November 2019

Issue #365

November 2019

Former ski racer

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

Page 12

Selling real estate around the world Page 3

Touring abandoned homes in Chornobyl Page 20

A new series: Closing the deal Page 22

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3 REM NOVEMBER 2019

Selling real estate around the world

“The internet has made the real estate world very small.” - Stephan Rill, Century 21 Seaside Realty. By Toby Welch

I

Stephan Rill

t happens to most real estate agents at some point in their career – a client wants to purchase a property outside of Canada.

When clients buy a home in another country, it is vital that you are aware of the logistics of the area. For example, Mexico has restricted zones where foreigners cannot buy property.

Portugal allows foreign property buyers to get a residence permit when they spend over a certain price point. Purchasing a home in Columbia over a set amount entitles buyers to an investment visa, allowing them to live longterm in the country. Dominica offers passports to buyers who spend over a fixed amount on property.

Stephan Rill, a real estate consultant with Century 21 Seaside Realty in White Rock, B.C., facilitates the sales of property in Mexico. Initially he worked with an agent who he met at a Century 21 International Conference. But as is often the case with international referrals, the collaboration didn’t move forward due to differences in work standards. Rill went on to connect with Abril Pola, an agent with Century 21 Paradise Properties in Cabo San Lucas.

The two have had a long-standing working relationship. Rill refers Canadian buyers interested in

Abril Pola

Cabo property to Pola.

Rill says he uses a partner in Mexico because he doesn’t want to assume the risk of selling property more than 45 minutes from White Rock.

“If a Realtor lists property in an area that they don’t know well, they are opening themselves up to issues and even possible lawsuits,” he says.

“Selling property where you don’t know the rules, the laws, is dangerous. How do you know that the well on the property doesn’t dry up in the summer months or if the place is in a flood zone?” Rill recommends building up contacts around the world and determining if you can trust them. Once that happens, you can send your Canadian clients their way.

Where are Canucks buying real estate outside of our borders?

Overwhelming, the Americas is the No. 1 spot. A 2018 Point2Homes study revealed that Mexico has held the top spot for years; that’s no surprise considering the average home price is $53,000 CDN. The United States came in second followed by Costa Rica, Belize and the Dominican Republic.

Outside of the Americas, Portugal, Nicaragua and Italy remain popular choices.

Pat Baker, chairman of Baker Real Estate based in

Pat Baker

Jason Waller

Laurie Lavine

Toronto, offers her advice to agents looking to sell real estate in another country: “Do your diligence and homework. Agent regulations vary from country to country and even province to province. For example, you have to be licensed in Alberta or in Florida to sell property there.

(You also need to) know the international or foreign market you are dealing with better than your client. Even then, do more homework.”

around that are not great. You will need someone to work with on the Mexico side (or whichever country applies). That is huge.” To his buyers, Waller does stress that it’s not much different from buying a property in Canada, other than prices being in U.S. funds.

had right to citizenship or married an American or found a broker/employer that would sponsor them (very difficult) or buy a real estate brokerage down here and then take the educational requirements to get licensed,” says Lavine. “Failing that, a Canadian Realtor can find an American Realtor that they trust to refer Canadian clients/friends/prospects to.

I get a fair bit of this type of business, often through albertatophoenix.com.

From the buyer’s perspective, Baker lists some points to keep in mind: • Difficulty in getting financing • Tax structures – for example, in some locations (such as Florida) local residents get a break on their real estate taxes and non-residents do not • Estate planning is critical when owning foreign properties – introduce an expert • There are some countries where foreigners cannot own property at all (for example, Bermuda) Jason Waller is a Canadian broker with the Playa Real Estate Group in Playa Del Carmen, Mexico. He recommends agents don’t personally sell international properties.

“The first thing would be to find a good honest company to work with as there are many

Buyers are often lured in by the glossy, photoshopped pictures they see online. Drooling, they want to snap up the property immediately. Strongly encourage them to go visit the place for themselves before signing paperwork.

Laurie Lavine is a licensed real estate agent with The Real Estate Company in Calgary (since 1997) and Arizona Premier Realty in Phoenix (since 2009).

Lavine’s father is American and his mother is Canadian, so the U.S. government views Lavine as a U.S. citizen born abroad, making it easier for him to work as an agent in both countries.

“As to how a Canadian can assist someone to buy a property outside of Canada, there can be many challenges with that.

If you’re prepared to move to another country to market to Canadians back home, you have to be able to acquire residency in another country to be able to work there. Could a Canadian Realtor come to the USA to sell properties?

In a nutshell...not unless they

“One could carry this strategy further by devoting space on their Canadian business websites to advertise their connection with an international Realtor and have a link to the international agent’s website,” he says. “They could acquire some immediate knowledge about the area that they are referring to and develop a kind of expertise so that they can have dialogue about this particular international destination.”

Like when facilitating a sale in Canada, do your due diligence to ensure that you know as much about the property and the area as possible. As Baker emphasizes, “If you are an agent representing a buyer in a foreign market, you must research the peculiarities of that market as well as understand values. Homework, homework, homework.” REM

4 REM NOVEMBER 2019

Multiple Listings

By Jim Adair, REM Editor

Do you have news to share with Canada’s real estate community?

Let REM know about it! Email: jim@remonline.com

S

otheby’s International Realty Canada has opened a new office in the Toronto community of Leslieville. It will be led by Maureen O’Neill, broker of record of Ontario and Dianne Usher, managing broker.

“Over the last decade, Leslieville has evolved from its light industrial roots to one of the most promising real estate markets in Toronto,” says Don Kottick, president and CEO of Sotheby’s International Realty Canada. “It offers a strong and dynamic neighbourhood ‘brand’, unique architectural gems and a broadening mix of

Nevin Hollett

housing options ranging from Second Empire row homes and Victorian semis to lofts, condominiums and traditional detached homes.”

Kottick says Leslieville has become one of the city’s hottest neighbourhoods for arts, culture and real estate, attracting artists, urban professionals and young families.

■ ■ ■

Exit Realty Matrix recently opened a new office in Hawkesbury, Ont. This is the third office owned by Maggie Tessier, who also has branches in Embrun

Alain Raby

and Orleans. The Hawkesbury location on the banks of the Ottawa River is a renovated landmark building featuring high-end appointments, an expansive deck and spectacular river views.

A grand opening event was attended by Steve Morris, founder and chairman of Exit Realty Corp.

International and Joyce Paron, president of the Canadian Division. Paula Assaly, mayor of Hawkesbury, presided over the official ribbon cutting.

Cloud Brokerage, recently expanded to Newfoundland and Labrador under the leadership of provincial administrative broker Nevin Hollett. He will lead the company’s expansion and brokerage operations in the province. Hollett previously led the No. 1 team worldwide for an international franchise.

He was recognized by Royal LePage as a top five agent in Atlantic Canada for five years in a row, and as a Chairman’s Club member, which represents the top one per cent of the company’s agents in Canada. In 2018, his team placed in the Top 25 in Canada for homes sold with Royal LePage.

eXp Realty now operates in six Canadian provinces: Alberta, British Columbia, Newfoundland and Labrador, Ontario, Quebec and Saskatchewan. The company has more than 500 agents across Canada.

Annette Denk

James Buonassisi

■ ■ ■

Alain Raby and Chris Bestward are the new owners of Coldwell Banker Advantage Real Estate in Welland, Ont. Raby, the broker of record, is an award-winning top producer who has been with the company since 2007.

Continued on page 6

■ ■ ■

eXp Realty, The Real Estate

Marcella Poitras

Chris Bestward

Dan Scarrow

Steve Thompson

Louise McKnight

Geof Glazier

Rob Hoffman

Sotheby’s International Realty Canada celebrates the opening of its new office in Leslieville.

Maggie Tessier recently opened a third Exit Realty Matrix office. This one is in Hawkesbury, Ont.

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6 REM NOVEMBER 2019

Former owner Bill Bestward, a past president and 20-year board member of the Welland District Real Estate Board, will continue to work at the brokerage following this leadership succession.

closing over 100 transaction ends annually and carrying more listings as a single agent than many teams,” says Joyce Paron, president - Canada of Exit Realty Corp.

International. “She is excited to bring her wealth of experience and knowledge to grow and mentor agents in her office.”

■ ■ ■

■ ■ ■

Macdonald Realty recently acquired Bay Realty, an awardwinning brokerage specializing in the White Rock Peninsula in B.C. The company says this acquisition “further strengthens Macdonald Realty’s position as a brokerage that holds significant luxury market share and demonstrates a commitment to serving the high-end market.”

Founded in 1978, Bay Realty has been the premier real estate brokerage in the White Rock community for nearly 40 years, the company says. With 40 licensed real estate agents, including several top teams, Bay Realty has significant luxury market share in the Fraser Valley. Louise McKnight and Geof Glazier, part owners of Bay Realty, along with the other agents from the brokerage will join nearly 100 Macdonald Realty agents at their South Surrey office under managing broker Drew McLean. In addition, Macdonald Commercial and Macdonald Property Management have also recently expanded their Surrey offices.

Dan Scarrow, president of Macdonald Realty says, “We continue to be open to working with great B.C. companies and agents who want to take their business to the next level.”

Steve Thompson has joined Re/Max Penticton Realty. He began his real estate career in 1991, and teamed up with his mother, Ann Thompson to build a successful real estate practice.

His website calls Team Thompson “the original mother and son real estate team.”

Ann Thompson retired in 2014. Steve continues to serve the Kaleden, Naramata, Okanagan Falls and Summerland communities. He specializes in condominiums.

Continued from page 4

■ ■ ■

Exit Realty Elite recently opened in Grand Falls, N.B., lead

by Marcella Poitras, a long-time top-producing agent who has won some of the highest-level awards in the corporation. “Marcella has earned her stripes consistently,

Cover photo: ELIJAH SHARK

■ ■ ■

Rob Hoffman, formerly a managing broker with a successful Re/Max brokerage in Abbotsford, B.C., has moved his real estate business to eXp Realty.

“I’ve known Randy Dyck for over 30 years, and it was his excitement about eXp since his move nine months ago that convinced me to take a closer look. There was an enthusiasm in his eyes that I hadn’t seen in a long time,” says Hoffman in a news release.

“My experience as a managing broker in a highly successful office lets me see things from a 30,000foot view, enabling me to distinguish what’s important from the noise. What I see with eXp is the ability to go beyond our geographic boundaries, using cloud-based technology to move fluidly between areas without being chained to a desk,” he says.

Also joining the cloud-based company is Annette Denk, a 2019 Re/Max Hall of Fame winner who has 25 years of real estate experi-

ence. She will continue to work in the Kelowna and area market.

“We approached Annette because of her reputation for excellent work, and then we discovered her awesome attitude, intelligent strategies and extreme work ethic,” says Phil Hahn, real estate entrepreneur and eXp Realty shareholder. “Annette’s proven success in every market she’s worked – she was consistently a top 10-per-cent performer in Vancouver and in the top two per cent in North America with a former brokerage – clearly indicates that she’ll be at the top of the pack with eXp Realty.”

■ ■ ■

James Buonassisi recently joined Re/Max Select Realty in Vancouver. With a family history in property ownership and management, real estate was a natural choice for Buonassisi, says his website. After acquiring his license, he quickly became an annual member of the Medallion Club, which recognizes the top 10 per cent of Realtors in Vancouver.

He has worked all over Greater Vancouver, with the main focus of his work in East Vancouver.

■ ■ ■

Re/Max is launching a new web series that offers a behind-thescenes look at young homebuyers as they search for their first home purchase.

The series, #HomeGoals, was developed in collaboration with Apex PR/ruckus Digital and produced by Route Eleven. It’s hosted by social media personality Ashley Bloomfield and is scheduled to launch on Re/Max’s YouTube channel. “#HomeGoals is intended for millennials who have finally inherited the long-anticipated purchasing power that was previously held by boomers,” says Melissa Clemance, director of PR and communications at Re/Max of Ontario-Atlantic Region. “We

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Right At Home Realty recently opened a new downtown Toronto branch at 11 Capreol Court. Taking part in the opening ceremony, from left: Tim Hudak, CEO of OREA; John Lusink, president of Right at Home Realty; Serena Uemura, branch manager; Howard Drukarsh, co-founder and broker; Eva Liu, VP of finance and administration; and Craig Johnston, VP legal compliance and business development.

understand that in order to reach this younger home-buying demographic, we have to address the reality of present-day home ownership, which often includes compromise.”

“We really see #HomeGoals as an educational endeavour that is being presented in an entertaining and relatable way,” says Elaine

Langhout, director, regional advertising, Re/Max of Western Canada.

“We know millennials are spending more time online researching home purchases, which is why we chose to host the series on YouTube – the second-largest Canadian search engine – complemented by the powerful visual storytelling of Instagram.” REM

Alberta to dismiss RECA board

A

lberta plans to fire the members of the Real Estate Council of Alberta and appoint an administrator to manage RECA’s functions, including its hearings and appeals processes.

Minister of Service Alberta Nate Glubish announced proposed changes to the Real Estate Act that the government says, “address serious concerns raised by real estate professionals, buyers, sellers and regulatory officials.”

The proposed amendments were recommended by a third-party review by KPMG, which identified concerns with the governance of RECA as well as its performance and regulatory effect. Four council members have already resigned.

“For too long, serious concerns and complaints from industry and from council officials themselves have been ignored,” says Glubish.

“That stops now. The council needs to stop focusing on trivial things like advertising guidelines and start focusing on protecting Albertans and addressing the actual issues facing the industry.”

He says, “There are too many issues with the current composition Continued on page 24

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

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

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Multiple Listings

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10 REM NOVEMBER 2019

Century 21’s new website and marketing platform Three years in the making, the new Core21 platform gives Century 21 salespeople an integrated CRM system and a buffet of customized marketing tools and ideas. By Sohini Bhattacharya

W

hat Century 21 Canada is calling “the largest custom real estate platform build via contract in modern history” was launched at the end of September.

Jack Miller, CTO of Century 21 Canada and president and CTO, T3 Sixty, says that while there have been many real estate companies that have hired developers internally to build their customized websites, Core21 is the result of a 150-page RFP – the largest ever developed by the company – to partner with a vendor who could fully deliver on their ambitious plans.

The project spanned three years from concept to completion, with close to 40,000 man-hours of planning, development and training being clocked in by Real Estate Webmasters (REW) and Century 21’s internal management, staff and agents.

“Agents are spending upwards of $40 to $50 a month on property searches, saved searches and client communications,” says Miller. “So, we have provided a brand new, best-in-class, SEOoptimized website where agents have full control. They can add pages, do their Google analytics, Facebook pixel tracking and design customized marketing products for themselves and their teams.”

Core21’s integrated CRM system allows agents to access their clients’ property search history from the moment they register to the site. “Agents can see all of the history of things they’ve (clients) looked at. And that’s powerful. If you’re sending traffic to your website and you’re getting a bunch of people registering on the site, you now have a much better ability to convert them to be clients. You get this really smart integration and lead management product that makes it easier for them to see all the inquiries and leads they’re getting for every new registration,” says Miller.

Agents and brokers spend

countless hours and money per month “trying to figure out what the best products are and how they can use these products that may not work together,” he says.

“We’ve done all of that for them, so they show up, turn it on and start using it out of the box.”

Along with full integration with GSuite (Google’s productivity tools and software), possibly the biggest value proposition of the Core21 platform is its marketing centre, which provides agents customized and high-quality printable marketing materials that they can use in the marketplace.

After the recent rebranding of the company, “We had to change all our yard sign designs, our stationary, business cards, stand-up banners and office signage.

Basically everything, every touch point that anybody would come into contact with the Century 21 brand, had to be redesigned because of the new brand identity,” says VP of marketing Chiyoko Kakino.

The unveiling of Core21’s marketing centre was cheered by more than 700 delegates at the company’s recent convention because “when agents put up an MLS listing, within 24 hours, they get this email that congratulates them on their new listing and provides a buffet of marketing materials that are already pre-done for them. All they have to do is look over it and make sure it’s accurate, so they can get out there and start marketing,” says Kakino. “Our whole idea is to help our agents sell more homes faster.”

This buffet of marketing products encourages Realtors to think differently by suggesting both traditional and non-traditional ways of marketing their listing. “The first thing Realtors think of is creating a property sheet. But the marketing centre gets them to think outside the box,” says Kakino.

Core21’s platform has created a “social media brick” through which agents can leverage their

Jack Miller

Chiyoko Kakino

Joel Ives

clients’ social media presence to market their services. The salesperson gives it to the homeowner “so their client can use that social media brick on their social media channels, distributing their listing information to their followers.

And then hopefully, the agent might get a referral from a client’s follower,” says Kakino.

Creating feature sheets, postcards, door hangers, brochures and other marketing materials are a mouse click and drag away in the new marketing centre, which allows agents to order and get the printed product shipped to them via the company’s national partnership with UPS, “just like buying something on Amazon,” says Kakino.

Despite its promise, Century 21’s new platform went through its fair share of internal agent criticism, especially by one of their

longest-standing agents, Joel Ives, who is broker/owner of Century 21 Colonial Realty in Charlottetown.

Ives was only 10-years-old when his now 76-year-old father began working under the Century 21 banner. As such, the Ives’ loyalty to the company cannot be undermined. However, the threeyear tenure of the website project led Ives to question whether the company would, in fact, be able to deliver on their bold undertaking.

“I expected it to be done a lot quicker and it seemed too good to be true. When somebody says you’re getting something new, you don’t want to wait 16 to 18 months. You want to move on it sooner. But that’s partly because I sell real estate. I don’t design web platforms for 8,000 people,” says Ives.

Admittedly, Ives was losing interest and considered whether

to wait for the platform or move on to something else. But after Ives and his team went through internal training before the platform went fully live, “I’m impressed with what’s there now, so I guess I have to eat a little crow,” he says.

Currently, Century 21’s “concierge program” is working on providing one-on-one training to the company’s agents. The program allows admin staff in the offices to support an agent going through the learning curve. The concierge has access to the salesperson’s accounts so they can be assisted as needed.

“We are providing everything an agent needs to be successful in growing their business, from game-changing technology, to innovative lead generation tools, to a revitalized brand,” says Kakino. REM

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every coach, trainer, speaker and motivator. No one has what Craig is teaching. Our income went up easily and consistently. We now have 5,000 buyer leads, and our income is now well over a $1 Million each year even through numerous business changes. While we work hard at the business we love, we now spend it differently – more ON the business than IN the business which, in turn, creates growth.”

Johnatan Basden (Toronto, ON) “I’ve been in business for about seven years. When I first started, I began researching and trying to figure out what the top realtors were doing.

I consistently came across the Craig Proctor system but, like every new Realtor, I was scared and afraid of the commitment. I now see this as counterproductive because if I had actually embraced Craig’s system at that point my business would be on a whole different level. About two years ago I built the courage to attend one of Craig’s three day SuperConferences.

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Mike Boychuk (Saskatoon, SK) “Becoming a Realtor in 2005, I took a business approach to real estate. By 2008, I became very busy closing over 60 transactions that year. However, my life balance was way off. In 2013 I attended one of Craig Proctor’s training workshops and I knew immediately that this was the help I needed.

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business, and my life is better as a result. My team has also become a better place to work for the agents and staff, and it’s amazing to see their growth and success.

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Sam Shalforoshzadeh (Toronto, ON) Nine years ago, my father started in this business all on his own. I saw him doing it in a traditional way. I saw the business come and go, fast and slow, and there was no real understanding of what was ahead. Moving forward, I joined the business and we spent countless hours looking for a better way. Then, in April a few years ago, I found an outline called, “Craig Proctor’s Ultimate Real Estate Success System”. It was as if I had found a sunken treasure in the ocean!!

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12 REM NOVEMBER 2019

Turning risks into opportunity

Former World Cup ski racer Larisa Yurkiw battled injury and rejection to become the third-ranked skier in the world. Now she’s using her high-achieving mentality to launch a real estate career. By Susan Doran

L

arisa Yurkiw, not long ago one of the top ski racers in the world, left the sport in 2016 highly regarded as someone who competes on her own terms.

That reputation was hard won. Yurkiw was ballyhooed as Canada’s great Olympic alpine underdog skier. Hers has been described as a Hollywoodworthy bounce-back story, which has earned her icon status in the eyes of many.

Now a motivational speaker as well as a rookie Realtor with less than a year under her belt at Chestnut Park Real Estate in Collingwood, Ont., Yurkiw, 31, is discovering that her elite athlete skill set seems to be a good fit in her fledging real estate career.

She says she is as stubborn as they come. A big believer in risk taking, she is grateful to have gone down a tough path where she was forced to stretch herself, resulting in greater success. This theme now threads through her motivational and real estate careers. Her athletic journey has apparently translated into a ballsy approach to the business world, which can be summed up in the phrase, “Be brave.”

“I skied 140 km per hour down icy mountains and feared for my life on a weekly basis,” says Yurkiw. “I am painfully optimistic. I wake up with an expectation on myself to go at things with a high-achieving mentality. I am intentional about what I am doing. It’s the only way to maintain momentum.”

The opportunity to prove herself in a new field appeals to her. “Sport is a selfish career choice. You take from everyone.

Real estate is about service, which gives a whole new perspective.”

Yurkiw grew up skiing Georgian Peaks on the Niagara Escarpment.

She competed on the World Cup circuit, having made the national ski team right out of high school.

But she seemed poised for a slide into oblivion after she sustained what the media deemed a “careerending” knee injury just prior to the 2010 Winter Olympics in Vancouver. Almost every piece of connective tissue in her knee required repair.

Having lost her chance to compete on home soil, she recalls watching on crutches while the Olympic torch relay passed her family home in Owen Sound.

“It was devastating,” she says.

After several surgeries and a couple of years of rehab, she returned to the race circuit, sights set on the 2014 Olympics in Sochi, Russia. But she was soon cut from the national team – cast aside in her mid 20s.

“I got bitter a bit,” she says. But she was not ready to give up.

“My Dad said, ‘A little chip on your shoulder is not always a bad thing,’” she says.

Crushed, desperate and bereft of national support, she took matters into her own hands and made the unusual choice of founding her own funding and management vehicle, Team Larisa, outside the umbrella of Alpine Canada. Raising six figures in funding as an independent athlete was hugely stressful. But it worked. She got to compete in the 2014 Winter Olympics, finishing 20th.

“The Olympic moment – coming through the finish line as an independent – was huge,” says Yurkiw. “It took me awhile to be objective about that. I had to put my legs over the side of the bed to put my socks on before competing. That’s how little strength I had. Miracles happen.”

Then-CEO of Alpine Canada Max Gartner was impressed. “She personifies what it means to fall down, dust yourself off and keep going,” he was quoted as saying.

Yurkiw went on in the next couple of years to climb all the way up from a 77th World Cup ranking to third.

In her final season she was in pain right from the start. “I knew it would be my last season. I knew what it would take and I knew I no longer had that. I could see my conservative decisions on course, and to me that’s not racing...But I also knew I’d be able to perform under pressure, and I gave it everything I had.”

It turned out to be the best season of her career.

Retirement sent her into “withdrawal.” She recalls going to grocery stores just so she could talk to people.

“Being bored is a dangerous place for me,” she laughs. “I have too much energy. I need my sticky notes and to-do lists.”

She started her own motivational speaking business, her status as an extreme athlete and the setbacks she had overcome providing “flash for corporations,” she says.

“My motivational career was instant, coming off being ranked third in the world.”

She’s especially proud that her greatest successes came after becoming an independent, a fact that she considers integral to who she is.

“Going independent completely changed the way I walked into a room. Before that I struggled with self esteem. I was beyond introverted. Some people aren’t as lucky as me to be challenged in that way. It helped me grow and has served

Larisa Yurkiw (Photo: Elijah Shark)

me well in my career.”

Being of the opinion that business is what you make of it, the potential in a career in real estate appeals to Yurkiw.

“It’s limitless,” she says. “I’m new to real estate, but not new to closing deals.”

the rest,” she says. “When I have a setback, I ask myself how I can do better next time. I feel that comes from the athlete in me.”

She’s certain that her past experience, turning failure into opportunity by building a unique business enterprise, bodes well.

Yurkiw had assumed that her real estate client base would be comprised of her ski racing network. But as it turns out, she has “lots of clients who have no idea” about her previous career in sports.

“There is a lot of failure in both real estate and sports.

You’ve got to have the resilience to pick yourself up faster and more creatively than

“The public side of being an athlete was pleasant, but it’s not why I was doing it,” she says. “I did it to believe in myself.” REM

That’s okay with her.

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14 REM NOVEMBER 2019

Coldwell Banker’s transparent rebranding S

ix months ago, Coldwell Banker Real Estate previewed a new logo, dubbed the “CB North Star mark,” which it says symbolizes the brand’s position as a guide for clients and a leader in the real estate industry.

After an extensive testing and discovery phase, the brand has finalized the new logo and corresponding identity standards, yard signs, marketing materials, office concepts and a full suite of branded apparel.

The company says rebrands are especially difficult for franchise organizations, so it chose a novel approach to the process. It devised the concept of a “transparent rebrand.” The past six months have been filled with testing, iterating and perfecting the new brand identity. Four companies served as beta testers, identifying the best practices and signage design that will guide the global roll-out in 2020, says the firm.

“For a franchise brand, I believe that a transparent rebrand

process is necessary, and this process has been enlightening.

Companies that declare a rebrand is happening and don’t leave room to test in real-world scenarios put themselves at a disadvantage,” says David Marine, chief marketing officer, Coldwell Banker Real Estate. “We’ve been able to make adjustments in a number of scenarios where the logo is displayed on signage, marketing materials and more. We saw what works best and adjusted based on feedback. This learning phase gave us invaluable insight before we roll out the new look across our entire network in 2020.”

Based on initial field testing, the new logo was updated to include the “Coldwell Banker” wordmark displayed with the new “CB North Star” icon.

The brand also finalized new yard

sign designs after real-world implementation in four U.S. test markets.

The brand released the Coldwell Banker Look Book along with new identity standards and a Playbook to guide Coldwell Banker-affiliated companies through their own rebrands. The brand is also releasing a weekly

The brand released the Coldwell Banker Look Book along with new identity standards and a Playbook to guide Coldwell Banker-affiliated companies through their own rebrands.

podcast dubbed The Road to Rebrand and a mini documentary titled Story Behind the Star.

“Coldwell Banker did a great job engaging affiliated agents during yard sign development and selection. The new designs will really help the brand stand out, which is tough in the sophisticated

D.C. market,” says Sherri Anne Green, agent with Coldwell Banker Residential Brokerage in Washington, D.C. “Clients are drawn to the modern logo. The clean fresh look combined with the history and strength of the name Coldwell Banker make for a powerful combination.” REM

Coldwell Banker took six months to test the rebrand.

Millennial investors should look at U.S. THE GUEST COLUMN

By Alain Forget ecent studies are showing that as the millennial generation matures, a growing number are considering property investment. And the high cost of urban living has many of them consider recreational properties as a feasible choice to enter the real estate market. A Re/Max Recreational Property Trends study found that 56 per cent of millennials are in the market to purchase a recreational property. That represents an increase of 14 per cent from 2018.

R

While the go-to markets for this new-found interest in recreational properties tend to be in vacation spots in Canada, many may not realize the advantages of investing in the U.S. A common argument is that owning a U.S. property is expensive. But the numbers say otherwise, even after the exchange rates are factored into the equation. A 2019 National Association of Realtors study indicates that the median purchase price for Canadians purchasing U.S. real estate is $280,600 USD ($373,000 CAD).

When you compare the monthly mortgage rates to a long-term rental in popular destinations like Arizona or Florida, the outcome is often surprisingly favourable.

Renting a condo in a prime U.S. vacation area might cost $3,000 a month during the peak season, whereas the monthly mortgage payment to purchase the same property would cost approximately $900.

Even when factoring in cost of ownership such as condo fees or

maintenance, this total cost can often be offset by leveraging the property as a rental. For those whose principal concern is investing in an appreciating asset, the U.S. housing market is ranked the safest for real estate investments by the Association of Foreign Investors in Real Estate (AFIRE), based on ongoing appreciation in value.

Generally speaking, the U.S. also has lower property taxes and often longer amortization periods.

As a result, investors can spread costs over a longer period of time at a lower rate.

Canadian millennials exploring U.S. real estate should consider: Location. There are plenty of markets to choose from. Florida and Arizona continue to be the most popular for investors. But regions like Austin and Houston are attracting a younger demographic, as well as parts of California and North Carolina.

Usage: If considering a rental component, it’s essential to look at both the seasonality and potential

demand. States such as Florida are lucrative for rental property owners because it is home to popular theme parks and has a thriving tourism industry regardless of the season. If looking to Arizona, owners can’t count on rentals in the summer months as temperatures rise to unbearable levels for vacationers.

However, the peak season can be quite lucrative as visitors flock to the region to enjoy the many outdoor and sports activities.

Maintenance. Depending on availability and the type of home in question, owners may need to contract a property manager to handle the logistics and maintenance on site. Factoring costs of regular upkeep is essential.

Tax. Taxation in the U.S. is also more complex than Canadians may be accustomed to. Buyers would be well advised to work with a Canadian accounting professional with expertise in cross-border taxation. Otherwise they might miss out on allowable deductions or worse, pay unnecessary double taxation.

A combination of the right financial and real estate professionals who are familiar with the rules and regulations is essential for foreign investors. RBC Cross-Border Real Estate Edge provides access to online tools and calculators, articles and information about U.S. property trends and the benefits of U.S. mortgages for Canadians.

Realtors can expand their referral network with our directory of cross-border tax and legal experts and build connections with U.S. real estate professionals or builders and explore revenue sharing opportunities. To learn more visit rbc.com/edge/ca.

While it may take a bit more legwork for Canadian buyers to invest in a U.S. property, the dividends might just be worth that effort.

Alain Forget is head of sales and business development for RBC Bank.

He is a Canadian expat residing in Florida who also has his real estate license in the state of Florida. REM

Independently Owned and Operated. ®†TM† trademarks owned by Century 21 Real Estate used under license or authorized sub-license. © 2019 Century 21 Canada Limited Partnership. Century 21 Canada Limited Partnership currently has franchise opportunities available in select markets across Canada. The intent of this communication is for informational purposes only and is not intended to be a solicitation to anyone under contract with another real estate brokerage organization. CENTURY 21® is a registered trademark owned by Century 21 Real Estate LLC, used under license. 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. Used under license.

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18 REM NOVEMBER 2019

Can you put a price on ethics?

By Paul Cowhig

R

ecently my brother Michael (pictured) invited me to a Rotary luncheon where Jody WilsonRaybould, MP for the riding of Vancouver Granville, was the guest speaker. The topic was “Ethics in Politics.”

How could I resist? As it happened, I shared a table with the guest speaker herself.

Wilson-Raybould didn’t really talk much about ethics in politics other than to say that all the major parties are pretty much the same in terms of expecting their MPs to do what they’re told. Despite the conflict of interest scandal and her fallout with the prime minister, she is clearly proud of her accomplishments while serving in the government.

What she spoke more about was her background, who she is

THE GUEST COLUMN

By Trevor Koot

A

re Realtors proud of the fact that they are part of a regulated industry? Are they disappointed? Are they indifferent?

I wouldn’t say that it is the former, nor the latter. And, I really want to believe that disappointment is not the emotion that is felt when considering the circumstance of their industry having regulatory oversight.

As a former Realtor who proudly wore a regulatory hat, I know firsthand the feeling of walking into

and where she comes from, both literally and philosophically. She spoke of her upbringing, her beliefs and the critical importance of everyone doing their part, whatever that part may be.

Wilson-Raybould was raised in the Wewaikai First Nation community on Vancouver Island and the lessons she learned at home and in her community are deliberately reflected in the way she lives her life.

She shared with us that, in her community, every person has value. Every life matters, in part because every person has a unique contribution to make.

Wilson-Raybould said, “When you fall down or do bad things, when you don’t contribute and do your part, the entire community is diminished.”

It seems so obvious when you hear it said out loud. It’s a deliberate shouldering of taking personal responsibility for who you are.

That attitude then influences your relationships, how you perform your job and participate in the community. There is a lesson for us in what she says.

Sticking to your ethics can cost you. It cost Wilson Raybould

her job as attorney general of Canada, a place in the cabinet as the minister of justice and ultimately her membership in the Liberal party.

“So be it. I can look in the mirror and not blush,” she says, on reflection.

There is also a cost for Realtors who stray from ethics, which can mean losing the confidence of your colleagues, your clients, the public and potentially your license, your board membership, your business and worst of all, your reputation and self-respect.

As Realtors, we commit to this pledge: • Professional competent service – That means we will not work beyond our area of knowledge and ability.

• Absolute honesty and integrity in business dealings – It means that we don’t take shortcuts to skirt the rules or take advantage of others to benefit ourselves.

• Utmost civility – This means that regardless of whether we like a person, or something we want is at stake, we treat all people with respect, dignity and compassion.

• Co-operation with and fairness to all – This means we work with others to reach common goals and when our goals differ, we maintain our ethics and do what we know is right, all while doing the best for our client.

• Personal accountability through compliance with CREA’s Standards of Business Practice. The rules are there for a reason, and so we know the rules, we respect them and agree to be bound by them.

Having a code of conduct is like having a map. It helps us get to where we want to be. It gives direction to our actions. It helps

Realtors and regulation the conversation of a group of my peers, only to have some immediately depart the group when they notice my name tag sported the word “Commission”. In fact, I distinctly remember a respectful conversation with our friend, Andrew Peck, at a Banff Western Connection social function where we debated this very topic.

There is no question that provincial associations and real estate boards across the country generally say all the right things when it comes to supporting their regulatory colleagues’ mandate of protecting the public. And, generally, I believe that these are not hollow sentiments. I think organized real estate supports the idea of holding our profession, and those who are in it, to a high enough account that the public feels safe and supported while they navigate the single largest transac-

tion of their lives.

At the 2018 Canadian Realtor Association Executive conference in Montreal, I had the good fortune of joining some of my CEO colleagues on a panel about jurisdictional relationships between organized real estate and regulators. Then, in September of the same year, I hosted an inverse panel at the annual conference of the Association of Real Estate License Law Officials in St. Louis that saw a panel of regulators unabashedly discuss their relationship with Realtor organizations from within their respective jurisdiction.

What was evidently clear during both experiences is that there is a tremendous amount of respect from each group to the other. There is a lot of collaboration at times but an understanding that each have their stakeholders and there is bound to

be lobbying and constructive disagreements.

But does the Realtor feel the same way?

With the consumer being exposed to more unregulated for sale by owner platforms, unregulated property advertising companies and unregulated technology, can the Realtor embrace this distinction and proudly promote the value that this differentiation offers their clients?

In my experience as a Realtor, as a regulator and now as an executive officer, the broad sentiment that I see from Realtors toward the regulator is negative. What if this mentality could be augmented slightly to provide constructive feedback to our regulatory colleagues when changes to the legislative framework are recommended, and positive messaging shared publicly to endorse the role that the regulatory

to keep us on track. And it says that we deliberately and consciously commit to a high standard, which makes all of us better.

Paul Cowhig is the professional standards advisor for the Fraser Valley Real Estate Board (FVREB) in Surrey, B.C. Previously, Paul spent two years as professional standards co-ordinator for the Okanagan Mainline Real Estate Board in Kelowna. He was first licensed as a salesperson in 1980 and earned his broker’s license in 2013. Paul is proud to have served on the FVREB Board of Directors from 1996 to 2002 and as its president in 2001. REM structure provides in setting our profession apart from unregulated influencers?

Can organized real estate play a role in broadcasting this message?

Perhaps in addition to satirical ads that elude to the implications of not engaging a Realtor, or ads that contemplate the importance of choosing the right Realtor, there could be an awareness campaign that informs the public of the value in choosing the services of an industry that benefits from regulation, oversight and enforcement.

Realtors and organized real estate are very good at ensuring the consumer understands that by engaging a Realtor, they are getting significantly more than just marketing of their property. I believe that the regulation of their industry must begin to be part of that narrative.

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

RE/MAX Agent, Good Neighbour & Great Humanitarian Congratulations to RE/MAX agent, motorcycle enthusiast, and Children’s Miracle Network champion Bruce Johnson on being the first Canadian to ever win the National Association of REALTORS® Good Neighbor Award.

Bruce has traveled over 60,000 km across North and South America on his motorcycle in memory of his daughter, Alyssa, who died in 1998 at 20 days old. To date, Bruce has raised over $800,000 for Children’s Miracle Network, in support of children’s hospitals including SickKids.

Bravo Bruce! The entire RE/MAX Network is proud of you, and inspired by you.

20 REM NOVEMBER 2019

Touring abandoned homes in Chornobyl Homes near the nuclear disaster site have now become a tourist attraction

W

hen one of the reactors of the Chornobyl nuclear power plant near Pripyat, Ukraine exploded on April 26, 1986, residents of surrounding communities were told they would have to leave their homes for three days.

Most of them never went back.

The area surrounding what turned out to be the world’s worst nuclear power plant accident became highly contaminated and it wasn’t safe to return.

Three decades later, people now regularly enter the site of the disaster zone. These aren’t the former homeowners, but tourists.

According to Chornobyl Tour, one of several companies operating tours to the area, visitor numbers have been increasing every year, beginning with a few hundred in 2007, to more than 50,000 visitors in 2017, the last year for which figures are available. With the new miniseries Chernobyl (Russian spelling) that began airing this year on Crave/HBO, those numbers are expected to increase even further.

Is it safe? That’s the first question many people ask when pondering a trip to the area. Guides allay your fears by explaining that we are exposed to more radiation on a one-hour airplane flight or by having a chest x-ray than by visiting Chornobyl for the day. That doesn’t mean you shouldn’t take precautions though.

“The most dangerous part of Chornobyl now is the soil,” says guide Helen Lupekha, who cautions us against sitting on any surfaces or putting any of our belongings – such as bags, cameras, tripods or water bottles – on the ground.

On the bus we are given a map showing some of the places covered on the tour, including: •radar duga – a massive Soviet over-the-horizon radar system, part of a missile defense early-warning network that never really worked • a public monument, metres away from Reactor Number 4, which was recently entombed in a new steel and concrete sarcophagus • the abandoned town of Pripyat and the remains of a resi-

dential apartment block, grocery store, hotel, indoor public pool and amusement park.

Our first stop is in the small village of Zalissya. I am curious to see where people once lived and what has become of their homes. In all, 96 settlements in Ukraine (and dozens more in neighbouring Belarus) were abandoned. Zalissya, located just south of the Chornobyl Nuclear Power Plant and within the 30-km exclusion zone, was one of them.

As we walk on the dirt path through the village, I’m surprised by the presence of so many trees and tall grasses growing here.

“People expect to see a burnt and devastated area and apocalyptic site, but it’s not like that,” says Lupekha. “It’s a large area and about 95 per cent looks like a forest. Everything is overgrown and since 2016, Chornobyl is a nature reserve. Nature is thriving in Chornobyl. We have a lot of wild animals, the most diverse and rare species in Ukraine. Nature is recovering quickly.”

About 3,000 people, many of them farmers, once lived here.

“They lived very simply, traditionally. No one was complaining about the way of living,” says Lupekha, adding that the area was heavily forested and largely isolated from the rest of the country, in part because it lacked any major roads.

Through the tree branches, a few abandoned homes come into view. They are mostly detached single-storey dwellings, several metres apart. Decades of accumulated grime are evident. In some cases, windows are broken or roofs have caved in from years of neglect.

Though the guides don’t allow you to enter the homes for safety reasons (many are missing floorboards so it would be easy to slip and fall), you can often see a lot through the windows and doors.

We glimpse walls with peeling paint, overturned furniture, the odd item of clothing and a doll missing its dress. A lone black shoe that would have belonged to a man sits on a windowsill. Newspapers yellowed with age are left on a table.

Story and Photos by Diane Slawych

“This is all authentic. It was left by people 32 years ago because when the evacuation started, people were told it will only last for three days, and they trusted the Soviet government and left all their belongings behind,” says Lupekha.

“But people were not allowed back after the evacuation because levels of radiation were thousands of times higher than normal, so of course it was not safe.”

If everyone left all their belongings behind, why, I wondered, were the rooms in many homes mostly empty of furniture and personal

The interior of one of the homes in Zalissya.

A house in Zalissya.

effects? Lupekha says there are two reasons. First, a few weeks after the accident and evacuation, workers were sent in to wash everything.

“All sorts of furniture was simply thrown through windows, then put on a truck and delivered to special nuclear graveyards to be buried as nuclear waste,” she says while standing in front of a home with two large picture windows that are shattered and broken.

The other reason, which is more frightening, is that many belongings were stolen. “By the 1990s the Soviet Union had collapsed and people lost all their money and savings and were quite desperate. It was difficult to earn any money,” says Lupekha. “And this was an attractive place for squatters that didn’t care about contamination.

“So, for brave Russian people,

the idea was to come here to steal all these items, because everything was left. So, they came here, grabbed some furniture or metal to recycle. You load it on trucks, bribe local police officers who pretend they can’t see all the metal from Chornobyl and they take all the belongings out on the roadside and sell it for a much lower price.”

Unsuspecting passersby, she says, would see items they needed at a cheap price and snap it up.

And that’s how some new houses in other parts of Ukraine ended up being built with contaminated bricks from Chornobyl.

“So, we still don’t really know how many items are in use from Chornobyl. Unless you check using a Geiger counter, you wouldn’t know about it.” The guide then relays a story of a friend of a friend who worked in Chornobyl and

decided to use a Geiger counter in his apartment in Kyiv.

“The levels were all fine until he got to his bedroom and held the meter above a thick carpet, and in a few moments it started to shout and beep and showed a reading 20 times above the safe level. He was concerned and asked his mother, ‘why do we have four micro zeros over the carpet in the bedroom,’ and she said very casually, ‘oh that’s your father, he brought something from Chornobyl a few years ago.’”

It’s believed about 900,000 people came to clean up the area in the years after the nuclear accident. “When I started to work here and talk to people about it, it seems like every second person went to Chornobyl to do something – as a driver to help people, to work at hospitals, to clean up and so on,” says Lupekha.

“In Ukraine, it’s quite normal to have some stuff, like a TV, or radio or tape recorder from Chornobyl, absolutely normal.

That’s the most horrifying fact…right now people don’t know anything. It’s something you don’t speak about in Ukraine. It’s like a taboo. You have something? Oh, that’s fine. It’s frustrating we don’t have many people from Ukraine (visiting) Chornobyl. They’re scared and don’t want to learn anything more about this area. That’s the sad fact for me,” says Lupekha.

REM

Experience The New Coldwell Banker.

January 2020.

Want to learn more about the new Coldwell Banker? coldwellbanker.ca/careers For a confidential conversation about franchise opportunities, contact: Mark Lindsey RVP, Franchise Sales 1-800-268-9599, ext. 402 mark.lindsey@coldwellbanker.ca coldwellbanker.ca/franchising

#leaveyourmark Š2019 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. Not intended to solicit brokerages currently under contract.

22 REM NOVEMBER 2019

A new series: Closing the deal

By Ross Wilson Pictured: Jordan Chandler

Welcome Jordan Chandler & RE/MAX The Island Real Estate!

We would like to welcome and congratulate Broker/ Owner Jordan Chandler on the opening of the new RE/MAX The Island Real Estate, serving Manitoulin Island and surrounding areas.

With 7 years experience as an agent and 3 years experience as a Broker/Owner of an independent brokerage, Jordan brings his passion for real estate and knowledge of the industry to the Manitoulin area.

When presented with the opportunity to convert his office to RE/MAX, Jordan didn’t think twice. He was excited to become part of the most recognizable real estate brand in the world. Committed to building a highly motivated and successful team, Jordan

is dedicated to making the buying and sellin ing experience a smooth and easy process for or his clients.

Joining him at his new RE/MAX office will wil be his two current agents, and with the brand bac acking him, he will be focused on continuing to grow ow his team.

Jordan is a proud and active mem ember in the community, especially when it comes to supporting the local health unit in growi wing their operations and services for their rural comm mmunity. We are confident he will serve and represe sent the brand well and are excited for the future of the RE/MAX brand in the Manitoulin and surrou ounding areas.

Congratulations aga again, Jordan, we wish you much success!

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

remaxintegra.com

Welcome Back, James Buonassisi!

RE/MAX Select Realty – Vancouver, BC

Why RE/MAX? “RE/MAX offers accountability. There iss a real commitment to what needs to be e done and there is great support that come es from managing brokers in the offices”.

joinremax.ca

“I like to think of sales as the ability to gracefully persuade, not manipulate a person or persons into a winwin situation.” — Bo Bennett

F

or as long as I can remember, the subject of closing has been somewhat controversial. Some say that consumers shouldn’t be closed, that it’s unethical and unnecessary. They believe in just serving – without coaxing or coercion – until a client is ready to make their own unassisted decision. Closing is sometimes viewed as a misguided attempt to unduly influence or improperly force consumers into doing something they’d rather not do.

Well, nothing could be further from the truth. I’ve no doubt that unscrupulous agents regularly ensnare their prey and inveigle their way into getting signatures.

The truth is, though, that when a buyer finally finds the right home or a seller is poised to sign a listing, when they arrive at the classic “desire to act” moment, they often need a little help with their decision. Even world political and corporate leaders, when faced with uncertainty, seek trusted counsel.

People sometimes don’t realize their need for help, or their ego won’t permit them to admit it.

They may see a proposed move as logical but are intimidated by the prospect of committing to it. They hesitate to make decisions, usually from a place of fear. They even sometimes make choices entirely opposite to their pre-stated wishes and intentions, including completely changing their minds about moving. (This common scenario spawned the offensive and erroneous idiom that “buyers are liars”.) For some, making the emotional leap to act is a huge hurdle they may not be equipped to accomplish alone.

In this new series of columns, I offer a few simple ethical tech-

niques designed to gently assist a client – at the right moment – to make that critical decision to move forward.

Since the inception of your business relationship, you’ve calmly, carefully and compassionately answered your client’s myriad questions and gradually earned their trust and respect. Why have you gone to such effort? Because the more they trust and respect you, the easier it becomes to elicit a decision from them. When they finally reach a choice point, particularly since the early ones will be minor, a decision will happen naturally. Because you’ve served them honourably, their decision will seem serendipitous, as if it was meant to be.

I always found it far easier working with a knowledgeable client than one who’s in a constant state of confusion, which is to say, a state of fear. This may seem counter-intuitive, but a knowing and confident client is far easier to close.

Why? Since you’ll be asking them to make a potentially frightening flight into the proverbial darkness, a fearful uninformed client must totally trust you.

Unless your client is a close friend or family member, achieving that level of trust can take an exceedingly long time. An informed client, on the other hand, trusts you at least enough to have confidence in the reliability of the education you’ve provided them.

So, with a subtle nudge from you – at the right moment – a decision is had. If performed with timely tact, they’ll be unaware of the close. An added bonus is that a well-informed client clearly understands what they’re getting into, therefore lowering your potential liability.

Once decision time arrives, they may suddenly ask you to draft the offer or prepare the listing, whatever the case, and that’s great if that happens. But in my experience, a client exercising such initiative is as rare as a happy chicken in a poultry processing plant.

Usually, I had to ask for the offer or listing by saying something like,

“Shall I draft an offer for you?” or “Are you ready to list?” or a simple “Shall we get started?” This is straight forward closing without any hype or pressure. Timing is critical, though, because they must be logically and emotionally prepared to proceed at that moment.

A premature request might be perceived as a pressure tactic and be summarily rebuffed. They may even retreat completely from the precipice.

It’s fairly easy to fulfill their logical needs. That’s just a matter of showing them the practical reasons why it’s the right choice. For example, there are no logical reasons to remain in their present house. Or the property you’ve shown them technically meets all their physical and affordability needs. But that’s only part of the decision process.

Because humans are predisposed to be change-averse, the other not insignificant challenge is the emotional decision to abandon their current comfort zone. To more easily accomplish your mission, they must believe they’re accomplishing theirs, and feel reasonably comfortable with their choice.

This is rarely achieved completely since any major life change is accompanied by fear and its common symptom, stress. To get as close as possible, though, you must empathically do what you can to establish a heart felt, trusting connection.

In the next column, I offer details of specific ethical closing techniques.

“The Comfort Zone is like an addictive drug. The pain of addiction will paralyse you within its boundaries.” – Rodney Lovell Ross Wilson is a retired real estate broker with extensive experience as a brokerage owner, manager, trainer and mentor over a highly successful 44-year career. His book, The Happy Agent – Finding Harmony with a Thriving Realty Career and an Enriched Personal Life is available where print and e-books are sold, including the TREB, MREB, RAHB and OMDREB stores. For more details, visit Realty-Voice.com.

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24 REM NOVEMBER 2019

Rina DiRisio joins Billionaire’s Club

Bruce Johnson wins NAR Good Neighbor Award Pictured: Mike Marfori

Welcome Mike Marfori!

RE/MAX 2000 Realty – Surrey, BC

Why RE/MAX? “My team and I have joined RE/MAX 200 000 Realty and we will continue to provide the ve ery best service and experience to our clientss. This will enable us to expand our global and d international exposure of our listings”.

joinremax.ca

Bruce Johnson of Re/Max of Wasaga Beach in Wasaga Beach, Ont. is one of five winners chosen for the National Association of Realtors Good Neighbor Award.

Johnson’s long-distance motorcycle ride fundraisers benefit the Children’s Miracle Network’s 170 children’s hospitals in the U.S. and Canada.

Johnson and the other four Good Neighbor Award winners will receive a $10,000 grant for their charity and will be featured in the November-December issue of NAR’s Realtor magazine. The recipients will be presented with crystal trophies on Nov. 9 during the 2019 Realtors Conference & Expo in San Francisco.

Johnson also won a “Web Choice Favorite” prize after receiving one of the top three highest vote totals from the public. Because of this, Children’s Miracle Network will receive an additional $1,250 grant from realtor.com, which sponsors the voting. Over the past 20 years, the Good Neighbor Awards program has awarded $1.3 million in grants to more than 200 Realtor-led non-profits.

After his daughter, Alyssa, died

Pictured: Steve Thompson

Welcome Back, Steve Thompson & Team Thompson!

RE/MAX Penticton Realty – Penticton, BC

Why RE/MAX? “RE/MAX has the highest and most respected name e in the Real Estate Industry and offers an expansive netw work of professionals. We are truly honored and thankful ul to have been given the opportunity to come back and o operate under the RE/MAX umbrella. Additionally, the e draw for Team Thompson Real Estate Group is the Ma anaging Broker and Support Staff at RE/MAX Penticton Re ealty who have provided outstanding support to all of the heir realtors”.

joinremax.ca

Bruce Johnson

Judy Stewchuk

at 20-days-old, Johnson was inspired to show his appreciation to the doctors and staff who cared for her. Johnson’s longest ride came in 2018, when he and his 19-year-old daughter, Holly, rode from the northernmost point in Canada to the southern tip of South America – a six-month-long, 16,000-mile journey. Johnson has raised about $600,000 for his cause to date.

“What I would say to the National Association of Realtors is that there are a lot of great things being done by Realtors in Canada, and thanks for looking north of the border. It’s a great honour,” says Johnson.

Judy Shewchuk honoured by Edmonton Realtors

The Realtors Association of Edmonton recently recognized associate Judy Shewchuk with the Volunteer of Distinction award. It is given to a person who goes above and beyond in serving their community and is involved with charity events during the year.

“In all my years of work, I have never seen someone be so charitable with their time and energy as Judy,” says Craig Murray, owner of Century 21 All Stars Realty. “At every fundraiser, charity event and donation drive, she is there and she is giving 121 per cent. It is inspiring to see how one person can make such a big difference in the community.”

Stewchuk has been with Century 21 since 2005. She has volunteered with the Realtors Rina DiRisio receives Community the award from John Foundation since Brian Losh, chairman of 2005. She also Luxury Real Estate. taught ESL in Japan for 2.5 years and in Vietnam for 1.5 years.

Rina DiRisio, a sales rep with Royal LePage Real Estate Services in Oakville, Ont., was recently awarded the Billionaire’s Club Award by Who’s Who in Luxury Real Estate (LRE). The organization recently hosted its 24th Annual Luxury Real Estate Fall Conference in Washington D.C. The Billionaire’s Club Award is given to LRE members who have sold at least $1 billion in real estate throughout their career.

DiRiso is a lifelong Oakville resident with over 30 years of real estate experience. She has also been honoured as a Royal LePage Hall of Fame member and has been the top one per cent of Royal LePage’s residential sales force for 18 years.

REM

Alberta to dismiss...

Continued from page 6

and operations of council to enable an effective governance body. Dismissing only a subset of council could contribute to a further deterioration in trust amongst council, administration and industry.”

The government says once the amendments come into force, the act would dismiss the current council members.

“An official administrator will be appointed to provide leadership and oversight for RECA over an interim period, until new council membership is established following further amendments to the Real Estate Act during spring 2020,” says Service Alberta. “RECA continues to provide day-to-day services related to real estate licensing, education and evaluation of professional conduct. No disruption in service to industry professionals or consumers is expected.”

In a statement responding to Service Alberta’s announcement, Rob Telford, RECA’s chair of council says, “We welcome the amendments and look forward to working with the minister and the administrator to ensure compliance. As the independent governing authority for Alberta’s real estate industry, consumer protection is at the core of our mandate, and RECA will continue to operate under that mandate moving forward. Core operations at RECA are not affected by these amendments.” REM

WHAT DO OVER 40% OF TREB’S TOP 100 AGENTS HAVE IN COMMON? Peggy Hill, RE/MAX Hallmark Peggy Hill Group Realty | Drew Woolcott, RE/MAX Escarpment Woolcott Realty Inc. | Conrad Zurini, RE/MAX Escarpment Realty Inc. | Frank Leo, RE/MAX West Realty Inc. | Rob Golfi, RE/MAX Escarpment Golfi Realty Inc. | Parveen Arora, RE/MAX Real Estate Centre Inc. | Ben Frank, RE/MAX Escarpment Frank Realty | Daryl King, RE/MAX Hallmark Realty Ltd. | Frank Polsinello, RE/MAX Realtron Polsinello Realty | Sarah Logue, R E / M A X

Escarpment Team Logue Realty | Mary Wylde, RE/MAX Real Estate Centre Inc. | Barry Cohen, RE/MAX Realtron Barry Cohen Homes Inc. | Lisa Fayle, RE/MAX Rouge River Realty Ltd. | Harbinder Brar, RE/MAX Realty Services Inc. | Allister Sinclair, RE/MAX Hallmark Realty Ltd. | Mark Richards, RE/MAX Hallmark Richards Group Realty Ltd. | Sunny Purewal, RE/MAX Realty Services Inc. | Christopher Invidiata, RE/MAX Aboutowne Realty Corp. | Vesna Kolenc, RE/MAX Premier Inc. | Curtis Goddard, RE/MAX Chay BWG Realty | Scott Woolsey, RE/MAX Hallmark Chay Realty | Ranjit Nijjar, RE/MAX Realty Services Inc. | David Batori, RE/MAX Hallmark Batori Group Inc. | Christopher Bibby, RE/MAX Hallmark Bibby Group Realty | Dolores Trentadue, RE/MAX All Stars Realty Inc. | Peter Papousek, RE/MAX Realty Enterprises Inc. | Leslie Benczik, RE/MAX All Stars Benczik Team Realty | Ray Cochrane, RE/MAX Hallmark Realty Ltd. | Lino Arci, RE/MAX Hallmark Lino Arci Group Realty | Michelle Fraser, RE/MAX Hallmark Fraser Group Realty | Ruby Thambiah, RE/MAX Realty Services Inc. | Audrey Azad, RE/MAX Hallmark Estate Group Realty Ltd. | Jay Brijpaul, RE/MAX West Realty Inc. | Brett Puckrin, RE/MAX All Stars Realty Inc. | Manveer Dhindsa, RE/MAX Realty Services Inc. | Elizabeth Johnson, RE/MAX Professionals Inc. | Mary Roy, RE/MAX Hallmark First Group Realty Ltd. | Anuja Kumarasamy, RE/MAX Realtron Ad Team Realty | Victoria Zhang, RE/MAX Realtron Realty Inc. | Trevor Comeau, RE/MAX All Stars Team Trevor Realty

Are you with the right company? joinremax.ca Based on Top 100 Agents in the Toronto MLS by Total Ends from 9/1/18 to 8/31/19. Data provided by IMS. Agent names listed in no specific order nor ranking.

26 REM NOVEMBER 2019

T

he Nova Scotia Association of Realtors (NSAR) welcomed real estate leaders from across North America as they visited Halifax in September to learn about the province as part of an inbound trade mission. The delegation included representatives from Canada and the United States, including Florida, Texas, Rhode Island and more.

The trade mission centred on the Certified International Property Specialist Leadership Invitational. Throughout the week, Realtors focused on international real estate transactions and how best to serve home and property buyers from around the world, while also experiencing the opportunities Nova Scotia has to offer. “As Realtors, we see first-hand the vital role that trade and eco-

nomic development plays in creating jobs, supporting entrepreneurs, strengthening our communities and sustaining a strong and balanced real estate market,â€? says Matthew Honsberger, president of NSAR. “By demonstrating the limitless opportunities and advantages that exist in Nova Scotia through this inbound trade mission, we’re proud to play a role in helping to realize our province’s economic development potential.â€? â– â– â–

Recently several members and staff of the Ottawa Real Estate Board (OREB) took part in a Habitat for Humanity Greater Ottawa (GO) build on behalf of the Ontario Realtors Care Foundation.

This is the seventh year in a

row that Realtors and staff have participated in a build. They spent the day working on foundation leveling and strapping, framing and foam installation. “Helping those who need a hand up is just the right thing to do,â€? says Dwight Delahunt, OREB president. “Not only does every OREB member donate each month to shelter-related charities through the Realtors Care Foundation, but they also give of their time, energy and expertise.â€? â– â– â–

Cheryl Ann Gray has been named 2020 president of the Institute of Real Estate Management (IREM). The first Canadian and first non-U.S. individual to become IREM president, she was inaugurated during the 2019 IREM Global Summit in San Francisco. “This is exciting news for Canadian property and asset managers as well as members of the Real Estate Institute of Canada (REIC), as we see dedicated professionals in our community recognized on a global scale,� says REIC CEO Stephen Ashworth.

Gray is the head of special projects, operational excellence at QuadReal Property Group in Toronto. Before joining QuadReal, Gray held several leadership positions at Bentall Kennedy. She has worked at several major Canadian real estate firms in senior management roles where she was responsible for office, industrial, retail and residential portfolios.

IREM is an international organization of nearly 20,000 individu-

als united to advance the profession of real estate management through training, professional development and collaboration. It is based in Chicago. â– â– â–

Real Estate Institute of Canada national president Ken Loeppky says, “After a rigorous search process, the REIC National Board is pleased to have selected the strongest individual to lead the institute.�

It’s Stephen Ashworth, who “brings a breadth of experience in education, association leadership, professional designation management and marketing� to the position, says Loeppky. “This makes him uniquely qualified to lead REIC successfully into the future.�

Ashworth holds a master’s degree in education and has led such organizations as Immigration Consultants of Canada Regulatory Council, International Institute of Business Analysis and Junior Achievement Canada, strengthening education and reach for these organizations, says REIC. He also served in management roles with the Halton District Catholic School Board. â– â– â–

The Organisme d’autorÊglementation du courtage immobilier du QuÊbec (OACIQ) recently released an all-new version of its online Buyer’s Guide.

The organization recently conducted a survey that revealed only 39 per cent of respondents felt well prepared to buy their first home. In addition, 70 per cent of respon-

dents found at least one step of their transaction complex. The new guide, designed to help consumers, includes content about the duties and obligations of the real estate broker, the forms to be used, the pre-purchase inspection and the process of taking possession of the property. It also includes the public protection mechanisms set out in the Real Estate Brokerage Act that apply only when dealing with a real estate broker. â– â– â–

The Realtors Association of Hamilton-Burlington (RAHB) has a new CEO. Carol Ann Burrell joined the RAHB team on Oct. 7.

A recent transplant to Hamilton, Burrell comes with many years of executive experience in association management.

Burrell also served for 13 years in the Royal Canadian Naval Reserve. She is a third-degree black belt in Goju-Ryu karate and holds the title of senpai. â– â– â–

Brendon Ogmundson has taken the role of chief economist for the British Columbia Real Estate Association (BCREA). He replaces Cameron Muir, who held the job for the past 13 years.

Ogmundson has been with BCREA for nine years, most recently serving as deputy chief economist. Earlier this year, he was awarded the Crystal Ball Award by the Association of Professional Economists of British Columbia for the quality of his economic forecasting. REM

OREB members and staff participated for the seventh year in a row at the Habitat for Humanity build.

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Dylan-Mae Caron, Karen Catuogno and Stan Sheer from Abbott Properties in Rhode Island pose with a member of the 78th Highlanders at the Halifax Citadel National Historic Site during the recent NSAR-sponsored trade mission.

Cheryl Ann Gray

Stephen Ashworth

Carol Ann Burrell

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28 REM NOVEMBER 2019

Good Works A

n unprecedented $90,000 was raised in support of the Royal LePage Shelter Foundation at the biennial Royal LePage National HeadStart conference, held this year at Sun Peaks Resort in B.C. More than $20,000 was raised before the conference opened through the fundraising efforts of the Royal LePage Riders Club, who undertake a two-day motorcycle trip prior to each Royal LePage conference.

Activities during the conference and a silent and live auction of items donated by attendees from across Canada rounded out the fundraising. The live auction alone raised more than $62,000. The new owners of the famed Royal LePage faux-fur coat are Jennifer and Clinton Miller of Royal LePage Parksville-Qualicum Beach Realty. Originally purchased for

$1 at a thrift shop in St. John’s in 2008, the coat is auctioned off each year to a new Royal LePage buyer. It has now raised more than $94,000 in support of the Royal LePage Shelter Foundation.

■ ■ ■

Re/Max Jazz in Oshawa, Ont. recently presented a cheque to Hearth Place Cancer Support Centre, fulfilling the brokerage’s $125,000 commitment to the pediatric department in the centre’s new wing. Agents and staff have been donating a portion from every transaction in the last 18 months to meet this goal. They’ve also donated an additional $25,000 to outfit all of the audio-visual needs in the children’s room with ipads, a state-of-the-art stereo system and a large-screen television.

■ ■ ■

Royal LePage Real Estate Services in Toronto recently

donated $20,000 to the Royal LePage Shelter Foundation – proceeds from the 26th Annual Royal LePage GTA Charity Golf Tournament. Funds were directed to two local women’s shelters, The Redwood and Women’s Habitat of Etobicoke.

“The success of this tournament year after year is one of many reasons why Royal LePage Real Estate Services was presented with the 2018 Shelter Award for Ontario Brokerage of the Year,” says Shanan Spencer-Brown, executive director of the foundation.

“Their dedication and generosity towards women and children seeking safety in their communities is truly admirable.”

■ ■ ■

Century 21 Westman Realty in Brandon, Man. hosted a two-part fundraiser this summer to raise money for Big Brothers Big Sisters.

The first part was the 35th annual golf tournament that was sponsored by 19 local businesses.

The brokerage also added a bocce ball tournament that took place at Brandon University.

“We decided we wanted to have a bigger event than the previous years (because) the Big Brothers Big Sisters of Brandon had their funding cut back this

Enjoying the Summer Soiree, from left: Gillian Shannon, broker/ manager, Royal LePage Royal City Realty, Sly Castaldi, executive director at Guelph-Wellington Women in Crisis; and Jeff Morley, broker of record, Royal LePage Royal City Realty.

Participants at Walk A Mile in Her Shoes in Athabasca included, from left: Royal LePage County Realty broker/owner Trevor Yurchak, Taylor Eleniak and sales representative Alex Weinberger.

Continued on page 30

From left: Gus Monteleone, Royal LePage Real Estate Services branch manager; Lina from Women’s Habitat of Etobicoke; and Al Orlando, Royal LePage Real Estate Services area manager.

Volunteers from Royal LePage County Realty prepare the barbecue lunch at Walk A Mile in Her Shoes in Athabasca, Alta. From left: Betty Kanuga, RaDell Bennett-Chrusch, Jennifer Miller, Mya BennettChrusch and Shahira Bury.

From left: Derek Ans, Jennifer Plett, Salespeople and staff at Re/Max Jazz donated Dave Lowery and $125,000 to Hearth Place Cancer Support Joel Green Centre.

Century 21 Westman Realty hosted a bocce ball tournament to raise funds for Big Brothers Big Sisters.

Royal LePage Gardiner Realty broker/owner Lincoln Thompson poses with Walk a Mile in Her Shoes organizer Georges Gaucher from Royal LePage Village in Montreal.

Paul Belhumeur and Ken Cowie of Re/Max 2000 Realty in Surrey, B.C. recently received handwritten letters from hockey personality Don Cherry, congratulating them on their 15year organ donation anniversary.

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30 REM NOVEMBER 2019

The world needs more nice prefer it. I think that’s why they choose me.

Who wants a hard-selling, aggressive, guerrilla tactics salesperson to help them with one of the biggest transactions they will likely have in their lifetime? To me, that would add even more stress to an already stressful situation. And I’ve been there, believe me. With a car salesman who very nearly wasn’t going to let me leave the dealership until I had purchased a vehicle.

Well, let me tell you – all the sales tactics in the world aren’t going to help in the real estate business. Because in the end, it is the person selling the house and the person buying the home who must come to a meeting of the minds as to a good price where everyone is happy.

A house/home is not a commodity owned by a retail giant or car dealership that acts as a middleman to get the product to the consumer. It is owned by a regular person who has lived their life there, loved there, experienced joy there, has many memories invested.

By Sharon Posius

“T

hey thought you were very nice,� said my friend, “but they didn’t think you would be aggressive enough.�

I take that as a compliment.

I had shown a property to some friends of my friend, who were looking to purchase, mostly as a favour to my friend, but always in the hope of bringing in more business. Well, they went with another real estate agent, as the all-tofamiliar saying goes.

Someone whom perhaps they thought was more aggressive.

Who needs that, I wondered.

What the world needs is more NICE! The people who choose to work with me don’t seem to mind that I am nice. In fact, I think they

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It is an emotional transaction, to say the least.

And so, to me, aggression is a trait that need not apply. If anything, kid gloves would be more appropriate.

I remember being told at least once during my previous career as a broadcast news reporter and anchor at a local TV station that I was too nice for that job too. I took that as a compliment also.

Good Works Continued from page 28

year,� says Laurie Brugger, owner of Century 21 Westman Realty. “The highlight this year was at the bocce tournament. Some of the little sisters played and it was so much fun having them participate.�

The events raised $4,400.

I I I

The Realtors at Royal LePage County Realty in Athabasca, Alta. recently donated $5,000 to their local Walk a Mile in Her Shoes fundraising event. Proceeds will benefit THRIVE, a local relationship abuse prevention program, via the Royal LePage Shelter Foundation.

This year’s event broke a fundraising record, with more than $24,000 raised by 43 participants.

Volunteers from the brokerage and their families participated in the walk and worked at the event registration desk, as well as cooking and serving the barbecue lunch.

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I don’t think there is such a thing as being too nice.

Being told I am too nice for something certainly isn’t going to encourage me to be less nice. The world has enough of that already.

There are much worse things than being too nice. And I don’t wish to be any of those things.

And so, to all the naysayers who say I am too nice for anything, I say, “Thank you!� pated in the Drop Zone in Winnipeg. All participants completed training where they learned how to safely operate the equipment, then on the day of the event they rappelled down a 272foot office building in downtown Winnipeg.

The event is a fundraiser for Easter Seals that takes place in cities all over Canada. Derek Ans, Dave Lowery, Joel Green and Jennifer Plett raised $7,137 for Easter Seals and the Society for Manitobans with Disabilities.

I I I

Royal LePage Royal City Realty raised $25,000 in support of the Royal LePage Shelter Foundation at its second annual Summer Soiree. Proceeds were directed to local women’s shelter Guelph-Wellington Women in Crisis. The garden party themed evening included games, music by Southbound Soul and silent and live auctions.

The Summer Soiree is one of several ways this brokerage gives back to the community throughout the year. In 2019, more than $17,000 in agent commission donations have been raised for the shelter foundation and Guelph-

I am very happy to be too nice for you.

Sharon Posius is a Realtor with Century 21 B.J Roth Realty in Barrie, Ont.. She is a former broadcast journalist who keeps up her writing chops as a contributing writer to the monthly Focus 50+ News Magazine. She also hosts and writes her own blogsite, SharonsBlurb.org.

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Wellington Women in Crisis. The brokerage also has three agents who are currently raising funds to trek in the Sahara Desert Challenge for Shelter, which takes place in November.

I I I

Royal LePage Gardiner Realty raised $31,620 at the 6th annual Walk a Mile in Her Shoes fundraising event – the most successful year yet. The funds will be donated to local women’s shelter Women in Transition House, via the Royal LePage Shelter Foundation.

There were 100 walkers, walking a mile in high-heeled shoes to show their support for the cause.

Special guests included Fredericton and area MP Matt DeCourcey, City of Fredericton Mayor Mike O’Brien, chief of police Roger Brown, fire chief Dwayne Killingbeck, RCMP Fredericton detachment chief Ross White, CFB Gagetown Commander Lt.-Col. Childs and numerous members of local fire and police departments.

To date, this event has raised over $136,000 to assist women and children escaping domestic violence.

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