September 2011

Strength and power

Issue #267

September 2011

Sales rep Rhonda Heaslip looks to set a world powerlifting record Page 12

Property trades: Sizing up a swap Page 3

OREA lawyer ‘emphatically’ supports disclosure forms Page 8

Royal LePage Shelter Foundation makes a difference Page 38

REM SEPTEMBER 2011 3

Property trades: Sizing up a swap 10 strategies to successfully close a property trade

P

roperty trading may seem like a groundbreaking trend, but broker/owner Raymond Maaske of Home Star Realty in Summerland, B.C., says bartering is a historical way of getting things sold. Maaske is currently listing a six-unit investment property for trade and believes swapping is a fundamental concept to moving real estate.

“When in tough times or not, the more options you can provide a client, the better,” says Maaske.

Whether moving up or down, permanent property trades can be a strategic and valuable approach to shifting real estate. Here are 10 strategies to successfully close a property trade.

1. Be a solution seeker – Karen Bertamini, an agent with Century 21 PowerRealty.ca in Drumheller, Alta. is currently listing a property for trade. She is an advocate of leading clients to a solution, no matter the circumstance. “Property trading is a great opportunity to seek solutions. You have to recognize that there are going to be reasons why this won’t work and you have to have a mindset to think solutionbased,” says Bertamini. Creative solutions lead to innovative sales that can potentially increase

referrals and enhance expertise.

2. Break out of the comfort zone – “When we find something that works for us, we tend to stick with it. We’re really creatures of habit,” says Bertamini. But venturing outside a comfort zone provides the chance to not only think creatively on the job, but also creates solutions for clients. “It’s very rewarding to try something new because it gives you an opportunity to grow individually and professionally,” says Bertamini.

Extending beyond the typical sales approach can generate opportunities to increase sales skills, draw in new clients and learn different aspects of the real estate industry.

3. Banish negativity – Although bartering maintains a longstanding role in history, property trading isn’t all that common and can often be met with great apprehension. “We find reasons why things won’t work; it’s in our culture,” says Bertamini.

But Maaske says there is always a way to make a transaction work and property trading should be viewed as a positive arrangement because it offers clients an alternative path to buying and selling real estate. In many cases, negativity is the root of naivety because trading isn’t yet a widely utilized approach.

By Lisa Mulka

4. Offer premier customer service – When it comes to property trading, a customer’s desire is just as important as a Realtor’s creativity, says Maaske. If a client has an immense desire to move on, but is unable to do so in current market conditions, a trade can present a unique set of opportunities.

Querying clients about their openness to non-traditional transactions, such as a property trade, offers a service that other Realtors may not be providing. Supporting clients through the trading process with first-rate customer service ensures a client walks away happy and in a new property that works best for their needs.

5. Spread the word – Because property trading isn’t necessarily recognized immediately as a sales method, marketing is vital to creating the right conditions for a trade.

“I think a lot of it is getting the word out there first. I don’t believe it is something people are thinking about,” says Bertamini. Marketing door-to-door, hosting open houses and using online marketing tools are ways Bertamini is sharing the property trade concept and reaching potential customers she hopes to unite in a trade.

6. Find the right pair – Perceptive pairing is essential in

creating a successful property trade.

“You have to find two sets of people who are interested in what each other has,” says Bertamini. While it is important to find the right pair, most trading transactions develop organically with the help of an observant Realtor to connect prospective clients. Paying attention to customers’ needs and wants positions a Realtor to naturally develop an ideal connection.

7. Manage time wisely – Any real estate transaction can be littered with complications, but when a trade is on the table, effective time management is a key strategy. With double the issues associated with a typical transaction, such as financing, appraisals and home inspections, you are susceptible to ongoing delays during a trade. “If you have one party stuck, you can’t move ahead,” says Bertamini. Scheduling enough time to complete all necessary processes eases the surge of problems that can arise.

8. Structure the deal – Agreeing on valuation by both parties is the most important part of structuring a trade transaction, says Maaske. Whether the transaction encompasses a simultaneous closing or the transactions are linked together, “if you have buyers inter-

Cheap gas, pricey parking in Calgary

W

hile Calgarians enjoy some of the lowest gas prices in Canada, they have to dig deeper into their pockets when pulling into the parking lot because the city ranked the priciest place to park in Canada, according to global real estate firm Colliers International’s 11th Annual Parking Survey.

Calgary’s median monthly unreserved parking rate has risen by 4.2 per cent over the past year. Now at $472.50, it is more than double the national average of $235.76. This makes Calgary the second most expensive city to park in North America, trailing only behind New York ($541 US midtown

and $533 US downtown) and topping cities such as Boston ($438US) and San Francisco ($375US).

In eight out of the 12 major Canadian cities surveyed, drivers are paying more to park their car in the city’s core.

Kitchener-Waterloo ($128.24) and Vancouver ($287.98) experienced the highest parking rate increase of 9.7 per cent and 7.9 per cent, respectively. In contrast, drivers in Ottawa ($195) and Toronto ($332.38) saw their unreserved monthly parking fee descending by 6.6 per cent and 1.2 per cent, respectively.

The monthly parking rates and year-over-year percentage

change of Canada’s major cities: 1. Calgary $472.50, 4.2% 2. Toronto $332.38, -1.2% 3. Montreal $296.21, 5.6% 4. Vancouver $287.98, 7.9% 5. Edmonton $275, no change 6. Ottawa $195.00, -6.6% 7. Victoria $184.80, 2.7% 8. Saskatoon $170, 1.8% 9. Regina $168, 3.2% 10. Halifax $166.75, 5.4% 11. Winnipeg $152.25, no change 12. Kitchener-Waterloo $128.24, 9.7%

Canada national average, $235.76, 2.6% But what may seem to Canadians as shockingly highcost parking fees may be considered a bargain when compared to other cities around the world, particularly in Europe and Asia. London City was the most expensive place in the world to park, with an astronomical $1,084US median price for a monthly spot. London’s West End was close behind at $1,014US per month, followed

by Zurich at $822US. Hong Kong and Tokyo round out the global top five priciest cities list with $744US for a monthly parking spot. REM

Karen Bertamini

Raymond Maaske

ested in the concept, then you have to figure out what terms are acceptable to both,” says Bertamini. Formatting the deal depends greatly on the limitations of both the buyer and seller and the current state of ownership on both parties, such as a clear title versus a remaining mortgage.

9. Communicate – Many Realtors would agree that a trade brings a special set of complexities, making a vulnerable and fragile transaction. Communicating the intricacies to clients is necessary to stabilize any obstacles that may surface. “Communication is key. We all have to want it and know how we can get it done,” says Bertamini.

Making the process clear to clients is the best way to eliminate apprehension and develop a deal that benefits everyone.

10. Use trades as a marketing tool – Demonstrating you have the skill set to be a solution seeker by completing a property trade is a great way to build both referrals and a positive reputation. “We’ve all gone to the same schools and the system is pretty clear cut, but a client picks an agent because they believe you will work hard to sell their property. Buyers are thinking, ‘Who can help me do this?’” says Bertamini. Showcasing the creative skill set accompanying a trade transaction sets a Realtor apart from competitors and displays competence in developing meaningful solutions that put clients first. REM

4 REM SEPTEMBER 2011

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 e/Max Aboutowne in Oakville, Ont. has been sold to long-time Oakville resident Claudia DiPaola, with veteran broker/owner Augy Carnovale remaining on to help DiPaola lead the transition.

Re/Max was established in Oakville in 1983, and was among the first Re/Max franchises. In 1987, Carnovale became broker/ owner of the Oakville operations and Re/Max Aboutowne was born.

During the past 23 years, he has grown the business to more than 200 sales associates and support staff now operating out of two offices in Oakville.

R

“I felt that Claudia was the ideal successor, given the respect and standing that she’s earned within the community, her astute business sense, as well as her unparalleled experience, dedication, aspiration and energy,” says Carnovale. “Her vision for the future of the franchise is impressive.”

DiPaola was broker of record and managing broker - Ontario with Sotheby’s International Realty Canada. Previously, she served as sales manager for Royal LePage. In her most recent role as branch manager, she was responsible for management, training and recruitment.

■ ■ ■

In Port Moody, B.C., Century 21 ShowcasePlus was recently launched as owner Diana Scott switched from Royal LePage to the Century 21 brand. The brokerage serves residents in the Tri-Cities – Coquitlam, Port Coquitlam, Port Moody – as well as its surrounding areas. It currently has 55 sales reps.

Scott has been in the industry for 21 years, starting in administration and working her way up to sales representative. She received her real estate license in 1995.

■ ■ ■

Augy Carnovale and Claudia DiPaola

Diana Scott

Rod McLeod

Jody Oakes

Fred Falkner

“We would like to thank Augy Carnovale for his incredible contribution to the Re/Max brand throughout his more than 23 years as broker/owner at Re/Max Aboutowne,” says Walter Schneider, president, Re/Max Ontario-Atlantic Canada.

“Re/Max Aboutowne was recently ranked among the top 100 real estate brokerages in Canada in 2010 by Real Trends – an accomplishment that speaks volumes of Augy’s achievements.”

Frank Kirschner

Rod McLeod is the new bro-

Michelle Makos

Wade Mitchell

ker/owner of Royal LePage Prince George in Prince George, B.C. In conjunction with the brokerage’s ownership change, McLeod has also acquired the local Century 21 office and merged offices. Dirk Loedel, former owner of Royal LePage Prince George, will stay on with the brokerage in sales and Jim McNeal will continue to be the company’s managing broker. The acquisition has added nine Realtors to the existing Royal LePage Prince George sales force, bringing it to 51 sales professionals.

McNeal joins Alex Palmer, Keith Weinbender and Chris Hassall as a new owner.

■ ■ ■

Century 21 Lloydminster Realty recently announced Fred Falkner as the newest member of the management team.

Falkner has been a resident of Lloydminster since 1981 and is a licensed Realtor in Alberta and Saskatchewan. As an owner, he has a goal for each member of his sales team to earn a Centurion sales award next year. “Last year we had seven Centurion award recipients out of 11 Realtors, which is an amazing feat,” he says.

Prior to joining the real estate industry, Falkner was the general sales manager of a local radio and TV station and part owner of a large outdoor video sign. He still offers his services as an M.C. for special events. He has participated in functions such as the Opening and Closing Ceremonies of the

Alberta Summer Games, the grand opening of the Vic Juba Community Theatre and Lloydminster’s 100th anniversary celebration.

■ ■ ■

Jody and Rick Oakes are the new owners of Century 21 Insight Realty in Moose Jaw, Sask., the latest spin off from the sale of the real estate arm of Conexus Credit Union. Jody was the branch manager of the Century 21 Conexus office in Moose Jaw and moved into the role of owner when Conexus decided to sell. “This is a great opportunity for us and we’re looking forward to continuing our services with all our clients,” she says.

Jody has lived in Moose Jaw all her life and continues to love the community. “Some people say it’s not very big. Well, they’re right but that’s what’s perfect about it,” she says. “Moose Jaw is a unique place with so many great people. Our population is approximately 37,000 people and with all the amenities you will need.”

■ ■ ■

To augment the company’s plan for expansion and growth, Century 21 Heritage Group Realty has added industry veteran Frank Kirschner to its management Team.

“Frank is well-known in the industry and has a strong Canadian Continued on page 6

Brent Shackleton

Chris Wieser

“We have opened a new bar at our local real estate office,” jokes Jay Lough Hayes of Peterborough Realty in Peterborough, Ont. “Being downtown in the Cafe district of Peterborough, hundreds of people pass by our office, many with their family pet. With that in mind, we had a sign made and we leave a full bowl of water outside for our four-legged friends.”

Not Getting Noticed?

CENTURY 21 Canada offers its System Members the ability to build and customize their own website; publish up to 21 high-resolution property photos with Showcase21™; and create high-quality, branded marketing materials to promote themselves and their business.

MAKE AN IMPACT!

1-866-317-8551 Century21franchise.ca | Century21careers.ca Independently Owned and Operated. CENTURY 21® is a registered trademark owned by Century 21 Real Estate LLC, used under license. © 2011 Century 21 Canada Limited Partnership ®™ Trademarks of AIR MILES International Trading B.V. Used under license by LoyaltyOne, Inc. and Century 21 Canada Limited Partnership.

6 REM SEPTEMBER 2011

Continued from page 4

portfolio of experience,” says Pamela Prescott, broker/ owner.

“We started in 1988 and now boast over 400 agents in offices in Thornhill, Richmond Hill, Newmarket and Bradford, Ont. Frank will help us meet and exceed our expansion plans through the recruitment of top talent and through merger acquisition activity.”

■ ■ ■

Michelle Makos, one of Durham Region’s top-producing sales reps, has joined Re/Max First Realty at its Pickering office.

Makos has 10 years of service to the Durham Region with Royal LePage and Sutton Group, where she earned many sales awards.

Re/Max First Realty opened in Pickering in 1992 and now has three offices in Durham Region and 155 salespeople.

■ ■ ■

It’s been a couple of years in the making, but now Wade Mitchell, franchisee of Exit Realty Acceleration in Napanee, Ont. has moved into his new building, located just minutes off of Highway 401 on the way into the city core. “I literally ran out of space for my growing office and realized that the best opportunity for myself, my business, the agents and the community was to buy some land and build my own office,” says Mitchell. “Being able to tailor the office to suit our needs, have the proper space for agents and clients when they come in to do business, provide easy accessibility for everyone and ample parking were all considerations in the location and design.”

“Now with over 3,200 square feet, Wade is in a position to take his business to the next level. He is already the front runner in his community in market share and he knew this new environment would bring an increased level of profes-

Cover photo: AURORA PHOTOGRAPHY

sionalism to his operation,” says Joyce Paron, president – Canada for Exit Realty.

■ ■ ■

Shackleton Real Estate & Auction Co. is now a member of the Aventure Realty Network.

Broker/owner Brent Shackleton operates the independent brokerage from locations in Stratford and St. Marys, Ont. With a history of over 25 years of successful real estate experience, Shackleton delivers a full suite of services including residential, commercial, agricultural and new home sales to its markets.

■ ■ ■

Re/Max First Choice Realty is marking its milestone 20th anniversary and continues to evolve to serve burgeoning Thunder Bay, Ont. The company has transitioned from a small startup in 1991 to a market force, boasting a solid 25 per cent market share and ranking among the top 200 Canadian real estate brokerages (2010 – Real Trends), says Re/Max. “The franchise has grown exponentially in lockstep with the expanding Thunder Bay community,” says founding broker/owner Mario Tegola. “The emergent real estate needs of today’s buyers and sellers have grown increasingly complex in a city that continues to experience tremendous development, a veritable metamorphosis of trade, industry and economy and a progressively enhanced regional profile. Northwestern Ontario is on an upward track, with great potential for the future.”

The Re/Max First Choice sales force expanded from a team of just five Realtors when it opened to 38 Realtors. Tegola says the area’s stable housing sector can be attributed to exceptional affordability and a strong desire toward homeownership. “As much as we’re celebrating our 20th anniversary, we’re also proud to celebrate the positive direction of Thunder Bay

and the surrounding area. As Realtors, it’s an exciting time to be unofficial ambassadors of this upand-coming municipality,” he says.

■ ■ ■

Broker Chris Wieser has joined Avison Young’s brokerage operations in Vancouver as a multi-family and investment sales associate. He was most recently an associate with NAI Commercial in Vancouver, specializing in apartment and investment sales, predominately in the B.C. Interior and Okanagan.

A Lower Mainland, B.C. resident for 31 years, Wieser joined NAI Commercial in 2006 and earned the company’s Rookie of the Year Award in 2007.

During the past two and a half years, Avison Young has grown from 11 to 24 offices and from 300 to more than 750 real estate professionals across Canada and in the U.S. ■ ■ ■

Royal LePage is holding its My Great Neighbourhood contest for a second time. Canadians are asked to submit an entry online explaining why they love where they live. Winners are selected based on how creative, original, informative and compelling their entry is, as well as the number of Facebook votes the entry receives.

“Canadians have a lot to be proud about and the My Great Neighbourhood contest allows residents from coast to coast to creatively showcase the many reasons why they love where they live,” says Phil Soper, president and CEO, Royal LePage. “We encourage Canadians to share the beauty of their city, the caring spirit of their neighbours or what makes them proud to live in their community.”

Canadians, groups or individual entrants are asked to upload a video or as many as five images to the My Great Neighbourhood website, along with a short explanation outlining what it is that

Publisher HEINO MOLLS email: heino@remonline.com

Editor JIM ADAIR email: jim@remonline.com

General Manager JOHN COOPER email: john@remonline.com

Senior Editor KATHY BEVAN email: kathy@remonline.com

Director, Sales & Marketing DENNIS ROCK email: dennis@remonline.com Brand Design SANDRA GOODER

Art Director LIZ MACKIN Graphic Design SHAWN KELLY

makes them so passionate about their neighbourhood. After a voting period for the public and evaluation by a jury, the winner(s) of the contest will receive a grand prize of $20,000. There is also a

second prize of $3,500 and a third prize of $1,500.

The contest runs until Oct. 21, 2011. For more information visit mygreatneighbourhood.royallepage.ca. REM

Erika Gileo wins Stevie Award for Exit Realty Exit Realty Corp. International’s senior vice-president - operations, Erika Gileo, has won a Stevie Award in the category of Executive of the Year - Real Estate in the 2011 International Business Awards. The awards are the only global, all-encompassing business awards program honouring great performances in business, the company says.

Exit Realty was also recognized with Distinguished Honouree Medals in the categories of Company of the Year - Real Estate and Chairman of the Year (Steve Morris, Founder and CEO).

Nicknamed the Stevie for the Greek word “crowned,” the awards will be presented to honourees at a gala event on in October in the Emirates Palace Hotel in Abu Dhabi, United Arab Emirates.

Recipients of International Stevie Award trophies and Distinguished Honouree medals were selected from more than 3,000 entries received from organizations and individuals in more than 40 nations.

“Erika understands that in building a company you can replace yourself with either people or systems. At Exit Realty she has done an amazing job of meshing the two,” says Tami Bonnell, president of Exit’s U.S. organization. “We have approximately 50 people at our head office and the systems she has put into place will allow us to build to 200,000+ agents without having to significantly increase our head office support network. She has given the staff opportunities for growth and advancement so there is, and will continue to be, very little turnover. We have been through the worst recession since the depression. To grow a real estate company and keep your eye on the core business is a difficult task that she handles with ease.”

Honourees were determined through two rounds of judging by REM close to 200 professionals worldwide.

CORRECTION The obituary for Walt Hayes (REM, July) contained some errors.

It should have read: In the mid 1980s Mr. Hayes was hired by Karl Nielson to grow the National Real Estate (NRS) brand in Ontario.

Mr. Hayes bought the rights to Sutton Group in Ontario in 1987 and helped build Sutton Group Ontario along with Rick Hamilton.

2255B Queen Street East, Suite #1178 Toronto, ON M4E 1G3

Phone: 416.425.3504 www.remonline.com REM complies fully with the Canadian Real Estate Association's Rules for Trademarks (CREA Rule 16.5.3.1) REALTOR® and REALTORS® are trademarks controlled in Canada by The Canadian Real Estate Association (CREA) and identify licensed real estate practitioners who are members of CREA. MLS® and Multiple Listing Service® are trademarks owned by CREA and identify the services rendered by members of CREA. REM is published 12 times a year. It is an independently owned and operated company and is not affiliated with any real estate association, board or company. REM is distributed across Canada by leading real estate boards and by direct delivery in selected areas. Subscriptions are $40.95 per year (including $1.95 GST), payable by personal cheque. Entire contents copyright 2011 REM. All rights reserved. Reproduction in whole or in part without written permission from the publisher is prohibited. The opinions expressed in REM are not necessarily those of the publisher.

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Multiple Listings

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8 REM SEPTEMBER 2011

AS I SEE IT FROM MY DESK

By Stan Albert

A

s many of REM’s readers know, I’ve thundered on about using Seller Property Information Statements (SPISs, as they are known in Ontario) from time to time.

Toronto lawyer and columnist Bob Aaron has dubbed me the “unofficial ombudsman” for Ontario Realtors. Be that as it may, I asked Lou Radomsky, Ontario Real Estate Association Standard Forms Committee legal counsel, to answer some of the slanted views of Mr. Aaron. It’s my fervent hope that some of you will weigh in on this article.

Lou was called to the Bar in 1977. He is an OREA Real Property Law instructor and he also instructs the Real Estate Council of Ontario Update Course. Lou has written and presented a variety of other courses.

Stan Albert: What gave rise to the SPIS? Lou Radomsky: The SPIS was originally developed in Ontario by one of the boards. It was created to perform a number of tasks. It was and is meant to afford the real estate salesperson an opportunity to gather information about and become familiar with the property.

It also gave and continues to give the seller the chance to be forthright about issues on the property that would be of interest to a buyer.

OREA saw the benefits and value of the information provided by the form and created its own.

Albert: How many jurisdictions use a form similar to the SPIS? Radomsky: Virtually every provincial and territorial association has some version of this form available.

OREA lawyer ‘emphatically’ supports disclosure forms Albert: Why does the form have a number of questions that may not apply to a property?

Radomsky: The form is a written format of questions a Realtor is supposed to ask when taking a listing. The Realtor would go through a series of questions to become knowledgeable and informed about the property. In any conversation of that nature there will be questions that the Realtor asks that have no application to a property.

However, by having these questions addressed in the form, in the event that the question is appropriate, then it has been asked.

Albert: Do you believe that the completion of the form should be mandatory?

Radomsky: There are instances where the form would not be appropriate; as in a power of sale, an estate sale, a tenanted property to be sold or where the seller does not exhibit a working knowledge of the property. However, the benefit to having a written format is that the answers have been documented. The effect is to ensure that a buyer would become aware of issues that might affect their decision to buy.

Further, the use of the form is meant to provide the disclosure necessary to avoid litigation. A buyer who has been told of a deficiency in advance of making an offer on a property will have great difficulty pursuing successful litigation on that issue. The benefit of the written format is to avoid any dispute that might arise with a verbal disclosure vs. written disclosure.

Albert: What do you think about the court cases that are out regarding the SPIS? Radomsky: There are many cases where the use of the form was a deciding factor in protecting the seller and the sales representative or broker.

Albert: How is the form meant to be completed?

Radomsky: It is not appropriate for the Realtor to leave the

Lou Radomsky

form behind and ask the seller to complete it in the Realtor’s absence. The Realtor’s job is to meet with the seller while the SPIS is completed. The Realtor is to explain what the question is asking and not to provide an answer.

Albert: What cautions would you suggest to anyone completing the form?

Radomsky: Primarily, be honest. Most of the litigation where the sellers were found liable came from circumstances where the court did not believe that the sellers were telling the truth.

It needs to be emphasized that the use of the form is like any other tool; it must be used and completed correctly. The difficulties arise when that does not happen. Some of the cases have illustrated this. It is expected that the seller diligently reviews the questions before answering them. A cavalier approach might result in a determination that the seller was negligent in completing the questions.

It should also be noted that there are questions that the seller may not be able to answer. If this inability results from lack of knowledge, then the form provides a place for responding that way – “Unknown”. If the inability is because the question does not apply, then it is appropriate to answer “n/a”. If the seller does not understand the question then it is important that an explanation be provided so that the seller can correctly respond.

Err on the side of caution.

Better to disclose a repair that was

completed a while before the sale of the property, than to have the buyer discover the issue after closing when it has become a bigger issue.

What used to be afforded the protection of the principle of caveat emptor has eroded over time.

The courts expect sellers to be forthright about what it is they are selling.

This is, in most cases, the most expensive undertaking that buyer and seller will undertake in the lifetime. We should hold sellers accountable for trying to “slide one by”.

Today, we instruct Realtors that disclosure is imperative. This is also prescribed by Section 21 of the Code of Ethics.

Sellers are under an obligation to disclose defects on the property, in particular, defects that a court might consider a latent defect. A latent defect is typically in regards to a structural matter of which the seller has knowledge and the defect is not readily apparent. The ones that most often find their way to a court are leaks.

Latent defects can be pursued in a court in the absence of a SPIS. The SPIS affords the seller the opportunity to tell the buyer. Upon disclosure a successful court action would be extremely problematic.

In a current circumstance consider the Krawchuk v. Scherback case where ultimately both the sellers and the salesperson were held liable. The trial judge came to the conclusion that the sellers were not forthright but rather were dishonest in not disclosing defects on the property and held the sellers liable. On appeal the court found the sellers liable and the sales representative liable as well. The sales representative in a multiple representation situation had advised the buyers to remove a home inspection condition.

The Appeal Court said: “To avoid liability in negligence, a real estate agent must exercise the standard of care that would be expected of a reasonable and prudent agent in the same circumstances.”

The Court of Appeal deter-

mined that the salesperson was obligated to engage in further investigations where a visual inspection revealed issues. These included a “sloping floor” and the statement by the sellers that there had been a repair done 17 years previously and there had been no further issues.

On the other hand, take the Cotton v. Monahan case in 2006 where the buyers purchased a home and discovered a large number of latent defects. The buyers pursued the sellers and the real estate salesperson, claiming damages. After a review the court determined that the buyers had been advised that there had been construction done to the premises without a permit and that the buyers should consider a home inspection. The buyers chose not to have one done. Upon discovery of the defects, they sued the sellers because they felt that the sellers had concealed these defects. There was a SPIS completed and provided to the buyers.

The court determined that the sellers and the salesperson were forthright in all their dealings with the buyers and had not concealed anything. The action was dismissed.

Albert: So do you think it is a good idea to complete the SPIS? Radomsky: Emphatically yes!

If completed appropriately, it gives the buyers valuable information. It affords the sellers the chance to be forthright in their knowledge of the property. Problems arise with or without the form, when the sellers attempt to mislead or conceals issues. These can lead to litigation whether there is a SPIS or not.

Consequently, by offering the SPIS to a seller to complete it allows the seller to tell the buyer of anything that might be of value to the buyer in deciding whether to purchase a property.

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 41 years as an active real estate professional. REM

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10 REM SEPTEMBER 2011

Seller financed USA real estate

By Alex Argueta

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anadians have a window of opportunity to acquire property in the USA in a less traditional manner by taking advantage of current real estate market conditions and the status of the currency exchange of the U.S. dollar versus the Canadian dollar.

Currently, two significant aspects allow for real estate to be of special interest: the prospect of higher inflation in the U.S. and a weaker dollar versus the Canadian dollar.

In both circumstances, the Canadian dollar provides a purchasing advantage.

What is seller financing?

Seller financing provides for the purchase price of the property to be paid with a low down payment (generally 10 to 30 per cent), the balance amortized over a long term (say 20 years) and a low interest rate (preferably fixed). In most instances, there is a provision that whatever balance of principal exists at the end of a set period of time after purchase (three to 10 years is customary), it becomes due and payable. This is a form of payment that allows the buyer to: 1. Enjoy, initially, a lower monthly payment based on a longer amortization term.

2. The ability to pay off at any time before the end of the set period.

3. Refinance before the financing expires.

What should you be aware of?

When buying land or a lot in a subdivision, the condition of the real estate is an important aspect of any acquisition. It is important that the land or lot has all necessary infrastructure properly permitted per state and municipal approvals.

It should have paved streets and all utilities to the property line. If no improvements exist, there could be significant additional costs to the land or lot when ready to build.

Seller financing should be offered with property that does not have any monetary encumbrances

(loans) on it. Acquiring real estate using a title company that is registered to conduct title and escrow transactions is an absolute necessity. This will provide the buyer with legal evidence that he becomes the owner and is an alert to any issues or encumbrances that may exist.

How does inflation impact a seller financed property?

With the potential of higher U.S. inflation, the cost to acquire goods and real estate will increase.

Fixing a price today may be advantageous, should this occur, to ensure a benefit in the value of the property to the buyer.

How does a weaker U.S. dollar impact seller financed property?

The purchasing value of a Canadian dollar against a weaker U.S. dollar provides more bang for the Canadian buck. Though the U.S. dollar has strengthened over the past two years, the current Canadian dollar is still stronger than the U.S. dollar. If the U.S. dollar remains weak or becomes weaker, each payment of the acquisition loan would cost less to the Canadian buyer using his stronger currency to pay off the loan. In fact it may be of additional value at any point after acquiring the property to consider paying off the loan to lock in his currency benefits. Any property offered with seller financing should have a no pre-payment penalty clause built into the loan papers for the benefit of the buyer.

A licensed Arizona real estate broker since 1998, R. A. (Alex) Argueta has been actively involved in all facets of real estate for over forty years, including the development and marketing of commercial, resort and residential communities. In 1993, he cofounded The Remington Group, Inc., an Arizona land development and investment company, which focuses on the Southern Arizona market. www.remingtonrealtyaz.com REM

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12 REM SEPTEMBER 2011

Rhonda Heaslip raises the bar

The championship powerlifter, a sales rep with Re/Max Nanaimo, says support from the local real estate community helps give her an edge in competitions. By Dennis McCloskey

Rhonda Heaslip has been selling real estate for six years. The powerlifter will attempt to set a new world record in September. (Photos by Aurora Photography)

S

he could easily rest on her laurels and congratulate herself on the accomplishments she has already racked up, including a seven-year stint as a search and rescue airframe technician in the Canadian Armed Forces; a journeyman carpenter working in commercial concrete and steel; a successful sales rep for the past six years with Re/ Max of Nanaimo; and one of her crowning achievements to date: multiple national champion powerlifter in her class and ranked among the top five in the world.

It’s the latter hobby that could raise her profile to international status on Tuesday, Sept. 27 when she competes in the International Powerlifting Federation (IPF) Masters

Women’s and Men’s World Powerlifting Championships in St. Catharines, Ont. “It’s the first time in my life that I can compete in my own country, so I am ready for this,” says Heaslip. “I’m going after some records.”

Her interest in this uplifting sport began in 1979 when her Air Force colleagues noticed the 21-year-old woman lifting some very heavy weights. She was noticed by the president of the Canadian Powerlifting Association, who encouraged her to compete in the 1980 Canadian Championships in Belle River, Ont. He predicted she would break records. The prophecy was accurate: six months after she first started lifting barbells she held two Canadian records, and two

months after that she won a bronze medal at the IPF Women’s World Powerlifting Championships in Boston.

She competed in the World Championships in Tokyo in 1995 and set new Canadian records. Ranked fifth on the planet in her class, Heaslip decided to retire from the sport. “I was 36-years-old and busy raising three children,” she says. “It takes a lot of devotion, love and hard work to be among the best in your field. You have to want it and then go after it. I call it dream, believe, achieve.

“I had my hands full,” she says. Two children are from her husband Rob’s former marriage (Jennifer, now 30, and Jeff, 27) and Desiree, now 19-years-old and a second year undergraduate law student. She is Heaslip’s “little miracle” who was nearly lost during a difficult birth. Heaslip credits the Nanaimo Regional General Hospital for saving the infant’s life, and the sales rep is currently fundraising on behalf of the hospital (http://www.facebook.com/ raisethebarfundraiser).

Heaslip, who has lived on Vancouver Island since 1986 and in Nanaimo for the past 13 years, had no intention of returning to her sport.

However, in 2009 a friend whom she had competed with in the 1980 World Championships and who’d won gold visited Heaslip for a week. The pair worked out together that week – mostly lifting weights – and her companion noticed that Heaslip was lifting some pretty heavy weights. They looked up the Canadian Powerlifting records and

realized she was breaking Canadian records at the gym.

“I got the bug again,” Heaslip says. In November 2010, she competed in the Western Canadian Powerlifting & Bench Press Championships in Vancouver and broke eight records, including squat, bench and deadlift.

The sales rep by day and powerlifter by night has also competed in 2011 Canadian National Powerlifting Championships in PEI since her return, and she says the Vancouver Island Real Estate Board has been “highly supportive.” It paid her airfare and hotel accommodation for the Canadian Championships in Charlottetown in March.

“All I had to do was lift,” she says.

Now the woman who holds 10 Canadian Powerlifting records (over two age categories) in her class (63 kg.) prepares for the World Championships, where she will lift in the squat, bench press and deadlift events.

The 5-foot, 2-inch, 139 lb. , 53-year-old athlete says she feels fantastic. “I’m lifting what I did at age 36,” she says. “It keeps me physically youthful and mentally sharp, like nothing else can. This sport also teaches you to focus and it teaches you to believe in yourself. The only person who can limit yourself is yourself.”

Among the Canadian records she holds is in the deadlift event. She lifted 360 lbs. to achieve that record and plans “a 375lb. pull at the world’s.”

She is also this country’s current record-holder in the bench press at 187.5 lbs. “I

have lifted 205 lbs. two in a row in practice, so I am looking forward to setting new national records at the World Championships.” She also has her sights set on a world bench record. She needs to press 242.5 lbs. and if her recent training is any indication, she is close to attaining that goal. If successful it would be her first-ever world record. If you’re in the St. Catharines area during the World Championships, be sure to go out and cheer for her when her weight class starts lifting at 5 pm on Sept. 27.

Often Heaslip is asked to speak to groups of Realtors, including those with whom she competes in the business.

Heaslip says she wants to be as successful a Realtor as an athlete. Applying the principals of weightlifting to her work, she believes “you are only capable of what you think you believe you’re capable of.”

Rhonda Heaslip

When asked how she balances work with her hobby, Heaslip says weightlifting is a de-stressor.

“Lifting weights helps me to keep a balance and it’s a positive influence in my career,” she says. “It’s a dovetail fit,” says the former journeyman carpenter. REM

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14 REM SEPTEMBER 2011

Police seek suspect in kidnapping, death of sales rep Police have made several arrests in the kidnapping and murder of sales rep Tony Han but are still looking for a suspect.

P

eel Regional Police are still looking for a suspect in the kidnapping and death of Jianguo (Tony) Han, a Toronto-area real estate sales rep who was kidnapped in January.

On January 20, police were called to a home on Featherston Drive in Mississauga in response to a complaint of two missing men. A subsequent investigation determined that they had been kidnapped, police say.

On January 26, one of the men, (Johnny) Xiu Jun Fei, was located.

Fei was the owner of the luxury home, which is near the Erindale College campus of the University of Toronto. Han, an agent with HomeLife Landmark Realty in Markham, had the property listed for sale for $2.4 million. He and Fei reportedly went to the home to

meet a prospective buyer.

The investigation led police to a Markham residence in July, where Han’s body was found.

Police didn’t reveal until July that several arrests had been made in the case.

Senthuran Sabesan, 23, of Waterloo, was arrested in February and charged with two counts of kidnapping with the intent to hold for ransom. On July 13, he was arrested again and charged with aggravated assault and manslaughter. Gobinath Shanthkumar, 23, of Newmarket, and Sohiab Malik, 21, of Waterloo, were arrested on July 13 and charged with two counts of kidnapping with the intent to hold for ransom, aggravated assault and manslaughter.

Senthuran Sabesan, 23, of Waterloo was arrested in January

and charged with two counts of kidnapping with the intent to hold for ransom.

Hinthurjin Baskaran, 21, of Toronto, was arrested in June and charged with two counts of kidnapping with the intent to hold for ransom. Police say two adults who cannot be named due to a publication ban have also been arrested.

On July 15, police released a picture of a suspect they were trying to identify who they believed was responsible for driving a vehicle involved in the kidnapping.

Police say they received information from the public and that led to the arrest of the suspect. Wei Xin Huang, 29, off Markham, is charged with two counts of kidnapping with the intent to hold for ransom, as well as one count of aggravated assault and one count

of manslaughter.

A warrant for the arrest of Guo Wei Wu, 43, of no fixed address, was issued on January 29. Police do not know his whereabouts. “Certain aspects of this investigation have not been released to the public, in order to protect the integrity of the investigation and

Tony Han

the upcoming court cases,� says Peel Regional Police in a news release.

The National Post reports that Han immigrated to Canada in 2004 from China’s Shandong province. As a real estate agent he catered to the Mandarin-speaking immigrant community, says the Post. REM

Police have issued a warrant for Guo Wei Wu, of no fixed address.

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REM SEPTEMBER 2011 15

SALES COACH

By Bruce Keith

H

ere are some ideas for what to say the next time a price reduction is required on one of your listings.

How do you respond when your vendor says, “It’s pretty hard to justify dropping my price when you are not advertising it in the newspaper/having an open house.”

Your answer: “I can see why that might frustrate you but let me ask you a question. Why do you think I am not doing that?

“The fact is that neither of those activities gets results anymore. Five to 10 years ago that’s how homes were promoted to the public... things have changed, as you know. Now everything is done through the Internet. Do you know how many websites we are

Conversations about price reduction showing your home on? (No idea, they’ll say.)

“Your home is promoted on no less than seven websites! We are getting interest in your home. Do you want to know how I know that?

“We are able to track the number of ‘hits’ every week. The buying public is definitely looking at your home on the Internet. The trouble is, they are not coming to see it because there are other properties with many of the same features as yours for less money. So we need to reduce it by $15,000. The new price needs to be $299,000.

Can I have your approval to get that done right away?”

you know what this means?

“It means that the buyers are looking at your home and your price, and saying to themselves that because they would not be prepared to pay ‘close to your asking price’ they are just going to go on to another home that has pricing that is more appealing. Make sense? (Your vendor may say something like, “I suppose, but I don’t like it.”)

“I don’t blame you Mr. Seller.

At the same time, we need to get some offers in here, don’t we? Let’s reduce it by $15,000 down to $299,000. We should do that right away. May I have your permission to go ahead?”

■ ■ ■

■ ■ ■

What about when your vendor says, “They can always make an offer, can’t they?”

Your answer: “Well, you would think that would be the case. In this market that doesn’t seem to work... can I tell you why?

“Let me start by telling you there are homes similar to yours that are selling every week. It is important to understand... the homes that are selling, are selling very close to asking price. So do

Your vendor says, “Well this is rather silly because everything I read says that the prices are going up!”

You: “That’s a very good observation. The problem is that sometimes when the information is published in the newspaper, they aren’t very specific about exactly what is happening. May I explain?

“When prices go up in a market as broad as ours, certain price ranges go up when other price

ranges stay flat or even go down.

Your home is in the $300,000$400,000 price range. There is an excess of inventory for those homes. The price range that is going up in price is the next level below you...the $200,000-$300,000 houses. We need to act now. Can I tell you what we should do?

“The good news is that most of the other sellers in your price range haven’t figured this out yet. We have an opportunity here! Let’s reduce your price by $15,000 down to $349,000 before the competition catches on. That way we will beat them to the punch. Make sense?

“Let’s sign the paperwork right now for $349,000, fair enough?”

■ ■ ■

Your vendor: “What difference will it make? We are not getting many showings anyway.”

You: “You know Mr. Seller, at first glance what you’re asking makes sense. The fact is though, there is an opportunity here that we are missing. May I explain?

“You see, when a real estate agent is working with a buyer, the agent looks at the price range that the customer can afford and then

chooses from all the houses up to their maximum price range. For example if a customer said they could afford up to $400,000, the salesperson would look at all the properties for sale up to, say, $425,000. Any homes above that amount are ignored. We need to reduce your home $15,000 down to $425,000. Let me tell you the difference that will make.

“This will open up your home to a whole new group of buyers!

All those customers who were maxed out at $425,000 have never been exposed to your property.

Let’s reduce it right away to $424,900 so we can broaden the group of buyers who would love to see your home. Let’s sign the paperwork right now, okay?”

Bruce Keith, the “Sales Coach”, began his sales career at IBM and 15 years later used his marketing and sales expertise to develop a highly successful real estate business. He is a master of teaching “what to say and how to say it”. His high energy and entertaining training style has allowed him to create a popular coaching and seminar business for numerous sales organizations during the last 12 years. www.brucekeithresults.com REM

Stop procrastination for good

By Dr. Maya Bailey

A

s a business coach for real estate professionals for the last 14+ years, I often hear the same question from my clients: “How do I stop procrastinating and do what I need to do to pick up the phone?”

This article will give you a strategy guaranteed to help you overcome the old pattern

of procrastination.

Here’s the key: pick a goal that is manageable for you.

I was working with the client this morning named Steve who had been feeling stuck all week and unable to pick up the phone.

We identified that he clearly had an avoidance pattern going on. I asked that part of him to tell us why it had been preventing my client from making his prospecting calls.

It very clearly answered, “30 contacts today seems like too much. Steve will fail and then he will be criticizing himself. I don’t want him to go through that pain so I’m stopping him from making the calls altogether.”

We did some negotiating with

his “avoidance part” and it wasn’t long before a win-win agreement was reached.

The “avoidance part”, now called his Ally, was very agreeable to Steve making the calls as long as he would lower the number to 20 contacts a day when he sat down to prospect.

Steve knew that he could do 20 contacts today. He had done it before and he felt very confident of his ability to do that. A part of him that had been preventing him from taking the phone was now agreeing to be his Ally with a brand-new job description.

The deal was this: Steve’s part was to get on the phone and make 20 contacts a day. The Ally’s part was to:

1. Nudge him to get on the phone.

2. Praise him for his efforts.

3. Protect him from self-judgment and criticism.

By the end of the session, Steve reported feeling energized and highly motivated. We worked out some action steps and accountability along with a set of empowered beliefs. With his new and more realistic goal of reaching 20 clients instead of 30, the procrastination stopped.

Here’s a tip: Procrastination is just another word for fear. Next time you are procrastinating, ask yourself these questions: What am I afraid of?

What self-limiting belief is driving me?

What is a manageable action step?

Pick something you know you can achieve, take action, feel successful and use that as a springboard for your future action.

Dr. Maya Bailey integrates her 20 years of experience as a psychologist with 14 years of expertise in marketing. Her powerful transformational work creates a Success Formula for Real Estate Professionals ready to create a Multiple 6 Figure Income. To get a free report: “7 Simple Strategies to More Clients in 90 Days” and to apply for an Initial Complimentary Consultation, go to www.90daystomoreclients.com.

REM

16 REM SEPTEMBER 2011

Letters to the Editor TREB vs. Competition Bureau In a career that already includes enormous professional responsibilities and personal marketing expenditures, I don’t need the government’s Competition Bureau becoming the spokesperson for one, two or three disgruntled businessmen in an industry with over 90,000 members across Canada or 32,000 members in the GTA. Anyone with one iota of common sense would acknowledge that real estate is the most competitive and highest consumer service industry in Canada.

To claim that consumers lack choice in Internet real estate services is absolutely absurd and a blatant misrepresentation of facts.

As for TREB members, we pay for our association and the MLS system in order to help us serve our clients more effectively. It appears clear to me, and anyone else who is interested, that the MLS system

belongs to the members who have entrusted the association to be stewards of the system. Thus, the members should be free to choose how the system will be designed and used. Also, members must respect the decisions of the members in this regard. The idea that one or even 10 members want a change to the system should not be forced upon all the members. In fact, some members may want to develop expensive applications for themselves that will reduce the competitiveness of the other members who don’t have large amounts of capital. Such applications of the MLS system should not be approved by TREB or forced upon the membership by the Competition Bureau. In fact the bureau would truly be favouring big business and thus reduce competitiveness.

The lobbying power of a couple of real estate brokers with the Competition Bureau is capitalizing upon the diversity and independence of the front line real estate

sales representatives. We have no mechanism in place to rally together and voice our common outrage at the manipulation and deceit being foisted upon us by Melanie Aitken of the Competition Bureau. Even the terms and phrases being used by her are reported in a legal jargon that has been designed by a partisan perspective in this matter.

These are not the words of a consumer advocate. They are the words of a disgruntled Realtor and their lawyers.

I sent a letter voicing my concerns to six cabinet members. The Prime Minister’s Office forwarded this letter to his Industry Minister, who then sent it on to the Competition Bureau. A junior bureau officer called me this morning in the hope he could appease me and reduce my concerns. He works for the commissioner heading the TREB investigation. His main comment was that the tribunal will be made up of independent individuals.

The point I emphasized to the bureau’s officer is that they intend to regulate the establishment of expensive website offices that will certainly favour brokerages and teams of agents whilst making it too costly for independent contractors to compete. This will reduce competitiveness in the Internet media marketing channel.

The bureau did not appear to have thought through the full implications of their directive. In fact, their action will only help the discount brokers to reduce their costs and human services. The discount brokers will be given access to the database that the independent contractors have paid for through our membership fees.

Also, our associations will have to increase their expenditures on maintenance, security, policing and arbitration in the future.

There is also considerable risk as these new format brokerages fail and the databases are then open to data theft. The whole concept is foolish and not progressive from

the context of the personalized real estate services that are the backbone of organized real estate in Canada.

If the MLS system is to be used or delivered in a modified format by the public or by special interest users, then these people should be on a “pay-as-you-go” basis and our MLS operating fees should be eliminated. The MLS should become a profit centre for us and our association, especially since we are personally liable for the accuracy of the data.

Jim Reid BA, MBA, Broker, ABR, ICI Royal LePage - Your Community Realty Richmond Hill, Ont. Yes, it’s time to stand up and fight.

CREA and TREB have made concessions and clarified our busi-

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Continued on page 18

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18 REM SEPTEMBER 2011

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Letters to the Editor Continued from page 16

ness and services model to the government and consumers. It really does appear that this ongoing assault on our member-created system has something more to it than it appears.

So, as with any untenable situation, we are forced into a corner, and MUST come out and say: “Nuff is e-Nuff”.

Let the federal government go to a tribunal. We can’t lose.

Every suit has a window for a compromise/consent agreement to be worked out, so everyone comes out smiling for the cameras. But we need to stand up to a bully, and hold our ground – or send the federal government an MLS agreement of purchase and sale. They can create a new bureaucracy to run the MLS boards and we can take all the money and retire.

Our firm is happy and willing to pay whatever special assessment is needed to take on this fight.

Gordon Halkett 34-year CREA member President ReaList Realty International Nanaimo, B.C. The only problem with letting “willy nillies” have access to the MLS is we, as licensed Realtors, can do little to police their ethics and when they err we could be tarred with the same brush.

I would like to see only ONE board for each province and, inasmuch as we own the MLS, as a protection to the public, I think it is both fair and reasonable for us to require a paid membership from all groups and interests wanting to have access to our MLS property, so that offenders could be weeded out and denied access.

I have had lengthy phone conversations with the Competition Bureau, the last one lasting almost three-quarters of an hour. I complimented them on their concern for the public’s interests, however, all I got is a stammer, long silent pauses, meaningless words of explanation but no substance when I suggested that other big interest groups serving the public such as banks, oil companies, trust companies, insurance companies and the like

have certainly not captured their attention as much as CREA. My closing comment was: It is my opinion that the CB and certain officers of same have a personal agenda and vendetta inspired by “your guess is as good as mine” and because Realtors are perceived to be over-paid for their services and are portrayed as having a monopoly on people’s home and hearth, it is easy to brand Realtors as the bad guys.

It is a known fact that when a Realtor goes into a court, he or she nearly always wears the proverbial black hat or the villain’s attire.

I also tried to make the point that if the CB was a private corporation and not funded by taxpayer dollars, do you honestly think they would be pursuing a case that they probably won’t win in the long run? Answer: silence.

JNL Lynch Owner/broker Okanagan Sun Realty Oliver, B.C. For many more reader comments on this topic and others, and to join the discussion, visit www.remonline.com.

Promoting professionalism I am once again upset with your publication. (August 2011 edition). The cover story (once again) features a Realtor who works at the business on a somewhat part-time basis. Now I realize in this case he is a volunteer firefighter, but I really believe that continually highlighting agents that do other things (full or part-time) does nothing to enhance the professionalism of our industry.

I agree 100 per cent that there is nothing preventing agents from having other jobs but I don’t think highlighting these other jobs as a cover story promotes professionalism. We all know the public does not necessarily hold our profession in high regard (as a general rule) and this kind of story doesn’t instil more confidence in us.

Doug Baird Broker of Record Century 21 Infinity Realty Inc. Oshawa, Ont. REM

REM SEPTEMBER 2011 19

What are we really selling?

If home or property ownership in our Canadian cultural context is nothing more than a legal construct based on medieval foundations, what are the rights that one “buys” when a name is printed onto a deed of land? By Ari Lahdekorpi

I

t is fascinating to ponder what ownership of property really is. On one side you can see the homeless in any of the major Canadian cities, clutching their cardboard, garbage bags and shopping carts. Their sense of security and shelter differs greatly from the general population that surrounds them.

Looking up from street corners that the homeless occupy, you see the condominiums. These monolithic structures contain layers of strata owners claiming ownership to what is essentially a piece of air.

If the strata owners don’t pay their mortgages, they could lose their right of ownership. If any property owner in Canada doesn’t pay their taxes to the crown or the local governing body, they could lose their rights of ownership as well. This is a throwback to the feudal system of ownership. We fool ourselves into thinking that our modern legal systems are more evolved, when in practice they are not.

Despite the words, paper trail and legal constructs in our current real estate system,

in many respects ownership of land is just a fabrication of our society. One could argue that regardless of the protection of modern terms and conditions, the average Canadian can only rely on the security of ownership as long as regular dues are paid to the sovereignty. That in addition to the concept of government appropriation, leads to the question of what we really purchase when we claim title to real property. If home or property ownership in our Canadian cultural context is nothing more than a legal construct based on medieval foundations, what are the rights that one “buys” when a name is printed onto a deed of land?

The textbooks tell us that ownership in a property can take a number of forms, such as sole ownership, joint ownership, communal property or leasehold.

The differences in the forms of ownership or entitlement to a piece of real estate boils down to the rights associated with the different options. Essentially, a Canadian buyer does not buy the property; they buy a “bundle of rights” to the property.

In his book The Common Law, Oliver Wendell Holmes describes property as having two fundamental aspects. The first is possession, or de facto property, and the second is title, or de jure property. In Manitoba, for example, a buyer will first claim possession of a subject property and then a few weeks later the title will finally be registered. In B.C. it is not uncommon to see different dates, usually just a few days apart, between possession and completion of the transfer of title.

In the interim, the buyer claims ownership under possessory rights, and that is followed with the legal right. In Ontario, possession is not usually granted until legal rights are extended.

In every culture, ownership and possession are built upon custom and regulation, both legal and social. Many tribal cultures balance individual ownership with the laws of the specific collective, be it tribal, family, associate or national. For example, the 1839 Cherokee Constitution frames the issue in these terms: “The lands of the Cherokee Nation shall remain common property; but the improvements made thereon… (shall be respected)”.

Different societies have different theories of property for differing types of ownership. It appears universal that property ownership is not a relationship between people and things, but a relationship between people with regard to things.

Despite the abstract notion of modern ownership, we are driven by a hunger to have real estate that we can call our own. This desire to own real property is not a universal need, as the nomadic tribes in the arctic or the desert demonstrate. However, elements of ownership, such as the need

for safety and shelter, are primal behavioural motivators.

In his 1943 paper A Theory of Human Motivation, Abraham Maslow introduced the conceptual model for the importance of certain basic needs that a person is instinctively driven to obtain. In the mid’50s, he expanded on his theory in his book Motivation and Personality. Maslow’s theories focus on describing the drivers in our motivation in various stages of our development.

It’s interesting that Maslow studied well adjusted and exemplary people to arrive at his concept of a Hierarchy of Needs, rather than people who were psychologically damaged.

In some respects this helps to cement the universal nature of the motivational strata that he envisioned.

So according to Maslow’s Hierarchy of Needs, the need for shelter is a foundational driver. It is a fundamental motivation in life along with food and safety.

These are the ingredients that fuel the hunger for real estate. One could postulate that this primal need accounts for the wars over borders and the arguments over hedges and fence posts. Countless neighbours have done each other harm over a few inches of lawn, and countries argue over rocky islands that are inhabited primarily by gulls and clams. History is full of unfortunate battles over real estate. It’s no wonder that dealing with competing offers in a real estate transaction can be so volatile.

The indigenous peoples who had the embarrassment of riches in their unfettered use of large tracts of land seemed to be comfortable with the notion of common property. The nomads and the gypsies also had an abundance mentality that saw the countryside not as a series

of parcels of separate ownership rights, but rather as a shared resource. For these social groups the need for safety and shelter did not tie itself to a quantified lot or acreage, but was shared in a larger global sense.

The need for safety and shelter, while it can claim its roots inside the development of the legal constructs of real estate, is not the only motivational driver in building a real estate industry. Canadian culture and social convention have added to the primary need for shelter with the notion of self-esteem associated with property ownership. As most Canadians find their primary needs of food, safety and shelter satisfied, they climb Maslow’s Hierarchy of Needs to the upper tier motivational level of selfesteem. As we place our sense of self-worth into the equation, the desire for ownership of property increases. There is no greater flag of conspicuous consumption than the deed to a piece of property in a desirable location.

Considering all of this gives one a new appreciation for the depth of this business of residential real estate. It is a complex industry, built from a primal need to claim a nest (and then possibly a castle for our selfesteem needs), all for something that can be called “home”. Our cultural and societal motivators drive the real estate machine.

This industry will remain strong for years to come because its foundations are built on some primal motivators in the Canadian collective psyche. The Realtor who appreciates and responds to this will always find a livelihood and a satisfaction in knowing that they are fulfilling a deep rooted hunger.

Ari Lahdekorpi is managing broker at Re/Max Select Properties in Vancouver. REM

20 REM SEPTEMBER 2011

STOP SELLING HOUSES & START MAKING MONEY

By Debbie Hanlon

O

ne of the easiest ways to get new business in real estate, which surprisingly a lot of agents don’t do, is to ask for it. If I hadn’t gotten into the habit of asking everyone I met for their business I probably would not have made it to No. 1 in Canada in my first year. It was an automatic proclamation for me and should be with you: “I’m in real estate and I’d love your business.”

I remember this one agent who had just entered the real estate world. We worked in the same office. She was just fabulous and I was attracted to her energy right

Loud and proud off the bat. If you want to make more money, look at what you have first and see how you can use that. If you have boundless energy like she did, then ride that wave.

For ease of telling this story, let’s call this agent Edwina.

Before becoming a real estate agent, Edwina was a hairdresser and one of the better ones in town.

She had decided on a new career and was full of enthusiasm when she started down the real estate road. We all know how bumpy and full of unexpected twists and turns that road can be. And you know what it can be like getting started – patience is not only required, it’s mandatory because like anything new it takes time. In no time at all she wasn’t doing as well as she had hoped. I was fairly new as well, but was riding the highs of a successful career so she asked me out for coffee to pick my brain. I said yes, because we can all learn from each other. Everyone brings something to the table.

So we are at a coffee shop and

another lady comes over and joins us. We’re all chatting away making small talk when the lady asks Edwina if she’s still working these days. Do you know what Edwina said? Of course not, you weren’t there, so I’ll tell you. I will never forget her answer and neither will Edwina, who by the way is now a top-producing agent. Edwina answers the lady with, “No, I’m not working now, I’m in real estate.” This was delivered in a fairly flat tone, I might add. When she said it I was absolutely gob smacked!

Shortly after that the lady left and Edwina and I continued our talk. I felt I should point out what she’d just done. Did you see what you just did, I asked her. I asked why she didn’t have a perky sell line she could deliver like, “I’m selling houses and would love to sell yours.” She hadn’t passed out a card or collected the lady’s contact information for her database. She certainly didn’t ask for her business. And to top it all off, she told

Edwina answers the lady with, “No, I’m not working now, I’m in real estate.” This was delivered in a fairly flat tone, I might add. When she said it I was absolutely gob smacked! the lady that she wasn’t working anymore; she was in real estate now. Like real estate isn’t work! It was obvious that Edwina wasn’t proud of her career. We spoke about the incident for some time and it became a kind of running joke between us.

“You working today, Edwina?”

“No, I’m in real estate.”

Once she saw what she’d done wrong and how easy it is to do things right, Edwina changed her attitude and approach. That very day she started to grow her database and take pride in what she did. If she’d done that from day one, imagine all the contacts she would have. Now imagine all the

contacts you could have. Now stop imaging it and start creating it and for goodness sake, be loud and proud of yourself and the great job you do! “I’m in real estate and I’d love your business.” Say that to everyone you meet this week and see what happens.

Debbie Hanlon is the founder of Hanlon Realty and CEO of All Knight Inc. She is a three-time top 50 CEO winner and was named one of the top 100 female entrepreneurs in Canada. She is currently an elected city official in St. John’s, Nfld. and is available for motivational and training seminars. Email debbie@allknight.ca.

REM

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22 REM SEPTEMBER 2011

Why I love social media

By Carol O’Hanley

S

elling real estate in 2011 is nothing like it was just six years ago when I first got into the business, working with my husband here in Charlottetown, PEI. Before that, I worked as an administrative assistant in a real estate office, so I’ve been familiar with industry trends for close to a decade now.

If you’ve also been around for that long, you know that the business of real estate is a whole different ball game.

Today, my husband Steve does most of the selling for our team while I handle the online aspect of the business. I’m honestly not sure who puts in more hours, but I have a strong sense

that I’m the one having more fun!

I’ve always been a social person, but since entering the world of real estate I’ve been getting out and meeting people more than ever before to network. If there is a luncheon to go to, an evening business mixer to attend, or any other way to get my card into someone’s hand, you can bet on me being there. I think that’s why I’m so attracted to Facebook and Twitter, because being social comes naturally to me.

These days, everything I do when I’m out networking not only helps spread the word about our business to the people I meet in person, but it also is promoted to the thousand or so people who follow me on Twitter and Facebook. Potential clients can see that I’m out there and involved in my community, which can only help bring exposure to a property they have to sell if they list with us.

If you’re not promoting your real estate business with social

media, you are really missing out on some amazing opportunities to grow your network. And social media is a two-way street.

I get all of my real estate news and other information from Twitter and Facebook. It really helps me to stay connected to my community and to stay on top of industry trends.

One of my favourite examples of how my “real-life” social life has been interwoven with my online social life is the Island Tweethearts – a group of 12 professional women who know each other mostly from Twitter. We get together over supper once each month to talk business, share laughs, support each other and give back to the community.

Each month we all donate $10 to put towards a cause we all agree on for that particular month.

I am also the lead organizer for our PEI Tweet-Ups. Four times a year, 100 or so people come out to chat and get to know the people they might only know by Twitter handle.

For our real estate business, these activities are huge because I’m getting our name in front of all of these people so often. More importantly, people get to know me as a real person and not just an agent.

Another example of how I’m using social media locally to help grow our business is through the Islanders by Choice Alliance (IBCA), an organization which I co-chair. An Islander by Choice is anyone who chooses to live in PEI, whether they were born here or not. The group started when I was talking with a Twitter acquaintance (who isn’t originally from PEI) about how so many newcomers to the province find it hard to forge relationships with native Islanders.

The IBCA uses Twitter and Facebook to help spread the word, and it’s taken off like wildfire. As a real estate agent, I’m interested in helping people feel comfortable in their new home and their new community, so it’s

important to me to help people feel welcome here. If I sell a few homes along the way, that’s great, but it’s not my main motivation.

I think that’s key with all this. If you want to be successful with social media, don’t use it to sell, sell, sell all the time. Just be yourself, give people a look at your human side, and the rest just takes care of itself.

Carol O’Hanley (a.k.a. @peihouses) has a diverse background, having worked in human services, retail sales and office administration before getting her real estate license in 2005. Carol’s partner in business and life, Steve Yoston, has 11 years experience in real estate sales and has been a consistent top producing agent, winning numerous production awards.

Together Carol and Steve have created a master sales team that puts their clients’ needs first.

Visit www.PEIHouses.com or www.HowToBuyPEIRealEstate.co m, where you can download their free ebook. REM

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Reach your full potential with Royal LePage Be a part of an organization with almost 100 years experience in real estate. With a network of more than 14,000 REALTORS®, Royal LePage offers you the resources you need to be competitive in today’s market.

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26 REM SEPTEMBER 2011

LEGAL ISSUES

Setting

THE STANDARD! ®

By Donald H. Lapowich

W

IN THIS YEAR ALONE

hen determining real estate agents’ commission, watch the words you use. In this case, the words were notes on an exclusive listing agreement.

The agreement required a commission if a transaction was completed during the 180-day extended period after termination of the original listing term. There was no definition of “completion” or “transaction”.

The court was faced with a lease agreement for a proposed purchaser to occupy the property and pay rent until the closing. The purchase was to be “one year later” and “immediate” payment of deposit, with the balance on closing.

This matter went to the Court of Appeal on the issue whether the real estate agent was owed a commission.

The Realtor lost because the agent had drafted the wording and “transaction is completed” was ambiguous, which worked to the benefit of the vendor.

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Another case in British Columbia is based largely on B.C. Statute Law. The principles behind the case are worthy of note.

The plaintiffs (claimants) purchased a home in a townhouse development, having received a disclosure statement from the developer (as signed).

The plaintiffs then signed an Agreement of Purchase and Sale, paid the first deposit, but refused to pay the second deposit after receiving and reviewing the “amended disclosure” with a number of changes, including a four-month delay in construction.

The developer took the position that the plaintiffs defaulted and kept the first deposit. The plaintiffs sued and were awarded

Recent court decisions the return of the first deposit. The court found: 1. The developer eventually abandoned its intention to complete development.

2. The developer was aware of at least a 10-16 month delay in construction from the original completion date.

3. Consumers should be protected in respect to material changes in disclosure.

4. The later date of completion could reasonably affect value, price and use of the unit.

The court also declared that a deposit could not be liquidated damages that a developer could keep when the developer did not begin construction.

■ ■ ■

In a case in Nova Scotia, the plaintiff offered to purchase a home for $X. The plaintiff was represented by a father and son real estate team. They also represented the vendor.

The younger agent told the plaintiff that there was a competing offer, so the plaintiff increased her offer, which was accepted and the deal closed.

Years later, the plaintiff learned that the competing offer was made by a company owned by the father’s wife and the father was an officer of the company.

In the lawsuit brought by the plaintiff, the court found that there was no doubt there was a breach of a duty of disclosure. However, the plaintiff did not demonstrate a monetary loss, the court found.

There is a principle that where there is a “technical” breach of duty, the court can award nominal damages. This was not done in this case.

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

28 REM SEPTEMBER 2011

THE GUEST COLUMN

Put your head in the sand and sell A warning to fellow Realtors

By Ross Kay

I

am a third generation Realtor, the son of a local legend. My father is the guy people still tell stories about 30 years later.

They tell of him knocking on doors in snow storms. His competitors remember when listings were tightly guarded secrets during the first couple days of the contract, and they tell of seeing the familiar silver and black LTD following their office caravans on Monday morning, knowing Allan was scribbling down the addresses and would soon be booking appointments before they could themselves.

I have been a Realtor for 24

years. During this time I have constantly heard the words “Don’t worry what others are doing, and just focus on YOUR next sale!”

Initially this came from my father, a man I shared an office with for 14 years. Next from my mother, who sold real estate and took care of my Dad and her home, all at the same time. Next from my wife, who wanted to be sure the bills were paid, after she left real estate to raise our four kids. Next from my broker, who noticed my sales had declined as my focus shifted to my family demands. Finally from concerned others, who saw my concern for the real estate industry begin to occupy more and more of my time.

Realistically, for the first 18 years of my career, these were probably good words of advice. I know they served my parents well because they are living the dream retirement life, as the rarest of Realtors who could retire solely from the earnings of

a 20-year sales career.

I never kept my head down too long. I never looked at being a Realtor as a job, but always as a business. Part of the reason my parents were able to retire after less than 20 years in the business was my father was able to “keep his head down and sell, sell, sell”.

Somewhere around 2002, it became increasingly obvious that my fellow professionals were under such intense pressure from outside influences that as business people, if they simply kept their heads down and sold, their business model would be attacked by outsiders. Non-Realtors, seeing all the heads in the sand looking for the next sale, saw an industry ready to be taken advantage of.

Each Realtor is a member of associations, brands and brokerages that we all assumed had leaders, who we paid (in one form or another) to represent us, by them having their heads up and looking out for us. It turns out that they

too had their heads down looking for the next sale, instead of looking out for us. While initially it was only outsiders who were allowed to operate without the rules and regulations we demanded of one another, the courts were working in the background at the request of government bodies to change the rules, allowing outsiders to strategically attack our profession. Why wasn’t someone watching?

We all know what has happened to our profession in the last 10 months.

The time has come for Realtors to get our heads out of the sand long enough to demand the leaders we already pay, to begin representing us. We pay CEOs, board staffs, franchisors and broker/owners massive fees to represent us. I know that last year, I paid over $25,000 in association fees alone, directly to the organizations I pay to represent me. These are not office fees or advertising expenses but the fees paid directly for the

privilege of my association with them.

I ask, how is it possible the CEO of a national association, whose members have revenues of over $3 billion annually, is allowed to continue to remain employed while NOT acting in the best interests of the majority of his members?

I ask, how is it possible the CEOs of provincial and local associations, whose members have revenues ranging in the multi-millions to $1 billion dollars annually, continue to remain employed, while NOT acting in the best interests of the majority of their shareholders?

I ask, how is it possible the CEOs and owners of the major franchise brands, with earnings in the tens of millions of dollars from agent fees, continue to remain silent, inactive and non-communicative to those operating under Continued on page 41

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30 REM SEPTEMBER 2011

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t’s been quite a few years since I last attended a real estate industry conference, sales rally or convention but as I recall, they were often quite a hoot. Oh sure, many times there was valuable information that attendees would take away from the event, but just as often (at least in the crowd I ran with) there were memories that may have been entirely unintended by the organizers.

Either way, there was always great value to me when the conferences came around every year.

1) Why is it so important to support and attend real estate conventions? a) It is inspiring to meet with fellow leaders in the industry. b) It is motivating to learn fresh sales techniques or emerging technologies. c) Still being awake at 4:30 am when the office joker blasts cola out of his (or her) nose after hearing a really good joke in the hospitality suite…priceless.

2) How do you prepare in advance of the conference, to maximize your personal benefit? a) Start seven months prior, brainstorming and preparing unforgettable self-promotional packages. b) Take an intensive Dale Carnegie course, to assist with nerves when networking. c) Visualize your intended outcome for the event, but also ensure that you know a great place to get

3) Who should you try to make your best impression with? a) A Realtor from an area you are most likely to refer to. b) That delightful bartender who keeps smiling at you. c) Impression? Ask Bob to do his Woody Allen…it’s freakin’ hilarious!

4) Once the convention has started, who should you sit with? a) Your fellow office-mates.

Avoid making eye contact with “outsiders”. b) The guy in the cowboy hat (there’s one at every convention). c) Who cares? As long as you’re in close reach of the no-host bar.

5) What are your prime objectives attending any convention? a) Networking with other Realtors and ultimately soaking in all the information presented by the keynote speakers. b) Trying just this once to not get so hammered that you leave your pants in the elevator (again). c) Discreetly gathering all your fellow (competing) office agent promotional brochures, and pasting on “Referrals Suck” stickers.

6) What do you look for in motivational speakers at a convention? a) Enthusiasm. b) Just one nugget that you can take away and put to immediate use in your real estate practice. c) Sobriety and a general ability to keep even remotely on topic.

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 ThatDanGuy@shaw.ca. REM

32 REM SEPTEMBER 2011

R

ealtors from across Ontario and other sponsored motorcycle enthusiasts roared into Ottawa for the last stop on this year’s Ontario Realtors Care Foundation’s annual Motorcycle Ride for Charity. With their arrival in the nation’s capital, the foundation achieved its goal of visiting all 42 real estate boards in Ontario, the completion of a journey three years in the making.

The ride kicked off at the Toronto Real Estate Board. For three days, Realtors rode throughout Central and Eastern regions of the province.

“Since our first ride in 2006, we have raised more than $170,000

for those in need of warmth, comfort and safety,” says Lynn Martin, Ontario Realtors Care Foundation Public director and ride chair, who was also a participant in the ride.

“This ride is a perfect example of Realtors committed to making a positive difference in their communities by taking time to raise awareness and funds for those in need – that’s what the Realtors Care Foundation is all about,” says Gary Simonsen, CREA CEO. ■ ■ ■

On July 15, the Ottawa Real Estate Board celebrated the 90th anniversary of its incorporation by hosting an Open House for mem-

bers and welcoming the participants in the Realtors Care Foundation Ride for Charity.

Ottawa Mayor Jim Watson addressed the assembly and offered his congratulations to OREB members. CREA vice-president Laura Leyser and OREA president Barb Sukkau both spoke as well, and presented OREB president Joanne Tibbles with gifts to mark the occasion.

“I truly believe that everyone here can be proud of the board that we have built and of the work that we continue to do. The future is never predictable, and no doubt further challenges lie ahead, but I believe we can meet them with strength, courage and ingenuity, as we continue to provide great service to our clients and our colleagues as members of the Ottawa Real Estate Board and of our community,” Tibbles said in her closing remarks.

The motorcycle riders roared into the parking lot just as Tibbles concluded her remarks and the attendees all headed outside to

greet them with cheers and applause.

Realtors Care Foundation chair Betty Doré was presented with a cheque from OREB for $42,969 in donations raised so far in 2011.

■ ■ ■

A summer food drive by the Saint John Real Estate Board raised well over two tonnes of food for food banks in southwest New Brunswick. Last month the board issued a challenge to its membership after hearing about shortages at local food banks, to come up with 1,000 pounds of food before the end of July.

A friendly competition among the 280 members of the board generated one tonne of food, and then the Realtors hosted barbecues at three Superstore locations, accepting food and cash donations from the public in exchange for barbecued hamburgers and hotdogs.

“The generosity of the public was overwhelming,” said Barry MacDonald, chair of the Realtors Care Committee, which co-ordi-

The Durham Region Association of Realtors (DRAR) hosted a barbecue lunch at Mackie Harley Davidson for the Realtors Care Foundation Motorcycle Ride.

nated the food drive. “People gave by the bag-full, and even by the cart-full.”

About 55 Realtors participated in the barbecue events, cooking up food, collecting donations, and circulating among the shoppers in the store to remind them about the food drive. Saint John Realtor George Carroll brought in 725 pounds of food himself. “I like a challenge,” says Carroll. “And I hate to lose!”

The board also raised over $1,000 in cash donations at the barbecue, which MacDonald says will be converted into gift cards for more groceries to donate.

■ ■ ■

The Association of Regina Realtors is providing $7,500 to the North Central Community Centre. The funds will be used to support the centre’s Youth Empowerment Program, which works to beautify the neighbourhoods and make it safer

Bryon Brandle

Continued on page 34

R.E. Michael Ziegler

OREB presents its cheque to the Realtors Care Foundation.

From left; OREB president Joanne Tibbles, OREA president Barb Sukkau and Realtors Care Foundation chair Betty Doré.

At the Realtors Care Motorcycle Ride barbecue, from left: Oshawa Mayor John Henry, DRAR president Dierdre Mullen; DRAR EO Cail Maclean; and Dean Mackie, owner of the host dealership.

ARR president Lane Boghean presents a cheque to North Central Family Centre executive director Sandy Wankel with Youth Empowerment program kids.

Members of the Saint John Real Estate Board raised well over two tonnes of food for food banks.

The riders arrive in Ottawa.

The Moncton Dragon Boat team in action.

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34 REM SEPTEMBER 2011

Boards and Associations Continued from page 32

for residents.

“We are really pleased to be able to support such a great program. Because we are so involved with neighbourhoods at the community level, Realtors really care about the health of Regina communities,” says association president Lane Boghean.

Many of the neighbourhood youth take part in the program on an ongoing basis. The participants cut grass, paint fences and dumpsters, pick up garbage, shovel snow and recently have started painting murals upon request.

The association raised $2,500 for the program at its annual golf tournament. The remaining $5,000 was donated from the association’s annual operating budget.

■ ■ ■

The RealtorsCare Dragon Boat team from Greater Moncton Realtors du Grand Moncton raised over $8,500 at this spring’s Dragon Boat Festival, placing second in overall fundraising among all the teams at this year’s event. Funds raised went towards the Lions Sick Children’s Fund and The Breakfast for Learning program in local schools.

Board president Shirley Powell says, “It’s a fun event that does a lot of great things for the families of our community.”

The Moncton team has had great success with the event over the years, placing among or at the top of the race for the most dollars raised, and even crossing the finish line with the fastest rowers more than once. This year, the team earned a solid fourth-place finish, but Lions Club president Ron Paschal says the Realtors had a much more important role to play at the event.

“The real estate Dragon Boat team has a reputation for raising a lot of money, so the team of doctors and nurses that won were really aggressive to come out ahead,” says Paschal. “Those Realtors really got a lot of teams going. The Lions appreciate what they do.

They’ve sure made a lot of kids smile.”

■ ■ ■

Bryon Brandle of Re/Max Vernon, Silver Star, has been elected chair of the Real Estate Council of British Columbia for the

2011/12 term. R.E. Michael Ziegler of Newport Realty, Victoria, was elected vice-chair.

Newly elected to the council for a two-year term are: J. Garth Cambrey, Stratawest Management, North Vancouver; Marylou Leslie, Re/Max Performance Realty, Delta; and Susan Lynch, Re/Max Centre City Realty, Prince George.

Re-elected council members for a two-year term are: Abdul R. Ghouri, Royal Pacific Realty (Kingsway), Vancouver and Patrick J. O’Donnell, Prudential Sussex Realty, West Vancouver.

■ ■ ■

Recently the Ontario Real Estate Association welcomed several new executive officers for an orientation at its Toronto offices.

The new EOs included Janice Wieringa, Chatham-Kent Association of Realtors; Betty Ann Rhea, Orangeville & District Real Estate Board; Andrea Gagne, Sault Ste Marie Real Estate Board; Nicole Bowman, WoodstockIngersol & District Real Estate Board; Wendy Giroux, Peterborough & The Kawarthas Association of Realtors; Katrina Steffler, Guelph & District Association of Realtors; Ted Martin, Simcoe & District Real Estate Board; and Kathy Allard, North Bay Real Estate Board.

While touring the building at 99 Duncan Mill Rd., the EOs met with each OREA staff director for a department briefing and overview. Retiring EO Carolyn Mills of the Peterborough & the Kawarthas Association of Realtors spoke about her experiences over the past 35 years and offered lots of sound advice.

■ ■ ■

The Oakville, Milton and District Real Estate Board (OMDREB) has won a prestigious award for its innovative use of technology. The award was presented by Advanced Solutions International (ASI) for the creative use of its iMIS software. The software is used by associations worldwide to provide membership administrative and accounting services.

OMDREB staff customized the software to create a web application called MyStore, which gives members a one-stop solution for paying membership dues, printing tax statements, registering online for courses and board events, accessing documents and purchasing real estate products. REM

36 REM SEPTEMBER 2011

Matchmaking service links homeowners, Realtors T

hey’re looking for someone special but they’re shy about picking up the phone or walking up to someone they don’t know and saying hi.

They also want to make sure they’re comfortable with a person before revealing personal information. What do they do? They turn to Sweetworth to find their perfect match.

Sweetworth is not a new dating service. It connects homeowners, buyers and sellers with real estate sales reps. “Using a unique screen name, just like an online dating site, and some easy templates, Sweetworth members can ask Sweetworth professionals for introductory real estate services,” says company founder Dave Young of Aurora, Ont. “Our interface manages all communication so (people) have the comfort of knowing they never have to give out their contact information or reveal their identity until they are ready to take the next step. It gives them the comfort to request services online and gives the agent a chance to earn their business.”

Online home valuation is Sweetworth’s lead service because, “Who doesn’t want to know what their house is worth?” Young says.

“The public is hungry for valuation information and agents are eager to provide it. What was missing was the conduit to bring the two parties together.”

A second-generation Realtor, Young got his real estate license in 1993 and is currently licensed with Royal LePage Your Community Realty. He is an entrepreneur and has 10 years of experience in the real estate technology field. “I saw people trying to get access to sold information so they could get a valuation on their house if they were thinking of selling, were determining their net worth, renovating or looking into mortgage refinancing,” he says. “The best place to get valuations is from real estate agents.”

Instead of picking random names and having to reveal personal information before they are ready, the site lets consumers have more control over early communication, giving them the confi-

dence, and eventually the trust, in the agent.

Many consumers prefer to do their research first, gathering information about the value of their home before they decide to sell or determine what they can afford to buy. They are leery of contacting an agent directly, mostly because they have a fear of pressure or unwanted contact before they are ready to sell, the company’s research indicates.

Sweetworth provides agents with a platform in which to respond to requests for information and cultivate new relationships.

“The expectation is not for Realtors to do a lot of legwork at first, but to open the lines of communication,” Young says. Both parties decide when to disclose their contact information. “We connect people using basic introductory tools (in hopes that it will) escalate to an offline relationship,” he says.

Homeowners create a profile of their home. Agents use a template to respond and a communication channel is opened, he says.

Consumers can also build pro-

files of properties they are looking for, and invite local agents to help them find their next home.

The site also provides a way for consumers to discreetly inquire about an ad or a listing, ask a private real estate question or chat with a Realtor about the serA Sweetworth sample valuation vices they offer.

The service is free to the public. A free multiuse. “Most Realtors have bios on month trial is being offered to their websites. That and other agents in advance of a consumer information can be uploaded. You media campaign, Young says. After can be up and running in minutes,” the free trial, it will cost $49.99 per he says. month for unlimited connections Sweetworth also provides sales and communications. reps with a different way to keep in Agents receive their own deditouch with their clients. Instead of cated profile page, which includes fridge magnets and calendars, their bio and links to their website, agents can use Sweetworth to send social media channels and annual updated valuations.

Sweetworth’s proprietary engageMore than 500 sales reps are ment tools. Realtors are encourcurrently taking advantage of the aged to post their Sweetworth link free trial. The site is live in Canada on their websites. Inquiries generand the U.S. ated through an agent’s profile page are exclusive to them.

For more information: REM www.sweetworth.com Young says the system is easy to

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eal estate sales reps help people find their dream homes every day, but what about those whose only dream is to have a safe and peaceful place to live without violence? The Royal LePage Shelter Foundation helps them too. Canada’s largest public foundation dedicated to supporting shelters and stopping the cycle of family violence raised a recordbreaking $1.8-million in 2010.

Royal LePage underwrites the administrative costs, which means 100 per cent of the funds raised go to the more than 200 Canadian shelters the foundation supports, says Shanan Spencer-Brown, who joined the shelter foundation as executive director in mid-January 2011. The Toronto-based foundation has three full-time staff and three staff shared with Royal LePage.

The foundation was established in 1999 after agents and brokers were surveyed about what they thought were the key issues and how they could make the greatest impact, Spencer-Brown says. “That there are people (for whom) home is not a safe place touched the Realtors.”

In Canada, half of all women will experience abuse during their lifetime and every year 360,000 children are exposed to their mother being abused, a company news release says. Forming a charitable foundation was seen as the best way to focus efforts and as a way to make the most meaningful contribution, Spencer-Brown says.

“The charitable foundation was also a way of demonstrating trust and accountability to donors, to show donors their contributions are being used in the best way possible and that we’re taking a long-term view to making a difference.”

Spencer-Brown has more than 12 years of experience in program development and fundraising positions in non-profit organizations that focus on children’s mental health, family violence and child development. Her most recent position was with the Kinark Foundation, where she served as

executive director responsible for fund development strategy and implementation in support of Canada’s largest community-based children’s mental health agency.

Previously she was the director of program and fund development responsible for all fundraising programs at the Child Development Institute, which has a significant focus on family violence.

The 13-year-old foundation helps more than 30,000 women and children each year with funds raised through agent commission contributions and other fund-raising activities. It has raised $12-million since 1999.

Funds raised in a community stay in that community, while national fund-raising projects, such as the National Garage Sale for Shelter, support long-term violence prevention and education programs. The one-day charity garage sale, hosted by more than 120 Royal LePage offices across the country, raised $120,000 in its first year, $315,000 in its second year and $420,000 this year.

Nationally, the foundation has partnered with the Canadian Women’s Foundation, taking a long-term view to preventing family violence by funding violence prevention work. Also on a national level, the foundation has partnered with Fourth R, a curriculumbased education program now

offered in more than 1,000 Canadian classrooms. It teaches violence prevention to 50,000 grade 8 and 9 students each year.

In her role as the shelter foundation’s executive director, Spencer-Brown plans to continue to develop and strengthen relationships and ensure brokers and agents feel connected to the foundation’s work. They need to see that their money is really helping, that they provide a new start for women and children, and may also save a life, she says.

She also wants to engage newer agents to sign up as commission donors, the life blood of the foundation that provides ongoing funding throughout the year.

The foundation offers support to offices by providing an online fund-raising page, pledge forms and other materials to make agents’ and brokers’ fund-raising efforts more successful.

Donors are recognized through the Shelter Awards and provided with logos they can use on their marketing materials to show they support their community.

Another unique feature of the company’s culture is that every national and regional event, such as training programs, has a shelter component, such as a silent auction, to raise funds.

For more information, visit www.royallepage.ca/shelter REM

At the recent Garage Sale for Sheler event, from left: Ahmed Helmi, broker/manager, Royal LePage Real Estates Services, Toronto; Phil Soper, president and CEO, Royal LePage; Shanan Spencer-Brown, executive director, Royal LePage Shelter Foundation; Beverley McAleese, executive director, Nazareth House; and Leila Brewster, sales rep, Royal LePage Real Estates Services.

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Mortgage Business V erico and AGF Trust Company have launched a co-branded, national mortgage program, offering one of the most competitively priced and innovative products in the mortgage arena as well as industryleading compensation, the companies say.

“This type of partnership allows Verico to work closely as a partner, providing input and feedback as to what types of products and programs will work for the broker and their customers today,” says Colin Dreyer, president and CEO of Verico Canada. “It also gives Verico members the option of partnering in a program that allows them to build equity in their business and add value when growing their agent teams.”

The program was officially launched earlier this year.

In other company news, Gord Pipkey of Verico Real Mortgage Services in Richmond B.C. was ranked No. 1 in Canada in the Canadian Mortgage Professional (CMP) magazine’s Top 50, an annual ranking of mortgage production volume by individual mortgage brokers.

Funding over $263 million from 602 deals last year, Pipkey

says that his focus has always been on his clients and not the commission. “I never dreamed of this. I just did the deals and it kind of happened,” he told CMP. He says his business really started to grow in 2006 after his son, Steve, who also works with him in the business, convinced him to use their existing client database to generate referrals.

Verico Canada had 11 members of the network in this year’s CMP Top 50.

Mortgage professionals and senior executives from major lenders gathered in Las Vegas recently for the Verico Business Forum, two days of thought-provoking speakers and insightful industry perspectives. The sold out event featured Yousry Bissada, partner of Five Fathom Partners; Dan Gardner, Ottawa Citizen journalist and author of Future Babble; and Joe Roberts, who told his inspiring story of his rise from a skid row drug addict to a millionaire CEO. Attendees were also given a sneak peek at the newest technology Verico will launch this fall.

One of the most talked about sessions of the event was the Lender Panel, which featured top

senior executives from major lenders.

“I was struck by the candour of all the panellists but I guess I shouldn’t be surprised because leadership requires facing difficult questions and having an answer,” says Boris Bozic, CEO of Merix

Gord Pipkey

Financial, one of eight panel participants. “Ducking difficult questions and preparing sanitized responses is the easy way out, and no one on the panel took the safe route.”

Verico also announced that Ellen Watt will fill the newly cre-

Martin Marshall The Verico Business Forum in Las Vegas was sold out.

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Grant Brown, mortgage broker with Verico Homeguard Funding in Newmarket, Ont., won the IMBA David P. Nichol Technology Award. This award is presented for outstanding contribution to technological advancement in the mortgage industry, in memory of Dave Nichol.

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REM SEPTEMBER 2011 41

sible for growth in the broker channel, strategic origination of business relationships and worked closely with operations, marketing and after-sales services departments.

Prior to Macquarie, she was the regional vice-president of The Mortgage Centre Canada from 2003 to 2007. Watt has also held senior positions with FirstLine Mortgages, GE Capital Mortgage Insurance Canada and GMAC of Canada.

“Ellen will spearhead the launch of Verico Academy this fall where you will see a comprehensive suite of educational and instructional programs for owners and mortgage originators,” says Dreyer.

Martin Marshall has joined the Verico corporate sales team in Toronto. Marshall has more than 25 years of experience in the sales, marketing, administration and underwriting areas of the mortgage industry. He began his career in 1980 and has held numerous top executive positions in companies such as SunLife Trust, Laurentian Bank and Mortgage Intelligence.

He is working towards obtaining his broker’s license.

Kevin Boucher, Jason McKittrick and Heather Paterson, the three owners of Service First Mortgages, recently joined the Verico Canada network.

Verico Service First Mortgages has offices in Newmarket, Ont.

Put your head in the sand Continued from page 28

their brands, about how to enact change in our industry by their numbers alone?

I ask, how it is possible the CEOs of the local brokerages, some of whom are paid millions of dollars annually, continue to allow our business model to be attacked, with us not carrying a powerful voice to our local associations and boards?

I ask, how do I, a Realtor, the third generation of my family in this profession, someone who respects our profession and believes it is essential to the financial health of our nation, continue to pay these CEOs over $25,000 a year of my money to

and in Toronto. McKittrick has over 13 years of experience in the mortgage industry. Paterson joined the industry in 2003, while Boucher has been in the mortgage industry since 1999. His first six years were with a major bank and the next five years were with a major national brokerage.

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MyNext Mortgage Company is expanding distribution to select brokers outside of the Mortgage Architects and MortgageBrokers.com group of companies in B.C., Alberta and Ontario.

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The company has hired two new regional vice-presidents for business development.

Jim Fitzgerald will work with brokers in Ontario (Toronto and West), while Dave Mercer will work with brokers in Alberta. In the next few weeks, MyNext says it will hire two additional RVPs for British Columbia and eastern Ontario, who will assess interested brokers based on the company’s qualifying criteria. REM

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I can hear my Dad: “Ross, get your head out of the sand!”

Ross Kay is a 24-year veteran of the real estate industry based in Burlington, Ont. As a salesman, his team’s sales placed them at the top of the industry for four consecutive years. His customers have earned over $250 million in net worth using his guidance. He introduced over a dozen new technologies to the real estate industry. He says as an Internet consultant, his knowledge of the property portal business, protection of consumers privacy online and the ability of associations to modify their operations to legally protect all members’ business models equally is unique. www.rosskay.com.

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raise additional funds for the charity. The program allows participating agents to make a donation to the Canadian Breast Cancer Foundation whenever they help a client buy or sell a home.

Good Works R

e/Max sales associates and support staff across Canada raised more than $180,000 for the Canadian Breast Cancer Foundation through the Re/Max Yard Sale for the Cure event.

“Yard Sale for the Cure is an excellent example of how we, as a corporation, use our extensive network to raise funds and awareness in support of breast cancer research, health promotion and training fellowships – all integral components in the fight against breast cancer,” says Christine Martysiewicz, director of public relations, Re/Max OntarioAtlantic Canada.

Almost 70 Re/Max offices from coast-to-coast participated in the annual fundraiser this year, substantially bolstering the funds

■ ■ ■

From fundraising for cancer victims and coaching young soccer players, to golf tournaments bene-

fiting abandoned animals, Sutton has promoted a wide range of projects initiated by individuals in the Sutton network. For several years, Sutton has dedicated significant resources to highlight these efforts on SuttonSpirit.com and communicate the news to media outlets.

In the spirit of fostering community involvement, Sutton recently held its first annual Sutton Spirit

raised by more than 80 per cent over the previous year. Re/Max has raised close to $700,000 nationwide through Yard Sale for the Cure since 2006. Overall, the company has donated close to $1.5 million to the Canadian Breast Cancer Foundation since it became an official Re/Max corporate charity in 2004.

“It’s amazing what can be accomplished when people work together toward a significant cause,” says Marie Sheppy, senior co-ordinator, corporate affairs, Re/Max of Western Canada.

“Re/Max never has a shortage of volunteers.”

Re/Max has been involved with the Canadian Breast Cancer Foundation since 2004. The company also introduced its exclusive Sold on a Cure program to help

Summer Photo Contest in which more than 200 offices from coast to coast were invited to send in a photograph from a recent event.

The winner was Sutton Group ShowPlace Realty in Chilliwack, B.C. Rabia Shafia, administrative assistant at Sutton Group ShowPlace Realty, submitted the winning photograph for her office.

A Re/Max Yard Sale for the Cure supporter gives the cause a head start in St. Catharines, Ont. Re/Max Welland Realty’s Rose Queen float in the annual Rose Festival Parade.

Sutton Group – Showcase’s Client Appreciation Event.

Mary Campanella from Sutton Group - Innovative Realty waves during a rest break.

Dan Hill

Director of Web Services RE/MAX Ontario-Atlantic Canada Inc.

It is with great pleasure that we announce the latest addition of Dan Hill to our team at RE/MAX Ontario-Atlantic Canada. Dan has filled the role of Director of Web Services and will have the responsibility of developing and implementing the immediate and future web strategies for RE/MAX Ontario-Atlantic Canada Inc. Dan brings over 20 years of technology and web related experience with him, having most recently served as Director, Solutions and Information Technology for Brookfield Residential Property Services.

From left: Sydney Start, Kelly Byers and Sam Deadman

Century 21 Countryside Realty in Moncton recently donated $2,000 to Easter Seals New Brunswick to help send children with disabilities to summer camp. Some of the Century 21 Moncton team are pictured here with Noah Folz, the Easter Seals ambassador for New Brunswick.

Laura Doucette from Sutton Group - Innovative Realty, centre with BARC representatives Debra McBride and Jim Hudson.

Sales reps and staff at Domus Realty. Back row, from left: Maureen Fraser McLaughlin, Ron Patterson, Barrie Black, Janet Whelan, Erin Dalton and Christian Kelsey. Front row: Laura Hastings of Laing House, Ainslie MacNeil Campbell, Gail Morris, Brenda MacKenzie and Meghan Laing.

REM SEPTEMBER 2011 43

“The photo is from our Client Appreciation Day, which was held at Cottonwood 4 Cinemas in Chilliwack. This is an annual event for our clients, family and friends thanking them for their business.

They get a free pop and popcorn and watch a movie on us. We had approximately 200 people in attendance and more than 20 Realtors and staff helped out at this event.

Participation in our community events seems to grow every year.”

■ ■ ■

Re/Max Welland Realty in Welland, Ont. has entered awardwinning floats twice in the community’s annual The Rose Festival Parade. This year, to celebrate the 50th anniversary of the event, the festival asked the brokerage to design and build a float to carry up to 30 of the past Rose Queens.

“Our agents didn’t hesitate.

The answer was yes,” says broker of record Brian Simmons. “Many of our sales reps spent numerous hours and money out of their own pocket and called in countless favours in order to bring this effort together.”

Each Rose Queen was given a dozen roses and a parasol for heat and/or inclement weather.

Simmons says the event was “a resounding success”.

■ ■ ■

Members of the Realtors Association of HamiltonBurlington (RAHB), including 10 participants from Sutton Group - Innovative Realty, teamed up to become the top fundraising group at the Hamilton Dragonboat Waterfest recently.

This event benefits the Bay Area Restoration Council (BARC), which is working to restore the Hamilton harbour. In total, RAHB raised more than $6,000 with $1,430 contributed by Sutton Group - Innovative Realty. A sales rep from that office, Laura Doucette, was recognized as one of the top three RAHB fundraisers.

“We rowed our hearts out,” says Debbie Brellisford, an administrative assistant with the brokerage. “It took two minutes to do a 500-metre race but it felt like you’d done a two-hour marathon.” There were no prizes involved other than recognition and congratulations.

“It was a great opportunity to

try a new sport, get out on the water on a beautiful day and meet people from other real estate offices and the RAHB board,” says Brellisford.

■ ■ ■

Kelly Byers, a sales rep with Sutton Group - Right Way Real Estate in Woodstock, Ont. recently organized a food drive for the second year in a row. With the help of more than 100 volunteers from her office and other local real estate companies, 10,000 pounds of food was collected from area residents in just two hours.

Byers spent approximately 100 hours planning and organizing.

Once she confirmed the Salvation Army’s requirements and storage capacity, she mapped the canvassing routes in Woodstock and Ingersoll. Then she drove the routes to confirm that they were feasible within the two-hour timeframe. Starting six weeks prior to the food drive, she designed and sent out flyers and emails to recruit volunteers and remind people about the event. The secret to their success was communication.

“I think we did so well because of door-to-door canvassing. More than 100 volunteers including Realtors and their clients dropped off flyers in mailboxes two days prior to the food drive to make sure people knew we were coming,” says Byers. On the day of the event, ID badges were ready and routes and volunteers were confirmed.

■ ■ ■

Domus Realty in Halifax is working towards the goal of ending homelessness in the Halifax area.

Sales rep Brenda Mackenzie started The Domus Fund to support those organizations and programs currently working to reduce the impact of homelessness. A portion of each commission earned is set aside to fund the initiative and in May of this year the first grant applications were received. An independent judging panel reviewed the applications and Laing House was presented with a cheque for over $20,000.

Laing House is a peer support organization for youth with mental illness where members can embrace their unique gifts and find their way in a caring and supportive environment. It is a youth-driven, community-based organization where young people who are

living with a mental illness can get the support they need to rebuild their lives.

■ ■ ■

Dogs, cats and other homeless animals at the Kingston Humane Society were the beneficiaries of the Third Annual Hit and Giggle Putts Fore Mutts Golf Tournament recently. Bob Steacy, a sales rep with Sutton Group - Masters Realty, organizes the event, which over the past two years raised approximately $8,000 for the Partners in Mission Food Bank.

His goal this year was to collect at least $5,000 for the Kingston Humane Society. Steacy says the animal rescue group was especially in need of a financial boost.

“Charities have been hit hard during these tough economic times and some get overlooked. I plan to donate proceeds of the tournament to the Humane Society for two years, as I did with the food bank.

I’ll select a new one for year five to spread the goodwill around.”

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More than 380 motorcyclists rode through the streets of Calgary recently to raise awareness of prostate cancer and early detection. This was the fifth year that Diane Payne, a sales rep at Sutton Group - Canwest, participated in the Motorcycle Ride for Dad. She collected $1,700 in pledges from clients, family and friends and helped to spread the word about a simple new blood test to detect prostate cancer. It was her Father’s Day gift to her dad, who fell victim to colon and prostate cancers, and to all the men whose lives could be saved by early diagnosis.

“It’s so important that people get the information ahead of time – not after,” says Payne. “It’s just like real estate – you want the information in advance.

Somebody telling you a key fact after you buy or sell is of no value.

Men wait too long to get tested for prostate cancer. Now it’s a quick blood test so there’s no reason for anyone to die of this disease.”

■ ■ ■

Re/Max Kelowna sponsored a series of outdoor family movie nights this summer in City Park.

Admission was by donation to the Okanagan Boys and Girls Club.

Volunteers from the brokerage and the club were on hand to supervise activities for children. REM

1.800.318.9741 adr.ca contact@adr.ca

Rod McLeod Royal LePage Prince George Prince George, British Columbia

Yvonne Ratigan, Vice President Network Service is pleased to announce that Rod McLeod as the new Broker/Owner of Royal LePage Prince George in Prince George, British Columbia. In conjunction with this ownership change, Rod has also acquired the local Century 21 office, and has merged locations. Previous owner, Dirk Loedel will stay on with the brokerage in sales, and Jim McNeal will continue to be the company’s Managing Broker.

Servicing Prince George and its surrounding communities, Rod and his team at Royal LePage Prince George can be reached at:

Born and raised in Prince George, Rod spent many years as a general contractor and developer before venturing into the real estate industry in 2006.

Please join us in congratulating Rod, and wishing everyone at Royal LePage Prince George continued success.

Rod’s acquisition of the local Century 21 office has added 9 REALTORS to the existing Royal LePage Prince George sales force, bringing it to 51 sales professionals.

1625 4th Avenue Prince George, British Columbia V2L 3K2 Office Telephone: (250) 564-4488 Office Fax: (250) 562-3986 Email: rmcleod@royallepage.ca

For information on the Royal LePage franchise program, please call Tel: (416) 510-5700 or email: franchise@royallepage.ca

†

†Royal LePage is a trademark used under license.

44 REM SEPTEMBER 2011

METES & BOUNDS

By Marty Douglas

A

nd now for the next 200 columns, something entirely different – er, maybe. And then again . . . REM’s editor has never threatened to fire me although I’m sure he received several strong suggestions and at least one comment from former Prime Minister Paul Martin in the last century, when the thenfinance minister actually responded to one of my columns in which I complained about the tax burden. Today that burden would seem a bargain.

Speaking of looking back, I glanced at last September’s column and found a summary of the very fine Vancouver Island Music Fest with a tie-in to the preamble to our Realtor Code of Ethics (“Under all is the land . . .”) If you missed this year’s event, and many of you did, it featured David Crosby – yes, that one – Randy Newman – can you say Academy Award Winner? – Holly Cole and Alison Krauss to name drop just a little. This is the little festival big names love to attend – Roberta Flack, Arlo Guthrie, Jennifer Warnes, Stephen Page and Leonard Bibb

A slow day at the office – all in the last three years. If you’re on Vancouver Island next July, plan to attend. www.islandmusicfest.com.

I attended an early incarnation of what is now the VIMF. They had to change the name as part of a relocation and/or witness protection program. A child of the ’60s, it was called a Renaissance Fair – weren’t they all? Wandering musicians playing strangely stringed instruments, bell bottom pants, tie-dyed shirts, exploding pot seeds melting our polyester accessories, all accompanied by tambourine music and imbued with incense and old sweat. Alternate grooming choices were everywhere. I saw my first ‘au naturale’ female armpit at a Renaissance Fair and swore to avoid them at all costs in the future, heeding the instruction given to Tom Hanks by Sally Field: “Run Forest, run!”

I note the art of the tie-dyed garment refuses to appear on the endangered species list – so unfair when you consider money would have been better invested in the more sartorially worthy; knitted ties for example or plaid pants.

And a big shout-out to Hilary Clinton for grimly holding on to the pant suit!

Ah, the fashion of the ’70s.

Memories of the tweed jacket complete with leather elbow patches. In the ’70s, we were welcoming young U.S. males from south of the 49th parallel anxious to avoid the Vietnam War. Bearded buyers were frequent

drop-ins on floor duty on our part of Vancouver Island, gateway to idealized Shangri-La’s like Cortes and Hornby Island – always two ferries away – sort of an early warning system for those occasions the sheriff sent his posse to look around.

One urban legend describes one group coming into a Comox Valley real estate office, scanning the in-out board for names and picking Ron Field at random because – well, just because Field sounded more in tune with their outlook on life than Gunn or

example. Or Wagemaker. Or Diver. Or how you look. Doll, White, Brown. Or what you drive.

Pickup. Sedan. (Honest, these are all from my phone book – slow day at the office goes without saying.)

Thank you Google for leading me to www.oddee.com for funny names in every category, compiled from the world of folks with nothing to do. Meat manager Mike Slaughter leads the list followed by lawyer Sue Yoo. Law firms with a purpose – Low, Ball & Lynch, Boring & Leach, Smart & Biggar

REM’s editor has never threatened to fire me although I’m sure he received several strong suggestions and at least one comment from former Prime Minister Paul Martin.

Hunter. We were lucky Bacon wasn’t in that day. There are, I’m sure, similar stories in every rural community, with names changed to suit – Waterman, Baker, Green or my all-time favourite, Saprunoff.

And that meanders my little mind to surnames with an influence on career choice. Hooker for

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compete with the matrimonial law practice of Bickers & Bickers.

(I did mention it was slow in the office?)

Finally – thank you sighed the reader – the holiday weekend in August brought me to our local festival where they have mastered the art of making me pay money for admission so they can try to

sell me something out of a tent or from the back of a truck, crafted by an ‘artisan’. This year’s rage seemed to be anything metal, preferably recognizable, transformed to a new function. “Hey, look honey, that slotted serving spoon looks exactly like a ladybug – sort of. And check out the cowboy’s legs – isn’t that a horseshoe?”

Every venue overseen by a proud artist, interacting with the potential customer while they painted, potted, welded or punched holes in leather.

Except one.

Such a scowl – like he’d just been selected for a Revenue Canada audit or as the interim leader of the federal NDP. Semisneers daggered the backs of those who first rejected and then walked away from his coloured glass bottle stoppers and knitted tea cozies. I couldn’t help but think of the Chinese proverb, “A man without a smiling face must not open a shop.”

Keep smiling.

You can find Marty Douglas on Twitter - 41yrsrealestate – Facebook and LinkedIn. He is a managing broker for Coast Realty Group, with offices on Vancouver Island, the Discovery and Gulf Islands and the Sunshine Coast of B.C. Marty is a past chair of the Real Estate Errors and Omissions Corporation of B.C., the Real Estate Council of B.C. , the B.C. Real Estate Association and the Vancouver Island Real Estate Board. mdouglas@coastrealty.com REM

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Trade Shows and Conferences For complete listings, visit www.remonline.com To add a listing to this calendar, email jim@remonline.com Realtors Association of Edmonton Suites and Homes Trade Show Tuesday, Sept. 20 Mayfield Inn Suites and Trade Centre Edmonton www.ereb.com

Niagara Association of Realtors Harvesting Your Business Trade Show Thursday, Oct. 13 Niagara Falls, Ont. Crystal Henderson 905-684-9459

Century 21 Canadian Conference 2011 Sept. 23 – 25 Shaw Conference Centre Edmonton Garlice Mak garlice.mak@century21.ca

27th Re/Max Canadian Conference Hosted by Re/Max of Western Canada Oct. 13 - 15 Quebec City Conference Centre Quebec City kwoodliffe@remax.net

2011 Sutton National Conference Sept. 26 – 28 The Mirage Resort and Casino Las Vegas www.conference.sutton.com conference@sutton.com WinnipegRealtors Technology Conference and Trade Show Thursday, Oct. 13 Victoria Inn Winnipeg www.wrexpo.ca Lucy Hajkowski – 204-786-8854 lhajkowski@winnipegrealtors.ca

Georgian Triangle Real Estate Board Technology & Trade Show Wednesday, Oct. 19 Blue Mountain Conference Centre Collingwood, Ont. exhibitor@gtrebTNT.com CREA MTC Technology Forum Monday, Oct. 24 Hilton Toronto Toronto Anik Aube - aaube@crea.ca

The Professional Home and Property Inspectors of Canada Inspection Connection 2011 Oct. 28 - 30 Four Points by Sheraton Kingston, Ont. www.phpic.ca Realtors Association of Grey Bruce Owen Sound Trade Show Wednesday, Nov. 2 Harry Lumley Bayshore Community Centre Owen Sound Marilyn Newbigging – MarilynN@ragbos.com

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Ottawa Real Estate Board Annual Trade Show Thursday, Oct. 27 Ottawa Wilda Brown - wilda@oreb.ca

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Valerie Garcia

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RE/MAX Ontario Atlantic Canada Inc. is pleased to announce the appointment of Valerie Garcia to the position of Technology Coach.

Valerie brings with her more than a decade of senior management experience in the real estate industry. Valerie’s most recent position was held with Belle Property Australia as the Franchise Administration and Operations Manager and, prior to that, the position of Office Manager at Royal LePage in Toronto.

Valerie will assist the RE/MAX network in embracing ever changing and emerging technologies to deliver outstanding service.

46 REM SEPTEMBER 2011

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By Heino Molls

I

n 1977, I had the great privilege of driving along a highway overlooking the fantastic red cliffs of the Italian Riviera. I was on a pristine toll road that looked like it had just been finished. I found it odd that there was hardly anyone else on the highway. Eventually my beautiful companion and I turned off the road and headed north to go through Milan and on to Switzerland.

As we drove away from the toll road we noted there was a lot of other traffic on the smaller road without tolls. At a rest stop we asked people about the odd situation of driving on this wonderful superhighway with hardly any other cars. We were told that since there was a toll, few people were willing to spare the money needed to drive on this new highway, so they stayed away in droves.

I learned a little bit about the financial problems that had gripped Italy at that time. It seemed the situation had been propelled by the oil crisis. The cost of gas had certainly gone through the roof. People adjusted by driving a lot less and staying off toll roads, which would have cost a great deal of money if taken daily, unlike the one-time payment my companion and I made as we drove through.

I found it almost charming as I stopped to gas the car up and gave the attendant a multi thousand lire note, and he returned several different sizes of bank notes printed from all manner of different banks. During the financial crisis banks had issued their own money. He didn’t have the small change so he gave me some chocolate and two cans of juice to make up some of it and I agreed

Economic turmoil that he should keep the change on the rest to avoid the complication of finding something of very little value to give me.

It was unsettling to exchange money that way because it reflected the chaos that had become of the financial situation in the country, but everyone just took it in stride and went along without panic and hysteria. Everyone simply maintained an amused acceptance of the situation. All gas stations, restaurants, banks and in fact every business we came upon was doing fine. They just worked without a uniform currency.

Ever since those long ago days

Italy’s robust economy became the fourth largest in the world after the chaos that I had driven through in the 1970s. It could easily be so again.

If you asked all my friends and I mean both of them, they would tell you that I am hardly a financial genius. I don’t own my own home. Like the old joke goes, I don’t even have enough money to pay attention. But I know I am right when I say the world will get through this current financial depression. I am old enough now that I have seen this cycle a few times. This is not my first rodeo.

If I was a Realtor today I would

We were in some crazy financial times in the early 1980s in our country. So we have no reason to be smug here in Canada today while the rest of the world grapples with financial calamity.

I have thought back on my time in Italy with great fondness and I note that the economy in that country as well as here in Canada has been a series of ups and downs through the almost 40 years since.

We were in some crazy financial times in the early 1980s in our country. So we have no reason to be smug here in Canada today while the rest of the world grapples with financial calamity. We have had our challenges like everybody else including Italy and although we are doing well just now, we will be challenged again.

The down times here are always viewed with near panic by people with stocks and market investments and yet the times of good fortune are hardly ever acknowledged. Today, as I hear of economic challenges in Italy, I remember it was not long ago that

tell my clients to get ready because everything I see going on tells me that real estate values are about to go up again, in fact they may jump in significant percentages. Today as people talk about the financial peril that Italy is going through they will tell you in the same breath that the highestpriced, most desirable property is in Tuscany.

There is no better investment, no better thing to buy, no better hedge in any economy than real estate. Like the great American cowboy, Will Rogers said: “Buy land, they’re not making any more of it.� There is no better place to buy it than in Canada. Get out there and get it while you can.

Heino Molls is publisher of REM. Email heino@remonline.com REM

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