October 2013 by Real Estate Magazine (REM)

Issue #292

October 2013

Should you advertise on your vehicle? Page 3

Unique marketing plan sells home fast

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Sleep your way to success Page 28

Soaring to new heights

Michael Poczynek uses a drone to market properties Page 8

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REM OCTOBER 2013 3

Using your vehicle as a billboard

Is wrapping your car with advertising for your real estate services a great way to promote yourself, or an invitation for others to critique your driving skills? By Toby Welch

The moving billboard of Dan Keeley, sales rep for Re/Max Little Oak Realty in Abbotsford, B.C.

t’s not a question with an easy answer: Is advertising your real estate services on your vehicle a business-savvy move or a bad decision? Glenn Wildenmann, a broker with Groupe Sutton Performer in Pointe-Claire, Que., says, “It’s a great idea as long as you do it right. It provides instant and constant exposure. Rarely a day goes by where someone doesn’t say, ‘Hey, Glenn, I saw you on the road yesterday.’ You are a mobile billboard at a reasonable cost, but you must make sure your ad works.

Glenn Wildenmann

“The first problem I see is the specific car being advertised on,” says Wildenmann. “If you’re driving a dented, rusted out ’87 Hyundai, don’t wrap that car! Your ad will back-fire (much like the car)! Of equal importance: the quality of the ad itself. As in house selling, let

the professionals do their jobs. Let graphic designers design and wrap your vehicle. Do it right or don’t do it at all.” Wildenmann admits there are downsides to car signage. “You have to drive nice all the time. If you drive like an ass, cut people off, text while driving, speed, make unfriendly gestures or do anything else that may be considered in a negative light, do not advertise on your vehicle. You are on duty and display every single time you get in that car.” Car signage is a relatively inexpensive direct marketing option. It is a one-time expense that keeps you in the public’s view. Wherever you go, your vehicle is toting your name and contact information. But it comes with disadvantages; your vehicle may have a negative effect on your image and your real estate company. Anyone who drives the vehicle, including your lead-footed spouse or impatient teenager, impacts your reputation. Tanya Nouwens, a broker at Re/Max Royal (Jordan) in Montreal, hasn’t taken the plunge into vehicle advertising. “A lot brokers already seem to

look for and use every possible opportunity to plaster our face and advertising anywhere we possibly can – for sale signs, business cards, websites, blogs and ads. Personally I find it all a bit much. We do not need to be everywhere.”

Tanya Nouwens

Nouwens adds: “I want to pick and choose when I am on. I feel that with advertising on my vehicle, I would be a constant target for people’s assessment of me and my business in an environment completely outside of my business. The way I sing has nothing to do with my ability to take exceptional care of my clients. Nor does my ability to parallel park have anything to do with my ability to analyze the real estate market – although I’m actually very good at both!” If you decide to advertise on your automobile, there are numerous options. Wrapping your entire vehicle is, some

argue, the most professionallooking option. It entails adhering a thin layer of vinyl onto your car, which peels off easily when you want to remove it, causing no damage. Vehicle magnets are ideal for Realtors who want to be able to easily remove their name from their car. If someone borrows your vehicle or you go to a hush-hush listing presentation, the sign is easily removed. The downside is that the magnets can fall off or be stolen and they don’t stick to fibreglass vehicles. Other options include bumper stickers, license plate holders, a roof-top sign and window signage instead of a full-body wrap. Mark Spindloe, a sales rep with Mitchell Realty in Halifax, says he once had a minivan wrapped with his name, telephone number, website, and logo. “In three years I never got a single call. Incidentally I know my poor driving, on occasions, caused people to lean on their horn. But no one called even though, after cutting them off, I was driving in front of them with my telephone number in their face.” The blogosphere is afire with sales reps and brokers sharing their thoughts on this hot topic: * “I don’t think anyone has ever seen one of those crappy car signs and thought, ‘Oh! I need to buy a house. Let me call this person.’ It’s just one more desperate attempt by desperate people to get some business.” * “I think of it as a mobile business card. Even when I’m at an appointment, my car is in the parking lot prospecting for me.” * “It’s not just about the business a car sign generates or doesn’t generate. It’s about branding. Your car, your clothes, your company, your logo and

your signs should all be a direct reflection of what you are trying to project to the public.” * “Some people don’t like Realtors; I worry someone might key my car or bust a window.” * “I have a friend who got a listing appointment at the gas station because of signs on her car. Another friend got a stalker because of her signs. Gotta think through every angle.” * “Just because you can do something doesn’t mean it makes sense to do so. All of us need to consider how these types of things reflect on the industry as a whole, not necessarily whether you generate a deal or two individually.”

Mark Spindloe

* “The perception of the public makes me wonder if the signage may make you a target for gold-diggers in car wreck fraud schemes or thieves (due to the high-tech garb we carry.)” Ben Benita, the author of Are You More Likely to See Bigfoot or a Short Sale Approval Letter? is a proponent of auto ads. “I have had signs on my car in the past and it always works. Even if you only get one client per month, the sign pays for itself many times over. It’s shameless selfpromotion; let everyone know what you do!” Like every avenue of advertising, vehicle ads are going to work for some Realtors and not for others. REM

4 REM OCTOBER 2013

Multiple Listings By Jim Adair, REM Editor Do you have news to share with Canada’s real estate community? Let REM know about it! Email: jim@remonline.com

ill Ramsay, broker/owner of Prudential Spencer Real Estate, has joined the Royal LePage franchise network. His office now operates under the name of Royal LePage Preferred Real Estate. Ramsay has served on the Arbitration and Professional Standards Committee at the Edmonton Real Estate Association for 14 years. The brokerage serves the areas of Edmonton, St. Albert, Sherwood Park, Spruce Grove, Stony Plain, Beaumont, Leduc, Devon, Morinville and Fort Saskatchewan. ■ ■ ■

Greater Calgary Real Estate Services in Calgary, a full-service

brokerage owned by Sandra and Patrick Rafferty, will soon be a virtual and paperless office. “The practicing real estate agent no longer needs a bricks and mortar office and has evolved into a tech savvy, mobile sales agent with less dependency on their location,” says Sandra Rafferty. “Realtors and teams will have a ‘pocket office’ at their finger tips, allowing them to look up details of any deal from anywhere. Each Realtor can create their own personally branded website with tech help. Guidance from one of Calgary’s top business coaches will help keep our associates on track.” The office was established in 2005 and has 20 sales reps. ■ ■ ■

Royal LePage Tradition has acquired Royal LePage Actuel in St-Hubert, Que. The business will now operate under the corporate name Royal LePage Tradition. Denis Gauvin, owner of Royal LePage Actuel, made the move to “create regional group synergy with a Royal LePage agency that is on the upswing at the moment,” he says. Royal LePage Tradition owner Sylvie Blouin is focussing on the management and growth of the business. Royal LePage Tradition currently has a team of 43 real estate brokers in the Boucherville and Varennes offices, accounting for nearly 22 per cent of market share in the area. Royal LePage Actuel has 35 brokers, who account for 21 per cent of market share in StHubert, the company says. ■ ■ ■

Bill Ramsay

Craig Williams

Denis Gauvin

Sylvie Blouin

Myron Martens and Kathy Wiebe, owners of Prudential Riverbend Realty in Steinback, Man., have joined the Royal LePage franchise network. Their office now operates under the name of Royal LePage Riverbend Realty. Wiebe began her career at Riverbend Realty and underwent the transition to HomeLife, followed by Prudential. Martens joined the company in 1996 and, by 2009 he and Wiebe were coowners of Prudential Riverbend Realty. With 48 sales representatives, it is the largest office in south-east Manitoba and the No. 1 office in Steinbach, the company says. ■ ■ ■

Charges against a Barrie, Ont. real estate broker for operating an illegal marijuana grow-op were dismissed recently when it was revealed that his co-accused has a licence to grow medical marijuana. Aaron Cadeau, the owner of Flat Fee Realty, was charged last December after police raided several properties and seized more than 200 marijuana plants and hydroponic equipment. “This has nothing to do with (Cadeau),” his lawyer, Leo Adler, told news website Simcoe.com. “He was just a legitimate businessman who was renting out space to a person who has a proper licence and permit.” When police raided his home, a loaded shotgun was found under a bed in Cadeau’s home. He still faces a charge of careless storage of a firearm. ■ ■ ■

St. John’s Realtor Craig Williams, president and CEO of Future Group Company and leader of The Home Team real estate team with Exit Realty on The Rock, has been selected as a finalist for the Ernst & Young Entrepreneur of The Year Awards. Ernst & Young has been selecting recipients for these awards for two decades, looking at a variety of criteria from financial performance to personal integrity and community engagement. Williams began his career in real estate selling new home construction. After developing strong relationships with local builders and developers, he created a network of his own businesses to include land development, excavation and engineering, renovation and residential and commercial construction. Future Group now has 15 companies and approximately 100 employees. The companies within Future Group include Skymark Homes, the largest residential builder in the province; Baraco Atlantic, a

commercial general contracting company; Contour Atlantic and Greenmark Construction, both specializing in heavy civil construction. “I was told one time by an employee that I did not hire people, I adopted them,” says Williams. “That is something I will always carry with me and feel proud of. We run a ‘we’ show, not an ‘I’ show.” ■ ■ ■

Right At Home Realty recently announced that it has attained the top brokerage ranking in the Greater Toronto Area based on combined units sold. Combined units sold is based on the number of listings sold by a company and the number of purchases through a company. “This is a very exciting moment for me to see how we have grown within a short period of time to capture a leading 3.283 per cent of the market share,” says Howard Drukarsh, vice-president and co-founder. “Now with a Realtor population of over 2,400 members, we are Canada’s largest independently owned brokerage.” Don Kottick, president and broker of record, says the firm has been successful because of its ability to attract and retain experienced Realtors from the traditional brands through an innovative compensation plan and an attractive team offering. ■ ■ ■

The Nova Scotia Real Estate Commission suspended the real estate licence Joe Faddoul, broker of Precision Realty in Bedford, N.S. on August 29. The commission says Faddoul and the brokerage are prohibited from trading in real estate “pursuant to Commission Bylaw 610.” Local website thecoast.ca says that requires licencees to maintain proper records. Faddoul “is prominent in the local Lebanese-Canadian community, and is connected to some of the largest developers in Halifax,” says thecoast.ca. The website says the seven sales reps at Precision Realty were initially prohibited from working in real estate, but Precision’s licence was transferred to broker Edward Vigneau and the seven sales reps were reinstated. ■ ■ ■

Myron Martens

Kathy Wiebe

Scott White

Keith Monahan & Traci Tempany

Continued on page 6

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6 REM OCTOBER 2013

Multiple Listings

Andy Puthon named president of Coldwell Banker Canada V

Cover photo: WAYNE CROUSE

Real Estate LLC. “Andy Puthon is a strategic thinker who has a proven track record for franchise growth. This new direction in leadership reflects our commitment both to the growth of the Coldwell Banker brand in Canada and the success of our valued franchisees. Andy’s leadership ability, extensive market knowledge and depth of experience in Canadian real estate franchising and operations will be tremendous assets in realizing the brand’s full potential.” Puthon says: “I look forward to working with a talented Canadian team and leveraging Coldwell Banker’s extensive global resources to assist our affiliates to become more productive and profitable, and to provide a compelling vision for prospective franchisees.” The Coldwell Banker brand first came to Canada in 1993, originally as one of the brand’s first international master franchisors. Coldwell Banker Real Estate LLC acquired Coldwell

In the cover story about Mike Strange’s cross-Canada run (REM, September), the name of Kelsey Hill was misspelled. Mike Strange also would like to clarify that he didn’t say he was out to “finish” Terry Fox’s run, but that he wanted to run out of respect for Terry Fox and to raise money and awareness for Childhood Cancer Canada. REM

Sotheby’s forecasts strong high-end market

Andy Puthon

Banker Canada in May 2007. There are currently more than 200 independently owned Coldwell Banker residential and commercial franchised offices in every province across Canada and in the Yukon and Northwest Territories. Puthon and his management team will be headquartered in Burlington, Ont. A lifetime resident of Guelph, Puthon is well known in the community, where he restored a landmark heritage building and was awarded a Guelph Arts Council Heritage Award in 1990, the company says. REM

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Royal LePage Frank Real Estate broker of record Scott White says the company has expanded into Youngs Point, Ont. The new office is at 2-2095 Nathaway Dr., beside the Youngs Point General Store. Broker Traci Tempany and sales rep Keith Monahan have joined the Royal LePage team and will work at the new office.

Correction

Graphic Design SHAWN KELLY Brand Design SANDRA GOODER

otheby’s International Realty Canada is forecasting that the high-end real estate market will gain momentum in fall 2013, and expects several regions to transition into sellers’ markets before the end of the year. “We feel confident that Canada’s largest urban centres remain in exceptional positions heading into fall, with healthy market fundamentals from coast to coast,” says Ross McCredie, president and CEO of Sotheby’s International Realty Canada. The high-end real estate market gained traction in the first half of 2013 over the last half of 2012, with sales up 65 per cent in Vancouver, 67 per cent in Calgary, 61 per cent in Toronto and 29 per cent in Montreal in the single-family home category, says Sotheby’s. Luxury attached home sales in all four markets increased as the average numbers of days on the market declined. Sales of condos over $1 million were up in Vancouver, Calgary and Toronto. The company says key indicators for the fall market include strong national and regional economic fundamentals, as well as expected growth in the volume and diversity of international buyer demand for luxury real estate from regions including China, Russia, the Middle East, India and the United States. The Bank of Canada’s September announcement confirming interest rate stability will have a positive impact on the high-end market, says the forecast. Approximately 50 per cent of luxury buyers use mortgages to finance their homes. A significant portion of domestic and international investors also use mortgages as a strategic component of their investment strategy, says the company. Many international investors see the conservative fiscal policies of the Canadian government as a positive factor. It says entry pricing for luxury single-family homes in Canada’s major urban centres will remain stable at $2 million on average, with regional variations. The luxury condo market will remain stable across most Canadian markets, while Toronto’s high-end condo market is expected to strengthen. The forecast says that in spite of an upward trend in average sales price in several markets and several product categories, these prices will continue to find consumer support. REM

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eteran Canadian real estate executive Andy Puthon has been named president of Coldwell Banker Canada Operations ULC. Puthon’s mission will be to grow the Coldwell Banker brand’s presence in markets across Canada, the company says. Puthon has more than 35 years of industry experience, most recently serving as vicepresident of business development and strategic growth for Toronto-based Integra Enterprises, where he led restructuring, expansion strategy and implementation for the largest Re/Max sub-franchisor in the world. Previously, he spent 29 years with Brookfield Real Estate Services, working at all levels of the business, from agent and branch manager to franchising executive. Puthon rose through the ranks to become executive vice-president of Brookfield Real Estate Services, helping to grow the Royal LePage system in Canada, and he led Brookfield’s acquisition of Quebec-based La Capitale and U.S.-based GMAC Home Services and Real Living. “This marks a new day for the Coldwell Banker brand in the Canadian marketplace,” says Budge Huskey, president and CEO of Coldwell Banker

Continued from page 4

8 REM OCTOBER 2013

Taking his business to new heights

“It’s a unique form of marketing and since I want to get my properties ‘above the noise’, this sets me apart from the rest of the crowd,” says Michael Poczynek. By Dennis McCloskey

rince Edward Island sales rep Michael Poczynek does not believe in advertising his listings by just “putting a sign on the lawn until it rots”. The agent with Century 21 Northumberland Realty in Summerside, P.E.I. has taken to the skies to spotlight his property listings. The self-described “technology addict” calls himself a high definition real estate agent who markets property “socially and globally.” He occasionally uses some of the tried, true and tested methods of traditional marketing but he prefers to avoid what he calls the Four P’s: “Put up a sign. Post it on MLS. Pester for price reduction. Pray it sells.” This year he has been using an unmanned, remote control aerial drone QuadCopter to fly over large properties to film and photograph them. He shoots not only the acreage that’s for sale but also the surrounding area to give prospective buyers a bird’s eye view, including woodland, farmland, wetlands and sea. “It has become my new best friend,” says Poczynek as he demonstrates the tiny craft over oceanfront properties in Sunbury Cove, 18 km west of Summerside. “It’s a unique form of marketing and since I want to get my properties ‘above the noise’, this sets me apart from the rest of the crowd.” To get a leg up on the province’s approximately 230 other Realtors (he estimates two to three per cent of Realtors in North America are using drones) Poczynek uses a DJI Innovations QuadCopter Phantom II that he purchased online from Canadadrones.com in Mississauga, Ont. for about $1,500. It includes a GoPro mounted video camera. As he manipulates the joystick on a hand-held device,

he manoeuvres the light-weight drone with great agility off the ground at a rapid rate of speed until it disappears out of sight in the clear sky. He says the drone helicopter can go as high as 300 metres and as far as three to five km on one charge of the battery. It lasts about six minutes before he has to land it to recharge. He prefers to navigate his little air-borne machine at around 30 metres above the ground. This is Poczynek’s second drone helicopter – he lost the first one “somewhere over Miscouche”. He made sure the next one came equipped with a built-in GPS tracking device. “If I wanted to take a client up in a Cessna to view a property, it would cost $200 an hour and it’s $2,000 an hour in a helicopter,” he says. “I like this method because it’s costeffective and it keeps me safe on the ground.” When the drone lands, Poczynek removes the Sony camcorder and takes it back to his office, where he downloads the video and edits it for informational purposes and also, admittedly, for its entertainment value. Within hours he can provide a personal viewing of the edited product for a prospective client. He also posts the videos on YouTube as well as on his website, www.michaelshomesHD.com. To date, there have been more than 326,000 views of his P.E.I. real estate videos, which begin with the soothing sound of ocean waves lapping onto a beach. “A drone is the latest tool for selling real estate and it’s just a matter of time before more companies will provide this niche service for Realtors,” says Poczynek. Some sales reps have called him to ask if he would provide the service for their clients but his schedule does not allow for that. He says that the post-

Michael Poczynek with his DJI Innovations QuadCopter Phantom II (with a GoPro mounted video camera). (Photo by Wayne Crouse)

production editing could prove daunting for some, and some Realtors might find it difficult flying the drone. He says it’s a bit tricky landing the craft – one time he flew it into a telephone pole – but the durability and stability of the drone is very good and no harm was done. Poczynek has lived in P.E.I. for 16 years, having moved from Burlington, Ont., in 1997 when he met someone from the island. His business background in Ontario started in the early days of the Internet and he spent a number of years with a technology company working in corporate electronic setup, followed by 13 years in software development.

When asked what he likes about life on “God’s Million Acre Farm” he says the laid-back lifestyle of islanders provides for a relatively stress-free environment where it’s virtually crime-free. And he finds the weather is better than in Central Ontario. He became a videographer in 1997 and he is constantly educating and updating himself in the fast-changing world of Internet and video technology. When speaking of search engine optimization of his videos, he says the up-and-coming thing is hypersyndication, whereby videos can be published to hundreds of websites. Asked to name the biggest

advantage of using a drone, Poczynek says his clients love seeing the aerial videos but also he likes that his marketing videos of P.E.I. real estate are international in scope. “Islanders are very accepting of this technology,” he says. “And my clients are very excited about it but the videos are also seen around the world.” He says his drone has generated interest and publicity from a number of local and international media outlets. His point is illustrated when, during the interview with REM, he takes a call on his cell phone from a CBC reporter asking for an interview. Onward and upward!

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10 REM OCTOBER 2013

Unique marketing plan sells home fast By Connie Adair

or Realtor Sue Anfang, one small comment was all it took to spark an “overthe-top” marketing campaign for a home she had listed. It encompassed everything from a dedicated website to the type of candy in a bowl at her open house. The campaign resulted in multiple offers, with the house selling in six days for $75,000 over the asking price. Anfang, a sales rep with the Mike Clarke Team, Keller Williams Advantage of Toronto, was chatting with the homeowners when one of them said neighbours referred to their semi-detached home as “The Mint House” because of its light green exterior colour. From there the campaign took on a life of its own, says Anfang, who worked in the marketing and advertising departments for such corporations as Coke and IBM prior to becoming a Realtor. She created a plan focusing on lifestyle branding and carried that branding throughout all of the marketing materials.

The Internet is a strong component of any marketing plan and www.theminthouse.com let potential buyers get a good feel for the home and area, she says. The site offered a wealth of information about the decluttered and staged house and many professional photographs. “People want to be sure they’re interested in a house before they make a commitment to see the property,” she says. That’s why it’s important to include lots of professional photographs of the home. “Sophisticated buyers spend hours researching homes on the Internet and the number one thing they want are lots of pictures of the home. Professional photographs help motivate agents to send your listing to their buyers, and will encourage buyers doing their own on-line research to pick up the phone and book a showing,” says Anfang, whose husband Rusty’s company, Amrchair Open House, does the photos for her marketing materials. The website copy is also an

important way to encourage action on the part of potential buyers. “This home has a welcoming atmosphere that will make you want to stop and linger. So settle in with a cup of coffee or tea, and take a peek inside this wonderful home, then call us to book a showing,” the website says. Valuable information for the marketing plan can be gleaned by asking simple questions, such as what do you like about the house? What is special about the house? What do you love about living there? What do you love about living in the area? They’re easy enough questions for a Realtor to ask a seller, but asking those questions “gets rich information and helps (you) emotionally tap into the appeal of a house,” Anfang says. The challenge of marketing The Mint House was mainly timing. Because the homeowners purchased another house first, theirs had to be sold in the summer and during nearby road construction, which limited the amount of driveby traffic.

Sue Anfang

To get the local market involved, neighbours and their friends and family were targeted. A neighbourhood teaser campaign was launched and Anfang delivered over 100 “mint bags”, each containing a business card, a photo of the house, mint candies and the website address. All of the marketing materials were branded with The Mint House website. Neighbours were also invited to a wine and cheese open house.

Choosing holiday gifts for your clients

or Realtors, any time is giftgiving season. Saying thank you to clients is a way to build good relationships. However, with the upcoming holiday season, now is the time to plan your giftgiving strategy. “Gifting is one of the great investments in the relationships that make your business successful,” says Stephen Sloan, director, Business Gifts Division at gourmet gift company Harry & David. “Showing gratitude is one of the greatest ways that we can reinforce the behaviours of our clients and employees who help us build our businesses, so use the power of gifting to help you reach your goals.” Sloan offers some tips to make your gift-giving experience easier and to ensure you get the most value for your dollar. Think about how your revenue comes to you. Who are the people and what are the actions they take that contribute to your success? Think about how gifting might

help make that person feel really good that they helped you in the past and will get them to think about helping you in the future. Time the gift for maximum impact. The closer you can link the gift to the behaviour that you desire, the greater the reinforcement value. Break your best relationships into a few tiers of value. For your most valuable clients, consider giving them a more valuable gift, then step down the value of gifts for the lower-level relationships that are still important to you. If there is a connection between customers and they might compare notes, consistency of gifts plays a more important role. It’s not the dollar amount that matters, but the gratitude expressed along with the gift. Include a personal greeting that mentions what they did for you and what that meant to you. Make your list of clients and try to prioritize them by opportunity

for future value. Think about where the gift might gain you the most future value. Select a gift in a price range that allows you to make a bold statement about how much you value your key relationships and that lets you spread your gratitude across the greatest number of your valuable contacts as possible. If you can, personalize the gift somehow so that your perceived investment in the gift is greater. The greater the perceived investment, the greater their gratitude and willingness to reciprocate in the future. Use greeting cards with your own message, or logo and message, or use a gift company’s customization programs. When choosing the actual gift, appeal, thoughtfulness and enjoyability should be taken into account. For example, chocolate and fruit will be more popular than a coffee mug. The goal is to link your name and gratitude with a fun experience.

Start with the taste buds. Food is one of the easiest gifts to give, and fruit is a good choice. It is something that is appreciated regardless of culture and religion. Focus on something that the recipient can share so that they also get to enjoy the experience of giving. Gifts your customer can share with their entire office spreads your goodwill and your name widely and also gives your recipient a great experience. Avoid disappointment when ordering over the Internet. Depending on the size of the order, some companies will provide a free sample. It never hurts to ask. Choose a company that has a strong brand reputation to protect – most companies have solid guarantees but larger brands have a greater investment in their reputation and will usually go the extra mile for customers. Keep the process as simple as possible so you can enjoy the season REM too. – Connie Adair

It’s not something Anfang always does, but in this case, it was important to the sellers, she says. “Some people don’t like neighbours in their open house, but these (homeowners) wanted a buyer who would fit in with their friends” so their neighbours were welcome. Luckily the road construction that was at first considered an obstacle, wasn’t. The main intersection was closed and traffic was rerouted on to the Mint House’s street and past the For Sale sign. The marketing plan also included brochures, area information and 2,000 Just Listed postcards that were distributed in the neighbourhood. The Internet component included social media. Candy dishes at the open houses were filled with, what else? Mints. The house was listed on a Monday, flyers went out on Tuesday and open houses were held for agents, neighbours and the public. The company’s agents toured the house during the regular brokerage tour. The house sold in six days. After the house sold, the “schools” page on the website became the “marketing plan” page. The website, which outlines exactly what Anfang did to sell the house, now acts as her portfolio. When the house was for sale, the site had about 400 hits, but since it sold, the number of hits doubled. She says her clients, who are happy with the results, have told friends, who have told their friends. She has also told clients and potential clients about the site and they have checked it out. To see Anfang’s site for yourself, visit www.theminthouse.com. REM

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12 REM OCTOBER 2013

Farmland values to moderate, says Re/Max

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hile Canadian farmland values posted serious year-over-year increases in most rural communities, lower commodity prices are expected to temper appreciation in coming months, says a report by Re/Max. Limited inventory levels, reported in virtually all agricultural centres, continued to contribute to strong upward pressure on the price per acre in 88 per cent (15 of 17) of the markets examined in the report. Peak commodity values and low interest rates created the ideal climate for expansion over the past 12-month period, spurring unprecedented demand for farmland, it says. “No real fallout has been experienced as a result of diminished commodity values so far this year,” says Gurinder Sandhu, executive vice-president and regional director, Re/Max Ontario-Atlantic Canada. “Yet, some moderation is likely, given several years of backto-back record-setting gains. Some investment funds have already scaled back on purchases, still moving ahead but at a more cautious pace. We expect the trend to continue, with prices stabilizing at current levels. Demand, on the other hand, is expected to remain healthy for the foreseeable future, given the positive long-term outlook for global agricultural markets.” To date, percentage increases in land values range from market to market, with the greatest upswing noted in Saskatchewan and Alberta, says the report. In the east, gains were strongest in London-St. Thomas’ Middlesex West area, followed by Windsor/Essex County and Kitchener-Waterloo. Only the Annapolis Valley in Atlantic Canada and the Fraser Valley in British Columbia reported that prices held firm year-over-year. Cash cropping land continues to be most sought-after, with bare land in greatest demand (no buildings or residences). Tiled and irrigated land for specialty crops are

also fetching top dollar. Premiums continue to be paid for tracts abutting or adjacent to existing farm operations. Livestock farmers are also getting into the cash-cropping business, with some in Western Canadian markets converting good pasture land to grainland. “The primary drivers in the market continue to be end-users – established farm operators expanding existing operations,” says Elton Ash, regional executive vice-president, Re/Max of Western Canada. “Be it cashcropper or livestock farmer, the economies of scale continue to support expansion. There are many buyers waiting in the wings, but momentum is hampered to some extent by a shortage of farmland listings. Investors – both institutional and individual – are still active in Canadian agricultural centres, but their presence has subsided in recent months.” The Re/Max report also found that private and exclusive transactions still account for as much as 50 per cent of farm sales, with deals among neighbours commonplace. Some multiple offers have been reported, but most properties are moving at or close to fair market value. While demand remains exceptionally strong, there is some evidence that cooler heads are now prevailing, says the report. There has been an increasing number of properties that did not move at tender or auction, only to sell for good prices on the open market – indicative that buyers are exercising greater caution and diligence. The lack of success at tender/auction may also provide a much needed but modest boost to farmland listings going forward, says Re/Max. “Whether it’s owning, renting, investing or securing farmland for residential purposes, it’s clear the market for Canadian farmland remains strong from many angles,” says Sandhu. “ The long-term confidence in the performance of Canadian farmland from both an investment and agricultural perspective remains strong.” REM

14 REM OCTOBER 2013

he Association of Saskatchewan Realtors (ASR) welcomed a national team of real estate educators for their final meeting as the Alliance of Canadian Real Estate Educators (ACRE) in Saskatoon recently. Representatives from seven provincial real estate associations met for ACRE’s closing gathering as they transition their operations to a new enterprise, the Canadian Real Estate Virtual College Project (VC). ACRE has been a Canadian partnership of provincial and territorial real estate associations that worked together to develop and provide education materials for all real estate professionals. ACRE’s impact on real estate education in Canada has been significant and its legacy will live on through the Virtual College, says ASR in a news release. VC is another collaborative venture of various real estate associations across Canada that envision a national virtual college for online education. The mission of VC is to create an institute or vehicle to facilitate the delivery of this online education to members of organized real estate in Canada and potentially to other markets, primarily via online technology. “Virtual College is labeled as ‘virtual’ as it’s anticipated it will have a small physical footprint and focus on online courses and training,” says Bill Madder, CEO ASR and chair of the Virtual College governing committee. “It’s a natural evolution from ACRE to Virtual College, from developing materials to now concentrating on making them accessible and user-friendly.” ■ ■ ■

Brad Scott is the new CEO of The Real Estate Board of Greater Vancouver (REBGV). He replaces outgoing CEO Bob Wallace, who retired on August 30. Scott has served as the real estate board’s chief operating officer since 1991. “He is respected for

his leadership skills and deep knowledge of the real estate profession, governance practices and quality processes,” says the board in a news release. “Our board has been a part of Metro Vancouver since 1919, growing with the cities and municipalities around us. We believe Brad possesses the talent and qualities that will take us into the next phase of our future,” says Sandra Wyant, REBGV president. ■ ■ ■

The real estate associations of the four western provinces have donated $20,000 on behalf of the Banff Western Connection to the Canadian Red Cross Alberta Floods Relief Fund through CREA’s Realtors Care Foundation. Realtors from across Canada have been meeting at the Banff Springs Hotel for 12 years. Many of the hotel staff live in Canmore and were directly affected by the spring flooding. “We reflected upon the strong ties that have been forged between our members and the staff who make their homes in Canmore, a community that was particularly hard-hit by the flood and we agreed to contribute $20,000,” says Alberta Real Estate Association CEO Dan Russell. ■ ■ ■

Realtors are paying for heating systems to be installed in 26 Habitat for Humanity homes in Manitoba with a $52,500 donation from the interest earned on broker trust accounts. Manitoba Real Estate Association (MREA) CEO Brian Collie says that every year hundreds of real estate transactions require that funds be put in trust for short periods during sales transactions. The interest on those funds creates an excess and MRERA applies to the Manitoba Securities Commission for approval to direct these funds to housing-related projects in Manitoba. ■ ■ ■

The Appraisal Institute of Canada (AIC) and Public Works and Government Services Canada (PWGSC) signed a five-year Memorandum of Understanding during AIC’s recent annual conference. It renews a long-standing partnership that provides professional real estate and related property advisory services for the federal government. “As a real property service provider, PWGSC is entrusted with exercising sound stewardship through maintaining and maximizing value of buildings, properties and an extremely wide range of assets,” says Gérard D’Aoust, acting chief appraiser of the Valuation Program at PWGSC. “A key component of all real estate decisions is based on the market value of the property. We also require the market context, which can identify the risks associated with these investment decisions. Having professional, objective, high-quality appraisals from AIC-designated members is critical before any decisions can be made.” The Government of Canada is the largest property owner in Canada. Many of its properties are unique and add significant complexity to the valuation services required, such as the High Arctic Research Stations, historical sites,

national parks and international infrastructures that result from trade agreements. During the past five years alone, PWGSC issued more than 1,900 appraisal/valuation contracts, valued at more than $10.5 million. ■ ■ ■

The Kitchener-Waterloo Association of Realtors (KWAR) has raised $20,707 for Lutherwood’s Safe Haven Shelter. The money was raised at the association’s 20th annual charity golf tournament. Located at Lutherwood’s Betty Thompson Youth Centre, the Safe Haven Shelter offers Waterloo Region youth a safe alternative to living on the streets. The program offers immediate admission and service for up to 10 youth on a 24hour/seven day a week basis. ■ ■ ■

With a $5,000 contribution from the Association of Regina Realtors (ARR), this year’s ARR Annual Charity Golf Tournament raised a record $15,425 for the North Central Family Centre’s Youth Empowerment Program. That’s $1,200 more than last year and brings the total ARR has contributed to the NCFC over the past eight years to more than $85,000.

The Medicine Hat Realtors Charitable Foundation donated $15,000 to the United Way of SE Alberta for Medicine Hat Flood Relief. All of the funds raised by the United Way will go to assist hardship cases now that are affected by the flood. Back row from left: Patrice Morrison, vice-president; Tim Seitz, governor; and Sandy Kapeller, governor. Front row: Governors Shelley Benesch, Pat Jamieson and Fran DeWever; Randeen Bray, executive director; and Linda Woodside, president.

The Association of Regina Realtors raised a record $15,425 for the North Central Family Centre’s youth Empowerment Program this year.

Proceeds from this year’s tournament will purchase lawnmowers, shovels, rakes and a trailer for the centre’s Clean The Neighbourhood Project, as well as books and supplies for the Children’s Literacy Program. “Our goal is to ensure that our youth will someday have decent jobs, comfortable housing and a safe neighbourhood in which to raise a family,” says Sandy Wankel, the North Central Family Centre’s founder and executive director. ■ ■ ■

The Newfoundland & Labrador Association of Realtors has awarded Bruce Mullett, managing broker of Exit Realty on The Rock, with an Honorary Life Member award in recognition of his outstanding achievements in the real estate industry. “I do have to say this award is not mine alone. It belongs to all of the people with whom I served on different boards and committees who helped move things forward for our profession,” says Mullett. “Bruce’s contribution, dedication and involvement in defining real estate education programs and standards for the province is exemplary,” says Anne Squires, franchisee of Exit Realty on The Rock. REM

From left: Bill Allen, Lutherwood board member; Donna Buchan, Lutherwood Child and Family Foundation executive director; Lynn Bebenek, KWAR first vice-president; and Neil Strickler, a member of the KWAR Board of Directors.

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16 REM OCTOBER 2013

Dishonesty vs. misconduct LEGAL ISSUES

By Donald H. Lapowich

n a recent case, the principal of a brokerage firm acted for individuals who bought a number of properties and relisted them shortly thereafter at a highly inflated price. Mortgages were then taken out and inevitably the mortgages went into default, so the lenders sustained losses. The Registrar under the Ontario Real Estate and Business Brokers Act moved to revoke the broker’s license and his company’s registration. The License Appeal Tribunal was not pleased with the broker’s behaviour but decided that he could keep his license because his conduct merely demonstrated a lack of understanding and wilful indifference to the obligations of a registered broker. This caused the Registrar to appeal to the Divisional Court, which upheld the reasons of the tribunal. The Registrar then took the case to the Court of Appeal. The Court of Appeal acknowledged that the broker had acted in the real estate industry for many years without any incidents. His conduct in these events however, required him to have further education and guidance regarding his responsibilities and issues facing the real estate industry. The appeal court stated that the tribunal was satisfied that there was wilful blindness and recklessness. However, the court upheld the tribunal’s decision that the broker did not actually turn his mind to the “fraud” that was taking place by the broker’s client. The Court of Appeal also reasoned that the tribunal was satis-

fied that there was misconduct because of a failure to appreciate the scope of one’s duties, but this did not amount to dishonesty. The Law Society of Upper Canada has disbarred a number of individual lawyers or punished them in other ways for acting for clients engaged in what is called an Oklahoma deal. To attempt to curtail this type of practice, the Law Society has held that real estate lawyers should know or “ought to have known” that these property flips were dishonest because of the sharp increase in the price of the property when it was resold, and the fact that the mortgage is significantly larger than the equity available in the original purchase. (Baxter v. Registrar (REBBA), 2011 ONSC 2497) ■ ■ ■

In another recent case, the plaintiffs were landowners and sought injunctions restraining the construction of industrial wind turbines on farmlands. They also sought damages for negligence, nuisance, trespass and strict liability. The wind project was not yet under construction and legal approval had not been given. The plaintiffs introduced evidence that the harm already incurred was lost property values and the interference with use and enjoyment of the land. The Ontario court dismissed the actions. The claimants were unable to show that there was a cause of action. Damages could not be awarded without a cause of action giving rise to liability. The loss of property value, which is not linked to the defendants’ conduct and the inability to prove that the wind project would be built meant that the court found there was no harm to be redressed. (Wiggins v. WPD Canada Corporation, 2013 ONSC 2350) 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 and lawyers. REM

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18 REM OCTOBER 2013

Are you trying to do too much? By John Pasalis

n spite of the rapidly changing world around it, the residential real estate brokerage industry is one of the few remaining “mom and pop” businesses. While traditional brokerage brands give the industry the veneer of big business, our industry is made up of tens of thousands of individual Realtors, all working independently to build and operate their own small businesses. The traditional real estate industry has long positioned agents as the consummate do it yourselfer, lauding the benefits of being your own boss and doing things your way. Tellingly, one of the largest suppliers of real estate support services is called Lone Wolf. Some of residential real estate’s biggest com-

panies are third-party suppliers to individual agents. All of which points to the reality of the self-empowered agent behind the wheel, driving like mad, tasked with a mind-boggling number of disparate things to get done well on any given day. Today’s successful agent must be a great lead generator, analyst and administrator. They are advised to have a social media marketing plan, a marketing action plan, a buyer plan, a seller plan, an after-sale plan and a referral plan. And, they must continue to develop the complex skills involved in advising clients correctly, bringing deals together and winning negotiations. Ten years ago, Realtors competed directly with other Realtors, normally within well-defined geographical boundaries, by farming a neighbourhood or knocking on doors. Today, the Internet is the ultimate mediator of the businessclient relationship. And the impact is not restricted to Gen X and Y agents – even the Baby Boomer agent who has built her business

face-to-face may find herself being vetted online by a referral or see her clients comparison shop via Google before signing on. An entire industry has emerged around the business activity of generating leads online and selling them to Realtors. These newest third-party big businesses have more resources – capital, yes, but more importantly, talent – at their disposal to test and refine the most effective e-marketing strategies targeting buyers and sellers. Delivering service is another core business activity undergoing massive change. While the vast majority of home sellers still choose to have a Realtor co-ordinate and represent them throughout a transaction, the fact that they could just list their home themselves on the MLS has fundamentally changed what they expect to get from a Realtor. Just getting a home sold is no longer going to cut it. The entire home buying and selling experience must be delivered in a way that materially protects and advances client interests while

ensuring that clients feel in control and empowered throughout. Here, the ever-evolving art and science of business operations – from checklist automatization to client relationship management (CRM) platforms – has a lot to offer, but today’s agent will have to draw on yet another set of skills to make the right bets. There is nothing riskier for a business than undergoing an ambitious technological project. An adaptive response from today’s agent is to focus only on the tasks that you are uniquely suited to do, leveraging the expert skills of others to do the rest. One strategy is to expect more from your brokerage. While traditional brokerages have limited their role to offering the training and tools enabling agents to do things themselves, some forward-thinking brokerages are taking over responsibility for different aspects of an agent’s “must do well” task list, from lead generation to the marketing of listings. The best brokerages offer a distinct talent advantage in deploy-

ing superior business strategy, effectively bringing third-party strengths in house and bettering them. Another strategy is to partner more strategically. Traditionally, agents have partnered with other agents to provide cover, much as a substitute teacher allows for sick or vacation days. Today’s agent should partner with someone whose skills complement their own when it comes to building a business and potentially open up your search to people outside the real estate industry. Any improvements will likely result from asking yourself a key question – in reviewing your annual growth plan, are you making any self-limiting assumptions about building your business on your own? John Pasalis is the president and broker of record of Realosophy Realty Inc. Brokerage in Toronto. Website: www.realosophy.com. Contact: john@realosophy.com REM

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22 REM OCTOBER 2013

SALES COACH

By Bruce Keith

istening skills have always been a major component of being a great salesperson. The introduction of the cellular phone has improved our availability immeasurably, but with every improvement, there is always a downside. I’m sure this has happened to you: You are having an important discussion with a business associate. Their cell phone goes off and they answer the phone. You feel slighted because whoever is calling is obviously more important than you are. (At least, that’s how they made you feel.) Your feelings are quite justifiable. How do you think your clients

How to stand out must feel when we do exactly the same thing...when we answer our cell phone in front of them? How to handle this? For your next face-to-face customer interaction, why not show them how significant they are by doing something totally different? Here is a great strategy to show them that they are really important. 1. Take your cell phone to the meeting with you and put it on the table in front of you. 2. As your meeting begins, turn your cell phone off right in front of your customer and say, “I’m going to turn my phone right off so we won’t be disturbed. I don’t want there to be any distractions for the next few minutes.” Critical point: Putting your phone on vibrate is not the answer. Turn it completely off in front of them, tell them what you are doing and tell them why. The whole idea is to demonstrate that they are the most significant individual for you at this particular point in time. Some sales reps have said to

me, “Bruce, I just leave my phone in the car.” This approach is much more meaningful. By taking your phone in with you and then turning it off right in front of them, now they know, “He thinks I’m important.” Start today. Show them that you are a great listener. No excuses. ■ ■ ■

Go for it: One of my longtime coaching clients recently shared a dilemma he was wrestling with. “Bruce, I have a goal to invest in a rental property before the end of the year but I am rather torn.” “Why?” I asked. “Because I saw this Corvette last night that is exactly the same as the one I have on my Dream Board. I can’t really afford both so I am wrestling with logic versus emotion.” That’s a happy problem but it is not really a problem at all! If you decide that is what you want, you can have both... the rental property and the car. The beauty of being a commis-

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sioned salesperson is you control how much you earn. No one tells you how big your next paycheque is going to be. You are 100 per cent in charge of how much you earn and how quickly you earn it. When you take on the responsibility of being a commissioned salesperson it’s like your employer gives you a blank cheque. You write in the amount you want and then you go out and earn it. This is a simple business. I did not say it was easy. That’s why being on commission is so lucrative. There is no other profession in the world where you can predetermine what you are going to earn and then go out and make it come true. This sales tip is designed to remind you of two things: 1. That you are completely in charge of deciding what you want. It’s up to you. You have all the control. 2. Your activities must be in line with your goals. Put enough on your “conveyor belt” every day and practice your skills every day

and you will win every time. The next time you feel you have two options – “I can have this or I can have that.” – consider a third option. Why not have both? The best part of being a commissioned sales rep is not the freedom it offers (a separate topic and we all know that is a myth). The best part is the opportunity to decide upon and realize your own level of success and consequently your earnings. No need to complicate things. You decide. No excuses. Bruce Keith is a leading trainer for sales organizations in North America. He was trained in the corporate world as a marketing and sales manager for 15 years. His education then moved to 25 years in the real estate industry, 10 years as a successful sales rep followed by the last 15 years as a keynote speaker, seminar leader, author and one-onone coach. His high energy coupled with a “No Excuses Accountability” approach has helped thousands increase their production significantly. He says, “It’s all about Results”. www.BruceKeithresults.com REM

24 REM OCTOBER 2013

GREEN REAL ESTATE

By Elden Freeman

s temperatures drop and the autumn leaves begin to blanket the earth we collectively embark on our migration to the warmth, comfort and protection of our indoor spaces. According to Health Canada, we spend about 90 per cent of our time indoors at home, at work or in recreational settings such as shopping malls, restaurants and gyms. We often talk about outdoor air quality and pollution but what do we know about indoor air quality? Given that fall is the prime time for sealing up our homes in an effort to make them more energy efficient, a look at the health of our indoor air is fitting.

Indoor air quality Mould lives in damp environments. It might look like a stain and appear in different colours. Sometimes, though, mould is not apparent and instead there is a musty smell. High concentrations of mould spores inside your house can lead to adverse health effects such as coughing, wheezing and shortness of breath. If the amount of mould isn’t too large, consider fixing the problem yourself. Health Canada recommends using water and dish detergent. Bleach isn’t necessary. Once that’s done, you’ll need to address the cause. There are other ways to prevent mould growth such as ensuring that your clothes dryer hose is properly vented outdoors or by repairing basement, roof and pipe leaks immediately. Radon, which is a radioactive gas created in nature, is often found in basements and crawl spaces, where there is poor ventilation. These locations also tend to be closer to the source of radon, which is created by decaying uranium found in soil, rock and water.

Radon can enter a house through cracks in the foundation or gaps around pipes. Because radon is invisible, odourless and has no taste, the only way to know for sure if you have it is to do a DIY test or call in a professional. Formaldehyde is a colourless gas that at high levels emits a sharp smell and irritates eyes, nose and throat and can worsen asthma in children. Low levels of this gas are extremely common indoors. Formaldehyde comes from cigarette smoke, fireplaces and woodburning stoves; paper products such as wallpaper and cardboard; paints, adhesives and floor finishes and pressed wood products used in home construction projects, furniture and cabinets. The best way to control formaldehyde in your home is by not smoking indoors, ensuring your fireplace and woodstove are in good working order and by letting products containing formaldehyde air out before bringing them into your home. Carbon monoxide is odour-

less, tasteless and colourless. Encountering low levels over long periods of time can be dangerous, but high levels can lead to death. Low-level exposure might feel like the flu. More extreme exposure can result in chest pain, confused thinking and dizziness. It’s essential that you keep fuel-burning mechanisms and appliances well vented. It’s important to maintain your fuel-burning devices, never idle vehicles in your garage and don’t smoke indoors. Invest in a carbon monoxide detector. The following are other general ways to bump up your indoor air quality, according to Health Canada: • Keep adequate ventilation, especially in rooms with excess water such as bathrooms. • Monitor and control humidity levels. • Fix leaks and cracks in walls, floors, roofs and basements. • Immediately clean any mould found growing in your home. • Keep your home clean by

dusting and vacuuming regularly. • Keep the door between your garage and home closed. • Do not store paints, solvents or varnishes inside your home. • Coat or seal furnishings made from particle-board or mediumdensity fibreboard. Learning about the condition of the air inside your home might just be the perfect winter project. There are plenty of great online sources from which to obtain more information. For starters, try Health Canada, www.lung.ca and Canada Mortgage and Housing Corp. 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. 1-877-524-9494; www.nagab.org; elden@nagab.org. REM

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26 REM OCTOBER 2013

AS I SEE IT FROM MY DESK

By Stan Albert

oo many people still believe that all you have to do to make a lot of money is get a real estate license. In recent years, provincial real estate regulators have mandated that students can opt to do the courses online. Many of us brokers and managers see that registrants are graduating with a naive belief that they have enough knowledge to trade in real estate. Having participated in many training sessions with these graduates, I find they have illusions of quick successes in our business. They are mostly ill-prepared to write an offer or even a listing information sheet. Brokers and managers must go over the basics of what we, as professionals, must practice, including ethics fundamentals. Here in Ontario, there’s a movement afoot to ensure that an ethics course is included in the basic courses offered. We’ll wait to

How to make a ton of money see when that will happen. The Mandatory Update, now online via the Real Estate Council of Ontario, is simply not enough. The value of understanding fully the Codes of Ethics that we’re governed under will lead to a more skilful and successful business – and avoid confrontations with your colleagues and the public. Students seem to believe that once they have their licence and take the mandatory additional courses two years hence, the leads necessary to generate income will naturally fall from their personal data base (their sphere of influence). A great many lack ambition and the drive to succeed in a commission-based world. I’m dumbfounded by the vast numbers of agents who are bewildered by all the paper work, details and technology that is necessary to produce a generous income. Practicing filling out these forms leads to one becoming more of a professional, once they understand fully the content of the forms that are intended to protect the consumer and themselves. It was said many years ago that 70 per cent of the business is done by 30 per cent of the agents. A few years ago someone determined that this ratio had changed to 90 per cent of the business being done by 10 per cent of the agents. Some registrants get it right away. They want to be in that 10 per cent and have the drive to get there.

To get “it”, take the in-house training your broker offers and use it. A new agent cannot take the training being offered lightly. Drifting in and out of sessions without a valid reason won’t help your career. Brokers are putting their money on the line in hopes that all the training will result in deals and

There were many other success stories from that class about calling tenants. Real estate is a tough business to understand and yet it’s profoundly simple. Simple in that you have to have great numbers of people to call. A personal sphere of influence list doesn’t cut it.

Having participated in many training sessions with these graduates, I find they have illusions of quick successes in our business. They are mostly ill-prepared to write an offer or even a listing information sheet. listings. Sure you’ve taken a big risk by perhaps leaving another job, but think of the risk the brokers take in helping you develop your career. It’s huge! So use the training given and you will get the results you are looking for. A prime example of a success story in our office is a first-year agent who was taking one of our courses about phone canvassing apartment units. The agent called 145 tenants and had many come out to his open house. One tenant actually bought a home from him and the agent wound up with a number of qualified buyers. Was it hard work? Yes. Did he use the scripts provided? Yes.

Registrants have to understand the product by getting out to see it, as I wrote in one of my recent columns. They have to run successful open houses regularly and follow up on the leads. Look, this article and others that you may see in REM or online offer the same suggestions and offer many scripts to follow. But the simple truth is that leads, listings and/or offers will not fall out of the sky. Yes, you can make a ton of money in this business if you treat it as a business. Recently one of the agents that I coach was very proud that he had done eight transactions in a month. I praised his work

ethic. I asked him how he saw this business. His reply was: “I see it as a way to make a lot of money!” I agreed. Then we sat and talked about how he has to look at what he does as a business to ensure he continues this success. We explored several options over the next hour or so and formulated a plan to make sure his recent success will be sustained for months and years to come. I used the analogy of how some professional ball players can have several years of great success and then suddenly their careers go into a tailspin – and not just because of injuries. They either forgot the fundamentals or they just didn’t stay in physical shape – or they didn’t listen to their coaches. While this business is primarily about making money, it is also about building relationships and loyalties – and that’s how you build your business over the years. But first, you have to be willing to participate in all the invaluable training offered by your brokerage, listen to your mentors and start putting the building blocks in place that will ultimately result in success and longevity in our profession. 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 his 43rd year as an active real estate professional. REM

28 REM OCTOBER 2013

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n Internet series called TED talks is a fascinating diversion these days. The other evening I was scrolling through the latest of the TED talks and came across Russell Foster speaking on the subject of sleep. Foster is a circadian neuroscientist who studies the sleep cycles of the human brain. While listening to Foster’s lecture, it occurred to me that having a successful real estate career can be greatly aided by paying attention to one’s sleep habits and improving on them. This may seem contrary to the image of a hard-working agent who never rests, but research suggests that spending quality sleep time is actually time well spent. Sleep is the single most important physiological activity of the human brain. A person living to the age of 90 will have spent 32 years asleep. Interestingly enough, the brain does not shut down during sleep, quite the contrary. There are some areas of the brain that are more active during sleep. Some genes are only turned on during memory consolidation periods of sleep. Our society is sleep deprived. We live in an aura of artificial light that affects natural sleep cycles. As a result we keep strange hours. We suffer from jet lag, shift work, latenight computer addictions and various other factors that limit the time resting. Margaret Thatcher famously said, “Sleep is for wimps”. According to Foster and other neuroscientists, Thatcher couldn’t be more wrong. So, what happens when we don’t get our eight hours of proper sleep? Lack of sleep has a real nasty

downside. For starters, things like mood change, stress, anger, impulsive actions, chemical dependence, lack of concentration, poor memory and lack of creativity will result from sleep deprivation. Heart problems, obesity and even mental health problems such as bipolar disorder, depression and schizophrenia have been linked to lack of sleep. For a Realtor, any one of these side-effects of the lack of sleep can really impair the ability to fulfill the job description. On the other side of the coin, getting proper sleep will give you many of the attributes for a successful career. Sleep increases concentration, attention, decision making, creativity, social skills, maintaining a healthy weight and overall cardiovascular health. A study conducted in 2007 by researchers Turner, Drummond and Brown showed that working memory was clearly reduced by 38 per cent when one was sleep deprived. Another University of California psychiatry study of more than one million adults found that people who live the longest reported a regular sleep habit of seven to eight hours. Having good regular sleeping habits pays big dividends in health and effectiveness. Some cultures have the accepted practice of taking an afternoon nap after lunch. Despite stereotypes and social bias, this is not a sign of laziness. Studies have demonstrated that taking a short “power nap” actually helps in overall wellness. The “siesta” has been associated with a 37-per-cent reduction in heart disease. The idea of the “power nap” is not new. Salvador Dali, the famous surrealist painter, would often sleep in a chair while holding a spoon. When he went into the sleep phase, his hand would loosen and the spoon would fall. The noise would awaken him, and he felt refreshed and ready to work again. Recent studies have proven that short naps during the day can be as good for some types of memory tasks as a solid night of sleep. NASA has conducted numerous studies and research into the effects of sleep patterns as part of its

interest in the effects of space travel. The research has confirmed the importance of naps for memory, alertness, response time and other cognitive skills. This is a far better outcome than a sleep deprived individual having his brain shut down into the phenomenon known as microsleep. Many industrial accidents and traffic tragedies have been caused by micro-sleep. We have all experienced the uncontrollable experience of micro-sleep during a boring lecture, an overly long sermon or an early-morning sales meeting. It’s that feeling when your eyes begin to close and your head slowly begins to drop despite your best efforts to engage your attention. So, how do we create the atmosphere conducive to healthy sleep? Foster suggests reducing exposure to light a good half an hour before sleep. Have a dark room with a slightly cool temperature and don’t drink coffee after 3 pm. Perhaps brokerages should provide a quiet dark room for those who need a power nap in the midafternoon and remove the stigma of short rest periods during office hours. It might provide as much benefit as an in-house gym, or caféstyle office area. That being said, having a power nap during a quiet open house is not recommended practice! The conclusion in all of this is; if you want to be your absolute best in the real estate business and achieve greater success through capitalizing on your full potential, remember that quality sleep is a scientifically proven, valuable and important tool in achieving your goals. The plus side of developing and maintaining good sleep habits far outweigh the negative results of sleep deprivation, regardless of what our current social mores may be. Writer and journalist Tim Butcher once wrote, “Sleep is God. Go worship.” Rest well! Ari Lahdekorpi is managing broker at Re/Max Select Properties in Vancouver. REM

30 REM OCTOBER 2013

Good Works S

ales rep Mary Thomson, 73, has once again proven that age is no obstacle to a determined spirit. This summer she completed the 150-km MS Bike for the 10th time, cycling 75 km from Grand Bend to the University of Western Ontario in London, Ont. for a night of festivities before cycling back to Grand Bend the following day. Thomson, a sales rep with Sutton Group - Select Realty in London, raised more than $3,000, bringing her 10-year total to 1,500 km of riding and

$20,000 to assist MS victims. “We so admire those who are riding with early signs of the disease and hope soon more answers will be found,” says Thomson, who first became aware of MS as a child, when a close family friend received the diagnosis. She saw first-hand the challenges and the devastating effects it had on his family. According to the MS Society, Canada has one of the highest rates of MS in the world. ■ ■ ■

Royal LePage Burloak Real Estate Services’ 11th Annual Charity Golf Tournament raised $27,000 for the Royal LePage Shelter Foundation and two local organizations. During the past 10 years, the tournament raised $175,000 for the foundation, benefitting Halton Women’s Place and the Carpenter Hospice. Both organizations rely on community partners to help create awareness and keep their programs running. ■ ■ ■

A group of former professional musicians who are now Re/Max Realtors in Vancouver have pooled their talents to form the Re/Max Rockin’ All Stars, an R&B band dedicated to performing benefit concerts for the Children’s Miracle Network. “Each player is worldclass, and the band has a repertoire that is dance motivated…and downright funky! I am proud to be associated with these fellows,” says

Ari Lahdekorpi, managing broker at Re/Max Select Properties. ■ ■ ■

Scott Benson, a sales rep with Sutton Group - Quantum Realty in Oakville, Ont. recently presented $5,000 to the Erinoak Kids Centre for Treatment and Development. His goal is to donate $10,000 to the non-profit organization in 2013. Benson and his team contribute a portion of each real estate transaction to allow more children with disabilities to receive mobility and technology aids, speech therapy, sign language instruction and other services. “I was a volunteer with their sports program when I was in public school and made some excellent connections with some of the children at the South Common location in Mississauga,” says Benson. “I still remember a very special bond with a boy my age

CIR Realty’s Realtors and management raised more than $30,000 to help those impacted by the Alberta floods this summer.

named Robert. We would trade baseball cards, play floor hockey and just hang out. The incredible part was he was restricted to a wheelchair as he had cerebral palsy but it did not interfere with our relationship or ability to have a great time.” Now as a father of a two-yearold son and a baby on the way, it has become especially important to him to support a children’s foundation, Benson says. ■ ■ ■

After the devastating Alberta flood this summer, CIR Realty in Calgary sent out an email to all of its offices asking if its Realtors and staff had been directly affected, or if an immediate family member had been impacted by the flood. “We found that nine families in our company had either completely lost their homes (in High River) or lost half of their homes (in Bowness),” says CIR marketing

The Scott Benson team, from left: Hannah Manesh, executive assistant; and sales reps Lynn Still, Scott Benson, Chris Olafson and Lisa Milroy.

Mary Thomson, along with her husband Mark Lowenstine and daughter Andy McMurdo, completed the 150-km MS Bike event this summer. The band members of the Re/Max Rockin’ All Stars. Front row: Ari Lahdekorpi, Al Gilmer and Rob LaCerte. Middle row: Daryl Miller, Ken McCLelland and Brad Leslie. Back row: Bruce Dougall, Dan Pigott and Rob Johnson.

Royal LePage ProAlliance Country Rocks the Fort ‘Raffle for Shelter’ volunteers John Royal LePage Burloak golf tournament committee MacIntyre, Nicole Clarke, Mary-Kathryn members, from left: Greg Kuchma, Rob Landry, Brian MacKenzie, Kim Cucheran and Suzanne Barkley. Miller, Angie Mackie, Royal LeMoose, Marty Staz, JoAnn Jusdanis, Adam Lempka and Amanda Prudhomme.

REM OCTOBER 2013 31

manager Kirsten Faverin. The CIR management team started a fundraising effort and pledged to match dollar for dollar all of the donations for these families. In total, $30,527 was raised. ■ ■ ■

Music lovers in Kingston, Ont. were treated to performances by Johnny Reid and Doc Walker at Country Rocks the Fort 2013. The popular outdoor concert, held at historic Fort Henry, was the backdrop for the Royal LePage ProAlliance Country Rocks the Fort raffle in support of the Royal LePage Shelter Foundation. It raised $3,185 for Kingston Interval House, a women’s shelter committed to supporting women, children and youth experiencing violence. ■ ■ ■

Sutton Group - ShowPlace Realty in Chilliwack, B.C. recently sponsored the entertainment

stage at the HUB International Barton Insurance Village Classic Car Show. Owner/broker Kelly Johnston was the show’s MC and he also sang with the local band, Hot Rod Gurl. Twenty-three Realtors and staff volunteered during the day to help make it a memorable, family-friendly outing. The annual show is hosted by the Downtown Chilliwack Business Improvement Association. ■ ■ ■

Clients, friends, family and business partners of Royal LePage Meadowtowne Realty gathered recently for the company’s 10th Annual Golf Day. Sixty-five golfers enjoyed a day of golf, contests and prizes, raising money for the Royal LePage Shelter Foundation and two local women’s shelters. The day’s big winner was sales rep Jason Clark, who went home with the grand prize 47-inch

Proudly displaying funds raised at their weekend Corn Roast and National Garage Sale for Shelter, from left: Jonathan Hervieux of Desjardins; Thomas G. Thompson and Irene Jansen from Auberge Transition House; René D. Amar, Georges E. Gaucher, Christine Paquin, Ginette Bilodeau and Nasr Abou Nasr from Royal LePage Ville-Marie; and Julie Picard, also of Desjardins.

flat-screen TV sponsored by Royal LePage Meadowtowne. Brokers Gloria Riddal and Alex Ocsai report that $4,600 was raised, 100 per cent of which will be directed to Halton Women’s Place and Interim Place. ■ ■ ■

The 5th Annual Hit ‘n Giggle Food Fore! Thought Charity Golf Tournament was a resounding success. Organized by Bob Steacy, a sales rep with Sutton Group Masters Realty, the event raised $7,000 for the Food First Fund, which is co-ordinated by the Community Foundation for the Kingston Area (CFKA). Thirtytwo groups receive donations and emergency funding including St. Vincent de Paul, Loving Spoonful, the Boys and Girls Club, Partners in Mission Food Bank and the Salvation Army. During the past five years, the tournament has raised an impressive $25,000. The

Kingston Humane Society and the Mission Food Bank of Kingston benefited in previous years. ■ ■ ■

As participants in the Monkland Merchant Association Annual Street Festival, Royal LePage Ville-Marie in Montreal hosted a sidewalk corn roast

recently in support of the Royal LePage Shelter Foundation. With the corn sponsored by Desjardins, the great weather and enthusiastic crowds helped them raise $1,292 for Auberge Transition House. Royal LePage Ville-Marie is working to reach a $7,000 fundraising goal for the local women’s shelter by year end. REM

C O R R E C T I O N

Sutton Group – Showplace was a sponsor at the recent classic car show in Chilliwack. Clockwise, from left: Lisa Kalinski, Crystal De Jager, Mike DellaFortuna, Tammy O’Callaghan and Kelly Johnston.

From left to right, Royal LePage Meadowtowne sales reps Alex Tarczy, Susan Devenish, Silvana Bezina and Kate Banks.

Bob Steacy presents $7,000 to Tina Bailey of CFKA.

Some photo captions appeared on the wrong photos in the September issue of REM. Top, Exit Realty Professionals in Sackville, N.S. raised more than $1,500 for FEED Nova Scotia. In the middle shot, more than 110 golfers took part in the Re/Max Chay Realty tournament to raise money for two defibrillators for Ontario hockey arenas. Bottom, from left: Brian Albert of Sutton Group Results Realty, Dennis Peterson and Kevin Betcher at the Regina Humane Society fundraiser. See remonline.com for full details.

32 REM OCTOBER 2013

Real Estate Technology Right At Home Realty Launches Internet TV

Royal LePage rolls out new CRM system

Right At Home Realty (RAH) recently launched Internet TV in partnership with Imagemaker360. The site gives consumers high-quality audio virtual tours and YouTube videos with each participating listing. “This unique offering combines audio virtual tours, multilanguage conversion, traffic tracking, narrated YouTube placement of the images and third-party website dissemination,” says Don Kottick, president and broker of record for RAH. “(It) provides our Realtors with a real listing advantage.” For information: www.rightathomerealty.tv.

Royal LePage recently launched a new customer relationship management (CRM) system, developed by Propertybase and operated on Salesforce.com. The secure, cloud-based technology allows the company’s agents and brokers to automatically manage clients, tasks and events; receive and incubate leads; nurture their database; and seamlessly integrate with social media, Microsoft Office and Outlook on any device, the company says. “Our agents are busy people, so our mandate in working with Propertybase was to customize our Royal LePage CRM to save the agent time and to optimize their income,” says Phil Soper, president

and CEO at Royal LePage Canada. “We configured the system to leverage our time-tested database action plans, in an easy-to-use, fully-supported CRM.” Debra Harris, Royal LePage’s director, professional development, says: “I am a huge believer in CRM and I regularly train agents from our corporate brokerage on how to effectively use these systems…The incorporation of our action plans helps to ensure agents benefit from best practices in nurturing their database for new, repeat and referral business. It all happens automatically and prompts agents on what to do and when to do it.”

WebsiteBox introduces Craigslist web app WebsiteBox.com recently introduced a new web app that allows real estate agents and brokers to create customized Craigslist real estate ads to generate leads and prospects. The app provides real estate professionals with four different Craigslist ad templates, each one completely customizable, the company says. Ads composed with the app can be updated or recycled

Right At Home’s new Internet TV.

with new property listings for timesaving convenience. WebsiteBox says that according to Compete, an online publication that gathers digital intelligence, based on the online behaviour of millions of consumers, 72.8 million people visited Craigslist during the month of May 2013. Craigslist is currently ranked the Internet’s 13th most visited website. WebsiteBox also recently released Lead Capture App, a webbased app designed to help Realtors capture website visitor information while they are shopping for a new home online. It

offers real estate professionals leadgenerating and collaboration features including the ability to force registration when visitors search for properties, the ability for clients to log in with their social media profiles including Facebook, Twitter and LinkedIn and the ability for clients to save and leave notes on properties. Realtors can monitor their clients’ activities on their website as well as on other social media channels. Both apps have one-time fees of $99. For information: www.WebsiteBox.com.

Kevo turns smartphone into a key Weiser, partnered with UniKey Technologies, is turning the smartphone into a key. Now available for pre-order, Kevo is the first deadbolt intelligent enough to communicate with a smartphone and unlock with a simple touch, the company says. The user doesn’t even need to remove the smartphone from their pocket or purse when unlocking their door. “Kevo is a game-changing door lock that uses modern technology and the convenience of touch to evolve the traditional key, something that has never been done before,” says Mark Wallace of Weiser. The Bluetooth-enabled deadbolt allows for an entirely new interface for keys, using the latest Bluetooth Low Energy 4.0 technology. The Kevo mobile app turns a smartphone into an electronic key and allows the deadbolt to recognize and respond quickly to the touch of a finger, the company says. Customers can pre-order the deadbolt for the suggested price of $249, with products expected to ship in October. For information, visit Weiserlock.com/kevo. REM

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34 REM OCTOBER 2013

Distinguish yourself in the marketplace By Don Kottick

here is a movement underway in the real estate industry with a renewed

focus on transparency, ethics and professionalism. The Real Estate Institute of Canada (REIC) FRI designation has become its hallmark. This designation has been around since 1955 and is an acronym for Fellow of the Real Estate Institute. The bearers of the FRI have long been associated

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with delivering exceptional client service, while being held to superior levels of professionalism and ethics. The designation is granted by the institute after candidates complete a series of courses and experiential requirements. REIC also delivers and administers other designations covering all sectors of the real estate industry, including commercial and residential property management, leasing, finance and reserve fund planning. There are currently 690 FRI members nationwide, but more real estate managers and industry visionaries are joining the ranks. Most recently Dianne Usher, vicepresident at Royal LePage/ Johnston & Daniel Division and the current president of the Toronto Real Estate Board, enrolled in the FRI program. “The momentum for increased professionalism needs to be a top-down initiative,” says Usher. “The FRI is the perfect vehicle to drive this change as managers and owners achieve this prestigious title.” Howard Drukarsh, vice-president at Right At Home Realty and a director at the Real Estate Council of Ontario (RECO), says: “I am proceeding with the FRI pro-

Don Kottick, FRI, is the president and broker of record at Right At Home Realty, with six office locations and more than 2,400 salespeople and brokers. He was recently elected as director at large with the Toronto Real Estate Board. REM

Continuing education is dead

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gram, as we really need a platform that lets the public know that there is a higher standard of professionalism available in the marketplace.” Heidi Noel, area manager for Royal LePage in Mississauga, is close to completing her FRI designation program. “The courses I’ve taken towards the FRI designation have been valuable,” she says. “Important issues are explored in depth and illustrated with interesting case studies. I think all Realtors would benefit from investing in these courses. It’s easy to see why the FRI designation is a differentiator in our business.” Consumers are starting to realize that a Realtor with the FRI designation holds their business activities to a higher standard and places an increased emphasis on ethical business decision making. Gareth Jones, the manager at Right At Home Realty, feels strongly about the marketing power of the FRI. “In my view, the FRI designation is, by far, the best tool to market yourself as a consummate professional in our very competitive marketplace. The FRI demonstrates a strong commitment to improving the consumer’s perception of Realtors, as well as

providing excellent training,” he says. While a broker designation represents an individual who has a wealth of experience and knowledge, the next highest level of differentiation now is the FRI designation, with its additional focus on ethics and professionalism. As a recent FRI designee, I believe this credential gives Realtors a way to differentiate themselves when competing for a listing or a client; it also opens up an international referral network. REIC’s footprint in other real estate sectors creates additional opportunities for business networking. Ken Finch, president of the Toronto Chapter of REIC, says: “FRI members have always known that when they send a referral to a fellow member, their clients are going to get exceptional service and support. Membership also provides them with access to one of the most effective referral networks in the country.” If you are looking for a higher level of professional accreditation and a way to differentiate yourself, you should explore the FRI program in your local area by visiting www.reic.ca.

By Ozzie Logozzo

ontinuing education is dead. A moment of silence, please. If you believe that, then the increasingly competitive marketplace is going to feast on you. If you relied on mandatory credits to push you into the knowledge economy of the 21st century, then your productivity and effectiveness as a professional are going to tank.

You can’t survive with just the “essentials.” You need job-related continuing education to improve your work, your quality of life, your expertise and your wealth. Continuing education is central to your well-being. For real estate registrants, the mandatory component of continuing education is now minute. Coercion, however, should never have been a factor in your drive toward personal success. You should always have been your own quality assurance manager and handler. There is an explosion of courses, programs, institutes, colleges, consultants and trainers engaged

in continuing education presented in a variety of formats. Continuing education, critical to your success, has reached the level of customization. It is self-directed and responsive to your needs, as it should be. In this way, freedom and learning are maximized. After all, reluctant learners are not ideal students. The argument that all, most or some people just don’t know what education is good for them is vacuous. Reaching the level of a profession, individuals understand the benefits of continuing education for themselves and their community. Continued on page 35

REM OCTOBER 2013 35

METES & BOUNDS

By Marty Douglas

arning: there is little if no pertinent real estate content in this column. Life lessons perhaps. Proceed at your own risk. You have been warned. When you are reading this – and by this I mean holding REM in your hand, not reading REM on your screen – I’ll be somewhere east of Barcelona, en route to Venice via Istanbul and several Greek Islands. And Rome. And the Cinque Terra. And Naples. Perhaps Marseilles. It’s actually an undercover mission for the UN to see if the Syrian crisis has any impact on dinner conversation during formal night on a Mediterranean cruise. In other words – will we actually get to Turkey or is it just the entrée in your pocket? Shut up Marty, we get it. You’re on holidays and we’re not! Not just me. Famed videographer and former Realtor Michael Krisa takes holidays in Hawaii and is rumoured to be in Spain in September. As a man much younger than I, in addition to winning the hair club for men contest, he will probably trek the Pyrenees, reclining on a rock with only a 1/4-inch foam pad, catching a few hours’ sleep before gnawing on a rye crisp, gulping from a stream and hitting the 460-mile Camino de Santiago with a pocket full of trail mix. (Does the envy show through?) I turned in my camping merit badge long ago. Pretty much doomed after my first stay in a Four Seasons. The lure of the great outdoors – that ship had sailed, well, when the ship sailed. Now I shudder if the all-inclusive has fewer than five stars. And I cruise. Why? On the fogies cruise – long boats or cruise liners – the demographic aboard ship trends toward the “cue tip” community – white hair, white shoes and singing

Growing old on the fogies cruise Nearer My God to Thee rather than rapping with Jay-Z. Or as he’s known in Canada, Jay-Zed. Not to dis rap – I actually like Eminem’s poetry. The subject matter might offend but the wordsmithing is incredible. There’s a lot of wisdom in a gathering of experienced people. A lot of history, to be modeled upon or avoided. And a willingness to share – and share – and share! And some tinged with regret as in, “Youth is wasted on the young.” My mom had this take: “Growing old is not for sissies,” feeling every one of her 84 years. She persevered for another nine, simply following the instructions on the package: “Breathe in, breathe out. Repeat.” One of the reasons Baby Boomers are resented by other generations is the overwhelming influence they have on so many aspects of our daily toil. Music, for example. And health care. And voting the damn Conservatives into another term! Back to music. We boomers may not like the offerings of Maroon 5 but we do know what we like and are shameless in our assertions. For example, the word “contemporary” means “approximately equal in age”. When you Google “contemporary rock”, up pops Celine Dion. And U2. The Wikipedia definition says it’s the music of the ’60s and ’70s. Excuse me? Reading a little further we at least get to Nickleback and Coldplay but clearly this interpretation of “contemporary” was shaped by a generation senior to Gen X or Y. Knowing what I like to listen to in my car – CDs, not iTunes – I dug

Continuing education

up the CD (20 years old this year) of Brad Roberts, Crash Test Dummies, and listened to my two favourites, God shuffled his feet and Afternoons & Coffeespoons. I finally got the hang of deciphering the lyrics – a lot easier if you listen! Check it out: “Someday I’ll have a disappearing hairline, Someday I’ll wear pyjamas in the daytime, Afternoons will be measured out, measured out, Measured with coffee spoons And TS Elliot.”* And that, ladies and gentlemen, is an accurate portrayal of my current state, as exhibited on almost every Sunday. (Word of advice – call first. I’ll leave the pjs on but I do get grumpy with unannounced visitors on my one day off!) Last word goes to a favourite contribution in my book of quotes from my daughter, author unknown. “Life should not be a journey to the grave with the intention of arriving safely in a pretty and well-preserved body, but rather to skid in broadside, thoroughly used up, totally worn out and loudly proclaiming – Wow, what a ride!” Amen.

Royal LePage Riverbend Realty Myron Martens

Continued from page 34

If you want to understand it better, then consider teaching it.

If you really want to learn, perhaps you should consider teaching. There is no better evidence of learning in spite of the irresponsible wisecrack of George Bernard Shaw (“He who can, does. He who cannot, teaches.”) On the other hand, if you do something well, continue doing it.

Ozzie Logozzo is executive director of the Ontario Real Estate Association Real Estate College. He is a Fellow of the Real Estate Institute of Canada and was the 1993 recipient of OREA’s Education Merit Award and the 1997 recipient of Real Estate Educators Association’s prestigious Educator of the Year Award. REM

Steinbach, MB

Myron Martens and Kathy Wiebe, owners of Prudential Riverbend Realty, have joined the Royal LePage franchise network. Their office now operates under the name of Royal LePage Riverbend Realty, effective September 1, 2013. Myron Martens and Kathy Wiebe have a wealth of experience in the real estate industry. Myron has been a REALTOR® for 17 years, and Kathy for 27. Kathy began her career at Riverbend Realty and underwent the transition to Homelife, followed by Prudential. Myron joined the company in 1996 and, by 2009, he and Kathy were co-owners of Prudential Riverbend Realty. Myron and Kathy share a common business philosophy that values integrity, while providing exceptional service. As owners and managers, they are deeply committed to the success of their company and they exhibit strong leadership over their sales force of 48 sales representatives.

Prudential Riverbend is the #1 office in Steinbach and the largest in south east Manitoba. Myron and Kathy look forward to the next chapter of their success story with Royal LePage. Myron, Kathy and their team can be reached at: 10 Brandt Street Steinbach, MB R5G 1Y2 Phone: 204-326-9844 • Fax: 204-326-2429 myronmartens@royallepage.ca kathywiebe@royallepage.ca Congratulations to Myron, Kathy and the entire team at Royal LePage Riverbend Realty. For information on the Royal LePage franchise program, please call: (416) 510-5827 or email franchise@royallepage.ca

† †Royal LePage is a trademark used under license.

*Lyrics Published by Polygram International Publishing, Inc. / Door Number Two Contact Marty Douglas by email at mgdouglas247@gmail.com. Follow or connect with Marty on Twitter, LinkedIn and Facebook. He is a managing broker for Re/Max Ocean Pacific Realty in Comox and Courtenay, B.C. REM

Kathy Wiebe

Royal LePage Preferred Real Estate Edmonton, AB Bill Ramsay Bill Ramsay, broker/owner of Prudential Spencer Real Estate, has joined the Royal LePage franchise network. His office now operates under the name of Royal LePage Preferred Real Estate, effective September 6, 2013. Bill’s extensive career in real estate began 26 years ago at Prudential and he has remained with the company ever since. He established himself as a sales associate in 1987 and, within two years, he was a broker, managing an office. Bill has a very “hands-on” business philosophy of providing excellent training and mentoring in order to “attract, develop and retain high quality sales associates.” In addition to managing his office, Bill is an active member of The Edmonton Real Estate Association and has served on the Arbitration and Professional Standards Committee for the past 14 years.

Bill is enthusiastic about joining Royal LePage, a company he credits with being highly reputable and “truly Canadian.” Royal LePage Preferred Real Estate services the areas of Edmonton, St. Albert, Sherwood Park, Spruce Grove, Stony Plain, Beaumont, Leduc, Devon, Morinville and Fort Saskatchewan. Bill and his team can be reached at: 203-2951 Ellwood Drive SW Edmonton, Alberta Phone: 780-483-7170 • Fax: 780-484-3690 billramsay@royallepage.ca Congratulations to Bill and the team at Royal LePage Preferred Real Estate. For information on the Royal LePage franchise program, please call: (416) 510-5827 or email: franchise@royallepage.ca

† †Royal LePage is a trademark used under license.

36 REM OCTOBER 2013

What’s

New Private mortgages for Mexico real estate Underwrite Mexico, which bills itself as Mexico’s first fullservice private mortgage company, is filling a void by providing “complete U.S./Canadian-style mortgage services for those buying and selling Mexico real estate.” Mexico is generally a cashonly market and Underwrite Mexico says that there is no other mortgage product for U.S.

and Canadian citizens. “As a result, many sellers, in order to move their properties, are considering acting as “The Bank” and offering private financing to buyers, but are doing so without utilizing safe lending practices,” says the company. The firm offers legal protection for buyers and sellers, mortgage underwriting, homeowners’ insurance and mortgage life insurance and loan servicing. “Underwrite Mexico’s mission is to take all current conservative U.S. lending regulations and processes banks use and apply them to private transactions for Mexico real estate, creating peace of mind for both buyer and seller and an easy transaction for all,” the company says. For information: www.underwritemexico.com

HouseMaster looks to expand to Winnipeg Home and building inspection company HouseMaster is expanding into Winnipeg.

“There is a significant market share for new entries into the home inspections sector in the Winnipeg area,” says Kimberly Fleming, vice-president, franchise operations for HouseMaster Canada. “A very high percentage of all Winnipeg home sales are resale homes and historically nearly 60 per cent of all sales are to first-time purchasers, which make them significantly more likely to be inspected.” Fleming says HouseMaster is currently discussing its expansion plans with an existing Winnipeg-based inspection firm and some individuals who would be new to the city. To augment the company’s growth in Winnipeg and Manitoba, the company is considering singleand multi-unit franchisees, as well as existing independent home inspectors, the company says. HouseMaster was founded in 1979 and has more than 370 local offices in the United States and 24 in Canada. For information: www.housemaster.com.

Three-month auction sells 80 of 83 suites

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Touchstone On Lake Muskoka, a five-star, four-season fractional ownership resort in Ontario, sold all but three of its residences through an unprecedented online auction for its remaining vacation homes, the company says. Eighty-three developer inventory fractions were available throughout the auction; 80 were sold in the auction this summer. The last three remaining fractions are available on a first-come first-served basis for $68,750 for four-bedroom Treetop Villa cottages. Gordon’s Estate Services of Kingston, Ont. managed the auction. The online approach allowed potential purchasers to make bids from their homes without feeling the pressure of an in-person auction process, the company says. “Over the course of the threeround auction, with the assistance of McOuat Partnership, we attracted 156 registered bidders. What made this auction spectac-

ular was our ability to overcome the right of rescission factor. In other Canadian resort auctions by U.S. companies working in Canada, the seller ended up rejecting many of the bids and many more buyers rescinded on their purchases. Because of the transparent structure of the online auction and the timing of the three rounds, we were able to generate a near sell-out with no rescissions,” says broker/partner Manson Slik of Gordon’s Estate Services. “Collectively, this was one of our top 10 most challenging projects, which makes it an even bigger Canadian success story.” Selling prices for each one-eighth fraction are available at www.gogordons.com, under Round One, Round Two and Round Three Results. For information: www.Touchstone Auction.com

– typically putting in 12 hours a day, and sometimes up to 16 or more. His job at the Emergency Centre – headquartered in a school – included meeting with disaster victims to ensure their basic needs were met in terms of food, clothing and shelter. Many Lac-Mégantic residents have not been able to return to their homes in “the zone” and will be unable to return for months to come. Perrier also undertook the difficult task of meeting with and consoling victims who lost children and other relatives, as well as friends and neighbours in this disaster. “These tasks were crazy demanding, especially on an emotional level,” says Perrier. “But I got so much in return. I will never forget the time I spent helping people who at first had no hope.”

Sales manager spends weeks helping in LacMégantic

Natasha Tiessen joins Imagemaker360

Robert Perrier, Dominion Lending Centres’ Quebec sales manager, has been volunteering his time over the past several weeks to help out in the devastated town of Lac-Mégantic following the July 6 train derailment that claimed the lives of 47 people. Perrier is a resident of St Zenon, Que., which is about 3.5 hours from Lac-Mégantic. He decided to volunteer following an urgent request from the Canadian Red Cross for the need of support. Perrier is a trained Red Cross volunteer. He worked for two full weeks following the deadly derailment

Natasha Tiessen has joined Imagemaker360 as regional vicepresident for market development in Canada. Tiessen brings more than 10 years of senior management experience in marketing, technology and business development with firms such as Cadillac Fairview, the Mills Corporation and Davpart Inc. Imagemaker360 is North America’s largest supplier of narrated virtual tours and streaming video products for residential and commercial real estate. It currently provides virtual tours to most Canadian brands including Re/Max, Sutton, Royal LePage and Right At Home Realty. REM

Robert Perrier

Natasha Tiessen

REM OCTOBER 2013 37

Home inspection guide posts c) Heck no! Disregard the dead squirrel floating in there. Are they really known for swimming skills?

By Dan St. Yves

ust how critical must a home inspection be before a Realtor deems it necessary to advise their clients to walk away from a deal? Is it too stringent to collapse a deal if there’s the odd gaping hole between the home and the foundation? Should buyers be able to walk away just because UFFI causes a mild rash and buttock pox? Is it ethical to suggest burst plumbing pipes are just a cost-effective headstart on an indoor pool? Let’s see… 1) The home your buyers are looking at has an Olympic-sized pool, but the listing agent has roped off the area, allegedly to “allow the chlorine sufficient time to incubate”. The home inspector’s Geiger counter goes off whenever he approaches it. Problem? a) Yes, collapse the deal! It will be a literal pool of money to fix it! b) Maybe, but ask a qualified installation professional for more details on that chlorine issue – how important is properly incubated chlorine?

Portage and Main Continued from page 38

Winnipeg. Chief among these things is freedom and human rights. Many will tell you that this is one of the many reasons why the Canadian Museum of Human Rights is located right in the middle of this city. Real estate professionals are raising money for naming rights for Realtors within this honourable place for good reason. Anyone with even a minimal understanding of the common rights of people will tell you that the foundation of freedom is the right to own property. To buy and sell property freely is the ultimate act of free people. Nowhere in the

2) The latest home you are showing to your clients is made of brick. Do you need a home inspection? a) Yes, even new homes may have substandard construction. b) Maybe. It could be that fake brick they used to make fireplaces and wet bars with, back in the ’70s. c) No, I don’t think so. But that other house you looked at, the one made out of straw… 3) You have just received an accepted offer on a mobile home apparently built in 1954. It appears to be sitting sideways on the site pad. Home inspection? a) Yes! You need to be sure that it is somewhat secured, and won’t be towed away before possession day. b) Maybe. I don’t really buy the seller’s story about trying to get evening sun for the potted ficus. c) No. The next tornado will set that sucker right back where it’s supposed to be. 4) Your latest home sale is in a heavily wooded area, with loads of fallen timber, wet loam and moist wood chip shavings for landscapworld is the simple act of owning property more treasured than in Canada. In this, we are irrefutably the leaders of the free world. There is no better place to celebrate this than in Winnipeg, the centre of our country. The real estate community will be recognized in the museum through the donations of Realtors across Canada. The extraordinary efforts of WinnipegRealtors and the Manitoba Real Estate Association have brought this project close to realty. It is a $2million project that is now at $1.8 million. It needs a push to get over the top to achieve its goal. Two hundred thousand dollars is a great deal of money, yet if it was broken down it would only take

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ing. Should you alert your buyers to considering a pest inspection? a) Yes! Remember, 90 per cent of homes with active termites are probably already infected. b) Maybe. Is that the sound of carpenter ants hammering? c) Gosh, no! Don’t be silly! Simply plant cayenne peppers along the perimeter. Google suggests that’ll scare ‘em off. 5) It is quite clear there has been a grow-op in the home your clients have finally decided to make an offer on. The hydro pole has a conduit running directly to the basement and the former tenants have dug an Artesian well right through the basement foundation. Home inspection? a) Yes! With that federal “proceeds of crime” law, this is exactly the sort of residence that could end up being confiscated and sold! b) Maybe. Is there any way you could make that conduit look like a clinging vine? c) No! Why the heck do you think the clients liked the place so much anyway? Humour columnist and author Dan St. Yves was licensed with Royal LePage Kelowna for 11 years. Check out his website at www.nonsenseandstuff.com, or contact him at danst.yves@hotmail.com. REM one toonie from every Realtor in Canada to get it done. No person, no profession, no kind of worker better represents the purchase and sale of property greater than a Realtor. No person represents the freedom to own a home more than a Canadian Realtor. This last push for inclusion in the Canadian Museum of Human Rights will not be achieved unless Realtors step forward now to tell their friends, their customers and their colleagues and perhaps dig a little deeper themselves to make this happen. It’s in your hands. Heino Molls is publisher of REM. Email heino@remonline.com. REM

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38 REM OCTOBER 2013

THE PUBLISHER’S PAGE

By Heino Molls

ou have to hand it to Winnipeggers. They are a unique and fascinating bunch. They endure unbearably hot summers and extremely cold winters. Even though they tell me things are not as extreme as they used to be, I can tell you personally that they still are, or so it seems to me. I was there just a few weeks ago and it was 34 C, in the shade. I was also there two winters ago and it was - 30 C in the sunshine. It gets so cold that it literally takes your breath away when you walk. On top of all that there are large mosquitoes to put up with during hot summers. A couple of summers ago

Portage and Main and human rights Trade Shows and Conferences I saw a young man walking downtown with a giant mosquito drawing on his t-shirt with the words: Provincial Bird of Manitoba. The thing is, Winnipeg has great stamina and it is as Canadian as it gets anywhere. Everything about it is Canadian. In terms of people; there are many who are bilingual, in fact I would suggest that many are trilingual given the rich history of French, English and Métis. There are many other ethnicities and everyone gets along just fine. There is nothing more Canadian than seeing all manner of people and hearing all kinds of Canadian dialects at a Tim Hortons in the ‘Peg. Just to the east of Winnipeg on the Trans-Canada highway is small sign (if you blink you miss it) that tells you that you are at the geographic, east-west centre of the country. It is said that the spiritual

Winnipeggers are first and foremost Canadian and they are proud of it. They should be.

centre of Canada is at the intersection of the streets of Portage and Main. Ironically people can no longer go there due to development but there is talk of bringing it back and a groundswell of support to do it. Winnipeggers are hardy. They have been through the catastrophic loss of a professional hockey team and then got it back so there is hope for the spirit of Portage and Main. Because of where they are, Winnipeggers can’t call themselves westerners, nor would they dare to refer to themselves as easterners. They endure floods from the Red River. They are subject to prairie tornadoes, especially on the western side of the town where on a clear night you can see lightning hundreds of miles away – a pure magical sight. And snow? They once piled up so much snow they called it Snow Mountain and it took until late June for it all to melt. Many in Winnipeg declare themselves conservative, yet they have elected Liberals and even have an NDP provincial government. They are all things but they are first and foremost Canadian and they are proud of it. They should be. Everything that stands for Canada is right there in

MARKETPLACE

Continued on page 37

For complete listings, visit www.remonline.com To add a listing to this calendar, email jim@remonline.com WinnipegRealtors Technology Conference and Trade Show Thursday, Oct. 3 Victoria Inn, Winnipeg Lucy Hajkowski – 204-786-8854 or lhajkowski@winnipegrealtors.ca or visit www.wrexpo.ca Brampton Real Estate Board Expo 2013 Wednesday, Oct. 9 Pearson Convention Centre Brampton, Ont. communication@breb.org www.breb.org/events

Re/Max Canadian Conference Oct. 24 - 25 Victoria Conference Centre, Victoria Michelle DePaul - 1 800 563-3622 mdepaul@remax.net Ottawa Real Estate Board Trade Show Thursday, Oct. 31 Ottawa orebadmin@oreb.ca National Association of Realtors Realtors Conference & Expo Nov. 8 - 11 Moscone Center, San Francisco www.realtor.org/convention.nsf/

Exit Realty Corp. International’s 15th Annual Convention Gala Oct. 15 - 18 Gaylord National Resort & Convention Center, Washington, D.C. www.exitrealty.com/convention

Canadian Association of Accredited Mortgage Professionals 2013 Mortgage Forum Nov. 24 - 26 Metro Toronto Convention Centre Toronto www.mortgageconference.ca

HomeLife Education and Marketing Symposium Thursday, Oct. 24 Vaughan, Ont. Joseph Lo - 416 733-9966 or josephlo@homelife.com

Realtors Association of Grey Bruce Owen Sound Trade Show Tuesday, Nov. 26 Harry Lumley Bayshore Community Centre, Owen Sound, Ont. Marilyn Newbigging – Marilynn@ragbos.com

Compiled with the assistance of Bob Campbell at Colour Tech Marketing, www.colourtech.com

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