November 2016 by Real Estate Magazine (REM)

Issue #329

November 2016

HomeLife partners with Sears Page 8

Carl Laudan: Sales rep and filmmaker Page 10

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Century 21 celebrates 40th anniversary

U. Gary Charlwoodâ&#x20AC;&#x2122;s success story Page 3

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REM NOVEMBER 2016 3

Century 21 celebrates 40 years in Canada When U. Gary Charlwood immigrated to Canada from England 50 years ago, little did he know he’d end up spending more than four decades enjoying a high-flying career in the Canadian real estate industry. By Dennis McCloskey his co-founder and was in the process of building Century 21 Canada into one of the largest real estate companies in the country.

U. Gary Charlwood (Photo: Darla Furlani)

hen U. Gary Charlwood immigrated to Canada from England 50 years ago as a young man and got a job in the airline business, little did he know he’d end up spending more than four decades enjoying a high-flying career in the Canadian real estate industry. He worked for Western Airlines (now Delta) and CP Air (now Air Canada) and before the age of 30 he was holding executive positions in the Canadian airline field. His career was taking off and he was satisfied in his work but he wanted to pilot his own ship, so to speak. He had a desire to do more. “I wanted to go into business for myself,” he says. “I wanted to do better.” Turns out, he did better himself. The Vancouver-based entrepreneur is founder and executive chairman of Century 21 Canada, which has more than 9,000 system members in

nearly 400 offices in 272 cities. He also heads the family-owned Charlwood Pacific Group (CPG), which includes Century 21 Asia-Pacific; Uniglobe Travel International; Centum Financial Group, which is a national network of independently owned and operated mortgage broker firms; and Real Property Management Canada. Together, these companies have more than 1,800 franchise locations with more than 24,000 support staff in over 65 countries, making it one of Canada’s largest international franchise systems. Charlwood’s entrepreneurial dream began to take flight when he attended a task force on travel that made him think of possible layoffs or mergers in the airline industry. He realized he didn’t want to hang his hat on those future possibilities. He considered going into the insurance business but that didn’t appeal to him. Instead, he used three months

of personal savings to live on and earned his real estate licence. In his 10th week as a real estate agent, he sold his first house. After that, his new-found vocation began to soar. “I went on a tear and sold 115 houses in the next 15 months,” he says. Soon, he was making five times his annual salary as a director of consumer affairs with Canada’s largest airline company. He became 50 per cent owner of a Vancouver real estate firm and grew it from six salespeople to nearly 60. After buying out the other 50 per cent he was approached by Century 21 International in 1975 and he and a partner were offered the master franchise for Century 21 Real Estate Canada. By early 1976, a few months before Steve Jobs and Steve Wozniak started a company called Apple, U. Gary Charlwood was on his way to realizing his ultimate dream. He later he bought out

On the eve of celebrating the company’s 40th anniversary, Charlwood was asked why his enterprise became so successful. Without hesitation, he names several factors, including being innovative, having a good product, and using a team approach to his business. “There are a number of reasons for our accomplishments but when we first started we were the only trainers in the industry,” he says. “There was a story going around in the early days that one large real estate company would tell its recruits, ‘Why don’t you go to Century 21 to get trained and then come work for us?” He adds: “That was a long time ago; we’re all good competitors with each other now.” As Charlwood speaks on the phone, gazing out the window from his Vancouver home at the spectacular view, with his 193lb. American Mastiff by his side, he emphasizes that his familyrun firm has a team approach to business and discusses how he has always nurtured this family context. “We have been very fortunate over the years to have a phenomenal group of people working for us and it is this team spirit that has played an important role in our successes,” he says. “I have always treated all of the people who work in our organization as though they were partners. Everybody plays an integral role and contributes to the whole firm. If one person fails, it has an impact.” He notes that the team spirit of his corporate staff is especially “key to me” and acknowledges there

is “longevity in management” at the firm. Feedback has always been an important component in his approach to business and he points to his annual Chairman’s Circle when some 80 of his top franchisees meet to discuss various topics of interest to the Century 21 brand, including, “What’s happening in the marketplace that could impact us; what do we need to do to stay on the leading edge; and what new technological platforms do we need to pursue beyond what we are already doing?” As the first franchisor in the industry to span coast-to-coast in Canada, Charlwood takes great pride in pioneering and paving the path for others to follow and he likes to think he played a role in “professionalizing” the industry. The titan of the real estate industry is generous with his praise of those who’ve helped him along the way – including some deceased executives – and current key players, such as his two sons: Martin, who is vice chairman and CEO of Century 21 Canada and president and COO of parent company CPG; and Christopher, an executive director of the firm who sits on various boards and is involved in the strategic planning and financial aspects of the organization. The elder statesman also speaks fondly of the nowretired Don Lawby, who joined Century 21 in 1976 as a sales associate and rose to become its president in 1988. Charlwood likes to tell Lawby, “You joined me as a private and left me as a general.” Credit is also given to Brian Rushton, current EVP, “who joined as a franchisee and, with his brilliant humour and inspiration, guided us on the technology front.” Tracy

continued on page 12

4 REM NOVEMBER 2016

Multiple Listings By Jim Adair, REM Editor - Edited this month by Maryjean Lancefield

Do you have news to share with Canada’s real estate community? Let REM know about it! Email: jim@remonline.com

ritish Columbia has appointed Michael Noseworthy as the new superintendent of real estate. Noseworthy is an experienced regulator and public sector leader, who has held many senior government roles. He was awarded the Premier’s Award of Excellence for his work in the Yukon. “I look forward to drawing upon my experiences as both a regulator and a lawyer with experience in real estate and administrative law to serve the interests of British Columbia’s real estate con-

sumers by working swiftly to implement the reforms initiated by the government,” Noseworthy says. ■ ■ ■

Fernie, B.C. has a new real estate brokerage — Century 21 Real Mountain Living. Owner/ manager Nancy McNay has been a Realtor for 16 years, previously working with Re/Max. Her partner, owner/broker Marilyn Brock brings a professional background in real estate, legal and accounting. “I worked for years at a Century 21 office. I loved the support and

connections the brand provided so it was an easy decision,” Brock says. “Fernie had me hooked from the first day I moved here. The town is walkable and full of outdoor activities on land and on the river. People seek that lifestyle of freedom. It’s a fantastic place to live.” McNay was one of the listing agents when Brock sold her house years ago, and that’s how the business partners met. They quickly became good friends over their shared passion for real estate. “Most of our clients are repeat clients. We really focus on each person and care about their journey,” says McNay. ■ ■ ■

Richmond Realty has joined the Royal LePage franchise network and will now operate as

Nancy McNay

Royal LePage Richmond Realty. Its head office is in Markham, Ont., with regional offices in Quebec and Alberta. Broker-owner Arun Mehta began his real estate career 29 years ago. His business includes working with large companies to serve their real estate needs. The company says his move to join the Royal LePage network advances a new business strategy to maintain excellent service to these large companies while also growing his residential real estate business. The company services the communities of Vaughan, Markham and Richmond Hill and the surrounding areas. ■ ■ ■

Century 21 Granite Realty Group has opened a new office, the company’s fifth, in Wilberforce, Ont. The company will celebrate its 20th anniversary next year. Owner Andrew Hodgson has nearly a decade of local market expertise. In 2015 he received the Century 21 Double Centurion Producer award and national recognition for sales excellence. The company serves residential and commercial real estate clients

Marilyn Brock

throughout Haliburton Highlands, Ont. ■ ■ ■

Engel & Völkers North America officially opened its newest brokerage at 1433 Wellington St. W. in Ottawa. John King, Engel & Völkers Ottawa Central owner and broker of record welcomed Anthony Hitt, Engel & Völkers North America CEO, Ottawa Mayor Jim Watson and Tim O’Brien, Special Olympics athlete, to the event. The brand now has offices in Toronto, Markham, King City, Collingwood, Vancouver, Victoria, Calgary, Mont Tremblant, Montreal, Bromont, Ottawa and in major American markets. ■ ■ ■

Century 21 United Realty recently opened its seventh location near Buckhorn Lake, Ont. The company has been serving the Peterborough area for nearly 40 years. For decades, the brokerage has been recognized with the Century 21 Centurion Double or Grand Centurion awards for sales excellence. It has consecutively placed in the top 30 Century 21 offices across the country for sales results, often placing in the top 10. Owner Carl Oake was awarded the Peterborough Civic Lifetime Achievement Award for Volunteerism by the city last year. It also marked the 30th year of the annual Carl Oake Swimathon, which has raised more than $1 million for charity. ■ ■ ■

Realogy Holdings Corp. appointed John Peyton to the newly created role of president and The official ribbon cutting at Engel & Völkers Ottawa Central. John Peyton

Continued on page 6

Arun Mehta

Realty Point president and owner Zia Abbas helped sell out the development in two days.

Celebrating the new Century 21 A&T Countryside Realty office, from left: Don McWiliam, sales rep; Audrie Elderkin-Beaulieu, owner; Todd Shyiak, VP operations, Century 21 Canada; and Paul Burns, sales rep.

Sales rep Kim Letto and Century 21 United Realty owner Carl Oake.

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6 REM NOVEMBER 2016

Continued from page 4

chief operating officer for its subsidiary, Realogy Franchise Group (RFG). Alex Perriello, CEO of the Realogy Franchise Group, will now focus on strategic growth while Peyton will be responsible for the operational management of Realogy’s franchise brands. “We are excited about the fresh perspective and valuable insights John Peyton will bring from the luxury hotel and leisure industry to our franchisees and their affiliated agents,” says Perriello. Peyton was formerly the senior vice president of brands and shared services for Starwood Hotels & Resorts Worldwide Inc. Prior to joining Starwood, Peyton had a 10-year career with Pricewaterhouse Coopers, serving in both its accounting and management consulting practices. “Realogy has a tremendous portfolio of brands that is unrivalled in the real estate industry. I look forward to helping accelerate its growth trajectory,” says Peyton. ■ ■ ■

Century 21 A&T Countryside Realty, one of the longest established real estate companies in the Moncton Metro area, recently expanded to a new location at 1000 St. George Boulevard, Suite 101. Tim Beaulieu and Audrie Elderkin-Beaulieu took over the company ownership this year, launching under a new name, and now have added a new location in Campbellton, N.B. Their team celebrated at a grand opening event hosted at the office on September 22. The company serves residential and commercial real estate clients provincewide from Sackville to Moncton to Campbellton. ■ ■ ■

The Grand River Woods

Cover photo: DARLA FURLANI

Townhome pre-construction project in Cambridge, Ont., by Fernbrook Homes and Crystal Homes and sold exclusively by Realty Point franchise brokerages, sold out in two days recently with all 119 townhouses and six additional detached home lots snapped up by investors and future residents. Buyers lined up overnight to secure one of the townhouses, priced from the mid $300,000s. Home prices in Cambridge are starting to rise, along with the price increases seen in the Greater Toronto Area, but still remain affordable in comparison. “We are proud of our reputation for sales in the builder community,” says Zia Abbas, owner and president of Realty Point and broker of record of World Class Realty Point Brokerage. ■ ■ ■

Royal LePage recently launched Your Perfect Life, a neighbourhood matching tool. This new feature, which the company says is a first in Canada, allows consumers to discover homes in communities that fit their current or desired lifestyles. Your Perfect Life uses Environics Analytics demographic data to help home buyers pinpoint places where like-minded people live. This interactive tool highlights neighbourhoods that consumers may not have otherwise considered and helps people relocate to unfamiliar areas of the country, the company says. For information: www.rlp.ca/yourperfectlife

These awards recognize outstanding systems and programs that contribute to the real estate industry, promote public protection and could be adapted in other ARELLO member jurisdictions. RECA won an education award for its pre-licensing educa-

tion course, the Practice of Rural Real Estate, which was cited as leading “to professional licensees who are able to practice real estate in compliance with legislation, and competently serve the real estate needs of rural buyers and sellers.” RECA received a communications

12 years of retail real estate experience, respectively, to Avison Young. Before they were principals with Northwest Atlantic (NWA) in Vancouver. Also joining Avison Young from NWA are Michael Hodge as a vice-president, and Connor Eden and Teresa Pham as associates.

Industrial, Commercial & Investment T he Toronto Real Estate Board, along with the Regional Municipality of York, hosted its inaugural Commercial Development Forum in Thornhill recently. The forum gave real estate and planning professionals an opportunity to discuss ongoing and proposed commercial and residential real estate and economic development, regional and municipal expansion, and infrastructure growth within York Region. Municipal politicians, senior York Region staff and representatives from the public and private sectors also attended. “An open forum on the current state and the future of commercial development in York Region is crucial. Involving stakeholders from interrelated sectors is where smart planning begins, and is not only welcomed, but necessary,”

award for the 2016 edition of its Advertising Guidelines, which was recognized as “an example of regulatory communication that enhances consumer protection, while improving the industry and helping RECA achieve its manREM date.”

■ ■ ■

says Larry Cerqua, president of TREB. Each of the York Region municipalities made presentations on their infrastructure and services investments and the future of real estate development. “With ongoing investments in vital services, we hope to create even more commercial real estate opportunities so our regional economy can continue to thrive and expand,” says York Region chairman and CEO Wayne Emmerson. ■ ■ ■

Daniel Lee and Jason Schouten have become principals at Avison Young in Vancouver. They will lead the firm’s retail practice throughout B.C. and represent local, national and international tenants as well as landlords and investors. Lee and Schouten bring 10 and

JLL has hired the team of Michael Betsalel and Earl Kufner to join the firm’s multi-residential platform. Betsalel and Kufner will cover the Ontario marketplace and provide leadership and guidance to JLL’s national multi-residential investment team. Both Betsalel and Kufner come to JLL from Colliers, joining as senior vice presidents and sales representatives. “Toronto is the largest multiresidential market in Canada and we are thrilled to bring on Michael and Earl who are both very experienced and highly qualified apartment specialists to service this active market,” says Brett Miller, president of JLL Canada. Betsalel developed the Colliers Apartment Team in 2005 and has completed nearly $1 billion worth of transactions. Before completing Continued on page 29

■ ■ ■

The Real Estate Council of Alberta (RECA) received two awards at the recent conference of the Association of Real Estate License Law Officials (ARELLO), an international association of real estate regulators.

Daniel Lee

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Phone: 416.425.3504 www.remonline.com REM is published 12 times a year. It is an independently owned and operated company and is not affiliated with any real estate association, board or company. REM is distributed across Canada by leading real estate boards and by direct delivery in selected areas. For subscription information, email distribution@remonline.com. Entire contents copyright 2016 REM. All rights reserved. Reproduction in whole or in part without written permission from the publisher is prohibited. The opinions expressed in REM are not necessarily those of the publisher. REALTOR® and REALTORS® are trademarks controlled in Canada by The Canadian Real Estate Association (CREA) and identify licensed real estate practitioners who are members of CREA. MLS® and Multiple Listing Service® are trademarks owned by CREA and identify the services rendered by members of CREA. REM complies fully with the CREA’s Trademark Policy (section 5.3.2.6.1). ISSN 1201-1223

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8 REM NOVEMBER 2016

HomeLife partners with Sears for client discounts “The packages are put together at much lower than market rates (and are) lower than sales prices in most cases,” says Pamela Murphy of Sears Canada. By Danny Kucharsky

omeLife Realty Services and Sears Canada have entered into a partnership that will allow HomeLife’s agents to provide buyers and sellers with major discounts on appliance packages, as well as Sears gift cards. “It’s the first time we’ve done something like this on a scale this large,” says Ed Pupulin, director of international business development at HomeLife. “We’ve had marketing partnerships with national brands in the past, but this is by far the largest in scope.” The HomeLife-Sears partnership is being launched with Sears at HomeLife’s annual symposium in Toronto in November. It allows HomeLife members to offer clients who are buying or selling homes “good, better, best” packages for kitchen appliances that are equivalent to the commercial pricing packages Sears makes available to contractors. “It’s a fairly substantial discount,” says Pamela Murphy, vicepresident, licensed businesses at Sears Canada. “The packages are put together at much lower than market rates (and are) lower than sales prices in most cases.” Packages will be available for stainless and white appliances and for condominium-sized appliances. The package lineup will change regularly to ensure only up-to-date refrigerators, ranges, dishwashers and microwaves are offered. Overall, about 12 packages will be available. In addition, the partnership allows HomeLife agents to give clients closing gifts in the form of pre-paid branded Sears gift cards. “The synergy is there between the two companies,” Pupulin says of the partnership. “We’re both national companies with, for the most part, the same customers. Why not combine forces, branding-wise, and offer more to our joint customers?” Sears has worked with real estate brokerages before “but not at

this scale,” Murphy says. “It makes sense from the perspective that we can have a whole new channel of customers to be able to sell our products through. Also, HomeLife has a good reputation. They’re coast-to-coast. It made sense.” Murphy says the appliance packages are exclusive to the Kenmore brand, but that customers interested in other brands can receive incremental discounts. Sears sells such appliance brands as Whirlpool, Samsung, Bosch, LG, KitchenAid and Electrolux. She says the appliance package is ideal when agents are talking to home sellers and say “you know, you kind of have to upgrade your appliances. Your home’s not going to sell with that lovely almond 1980s stove, and you know what, we’ve put together a good, better, best package” of appliances. The gift cards can be loaded in amounts ranging from $5 to $5,000 and agents can purchase

uebec’s real estate transfer tax is better known as the “Welcome Tax,” named for Jean Bienvenue who introduced it in 1976. Residential property prices have tripled since 1992 but the brackets have not. In 1992, a property that sold for $100,000 would have generated $750 in transfer taxes. Now that same property is worth about $290,000, which translates into

multiple cards. Gift cards will be appreciated by buyers who are looking for everything from furnishings to small appliances, and sellers staging their homes, says Adam Price, director of brand marketing at HomeLife. “What it is, is an incentive to reward (customers) for loyalty or as a closing gift,” he says. The partnership with Sears will add to the lead generation tools HomeLife offers to its members, Pupulin says. Agents will offer the appliance packages and gift cards as part of their listing proposals and marketing pieces. HomeLife’s more than 8,000 agents will be provided with “templatized” marketing pieces that they can customize with their contact information. Agents can incorporate HomeLife-Sears branding in their marketing materials. In addition, a landing page on the HomeLife website will be added

$2,850 in transfer taxes. The Welcome Tax has increased by 3.8 per cent, while property prices have risen by 2.9 per cent. The Quebec Federation of Real Estate Boards (QFREB) has two proposals to reduce this gap and increase housing affordability. First it proposes to double transfer tax brackets to the following rates: 0.5 per cent on the first $100,000, 1.0 per cent

to explain the program and agents will receive regular email updates about the partnership. “We’re also going to be pushing heavily on social media as well as some print advertising,” says Price. “Anything that we do marketwise in the next little while is going to include the partnership with Sears.” Price believes HomeLife members “will be ecstatic with the ability to offer (clients) discounts on appliance packages (and) a whole new system for rewarding their loyalty in presenting them with closing gifts.” The value proposition of the program is “incredible,” he says. “It’s unlike anything that our competitors offer.” Price says the November launch date of the program is strategic to ensure members are prepared to market it in time for the busy spring market. “We’re making sure they’re ready for 2017 and know this program

on a value between $100,000 and $500,000 and 1.5 per cent on a value greater than $500,000. QFREB proposes regular indexing of the brackets. Secondly, QFREB wants first-time home buyers exempted from paying transfer taxes in addition to the existing exemptions. All municipalities must collect property transfer taxes, although some cities, such as Laval and Montreal, have implemented Welcome Tax refund programs. ■ ■ ■

The Association of Saskatchewan Realtors (ASR) Quality of Life Legacy Event, which was held in Saskatoon, brought together real estate professionals and industry partners from throughout the province

inside and out.” He adds the partnership could also give access to Sears customers and there is potential for in-store marketing opportunities for HomeLife. There may also be the possibility for HomeLife agents to offer clients deals on Sears home services. “This is just phase one,” says Pupulin. “We’re looking at a long and mutually beneficial relationship with Sears. We would like to be partnering with them for many years to come. We feel that this is a huge benefit for our agents to be able to attach themselves with the name of Sears, a company that’s been in Canada for so long.” Pupulin adds that he is not concerned about Sears Canada’s recent financial woes. Same-store sales have fallen 7.4 per cent and 5.5 per cent in the past two quarters compared to 2015, and the retailer posted a $91.6 million loss in its second quarter. “We’ve been following what Sears has been doing for the last couple of years. We are 100 per cent behind them in the moves that they have made.” He has seen the retailer’s recently unveiled new store format and “they just look fantastic. They have done a phenomenal job in preparing themselves for the next century of business. We believe in them 100 per cent or we would not have entered into this.” REM to raise money for charity. ASR donated $33,954.66 to the Saskatoon Community Foundation. Each year the Quality of Life Legacy Fund provides $5,000 grants to six different charitable organizations from different provincial districts. The 2016 grant recipients are: Forever Friends of Hope Foundation in Qu’Appelle, Joe’s Place Youth Centre in Moose Jaw, The Lighthouse Serving the Battlefords, YWCA Prince Albert, Prairie Hospice Society Inc. in Saskatoon and St. John Ambulance – Saskatchewan in Regina. Organizations can visit saskatchewanrealestate.com for more information and to apply for 2017 grants. Applications will be available in January. REM

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10 REM NOVEMBER 2016

Carl Laudan: Sales rep and filmmaker Laudan has a foot in both businesses and he has found that the skill sets required for each are often remarkably similar. By Susan Doran

ou might think that the real estate and film businesses have nothing in common, but according to Carl Laudan you’d be wrong. He should know – besides being a real estate sales representative, he’s an independent filmmaker with many projects to his credit, including The Big Thing, which won awards south of the border and was nominated for a Genie here in 2005 for best live action short film. Laudan has a foot in both businesses and he has found that the skill sets required for each are often remarkably similar. For starters, “connecting with your audience and knowing what they are feeling” is crucial in both real estate and film, he says. Somehow Laudan continues filmmaking with his company Cinéman Films while also navigating a successful career as a full time salesperson with Bosley Real Estate, a family run brokerage headquartered in Toronto. Loss of sleep is par for the course, he says. A direct result of Laudan’s career duplexing is his new feature length absurdist comedy, The Death (and Life) of Carl Naardlinger. The film, which was shot in Toronto, funded in large part by the crown corporation Telefilm Canada, produced by Laudan, and written and directed by his partner, Katherine Schlemmer, will soon have its world premiere at the Whistler Film Festival, where it is up for various awards. Among projects the two have previously teamed up on are the feature film Sheltered Life, which Laudan directed and Schlemmer wrote.

“The Death (and Life) of Carl Naardlinger is a bit of a bouquet from Kate and me to Toronto, which has treated us so well,” says Laudan. The plot revolves around two men with the same name and the coincidences that bind their lives together. Actor Grace Lynn Kung has a central role as – wait for it – a real estate agent. And not just any agent; in the movie Kung plays a Bosley agent and drives one of the brokerage’s signature electric Smart cars. The film is infused with these touches of “Bosley corporate culture,” Laudan says. The company has been supportive of his filmmaking in every conceivable way, viewing it as an asset where others might not, says Laudan. He is grateful, and in turn his advice to new agents is, “Choose the right brokerage. It’s important to be with a manager you can trust. Trust is everything – you need a great working relationship.” When Laudan started in real estate he initially concentrated on it to the exclusion of filmmaking in order to build his client base. But he is adamant that filmmaking “brings a lot of success and confidence” to his real estate career. “Both careers appear to feed each other,” he says. “This film has powered me forward, given me confidence and led to me doing the best I have ever done in real estate.” It has taken him this long though to surpass the success of his first year in the business, he admits, laughing. “Right out of the gate I was doing well. In my first year I passed

a company threshold for gross earnings, which led to receiving a black Bosley Real Estate notepad/binder,” he says. He now looks back on that as beginner’s luck. “I’ve found that a successful practice is something that must be built over time from consistent learning and conscientious service.” For the past couple of years Laudan has been part of Bosley Real Estate’s Urbaneer team, which specializes in the marketing, promotion and sale of what he refers to as “unique urban spaces,” including everything from freehold and condominium housing and loft conversions to investment properties and renovated and restored character dwellings. “I found myself drawn to the loft conversion market,” Laudan says. “I feel surroundings matter, architecture matters. It can be a great determinate of how we live and how happy we are. So working

“Both careers appear to feed each other,” he says. “This film has powered me forward, given me confidence and led to me doing the best I have ever done in real estate.”

between residential and commercial has always made sense to me. Homes aren’t just boxes to put people in. I try to find creative solutions for creative people when I’m lucky enough to represent them.” Needless to say, a lot of his clients are drawn from the film and television industries. Laudan turned to the real estate business six years ago, attracted both for practical reasons (in Canada there’s “not much” financial security in being a feature filmmaker, he points out) as well as by fond memories of his mother becoming a real estate agent back when he was a teenage math whiz finishing high school in Vancouver, where he grew up. “It was exciting to get into something that would, as travelling had done, bring me to new people and relationships,” says Laudan, who is a film school graduate and along the way spent a lot of time teaching English and making experimental films in Europe and the Czech Republic. (He says it was “kind of a free-for-all” at the time. “The wild, wild East.”) He also has a liberal arts education. Although he missed getting a degree (“just a few credits shy,” he laments), he distinguished himself at the University of Kings College in Halifax by founding the King’s Independent Filmmakers’ Society. On becoming a real estate agent he was pleasantly surprised at how well the skill sets from his two

Carl Laudan

careers meshed. Laudan is mainly a residential agent but he has some commercial dealings, and in both he finds the business, computer, financing, investment and production skills he has honed in the film business useful. “The more closely my film’s financials stick to reality the better the film will do, so I really feel how important thoughtful forecasting can be to all involved in real estate,” he states. “And there is virtually no skill we use in film direction that isn’t excellent to use in real estate negotiations.” Next up in Laudan’s filmmaking career is directing a science documentary. As for real estate, he believes that Toronto is “still under-valued in a global context.” He expects the market to remain strong, and the same goes for his passion for his two careers. “For me, doing the two things, I am better at both because it allows me to be who I am.” REM

“Engel & Völkers has the strong reputation for service quality, listings and the international reach my clients have been asking for. Now I can provide it.” Axel Ziba, Engel & Völkers Victoria

Only the best in the business join our brand. After years of building his expertise and network, providing stellar service in the hospitality and technology industries, Axel Ziba set his sights on repeating his successes in real estate. His ability to leverage technology platforms to strengthen his market expertise and client relations through meaningful and effective communication set him apart from his peers. To enhance his ability to serve his clients, Axel searched for a company with an innovative and refreshing approach to real estate. Today, as an expert Engel & Völkers Advisor, Axel delivers a world-class, premium service experience and a true ability to bring an international audience to his clients.

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

©2016 Engel & Völkers. All rights reserved. This advertisement is not an offering of a franchise, and where required by law, an offering can only be made 14 days after delivery of the applicable franchise disclosure document.

12 REM NOVEMBER 2016

Century 21(continued from page 3) Bartram, EVP and CFO for the parent company, is touted for her skills in the finance, legal and corporate services departments. Charlwood concedes that without people who “do what they do and do it well” he would not have reached the pinnacle of success that he now enjoys. Notable among his many career highlights is being the first Canadian to be inducted into the International Franchise Association’s Hall of Fame and the American Society of Travel Agents Hall of Fame. In 2016, Charlwood Pacific Group was also recognized with the Canadian Franchise Association’s Hall of Fame Award. A former marathon runner and an active swimmer, Charlwood says he enjoys his life and has no plans to retire. When asked to describe his current role with CPG, he says he sees himself essentially as a strategist. “I am the composer: I help Martin write the music and

he conducts the orchestra.” When Martin was asked about his father’s metaphor he said he is not surprised by the reference because his dad is a musical aficionado. He confirms that the two do work in concert together, with the senior Charlwood working on long-term strategy while Martin works closely with the senior management team “to help finetune that long term strategy and to execute on the short term and midterm ‘must-do’s’.” Martin says he and his brother, Christopher, knew at an early age they’d like to follow in their father’s footsteps. When his brother was 14 and Martin was 12, their father was in the process of founding Uniglobe Travel International and he asked their advice in choosing the brand’s logo. “We were captivated; hook, line and sinker,” says Martin, while adding their father never “badgered or pushed us to get us into the travel or real estate business.” When the boys were

not in school, Gary would invite them to his business meetings where the young lads would sit at the back of the room soaking up what was being discussed. “His business philosophy was and is to teach people for themselves, not by themselves.” Martin adds, “He set up a structure on how to run Century 21 and Uniglobe, and in my early days in the business it was all about learning from the system and the individuals within that system that he created, rather than learning from him, directly. That came later when he and I worked more closely together when I became president of some of the divisions.” Martin describes his father as kind and caring to those around him and says he always recognized his father’s leadership skills. “He was always the coach of the soccer team when we were growing up and people just gravitated to him,” he says. “He always had – and still has – very creative and valuable

things to share with people. And he sure can hold an audience.” Martin, who graduated from the University of British Columbia in 1990 and has worked in nearly every facet of the family business, is an inveterate traveler, passionate snow skier and boater, has a healthy appreciation of wine and is a partner in Trim Wines in Calif. As he prepares to take over the reins of the company one day, Martin says he shares the same business philosophy as his father and adheres to the team member collaboration style of business. “If we can’t have a good time with someone and enjoy their company over dinner, we’re not sure we can work or do business with them.” He adds that he and his father share three tenets of business practice: empower people to get the job done; give them the resources to get it done; let them get on with it.” When asked about the future of Century 21, Martin outlined a few pillars of growth: “Recruit

more agents and brokers to our Century 21 brand and increase the number of homes that we help our customers buy and sell through the brand.” He maintains it is also important to help the broker network grow their individual local business through acquisitions and/or mergers of other brokerages in their local marketplace. He adds that the company will continue to refine their industry leading work in the digital world, especially as it relates to marketing real estate on the Internet. In a salute to his pioneering businessman father, Martin adds, “We have always viewed ourselves as a ‘thought leader’ and plan to continue as such.” On a more personal note, Martin says this of his father and his family, including the Century 21 family: “We make sure to enjoy the ride that life provides us and make sure to take advantage of all the opportunities that come knocking on our doors.” REM

Broker Matt Dominguez honoured by Saskatchewan Roughriders

Matt Dominguez, broker at Better Homes & Gardens PrairieView Realty in Regina, was inducted into the Saskatchewan Roughrider Plaza of Honor recently. The Association of Regina Realtors interviewed him about his accomplishment. ARR: How do you feel about your terrific accomplishment of being inducted into the Saskatchewan Roughriders Plaza of Honor? Dominguez: It was a shock when I got the call that I was to be inducted into the Plaza of Honor. To be associated with some of the greatest players in Rider history is very humbling. The coolest part was when my kids saw my name on the marquee. It was a very good day for us. Who is the biggest influence in your sports career? My parents were my biggest

influence. I always loved playing sports -- it was the only thing I did as a kid. My parents worked hard to give me the opportunity to participate, so I owe it all to them. What made you decide to call Regina home when your football career ended? When my career ended, we stayed for lots of reasons. The U.S. economy and housing industry was a disaster. I had some opportunities here that I wanted to establish. But what was the deciding factor was that my kids loved their school, we had a great church and lots of

friends. We had put down roots here, so we decided to stay. What brought you into real estate after football? During my career I had bought some revenue properties. I realized that I was not a 9-5 job kinda guy. So real estate provided me the flexibility to work the hours I wanted to, and be rewarded for the work I put it. I always enjoyed meeting people so the industry just clicked for my personality type. How did playing football from a young age help your real estate career?

I’ve always worked on teams my whole life. It was great to help create one from scratch and to see my colleagues grow. Have you transferred any other skills as a professional athlete to a professional Realtor? In order to be successful in professional sports you have to be disciplined, consistent, compassionate, self-motivated and have the ability to shake off the bad stuff and go forward – keep your eyes on what’s most important. These skills mirror skills that every successful real estate agent possesses. REM

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16 REM NOVEMBER 2016

The open house: opportunity knocks By Ross Wilson

et’s explore open houses from another perspective – holding them. If you’re an abstainer, you may be missing good fortune. If your goal is to increase your business network, would you agree that meeting people is paramount? Aside from oodles of leisure reading time, nothing is gained by being a secret agent. Given the right training and attitude, by building relationships with more people, you can enjoy a healthier “visitor to client” conversion rate and build a great business. Do you have a certain style, format or methodology for your opens, or do you treat them haphazardly? Do you sit impatiently in someone’s living room on sunny weekend afternoons and pray for the quick passage of time while quietly slipping into slumber? Do you hold them only to help justify the rather large potential commission, or as a legitimate lead generation tool? Some enjoy great success with this traditional practice, while others consider them a complete waste of their precious time. Early in my career, I was a member of the latter

group; I disliked their passivity. They reminded me of my days sitting in a new home sales office. If a new seller asked me about opens, I’d usually reply that they were a waste of time and an invasion of their privacy. However, over the years, as I witnessed their growing popularity, my attitude began to change. When I considered that, unlike open visitors, disembodied responders from passive newspaper and Internet ads could easily hang up the phone or ignore emails, I figured I’d give them a try. And I’m glad I did. Open houses provide tangible opportunities to personally meet and greet real people with whom you have immediate commonality – real estate. Plus you’re on your own turf in an environment you control, and critically, where people come to you. They presumably want a home and you’re a provider, a facilitator of wishes. You have ready access to the product and the ability to bring their dreams into reality. Some visitors may be nosy neighbours or dreaming drifters seeking decorating ideas or fantasizing about home ownership. That’s fine; at least you meet people. And people know people. Regard it as a chance to kindle connections and expand your busi-

ness sphere. Collect names and numbers – even from nonprospects – because someday, they may become prospects or recommend you. Or they may be active searchers. Some may already be established with agents, but many may be orphans. Yes, in this modern age where most buyers begin their search on the Internet, people still get in their cars to circulate the circuit. Internet virtual tours and slide shows are great, but there’s nothing quite like feet on the ground. And if they don’t care for your open house, you’re gifted with a tiny window of opportunity to connect with them. Frankly, in my experience, it’s rare for an agent to sell their own listing from an open house, but many guests will ultimately buy something. People are regularly attracted to property beyond their monetary means and tour homes completely out of their affordability range. I’d often meet more people who weren’t qualified to buy my listing. If someone looking unsophisticated, maybe roughly attired, walks through the door of your luxury listing, don’t arrogantly (and possibly mistakenly) judge them unworthy. Make an effort to connect and convert them into prospects for another more afford-

able property. They may respond favourably to your respectful attitude. If the luxury home is within their financial means, odds are they won’t find it suitable anyway. Then again, they might. If they fail to buy it and you’re able to establish the foundation of a good working relationship, you may sell them something more suitable. As you would prepare for ad callers by having listing details of comparable properties close at hand, you should be aware of other active similar listings. This way, if your visitor doesn’t like or can’t afford yours, you can immediately tell them about others. Would you agree that making the open house experience interesting for your guests is a smart idea? Instead of just being a gatekeeper while guests wander about, spice it up for them. Create an unforgettable event and make your competitor’s opens pale in comparison. Sell yourself. To permit your guests to relax and view a slide show of assorted comparable listed properties, bring your laptop or tablet and connect it to the flat-screen TV. Or have your MLS search engine open to other listings in the area. While they’re in the house, show them your wares and what you can do for them. It’s time to sing

and dance, so to speak. You might catch their interest with a competitor’s listing they’d been curious about, or a home they were unaware of. If they’re already homeowners, if they were impressed with your respectful, professional demeanour and expert presentation and marketing skills, you might earn their listing. The longer you’re able to keep them interested, the greater the likelihood you’ll establish the beginnings of a strong connection. In the next column, I’ll continue this topic and hopefully help you further enrich the open house experience. If you can’t wait, check out my book, The Happy Agent, available virtually everywhere print or e-books are sold, including some real estate board stores. Ross Wilson, broker with iPro Realty, has enjoyed a rewarding fourdecade career encompassing a highly productive referral sales practice and extensive experience as a brokerage owner, manager, trainer and mentor. His new book, The Happy Agent – Finding Harmony with a Thriving Realty Career and an Enriched Personal Life is available where print and e-books are sold, including the TREB, BREB, RAHB and OMDREB stores. Visit RealtyVoice.com. REM

I really appreciated the fast service. I was very close to missing the rebate deadline and they fit me in. A number of years ago I was in real estate and only used AmeriSpec for my customers. They could be counted on to provide honest, prompt and thorough service. I am happy to see that this hasn’t changed. – Mary Weisgerber DON’T TAKE OUR WORD FOR IT! READ MORE THAN 7,000 REVIEWS FROM REALTORS® AND CLIENTS AT AMERISPEC.CA.

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royallepage.ca This is not intended as an offer to sell or a solicitation of an offer to buy, including a solicitation of any sales representatives or broker that is currently under contract. All offices are independently owned and operated, except those marked as “Royal LePage Real Estate Services Ltd., Brokerage”, “Royal LePage West Real Estate Services” and “Royal LePage Sussex”. Any copying, reproduction, distribution or other use of these materials is prohibited. ©2016 Brookfield Real Estate Services Manager Limited. All rights reserved.

18 REM NOVEMBER 2016

The return of the financing condition By Mark Weisleder

ow that we have new mortgage rules, it is more important than ever before to include the financing condition in any offer or be otherwise prepared for the consequences. Pre-approvals are no guarantee your buyer will obtain financing. Too many buyers are cavalier about submitting offers without a financing condition, especially during the pressure of a bidding war. They must understand that even with a pre-approval, the lender must be satisfied with its own appraisal. The foundation for most appraisals is, what would a willing buyer pay a willing seller, WITHOUT pressure? In a bidding war, there is almost always pressure on the buyer.

This is why the appraisal will likely be lower than what the buyer offered and the lender will offer your buyer less money than they hoped for. The answer is always to have an extra five to 10 per cent of the down payment in reserve to protect themselves. In a condominium purchase, if it is conditional upon review of a status certificate, use that time to also make sure their financing is in order. Lenders can change their mind right up until the day of closing. Even if your buyer is approved after they sign the agreement, the lender can still change its mind based on anything that they may learn before they advance the funds. There are usually many conditions attached to any loan approval, such as verification of income, down payment and employment. Make sure your buyer works with their mortgage broker to satisfy all of these conditions and requirements as soon as possible in the process. The worst words a lawyer can

hear from a lender on the day of closing is “The file is in underwriting”. This typically means that someone else is reviewing the entire file because issues have arisen. In some cases this can result in the entire loan being cancelled, right on the day of closing. In our firm, since we receive and send funds via wire transfer, we are fortunately able to complete deals even when lenders are late transferring funds to our trust account. Always know the net amount your buyer will receive from their lender. Every mortgage commitment is different. Some may contain up-front fees for arranging the loan, appraisals, CMHC fees and PST, and interest to the interest adjustment date. All of these fees are deducted right off the top, before the balance is sent to their lawyer on the day of closing. The bottom line is that your buyer must know the exact amount that will be sent to their lawyer on closing, to make sure they have enough to make up the rest of the down payment, land transfer tax and legal

The worst words a lawyer can hear from a lender on the day of closing is “The file is in underwriting”. fees. At our firm we remind clients to send us their mortgage instructions early in the process so that we can get them the net amount they will need to complete the transaction in a timely manner. Get it in writing if your buyer wants no finance condition in the agreement. If the buyer does go ahead and tell you to put the offer in without a finance condition, get these instructions in writing. It is not enough to write the finance condition in the offer and then have the buyer strike it out and ini-

tial it. It is better to use a separate form. In Ontario, OREA has form 127, which makes it clear that the buyer is confirming to the buyer brokerage that they understand the risks in making an offer without conditions. Mark Weisleder is a partner, author and speaker at the law firm Real Estate Lawyers.ca LLP. Contact him at mark@realestatelawyers.ca or toll free at 1-888-876-5529. REM

CENT CE NTURY 21 BAMBER REALTY LTD., CALG G ARY, AB Sinc ce joining C NTURY 21 CE

THEY TH EY GREW

177 AGENTS!

I encourage e ne new agen nts to visit othe oth r companies before re cho h osin ng us. I want nt tthe h m to see what’s out there. No one provides the full service marketing & admin that we can.”” - George Bamber, owner, CENTURY 21 Bamber Realty Ltd. owner,, CENTURY 21 Bamber Realty Ltd. George Bamber, o

Real success shows. We see it every day. Ask us why.

century21careers.ca | century21franchise.ca |century21.ca

The #1 Reason Real Estate Agents Fail Ironically the number one reason real estate agents fail has little to do with how good they are at the technical parts of the business, or their work ethic or people skills. In fact, great agents fail and are forced out of the business every day, and itâ&#x20AC;&#x2122;s simply because they donâ&#x20AC;&#x2122;t have a real business system. So for the average real estate agent, every day basically consists of chasing prospects and putting out fires.

All of these agents credit the same real estate system for creating their success Years in Business: Marketplace: Franchise: Results:

Did you know that many of the top agents in the world also credit their success to this system?

The fact is that agents leave our industry in droves, not because theyâ&#x20AC;&#x2122;re not great at working with clients, but because they simply canâ&#x20AC;&#x2122;t make the business work.

4 ' 6 Years Potomac, MD Re/MAX 5 $ 6 78 # 0-( (( # ! ( (-

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MUST be based on a solid system. In real estate, that means a system to generate leads, a system to convert those leads to face to face appointments, and a system to convert qualified prospects into paying clients (both buyers and sellers). As revealed in the profiles on this page, creating a highly profitable real estate business is certainly possible, regardless of whether youâ&#x20AC;&#x2122;re a brand new

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Not only is Proctorâ&#x20AC;&#x2122;s system responsible for more Millionaire Agents than any other real estate system, but Craig Proctor was a highly successful AGENT himself for more than 20 years. No one in Canada has sold more homes than Proctor has, and by sharing the system he used to achieve his own success, heâ&#x20AC;&#x2122;s been able to help over 30,000 agents worldwide to transform their real estate jobs into highly lucrative real estate businesses. This is the same system Proctor used himself in his own highly successful real estate career 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)

If you do not have a clear, detailed business system (key 5/ C ( $ word, system) that you are us-( >( ( ( 6 ing to move methodically to ! ( 6 - your goalsâ&#x20AC;Śa plan you could % $ ;?9? 6 9 . 6 ! 0 -- show a banker or investor or J- 0 ! new partner or key associateâ&#x20AC;Śa plan you have reasoned, com 0 - $-

$K 0- # # ! - plete confidence in, then why ! # . B8 wouldnâ&#x20AC;&#x2122;t you examine Proctorâ&#x20AC;&#x2122;s + + 6 69 Ultimate Real Estate Success - # . .

System â&#x20AC;&#x201C; free? # ( ! - >( ( ( 69@

M I LLI O NAI RE A G E N T- M A K E R D I S C O V E RY D AY

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agent or have been in real estate for years, whether youâ&#x20AC;&#x2122;re a man or a woman, a solo agent or team, whether you live in the U.S. or Canada, and regardless of which franchise youâ&#x20AC;&#x2122;re with. Each of the agents profiled credits the same real estate system as being responsible for their success: The Ultimate Real Estate Success System pioneered by Craig Proctor.

For a limited time, you can do exactly this by attending d Proctorâ&#x20AC;&#x2122;s upcoming Free P Discovery Day. You can get more information or register at HighIncomeReducedEffort.com

Being extraordinary

IS WHAT WE DO The Royal LePage National Sales Conference, was an incredible success! Royal LePagers, from across Canada, came to network, learn, be inspired, and, of course, have fun! This conference is part of what defines and differentiates Royal LePage. You have to attend to “get it”!! - John Weber, Royal LePage First Contact Realty, Brokerage

This was the most fun I ever had networking. What a great bunch of like-minded people, willing to share ideas. Royal LePage is family. - Susan Horon, Royal LePage Noralta Real Estate

Join us at our next National Sales Conference in Halifax. You don’t want to miss out on the referrals or, the fun!

#rlpnsc royallepage.ca/joinus This is not intended as an offer to sell or a solicitation of an offer to buy, including a solicitation of any sales representatives or broker that is currently under contract. Any copying, reproduction, distribution or other use of these materials is prohibited. All offices are independently owned and operated, except those marked as “Royal LePage Real Estate Services Ltd.” and “Royal LePage West Real Estate Services.” ©2016 Brookfield Real Estate Services Manager Limited. All rights reserved.

Being extraordinary

This was the most fun I ever had networking. What a great bunch of like-minded people, willing to share ideas. Royal LePage is family. - Susan Horon, Royal LePage Noralta Real Estate

Join us at our next National Sales Conference in Halifax. You don’t want to miss out on the referrals or, the fun!

22 REM NOVEMBER 2016

O P I N I O N

By Zia Abbas

oreign buyers. There hasn’t been such a hot topic in real estate for a long time. Vancouver has pointed its finger and told local residents (and the world) that foreign buyers have been gobbling up homes and making real estate prices rise in lockstep with their purchasing power. B.C. added a 15 per cent tax on property purchases. Its easy to point a finger at foreign buyers and accuse them of attempting something similar to the Hunt brothers cornering the silver market, but is this the reality we live in today? This downplays the fact that real estate sales are a “supply and

Creating a fair buying environment for Canadians demand” issue in Vancouver, just as it is across the country, and that there are many factors that help to drive prices higher, and lower, that heavily influence the prices people pay. As the Ontario government looks at some type of foreign buyer’s tax, we have to look at not only the other factors of home price increases but also at the real estate industry as a local economic force that provides stability and income in this era of hyper-low interest rates. Political answers to the problem of a not-completely understood factor is merely vote chasing and propaganda. Rushing to fix something without fully understanding the root cause, in an industry with such wide consequences as real estate and home ownership, will see dramatic effects across a much broader swath of the economy. Witness the rapid chill on Vancouver sales, the impact of

which will not be fully understood for months. Is it due to the foreign buyer’s tax or has the market collapsed under its own weight? Canada Mortgage and Housing Corp. promises to improve its data collection and release numbers in Q4 2016 to show the impact of foreign investor money on real estate prices, in particular with new home prices. These numbers, when released, will be imperfect as the definition of a “foreign buyer” is currently incomplete. It will be interesting to see how they change their definition from the current “if the property is owned by a person whose permanent residence is outside of Canada” to account for new immigrants, students who own property while in school and many other not-yet-permanent Canadian residents. Until there is better data and an improved understanding of the full market forces that have driven Vancouver’s and Toronto’s

Political answers to the problem of a not-completely understood factor is merely vote chasing and propaganda. hot real estate markets, political action at this time could drive equity into the ground and impact ordinary Canadians, and the larger economy, in many unforeseeable ways. It is not only sales reps who must ask the powers-that-be to tread carefully. A misstep can cause widespread discomfort throughout the Ontario economy, well beyond the real estate industry. Federal, provincial and municipal governments need to look at ways to level the purchasing power of residents and non-residents to

have a fair impact on property purchases and prices. Capital gains, mortgage approval rules and primary residence requirements are a start, so long as these changes do not dampen the investment opportunities that encourage both foreign and domestic investors. Zia Abbas is owner and president of Realty Point, an Ontario real estate brokerage franchisor and broker of record, World Class Relty Point Brokerage. He was the No. 1 worldwide ReMax agent in 2011/2012. Email zia@realtypoint.ca. REM

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24 REM NOVEMBER 2016

Why sales reps get sued Here are the top three reasons why you’ll get sued.

By Natalka Falcomer

What’s the biggest fear most professionals have? A: Getting sued by a client. We all fear lawsuits because a lawsuit implies poor customer service; lack of knowledge; and overall failure to do what’s right and ethical. Q: What’s a growing trend? A: Clients suing. Agents are faced with managing numerous details, multiple parties and valuable assets. These hurdles become grueling mountains to climb when you throw in rushed time lines, emotions and fear of losing the deal. It’s no wonder mistakes happen and clients sue. Having said that, lawsuits are not inevitable if you know the most likely reasons you’ll get sued and how to keep yourself from making fatal mistakes. Here are the top three reasons why you’ll get sued. 1. Failure to disclose property defects Yes, we all want to get a deal done quickly, as well as make sure our clients are happy with the price and expediency. But, a great price

and a quick close won’t necessarily bar you from facing angry clients. Especially if you forget to fully disclosure all latent defects. The numbers don’t lie: you’ll be the first to get served with legal papers after a deal closes if your client or the other party discovers defects. Defects range from improvements without permits to noises, stigmatized properties or nuisances. “But, I didn’t know, so I’m not responsible!” you’ll claim. Sorry, that’s not a defence. The threshold to prove that you were negligent isn’t that you did know, but that you should have known. After all, aren’t you supposed to be a real estate professional? 2. Breach of duty and negligence If you’re an agent who “dabbles” in different asset classes or locations, be warned. You might be breaching your duty to your client and exposing yourself to claims of negligence. Here’s why: your client places a high level of trust in you. They believe that you have the expertise you claim and “suggest” by taking on the deal. And if you don’t and if you make a negligent mistake –even if your intentions were good — then be prepared for a fight in the courtroom. The problem with negligence claims is that it’s diffi-

cult to determine if you’ve acted reasonably. This means that, even if you weren’t negligent, you’ll still face a lawsuit and be left with a soiled reputation. 3. Giving quasi-legal advice Every deal requires legal advice, especially since we’re moving away from non-binding offers to binding leases masquerading as offers. Not to mention, our increasingly litigious society calling for an extra “layer” of protection by way of a legal review. Despite the real risk facing agents – and the fact that agents are signing up their clients to binding agreements without proper advice – agents don’t want to get lawyers involved. They fear that lawyers will kill the deal and slow the process. So, the agents offer some general advice and don’t encourage their clients to get a quick legal review. After all, you’ve been doing this for years and you know more than lawyers. Such an approach is not only problematic for the agent’s reputation, but also his commission. I’ve witnessed many deals dying because buyers, sellers, landlords and prospective tenants use the “we didn’t get legal advice” excuse to get out of deals. And some unscrupulous clients then point the finger at the agent, claiming

that they never advised them to get the advice they need. What can you do to protect yourself? The most common cause of lawsuits is assuming you know everything and subtly putting your interests ahead of others. There are three simple panaceas to this litigation cause: You can’t learn what you already know: Remain humble. Neither you nor I know it all. The most dangerous people are those who think what they learned in the past holds true today. It simply doesn’t: laws change, clients change, communication standards change and the product changes. Don’t stop learning: Agents must constantly educate themselves if they want to call themselves experts. Their knowledge should not only be about local rates and sale prices, but also the potential issues that may arise, such as structural and potential legal threats. Various bodies such as your real estate board, the Real Estate Institute of Canada and Institute of Real Estate Management, the Urban Land Institute (ULI) and the Society of Industrial and Office Realtors (SIOR), offer excellent programs and designations to stay on top of all of the changes in your industry.

Announcement

Congratulations! It is with pleasure we announce Shelby Schneider McDonald as Vice President of Strategic Development and Partnerships, and Christopher Alexander as Regional Director for RE/MAX INTEGRA, Ontario-Atlantic Canada! For the past two years, Shelby has successfully led our Public Relations and Communication efforts across North America, and Christopher has been a highly successful Franchise Sales Consultant for Ontario-Atlantic, as well, has been assisting with various Regional Director and Franchise Development activities. RE/MAX INTEGRA continues to celebrate being the home of the top producer, and also welcomes those who aspire to be, providing the best in service while leading the industry. Please join us in congratulating and welcoming Shelby and Christopher in their new roles! INTEGRA, Ontario-Atlantic 7101 Syntex Dr, Mississauga

Get a professional involved early: always recommend that professionals get involved early, before anything is “firm” and make this recommendation in writing. Getting the professionals involved early will ensure that you avoid wasting your time negotiating certain points that simple won’t work from a legal, financial or logistical perspective. My experience shows that advice on sticky issues early in the process always helps to close the deal faster because everyone is working in tandem and major headaches are anticipated and prevented. These solutions are so simple, yet rarely followed. If you don’t take a moment to protect everyone’s interests -– including yours –then you’ll likely face a disgruntled client and a lawsuit. After all, it’s always better to have no deal, than a lawsuit and no deal. Natalka Falcomer is a lawyer, real estate sales agent and Certified Leasing Officer who has a passion to make the law accessible and affordable. She founded, hosts and coproduces a popular legal call-in show on Rogers TV, Toronto Speaks Legal Advice. She founded Groundworks, the only firm specializing in commercial real estate law that offers flat fee rates, online delivery of legal work and a guaranteed turnaround time. www.groundworks.com REM

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Brokers: Are you recruiting, retaining or simply maintaining? By Ryan Hodge ecruiting and retention is the lifeline of your real estate company. My business partner and I continue to ask questions in order to further the growth of a successful real estate company. We believe awareness is the key to survival. We’ve been fortunate to grow a healthy company, recruiting more than 100 members from a pool of approximately 1,500 real estate agents in a two-year period. We are by no means the largest independent real estate company out there, but pound for pound and compared to other markets, I believe we are strong based on our market size and recruiting and retention rates.

Much like our successful sales business and strategies, tracking and measuring results are a crucial aspect to our company business. It not only allows us to measure our improvements but it allows us to reverse engineer potential future growth and attach to a specific process. We wanted to determine the specific means by which we’ve found success and ensure we can help others to duplicate this in their respective markets. We polled our current members and asked why they chose to work with our organization. Although we have a competitive compensation package, the fee structures or splits were not the dominant reason an agent chose to join our company. We discovered three main reasons why agents chose to work with us. 1. Training in an ever changing industry: The potential agent is no longer satisfied with pro-

grams to help them with paperwork. They can get that anywhere. They are looking to secure new business and be guided through proven systems and strategies that are relevant to today’s agent. They also need to know various options to determine a path of least resistance when it comes to lead generation. A leader who is knowledgeable about how to find business will be far more attractive than one who only understands how to conduct business. 2. Leadership to last: The real estate brokerage model has continued to become complacent with an aging demographic. In order to recruit and retain new agents and help veteran producers adapt to today’s Internet empowered sales process, the successful broker will demonstrate leadership using technology that is relevant today. Demonstrations and training by

The real estate brokerage model has continued to become complacent with an aging demographic. the leader are ever so important. Inside of this training, the delivery is just as important. No longer can a leader use packaged materials handed down to them from head offices thousands of miles away. Much of that material doesn’t apply to local markets and if the methods to success are not market proven, too often the agents will not embrace them. 3. Results must be demon-

strated: Your agents need to see results and they must attach to a vision and a dream. You cannot simply demonstrate your market share or number of agents, especially if it is known that your per agent production is low. To attract and retain quality agents, you must demonstrate proof of concept with market proven and market tested results. A good friend and colleague of mine said it well: Results demonstrate proof. Proof trumps hype. Proof creates demand. Demand dictates your value. - Jon Cheplak What results will you create today? Ryan Hodge is broker of record/owner of The Realty Firm in London, Ont. www.therealtyfirm.ca

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28 REM NOVEMBER 2016

Fear and loathing in Vancouver

Announcement Congratulations! Please join us in congratulating Asif Khan and Jeff Ironi on their new RE/MAX brokerage! With over 30 years experience between them in the Real Estate industry, Asif and Jeff were inclined to build their own RE/MAX brokerage stemming from their existing loyalty to the RE/MAX brand, and knowing that it is the most recognized leading real estate brand in the world. Asif and Jeff plan to provide their agents with the leadership and expertise needed in becoming top producers, as well as support them with the latest in social media, technology, lead generation and creating a culture of success. RE/MAX Prime Properties is located in Markham, Ontario. The new brokerage will service the South York Region with a focus on Markham and Unionville areas. Congratulations again, Asif and Jeff, on your newest endeavour!

Asif Khan (left) Broker/Owner

Jeff Ironi (right) Broker/Owner

72 Copper Creek Drive, Markham, ON 905 554-5522

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.

Announcement Welcome Sheree & Larry Cerqua! We are excited to announce that Sheree Cerqua and Larry Cerqua have joined the RE/MAX Ultimate family! Sheree’s achievements have included being ranked #4 in Canada, #1 in Ontario and #1 in Toronto for a single operating sales representative. Larry is the current President of TREB, as well as a well-respected and knowledgeable instructor at OREA. He has shaped many careers in the real estate industry. Please join us in welcoming Sheree and Larry! We can’t wait to help you grow!

Sheree Cerqua Broker/Owner

Larry Cerqua Broker/Owner

1739 Bayview Ave, Toronto, ON

By Ari Lahdekorpi

n B.C., real estate sales reps are getting slammed in the media on a daily basis. While its not unusual to get the bad news bubble stories, recently the pitch of the negative press has increased in its intensity. The government has also jumped on the agent bashing bandwagon…first removing self-regulation from the industry, then imposing a 15 per cent foreign buyer tax to attempt to cool down the market, and then mandating 28 new policies to tighten up control of brokerages and their associates. The real estate industry has been the greatest creator of wealth in the Lower Mainland of British Columbia in recent years. In fact, Vancouver was just declared Canada’s first city of millionaires due to the property values that owners of detached homes now enjoy. The B.C. government has enjoyed a windfall of tax monies from real estate transactions — the largest contributor to the government bottom line of any industry. The spinoff jobs and industries that rely on the strength of the real estate sector are a huge economic driver, so why the real estate agent loathing? Real estate agents and their role in the economic engine of our society are greatly misunderstood by the public. The stereotype of the seller of swamp land in Florida, or of the Brooklyn Bridge remain in the general lexicon of public mythology, much in the same way that the snake oil salesman of lore exists. Agents and lawyers share the unenviable position of finding themselves in the middle ground of negotiation and dispute resolution. This is the place where a successful outcome can find the parties to a transaction often walking away equally unhappy. Many consumers are themselves so internally scripted in a “win-lose” paradigm that one of the sales reps in a transaction, be it the seller’s agent,

While we may wonder why agent loathing exists, we must also be proactive in helping the public understand our role, its limitations and its value. or the buyer’s agent, will be dealing with an unhappy client. Adding fuel to this fire is the fact that purchasing or selling a family residence is a highly volatile emotional activity. Agents are viewed with a high level of mistrust due to preconceived notions and general misunderstanding of their role and value to a completed deal. Much of this perception is due to our industry not being good at managing expectations and demonstrating value. In an effort to secure a listing, agents will fall into the trap of allowing the client to take the lead on what they expect. The truth is that it is not the agent or the client who determines the duration of time it will take to find the right match for a property, nor is it the agent or the seller who control what the final price of a successful sale will be. It has been said that the buyer in any marketplace is the one who determines the ultimate value of a property. Agents too often take on the “role” of their clients, rather than keeping to their true role, that of a facilitator to a transaction. The agent is not the buyer or the seller of a property, they are the coach master on the transaction, riding shotgun to ensure that

trouble is kept away, and that everyone reaches their destination safely. A seller can demand whatever listing price they like, but it is the buyer who will agree with the price, or counter it. The agent is only there to advise and act according to their client’s lawful direction. Agents have trouble demonstrating their value to the public. The consumer sees the agent at an open house, or at a contract presentation. Good agents make the process look easy. When the invoice for service arrives, the consumer equates the dollar amount with those two functions and questions the value for service. The truth is that much of an agent’s value is not in the time that was spent glad-handing at an open house or at offer presentation, it is in the preparation work before a deal and the follow up after the agreement is signed to ensure all due diligence is completed by the parties to the transaction. Certainly the public is legally able to sell their property without the aid of an agent, just as most people are able to change the oil in their cars without a service station. However, an agent is there to

In an effort to secure a listing, agents will fall into the trap of allowing the client to take the lead on what they expect.

REM NOVEMBER 2016 29

check over the entire mechanism and ensure that there is no trouble ahead, or at least advise of potential issues and offer solutions. An agent’s role is vital in keeping a real estate agreement on track, meeting all of the required elements needed to realize a successful completion. The fact is that despite the amount of data and support now available via the Internet and various services, private residential sales still remain in only the five to 10 per cent range of all transactions in the market. More than 90 per cent of registered sales are done with the help and direction of an agent. Value can be subjective in cases where only a small piece of the picture is seen. A brain surgeon is not paid by the hour, but rather for his knowledge. It’s important for agents not to be blind to the importance of illustrating their service and its value to their clientele. It has been said that in the absence of value, price becomes an issue. Only 10 per cent of consumers look to price, while the remaining 90 per cent feel that value is the primary con-

I, C & I Continued from page 6

his MBA, Betsalel spent five years in management with a Fortune 500 organization. Kufner has 17 years of experience in commercial real estate in Toronto and has assisted in approximately $1.2 billion worth of transactions. ■ ■ ■

Capital markets specialist Nick Yanovski has joined Avison Young in Toronto as a principal and member of the Toronto capital markets team. He will focus on sourcing capital markets transactions, identifying Greater Toronto Area and Ontario-wide properties for investment sales opportunities, negotiating singleproperty and portfolio acquisitions and dispositions, attracting new clients and maintaining existing client relationships. Yanovski brings more than 25 years of commercial real estate investment sales experience to Avison Young, most recently as managing director of capital markets with Cushman & Wakefield in Toronto. Before that, he served

cern. This is clearly demonstrated within the coffee shop business. Starbucks came in offering the value of an experience. They tripled the cost of a coffee stop, and yet managed to build a very successful franchise. Manage expectations and sell value. In the present environment, which seems to be hostile to an industry that has given back so much to the economy, it is clear that the public needs to gain a fuller understanding of the role of an agent, and how an agent is critical to the vast majority of successful transactions each day in Canada. While we may wonder why the agent loathing exists, we must also be proactive in helping the public understand our role, its limitations and its value. Money, at its root, is an exchange of value. Those who provide the most value will survive, and even thrive, despite all the fear and loathing around them. Ari Lahdekorpi is an associate broker with Re/Max Performance Realty in Vancouver. REM as a senior vice-president at DTZ. Yanovski began his commercial real estate career at Cadillac Fairview.

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For the third time in the past four years, Oxford Properties has received the No. 1 ranking in the Global Real Estate Sustainability Benchmark (GRESB) in the North America, Diversified Office/Retail category and was ranked in the top five per cent of all GRESB respondents for 2016. For the fifth year in a row Oxford also received a Green Star designation for being in the top 20 per cent worldwide. Oxford achieved a five percent reduction in energy costs across its global portfolio in 20142015. GRESB provides systematic assessment, objective scoring and peer benchmarking of global real estate investments. GRESB’s data allows investors to manage environmental, social and governance performance risks and to enhance returns. In 2016, GRESB covered 759 real estate portfolios valued at $2.8 trillion U.S. REM

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Announcement Welcome to RE/MAX! Please join us in welcoming Tony Johal and Heidi Cruz-Johal as the new owners of RE/MAX Inspired Living located in Breslau, Ontario! With ten years of real estate experience, Tony began his career as a successful RE/MAX agent and in 2014 pursued his broker license to open up an independent brokerage along with his wife, Heidi Cruz-Johal, in the Cambridge/Kitchener area. Tony says it is the RE/MAX brand recognition; leading edge technology and strong global presence that drove him back to RE/MAX in 2016 to open as a Broker/Owner. RE/MAX Inspired Living will service the Waterloo Region, including Breslau, Kitchener-Waterloo & Cambridge. Tony and Heidi, congratulations on your new opening!

Tony Johal, Broker/Owner

2057 Victoria St N, Breslau, ON

Director in the Regional Development Department Join our team of corporate professionals in a unique environment in the heart of Kelowna, BC. This is an excellent opportunity for an individual who enjoys the independence of working with franchisees to help their businesses become even more successful. REQUIREMENTS:

• Minimum 7 years experience in franchise development, consulting and sales or a leadership role within the real estate industry • Familiarity of operating a real estate franchise • Degree in Business Management or Commerce with an accounting background would be an asset • Excellent communication and human relations skills • Proven presentation skills and ability to travel extensively

Qualiﬁed candidates please submit your resume and references to hr@remax.ca. For more information on the job posting please visit: rem.ax/2d9avyi (DFK 5( 0$; RIÀ FH LV LQGHSHQGHQWO\ RZQHG DQG RSHUDWHG

Panel looks at building better communities

By Toby Welch

“Community is not just a physical link for people; it is also a social experience. We all crave a genuine connection.” – Todd Talbot

ar centric suburban communities have led to a loss of humanity that might be reclaimed in new connected neighbourhoods, futurist Jesse Hirst told an audience in Calgary recently. Presented by Dream, one of Canada’s largest real estate companies, the event was held to get people talking about how communities can help people connect with each other in their neighbourhoods. The event was hosted by Todd Talbot, the star of Love It or List It Vancouver. Talbot has strong opinions on the types of homes that should be built in specific areas. Actor turned real estate industry success story, Talbot believes that a community is a function of the people who live in it. “Community is not just a physical link for people; it is also a social experience. We all crave a genuine connection.” Trevor Dickie, the vice-president of Dream, has been in the development industry for more than two decades. Dickie introduced the evening, speaking of the importance of staying connected, especially during the current ‘economic softening.’ In the residential and industrial development realms, Dickie stressed that the following are important: strong assets in the bones of development, courage and vision, resources to deliver the product, expertise and talent in those executing the work and passion and perseverance Dickie and Dream’s goal is to build better communities. Connectivity plays a big role in those communities, according to both. Amanda Hamilton was one of the three guest speakers. A sought after interior designer in Western Canada, she says the social DNA of a community plays a major role in how people and a community are connected. The only American on the panel, Joey Scanga is an urban

From left: Joey Scanga, Amanda Hamilton, Todd Talbot and Jesse Hirsh.

Hirsch believes that design allows us to take culture and fuse it with technology and that, “Technology is helping us reconnect to humanity.” designer and has been with Calthorpe Associates in Berkeley, Calif. for more than two decades. In on trends before they’ve even registered with others, Scanga focuses on how neighbourhoods fit in a region and how the region works with the neighbourhood. He sees a strong connection between land use, transportation and air quality. Scanga is leaning away from what he calls ‘auto-oriented developments’, essentially neighbourhoods where the only link between the office, the retail areas, and the home is a car. He’s shifting the focus from parking lots and auto-oriented neighbourhoods to pedestrian-oriented ones in an effort to reconnect people. We need to change the land uses and the way we grow, Scanga says. Beyond the connectivity factor, land use has a bigger effect on environmental factors than most other aspects of development. Scanga listed a few major things that need to be taken into

consideration when planning a development: the region and the neighbourhood, diversity and balance, human scale and conservation and restoration. Futurist Jesse Hirsh is a big believer in connectivity and says that it is linked to all things: knowledge, education, friends, family, design, everything. “Connectivity is tied to transparency and we are living in an era of transparency.” Hirsch believes that design allows us to take culture and fuse it with technology and that, “Technology is helping us reconnect to humanity.” Our carcentric lives are why we lost our humanity in the first place, he says. When asked about the issue of investment in community and what drives people to a certain area, Hirsh believes the answers lie in connectivity, walkability, and artists. “When the sum is greater than the whole, that is what makes a neighbourhood great.” For Scanga, it comes back to having a Continued on page 32

32 REM NOVEMBER 2016

Love and real estate How to keep your relationship strong when you work in this hectic industry By Toby Welch

orking in the real estate industry is hard on a relationship. The odd hours, unreliable financial income and constantly ringing phone can put a strain on even the healthiest marriages. How do you keep a relationship intact when you work in real estate? Sherry Rioux, a broker with Clairwood Real Estate Corporation in Collingwood, Ont., strives to keep her 30-year marriage strong “I try to keep my husband involved in my work. He is friends with the other agents in my office and their spouses, so he understands how the business works. This has helped him to understand the demands and deadlines that we come up against. We also try to get two to three nights per week where we can watch some of our favourite TV shows or movies, or go out to dinner, even if it is just a quick meal in between appointments.”

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Ron Stettner, a real estate consultant with Premier Canadian Properties in Kelowna, B.C. has also been married for 30 years. Stettner and his wife have found a way to make it work, “My wife happens to be my best friend. She supports me 100 per cent, especially in busy times like we are having in Kelowna right now. It is vital. Because it is sometimes hard to set a schedule as I am hands on and offer quick responses for my clients, I (jokingly) tell my wife, Lise, that I am like a doctor on call and sometimes have to go in a moment’s notice. Her job is very demanding as a computer programmer but she can be flexible and when time allows, we always try to have at least one or two spontaneous date nights per week.” The couple also has a standing dinner date every Sunday with their extended family. You’ve probably heard this suggestion but actually give it a try. Schedule dates or blocks of time for your partner directly into your calendar (iPhone app, paper daytimer, whatever you use.) Once your personal times are scheduled in your calendar, your real estate career can work around them. Treat the level of importance of appointments with your spouse as you would any real estate client. If a buyer or a work meeting comes knocking, stand strong and keep that time sacred for your partner. Tell the person you have a previous appointment and leave it at that. Things that have worked for other agents: • Use the flexibility of the hours to your advantage, taking into account your partner’s schedule. • If you are having communication problems with your significant other, a third party such as a professional marriage counsellor can help get things back on track. • Consider working with a real estate partner to give you more time at home, if you need it. You’ll be giving up some of your earnings but you’ll be gaining quality relationship time. • To get more time together, involve your partner in some of the

work chores that you can do together such as previewing houses, cruising around looking for FSBO homes or putting up signs. • Encourage your spouse to share concerns and ask questions so your loved one feels like he or she has a voice in your career. Darcy Powlik, a real estate agent with Re/Max Real Estate in Leduc, Alta., has been married since 1988. “Our marriage has been solid throughout my career and I am very fortunate for that. It has allowed me to work hard and be successful. In order to make our life work, I have to work hard to make everything stay together. I try my best to pick work times that will not interfere with family and other planned events. I go to work early (even on weekends) so I can be available when everyone wants to do something. My wife and children have been very accommodating and have put up with lots of phone calls when we are together as a family, at home and on vacation. They understand that if I don’t take care of my career, it would be hard to keep a solid income stream that makes our family life work.” Powlik continues, “There have been many stressful days when I should be at home or with my family and I am out working. My wife

Panel looks at... Continued from page 30

home that functions for the family in it and a community that supports being close to your family. “With so much technology, people strive to be closer to family and friends.” The trend to more human-centric neighbourhoods that are less car-dependent is already happening. Talbot shared an example of a 400-unit apartment building in Vancouver. The building only has 350 parking stalls for the 400 units. A few years ago, it would have been nearly impossible to sell the last 50 units with no parking stall, Talbot says. Now some buyers don’t even ask about a parking stall. For a zero car lifestyle, most families would need to live in a city’s core. But as Hirsh pointed

and kids have stuck with me and understand that in most cases I have no choice. I reward my family when I can for their understanding ways, both with my time and by providing activities and vacations together. I take my job very seriously and customer service is very important but I recognize my family is everything to me. “I have seen many cases where real estate agents have gone through breakups and it is hard on them. I try anything I can to avoid that type of problem. My advice to anyone would be to pick what is the most important thing to you. Then try everything you can to keep that one thing going.” Rioux offers some final advice, “Stop and smell the roses. You have to take time to realize when the demands of the career are overtaking your family life. You don’t have to take every listing or work with every buyer. If you are that busy, it may be worth it to refer some of your business to another colleague. If you find the hours are too long, consider teaming up with someone or joining a team so that the time commitments can be spread out. Don’t take your spouse for granted. Take the time to have meals together so you can hear about their day. Remember…it’s not ‘all about me’.” out, families are being pushed out of the city centres due to high real estate prices, leaving the suburbs as the only option, which also leaves people car-dependent. “The average commuter in Toronto spends three hours a day in the car,” Hirsh says. “It’s a sad reality that those who live the ‘burbs are car-dependent. But families with young children can’t afford to live in the inner city, Hamilton says. What’s the solution? One option is to build developments and communities that include all three aspects: office, retail and homes. That way people won’t be chained to a vehicle. Talbot says people who can afford to are moving back to the core when they see that the outer layers of a city aren’t meeting their needs

Sherry Rioux

Darcy Powlik

Ron Stettner

Being in real estate can take over your life financially and emotionally and that will impact your significant other. But doing whatever it takes to have a strong relationship that embraces your career will be a win/win for everyone. REM

like they thought they would. Hamilton says it’s about people changing their perceptions of space. “For example, people in the inner city move to suburbia for more square footage but they don’t know what to do with all that space.” Hamilton shared stories of homes where she’d been asked to do the interior design. The homeowners had entire rooms they never used and were clueless as to how to make them function. In Talbot’s real estate experience, the suburbs have a negative connotation in most cases. “People are not cheering about being pushed out of the core and into the suburbs.” The sterile, isolated neighbourhoods that make up the suburban life aren’t as appealing as REM they used to be.

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During my career, I’ve lived by values instilled in me by my family. As one of 7 children growing up on a family farm, I learned discipline and work ethic, values I’ve passed on to my children, including my eldest son who is a REALTOR®. Our company believes in combining family and business in a balanced life. Our management team instills these same values throughout our 7 office operation. Marc Ronan, Owner Coldwell Banker Ronan Realty Head office: Tottenham, Ontario © 2016 Coldwell Banker LLC. All rights reserved. Each office is independently owned and operated. Coldwell Banker and the Coldwell Banker 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, as well as applicable Real Estate Association rules and codes of conduct. The trademarks REALTOR®, REALTORS®, and the REALTOR® logo are controlled by The Canadian Real Estate Association (CREA) and identify real estate professionals who are members of CREA.

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Advice (far removed from Ann Landersâ&#x20AC;Ś)

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ear Writing Real Estate Rep: Itâ&#x20AC;&#x2122;s a tough market for sellers in my city right now and Iâ&#x20AC;&#x2122;m experiencing a particularly difficult sales slump. How can I work my way out of this situation? â&#x20AC;&#x201D; Goinâ&#x20AC;&#x2122; Broke WR: Well, I see two possible directions in a case like this, Goinâ&#x20AC;&#x2122;. Certainly you could ramp up your marketing efforts to try and match sellers to buyers, or vice-versa. Failing that, I would suggest approaching your family doctor to inquire about a prescription for medical marijuana, just until the separation anxiety from your income subsides, or the market reversesâ&#x20AC;Ś Dear Writing Real Estate Rep: My Open House signs keep going missing. Every weekend I put them up to direct possible clients to my listings, but afterwards I go to retrieve them, and theyâ&#x20AC;&#x2122;re all gone! Any idea what is going on here? â&#x20AC;&#x201D; Puzzled in PEI WR: Hi there Puzzled. Well, that is quite a dilemma and probably fairly expensive to be replacing those signs every weekend. I would advise you to anchor the signs down with tent pegs or perhaps chain them to a signpost

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nearby. Failing that, drive around the neighbourhood on Sunday, and check for Yard Sale signs that resemble your own former frames. Youâ&#x20AC;&#x2122;d be surprised how easy it is to cover up one for the other. Dear Writing Real Estate Rep: Whenever a Commission Optional Real Estate Sellers agent brings in an offer on one of my listings, they expect to get paidâ&#x20AC;Śa commission. How do I broach this without getting into a legal fracas? â&#x20AC;&#x201D; I. Ronic WR: Well I., it is a free market system and since I have no way of knowing if you are a Competition Bureau employee masquerading as a writer here, I will have to simply suggest that life in general is a fracas. Dear Writing Real Estate Rep: Call me crazy, but Iâ&#x20AC;&#x2122;m pretty sure my new listing is haunted by a ghost. Who ya gonna call? â&#x20AC;&#x201D; Po Sessed WR: Dear Crazy. First off, Iâ&#x20AC;&#x2122;d call a grammar coach. Dear Writing Real Estate Rep: Iâ&#x20AC;&#x2122;m a newly licensed real estate agent and Iâ&#x20AC;&#x2122;d like a fast recipe for success. Help? â&#x20AC;&#x201D; Newbee Ruki WR: Dear Newbee. Iâ&#x20AC;&#x2122;ve never been much of a chef, but let me see if I can â&#x20AC;&#x153;cookâ&#x20AC;? up something that

Loft47 teams with dotloop Loft47, a real estate accounting service, has partnered with dotloop, a platform for simplifying the real estate buying and selling process. â&#x20AC;&#x153;This integration is an example of unifying two business processes and innovative solutions to deliver significant customer value,â&#x20AC;? says Austin Allison, founder and general manager of dotloop. If your real estate team or brokerage uses dotloop, transaction details will now flow to Loft47, which automates the accounting process and eliminates duplicate data entry. Transactional data, con-

may help you: 1) Take a dash of hard work 2) Sprinkle in tireless prospecting and preparation for working with clients 3) Try to get an office next to your officeâ&#x20AC;&#x2122;s top producer, simmer in their knowledge and experience 4) After three months of simmering, try getting out of your chair and listing a dang home for sale. Dear Writing Real Estate Rep: I keep hearing about location, location, location. What does that mean in real estate? â&#x20AC;&#x201D; Clue Les WR WR: Dear Clue. That popular phrase can mean many things. It can be the perfect listing, in the perfect place, which will sell effortlessly. It can be your trusty GPS when you are lost out in the wilderness trying to find a rural acreage for sale, only to find out that the renter drug dealers have planted trees in the driveway to prevent you from finding the property. Try and get more of the first example, to make your career less stressful. Humour columnist and author Dan St. Yves was licensed with Royal LePage Kelowna for 11 years. Check out his website at www.nonsenseandstuff.com. REM tacts and documents from dotloop are automatically synced to Loft47. â&#x20AC;&#x153;Top brokers and teams choose dotloop for optimal productivity and efficiency across the transaction and deal management process,â&#x20AC;? says Sasha Hryciuk, founder and CEO of Loft47. â&#x20AC;&#x153;Both dotloop and Loft47 are complementary with a focus on ease of use. Our clients will enjoy a whole new level of efficiency in back office operations.â&#x20AC;?

DUCA partners with Habitat for Humanity Toronto-based DUCA Financial Services Credit Union Continued on page 37

REM NOVEMBER 2016 35

Your strategic business plan Five-year vision

By Jim Reid

ost real estate clients play Realtor Roulette. They flip through pamphlets, ask a friend, click their iPhone or go to an open house. If you truly want to succeed at Realtor Roulette you need a bullet in every chamber. In other words you need a business plan with a heck of a lot more ammunition than you gave them last year. “Same old” is a direct route to failure and disappointments. This series of professional strategic business plan design articles can help you finally reach your sales expectations. It may even fill in many of those blanks that the industry courses and broker workshops overlook. As in any strategic plan the hardest part is the strategic thinking. But like a good physical workout, it takes time, dedication and determination to take your mind into each important functional area of your business, never mind writing it all down. When it comes to spending time on mental hard work for a business plan, many people would rather spend money at Starbucks. Yet the payoff for even one hour of planning in our industry is truly remarkable. (My broker, Vivian Risi, once said to me, “Jim, get away from your computer and start meeting people.” In less than one hour I planned my route and planned what to say. A one hour door knocking session produced two listing appointments and two listings!) If you are committed to working real estate full time (as a lifestyle and career), you need to design your functional lifestyle around the marketing of your personal brand within the industry. You need to strategize all the functions you will carry out as a “Living Realtor”. Most of this is actually common sense.

To get up to speed you might want to educate yourself on the functional components of your business plan listed here. These basic functions will not likely change much over the next decade, so it makes great sense to establish broad parameters for a five-year vision. As you conceptualize your strategic plan and begin to fill in the elements, your confidence in your knowledge and expertise will expand and you will be able to become more purposeful in your lifestyle. After all, the harvest you are planting for your family is worth your time and mental efforts, isn’t it? What lies ahead for the Canadian real estate market — the Toronto, Vancouver, Montreal real estate markets or any other big market in Canada — should not be a concern for independent contractors in our industry. Toronto may have another year of 100,000 property sales or 200,000 deal ends, but GTA sales reps may only

need 10 deals to make the $150,000 in net commissions you need to maintain your family’s present lifestyle and put away some funds for future needs. In other words, you only need half of one hundredth of one per cent (.0001 per cent) of the market to meet your business plan. It doesn’t matter a whit if the market increases or decreases 20 per cent, there will still be plenty of opportunities to meet your personal goals. The key to the door is the strategies you deploy that complement your nature and growth aspirations. Canada’s demand for housing units is barely keeping up with immigration and new family formations, so our markets don’t commonly have excess supplies. In fact it is a micro-economic perspective that sales reps need to focus upon in their 2017 business plans. Every independent contractor without a strategic business plan is unlikely to be more productive

than last year. But don’t expect the same results, because our industry is undergoing tremendous competitive change. Potential clients may be imbedded in their digitized world. New seller real estate services are increasing like fruit flies, team signs are everywhere, direct mail is overflowing blue bins, non real estate companies are trying to collect referral fees for leads, regulation bending by real estate agents is endemic and the major franchisers may soon deploy sophisticated technology to attract clients. But the best ways to find your 10 or 20 deals haven’t changed much. Direct marketing is focused target marketing, which still relies upon human communications and interactions. An important component of every business plan is to develop marketing strategies. These should address all eight primary marketing functions and their sub-functions:

Primary marketing functions 1. Marketing research 2. Product development 3. Marketing communications and technology 4. Distribution 5. Advertising 6. Selling 7. Public relations 8. Marketing administrative Next time we will look into some key real estate marketing research functions: market research, customer research, property research and strategy initiatives. Ring a doorbell! Jim Reid is a strategic planning consultant and has been a corporate executive, university and college lecturer, business owner, real estate broker and wilderness canoeist. “Your average Canadian failed entrepreneur, wage slave, divorced former Realtor,” he says. Visit www.lifestylepropertysearches.com or email jimreidcanada@gmail.com. REM

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36 REM NOVEMBER 2016

teams this year: Riders for Ryder and Team Pospischil. Riders for Ryder, formed by Dexter’s Jimi Brockett who lost his young son to brain cancer, raised $271,328 this year. It’s one of the

ride’s largest teams. In the last seven years, Riders for Ryder has raised $2.4 million for cancer research. Brockett is also the recipient of the Realtor Care Award. Team Pospischil is a smaller but

dedicated team that exceeded their fundraising goal. Riders for Ryder Dexter team members were Jimi Brockett, Kevin Bano, Patrick Calliari, Scott Evans, Ivan Giesbrecht (spouse),

Good Works oyal LePage brokers and sales reps from across Canada raised an unprecedented $125,000 in support of the company’s charity, the Royal LePage Shelter Foundation. The fundraising efforts took place at the company’s recent National Sales Conference, held in Las Vegas, Nevada. The Royal LePage Riders Club, including Royal LePage president Phil Soper, kicked off the conference with the Ride for Shelter, a two-day motorcycle ride from Las Vegas to the Grand Canyon. The event raised more than $18,000. New rider Tracey Flanigan of Royal LePage Burloak Real Estate Services in Burlington, Ont., was the top fundraiser. Winnipeg’s Garry, Becky and Brad Parkes of Royal LePage Dynamic Real Estate organized a Foodies for Shelter tour for 90 Royal LePagers. The Parkes Team made a generous donation in honour of each foodie who joined them on the tour. The live auction, overseen by Kent Browne of Royal LePage Team Realty in Ottawa, raised nearly $68,000. Bidders were also generous in the silent auction and in the Heads or Tails for Shelter coin toss. With a matching gift

from Rick Preston, broker/owner of Royal LePage Dynamic Real Estate in Winnipeg, the coin toss raised more than $16,000. ■ ■ ■

Baseball, barbecue and business buddies were all part of a day that benefited charity recently in Dartmouth, N.S. Sutton Group Professional Realty, Keller Williams Select Realty, Royal LePage Atlantic and Re/Max Nova held a softball tournament at Shubie Park Ball Diamond. Through team fees, food sales and direct contributions, the event raised almost $1,000 for charities including the PAWSAbilities Rescue Society, which fosters animals, arranges adoptions and takes them for veterinary care including spay and neuter procedures. Keller Williams Select Realty won the tournament and graciously divided the prize money among the four teams.

The Royal LePage Riders Club at the company’s National Sales Conference in Las Vegas.

Royal LePage in the Comox Valley sales associates Barbara Magnusson and Carla Arnold participate in the Royal LePage Petite Fondo in support of the Royal LePage Shelter Foundation.

■ ■ ■

Recently 15 agents from Dexter Associates Realty (and a few family members) donned their cycling gear and spent the next two days pedaling more than 200 km from Vancouver to Seattle in the Ride to Conquer Cancer. Dexter Associates supported two

Saira Waters and Tasha Medve of Royal LePage Coast Capital Realty in Victoria kick off their fourth annual Raise the Roof for Shelter fundraiser.

Dexter Associates raised more than $271,000 to help conquer cancer.

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REM NOVEMBER 2016 37

Joanne Giesbrecht, Stephan Jackman (son of Dexter agent Jerry Jackman), Angie Kirk, Wes Klassen, Michael Langdon, Marcus Maia, David Peerless, Margo Peerless (spouse), Tyler Peerless, Kevin Skipworth and Sharon Wayman. Team Pospischil Dexter team members were Marty Pospischil, Adam Pospischil and Kevin Skipworth. ■ ■ ■

Re/Max affiliates in B.C.’s Lower Mainland participated in Re/Max Volunteer Day on September 16. From helping set up a Surrey Urban Mission Fundraising event to painting at the women’s campus of the Wagner Hills House of Hope in Langley, Re/Max affiliates spent the day helping their communities. Volunteer Day started with Re/Max agents in the Lower Mainland and has spread to several other cities throughout Western Canada. ■ ■ ■

Royal LePage in Comox Valley B.C. recently hosted its popular Petite Fondo event to support the Royal LePage Shelter Foundation. Lilli House, a local women’s shelter, will receive an $11,000 donation. Petite Fondo is a relaxing day of cycling through the valley’s picturesque countryside. Riders sampled wines and cheeses at wineries and were entertained by local musicians along the route. Participants enjoyed a barbecue at the Royal LePage office when they finished the ride. “The event is completely funded by our generous sponsors, friends and families, so every penny raised goes toward helping families escape domestic violence,” say organizers and Royal LePage sales associates Rob Nygren and Lisa Zuk. ■ ■ ■

Mother-daughter duo Sandy Bodnar and Rayissa Palmer, sales reps with Sutton Group Old Mill Realty in Toronto, are busy volunteers in their communities. Most recently, they volunteered as road marshals at Le Tour de Terra Cotta, a community-driven cycling race that attracts nearly 700 Canadian and international participants in Caledon, Ont. Next up for the pair is dressing up as Santa’s helpers to go door-todoor to collect non-perishable

goods and donations for the Mimico Food Bank. They are also involved in the Ron White Shoe Drive each January. They collect new and gently used shoes and donate them to Canadian shoe designer Ron White. He refurbishes them for people who cannot afford suitable office attire. ■ ■ ■

Royal LePage Coast Capital Realty’s Modern Real Estate team in Victoria hosted its fourth annual Raise the Roof for Shelter fundraiser in September. Ninety guests raised $7,000 to support four local women’s shelters: Victoria Women’s Transition House, the Cridge Centre for the Family, Sooke Transition House Society and Margaret Laurence House. “We were delighted to have Marlene Goley from Cridge Transition House speak about how the money raised for their shelter impacted one young woman who was fleeing a violent situation,” says co-organizer Saira Waters. Funds raised at this year’s event will help Waters meet her $10,000 personal fundraising commitment to the Royal LePage Shelter Foundation in support of her participation in the Iceland Challenge for Shelter, a fundraising trek taking place in July 2017. ■ ■ ■

At the Olympic Games Rio 2016, the amazing athletic feats took centre stage but the games would not be possible without volunteers from around the world. Among them was Janice Rosenitsch, a Sutton sales representative from Mississauga, Ont.,

What’s New Continued from page 34

recently launched its Community Hero Mortgage in partnership with Habitat for Humanity Greater Toronto Area. “DUCA has a long history of giving back to the community and we wanted to find a way to support families who wouldn’t otherwise be able to purchase a home,” says John Jenner, DUCA’s vicepresident of marketing. A percentage of the interest portion of every Community Hero Mortgage payment – up to $500,000 during the next five years – will help fund the construction of new homes. Habitat

who volunteered at Canada Olympic House. “It was incredible to meet some of the athletes and have a front row seat to hear their stories and feel their joy at the medal celebrations held in the Celebration Room at COH. I met family members of athletes who were so proud of their children. Everyone wore Canada clothing and shared in an amazing sense of pride,” says Rosenitsch. The experience was not without its challenges. Rosenitsch had to find her own accommodation. Another hurdle was the language barrier. “Not many people speak English in Rio,” she says. “That made it very challenging when trying to explore the city, but the people of Brazil were very warm and welcoming. Pointing and gesturing usually worked quite well.” Rosenitsch says she is looking forward to volunteering at the Olympic Games 2020 in Tokyo. ■ ■ ■

On Halloween, the undead will take over the Whitby, Ont. home of Sutton Group Heritage real estate sales representative Chris DeLuca. You’ll find a zombie doctor’s office, a graveyard with ghosts and zombies, a human meat market, a living dead daycare, a torture chamber and a giant jumping spider. It’s not only fun but it benefits Feed the Need, Durham’s food bank. DeLuca hopes to double the food bank donation from 225 pounds to 450 pounds this year. Visitors are encouraged to bring nutritious, non-perishable items such as baby food, powdered milk, canned beans, tuna and nut butter. REM

for Humanity GTA then offers a zero down payment, no-interest mortgage capped at 30 per cent of a family’s income to help families purchase those homes. DUCA employees will also volunteer to build Habitat for Humanity homes. “The Community Hero Mortgage will make a significant impact on our work,” says Ene Underwood, CEO, Habitat for Humanity Greater Toronto Area. “Together with DUCA, we can give GTA homebuyers an opportunity to ‘pay it forward’ and help low-income families in the GTA realize the benefits of homeownership.” REM

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THE PUBLISHER’S PAGE

By Heino Molls n every profession there is always animosity between the young and the old, new hires versus veterans. Inevitably new people think they are smarter, stronger and faster than their old, plodding counterparts. These veterans may think they have seen it all and know, after many years of experience, how to handle every situation. Every young whipper snapper who comes along thinks she or he can do a better job. The way I see it, every profession can really enjoy the benefits of both sides, but I think that getting along is the greatest challenge of all. I am of the mind that I would rather encounter a veteran police officer than a younger one. Snap decisions occur with youth. The

Youth versus experience tension of the immense responsibility that a police officer must carry on their shoulders can cause the less experienced to go quick to anger when an error in their judgment is found or worse, pointed out. Not withstanding the courage and bravery it takes to be a cop (my grandfather was a cop), I am fearful of a young man or woman who feels the need to lecture me on authority issues when I have done no wrong. Great responsibility in the hands of a young person is never easy, especially when they are new police officers. I would rather deal with a grizzled veteran who can see things with the clarity of experience. Teachers also have great responsibility. We ask them to deal with what is most important to us; our children. Teaching students, especially small children, takes energy, patience and stamina. A young teacher brings that energy and indefatigable effort to their workplace. Teaching young minds is no easy task, especially today with so much information flooding their ken. It is also helpful

DO YOU KNOW WHAT TO DO IF THIS HAPPENS: • You have a small claims court matter to deal with? • Your client has a “tenant from hell”, and he/she has to be evicted? • Your client wants to reduce his real estate taxes? (A way to get more listings: offer this service.)

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to come fresh from learning the newest techniques and tools. A young teacher can easily grasp these things and dispense them with the unbridled passion of youth. Sometimes a veteran teacher with 35 years experience in the classroom can become jaded. Yes, their experience is valued but often the passion and energy needed to bring that experience to the day to day task of teaching can be worn out. We could probably go through every profession and discuss the merits of youth versus veteran in every case but as this is REM and I have limited space, I do want to cover the real estate profession. I could argue both sides of that discussion in the very complex business of real estate. Probably the hardest task of all in real estate is the challenge of dealing with human nature. I am not sure that can be learned in a classroom and I would be hard pressed to believe that there is another way of learning how to recognize and deal with the broad range of human emotions that are in play when one is facilitating the purchase and sale of a home, beyond the years of experience that it takes to learn it in the field. On the other hand, a newly licensed real estate agent brings fresh ideas and new concepts to the job. They may have a grasp on marketing in social media, for example, that a veteran real estate salesperson may not. They may understand the technology behind information systems that are beyond the standard knowledge of a long time experienced real estate person. They could bring techniques to the table that a veteran may not even have heard about.

If you were selling your home, who would you pick to list and sell your property? A young person with fresh ideas and an intimacy with new technology or a veteran who may not know social media but who has an exceptional understanding of human nature? I am sure that many will answer that the best thing to do is to hire

a team with representatives who present both veteran experience and youthful acumen. I would probably do that. But on the other hand, there is a lot to be said for dealing with one person through the process of marketing your home. I am curious. Which would you choose? Heino Molls is publisher of REM. Email heino@remonline.com REM

Trade Shows and Conferences For complete listings, see www.remonline.com To add a listing to the calendar, email jim@remonline.com Realtors Association of Grey Bruce Owen Sound AGM & Tradeshow Wednesday, Oct. 26 Bayshore Community Centre Owen Sound ea@ragbos.com Barrie & District Association of Realtors R.E.I.G.N. Tradeshow and Emerge Conference Thursday, Oct. 27 Georgian College, K Building Barrie bonnie@barrie.realtors.com Century 21 Canada Conference Supplier Expo Oct. 28 - 29 Westin Bayshore, Vancouver Carla Ty – supplier.expo@century21.ca

National Association of Realtors Realtors Conference & Expo Nov. 4- 7 Orlando, Fla. www.realtor.org/convention.nsf/ Global Property Market Toronto Trends and opportunities related to international commercial real estate investment and development Tuesday, Nov. 29 Metro Toronto Convention Centre Toronto www.realestateforums.com/globalproperty/ Banff Western Connection Jan. 26 – 28, 2017 Fairmont Banff Springs Hotel Banff, Alta. www.banffwesternconnection.com

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