May 2018 by Real Estate Magazine (REM)

Issue #347

May 2018

How to survive and succeed Caroline Salette shakes things up to make successful sales reps Canada Post Publications Mail Agreement No. 42218523 - Return undeliverable Canadian addresses to 2255B Queen St. E., #1178, Toronto ON M4E 1G3

Page 10

A marijuana action plan Page 3

Should you have a real estate partner? Page 8

Gender parity in commercial real estate Page 16

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3 REM MAY 2018

OREA releases five-point marijuana action plan

“The key underlying aspect of what we’re doing here is to make buildings safe for homeownership and for homebuyers,” says Ontario Real Estate Association president David Reid. By Sohini Bhattacharya

ealtors, prospective homebuyers and homeowners are growing increasingly concerned about the ramifications of the legalization of cannabis looming this summer. Recent polling conducted by Nanos Research on behalf of the Ontario Real Estate Association says 36.1 per cent of Ontarians are in favour of growing zero cannabis plants inside their homes, while 7.5 per cent deem it reasonable to allow one plant per home. To safeguard Ontario homebuyers from the health and safety perils of purchasing former illegal marijuana growops, OREA released a fivepoint Action Plan for Cannabis Legislation. At a Queen’s Park press conference, OREA president David Reid said, “the key underlying aspect of what we’re doing here is to make buildings safe for homeownership and for homebuyers.” Current federal legislation would allow inhabitants to grow up to four plants inside their homes, although some provinces, including Quebec and Manitoba, have already decided against allowing home-grown marijuana. As highlighted by CREA CEO Michael Bourque in a recent op-ed article in the National Post, while four cannabis plants might seem innocuous, there’s no regulation on the size or number of crops per year. “With very little effort (proper irrigation and lighting) one could easily harvest three or four crops a year, which could cover a large section of a home, depending on the strain of cannabis,” Bourque wrote. Echoing the challenges raised by CREA, OREA’s five-point report says “four recreational plants is a lot of weed” and calls for a “reduction in plants for multi-unit dwellings”.

In recognizing that the provincial government is unlikely to reject the federal edict on plant allowance per home, OREA has proposed restricting it to one plant for units smaller than 1,000 square feet. “Condos in the GTA are as small as 500 to 600 square feet. If you have four cannabis plants in there, multiplied by the number of people in that building that are growing those plants, one can imagine the detrimental health and safety impacts it’ll have on everyone else living in that building,” says Reid. In its fourth recommendation, “mandatory training for home inspectors”, the report underlines the health and safety threats to families living in, near and around former grow-ops, especially those with young children and seniors. “Whether growing four plants or 40, marijuana plants are fussy,” says the report. Cultivating and harvesting cannabis indoors leads to mimicking high humidity and temperatures inside – conditions that are ripe for the formation of known breathing hazards, mould and fungus. Apart from the obvious health risks, former grow-ops also present significant structural and chemical dangers that can lead to the production of noxious gasses and explosions. OREA’s action plan strongly recommends rigorous and mandatory training for licensed home inspectors so they can spot signs of illegal marijuana growops, such as diverted electricity lines; modified ductwork; staining around vents, basement floors or laundry tubs; new plumbing; chunks of replaced brickworks; circular holes in floors or roofs; or moisture-inflicted rotting wood. “This will better protect home buyers in Ontario from

Presenting the Action Plan for Cannabis Legislation at Queen’s Park, from left: Matthew Thornton, OREA’s VP of public affairs and communications, David Reid, president of OREA; and Larissa Smit, OREA’s manager of policy.

unknowingly purchasing a former grow-op and being forced to pay significant amounts of money out of pocket to properly remediate the home,” the report says. To ensure proper remediation of former grow-op properties that have been diagnosed unsafe for habitation, OREA’s third recommendation, “registration of former grow-ops” requires municipalities to register work orders on the Ontario land titles system record. This step will guarantee the enforcement of remediation standards. Former grow-ops that pass the standards may make them eligible for removal from the record. In the past, Realtors have seen homebuyers who’ve been refused home insurance despite having their properties remediated and brought up to building code standards. This is because, according to OREA’s report, The Insurance Bureau of Canada regards marijuana growops as a “high-risk activity”. For homebuyers to qualify for home insurance on former grow-ops, OREA’s second recommendation in the action plan, “inspect

former illegal grow operations,” urges the province to collaborate with the insurance industry and mandate building inspections by municipal officials on buildings that have been designated unsafe. This will “protect future homebuyers from the risks associated with purchasing a former grow-op,” according to the stipulation. Another important recommendation of the fivepoint plan is for the provincial government to take the first critical step of “designating illegal grow operations as unsafe”. This would mean an amendment to the Building Code Act, thus blacklisting illegal grow-ops and restricting owners of such drug properties from selling to innocent homebuyers. “We’re really concerned that unsuspecting families are going to step into a nightmare scenario whereby they take ownership of a property with a whole bunch of health and safety issues as a result of being the site of a former grow-op,” says Matthew Thornton, OREA’s VP of public affairs and communications.

The Canadian marijuana industry is estimated at $7 billion. To assume that the legalization of marijuana will eliminate organized crime is “naive”, according to RCMP assistant commissioner Joanne Crampton, who in September 2017 warned the House of Commons Senate Committee of operators becoming more sophisticated in running clandestine grow-ops in residential areas where families are enlisted as “crop sitters”. The bottom line is that former grow-ops come with significant insurance and financing problems. With the release of their recommendations, OREA says there is urgency to protect vulnerable homebuyers when buying a home. The association has worked with MPP Lisa Macleod, who introduced two private member’s bills on the issue. “I think now that the province has completed their work on the distribution and sale of cannabis in Ontario, they are ready to turn their attention to these important issues,” says Thornton. REM

4 REM MAY 2018

Does a recent B.C. case change disclosure requirements? Must sellers or sales reps now disclose whether a murder occurred on a property?

By Mark Weisleder

recently wrote about whether murders, suicides or haunted houses needed to be disclosed to a buyer. My answer for the most part in Canada was no. We now have the case of Wang v Shao, out of the B.C. Supreme Court, released on March 9, 2018. Has this case changed my opinion or the law in Canada? The answer continues to be no. Here’s why: 1. What happened in the case? The seller bought the home at 3883 Cartier St. in Vancouver in 2003. She lived for the most part in China. Her daughter, son-in law and their children resided in the property. The son in-law was murdered outside the front gate of the property in November 2007. There was speculation that he was part of a notorious biker gang. The seller decided that because she no longer wanted to live in Canada, and since her granddaughter would be changing schools, she wanted to sell the property. Her daughter acted as her Power of Attorney to take care of the sale on her behalf. In 2008, the house was listed but the listing expired. It was relisted in 2009 and sold. At the time the offer was negotiated, the buyer asked why the seller was selling. The buyer was told the reason was that the daughter was changing schools. Nothing was mentioned about the murder. A few days after the offer was signed, the buyer learned about the murder and refused to close, claiming she feared for her family’s safety. 2. What were the issues? The main issues were the following: a) Did the seller have a duty to disclose the murder to any buyer?

b) Was the murder a material latent defect, permitting the buyer to cancel the deal? c) Did the seller commit a fraudulent misrepresentation by not disclosing the murder after being asked why she was selling? 3. What were the findings of the judge? In this case, the agents for the seller asked in advance for advice as to whether the murder should be disclosed and were advised that only if they were asked about it did they have to tell the truth. The judge said it appeared the mother did fear for the safety for her daughter and grandchildren after the murder of her son-in-law and this likely was one of the reasons that she wanted to sell. The judge also noted that the daughter was later arrested in 2010 in Hong Kong for money laundering. After going through caselaw from Canada, the U.S. and even Australia, the judge concluded that a murder is not a latent defect that needs to be disclosed to a buyer. In fact, the judge said this could even have been a patent defect, since the buyer could easily have found this out by just Googling the property address on the internet, even in 2009. However, the judge said that when the buyer asked why the seller was selling, the seller committed a fraudulent misrepresentation by saying the reason was that the daughter had to switch schools and that they should also have disclosed about the murder as well, since she was concerned about her family’s safety. By not disclosing this, they induced the buyer to buy this property and the buyer could rely on this to cancel the deal. 4. Does this case change the law for sellers or real estate agents about disclosure? In my opinion the answer is no. This case does have unique facts. I find it a little odd that the

judge found that the buyer placed such importance on the question, “Why is the seller selling?” when that is a question almost every buyer asks, since most buyers place far more weight on things like location, price and condition of the home. In this case it was important since the murder apparently was one of the main reasons why the seller was selling. That is not the case with most stigmatized properties. I repeat the lessons to be learned about this issue from this important case: a) If you are a representing a buyer and have any concerns,

just insert a clause in your contract that the seller represents and warrants that there have been no murders or suicides on the property. Speak to the neighbours as part of your research and remember to Google the property address, just in case. b) If you are representing a seller, while you are not legally responsible to disclose psychological stigmas, be careful about how you answer any question that is asked. We live in a country where people from all over the world want to come and live, and for many cultures, a murder or suicide would likely make the

home uninhabitable for them. If you are selling to a single mother with one teenage daughter, should you disclose that a convicted rapist lives across the street? Is it worth the legal costs of fighting these cases in the future or is it better to just disclose and sell the home to buyers who do not care about the history of the property? Mark Weisleder is a partner, author and speaker at the law firm Real Estate Lawyers.ca LLP. Contact him at mark@realestatelawyers.ca or toll free at 1-888-876-5529 REM

O B I T U A RY Don Gardiner, O.C.

on Gardiner, founder of Gardiner Realty (later Royal LePage Gardiner Realty) and Gardiner Properties in Fredericton, N.B., died on April 7. He was 79. A September 2000 story in REM says: “Don Gardiner never got around to completing his university business degree, but that didn’t stop him from becoming a successful businessman. But he still finds time to engage in a host of volunteer activities. So many, in fact, that he recently received one of Canada’s highest honours for that work.” That was the Order of Canada. He also received the Queen’s Golden Jubilee Medal. His obituary says, “Don rose from humble beginnings in Table Head where he grew up to become one of the most successful independent businessmen in the real estate industry of the Maritimes.”

The family firm, now known as the Gardiner Group of Companies, marks its 50th anniversary in 2019. Operating out of five real estate offices, the firm also runs Gardiner Properties, through which it owns subdivisions, shopping centres (in Bible Hill, N.S. and Cornwall, P.E.I.), warehouses and land for future development. Don also operated a business consulting and investment division where he was behind a number of large deals in Halifax. “Don was a true Maritime businessman fully committed to giving something back to the community. Seeing the ravages of lung disease first hand in Cape Breton, Don volunteered, over a 12-year period, with the Canadian Lung Association and served as national president in 1991-92. He also served on the Board of Directors for the QEII Hospital for 10 years.

In 1989, Don established the Gardiner Medical Research Foundation to encourage excellence in research activities related to inflammatory arthritis and other autoimmune rheumatic diseases.” He was also the former president of the Canadian branch of FIABCI, the International Real Estate Federation. “His most recent passion project was a $140-million privately funded 20,000-seat stadium in HRM which would host a new Canadian Football League team.” He leaves Alice, his wife of 56 years, who worked with him at Gardiner Realty as a broker. He also leaves two daughters and several grandchildren and greatgrandchildren. In lieu of flowers, donations to the Gardiner Medical Research Trust Fund, QEII Foundation, in honour of Don would be appreciated by the family. REM

6 REM MAY 2018

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

oyal LePage has acquired Royal LePage Région Mont-Tremblant and independent brokerage MontTremblant Real Estate. The merged company retains the name and brand identity of Mont-

Paul Dalbec

Tremblant Real Estate and becomes a division of Royal LePage. Paul Dalbec, former owner of Royal LePage Région Mont-Tremblant, and Jennifer McKeown, former owner and founder of Mont-Tremblant Real Estate, are responsible for managing the operations of the newly merged brokerage. “We sought to team up under one single entity and to preserve our respective competitive edge,” says Dalbec. The brokerage will operate primarily from the MontTremblant Real Estate location, with a satellite office in St-Jovite at the current Royal LePage Région Mont-Tremblant sales office.

Century 21 Pro-Expert is now open in Montreal. Owner Walter Laframboise has been with Century 21 for 12 years and seamlessly transitioned from being a sales rep into management, and finally to franchise owner. Laframboise has taught real estate at various colleges in Montreal for seven years. He has recruited 25 agents from his classes and continues to teach while managing his office. “Walter is a well-respected name in the Montreal real estate market. His expertise in the industry is what sets him apart. He is passionate about all aspects of real estate from commercial to industri-

al. There is nothing Walter shies away from,” says Century 21 Canada EVP Brian Rushton. ■ ■ ■

Broker of record Jessica Puddicombe and property designer Alton Puddicombe recently acquired ownership of Coldwell Banker Battle River Realty in Camrose, Alta. The Puddicombes become sole owners of the brokerage, succeeding former owners Dennis Johnson and Gerry Davis, who will both remain with the company in a sales capacity. Jessica has been with the brokerage for over three years and her husband Alton joins as a sales representative. Prior to joining the brokerage in 2015, Jessica held management and counselling roles at the Camrose Women’s Shelter and was formerly the owner/operator of a livestock farm operation. Alton has extensive knowledge of the diverse construction processes of commercial and residential design, gained as a Certified

■ ■ ■

Engineering Technologist, the company says. Jessica has been with the firm for over three years, and following the ownership transition, is now the broker of record. ■ ■ ■

Century 21 B.J Roth Realty is now open in Orillia. This is the seventh office in Simcoe County for the brokerage. Owner Bernie Roth has operated the firm for 37 years. “Our next venture will be to expand into the Muskokas and Gravenhurst,” says Roth. The first Century 21 office opened in Orillia in 1980. “The one thing that really stood out to us was the incredible loyalty that our real estate professionals have with their clients in the Sunshine City,” says Roth. ■ ■ ■

Doug Haayer has purchased the Princeton, B.C. brokerage from Royal LePage Locations West and will operate the office as Royal LePage Haayer Realty. Haayer will build on his 13 years of real estate experience within the Princeton market, alongside members of his team. They represent 50 per cent of units sold and 60 per cent of transactional dollars within the Princeton vicinity, says Royal LePage. The Continued on page 16

The opening of Century 21 B.J. Roth Realty in Orillia.

Doug Haayer

Cover photo: CHANTALE LECOURS

Walter Laframboise

Joseph Park

From left: Alton and Jessica Puddicombe, Gerry Davis and Dennis Johnson of Coldwell Banker Battle River Realty in Camrose, Alta.

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8 REM MAY 2018

Should you have a real estate partner? “The two of us can accomplish far more together than we each could have accomplished as individual agents.” – Mary Ann Keary By Toby Welch

or those new to real estate, having a partner is an ideal way to get to know the industry. You not only have a builtin mentor, you have immediate credibility if an established agent is vouching for you. And having someone help you navigate the tricky first few years increases your chances of success. For established agents, a partner may help take your business to the next level. Sales rep Olga Cordova with Cityscapes Real Estate in Toronto partnered with Anna Pylypiv three years ago. “There are so many upsides to having a partner. One of the greatest is having the ability to share our insights and ideas with each other,” Cordova says. “We both have a similar work ethic but different strengths, and when we put our minds together, we can accomplish anything. As cheesy as it may sound, neither of us could come up with a great downside to being one half of a team. There are slight challenges, such as reaching a compromise when we have a difference of opinion.” Mary Ann Keary, a broker at Royal LePage ProAlliance Realty Brokerage in Belleville, Ont., partnered in real estate with her husband, Rodney Keary, in 1996. “Working together as a partnership is like learning how to dance. Once you know how each other thinks, you dance together beautifully and don’t step on each other’s toes,” she says. “We make it look easy, when really it’s a lot of work. Partnering up with my spouse has been a great experience for me and I wouldn’t want to work alone anymore. Clients are receptive to either of us assisting them. The downside is trying to get time off together. Technology has made that easier and even when we are on vacation, we are still taking care of our clients.” But Keary adds, “When people partner up, I think one always feels like they work harder than the other and I think compensation can be the demise of many partnerships.” Jason Zroback, a real estate

Mary Ann Keary

Laura Keller

Olga Cordova and Anna Pylypiv

Jamie and Jason Zroback

“Working together as a partnership is like learning how to dance. Once you know how each other thinks, you dance together beautifully and don’t step on each other’s toes.”

agent at LandQuest Realty in New Westminster, B.C. partnered with his brother Jamie Zroback in 2006. “We are totally different personalities and I think that is one of our best strengths,” says Jason. “There are four distinct characteristics to people’s personalities… Between the two of us, we cover all four characteristics in our personalities. By identifying our client’s personality, we will generally let the person who best matches the client’s personality take the lead. In the past, when one of us has not had success with a client and the other one steps in, more often than not it achieves positive results. Everyone has a different personality and they tend to gravitate and want to deal with a similar personality. Our partnership allows this to happen most effectively.” How do you know if pairing up with someone is right for you? Cordova says, “Finding the right partner is more important than finding a partner. You need to get along and share the same business values and beliefs. Being likeminded really makes things flow smoothly. Work with someone who you trust and respect completely. Define your goals, roles and responsibilities from the beginning and create a fair system for profits that works well for you. Finally, communication. Always be 100per-cent honest with each other, no matter what. Like in any successful relationship, communication is key.” Zroback adds, “My advice for anyone considering a partnership would be to pick a partner with a different personality than yours, which typically will bring different skill sets, which is another reason to have a partner. Know what you are good at and find someone who can do the things you’re not good at. At the end of the day, the best part of a good partnership is knowing you have their back and they have yours, which will build a better business and give you more freedom.” Keary shares an analogy: “I believe birds fly south because

PERKS OF PARTNERSHIPS: • Easier to achieve a work/life balance when sharing the responsibilities • Shared expenses • Clients get twice the expertise • The real estate industry can be harsh; it’s nice to have someone to share the stress with • More diverse knowledge base (two heads instead of one) • Usually easier to schedule time off

PITFALLS OF PARTNERSHIPS: • Shared commissions • Tension can arise when you don’t have similar visions or your personalities clash • Resentment can brew if one partner feels he or she is doing more than their share of the work • You need to consult someone else when making decisions

together they can accomplish far more than they can as an individual.” Having a partner isn’t for everyone. Laura Keller, a sales representative with Re/Max Affiliates Realty in Carleton Place, Ont. hasn’t teamed up with a partner in the eight years she has been in real estate. “I’m driven, and I like to do things my own way. I do get approached by new Realtors (or people interested in getting into the industry) from time to time, asking about joining a team to start. It’s really a personal choice. Nobody knows you better than you. Some people really want to get started where systems are already in place; they don’t have to look hard for business and they don’t want to take on the risk of going it alone. Others are better working alone. It really comes down to knowing yourself and what kind of business you want to have.” If you decide to tackle the real estate industry alongside someone else, it is essential to clarify your goals and pin down how you are going to achieve those goals. REM

10 REM MAY 2018

Teaching how to survive and succeed

“Real estate is like the Quebec roads – a frickin’ bumpy ride,” says Caroline Salette. “And there’s potholes. It’s hell. I sold 180 homes last year and none of them went smoothly, because that’s what real estate is about.” By Danny Kucharsky

aroline Salette begins her Facebook page with the quote: Real estate is not what I do, real estate is who I am. “I don’t do real estate because I want to earn a living,” she explains. “I do real estate because that’s who I am; that’s what I do best.” Salette has closed nearly 3,000 sales in a real estate career spanning 27 years. She started selling in her teens. For several years, she’s been the owner of a Re/Max Quebec brokerage that sold the most homes in the province for the banner. In 2015, she launched her coaching and training firm Groupe Salette, sharing her selling and real estate knowledge with brokers in coaching sessions. More than 500 brokers have taken her training programs during the last two years. Salette started in the business at age 18 when she managed about 550 apartment units in Montreal with her father. In 1992, a year after getting her license, she joined Re/Max as an agent and has been with the banner since. By 2006 she was selling more than 225 homes a year. “I needed another challenge,” and the opportunity arose that year to buy Re/Max Royal Jordan. The brokerage has six offices in Montreal’s West Island area and about 215 brokers. After running the brokerage and being away from selling homes for seven years, she missed “the connection with people – helping their dreams come true, helping them get out of bad situations, making them realize profits.” So, in 2013, she returned to selling – while still owning the

brokerage – and found her entire customer base came back. Salette says she has reached the same levels of success selling small $179,000 homes in suburban offisland Ile Perrot as brokers who sell million-dollar homes in tony Westmount and Outremont.

these guys up.” Over three days, she has brokers finding out about themselves – their emotions, fears and perceptions and how they’re perceived. “My question to them is, ‘Are you part of the problem or are you part of the solution?’”

“I must be doing something right,” she thought and asked herself: “Why am I successful? What am I doing different from others? Why don’t I share what I know with the brokers.... and make them better brokers?” (Salespeople are called brokers in Quebec.)

Brokers learn to become selfaware about what’s holding them back, why are they not making enough calls or treating their business – and themselves – in destructive ways. Brokers “live from a place of scarcity” because the 20 per cent rule – 20 per cent of the brokers do 80 per cent of the business – remains a fact. “This has got to change and that’s what I’m making them change.” Other companies offer coaching, Salette says, but “the expression you can’t learn to diet from a fat man” comes to mind. “How would you feel if you were trained by someone and the last time they sold a house was in 1971? I’m in there day in and day out, I know what they’re going through.”

That’s when she decided to launch Groupe Salette and put together a coaching system, which teaches brokers how to be in business instead of being in a career. “It’s not a career. Every week I put a property for sale; every week I sell a property. It’s a business. You can’t own a grocery store and not know when you’re going to sell your milk. It’ll go rotten on your shelves.” She says real estate is a cutthroat business in which brokers never know when their next pay cheque will come as the expenses keep arriving. “Real estate is like the Quebec roads – a frickin’ bumpy ride. And there’s potholes. It’s hell. I sold 180 homes last year and none of them went smoothly, because that’s what real estate is about.” She offers training sessions with names like Wake-up Call, Survival to Success and Potential Optimization Weekend (POW). POW weekends were developed because she noticed that even when she taught brokers all her skills, something was holding many of them back. She realized she had to “shake

Salette says she helps brokers grow their business, confidence, self-esteem and business skills. Clients need to know their broker is trustworthy, competent and cares and will be there if they need anything. She maintains that if brokers shift their attitudes, they will see a boost in income and start to have repeat clients, referrals and recognition. Marie-Antoinette Del Peschio, a broker at Re/ Max Action in Westmount, hasn’t missed one of Salette’s motivational sessions. “She’s one of those transformational, radical individuals who infuses you with energy and

Caroline Salette (Photo: Chantale Lecours)

motivation,” Del Peschio says. “I’m her biggest fan. After I listen to her I just want to fly. You feel so uplifted; you feel like you can conquer the world.”

the best of the best” and it wasn’t long before she started to earn over seven digits in commission yearly and became a top 10 Re/Max broker.

Salette has undergone many personal triumphs and adversity in her life “and her life lessons really leave a positive impact.”

“Today, at 46-years-old, it’s all about significance. How can I make a difference in people’s lives? I don’t count the money. I don’t know how many (homes) I’ve sold this year. It really doesn’t matter. I’m about making a difference one client at a time.”

Salette is “a trailblazer” in the fiercely competitive Montreal real estate scene, where four per cent shared commissions are the norm. “She’s one of the few who will not take a listing that’s less than six per cent” and is convincing brokers to raise their commissions and self-worth, Del Peschio says. Salette says when she started in real estate, “I wanted to be

Salette says she can one day see herself devoting her time solely to coaching – and doing so across Canada and worldwide. “I believe I’ve got something to give. You throw me on a stage and something lights up. I don’t know what it is. I transform.” REM

Which Side of These 3 Canadian Real Estate Trends Are YOU On?

The Invisible Line that Divides Super Successful Real Estate Agents from Those Who Struggle By Craig Proctor

In the past handful of years, three important things have occurred in our industry. My comments about these three have to do with YOUR future…. 1) The Crash, the Recession, the Recovery, and the current Burst Bubble 2) Commoditization 3) Urgent Need for a New Business Model To the first point, think of this in primitive terms. Hunters entirely dependent on today’s prey for today’s meal always starved first in the harshest winters or when herds were depleted by drought or disease. Farmers starved last, because they had better systems; diversity in crops, means of stimulating even infertile soils like irrigation, food storage, etc. As

living. And even in the best of times, even agents with good bank balances suffer big lifestyle deficits. Running as hard and fast as you can on a hamster wheel on a stand is less taxing than running on one stuck in mud – but it is still running on a hamster wheel. The second adverse trend beyond market and economic conditions, is agent commoditization. Never before, in my nearly three decades in this business, has there been such a foolish, crazy race to the bottom. A Walmart-ization of our industry. So many agents screaming louder than the next with equally porous, vague, unpersuasive “I’m Best” messages; so many locked in futile nuclear arms races outspending each other; so many behaving like beggars fighting over the same street corner…. all furthering the public’s belief

Rea estate Real tate is still over-populated with hu rs en hunters entirely dependent on today’s prey for today’s tod meal and yesterday’s ccredit card bills. civilization became more sophisticated, the numbers of people living as hunters shrunk, the number of farmers grew – except in real estate careers. Today, real estate is still over-populated with hunters entirely dependent on today’s prey for today’s meal and yesterday’s credit card bills. They have NO Income Certainty because they have NO real Systems. There’s a dangerous hope that lurks at the back of most agents’ minds that if they can just hold out until the market is better, ALL WILL BE WELL. The truth, however, is that even in the best of times, only about 20% of agents made and make a good

that all agents are the same, all diminishing trust and presenting agents as desperate and boastful salespeople….all leading to consumer abuse of agents, to discounting commissions. It’s a wrestling match in a mud-pit, and it ain’t pretty! To prosper, you must be raised above it all; presented to and viewed by your clients in an entirely different way. To have quality of life, you can’t be in this mud-pit at all. To have quality of life, you MUST attract quality prospects “immunized” against the noisy clutter with preference to be YOUR clients. That is exactly what my Ultimate Real Estate Success System does – and what ONLY my System does.

I must say: you can’t rise above this mud-pit wrestling match with easy or even dangerous gimmicks. Beware paying for made-up credentials and alphabet-soup letters after your name – if there is no widespread consumer awareness of them, to what purpose? Beware simply trying to re-work your listing or buyer’s agent presentation with a laminated card or power points slides proclaiming you are an “expert”. At best, this is too late in the process to be impactful. Only my Ultimate Real Estate Success System controls prospects’ perceptions and transfers power to the agent from square-one. There is now an URGENT need for an entirely new and different business model. As I once literally invented Automated Reverse Prospecting, and as I virtually invented the only Complete Power Business Sytem, I have again risen to the occasion and ride in now as The Man On The White Horse…. Geez, that sure sounds like a Giant Ego Let Loose, doesn’t it? When you get to know me, you’ll find I’m the least egotistical guy around. But facts are facts. I have changed the way successful agents operate. This has to be about YOU, not me. And if what you would love to possess and have working for you is a new and different but also proven and reliable, complete Power Business System that can withstand and rise above the adverse trends – this is it. Now, what does owning and operating this System actually do for you? Let’s take a look at how my System will help you transform your real estate business. I’ll show you the brightest future imaginable. You’ll have a steady, certain income from $300,000.00 to $1-million a year (or more if you insist). You’ll work

Billionaire Agent and Millionaire Agent-Maker, Craig Proctor at a recent Discovery Day

20 to 30 hour weeks (not 60, 70, 80). You will NOT be “on call” 24/7. You will NEVER sit at an open house, hoping and wondering. You’ll never make a cold call. You’ll actually take weeks off for nice vacations, worry-free. You will (finally) have a doctor’s income or better, be viewed and treated as a professional, be proud of and happy with your business, have income certainty and security, be the envy of and a mystery to other agents, and be a hero at home. What Is Income CERTAINTY Really Like? You know what UNCERTAINTY is like. Your family knows too. It is those many times you are at home and around them physically, but disappeared mentally and emotionally into brooding and worrying, wondering if and when all this will ever get any easier, thinking there must be a better way. It is those weeks when it seems the entire world has stopped, no phone calls come, no properties are shown, and the Estimated Time of Arrival of the next commission check is “your guess is as good as mine.” It is the constant pressure to “try” something new, to “test” different ads, to “work at” social media, to learn “just one more thing” – all revealing the absence of a reliable system. You know what UNCERTAINTY is like. What you may not know or even be able to believe is that all this uncertainty is NOT necessary. Various speakers, trainers and coaches are showing you

a lot of “things.” But none are showing you how to make all this uncertainty go away, but this is the key. WHO DOESN’T WANT INCOME CERTAINTY? Who doesn’t want a reassuringly steady number of prospects calling you, expressing preference for you and asking to meet with you (or your team) each and every week? Regardless of whether you’re a new agent, a battered ‘n bruised ‘n struggling agent, a multi-decade veteran or even a 7-figure income super agent, honestly, couldn’t you use a little more CERTAINTY in your business? At my upcoming Free Discovery Day, I will show you THE most reliable and productive Power Business System ever invented for real estate. More successful agents depend on it and profit from it than any other, than the “training” and “coaching” of any three other coaches combined. More super-successful 7-figure income agents swear by it than testify for anything or anyone else. And more beginning agents get to Income Certainty faster with it each year than by any other means. You can trust and invest in something less proven, less reliable, less certain if you wish – but is this the time for randomness or raw experimentation? There’s never been a better time to “hire Craig Proctor” to guide you out of the “muck” of this industry. Out of the “Groundhog Day” existence. Out of the “Success Trap.”

Learn How to Get Crazy-Rich y in ANY Market Attend a Free Craig Proctor Discovery Day More Information or Register at:

www.P r o c t o r S y s t e m .com

12 REM MAY 2018

Realtors, here’s what your clients want you to know By Laurel Price

e aren’t Realtors (that’s why we’ve hired you), so we don’t always understand the process of buying or selling a home. We need you to explain what’s going on, so we can make better decisions and keep perspective in this stressful process. We want you to tell us how things work including commission and what real estate contracts really mean…not just “sign here”. You aren’t entitled to our trust…you must earn it. We’ve heard all the nasty stories about unethical Realtors from our family, friends and co-workers. There are a lot of people out there who have been harmed by the bad apples in your business, and we

don’t want to be another sad story. That means keeping your word, showing up on time (or calling when you know you will be late), saying what you mean and meaning what you say. Please be honest with us even if it’s something we don’t want to hear…we may not like what you have to say, but it enables you to sleep at night knowing you told us the truth. It also means owning your mistakes. We understand you’re human (or if we don’t we should), and it helps to build trust with us when you take responsibility when you’ve erred. If you must hide your mistakes, something is seriously wrong. The phrase, “Buyers are liars” is offensive. Stop it right now. It means that you didn’t take time to help us determine our priorities or refine them as time goes on. We also need to feel comfortable telling you when our circumstances or finances have changed.

If you are unapproachable, we are embarrassed to be honest with you. Please don’t spend time telling us how great you are…it’s arrogant and we can decide that for ourselves. We need to know you are on our side, not your side. We can smell self-interest a mile away. It’s wise for you to set good boundaries, we get that. But we also need to know in the end we are a priority for you. For example, we really don’t care when your split with the brokerage or your Visa bill is due…we want to set the closing date that works for us. We know you need a pay cheque like the rest of us, but when you put your own needs ahead of your clients, it tells us who you really are. Please lay out expectations clearly in the beginning regarding when and how you are accessible to us and what to do when you are away or unavailable. We want to

know how you intend to handle complicated situations. For example, what will happen if we put an offer on one of your own listings? What should we expect in multiple offers? How will you guard our privacy? We want our families involved in the process, especially when we are first-time home buyers. Our families are protective because they love us…remember all the bad stories about unethical Realtors? This is a great opportunity for you to show them real estate is full of ethical and hardworking Realtors who take their responsibility seriously and care about their clients. Welcome our parents to join us and invite their opinions good and bad. It will earn credibility for you and you may learn something. You may even earn their business too. We need you…but you also need us. We are the best and most

reliable source of referrals for your future business. We want to show off our new home, but we also want to praise the professional who helped make it happen. We understand you’re busy but staying in touch with us occasionally helps us know we were more than just a pay cheque to you. If you want us to call you in a few years when we are ready to move up, make sure we remember your name. And finally, please say thank you for allowing you to be part of this exciting experience with us…it doesn’t need to be a big expensive gift, just recognition that we’ve been successful together. Laurel Price is broker of record at Price and Associates Realty in Sarnia, Ont. “We believe in a nontraditional approach to our business of supporting buyers and sellers through the exciting and stressful process of buying or selling a home...it takes more time, but we want our clients to understand and enjoy the process,” she says. “Referrals are always welcome, but we would also be happy to share our experience in a non-traditional real estate practice.” 519-3835050. REM

14 REM MAY 2018

Letters to the Editor FINTRAC responds to letter in REM I would like to respond to Jorge Branca’s letter to the editor, FINTRAC: The nemesis of our forest? by highlighting how Canadian businesses, FINTRAC and police and national security agencies all have a role to play in creating a hostile environment for those who seek to abuse our financial system or threaten the safety of Canadians. The Proceeds of Crime (Money Laundering) and Terrorist Financing Act establishes obligations for real estate and other businesses, including to identify clients, keep records and report certain types of financial transactions. These obligations are essential in detecting illicit activity and deterring criminals from operating within the legitimate economy. For example, eliminating the anonymity of the

client serves as an important measure of deterrence. And, keeping records ensures that police will have access to the information and evidence they may require as part of their criminal investigations. In its Assessment of Inherent Risks of Money Laundering and Terrorist Financing in Canada, the federal government found that the real estate sector is highly vulnerable to money laundering and terrorist financing, given “its size and scope and (the fact that it) generates a large number of high-value financial transactions on an ongoing basis.” This is consistent with the assessment of the Financial Action Task Force, an internationally recognized body that sets global standards for combatting money laundering and terrorist financing. Based on these assessments and other information, including

Industrial, Commercial & Investment A vison Young has acquired Vancouver-based Alcor Commercial Realty. Founded in 2006 by Aaron Burry, Alcor is a boutique commercial real estate management company specializing in property management, acquisition due diligence and consulting, and construction and project management. It has been rebranded as Avison Young and eight new members have joined the firm. Burry becomes a principal of Avison Young and will play a leading role in expanding the company’s property management business-line coverage throughout British Columbia, the company says. Because of the acquisition, Avison Young adds 37 commercial, retail and industrial properties totaling more than 1.8 million square feet under management in B.C. The addition of Alcor’s property

management portfolio brings Avison Young’s total square footage under management in B.C. to more than 3.9 msf. Financial terms of the acquisition were not disclosed. Burry brings more than 25 years of commercial property management experience to Avison Young, most recently as president and COO of Alcor. Also joining Avison Young from Alcor are property managers Ryan Sittrop and Michael Thibert; property administrator Inga Darii, senior accountant/controller Daniel Kong; and administrators Oscar Linassi, Shireen Ng and Simone Kloss. ■ ■ ■

Savills in Toronto has hired Sylvia MacLeod as vice president, retail services. Based in the Global Retail Group’s midtown office,

media reporting and concerns raised in Vancouver, Toronto and elsewhere, FINTRAC has significantly increased its examinations in the real estate sector. Over the past two years alone, the centre conducted 343 real estate examinations nationwide. We are also working to assist the real estate sector in fulfilling its legal obligations by providing extensive guidance, policy interpretations, responses to inquiries and presentations to provincial and municipal real estate boards. Last year, we published the Operational Brief: Indicators of money laundering in financial transactions related to real estate to help real estate in identifying and reporting suspicious transactions relating to money laundering or terrorist activity financing. We developed this material in consultation with the Canadian Real Estate Association and the Organisme

d’autoréglementation du courtage immobilier du Québec. FINTRAC remains committed to working with the real estate sector to ensure it understands and fulfils its legal obligations. However, when that doesn’t happen, we may impose an administrative monetary penalty. Since 2008, the centre has imposed 95 penalties in all sectors covered under the act. I would like to emphasize that, as we finalize our review of our penalty program, we retain the full authority to levy an administrative monetary penalty should it be warranted. Canada’s anti-money laundering and anti-terrorism financing regime is dependent on businesses across the country fulfilling their legal obligations, particularly providing FINTRAC with timely and high-quality reports. These reports are the lifeblood of our analysis and

MacLeod will work with retail tenants and landlords, bringing her landlord experience and marketing expertise to the team. Her hire comes on the heels of Savills expansion of its retail platform to Canada with the hire of veteran retail advisors Jordan Karp, Ryan Morein and Jay Katzeff in 2017. MacLeod brings over 25 years of experience in retail and office leasing. She most recently served as senior director of Leasing at GWL Realty Advisors, where she was responsible for the marketing and leasing of a 3.4-million-squarefoot office and retail portfolio. Earlier in her career, MacLeod served in senior leasing roles for large GTA portfolios at GE Capital Real Estate, Oxford Properties Group and Standard Life Insurance Corporation, working on several diverse and high-profile retail and office properties, the company says.

Management Central. The company says Clarke has a long history and background in commercial real estate and leading global purchasing and supply chain teams. He has also owned multiple residential rental units and has a wide range of property management experience. “I may be the only property manager in British Columbia who has managed a ship repair yard, an oil field and a hospital,” he says. Clarke will focus on single-family and multi-unit developments in Metro Vancouver and the Tri Cities. In Edmonton, Louis Lim opened Real Property Management Results. He brings more than a decade of experience working in the hospitality and service industry. His firsthand experience as a rental property owner and investor showed him that there was a real opportunity to offer value-focused service that maximizes investments, the company says. A native of Edmonton, he has also lived in Calgary and Fort McMurray. Real Property Management ACE, owned by Romania Leo and Ray Luc, has opened in Calgary. A husband and wife team, Leo has

■ ■ ■

Real Property Management added four new franchises to its network during the last few months. In Port Moody, B.C., Chris Clarke opened Real Property Management for Growth, under the brokerage Real Property

made it possible for us to provide 2,015 disclosures of actionable financial intelligence last year in support of police investigations targeting fentanyl trafficking, fraud against Canadians and other serious crimes in our communities. You can find FINTRAC’s contributions to some of these investigations on our website. We are committed to working with our police and national security partners and businesses across the country to help protect Canadians and Canada’s legitimate economy, the stability of which is of tremendous benefit to the real estate sector. All of us – including real estate – have an important role to play. Joane Leroux Assistant Director, Compliance FINTRAC Ottawa REM been a sales rep since her early 20s, while Luc is a professional engineer, specializing in project management. Leo says many of her clients have been asking if she offers property management services. “As a Realtor, my specialization has been in first-time home buyers and investors. First-time buyers turn into investors, and investors turn into landlords – and landlords go from one rental to multiple.” Romania and Ray purchased their first investment property 10 years ago. Now they have 17 properties of their own, including an apartment building. Finally, in January RPM welcomed Nish Fernando and Kapila Edirisinghe as the new owners of Real Property Management Gateway in Toronto. The partners plan to service clients in Toronto and Mississauga, as well as Hamilton. Edirisinghe has years of experience in the real estate industry and is currently a sales rep with a Brampton brokerage. Fernando has extensive experience in building and facilities management, customer service and negotiations. They aim to have 100 doors under their management in their first year. REM

16 REM MAY 2018

Gender parity in commercial real estate Industry leaders are galvanizing efforts to achieve greater diversity and inclusion in the industry. By Sohini Bhattacharya

“I

don’t want my girls to be prevented from getting to the top. I don’t want them to face any artificial barriers and intimidations. I want them to have a path where if they have the merit, they get to the top. And that’s why I’m here,” said Michael Brooks, CEO of Real Property Association of Canada (RealPAC), during his introduction at an International Women’s Day leadership panel organized by the Toronto Urban Land Institute’s Women’s Leadership Initiative (WLI). The panel titled She with He:

Botting cited Canadian Property Management’s report that states, “Companies with higher proportions of female executives and at least three women directors/ trustees on their boards have achieved better return on equity and earnings per share than predominantly male bastions.” Leslie Woo, chief planning and development officer of Metrolinx, said, “Metrolinx has attacked the issue of gender representation from the perspective of little ideas and big ideas.” Their mostly womenled “little ideas” have included cre-

Women shun quotas because belonging to one diminishes their relevance and credibility. Agents of Change: On the Path to Gender Parity addressed the gender gap and diversity problems within real estate leadership, focusing on how WLI’s She with He campaign is galvanizing efforts to achieve greater gender parity in the industry. Forum moderator Sheila Botting, senior partner and Canadian real estate leader at Deloitte, presented the stark reality of Canadian commercial real estate, where women represent 22 per cent of C-suite positions, and an even lower 17 per cent of board ranks. MediaEdge’s 2017 Who’s Who in Canadian Real Estate study found that of the 62 companies surveyed, 14 companies have no women in senior management positions. While the Canadian government is promoting a target of 30 per cent of board membership to be female by 2019, the tall order of filling the gaping gender chasm cannot be denied. Bolstering the business case for gender diversity in real estate,

ating a calendar of diverse cultural celebrations, showcasing employees from different ethnic backgrounds. On a bigger scale Metrolinx laid down a strategic objective to achieve 50-per-cent representation within its senior management over the next three years, Woo said. With current diversity numbers in management being reported at 28 per cent, the executive team is 60 per cent women and the board is slightly over 50-50. While this is a starting point better than most, Woo was candid in admitting that Metrolinx “is late in coming to the party”. Its diversity and inclusion council was established only a year and half ago. Blake Hutcheson, CIO of real estate and strategic investments, OMERS announced the seeding of a start-up venture in partnership with the Royal Bank of Canada. It is a $100-million commitment from each party to invest in an exchange-traded fund (ETF) to promote gender equality and

women-owned businesses. “That is a huge commitment from us. And it’s not enough,” said Hutcheson. “We’re starting to draft best practices to make it a priority. Today, I hope is a wake-up call for many of us in our industry.” During the past three years, Infrastructure Ontario’s (IO) board chair Linda Robinson has led an effort to question the organization’s commitment to gender diversity, said Toni Rossi, president of IO, real estate division. “Four years ago, our board was in no way near parity, but today it is,” said Rossi. “But we’re not doing a great job with achieving parity within mid-management.” Rossi said some of the reasons for this discrepancy could be attributed to the fact that women in mid-management aren’t willing to wait indefinitely for top executives to vacate their positions, or they may be new mothers seeking greater work-life balance. To fix this, IO is exploring the possibility of a new career framework where developmental opportunities can be created laterally. Brooks said the legal arena has also suffered the loss of mid-management women because of poor work-life offerings at organizations. “I don’t think that women today want to work as the men of yesterday. They want to work the way they feel comfortable,” he said. To achieve parity from a programming perspective, IO is also spearheading a move away from the use of the term “quota”. “I have a visceral reaction when I hear that word. Quotas are not meant to make real change,” said Rossi. “Quotas are not the first thing to do. It masks the diversity problem.” Rossi’s research, both within IO and through empirical data, revealed that women shun quotas because belonging to one diminishes their relevance and credibility. “What happens when you don’t meet a diversity quota?” she asked rhetorically. “Someone has to be assigned to police it. You don’t want to get into policing

The panel was organized by the Toronto Urban Land Institute’s Women’s Leadership Initiative.

diversity mandates.” Her argument against quotas hit its mark when she pointed out what’s often overlooked in diversity and inclusion mandates – continual progress. That’s what the programs should be aiming for, and quotas are restrictive to that process, she said. Brooks and his data team at RealPAC are conducting a compensation survey – the biggest of it’s kind in the country, he said. The team aims to access better data to be able to track the gender breakdown more definitively, and for bigger long-term impacts. In summing up the evening’s discussion, Hutcheson’s said diver-

Multiple Listings

sity and inclusion practices in the Canadian real estate industry are ready for disruption, and that leading organizations have started making headway in that direction. That RealPAC – the largest real estate organization in the country – has put gender parity on its agenda, is significant. “While land transfer tax and parking taxes are big issues to lobby for, diversity and inclusion is now on the agenda too,” he said. “This is a tangential priority, but the dialogue has begun. While we don’t want to promise too much and not deliver, we are here to learn about what we can impleREM ment realistically.”

brokerage operates in a retirement and recreational specialty market, servicing clients through a mix of residential, recreational, waterfront and large acreage properties.

rate marketing, corporate communications and customer experience management. He has won numerous awards in recognition of brand development and media relations, the company says. Park says he is excited about joining the firm when Century 21 is rolling out a new brand identity.

■ ■ ■

Century 21 Heritage Group in Thornhill, Ont. has hired Joseph Park as marketing manager. He will support the brokerage and its 670 sales reps with branding and real estate marketing initiatives. Park has more than nine years of experience in brand and corpo-

Jay Miller Real Estate in Newmarket, Ont. has joined the Aventure Realty Network. Broker/owner Jay Miller and his team has been operating the brokerage since 2013. It was recognized as the No. 1 selling team in York Region in 2015 and 2016.

Continued from page 6

REM

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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. ©2018 Brookﬁeld Real Estate Services Manager Limited. All rights reserved. *Source: insidessales.com | leadresponsemanagement.org/images/lrm_study.pdf

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20 REM MAY 2018

Holland’s hotel of many houses Story and photo by Diane Slawych

all it a home away from home, or better yet, make that several homes away from home. One of the first things visitors see when they arrive by train in Zaandam, 19 km north of Amsterdam, is the eye-catching Inntel Hotel. Its exterior is composed of the facades of nearly 70 historic abodes that are modeled after five different types of houses to be found in the Zaan region, from a labourer’s cottage to a villa. The 12-storey, 160-room hotel, which was renovated in 2010, was designed by Wilfried van Winden who describes his inventive method of combining the historic and modern in one structure as “fusion architecture.” The core of the building is concrete, while the house facades are a combination of timber and clapboard. They’re painted in one of four shades of green typical of the Zaan region. The striking exception is the blue corner house, located high up on the structure, which is said to be

the architect’s favourite. The house is an homage to Claude Monet, the French impressionist artist who spent four months in Zaandam with his family in 1871, during which time he produced 26 paintings, including one called The Blue House. It was based on an actual house, which is now a registered national monument. It’s located at Hogendijk 78, a 15-minute walk from the train station. The Intel Hotel Zaandam is part of a downtown development that includes several other new buildings constructed in the traditional styles and colours. The interior of the hotel, which is equipped with all the modern conveniences, reflects the rich history of the area. There are windmill-shaped lamps and hallway carpets designed to represent the flowing Zaan River. Each room is unique, though all the décor is inspired by the pioneers of the local industries and products of the region such as cheese, mustard, biscuits and

chocolate. This is reflected in the photographs and wall-sized reproductions of antique product labels and ads. From the Factory Design Room you can see the historic panoramas of nearby factories. The hotel is particularly proud of its Tsar Peter Suite, designed entirely in the style of the Tsar Peter house, the oldest house in Zaandam, where Peter the Great stayed in 1697 while he was learning the ship’s carpenter trade. To the north of Zaandam is Zaanse Schans, an open air conservation area where you can visit famous mills, tour a shipyard, a clog factory or the cheese makers – and see the famous Zaan houses that are the model for the hotel’s façade. The Inntel is a chain of six Dutch hotels typically situated in beautiful locations and designed to blend in with their surroundings. Each one is completely different. And you can bet there’s not another quite like the Inntel REM Zaandam.

Inntel Hotel in Zaandam, Holland features the facades of houses in the region. Note the blue house in the top corner, an homage to impressionist painter Claude Monet.

How marketing money is being spent recent study commissioned by Real Estate Webmasters says that last year, 53 per cent of real estate professionals spent less than $5,000 on their annual marketing efforts, including both online and offline avenues. However, one in eight real estate agents spent more than $20,000, with the top three per cent spending more than $80,000 on their marketing. The study of 300 active agents, team leaders and brokers found that websites and digital marketing are the top marketing tools used by real estate professionals today. Seventy per cent of those surveyed had a website, while 38 per cent actively advertise in social media. The next most popular advertising channel was local newspaper advertising at 26 per cent and search engine marketing at 23 per cent. Other advertising channels used by more than 10 per cent of real estate professionals include local sponsorships, maga-

zines, online display ads and doorto-door flyers. “The opportunity in the digital space is massive and smart real estate agents have caught on,” says Morgan Carey, CEO of Real Estate Webmasters. “The most ambitious agents are focusing on their website and online marketing because that’s where today’s clients are coming from.” Asked about their plans for the next year, at least one in four professionals said they intend to invest more in their web platform spending (website, CRM, hosting), while only one in 10 were likely to spend less. The spending intention for search engine optimization (SEO) and other forms of online advertising was similar to that of web platforms, with nearly all respondents planning to spend the same or more in the coming year. In nearly all categories, real estate professionals with a higher GCI were more likely to maintain

or increase their marketing investments in the coming year. The one notable exception was pay per click advertising, in which all income-earners had similar spending plans for 2018. “Our real estate clients are investing in three core areas: SEO,

pay per click and paid social media. SEO and PPC are tried and true, and they’ve long been the backbone of almost every successful strategy we’ve seen,” says Carey. “But agents across all income levels have also figured out that platforms like Facebook provide huge opportunity

to generate new leads as well, so the industry is naturally gravitating towards social advertising in 2018.” The full research report can be downloaded from the Real Estate Webmasters website: www.realestatewebmasters.com/realestate-marketing-strategies. REM

How real estate professionals spent their marketing dollars in 2017, according to the Real Estate Webmasters survey.

Representing beautiful homes in every category. Greatness is fueled by passion. At Engel & Völkers, our passion is to create an unforgettable experience that is discreetly tailored to each of our clients, wherever they are in their home journey. We invite you to drop in, browse and see what a future with Engel & Völkers might hold for you.

Engel & Völkers Canada 2 Bloor Street West, Suite 700 · Toronto · ON M4W 3RI · Phone +1 416-323-1100 evcanada.com · info@evcanada.com

©2018 Engel & Völkers. All rights reserved. This advertisement is not an offering of a franchise, and where required by law, an offering can only be made 14 days after delivery of the applicable franchise disclosure document.

22 REM MAY 2018

Did you always want to be a fireman…? Bold career move or accident, being a managing broker is not for the faint of heart or ignorant. By Marty Douglas

id you always want to be a fireman? If so, it may explain why you are thinking about becoming a managing broker in a real estate office. The reality is, most managers arrive by circumstance, in the wrong place at the right time. Given a career choice of earning six figures or not, most of us pick the six figures, finding out along the way as Thomas Edison reminded us, “Opportunity is missed by most people because it is dressed in overalls and looks like work.” Background: My mother was a Realtor in the 1950s when women were a rarity and not welcome in many real estate offices because they were taking jobs “rightly the domain of men”. Frank Ney, pirate, former mayor of Nanaimo, the Bathtub Capital of Canada, was the president of Nanaimo Realty, a then-dominant independent real estate and development firm on Vancouver Island. Famous for a Toastmasteraward-winning speech, “Sell the sizzle, not the steak”, he wasn’t shy about asserting the woman’s place – maintaining and preparing the home and herself for her husband’s arrival after a day in the trenches. In 1970 I followed my mother’s footsteps because she had done very well in the real estate business, becoming a developer herself and eclipsing my father’s income to the extent he too obtained his license. Looked good to me. There I was, 25 years young, alert, at my first desk doing a word scramble, waiting for the flood of anxious customers to call. I noticed other salespeople were – well, out. Doing what I had no idea. Perhaps getting a haircut. The thought they might be prospecting never occurred to me. Knocking on doors or cold calling

on the telephone were practices I had been inoculated against, watching adults slam the door or hang up on Fuller Brush, encyclopaedia and accordion salesmen. Surely real estate sales were conducting on a higher plane. Two events about a year apart set my direction toward management. One day our owner asked if any of us were interested in getting their general insurance broker’s license so the company could broaden its customer service. I suspect the others pointed at me behind my back – young and eager – and off I went. Selling general insurance (mostly automobile and fire) meant folks walked into the office and every house sale was a captive market. The commission on a homeowner’s policy was around $25 and on a house sale about $1,000, so if I sold 40 policies… I’d have to prospect. Crap! Within a year, our small independent firm merged with another and was subsequently purchased by the then-expanding Nanaimo Realty. A branch office required a higher level of real estate license and I volunteered to take the course. Within a year I had the front office, big glass ashtray, in/out trays and a Dictaphone. (We kept the scotch in the back room!) I realized quite quickly I had to recruit. To recruit I would have to prospect. What – again? It dawned on me that regardless of the product, I was in retail sales and would have to – say it with me – prospect. One week and 48 years after I was first licensed I received a letter of caution in connection with my supervision of a licensee who was found lacking by our real estate board’s Professional Standards Committee. The finding captured the peril every manager of a real estate office faces. It prompted me to find a book in my library by teacher philosopher Robert

Fulghum, It was on fire when I lay down on it. Written in 1991 as a follow up to All I really need to know I learned in kindergarten, the title refers to the answer a man gave when found by firefighters in a smouldering bed and asked how it happened. Every managing broker acknowledges the frustration of any complaint, be it from a consumer, regulator or association – by the time the file gets to us, it’s too late! The clause has been omitted, the property line described, the tenancy assured, the key released. It’s impractical to supervise a contract drafted on the run in the rush of multiple offers whipped by desperate buyers and awaited by impatient sellers. We must rely on training and ongoing education while hoping that the ego of our licensees allows them to call before they dig. Fulghum acknowledged that “sin” is inevitable and what we see

in others may equally be found in ourselves. He points to the Garden of Eden’s instruction, “Don’t eat that piece of fruit – it will lead to trouble. You know the rest of the story…” When we review the published sins of licensees in B.C. there are two common reactions, the internal reflection “Whew – that could have been me!” and the vocalized, “What a loser!” There you have it. Bold career move or accident, being a managing broker is not for the faint of heart or ignorant. Challenges will not be avoided by aiming for the greener grass of a famous brand or an exclusive niche. The Scottish proverb, “No matter where you go, there you are” applies to the wanderer and to the welcoming committee. Why do we persist? In B.C., in the Office of the Superintendent of Real Estate, Michael Noseworthy is hunched over his tablet, carving new rules for man-

aging brokers, rules that will surely increase the risk and expand the job description without regard to a business model built on sand, where the CEO equivalent is frequently compensated as a begrudged necessity. Religion aside, a lot of good material comes from the Bible and I offer a quote from former REM columnist Don Kyle as a guide. “What comes, comes to pass. It does not come to stay.” The Bible repeats “and it came to pass” 363 times. So endeth the lesson. Marty Douglas, irregular REM columnist, is a past chair of the Real Estate Council of B.C. He currently sits as a director of the Vancouver Island Real Estate Board, serves as an advisor to the Real Estate Council of B.C. and is on CREA’s Realtor Code Task Force. He is an associate broker with Re/Max Mid-Island Realty on REM Vancouver Island, B.C.

B.C. groups launch campaign to scrap speculation tax coalition of B.C. organizations, including the Urban Development Institute Capital Region and Okanagan chapters and the Canadian Home Builders’ Association – Central Okanagan have launched a campaign called Scrap the Speculation Tax to demand that Premier John Horgan and the government reverse their decision to implement a Speculation Tax. “While the government wants to address housing affordability, this patchwork tax will do the exact opposite. It will kill jobs, hurt the B.C. tourism industry and make the housing affordability issue worse,” says the coalition in a news release. “This tax is not going after the

real speculators, it only targets hardworking British Columbian and Canadian taxpayers”. Justin O’Connor, president of the CHBA Central Okanagan, says, “It is our responsibility to speak up and educate consumers about how the new speculation tax will negatively affect jobs in our community.” The coalition recommends the B.C. government immediately scrap the Speculation Tax and do the following to address housing affordability: • Target real speculators, not long-term homeowners, including many out-of-province residents; • Protect local tourism dependant economies, such as Kelowna and the South Island; • Reduce the cost of delivering

housing units by exempting vacant development land from this tax; • Exempt Canadian and British Columbian taxpayers from the tax measures. The group’s website, http://scrapthespeculationtax.ca/ allows citizens to write to their local Member of the Legislative Assembly (MLA) “to express their frustration and concerns,” says the group. The other coalition members are Kelowna Chamber of Commerce, Tourism Victoria, Independent Contractors of British Columbia, Stop the Speculation Tax Petition (#StoptheSpecTax), Nanaimo Chamber of Commerce and Peachland Chamber of Commerce. REM

24 REM MAY 2018

Sales rep creates karaoke event for suicide prevention By Connie Adair

dam Dumond is organizing the second Sarnia Sings event, which includes a live karaoke band to raise funds for local mental health initiatives. For Adam Dumond it’s all about moments. Moments of joy, moments of inspiration and moments to lift people and make them feel special, all through music. Small moments combine into a big one each year to benefit charity. Last year, his Sarnia Sings event raised $15,000 for local mental health and suicide prevention. This year, the goal is to break the $20,000 mark, says the sales rep with Royal LePage Key Realty in Sarnia, Ont. Dumond says the fundraiser puts talented local singers in front of a professional band to perform for hundreds of people. The show is open to singers of all ages who were born and raised in Sarnia. Last year’s show ranged from kids to an 86-year-old who had attempted suicide. She didn’t want to sing by herself, but instead

brought her singing group and performed Louis Armstrong’s What a Wonderful World, Dumond says. She and others shared their “moments”, incredibly powerful stories of local people who have lost someone to suicide or who currently suffer from mental health issues. “However, it does not deter from a good and happy event,” he says. Stories were done in a tasteful manner for the all-ages show, and let people know it’s okay to talk about mental health. Dumond came up with the idea for the show after attending Royal LePage’s national conference in 2016, where he participated in a karaoke challenge and loved it. A band member told him that five to 10 per cent of any population can sing and that everyone has a song they love. A couple of months later, there was a local suicide and sports commentator Michael Landsberg said in his Facebook feed that people need to help Sarnia, his hometown. Inspired by Landsberg’s message, Dumond created Sarnia Sings. He hired Rock Star Live, a

live karaoke band that includes real rock stars, he says. He rented a theatre, sought sponsorship and sold tickets. The event and stories were so moving that after the show, sponsors reached out to Dumond, telling him they wanted to double their donations for the next event. Rock Star Live band members gave him a discount on their fee and vowed to return for 2018. “They said they felt fortunate to be part of the event,” he says. To publicize the national conference in 2016, where he spoke about how to use videos in personal marketing, he put his creativity to work. He put three go-pros in his car and sang with Phil Soper, president and CEO of Royal LePage and Kiki Sauriol-Roode, vice president of business development at Genworth Canada, to create a Carpool Karaoke-type video to publicize the conference. He employed the same marketing strategy for Sarnia Sings. The videos have put him in the spotlight. “People look out for me. I’m recognized all over town as the ■ ■ ■

Good Works entury 21 Canada members exceeded their goal to raise money for Easter Seals Canada in 2017, raising $759,284. The money will be used to send more than 350 kids living with disabilities across the country to Easter Seals’ fully accessible summer camps. This exceeds the $700,000 goal. Company offices across Canada raised $738,284 and partner Real Estate Webmasters donated $21,000, bringing the grand total to $759,284. Century 21 B.J. Roth Realty in Barrie, Ont. is the No. 1 fundraising company for the fourth consecu-

tive year. During the past 10 years it has raised $822,771. “These amazing children that attend the Easter Seals Camps are our heroes,” says Bernie Roth, owner of Century 21 B.J. Roth Realty. “When you see the children at the camps you realize that disability is a matter of perception. Their disability disappears and their powerful spirit comes out. This is what inspires us to raise the recording-breaking amounts that we do each year.” Since 1979, Century 21 Canada has raised nearly $10.5 million in support of local Easter Seals organizations.

The Royal LePage Shelter Foundation raised a record-setting $2.8 million in 2017. Royal LePage professionals make donations from their commissions, organize local fund-raisers and take part in events such as the National Garage Sale for Shelter and the Iceland Challenge for Shelter. In addition, attendees at Royal LePage conferences and meetings enjoy networking events with a Shelter Foundation component and silent and live auctions that raise funds for the company’s charity. ■ ■ ■

Royal LePage Benchmark and Royal LePage Solutions in Calgary presented more than $124,000 to local charities at the Royal LePage Calgary Shelter Foundation’s recent Annual General Meeting. Both the Calgary Women’s Emergency Shelter and the Children’s Cottage Society received $62,071. Funds were raised through agent commission dona-

carpool guy. It has created more recognition,” he says. “I meet people and they understand I’m a good guy. But the videos are way down on the list of why I wanted to do the show. Sarnia is a small town, and when suicide happens, everyone feels it. It affects people for a long time.” Funds raised by Sarnia Sings go to the Canadian Mental Health Association, St. Clair Child & Youth Services and The Deker

Bauer Foundation for Suicide Prevention, a non-profit drop-in centre that provides people with a place to stay, talk and eat, he says. In addition to regular hours, the centre provides help when people are most likely to need it – on nights, weekends and holidays – when hospitals may be full, he says. Sarnia Sings 2018 will be held on May 3. Tickets are $25. Visit Sarnia Sings on Facebook for more REM information.

Adam Dumond, right, uses videos styled after Carpool Karaoke to promote the event. Here he’s promoting last year’s show with country singer Eric Ethridge.

tions, a casino night fundraiser, the Royal LePage Benchmark Golf Skills Challenge, a Calgary Stampede Lawn Bowling event (in conjunction with Advanced Mortgage and Lending Solutions) and the Royal LePage Solutions Christmas Party. An additional $4,000 was raised via the Royal LePage Benchmark Annual Christmas Toy Drive. ■ ■ ■

Jerry Aulenbach of Royal LePage Noralta Real Estate in Edmonton marked a third crosscountry “Beards on Ice” tour recently, raising more than $5,000 along the way for the Royal LePage Shelter Foundation. From Jan. 19 to March 2, Aulenbach visited 11 cities to host skating parties for colleagues and friends. Skaters and supporters from the sidelines made donations to the Royal LePage Shelter Foundation. In just three years, the event has raised more than $23,000 to fund domestic vio-

lence prevention and education programs. ■ ■ ■

Royal LePage West Real Estate Services Realtor Rebecca Permack, along with her team at Permack and Associates, raised $6,552 at the 8th Annual Burke Mountain Easter Egg Hunt in support of the Royal LePage Shelter Foundation. Funds will benefit women and children seeking safety from domestic violence at local women’s shelter, TriCity Transitions. Seven hundred children and their families from the Burke Mountain community in Coquitlam, B.C. attended the event to search for 40,000 chocolates, enter colouring contests, have their faces painted and enjoy a live band. Special guests included Coquitlam Mayor Richard Stewart and MLA Joan Isaacs, as well as volunteers from the local Scout Troop and Tri-City Transitions. REM

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26 REM MAY 2018

Award from the New Brunswick Real Estate Association. Still actively licensed, Coghlan remained a director with the board right up until the Annual General Meeting on March 15. “As much as I’ve loved serving my industry, I recognize it’s officially time to pass the torch to the next generation,” says Coughlan.

Saint John board names award after Harold Coghlan A Saint John, N.B. real estate agent has just received an award named in honour of the longestserving – and still very active – Realtor in the board’s history. Recently the board unveiled the inaugural Harold Coughlan Award of Excellence, which was created both to honour the longstanding commitment of Harold Coughlan and to award a member who has contributed meaningfully to the board and the industry it serves. The inaugural recipient of the award, Jason Stephen, was presented with it at the board’s Annual General Meeting by Harold Coughlan himself. “Jason spent 13 years serving as a director on our board, including as president, vice president and as

the chair of numerous committees and task forces,” says Coughlan. “With excellence, he has represented our industry’s interests to our provincial and national offices, with our local, provincial and federal governments and to the media. He has helped to shape important legislation that guides all of our members to a higher standard.” Coughlan has been licensed in real estate for 52 years, after entering the business in the footsteps of his father, Harold Coughlan, Sr. He has spent just over 36 of those 52 years involved in organized real estate, serving as president of the board three times and playing an instrumental role in setting up real estate courses that led to the certification of the Fellowship in the Real Estate Institute of Canada. In 2012, he was the recipient of the prestigious Dave Hawkins

Engel & Völkers Vancouver wins top company award Engel & Völkers Americas recently presented Engel & Völkers Vancouver with the company’s highest honour. The Engel & Völkers Cup “is given each year to the shop that successfully demonstrates a clear commitment to the systems, tools, marketing programs and shop concept associated with Engel & Völkers while being a leader in the local marketplace and brand network,” the company says. Several Canadians were named Private Office Advisor inductees. To earn this title, individuals undergo a qualification process that considers an advisor’s personal network, past client satisfaction, community standing, market knowledge, average price point, significant transactions “and passion for continually learning and

Calvin Lindberg awarded Vancouver board’s highest honour

evolving their business within their local and global sphere of influence,” the company says. The inductees are Shawn Anderson, Engel & Völkers Vancouver; Nancy Bailey, Engel & Völkers Niagara; Christine Brennan, Engel & Völkers Collingwood Muskoka; Deb Cherry, Engel & Völkers Ottawa Central; Allan Consky, Engel & Völkers Toronto Central; and Mike Rampf, Engel & Völkers Vancouver. Engel & Völkers Vancouver was second on the lists of top-producing shops (GCI) and sides, while Engel & Völkers Montreal finished third in GCI and sides. The Binab Group, Engel & Völkers Victoria Oak Bay, Victoria was the second top-producing team in CGI and side, while the Vancity Living Team, Engel & Völkers Vancouver was fourth in GCI and first in sides. Rochelle Cantor of Engel & Völkers Montreal was the fourth top-producing advisor in CGI. Canadians scored spots three to five in top-producing advisors for sides, with André Parisien, Engel & Völkers Tremblant, Que.; John King, Engel & Völkers Ottawa Central; and Debby Doktorczyk, Engel & Völkers Montreal taking the honours.

The Real Estate Board of Greater Vancouver (REBGV) recently honoured Calvin Lindberg with the Professional Excellence Award, REBGV’s highest honour. Lindberg is the managing broker at Angell Hasman Realty in West Vancouver. “Cal has dedicated his career to enhancing professional and educational standards within the real estate profession and finding new and innovative ways for the real estate community to support and give back to the public that we serve,” says Phil Moore, REBGV president. Lindberg has been a fixture of leadership in the real estate profession at every level throughout his career. He served on REBGV’s Board of Directors beginning in 1992, then as president in 1998. He also served on the Vancouver Board of Trade between 1998 and 1999. At the provincial level, Lindberg served as a director for the B.C. Real Estate Association from 2000 to 2001, and as a director for the Real Estate Council of B.C. between 2015 and 2016. Continued on page 28

Engel & Völkers Vancouver advisors celebrate their award.

Jason Stephen, left, receives the inaugural Harold Coughlan Award of Excellence from Harold Coughlan himself at the Saint John Real Estate Board’s 60th Annual AGM.

Cal Lindberg

Robert Wambolt

Bernie Weinbender

John Patricelli

A Canadian Real Estate Agentâ&#x20AC;&#x2122;s Sudden â&#x20AC;&#x153;Magic Carpet Rideâ&#x20AC;? After 29 Years in the Business Vaughan, Ontario Real Estate Agent Reveals How His Gross Commission Income Multiplied from $171,561.23 to $1,011,794.30 within 28 Months after Years of Living â&#x20AC;&#x153;Just Over Brokeâ&#x20AC;? Real success in any business means not only healthy earnings, but also time off to enjoy life. The fact is, however, that most Canadian real estate agents sacrifice their entire lifestyle in pursuit of success and, ironically, instead of gaining more freedom, they become slaves to their real estate business. If you donâ&#x20AC;&#x2122;t have a real business system, you donâ&#x20AC;&#x2122;t really have a business at all. What you have instead is a â&#x20AC;&#x153;jobâ&#x20AC;?, and for many, itâ&#x20AC;&#x2122;s a really bad job: one that consumes your time, keeps you away from friends and family, and doesnâ&#x20AC;&#x2122;t pay enough. Even though you work so hard, itâ&#x20AC;&#x2122;s just so random. Some days you win. Some days you lose. The fact is that agents leave our industry in droves, not because theyâ&#x20AC;&#x2122;re not great at working with clients, but rather because they donâ&#x20AC;&#x2122;t have enough clients to work with. They donâ&#x20AC;&#x2122;t have enough leads, they donâ&#x20AC;&#x2122;t find enough time to properly follow up and thus convert their leads, they donâ&#x20AC;&#x2122;t know exactly why they win or lose a listing. Even though they work very hard, too much is left to chance. Trying to â&#x20AC;&#x153;do it allâ&#x20AC;? without a clear understanding of what works and what doesnâ&#x20AC;&#x2122;t ultimately sows the seeds of failure for many. A profitable and â&#x20AC;&#x153;realâ&#x20AC;? business MUST be based on solid systems. In real estate, that means a system to generate leads, a system to convert those leads, and a system to convert qualified prospects into paying clients. Every successful business in the world, from McDonalds to Amazon to FedEx, is based on proven and duplicatable â&#x20AC;&#x153;systemsâ&#x20AC;?, and the agents who achieve mega

success in our industry have done so on the strength of solid, proven, efficient business systems. As revealed in the profile of Vaughan, Ontario agents Mario and Sandie Sconza on this page, and of multiple other agents you can read about at www.MoreMillionaireAgents.com, creating a highly profitable real estate business is certainly possible, regardless of whether youâ&#x20AC;&#x2122;re a brand new agent or have been in real estate for

years, whether youâ&#x20AC;&#x2122;re a man or a woman, a solo agent or team, whether you live in the U.S. or Canada, and regardless of which franchise youâ&#x20AC;&#x2122;re with. Each of the agents profiled credits the same real estate system as being responsible for their success: The Ultimate Real Estate Success System pioneered by Canadian Real Estate Coach Craig Proctor. Not only is Craig Proctorâ&#x20AC;&#x2122;s real estate system responsible for more Millionaire Agents than any other coach or trainer,

but Proctor was a highly successful AGENT himself for more than 20 years right here in Canada. As you may know, he was twice named the #1 RE/ MAX agent in the world and was in the top 10 for RE/MAX International for 15 years. In fact, for 6 years straight, no one listed or sold more homes in the Greater Toronto Area than Proctor did. (Source: TREB Statistics). No one in Canada has sold more homes than Proctor has, and by sharing the system he used to achieve his own success, heâ&#x20AC;&#x2122;s been able to help over 30,000 agents worldwide to transform their real estate jobs into highly lucrative real estate businesses that donâ&#x20AC;&#x2122;t come at the expense of high lifestyle costs. If you do not have a clear, detailed business system (key word, system) that you are using to move methodically to your goalsâ&#x20AC;Śa plan you could show a banker or investor or new partner

or key associateâ&#x20AC;Śa plan you have reasoned, complete confidence in, then why wouldnâ&#x20AC;&#x2122;t you examine Proctorâ&#x20AC;&#x2122;s Ultimate Real Estate Success System â&#x20AC;&#x201C; for free? For a limited time, you can have a â&#x20AC;&#x153;sneak peekâ&#x20AC;? at what your real estate business could look like by attending Proctorâ&#x20AC;&#x2122;s upcoming Free Discovery Day (visit www.MoreMillionaireAgents.com for details). Yes, Craig Proctor will openly share with you how he became Canadaâ&#x20AC;&#x2122;s top agent. Learn from a real doer, not a talker. Craig will share â&#x20AC;&#x153;real Canadian real estate strategiesâ&#x20AC;? with you that actually work. No theory, ideas or motivational hype. At this 3 hour meeting Craig Proctor will spill the beans and share with you exactly what to do and what it takes to be a Super-Successful Real Estate agent in Canada. For more information, visit: www.MoreMillionaireAgents.com

Read More About Successful Canadian Agents Like Mario and Sandie at www.MoreMillionaireAgents.com

Mario & Sandie Sconza Broker, Re/max Premier Inc.

By Mario Daniel Sconza â&#x20AC;&#x153;Herein I am privileged to sharee wi shar with th yyou ou the the ama amazi zing ng â&#x20AC;&#x153;magic carpet rideâ&#x20AC;? my family has been on since receiving the blessing of being a Craig Proctor Coaching Member. November 27, 1989. I was rece re ceiv ived ed my my Re Real al E Est stat atee lilice cens nsee at 11.55 am. It was a proud moment for my amazing Father, the late great Mario Guido Sconza. He came to Canada from Italy in 1950 with a suitcase and $5. After numerous struggles, he and my

mom, Maria Sconza, were able to builildd a Re bu Real al E Est stat atee Co Comp mpan anyy th that at hous ho used ed 250 250 Out Outsi side de Sal Sales es Age Agent nts. s. I was ready for the same gargantuan success. Quickly. It did not come. By most accounts, it would seem I had failed successfully, having a 6 ! "# however I did not have what I long lo nged ed ffor or. A th thririvi ving ng bbus usin ines esss. My ffat athe herr ta taug ught ht me me at a ver veryy early age the importance of learning from the best, having had the amazing Zig Ziglar as his personal COACH in the early 1960â&#x20AC;&#x2122;s. % & ' & ())*+ / the leader. Craig Proctor Coaching. I qu quitit 1100 mo m nths later. I fellll bbac fe ackk in into to w wha hatt I wa wass taught by so many coaches through the years. Manual, grunt, 3 & &3 4 3 " + In August 2015, thankfully, I made the decision to come back. Over the next two and a half year ye arss, ar s, my my in inco come co me con onsi sist sten entltlyy escalated from $171,561.23 to $530,008.86 to $1,011,794.30. & < &3 = < & = given to us, we inexpensively generate 300 to 500 leads monthly leveraging the automatic reverse

prospecting Craig teaches. My w wififee of 2255 ye year arss Sa Sand ndie ie, herr br he brot othe herr Do Dome meni nic, c, oour ur ttwo wo children Daniel and Iszabella, &3 & &3 > Luciano together with long time family friends Mikhele Corvinelli and Michelle Adams are all involved in our expanding enterprise.

by Craig a turnkey business mode mo dell to do do th that at aand nd m mor ore. e. My mother taugght me to continually be asking, â&#x20AC;&#x153;For myself and my family I see the possibility ofâ&#x20AC;Ś.?â&#x20AC;? All of my heartâ&#x20AC;&#x2122;s desires in terms of provision for my family and humanity rest in Craigâ&#x20AC;&#x2122;s amazing curriculum.

â&#x20AC;&#x153;My dad taught me to constantly be asking, â&#x20AC;&#x153;how can I turn my yearly income into my monthly income?â&#x20AC;? I have been given by Craig a turnkey business model to do that and more.â&#x20AC;? Questions reveal the truth. 3 & & ? ? day, before you walk out your front door, ask yourself, â&#x20AC;&#x153;if today was my last day, would I do what I am & & @J /

& ' yess no ye now w th that at I hhav avee be been en ggiv iven en a crystal clear plan to follow for explosive growth thanks to Craig. My dad taught me to constantly be asking, â&#x20AC;&#x153;how can I turn my yearly income into my monthly income?â&#x20AC;? I have been given

My aama mazi zing ng m men ento torr Bi Billllyy Nasby taught me â&#x20AC;&#x153;you only have to believe until you knowâ&#x20AC;?. What do you want? It is here. You will know. 3 4 T U & your entire team, especially my T T

3 3

V V & & # = = MacDonald and Marc Huntington. You have made my world a better place and given me a hope for the future beyond what I imagined prior & = 4 T XX/ X [ % LIFE to your Coaching Program.

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28 REM MAY 2018

Certainty and the closed mind By Ross Wilson

ontinuing from my last column about clients – love ’em or leave ’em – let’s go a little further on the topic of challenging clients. If your client thinks they’re right and you think they’re wrong, then from their perspective, you’re wrong to think they’re wrong because they feel they’re right and you’re wrong even if you may be technically right. Let me restate that. Though absolute truth is another matter (truth relativism), when it comes to belief, right and wrong are relative. Belief is a powerful force and if someone believes they’re right, then in their mind, they are indeed right, even if their belief is a clear violation of Universal

Law. Their belief may be diametrically opposed to yours, but from their perspective, they’re right. It may be mission impossible, but you must convince them to open their minds. If they continue to insist their mind is open and remain certain of their position, explain that certainty exists only with a closed mind. The best way to begin this process is with active listening (see my column from December 2015 on the subject of listening). Encourage them to express their thoughts and feelings – uninterrupted. Then gently remind them that you have a common goal, whether it’s to buy or sell, and ask for their acknowledgment. You’re on the same team. You win only if they win. Express yourself calmly, clearly and most importantly, sincerely. Impress them with your thoughtfulness, consideration and wisdom. Try to get the underlying reason for their choice, which may be fear-based. Address each of their concerns in whatever form they appear and

seek their acknowledgement. Respond enthusiastically, but gently, with intelligent logic – not emotion. Patiently try to help (not coerce) them to understand the reasoning behind your expert advice and the possible adverse consequences of their own fearbased decision. Lay it out for them. You need a genuine trust connection. Otherwise, your relationship will continue to be stressful – if it continues at all. Trust is extremely valuable, but unless they were referred by someone they trust, you may have to work hard to be deemed worthy of theirs. Earning it will likely be necessary anyway, but at least with a recommendation from their friend or family member, you have a leg up. You may have to back up your opinion with facts. For example, use a properly prepared CMA with

market statistics to substantiate price advice. Impress them with your knowledge and maybe toss in a few testimonials from previous satisfied clients. The best way to gain trust is to be completely honest and make it patently obvious that you’re placing their interests ahead of your own. Explain that to help them effectively, you must tell them what they need to know and not just what they want to hear – and do that. If their home is a mess, tell them so. If your new buyer’s eyes are bigger than their belly, enlighten them. At an appropriate moment, share a little about yourself, your business and life experience. Get to know them – and allow them to know you. Gradually lower your defence shields and build a solid, honest, authentic relationship.

And the honours go to...

Committee, the Provincial Government Relations Committee and the Finance Committee. He currently serves as a commissioner with the Nova Scotia Real Estate Commission Board and sits on the Complaint Review Committee and Board of the National Real Estate Insurance Alliance.

Continued from page 26

Nationally Lindberg was a director for CREA from 2002 until 2009, becoming CREA’s president for the 2008/2009 term. Lindberg has also served on the Board of Directors for International Housing Coalition (IHC) Global, a Washington, D.C.-based non-profit dedicated to helping cities achieve more equitable urban development. He’s also worked with the International Real Estate Federation (FIABCI) as a director, president and representative to the United Nations. He currently serves on the Global Urban Development (Brazil) International Advisory Board.

Robert Wambolt named NSAR Volunteer of the Year Robert Wambolt, a lifelong resident of St. Peter’s, N.S. was recently named Nova Scotia Association of Realtors Volunteer of the Year. Wambolt has been a real estate appraiser for more than 30 years and a Realtor for 30 years. He has served as president of NSAR and the Highland Board, chaired the Provincial MLS Committee, the Realtor Assistance Program

Bernie Weinbender is Regina Realtor of the Year The Association of Regina Realtors (ARR) says that every now and then, someone stands out for their ability to influence positive change through their dedication to the real estate industry, commitment to volunteerism and passion for mentorship and development. It says Bernie Weinbender “demonstrates these qualities and more” and was selected by a team of his peers to be named the 2017 ARR Realtor of the Year. A 32-year veteran in the industry, Weinbender began his real estate career as a broker/owner in Swift Current. During his time in the southwest region, he served as local board president and volunteered on virtually every board. In 2007 he became a broker with Century 21 Dome Realty in Regina. He served as a director for the ARR in 2013 and 2014.

All of this is crucial, but trust is often earned by giving it first. Trust them and they may trust you in return. Once you have it, trust can last a lifetime. And guess who they’ll contact every time they need real estate service? The big shot agent in town or someone they know and trust? “The best way to find out if you can trust somebody is to trust them.” – Ernest Hemingway Ross Wilson is a retired real estate broker. He has extensive experience as a brokerage owner, manager, trainer and mentor. 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, BREB, RAHB and OMDREB stores. Visit RealtyVoice.com. REM He has also served on committees with the Association of Saskatchewan Realtors and has played a large role in real estate education through his involvement with the Saskatchewan Real Estate Commission, says ARR.

Burnaby’s John Patricelli honoured for work with at-risk youth The Real Estate Board of Greater Vancouver (REBGV) recently honoured sales rep John Patricelli of Sutton Centre Realty in Burnaby with the 2017 Realtors Care Award for his dedication to helping at-risk youth. In 2016, Patricelli established the Camp Choice B.C. program that helps teach young people how to become leaders, achieve their goals and live positive lives. Each year the program gives approximately 50 at-risk youth from communities across B.C. the opportunity to just be kids for a week at camp and to gain confidence and learn leadership skills in a supportive environment. Patricelli also works with the Vancouver Police Department to speak regularly at local high schools and share his experiences about overcoming his challenging past. REM

REM MAY 2018 29

Why flexible working is the way forward The following is paid, promotional content. The way in which we think about offices, how we work, and how we improve productivity, has been changing. Demand for co-working space has been part of this transformation as businesses are waking up to the fact that shared office space creates and supports collaboration, openness, knowledge sharing, innovation, and the user experience. The rapid acceleration of technology has changed what’s possible. Put simply, it’s now increasingly easy for a person to plug in and work from anywhere. When it comes to personal productivity, Regus helps professionals to work how, where and when they require – empowering them to improve productivity through personal choice. Workers also have the option to use services flexibly at their disposal, for instance, instantly booking a fully equipped meeting room from anywhere between one hour or for a full day on a recurring basis. It’s not economically viable for businesses to restrict people within a certain location. Workers benefit most from being able to operate anywhere in the world, and with greater market proximity. Regus has so far created a global community of 2.5 million like-minded professionals, who benefit from local networks and knowledgesharing events. Workers can find, manage and book workspace instantly, with easy-to-use apps, supporting all their business needs. Regus can now offer businesses a base in more than 3,100 locations from cities, airports and service stations to

public buildings and railways, across 1,000 cities and towns in 110 different countries. An unparalleled network of office, co-working and meeting spaces in practically every city makes Regus the largest flexible workspace provider in the world. It’s an infrastructure to support every business opportunity, ideal for a modern, dynamic and mobile workforce. The Regus network enables businesses to operate anywhere, without the need for set-up costs or capital investment. It provides customers with immediate cost benefits and the

opportunity to fully outsource their office portfolio. It’s a network designed to enhance productivity and connect likeminded professionals: an instant worldwide community, and a place to belong. As part of their monthly fee, Regus provide access to business lounges, co-working and private office space. Customers can choose one of three subscription levels based on how many days of workspace they need, from a few days per month to unlimited usage. All membership levels provide access to the full benefits of their business centres, including professional reception staff who provide a warm welcome, as well as help with mailing, print-

ing, copies and other admin tasks. Regus creates personal, financial and strategic value for businesses of every size. From some of the most exciting companies and well-known organisations on the planet, to individuals and the next generation of industry leaders. All of them harness the power of flexible working to increase their productivity, efficiency, agility and market proximity. For example, an entrepreneur wants to focus on growing their business, not spending time and money on real estate leases. But they can’t compromise on those things that are expected of every professional business – best-in-class IT, secu-

rity, telecommunications capabilities. Even as a fledgling business they want to have a base where they can bring employees, potential customers and partners for meetings without letting down their brand. The benefits to larger businesses are also now increasingly recognised – and in fact many of the world’s most innovative business success stories have a dedicated flexible workspace strategy. Of course, large corporations have a requirement for a dedicated HQ, but by complementing this with a flexible workspace partner they can drive real benefits to their business. A business can move people into a new market quickly and take them out again when required. They can put their people close to their suppliers. They can do all of this without committing to long leases and expensive relocation costs. From an employee perspective, a wide-reaching remote network enables people to work with some of the world’s most well-known major corporations. It also sets individuals up for success, helping them

With a range of office formats, as well as growing mobile, virtual office, and workplace recovery businesses, Regus is the world’s largest provider of flexible workspaces. Customers include successful entrepreneurs, individuals and multibillion-dollar corporations. To find out more, visit regus.ca.

achieve personal development, progression and reward, with new opportunities continuously created. And, that’s not to mention the international career options opened up by an extensive choice of locations. Above all, the rise of coworking means employee wellbeing and personal satisfaction will increase, and in today’s battle for top talent that means a huge amount. Fewer hours spent commuting, greater independence and flexibility means more productive workers. In fact, employees are likely to become more creative – driving more innovations for your business. Having all of your people under one roof, having the same conversations with the same people day after day might be stifling the potential of them generating original ideas. Putting them into a collaborative space with likeminded businesses and people can help free up their thinking. Happy, more creative employees can only be good for business. Demand for flexible workspaces is now truly global. This is reflected in the fact that Regus opened centres for the first time last year in Angola, Azerbaijan, Georgia, Iceland, Iran, and Trinidad and Tobago. The workspace revolution is coming. One day soon flexible working will simply be known as working. Smart businesses are planning for it now.

30 REM MAY 2018

Welcome to RE/MAX, Jenna! Please join us in welcoming Jenna Swinwood and her team to RE/MAX Hallmark @SOZbg Group! Jenna brings with her 12 years of experience. She achieved her Broker’s license in 2008, and ﬁrst started her team in 2014. She happily moved to RE/MAX this year! Jenna made the decision to join RE/MAX because she knows that RE/MAX has always been a recognized and constantly expanding brand in real estate. With the introduction of RE/MAX Hallmark Realty Group to the Ottawa area, she has seen the diverse and strong leadership dominate the city. Hallmark’s unique approach to adaptation while staying ahead of the competition is what drew Jenna to the brand. Along with this, RE/MAX provides Jenna the opportunity to work alongside a number If you are interested in ownership opportunities with RE/MAX, the largest most productive real estate brand, contact Jennifer Dominey at 1.647.519.7735 to arrange your conﬁdential meeting, or visit remaxintegra.com.

of highly talented, respected and successful individuals. Jenna & Co Group Realty will operate under RE/MAX Hallmark Realty Group, a full-time, full-service brokerage of experienced real estate professionals and support staff with a passion for results. They pride themselves on unwavering loyalty and dedication to both their clients and their community. Jenna & Co. additionally own and operate Running Scared, a not-for-proﬁt charitable event in support of Diabetes Canada.

aron Millen is the new president of Nova Scotia Association of Realtors (NSAR). “I am excited to play a part in helping NSAR continue to be successful in advancing real estate in Nova Scotia, especially in 2018, the 60th anniversary of organized real estate in Nova Scotia,” he says. An associate broker with

Blinkhorn Real Estate in Pictou County, Millen has, during his 11year career, served on the Board of Directors of NSAR and sat on several committees including MLS, Education and Governance. Joining him on the board is Matthew Honsberger, president elect; Suzanne Gravelle, vice president; Anne Da Silva, past president; Josh Svec and Chris Peters,

Halifax Dartmouth regional directors; Mary Ann MacCormick representing the Cape Breton Region; Valerie Chugg representing the Highland Region; Tom Taggart representing Northern Nova Scotia Region; Donna Malone representing the South Shore Region; John Armstrong representing the Yarmouth Region; and Allen Chase representing the Annapolis Valley Region. ■ ■ ■

Approximately 450 Realtors and dignitaries gathered at the Vancouver Island Conference Centre recently to witness the installation of the Vancouver Island’s Board of Directors for 2018. Continued on page 32

Congratulations Jenna & Co. Group Realty on this decision! We cannot wait to see your continued and future success! RE/MAX Hallmark Jenna & Co. Group Realty is located at: 101-2255 Carling Ave, Ottawa, ON

remaxintegra.com Aaron Millen

Marv Beer

Jim Saunders The 2018 Board of Directors of the Vancouver Island Real Estate Board. Back row, from left: Ray Francis, Sandy Rantz, Lovina Miller, Marty Douglas, Kevin Reid, Erica Kavanaugh and Chris Quinn. Front row: Executive officer Bill Benoit, Kaye Broens, Don McClintock and Janice Stromar. (Photo: Artez Photography) Phil Moore

New Saint John Real Estate Board president Sherry Sheldrick, left, and former president Sheila Henry lead a group toast in honour of the board’s 60th anniversary.

Congratulations, Mustafa Zia! Please join us in congratulating Mustafa Zia from RE/MAX Real Estate Centre Inc. on once again earning the #1 spot on our Top 30 Under 30!

exceptional marketing, negotiation skills and 24/7 service to his clients, we know he has what it takes to be at the top.

Throughout Mustafa’s Real Estate career over the last nine years, he has achieved an abundance of prestigious awards. From being awarded the #1 spot in our Top 30 Under 30, to top 1% in Canada, being recognized in our Hall of Fame, gaining the Lifetime Achievement Award under the age of 30, and being part of the elite Diamond Club, Mustafa is only just getting started.

Amongst his many achievements, Mustafa also strongly believes in giving back to his community. An active and involved citizen, Mustafa helps out with the Food for Kids programs in local elementary schools.

At the start of his Real Estate career, Mustafa knew he needed to align with a highly reputable brand in order to get to the top of the industry. That is why he chose RE/MAX. With his If you are interested in ownership opportunities with RE/MAX, the largest most productive real estate brand, contact Jennifer Dominey at 1.647.519.7735 to arrange your conﬁdential meeting, or visit remaxintegra.com.

Congratulations Mustafa on your achievements to date! We know this is just the beginning of your continued and incredible success! Mustafa Zia is located at: RE/MAX Real Estate Centre Inc., Square One Shopping Centre, Mississauga, Ontario.

remaxintegra.com

From left: Doris Sensenberger, Home Horizon; Sonia Ladouceur, Shelter Now; Alison Fitzgerald, My Friend’s House; and SGBAR president Matthew Lidbetter.

Realtors in Saint John, N.B., raise a glass to toast the 60th anniversary of the Saint John Real Estate Board. From left: In Melville, Sask., Realtor Grace Houston; MLA Warren Kaeding; Realtors Dale Kerestesh, Len Wassill and Shelby Wilk; and ASR CEO Bill Madder.

32 REM MAY 2018

Boards & Associations... Continued from page 30

Janice Stromar, 2017 VIREB president, passed the gavel to incoming president Don McClintock from Re/Max of Duncan. Stromar takes on the role of past president this year, with Kaye Broens from Re/Max of Nanaimo serving as presidentelect. Returning to the board this year are Marty Douglas, Lovina Miller, Sandy Rantz and Kevin Reid. New directors are Chris Quinn of Re/Max Check Realty in Campbell River and Erica Kavanaugh from Royal LePage Parksville-Qualicum. During the AGM, departing board members Mark Clark and Erika Haley, along with past president Margo Hoffman, were recognized for their service to VIREB. ■ ■ ■

The Saint John Real Estate Board recently welcomed a new board president and celebrated its 60th anniversary. Sherry Sheldrick was acclaimed as president after serving on the board’s Director Team since 2013 as a director and as secretary-treasurer. She began the first year of her two-year term just in time to celebrate the board’s 60th anniversary at a gala reception following the Annual General Meeting. “Very few industries have been revolutionized by technology as much as this one – from our method of accessing our inventory, to our methods for contacting each other, to our methods for creating, signing and delivering contracts,” says Sheldrick. But she said some important things are still the same. “Our pas-

sion for this industry, our co-operation and our inter-dependence, in order to succeed, remains as strong as ever.” ■ ■ ■

Broker/owner Marv Beer of Royal LePage Access Real Estate in Salmon Arm, B.C. is the new president of the Okanagan Mainline Real Estate Board (OMREB), succeeding Tanis Read, who will continue as past president. “I’m excited to play a role alongside my fellow directors in OMREB’s delivery of strong advocacy, professional development and exciting new technology and tools, helping our members in their quest to deliver exceptional service to local real estate consumers,” says Beer. Beer has worked in Alberta and B.C. He has been licensed as a Realtor since 2004 and an OMREB member for six years. He is joined by vice president Michael Loewen, a Kelowna Realtor. Other members of the 2018/2019 OMREB Board of Directors are: Tina Cosman of Salmon Arm, Kim Heizmann and Joe Pearson of the Vernon area and Dean Desrosiers, Don Gagnon, Kent Jorgenson, Sheryl Lobsinger and Cliff Shillington of the Kelowna region. ■ ■ ■

Jim Saunders, an associate with Re/Max Real Estate Lethbridge, has been named the 15th chair of the Board of Governors of the Alberta Real Estate Foundation. Saunders was first appointed to the board in 2015 by the Alberta Real Estate Association (AREA). As a past president and long-term

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director of AREA, he has been watching the foundation evolve since its inception in 1992. “As a practicing Realtor, both my clients and I have benefitted from many of the resources made available to buyers, sellers and investors,” he says. “These resources were the direct results of AREF’s funding initiatives.” In 1983, the year he was first licensed, Saunders was awarded the Rookie of the Year by the Lethbridge Real Estate Board. Thirty-five years later, he has been recognized through membership of the Re/Max Platinum Club and the Re/Max Hall of Fame. He is a past president of the Lethbridge and District Association of Realtors and AREA and has also served with the Real Estate Council of Alberta and CREA. “With the rapidly changing landscape in Alberta – politically, technologically, economically and environmentally – we need to make sure we are focussed on making a difference where it matters most to Albertans,” Saunders says. “My previous board experiences have taught me the importance of not just maintaining the focus of the organization, but continually redefining the goals.”

Group - Seafair Realty; Leslie McDonnell, Re/Max Select Properties; Michael Mitsiadis, Royal Pacific Realty; Jennifer Quart, Re/Max Westcoast; and Deborah Spicer, Sutton Group West Coast Realty. The Southern Georgian Bay Association of Realtors recently hosted the Realtor Technology & Trades Show, where top real estate performers and industry experts presented their insights and expertise on a variety of technology related topics. The show was sold out with 66 exhibitors showcasing their products and services to an estimated 250 Realtors. Terry O’Reilly, author and CBC Radio host of Under the Influence, was on hand to share some of his advertising and marketing wisdom and to sign copies of his latest bestseller, This I Know: Marketing Lessons From Under the Influence. SGBAR president Matthew Lidbetter presented proceeds from the event, more than $10,300, to Home Horizon, Shelter Now, My Friend’s House and La Maison Rosewood Shelter, through the Every Realtor Campaign of the Ontario Realtors Care Foundation.

■ ■ ■

The Real Estate Board of Greater Vancouver (REBGV) has named Phil Moore as its 2018/2019 president. Moore has been a Realtor since 1989. He works at Re/Max Central in Burnaby and has served on REBGV’s Board of Directors during the last eight years. Before entering real estate, Moore was a Vancouver police officer. Supporting the president in 2018 will be president-elect Ashley Smith of Royal LePage Sussex – Klein Group and vicepresident Colette Gerber of Sutton Group – West Coast Realty. Other members of REBGV’s 2018-2019 Board of Directors: Jill Oudil, past president, Coldwell Banker Westburn Realty; Taylor Biggar, Re/Max Westcoast; Catherine Boivie; Barb Burrows, Macdonald Commercial Real Estate Services; Doug Dang, Amex Broadway West Realty; Lynn Dequanne, Re/Max Central; Logan Eskesen, Keller Williams Elite; Brian Friedrich; Bob Ingratta; Daniel John, Sutton

Recently local Realtors in three Saskatchewan communities had the opportunity to experience first-hand how the Association of Saskatchewan Realtors (ASR) Quality of Life Legacy initiative is helping their communities. The program awards grants to six community organizations from different regions of the province on an annual basis. In Melville, the $5,000 grant was given to Rail City Industries (RCI). Executive director Tricia Switzer, staff and clients opened their doors to local Realtors, ASR staff and Melville-Saltcoats MLA Warren Kaeding to show how the organization is making a difference in the lives of 47 clients and the whole community. RCI provides programs and supports for people with physical and intellectual disabilities, with a philosophy that every individual should have the opportunity to live with dignity, self-respect and individual freedom. In North Battleford, Realtors visited the new facilities at Battleford’s Trade & Education

■ ■ ■

Centre (BTEC). Executive director Mona Leece, staff and participants opened their doors to local Realtors, ASR staff and Battleford’s MLA Herb Cox. BTEC provides support services to individuals with disabilities and assists them in their pursuit of independence and quality of life. While BTEC offers a variety of programs for its participants, including a book store open to the public, participant fundraising initiatives and a new Community and Recreation Enrichment program, funding from the Quality of Life Grant went specifically to a massage chair, which will eventually be part of a complete sensory room. In Swift Current, Realtors saw the vision Southwest Youth Emergency Shelter (SwYES) has for a youth shelter. In 2017 a $5,000 grant went to help fund the pilot project Dorie’s House – a safe, secure shelter for homeless youth or those at-risk of being homeless. While Dorie’s House has closed its doors for the time-being, SwYES continues to work towards a permanent solution. Bill Madder, CEO of the ASR says, “It’s disappointing to see the doors closed on this facility, but we’re proud to be part of the community working together for what we hope is a positive future for Dorie’s House. It’s clear that the community sees the value in the programs offered here, and that a need exists.” ■ ■ ■

Fanshawe College has signed a partnership agreement with the London and St. Thomas Association of Realtors (LSTAR) that will focus on four key pillars to engage the region and raise awareness of the impacts real estate has on the economy, smart technology and consumer trends. The pillars are learning, technology, co-operative and internship placement and data analysis. Fanshawe will create and deliver training for members of LSTAR to enhance business and entrepreneurial best practices in areas such as human resources, financial planning, change management and communication. LSTAR members will take courses on topics such as digital marketing, financial planning, employment regulations, personal branding, professional communication and teamwork. REM

Congratulations, Carolyn Swinson Winner of the Canadian REALTORS Care® Award 2018 Proudly Presented by REM Carolyn Swinson of Toronto recently took home the Canadian REALTORS Care® Award 2018 in recognition of her outstanding volunteer work with MADD Canada. “In the wake of incredible loss, Carolyn has channeled her heartache into supporting other victims of impaired driving,” says Ralph Fyfe, Chair of the Canadian Real Estate Association’s REALTORS Care® Committee. “We are proud to shine a spotlight on her committed efforts to end impaired driving in Canada.” The Canadian Real Estate Association has donated $5,000 to MADD Canada in Carolyn’s honour.

Visit REALTORSCare.ca to learn more. Thanks to our 2018 award sponsor:

34 REM MAY 2018

THE PUBLISHERâ&#x20AC;&#x2122;S PAGE

By Heino Molls

MARKETPLACE

hink of any kind of work you could be doing. Construction, clerical, food service, anything. If you make mistakes in any business due to indifference to your job or a lackadaisical attitude, you could probably get by, maybe for a long time. Just putting in the hours, taking a lot of time off, especially Mondays. A lot of people do that. In a lot of jobs, when someone makes a glaring mistake it is covered up, the person is moved along and everybody forgets about it,

Success in real estate is simple except the people who were damaged by it. It is not uncommon for us to hear about someone who is breaking the rules of their job, who then demands that they speak to their labour representative before they respond to any suggestion of wrongdoing. There is always a department or â&#x20AC;&#x153;internal affairsâ&#x20AC;? looking into it. After many months and a slap on the wrist, the person is generally back at work. Real estate isnâ&#x20AC;&#x2122;t like that. It is a lot simpler. This is the only career that I know of where the spotlight goes full on if a blatant mistake is made. That mistake is put right out front in the shop window for all to see. Your reputation is everything in real estate. It cannot be covered up. It cannot be brushed aside. When it is damaged, it is done. In any other line of work there is a stipend. An hourly rate. You get a base salary and then a com-

mission or bonus on top. When you do any kind of work, you donâ&#x20AC;&#x2122;t put out anything. Your employer provides the car, the lunch room, the uniform or whatever tools you need to do your job. Itâ&#x20AC;&#x2122;s on them, not you. Real estate isnâ&#x20AC;&#x2122;t like that either. It is easier to understand. With only rare exceptions, this job is all commission. If you donâ&#x20AC;&#x2122;t make a sale, you donâ&#x20AC;&#x2122;t get paid. Itâ&#x20AC;&#x2122;s that simple. Tools? What are you talking about? You provide your own car. You must have a computer and good communication technology going in, you donâ&#x20AC;&#x2122;t get it on the job. You invest in yourself around here. So why go into this business? The answer is obvious. The rewards can be huge. First, going in you must have a genuine interest in people and helping them achieve their goals. It may be a building or a retail operation or

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even both. You could be an integral part of someone achieving their dreams in business. For about 90 per cent of those in the real estate business, that dream is helping people buy a house. You can be a part of creating this incredible dream. You can also be part of the transition of this dream to another level or another place. You can be a part of this family for generations. There are also financial rewards. They are important, but always remember they are secondary because without the first you cannot achieve the second. Donâ&#x20AC;&#x2122;t think for a moment that this is the kind of thing you can do and expect an hourly wage. You must put out in this business. You probably must go a long time, a real long time, before you make a dime. And you must sacrifice a lot in this business. Your evenings, your weekends, your energy and your

emotions. You have to show up every single day. There is no such thing in real estate as taking Monday off because youâ&#x20AC;&#x2122;re tired from the weekend. You can and you will be able to make a lot of money in this business but guard your integrity or you will fail. I implore you, do not sacrifice these two things: your family and your reputation. With good planning and preparation, you can achieve all your dreams without risking either one. You can do it and you can achieve success beyond your dreams. All you must do is work hard, every day. You will win a lot more than any hourly wage. Hard work is such an easy thing to say and yet it is the toughest thing to do in this business. It is as simple as that. Heino Molls is publisher of REM. heino@remonline.com REM

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