real estate. Many of the regulations and ethics for real estate agents apply to the independent stager who started a business doing work they love, without much thought to structure of business, profit or protection. There is a perception that stagers are a commodity and that all stagers are the same, working the same way, producing the same work. When you don’t know how to select a great practitioner, you choose cheap price! The loser (winner of cheapest price) may inadvertently jeopardize the goal of the transaction. Be aware, pricing a staging project depends on many things; size of the property, quality and quantity of goods, labour and storage costs, packaging, planning, sourcing, employee costs, warehousing, delivery and margin of profit.

Stagers are in business to make money too – yes, they love their work, but it is impossible to work for peanuts. Demanding lower rates will affect outcome. You might say, “I just want the best price I can get” – understandably, however at what cost? Doing the work yourself or using a cheap stager works against the goal. You may think the goal is to get the house sold. Wrong. The goal of selling property is secondary to securing the most equity for the seller. Demanding lower pricing for staging will compromises the number of rooms staged, quality and quantity of items and results. We know 99 per cent of potential buyers are deciding, sitting on their couch with the swipe of a finger, whether they want to see your listing. Don’t compromise the opportunity to secure quality photographs. It is the first impression of the listing and a measure of what you represent. Great photos gets the property on the “must see list”; great curb appeal moves the listing to “I want to see inside.” Ninety per cent of people can’t visualize beyond what they see; if there isn’t furniture in the room, they can’t buy the room. First impressions are made in the blink

Realty, CREA regional director.

Realty, Campbell River; and Shae Webber, Pemberton Holmes, Duncan.

■ ■ ■

Kevin Reid of Royal LePage Comox Valley in Courtenay, B.C. was recently installed as president of the Vancouver Island Real Estate Board. Kaye Broens of eXp Realty in Nanaimo now steps into the role of past president, with Ian Mackay of Royal LePage Parksville-Qualicum moving into the president-elect seat. Returning to the board table this year are Judy Gray, Re/Max Mid-Island Realty, Ucluelet; Erica Kavanaugh, Royal LePage Parksville-Qualicum, Parksville; and Kelly O’Dwyer, eXp Realty, Nanaimo. New to the VIREB board are David Procter, Re/Max Ocean Pacific Realty, Comox; Janet Scotland, Century 21 Arbutus Realty, Campbell River; Ashley Stawski, Re/Max Check

■ ■ ■

Michelle Roy, a sales rep with Re/Max East Coast Elite Realty in Fredericton, is the new president of The Real Estate Board of the Fredericton Area. Roy has been a member of the board for 13 years and on the Board of Directors since 2015. She was named Volunteer of the Year by the board in 2018. The new 2020 Board of Directors also includes past president Sean Daly, vice president Michele Morris, treasurer Dave Watt and directors Linda Currie, Justin Morehouse and Debbie Crouse. The board’s EO is Sharon Watts and the administrative assistant is Heather Warren.

of an eye and 72 per cent of the first impression is made from the threshold. What can be seen, smelt, felt, heard. The average buyer takes three minutes to tour property and wherever the eye rests, the sale begins. The stager must know how to strategically direct the eye to the features of property vs décor/furniture, understand the neuroscience behind buying signals and be able to use it to create subliminal signals of “buy me” throughout the property. My company, CSP International, has led the charge for professionalism, best business practices, code of ethics, insurance requirements, continuing education and a comprehensive certification process. In an emerging industry where there is no official measure of credibility, we felt it was important to provide a strong measuring tool for excellence for real estate agents and property sellers to base hiring decisions on. Many competitors claim that no one needs certification for this work, which is true. When no one cares, anything goes. The point is the end user (property seller/real estate investor/builder/real estate agent) shouldn’t have to guess or worry ■ ■ ■

The Mississauga Real Estate Board and iNCOM Web and eMarketing Solutions have partnered to allow members “substantial savings” with iNCOM’s online marketing technology. iNCOM says it is one of the largest real estate website and online marketing providers in Canada and has been serving salespeople and brokerages for more than 15 years. Its suite of features is designed to maximize lead generation and conversion, while minimizing the amount of work salespeople and brokers must do manually, the company says. ■ ■ ■

Recently representatives from the Kitchener - Waterloo Association of Realtors (KWAR) visited three local charities to

about the quality of work they receive. Seriously, real estate professionals, we need you to hear this. What it means to you as a conduit of service is that you are the policing force of the staging industry. You have to make the decision to refer the stager who will visually illustrate the value of the asking price without compromising equity gain for the seller. Staging cannot be done well by everyone who says they are a stager. It requires careful use of skills in a systematic and co-ordinated methodology. An effective stager needs great communication skills to not offend a seller, to be able to discuss the need and scope of staging as well as knowledge and abilities in real estate, property renovations and creative design principles, all married to a plan to secure a buyer. Anything less than this is like putting lipstick on a pig. Integrity is doing what is right, even when it is difficult, even when no one else is and especially when no one is looking. Working with a certified professional and staging every property is the differentiator you need to stand out in a crowded real estate market. Care enough to provide the very best to your clients. We do! Christine Rae is president of CSP International Staging Academy and the author of SOLD and Home REM Staging for Dummies. deliver cheques totalling $20,586. Habitat for Humanity Waterloo Region, Lutherwood – Safe Haven Youth Services and YW Kitchener-Waterloo were the recipients of KWAR’s 2019 grant through the Ontario Realtors Care Foundation, with each charity receiving a donation of $6,862. “I am so proud to belong to an association of Realtors with a strong tradition of giving back to the community,” says KWAR president Colleen Koehler. “Through our Every Realtor campaign, KWAR is helping shelter-related charities in the Waterloo region make a real difference supporting people with a variety of housing needs.” Since 1993, KWAR has donated more than $1 million to support local charities. REM

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24 REM MARCH 2020

BCREA strengthens education requirements By Mario Toneguzzi

he British Columbia Real Estate Association (BCREA) and the province’s 11 real estate boards have revised the Professional Development Program (PDP) for Realtors to strengthen education requirements in the profession and give Realtors access to more diverse learning opportunities throughout their careers. “Ongoing education is an important part of Realtor professionalism and an example of Realtors’ commitment to serving consumers,” says Darlene Hyde, BCREA CEO. Under the new program, Realtors are required to complete a minimum of 18 hours of professional development over their twoyear licensing cycle. These requirements go beyond what’s required by the Real Estate Council of B.C. to earn and maintain a real estate services licence. Realtors can fulfill these requirements by taking a combination of accredited and self-directed professional development. They are required to complete at least 12 hours of accredited professional

development each licensing cycle and they can use six hours of selfdirected learning toward their 18 required PDP hours each licensing cycle. BCREA’s membership includes more than 23,000 Realtors. Joanna Pedersen, education manager with BCREA, says the existing framework had been in place for a number of years and a memorandum of understanding

tations of Realtors are higher, and so there’s a real opportunity to address those needs with professional development. “As much as the real estate industry has changed, so too has education and what we know about adult learning and how people like to access information, how they like to work,” says Pedersen. She says that in revitalizing the program, they were looking for a

RECBC has introduced an anti-money laundering course, which is required for licensing. between the 11 boards and BCREA had expired. “So quite naturally it was time to look at the framework. Was it still meeting the needs of Realtors and was there opportunity to enhance and revitalize that?” says Pedersen. “As well, real estate has been changing very fast, the expec-

flexible approach that could respond to regulatory changes as well as changes in technology. The previous professional development program required 18 credits, which was about 18 hours. “We recognized we don’t have control over what the regulator is going to do and the licensing

requirements. So changes in that could then impact the framework just from an administrative, logistical basis. But more importantly, when we look at licensing education, that’s the minimum standard. All Realtors, all licensees in the province, are required to have a licence and maintain education for their licence. It’s not going above and beyond the minimum requirements,” says Pedersen. She says the new program “raises the bar for Realtors…. One key difference is that any licensing education required to maintain your licence is not included in the professional development program. The expectation is that all Realtors will have done that.” Pedersen says BCREA is excited about the self-directed component and sees that as a game changer for the industry. RECBC has introduced an anti-money laundering course, which is required for licensing. “BCREA is also developing materials and PDP accredited learning in anti-money laundering that will build upon what the regulator is requiring. That’s in progress

Joanna Pedersen

right now,” says Pedersen. She says ensuring that Realtors are continually educating themselves and increasing their knowledge of changes to legislation is critical to protecting their clients. “Acknowledging that the environment is changing, the economy is changing, the demographics of cities and rural areas are changing, legislation and government changes and what consumers are looking for are changing – all those impact what’s happening in the marketplace,” says Pedersen. “If you’re not continually learning and growing and developing, you’re getting left behind.” REM

Stop going ‘over and above’ for your clients By Michelle Risi

f the goal of business is to identify what the client needs and deliver it, why do we think this is going “over and above”? Going over and above means to go beyond a normal amount. But what is normal? And whose measuring stick are we using? Is it going over and above if you personally deliver the deposit cheque because your client is at home with their newborn baby? Is it going over and above if you send them birthday cards or deliver a gift to them on closing? Is it going over

and above if the client needs to see 20 properties before finding the one they love? When we look at our actions as going over and above, we lose sight of the fact that what we are really doing is listening to our clients, delivering what is necessary and then creating a memorable experience. And isn’t that what customer service is? Shouldn’t that be a normal part of how we do our business? If you are looking for ways to set yourself apart and create an exceptional experience for your client, here are a few things to consider. 1. Listen to what’s not being said. Listening is one of the most important communication skills. When you actively listen, you are not only paying attention to what is

being said, but also to what isn’t. What is the unique situation your client is experiencing? What obstacles will they face along the way? When you can identify hidden pain points, you can deliver solutions that will not only help the client but will also help you create an exceptional experience. 2. Redefine your measuring stick. Your clients are the benchmark for whether you did a job well. It’s not about your expectations or even those of your past clients. It’s about the client you are working with now and what matters to them. Work with your client from the beginning to establish what the expectations are, and then find creative and meaningful ways of delivering on them.

3. Deliver the unexpected. If you really want to create a memorable experience for your clients, deliver a bit of the unexpected. The only person who can say you went “over and above” is the client. Think outside of the box and aim to meet their needs – and then provide a little something extra. 4. Ask for feedback. It’s easy to get caught up in the cycle of things. And when you have been running your business for a while, things become second nature. Be sure you are taking time to ask for feedback and doing frequent check-ins with your clients. This way you know you are staying on track. 5. Create a lasting relationship. Just because the sale is done doesn’t mean your job is over.

Create systems for staying in touch so that you can continue to deliver a memorable experience well beyond closing day. Taking the time to nurture the relationship you have created is the key to creating a client for life. Instead of thinking of taking these steps as going “over and above,” consider those measures a standard part of business. Create an exceptional client experience by going truly beyond the call of a real estate agent’s duty. Michelle Risi is broker/owner of Royal LePage Connect Realty, member of Forbes Real Estate Council, and host of The Lifestyle Entrepreneur Podcast. www.michellerisi.com REM

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wheree pick? W p eell, forr me it was simple. simple. Whoâ&#x20AC;&#x2122;s Whoâ&#x20AC;&#x2122;s been wher Well, answer: Proctor.â&#x20AC;? I want to go? One ans swer: Craig Pr octorr..â&#x20AC;? att a higher level but also serve everybody evverybody associated with our organization organization at a much higher level leevel income-wise and lifestyle wise. w Being able to serve our clientsâ&#x20AC;&#x2122; cllientsâ&#x20AC;&#x2122; and agentsâ&#x20AC;&#x2122; respective JRDOV LQ OLIH LV IXOÂżOOLQJ JRRDOV LQ OLIH LV IXOÂżOOLQJ â&#x20AC;&#x153;Weâ&#x20AC;&#x2122;ve Craigâ&#x20AC;&#x2122;ss â&#x20AC;&#x153;Weâ&#x20AC;&#x2122;ve been with Craigâ&#x20AC;&#x2122; system syystem for 5 years and weâ&#x20AC;&#x2122;ve w watched our Business just year.. W Wee juust multiply every year came caame into the system making $90k $990k per year cconsistently. onsistently. Fast Fast forward 5 years and in 2019 20019 we earned over $1.7 $1.7 Million. Weâ&#x20AC;&#x2122;re We â&#x20AC;&#x2122; re now now recognized recognized as being one of the Top Toop Remax Teams Teeams nationally and and weâ&#x20AC;&#x2122;re in the Top Toop 1% of sales saales teams in Canada. We We

we wish weâ&#x20AC;&#x2122;d been able to do sooner in our lives but we were unable to take the time to enjoy traveling because we were restricted by the demands of Real Estate. Weâ&#x20AC;&#x2122;re Weâ&#x20AC;&#x2122;re making up for it now thanks to having freedom in our business and having a self-operating business in our absence. We We want to provide our children with as many experiences and memories as possible and our business pprovides rovides the means and freedom to now do so. To To say that Craigâ&#x20AC;&#x2122;s Craigâ&#x20AC;&#x2122;s system y has been transformational would be a massive understatement. I wish I had met and started working with Craigâ&#x20AC;&#x2122; Craigâ&#x20AC;&#x2122;ss system earlier in my career career.â&#x20AC;?.â&#x20AC;?

Read More About Successful Agents A Like Tony Tony at www.LessEffortMoreMoney.com www.LessEffortMoreMoney.com systems. Fred deLuca at Subway nvent cold cuts, the sub did not in invent VDQGZLFK K RU IUDQFKLVLQJ Âą EXW KH VDQGZLFK RU IUDQFKLVLQJ Âą EXW KH brought a system to it second-tond got crazy-rich. â&#x20AC;&#x153;ITâ&#x20AC;&#x2122;S none, an and YSTEMâ&#x20AC;? is my rallying THE SY SYSTEMâ&#x20AC;? cry. I didd NOT invent anything in cry. em. Much of it came from my Syste System. outside of o real estate and was revolutioonary in real estate, but revolutionary piecce I put together already each piece

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successfully elsewhere. Here are the three mindsets youu MUST have: You o 1) You have to be bussinesslike. businesslike. Most agents thinnk and act like worker bees, think EX]]]LQJ DERXW Ă&#x20AC;RZHU Ă&#x20AC;RZHU WR WR Ă&#x20AC;RZHU Ă&#x20AC;RZHU EX]]LQJ ideaa to idea, fad to fad, made-inmin nutes guru to guru. They never minutes crea ate businesses. Just jobs. You Yoou create hav ve to think like a guy who have

owns 50 Subway shops or th he the whole company y, not the guy who wh ho company, owns one, or the guy behind the th he counter making the sandwiches. sandwichees. 2) Y ou o have to intend to You get and stay RICH in th his this business. This is for the age ent agent ZLWK PLG ÂżJXUHV WR ÂżJXUHV RQ R ZLWK PLG ÂżJXUHV WR ÂżJXUHV RQ his or her mind AND determine ed determined to earn it without selling soul to tactiics soul-numbing old-school tactics like cold-calling, chasing FSBOs FSBO Os etc. Y ou o have to be fed up, wo orn You worn waay out and frustrated with the way most good-income agents work wo ork and everything they trade away awaay for their income and absolutely absoluteely committed to a better way of life. liffe. fe 3) Y ou o have to be able to You focus and employ self-disciplin ne, self-discipline, to stick with a winning pla an plan ADHERENC CE once you get one. ADHERENCE TO SYSTEM makes you crazycrazzyTO yo ou rich. Flitting about has you over, over and over and an nd starting over, over again.

26 REM MARCH 2020

20/20 foresight in 2020 By Chris Chopik s I look back at the lessons of my lifetime, I am grateful for the experience I have had, for the friends and family that are my community, and for the amazing opportunities that have been afforded me through curiosity, hard work and good fortune. In the last two decades I have worked hard to make the world a better place. I have focussed my environmental efforts toward the quality of life impacts of people through real estate. I have worked on industry education and transformation within the real estate sector. I have worked with local, provincial and federal governments on policy influencing ener-

gy efficiency, green infrastructure and market acceleration toward cleaner, greener communities and homes. Sadly, we see a global shift in climate impacts. In Canada we have seen unprecedented disasters; severe flooding, out of control wildfires, sea levels are rising, and all of these factors are affecting the communities we live in. Australia is burning, Small Island Nations are being overwhelmed by the sea and vulnerable populations worldwide are suffering intense loss. Canadians are being impacted by climate change. The new normal is abnormal, the new framework of realities are death, taxes and climate change. My approach to dealing with the depressing realities of this “era of climate change” has been to try to create hope for people around me, especially for my children. In 2016 I undertook a master’s degree in Strategic Foresight and Innovation from OCAD

University. In 2019 I graduated with a master’s in Design. My research paper, Property Value in an Era of Climate Change offers some ideas on how we as a society might minimize climate-risk impacts to quality of life in North America. My eldest son Levi attended my convocation and it was a terrific opportunity to talk with him about hope and the importance of the choices we make in contributing to a better world. Actions and choices. What we think and what we do. These are the vehicles of hope. If humans are the only animal species capable of foresight, then let’s choose to act with the knowledge we have of what is to come. Our 20/20 hindsight tells us that our species, our governments, our corporations and we individuals have made mistakes. We see today the accelerating deterioration of ecosystems and the services they provide that underpin life, including human life. As we turn this hindsight toward this new decade

Community mourns loss of four Realtors on Flight 752

he real estate community continues to mourn the loss of four Toronto-area Realtors who were aboard Ukrainian International Airlines Flight PS752 that was shot down in Iran on Jan. 8. Two HomeLife Realtors – Faezeh “Fran” Falsafi from HomeLife/Bayview Realty and Iman Ghaderpanah of HomeLife Classic Realty, were on the flight. “I want to express my sincere condolences to the families and friends of Fran and Iman, as well as

Faezeh “Fran” Falsafi

their colleagues at HomeLife Bayview Realty and HomeLife Classic Realty. I will be keeping their families in my prayers during this difficult time,” says Andrew Cimerman, founder and CEO of HomeLife Realty Services. “This is a terrible tragedy.” HomeLife says that Fran had travelled to Iran to visit family with her two young children, while Iman was travelling with his wife, Parinaz. Mohsen Salahi, a sales rep with Forest Hill Real Estate, was also killed. He was travelling with his

Iman Ghaderpanah

wife Mahsa Amirliravi. Suzan Golbabapour of Re/Max Hallmark Realty in Richmond Hill was also on the flight. In honour of Fran and Iman, HomeLife donated to the Canada Strong campaign to raise funds for the families of each of the 57 victims across the country. Ontario Real Estate Association president Karen Cox said in a statement that the association is “truly saddened” to learn of the tragedy and offered its condolences to the Realtors’ families and friends. REM

Mohsen Salahi and wife Mahsa Amirliravi

Suzan Golbabapour

and set our actions and choices that will shape our future, let’s consider what 20/20 foresight looks like. Human beings are uniquely capable of foresight. We can look to the future and plan toward a positive outcome. In business we call this strategy, targets, efficiency, competition and shareholder value. Imagine the power of our capacity to create a sustainable world. If we apply the same level of innovation, creativity, collaboration and implementation toward a positive future that we do in our business profit motives, we can succeed in creating a better world. At this time in human history it is very important that we each and collectively look at how we think and act toward the future. From individual choices to international policies, the choices we are making today will be visible 20/20 when we look back upon them, and I contend they are visible 20/20 as foresight today.

In 2020 I pledge to approach every problem with curiosity and openness. I will think and act toward a future measured in an improved quality of life outcome for people. For me this means personal choices like taking a train instead of a plane when possible, avoiding single use plastics and being kind and generous with the people in my life. Let’s work together to generate hope. Let’s cocreate a better world. Let’s work hard to transition to a healthier world and to ameliorate the suffering of people in our communities, in our regions and globally. Let’s choose to act with 20/20 foresight and make the best choices we can. Chris Chopik works with Sotheby’s International Realty in Toronto, with a career focus on the nexus of sustainability and housing. He is a futurist currently working on strategic design solutions @OCADU_SFI; the Future of Seniors Housing in Canada. REM

FCT joins Verified.Me for identity validation

CT, a national title insurance and real estate technology firm based in Oakville, Ont., has joined the Verified.Me network to help lending professionals complete identity validation for borrowers. As part of the network, FCT will integrate the Verified.Me service into its Verify+ platform, a service for lending professionals to complete identity validation and secure document transmission for direct-to-consumer lending channels, the company says. Once a borrower has agreed to the identity validation process, they will be guided through a workflow that integrates Verified.Me, allowing lenders to collect and validate a borrower’s information from a trusted provider, such as their financial institution. Verified.Me uses these trusted connections to help verify identities, create accounts and access online services from other trusted organizations, the company says. It says it reduces unnecessary oversharing of personal information by providing consumers the choice of when and with whom their information is shared. “We’re proud to support FCT’s adoption of digital identity in the real estate space and its commitment to support lenders through the identity verification process,” says Greg Wolfond, founder and CEO, SecureKey Technologies. “The relationship between lenders and borrowers relies on the secure exchange of information. By welcoming FCT to the Verified.Me network, we are excited to streamline online identity verification and eliminate the inconvenience that borrowers previously experienced through requirements to physically visit a branch.” REM

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28 REM MARCH 2020

Why everyone should have a will S

cene one: After you die, if you’ve done everything right, your family will sit around the living room looking at pictures and talk about love and family. Scene two: Your family will gather in a court room to battle it out over their inheritance. Which scenario? The choice is yours, says lawyer Les Kotzer of Fish & Associates of Toronto. (He provides the following information based on Ontario law. Because laws very from province to province, he recommends speaking to a wills and estate lawyer in your jurisdiction.) Kotzer, a wills lawyer since 1989, has seen it all and says he knows how to avoid the family fight. There are lots of points to consider. Even parents who divide their assets equally between their heirs can be unintentionally setting the scene for sibling spats. Drafting a will that divides assets equally sounds good, but if you have given more money to one child in your lifetime (such as

help with university, a wedding or purchase of a house) it may be seen as unfair because one child has already received more than their sibling or siblings. Or if one child was the caregiver, giving up their life to look after a parent, is it right that the siblings who never helped out get the same amount, Kotzer asks. And if that child/caregiver lives in the house but it’s left to be divided between three children, if two want to sell, the caregiver may be left without a place to live. “Don’t assume the kids will work it out,” he says. “You decide. And don’t assume goodwill.” Assumptions can create trouble. Don’t, for example, assume your eldest child should be the executor. If there are two children, make both executors and they will have to work together. If there are three executors, majority rules. Personal items, such as jewelry, can also ignite fights. Kotzer says he and associate Barry Fish returned to their office one day to

Marketing + CRM Want Referrals? Build MindShare.

find a woman in their parking lot. “She was waving around a crystal vase and screaming that the vase belonged to her and not the estate because she bought it,” Kotzer says. When he and Fish, who were handling the estate, explained that it was part of the estate because it wasn’t specifically listed in the will, she smashed it so no one could have it. The best way to avoid such problems is to “give personal effects in your lifetime,” he says. You could list specific items in the will, but there is even danger in doing that. Kotzer says it’s best not to include a list of items in a will. “If your will says you leave your house on Yonge Street to your son Bill, but your will was not updated when that house was sold and a new one purchased, Bill won’t get anything because you no longer own the Yonge Street house” and the will didn’t provide for him to inherit the new house, Kotzer says. If something is listed in the will but is no longer owned, that person will get nothing. Here’s another Kotzer tip: it’s best not to make your children partners in an asset like a cottage or second house. One woman left her Arizona condo equally to her two children. Kotzer says one was a slob and one was a neat freak. After many arguments, the neat freak got fed up and threw out the slob’s possessions. The slob then tossed

out his neat sibling’s belongings. “It was a war zone,” he says, adding that this situation often arises when the family cottage is left to share. One may not want to pay for repairs. Another important consideration when it comes to wills is assets that have named beneficiaries, for example life insurance policies or RRSPs. “The bank overrides the will,” Kotzer says. So if one child is listed as a beneficiary, that is who will get the asset. Because it’s not part of the will, that beneficiary is not required to share. “Seeds of destruction are planted by the parents if they leave it up to one to share with the other,” he says. When it comes to second marriages, even more care needs to be taken to have a proper will drawn up. “Second marriages are a potential landmine,” Kotzer says. Marriage revokes a will, so when you get married, get a new will to ensure your assets, and those of your heirs, will be divided as intended. You don’t want your second spouse to cut out the children from your first marriage, for example. Another way to protect your adult children is to include a family law clause in case they get separated or divorced. This will ensure that a son-in-law or daughter-in-law will not benefit from what you leave your children. Keep your will up to date. If you prepared your will when your

Mortgage platform. . .

Homewise and share their link. When the client’s mortgage closes, the Realtor receives a bonus of up to $1,000 and their client receives $100. (Realtors earn $1,000 for referring a mortgage more than $650,000; $750 for a $401,000 650,000 mortgage; and $500 for a $150,000 - 400,000 mortgage). “We have a few hundred (sales representatives) and five brokerages signed up so far,” says Abrams. Soon the company expects to make further technological advancements. One will inform home buyers of their best mortgage options even quicker than within the 24 to 48 hours promised now. For home buyers who want to

Continued from page 14

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duced a Realtor referral program. “Lots of Realtors and financial advisors who we work with want more technological advantages to speed things up and give better service,” says Abrams. “We say, ‘Here’s an online site.’ This is a good way to have your own unique URL, you’ll be kept up to date and give them (the client) a share of the commission.” To be part of the program, a Realtor signs up (Thinkhomewise.com) and receives a unique referral link. Then they tell their clients about

By Connie Adair children were young and they’re now adults, you may want to make them executors. A basic will can cost between $500 to $1,000, which may seem expensive. But it’s worthwhile to have it done by a professional to avoid legal problems and family feuds after your passing. “A will is a living and breathing document,” Kotzer says. It needs to be updated when family situations change (such as a birth of subsequent children and grandchildren, when the children are grown, change in marital status or death). And having no will means the government steps in and makes decisions on your behalf. A will is also of utmost importance for parents of young children because wills include guardians. Should you and your spouse die, having a named guardian will avoid fights between grandparents or others for custody of your children. It’s also best to name your blood relative as guardian, not your relative and their spouse because if they were to get divorced, there may be a custody battle. Everyone, regardless of age or marital status, needs a will in order to ensure their assets go to the people they choose. Without a will, the government has rules about who gets what. Kotzer offers free will reviews. He also has videos about wills and powers of attorney on his website, www.leskotzer.com REM educate themselves, Homewise also provides a wealth of information on topics such as the difference between open versus closed mortgages; fixed versus variable; and why rate alone is not the most important consideration. And you can learn about the various closing costs, the land transfer tax and rebates and the First-Time Home Buyer Incentive, which was introduced in September 2019. “It’s going really well,” says Abrams of the progress his company has made to date. “We’ve had thousands apply. Our online application has been used by Canadians for mortgages totaling more than a billion dollars.” REM

REM MARCH 2020 29

Missed call? Missed opportunity. The following is paid, promotional content. Callture Communications is offering Ontario real estate brokerages a phone service that ensures they never miss a call from a potential client. And, it is providing that service for a price that is at least 40 per cent less than what brokerages are currently paying their phone companies. “If a call comes into your office or to your agent and no one is able to answer or return the call quickly, the owner will immediately receive a text message with all the details,” says Siva Sanmuga, Vice President of Callture. He says the service allows users to program their phone to only receive a text when a call is missed and not returned within 10 minutes. “This way, your staff will be diligent about answering and returning missed calls.” The service was created based on direct feedback from many of the most successful real estate brokerages in Ontario and the Missed Call option is just one feature. “With our unique suite of real estate-focused calling features, we can help your business become more successful too,” Sanmuga says.

Convey a Professional Image “At Callture, we know how important it is to convey a professional image right from the

start, so we created a system that can be customized to meet all your real estate needs,” says Sanmuga. “Whether your agents are in or out of the office, they should always convey a professional image.” With Callture’s app, agents can use their mobile phones to make calls or to text, always showing the business Caller ID rather than their personal cell phone number. Callture’s business phone service is also equipped with professional greetings, caller options, music on hold and professional voicemail. As well, all calls are recorded for reporting and monitoring purposes.

Patented Memory-Aid Feature Callture’s newest technology will help agents offer their clients the ultimate in personalized service. Memo On Call is a feature that will prompt agents to create a voice memo after each call ends. The memo is converted into a text and sent to the agent’s mobile phone. The next time that client calls, the system will automatically send that text memo to the agent (even if it’s a year later) so the agent can instantly review the details about that client and their last interaction. “Impress them with how much you know and care,” Sanmuga says, “adding this unique service is offered only by Callture and will

M E M O RY - A I D F E AT U R E

help you grow your real estate business.” Memo On Call is available for three months free of charge. Visit https://www.callture.com/Rmemo for more information. Callture Communications is a GTA-based company that has been serving businesses and orga-

nizations for over 24 years, rated A+ by the Better Business Bureau and 4.5 Stars by Google. “Whether you’re looking for a full-service business phone system or simply a business phone line, Callture is the answer,” Sanmuga says. “Communication technologies are actively transforming the way business is done, and while most real estate brokerages race to catch up with the latest social media platforms, research shows that customers prefer telephone communication above all else.” “Fortunately phone systems have become smarter and more

Callture Communications is a GTA-based business phone service company that has been serving businesses and organizations for over 24 years. Rated A+ by the BBB and 4.5 Stars by Google, we have optimized our service for the real estate industry. We provide free in-person installation and training, as well as a price guarantee that will save you at least 20%. Callture.com

efficient, improving sales, saving time and lowering costs. Real estate brokerages are staying on trend by updating their old phone systems to help increase their bottom line.” “Even if you think you’ve found the best deal, Callture guarantees to match that price and even beat it by 20 per cent.” A company consultant will visit your office to review your current phone system and bill. After signing up, a technician will install and train your agents and staff in person at no additional cost. For real estate professionals, being able to cut through the noise by offering something different can mean the difference between securing a client, or not. For brokers/owners who want to give their agents every advantage, Callture can help. Visit https://www.callture.com/ real-estate or https://www.callture.com/ or call 1-800-520-4903 for more information.

30 REM MARCH 2020

More funny open house and showing stories I

Pictured: Dianne Hooker

Welcoming Dianne Hooker to the RE/MAX Family! Dianne Hooker, sales representative, is making the move from Coldwell Banker to RE/MAX! With 31 years experience, Dianne brings her extensive knowledge and industry experience to RE/MAX, and the Puckrin & Latreille Real Estate Team, serving Port Perry, North Durham Region and Southern Kawartha Lakes. Dianne joins her brother, Keith Puckrin, and nephew Brett Puckrin, who along with Tanya and Guy Latreille make a team of 7 well-rounded professional agents and 3 admin at Puckrin & Latreille supported by RE/MAX. The team prides themselves on service,

honesty and dependability. They ensure that they provide an unsurpassed experience for their clients and stay true to their team motto “Clients First” in everything that they do. Dianne looks forward to continuing her real estate career with the support of the #1 Real Estate Brand in the world. With the RE/MAX brand backing her, she looks forward to continued growth and opportunities! We are thrilled to welcome Dianne Hooker to the RE/MAX Family! Congratulations!

If you are interested in ownership opportunities with RE/MAX, the largest most productive real estate brand, contact Jennifer Dominey at 1.647.519.773 or Simon Schneider at 1.888.542.2499 to arrange your conﬁdential meeting, or visit remaxintegra.com.

remaxintegra.com

n response to the Hilarious open house fails story (read it at remonline.com), REM recently heard more open house and showings tales. Here are some of them. Richard Haysom, an associate with The Real Estate Company in Calgary, writes: “I was holding an open house on my own home in Calgary 1990. I was just about to wrap up and go collect the signs when a young man came to the door and asked for a feature sheet, explaining he was in a hurry and didn’t have time to view the house. He stood at the front door while I went back to the kitchen to retrieve a feature sheet. “In that brief moment he was able to glance around from his viewpoint and excitedly asked when I returned if I wouldn’t mind if he fetched his wife, who was waiting in the car, for a quick look. ‘For sure,’ I answered, leaving the door open for them to return. I made myself scarce by withdrawing to the kitchen area. “Well, the quick look turned into a 20-minute affair and I could tell by their excitement they were very interested. On leaving they said they would think about it

Pictured: Albert Kantarjian

Welcome to Albert Kantarjian and RE/MAX Capital Diamond Realty! Jim Williams of RE/MAX Capital Inc. and RE/MAX INTEGRA are excited to welcome Owner Albert Kantarjian and RE/MAX Capital Diamond Realty to the Windsor/Essex region. With 14 years experience in the real estate industry, Albert brings his experience, knowledge and passion to the RE/MAX brand. It was the Balloon that ﬁrst drew Albert to the RE/MAX brand. As the most notable real estate brand in the world, Albert knew that having the support of the balloon backing him, he would be able to expand and ﬁnd further success under the RE/MAX name.

“With RE/MAX there’s no confusion, the brand is recognized by everyone - literally everyone.”

Richard Haysom

Albert looks to expand the RE/MAX Capital Diamond Realty team by employing REALTORS® that are motivated and driven by service. He is looking forward to supporting his agents with his own experience and knowledge and helping create a high producing team under the RE/MAX Capital Inc. umbrella. We are thrilled to welcome Albert & RE/MAX Capital Diamond realty to the RE/MAX family!

remaxintegra.com

George Kloet

overnight and possibly get back to me tomorrow. “They left, and I went out in my car to go retrieve my open house signs left at intersections. About 20 minutes later, I was chatting with my wife about the showing in the kitchen when there was this frantic rapping on the front door. I opened the door, to my surprise to the same young couple who were clearly distressed. “They blurted out, ‘Did we leave our baby here?’ “I was stunned, thinking these people must be mad, was this some kind of set-up? ‘No,’ I responded curtly, not knowing what else to say to them as they sort of leaned their way into the entranceway. Then to my amazement, the mother exclaimed, ‘There she is!’ pointing to this newborn fast asleep in her car seat who had been left beside the end of the couch! “I was in total shock with my imagination running away on me, now thinking these people were accusing me of trying to keep their baby! “Well, when the excitement calmed down and the couple quickly retrieved their kid and left, I walked up to my wife, who was frozen in disbelief, peering from the kitchen, and exclaimed to her, ‘This house is sold!’ “Sure enough, they brought the offer the next day!” Haysom also had another story to share about a showing. “This happened to a seasoned Realtor in my office, also back in the ’90s. “This Realtor had booked an 11 a.m. mid-week showing on a single-family home for his out-oftown customers. He rang the doorbell as any experienced Realtor would do out of precaution as he began to unlock the door. To his surprise, a woman opened the door fully naked except for a towel around her head! “‘Oh, excuse me!’ he exclaimed, trying to shield his customers from seeing her as they stood back down the sidewalk. ‘Did you not get my message for a

showing?’ ‘Oh, yes!’ she assured him. ‘I’ll give you a couple of minutes,’ he said, closing the door. “A little shaken, he explained to his customers, who hadn’t seen anything, that the homeowner needed a few minutes to get ready. They waited outside approximately five minutes and then the Realtor opened the door, calling in, ‘Hello?’ “‘Come on in,’ was the reply from somewhere inside. The Realtor and customers began their viewing, checked out the living room, then the dining room.... and upon entering the kitchen, there she was again with just the towel around her head!” Haysom also has some stories that don’t involve open houses but do involve pets. “I was showing a condo, went into the kitchen and the fridge and freezer doors were wide open with all the contents smashed and strewn across the floor. I phoned the listing Realtor and said, ‘Just thought you should know there is an absolute mess on the kitchen floor as all the contents of the fridge have been emptied there.....and the only explanation I have is, there is this rather contented cat in the middle of it licking itself!’ “Showed a house with a dog in it. Always a little leery of those situations but was assured the dog was friendly. The dog was friendly alright! As my client and I were standing in the living room it came up to her, lifted its leg and peed down hers! My client was understandably unimpressed as we struck that house off the list!” He wasn’t the only one to have issues with pets during a showing. George Kloet of the KloetShuringa Team at Re/Max Realty Enterprises in Mississauga, Ont. writes: “Although this not an open house story it was one of my most memorable. “I was showing a lakefront property, owned by an elderly recluse, to a local dentist. My instructions were to not let any of Continued on page 31

REM MARCH 2020 31

Movie quotes for real estate situations By Dan St. Yves

think movies as an expressive art form can remain iconic, even in these fleeting and fickle attentive times. Perhaps more so for those of us who have been around the block a few more times? One thing about movies that often resonates long after a memorable motion picture viewing are some of the great lines provided by writers for the actors – making them the original viral phenomenon of history. For example, given that Disney is still churning out Star Wars features, we may never get to forget the iconic phrase, “May the Force be with you.” My point is that recently I wondered what if a real estate transaction was so memorable that a movie quote could have originated in that particular moment? Here are a few classic lines reworked into some common situations for sales reps. Bonus points if you can identify the original film that gave birth to the classic lines (bonus points only applicable to bragging rights, no monetary value implied nor expressed). 1. A rookie sales rep closes his first-ever sale and cannot contain his enthusiasm. He climbs atop a clothesline pole in the listing’s back yard and exclaims, “I’m the king of the world!” The listing agent relates this to his colleagues the next day and the line continues to

gain traction with each new sale. 2. During a particularly painstaking back-and-forth negotiation, a sales rep sets forth to bring the latest counteroffer to his clients for consideration. Sensing the sales rep may be losing steam in this ongoing process, the listing agent asks if a response can be expected before the latest deadline. Turning to respond, the sales rep puts on a pair of dark sunglasses, and deadpans, “I’ll be back.” 3. While viewing a property, a young couple attempts to plan out a nursery for their newborn child. The sales rep suggests the smaller of the three bedrooms but advises them that they should plan it like a TV or reading room, with comfy chairs for the parents – just plop the crib up against the far wall. Horrified, Mrs. Houseman proclaims, “Nobody puts Baby in a corner.” The sales rep apologizes and offers to stand in the corner himself. 4. An agent is sitting on a piece of property that hasn’t sold in months, and some creative marketing advice may be just the answer. His builder friend suggests building a miniature version of Buckingham Palace and sending a copy of the listing to Prince Harry. While a bit skeptical that a ruse like that might work, his builder friend assures him, “If you build it, he will come.” 5. In one of the oddest moments of his career, a sales rep is

showing rural properties to a deer and a beaver. It had been a long, hot day of trying to find the right home, mostly to no avail, so the sales rep was getting a tad bit frustrated. Which might explain (if not forgive) his response when the deer grumbled about not being able to find a home on the river. To which the sales rep snapped, “Frankly, my deer, I don’t give a dam.” 6. Still recovering from having his wisdom teeth removed, a puffyfaced sales rep nonetheless found himself writing up a contact for a seller in a very hot market. Worrying that they might lose the property in a bidding war, the sales rep assured his purchasers of the best path forward. “I’ll make him an offer he can’t refuse…” 7. The sale had finally closed and possession day arrived. The moving van had come and gone, and as best as possible, belongings had been placed so as to begin life anew in their new home. Looking out the patio door as the kids played in the backyard, Dorothy clasped her husband’s hand, and said softly, “There’s no place like home.” Quotes from movies, or real life? Art imitating life. Humour columnist and author Dan St. Yves was licensed with Royal LePage Kelowna for 11 years. Check out his website at www.nonsenseandstuff.com, or contact him at danst.yves@hotmail.com. REM

Joe Postnikoff RE/MAX Centre City Realty, Prince George, BC

Why RE/MAX? “RE/MAX is a globally recognized brand with strong leadership/ ownership and has a great platform of tools to ensure I succeed. Productivity is very important and I ﬁnd with all of the tools offered such as an in-house videographer, Design Centre app and the Marketing Portal it allows me to effectively offer support to my clients to ensure they get the best value for their homes. RE/MAX has a great online platform which allows me to support my clients from my home, or the main ofﬁce downtown with other agents. For these reasons, and many more, is why I chose RE/MAX over all the rest.”

*Each ofﬁce is independently owned and operated.

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John Dempster RE/MAX Vision Realty Ltd., Drayton Valley, AB

More funny open house... the cats out. Upon entering with the key from the lockbox, many of the 10 or 12 cats scattered. However, a few followed us closely. My client ruled the house out quickly and we backtracked to the front door. I had just locked the front door and was putting the key back in the lockbox, when a cat walked around our legs purring contently. Oh no! “Although quite content, the

Continued from page 30

cat had no interest in being picked up. It was starting to rain so my client and I both did our best in the wet grass and muddy underbrush to corner the cat. Successfully captured, my client held the cat while I opened the door. Once we had the cat back in the house we brushed off our soiled clothes and headed back to the office. Our day was over. “Later that evening I received

a call from the listing broker, who was somewhat upset. She said I should be a bit more careful as I somehow let the neighbour’s cat get into the house and the seller’s cats were traumatized.” Correction: In our original Hilarious Open House Fails story, Kim Louie’s name was spelled incorrectly. REM apologizes for the error. REM

Why RE/MAX? “Why RE/MAX? After 13 years working with a competitor, I found myself stuck in a rutt. After some research I quickly discovered why RE/MAX is the largest Real Estate company and number 1 in so many markets. The support, tech, as well as what appeared to be an incredible network attracted me to the brand. No regrets here at all. Needless to say my ﬁrst year turned out to be my best year in Real Estate!”

*Each ofﬁce is independently owned and operated.

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32 REM MARCH 2020

Ethical closing techniques: Focus the objections By Ross Wilson

I Justin Perreaux RE/MAX Valleyview Realty, Brandon, MB

Why RE/MAX? “The managing partner here (Graham Garden) is an amazing person. I had a few very good conversations with him about why RE/MAX is right for me. This along with the great people in the ofﬁce is the main reason I decided to make the move. RE/MAX is also such a well recognized brand and business that it just made sense for myself and my family. I am looking forward to the future with RE/MAX!” *Each ofﬁce is independently owned and operated.

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REAL ESTATE

MAGAZINE

n this last in the series on the subject of ethical closing techniques, I address two final techniques that I usually employed successfully during my career. When you present an offer or counter and your client refuses to accept it, they may be feeling overwhelmed. Try to narrow things down by asking them to specify the particular issue of concern. Then ask if that’s their only concern. If there’s another, ask if these are their only two concerns, and so on. Get them to focus their objections. At some point, they’ll say they have no other objections. Then confirm that all the remaining terms are acceptable. Normally by that point, they’ll say yes. If those few issues can be resolved satisfactorily, ask if they’d accept the offer. Now deal with their concerns one at a time, beginning with the least important. Discuss it thoroughly to determine if it’s really an objection and not just a stall tactic. Dig into it to see if it can be eliminated; issues can sometimes vanish into thin air. Repeat for the other objections. If unable to clear them, perhaps a counter-offer is necessary, in which case you’ve now

established its terms. Conversely, if you gain their agreement to these previously objectionable terms, as I said earlier, they can’t logically raise them again, nor any other objections since they already admitted everything else was fine. If they had previously declared that they’d proceed if a resolution was found, their rational minds understand they have a deal. If they continue to procrastinate, they’re just fearful, and that’s a different kettle of fish. It may be time to move on to another property or for you to accept that your seller isn’t truly committed to moving. Try taking it away (see earlier column) from them. When communicating with a potential seller, use the objective term of house or property instead of home. For buyers, it’s the opposite. Home has an emotional connotation, a warm, fuzzy feeling. For a seller who needs to emotionally detach themselves from their home, the use of a more dispassionate term will consciously or subconsciously help them separate from those sticks and bricks. Practice makes perfect. Regular exercise of these effective communication techniques – for that is essentially what they are – will bring you a step closer to being a

great closer. Practice with a colleague. You’ll both develop that muscle and reap the seemingly magical benefit of ethical and honourable influence over others. Be a gentle persuader. I hope you have found the ethical closing techniques offered in this series of columns both informative and rewarding. If you wish to explore more concepts and philosophies under which I lived and worked throughout my 4+ decade real estate career, I invite you to check out my book, The Happy Agent. “Take advantage of every opportunity to practice your communication skills so that when important occasions arise, you will have the gift, the style, the sharpness, the clarity and the emotions to affect other people.” – Jim Rohn Ross Wilson is a retired real estate broker with extensive experience as a brokerage owner, manager, trainer and mentor over a highly successful 44-year career. His book, The Happy Agent – Finding Harmony with a Thriving Realty Career and an Enriched Personal Life is available where print and e-books are sold, including the TREB, MREB, RAHB and OMDREB stores. For more details, REM visit Realty-Voice.com.

Desjardins acquires La Capitale mortgage portfolio

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esjardins Group has acquired the mortgage portfolio of La Capitale. The transaction saw 6,376 mortgages transferred to Desjardins on Feb. 1. “I’m proud of this acquisition, which solidifies Desjardins’s position as a leader in the residential mortgage market,” says Guy Cormier, president and CEO of Desjardins Group. “It’s a high-quality portfolio from La Capitale that fits perfectly with Desjardins’ expansion objectives, which include seeking out acquisitions to maximize synergies within our organization. We’ll continue to pursue attractive growth opportunities in our primary markets.” La Capitale mortgage holders will receive a letter notifying them of the transfer. They don’t need to do anything: their loans will be transferred automatically and their financing conditions will remain the same. A dedicated support centre is open to answer mortgage holders’ questions at 1-844-875-3102 or visit www.desjardins.com/transfer for more details. REM

REM MARCH 2020 33

Good Works C

entury 21 Canada companies raised $946,044 for Easter Seals Canada in 2019, with contributions from 55 companies. The amount exceeded the company’s goal. There were 93 individuals who qualified for the Golden Heart Award by raising a minimum of $2,100. Since 1979, Century 21 Canada has raised over $12 million for Easter Seals. Century 21 B.J. Roth Realty in Barrie, Ont. was the No. 1 fundraising company for the sixth consecutive year. Rounding out the top 10 fundraisers were C21 Foothills Real Estate, with six Alberta offices; C21 Bamber Realty, Calgary; C21 Dome Realty, Regina; C21 First Canadian, London, Ont.; C21 Leading Edge

Realty, Markham, Ont.; C21 Green Realty, Mississauga, Ont.; C21 Bachman & Associates, Winnipeg; C21 Assurance Realty, Kelowna, B.C.; and C21 Fusion, Saskatoon, Sask. More than 1,100 individual C21 brokers and salespeople contributed to this year’s effort. ■ ■ ■

Vancouver sales rep Bob Edwards of eXp Realty raised $17,000 in 2019 to change the lives of villagers in Africa. He has been supporting the Global Aid Network (GAiN) for several years and his donations have helped 7,000 villagers, says the network. “Access to clean water changes everything — especially for young

girls and women,” says Ray Sawatsky, CEO of GAiN. Edwards is also active in supporting multiple local charities, but he says he’s impressed with the stewardship of GAiN and how much of what is donated actually gets to those who need it the most. “The investment for one water well is $8,500 and that will change the lives of 1,000 people,” he says. “Less than $10 can change a life. We just had to help and I’m so glad we did.” ■ ■ ■

Enjoying a full, home-cooked dinner is often impossible for guests of Ronald McDonald House, who devote their energy to supporting seriously ill loved ones. Fifty guests of Ronald McDonald House at Surrey Memorial Hospital were treated to a dinner courtesy of a Sutton - Premier Realty team. Sales rep Shahin Soheili purchased groceries and then his assistant, Teresa DeSousa, and her family rolled up their sleeves to prepare the memorable meal. “We volunteered because we have all experienced stays in the

Broker/owners Francis Braam and Steve Gray, along with broker/manager Dave Favell of Royal LePage Kelowna presented a cheque to Allison Mclauchlan, executive director and resource development co-ordinator, and Ester Pike of the Kelowna Women’s Shelter.

hospital for various reasons and know what it’s like to be away from home and not to be able to enjoy a nice home-cooked meal,” says Soheili. ■ ■ ■

In 2019, Royal LePage Kelowna Realtors held fundraising events and donated part of their commissions to The Royal LePage Shelter Foundation throughout the year. The result was more than $5,600 raised to help women and children who are served by the Kelowna Women’s Shelter. The shelter is a member of B.C./Yukon Society of Transition Houses; a network of women’s shelters, transition houses and safe homes across B.C. that work collaboratively while still functioning as independent organizations. With the help of 30 staff and over 160 volunteers, the shelter provides services to vulnerable women and children in the Interior Region from as far north as Oyama and south to Peachland. ■ ■ ■

Century 21 Bamber Realty in Calgary partnered with Easter

Seals Alberta and The Maguire Family to help raise more than $43,000 for Easter Seals in a yearend holiday campaign. “We can’t thank C21 Bamber enough. With their support we have exceeded our holiday campaign fundraising goal,” says Larry Mathieson, CEO, Easter Seals Alberta. In 2019, the brokerage raised $73,233 for Easter Seals. ■ ■ ■

In December, Dee Soriano of Sutton - Premier Realty in Surrey, B.C. treated her clients to the film Jumanji at a local cinema and asked them to bring toys and clothes for the families who rely on the Vancouver & Lower Mainland Multicultural Family Support Services Society. This organization focuses on assisting women and children who are struggling with domestic violence. “I have worked with a few families in similar situations, so the cause is very dear to me: empowering women to save themselves and their children,” says Soriano. REM

Above: Dee Soriano asked clients to donate toys and clothes for victims of domestic violence.

Century 21 B.J. Roth Realty was the top fundraiser for C21 for the sixth consecutive year.

Bob Edwards Vancouver sales rep Bob Edwards says the investment for one water well via the Global Aid Network is $8,500 and changes the lives of 1,000 people.

A team from Sutton – Premier Realty, led by Shahin Soheili, cooked dinner at Ronald McDonald House for 50 guests.

C21 Bamber raised $73,233 for Easter Seals in 2019.

34 REM MARCH 2020

What’s

New Lone Wolf releases AI-enabled Insights for brokers Lone Wolf Technologies recently released Lone Wolf Insights, a “first-of-its-kind solution that uses data science to translate brokerage data into plain language for strategic leaders,” the company says. It says Insights “aggregates and performs complex calculations on back office data, turning essential information like company dollar, gross commission income (GCI) and year-over-year trends into easily understood visualizations and

Lone Wolf Insights filters data and draws conclusions automatically based on machine-learning algorithms.

forecasts.” Lone Wolf says this is the first of many new offerings to come this year, including a new marketplace for its 1.4 million agent customers, as well as the next version of the company’s back office and accounting solution, brokerWOLF. “This is a brand-new solution to Lone Wolf, and one that our customers – and the industry at large – have been demanding,” says Jimmy Kelly, CEO of Lone Wolf, in a news release. “Combining artificial intelligence with the power of human intelligence, Insights gives real estate leaders the kind of information they can take immediate action on and provides them much more

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Stories “stranger than fiction” in new landlording book Toronto real estate broker and frequent REM columnist Chris Seepe has written a new book, The Dark Side of Residential Landlording. Seepe describes it as “a no-nonsense, in-the-trenches, irreverent, occasionally contemptuous, sometimes funny, decade-long deeply researched, mostly firsthand account of the exploitation, perils, pain, trials, tribulations, maltreatment, uncommon risks of and sometimes deliberate abuses

against residential landlords everywhere.” Seepe says in the book, “You’ll learn who the culprits are and the remedies and safeguards you can employ to protect yourself against them.” The book is aimed at existing landlords, would-be and first-time investors, Realtors who are not familiar with residential properties and aspiring property managers considering a career in managing residential rental investment properties. It has more than 250 stories, “some stranger than fiction”, along with suggestions and remedies to potential risks. For information: www.aztechrealty.com/dsorl.html

Stager Nina Doiron launches real estate marketing podcast Stager Nina Doiron is hosting a new podcast called All About Real Estate Marketing. “Podcasts are a great way to pass the time when you’re driving from appointment to appointment. Drive and learn at the same time,” says Doiron. “With market conditions ever changing and

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ShowingTime partners with Ontario boards ShowingTime, a Chicagobased showing management and market stats technology provider, has entered into an agreement with ORTIS/OC to provide its 22 boards and their 13,800 members access to its online and front desk scheduling platforms. The platforms “simplify the showing process for agents and admins, while also providing access to MarketStats, an in-depth local market analytics reporting tool,” the company says. The agreement also gives members access to its new platform for the recording and communication of offers. ORTIS/OC is the first MLS system in North America to provide market-wide access to ShowingTime Offer Registration, the company says. “We’re excited to expand access to our showing management and statistics products to include all ORTIS/OC members,” says ShowingTime president Michael Lane. The offer registration product is a resource for registering and sharing offers on listings, in accordance with Real Estate Council of Ontario guidelines. Fully integrated with the company’s showing management platform, it enables listing agents to view Form 801 (if submitted) and update the offer count and offer presentation information for each listing from their desktop or phone. It also enables the listing agent or admin to email all buyer’s agents using pre-populated buyer’s agent REM groups and templates.

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