May 2019

Issue #359

May 2019

Andrew Mizzoni’s inspiring journey Page 20

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

Right At Home acquires Your Choice Realty offices Page 3

At 95, Daniel Gargarella is still selling Page 10

Saskatchewan associations vote to amalgamate Page 14

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REM MAY 2019 3

Right At Home acquires Your Choice Realty offices The acquisition gives Right At Home two new markets – Ottawa and Barrie – and adds up to 450 salespeople and brokers to the company’s roster.

By Danny Kucharsky

R

ight At Home Realty has expanded outside of the Greater Toronto Area for the first time with its acquisition of Your Choice Realty.

The acquisition gives Right At Home two new markets – Ottawa and Barrie – and adds up to 450 salespeople and brokers to the company’s roster. Right At Home now has more than 4,500 Realtors.

“It will bring us close to the 5,000 mark, which is rather exciting,” says Right At Home president John Lusink.

Your Choice Realty, which was founded in 2010 by Jan Wrobel, has about 450 salespeople.

“It’s a great fit,” Lusink says of Your Choice Realty. Both companies allow real estate agents to take 100 per cent of the commission on the sale of a home in exchange for a transaction charge and monthly fee.

“It’s easier when models are very similar. The Realtors aren’t going to undergo major change in their compensation.”

Right At Home agents pay $350 per transaction and a $99 monthly fee.

Your Choice Realty has Ontario offices in the GTA, Ottawa, Barrie, Cornwall and Huntsville. Right At Home will take over three offices – two in Ottawa and one in Barrie. It will not acquire the offices in Cornwall and Huntsville.

“They’re small and really outside of what our model and our company targets are,” Lusink says.

“Cornwall and Huntsville have a very small pool of agents and transactions so it’s not really a fit with our approach.”

Right At Home co-founder and chairman Ron Peddicord says the brokerage had been in discussions with Your Choice on and off

for three years.

Peddicord especially likes Right At Home’s expansion into Ottawa because “there’s no real 100-per-cent commission play in that market, the volumes are very stable and they’ve got a great core of producing agents.”

Founded in 2004, Right At Home has been the No. 1 real estate brokerage in the GTA for six consecutive years in terms of volume, and three years in terms of number of agents, says Peddicord. The brokerage celebrates its 15th anniversary this year with a number of birthdaystyle events planned at various branches.

Peddicord says Right At Home is looking for additional acquisitions in Ontario, and notes there are five to 10 brokerages in the province with a similar model and that are large enough that it would make sense to acquire.

iPro Realty acquires three Kingsway Real Estate offices

i

Pro Realty recently acquired more than 600 salespeople and three locations from Torontobased Kingsway Real Estate.

The acquisition makes iPro Realty the second largest real estate brokerage in Ontario, with more than 1,700 salespeople. It’s a sign that the industry is “moving towards mega-brokerages, which offer competitive rates and improved services to salespeople,” says iPro Realty co-founder and CEO Rui Alves.

“In 2010 when iPro became independent, the GTA had only four brokerages with 500+ agents and two brokerages with 1,000+ agents. By the end of 2018, that number has grown to over 15 bro-

kerages with 500+ agents and eight with 1,000+ agents,” he says.

For 23 years iPro Realty operated as a franchised brand before going independent in 2010. Alves and founding partner Fedele Colucci have “purposely avoided franchising and because of this, has achieved a crucial competitive edge,” the company says in a news release. All branches are corporately owned.

The company says that during the past decade, the top five national real estate brands in the GTA have lost 15 per cent of combined market share. It says that “most buyers and sellers are not focused on franchise brand loyalty, but more so on their relationship

Rui Alves

with their agent and will follow them if they switch brokerages. As a result, many agents are now making the move to independent brokerages, allowing them to save on large franchise fees (and in turn, invest in their own brand and clients).” REM

“Brokerages that have a similar model are a clear targeted acquisition for us,” he says, “but brokerages with a large volume period are an acquisition target as well.”

Some brokerages it obtains will become Right At Home branches but in other cases “they may be what I call quiet acquisitions,” with the brokerage assuming back office functions and retaining its current branding.

Although the current focus is on Ontario expansion, plans call for growth outside the province in 2021, Peddicord says.

Right At Home is building a proprietary internal technology platform that it would like to implement before it seeks to expand outside Ontario, Peddicord says.

Because of its commission model and the fact its locations are corporate and not franchise owned, “most or all off-the-shelf technology is not particularly well-suited for us,” Peddicord says.

The proprietary technology will increase efficiency in the brokerage, he says.

When Right At Home launched, the original business plan was to have 1,000 agents in five years. “I don’t think we ever envisioned that we would be looking at approaching 5,000 agents,” Peddicord says.

But “the initial adoption rate was explosive,” and Right At Home hit 600 agents in 18 months.

Peddicord says the company’s original business plan predicted that the availability of listings on the Internet would lead to lower commission rates and place pressure on the ability of traditional brokerages to take revenues from agents.

He says commission rates were in the five- or six-per-cent range when Right At Home debuted in 2004 and are now below four per cent.

Gross commission rates have fallen about a tenth of a point per year, which has made it possible

John Lusink

Ron Peddicord

for the brokerage to hire between 300 and 475 new agents every year for the last 15 years, he says.

“That downward pressure in commission rates forced agents to look for more efficient methods to do business and I think that really propelled our growth.”

Peddicord says the simplicity of Right At Home’s model “has probably been and continues to be our biggest selling point.” To try to make their models work, “so many brokerages have increased the complexity of their deal structure.”

Although costs have increased over the years, “the premise of the model from the day we started to where we are today is basically untouched.”

Peddicord says a few moves by Right At Home in particular have paid dividends. The brokerage has kept costs down by owning its own call centre with a staff of 25 to 30 people. In addition, it processes all deals out of one central location.

Last year, Right At Home Realty signed an agreement to send a direct listing feed to Zillow.

The brokerage has also partnered with ListGlobally, a move that exposes its listings to 62 countries.

“We believe exposure for a real estate agent is part of our responsibility as a brokerage. The more exposure that your listings have, the more likely it is that you will sell it,” Peddicord says. “If Zillow is willing, at no cost to us, no cost to an agent, to expose our listings to North America, fine.”

REM

4 REM MAY 2019

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

Group. “Now that we have a large team of 72 agents we will be focusing our energy on training and retention this year.”

The brokerage was established in 2001 and has three offices in Brantford and one in Paris, Ont. ■ ■ ■

edfin, which launched its Canadian property search website and first Canadian office in Toronto in February, has formed a strategic referral alliance with Re/Max. The alliance expands a long-standing relationship between Redfin and Re/Max in the U.S. In areas where Redfin does not have offices, Redfin refers customers to approved Partner Agents at other brokerages, including participating Re/Max agents.

When the customer closes on a home purchase or sale, Redfin receives a referral fee.

Redfin says it will only partner

with Re/Max in Canada.

As part of the agreement, Redfin says it is streamlining the onboarding process for Re/Max agents to join the Redfin Partner Program and reducing the referral fee for Re/Max Partner Agents in Canada from 30 per cent to 25 per cent of the commission. The exclusivity agreement is for two years to start, after which the companies will have the opportunity to extend.

Where both companies have agents, “the current spirit of competition will continue,” say the companies in a news release. “The

Independent Associate Realty Brantford in Brantford, Ont. recently joined Century 21 Professional Group. Ten salespeople and the two managers from Associate Realty have joined the C21 franchise.

“Since I became a broker, I have always believed that slow and steady is the way to build a strong brokerage,” says Sean Bryant, owner of Century Professional

La Centrale Immobilière Inc., an independent brokerage in Gatineau, Que., has joined forces with Royal LePage Vallée de l’Outaouais. Current owners Martin Chiasson and Karine Séguin will stay on as real estate brokers, passing the agency leadership to Richard Beaulieu, owner of Royal LePage Vallée de l’Outaouais, and his team.

La Centrale Immobilière brings 13 real estate brokers to join a sales force of more than 90 brokers, making Royal LePage Vallée de l’Outaouais the largest real estate brokerage in the region, the company says. The new brokers will

Sean Bryant

Richard Beaulieu

John Cooper

Stephan Villeneuve

Pablo Galvez

Simone Rousseau

Thomas Kala

Jennifer McIntosh

AJ Lamba

Barry Kindrat

R

agreement does not prevent either brokerage from serving clients anywhere.”

■ ■ ■

remain at the current office at 233 Maloney E. Blvd. in Gatineau, adding to Royal LePage Vallée de l’Outaouais’s six existing offices across the region.

■ ■ ■

Several Canadian salespeople recently joined cloud-based eXp Realty.

John Cooper and the John Cooper Group, based in Nanaimo, B.C., was named in the Top 100 Re/Max teams in Canada for 2016 and 2017 and won several production awards, including the Lifetime Achievement Award for earning more than $3 million in gross commissions. Cooper won the 2014 Vancouver Island Top 20 Under 40 Achievement award and is a past recipient of the Vancouver Island Real Estate Board’s Realtors Care award for community service.

In Calgary, the husband and wife team of Pablo Galvez and Continued on page 6

Joe Montaleone

Phil Soper, left, and Manny Andrade open the new Royal LePage Supreme office.

6 REM MAY 2019

Continued from page 4

Simone Rousseau earned both the Diamond Club award for earning more than $1 million in gross commissions and the Lifetime Achievement Award for earning more than $3 million in gross commissions at Re/Max. They sell between $30 million and $90 million of real estate annually, the company says.

Rousseau is a listing agent and Galvez works with buyers and builders, negotiates contracts and manages the business.

Thomas Kala of Pinnacle Luxury Homes in Victoria brings a competitive edge to eXp Realty, the company says. He is a former junior hockey player, general manager and coach with a financial analyst and commercial sales background.

Jennifer McIntosh in Calgary began her real estate career selling new homes for Brookfield Residential, where she earned the Avid Diamond Award, the top customer service ranking based on results received from builders across North America. She spent the last four years at a Re/Max brokerage, where she was named among the top 10 multiple times each year for earning more than $50,000 in monthly closing commissions, the company says.

■ ■ ■

Century 21 Legends recently opened its doors in Mississauga, Ont. The office is managed by broker/owner AJ Lamba. The office was formerly an independent brokerage.

Lamba says, “Our name, Legends, represents the type of agents that make up our team.

They are well-known in the neighbourhood, make an impact and have a positive effect our community; they are legends.”

He says his goal is to grow the

Cover photo: ELIJAH SHARK

business to 50 agents by 2020.

■ ■ ■

Barry Kindrat and Stephan Villeneuve recently opened Royal LePage Realty Team in Sudbury, Ont. with a starting roster of 14 sales reps. Kindrat, a 27-year veteran of the real estate industry, formerly operated Mincom Sudbury.

Villeneuve opened his own brokerage last year.

“Short term, our focus is on a successful launch for Royal LePage Realty Team and to quickly establish a market hold,” says Kindrat.

“For the long term, it is our premiere service that will spur our growth and provide our agents with personal satisfaction and much continued success.”

The brokerage operates in several niche markets including new construction, land development and residential resales. It services the communities of Greater Sudbury, Sturgeon Falls, MarkstayWarren, Wahnapitae, Coniston, Garson, Hanmer, Capreol, Val Caron, Val Therese, Espanola, Massey, Manitoulin Island, Alban, Chelmsford, Azilda, Onaping and Dowling.

■ ■ ■

Joe Montaleone and his 10person team have joined the Century 21 brand in Windsor, Ont. Montaleone has been in real estate for 29 years and has owned franchises with both Royal LePage and Re/Max. “Joe and his team have been well established in Windsor for nearly three decades. He has an incredible energy about him and that complements our revitalized Century 21 brand and I know the team will continue to represent us in Southwestern Ontario,” says Brian Rushton, EVP, Century 21 Canada.

■ ■ ■

After servicing the Toronto community from the Galleria Mall for the past 24 years, Royal LePage Supreme recently relocated to a new Stock Yards Village location.

Broker of record Manny Andrade leads the team of 63 real estate professionals and nine support staff. The new office has about 6,000 square feet of working space, with a mezzanine level for training purposes. The brokerage says it is now positioned to hire more salespeople.

Royal Lepage president and CEO Phil Soper joined Andrade and his team recently at the grand opening of the new office.

■ ■ ■

Peggy Hill and her team are joining Re/Max Hallmark Realty.

The Peggy Hill Team, based in Barrie, Ont., was the No. 1 Keller Williams team in Canada and No. 4 Keller Williams team in the world.

Hill is a veteran in the industry, with 16 years of sales and marketing experience. Her career in residential sales is focused in Barrie and the surrounding areas. Joining Hill at Re/Max Hallmark are 31 sales representatives and administration staff.

The team will work from a new office at 374 Huronia Rd. at the intersection with Big Bay Point Rd. in Barrie. Founded in 1980, Re/Max Hallmark and its group of companies have grown to more than 1,500 salespeople in 26 offices in Ontario.

Winnipeg Real Estate Board.

“Przybyl will continue to advocate for real estate licensing education in Kelowna. With pending revisions and the new industry rules in B.C., Przybyl is committed to ensuring that CREA and the BCREA play an integral role in equipping Realtors with the knowledge and tools needed to understand the changes and corresponding regulations,” the company says.

cal lines, all major appliances and more.

“This program has been very successful with our U.S. affiliates so we’re confident it will be popular in Canada as well,” says Shami Sandhu, president of Realty One Group of Western Canada. “This resale home warranty not only gives home buyers peace of mind; it also helps the home seller make their home more marketable so that everyone wins.”

■ ■ ■

■ ■ ■

Edmonton-based Realty One Group and Blanket Universal Home Warranty (BUHW) have partnered to offer the One Home Warranty program, issued by BUHW. The program provides homeowners with coverage against unexpected losses due to failures of electrical panels, heating/cooling systems, sump pumps, exterior underground water/sewer/electri-

Nadeau Realty of Kingston, Ont. recently joined the Aventure Realty Network. Broker/owner Pierre Nadeau has operated his independent brokerage for nine years, serving the markets of Kingston, Gananoque and Napanee.

Aventure has 55 independent member brokerages and nearly 3,000 sales professionals. REM

Peggy Hill

Shirley Przybyl

Shami Sandhu

Pierre Nadeau

■ ■ ■

Shirley Przybyl is the new managing broker of Century 21 Assurance in Kelowna, B.C. Przybyl served as managing broker for Century 21 Bachman & Associates in Winnipeg for the past 11 years. She has been a real estate professional for 26 years. Przybyl is a past president of The Manitoba Real Estate Association and of the

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REM is published 12 times a year. It is an independently owned and operated company and is not affiliated with any real estate association, board or company. REM is distributed across Canada by leading real estate boards and by direct delivery in selected areas. For subscription information, email distribution@remonline.com. Entire contents copyright 2019 REM. All rights reserved. Reproduction in whole or in part without written permission from the publisher is prohibited. The opinions expressed in REM are not necessarily those of the publisher.

REALTOR® and REALTORS® are trademarks controlled in Canada by The Canadian Real Estate Association (CREA) and identify licensed real estate practitioners who are members of CREA. MLS® and Multiple Listing Service® are trademarks owned by CREA and identify the services rendered by members of CREA. REM complies fully with the CREA’s Trademark Policy (section 5.3.2.6.1).

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Multiple Listings

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At 95, Daniel Gargarella is still selling

Armed with his briefcase and laptop, Gargarella continues to canvas homes daily for Royal LePage Elite Realty in Mississauga. By Don Procter briefcase and laptop, Gargarella continues to canvas homes daily for Royal LePage Elite. He says he started his routine when he was in his 20s, working as a sales agent for Peters & Wiles Real Estate, selling houses primarily around Toronto’s St. Clair Ave. West in what was then fledgling Little Italy.

I

Daniel Gargarella

n the late 1970s and early ’80s, fax machines hit the streets to mixed reviews in the real estate world. Some salespeople struggled with the technology, seeing it as something that would bring an end to important face-to-face transactions.

Others saw it as it a tool that would benefit the industry.

Daniel Gargarella is one of those Realtors. One of the top-selling salespeople in Etobicoke, Ont. for decades, Gargarella took to the fax and the dawn of the computer age in the 1980s.

“They (computers) saved us a lot of time running around,” he says, noting that TREB’s free computer courses helped him build a foundation for using the new tool to improve business. “I always kept an open mind.”

Still selling real estate, Gargarella, 95, might be the oldest Realtor in Canada. He operated Daniel Gargarella Real Estate from the 1960s to 2015 before shifting down a gear to hire on as an agent for Royal LePage Elite Realty in Mississauga. “My lease ran out and it was time,” he says about closing his brokerage when he was 90.

Today,

armed

with

his

It was a time when agents didn’t require a license, but while there was potential to make a good buck in the field, it was a struggle in the early days.

Making that important first sale was incentive to carry on. “The commission covered a month’s rent, food and clothing.”

He recalls many buyers in Little Italy telling him that they paid too much – often $35,000 to $38,000 for their homes. “I told them no, the future looks good. Some day you are going to make a lot of money on your homes and it turns out they are getting well over a million (dollars) today.”

Gargarella hasn’t always been in real estate. In the 1940s he spent a few years in the army before taking a job in administration with the Ontario Provincial Police. But the salary was low, forcing Gargarella to live on a shoe-string budget to cover his living costs. He rented a 2.5-room flat in Toronto for $60 a month with “the love of my life”, wife Evelyn and their first of three children.

logical move. The hard-working broker continued to knock on doors and he cultivated relationships with big developers in the then-young Etobicoke where new subdivisions were springing up. He quickly rose to become one of the top selling Realtors in Central Etobicoke.

But in 1980 tragedy struck when Evelyne died, leaving him to juggle a busy career and raise his family. It was a difficult time that got worse. One of his sons was disabled and had to be institutionalized. Two years later his oldest son was diagnosed with multiple sclerosis and confined to a wheelchair.

“I recall Daniel had breakfast with his son every morning until his passing in his late 40s,” says Vince Tersigni, long-time friend and broker of Royal LePage Elite.

In the ensuing years, Gargarella took on a number of committee posts with the Toronto Real Estate Board, including chairing the Professional Standards Committee. “I wanted to give back for what they had given to me all of those years.”

“One day I was told I could make more money in real estate so I took a job at Peter & Wiles for $50 a week (plus commissions).”

Tersigni, 69, met Gargarella when the younger man was starting out as an agent for a nearby brokerage in the 1970s.

“We mingled but he was the king of the neighbourhood. He had so many listings that if you wanted to sell something you practically had to go through Gargarella,” says Tersigni, adding that Gargarella was and still is quick to help young Realtors learn the ropes.

He went on to become a successful sales agent before choosing to open his own brokerage in Etobicoke. It was a

“Here at Royal LePage Elite they seek his advice all the time. He’s the old man with the answers.”

Daniel Gargarella and Vince Tersigni

Gargarella says making a living in real estate in the 1970s and ’80s was easier than now because there was less competition. Brokers limited the number of agents under their roof. Royal LePage’s biggest offices had 25 or fewer agents, adds Tersigni. Moreover, regulations didn’t allow for parttime agents and the commissions of six per cent on MLS and five per cent for exclusive listings were not discounted.

The two see change in the industry coming that is not all for the better. Many young salespeople have technology smarts but lack industry experience, they say. More Realtors work from their homes and vehicles. Put time in with

experienced Realtors, Gargarella advises, “because they can help you through rough spots.”

Tersigni agrees. While technology can speed up transactions on many levels, the lack of face time can go against a Realtor in the long run, he suggests, noting that the experience of meeting people can’t be underestimated.

Gargarella has other advice for young Realtors starting out.

“Your first sale will tell you whether you are going to like the industry or not but do the business not because you think it is a good way to make a buck.

Build yourself a solid reputation and you will be proud of your achievements.” REM

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! with a winning plan once you get one. There’s no point in wasting your time or mine if you have the attention span of a ferret drinking Starbucks, the self-control of Donald Trump, and the self-discipline of a puppy. Warren Buffet has not changed his investment selection system one iota in at least 20 years. Disney has gone through two CEO’s since Walt. Their system for successful storytelling has never changed or wavered. FROZEN was built on exactly the same premise and template as was Snow White. ADHERENCE TO SYSTEM makes you crazy-rich. Flitting about has you starting over, over and over and over again. g Okay, so, do you think you would value and could stick with a complete and ‘no stone unturned’, proven, up-to-date but not fad-ish, extremely productive system if you got one? If so, investigate, explore, learn. Request a FREE Coaching Consultation at: www.MoreMillionaireAgents.com during which we’ll share with you how to get crazy rich selling real estate even in the current market.

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Wednesday, May 29, 2019 & Thursday, May 30, 2019

Toronto Congress Centre

INNOVATION & THE NEXT 100 YEARS OF REAL ESTATE SYMPOSIUM Thursday, May 30, 2019 from 8:45 a.m. to 12:00 p.m., Hall B FEATURING TWO STIMULATING PRESENTATIONS: HOUSING AS A PRODUCT

KEYNOTE ADDRESS

GEORGE CARRAS Founder & CEO, R-Labs

STEFAN SWANEPOEL Chairman & CEO, T3 Sixty

AND THREE CUTTING-EDGE PANELS: THE FUTURE OF BROKERAGES

THE FUTURE OF MLS® SYSTEMS

THE FUTURE OF ASSOCIATIONS

SHERRY CHRIS President & CEO Better Homes and Gardens Real Estate LLC Moderator

DAVID CHARRON President MRIS Investors, Inc. Moderator

ROB HAHN Managing Partner 7DS Associates Moderator

LEARN. ENGAGE. NETWORK. GROW. REALTORQUEST.CA

#REALTORQUEST

Wednesday, May 29, 2019 & Thursday, May 30, 2019

Toronto Congress Centre

INNOVATION & THE NEXT 100 YEARS OF REAL ESTATE SYMPOSIUM Thursday, May 30, 2019 from 8:45 a.m. to 12:00 p.m., Hall B 8:45 a.m. to 8:50 a.m.

OPENING REMARKS

8:50 a.m. to 9:20 a.m.

HOUSING AS A PRODUCT

GURCHARAN (GARRY) BHAURA, President, Toronto Real Estate Board

GEORGE CARRAS, Founder & CEO, R-Labs

THE FUTURE OF BROKERAGES 9:20 a.m. to 10:00 a.m.

MODERATOR: SHERRY CHRIS, President & CEO, Better Homes and Gardens Real Estate LLC TAMI BONNELL, CEO, EXIT Realty Corp. International ANDY PUTHON, President, Coldwell Banker Canada WALTER J. SCHNEIDER, President & Co-Founder, RE/MAX Europe and RE/MAX INTEGRA Group of Companies TODD SHYIAK, Vice President, Operations, Century 21 Canada Limited Partnership

THE FUTURE OF MLS® SYSTEMS 10:00 a.m. to 10:40 a.m.

MODERATOR: DAVID CHARRON, President, MRIS Investors, Inc. ART CARTER, CEO, California Regional MLS JOHN DIMICHELE, CEO, Toronto Real Estate Board DENEE (HOFER) EVANS, CEO, Council of MLS REBECCA JENSEN, President & CEO, MRED JOHN MOSEY, President & CEO, NorthstarMLS

THE FUTURE OF ASSOCIATIONS 10:40 a.m. to 11:20 a.m.

MODERATOR: ROB HAHN, Managing Partner, 7DS Associates ERIC CHARBONNEAU, CEO, Greater Montreal Real Estate Board BILL MADDER, CEO, Association of Saskatchewan REALTORS® JANICE MYERS, CEO, Ottawa Real Estate Board BRAD SCOTT, CEO, Real Estate Board of Greater Vancouver ALAN TENNANT, CEO, Calgary Real Estate Board

11:20 a.m. to 12:00 p.m.

KEYNOTE ADDRESS STEFAN SWANEPOEL, Chairman & CEO, T3 Sixty

LEARN. ENGAGE. NETWORK. GROW. REALTORQUEST.CA

#REALTORQUEST

14 REM MAY 2019

Saskatchewan real estate associations vote to amalgamate

By Mario Toneguzzi

A

new era for real estate is coming to Saskatchewan in 2020. Realtors across the province have voted overwhelmingly in favour of forming a single association for the industry.

The decision brings together members of the Association of Saskatchewan Realtors (ASR), Association of Regina Realtors (ARR) and Saskatoon Region Association of Realtors (SRAR).

The new entity will be called Saskatchewan Realtors Association and will come into effect on Jan. 1, 2020.

A previous vote for amalgamation in December 2017 did not get the required two-thirds majority vote.

“At that time, members told us they were in favour of one association but you don’t have a good enough plan,” says Dave Markus, co-chair of the provincial reorganization working group and also the president of ARR. “So, we

went forward and we built the best plan we possibly could. We hired some external experts and consultants and we worked our way through building the best plan we could.”

Markus says the plan will lower membership fees. In addition, “It eliminates redundancies. It’s going to give us a more credible and influential association. This was not a staff-cutting measure. Our commitment is to give our members equal or greater service than they had before. We will be taken more seriously as a larger association when it comes to things like lobbying.” He says the new association will create “economies of scale with 1,600 members with buying power.”

In the successful vote, Saskatoon had 96.6 per cent approval, the ASR had 81.4 per cent approval and Regina had 72 per cent approval.

The new association will have

two physical offices, in Regina and Saskatoon. They will take over the space where the current associations have their offices.

Now the business of putting together the new association will unfold as it gears for its launch at the beginning of the new year.

“We have a 12-Realtor working group that built this plan and brought it to the members and now those 12 Realtors are going to become the transition committee and for the next nine months they will be building out all the details to get us to where we need to be on Jan.1,” says Markus.

While there will be one single provincial association, the Realtors Association of Lloydminster and District will not participate in the amalgamation, due to its dual-provinciality in Alberta and Saskatchewan.

Markus says the group sought the assistance of external consultant MNP LLP and legal advisor

Miller Thomson LLP. It engaged members from the onset through surveys, interviews, meetings and informal discussions.

“It’s a win-win-win solution, where associations will no longer be duplicating work, members will see increased services for fewer dollars and home buyer and sellers will benefit from consistent practices throughout the province,” says Steven Bobiash, past-president of SRAR and working group co-chair.

Bobiash adds, “Things just keep getting more expensive. This gave us the opportunity to come together to try and save some money for our members, to shield them from inflationary pressures for a few years and to basically have the focus of where we’re spending our money on member services and to cut hopefully a whole bunch of overhead out. It was a good business decision.

“But as well, real estate is

Steven Bobiash

Dave Markus

always evolving. Saskatchewan has had a long tradition of working together.” He says he wonders if that’s because “many of us grew up in small communities where you learned at a very young age to work together to achieve goals.

Maybe that’s just part of our heritage or the development of our province that people grew up REM learning that.”

Offer negotiation: The huddle

By Ross Wilson

I

n this third of the series on offer negotiation (see REMonline for the first two installments), let’s get into the strategy behind the technique that worked so well for me during my career.

You’re still gathered around the table. You could ask the buyer’s agent to leave the room so you can have some privacy with your client.

Sadly, this has been my experience when representing a buyer client.

However, permitting them to remain a little longer will provide the opportunity to question them.

Before counselling your seller, it’s prudent to know, for example, if the buyer is pre-approved for the

mortgage, if the closing date is set in stone, if the deposit can be increased or even if the buyer is prepared to negotiate. Ask if this is their client’s final offer; their verbal and/or non-verbal response can reveal much. They may prevaricate or say it’s a starting point. In either case, this typically means the buyer is open to a counter.

If the offer is conditional upon the sale of the buyer’s home, it’s critical to know the terms of that listing or if it’s even listed. If so, how long has it been actively available? Is it priced correctly? If not, their offer may not be worth the paper upon which it’s written. So, determine viability of any conditions.

Having the buyer agent present also gives you the chance to get some personal background on the buyer. Get a feel for them through “small talk” with their representative. How long have they been searching for a home? Do they have children? How suitable is the home?

How excited are they? It’s critical, though, to avoid this being perceived as an interrogation. To avoid alarming them, casually sprinkle the questions throughout the meeting. With such information, you’re better equipped to sense the degree of buyer motivation.

Many agents talk too much.

And they may not consciously realize that you’re not engaging in purely social drivel. If properly asked, subtle probing questions can provide answers that could prove pertinent to the negotiations and help you better advise your seller. Finally, so you can consult confidentially with your clients, ask the buyer’s agent to leave the room and retain at least one copy of the offer.

If you’re representing a buyer, I caution you to be selective about the information you share; don’t gab too much. Keep your cards close. You don’t want the listing agent to know, for example, that

your clients are really excited.

Delicately convey a subtle message that they’re interested in buying the property. But unless your buyer finds the terms acceptable, they’re prepared to continue their search. They may even have another home already in mind.

It’s all about position. Whoever appears the most anxious will lose the high ground and end up capitulating to the demands of the apparently less so.

After the buyer agent has left the room, begin your private consultation by briefly summarizing the offer. It’s important for the seller to understand and address the less significant terms before tackling what is usually the most contentious issue, the price. As you progress quickly through the clauses, once again beginning with the least important, ask your sellers if each is clear and acceptable.

If an objection arises, make a note of it and say you’ll return to it

later. Objections aren’t always genuine, but simply veiled attempts to slow things down.

They may need time to think before making a decision. And their ostensible objections may vanish into thin air. Then ask for their feelings.

In the fourth installment, of this series, I’ll continue to address this most critical of real estate services, and the one that most directly leads to commission generation.

Ross Wilson is a retired real estate broker with extensive experience as a brokerage owner, manager, trainer and mentor over a highly successful 44year career. His book, The Happy Agent – Finding Harmony with a Thriving Realty Career and an Enriched Personal Life is available where print and e-books are sold, including the TREB, MREB, RAHB and OMDREB stores. For more details, visit Realty-Voice.com.

REM

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16 REM MAY 2019

L.A.-based The Agency comes to B.C. The firm wasn’t planning to expand to Canada for three years, but Vancouver Island agents Jason Binab and Brian Danyliw convinced the company that they were the right people to bring the concept here.

By Danny Kucharsky

V

ancouver Island agents Jason Binab and Brian Danyliw were looking to branch out on their own and find a brokerage that says it does residential real estate differently.

“I just wanted to be part of something bigger than just being a Realtor at a different company,” Binab says. “Brian and I had similar frustrations.”

The solution came to them in the form of The Agency, say Binab and Danyliw, who both worked previously at Engel & Völkers.

“The nice thing about The Agency is it’s not dog-eat-dog. It’s a collaboration-based company,” Binab says.

Launched in 2011 by Mauricio Umansky and Billy Rose, The Agency bills itself as shunning the traditional brokerage model and says its agents share knowledge, contacts and expertise. Based in Beverly Hills, Calif., The Agency has offices throughout the U.S., Mexico and the Caribbean.

Binab and Danyliw cold-called Umansky to discuss the possibility of The Agency expanding into Canada.

“They didn’t plan to come to Canada for another three years,” Binab says. “But they invest in people not in timeline, so he said, ‘If you guys are the right guys we’ll do it.’” A few conference calls fol-

lowed and Binab and Danyliw went to L.A. to meet with the brokerage’s principals.

The meetings were a success.

The managing partners obtained The Agency master franchise for B.C. and opened a Nanaimo office last September and a Victoria office in February.

Binab, who has 13 years of real estate experience, has sold close to $800 million worth of real estate and has won a number of top agent awards. He has appeared on the real estate show Design District and on the Netflix real estate program What’s For Sale With a View. He also created the YouTube series Rides with a Realtor that combines exotic cars and luxury real estate.

Danyliw has more than 20 years of real estate experience and has owned construction and adventure tourism businesses. Also a top producer, Danyliw has closed more than $140 million during his real estate career. In 2015, he recorded the highest sale price in Tofino on Vancouver Island – $3.612 million for a 10,000-squarefoot house on the beach – a record that still stands.

Other brokerages “are definitely not built out of collaboration,” Binab says. “It is an eat what you kill mentality and that’s not the case at The Agency. That’s what we wanted to be part of – some-

thing that wasn’t just what’s mine is mine and what’s yours is yours.”

The partners say The Agency has a “no assholes rule” when it comes to colleagues – which resonated with them because they were tired of working for such people.

They say if two agents at The Agency are up for a listing, they’ll co-list, which is not the usual practice in residential real estate. In fact, Danyliw says the first deal he and Binab did at The Agency involved the co-listing of an island.

The brokerage has a full-service creative department, The Agency Creates, that produces marketing and public relations material for agents. The Agency Creates provides brand consistency and a number of options for everything from brochures to door knockers, Danyliw says.

“It’s all done for you, so that agents can focus on listings and selling homes,” he says. “It’s a tech-savvy, social-media-driven company.”

The Agency is certainly not a discount brand, Danyliw says, “but it’s relative to what you get.

Compared with other brokerages, the difference is, “Yeah you’re going to pay a bit more but you’re getting a whole team of creative behind you and some of the best technology I’ve seen

Brian Danyliw

Jason Binab

in the business.”

To increase awareness of The Agency, Binab, Danyliw and agents at their two offices are paying into a marketing fund dedicated to brand advertising, currently in the form of a billboard campaign on Vancouver Island. There is also a heavy online presence that includes social media and traditional advertising in magazines and radio.

Binab and Danyliw say The Agency is not price-point driven and has no minimum listing prices but tends to get many higher-end homes among its listings because it provides a high level of service.

The two are planning to sell sub-franchises in Vancouver, Kelowna and Whistler and hope to have one or two new offices there by early next year. Many Realtors from those locales have been call-

ing The Agency in L.A. to inquire about buying the rights to those cities, Binab says.

Vancouver should have at least two franchises and Binab says he has heard from large brokerages that are thinking of switching their brands over to The Agency.

A soft recruiting campaign is underway but The Agency will hold a grand opening launch on May 9 in Victoria.

The two expect to significantly increase their agent count as a result. As of late March, the Victoria office had 11 agents and the Nanaimo office had four.

However, The Agency does not have a “bums in seats mentality where you get 100 agents,” Binab says. At its maximum, the Victoria office may have 50 agents in a few years.

Binab says agents who work for The Agency are more involved in their firms than those he’s seen at other brokerages where he has worked. CEO and founder Umansky is a top agent in L.A., but “he still works longer than anyone else,” Binab says, and “everybody else feeds off of that.”

For example, turnout was high and agents were engaged at a meeting of The Agency he sat in on in L.A., compared with meetings at other brokerages he worked at that were boring and had poor turnouts.

“It’s definitely up to (agents) to hustle and work hard but the brand does bring a certain clout and appeal that makes people want to work with them,” Binab REM says.

FINTRAC partners with RECBC to combat money laundering

T

he Financial Transactions and Reports Analysis Centre of Canada (FINTRAC) and the Real Estate Council of B.C. (RECBC) are teaming up to fight money laundering.

RECBC, the provincial real estate regulator, has signed a memorandum of understanding with FINTRAC to co-operate and share information to facilitate

anti-money laundering enforcement activities in British Columbia’s real estate sector.

This new partnership will make RECBC a more active participant in initiatives to identify and deter money laundering and terrorist financing, the organizations say. The regulator says it will participate in strengthening the compliance of B.C. real estate brokerages, to increase reporting of

suspicious transactions and reduce the risk of criminal activity in B.C.’s real estate market.

“RECBC is proud to become the first real estate regulator in Canada to partner with FINTRAC,” says RECBC chair Elain Duvall. “By working together we can play an important role in the efforts to stop money laundering and terrorist financing, helping to ensure that British

Columbians can have confidence in the real estate services they receive.”

The two organizations will share information pursuant to the Real Estate Services Act enforced

by RECBC as well as compliance information pursuant to the Proceeds of Crime (Money Laundering) and Terrorist Financing Act enforced by FINTRAC. REM

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20 REM MAY 2019

Andrew Mizzoni’s inspiring journey

Andrew Mizzoni survived a rare childhood cancer and went on to become one of Ontario’s youngest real estate salespeople. At 27, he’s a top producer, author and philanthropist. By Susan Doran

P

ausing on the stairs at age nine one morning to let his mother take a look at a bump that had appeared under his left eye, Andrew Mizzoni had no idea that he was about to cross over into a different life.

Mizzoni, now a top-producing sales rep with Homelife Metropark Realty in Vaughan, Ont., recalls his mother saying, “Stop right there.”

When he did, his mother didn’t like what she saw. Neither did the doctors he was subsequently taken to by his parents. Eventually Mizzoni was diagnosed with rhabdomyosarcoma, a rare and fast-growing cancer.

“I’m referred to as the poster child for this type of cancer,” he says. Despite undergoing extensive chemotherapy and radiation, Mizzoni eventually had to have surgery, removing his left eyeball and eyelid.

Surprisingly, he feels that the timing was fortunate. In his experience, children don’t pay attention to statistics, while adults, having greater knowledge, tend to be more aware and frightened in situations like that in which he found himself.

“The doctors told me they would make it better and I trusted them,” Mizzoni says. “I just wanted to get back to playing sports.”

His positive attitude paid off.

“Bloom where you are planted” is one of his favourite expressions, and that’s for the most part what he went on to do. Not long after surgery he was back playing basketball and stopping pucks as a one-eyed hockey goalie at a relatively high skill level, having previously been on rep teams in both these sports, even while being treated for cancer.

It was a challenge, but he

learned how to compensate for his altered vision. Sports have always been a passion and motivator for him, he says.

Now 27, married, and cancerfree for many years, Mizzoni is by no means a typical millennial.

Over the years he has received media attention and various honours for his charity work. His foundation – the Andrew Mizzoni Cancer Research Fund, founded in 2002 – has to date raised close to $500,000 to support pediatric cancer research at Toronto’s Hospital for Sick Children, with the help of Mizzoni’s annual charity golf tournament.

Before he was even out of his teens he had his real estate license, one of the youngest in the province to do so. In more recent years he obtained his broker’s license as well, and a general business diploma.

A successful real estate entrepreneur – as was his great great uncle James Mizzoni, president of the Toronto Real Estate Board (TREB) in 1976 – he’s an experienced investor and is working on building a new team, the Mizzoni Real Estate – Home Selling Team.

“My career is going well so far. I am financially free,” he says. “Success in real estate is all about building relationships...

There’s a picture of me in bed with no hair when I had cancer.

I look at it and get inspired. My message to other Realtors is to find something bigger than yourself that can drive you, helping others.”

Mizzoni, a Christian, has written a book distributed through Christian printon-demand publisher Word Alive Press, titled, Survivor: Overcoming Childhood Cancer through Faith, Family, and Sports.

An excerpt reads: My new oncologist...calls my parents out of the waiting room to speak with them privately.

“We’ll only be a few minutes,” the doctor tells me.

I sit alone, returning to my video game while wondering, in the calmest of ways, what they could be discussing. Ten long minutes later they all return. My parents seem more emotional than they were.

The doctor then begins to speak.

The next sequence of words out of his mouth will change the course of my life forever.

Promotional materials for the book include endorsements by the CEO of the Children’s Wish Foundation of Canada (“An inspiring, moving and courageous account that provides hope to others on their journey”), and Rick Hansen of Man in Motion fame (“I am sure all those who read about your journey will be inspired”).

After beating cancer as a child, Mizzoni feels there’s nothing he can’t achieve. He hopes his story will inspire others going through traumas of their own. He had some dark and rebellious years in his teens (“filled with anger, crime and drugs,” says a synopsis of his book) before turning things around with the help of a caring guidance counselor.

“It was hard to adapt to looking different,” says Mizzoni, who has to have both his prosthetic eyeball (painted by an artist, as it turns out) and the silicone skin around it replaced every few years.

He wore an eye patch through much of high school and had to endure the resulting jokes about pirates. He also wore a glass eye early on. His father had to glue it in the socket for him and once it fell

Andrew Mizzoni (Photo: Elijah Shark)

out during basketball practice.

He believes that everything that happened to him had a purpose, and that his goal now is to inspire others with his positive energy.

“I want to provide hope to parents and children going through similar situations that they can get past this and have a normal life, that this is just a stop on the journey,” he says.

His story has shaped him both personally and professionally.

“It comes up a lot while sitting

with clients,” he says. “Everyone has been touched by cancer in some way. So, it actually creates nice moments with clients and gives me a drive to excel and to inspire others.”

Mizzoni’s other insights?

As agents “you don’t have to re-invent the wheel. Follow tried and true methods. Listen to clients. Try to help them, not force them into things they don’t need. Continue to grow with podcasts and seminars,” he says.

And, “Don’t be afraid to share your story.” REM

Megan Bell • David Blishen • Nikola Bucalo • Marina Carl Susanita De Diego • Katherine Elsinga • Deb Honch Connie Huibers • Laura Knack • Dean Lapointe • Wendy Liddle • Paul Martin • Michele McGuire • Nathan Morrissette Lindsay Olver • Brett Parker • Charlene Randle-Clayton Sherri Singler • Tom Taggart • Megan Bell • David Blishen Nikola Bucalo • Marina Carl • Susanita De Diego • Katherine Elsinga • Deb Honch • Connie Huibers • Laura Knack • Dean Lapointe • Wendy Liddle • Paul Martin • Michele McGuire Nathan Morrissette • Lindsay Olver • Brett Parker • Charlene Randle-Clayton • Sherri Singler • Tom Taggart • Megan Bell David Blishen • Nikola Bucalo • Marina Carl • Susanita De Diego • Katherine Elsinga • Deb Honch • Connie Huibers Laura Knack • Dean Lapointe • Wendy Liddle • Paul Martin Michele McGuire • Nathan Morrissette • Lindsay Olver Brett Coldwell Parker • Charlene BankerRandle-Clayton • Sherri Singler Tom Taggart • Megan Bell • David Blishen • Nikola salutes the dedicated Bucaloindustry Marina Carl • Susanita De Diego • Katherine Elsinga volunteers Deb Honch • Connie Huibers • Laura Knack in our network.

Dean Lapointe • Wendy Liddle • Paul Martin • Michele McGuire Nathan Morrissette • Lindsay Olver Brett Parker • Charlene Randle-Clayton • Sherri Singler Tom Taggart • Megan Bell David Blishen • Nikola Bucalo • Marina Carl • Susanita De Diego • Katherine Elsinga • Deb Honch • Connie Huibers Laura Knack • Dean Lapointe • Wendy Liddle • Paul Martin Michele McGuire • Nathan Morrissette • Lindsay Olver Brett Parker • Charlene Randle-Clayton • Sherri Singler Tom Taggart • Megan Bell • David Blishen • Nikola Bucalo Marina Carl • Susanita De Diego • Katherine Elsinga Deb Honch • Connie Huibers • Laura Knack • Dean Lapointe Wendy Liddle • Paul Martin • Michele McGuire • Nathan Morrissette • Lindsay Olver • Brett Parker • Charlene Randle-Clayton • Sherri Singler • Tom Taggart • Megan Bell David Blishen • Nikola Bucalo • Marina Carl • Susanita De Diego • Katherine Elsinga • Deb Honch • Connie Huibers Laura Knack • Dean Lapointe • Wendy Liddle • Paul Martin Michele McGuire • Nathan Morrissette • Lindsay Olver Sean Morrison Brett Parker • Charlene Randle-Clayton • Sherri Singler Coldwell Banker Momentum Realty Tom Taggart • Megan Bell • David Blishen • Nikola Bucalo President Elect, OREA Marina Carl • Susanita De Diego • Katherine Elsinga • Deb Honch • Connie Huibers

INSPIRE. EMPOWER. TRANSFORM.

In Canada’s changing real estate landscape, many industry professionals devote their time and effort to roles in organized real estate. Coldwell Banker salutes the dedicated volunteers in our network for your commitment to help effect change.

Thank you for your leadership.

We honour Jill Oudil, CREA Director-at-Large and these Presidents, Past Presidents and Vice Presidents of local real estate organizations, as well as the many others across Canada who help to elevate the professionalism of our industry.

Tania Artenosi | Geoff Halford Coldwell Banker The Real Estate Centre Chris Dudeck Coldwell Banker Preferred Real Estate Jennifer Gilbert Coldwell Banker City Side Realty Rob Longo Coldwell Banker Southwest Realty Tina Mak | Jill Oudil Coldwell Banker Westburn Realty Stephen Oliver Coldwell Banker Momentum Realty Tanis Read Coldwell Banker Horizon Realty Earl Taylor Coldwell Banker at Success Realty Heather Ward Coldwell Banker All Points – Festival City Michelle Ziniuk Coldwell Banker Ronan Realty

Join the blue.

Coldwellbanker.ca/careers

©2019 Coldwell Banker LLC. All Rights Reserved. Each Office is Independently Owned and Operated. Coldwell Banker, the Coldwell Banker logo, Coldwell Banker Global Luxury and the Coldwell Banker Global Luxury logo are registered service marks owned by Coldwell Banker LLC. Each sales representative and broker is responsible for complying with any consumer disclosure laws or regulations.

22 REM MAY 2019

Property sale to benefit foundation A

prime 3.5-acre development site is for sale in the Guildford area of Surrey B.C. with proceeds targeted to support the Fraser Valley Realtors Charitable Foundation.

The story of the property dates back to 1969 when five Realtors – Rod Archer, Arnold Jeffs, Ian Macnaughton, Reg Titus and John Woodward – privately purchased the land, calling it “the Back 40”.

They owned it for a number of years but years ago sold it to the Fraser Valley Real Estate Board (FVREB) at cost, requesting that it be used to benefit people in Surrey and the Fraser Valley.

In 2016, FVREB members voted to sell the Back 40 and use the proceeds to fund a new charitable foundation, the Fraser Valley Realtors Charitable Foundation.

The proceeds of this sale will allow the foundation to support organizations and people in need in North Delta, Surrey, White Rock, the Langleys, Abbotsford and Mission in perpetuity.

Woodward originally found the property and he was president of the real estate board when the acquisition was made.

“I was driving down 104th Avenue down in Surrey heading towards the new freeway and I spotted a little homemade for sale sign on a stump on the left hand side of the road as I was heading up. So, I took the number down and gave the lady in Vancouver who owned the property a call. I fully disclosed who I was and said that we were interested. We negotiated a purchase with her,” says Woodward.

The vacant and sought-after land, at 10515 155 St. in Surrey, is described as having excellent development potential and exceptional access to shopping, recreation, parks and transit.

“This is a passion of mine,” says Woodward. “Over the years, I have been pushing for a gift of this property. We never anticipated at the time that we acquired it that it would ever have any substantive value. But it’s increased enor-

mously. It’s probably worth $4 or $5 million.”

He says the property was originally purchased for about $39,000.

Based on the permitted density in the RM-30 zone, this site could be developed with an 88-unit townhouse development with a gross building area of 172,782 square feet. An average size of 1,963 square feet per townhouse is anticipated, says the brochure.

“The property is irregular in shape, totaling 3.588 acres with approximately 940 feet of frontage along 155 Street.”

The property is currently zoned RF, Single-Family Residential.

Macnaughton said the vision was to sell the land and set up an ongoing charitable foundation where the capital can be preserved. Whatever income it makes can be contributed to the community. “The whole thing from the beginning was making a contribution to the board and now the board is making a contribution beyond,” he says.

Charles Wiebe, chair of the charitable foundation that was formed about two years ago, says money from the sale will go into a trust account, which will earn interest that will go to various charities in the Fraser Valley area in the name of Realtors.

“The foundation will be made up of people within the FVREB area and we’ll be focusing on charities within (the area), which goes from White Rock right through to Abbotsford and Mission. They’ll be looking at requests from various organizations to see how they can best

By Mario Toneguzzi

help based on the funds that are available to us within the foundation on a yearly basis,” says Wiebe.

The listing says Surrey is one of the fastest growing communities in B.C. and Guildford is one of its most established, sought-after neighbourhoods. In 2016, the population of Guildford was 60,745.

The property is being offered for sale through a confidential bidding process. All offers to purchase can be submitted no later than 4 p.m. on April 30. For supporting materials and/or to submit offers, contact: Darcie Rosenberg, Executive Assistant, 604-930-7604 or darcie@fvreb.bc.ca, or write c/o Fraser Valley Real Estate Board, 15463 104 Ave., Surrey, B.C. REM V3R 1N9 Originally purchased for $39,000, the Fraser Valley property is now worth millions.

24 REM MAY 2019

Proptech to make landlording simple

By Sohini Bhattacharya

A

fter meeting hundreds of companies over the past two years, Campbell Courteau and his team of tech experts discovered that most property management firms were automating only 30 per cent of their operations, leaving 70 per cent of the work to be done manually.

“We’re flipping that on its head,” says Courteau, who is vice president of sales at Yuhu, a freshly minted proptech startup that’s promising “to make landlording simple.”

Courteau says that when it comes to accounting, most landlords and property management companies have adopted some form of automation, but a bulk of the functions on the operational end, such as leasing, maintenance and inspection of properties, or tenant experience are still entirely paper-based.

Yuhu’s website proclaims that their mission is “to supply open, easy-to-use cloud-based software

with unparalleled partner support for the entire rental ecosystem.”

Indeed, their technology, says Courteau, aims to make real estate property managers and owners of all sizes of companies to think more digitally when accomplishing tasks such as signing leases and renewals, setting up inspection reports, and even tenant-facing activities such as payment collections and tracking financial records.

“With Yuhu, tenants won’t have to walk up to a concierge and hand them their cheques at the end of every month, they can automate their payments directly online,” says Courteau.

The company has partnered with Equifax and Certn to conduct tenant screening directly from the Yuhu platform. They are currently working with Equifax to allow tenants to build credit while paying rent. Using Amazon Web Services to host their data, Yuhu’s security protocol is comprehensive, says Courteau.

Yuhu’s CEO, Hugh Kolias, is the son of Boardwalk REIT founder and CEO Sam Kolias. He founded the Toronto-based startup in 2016. Since then its client roster has grown to include over 40 clients, some of which are CAPREIT, Boardwalk REIT, Avenue Living, Concert Properties, Obenflats, Greenrock and Shiplake Properties – landlords in Canada who either own more than 1,000 residential units or run commercial operations worth more than $2.5 million. But Yuhu’s platform is also used by landlords that own less than 100 units.

“We recently implemented bookings, leasing and applications solutions with Yuhu, which are a game-changer for our company in terms of efficiency and going paperless. The Yuhu team was very open to customization to support our business processes, and we have co-created a very neat solution for our employees and tenants,” says Crystal Li,

chief of staff at Avenue Living.

Yuhu has many competitors in the proptech market.

Pricewaterhouse Cooper’s (PwC) 2019 Emerging Trends in Real Estate report says proptech (short for property technology) has “already hit the mainstream, and it is forecast to add US$5.2 billion in new investment globally across 454 equity deals in 2018 after reaching a record US$3.4 billion in 2017 across 367 deals, according to CB Insights.”

Those surveyed by PwC said there’s more need for flexibility from consumers of the real estate market and that “many startups that use such spaces eventually need a bigger, more permanent footprint. Technology is changing more than just the end-product – it is also altering the leasing and sales process.”

But within such a competitive landscape, Yuhu stands out, says Courteau, because “there are several players who are focussing on what I like to call point solutions.

Some focus on leasing applications, while others focus only on payments, or solely on maintenance or just inspections, or tenant experience. Our differentiator is that we integrate all these services under one platform for a fraction of the cost.”

Courteau adds that while their market is replete with large competitors, it is also fostering a healthy innovative environment where technology is being leveraged by the real estate industry to move forward.

Through one application, Yuhu provides landlords high tech, yet user-friendly reporting capabilities along with analytical data insights during the entire lease-to-move-out process. “You get that total 360-degree view into the whole operational process from our platform,” says Courteau.

By the end of 2019, Yuhu plans to triple in size. Its growth trajectory includes expansions in the U.S. and European markets in 2020. REM

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26 REM MAY 2019

Jo Thiessen, Laina Rodney, Laura Lindstrom, Kim Parley, Shane Toews, Alisha Ilaender and Chris Kloot, as well as Siemens and her 12-year-old daughter Cali; Jen O’Gorman, an assistant; and Shane Chisholm, a mortgage broker from The Mortgage Group.

Good Works M

anor Windsor Realty in Windsor, Ont., recently donated $11,000 to three local charities: Windsor Cancer Centre Foundation, VON Smart In-Home Program and the Fight Like Mason Foundation.

At the beginning of 2018, the staff and salespeople at the locally owned and operated brokerage started a charity fund. A portion of every sale made by its contributing agents was pooled into an account to raise money. The fund, named Manor Keys of Hope, will give back to local charities every year.

■ ■ ■

Wearing tie-dyed t-shirts, bell bottom jeans, peace symbols

■ ■ ■

and headbands, staff from Sutton - Showplace Realty participated in the Big Brothers Big Sisters Bowl for Kids’ Sake in Chilliwack, B.C. The bowlers raised more than $650 for the charity and helped propel the event to the No. 1 fundraising spot in the Fraser Valley with a grand total of $9,370.

“The theme this year was 1969 - Summer of Love and most people dressed up and everyone was excited to take part,” says Amber Siemens, the office administrator.

The evening featured pizza, a door prize, a 50/50 draw and two rounds of bowling.

Representing the office were salespeople Crystal DeJager, Billie-

The sales reps at Re/Max Crown in Sudbury, Ont. recently purchased an Optiflow machine to help babies breathe at Neo Kids, part of Health Sciences North. Each agent donated a portion of their commission. The brokerage is a Miracle Office and has also supported Toronto’s Sick Kids Hospital over the years, donating more than $200,000. The broker/owner is Cathy Gregorchuk.

Kathy Willis, executive director of Rosewood Shelter in Midland, Ont. and Judy Larmand.

Recently North Group Real Estate of Brampton, Ont. participated in the first-ever Giveback Homes initiative in Canada to help build a home for a deserving family. “Part of our culture code is to always choose generosity and a big part of that is collaborating our efforts with a charity...we couldn’t be more honoured to be partnered with Giveback Homes,” says Amy Youngren, founder of North Group.

Giveback Homes is a community of real estate professionals who are committed to creating social change by helping build homes for deserving families in need all around the globe. Last year, North Group became the first Canadian partner for the charity.

■ ■ ■

Jerry Aulenbach of Royal LePage Noralta Real Estate in Edmonton recently completed his 4th annual Beards on Ice skating event in support of the Royal LePage Shelter Foundation. More than $4,100 in donations were collected from skaters and supporters along the 10-city tour.

Beards on Ice has now raised more than $27,000, with all the proceeds supporting domestic violence prevention and education programs, including those that help teens learn how to develop and nurture healthy relationships.

■ ■ ■

Judy Larmand of Royal LePage In Touch Realty in Coldwater, Ont., recently held her second Yuk Yuk’s for Shelter stand-up comedy night, raising $4,300 for the Royal LePage Shelter Foundation.

Three comedians performed for attendees in support of Rosewood Shelter, which helps local women and children to safely escape domestic violence.

Larmand, who has supported

Rosewood Shelter for close to 25 years, joined the shelter’s Board of Directors in November. Funds raised at the event will contribute toward Larmand’s participation in the Sahara Desert Challenge for Shelter in November 2019. Each trekker must raise at least $5,000, which will be directed to their local women’s shelter and national programs aimed at breaking the cycle of family violence in Canada.

■ ■ ■

Salespeople at Century 21 Infinity Realty in Oshawa, Ont., lead by Doug and Bruce Baird, donate a portion of their commissions to Hearth Place Cancer Support Centre in support of their wellness programs. Since 2015 they have donated more than $37,000.

Hearth Place programs are designed to address the emotional, mental, spiritual and physical needs of anyone diagnosed with cancer and their families, friends and colleagues who care for them.

REM

The North Group is first Canadian real estate company to partner with Giveback Homes.

The group from Sutton – Showplace Realty raised $650 for the cause.

Joining Jerry Aulenbach (front centre) at Beards on Ice in Calgary, from left: Amanda Black, Nicole Cooper, Merion Malone, Doug Cabral, Dave Shulz, Chris Pitman, David Scarr, Thomas Hart and Josh Nelson.

Sales reps at Century 21 Infinity Realty in Oshawa donate a portion of their commissions to Hearth Place Cancer Support Centre.

Manor Windsor Realty recently presented a cheque to the Windsor Cancer Foundation, the VON Smart In-Home Program and the Fight Like Mason Foundation.

28 REM MAY 2019

Re/Max Ocean Pacific Realty takes home top Re/Max honours Re/Max Ocean Pacific Realty, in the Comox Valley, B.C., recently received Re/Max’s Top Transaction Award for Western Canada and the Top Transaction award for all of Canada. Sue Russell, assistant manager of the brokerage, attended the Re/Max International R-4 Convention in Las Vegas to accept the awards on behalf of the office.

“This is a true testament to the dedication and professionalism of our agents, who are second to none,” says managing broker Dave Procter.

Ronni Lister received the Top Transaction Award and was named No. 4 in production for Western Canada. She also received the Diamond Award for sales performance.

Several other agents from the brokerage also received awards for 2018 sales achievements. Tracy

Fogtmann received a Titan Award; Bryce Hansen, Christiaan Horsfall, Jakob Christoph and Jane Denham were presented with Chairman Awards; and Bill Anglin, Brian Willis, Cindy Armstrong, Dean Thompson, Gillian Shoemaker, Karin Usipuik, Marc Villanueva, Mason Walker, Michele Courtney, Mark Beeler, Nicole Allen, Ryan Williams, Sam Ennis, Shea Wilson and Leah Reichelt took home Platinum Awards.

Maggi Thornhill earns top Engel & Völkers honours Engel & Völkers Americas recently announced the recipients of the company’s top awards for 2018. Maggi Thornhill of Engel & Völkers Whistler was named North America’s top advisor by GCI. Ava Ball of Engel & Völkers Montreal took the No. 5 top production spot ranked by sides.

Max Hahne of Engel &

Völkers Collingwood Muskoka was named Volunteer Extraordinaire, which recognizes an individual who has made a significant difference as a Special Olympics volunteer.

Five Canadians were named Private Office advisors, which the company says “undergo a thorough 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 evolving their business within their local and global sphere of influence.”

Those receiving this designation were Donna Harding, Engel & Völkers Halifax; Nancy O’Dea, Engel & Völkers Ottawa Central; Maggi Thornhill and Max Thornhill, Engel & Völkers Whistler; and Anne Turcotte, Engel & Völkers Québec.

The shops in Montreal, Vancouver and Victoria were among the company’s top five best offices in North America by GCI, while Engel & Völkers Montreal was the top shop in North America by sides.

North America’s top teams by sides were LeBlanc Piercy Group, Engel & Völkers Victoria and the VANCITYliving Team, Engel & Völkers Vancouver. Ranked by GCI, the VANCITYliving Team was third and the LeBlanc Piercy Group was fourth.

The Engel & Völkers Montreal team.

Coldwell Banker R.M.R. presented with milestone award

Josh Bath, Jody Squires honoured by GVREB

Coldwell Banker R.M.R. Real Estate in Whitby, Ont. is celebrating its 30th anniversary as an affiliate of Coldwell Banker. The brokerage was founded in 1976 by Rafael M. Roberto. Since joining the Coldwell Banker network in 1989, the company has achieved many awards including the firm’s second-highest award, the President’s International Award of Honour for 20 consecutive years (1996-2015), and Coldwell Banker’s highest award, Chairman’s Circle Award, on two consecutive years.

“Since joining the Coldwell Banker brand in 1989 we have proudly served thousands of home buyers and sellers throughout Durham Region, the Kawarthas and Northumberland,” says Rafael Roberto, president and broker of record.

The company was recently presented with a milestone award at the company’s annual awards event. It has approximately 140 salespeople and employees in nine offices throughout Durham Region, the City of Kawartha Lakes and Northumberland County.

The Real Estate Board of Greater Vancouver (REBGV) recently awarded the Professional Excellence Award to Realtor and business owner Josh Bath. The award honours people in real estate who’ve strengthened their profession by leading, mentoring and giving back, the board says. The winner must meet strict requirements of professionalism, ethics and community involvement over the course of his or her career.

Bath is an owner of Keller Williams Elite Realty, with offices in Port Coquitlam, Maple Ridge and Surrey, where he mentors more than 300 Realtors. He develops and teaches courses to Realtors locally and internationally.

“Josh’s impact is felt all over the Tri-Cities and beyond,” says Ashley Smith, REBGV president. “He’s led a career that exemplifies professionalism, knowledge, leadership and community service. He sets a high standard for the Realtors he mentors, and the home buying and selling public they serve are the benefactors of his leadership.”

REBGV presented Jody Squires with the 2018 Realtors Care award for his fundraising and

The Engel & Völkers Vancouver team.

Continued on next page

Josh Bath

Beverly and Blair Gordon, far left, owners of Century 21 Foothills in Calgary, recently received the Corporate Award from Easter Seals Canada.

This is the third award the couple has received this year for their outstanding contribution to charity organizations in Alberta.

Maggi Thornhill receives her award from Anthony Hitt, president and CEO, Engel & Völkers Americas.

The Engel & Völkers Victoria team.

Scott Mills, right, director of affiliate services for Coldwell Banker Canada, presents the milestone award to Rafael Roberto.

Jody Squires

REM MAY 2019 29

THE LEBOW REPORT

By Barry Lebow

W

hen I was developing my first seminar on using appraisal as a tool for superior listings and sales, an experienced manager told me, “Never show the public expired listings. They will get those prices into their heads.� I did not agree because the opposite is true.

Expired listings have power.

When I present for a listing, I do a two-part process. First I take the potential clients through the real estate process and explain what services they need, what they do, what the market is like and how we market. There is a bit about me but I minimize that, because the awards are not that important to most clients.

The second part is all about pricing their home to ensure a sale.

In the past six years, I have had a single expired listing and that was more about the personal relationship, not the actual listing. Things sometimes happen. My goal at their table is simple; I want not just a listing but a listing that will sell.

There are three sets of data, in three separate folders when I present. The first one is Your Competition and this includes all relevant listings that are currently on the market that will be competing for the same buyer. Obviously,

The power of the expired listing the more that are on the market, the more realistic our pricing must be. When there are few competing listings or sometimes none, then your pricing can be more aggressive.

My next folder is Sold or Historic. Here is the thing about a sold listing; no one can buy one. I put this to you: if you have a happy buyer right now with a deal pending, can I come along and buy their offer at the same price they just paid? What if I offered them $10,000, $20,000 or $50,000 more?

Maybe for the right figure they would assign their offer but few would sell it to me for what they paid. No more than I can buy a stock at the same price as yesterday, I cannot buy a sold house. Sold data is historic and reflects what was.

Which brings me to my last and always red folder with a banner printed across it, Rejected! What is an expired listing? It is a listing that was offered on the market, it was seen by the public and rejected.

They did not buy it because the price was out of line with the market. Rejected or expired listings set a ceiling on valuation. One must reason, if we have three or more expired listings at a certain asking price range, then we cannot list at that range. I emphasize that powerful word, “rejected� as that is your and our seller’s future if you take an overpriced listing.

In my classes I show Realtors how to establish their hourly rate.

We estimate the time that goes into preparing for a proper presentation,

And the honour goes to...

Continued from page 28

charitable efforts.

Squires, of Re/Max Sabre Realty in Port Coquitlam, is codirector of the brokerage’s golf tournament, which raises approximately $20,000 each year for local charities. “Jody epitomizes the charitable spirit within our Realtor community,� says Smith. “While he’s a go-to person in his office for raising money for charity, it’s his personal acts of kindness that make him a standout.�

In 2017, Squires learned that the infant daughter of a colleague had cancer. Wanting to help, he organized an auction to shave off his trademark beard. That effort raised $10,000 for the girl and her family.

Using money raised at Re/Max Sabre Realty, he also acts as Santa Claus each year, delivering gifts, food and clothing for people receiving services at a women and children’s shelter in REM the Tri-Cities.

for attending a presentation and then the hours that one works during the listing period on that property. Most attendees in my seminars end up with figures from a low of $1,000 to $3,000. In my own case, I estimate that I invest about $2,000 per listing. Knowing what it costs is paramount to establishing not only our worth but our costs.

If a listing costs you at least $1,000 and it expires, not only have you wasted time, you may as well have burned a pile of $5 and $10 bills. Just poured kerosene on the bills and tossed in a match.

That makes no sense. A sold listing gives us bragging rights. Our SOLD banner rides high on the sign post and we send out printed material promoting that sale. We celebrate and high five. But have a listing expire and we slink into the night.

We failed our clients and ourselves and lost money. It does not help our confidence either.

And finally, after I show all of the data I ask this question, which I believe I learned from Jerry Bresser training decades ago: “Mr. and Mrs. Price, based on all that I have shown you, at what price do you believe that we should market your home?�

I have never had one person answer, nor do I expect them to. I love it when they turn and look at each other and one will usually say, “This is not what we believed to be the pricing.�

Most ask then for my opinion, which I can support with pure data.

Rejected is a powerful word, a powerful image and powerful to establish what ceiling of value cannot be achieved.

Barry Lebow, FRI, Master-ASA, ABR, SRES, is one of Canada’s most recognized real estate authorities. Now in his 51st year of professional real estate, Barry has been honoured by many real estate associations for his work in the profession. He has testified in more than 500 trials across North America. He is the founder of the Accredited Senior Agent designation program. This article forms part of his newest seminar, Pricing the Luxury Property to Sell. A teacher, trainer and educator, he is a broker at Re/Max Ultimate Realty in Toronto.

Email barry@lebow.ca REM

Pictured: Corrie Holliday, ;O`Y >OcZW Ken McLachla\, Debra Bain, Steve Tabrizi, Corby Adams

Congratulations RE/MAX Hallmark & RE/MAX Chay Realty!

We are thrilled to announce that Ken, Debra and Steve of RE/MAX Hallmark Realty have ofďŹ cially formed a strategic alliance with Mark, Corrie and Corby of RE/MAX Chay Realty as RE/MAX Hallmark Chay Realty. A shared vision, plans for future success, industry-leading technology and training, along with an impressive lead generating system compelled Chay to join forces with Hallmark and create a partnership designed to increase all of their agents’ business.

With the philosophy “We’re in the business of building your business�, RE/MAX Hallmark’s leadership team and staff are dedicated to helping associates drive their careers by providing state of the art technology, leadership, and career development in all aspects of the industry.

Together, RE/MAX Hallmark and RE/MAX Chay have over 1,700 agents in Ontario across four regions and over 50 years of real estate experience. This year and beyond, we know they will continue to thrive and successfully grow the RE/MAX brand.

RE/MAX Hallmark Chay Realty’s head ofďŹ ce is located at: 152 BayďŹ eld St, Barrie. For additional details please visit remaxchay.com.

Join us in congratulating RE/MAX Chay Realty Inc. and RE/MAX Hallmark Realty Ltd. on this exciting merger!

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 conďŹ dential meeting, or visit remaxintegra.com.

remaxintegra.com

Pictured: Broker of Record Peggy Hill

Welcome to RE/MAX, Peggy Hill Team!

We are excited to announce the Peggy Hill team has joined Hallmark Realty Ltd. in Barrie, Ontario! The Peggy Hill team will continue to service the SimcoeYork County region.

A 16-year veteran in the real estate industry, Peggy has a number of awards and distinctions under her belt from her time at HomeLife and Keller Williams. Joining Peggy at RE/MAX Hallmark will be her 41 sales representatives and administration staff, who strive to go above and beyond by providing a stress-free real estate experience to their clients. As a new RE/MAX Hallmark incorporated team ofďŹ ce, Peggy and her team are committed to keeping up with changes in technology, maintaining high training standards, and above all else, sustaining the exemplary reputation they’ve earned in Simcoe County.

Instilled in Peggy and her team is the desire to service

their community — they thrive to help others before they help themselves, putting their needs behind their clients’.

In a shifting market, Peggy was looking for a progressive company and dynamic leadership team to help her and her team deal with the ever-changing real estate landscape - she wanted to be part of the change - RE/MAX Hallmark is that company. RE/MAX Hallmark is known to provide exemplary coaching and training, as well as cutting edge technology. According to Peggy, “the brand speaks for itself�.

Congratulations and we look forward to supporting you in your continued success!

The Peggy Hill team will operate from their brand new ofďŹ ce location at 374 Huronia Road, Barrie.

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 conďŹ dential meeting, or visit remaxintegra.com.

remaxintegra.com

30 REM MAY 2019

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SRAR builds for the future

By Joanne Paulson

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Pictured (left to right): Broker/Owners Delio Oliveira, John Bradley, and David Medeiros

Congratulations RE/MAX Real Estate Centre & RE/MAX Performance!

Last month, RE/MAX Real Estate Centre merged with RE/MAX Performance Realty Inc. in Mississauga.

This expansion of RE/MAX Real Estate Centre’s footprint in Mississauga has brought their total agent count to over 800 agents, and 17 successful brokerages throughout Southern Ontario. David Medeiros and Delio Oliveira have a proven track record of success with a number of recent RE/MAX awards under their belts including the Highest Net Gain Canada (2018), Most Transactions Closed in Canada (2017), and Manager of the Year, Canada (2017, 2018).

With a continued focus on offering their agents the best tools, training and management support in the industry, we know RE/MAX Real Estate Centre is poised for continued growth and success this year and beyond!

RE/MAX Real Estate Centre’s head office is located at: 766 Hespeler Rd, Cambridge. Please visit remaxcentre.ca for additional details.

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.

remaxintegra.com

ike a growing family, the Saskatoon Region Association of Realtors (SRAR) needed to move up and spread out. It had been apparent for some time, but last October, SRAR finally found a spacious home that fulfilled the requirements of an active membership and a staff of 10. It officially celebrated the move to an expansive building at 1705 McKercher Dr. this spring.

The building will also serve as the centre-north office of new the provincial real estate body that will launch in January 2020.

SRAR’s former location on Saskatoon’s busy Eighth Street sold for a significant sum, allowing for the upgrade from just 3,700 square feet to over 13,000. Staff members, who were doubled up in cramped offices, are now able to work in spaces of their own.

“We had to take some of our meetings and training off site,” says Jason Yochim, the organization’s CEO. “We had very limited parking, as well. We felt we didn’t need the exposure provided by being on such a busy street, but we did feel we could capitalize on the return on the building. It enabled us to triple our footprint.”

Visitors to the new building are greeted by a large lobby and open reception area, leading to hallways stretching left, right and to the back.

The building is well-insulated and The auditorium. offers excellent acoustics; even the large, windowrimmed boardroom overlooking the main street is remarkably quiet and can easily accommodate a board of 12 members.

A large auditorium, with an adjacent kitchen, can host 200 members in theatre-style setup and 110 in banquet formation. A former indoor garage has been converted into a classroom with 20 seats, and another, smaller meeting room works well for small groups.

In total, the building is fitted with 20 offices, eight of them taken up by SRAR staff. Its size has

allowed SRAR to rent part of the space, including a portion to the Association of Saskatchewan Realtors (ASR).

“The convenience of having the Saskatchewan group here is huge, for informal meetings, joint meetings and for sharing resources,” says Yochim. Having tenants has also “enabled us to make the move without increasing our membership fees.”

He says he is also pleased with the building’s considerable level of comfort.

“My staff is important to me, and it’s a very comfortable work space they enjoy being in.”

The location is better for both staff and visitors in other

membership grow.

“We’re really thinking forward to a larger organization, and that this location will serve this region of the province.”

For that reason, among others, it was important that the building was fit up with technology to connect with members locally and across the province, to facilitate meetings and education. Yochim noted the SRAR membership and board were very supportive of the move.

Board president Gary Busch, owner/broker of Century 21 Fusion, says the move was necessary and went very smoothly.

“We literally had offices inside of offices at the old location,” he

The lobby of the new SRAR building.

ways. The parking lot has 20 staff spots and 20 visitors’ stalls.

Considerable street parking is available, and an adjacent parking area can take more vehicles when meetings are held.

On top of it all, the building was originally constructed to support a second floor as the 108-yearold organization grows.

“My personal vision was that we would have space for all of that with room to expand,” says Yochim. “This building isn’t just for five to 10 years out, but for future decades, as our city and our

says. “We’ve grown in staff; we’ve grown in services and we have to put them somewhere.

“In addition, it was time to buy low – the market was soft in the commercial world – and we lucked out in getting a fantastic building that suits our needs and future needs for many years to come.”

Adding the technology for training was important to Busch, as well.

“Here we can have dedicated visual equipment set up so people not in Saskatoon can participate as well. That was really key. For the future, this was the perfect building for classrooms, parking, meeting space and offices at a minimal expense to get it up to speed.”

Joanne Paulson is writer, editor and principal of JCP Communications in Saskatoon. She submitted this article on behalf of SRAR. REM

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Tripling Your Business is as Easy as This ‌ Burlington Agent Shares Her Steps My Biggest Mistake as a Real Estate Agent: I found this system years ago but never applied it to my business 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 don’t have a real business system, you don’t really have a business at all.

What you have instead is a “job�, and for many, it’s a really bad job: one that consumes your time, keeps you away from friends and family, and doesn’t pay enough. Even though you work so hard, it’s just so random. Some days you win.

Some days you lose.

The fact is that agents leave our industry in droves, not because they’re not great at working with clients, but rather because they don’t have enough clients to work with. They don’t have enough leads, they don’t find enough time to properly follow up and thus convert their leads, they don’t know exactly why they win or lose a listing. Even though they work very hard, too much is left to chance. Trying to “do it all� without a clear understanding of what works and what doesn’t ultimately sows the seeds of failure for many.

A profitable and “real� 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 “systems�, 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 Burlington, Ontario agent Sandy Casella on this

page, and of multiple other agents you can read about at TruthAboutLeadGeneration.com creating a highly profitable real estate business is certainly possible, regardless of whether you’re a brand new agent or have been in real estate for years, whether you’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 you’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 Proctor’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, he’s been able to

help over 30,000 agents worldwide to transform their real estate jobs into highly lucrative real estate businesses that don’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 goals‌a plan you could show a banker or investor or new partner or key associate‌ a plan you have reasoned, complete confidence in, then why wouldn’t you examine Proctor’s Ultimate Real Estate Success System – for free?

For a limited time, you can have a “sneak peek� at what your

real estate business could look like by attending Proctor’s upcoming Free Discovery Day (visit TruthAboutLeadGeneration.com for details). Yes, Craig Proctor will openly share with you how he became Canada’s top agent.

Learn from a real doer, not a talker. Craig will share “real Canadian real estate strategies� 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: TruthAboutLeadGeneration.com

Read More About Successful Agents Like Sandy at www.TruthAboutLeadGeneration.com

b Sandy by S d C Casella ll (Burlington, ON) “A little over four years ago, after having been in the real estate industry for about 24 years, I was tired, burnt out and ready to quit. I had found Craig’s system years earlier but hadn’t applied it to my business. “Fast forward to today where I’m writing this from Anna Maria Island in Florida looking out over a picturesque view of the water which happens to be one of my most favourite things to do, something I would never have dreamed I could do a few short years ago. “BeforejoiningCraig’s Before joining Craig ssystem system

I had hit a ceiling of $150,000 and couldn’t get over that no matter what I did. Last year our team did $400,000 and our target is $1 million in the next couple of years. “I got involved with Craig’s system because I felt it would help me generate more leads and build a business, but there are so many other things that it has helped me do that I could never have known at that time:

very best friends, people who I trust not only to help me with business questions but on a personal level as well.

that I would be coaching other real estate agents to succeed

I would be in a position to give so much back to an issue that is very near and dear to my heart, mental health. “Craig has an entire system to grow your business without any cold calling or door knocking knocking.

With Craig’s system, I don’t do any door knocking or cold calling. All of the leads that I

I pick and choose which ones

working with people who don’t respect my time or expertise. “This system has allowed

“I still have a long way to go to build my dream team and hit the numbers I want to hit, but I now have a system to get me there and I have what feels like a business vs. just a job. I am always on the lookout now for great agents to mentor in the business as well as staff who

“I can pretty much work from anywhere right now and not have to worry that my business will fall apart.� me to take what I wanted to do with my business and realize it. I’ve now built a small team which includes my son who left his corporate job to partner up with me. I am close to realizing my dream of spending the winter months somewhere warm and still have my business running while I’m away. I can pretty much work from anywhere right now and not have to worry that my business will fall apart or that I will have to start all over again g when I get g back.

love the real estate industry but don’t want to sell real estate. “Craig’s system has given me the peace of mind that I can predict my business year

sick to my stomach every January wondering whether I will make enough money to make ends meet. I still work really hard and still put in the hours, but now I’m doing it because I love learning and I love a challenge and this allows me to have both.�

MILLIONAIRE AGENT-MAKER DISCOVERY DAY: Responsible for the Biggest Success Stories in the Industry Full City Schedule at:

www.TruthAboutLeadGeneration.com

32 REM MAY 2019

M

ichael Trites was recently elected president of the British Columbia Real Estate Association (BCREA) for the 2019-2020 term.

“Working in organized real estate has always been a rewarding experience,” says Trites. “In 2018, there was a lot of focus on helping Realtors adapt to change. In 2019, I look forward to helping

Michael Trites

shift that perspective and working with BCREA and the province’s 11 member boards to lead change.”

Licensed for more than 40 years, Trites is the managing broker of Royal LePage Northstar Realty in South Surrey and White Rock.

He previously served as a director for the Fraser Valley Real Estate Board for four years.

Trevor Koot

Joining Trites on the Board of Directors are president-elect Anthony Bastiaanssen of the Okanagan Mainland Real Estate Board, where he was president in 2016; past president James Palanio of Royal LePage Penticton; and BCREA CEO Darlene Hyde.

Also on the board are new directors Gian-Piero Furfaro representing Victoria and Janice Stromar from Vancouver Island.

Returning directors include Ray Harris, Port Coquitlam; Dan Morrison, Vancouver; Cory Raven, Vancouver; and Katherine Rutherford, Kamloops. Public directors Kam Raman and Mark Sakai are also returning.

■ ■ ■

Two B.C. real estate boards have agreed to share an executive officer. Trevor Koot has been named EO for both the Kamloops and District Real Estate Association (KADREA) and the Kootenay Real Estate Board (KREB). The boards say Koot has a strong and extensive background in management, governance and real estate.

“The distinction between this endeavour, compared to previous attempted partnerships in organized real estate, is that each organization retains its autonomy and respective vision,” say the boards.

“By having a board of directors representing each group and member services continuing in each jurisdiction, both organizations retain their individuality, while building on a mutually beneficial relationship.”

■ ■ ■

Ashley Smith

Michael Loewen

The 2019 VIREB Board of Directors - back row: Ray Francis, Kelly O’Dwyer, Blair Herbert, Judy Gray, Erica Kavanaugh, Ian Mackay, Chris Quinn and Bill Benoit, EO. Front row: Don McClintock, Kaye Broens and Kevin Reid. (Photo: Artez Photography)

Ashley Smith is the 2019/2020 president of The Real Estate Board of Greater Vancouver (REBGV).

“I look forward to representing my real estate colleagues and serving my professional association in this, our 100th year in business,” Smith says.

Smith, who is with Oakwyn Realty, became a Realtor in 2008 and four years later became one of the youngest people ever elected to REBGV’s Board of Directors.

Leading up to her year as president, she also served on REBGV’s Governance and Government Relations committees.

Other members of the REBGV’s 2019-2020 Board of Directors: Colette Gerber, president-elect, Sutton Group - West Coast Realty; Taylor Biggar, vice

president, Re/Max Westcoast; Phil Moore, past president, Re/Max Central; Doug Dang, Amex Broadway West Realty; Daniel John, Sutton Group - Seafair Realty; Leslie McDonnell, Re/Max Select Properties; Michael Mitsiadis, Royal Pacific Realty; Jennifer Quart, Re/Max Westcoast; Arnold Shuchat, Sutton Group - West Coast Realty; Deborah Spicer, Sutton Group West Coast Realty; and appointed directors Brian Friedrich, Bob Ingratta and Cybele Negris.

■ ■ ■

Kaye Broens of eXp Realty in Nanaimo, B.C. was recently installed as the 2019 president of the Vancouver Island Real Estate Board (VIREB). Don McClintock of Re/Max of Duncan in Duncan steps into the role of past president, with Kevin Reid of Royal LePage Comox Valley in Courtenay serving as president elect.

Returning to the board this year are Erica Kavanaugh and Chris Quinn, as well as Ray Francis and Ian Mackay. New to the VIREB board for 2019 are Kelly O’Dwyer, Blair Herbert and Judy Gray.

Herbert served as president in 2014, while Gray chaired VIREB’s Commercial Council in 2012.

■ ■ ■

The Okanagan Mainline Real Estate Board (OMREB), the largest regional real estate board in the B.C. interior, swore in a new Board of Directors during its 60th Annual General Meeting recently in Kelowna.

Michael Loewen, a sales rep with Royal LePage Kelowna, was elected president, succeeding Marv Beer, who will continue as past president.

Loewen, who has worked in both Alberta and B.C., holds a master’s degree in non-profit management and, alongside his background in the real estate profession, brings extensive experience in business and governance to the board table, says OMREB. Kim Heizmann succeeds Loewen in the role of vice president.

Also on the Board of Directors: Tina Cosman, Kim Davies, Dean Desrosiers, Don Gagnon, Brad Marsh, Jerry Redman, Karen Singbeil and Bob Wood.

■ ■ ■

The Real Estate Board of Greater Vancouver (REBGV) recently created a new home listing website on its Realtylink.org platform. The new Realtylink was created in partnership with Centris, a Quebec-based company that operates Centris.ca. It is the most visited real estate listing website in Quebec and the third most frequented in Canada.

Realtylink.org showcases MLS listings for homes in the Lower Mainland, Vancouver Island and northern region of B.C. “We designed the new Realtylink to enhance the public’s knowledge about the homes available for sale around our province,” says Brad Scott, REBGV CEO. “It’s a powerful tool based on proven technology. We’ll continue to work with our Centris partner to add features and data to improve and grow the site over time.”

Listing information on the site is updated every 20 minutes, pulling the most up-to-date data from the MLS systems operated by the Greater Vancouver, Fraser Valley, Chilliwack, B.C. Northern, and Vancouver Island real estate boards.

■ ■ ■

The Toronto Real Estate Board (TREB) is raising concerns about a new proposal calling for the City of Toronto to increase its Municipal Land Transfer Tax on the most expensive properties.

“City Council just finished a budget process which showed that revenue from the Municipal Land Transfer Tax is expected to come in about $100 million less than expected for last year,” says TREB president Garry Bhaura. “Unfortunately, it appears that was not enough to scare them straight because this new proposal is calling for the city to rely on this unpredictable revenue stream even more. When will it end? It’s a slippery slope to rely on this tax as the ‘go-to’ funding source for initiatives that are more appropriately funded from reliable and stable sources like the property tax base.”

TREB is responding to a motion that calls for consideration of an additional tier of Municipal Land Transfer Tax rates, above the current top tier, to fund the City’s Housing Allowance Program.

For 2019, the Municipal Land Transfer Tax is budgeted to raise almost $730 million. REM

Wednesday, May 29, 2019 Thursday, May 30, 2019

Toronto Congress Centre

HEAR FROM WORLD-CLASS SPEAKERS, INCLUDING:

SPRING ANNUAL MEETING KEYNOTE SPEAKER JOE BERRIDGE Partner, Urban Strategies DAY 1 – 10:00 A.M.

SYMPOSIUM INNOVATION & THE NEXT 100 YEARS OF REAL ESTATE DAY 2 – 8:45 A.M.

GARY VAYNERCHUK Chairman, VaynerX DAY 2 – 1:00 P.M.

CARL CARTER, JR. REALTOR® and Founder, Beverly Carter Foundation DAY 1 – 2:00 P.M.

WOMANUP! HOW EMPOWERING WOMEN IN BROKERAGE LEADERSHIP BENEFITS US ALL DAY 2 – 12:20 P.M.

DON’T MISS THE EXCITING TRADE SHOW, ENTERTAINMENT & EVENTS:

Bigger & Better Trade Show

Health Quest

Spring Annual Meeting

All Roads Lead to TREB at TREB Central

MORE SPEAKERS AND OTHER DETAILS TO COME!

LEARN. ENGAGE. NETWORK. GROW. REALTORQUEST.CA

#REALTORQUEST

Main Stage Talks & Entertainment

34 REM MAY 2019

THE GUEST COLUMN

By Trevor Koot

I

s it naive to think that organized real estate’s current approach to the collection and interpretation of data will ensure its relevance, and that of the Realtor, as the industry and technology continue to evolve?

Quite simply, yes, it is.

The amount of data that is currently collected by third-party members related to real property, real estate trends, individual buyers and sellers, prospective buyers and sellers, the real estate environment and general market is growing and substantial.

What is the MLS but a searchable database of property characteristics? Big Data, defined as:

Let’s be our own disruptor “extremely large data sets that may be analyzed computationally to reveal patterns, trends and associations, especially relating to human behaviour and interactions�, is being leveraged on many platforms, in many industries. It is reasonable to think that this data collection on such a large scale could create a platform that mirrors the MLS, without our data.

Not too long ago, the taxi industry was disrupted by Uber, an innovation that provided the same service by new drivers. The hotel industry was disrupted by AirBnB, the same service provided by your neighbour. Why did this work? Putting the opportunity to offer the same service as regulated industries into the hands of average (unregulated) people provided more options for the consumer, with friendly, customercentric utilities. It’s what the consumer wanted.

As Uber’s impact on the taxi industry became evident, established players that had been providing passengers with a means of

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What will keep the consumer engaged with Realtors? transportation for generations realized action was required to protect their industry. Rather than look to innovation to compete with the realities of a new offering, their reaction was to complain, hanging the proverbial hat on regulation and resorting to blockading traffic, further enraging the consumer.

We need to learn from this.

The real estate industry’s response to current and future disruption must be more intentional, innovative and effective. Those who find themselves in a leadership position representing the real estate profession must refuse to subscribe to this type of reaction.

Competing and innovating, rather than complaining, must be the collective reaction if we wish to remain relevant and respected.

Unregulated models that provide consumers with choice and immediate gratification are already entering our space; look no further than iBuyers, gaining traction in the U.S. market and recently entering the Canadian landscape. These changes are beginning to see buyers and sellers

connecting and navigating all aspects of a transaction, without the need for a third party.

That said, the challenge for the near future is not that real estate will be transacted without the involvement of an individual to facilitate the sale. The question is, will that individual be a Realtor? If that is the challenge, and if all those involved in organized real estate, at all levels, wish for the Realtor to remain central to the majority of real estate transactions, it is time to give the consumer new reasons to choose a Realtor.

What will keep the consumer engaged with Realtors? What will elevate the Realtor brand? What is the role of organized real estate to ensure the future still holds value for Realtors?

Traditionally, real estate boards and associations have served the same functions and considered themselves as “member services organizations�. In order to compete moving forward and change the overall perception of the industry, internally and externally, boards, directors and staff need to change this thinking.

No longer simply an administrator for the membership, the boards, individually and collectively, must create an environment for Realtor success. In a competitive and innovative environment, Realtors need strategies to remain relevant to the consumer.

If we rely on research conducted for the industry over the years, coupled with recent experience in the U.S. where competition is more varied, there are two obvious areas where we could focus.

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The first is the Realtor brand: especially its emphasis on ethics and integrity, as this is the key to developing trust. Any true profession is characterized by standards and ethics that are enforced; unique expertise and a commitment to service.

The second is information, and while efforts are being made to replicate what we have, no single entity yet has the same accurate, up-to-date and credible data that we have in the MLS. How can we leverage the data we already have? Should our data collection efforts be more robust?

It has been proven time and again that the average consumer is becoming more savvy. They have greater access to information and leverage that access by becoming informed prior to any transaction. Is there a solution that allows the consumer to have access to more information currently retained by the industry, while elevating the value the Realtor contributes to the overall experience?

Innovation and creativity must remain the focus of anyone in a leadership position who can influence the mandate of organized real estate across the country. The industry must remain nimble, be willing to take risks and accept that there will be some failures along the way. It begins with a frame of mind.

As an industry, what is our next move?

Trevor Koot is the executive officer of the Kootenay Real Estate Board and the Kamloops and District Real Estate Association.

REM

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