October 2009 by Real Estate Magazine (REM)

Real Estate Marketing

Issue #244

News

October 2009

Sci-fi’s newest author

It’s long-time Winnipeg real estate manager Rolf Hitzer Page 48

Could you work with your spouse? Page 8

Vancouver’s singing sales rep Page 12

Two new software tools for sales reps Page 20

Mortgages

Te c h n o l o g y

Opinion

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REM OCTOBER 2009 3

Century 21 takes Rogers’ Zoocasa to court Franchisor wants Century 21 listings removed from aggregator’s website

entury 21 Canada has filed a lawsuit against real estate aggregator website Zoocasa.com, asking the court to prevent it from carrying Century 21 Canada listings data. The Statement of Claim was originally filed against Zoocasa and its owner Rogers Communications in December 2008, when Zoocasa.com was operating in beta mode. The site officially launched on August 25. In its claim, the Century 21 plaintiffs accuse Zoocasa.com and Rogers Communications of copyright infringement, stating the aggregator website is “scraping” data from the Century 21 Canada website and reproducing that data on Zoocasa.com without consent. In addition, the plaintiffs accuse Zoocasa.com of posting unauthorized hyperlinks to the Century 21 Canada website. The claim says Century 21 Canada includes language from the “Terms of Use” on its website,

which state that all of its website users must agree to “a binding contract with Century 21 Canada”. Restrictions within those Terms of Use include the directive that users must not “frame in another website, post on another website, or otherwise use the content for any public, commercial or non-personal use…The prohibited uses expressly include but are not limited to ‘screen scraping’, ‘database scraping’ and any other activity intended to collect, store, re-organize, summarize or manipulate any content…” Century 21 Canada is asking the court to set up a permanent injunction against Zoocasa.com to prevent it from posting data from the Century 21 Canada website, and is asking to be compensed for damages as well as for any profits Zoocasa.com and Rogers have acquired as a result of posting the Century 21 Canada data.

When Zoocasa.com launched, the syndication service said it would be “the Realtors’ best

At its launch on August 25, Zoocasa.com produced a gag listing of the Rogers Centre in Toronto to show off the site’s features. Century 21 Canada says it wants it to remove its data from the site.

friend”, working in tandem with the real estate industry in Canada. General manager Butch Langlois described Zoocasa.com as an aggregator of property listings from public sites, partnerships with other companies and direct “grass roots” contact with real estate agents and brokers. He also said the company was approaching real estate boards across the country to make a deal for their listings. Regarding the Century 21 Canada lawsuit, Zoocasa.com executive Saul Colt (whose title is “head of magic”) told REM they are preparing their defence. “We have tried several times to sit down with Century 21 – even offering to come meet with them on their own turf – to discuss their issues, as we feel this whole situation can be cleared up with a discussion,” says Colt. “As of now all requests have been ignored.” But Century 21 president and COO Don Lawby says that what he wants is the immediate removal

Saskatchewan links with listing syndication service A first for regional organized real estate in Canada he Association of Saskatchewan Realtors (ASR) has joined with Point2 Technologies to establish the first national real estate listing syndication program to be set up in Canada by a regional organized real estate association. The syndication service plans to complement CREA’s national Realtor.ca listing website, by offering Saskatchewan brokers and salespeople the option of having their listings posted at no charge on Point2’s network of third-party websites and search engines, including Google, HouseHunting.ca, The RealEstateChannel.ca, TheRealEstateBook.com, HomesZ.com, eBay, Craigslist, Oodle.com and Zoocasa.com. Any brokers or salespeople who do not

want to have their listing data syndicated by Point2 can opt out of the listings feed, which will be provided to Point2 by the Saskatoon Region Association of Realtors (SRAR), where most Saskatchewan real estate listing data is hosted and processed. SRAR led the initiative, a collaborative effort among eight Saskatchewan industry organizations, including the Prince Albert and District Association of Realtors, the Moose Jaw Real Estate Board, the Council of Battleford Realtors, the Swift Current and Region Council of Realtors, the Melfort Real Estate Council and the Southeast Saskatchewan Council of Realtors. Some concerns have been

By Kathy Bevan

expressed about allowing Saskatchewan listing data to be shared with large Internet sites that have been regarded as a potential threat to organized real estate, by taking the Realtor out of the equation. Harry Janzen, SRAR’s executive officer, says that, as all the data will come from the associations, boards and councils, with brokers and salespeople having the ability to opt out of the process, the integrity of the data and the Realtor’s role is not at risk. Janzen also says that Saskatchewan has a stringent data access sharing agreement in place with Point2. “We could cut off the flow of MLS data literally by the flick of a switch, if anything was found to be in violation,” he says.

One of the province’s larger franchises, Century 21 Connexus, has decided to opt out of the new program and will not allow its listings to be syndicated through Point2. Other industry members are only too happy to have the new syndication program in place. Dale Ripplinger, broker/owner of Realty Executives Dale Ripplinger & Associates in Regina and current president of CREA, has been using Point2’s syndication service for the past six months. “I think it’s great. As a Realtor, anything that facilitates me exposing my client’s product to the widest possible market is good for me and it’s good for my client. And having the association do it just makes it easier for me as a Realtor to get it done.”

of Century 21 Canada data from the Zoocasa.com website. “We’ve spent millions of dollars and untold hours of effort to comply with the requirements of the majority of real estate boards across Canada – which are all different – to be able…to go get those listings from the board, post them on our site and then have salespeople augment those listings with additional information, data and digital images,” says Lawby. “And somebody comes along, with no effort, does not have to go out and talk to agents all across this country or talk to brokers and solicit the data…and they just take the data? I just don’t think it’s right.” Lawby says he expects the court case to go into discoveries this fall, and that his company will take the lawsuit as far as they need to go. “Or Zoocasa.com could decide tomorrow to only put content on their site that they’re provided with,” he says. REM Having authorized listing information fed directly to Point2 by the Saskatoon Association of Realtors means brokers and salespeople who already use Point2’s services will no longer have to do double entry work, or constantly update the Point2 site whenever any listing information changes. Janzen estimates that, in Saskatoon alone, this affects approximately 275 Realtors who were already using Point2’s services. “For those who are opting into our new syndication program, it relieves them of the responsibility of managing their Point2 website,” says Janzen. “They know that, because of our feed, if the listing expires tonight, it’s coming off both the MLS system and the Point2 syndication.” Realtors don’t need a Point2 website to opt into the new syndication service, but they can buy into additional “premium” services from Point2, including websites, if they wish. Continued on page 4

4 REM OCTOBER 2009

Royal LePage agents say recovery is for real T

he Royal LePage Real Estate Advisor Survey of more than 1,100 Royal LePage agents and brokers across Canada shows that 61 per cent believe the housing market’s current strength is sustainable. Canada’s resale housing market witnessed record-setting volumes in July, prompting the Canadian Real Estate Association to revise its housing forecast for the rest of 2009. Affordable mortgage financing stood out as a factor driving the market as more than 64 per cent cited the low interest rate environment as the most important single factor attracting home buyers. For the Royal LePage brokers and agents who do not believe the current strength of the market is sustainable, an expectation that interest rates will rise was cited as their number one reason (36 per cent). “The governor of the Bank of

Canada made an early year commitment to Canadians that the central bank would stand by its low interest rate policy into 2010,” says Phil Soper, CEO of Royal LePage Real Estate Services. “This principled stance has been received very positively by prospective homeowners who have felt confident in making the substantial investment that home ownership represents. Together with numerous positive economic indicators seen over the course of the summer, we believe that the current health of the real estate market is sustainable.” The full results of the survey: Do you think the housing market’s recent performance is sustainable? (1,153 responses in total) • Yes: 707 responses (61 per cent) • No: 320 responses (28 per cent)

• Don’t know: 126 responses (11 per cent) If you answered No, what do you think is the primary reason? (421 responses in total) • Will end when interest rates start climbing, which is imminent: 152 responses (36 per cent) • We are not adding jobs in Canada, so we are not adding buying power: 86 responses (20 per cent) • The current frenzy is due to pent-up demand which will be fully met shortly: 79 responses (19 per cent) • Canadian housing market in Canada is overvalued and overpriced – can’t last: 32 responses (8 per cent) • Other: 72 responses (17 per cent) What factors do buyers think have contributed to the housing

market’s recent performance? Ranked by first choice (1,062 responses in total). • Low interest rates: 701 responses (66 per cent) • Belief that the economy is strengthening: 97 responses (9 per cent) • Release of pent-up demand: 71 responses (7 per cent) • Not wanting to miss the rally in home prices: 62 responses (6 per cent) • Perception of long-term job stability: 43 responses (4 per cent) • Positive media coverage: 34 responses (3 per cent) • Government incentives: 21 responses (2 per cent) • Other: 33 responses (3 per cent) Why are sellers choosing to sell at this time? Ranked by first choice (1,108 responses in total). • Upgrading: 369 responses

Affordability rises but so do prices ome ownership in Canada became more affordable for the fifth straight quarter with modest improvement registered across the country, says the second quarter housing report by RBC Economics Research. “Following the biggest quarterly improvements on record in the first quarter and continued improvement in the second quarter, the national home affordability level has been restored to prehousing boom levels,” says Robert Hogue, senior economist, RBC. “However, the recuperative phase of the affordability cycle seems to be drawing to a close with housing prices firming up in many parts of the country and mortgage rates no longer trending downward.” The RBC Housing Affordability measure captures the proportion of pre-tax household income needed to service the costs of owning a home. “The leveling off of home affordability is not expected to stop the impressive resurgence in the housing market,” says Hogue. “Supply of properties for sale is

dropping as demand bounces back, which is working to heat up prices again in many parts of the country.” In the second quarter, housing affordability in British Columbia eased once again, further extending the downward trend since the start of 2008, although homeownership costs are still significantly above long-term levels. Sales of existing homes surged by more than 125 per cent from their cyclical trough early this year. Market conditions have tightened and there has been some firming of prices. In Alberta, the biggest cumulative drop in the history of RBC affordability measures deepened further in the second quarter, falling to levels not seen since before the housing boom. Existing home sales soared by more than 60 per cent between April and July, fully reversing last year’s slide. Tightening market conditions should set the stage for some property value appreciation in the near future, says RBC. Affordability has improved considerably in Saskatchewan

since early last year, but homeownership costs remain above longterm averages. Regardless, sales of existing homes rebounded smartly, rising by more than 50 per cent since their lows in March. If this trend is sustained, property prices can be expected to eventually heat up as well, says RBC. The notable easing of homeownership costs in the past year has fully repaired affordability in Manitoba, compared to historical averages, it says. Resale activity ramped up during spring and summer and property prices generally maintained their steady upward trend, supported by relatively tight market conditions. Solid improvements in affordability in Ontario have supported a strong upturn in the market in recent months. All affordability measures are now below historic averages, says the report, indicating that homeownership costs are at attractive levels in the province. The tone of the market is generally positive, but local demand continues to be held back by the tough economic prospects many communities in

Ontario continue to face. Housing affordability improved once again in the second quarter in Quebec, says RBC, prolonging a trend that has been ongoing during the past year. Sales of existing homes surged by more than 40 per cent over the cyclical low reached mid-winter. With a more upbeat market sentiment and tightening demand-supply conditions pushing property values upward, the Quebec housing market appears to be back on track, it says. Rebounding from a relatively restrained downturn, housing affordability in Atlantic Canada continues to improve, albeit at a more moderate pace than elsewhere in the country, says RBC. Affordability measures have declined noticeably since early last year and now stand below longterm averages. Sales of existing homes climbed by more than 18 per cent since January and property values increased modestly. Overall, Atlantic Canada is enjoying relatively attractive affordability levels, which should support housing activity in the period ahead. REM

(33 per cent) • Downsizing: 281 responses (25 per cent) • Relocating: 163 responses (15 per cent) • Realize a return on investment: 136 responses (12 per cent) • Retiring: 71 responses (6 per cent) • Other: 88 responses (8 per cent) REM

Saskatchewan links... Continued from page 3

The company, headquartered in Saskatoon, was better known for its software solutions for Realtors until about 20 months ago, when it began working directly with MLS services in the U.S., offering to syndicate their listings through wider Internet distribution. The firm now has syndication agreements in place with more than 70 MLS organizations south of the border. Saul Klein, CEO of Point2 Technologies, acknowledges that it has been a more difficult proposition trying to persuade organized real estate in Canada about the benefits of using a third-party syndication network to broaden exposure of MLS listings. “It’s kind of a foreign idea in Canada – or more foreign than it is in the U.S. – to widely distribute listings across the web so it’s easier for consumers to find them,” says Klein. “It’s just that the Internet continues to move forward and as the Internet moves forward, there are more opportunities to take advantage of the technology and the reach.” Klein says, “I tell people, there’s a buyer for every property somewhere – you just have to find them. And when people go to search for real estate on the Internet, we’d like to believe they all go to one spot. But the fact is, people will search for real estate in a number of different ways.” REM

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6 REM OCTOBER 2009

Multiple Listings By Jim Adair

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

orth Bay Home Solutions Realty has become a member of the Aventure Realty Network. Murray Powers and Cleo Laframboise, who started the brokerage in 2004, are known for their focus on sales representative development and have created an organization that believes in, and delivers a quality experience, the company says. They say becoming members of Aventure will strengthen their competitive position. Tracy Arnett Realty of Ottawa has also become a member of the network. The brokerage was founded in 2006 with a goal of “bringing a level of service to our clients that only an independent brokerage can deliver and a business model that allows agents to have successful careers balanced with a great family life outside of work,” says broker/owner Tracy Arnett. The Aventure Realty Network of independent brokers “believes that independence and what it allows you to do, make you different. Aventure will focus on a group

that is rooted in the community, set on building an organization that is different through independence, and the ability to lead the marketplace,” it says. ■ ■ ■

Two properties recently sold in the Calgary area are the most expensive residential sales in Canada to date this year. The Calgary Herald reports that Christa Frosch of Sothebys International and Joe Sather of Sather Real Estate in Calgary combined to sell The Falkridge Centre in Priddis. The complex, listed for $12.9 million and sold for $13.1 million after competing offers were submitted, has a main residence, a guest house, a gazebo and a water tower on 5.26 hectares. The most expensive home sold in Calgary was listed for $10.3 million by Donna Rooney of Re/Max Real Estate Central. It was sold to clients of Gordon W. Ross, also of Re/Max Real Estate Central, for $10.3 million. The home was on the market for just over two months and drew

12 qualified prospective buyers, resulting in two offers. The vendor was Mike Vernon, former NHL goaltender. Built in 2007, the house is located in desirable Elbow Park on a large, private riverfront lot. The property boasts 12,700 square feet of living space, six bedrooms, nine bathrooms, a wine room, a children’s lounge and a hockey rink. “A luxury sale of this magnitude is exciting for the city of Calgary, proving that people are optimistic about investing here,” says Rooney. “This is a one-of-akind masterpiece that was well priced and therefore commanded a lot of interest and ultimately, a quick sale. There has been renewed confidence in the market in all price ranges.” ■ ■ ■

Century 21 Parkland Realty recently joined a delegation of Melville, Sask. officials who travelled to meet with Regina and Winnipeg-based federal employees who might relocate to Melville next spring.

The group provided information about the city and its services, to encourage workers to relocate to Melville when AgriStability – a risk management program for agriculture producers – moves operations to the city next spring. Century 21 Parkland Realty provides property management services for the Melville Town and Country Mall, which is slated to be the temporary home of AgriStability and Saskatchewan Crop Insurance Corp. until a permanent office building is completed. Broker/owner Garry Houston says, “As local real estate experts, we were very pleased to have been asked to contribute our expertise to meetings with AgriStability employees. Melville is a wonderful, family-oriented community with excellent health services, transportation, parks, restaurants and city infrastructure.” At least 100 new jobs are expected to be created in Melville with the move. Houston says this will have an impact on housing and he sees a bright future ahead for the city. “We look forward to welcoming AgriStability staff to Melville and helping them to find homes in our neighbourhoods.” ■ ■ ■

Murray Powers

OCTOBER 2009 Cover photo: JOHN JOHNSTON

Cleo Laframboise

Tracy Arnett

Re/Max International has expanded to the Republic of Peru. Re/Max Peru will be headquartered in the San Isidro District, one of the more upscale areas of the Lima Province. New region owners Pier Paolo Sinigaglia and Avi Maryl are real estate attorneys. They say they plan to open a host of new Re/Max offices to accommodate the local real estate mar-

ket, which is still growing despite the international financial crisis. Peru is on the Pacific Coast of South America and has a population of 29 million. The country is a popular travel destination and attracts real estate investors because it offers a unique geographical mix of coastal beaches, Andes mountains and tropical forests of the Amazon Basin. Peru’s economy thrives on agriculture, fishing, mining and manufacturing products like textiles. ■ ■ ■

Century 21 Real Estate has signed an agreement with its Caribbean master franchisee to open the first Century 21 franchise in Bermuda. “Bermuda continues to attract visitors from around the world and the opportunities for home buyers are exceptional right now,” says Tom Kunz, president and CEO of Century 21 Real Estate. “We are honoured to welcome Century 21 Bermuda Properties and its president, Frederica Forth-Anglies, into our global network.” Bermuda is 670 miles eastsoutheast of Cape Hatteras on the Outer Banks of North Carolina. It has a highly developed international business economy and is an offshore financial centre, which results from its low direct taxation on personal or corporate income. “It is a buyers’ market and the property values have come down as much as 30 per cent and the bank rates are as low as they have ever been,” says Forth-Anglies. “We’re looking forward to pairing the gold jacket icon with our local iconic Bermuda shorts.” REM

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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 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. Subscriptions are $40.95 per year (including $1.95 GST), payable by personal cheque. Entire contents copyright 2009 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. ISSN 1201-1223

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8 REM OCTOBER 2009

Partnering with your better half Could you form a real estate business with your spouse? It can be fun and rewarding but it is not always clear sailing. By Lloyd Manning

lthough the husband and wife partnership is an ancient business arrangement that farmers and storekeepers have been doing for centuries, it has only been in recent times that the concept has found its way into selling real estate. In time we will see many more of these real estate professionals’ relationships. But it’s not for everybody. It takes a special couple with compatible interests and objectives, mutual trust and total confidence in the capability of each other to be successful. You must be willing to work at it, and these rare qualities are not shared by all. Often married couples, when forming a joint business relationship, are like two bulls new to the pasture. They fight until their working relationship is established and their respective domains clearly identified. If this does not happen, both the marriage and the selling partnership are in trouble. Successful couples set their priorities. They clearly identify their working and personal relationships and responsibilities in both marriage and the workplace. There is no master/servant relationship. Neither is an employee of the other. They are equal and treat each other that way. Bill Saurette and Cheryl Ann Getty of Edmonton’s Re/Max Elite have been married and selling partners for more than 13 years. Getty says this provides a combination of personality and style, which is appreciated by buyers and sellers. Although they have different styles, they work as a team with individual aspirations held in check. Egos are not allowed to interfere with achieving their goals, and there is no animosity, she says. Each has a specific job, but it is not cut in stone. They go on listings and open houses together. Since many clients are long-time friends and are referred, it soon becomes clear which of the pair they relate to. Then the other partner backs off. But most of the

time, both are involved in every deal. Their main objective is getting the job done with no concern about who gets the credit. Sharon Nelton, in her book In Love and in Business, outlines nine key characteristics of successful spouses working together. 1. Marriage and children come first. 2. Spouses demonstrate enormous respect for each other. 3. They have a high degree of close communication. 4. They complement each other’s talents and attitudes and carve up the turf accordingly. 5. They are supportive of each other. 6. They compete with the outside world, not with each other. 7. They like to laugh. 8. They keep their egos in check. 9. They are committed to making their marriages work. I would like to add one more. They are competent business people and successful sales reps or brokers. It is far easier to get along when everything is going your way, when listings and sales are good and when the clients and commission cheques keep coming. When there are reversals, it is far too easy for one partner to blame the other. Complications in husband and wife partnerships happen when married couples carry their personal problems and disagreements from home to the office and from the office to home. At night, they do not talk about the children, religion, politics, school, the news, or whatever, but about listing and selling real estate. They discuss who will place the signs and lockboxes, who will write the ads, what they did that day and what they plan for tomorrow. There is no clear distinction between their home and business life. In these married and in business together relationships, to make it work and last, it is neces-

Cheryl Ann Getty and Bill Saurette

sary for each to have a life, quality time, and be involved in activities apart from the other. Each must have his/her own space. Otherwise they will intermittently love and fight and will eventually just fight and fight. A problem area for many couples in business together is differing objectives and conflicting styles. To make it work, you must synchronize your policies and procedures, agree on who does what, develop an operating strategy and continually respect and appreciate the capability of the other. Terry and Marilyn Christensen of Prudential Spencer Real Estate in Edmonton go to great lengths to ensure that that the ideas of either are never jammed down their mate’s throat. Keeping on top of everything and keeping clients informed is the top priority. As they are able to talk about everything as opposed to having to arrange meetings, both know what is happening on a constant basis and what needs to be done next. Although everything is equal, Terry deals more with selling while Marilyn has more responsibility with the listing aspect and carrying out the routine duties. When listing a home, both attend at the listing presentations to give themselves credibility with the client and demonstrate that they are a working team. The clients get two

Marilyn and Terry Christensen

committed sales reps for the price of one. On the selling side, Marilyn comes along for the viewings when there is a family involved. A single male is handled by Terry alone. The way the Saurette and Getty team operates sees Saurette working mostly with buyers, but he can and does do everything related to selling real estate. Getty is more of a detail person who prepares the presentations and does the research work. This is the key. In partnerships it is necessary for each to clearly establish and agree on what each does better than the other, and then do it without interference.

Although all income goes into one pot, for income tax purposes both income and expenses are divided equally. It does not matter who completes a deal or if there are different workloads or differing contributions. From a legal perspective, these are loose arrangements with no written contracts and no opt-out provisions; only a verbal understanding that a husband and wife partnership exists. This brings up the question of whether this type of arrangement would work with two unrelated people. There is no firm answer. It may, but to ensure continuity and to keep everyone honest there should be a formal partnership agreement that spells out the responsibilities of each and the division of income and expenses. A verbal understanding that you will agree to agree just won’t do it. Are spousal partnerships a good idea? The Christensens and Saurette and Getty say, “Yes”. Both couples are convinced this is the superior way of providing excellent service. However, it is not without dangers and pitfalls. If your marriage is having difficulty, it is not a good idea. Living and working together with no time apart will only exacerbate the problems. To make it work, you must get along well in most things; have no serious family problems; no financial difficulties; mutual trust and respect for each other, and have the ability to work as a team. It can be fun and rewarding but it is not always clear sailing. You have to work at both your real estate careers and your marriage. REM

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‘Disconnect’ between builders, condo buyers wo of five condominium buyers in the Greater Toronto Area (GTA) indicate they would have purchased from another builder if given a second chance, according to a J.D. Power and Associates study. Buyers who said they would opt for a different builder if given the choice cited a number of reasons, including poor communication from the builder, perceived misrepresentation and delays in occupying the home. The overall satisfaction score among these buyers is 295 points lower on a 1,000-point scale than among buyers who were content with the builder they chose. “Many condominium buyers are looking for their builders to deliver against their perceived commitments,” says Marc Thibault, real estate practice leader at the Canadian office of J.D. Power and Associates. “Either the buyer expected too much or the builder delivered too little – whichever the case, there is a disconnect, and communication lines need to be improved.” The study finds that only 32 per cent of buyers felt that their builder set realistic expectations and prepared them for what to expect with their new home purchase experience. Among the builders that successfully set homeowner expectations, 76 per cent of their buyers said that the new home purchase experience exceeded their expectations. “Buying a new condominium is the first form of ownership for many Torontonians, and they are both excited and stressed when making this commitment,” says Thibault. “Homebuilders that are able to alleviate some of this stress by educating their buyers on what to expect and keeping them informed typically have far more satisfied buyers. In the absence of information, buyers may set unrealistic expectations.” An expectation that is frequently not met by condominium builders is the readiness of the home by the confirmed occupancy

date. Nearly two-thirds of buyers indicate having experienced a delay, with an average wait of approximately seven months to take possession. The study measures customer satisfaction of condominium buyers throughout the new home purchase and early ownership experience. Customer satisfaction is measured across eight factors (in order of importance): home/building readiness; service/warranty staff; building/shared features; home quality; price/value; sales staff; physical design and design centre. This is the fourth year that the study has been conducted in the GTA. Overall satisfaction has decreased to 612 in 2009, down 10 points from 622 in 2008. This overall decline is driven primarily by decreased buyer satisfaction in the price/value and service/warranty staff factors. Tridel Corp. ranks highest in satisfying new condominium buyers in the GTA market for a fourth consecutive year, with an overall satisfaction score of 730. Tridel performs particularly well in the two most important factors contributing to overall satisfaction: home/building readiness and service/warranty staff. Daniels Corp. (698) and MintoUrban Communities (691) follow Tridel in the rankings. The study finds that only 45 per cent of buyers say that their builder’s sales staff followed up with them after their initial visit to the sales centre. Salespeople who follow up with customers receive far more favourable ratings, as well as create an opportunity to establish a relationship and ensure that all outstanding questions are answered. “A builder’s past or current homeowners are among the most powerful sources of marketing they have at their disposal,” says Thibault. “Builders that live up to homeowner expectations may be rewarded for many years to come with positive word of mouth advertising, which costs them nothing.” REM

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Pop goes the sales rep Full-time sales rep Heidi Vincent has already released two music CDs and is working on a third as her real estate and music careers progress together. By Jean Sorensen

our yourself a cup of smokin’ hot java, kick back into an office chair for a 15-minute break and hit B.C. sales rep Heidi Vincent’s web site (www.heidivincent.com) to hear one of the newest, freshest and most powerful voices hitting the pop rock music scene today. Vincent, a full-timer with Sutton Group - West Coast Realty, has a voice that is pure, strong and free as a glassed sheet of curling ice. But Vincent is a bit mysterious, too. Her voice tugs at some past memory strings, reminding one of a great crooner from the past. The crooner’s name seems just out of memory’s grasp until you realize it’s her own unique voice built on the rock-solid base of the old music industry greats. Vincent started singing as a child in her room while listening to Patsy Cline, Elvis and others. When family, guests and friends arrived, she would be seconded into performing family favourites. “I was singing for them all the time,” she says. Her “Nana’s favourite” was Elvis’s tune Are You Lonesome Tonight?, while her mother’s pick was Cline’s classic I Fall to Pieces. It’s a long leap from old classic rock to modern pop rock, and a tough slog. But

Vincent has done it, often bypassing the opportunity as a young adult to spend time with pals to work on her music career, all poured into a 10-year span and two CDs. The songs are her own compositions, penned between Open Houses and tending to real estate clients. Her debut CD, Happy Now, sold out in the first year with an initial run of 2,000, and the reorder of another 500 is nearly gone. Fans have also been downloading her tunes or the full CD from her website, and from popular sites such as CD Baby, iTunes, and Amazon.com. Happy Now is a collection of inspirational songs telling of life’s lids and loops. “They are semi-autobiographical,” Vincent says. “They are about the things that happen to everyone, emotions that happen to everyone.” She says she wanted a CD that listeners could hear and say, “I’ve been through this.” And more importantly, they have come through the ordeal. If the caffeine experience in the office listening to Vincent

The songs are her own compositions, penned between Open Houses and tending to real estate clients.

seems a little déjà vu, blame it on Starbucks. Its in-store music (from its satellite radio station servicing North America) has picked up some of the tunes from the Happy Now CD, playing them in rotation in their stores. “I called the music director and asked if he would like to check out my stuff,” Vincent says. She sent a CD and he called back to say he “loved it”. Now, four tunes are played in a string of Starbucks coffee shops throughout North America. Her material has also been played as background music on a Fox series about women in extreme sports and CBC radio, and she’s also appeared in a B.C. Institute of Technology film, doing a spot as a singer in the background of a scene. Recently, a favourable review of her CD

appeared in The Province, one of Canada’s largest newspapers. Vincent’s initial music success is a result of her own hard work on the business side. She used music industry friends to back up her songs and cut the CDs, and good old-fashioned networking to get it distributed. Pulling it together has been a solo act. She has no manager, no press agent and no distribution source. And, because of her busy real estate career, she gave up performing live years ago, so she doesn’t have the nightly or weekend gigs to keep her name out there and her CD selling. Despite all this, more music fans in their 20s to late 40s are discovering her website. She has also resisted doing gigs as a “cover song” styled band where the focus is on performing other artists’ material. “You get so wrapped up and your stuff just goes by the wayside,” she says, adding her evenings off are spent writing new songs for her third CD, expected to hit the market some time in early 2010. On a good night, she’s able to write up to four songs. But, as a new single mother, she admits those evenings often give way to her daughter’s

demands. “I feel I am so very lucky,” she says of her support from friends, the fans who visit her site and her daughter, who has added a new dimension to her life. Vincent spends her spare time looking for more breaks, scouring the Internet for new contacts, distribution houses for her product, and contacts that can help her. “And, I need more real estate referrals,” she says, so she can get that third CD to market. One of the big changes in the music business is that publishing houses have replaced recording studios for distribution of artists’ product. They push product into major big box outlets like Future Shop. Many artists are really running small businesses as they handle multi-facets of the business. Vincent would love to find a manager and a distributor to ease the load so she can focus more on the artistic side when she’s not closing real estate deals. She says she would love to hear from other real estate professionals at her day job website, www.homeswithheidi.com. And she hopes they will tell a friend about her tunes, over the next coffee break. REM

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ob Philipp is the new executive officer of the Fraser Valley Real Estate Board. He takes the position on October 1, following the retirement of longtime board EO Ken MacKenzie. “We are confident Rob is an excellent choice for our board and membership. He has been described as strategic, innovative, inclusive and outgoing, and has a strong background in leadership, sales and marketing,” says the board in an announcement to its members. “In his current role as a chartered accountant at PricewaterhouseCoopers, he holds the position of client services director, growing key relationships with privately owned companies.” Early in his career, he completed a Bachelor of Commerce degree in Urban Land Economics at UBC, followed by a trainee position with Canada Permanent Trust in real estate sales and management, says the board. REM

Rob Philipp

During a barbecue lunch and open house to celebrate its 50th anniversary, the Guelph and District Association of Realtors’ president Doug Stoneman presented plaques and gift certificates to 50-year-plus members George Zuccala (left photo) and Monte Cirotto.

Quiz taps into buyers’ psychology “Houseonality Quiz” by a California real estate brokerage says there is more to choosing a home than the old adage “location, location, location”. The quiz taps into the psychological and emotional triggers that influence people’s decisions in home buying, says Azevedo & Associates, a residential real estate brokerage in Granite Bay, Calif. “People time and time again will choose a home that they did not like, did not have the right number of bedrooms, location, or square footage. Why would someone choose a house they don’t like?” asks the company in a news release. It has to do with priorities and relationships, it says. “The use of the Houseonality Quiz allows people to be in touch with their true needs for a home. This allows them to find houses that meet their priorities, relationships and values,” it says. “Prior to now, choosing a home was all about location, location, loca-

tion. For the first time, the home people choose is about the person and their emotional and value driven needs and priorities. Priorities now take the lead in home selection.” The company says the quiz is based on the Object Relations Theory as first pioneered by Sigmund Freud and Melanie Klein, which suggests that people have an innate need to form and maintain relationships. Within the theory, objects can be things that we form attachments to. Jennifer Azevedo, broker/owner of Azevedo & Associates, says, “People are very attached to their homes. Their homes provide them with some very basic needs such as security, shelter, and comfort. People have memories, moments, events tied to their homes. It definitely is a relationship”. By providing the Houseonality Quiz, “we are allowing people to really take a look at and identify

what type of house they need in order to fulfill their lifestyle, their dreams, values, and priorities,” says Azevedo. She says most people begin their search with their search criteria, such as four bedrooms, 2.5 baths, 1,800 square feet, in a specific neighbourhood. The quiz allows house hunters to take a different approach, by acknowledging and addressing the psychological and emotional factors of a home purchase, she says. It asks who should be included in the decision, as well as the buyer’s ambitions, priorities, and how they live on a day to day basis. “Typically, you have your list of must-have features. Houseonality taps into the tangibility of the emotional and psychological needs and allows you to add those needs to your musthave features,” says the company. To take the quiz, visit www.Azevedo-Assoc.com and click on Your Houseonality on the main menu. REM

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Ad Number: RBC_CAR_9517D Publication(s): Lexpert, REM Canada’s Magazine for Real Estate Professionals This ad prepared by: SGL Communications for BBDO Toronto • 2 Bloor St. West, Toronto, Ontario • phone 416.413.7495 • fax 416.944.7883 File Location: SGL_N-Z:Volumes:SGL_N-Z:RBC_SRB COR:RBC_Divisions:AVION:Avion_2009:Avion_Magazine_2009:P80343_Business or pleasure?:RBC_CAR_9517D.indd

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18 REM OCTOBER 2009

TA X C H AT & OTHER MATTERS

By Michel Chevalier

y column this month is about something I only became aware of after I began working as a tax consultant. It has come up in a couple of situations recently and I have found that very few people are aware of it. I am talking about Section 160 of the Income Tax Act, which confers enormous collections powers upon Canada Revenue Agency (CRA). To quote tax lawyer Charles Rotenberg: “Section 160 of the Income Tax Act is probably one of the most, if not the most, danger-

CRA’s frightening collection powers ous collection tools available to CRA.” I am not going to reproduce the section, sub-section and sub-subsection of the Act here. I can send you that if you drop me a line. What I want to do is give you an idea of the far-reaching scope of this part of the legislation. Simply stated, if you owe tax and you transfer property, money or other assets to a non-arms length person and the person receiving the assets does not pay fair market value consideration for the assets, then that person becomes liable for the tax you owe. The purpose is to prevent a tax debtor from transferring assets to a spouse or other relative and not having any assets left with which to pay. There are many rules surrounding this much-simplified statement and what I am going to attempt is to list the key points to keep in mind. I also would strongly suggest that you get advice from a qualified accountant or lawyer if you are going to be transferring or receiv-

ing property. You will see why as you read further. A common example would be a husband transferring his interest in the family home to his wife, thus leaving him with no assets. CRA can assess his wife for the value transferred and any of her assets can be seized, not just the transferred asset, to satisfy the husband’s tax debt. In one scary situation that I am aware of, the wife then transferred the house to her parents and they also became liable for the husband’s tax debt. There is no time limit on this assessment…it can come back to haunt you. Nor does the transferee’s liability depend upon any knowledge or intention. There may have been no intention at all to defeat the tax debt. In fact, there may have been no knowledge of any tax debt at all on the part of the transferor. For example, I might choose to transfer property to a child and then get audited and re-assessed by CRA and found to owe tax three years prior to the transfer of prop-

erty. If I can’t pay, CRA can fix a joint and several liability on my child even though there was no tax liability at the time of transfer or even a glimmer that there might be a tax liability. Some other points: • Non-arm’s length usually means family or relatives; but it has on occasion been extended to a friend, business colleague or someone with whom the tax debtor is working closely towards a mutual goal; • If the tax debtor/transferor goes bankrupt, the discharge from bankruptcy relieves that person from paying CRA the amount due but the order of discharge does not extinguish the debt and the transferee is still liable and must pay; in effect this gives CRA an additional means of collecting outstanding tax debt of the bankrupt outside the bankruptcy; • If you receive dividends from a non-arm’s length (family) company you could possibly be liable for a Section 160 assessment if the company has outstanding tax lia-

bilities and is unable to pay; • You are also potentially at risk if you receive a bequest from an estate and the deceased person had outstanding tax liabilities; • And so on…there are other scenarios where Section 160 can apply. “This is too difficult for a mathematician. It takes a philosopher.” So said Albert Einstein, talking about income tax. Michel Chevalier has many years of business experience, combining over 20 years managing multiple trade associations representing several dozen industries, building his own small business from the ground up and more recently as a consultant specializing in helping individuals and small business significantly reduce taxes by implementing legal business strategies. He also represents clients in audit and other difficult situations with Canada Revenue Agency. michel@mcchevalier.com; www.taxaction.net REM

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20 REM OCTOBER 2009

Two new tools for real estate agents

Reviewing Microsoft Photosynth and Thumbtack

By Petra Jones Silverlight player rather than the much more popular Flash plugin. There’s an ongoing debate as to whether Silverlight 3 can ever catch up with Flash 10 (despite now offering the same high definition video, audio and animation), which has historically been the media plugin of choice. These are all factors that might limit Photosynth’s popularity but cer-

Thumbtack’s four main gadgets promise a great deal but in practice, mapping facilities are poor and facilities for adding additional fields to clipped property listings require a great deal of manual input. This is a shame, because with facilities for plotting data on graphs and charts, Thumbtack could have been potentially a great analytical tool for real estate agents too.

A Photosynth listing (above). The Thumbtack address gadget (right)

icrosoft has introduced two tools that may be of interest to real estate agents – Thumbtack for clipping listings and sharing them with map info, and Photosynth for creating interactive 360 degree tours from digital camera images. Let’s investigate how they measure up against existing tools and whether they can offer an efficient means of combining listings with virtual tours or maps and other information. Microsoft Photosynth – The idea of a virtual tour around a property from the comfort of your Internet browser is not new. The difficulty really lies in finding a tool that delivers everything the property viewer wants by seamlessly streaming images with interactive pan, zoom and rotate options, while providing real estate agents with an inexpensive and easy technology to use. Faced with a variety of Internet connection speeds from dialup to broadband, and some users’ reluctance to download and install plugins, this can be a tall order. Microsoft’s newest Live Lab

tool, Photosynth attempts to grapple with these problems by using an algorithm that looks for shared features in each digital photo before linking them together and displaying them via the Silverlight media player – Microsoft’s equivalent of Flash. In effect, this means a real estate agent can take half a dozen or so digital photos of a property and upload them using Photosynth, which combines them into an interactive 360-degree view, allowing Internet users to pan by clicking and dragging and highlighting an area for which a closeup image is available. Certainly Photosynth ticks all boxes in terms of ease of use – the program was able to create a photosynth from just four images taken from various angles outside the front of a property and managed to stitch these together in a matter of minutes. It’s also possible to tag photosynths with real estate keywords, and for people viewing the photosynths to respond with their own comments or bookmark their favourite photosynths using their signin account. There are plenty of

putting up with a persistent error message relating to the browser’s clipboard security settings. While you can tag listings with keywords, these can’t be deleted (bad news if you make a typo) and unlike Photosynth there’s no live preview or publish privately options, so again, you need to be doubly sure everything’s been checked before it goes live.

sharing options too, for emailing a photosynth to multiple addresses or copying and pasting its code to include it within your main property listing webpage. It’s also possible to pinpoint the geographical location of your property photosynth using Microsoft Bing’s mapping service, and preview your photosynths before you publish them by selecting “unlisted” if you don’t want your photosynth to go live yet. Photosynth runs on both Windows Vista or XP (SP2 or SP3) and Mac OS X 10.4.8, using a PC with a minimum 512MB memory and 2 GHz processor. There have already been 422,000 photosynths produced, although most so far are 360 degree shots of popular tourist destinations. So where’s the catch? There is a download involved – visitors who want this feature must be willing to download the 10.5MB executable file to be able to view photosynths. It is also built around Microsoft’s own proprietary

tainly the potential for real estate use is there. Microsoft Thumbtack – With the impending release of Google Wave, a communications tool capable of sharing real estate listings, files, maps, images and video, Thumbtack might well prove to be Microsoft’s chance to fight back. At first glance, Thumbtack looks exciting. There’s no coding involved and real estate agents can copy web pages or sections of web pages to create “collections” of property listings through a drag and drop approach, and add related maps from Microsoft Bing. Thumbtack also offers visitors a choice of views, from simple lists to grid views previewing images of properties or grouped and stacked like Post-it notes. Unfortunately, the reality is somewhat disappointing; especially Microsoft Thumbtack’s apparent support for both Internet Explorer and Firefox browsers. Pasting clippings of your real estate listings into Thumbtack using Firefox means

Better options available right now for real estate agents include Google Wave (examined in REM’s September issue, available from wave.google.com) and SimplyBox (http://simplybox. com/), which could be used for capturing, sharing and organizing real estate listings. Available for IE (Windows) and Firefox on both Windows and Mac, SimplyBox is a browser plugin enabling sections of web pages, including images, to be copied and saved to a webpage and organized with others including Google Maps, neighbourhood and other local information. While Google Wave still remains the tool of choice for real estate agents looking for ways to combine real-time messaging and listings with maps, video, files and other information, Microsoft’s Photosynth has real potential as a new interactive property image presentation tool. Photosynth’s popularity will undoubtedly be boosted by Microsoft’s plans to release it on the Windows Live network next year. REM

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Jane Jannarone

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Kevin Kilpatrick

West Jordan, UT

Stephanie Verderose

Pittsgrove, NJ

Chuck Olson

Mesilla Park, NM

Jillayne Lazeration

Mims, FL

Elida Milanes

Longwood, FL

John Tiller III

Powhatan, VA

Jose Segarra

Killeen, TX

Olivete Poisler Costa

Newark, NJ

Robert Lamb

Murfreesboro, TN

Honora Giumenta

Palm Coast, FL

Paul Lancaster

Lanham, MD

Pamela Miller

Portland, OR

Robert Linn

Oklahoma City, OK

Hector Castillio

New York, NY

Luis Nogueira

Warren, NJ

Janice Petteway

Longwood, FL

$1,713,774 $567,179

Julie Linden

Victorville, CA

$449,751

Wesley Brodersen

Naples, FL

$370,460

R.T. Simmons

Springdale, MD

$367,076

Greg Bennett

Beaufort, SC

$342,807

P. Morgan Hill

Marathon, FL

$335,586

Paula Nardone

Key Colony Beach, FL

$333,546

Tony Viejo

Panama City, FL

$315,380

Douglas Rollins

Winnisquam, NH

$286,216

Deborah S. Moran

Mannsville, NY

$110,848

Ed Haraway

Bowie, MD

Shirley Ryan

Saint John, NB

$106,617 $322,155 $123,411 $201,843 $133,485 $189,352 $185,533 $244,803 $240,801 $239,186 $237,890 $237,146 $235,594 $232,298 $225,924 $212,532 $208,558 $203,691 $132,876

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HOW IT WORKS! Here’s how: Let’s say you work as an agent for EXIT. You introduce Mary to your broker and she is recruited as a salesperson. This introduction is called sponsoring at EXIT Realty. As Mary’s transactions close, you are paid an amount equivalent to 10% of Mary’s gross production as a special bonus. This is paid from EXIT’s head office and is deducted from the broker’s portion of the commission. In this example, Mary earns $100,000 annually. This means you will receive $10,000 in bonuses. In the EXIT system, sponsoring can be done in any office right across the continent and it continues for as long as the agent introduced stays and produces business. In the above example, let’s say you sponsor in nine more agents producing the same amount of earnings. You would then benefit financially to the tune of $100,000 annually. This amounts to $1 million dollars over 10 years. These bonuses are over and above your commission. They fill in the gaps between closings and provide you with abundant cash flow streams heretofore unavailable in real estate and you become totally recession proof as a result. The broker of your office benefits also because everyone in the entire system in North America has a vested interest in the growth of his or her office.

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24 REM OCTOBER 2009

When â&#x20AC;&#x2DC;fixesâ&#x20AC;&#x2122; must be disclosed

By Patrick J. Heinsen and Shamsha Damji

enerally, the law imposes a duty upon sales reps to disclose all material facts known to them that could affect a purchaserâ&#x20AC;&#x2122;s willingness to enter into a contract of purchase and sale (Walls v. Ross & Barta & Whitehouse et. al., 2001 BCPC

0187). It is well established that a known defect that has not been fixed must be disclosed. However, can the same be said of a defect that has been â&#x20AC;&#x153;addressedâ&#x20AC;? and not necessarily â&#x20AC;&#x153;rectifiedâ&#x20AC;?? The case of Connie v. Sampson, 2009 ABPC 36, a 2009 decision of the Alberta Provincial Court, clarifies the obligation of disclosure respecting known defects that have been addressed but not rectified. In the case, the plaintiffsâ&#x20AC;&#x2122; offer to purchase (the â&#x20AC;&#x153;contractâ&#x20AC;?) was subject to a satisfactory home inspection, which the plaintiffs chose to forego, instead relying on an inspection report that had been previously completed for the defendant vendors. As it turns out, the previously completed inspection report was authored prior to the defendants themselves having experienced flooding. In an effort to remedy the flooding, the defendants installed a sump pump. On the pre-inspection walkthrough, the plaintiffs discovered the sump pump and inquired, through their sales rep, whether there had been previous flooding issues. The defendantâ&#x20AC;&#x2122;s sales rep replied that there had not. Less than a week after moving in, the plaintiffs noticed water in the basement and brought a claim against the defendants for failing to disclose the defect. The defendants knew about the prior flood. Both they and their sales rep con-

firmed at trial that they had discussed whether there was any obligation on their part to disclose it to the plaintiffs. As there had been no issues since the installation of the sump-pump, the defendantsâ&#x20AC;&#x2122; sales rep advised them that they need not disclose it. Clause 6.1(h) of the offer to purchase provided as follows: â&#x20AC;&#x153;The Seller represents and warrants to the Buyer that except as otherwise disclosed, the Seller is not aware of any defects that are not visible and that may render the Property dangerous or potentially dangerous to occupation or unfit for habitation.â&#x20AC;? At trial, Judge Oâ&#x20AC;&#x2122;Ferrall held that a defect is â&#x20AC;&#x153;a shortcoming, failing or lack of something essentialâ&#x20AC;? and that the prior flood occurrence was a â&#x20AC;&#x153;defectâ&#x20AC;? as contemplated by Clause 6.1(h) of the contract. While the defendants had made efforts to address the flooding, importantly, the court found that they did not have sound reason to believe that the defect had been â&#x20AC;&#x153;rectifiedâ&#x20AC;? because the sump pump installer advised them that it might not prevent further flooding. In the decision, Judge Oâ&#x20AC;&#x2122;Ferrall noted that the defendants had a broad duty of disclosure in light of the specific language of clause 6.1(h) addressing defects that may render the property unfit. He held that â&#x20AC;&#x153;the obligation is to disclose possibili-

ties of which the sellers are aware if those possibilities are potentially dangerous or if they might render the property unfit for habitationâ&#x20AC;?. In this regard, it is significant that the court accepted as fact that it was made known to the

must be exceedingly careful in the disclosure advice they provide to their clients in this regard. On the other side of the coin, Connie v. Sampson can be read as to restrict the scope of the obligation of a sales rep or vendor to disclose those latent defects that

This case clarifies the obligation of disclosure respecting known defects that have been addressed but not rectified. defendants that the sump pump may not have been able prevent future flooding. While there was no finding of liability respecting the listing sales rep, the court nevertheless noted that the recommendation made by the sales rep was â&#x20AC;&#x153;mistakenâ&#x20AC;? in nature. Applying the reasoning employed in Connie to the general duty of disclosure, it can be surmised that a latent defect that has been addressed but not rectified is a material fact that could affect a purchaserâ&#x20AC;&#x2122;s willingness to enter the contract of purchase. Therefore, sales reps and brokers

have been addressed but not rectified. Suffice it to say, real estate professionals have an obligation to take reasonable steps to ensure that rectification has actually occurred. The extent of inquiry required of the sales rep will be fact dependent, but caution should be exercised in relying solely upon the representation of oneâ&#x20AC;&#x2122;s client. Patrick J. Heinsen and Shamsha Damji are associates in the Calgary office of Borden Ladner Gervais LLP. Heinsen specializes in claims against Realtors. REM

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In this globally recognized designation course you will learn: s #HARACTERISTICS AND DEMOGRAPHICS OF MATURE MARKET n -YTHS AND 2EALITIES s (OUSING OPTIONS s 2ELATING TO AND COMMUNICATING WITH THE MATURE MARKET s &INANCIAL OPTIONS s "UILDING A GLOBAL REFERRAL NETWORK s #OUNSELING TECHNIQUES THAT DEMONSTRATE EMPATHY AND EXPERTISE s 7HAT SERVICES MATURES WANT AND HOW TO CREATE A SERVICE TEAM s &INANCES TAXES AND ESTATE PLANNING s (OW TO HOLD SENIOR SEMINARS s 3MART 3ENIOR MARKETING n 9OU WILL RECEIVE CUSTOMIZED MARKETING MATERIALS ETC

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26 REM OCTOBER 2009

Contest draws hundreds of entries S

ometimes asking people if they’re thinking of buying or selling a home gets a little old, but offering them a chance to win $25,000 by raving about their neighbourhood can be the perfect way to break the ice. That’s what the marketing team at Royal LePage had in mind when they created the My Great Neighbourhood Contest. The contest gives Royal LePage agents something to talk about, be it at the door when cold calling, at the office when potential clients see posters, when they’re out and about, or via their websites or social media, says marketing manager Ingrid Menninga of Royal LePage. The contest, launched in March, invites the public to submit a video or photo, along with a short description of why they think their neighbourhood is the greatest in Canada, for a chance to win a grand prize of $25,000 and a $5,000 donation to a nearby shelter in the grand prize winner’s name. Seven monthly prizes of $500 will also be awarded by the time the contest closes on October 20. Submissions are posted on http://neighbourhoods.royallepage.ca and viewers are asked to vote for their favourite entry. Winners will be chosen by a panel of Royal LePage staff based on originality, their answer to why they love where they live and the number of votes their submission receives. Every year, the company comes up with a brand awareness campaign. It previously worked with retailers such as HomeSense and HBC and offered co-branded brochures with coupons for agents to distribute to clients and prospects. This year the goal was to do something different. Agents are involved in neighbourhoods, so a contest about neighbourhoods made perfect sense, says Menninga. Agents can hand out brochures and talk about the contest and put links on their websites, and the technologically savvy can set up

social media campaigns. Along with individuals, many community groups have entered the contest, with the intention of diverting funds back to the community. An entry entitled Oak Park, Where the Community Comes Alive, is being used as a fund-raiser for Oak Park Moms and Tots in Oakville, Ont. If their entry wins, the money will be put back into the community centre for programs such as after school and parent support, Menninga says. Votes are being solicited through the community centre’s email list. To date, the Oak Park submission has more than 5,600 votes. The community of Sunny Acres Park in Guelph, Ont. has come together with the help of Royal LePage Royal City Realty sales rep Kevin Drew, in an effort to win the grand prize for initiatives such as corn roasts and winter festivals. Drew says he pitched the contest as a community effort rather than handing out brochures to individuals and having them compete against one another. He also sweetened the deal by agreeing to add $250 from his own pocket if the submission was a winner. “There is a strong neighbourhood group where I live – I live and raise a family in the area – so it was an easy fit,” Drew says. (Residents) are encouraged to vote for their neighbourhood entry. We have already won a $500 monthly prize.” Feedback has been positive and it’s also helped with lead generation. “I closed one deal because of it,” Drew says. “People will ask how we’re doing in the contest, monitor it and talk about it. It’s soft sell.” More than 20,000 unique visitors have visited the contest site and there are hundreds of entries, Menninga says. For more about the My Great Neighbourhood contest, visit the website at http://neighbourhoods.royallepage.ca for contest rules, to read submissions or to cast a vote. REM

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28 REM OCTOBER 2009

Handling emotion in business

Fact 1

Referrals drive success. Fact 2

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By Dr. Maya Bailey

ll successful professionals have one thing in common. They all possess a strong level of emotional resilience. Were they born with it? No, in most cases they learned it as an ability necessary for survival in business. What is emotional resilience? It is the ability to quickly return to a state of poise, confidence and ease no matter what curves are thrown your way. Here’s how to get there in seven steps:

1. Have a strong level of belief in yourself – Know that whatever happens, you are offering to the marketplace something that is extremely valuable. Know your uniqueness and communicate it clearly. 2. Have strong boundaries – You don’t need emotional walls in business but you do need to set and maintain strong boundaries. This especially includes the ability to say no. 3. Always go for a win/win – Give yourself permission to know what you want and go for it. Make sure it is a win/win. Rule of thumb – if the interaction is not going to be a win/win, refuse to be involved in it. 4. Keep an attitude of high intentions and low attachment – When you’re in negotiation, you

need to be strong and assertive with a high intention to succeed. It may sound paradoxical but you must be detached from the outcome, knowing that you did your best. 5. Remain focused on the task and keep your emotions in check – In your personal life, live it up! Have a ball! Allow yourself to laugh, cry and get angry. It’s good for your soul. However, in your business life, keep cool and keep your emotions in check. This will make it easier for you to attend to the task at hand. 6. Stop trying to make your clients into your friends – If you really want to be emotionally resilient, don’t create dual relationships. They tempt you to get emotionally involved and then take everything personally.

To be resilient, you need to stay impersonal – centred and calm. 7. Create positive self-talk – Don’t let your inner critic run the show. Develop the voice of your inner ally so that you are always tuned into positive selftalk. You’ll hear statements like “Good job” or “Don’t sweat the small stuff”. How good are you at keeping your inner critic at bay and filling up your mind with positive self-talk, such as “I’m proud of myself for….”? For more information, powerful marketing tips and tools, visit www.90daystomoreclients.com. While you are there, get your free audio mentoring session and free report, 7 simple strategies to more clients in 90 days. Or, call (707) 799-5412. REM

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Some agents never sell anything. Nearly 1 in 4 REALTORS® Didn’t Sell Anything Last Year.*

• R E/MAX has the highest percentage of top producers.

(50% Top Ten, 44% Top 100, 42% Top 1000, 40% Top 2,500, 38% Top 5,000)

Nearly 60% of REALTORS Didn’t average 1 Deal Per Quarter. ®

• R E/MAX Agents have the highest average number of deals/agent. *

• R E/MAX Agents sell 1 in 3 properties in Canada.

Thousands of REALTORS® Will Quit This Year.

In good times a lot of agents and brokers confuse success with a good market. As the market becomes more difficult, customers expect a higher level of service from the best agent. They come looking for the agents with the best experience and reputation. This is a time when brand counts the most. RE/MAX is investing millions of dollars to help their agents influence customers to Choose Wisely and Choose RE/MAX. We have added an unprecedented number of events and exciting Career Development options to prepare our agents for the market ahead. Many ill prepared agents will leave the business. Many Brokers will follow. Perhaps you should look around your office and choose wisely. Choose RE/MAX. * TREB based on closed transactions in 2008.

** CREA based on closed transactions in 2008.

Each office is independently owned and operated.

Some agents never sell anything. Nearly 1 in 4 REALTORS® Didn’t Sell Anything Last Year.*

• R E/MAX has the highest percentage of top producers.

(50% Top Ten, 44% Top 100, 42% Top 1000, 40% Top 2,500, 38% Top 5,000)

Nearly 60% of REALTORS Didn’t average 1 Deal Per Quarter. ®

• R E/MAX Agents have the highest average number of deals/agent. *

• R E/MAX Agents sell 1 in 3 properties in Canada.

Thousands of REALTORS® Will Quit This Year.

** CREA based on closed transactions in 2008.

Each office is independently owned and operated.

REM OCTOBER 2009 33

THE UN-COMFORT ZONE

By Robert Wilson

“W

riting is not a job; it’s a hobby!” thundered my father when I told him my plans for college. “You need to get a profession: medicine, law, engineering or accounting.” I cheerlessly acquiesced and enrolled in a pre-med program, but at the end of my first year, after struggling through chemistry, I changed my major to philosophy. When I told Dad, he grunted, “That and a dime will get you a cup of coffee.” He passed away shortly after that but his words echoed in the back of my mind for years. After graduation I searched for a job in writing. At the same time, I wrote short stories like crazy, and sent them off to dozens of magazines. Years passed and I failed to find a job in writing, so I supported myself by waiting tables and bartending. Meanwhile, rejection letters from the magazines began

More powerful than you know piling up, and I was beginning to get discouraged. Then one day, I met a friend for a beer in a bar near the campus of my alma mater. When I visited the restroom, some graffiti written on the wall with an arrow pointing to the toilet paper dispenser caught my eye. It read: “Bachelor of Arts degrees – take only one, please!” Rather than laugh, I grimaced and thought, “Boy, does that sound like my Dad.” Five years had gone by, and other than a few freelance jobs writing advertising copy, I had not made a penny from writing. I was beginning to re-think my life, when I recalled the encouraging words from my ninth grade English teacher. She had assigned my class with several essays to write. I remembered the glowing paragraphs of praise she wrote in bright red ink at the top of all my papers. There must have been a dozen of those compositions, and just recalling them gave me hope. I thought, “At least one person in the world believes in my writing.” It was just the encouragement I needed, and I doubled my efforts to find work. Soon I was getting a great deal more freelance work. Enough that I was able to quit working in restaurants. Enough to make a down payment on a house. Then whenever I needed a boost in confidence, I would think again of those dozen glowing para-

graphs of praise written in bright red ink at the top of my essay papers. Suddenly everything seemed to gel. I sold my first book; I won several very important advertising awards; and three colleges were asking me to teach a class in copywriting. I was feeling very grateful and once again thought of my ninth grade English teacher and those glowing paragraphs of praise written in bright red ink. I decided to look her up and give her a call. When I got her on the phone my first shock was that she did not remember me. I was certain I had been one of her favourites. My second was when she told me that she never wrote paragraphs of praise. “There were simply too many papers to grade to write more than a word or two,” She said. “I would write ‘Nice work’ or ‘Good job,’ but never anything more.” Unconvinced, when I got off the phone, I went up to the attic and dug out the box that held my old school work (yes, it’s true – I’m a total pack rat – especially when it comes to things I’ve written!). It took a while, but I finally found those old papers. She was right; there were no paragraphs. And, there was far less than a dozen – only two. About the only thing I remembered correctly was the bright red ink. I did, however, rate more than one or two words. On

the first one she wrote, “Nicely written – well thought out.” On the other, “Good sense of humour!” Nine words. Nine little words that were so heartening that over the next 15 years they grew into hundreds in my mind. Nine words that motivated me to stick to my dreams. My point? Even the least bit of praise can be powerfully

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Robert Evans Wilson, Jr. is a motivational speaker and humourist. He works with companies that want to be more competitive and with people who want to think like innovators. For more information on his programs, visit www.jumpstartyourmeeting.com. REM

Telus is constructing an eco-friendly Toronto headquarters, built to operate with a LEED Gold certification – the highest standard for leadership in energy and environmental design. The sign that was recently installed is the biggest corporate brand sign of its kind in Toronto using LED (light-emitting diode) technology that uses lower power consumption and has greater longevity, costing 25 per cent less than most signs that use neon composed gas-filled glass tubes. The sign, 22 feet tall, 46 feet wide and weighing 2,600 pounds, was installed 136 metres above ground. A building tower crane hosted each of the Telus letters into place, while crews waited in suspended compartments that looked like window-washing equipment, held up by six levels of temporary scaffolding and beams cantilevering out over the tops of the glass walls. They then guided each letter to its place, suspended on what looked like window-washing equipment.

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34 REM OCTOBER 2009

AS I SEE IT FROM MY DESK

By Stan Albert

“I

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don’t need an office; I can get my work done at home. I’m all set up with a home office. There’s nothing that I can’t do at home that I can do at the office.” We hear these comments in management all the time. So, here are my thoughts on that… The value of being in the office is multifold. Ah yes, I know that some of you who read this worthy paper are commonly known as “floaters” or “work from home agents.” And a good majority of the work-from-home variety of agents do exceedingly well without the synergy or the ambience of your modern offices. But what do you miss? Well, for starters, the brokers who run your offices have a great deal to offer to you. “Ah yes, you say. But I already know what I have to know about doing business.” That may be so, but consider this: according to National Association of Realtors statistics, agents who work from an actual office, not an at homeoffice, outperform those at home by 25 per cent annually. They see the value of the office for the following reasons: 1. In most offices there is a feeling of success that emanates from the synergy connected to the “brand” of the agency. 2. The broker(s) who are usually in the office bright and early have much to offer each and every agent who seeks them out. 3. There’s always some new listing that comes into the office that is discussed around the coffee area. 4. Maybe, just maybe, the broker who has many years of “real experiences,” will share some great ideas with you after you discuss your weekend activities. 5. If the office has a number of

Who needs an office? “ancillary” services such as an inhouse lawyer, a professional stager, a home inspector or a mortgage broker, these professionals are at hand most of the time. And guess what, they look for referrals like you do and are prepared to reciprocate in kind. 6. Last, but not least, are the advantages of the camaraderie that is instilled in the brokerage on an ongoing basis. I realize that a lot of work-fromhome agents will say otherwise, but “the proof is in the pudding” as my many years in the business will attest to. Here’s a real example of what actually happened about 9:30 am on the Wednesday after Labour Day weekend. An agent who’d been with us before and went to three other brokerages looking for “greener pastures” found out there weren’t any. She came back at our invitation. Working alongside the agent, we discovered that: a) she had no real methods of staying in touch with her former client base; b) her advertising wasn’t pulling ad calls; c) her former office’s brokers were really not interested in her “book of business” going forward, so that she would eventually make more money and have more time at home; and d) she had no formal business plan to review with the brokers. Fast forward to this month. Her client base is under control with referrals coming in, the ads are pulling calls and overall, I’d say she’s a real happy agent. “When the student is ready, the teacher will come.” – The Talmud Stan Albert, broker/manager, ABR, ASA at Re/Max Premier in Vaughan, Ont. can be reached for consultation at stanalb@rogers.com. Stan is now celebrating 40 years as an active real estate professional. He was recently approved to teach four of the Real Estate Training Institute’s CEU courses. REM

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Recruiting the right agents, Part 2

YOUR LOCAL MARKET REPORT Targeted Neighbourhood Advertising EAST END REPORT Market Connections Inc.®

Volume 3, Issue 3

RIVERDALE MARKET WATCH

Market Connections Inc.®

Compliments of Danny Brown

Stay? Go? Does Anyone Really Know?

LOW COST,

MARCH 2009

year, it also means that any property If you’re a homeowner, over the you purchase will probably sell for past year or so, you’ve probably less this year than what it would have been paying close attention to real during the peak, giving you more estate news, and especially property DETACHED value for your buying dollar. values in your neighbourhood. 2 BEDROOM You may even have had thoughts The best way to tackle any decision 3 BEDROOM of moving, but are weighing the is to get as much information on the balance between you’ve heard 4 BEDROOM Makingwhat improvements to your home to boost its value doesn’t have to cost a situation as possible, and that’s where your homelot is now worth versus the BEDROOM I can help. I have my finger on the of money. Below are five ways to make your property more valuable5+without price of homes you would consider pulse of today’s rapidly changing real breaking the bank. purchasing. As a real estate sales estate market. Real estate is truly, SEMI-DETACHED representative, I’m here to help clarify Do now ever, local, and that that’sruns? Drawers or 76H>8 B6>CI:C6C8:. youmore havethan a faucet or toilet 2 BEDROOM what’s going on in the real estate why it’s more than ever that don’t work cupboards that don’t properly open andimportant close? Appliances 3 BEDROOM market, and to provide answers to all to have someone with up-to-date like they should? Upkeep issues like these don’t cost much to fix, but 4when of your questions. BEDROOM knowledge of your neighbourhood on ignored, they can significantly reduce your home’s value in buyers’ eyes. your side. 5+ BEDROOM The real estate market in Canada continues to moderate, following I invite you to call me for a no E6>CI# A fresh coat of paint throughout your home is one of the least five record-setting years. While obligation evaluation of your current TOWNHOUSE expensive, yet most things you can do. The result? It’ll make your this means that homebuyers who effective real estate situation, and an update 2 BEDROOM seem cleaner andthe – provided youand choose a neutral shade, purchased a home property when the and newer, on what latest prices activity BEDROOM as its you should your home for interested sale – it’ll in cover up any3colours market was at peak may when not displaying is in the areas you’re 4 BEDROOM might otherwise recover theirthat initial investment this put buyers movingoff. to. STAN

NO. SOLD

AVERAGE PRICE

$ 331,098

HIGH RETURN

$ 384,591

DAYS ON MARKET

25 23

$ 497,222

$ 588,500

45 100

$ 308,624 $ 297,423

20 17

$ 429,054

$ 403,360

$ 317,667

$ 378,779

$ 290,900

Figures are based on MLS® sales as reported by the Canadian Real Estate Association. Market values depend on factors besides housing type and number of bedrooms. Overall condition, square footage, upgrades, lot size and specific location are some other key factors involved. Source: Canadian Real Estate Association

A><=I>C<# Replace outdated light ﬁxtures with more modern ones, and swap your current bulbs for brighter ones. Consider, too, adding light ﬁxtures where From the desk ofnone, Danny Brown.... there are perhaps to highlight your home’s best features. Flooding your home with light will make it appear larger and feel more inviting.

Whether you’re thinking of buying or selling your home, or are just curious as to ;ADDG>C<# Soiled, damaged or outdated flooring is a top buyer turn-off. real estateHave values in your neighbourhood, wantaltogether. to make Vinyl sure flooring, you talka to a carpeting professionally cleaned you’ll or replaced real estatepopular professional is knowledgeable and familiar with thenew area. choice inwho kitchens, is particularly inexpensive. If installing floors, choose something neutral in colour and subdued in pattern.

I invite you to call me at 416-223-2250 for the most up-to-date market information @>I8=:C 6C9 76I=GDDB ;68:A>;IH# These rooms are often what makes about Riverdale and East Toronto.

or breaks a home’s appeal, so update them: install modern, new light ﬁxtures, Danny Brown faucet sets and drawer/cupboard hardware; replace damaged or outdated sinks; reface or replace cabinet doors; consider a new tub surround. Market Connections Inc.® (800) Fax: 800-7093 The information and opinions contained in this newsletter are obtained from sources believed to be reliable, but their accuracy cannot be guaranteed. The publishers assume noBus: responsibility for errors387-6058 and omissions or for any damages(800) resulting from the use of the published information. This newsletter is provided with the understanding that it does not render legal, accounting, or other professional advice. Not intended to solicit properties or businesses listed for sale and agency agreements in place with other real estate brokers. Whole or partial reproduction of this newsletter is forbidden without the written permission of the publisher. © Market Connections Inc.® 2009, Phone: (800) 387-6058. 4950 Yonge Street, Suite 101, Toronto, ON M2N 6K1

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By Leon d’Ancona

hen I was on vacation last month, our dear REM editor promised you my return with “wise real estate related statistical pontifications,” so here it goes: The “R” word is appearing more and more frequently now. No, I don’t mean recession, I mean recovery. True or not is not so much the issue. Consumers are more buoyant, perceiving that good times are around the corner. All this means it’s time to fill up the empty desks and make sure your office is fully staffed. Generally speaking, it takes a real estate professional about four months to get fully productive in a new office. So if you start the minute you put down this article, you’re into January 2010 for your best recruits to produce. The caveat of part one of this article (REM, August, available at www.remonline.com) still applies: if you take the point of view that as long as the person in front of you “can fog up a mirror” and has the ability to pay desk fees, that’s good enough – then move on to the next page of REM. I’m not offended. The average cost to a broker who hires the wrong person, according to seasoned recruiters, is more than $8,700. That certainly makes it worth your while to invest time and effort in learning more about a potential candidate you might want to have on your team. In previous articles I have stressed the need to have a clear understanding of the average agent’s performance level. Very few brokers I speak to every day are tuned in to what is really going on. In the chart is a typical large MLS system’s 12-month performance of its agents. Note that 53.99 per cent of participants do four ends or less. This is generally true of most on North America’s agents. By understanding the perfor-

mance of your candidate, it is entirely possible to know more about the candidate than the candidate knows about himself. By studying the achievements of a particular agent, Till Eulenspiegel (chart 2), here are seven conclusions you can draw: 1) With 45 combined listing and selling ends, Till is in the top 1.49 per cent of all agents on his MLS system. 2) Till’s ratio of listing ends to selling ends is ideal, according to most real estate coaches. 3) Nine out of 28 listing ends were “double ends”, which is 32 per cent. The average double end in his MLS system is 13.7 per cent. 4) Days on market were not his strength. With a benchmark of 42 days, Till racked up an average 70.8 days. 5) The average sold-to-ask ratio for this MLS system was 97.28 per cent. Till’s was 97.60. That means he got $791.54 more than average every time one of his listings sold. 6) Till’s average sale is considerably below the norm. On investigation it turns out that he speCHART 1 cialized in condos. 7) Most revealing about Till’s performance is that not one of his listings sold at 100 per cent of the last asking price. What is really nice is the ability to make your recruiting call that sets your conversation apart from all the calls this agent received this month. (Did you really think you were the only broker calling them?) Your call might go like this: “Till, I have been studying your record of achievements this last year. Did you know every time you sell a condo, you get $791.54 more than average for your CHART 2

seller? Did you know you were that good?” To those of you who like to write recruiting letters because making those phone calls is too much bother: remember that smart agents keep those letters in their listing portfolios. When confronted with a seller who wants to list with So & So Realty, they quickly whip out their listing book, turn to your letter and say, “Yes, So & So Realty is a good company, they asked me to come and work for them. But I decided to stay with my office, because they are more progressive, and my chances of making money where I am are better.” Leon d’Ancona B.T.L., M.T.L., RRESI, is president and founder of IMS Incorporated, and creator of REality, an online service used by franchises, brokers and agents to improve their bottom line. Author and writer, he is a regular speaker at real estate gatherings throughout the continent, and is well-known for his entertaining, illuminating presentations. Email: Leon@realestatestatisREM tics.com.

38 REM OCTOBER 2009

Resist in-your-face dressing It is arrogant, and in-your-face, to think that your comfort is more important than your client’s attitude toward you.

By Sandy Dumont

he dot-com revolution brought with it a new dress code as young millionaires with more money than style decreed suits were dead and ties were an abomination. It was the birth of “in-your-face” dressing that said, “I make so much money I don’t have to dress to impress anyone.” Such arrogance foretold of mass bankruptcies in later years. Nevertheless, money talks, and the fashion victims listened and followed. Casual Friday became de rigueur, even in the most conservative establishments. Once-formal bankers, investment brokers and lawyers now loosened up on Fridays. In time, it became a bother to dress formally and “business casual” and “corporate casual” were born. This attire soon looked more like “corporate casualty,” since it could not quite be defined and was sorely abused. The recent successor to busi-

ness casual is the “in-your-face” dressing that announces, “I’m so hip and with-it that I don’t have to wear a boring business suit or a tie.” These professionals are commonly seen in a black silk Armani t-shirt and expensive sport jacket. For women, the look consists of suggestive attire, chandelier earrings and too much makeup. There are problems other than the in-your-face message that this look sends. For one thing, it easily creates the impression that you are “slick,” and maybe headed for Las Vegas instead of the boardroom. Some females have even observed that this look can sometimes give the impression of being a womanizer. In either case, credibility goes down dramatically. And if you have a slim build, something else happens. Normally when a sport jacket is worn with a shirt and a tie, these garments fill out the neck area of the jacket so that it doesn’t pull away from the shirt at the neck – a real no-no if you want to look polished and professional. However, with a thin t-shirt, very often the jacket may not fit snugly at the neck, causing the neck to look frail or weak. Other in-your-face looks

include inappropriate ties that suggest, “I’m so successful that I can wear Mickey Mouse or baby pink ties to the boardroom.” Or, women who refuse to wear makeup or proper business attire to the office. Beware of this stance. Menswear designer Joseph Abboud recently booted two investment bankers out of his New York office because they were not wearing ties. Abboud said, “They blew it because they offended me by being too casual.” Ultimately, casual attire suggests a casual attitude. However, in-your-face attire suggests a smug attitude, which most people resent. When a person of the stature and power of Donald Trump takes an in-your-face stance and wears a pink tie in New York City, it sends the false signal that such a tie must be a Power Tie. It is not; not even in Palm Beach or other cities in the Deep South, where pastel ties are popular and accepted. Pastel ties are for the country club or dining out with friends. In real “power” situations, they cause a man to look less powerful. Of course, powerful men often live by the credo, “Do as I say, not as I do.”

In other words, for them, power trumps decorum. Unfortunately, copycats of this in-your-face dressing who do not live in the Deep South risk having their credibility decreased. True professionals know instinctively that in order to be taken seriously, a serious appearance is required. They dress to impress, even though this attitude may be more subliminal than conscious. Most people make an effort when calling on an important client because they know it affects the outcome. Their attitude is positive, and their appearance should also be positive. We had a brief foray into madness with the dot-com revolution, and during that time monsters were created in the working environment. Outraged employees protest today that they don’t want to return to formal business attire. They love corporate casual and simply do not want to be bothered with dressing up again. It is still arrogant, and in-your-face, to think that your comfort is more important than your client’s attitude toward you. “Gen Y” female employees wonder why they are not permitted to wear their suggestive club

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attire to the office. Satin and lacy stretch camisoles fall into an entirely different category than inyour-face attire. Pop stars spawned this look, and what young business professionals forget is that they are not pop stars. They are business professionals who must represent their company in a businesslike manner. As one male executive responded, “We don’t sell that.” A recent university study concluded that females who wear suggestive attire to the office lose all credibility when they are in management positions. Only females in lower positions with little hope of promotion were not judged negatively in suggestive attire. If women are informed of the negativity of suggestive attire and refuse to change, it would be as in-your-face as a baby pink Mickey Mouse tie. Sandy Dumont, The Image Architect, is executive director of the Impression Strategies Institute and is a professional speaker with the National Speakers Association. She conducts keynotes and breakout workshops. Get a free book and five-part Image Course at www.TheimageArchitect.com. For further information about corporate seminars, call (757) 627-6669. REM

SEVEN STEPS TO OPEN HOUSE SUCCESS

Before

Results

During

40 REM OCTOBER 2009

Give and you shall receive

By Randall M. Craig

stute professionals know that most business comes from referrals and recommendations. Most also know that networking plays a key role in developing relationships that lead to this. At the same time, there is the challenge to stay top-of-mind with former clients, so that when there is a need, you get the call. So how can you move beyond the usual free calendars, magnetic stickers and boilerplate “home tips”? While the title of this article may have given you some clues, the answer has nothing to do with handing out business cards at cocktail parties. Unfortunately, for most, this is what networking is all about. Let’s face it: there is a limit to how many business cards you can store in your desk drawer, or how many conversations you can have about the weather. When it comes to follow-up, how often is it only to put the “card” into the database. (Or, perhaps you are in

an office where the cards don’t even make it that far!) Many people, and not just real estate professionals, will admit to some discomfort developing new business relationships – and personal ones. Yet this type of networking skill is critical to developing a strong referral strategy. Unfortunately, the newsletters, stickers, postcards, and other junk mail that is sent are often seen as precisely that: junk. (Conversely, we tend to think what we send out is either valuable information, or important advertising.) Unless you can provide specific value to the specific people in your network, you hold zero value in their eyes. And when they come across a lead, they certainly won’t pass it to you – assuming they even remember your name. The end-goal of networking is to connect, and then ultimately benefit from, these individual relationships. Here are a few practical suggestions on how to do this: 1) At networking events: When you meet a person, discover what they are interested in, both professionally and personally. Do this especially with former clients. Spend more time listening than talking. One tech-

nique you might find useful is to write three of their interests on the back of their business card. While you’re talking to them, if you haven’t yet discovered all three, then dig a bit deeper. 2) Like a bank account, you can’t expect to make a withdrawal without first making a deposit. Few will help you (let alone remember you) if you don’t help them first. Think of networking as the act of helping others succeed. 3) Give to get: Each day as you scan the newspaper and business press, cut out articles that match your networking list’s interests, then send the clippings out. It can be as simple as writing, “Pat, thought this would be of interest – Randall” on a business card and attaching it to the clipping. They’ll also appreciate it because it clearly wasn’t a bulk communication or a mail-merge, and you were clearly thinking of them as individuals. You will be someone who adds value to their day –- not just takes value away. And while the Internet is great for research, it is unlikely that a hand-addressed letter will end up in someone’s “junk mail” folder. While this may seem impossible to do given the size of your database, consider the following factors: Use the 80-20 rule: 20 per cent

of your relationships will yield 80 per cent of the value in referrals, so focus your Give to Get activities on the top 20 per cent. Get some help: use your assistant, summer students, and young family members to help with the admin work that is

from time to time, either to learn more about what they’re doing, or to ask for advice. The goal is to develop a relationship, not close the sale. If you must talk about the weather while you network, go ahead; just make sure that you

Think of networking as the act of helping others succeed. required. If the interests of specific people are recorded then it need not be you who does all of the work. It’s not as bad as it seems: If you send 15 things out each day, and each of your contacts gets something on a quarterly cycle, then you can manage a network of 975 people. If this is your top 20 per cent, then your database size would be 4,875 people. Sending 25 things out daily yields a network of 1,625 people, and a database size of 8,125. 4) To strengthen the relationship further, meet with them

leave knowing more about them than the name on their card. Networking is far more productive, and easier, if you realize that your success comes from giving, not taking. Randall Craig is the president of Pinetree Advisors and the author of numerous books, including the best-seller Personal Balance Sheet, and the just-released Online PR and Social Media for Experts. He speaks and consults on Networking and Social Networking. www.OnlinePRSocialMedia.com. REM

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42 REM OCTOBER 2009

METES & BOUNDS

By Marty Douglas

he most common question I’m asked by my reader is, “How do you create the claptrap?” Or rather than a query, a statement such as “You obviously wrote your last column while you were a) drunk; b) experimenting with the fake oregano from your hollowed out university yearbook, or c) on a different philosophical and intellectual plane than the majority of western civilization.” My answer is frequently rambling and incoherent because I’m usually impaled by a critic at a conference during cocktail parties where I am most definitely a consumer, not a connoisseur. At other times – when I’m alone and insecure – I answer myself with clarity and vision, beginning with a complimentary, “What an intelligent question! I wish I knew the answer.” Like now, for example – my sources are as dry as Stephen Harper doing stand-up. Usually I have a series of notes to remind me of topics for future columns. Here’s what’s in

A lifetime career in real estate that shriveled muse. “Ordering coffee at a Starbucks – always a little nervous as I approach the barista. Is it a latte grandé or a grandé latte? Doesn’t matter – whichever I say, the server will reverse it, implying she has translated my peasant patois into café cliché.” Maybe there’s a nugget of something there but I can’t find it. My next note, from last year, held more promise. “A scary story from California, scary because they seem to sneeze and the rest of us catch cold. According to the July-August 2008 Real Estate Professional, an energy conservation bill is running through the California legislative process to “require home sellers to have an energy audit and make renovations if necessary before a transaction could close.” The implications of the proposed bill are staggering, adding a cost to the transaction of the ‘audit’ plus any ‘energy upgrades’. Consider some of your recent ‘used’ housing sales. Are the windows double glazed? Is the insulation of sufficient R-factor? Is the furnace an oil-breathing dragon? Coal fired, you say – kiss that sale goodbye. “The next time you are wondering about the value of paying your membership in your association, think of the Ontario government’s attempt to follow the California lead with a mandatory home energy audit. Lobbying saw the audit move to optional with the consent of the parties, saving

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money and in all likelihood – sales.” But that ship has pretty much foundered on the reef of, “Yeah, but what have you done for me lately?” and there’s a risk of losing the reader who thinks there might be a funny piece somewhere in my ramblings. So all sources scanned fruitlessly and what happens? Just at deadline, the September REM arrives on my desk with a frightening photo of the former Fraser Valley EO – now biker-boomer Ken MacKenzie – on the cover. Perhaps content will rise from the pages. Jennifer Allan presents an

fact we lack them, until we have lifelong commitments to the profession – if it in fact is one. We will not instill a voluntary culture of learning until young people, comfortable in a learning environment, see real estate as a lifetime career path. Lawyers and accountants come from years of university into articling firms. Those professions are perceived as worthy goals by parents. Real estate, to which I owe a great deal and have given a lifetime commitment, is usually a second or third career path, taken by middle-aged men and women, adult learners with short-term

text you if my life depended on it. But I am on Facebook and LinkedIn so there’s hope. On the Publisher’s Page of REM, Heino Molls headlines What a country. What a profession. For those with career doubts or image issues, his final paragraphs should be a mantra for our industry: “The real estate profession continues to be one that does not require a prohibitive investment of money to enter compared to the rewards that can be achieved in a reasonably short period of time. Oh to be a Realtor today. Do you already

We will not instill a voluntary culture of learning until young people, comfortable in a learning environment, see real estate as a lifetime career path. interesting column on working in real estate full-time with the shocking notion of working at two jobs before, not after, you get into the business, to ensure an adequate bankroll for the early days. Something she writes strikes a chord. “But the fact remains that most rookies fail in their real estate venture.” Whether you agree with that statement isn’t my point. (Her point is you have a better chance of success if you “give it more effort than less effort”.) My point is there continues to be a high turnover in real estate, regardless of the market conditions and yet, somewhere, navel gazers are asking the question – how do we instill in our members the Code of Ethics and create an environment of ongoing education? We will not stop turnover until we change entry standards to incorporate training and mentoring. We will not achieve higher standards of ethics, if in

goals of supplementary income. And yet you will still find folks who think we should raise the entry standards, perhaps requiring a post secondary degree. Are you kidding me? Opposite my column in the same edition is the CREA Report – good on them for recognizing REM as a valued communication tool. Better still, I learned something, causing me to re-write several misuses of the word REALTOR®. A few pages on, Dan St. Yves – what kind of a saint is he anyway? There’s a column for you Dan! – talks about his Blackberry dependence – and this is from a fellow who is a former real estate agent (can’t use REALTOR® here) and member of CREA (but I could use REALTOR® here. It’s so hard!). Unlike Dan, I am frequently referred to as the ‘analogue man’ of our real estate board – still carrying a pager, cell phone is off and usually in my car. Couldn’t

have your license? Then you are way ahead of everybody else already. Success is within your grasp. Because you live in the best country in the world, you have a customer base that is growing. All you have to do is truly be good at what you do. How lucky you are.” Thanks Heino – you have the last word. Marty Douglas is a managing broker for Coast Realty Group (Comox Valley) Ltd., managing two of 15 Coast Realty Group offices on Vancouver Island and the Sunshine Coast of B.C. He is a past chair of the Real Estate Errors and Omissions Corporation of B.C., the Real Estate Council of B.C., and the B.C. Real Estate Association, and is a current director of the Vancouver Island Real Estate Board. Email mdouglas@island.net; 1-800-7153999; Fax (250) 897-3933. REM

EVOLUTION OF A PROPERTY SEARCH

Early 60’s

80’s

90’s

The new mobile version of REALTOR.ca is yet another way we’re helping REALTORS® and clients search for their dream property. Have properties delivered directly to your mobile device. Tell all your clients about the new mobile REALTOR.ca.

Present

Find out more at www.mobile.realtor.ca

Coming November 2009 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.

CREA_REM_sept09:Layout 1

9/17/2009

3:51 PM

Page 1

News and Views from The Canadian Real Estate Association

you can contact us at info@crea.ca

ENHANCING THE SEARCH ON REALTOR.ca

Every month, nearly three million visitors log onto Canada’s on-line real estate destination, REALTOR.ca. If you haven’t taken a look at REALTOR.ca lately, you just might want to. A number of enhancements have been appearing on the site and will continue over the course of next year. “These enhancements are the combination of a recent usability study, and enhancement requests gathered through CREA’s helpdesk, Board/Association requests and CREA staff research,” says Marc Lafrance, CREA’s Director of Marketing and Member Services. CREA began enhancing REALTOR.ca at the start of the summer with the latest version released in mid-September. In that version, changes were made to the home page, where radio buttons replaced the “Looking For” dropdown. “This feature will now help users to understand that there are more options to look for, like land and agriculture rather than just residential which was the default,” says Lafrance. As part of this change, CREA also added a radio button for users to select “Condo/Strata” rather selecting the appropriate ownership type to find these properties

On both the home page and the map search, there is now the ability to look for properties based on the date that they were first uploaded to REALTOR.ca. This is the new listings search and will allow the user to select a date and see properties that have been uploaded since that date. A change in the price, rent value or lease rate will set a trigger that will include these properties as a “new” property even if they were originally uploaded on a previous date. Also on the map search page the search for Open House feature has been made more prominent as was done on the home page.

In the previous versions of REALTOR.ca, users could only send an email with no text to a listing agent. Now, if users want to be able to say something to the property’s REALTOR®, they can now include free text with their checkbox selection. And the changes aren’t done there, with more on the way before Christmas and right through to Spring 2010. In these versions, users can expect to see the ability to compare properties and create a favourites page, the use of a polygon on the search map, points of interest (churches, schools) plotted on the map, area demographics, property floor plans and an interactive search.

Relief is also on the way for users frustrated with searches that produce more than 500 results. CREA will be removing this error message from the site and giving users the opportunity to see 50 properties at a time, regardless of what’s returned. For example, a user could search the entire database, get over 2000 listings and REALTOR.ca will only show 50 properties at a time.

REALTOR.ca will also be going mobile sometime this fall. For Blackberry and iPhone users, REALTOR.ca will be accessible through a separate URL and available to anyone with a hand-held device. Says Lafrance, “It’s essentially everything that’s available on the main site (with the exception of the mapping), in a stripped down mobile text version.” Something consumers and REALTORS® alike can’t wait to use.

CREA’s Technology Bits & Bytes Interactive mapping is a large part of what REALTOR.ca is all about. When prospective homebuyers search for a property on the site, they are able to do so thanks to the interactive map infrastructure created by Microsoft called Bing Maps. While the technology behind the infrastructure may have its shortcomings (it is especially problematic for large rural areas and new subdivisions), it is the tool of choice for most providers of MLS® Services. Microsoft has indicated to CREA their willingness to make changes and upgrade their maps, but states that they are at the mercy of their data supplier who provides regular updates right around the world, throughout the year. It should be noted that in order to help facilitate map requests, Microsoft has worked out a one-of-a-kind arrangement with their data provider that gives CREA requests priority.

Interactive Mapping

In addition to the current interactive mapping capabilities, CREA will be introducing Bing Maps bird’s eye view to maps on REALTOR.ca before the end of the year. This enhancement will give users a better visual representation of the actual neighbourhood by zooming right down to the properties.

Prospective homebuyers can look for a home on REALTOR.ca if they have technology that supports Firefox (PC & Mac versions), Internet Explorer 6 & 7 (PC) and Mac’s Safari. Unfortunately with Safari, the disambiguous box on REALTOR.ca does not show. REALTOR.ca cannot support every browser but does support the majority of frequently used browsers.

Who can house hunt on REALTOR.ca?

Users of REALTOR.ca must have a computer that supports JavaScript. A large percentage of visitors tend to go to REALTOR.ca while at work. The rules on computer usage vary from employer to employer. Some companies’ block specific sites such as Facebook and Twitter, while other companies take it a step further and block specific internet languages that encompass a variety of sites; including JavaScript, which REALTOR.ca and a large of number of other popular sites run on.

46 REM OCTOBER 2009

Do you have a book in you? By Larry Easto

NEWS, OPINION, TRENDS FROM AN INDEPENDENT AND

TRUSTED SOURCE

THE ONLINE HOME OF

CANADA’S REAL ESTATE INDUSTRY

w w w. R E M o n l i n e . c o m

any people would like to write a book – from scratch or based on other work such as blog posts and newsletters. I frequently hear about these dreams when people find out that several of my books have been published by major publishing companies. In many cases, their interest in writing a book increases when they learn I have also self-published my own books...and helped others publish their own books. By way of explanation, self-publishing was never something I had ever dreamed about or considered. I totally struck out at getting a publishing company interested in my first book idea. This meant that if I wanted my book published – which I did, I would have had to publish it myself. As a result, selfpublishing became my best option by default. By assisting other people to publish a book, I invariably create win-win outcomes. Certainly I enjoy working with committed potential authors. And the authors love the experience of realizing their dreams of publishing a book. You have spent a great deal of time and energy thinking about, researching and writing your blog entries. What a waste, just letting them collect in your archives. Many of them contain unique and original ideas that will interest and benefit others. Your archived blog posts are more than just a collection of your past thoughts and ideas. They represent a powerful marketing resource that is largely ignored by most bloggers. By converting your blog posts into a book, and selfpublishing your book, you will not only enjoy the recognition of

being a published author, but significant advantages over your unpublished competitors. Once you have written about 100 blog posts, you will have a good starting point for your book. All that will be needed is some consolidating and editing. As a published author, you are recognized as an expert in your field. Both your personal profile and credibility are dramatically enhanced. Without a doubt, you have a very powerful advantage over unpublished competitors in your market. Whether in e-book or hardcopy format, your self-published book can be an additional revenue source. E-books can be sold: • through your website • by online distributors • by affiliates. Hard copies of your book can be sold: • through your website • by online distributors • by retailers • at speeches and personal appearances. Once the production costs have been recovered, revenue from book sales will be another source of income for you. From the personal satisfaction perspective, few achievements can match writing your own book and having that book published. Expressing your thoughts in words and organizing these words into a book, whether in e-book or hardcopy format, is a remarkable and gratifying achievement. What makes your achievement so rewarding is that it is the tangible return on your significant investment of time and energy. Writing a book requires more than having something worthwhile to say and enough of it to fill a book. It also requires having the necessary commitment, patience, persistence, tenacity, stubbornness ...or whatever else you want to call it...that allows you hang in with the project until completion. It’s a long haul! Self-publishing your book is an

excellent vehicle for allowing others to benefit from your ideas and experience. In 2006, I had the pleasure of helping real estate legend Sadie Moranis prepare her book, Catch the Gold Ring. Sadie enjoyed a remarkable career as a real estate agent, broker and business owner. Then in her early 80s, and still active at Prudential Sadie Moranis in Toronto, Sadie wanted to write a book so that others could learn from her experience. When Sadie passed away in May, her book represented a lasting legacy of her remarkable career as a real estate agent, broker and business owner. More recently, I assisted another successful broker-owner in converting his blog into book format. After reviewing his blog posts, I gathered them into groups according to common themes. Sometimes an entire blog post was a separate theme. Other times, the post was subdivided into separate themes, and other times several blog entries were combined into a common theme. Once the blog material was organized into various themes, we reviewed it again, looking for duplications, gaps, inconsistencies and similar glitches or slip-ups. After about five months, the author had the first draft of his manuscript, based primarily on his blog posts. If you have ever thought about writing a book, you can probably turn that dream into a reality using your blog or other existing written material. What better way to distinguish yourself from the competition? Larry Easto is a best-selling business writer, syndicated columnist and author of four e-books about real estate marketing. He is also publisher of http://www.real-estate-marketinglink.info. To learn more about newsletters, see http://www.realestate-marketing-link.info/self_publishing.html REM

REM OCTOBER 2009 47

LEGAL ISSUES

By Donald H. Lapowich

case recently heard in Ontario is a good example of the role “professionals” must play in a business orientated world. In Ontario, only licensed optometrists or physicians (ophthalmologists) can write prescriptions for corrective eyeglasses or lenses. An optician requires such a prescription, in order to dispense eyeglasses and contact lenses. An enterprising optician purchased a machine known as the Eyelogic System. The machine would measure the refractive error in a customer’s vision. The employee of the optician would use this data to prepare lenses (three for the price of one). This upset the College of Optometrists and for good reason. The machine did not detect diseases of the eye that could impair vision. Without a qualified professional examining the patient, the public was vulnerable to harm. The court barred the business and employees from prescribing and dispensing glasses (lenses) without a prescription. When they did not obey the court order, a $1-million contempt order was made along with a fine of $50,000 for each day they continued the practice. Both the Ontario Court of Appeal and the Supreme Court of Canada refused to set aside the decision. So just maybe being a professional is important in this money-oriented business world. ■ ■ ■

Many leases contain clauses that the landlord will not permit another “store” (commercial enterprise) to infringe on ser-

Professional matters vices provided by an existing tenant in a mall. In a recent case, the original lease given to the plaintiff was for six years, with an option to renew. The renewal repeated the “anti competition” clause within the mall. During the renewal, the landlord gave notice to the tenant of the construction of a large business supplies store. As a result, the plaintiff tenant sued the landlord successfully for loss of net earnings and goodwill, alleging the landlord breached the exclusivity covenant. The tenant was successful because the lease defined the tenant’s retail service business as providing the primary services similar to the new store. Photocopying services was a large component of both operations and similar in mix and style. Damages were calculated at $125,000, and the trial judgment

was upheld on appeal. ■ ■ ■

A plaintiff corporation was a subsidiary of a building corporation erecting homes in the Toronto area. The defendant was a school board that agreed to sell the plaintiff some surplus land at a purchase price close to $3.5 million. Because the land was zoned industrial, residential development required re-zoning and Official Plan Amendment. Under the Agreement of Purchase and Sale, the obligation to obtain consent of the Committee of Adjustment to sever the land was imposed on the defendant acting in its best efforts. The defendant did not obtain the severance by the closing date. The court held the defendant was “in breach” of best efforts and that the defendant had to

satisfy court that it acted in good faith and took all reasonable steps. In fact it did not, the court ruled, because: • it failed to meet with the city planner or council to discuss any problems or issues in the application for severance; • it tried to file a preliminary plan review with a deficient survey and delayed in obtaining the “proper” survey; • it decided not to file a plan despite warnings; • it failed to take up city

planning staff’s suggestions to defer the application as premature, without telling the plaintiff it was going ahead on what would be a rejection. Donald Lapowich, Q.C. is a partner at the law firm of Koskie, Minsky in Toronto, where he practices civil litigation, with a particular emphasis on real estate litigation and mediation, acting for builders, real estate agents, insurance agents/brokers, lawyers and dentists. REM

CORRECTION An obituary for Frank Sbrocchi in the September issue of REM contained two errors. Mr. Sbrocchi died at St. Michael’s Hospital in Toronto after a long battle with vascular disease.

Chief Executive Officer Victoria Real Estate Board

he Victoria Real Estate Board is a non-proﬁt association representing nearly 1,300 REALTORS® who live and work in the Greater Victoria area from Sooke to Sidney, as far north as Mill Bay, and including the Southern Gulf Islands. With a committed staff team of approximately 19 persons and the expert governance of a volunteer Board of Directors, the organization delivers a diverse array of strategic REALTOR® services.

All qualified persons are encouraged to reply, in conﬁdence, quoting ﬁle #14309, to:

search@janetdavid.com We thank and acknowledge all applicants and will proactively contact those selected for interviews. Qualiﬁed Canadian citizens and qualiﬁed permanent residents of Canada will be given priority.

The current CEO has served very well for nine years and will retire in May 2010. The Board of Directors wishes to recruit a talented executive to provide sound strategic and operational oversight to this active association. The ideal candidate has earned respect as a fair and thoughtful leader with persuasive communication skills and the ability to move in many circles. A strategic thinker who can anticipate and navigate change, the preferred candidate is a university graduate with a facilitative and open style that encourages dialogue, partnership, problem solving, and innovation. A politically astute pragmatist with solid business and technological acumen and the ability to support a volunteer Board of Directors, the candidate must have exceptional interpersonal skills and the capacity to build effective relationships with staff, Directors, members, as well as with representatives of government and industry associations within and beyond British Columbia. An excellent listener, negotiator, coach and member advocate with abundant common sense, ﬁnancial acumen, and high personal integrity and energy, the new CEO must have a successful track record that speaks to the ability to inspire collaboration, efﬁciency and exceptional member service. To learn more about the Victoria Real Estate Board, please go to www.vreb.org.

48 REM OCTOBER 2009

Winnipeg real estate manager pens sci-fi novel Rolf Hitzer says he finds the stimulation of the real estate sales environment invigorating, but he gets a different kind of buzz from writing. By Katherine Fawcett paper. “Yeah, I wrote it all by hand. Penned the entire manuscript. I started out with typing, but I’m a two-fingered typist and it was just not fast enough. I got too frustrated.” The entire project took about 20 pads of paper. “Each (pad) was a little victory when it was done.” The novel took two years from conception to completion. Once Hitzer had written the last word, he handed the stacks of paper to his wife, Irma. She was immediately drawn in and read the Hoodoo Sea manuscript in a day.

Rolf Hitzer wrote the entire novel longhand.

Photo by John Johnston

s “wing commander” for the test flight of a speedof-light spacecraft, Canadian astronaut Scott Reid is set to become part of the greatest human accomplishment known to mankind. Despite internal jealousies and personal politics, take-off is successful and Mission Control is jubilant. That is, until Reid’s SOLT-X1 enters the Hoodoo Sea, formerly known as the Bermuda Triangle, where everything changes.

professionals. Hitzer is broker/ owner of the busy Century 21 Carrie.com. He got his start as a scribe preparing training manuals and website content for the company.

Hoodoo Sea, a gripping new science fiction novel by Rolf Hitzer, is a tale of space travel, terror, alternate realities and haunting visions. It was written at a small desk in a 10 X 10 “cubby” in Hitzer’s basement, and reflects years of discipline, creativity and vision.

“I wanted to finish it as a keepsake for the kids,” the poker-playing fisherman says.

Nothing in the book hints that its author has a full-time “day job” as one of Winnipeg’s most well-known real estate

Hitzer was inspired by a Discovery Channel program on anti-gravity almost a decade ago. He started writing, not with the intention of becoming a published author, but simply to cross “writing a novel” off his personal to-do list.

Although he made notes and an outline, much of the plot simply flowed, unplanned. “I had no idea I was going to write sci-fi. There were days I couldn’t keep up with my own thoughts, and days when I was just staring at a blank page. But the story took on its own life, that’s when the flow happened.”

“She said, ‘I can’t believe you wrote this. You’re an idiot! You’ve got to send this out!’” Hitzer says. As someone who admits he skipped school as much as he could get away with when he was younger and never read a book as a teenager, Hitzer was hesitant. But, trusting his wife’s judgment, he decided he had nothing to lose and began looking for

him. The decision turned out to be a wise one. Although it took several years, the Calgary agency that picked him up eventually found an American publisher willing to take a risk on a firsttime novelist with a fast-paced story to tell. The publisher is based in Florida, and felt that the Cape Canaveral angle to the story would be popular in the Southern U.S. Hitzer is currently working on a second novel. It’s a murdermystery set in the Canadian Shield and based on poachers who kill black bears for their gall bladders on the black market. Although neither Hoodoo Sea nor his current project has any element of real estate in it, the industry has been part of Hitzer’s life for over two decades. He’s been with Century 21 since 1996. He was awarded the Franchisee of the Year Award in 1999, and under his leadership, Century 21 Carrie.com has achieved Centurion Office status 10 times and Double Centurion Office status seven times. Hitzer says he finds the stimulation of the real estate sales environment invigorating, but he gets a different kind of buzz from writing. “I enjoy seeing where the story’s going. I’d go to bed and think about it.”

His days were filled with realty-related business obligations – Hitzer manages a staff of 90 people in two locations. During the evenings, he’d make the time to write. “I was very disciplined in terms of writing. Five days a week, for one to three hours per day. I’d start at seven, eight, nine at night. It was a lot of long days. I’m very full-on, very full-time.”

an agent.

“Being an agent myself made me aware that they know the inner circle. They know the contacts. They know what to look out for. Besides, I’ve got a full-time job.”

Hitzer has no plans to retreat from his real estate career. “It scares me to think of becoming a full-time writer. I don’t know if I’m good enough, honestly. When I’m ready to hang up the shingle, I’ll do more writing. But at 50 years old? To give up real estate?”

Amazingly, the entire 150,000 word novel was written longhand, on pads of legal

Irma typed up the novel and together they started searching for the right person to represent

He pauses and cautiously adds: “Mind you, if it turns into a blockbuster...” REM

Why not simply send the manuscript straight to a publisher, and skip the addition step – and expense – of a middleman?

2_profilesingrowth_TimCrough:Layout 1

8/14/08

5:44 PM

Page 1

“

Since joining

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Tim Crough, Broker, Toole Peet Real Estate

I joined the Prudential Real Estate Network to take my business to the next level. I’m happy to say, we’ve experienced over 300% growth in revenues in the four years since joining the Network, and doubled our sales team. Prudential Real Estate gives us great support, powerful online marketing resources, and of course, unmistakable brand recognition. All the while, we’ve maintained the entrepreneurial spirit and customer focus we’ve always taken pride in. I feel like there’s no limit to where we can go with Prudential Real Estate. Find out how your business can grow with Prudential Real Estate.

In the Calgary metropolitan area, call Tim Crough at 1-403-240-4000. Everywhere else in Canada, call 1-888-446-4428.

©2008. Prudential Financial. Prudential Real Estate brokerage services offered through the independently owned and operated network of broker member franchisees of Prudential Real Estate Affiliates, Inc., a Prudential Financial company. and Prudential are registered service marks of The Prudential Insurance Company of America and used herein under license. Equal Employment Opportunity.

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Job No: CAPR-A3544 Job Name: Prof. Growth

Pub: REM-Real Estate Mag

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50 REM OCTOBER 2009

Cursed $10.65 million English mansion for sale According to the curse: “All male heirs of the estate will perish. True happiness will never come to that family or its successors.” By Nigel Burnham

n extensively restored 17th-century mansion that comes with its own cricket pitch, fishing rights, Norman cellar – and a spine-chilling curse on whoever owns it – has come on the market in northern England. Howsham Hall, near Malton, North Yorkshire, boasts five reception rooms and seven bedroom suites and is for sale at $10.65 million CAD, but according to local folklore, there are strings attached. The legend of the so-called Curse of Kirkham dates back to 1610 when Sir William Bamburgh built the hall using stone and timber from nearby Kirkham Priory, home to a thriving religious com-

munity until it was destroyed by King Henry VIII during the dissolution of the monasteries in 1539. The plundering of the stone was considered sacrilege by many and a curse was said to have been put on Howsham Hall and its owners in perpetuity. According to the curse: “All male heirs of the estate will perish. True happiness will never come to that family or its successors.” A spokesman for real estate brokerage Savills, however, said that inquiries about the house – for sale for only the fourth time in 400 years – had come from as far away as Budapest and North America and no one had as yet raised the curse as an issue.

REM complies fully with the Canadian Real Estate Association’s Rules for trademarks! The CREA Trademark Toolkit states: “Most newspapers follow the Associated Press or Canadian Press Style Books in preparing news items for publications. These stylebooks do not call for use of full capitals or the ® registration symbol even for registered marks. “To acknowledge the reality of this limitation, CREA’s Rule 16.5.3.1 allows the media to display REALTOR® by only capitalizing the “R”. The Rule also provides that the ® is not necessary….. Similarly, the MLS® mark may be used by media without the ® symbol….” REM also support’s CREA’s Trademark Protection and Compliance Program by including a trademark statement, provided by CREA, on the masthead of every issue.

Howsham Hall has had only four owners in 400 years.

“Every old house these days has some tale attached to it, whether it is a ghost or a curse,” he says. “The curse was probably put on the house at the same time they were drowning witches. It would be more of a worry if someone had been murdered in it last week. We find people in this day and age are generally less superstitious. “We’ve had an incredible response since it went on the market, having already shown round over a dozen people who’ve had a serious interest in buying it.” Howsham Hall is nine miles from the historic North Yorkshire Market town of Malton (briefly home to Charles Dickens), 14 miles from York, 25 miles from the A1 and 43 miles from Leeds Bradford Airport. Its accommodation and amenities include five formal reception rooms; a staircase hall; a principal bedroom suite and main guest suite (each with its own dressing room); five more bedroom suites; a snooker room; a family and leisure wing; offices; staff accommodation; and a

The property includes 33.8 hectares.

Norman wine cellar. The parkland that surrounds it includes formal lawns, and frontage and fishing rights on the River Derwent, and extends in total to approximately 83.5 acres (33.8 hectares). The house was sold to the current owner after being run as a private school. “The owners decided to sell because he spends so much time overseas and has nearly finished converting the property back into a private house,” says the Savills spokesman. “This really is a one-

off. Houses of this quality very rarely come to the market. For a property with no agricultural land, it’s probably the most important property on the market in Yorkshire at the moment.” Only four families have owned the hall in 400 years – the Bamburghs, the Wentworths, the Cholmleys and the Stricklands. Property experts in England believe it’s a bargain at the price. They reckon a stately home of this calibre would be worth around $17.75 million CAD if it was in the South of England. REM

Assist-2-Sell franchise owners say low-commission-plus-full-service approach wins business and meets challenges of real estate's future. Written by: Marcie Geffner freelance real estate reporter, writer and blogger

Lyle and Sandy Longridge were no different from countless other real estate agents who sell property across Canada. That is, until last August, when the dynamic husband-and-wife duo decided to open up the country's newest Assist-2-Sell® franchise. Their new company, in New Westminster, B.C., opened for business in October, and today, Sandy Longridge calls the couple's choice "the most exciting and fulfilling" decision of their careers. "We wanted to run our own show and be our own boss," she says. "We wanted to do something that we could believe in." The Longridges settled on Assist-2-Sell after almost a year of research because they admired the company's business model, which is built around giving home sellers and buyers exactly what they want in today's housing markets: Flexible commissions and superior service. "Real estate is changing," says Lyle Longridge. "The traditional model is not going to survive in the same form as it is now. Assist-2-Sell is a great way for us to position ourselves for that future and those changes." Assist-2-Sell's mission is to provide home sellers substantial savings and professional reliable representation throughout the homeselling process. Owning a franchise offers real estate professionals an opportunity to start and run their own business, effectively manage a significant volume of transactions and still provide the full service that sellers and buyers want and need. Assist-2-Sell: "Best Model in the Business" Many brokers are understandably leery of discount companies that offer home sellers lower costs and less service. But the Longridges discovered that Assist-2-Sell takes a radically different and far superior approach to the conundrum of lower commissions and better service. "The Assist-2-Sell full-service, low-fee commission structure is a big deal," Sandy Longridge explains. "It opens up options for home sellers. They're impressed because they have choices and love that it is not do-ityourself." The Longridges liked the fact that Assist-2-Sell isn't just about low commissions: It's also about good service. While the company's commission model can attract more business and assure significant discounts for home sellers, full service is still the key to the company's success. "For example, sellers like being kept in the loop," his wife adds. "Assist-2-Sell has a million and one great ways to keep people up-to-date, and it's not just at the beginning of the transaction and the end, but all the way through the entire process."

Mayor Wayne Wright cuts banner and welcomes new Assist-2-Sell office to New Westminster. Assist-2-Sell Begins With Fresh Approach Assist-2-Sell was founded in 1987, when Mary LaMeres and Lyle Martin left a traditional real estate brokerage behind in search of a better way for consumers to sell their homes. They developed an innovative model that gives sellers all of the services they need, along with a low flat fee. They soon discovered that the model also had strong appeal for home buyers, who appreciated the large selection of competitively priced homes offered through Assist-2-Sell s exclusive home listings database in addition to MLS listings. The response to this consumer-friendly model was immediate and significant. Since LaMeres and Martin opened the first office in Reno, Nevada, Assist-2-Sell has grown to more than 400 franchise offices in 44 U.S. states and six Canadian provinces. Over the years, Assist-2-Sell has been recognized as one of the fastest-growing and most successful real estate franchises, a testament to the efficacy of the low-fee, full-service real estate service model. The model is even featured in the company's business-winning slogan: "Results with Savings!"® Their track record of growth and success really impressed Lyle and Sandy Longridge. "We tried hard to poke holes in the Assist-2-Sell model, but we couldn't find any," Lyle Longridge explains. "We really thought Assist-2-Sell was the best model in the business because it gives people a break on the commission without compromising service."

"We've seen so many problems with other discount agencies," Sandy Longridge adds. "Assist-2-Sell has taken the good qualities of the discount model and the good qualities of the traditional model and put them together. It's a model we believe in and feel really positive about." Brokers Learn Secrets of Success LaMeres and Martin continue to play a vital role in Assist-2-Sell's success and growth. Nearly every month, they personally train new franchise owners who travel to the corporate headquarters in Reno, Nevada. They continue to teach these training classes because they love sharing their ideas, methods and experiences, and they enjoy being part of each new franchisee's success. Lyle and Sandy Longridge recall their trip to Reno with great enthusiasm. "We got a ton of tips that we've used in our business," Sandy Longridge says. "We picked up a lot of ideas from Mary and Lyle in the class that you can't get through reading a book. It comes from their experience of what works and what doesn't." That experience continues to shape LaMeres' and Martin's efforts to make the Assist-2-Sell model even better and even more responsive to the needs of today's home buyers and sellers. "You can spend thousands of dollars just to find out what doesn't work," Lyle Longridge says. "But they've already adjusted the Assist-2-Sell model, worked out the kinks

and shown us what works. We bought into their plan and everything that came with it." Assist-2-Sell Model Works in Canada Assist-2-Sell first came to the Longridges' attention when a franchise office opened in nearby White Rock, BC and quickly won a significant number of listings throughout the area. "We were nervous about a discounter coming into our market and taking our business," Lyle Longridge recalls. "But then we looked at the model, and we couldn't find any flaws in it." "If you can't beat 'em, join 'em," Sandy Longridge chimes in with a laugh. "The owners of the White Rock franchise have been generous with their support and advice on how to apply the Assist-2-Sell model to the Canadian market," she adds. "We talked to other Assist-2-Sell brokers in the U.S. and Canada," she says. "They are all very supportive. You really are part of a team!" The Longridges say they weren't concerned about the fact that Assist-2-Sell is based in the U.S. The company is well-established and has offices in Canada that are doing well. The Longridges are so committed to Assist-2-Sell that they've purchased the building that houses their new office, he adds. "We plan to be here for a long time."

For information on franchise opportunities, call 800-528-7816 or visit BuyAssist2Sell.com.

52 REM OCTOBER 2009

Good Works S

utton Group - All Pro Realty in Lindsay, Ont. recently held a barbecue for the Heart & Stroke Foundation of Canada. The goal was to raise money to buy automated external defibrillators (AEDs) for the community of Kawartha Lakes. New AEDs make it possible for non-medical personnel to restore heart rhythm and life. However, making these units available is challenging because they cost of $2,000 each. Dennis Roberts, broker of record for Sutton Group - All Pro Realty, says, “We wanted to do our part to help provide these life-saving devices to the community. The weather co-operated for us, and with the help of donations from local businesses, we raised about $700 over the course of two hours.” ■ ■ ■

The Association of Regina Realtors (ARR) and the North Central Family Centre (NCFC) are continuing a partnership to help youth in Regina’s innercity. This marks the fourth year of the partnership, with ARR

providing an additional $5,000 for the NCFC’s Youth Empowerment Program and another $2,000 raised from the association’s 2009 golf tournament. ARR has provided the NCFC with $17,000 in assistance over the four-year period. The Youth Empowerment Program employs 15 to 20 innercity youth to provide services to Regina’s north-central neighbourhood. These services include lawn care, snow removal in the winter, doing year-round odd jobs for north-central area residents, painting dumpsters and operating an arts and crafts gallery. “The North Central Family Centre is a grass roots organization that is on the ground every day helping the youth of north central Regina,” says Russ Weir, ARR president. “The Youth Empowerment Program is important because it not only provides services to those who live in the area by helping revitalize the neighbourhood, but also creates an opportunity for north central youth to gain some practical job experience.” The NCFC delivers more than 45 structured programs to

Sutton Group – All Pro Realty held a fundraising barbecue in Lindsay, Ont.

Event co-organizers Shawn Rouse (left), and Shayne Hanna break in their high heels as they prepare to walk a mile in women’s shoes to raise funds for the Women’s Emergency Shelter – Sexual Assault Program.

Niagara Association of Realtors president Angela Higgins presents a cheque for $1,000 to 10 Men in a Tent – Project SHARE. The men spent five days away from their homes to bring awareness of homelessness in Niagara Falls and surrounding areas.

Tony Joe (right), co-chair of the Greater Victoria Coalition to End Homelessness, with Dean Fortin, mayor of Victoria.

ARR president Russ Weir presents a cheque to NCFC executive director Sandy Wankel.

The Peterborough and Kawarthas Association of Realtors present a cheque to Community Care Peterborough. From left: Danielle Belair, executive director, Community Care Peterborough; Jo Stewart, PKAR Community Involvement liaison, Dennis Roberts, PKAR Community Involvement chair; and Carolyn J. Mills, PKAR executive officer.

Staff from Sutton Group – Seafair Realty at the annual Canada Day salmon barbecue.

REM OCTOBER 2009 53

Regina’s inner-city children, youth, families and seniors. ■ ■ ■

Each year Shayne Hanna, a sales rep with Sutton Group Right Way Real Estate in Woodstock, Ont. dons red women’s high heel shoes to participate in the Walk A Mile In Her Shoes event. The event asks men to literally walk a mile in high heels to raise money for the Women’s Emergency Centre – Sexual Assault Program. It also promotes awareness about a difficult and sometimes uneasy topic. Hanna has participated in the march for the last three years and has been an active committee member, organizing and walking each year since its inception in his community. “When we started this walk I believe we were the second walk in Canada. This has now grown exponentially with seven Canadian walks this September alone,” says Hanna. “I would encourage other men to organize walks in their own communities and speak out against rape and sexualized violence. Our dealings with the public bring us into people’s homes, and in just three years of real estate I have had to deal with the effects of violence twice now. One in four Canadian women will experience some form of sexual or physical assault in their lifetime. We as men need to look around us and realize these are our partners, daughters, sisters, mothers, friends and co-workers.” ■ ■ ■

Tony Joe, a sales rep with Re/Max Camosun in Victoria and past-president of the Victoria Real Estate Board, has been appointed co-chair of the Greater Victoria Coalition to End Homelessness (www.solvehomelessness.ca). High property values, a low vacancy rate, lack of purposebuilt rental properties, termination of publicly funded programs and other factors have contributed to an estimated 1,500 people living in marginal conditions or being completely homeless in the area. Many have mental health issues. The goal of the coalition is to eliminate home-

lessness completely by 2018. Joe says, “Ending homelessness in this beautiful city requires the commitment of the entire community and all levels of government need to play a role.” He says it will require an investment of $175 million during the next 10 years, but he says this is far less than the estimated $250 million that it would cost for hospitalization, policing, incarceration and other emergency services if nothing was done. ■ ■ ■

The Peterborough and the Kawarthas Association of Realtors recently presented a cheque for $5,000 to Community Care Peterborough. The donation ensures that the subsidized Meals on Wheels program continues for seniors and adults with physical challenges on a modest income living in the County of Peterborough. Members raised the funds at the Annual Silent Auction and some smaller fundraisers that were held throughout the year. ■ ■ ■

On Canada Day, sales reps, brokers and staff from the Richmond and Delta offices of Sutton Group - Seafair Realty spent the day barbecuing salmon. They were one of the main attractions at the Salmon Festival, an annual community event in Steveston. Serving up over 1,200 pounds of salmon, they generated $15,000 in sales, with proceeds going to the Steveston Community Centre for their children programs. Sales rep Jim Hinchcliffe has organized the event for 15 years. “There are quite a few of us who have been out there every Canada Day for the past 15 years, barbecuing the salmon,” he says. “There are plenty of reasons why I keep this fundraising project going. It is great to raise money for a cause within the community that we work; it is a good team building event; it gives our office exposure to the community and it is just a fun day.” Over the years, it is estimated that Sutton Group Seafair Realty has raised more than $150,000 for the community. REM

54 REM OCTOBER 2009

GREEN REAL ESTATE

By Elden Freeman

nvironmental awareness is at an all-time high, and its profile continues to climb. The recent passage of the American Clean Energy and Security Act, and the recently wound-up Cash for Clunkers programs south of the border are just two examples of the sweeping changes in attitude that are occurring. These changes are happening not only in governments and regulatory organizations, but in businesses and households around the world. A momentous wave of change is surging through all institutions and walks of life, and the

The rise of green capital ramifications of the developments in its wake are only beginning to emerge. The most obvious changes are regulatory. The cap-and-trade limits on greenhouse emissions are going to have a great impact on all aspects of business, especially in real estate. The economic implications of having to reduce greenhouse gas emissions has one obvious dimension – that of whatever penalty or disincentive is levied by government on those whose properties are less environmentally sound. But this additional cost burden will also have profound implications on how markets and investors value properties. This will mean that environmental considerations that may once have been incidental or regarded as smaller details will become extremely important in the valuation of properties of all types in the coming years. Real estate professionals who want to remain competitive need to ensure that their skill set keeps pace to satisfy the new demands that capital will have in the 21st century.

Buildings, along with industry and transportation, are among the top three emitters of greenhouse gases. This means that all segments of the real estate industry are going to be heavily affected as market forces begin to factor the ecological soundness of properties in their calculations. Already, residential owners and home buyers can access a range of governmental programs and incentives to improve the ecological footprint of their properties through greater energy efficiency. The development of the Leadership in Energy and Environmental Design (LEED) ratings to certify the degree of environmental soundness in the design, construction, and operation of buildings across all real estate sectors has led to

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greater awareness and knowledge about green building issues. People who build, buy, sell, operate, and work in buildings are all far more aware about the sustainability of the physical structures in their lives, and their numbers and awareness will only grow. Tenants in commercial buildings are interested in locating themselves in buildings that will provide lower operating costs, reduced environmental impact, and superior marketability of a good LEED rating or equivalent. At the investment level, green properties will present lower operating costs and thus a more effective addition to a portfolio than a similar property that is either less efficient or hasn’t been assessed and is thus an unknown quantity.

ow much do you need to retire? It really comes down to just two things: how much it costs for you to live, and how long you are likely to be here. How to determine what you spend should just be a matter of adding up your expenses for housing, food, transportation and so on, but it’s not as simple as it sounds. “Until recently, the availability of credit meant people could buy things they could never have afforded if they had to pay cash,” says chartered accountant Giovanni Roma, a partner with Miles & Roma Professional Corporation in Windsor, Ont. “People need a reality check when it comes to their lifestyles,” he says, “and they must be willing to take control of their spending

and start saving.” How long those savings need to last is another question altogether. “Life expectancies are constantly increasing, so you must consider that when calculating how much you need to save,” says Roma. “A more current issue is the economic downturn that has affected people’s savings and investment portfolios. Anyone with money in the equity markets has probably lost a significant amount of ground recently.” Those working for companies with defined benefit pension plans and other health benefits are the lucky ones. A certain amount of money is set aside each year for employees’ retirement funds. When the markets perform poorly, the company makes up any shortfalls if it can. Benefits are

Furthermore, the marketability and prestige associated with greener properties is a useful asset now that will only grow in the future. The market is in transition towards a greater awareness of ecological issues, and is still determining exactly how to price green efficiency. This provides an excellent opportunity for savvy real estate practitioners to establish themselves as leaders by educating themselves and intelligently engaging clients on these issues. Elden Freeman B.A., M.E.S, Broker is the founder and executive director of the non-profit National Association of Green Agents and Brokers (NAGAB). Freeman says he believes that Realtors across Canada can play an important role in educating their clients on increasing energy efficiency and reducing greenhouse gas emissions. (416) 536REM 7325; elden@nagab.org. paid to the employee for the rest of his or her life, and then usually transfer to the spouse after death. But entrepreneurs, the selfemployed and those working in smaller businesses must do their own saving for retirement. “There are two government programs that provide some income assistance,” says chartered accountant Derek de Gannes, senior tax manager with Soberman LLP in Toronto. “The first is the Canada Pension Plan. Virtually everyone over age 18 who earns a salary contributes and is eligible to collect it, starting at a discounted level at age 60. The second is the Old Age Security pension that’s available to most Canadians aged 65 and older.” But, de Gannes cautions that the maximum benefit from both plans is about $1,400 per month – not enough to support more than the most frugal lifestyle. A large part of the population must rely, at least in part, on their savings. And the sooner you start to accumulate those savings, the better. “As you age, your portfolio should become more conservative,” says Roma. He advises investors to get professional advice from financial experts who understand the needs and circumstances of retirees. Provided to REM by the Institute of Chartered Accountants REM of Ontario.

REM OCTOBER 2009 55

Financing for vacation properties

By Shirley Evans lthough fixed mortgage rates have started to creep up in recent weeks, interest rates and property prices remain on the low side, making now an ideal time for your clients to think about purchasing that vacation home theyâ&#x20AC;&#x2122;ve dreamed about owning. Whether theyâ&#x20AC;&#x2122;re planning to buy a Canadian waterfront retreat or a country getaway, a seasonal or year-round property, by working with a mortgage professional well versed in this niche, you will be better able to help walk your clients through the steps to acquiring financing for their second home. You can even co-market and run vacation home seminars with a knowledgeable mortgage professional to bring clients in your door in the fall/winter when they often have more time on their hands to explore their vacation property options. Depending on the specifics of the property they wish to purchase, they may be eligible to

obtain financing for up to 95 per cent of its value. There are three key areas that your clients should fully understand before embarking upon the purchase of a vacation property: cost, suitability and lifestyle, and risks. Owning a second home means your clients will also have to pay insurance on their vacation property, in addition to property taxes and ongoing maintenance costs to keep the property up, not to mention utilities and another mortgage. Often, to offset these costs, your client will consider renting the property out while itâ&#x20AC;&#x2122;s not being used. If you can suggest ways to help them find reliable tenants, you will definitely be in their good books. Regardless of whether your client plans to rent out the property when itâ&#x20AC;&#x2122;s not in use, many people do not seriously take into consideration what it costs to upkeep a vacation property â&#x20AC;&#x201C; especially if theyâ&#x20AC;&#x2122;re not keeping an eye on it year-round. This is where suitability and lifestyle come into play. How much time is your client going to be spending at the vacation property per year? When theyâ&#x20AC;&#x2122;re not there, a lot can go wrong with a vacation property, so itâ&#x20AC;&#x2122;s wise to have a property manager looking out for your clientâ&#x20AC;&#x2122;s best interest. This is another cost, although itâ&#x20AC;&#x2122;s a wise investment to

ensure larger problems donâ&#x20AC;&#x2122;t unfold while your clientâ&#x20AC;&#x2122;s vacation home remains unoccupied. If this is your clientâ&#x20AC;&#x2122;s retreat for a short amount of time throughout the year, would a condo getaway make more sense as opposed to purchasing a second home? With a

for 99 years, but they will not necessarily be renewed once theyâ&#x20AC;&#x2122;ve expired. As such, if thereâ&#x20AC;&#x2122;s only 20 years left on a land lease, a lender will only allow the mortgage amortization to run 20 years â&#x20AC;&#x201C; which means larger monthly mortgage payments for your client.

There are three key areas that your clients should fully understand before embarking upon the purchase of a vacation property: cost, suitability and lifestyle, and risks. condo there are extra fees involved, but outside maintenance is taken care of for your client. Risks involved in purchasing vacation property vary provincially, so if your client is thinking of purchasing property outside of their home province, itâ&#x20AC;&#x2122;s important for them to fully understand the real estate rules. In British Columbia, for instance, there are aboriginal claims on a lot of land, which means your client can only lease the land, even if they own the property. Leases are usually good

This could also translate into a larger down payment, since lenders arenâ&#x20AC;&#x2122;t always fond of leased land. In Banff and Jasper, Alta. there is a lot of crown land, and the government can reclaim this land at any time without much warning, regardless of the structures your clients own on that land. When it comes to financing, your clientâ&#x20AC;&#x2122;s primary residence is a great option for financing their vacation property. If they have built up equity in their home, they can often use those resources to purchase a vacation property

through a refinance or a home equity line of credit (HELOC). Depending on their current mortgage lender, they may be eligible for a HELOC product that would allow them to withdraw some equity from their current residence to help finance a second home. Benefits associated with using a HELOC to help finance a vacation home is that there is little or no set-up fee involved and they only pay interest on the portion of the HELOC that is used. When refinancing a current mortgage, your client may even be able to save extra money by switching to a lower interest rate â&#x20AC;&#x201C; money they can put towards maintenance, renovations or property taxes on their vacation home. If your client chooses to refinance, they must keep in mind, however, that there are penalties for paying out an existing mortgage loan prior to renewal. But the penalties may be offset by the extra money they could acquire to put towards a vacation property. Shirley Evans is a long-time mortgage broker and co-owner of Dominion Lending Centres Lender Direct in Edmonton. She specializes in the vacation property niche and also owns vacation properties outside of Canada. (780) 455-4181; shirley@dlcld.ca; www.dlcld.ca/shirley.htm. REM

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56 REM OCTOBER 2009

HOUSE WORKS

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henever you flip the deadbolt lock on your entrance door, you engage a powerful mechanism that could offer a serious stumbling block to anyone wanting to force their way into your house. Could offer, but rarely does. The problem is what happens when the metal deadbolt extends out the side of your door as you flip the key or lever. In almost all cases it’s interlocking with a metal plate anchored to a small section of softwood door jamb that’s only about 20 mm x 20 mm in cross section. That’s the weak link. Walk over to your own door sometime today and take a look for yourself. One, maybe two, bumps from an average shoulder will blow that little bit of wood to smithereens, allowing the door to swing wide open. Got two deadbolts on your door? It doesn’t really matter. The strength of the wood surrounding the extended deadbolts is still completely inadequate. In the unlikely event that the weak little door jamb doesn’t tear apart during a break-in attempt, the edge of an average wooden entrance door certainly will. Or perhaps the hinge screws will get torn out. While most Canadian entrance door installations only offer a superficial sense of security, it doesn’t have to be this way at your house. If you’re installing new exterior doors, understand that an all-steel model that’s hinged into an allsteel jamb is a completely different thing than a wooden door. It eliminates the weak jamb problem once and for all. This is what they use in commercial installations and the system is trustworthy, though much more expensive (and usually more ugly) than conventional, wooden doors. Just don’t make the mistake of installing a steel-clad residential door and

Boosting real-world door security thinking you’ve done something special. These doors are very common, and though they’re often called “steel” doors, all they really have is a covering of thin steel over a frame of wood and foam. These conventional steel residential doors offer no significant security benefits because they’re still set into a wooden door jamb. For those of you not in the market for a completely new door, or if you have a wooden door that’s been damaged in a break-in, there’s a solution I’m impressed with. It’s called Door Jamb Armor (www.djarmor.com; 888-5822294). It’s a system of retrofit steel parts designed to reinforce the door jamb, the area around the door edge where the deadbolt extends, as well as the opposite edge of the door where the hinges fasten. It takes about an hour to install this hardware, and it offers serious benefits. Visibility of the product is the only drawback to the system that I can see. The factory-painted reinforcing metal is visible around the edges of the door and jamb, and some folks might not like that. Pry the trim off the door knob side of the jamb, run a reciprocating saw between the jamb and the wall to cut any nails, then insert the steel cap over the edge of the jamb and fasten it with screws. With all these reinforcing compo-

nents in place it makes an ordinary door pretty much kick-proof. It’s also by far the easiest way to repair a door damaged during a break in. Just apply the metal parts over the blown out door jamb, covering the damage and strengthening the area so it can’t break again. Do you have glass sidelights flanking your entrance door? Many homes do, though the most secure door system in the world is useless if some bad guy can simply smash a bit of glass, then reach in and flip open the lock mechanism for himself. Metal security grates over the glass sidelights are the only solution I’ve seen to this challenge. Some say that Canada isn’t as safe as it used to be, while others believe that we’re as safe as ever, just more frightened because of a steady diet of sensational news coverage. Regardless of the truth, if you’re going to lock your home at all, doesn’t it make sense to have exterior doors that actually deliver a serious obstacle instead of just an inconvenience to the law-abiding people who live inside? Steve Maxwell is Canada’s award-winning home improvement expert, and technical editor of Canadian Home Workshop magazine. Sign up for his free homeowner newsletter at www.stevemaxwell.ca REM

These steel parts work together to reinforce standard wood doors so they can resist forced entry. The long strip, right, caps the edge of the door jamb. The part with the large round hole, front, strengthens the latch side of the door and the thinner part, left, reinforces the hinge area. Photo: Steve Maxwell

REM OCTOBER 2009 57

What’s

New Coldwell Banker’s search app for mobile devices Coldwell Banker says it has launched the first-ever international home search application for iPhone and Android-powered devices. The mobile application enables users to search for property listings and recent home sales in 28 countries in North America, Europe, Central America, the Caribbean, Australia and South America. The results as well as the search itself can be saved in a personalized “My Coldwell Banker” account newly created from the user’s smartphone or added to an existing account with coldwellbanker.com by logging into the site directly from the handheld device. Unique to the Coldwell Banker application, searches that are saved to an app-created My Coldwell Banker account will automatically generate notifications of new properties and open houses, alerting the user to updated results right on the device’s homepage. To date, more than 200,000 users have viewed Coldwell Banker listings from their handheld devices, the company says. Features of the new application include: • GPS-based search to locate nearby homes for sale, open houses and recent homes sold. • Ability to sort recently sold properties by location, price and sale date.

• Option to view search results in list form or on a variety of maps including street, hybrid and satellite that are marked with “clickable” Coldwell Banker icons. • Detailed property listings that include images and a slideshow view. • Direct dial and email functions from the user’s mobile handset to the local Coldwell Banker Real Estate listing agent associated with each property. • Real-time notifications of new properties and open houses identified through the user’s customized saved searches. A video demonstration of application can be viewed at: www.youtube.com/watch?v=bS UpuHbPXhE

TxT2Look expands to Ontario Halifax-based TxT2Look has announced an exclusive license deal to offer its SMS (text message) real estate and mobile marketing services and products to the 44,000 Ontario real estate agents. The mobile marketing service responds automatically to requests for detailed property information from potential buyers. The agent adds a sign rider with a property identification code and a short code to their For Sale sign. The cell phone user sends a text message such as “prop123” to the advertised code “25665” and within seconds TxT2Look delivers detailed property information to their cell phone, the company says. The agent controls the information in the download, which can include prices, features, direct web links to photos as well as agent contact information. “Being in the largest real estate market in Canada, combined with the industry leading mobile marketing property application, creates an exciting and winning combination for us here in Ontario,” says Lee Helton, sales and marketing director, TxT2Look Ontario. TxT2Look recently entered into an exclusive agreement

with the Calgary Real Estate Board to provide its real estate text message platform to the board’s 5,500 members. It also recently became an approved supplier to Sutton Group. TxT2Look says it is working with sales reps and brokers from all of the major companies, reaching into every market in the country. For information: www.TxT2Look.com.

CSP expands Aeroplan reward program Certified Staging Professionals (CSP) recently launched phase two of an agreement with Aeromove, a home and move services program available exclusively to Aeroplan members. Phase one offered 500 Aeroplan Miles for those registering for the three-day CSP course, or when hiring an Elite stager through the CSPElite program. Phase two allows consumers in the home staging and real estate industries to take advantage and collect more Aeroplan Miles, as CSP professional members can now offer their own clients Aeroplan Miles. “The key to a successful business is in the value you bring to the table,” says Christine Rae, president of CSPI Academy, education provider of the three-day CSP Real Estate Staging Program and author of Home Staging for Dummies. “A graduate from the CSP program has the ability to bring more value and exceptional service to their clients.” For a complete directory of home staging companies offering Aeroplan Miles, visit www.findyourstager.ca.

Dominion Lending 23rd on magazine’s list of start-ups National mortgage brokerage and equipment leasing company Dominion Lending Centres is ranked 23rd on the latest Profit Hot 50 List of Canadian Emerging Growth Companies published in the

October 2009 issue of Profit magazine. The magazine ranks the top 50 young businesses in Canada by two-year revenue growth. From 2006 to 2008, Dominion Lending Centres grew 485 per cent. It had seven head office staff members kicking off the firm’s grand opening in January 2006, and 26 by the end of 2008. To date, Dominion Lending Centres has more than 1,500 mortgage and leasing professionals working from more than 200 locations across the country. Company president Gary Mauris says, “It is our goal to be the brand that consumers turn

to for all their home financing needs. In a distinctive time when Canadians need to know who to look to with confidence, Dominion Lending Centres emerges as the only national mortgage company to reach into living rooms across the nation and educate the public about the necessity of consulting a Dominion Lending Centres Mortgage Professional for all of their mortgage needs via our ongoing national television campaign.” Dominion Lending Centres also received the Best Branding Award at the CMP Canadian Mortgage Awards 2009 in April. REM

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58 REM OCTOBER 2009

THE PUBLISHER’S PAGE

By Heino Molls

was thinking the other day about how lawyers are licensed to operate in each province. They provide their clients guidance and counsel them through important transactions. Real estate professionals guide clients too. They guide them through the most important purchasing decisions of their lives. The day before that I was thinking about cab drivers and how you have to have a license to drive a taxi. In many cities the majority of cab drivers do not own the taxi they drive but they drive under the

Real estate retainers banner of a broker, who is ultimately responsible for his or her actions. The real estate industry is kind of like that too. The big Toronto International Film Festival took place recently and I was thinking about talent agents. They must be accredited today. Some of the high-profile agents have bigger reputations than their clients. Good talent agents are sought-after and can demand a premium rate from new clients. Some high-profile real estate sales reps are like that too. The more I thought about it the more it seemed obvious to me that being a real estate agent was a lot like many businesses and professions. Agents negotiate compensation in accordance to their ability and value to their customers. You don’t have to be the owner of a brand or corporation in real estate but you can operate your business within a brand. There are a lot of

Trade Shows and Conferences For complete listings, visit www.remonline.com To add a listing to this calendar, email jim@remonline.com 11th Annual Exit Realty International Convention Gala Sept. 28 – Oct. 4 Gaylord National Hotel Washington, D.C. www.exitresourcecenter.com The Royal LePage Shelter Gala Saturday, Oct. 3 Royal York Hotel - Concert Hall Toronto Sharon Promm sharonpromm@royallepage.ca Sandra Diaz sandradiaz@royallepage.ca

Realtors Association of HamiltonBurlington Realtors without Borders Conference & Trade Show Thursday, Oct. 8 Hamilton Convention Centre Hamilton, Ont. Sheila Sferrazza - sheilas@rahb.ca Coldwell Banker GMS Pre-conference Management training October 11 - 12 Hyatt Regency Century Plaza Los Angeles, Calif. ACT-Plus Management Training program, free to first 40 GMS registrants. teresa.camara@realogy.com

very successful businesses like that. Then it occurred to me that there was one fundamental difference between real estate and every other licensed business I could think of. Those people get paid regardless of how things turn out for their client. The vast majority of lawyers in Canada are paid even if they lose the legal action they take on behalf of their clients. If you get into a taxi, you have to pay a drop fee to the driver as soon as you get into the cab, even if you only go one block. If you are a good talent agent, you demand a fee right up front from your client. Even a good waiter who makes thousands of dollars in tips still gets a minimum wage to show up for work at a licensed restaurant. If you are in real estate, however, and you don’t sell your listing or your client does not buy a property, you don’t get paid.

I have heard this issue debated six ways from Sunday and I know all about the incentive for diligent work this provides and I have heard all the arguments about how this gets good agents to come forward. I have heard it all including the one line that drives me crazy, “That’s just how it is.” I will be the first to admit to you that I am not the sharpest knife in the drawer when it comes to commerce but I have to ask the question, does it have to be this way? Real estate is not the only business that works like that. There are others – the most glaring to me is publishing. If REM does not sell ads I am in trouble because I don’t get paid. But I don’t have to have a license. I did not to have to go through formal training. I do not have to take courses for credits in order to renew my license. I am not as heavily regulated as real estate agents.

Coldwell Banker Global Management Summit (GMS) October 12 - 14 Hyatt Regency Century Plaza Los Angeles, Calif. Open to all Coldwell Banker brokers, owners and managers teresa.camara@realogy.com

Realtors Association of Grey Bruce Owen Sound AGM & Trade Show Wednesday, Oct. 21 Harry Lumley Bayshore Community Centre Owen Sound Anne Schneider – aschneider@ragbos.com

Winnipeg Realtors Technology Conference and Trade Show Wednesday, Oct. 14 Victoria Inn, Winnipeg Lucy Hajkowski – lhajkowski@winnipegrealtors.ca www.wrexpo.ca

Realtors Association of Edmonton and the Edmonton Apartment Association Suites and Homes Trade Show Thursday, Oct. 22 Northlands - Hall E Edmonton Lixmila Serrano – specialevents@ereb.com

Lone Wolf/DPN Partner Summit Oct. 14 - 16 Mandalay Bay Resort & Casino Las Vegas summit@lwolf.com www.lonewolfsummit.com Ottawa Real Estate Board Trade Show Tuesday, Oct. 20 Centurion Conference Centre Ottawa Wilda Brown – wilda@oreb.ca

Royal LePage National Brokers’ Conference November 1 - 4 Paradise Island, Bahamas www.royallepageevents.ca Veronica Love-Alexander - veronica@royallepage.ca (416) 510-5726 The Peak Experience Re/Max 26th Annual Canadian Conference November 5 – 7 Fairmont Banff Springs, Banff, Alta. www.remax-western.ca/banff/

I guess my point is that every business person I know of, who has to get formal accreditation, licensing and is regulated, demands a fee or retainer up front, except for real estate professionals. Even a plumber charges a hundred bucks or so just to knock on your door and then charges you for the work he does. Why shouldn’t you? Real estate professionals should get together and do something about it. Maybe it is what I have heard for 30 years. Maybe this is just how it is. But it drives me crazy that an agent who deals with something that is not merely important but the most important thing anyone buys and sells doesn’t get paid some kind of retainer right up front to act as their client’s agent. Heino Molls is publisher of REM. Email heino@remonline.com. REM

National Association of Realtors 2009 Realtors Conference & Expo November 13 - 16 San Diego, Calif. www.realtor.org Royal LePage Reception at NAR Conference Saturday, Nov. 14 San Diego Marriott Hotel & Marina San Diego, Calif. Sharon Promm – sharonpromm@royallepage.ca Canadian Association of Accredited Mortgage Professionals Blueprint for the Future conference and trade show November 22 – 24 Metro Toronto Convention Centre Toronto http://www.mortgageconference.ca/ Construct Canada Trade Show December 2 - 4 Toronto Metro Convention Centre Canada’s largest annual show for building and housing design, construction, renovation and property management www.constructcanada.com Compiled with the assistance of Bob Campbell at Colour Tech Marketing, www.colourtech.com

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