September 2016 by Real Estate Magazine (REM)

Issue #327

September 2016

Is your commission at risk? Page 3

Selling extreme real estate Page 8

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

Barbara Lawlor on working with builders and developers Page 28

Small brokerage,

big heart Jon Walkerâ&#x20AC;&#x2122;s Nova Scotia

brokerage wins national award Page 10

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REM SEPTEMBER 2016 3

Alberta sales rep warns commissions at risk Former Royal LePage Foothills agent Kirby Cox is out $275,000 and he’s on a mission to make sure it doesn’t happen to anyone else By Tony Palermo

algary-area salesperson Kirby Cox says he is determined to make sure Alberta Realtors know that their commissions are not protected and are at risk. The former Royal LePage Foothills top-producing agent says he is out over $275,000 after longtime broker Ted Zaharko ran into financial problems and announced in December that he was closing all six of his offices. Several sources who wish to remain anonymous told REM that, in hindsight, there were some signs months in advance that Zaharko was in financial difficulty, but Cox’s records show the commissions he’s owed are from a fiveweek period between November and December 2015. In other words, it can all go to hell in a matter of weeks, leaving agents little time to react to minimize their losses. To add insult to injury, Cox says none of the big industry associations – CREA, the Real Estate Council of Alberta (RECA), nor the Alberta Real Estate Association (AREA) communicated with him to offer any advice. “I didn’t get any guidance, communication or calls from any of them,” says Cox, adding that these associations were all quick to take in their dues over the years but were nowhere to be seen, at least proactively, when the brokerage closed. Cox says although he feels the sting of losing over $275,000, he has other businesses and investments and will be fine. But it’s not his substantial loss that is the primary force driving him right now. “Look, I will recover from this, but a lot of people were really hurt when they lost their commission income,” says Cox. “We need to create awareness. Agents need to know that their commissions are not protected – that brokers really know the Alberta Real Estate Act and what they can get away with.” Realtor Cam Sterns says he’s out about $50,000 between commissions owed and taxes he was paying Zaharko to keep aside on

It can all go to hell in a matter of weeks, leaving agents little time to react to minimize their losses. his behalf. When combined with the downturn of Alberta’s economy, he says losing that much money is “crippling.” Worse, he says, was that he was told by a director at Foothills that his commissions and tax money were “safe and secure” and being held “in trust.” “Every quarter I paid Ted Zaharko $200 for withholding about 15 per cent of my gross income to keep aside for taxes,” says Sterns. “I was led to believe that my money was safe and protected.” In an email, Zaharko admitted to Sterns that “we did obviously use commission dollars to keep going” but that “we didn’t take it and pay ourselves a nice large dividend”. Sterns delivers an angry response when asked to reflect on this email exchange. “I wasn’t floating his business with my money,” says Sterns. “You know, I’m still trying to recover and lick the wounds.” Shortly after moving to another Royal LePage brokerage, Sterns filed an official complaint with RECA. They responded in a letter which, he says, indicated that they had no authority to investigate the matter because it was considered a commission dispute and, therefore, wasn’t regulated by RECA.

Self-regulating in the interests of consumers RECA communications manager Natalie Scollard says while

she is not privy to complaint details, generally speaking, if RECA was to receive a complaint that is strictly related to a commission dispute between a registrant and their brokerage, it would be a civil matter outside of RECA’s jurisdiction. “RECA was set up to regulate the real estate industry in the consumer’s interest,” says Scollard. “An employment relationship between agents and the brokerage is not our purview.” Scollard says it proactively conducts Trust Assurance and Practice Reviews of brokerages every three to five years, and in the case of new brokerages, within the first year, to make sure they’re in compliance with the Alberta Real Estate Act and its rules. She says these reviews are in addition to other financial reporting requirements such as fiscal year end reports, which are also reviewed by RECA trust assurance and practice review officers. Specific events such as bankruptcy proceedings, judgements and criminal convictions against an industry member or brokerage can also trigger auditors to examine the brokerage’s records. In the case of Royal LePage Foothills, Scollard says RECA never received such notification, noting that these mandatory notifications are triggered by factual events. “RECA only heard things about Royal LePage Foothills second-hand, mostly from industry members calling us to get information about what was going on because they heard rumours,” says Scollard. “The information and

Kirby Cox

Phil Soper

Ian Burns

Cam Sterns

Ted Zaharko

advice we provided to those individuals was consistent, but we were not in any position to communicate broadly to the industry about what may or may not have been going on at a given brokerage.” That being said, when the calls from industry members started coming in about Royal LePage Foothills, Scollard says RECA trust assurance and practice review officers went in and examined the

integrity of the consumer trust accounts. They did not find any issues. Calgary Police Service spokesperson Tanja McMorris confirmed that as of June 28, they have not received any complaints to investigate either Foothills or Ted Zaharko. Scollard says that while audiContinued on page 38

4 REM SEPTEMBER 2016

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

eteran real estate brokerage owners Costa Poulopoulos and Mary Johnson, who formerly operated Realty Executives Elite in London and Thunder Bay, Ont., have partnered with Peerage Realty Partners to launch StreetCity, a new independent brand. The launch in these cities will be followed by expansion across Ontario, say the owners. StreetCity also has a market area affiliation with global luxury network Leading Real Estate Companies of the World, which provides its clients with exposure to international buyers and additional marketing tools.

“The real estate industry is ready for an entrepreneurial alternative and a fresh brand focused on customer service, supported by the latest technology and social media marketing,” says Poulopoulos, president and CEO of StreetCity Realty. “Our partnership with Peerage represents the realization of our dream to create a distinctive real estate brokerage throughout Ontario, and ultimately Canada, built upon our proven culture of superior customer service, collaboration and professionalism.” StreetCity is launching with 138 sales reps in London and Thunder Bay.

■ ■ ■

New Century 21 owners Ed Cater and Sharon ComerfordJanes, formerly agents with Royal LePage, recently opened Century 21 Exploits Realty in Grand FallsWindsor, Nfld. Cater has more than 20 years of experience in the financial investment, mortgage and insurance industries. He got his real estate license seven years ago and quickly became a top

sales agent in the Maritimes. Comerford-Janes became a fulltime agent three years ago after spending 10 years part-time in the industry. She previously owned a small business. The company is named after the nearby Exploits River, which is the longest river in Newfoundland. ■ ■ ■

Barney Johnson, broker of record of Re/Max Crossroads Realty recently completed an expansion project that doubled the size of his Markham, Ont. office to more than 7,000 sq. ft. Johnson added a second academy for agent career development and at the same time, opened a fourth brokerage office at the Milner Avenue Business Park at Markham Road and the 401 in the northeast GTA.

There is a boutique-style unit on the main floor next to the building’s entrance, as well as a large office area on the third floor. Johnson says he also has added 16 “smart” TVs to his four offices to advertise his agents’ listings and new condo projects, as well as tools to complement their conference and closing rooms. The brokerage just celebrated its 35th anniversary. It has more than 200 salespeople. ■ ■ ■

Husband and wife team Paul Seib and Dione Irwin of Airdrie, Alta., along with a team of agents, have re-established their affiliation with Royal LePage under the new brokerage named Royal LePage Innovate. The couple began their careers with Royal LePage Ram Realty in the late 2000s before moving on and establishing their own brokerage, Dione Irwin Real Estate. In the last two years, they have grown the brokerage to 10 agents. They are the most productive brokerage on a per agent basis in Airdrie, which has a population of just over 61,000 and is located just north of Calgary. ■ ■ ■

Ed Cater and Sharon Comerford-Janes, owners of Century 21 Exploits Realty in Grand Falls-Windsor, Nfld.

Costa Poulopoulos and Mary Johnson unveil the signs for their new brokerage, StreetCity Realty, which recently launched in London and Thunder Bay, Ont.

Paul Seib

Dione Irwin

Century 21 Network Realty has a new location in Port Stanley, Ont. along the north shore of Lake Erie. Owner Harold Kewley has been with the Century 21 brand for 26 years. His business partner Wayne Ratelle is a lifelong resident of the community. “We’ve focused on building a team that provides outstanding service for our clients and are excited to announce this expansion,” says Kewley. The office has earned top sales awards for its commitment to providing exceptional customer experiences, including the Century 21 Gold Medallion and Centurion Office awards. ■ ■ ■

Coldwell Banker Real Estate LLC, based in Madison, N.J., has appointed Charlie Young as the brand’s president and CEO. The move takes effect on Sept. 1. It marks Young’s return to Coldwell Banker after serving as president and CEO of ERA Franchise Systems since 2009. Prior to that, he spent five years in senior executive leadership roles The expanded Re/Max Crossroads office in Markham.

Charlie Young

Christopher Bibby

Continued on page 6

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6 REM SEPTEMBER 2016

viding an in-house lawyer, mortgage broker and home inspector as well as their dedicated sales team,” says Randhawa. “I’m always looking to hire full-time agents who want to excel beyond their capacity and provide our clients with the most value.” Randhawa attributes this success to the personal interest he takes in the growth of every agent. The company provides dedicated mentorship and education to both new and experienced salespeople.

Continued from page 4

with Coldwell Banker Real Estate, most recently as its chief operating officer. “Charlie Young has demonstrated exceptional leadership skills, solid strategic thinking and a passion for innovation during his 12 years with Realogy,” says Alex Perriello, president and CEO of the Realogy Franchise Group, the parent company of both Coldwell Banker and ERA. “He is well prepared to return to his roots and lead Coldwell Banker into the future.” Young succeeds Budge Huskey, who retired after spending the past 18 years with the Coldwell

Wayne Ratelle, left and Harold Kewley of Century 21 Network Realty recently opened an office in Port Stanley, Ont.

Re/Max Crossroads recently opened a new boutique style office serving the GTA.

Banker system in franchising and brokerage executive roles. ■ ■ ■

On Sept. 15, Keller Williams Complete Realty will host the grand opening of its new office in the Crown Point area of Hamilton. “At first, some of our team members were really concerned about the perception of the Cannon Street East address, but the property had the parking and the space and incredible design possibilities,” says operating principal Dan Concoran. The Crown Point area has been enjoying a surge of revitalization recently, challenging the perception of a struggling post-industrial working class neighbourhood, the company says. “We’re excited to share our collective vision with the clients that we serve and to be a positive influence in the community,” Concoran says. The converted industrial space will serve more than 125 agents. ■ ■ ■

Celebrating Century 21 Green Realty’s new Milton opening, from left: Brian Rushton, Century 21 Canada EVP; Lakhvir Randhawa, owner of Century 21 Green Realty; Ehtesham Chaudhary, sales rep; Zeeshan Hamid, Town of Milton councillor; and Milton Mayor Gordon Krantz.

Cover photo: BRITTANY HIRTLE

Lakhvir Randhawa opened Century 21 Green Realty in Mississauga, Ont. in 2009 and since then the brokerage has more than doubled to 240 salespeople. Recently he opened a second location to serve the Milton, Ont. market. “Our office is a one-stop shop for home buyers and sellers, pro-

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■ ■ ■

Condo specialist Christopher Bibby has joined Re/Max Hallmark in Toronto. Since 2012, he has been recognized as the No. 1 producing salesperson overall in downtown condo sales, the company says. He has traded more in units and dollar volume than any other Toronto Real Estate Board member during that time. REM

O B I T U A RY:

Allan Johnston

llan Johnston, former Registrar of the Real Estate Council of Ontario and a long-time employee of the Toronto Real Estate Board, died on July 16 at Southlake Allan Johnston Medical Centre in Newmarket, Ont. Johnston received TREB’s highest award, the Award of Merit, which was presented at the 2015 Realtors Quest conference. This achievement is just one of many in a long list of accomplishments and successes he achieved throughout his career with TREB and RECO, the real estate board says. “Born in Aberdeen, Scotland, Allan, with his quick wit and great sense of humour, was as humble as they come,” says TREB. “He carried a great deal of integrity and professionalism in everything he did. Allan could never have imagined the impact he would make, or the influence he would have on shaping real estate regulations in Ontario.” The board says Johnston served in the air force in Scotland, but eventually moved to Nova Scotia, where he was EO of Halifax/Dartmouth Real Estate Board, before coming to TREB in 1989. While at the board, “Allan quickly became an integral part of the organization, serving in various departments, including Membership, MLS, By-Laws and the ICI Sales Division. But it was the Ethics and Arbitration department where he planted his roots and found his passion, as TREB’s general manager of the Policies and Procedures Division,” says TREB. After 10 years with TREB he joined RECO and, shortly thereafter, became Registrar, where he participated in the development of REBBA 2002 and its regulations and the Guides to REBBA 2002. “Allan left his mark in this world and will be greatly missed by everyone who knew him,” says TREB. REM

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

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8 REM SEPTEMBER 2016

Selling extreme real estate Showing properties in remote locations such as on mountain tops is the specialty of LandQuest Realty of New Westminster, B.C. By Toby Welch

magine having to show real estate properties via boat, plane, ATV, horse, snowmobile, raft or helicopter. That is a daily occurrence for the team at LandQuest Realty based in New Westminster, B.C. Company president Richard Osborne started the brokerage two decades ago when he realized how challenging it would be if someone wanted to buy a remote cottage in B.C. Seeing that it could take a couple of years to view all the cottages in a desired buying area due to having to go through so many real estate agencies, he started his own company. LandQuest specializes in hard-to-reach properties. “Our folks go where others don’t, the really remote stuff like mineral claims on the tops of mountains in the Kootenays,” says Osborne. One of his favourite showings was the Moose Lake Lodge in the West Chilcotin area of B.C. He flew in with famed bush pilot John Blackwell in a Found aircraft on skis in the wintertime. Selling remote properties isn’t for everyone. A typical day can have you driving 10 hours to show a place. In some cases, it’s a 10hour trek each way, resulting in a two-day excursion to show one property. And once the driving part is done, another form of transportation usually takes over. For the LandQuest team it is often helicopters and ATVs but they also commonly use rafts, floatplanes and skis. “It makes for fun and life-threatening situations,” Osborne says. “The cool part is being out there doing it. We have a group of real estate adventurers that trip around B.C. They ski, ride horses, fly airplanes, drive boats, show a property and then pull pond traps for crab on their way home.” Safety can be an issue when visiting such remote places, although Osborne contends that it’s more dangerous driving the Alex Fraser Bridge in the Greater Vancouver area than viewing secluded properties. All of the women on the LandQuest team have inReach GPS devices so they

can phone or text from anywhere on the planet if they get in trouble; all the men on the team will have the devices shortly. Osborne says that putting a price tag on a remote property is one of the biggest challenges. “It’s not like having a house in a subdivision where every other house only has minor changes. These are remote properties with very little to compare them to. Finding ways to unlock all of the value of a property is tough. Like if there is timber or a gravel pit on the property. It’s not a condo in town with a lockbox on the door. Figuring out the value takes the expertise of many, many years of doing this to tell people what the properties are actually worth. An island in the

Fawn Gunderson and Sam Hodson in front of one of the ways they get to their remote listings.

Putting up signs in remote places can be a challenge. Matt Cameron, left, and Dave Cochland on Bold Bluff, Salt Spring Island.

Robbi-Layne Robertson

middle of the lake is very difficult to put a dollar value on.” Fawn Gunderson is a LandQuest agent who resides and specializes in the Bella Coola area of British Columbia. I caught up with Gunderson as she was heading out to show a property that was two hours down the highway, on to a dirt road for an hour and then another 40 minutes off road on a 4x4. The real estate agent carries a chainsaw in her vehicle – you never know when trees will be down that you have to cut away for access – as well as a knife and bear spray. She loves her job – “it’s

different every day” – and feels that anyone who shows such remote properties has to love the outdoors. “It’s fun to sell this stuff as everyone you take is wowed by the properties they see.” Gunderson talks about her typical listings: “Many properties are 4x4 access only so I use a snowmobile in the winter and a four wheeler or a side-by-side in the spring to show it. I have properties in Ocean Falls that are boat access only. We have remote cabins on lakes where you drive through cut blocks into the bush in the middle of nowhere and all of a sudden there is a home on a lake. Viewing the properties when you finally get there is the exciting part. We aren’t selling people a home, mainly we are selling them a lifestyle.” Marketing remote properties isn’t an easy task; you are looking for a very specific buyer. Osborne’s marketing strategy involves extensive print advertising in a wide range of publications including the National Post, Pacific Yachting, Western Investor

and B.C. Outdoors. But the greatest marketing tool is their website, which 2,000 people a day visit. Its reach has extended to over 190 countries and 7,000 cities around the globe in the past 12 months alone. Their goal of marketing B.C. to the world has been achieved. As for the downsides to selling remote properties, Gunderson says that it can be tough for people used to getting home inspections to accept that the properties may not be built to code. “Often there are solar systems, plants are watered with grey water from the sink and septic isn’t certified. Another downside is that because the properties are hard to get to and from, sometimes it’s really hard to get financing.” Another of Osborne’s fondest experiences involves taking clients to see a property on the Queen Charlotte Islands; the secluded property can only be accessed by driving up the beach. “You don’t want to do that trip by yourself. If you break down, the REM tide will eat your car.”

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10 REM SEPTEMBER 2016

Small brokerage, big heart

A Nova Scotia brokerage has won national recognition for community leadership By Susan Doran

xit Realty Inter Lake is a small fish in the big real estate pond – a 25-member team based in the quaint Nova Scotia towns of Bridgewater and Liverpool, about an hour south of Halifax. Yet in a prestigious government ceremony in Ottawa for Canada’s Volunteer Awards (the highest volunteer recognition awards in the country), this unassuming brokerage was recently honoured as the 2016 Business Leader winner for Atlantic Canada, highlighting its best practices in community leadership. On the Government of Canada’s website, Exit Realty Inter Lake is described as “a true role model to other companies.” Exit Realty Corporation could not be more proud of its over-achieving and community minded franchisee. It emphasizes in particular the contributions of Exit Realty Inter Lake co-owner Jon Walker. Walker has been with Exit Realty almost from the beginning, and “is a very special individual,” says Joyce Paron, Exit’s divisional president for Canada. “He is an original, a true entrepreneur who leads by fine example,” Paron says. “He made an incredible comeback years ago from a debilitating stroke. Even during his time of rehab he would be on the phone with me, still doing business. He loves what he does. The brokerage is really part of who he is; it drove him to get better.” Paron is particularly impressed by how Walker “exercises his leadership through participation” and community engagement. Under his leadership, Exit Realty Inter Lake has received multiple achievement and performance awards, culminating with the recent government volunteer award, which recognized the

brokerage for its involvement with Habitat for Humanity (the Exit Realty Corporation’s charity of choice). Walker, his business partner/ co-owner Mark Seamone, and their staff, besides supporting many other charitable organizations, for years have partnered with Habitat for Humanity and have been instrumental to its success in the area, leading to significant social impact. Walker and the team helped initiate a local chapter of Habitat for Humanity. They started out by selling hot dogs to raise money and now have upped the fund-raising ante to include golf tournaments and gala dinners. “It makes sense that Habitat is the company’s charity of choice, because you’re helping people get a home. It’s just a perfect fit,” says Walker. The most recent dinner, with guest speaker CBC news anchor Peter Mansbridge, sold out in two hours and raised $42,000. In total, the small Nova Scotia brokerage has raised more than $240,000 for Habitat for Humanity, supporting underprivileged families in their dream of becoming homeowners, Walker says. (The parent franchise’s pledges now total several million dollars.) “I handed the keys over to one family. It was a very rewarding experience,” says Walker. On a recent home build, Exit Realty Inter Lake was named a Habitat for Humanity title corporate sponsor, an honour that was given to the company at no cost, although it usually carries a hefty price tag, Walker notes. As per Exit Realty protocol, a portion of every transaction is donated to the charity. Sales reps participate willingly in home

building, performing tasks that don’t require skilled trades such as installing insulation. “People ask how we convinced our agents to volunteer,” says Walker. “We didn’t! Everyone jumped on board unasked.” Historically, farming, fishing and lumber sustained the brokerage’s market area. Nowadays the primary industry is a Michelin tire plant, Walker says. The region is not a big target for international buyers, but the market is reasonably stable. Walker puts the average price of a single family home at around $200,000 and says that being a small, close-knit community, clients can last a lifetime. “We sell to parents and then to their children.” As traditional as this may sound, being up to speed on technology is crucial for sales reps. “You can’t limit yourself or put up road blocks. Embrace technology,” Walker advises. He says he lives by the Disney motto, “if you can dream it, you can do it.” After first joining Exit Realty, “We went to conventions and trainings, and they were all for bigger operations than ours,” says Walker. “We thought, ‘Oh, so we can’t do such and such.’ But with the Exit formula we could. And now we just do.” An inordinate number of the people in his office “have done 250 deals in a lifetime already,” he says. “That’s remarkable for a small-time office.” An only child (“my agents are my family”), born and educated in Halifax, Walker attended St. Mary’s University, took geology and earned a Bachelor of Science degree. “It seemed relevant,” he says. “I was always fascinated with

Jon Walker (Photo by Brittany Hirtle)

land and there was so much talk in Nova Scotia about drilling for oil.” After graduating he created some developments on land he owned outside Bridgewater, became attached to the area, got his real estate license and eventually joined forces with Doug White (now Exit Realty Inter Lake’s broker of record) to create Inter Lake Realty in 1983. There were five people working there 14 years later when they decided to join the Exit Realty franchise, attracted by the residual-focused business model and the concept of sponsorship/ mentorship of incoming agents. Today the staff has multiplied and Walker and Seamone have garnered various awards from the franchise for dedication and excellence. Years ago they purchased an 1890 landmark

Victorian home to use both as their head office and as a residence for Walker and his golden retriever. The dog acts as the office greeter and can often be found lying on the office floor amidst a gang of clients’ children. “No one complains. It’s calming,” says Walker. Having had a stroke, Walter’s outlook has changed. “You never know what could happen in future. I appreciate things more now. I make sure I look after myself. I don’t put things off,” he says. But his love for the real estate business, which he views as his life’s work, remains intact. “It’s a rewarding career,” he says. “You are always helping someone with their challenges.” REM

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12 REM SEPTEMBER 2016

A sales rep’s tiny house on wheels

Building the house was a family project that provided an unexpected boost to sales rep Dave Koszegi’s real estate business. By Barbara Feldman home that he recorded on his phone has had more than 910 hits since it was posted a year ago. A short feature about the family and their tiny house on wheels that aired on CTV this spring got 5,400 hits in three days – more than a quarter of the population of Port Alberni. “My social media person called me and cried ‘It’s viral!’” he says.

The tiny house on wheels was a perfect addition for the overcrowded camper van.

ave Koszegi, his wife Erin and their children Julia, Francesca and Matteo were on their annual Hornby Island, B.C. camping trip two summers ago when Dave happened to read Lloyd Kahn’s Tiny Homes on the Move. When the family saw the photos of Derek Diedricksen’s tiny house on wheels, Dave and Erin realized it would not only be a perfect addition to their overcrowded Volkswagen Westfalia camper van, it would also a great family project.

Dave Koszegi

“Kids aren’t taught even the most basic things in school about finances or about housing – or how those go together,” says Koszegi, a sales rep with Re/Max of Nanaimo. But his children, who were 8, 7 and 4 when the family began actual construction in their driveway in January 2015, soon began to understand house construction through hands-on experience. They used graph paper to plan and recycled materials wherever possible, learning how to make every centimetre, kilogram and dollar count. Their old van could only tow up to 1,000 pounds (453 kilos) and Diedricksen’s original tiny house weighed 1,500 pounds, so the family substituted 2x2s and 2x3s for 2x4s, screwing and gluing every piece for extra strength. Their final version is five-feet-wide, nine-feetlong and eight-feet-high not including the bathroom area, making it slightly larger than the original floor plan. “The whole side of the house opens

to join the van, so it’s pretty versatile,” says Koszegi. The busy young family found bits of time between dance practices and recitals, soccer games and client showings to work on the project together. “A builder might look at it and say, ‘Man, I could have done this in a weekend,’ but it took us six months’ worth of half an hour to an hour and a half at a time, gluing our fingers together,” he says. “Some people are buying houses and don’t know what a 2x4 is – now my kids actually understand better than some Realtors about what a piece of lumber is, what the dimensions mean, how it’s all put together and how all this stuff kind of works – and they’re little!” “Tiny homes are a hot topic these days,” he says, noting that although his purposebuilt “Hi, I’m Dave Koszegi” commercial has averaged about 100 yearly views in the five years it’s been online, the three-minute YouTube video of his family building its tiny

“If I was thinking about a tiny home as a principal residence I wouldn’t be thinking so compact. My tiny home on wheels is tiny,” says Koszegi, who’s 6'5". But he thinks small homes are a great idea for people who want housing that’s more affordable and cheaper to operate, especially in recreational areas that have so many outdoor activities to enjoy. “There’s a place for 500-square-foot houses on fixed foundations, which is small but not ridiculous,” he says. “In a place like Port Alberni, we have low-priced houses, but condominiums or being attached are not all that popular. When you come all this way, you want your own little yard or whatever.” But if municipalities had provisions for smaller houses – “and you’ve got to get Canada Mortgage and Housing Corp. to accept the idea – I think you’d have a form of housing that people would absolutely buy. It’d be more like buying a car,” Koszegi says. It would open a lot of doors for renters who can’t keep pets in their rental units, for example, or for retired couples who might not want to maintain larger houses while they holiday for months of the year, he says. Koszegi grew up in Port Alberni, a city of about 18,000 two and a half hours northwest

of Victoria on Vancouver Island. Now 46, he has been a Realtor for 26 years, maintaining a 25 to 35 per cent market share in the area, which has a total population of about 30,000. Although as a young man he loved everything about housing and enjoyed working in a hardware store, he says he’d “always also been a car nut,” and wasn’t sure whether he’d rather sell cars for a living. It was his marketing teacher who helped him to see that real estate could be more than an interesting profession. “It also had a process, going to school and getting qualifications – and with oldworld European parents it was important for me to have papers,” he says. “Now I go to work every day and I love it.” Since the CTV spot about the family’s tiny house on wheels project aired, “I’ve had people follow us on the highway and pull us over to have a look, and clients waving.” He also received texts and pages from clients he hasn’t heard from in a while. “I’ve been known for my high volume and a certain amount of competence, but people didn’t know my personal side,” Koszegi says. “I didn’t do it for that – I was thinking about my kids – but clients picked up on it. It’s made me more approachable and created all these points of connection that I didn’t expect,” he says. The project “brings housing and cars together, so I ended up being able to do both of my passions,” he says. “I don’t golf or anything like that, just work and family time – and now if I’m not available people get what’s going on with me, and they don’t mind it.” REM

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14 REM SEPTEMBER 2016

For new agents: Your second 100 days Part 2 of a 3 part series By Joanna Dermenjian

ne hundred days in. Hopefully you have one or two firm transactions under your belt, even if you haven’t received a commission cheque yet. But hope is not a strategy. Are you still doing the basics? What now? Keep on keepin’ on. Keep doing the basics – open houses, floor time, agent tours, communicating with your database. 1. Read. Study. Investigate. There are tons of real estate books and periodicals, a plethora of information and advice on the Internet and seminars or quick tips on YouTube. Yes, there is good and bad. But read something. Dedicate at least an hour each day to learning more.

2. Take your mandatory articling courses as soon as possible. You may be sick of courses, but it is better to get them out of the way, before you get too busy. Plus, learning more makes you a better agent. Unless you aren’t certain you are staying in real estate and are just “testing” it out. 3. Take every free course available. Take all training your brokerage, franchise and board offers. There is so much to learn. Take courses outside of real estate – small business, bookkeeping, social media, marketing. When courses aren’t available, find a webinar. Commit to a minimum of at least one course or seminar every month. 4. Answer your phone. Yes, answer it when it rings, don’t let it go to voicemail. Buyers are impatient. If you don’t answer, they will

most likely call someone else. Within minutes, maybe even seconds. 5. Call your sellers, from time to time, just to say hello and tell them something about the market. They want to know you are still alive and working hard for them, even if their property isn’t selling. Sellers don’t believe “no news is good news”’. Sellers believe no news is “lazy agent”. 6. There isn’t enough business to go around. Don’t let anyone tell you there is. If they do, it is because they don’t want you to work hard and they want to eat your lunch. There are a limited number of buyers and sellers every year. Your job is to find out where they are and meet them there, to show them your enthusiasm, knowledge and expertise. But don’t show them your desperation. People can smell

desperation and run the other way. 7. That being said, you can’t be all things to all people. Not everyone will like you. Only a few will connect with you and ask you to be their agent. Get to know your strengths and your ideal client and start to seek them out. Build on your successes and grow them into new successes. 8. Are you already busy? Busy means having buyers in your car (or in their car following you). Open houses and floor time and studying and reading and courses and going to tour can take up a lot of time, but in the end, you have to be showing houses to buyers. If you aren’t showing houses and writing offers, don’t fool yourself that you are busy. 9. Don’t carry your clients’ baggage. You are not a social worker, you are a leader. You will be

working with people at an emotional and stressful time in their lives and you must not absorb their pain. You are a facilitator. You care, you empathize, but you will not be able to lead them on this journey if you are their baggage carrier. Stay above the fray. 10. Success leaves clues. Buy an agent a coffee. They are your competitor, so don’t ask them what they do or how they do it – they won’t tell you. Ask them for the best advice they would give a new agent who wants to be a great agent. The answers you get will be varied and interesting, but will contain nuggets of truths within. Tell them if they ever have an “extra” buyer, someone they are not connecting with or is too demanding, you would be happy to take over and pay them a referral. Some agents have more business than they can handle at different times of the year and might share a lead if they see you are diligent and hard-working. Joanna Dermenjian is a broker with the David Wilson Team at Royal LePage ProAlliance Realty in REM Kingston, Ont.

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16 REM SEPTEMBER 2016

Landlord must keep tenant until death with By Matt Maurer

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panel of three Divisional Court judges in Ontario has overturned a decision of the Landlord and Tenant Board (LLTB) and ruled that a landlord is prohibited from terminating the tenancy relationship with his tenant until she dies. The landlord and tenant are brother and sister. In 2006 they entered into a tenancy agreement that permitted the sister to live in the brother’s basement for the rest of her life in exchange for $500 per month in rent. The written tenancy agreement explicitly stated that the tenancy was not for a fixed term. In 2014 the brother attempted to terminate the tenancy because he wanted his daughter to be able to occupy the basement. This would normally be permissible under section 49 of the Residential Tenancies Act, 2006 provided that the tenancy had reached the end of its term. The sister refused to vacate and an application was brought to the LLTB. It ruled that the written agreement was badly flawed due to the inherent contradiction in the agreement. On one hand the agreement stated that it was not for a fixed term. On the other hand the term was in fact fixed, given that it was defined as being the lifetime of the sister. In light of this contradiction, the LLTB ruled that the written tenancy agreement had to be disregarded and decided to construe the agreement as an indefinite monthly tenancy agreement. Based on this ruling, the LLTB allowed the

brother to terminate the tenancy. The Divisional Court judges saw things much differently on appeal. They held that the words “not a fixed term” could easily have meant that the parties understood those words to mean that the exact length of the term of the tenancy could not be calculated because it was “for life”. The court held that the tenancy was indeed for a fixed term and that the term was “for life”. The Divisional Court held that the LLTB decision was unreasonable insofar that it imposed an indefinite tenancy as

Be very wary about entering into lifetime term tenancy agreements. opposed to a fixed term tenancy. The Divisional Court went on to hold that a tenancy for a fixed, lifetime term does not violate the provisions of the act and that the various termination options would be available to the brother at the end of the term (when the sister died). Absent this decision being overturned by the Ontario Court of Appeal, landlords (and family members) ought to be very wary about entering into lifetime term tenancy agreements. Matt Maurer is an accomplished trial and appellate lawyer with nearly a decade of experience advocating on behalf of his clients. He is a regular contributor to print and online media publications on issues pertaining to real estate disputes and issues affecting the practice of law and access to justice. He is with Minden Gross LLP in Toronto. www.mindengross.com/our-people/details/mattREM maurer

18 REM SEPTEMBER 2016

Single women a growing market force Here are 10 priorities for the single female condo buyer.

n our complex, modern world, women may be delaying marriage, but they are no longer waiting to find a significant other before purchasing real estate. In particular, they are zoning in on condos. How do female buyers influence design and, more importantly, demand? To get a handle on this question we should understand some useful data. The range for the single female buyer is broader than one might expect. It starts at 20 and reaches to 55 and often older. According to a recent study, women in their 20s represent onethird of condo sales in several major Canadian cities, including Toronto. Eighty-four per cent of single parents who own condos are women. A rising divorce rate among those 55 and older has meant an increasing number of older single female households, who have the knowledge and financing to plan their next real estate purchase. Canada Mortgage and Housing Corp. data indicates that in 2011 women represented 65 per cent of condo owner occupants living alone. For those 55 and older, the number rose to 76 per cent. Rising home prices and a limited supply in many urban markets make condo ownership a first step to long-term home ownership and,

it is hoped, the creation of wealth. These insights are enough to confirm a real demand from the perspective of the single female buyer. But what is it that they want? The most recent data available suggests 10 priorities for the single female condo buyer. 1. Security: Bright, well-lit underground parking garages with panic buttons, 24 hour concierge and security staff. 2. Storage: Kitchens with pullouts, closets with built-in organizers and ample storage space. 3. Layouts: Older single women want space to be able to bring favourite pieces from their previous homes and also want to accommodate grandchildren for overnight visits. In an era with multigenerational living, this is a smart bet. 4. Social areas: Rooftops, terraces, barbecue areas and lounges where they can relax and chat with neighbours, as well as dining and party rooms where they can host family gatherings, are must-haves. 5. Gyms: Not the cramped and limited gyms of the previous generation, but well-equipped facilities. Women appreciate well-designed gyms with up-to-date equipment, swimming pools and yoga studios. If they can bring in personal trainers or yoga instructors, even better. 6. Pet friendly: Many women who live alone in condos have dogs and cats as companions and

By Penn Javdan

want buildings that accommodate their furry pals. On-site pet washing stations are a bonus. 7. Details and luxury finishes: Studies suggest that women are more detail-oriented, so they would want move-in ready places that have finishes that last and stand out. While older homes and rentals in the city can be done up to look like new, the finishes in condos are generally newer and provide the luxury feel that appeals to many women. Granite countertops, laminate or hardwood flooring, high ceilings, stainless steel appliances and brand new fixtures are all features that are highly desired. 8. Natural lighting: Many women prefer corner suites to maximize window space. 9. Outdoor space: Balancing the daily grind of work and social life can be confining enough on its own. Missing a personal outdoor space such as a balcony is a turn off for many. 10. Lifestyle: Aside from affordability, the convenience and flexibility of condo living is for many impossible to beat. Specifically, they want safe neighbourhoods that are close to transportation, night-life and, if possible, work. This trifecta is for many too important to ignore. These priorities are further reflected in the upward mobility of

According to 2011 census data, there are more Canadians living by themselves than there are couples with children. the single female buyer as well. An increasing number of single women are growing their businesses and purchasing power. The average annual income earned by full-time women entrepreneurs is $60,000, while the number of women who were self employed in 2011 was 950,000. Almost half of Canadian small and medium-sized businesses are partially or majority owned by women. Women entrepreneurs contributed $148 billion to Canada’s economy in 2011, the latest year for which data is available. “We know women are starting more businesses than men,” says Susan Brown, BMO senior vice president and head of women’s

strategy. It therefore comes as no surprise that the single-person household is now the fastest-growing category in Canada’s real estate market. The conventional family unit is in decline. According to 2011 census data, there are more Canadians living by themselves than there are couples with children. Wherever they place on the spectrum – business owners, seniors, single, divorced or some combination of these – women buyers are commanding a greater share of purchasing power. Women live by themselves for a variety of reasons. The point is to offer them REM just what they want.

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20 REM SEPTEMBER 2016

On nudists, convicts and ghosts How much must a seller disclose to a buyer?

By Martin Rumack

am often asked by sellers to advise how much (or how little) information they must provide to potential buyers. It’s never an easy answer. Although the time-honoured saying “buyer beware”’ still holds, in law the seller has a legal obligation to disclose what are considered “latent” defects in the property that are related to certain physical conditions or amenities. These latent defects cover two categories: defects that render the property unfit for habitation; and defects that make the property inherently dangerous. But applying this conceptual legal obligation to the real world

can be difficult, especially when it’s applied to unique facts. Here’s a sampling of some interesting decisions from across Canada. Radioactivity: In Sevidal v Chopra, the seller failed to disclose the existence of radioactive material that was discovered prior to the closing date. At the time the agreement was signed, the seller was aware that neighbouring properties were contaminated, but had no proof that his own was also affected until just prior to closing. The court held in the buyer’s favour, finding that the seller had fraudulently concealed the hazard. Garbage dumps: In contrast, a case called Godin v. Jenovac featured buyers who were astonished to learn after closing that their dream home was located next to what was formerly a garbage dump, a fact they confirmed with the seller. Their suit against the

seller failed. Although the seller would have had a duty to discuss the proximity to the former dump if it had been an actual health hazard, the mere fact that it might affect property values (and not the homeowners’ health) did not give rise to such a duty. Landslides: In McGrath v. McLean, the buyer was unsuccessful in suing a seller who had failed to disclose the history of landslides on the property. The court ruled that the buyer had failed to establish that they were caused by a defect in the land itself, rather than due to the activities of the neighbours. Nude beach: In Summach v. Allen, the buyer had agreed to purchase beachfront property but then refused to close after finding out there was a nude beach next door. (This had not been immediately evident because the agreement to purchase had been

reached in November, when there was no one on the beach.) The court found that the presence of nearby nudists may or may not be a defect; it would depend on the buyer. The test was therefore too subjective to impose a disclosure obligation on sellers in these (admittedly unusual) circumstances. Suicide: In Knight v. Dionne, the buyer wanted to rescind the deal because the seller failed to disclose that there had been a suicide on the property – by the seller’s own son. The court found that in light of the reality that there are “happy, unhappy and sometimes even tragic”’ events that occur in everyone’s life, these events would not have an impact on the intrinsic value of a house in which they occurred unless the buyer could prove otherwise. Convicts as neighbours: In an interesting case, Dennis v. Gray,

Welcome, Royal LePage Innovate! We are thrilled to welcome Paul Seib, Dione Irwin and their dynamic team of Realtors® to the Royal LePage family, as Royal LePage Innovate. Paul and Dione began their careers with Royal LePage Ra am Realty in the late 2000s before moving on and establishing their own brokerage, Dione Irwin Real Estate Inc. Along with th heir team of 10 agents, Paul and Dione have the distinction as the most productive brokerage on a per agent basis in Airdrie, a community of 61,000 located just north of Calgary. Congratulations to the entire team at Royal LePage Innovate! Partner with a leader. Join Royal LePage.

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

the court was asked to determine whether a family with young children should be allowed to go ahead with their damages claim against the seller who failed to tell them one of the neighbours had been convicted of child pornography offences. Although the matter eventually settled out-of-court, it is an intriguing glimpse into how far a claim against a seller might conceivably go in terms of allegations of non-disclosure. Ghosts: Even allegations that a house is haunted can give rise to legal questions around a duty to disclose. In one case, the seller had been quoted in a local newspaper saying that the property was haunted, even though he admitted he had never seen a ghost, did not believe in them and that any such comments on his part were never intended to be serious. Still, the buyer sued on the basis that the seller had failed to disclose that the property was haunted. Both trial and appeal courts dismissed the case, finding that the buyer would not be able to prove the existence of the ghosts that he relied on to claim there was a “defect” in the property he had purchased. As these cases show, when it comes to determining what is or is not a latent defect, there are some “grey area” outcomes that are hard to predict. This is why it’s important to consult with a lawyer prior to listing a property for sale. It’s also wise to do so whether you are the buyer, the seller or the agent representing the seller – long before the ink is dry on the agreement of purchase and sale. For links to the cases mentioned, look for this story on remonline.com. Toronto lawyer Martin Rumack’s practice areas include real estate law, corporate and commercial law, wills, estates, powers of attorney, family law and civil litigation. He is coauthor of Legal Responsibilities of Real Estate Agents, 3rd Edition, available at the TREB bookstore. Visit Martin Rumack’s website at www.martinREM rumack.com.

Canadian Real Estate Magnates: 5 Women Share Their Journey to Success

Lauren Parente Vaughan, ON

Marnie Bennett Ottawa, ON

Dione Irwin Airdrie, AB

â&#x20AC;&#x153;When I started with â&#x20AC;&#x153;I went to my very first Craig Proctor SuperConferthe program that has propelled me to my current level ence in Los Angeles in May of success, I was a brand new 2010. At that time, I was agent. Although I had beabout to become the #1 Agent come licensed the year prior, for Keller Williams InternaI was a stay-at-home mother tional - but truth be known, I of three had no sysb e a u t i f u l All the successful agents tems, no diboys so I in my area were doing the rection, no lead generawasnâ&#x20AC;&#x2122;t really same thing tion systems pr a c t i c i ng real estate. -- just â&#x20AC;&#x153;old schoolâ&#x20AC;? real estate. â&#x20AC;&#x153;I joined a successful But I had done my research team in Vaughan and it was and the common dominator no secret that all the proof the most successful agents grams and procedures being in Ottawa was that they were followed there were derived all Craig Proctor students. from the systems taught â&#x20AC;&#x153;Craigâ&#x20AC;&#x2122;s team was there by real estate trainer Craig to guide me, provide me the Proctor. leadership and confidence to move forward. Within 3 â&#x20AC;&#x153;Although I was â&#x20AC;&#x2DC;greenâ&#x20AC;&#x2122; (dare I admit I had never years I was making annual even installed a lock box), I GCI of $6.6 million, I have my own boutique brokerage, had a desire to accomplish I own a beautiful heritage off more, to better myself and to fice building downtown, we succeed. Call me crazy, (or just plain smart) I decided to have 40 people on our team trust my gut and take a leap and in one of the toughest of faith by joining Craigâ&#x20AC;&#x2122;s markets I have grown my recoaching program. Fast forsale numbers by 58%. ward just over a year and â&#x20AC;&#x153;I could never have done a half. Not only do I have a this without Craigâ&#x20AC;&#x2122;s system. Craig is the most knowlteam of 8, but we are well on edgeable real estate person track to hit $750,000 in GCI this year.â&#x20AC;? I have ever met, and thanks - Lauren Parente

Nasira Jamal Toronto, ON

Sandy Casella Mississauga, ON

to Craigâ&#x20AC;&#x2122;s system, I have built a business that my children can take over and I will continue to grow and learn.â&#x20AC;? â&#x20AC;&#x201C; Marnie Bennett

â&#x20AC;&#x153;I have now been licensed for 10 years and the last 7.5 years I did what Realtors do...folmost lowed the pack, cold calling, door knocking and I prayed for success. Each year seemed more stressful than the previous. I accepted Craig Proctorâ&#x20AC;&#x2122;s help in 2013 and my business took off immediately. Last year, 2015, I again doubled my production! I could not be happier, Iâ&#x20AC;&#x2122;m in full control of my business, my income and my future.â&#x20AC;? â&#x20AC;&#x201C; Nasira Jamal

â&#x20AC;&#x153;We wanted to do well from the very beginning so, right from the start, we â&#x20AC;&#x153;Before finding the embraced what Craig ProcCraig Proctor system I had tor taught us. Frankly, evsome good years and some erything changed once we not so good years, but I was did. In our first full year in tired of wondering where my real estate, we completed 65 next deal was going to come transactions. The next year, from and always thought we almost tripled that. that if someone would just â&#x20AC;&#x153;Our success has come tell me what to do I could go as a result of copying Craig do it. out and Proctorâ&#x20AC;&#x2122;s system. Within 4 â&#x20AC;&#x153;That is exactly what years, our annual GCI was the Craig Proctor system $1.87 Million. This has credid for me. It is a complete ated freedom for our family. package that took my busiWeâ&#x20AC;&#x2122;re able to give to other I had done my research and the people, put common dominator of the most more money into market- successful agents in my market place ing, take betwas simple ter care of ness from a plateau I had our clients and become a rehit and just couldnâ&#x20AC;&#x2122;t seem to ally strong force in our city of break through and helped Airdrie, Alberta. In our wildme make a true quantum est dreams, we never thought leap. Shortly after joining the we could be where we are in program I was able to more our real estate careers and in than triple my business and our lives.â&#x20AC;? I continue to make progress â&#x20AC;&#x201C; Dione Irwin towards my goal of having a business not a job. â&#x20AC;&#x153; - Sandy Casella LET CANADAâ&#x20AC;&#x2122;S REAL ESTATE TRAINER, CRAIG PROCTOR, HELP YOU IMPROVE

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could EASILY increase your income from real estate the way Lauren, Marnie, Dione, Nasira and Sandy have done. I was a highly successful AGENT for more than 20 years. No one in Canada has sold more homes than I have, and Iâ&#x20AC;&#x2122;ve had the privilege of sharing my proven real estate system with over 30,000 agents, like the agents Iâ&#x20AC;&#x2122;ve featured here, from all over the world. This is the same system I used myself in my own highly successful real estate career right here in Canada. As you may know, I was twice named the #1 RE/ MAX agent in the world and was in the top 10 for RE/MAX International for 15 years. In fact, for 6 years straight, no one listed or sold more homes in the Greater Toronto Area than I did. (Source: TREB Statistics) Because I successfully battled in the trenches just like you, I know exactly what you face each day and it is for this reason that Iâ&#x20AC;&#x2122;ve been able to help so many agents create giant incomes and enviable lifestyles themselves. They call me the Millionaire Agent Maker. If you do not have a clear, detailed business system (key word, system) that you are using to move methodically to your goalsâ&#x20AC;Śa plan you could show a banker or investor or new partner or key associateâ&#x20AC;Śa plan you have dence in, then why wouldnâ&#x20AC;&#x2122;t you examine mine â&#x20AC;&#x201C; free? Go to: BecomeAMillionaireAgent.com exactly that. This opportunity is waiting for you at BecomeAMillionaireAgent.com

24 REM SEPTEMBER 2016

5 steps from start up to market leader By Ryan Hodge

ave you ever thought of starting your own real estate company, but just don’t know where to start? Five years ago we were building a real estate business that was starting to thrive with a team of five agents and two full-time administrators. In essence, we had begun to build a brokerage inside of a brokerage. Through trial and error our team began to be streamlined, highly functional and profitable. We recognized what was happening and the next logical step was for us to open our own real estate company. At that point my business partner and I decided to take action on our vision: to own a real estate company. We wanted to own a true busi-

ness. We enjoyed our team concept, but we wanted to be more than just inspiring a team to higher production. We wanted to impact a much larger group of people and assist them in building thriving businesses, which in turn would allow us to grow and thrive as well. Here are five critical steps to building a successful real estate brokerage. 1. Determine how you can serve and support others: Just like in real estate sales, your potential client wants to learn about you and trust you before making a commitment to join your company. Reflect on what is important to you as a productive agent while researching what the true desires are of agents in your marketplace. Get really clear on your discoveries and be confident that you can deliver. Make sure the desire of the agents in your marketplace map to your skill-sets and vision. 2. Focus on your strengths, not your weaknesses: Whether

you’re a new independent or a new franchise brokerage, you are entering into a highly competitive environment. The biggest mistake is focusing on your competition. Determine your own strengths inside of the market, focus on extending and expanding them and deliver a valuable experience that can create the promise of a better future for agents. 3. Know your numbers: The first thing you must do is a budget and pro-forma. Look out 12 months and project capital expenditures, monthly expenses and production. Key high level numbers to focus on are the following: • Capital required • Monthly expenses • Total number of agents you will recruit • Trajectory of agents joining each month • Attrition of agents that join in the first year • Average number of closings per agent • Average sales price

• Average commission percentage per transaction • Retained dollar percentage of commissions (or fees) This will give you a solid foundation to work from. Remember, recruiting solves all problems. 4. Recruit and retain: There is nothing more important in the real estate business. You must have a system to consistently recruit productive agents and a clear retention plan. Your responsibility on a daily basis is to transfer value to agents facilitating the production and growth they desire. When recruiting, remember you can’t create demand, you must go and be where the demand is and be the solution. Learn where your potential audience of new agents engages and interact with them there by demonstrating your value as a leader, not selling them. Enrol them into every possible experience they can have of you and your company to nurture these relationships further. Be their first choice. 5. Train and coach: Realtors

can find training anywhere, anytime and most of it is free. Be clear on what drives production. Establish platforms that will expand every aspect of the agents you are privileged to lead. Make sure that true coaching and leadership is wrapped around the training you deliver. Deliver more than content. Build context. Be different. Building a real estate company has been the greatest business decision my partner and I have made in our careers. We are honoured to work with the people who have believed in our vision, with the biggest reward assisting in the growth of our agents personally and professionally. We get the privilege of participating in a group of committed people experiencing success and fulfilling their dreams. Ryan Hodge is the co-owner and broker of record of The Realty Firm Inc. in Ontario. He is also a coach and speaker for Ryan Hodge Coaching and Consulting Inc. REM

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26 REM SEPTEMBER 2016

bursaries that provide rewards based on marks, but that is why Greater Moncton Realtors du Grand Moncton puts full weight on volunteerism for these annual bursaries.” ■ ■ ■

an Burns was recently named CEO of the Alberta Real Estate Association (AREA). Burns works with the AREA Board of Directors, staff and all industry groups in the execution of AREA’s strategic plan. Ten local real estate boards and associations form AREA’s membership. With the majority of his career in regulated industries (telecommunications, banking, retail finance and insurance) and as the leader for two federally regulated insurance companies, Burns has a strong portfolio of governance and regulatory work to go along with extensive corporate operational experience, the association says.

■ ■ ■

Wendy Giroux is the new executive officer of the Durham Region Association of Realtors (DRAR), which has 1,100 members. “With over 10 years experience in association management, I look forward to bringing my knowledge

and skills to this position,” says Giroux. She succeeds Nancy Shaw, who became the CEO and general manager at the Greater Oshawa Chamber of Commerce. Giroux was previously the EO of the Peterborough and the Kawarthas Association of Realtors (PKAR). “Giroux’s experience as executive officer at PKAR combined with her strong core values make her the perfect choice for DRAR,” says Sandra O’Donohue, DRAR president. ■ ■ ■

Greater Moncton Realtors du Grand Moncton recently awarded bursaries to Laura Jones, Abigail Bradley, Eryn McNally and Olivia Turner. The RealtorsCare Bursary is designed to reward Grade 12 students for their volunteer efforts within Southeastern New Brunswick. Board president Trent Wilkins says, “There are so many

The Realty Watch program and Port Coquitlam sales rep Risa Bassetto found a missing person earlier this month. Bassetto, a saleperson with Re/Max Results Realty, was alerted through the Realty Watch program, a partnership between local police departments, the RCMP and more than 14,000 Realtors across the Lower Mainland. She was driving home when she saw an elderly person on the sidewalk. Gut instinct told her something wasn’t right. She checked the Realty Watch fan-out that was sent by the Vancouver Police Department (VPD) and discovered it was the missing person. “It was that fan-out and picture that made me call the police” Bassetto says. “If there was no fanout, they could still be missing.” Realty Watch is operated by the Greater Vancouver, Fraser Valley and Chilliwack and District real estate boards. Realtors observe and report to police any suspicious activity that they may happen upon in their day-to-day business. ■ ■ ■

Former Ontario PC leader Tim Hudak named OREA CEO im Hudak, former leader of Ontario’s Progressive Conservative party and an MPP for 21 years, is leaving politics to become the CEO of the Ontario Real Estate Association (OREA). Hudak has represented the people of Niagara West – Glanbrook riding for 21 years as an MPP. He served in three Cabinet portfolios: Ministry of Northern Development and Mines, Ministry of Tourism, Culture and Recreation and Ministry of Consumer and Business Services, where OREA says he worked closely with the association to write the Real Estate Business Brokers Act, 2002 and create the Real Estate Council of Ontario. As Leader of the Official Opposition until 2014, he led 80 staff and managed a multi-million-

dollar budget, says OREA. “Tim brings over 20 years of public service and executive management experience to OREA. Throughout his time at Queen’s Park he has been a strong advocate for Ontario homeowners and issues that our association supports. Tim’s leadership will be a great asset to Ontario Realtors and homeowners,” says Ray Ferris, president of OREA. “OREA has had a very long, positive working relationship with Tim collaborating on a number of issues of importance to Ontario Realtors, such as electronic signatures on real estate transactions, the creation of a grow-op registry and stopping the spread of the municipal land transfer tax,” says Ferris. In a news release, Hudak says, “I am tremendously excited about

this new opportunity and the important mission it Tim Hudak supports: Ontario Realtors work hard every day to help Ontarians achieve their dreams of home ownership. In my travels I have seen firsthand the leadership roles Realtors take on in every community and how much charitable work OREA members do for local causes. I am honoured to lead a talented, dedicated team charged with delivering products and services to Ontario Realtors.” Hudak will leave his seat in the Legislature on Sept. 16. OREA represents 64,000 real estate brokers and salespeople who are members of Ontario’s 40 real estate boards. REM

Three students were awarded the Nova Scotia Association of Realtors (NSAR) Arnold G. Jones Bursary for their exceptional academics and community involvement. Each year NSAR bestows this bursary on selected applicants who are graduating from high school and children or grandchildren of NSAR members. This year three winners were selected and will receive $3,000 each. “The Selection Committee considers commitment to learning; involvement in school and community; maturity and responsibility; initiative and/or strength of character; and decisions toward higher education,” says Roger Sandford, president of NSAR. “Also coming into play in our decision making is work experience (if applicable) and difficulties overcome by the student.” This year’s bursary winners are (Morgan) Lindsay MacDonald and twin sisters Erin and Lindsey Coughlan. MacDonald, daughter of Realtor Heather Morgan, graduated from Lockview High School in Fall River and will be attending Saint Mary’s University to pursue a degree in science. Erin Coughlan, daughter of Realtor Melanie Coughlan, graduated from Sir John A. MacDonald High School in Halifax and will be attending Acadia University’s kinesiology program. Lindsey Coughlan, also daughter of Melanie Coughlan, and twin sister to Erin, also graduated from

Ian Burns

Sir John A. MacDonald High School and will also be attending Acadian University. ■ ■ ■

The Realtors Care Shelter Drive in Vancouver set an all-time record this year, raising $47,329 for three local housing charities. The drive has raised more than $217,000 since it began seven years ago. This year’s donations went to Aunt Leah’s Place in New Westminster, Cythera Transition House in Maple Ridge and Yew Transition House in Sechelt. These charities help people in need find a safe and supportive place to live. ■ ■ ■

WinnipegRealtors has partnered with ProTelec Alarms in the development of a Realtor safety app that is being made available to all of its members. When WinnipegRealtors approached ProTelec, it had already developed an app for safety checks used by employees working alone and entered into development for a safety app designed for Realtor security, says the board. The intention of the app is not to replace the practice of normal safety precautions all Realtors should use, but to provide an emergency response when an unforeseen situation arises. The app has been well received through information webinars and several in office presentations, the board says. REM

Wendy Giroux

From left: Shari-Lyn Rougeau, Aunt Leah’s Place; Lynn Dequanne, Realtor; Christine Chandler, Yew Transition House; Pam Costello, Aunt Leah’s Place; Lisa Morris, Realtor; Dan Morrison, REBGV president; and Joanne Barry, Cythera Transition House.

Twin sisters Erin and Lindsey Coughlan received bursaries of $3,000 each from the Nova Scotia Association of Realtors. NSAR board member Glenn Black presents the awards.

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28 REM SEPTEMBER 2016

Working with builders and developers An interview with Barbara Lawlor about how Baker Real Estate became a leading brokerage for new condominium sales By Penn Javdan

he relationship between builders and real estate professionals has not always been the greatest, as traditionally many of the larger builders used their own sales staff to sell homes and condominiums, offering limited co-operation with real estate sales reps. But that has changed, and one of the leading examples is Baker Real Estate. With brokerages in Toronto and Montreal, it is an industry leader in Canada (and an influencer internationally) with nearly $2 billion in annual sales. Recently REM caught up with Barbara Lawlor, president and CEO of the brokerage, to shed light on the evolving model of cooperation between brokerages and builders.

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By John DiMichele ince TREB announced its appeal of the Competition Tribunal’s decision, we’ve become aware of much confusion and misunderstanding of our position; I’d like to set the record straight. TREB has never been opposed to any innovation in the real estate marketplace, nor the distribution of property data, particularly the sold price. However, Canadian privacy laws obligate TREB and its members to obtain explicit informed consent from a buyer and a seller to distribute their personal financial information, a right to privacy that only they may waive. It is a known fact that once any information is made available on the Internet, it’s literally gone and available

REM: What makes Baker different from other brokerages in terms of how it works with builders and developers? Lawlor: We become the developers’ (full service) in-house team. We are there for our clients from day one, often several months before the launch, and we manage sales to the end. In addition to meeting regularly with the development team, we work closely with architects, interior designers, ad agencies, public relations and legal firms to ensure sales strategies and goals are met to the highest standard of excellence. Baker Real Estate also offers competitive analysis through our research department, providing clients with real-time sales and traffic data, as well as pricing, prod-

uct, demographics and purchaser analytics. Builders and developers work with our network of over 6,000 international Baker Realty Partners. REM: What is Baker’s niche focus and how is that a strength in today’s ultra competitive real estate market? Lawlor: Pat Baker founded this company in 1993 and with foresight established the focus on servicing the needs of high-rise condominium developers. I also felt that residential condominiums would be the way of the future in the GTA and I started in the industry in the mid-1980s. Back then, condominiums represented about five per cent of the market. Today, new condo sales often

DiMichele: TREB doesn’t oppose innovation for anyone to misuse or misappropriate. Concerns regarding the potential adverse effects on competition in the marketplace or on innovation are also unfounded. As a member-based organization, it is TREB’s role to provide tools and resources to our members. TREB does not get involved in how our members choose to compete in the real estate market. One only has to look at the real estate landscape in the GTA to see that there is a tremendous amount of competition in the marketplace, among TREB’s 45,000 GTA Realtor members. For more than 95 years, GTA consumers have entrusted TREB members as the custodians of their personal financial information, and they take that responsibility very seriously. Absent the court order by the tribunal, it is TREB’s view that

TREB does not get involved in how our members choose to compete in the real estate marketplace. without explicit informed consent from consumers, disclosure is not only a breach of trust, it’s against the law. TREB is appealing the decision of the Competition Tribunal. John DiMichele is CEO of the Toronto Real Estate Board. REM

exceed 50 per cent of the market. Canada continues to attract new residents from around the world, with 100,000 newcomers relocating in the Toronto CMA each year. As a result, we need 40,000 new units. The industry has only ever been able to construct between 15,000 and 16,000 condominium units in a year, so development has hardly reached capacity. The demand is phenomenal. REM: What is your marketing process like, and how would you say it helps translate into successful sales? Lawlor: Our marketing process is based on the experience we have gained in more than two decades. We bring something to the table that cannot be intuited overnight. In addition, we rely on continually updated statistics to keep our finger on the pulse of an ever-changing marketplace. Although we have a base procedure, our process is customized to reflect what their target markets will respond to at any given time. With our team approach that includes interacting with architects, designers, ad agencies, public relations firms and the like. We are able to have a say in such items as the floorplans and floorplan mix. This way, we are always on point with messaging to reach the broad audience required to fill a high-rise building. REM: What is Baker’s model like in terms of working with other brokerages to facilitate successful transactions? Lawlor: Nearly 90 per cent of Baker Real Estate’s condominium sales come via the brokerage community. We have a unique program in place for working with these brokers and agents. We call it Baker Realty Partners (BRP) and we have over 6,000 of them around the world. We have set up MyBaker, a web portal through which our BRP members can access key elements of their developments. They receive the earliest access to our project launches, as well as our newsletters, eblasts and webinars bringing them up-to-the-

Barbara Lawlor

minute development information, pricing, assets and work sheets. REM: In which ways do you work with foreign buyers and foreign brokerages? Lawlor: We have strategic partnerships and have had successful sales programs in Singapore, Hong Kong, Indonesia, South Korea, China, Thailand, Russia, India, Ireland and the USA. We have offices on the ground in Shanghai and affiliations in Singapore and Hong Kong. We work with brokerages in China and help them facilitate purchasers for their buyers who are hugely interested in Canada and Toronto in particular. They consider Canada a safe haven for their investments and many send their children here to be educated. REM: What do you want people out there to know about Baker Real Estate that they may not already know? Lawlor: Although our livelihood involves real estate, we work from the basic premise that people are everything. My father taught me that a true leader understands this. As CEO, we focus on what I call the Three C’s: credibility, competence and caring. Like Pat, I engage people in teamwork and collaboration and I listen to the suggestions of our team members. I care about what they think. We are truly passionate about real estate and the people we serve. Real passion in the business world is so rare today that it gives us a competitive advantage. REM

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30 REM SEPTEMBER 2016

Vancouver board achieves Canada Award of Excellence The Real Estate Board of Greater Vancouver (REBGV) has achieved the Canada Award of Excellence gold certification in Excellence Canada’s new Excellence, Innovation and Wellness program. Excellence Canada’s standards are based on the most effective practices and proven management strategies from around the world. “In meeting the rigour of the Canada Awards for Excellence requirements, REBGV has demonstrated that it is one of the best managed organizations in Canada,” Allan Ebedes, president and CEO of Excellence Canada said in a statement. “We are always striving to achieve organizational efficiency, progress and results for our Realtor members,” says Brad Scott, REBGV CEO. “This program brings rigour, discipline and structure to our continuous improvement efforts.” Founded by Industry Canada, Excellence Canada is a not-forprofit corporation dedicated to advancing organizational performance across Canada.

$22 million in support of the foundation, the largest public foundation in Canada dedicated exclusively to funding women’s shelters and violence prevention programs. Royal LePage says the award comes with a “generous donation” from the federal government to the foundation.

Two Canadians make Coldwell Banker’s 30 Under 30 Two Canadians have been named to Coldwell Banker Real Estate’s annual list of top affiliated real estate professionals under the age of 30 who have achieved early success in sales, philanthropy and leadership. They were chosen from the brand’s network of nearly

85,000 independent real estate professionals affiliated with approximately 3,000 offices in 47 countries. Kristina Clement, a sales rep with Coldwell Banker The Real Estate Centre in Newmarket, Ont. and Chris Perkins, a sales rep with Coldwell Banker Fort McMurray in Fort McMurray, Alta. made this year’s list. The list includes affiliated real estate agents, managers, broker/ owners and key staff members.

Realtor and former CFL star Jason Clermont honoured by B.C. Lions Former CFL all-star Jason Clermont, now a salesperson with Royal LePage Regina Realty, was recently inducted into the Wall of Fame for the B.C. Lions. Recently the Association of Regina Realtors interviewed Clermont for their publication and shared it with REM. How do you feel about your terrific accomplishment of being inducted into the B.C. Lions Wall of Fame? Clermont: It’s a great honour

and very humbling. It also makes me feel old. Very old. Who is the biggest influence in your sports career? Clermont: There are too many people to name who all had a hand in helping me along. I think ultimately, the motivation needs to come from inside of each athlete. What brought you into real estate after football? Clermont: A knee injury at the start of 2006 had me concerned with my career. As I had a lot of time off to rehab and a keen interest in real estate, I decided to study for the real estate exam. Geroy Simon, who played alongside you for seven seasons, was quoted saying about you, “To see some of the hits he took over the years and to bounce back up and keep on playing, is a testament to who he is as a player and as a person. It shows his roots growing up in the Prairies and the work he put in to get to the CFL.” Have you taken this same attitude of perseverance and hard work into your career as a real estate professional? Clermont: I have. Geroy was always the consummate professional as well, don’t let his smooth demeanour fool you. He didn’t fall

out of bed and become the all-time CFL leader. I definitely translate a lot of structure and goal setting into my real estate practice. In both professions I feel it is important to plan the work and work the plan. Did you bring your attributes as a team player to your JC Realty Team? Clermont: Football has taught me that the most powerful force is unified teamwork. Being surrounded by great teammates who are all working toward the same goals with you can be unstoppable. I have that with the JC Realty Team. Have you transferred any other skills as a professional athlete to a professional Realtor? Being around a wide array of characters in football allows me to have perspective with all of the different personalities of our clients. Also, understanding the stresses of moving over and over again, as well as seeing players displaced from their families and the logistics and stresses that accompany moving, has allowed me to properly communicate realistic expectations for our clients.” REM

Royal LePage recognized for volunteerism Royal LePage has received the 2016 Canada’s Volunteer Award in the category of Business Leader for supporting local communities through its charity, the Royal LePage Shelter Foundation. Sponsored by the federal government, Canada’s Volunteer Awards recognize the contributions that volunteers, not-for-profit organizations and businesses across the country make to their communities. Shanan SpencerBrown, executive director of the foundation, accepted the award on behalf of the company. Since 1998, Royal LePage professionals have raised more than

Jason Clermont was a CFL all-star.

Jean-Yves Duclos, Minister of Families, Children and Social Development presents the award in Ottawa to Shelter Foundation executive director Shanan Spencer-Brown. Jason Clermont is now a Realtor in Regina. Chris Perkins

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The surprising bad habits that cause real estate investments to fail . . . and what we can do to change them By Natalka Falcomer

eal estate investing is not easy. I know because I’m trying to do it and because my clients (real estate agents and investors) tell me horror stories. My experience searching for my “first” makes it obvious to me that investing in real estate is like starting your own business, earning a black belt or sticking to the salad when those fall-off-the-bones short ribs look amazing. It takes discipline. It’s also becoming obvious that I have three particularly bad habits that are common, but surprising, among many first-timers. These habits need to be kicked. Because if they’re not, it’s very likely that I (and anyone who shares these) will fail.

Read below for my top three bad habits and how I’m working on changing them. If you feel this whole “I’m a failure!” feeling is getting old, I recommend you examine this quick list and see if you need to make a change: Reason 1: It only took her one month to drop 50 pounds. Why can’t I just lose five? Call it obsessive comparing or impatience. We all do it and it’s not because we’re millennials. This impatience is a big trap because: • you’re basing your conclusions on something that hasn’t been verified (we all exaggerate a bit…and we all know about the legitimacy of those “lose weight without dieting” and “make a million dollars without working” schemes. They totally work!) • you’re probably comparing your beginning to someone else’s

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end – which can be daunting, discouraging and make you feel inadequate. You see only the curated Facebook pictures and not all of those mundane hours of (*gasp*) work; and • it puts you in a mindset of “I’m not good enough and I can’t do that, so why bother?” All of this obsessing is draining and it will lead you nowhere, guaranteed. This is because your energy won’t be focused on what you should be doing. And that’s networking and finding the veterans in your field who can provide you with everything from war stories to investing models and, yes, shortcuts. It’s always better to learn from someone else’s mistakes than your own. If you’re motivated by competition, use your role models as people who you want to compete against – just don’t be envious or jealous. It always shows and it will hurt the relationship. Reason 2: I’m keeping my goals a secret – someone will steal them! I’ve seen a lot of entrepreneurs, real estate investors and students in competitive fields (I’m looking at you, law students) fail miserably because they believe that someone will steal their idea. They work in isolation and do everything by themselves. This is a big problem because it forces the suspicious to become a jack of all trades and master of none. They do nothing well and experience very little headway because they’re busy working in their business and not on it. The suspicious also lose the richness and value offered by different perspectives and opinions. Need an example? When starting Groundworks, my mission was simple – to improve the way the law was practised and delivered – but how I got there changed several times. If it didn’t share my idea and work on the concept, I would have failed. I spoke with countless real estate agents, lawyers and CEOs of everything from fitness clubs to investment companies and food

It’s always better to learn from someone else’s mistakes than your own. chain supply managers with the goal of refining, re-evaluating and revising the delivery model in order to produce a better end result. And during this entire ideasharing process, not one person stole my idea. Everyone’s busy with their own goals. Or binging on Netflix. Reason 3: Paralysis by analysis. I am very risk adverse. So much that I worked four jobs in undergrad to avoid taking on any debt. It gets better: I mull over ideas for so long that I typically forget what it was that I was originally mulling over! My risk adverseness has also caused me to miss many great opportunities and, most importantly, delay what I really wanted do in life. I know plenty of people who believe that you should only make a decision once you are ready and only after you’ve assembled and reassembled all possible information. I also know that these people have done very little. This is because you’ll never have all of the information. And you’ll never be ready. Just ask anyone who’s had a kid or quit her job to start up something new (and successful). Were they 100 per cent certain and ready? Doubt it. Mulling through the details is important, but don’t place the majority of your focus on the need to analyze at the expense of the need to act. This is because inertia will set in. After all, an object at

rest stays at rest. Especially if that object feels nervous moving. If you need a motivator, think of this: it’s very unlikely that you’re making an analytical decision. Too many brilliant people have proven that even with all of the information we need, we still base our decisions on “gut” and we still make mistakes. We’re just really bad at predicting outcomes, not to mention what makes us happy. So don’t try. My quick solution: when getting nervous or over analytical, remind yourself that only action gives you experience and it’s only experience that will encourage you to move. In other words, moving by action means you’re moving towards your goals. Doing anything new is daunting. But, as many people agree on their deathbeds, it’s much better living a life of “oh wells” than a life of “what ifs”. I’ll take the wisdom of those reflecting on life over those who are just moving through it. Natalka Falcomer is a lawyer, real estate sales agent and certified leasing officer who has a passion to make the law accessible and affordable. She founded, hosts and coproduces a popular legal call-in show on Rogers TV, Toronto Speaks Legal Advice. She founded Groundworks, the only firm specializing in commercial real estate law that offers flat fee rates, online delivery of legal work and a guaranteed turnaround time. www.groundworksfirm.com REM

REM SEPTEMBER 2016 33

Railroaded in Hanoi Story and photos by Diane Slawych

t’s no exaggeration to say they live on the other side of the tracks. On a street in the Old Quarter of Hanoi, Vietnam, a railway line runs just a few feet away from the front doors of local homes and shops. It’s a shockingly tight squeeze! Twice a day, a train comes barreling through between the tall narrow buildings that stretch for about half a mile, forcing residents and shopkeepers to retreat. Some jokingly say that at least locals have door-to-door service. One elderly man I met had another word for the close proximity of the rail line: “noisy.” “Very noisy,” he emphasized, shaking his head when I asked what it was like to live here. I sensed he wanted to tell me more but was prevented from doing so by his limited English. Perhaps he might’ve told me that his whole house rattles whenever the train passes, or relayed details about some close calls, or worse. In the minutes before the train’s scheduled arrival, all signs of life disappear, as residents go indoors, bringing their children and pets with them. Scooters, bicycles, plastic chairs and house-

hold items are all moved closer to the home, a safe distance away from the tracks and the passing locomotive. I’d first seen the railway street from the elevated position of a bus and was immediately intrigued by the site. Hanoi was the last stop on a 15-day Mekong tour and when our bus drove past the street, I vowed to return on my free time and experience it from the ground. Arriving around 5 pm the next day, I discovered I was not

the only curious tourist. There was a woman from Saudi Arabia with a film crew and an Indian woman doing a difficult yoga pose on the tracks. When there’s no train, the residents, obviously hard pressed for space, use the tracks to conduct business, meet with friends, or get from A to B – in the absence of a sidewalk, the rail ties act as a substitute. I followed suit and walked along the track, passing a salon

You go first. Residents who live along a railway track in Hanoi learn to accommodate each other.

Someone watch that chicken. Life in the Old Quarter of Hanoi goes on as normal….when the train isn’t running through the street.

where someone was having their hair shampooed. I saw tall plants growing in pots in front of several homes and laundry hanging on lines from upper balconies. A woman with curlers in her hair and wearing leopard print slippers sat on her haunches in a doorway chopping cabbage, while another resident pushed her bicycle over rough gravel as a child on the back seat looked on. In the hot and humid temperatures, many residents left their doors open, which didn’t allow for much privacy, especially with curious tourists walking

by. Locals seemed used to the attention though. Some were understandably guarded, while others engaged passersby including one man who had a pet chicken. He cooed lovingly over the well-groomed animal, which he kept on a leash and placed on a wooden perch as if to show off his pride and joy. It was a beautiful specimen, though I felt sorry it was tethered to a leash. Then I remembered the other chickens I’d seen on the street, running free, often on the railway tracks (where else could they go?) Sometimes you have to take precautions. REM

How to ask for the business By Dr. Maya Bailey

client told me the other day that she hates “asking for the business.” In fact on a deeper look, she confided in me that she doesn’t feel like she deserves to ask for the business. The more we talked, the more I realized that she was approaching the situation as a “taker”, not as a “giver”.

We discussed how every situation needs to be a win/win. From that paradigm, you can reframe the whole notion of asking for the business. When you change your perception from asking to giving, you receive immediate benefits, such as: • There’s no such thing as asking for the business; there is only offering your services. • What you are looking for is a match – someone who needs your services. • There is no such thing as rejection; it’s either someone you would work well with or not. • You can enter every conver-

sation, as the giver who has expertise to offer. In addition, you can practice some empowered beliefs before getting on the phone, such as: • I have a valuable service to offer and people are happy to hear from me. • I attract clients who are fun, ready, willing and able to do business. • As I radiate a positive mindset, business comes to me easily and effortlessly. Always think of yourself as the giver, because you are the one with the expertise. You are the one with something to offer. Approach every phone call

with the attitude that you want to be of service and you’re willing to let people know what you do. Whether they accept your service is not your concern. Inform people of how you can help them and focus on the service you provide, not the money. You need never sell yourself and you never need to ask. All you need to do in every moment is just do your best. Just do a good job of presenting who you are and what you are offering. Be yourself and be honest. People want to work with someone who they feel understands their needs. Listening and responding to those needs is what will bring in the business.

The client I mentioned? When she got the hang of it, picking up the phone became a breeze and she’s on her way to doubling her income. Keep it easy, keep it light and always go for a win/win. Maya Bailey, Ph.D. is known as the Mindset Business Coach for Empowered Women – entrepreneurs who want to achieve a multiple six-figure income in 12 months or less. If you are interested in receiving a complimentary Business Breakthrough coaching session, visit 90daystomoreclients.com or http://www.mayabailey.setmore.com/ REM

34 REM SEPTEMBER 2016

rebuilding and restoration efforts in Fort McMurray. Marian Barry, broker/owner, Royal LePage True North Realty, says: “My team and I were truly overwhelmed by the staggering amount of support received from our Royal LePage colleagues across the nation.”

Good Works T

he 18th Annual Forest City Golf Classic in London, Ont. recently raised more than $25,000 for Habitat for Humanity International, enough to build three homes for a community in Paraguay that is in desperate need of shelter. Sales rep Dan Grantham of Sutton Group - Preferred Realty has served as chair of the tournament for the last seven years. During that time, the event has raised enough money to build 21 homes in Bolivia and Paraguay and send a group of volunteers each year to help with construction. Some of these volunteers are members of the Forest City Community Church, which champions the tournament. Grantham and his wife AnneMarie Grantham, also a Sutton sales rep, have made significant contributions. As well as donating to the silent auction for this event, the couple sponsors closest to the hole contests, pay for additional players to golf and donate prizes.

■ ■ ■

porate donation of $15,000 to the Canadian Red Cross in Alberta to assist in general

Dan Grantham

Volunteering, staying fit and enjoying greater energy are part of a positive cycle of change that

David Eng, a sales rep with Sutton Group – West Coast Realty in Coquitlam, B.C., started a dozen years ago. When many men his age are taking heart medication or getting winded from climbing the stairs, Eng is climbing the Grouse Grind (12 times so far this year), swimming, biking and volunteering at numerous athletic and fundraising events. Recently he volunteered as the lead cyclist for the fastest woman at the Subaru Vancouver

Anne-Marie Grantham

Marco DiPietrantonio and Rob Colangeli present the proceeds from their annual golf tournament to Boys and Girls Club of Kingston and Area. Sales rep David Eng volunteered as lead cyclist for the fastest woman at a recent triathlon.

Continued on page 36

From left: Royal LePage president Phil Soper, Waypoints executive director Michele Taylor and Royal LePage True North Realty owner Marian Barry display a $32,000 cheque destined for the Waypoints Unity House women and children’s shelter in Fort McMurray, Alta. (Photo: Jason Beck – Waypoints)

■ ■ ■

Royal LePage has donated more than $47,000 to Unity House, an emergency shelter serving abused women and their children, and the Canadian Red Cross to assist in the restoration of Fort McMurray. Across the country, Royal LePage professionals banded together to raise funds to aid Fort McMurray residents displaced by the wildfires that roared through the city in May. In addition to individual contributions from brokers and sales reps, many brokerages elected to earmark some of the proceeds generated from the Royal LePage Shelter Foundation’s flagship event, the National Garage Sale for Shelter, to Unity House. In honour of Royal LePage True North Realty in Fort McMurray, a longstanding supporter of Unity House, the company raised approximately $32,000 for the emergency shelter. Royal LePage also made a cor-

Triathlon). He cheered on the athlete while ensuring that she had a safe, open route to run. “I work long hours, often showing homes in the evening. If I start my day with some exercise like going to the gym or swimming, then I have energy to take me through to late night. Otherwise I might conk out,” Eng says. “I strategically choose athletic events to volunteer at and choose physically demanding roles.

Right At Home president Howard Drukarsh, right, and vice president finance and administration Eva Liu presented the keys to the new homeowners at the Habitat for Humanity McLevin Home Dedication recently. Right At Home agents helped the company raise more than $70,000 for the cause.

Your Grant Team in Kingston, Ont. organized two golf tournaments within one month for local charities. The teams at Century 21 Canada head office and Century 21 In Town Realty in Vancouver recently visited Easter Seals Camp Squamish to raise awareness of the camp and experience the direct impact of their donations.

Sutton Group Preferred Realty presents the cheque. From left: Lori Payne, Ron Combs of Ronald McDonald House Charities, Cathy Combs, Ken Payne and Gerry Weir.

The Lethbridge Habitat for Humanity Golf Tournament raised more than $21,000. Back row, from left: Jo Ann Kelly, Audrey King, Mary McLean, Trish Lyons, Elmira Hiebert. Front row: Rex Alcock, Allan Kelly, Howard Sharpe, Dave Lelek, Don Wachniak and Ty Jaster.

THE POWER OF BLUE OWNER PROFI LE NAMES:

Sherri and Randy S

ingler : Owners, C oldwell Banker Sign ature OUR COMMUN ITY: Saskatoon , Saskatchewan WHY WE DO W HAT WE DO: W e believe that the se cret to growth and su is helping others to ccess grow and succeed YEAR WE ENTE RED REAL ESTA TE: 2008 (R andy) and 2014 (S YEAR WE AFFI herri) LIATED WITH TH E COLDWELL BA NKER® NETWO RK: 2015 LIFE’S FONDES T MEMORY: O ur OCCUPATION

BIGGEST ACCO

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wedding day

Setting and meeting our goals of growing sionally

personally and profes

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ELL BANKER SY STEM: The av resources, hands-on ailable support and backing fr om the Coldwell Ban community has exce ker eded our expectation s

We know what it means to be in your own business, and we know real estate. We are Sherri and Randy Singler. We lead by example, we are encouragers, we are entrepreneurs. We believe in our team of professional REALTORS® who truly project the highest levels of trust and integrity that has been associated with Coldwell Banker for decades. We are so excited for what the future holds for us and our Coldwell Banker brokerage. Sherri and Randy Singler, Owners Coldwell Banker Signature Saskatoon, SK © 2016 Coldwell Banker LLC. All rights reserved. Each ofﬁce is independently owned and operated. Coldwell Banker and the Coldwell Banker logo are registered service marks owned by Coldwell Banker LLC. Each sales representative and broker is responsible for complying with any consumer disclosure laws or regulations, as well as applicable Real Estate Association rules and codes of conduct. The trademarks REALTOR®, REALTORS®, and the REALTOR® logo are controlled by The Canadian Real Estate Association (CREA) and identify real estate professionals who are members of CREA.

To discuss franchising opportunities, contact: Andy Puthon President Mark Lindsey Regional VP Franchise Sales John Alexander Director, Franchise Sales coldwellbanker.ca/franchising 800-268-9599

36 REM SEPTEMBER 2016

Mindsets for success and productivity What’s the fastest way to double your productivity and start getting twice the success in your business? Here are three key mindsets.

By Dan LeFave

hat’s the fastest way to double your productivity and start getting twice the success in your business? Why do certain people make more money and have more free time and lots more energy? Mindset No. 1: Speed of implementation. You want to get from where you are now to where you want to be fast, so you need to

Good Works Continued from page 34

Volunteering can be another way to achieve our exercise goals. As an example, in September, I will be volunteering at the Shoes.Com Grouse Grind Mountain Run and Alzheimer’s Society MKGG Grouse Grind Climb. Currently, I am training on the Grouse Grind to ensure that I know the trail well under various weather conditions.”

bridge the gap between what you know and what you’re doing by implementing quickly. By staying in your comfort zone and settling for what you have today, you will remain the same because there’s no action. However, if you implement your ideas fast, you will break your old ways and create new mindsets that you can expand on. Studies have shown that the common denominator among successful people is speed of the implementation. When they had a great idea or great insight, they put it to work in their business right away. Fort McMurray, we were not sure how much people could really afford to give. We started planning early based on these expectations. “But our community did not disappoint. We had more participants, sponsors and volunteers this year than any of the three years that we have hosted this event.” ■ ■ ■

The Marco (DiPietrantonio) and Rob (Colangeli) Real Estate Team of Re/Max Finest Realty in Kingston, Ont. held its fifth annual Marco and Rob Charity Golf Tournament recently. The event raised more than $12,000 to benefit the Boys and Girls Club of Kingston and Area.

The 25th Annual Sutton Group Preferred Golf Tournament raised more than $10,000 for Ronald McDonald House Charities Southwestern Ontario, marking a quarter of a century of giving back to the London, Ont. community. Since 1985, Ronald McDonald House Charities Southwestern Ontario has provided a home away from home for families of sick children.

■ ■ ■

The third annual Sutton Group - Lethbridge Habitat for Humanity Golf Tournament recently raised more than $21,000 for the local chapter of the charity. This brings the grand total raised to $52,000 during the three years. The proceeds from previous tournaments helped to fund the construction of a home in 2015. Trish Lyons, associate broker at Sutton Group - Lethbridge says, “We must admit, with the ‘tough times’ and trying economy in many parts of Alberta as well as the horrific devastation suffered in

Rhonda and Brandon Grant, known as Your Grant Team of Sutton Group - Master’s Realty in Kingston, Ont., were instrumental in organizing two charity tournaments within the span of a month. The 3rd Annual Sandy Pines Wildlife Centre Charity Golf Tournament raised $6,640. The 8th Annual Southern Frontenac Community Services Charity Golf Tournament raised $6,406 for seniors’ programs. Although it was challenging to organize both, Rhonda says she is grateful to see how the communiREM ty came together.

■ ■ ■

Most people think about it, they go learn some more stuff; they talk to people about it. They don’t actually go and implement it – and they miss out! Why do you want to implement things quickly? Because if you don’t, some other ideas are going to come along and you’re going to forget and it’s not going to hardwire itself into your mind. It’s not going to become part of your unconscious, your habits. When you implement and actually do something in the world, you get feedback because that’s the law of cause-and-effect. The world gives you feedback because it’s based on experiential learning – the most powerful kind of learning. Write down “speed of implementation” on a Post-It-Note and put it on your computer monitor. Mindset No. 2: The critical counter-intuitive. What this means is that the next-best step you need to take in order to succeed is usually not obvious and is illogical. It’s generally counterintuitive, meaning it’s the opposite of what you normally would do. I first learned about this when I started my practice as a coach. When I started out, I had the opportunity to be mentored by Bob Proctor to learn his Thinking Into Results coaching system. I had been recently fired from a job and had no income. Justifying the investment of $20,000 to learn how to coach didn’t make sense. But as you can guess I went against

my critical counter-intuitive mind and invested in my future. The next step on the path to your success is not logical and it’s probably counter-intuitive. Mindset No. 3: The mastermind. The secret of the super successful is that they’re in a mastermind. It is the best way to obtain unlimited results. A mastermind is an alliance of two or more people that come together to creatively put their energy behind one definite purpose. It’s like a fighter jet. It is powerless until it has engines. When you install them and press the start button, the plane then can lift off the ground and fly. Likewise, each of us needs the other to bring out our highest and best talents, resources and abilities. Masterminding is the blending together of mind power and action to obtain unlimited results. None of us can be totally successful alone. You have to do it yourself, but you can’t do it alone. We need other people to support and energize our goals and discover the best that’s within us and in the group. We need others to lift us up and to see more than we see in ourselves. We need others to support and work with us, encourage and empower us and to help us fulfill our goals within the mastermind. I see people get stuck in their logical thinking mind and their paralysis of analysis or say, “I’m going to go and study productivity

for three years before I do anything” or, “I’m going to take two years to get my life in order before I can do anything because I want to get everything in the exact right place.” These are usually the wrong decisions. Here’s the bottom line: success isn’t a game where you take one action and then you are successful. It involves planting many seeds of success and then putting them together so that success emerges from them. There isn’t going to be one single technique, principal or magic pill that will cause success, it will be all these elements working together that will create success for you. I’ve done a considerable amount of research and years of testing on a variety of methods to improve my productivity. I discovered the most significant thing you can do for your overall productivity and success mindset and made a five-minute video for you. Watch it here: www.danlefave.com/productivity/ Dan LeFave is the co-author of Stepping Stones to Success and the founder of a Waking UP Productive 12 Proven Steps to Multiply Your Productivity Without Costing You More Time and Energy. He has been profiled on radio shows, in magazines, articles and podcasts, from Manhattan to Vancouver. He says, “You can have excuses or results, but you can’t have both at the same time.” www.danlefave.com REM

CREA and ASR test agent reviews on Realtor.ca

REA and the Association of Saskatchewan Realtors (ASR) are partnering with third-party customer satisfaction firm RealSatisfied on a limited test pilot of syndication of agent reviews to Realtor.ca. The pilot program is limited to the ASR through the syndication testing period, which will run through October. RealSatisfied collects buyer/seller feedback, testimonials and reviews for ASR’s members. “The response we’ve received

from agents and brokers using RealSatisfied has been overwhelmingly positive,” says Bill Madder, CEO of the ASR. “It made sense for us to approach CREA about creating a way for our Realtor members to make greater use of the client feedback they were receiving. We think the Realtor.ca profile integration of RealSatisfied data is a winner and hope the pilot extends beyond our province.” CREA, along with the ASR, say they will continually evalu-

ate the pilot as to how it improves user and member experiences with Realtor.ca, and how it helps generate additional leads and business for members. CREA is supporting ASR’s desire to make this feature available on their members’ Realtor.ca profile pages, but is currently not committing to a national roll out. In 2013, a “Rate Your Realtor” concept for Realtor.ca was voted down at CREA’s Annual General Meeting. REM

REM SEPTEMBER 2016 37

Sponsored: Are you doing enough to protect your deal? The following is sponsored, promotional content. The content is not written by and does not necessarily reflect the views of REM.

You’re working on a deal with a 60-day closing. You work your way through the entire process, negotiating all required documents and aligning all required professionals. Closing day is approaching, but then boom, you hit a snag. The only way to predict your revenue is to know that all the deals that you are working are solid. While some situations are completely out of your control, like a sale being conditioned on the buyer selling their home, or a buyer coming down with a serious case of buyer’s remorse, many of the reasons that deals fail are well within your control. Here are some of the challenges and how you can overcome them.

Buyer Financing Challenges Buyer financing challenges can occur for a variety of reasons. Sometimes a mortgage preapproval is issued and then the client’s information changes or they have difficulty providing the information requested by the bank. Other times, the client incorrectly estimates their equity, leading to a smaller down payment than originally anticipated and even difficulty covering closing costs. The best way to overcome buyer financing challenges is to work closely with your broker partners to better understand what they will be looking for to close the mortgage and work with your client to meet these

requirements as early in the closing process as possible. Want to strengthen relationships with your broker partners and create more alignment? Ask them what they need. What is required on every deal? Proof of down payment? Proof of income? The list goes on… Why not ask your client for this documentation at the mortgage preapproval stage? Another step that you can take if the buyer is also selling their home or the proceeds for their down payment are coming from the sale of another property is to search the property in GeoWarehouse. You can validate the value of registered encumbrances to estimate the equity they will have available.

Disagreement Over Property Value Gone are the days of a formal appraisal being required on all deals and hello are the days of Automated Valuation Models (AVM). Ever wonder why the bank often doesn’t order an appraisal? Over the past 2 decades, banks have come to rely on AVMs, which are essentially automated property valuations that generate a property value estimate. The buyer and seller can agree to whatever value they want, but if the bank runs an AVM that disagrees with the value then the deal will come to a grinding halt. The best way to overcome this challenge is to run your own automated valuation of the subject property in GeoWarehouse. Especially in hot urban markets like Vancouver and Toronto, it is not uncommon for bidding wars to push a property’s value far above what may be considered market value at the time of the offer and acceptance. Anticipating discrepancies in value enables you to pre-

pare your client to have more down payment or plan in the event the bank doesn’t want to offer full financing.

Property Title Issues Property title issues such as other people on title, the presence of liens, strange transfers or discharges, undischarged mortgages and many other title-related issues can emerge and quickly delay, and even prevent deals from closing. Don’t wait for the real estate lawyer to uncover these types of challenges - at this point you will be so far into the process that you will have incurred significant time and expenses, as will the other professionals involved in the transaction. Want to ensure that there are no title issues existing on your deal? Check the Parcel Register* first. This will reveal who the legal homeowners are, the type and percentages of ownership, registered mortgages, liens and more. You can quickly access a property’s Parcel Register* through the GeoWarehouse Store in GeoWarehouse. Predicting revenue means anticipating/estimating what new business you want to bring in, and, just as importantly, that the business you have on the go is good business. Going above and beyond the call of duty for both your client and professional partners, from day one, makes it clear to all that you are a professional who maintains a strong commitment to getting the deal done! Have you heard about the New GeoWarehouse? It’s coming soon and if you want to learn more visit www.gwcollaboration.geowarehouse.ca *An official product of the Ontario government pursuant to provincial land registration statutes. GeoWarehouse is a web-based, centralized property information source that provides state of the art mapping and research tools, as well as professional reports. GeoWarehouse services real estate and non-real estate professionals across Ontario. GeoWarehouse subscribers can create a comprehensive property report that provides an overview of the property, property details from Land Registry & MPAC, demographics data and more. A comparable sales report that is sourced from Land Registry data is also available. This report will include all sales in the selected area; FSBO, Exclusive, Builder deals. Through the GeoWarehouse store, subscribers can conveniently access POLARIS Parcel Registers, instrument images, surveys, plans, MPAC Assessment reports and more. All in one central location! GeoWarehouse enhances your professional image and all reports are completely customizable. GeoWarehouse provides you with the tools that make you the expert.

38 REM SEPTEMBER 2016

Commissions at risk Continued from page 3

tors will examine a brokerage’s general accounts as well, it does so only with an eye to helping brokers comply with the requirements of the act and its rules, and not to identify things like the timing of payments around agent commissions and employee salaries. “We had auditors in there every step of the way,” says Scollard. “But again, our focus is on the consumer protection side of things. Commissions earned on a transaction belong to the brokerage and not the individual agent. Agree or not, brokerage agreements are between the brokerage and the consumer.” As the industry regulator of Alberta’s real estate professionals, RECA, which itself is self-regulated, is the only industry body that has the authority to go into a brokerage and examine its records. In a brochure, RECA says of itself, “RECA is committed to the public interest, by promoting the integrity of the industry and protecting consumers.” When asked if there appears to be a gap in legislation since, it

could be argued, protecting agent commissions and ensuring salespeople are being paid is important to promoting the integrity of the industry, Scollard said no. “It’s right there in legislation that RECA is for consumer protection,” says Scollard. “There are local and provincial boards (to represent) the members.” When reminded that RECA is the regulator and remains the only industry authority that can go in to a brokerage to review their records, Scollard says that as much as she is saying there isn’t a gap in legislation, she’s also not saying it will never change. “RECA wasn’t set up for this but let’s see what’s best for the industry,” she says. “No one wants people to not get paid and the AtRisk Commissions Working Group is a positive step forward.”

At-Risk Commissions Working Group Only months after Royal LePage Foothills closed its offices, an even larger brokerage, Discover Real Estate, which had offices in Calgary, Edmonton, Red Deer and Strathmore, told its nearly 400

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

• You received a letter of complaint from RECO?

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agents that they would have to find work with another brokerage. Several agents who are owed commissions have reportedly started legal proceedings in an attempt to recover their money. Alberta’s industry leaders took note and came together to form the At-Risk Commissions Working Group to address how to better protect Realtors’ commissions. The group, which has been releasing monthly updates since May, is made up of AREA, RECA, the Real Estate Insurance Exchange (REIX), the Calgary Real Estate Board (CREB) and the Realtors Association of Edmonton. “We’ve had a significant portion of our membership that has been affected by a broker not paying out the commissions owed to their agents,” says CREB president Cliff Stevenson in an email statement. “This has been a very difficult experience for many of our members, so we are very pleased to have some CREB members and staff as a part of a group trying to find a solution to protect agent commissions in the province of Alberta. This is a significant priority for this industry in this province and time is of the essence.” The working group is currently researching various options to help protect agents’ commissions, including insurance and bond products, commission trust accounts as a regulatory requirement and employment contract terms between brokers and associates. It has also engaged a thirdparty survey provider to solicit input from Alberta Realtors on the issue of at-risk commissions and the survey is expected to be emailed sometime in August. AREA CEO Ian Burns believes there are “challenges” with the existing legislation and says AREA is advocating hard for changes to better protect their members. “Agents’ livelihoods depend on their commissions and they shouldn’t be jeopardized in this manner,” says Burns. “I think (the At-Risk Commissions Working Group members) are all in agreement though that we’re working together to find a solution because we all believe something is required.” Burns, who has an insurance background, says an insurance product is a longer-term solution, but is challenging to create. As he says, balancing coverage that meets the needs of all members against the costs of the program isn’t easy. The best information

FURTHER RESOURCES The following blog posts from the Real Estate Council of Alberta (RECA) provide information and guidance if Realtors find themselves in a situation where their brokerage is shutting down. When a Brokerage Shuts Down http://www.recablog.ca/blog/2016/03/when-a-brokerageshuts-down.html What to do When a Real Estate Brokerage is Shutting Down http://www.recablog.ca/blog/2016/05/what-does-the-restof-the-industry-do-when-a-large-brokerage-is-shuttingdown.html Realtors who are interested in learning about how commission protection insurance works in Ontario can view a May 30 feature REM article here: http://www.remonline.com/is-commission-protectioninsurance-worth-it/ that can be provided to actuaries is examples of past cases, like Foothills and Discovery, to help model a plan. Still, he is optimistic a solution can be found. Although it’s not a complete solution, Burns would also like to see mandated commission trust accounts. Not only would a trust account act as a deterrent for brokers to use an agent’s commission money for other expenses, but for those who do, he believes it would likely affect their ability to continue working in the profession. CREA spokesperson Linda Kristal declined REM’s request for an interview, citing that this remains a provincial issue.

‘Huge gap’ in legislation - Soper Royal LePage CEO Phil Soper believes there is a “huge gap” in any legislation that allows Zaharko, or any other broker with outstanding significant business issues, to continue practicing. “That the regulator continues to licence someone with a significant business failure, that affected many people, without anything like a probationary period or a business case showing why they should be allowed to continue to offer services in the real estate marketplace, to me, is a huge failure,” says Soper.

Still, licensing aside, Soper says he doesn’t believe it is the role of the regulator to manage the actual business-to-business relationships between agents and their broker. “Where there could be a solution on that front is for the industry itself to require, in becoming a member of a real estate board, a greater requirement for disclosure and transparency of the brokerage,” says Soper. He says there is a lot of misunderstanding about how business works when you have a commercial contract between two parties, such as between an agent and a broker, and what happens when one party doesn’t live up to their end of the contract. As he says, in business, when one party doesn’t honour the arrangement, the option is to stop working with them and take the matter up in civil court. And agents, he says, need to remember they are independent businesses, no different than any other business contractor. In other professional services though, contractors aren’t generally forced to work with only one client (in the case of agents, a brokerage) and are free to diversify their client-base to minimize the risk associated with having their income come from only one source. But Soper doesn’t see this as a limitation. “Agents can have multiple

REM SEPTEMBER 2016 39

sales going through the brokerage,â&#x20AC;? he says. â&#x20AC;&#x153;As soon as one commission doesnâ&#x20AC;&#x2122;t go through, the agent can move on.â&#x20AC;? Using a different analogy, he says to consider an independent I.T. contractor who works for a large client. As their only client, the I.T. contractor would be in the same position if that client folded or didnâ&#x20AC;&#x2122;t hold up their end of the payment agreement. â&#x20AC;&#x153;Again, the remedy would be to stop working with that client, move on and take the matter up in civil court,â&#x20AC;? he says. Soper said it was on a Thursday when his team got a hotline call about problems at Foothills. By Monday, a team was on the ground asking what was going on. Then, when it became clear the agents would have to move to another brokerage, Soper says the Royal LePage head office provided assistance to these agents, through their new Royal LePage brokerages, to help them get back on their feet. â&#x20AC;&#x153;Most of the agents will be made whole by the better arrangements they have with their new Royal LePage brokerage by the end of two years,â&#x20AC;? says Soper. Most, but not all. Soper says that for the top producing agent at Foothills, even if he didnâ&#x20AC;&#x2122;t have to pay any fees to Royal LePage, it would take 150 years to pay back what they are owed. â&#x20AC;&#x153;Thereâ&#x20AC;&#x2122;s no money left to pay that agent back since 99 per cent of the money went to him and not Royal LePage anyways,â&#x20AC;? says Soper. Reflecting on the situation, Soper says that while the financial issues at Foothills obviously involved mismanagement, his impression is that Zaharko didnâ&#x20AC;&#x2122;t realize how serious a financial problem he had and that it â&#x20AC;&#x153;crept up on him very quickly.â&#x20AC;? Soper says everyone needs to realize that the whole situation unfolded over a matter of weeks â&#x20AC;&#x201C; he says itâ&#x20AC;&#x2122;s a few weeksâ&#x20AC;&#x2122; commissions and Royal LePage fees that are outstanding â&#x20AC;&#x201C; and that this wasnâ&#x20AC;&#x2122;t a long, drawn out process. â&#x20AC;&#x153;Remember, Zaharko didnâ&#x20AC;&#x2122;t declare bankruptcy or go out of business,â&#x20AC;? says Soper. â&#x20AC;&#x153;Royal LePage pulled out of our arrangement with him and he co-operated because he felt really bad about the situation. To his credit, he really did put his agents first to make sure they got what was there. I really donâ&#x20AC;&#x2122;t think Ted knew the extent of his problems.â&#x20AC;? Soper says to help protect

agents and consumers, Royal LePage offers free broker business advisory services, consisting of financial and operational consulting professionals, to help brokerages with their business. He says the problem though is that Royal LePage corporate canâ&#x20AC;&#x2122;t mandate that a broker use these services, even if problems become apparent. These consulting services, says Soper, were offered to Zaharko but were refused. â&#x20AC;&#x153;He could have had an end-toend review of his operation with recommendations, and we might have been able to help,â&#x20AC;? says Soper. â&#x20AC;&#x153;Itâ&#x20AC;&#x2122;s the old saying, you can lead a horse to water, but you canâ&#x20AC;&#x2122;t make it drink.â&#x20AC;? Foothills aside, Soper throws out a caution to the real estate industry, saying that everyone needs to look at the Foothills and Discovery incidents, which both happened in Alberta, and examine why they happened in such a short time frame. â&#x20AC;&#x153;A brokerage has to be highly managed -- you can get into trouble quickly since most of the fees are going back to the agent,â&#x20AC;? says Soper. â&#x20AC;&#x153;I can see this happening again in the future. Thereâ&#x20AC;&#x2122;s a movement to less and less revenue being retained at the brokerage level, and thatâ&#x20AC;&#x2122;s a problem.â&#x20AC;? And, itâ&#x20AC;&#x2122;s a problem Ted Zaharko agrees with as well.

Floating a brokerage How does a long-time broker with decades of experience â&#x20AC;&#x201C; a man well-known in Albertaâ&#x20AC;&#x2122;s real estate circles, one who held a number of advisory and senior positions with various real estate boards and associations over the years, a broker who grew his office to become the largest Royal LePage office in Western Canada â&#x20AC;&#x201C; find himself at 70-years-old with nothing left? Several former Foothills agents declined to speak to REM on the record, or at all, with some describing Zaharko as, up until this incident, â&#x20AC;&#x153;like a fatherâ&#x20AC;? or â&#x20AC;&#x153;a valuable mentorâ&#x20AC;? to them. â&#x20AC;&#x153;I spent (a number of) years at that company and loved every second of it,â&#x20AC;? said another. â&#x20AC;&#x153;Ted was a mentor to me and I had a huge amount of respect for him.â&#x20AC;? So, what happened? â&#x20AC;&#x153;How can I make any excuses?â&#x20AC;? says Zaharko. â&#x20AC;&#x153;Listen, itâ&#x20AC;&#x2122;s a terrible thing for everyone but the buck stops here. I ran that ship into the ground.â&#x20AC;? Zaharko says he thinks protecting agentsâ&#x20AC;&#x2122; commissions is a good

thing, but he doesnâ&#x20AC;&#x2122;t believe mandating a commission trust account is the answer. He says given how little brokerages in western Canada keep from their agents, the reality is agent commissions are used to float the brokerage and are managed and paid out just like any other of the brokerageâ&#x20AC;&#x2122;s business expenses. â&#x20AC;&#x153;Brokerages arenâ&#x20AC;&#x2122;t making enough from Realtors in Western Canada compared to other parts of the country,â&#x20AC;? says Zaharko. â&#x20AC;&#x153;Itâ&#x20AC;&#x2122;s a real problem. If at the end of the

â&#x20AC;&#x153;Thereâ&#x20AC;&#x2122;s a movement to less and less revenue being retained at the brokerage level, and thatâ&#x20AC;&#x2122;s a problem,â&#x20AC;? says Soper. day, regardless of fees, commissions are protected by law, how will that impact the good operator?â&#x20AC;? In other words, right or wrong, itâ&#x20AC;&#x2122;s less money the broker/operator has to help manage their cash flow, and itâ&#x20AC;&#x2122;s worse for brokers in Western Canada where only a very small percentage of an agentâ&#x20AC;&#x2122;s annual gross goes back into the brokerage compared to (the business models in) other parts of the country. Zaharko says this has been a devastating experience. â&#x20AC;&#x153;The Realtors didnâ&#x20AC;&#x2122;t deserve that at all,â&#x20AC;? says Zaharko, adding that this has taken more than just a financial toll on both him and his family. Zaharko acknowledges he hasnâ&#x20AC;&#x2122;t declared bankruptcy but is pretty much at that point since nothing he has tried to do to make things right for those he owes money to have materialized. In addressing those who question whether he should still be allowed to practice real estate when he has serious outstanding business commitments with his brokerage, Zaharko is quick to dismiss the concern. â&#x20AC;&#x153;Well, no one has to worry about it,â&#x20AC;? says Zaharko. â&#x20AC;&#x153;I canâ&#x20AC;&#x2122;t keep my licence if I declare bankruptcy and Iâ&#x20AC;&#x2122;m pretty much at that point.â&#x20AC;? REM

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40 REM SEPTEMBER 2016

The hair on my chinny chin chin By Dan St. Yves

think it was way back in the 1970s when a best-seller came out on “dressing for success”. Ostensibly, clothes made the man. The 1970s remained the wild west of male domination – at least in the business world at the time. Ask any historian. Now, it wouldn’t be so much clothes as it would be body ink and unfettered facial hair. Wildly popular initially amongst baristas and folk singers, the epic beards of today have expanded into favour among other employment pursuits. While occasionally defying all logic for anyone over 25 years of age, that never seems to detract the average young male from embracing said action as

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the most brilliant endeavour since the invention of wrinkle-free slacks. I guess I should confess to bearding up myself when I was much younger. As males, we have become overly creative about the process as time has passed. Here are a few examples of how men embrace simple things like sprawling beards, even when logic is nowhere in evidence to the casual observer. The weekend beard. There are certain men who will maintain the clean-shaven appearance that they embrace during the work week over the weekend. Others (me! me!) use the 48 hours of a weekend to try and sneak the beginnings of a beard past loving spouses, who repeatedly indicate that they (me) will be able to keep said beard “only upon unicorns holding elected office”.

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Top team leaders to speak at summit Top real estate teams from across Canada are taking part in the Ultimate Team Summit, to be hosted by Kathleen Black Coaching & Consulting from Nov. 9 to 11 in Niagara Falls, Ont. “We have brought together the top team leaders as powerhouse speakers,” says Black. “This is an unmatched opportunity to glimpse at the success of a ‘Mega Team’ with open access to questions and answers to propel your business forward.” Among the speakers will be Mark Faris, team leader of The Faris Team in Barrie, Ont.; Amy

Rarely does a weekend pass by where I will fruitlessly try and map out either a rudimentary goatee or full-blown facial scruff, only to be ordered into the bathroom, where my razor awaits. A full beard is unacceptable in this household. Even a Playoff beard. Technically, a playoff beard is grown by athletes, as their team endeavours to extend the post season and ultimately win the Stanley Cup, even if it is only late August or early October. However, if you are a dedicated fan, is it so unreasonable to grow your own playoff beard, in solidarity and support of your team’s efforts? Even if your team is changing by the week, as all the Canadian teams get eliminated, and you find yourself rooting for a team you couldn’t name in a trivia game? Even if the team you started

growing your playoff beard for is already long since roaming golf links somewhere in the South Okanagan? Even if (not being an actual athlete and all) you aren’t allowed to grow a playoff beard, certainly you should be allowed to grow a Scooter beard. If you’ve ever seen those outlaw biker types on the highway, they always seem to have fine-looking beards. So, if you’ve rented (or own) a scooter, why shouldn’t you be able to adopt that same devil-may-care, king-ofthe-road facial apparel? An unruly beard and a bad squint would certainly eliminate any disparaging remarks whenever you dismount your scooter in front of the local watering hole, I would suspect. Add a tattoo and you’d likely strike fear into the heart of even hardened criminals, scooter or not!

Flowers of The Amy Flowers Team in Milton, Ont.; Dan Gemus of The Dan Gemus Real Estate Team in Windsor, Ont.; and Melissa Charlton and Chuck Charlton, team leaders with The Charlton Advantage Team in Milton. For information, visit www.kathleenspeaks.com/americana-summit/

executive chairman, focusing on strategic growth opportunities, industry engagement and longterm corporate vision, the company says. Vista Equity Partners, a private equity firm and an investor in Lone Wolf, is making additional investments in the business to “fuel product development, increase sales and cultivate customer success,” the company says. Arkeveld served as president of Lone Wolf for the past year. Prior to joining Lone Wolf, Arkeveld served as the president of Jonas Construction Group, a division of Constellation Software, a Canadian software company and international provider of enterprise management software and solutions. “Already a market leader, Lone Wolf is in a great position to build its market presence through innovative products and exceptional customer service and we look forward to continuing and strengthening our partnership with the leadership team,” says Alan Cline, principal at Vista Equity Partners.

Patrick Arkeveld named CEO of Lone Wolf Lone Wolf Real Estate Technologies has appointed Patrick Arkeveld as its new chief executive officer. Lorne Wallace, founder and former CEO of Lone Wolf, will assume an active role as

Branding through voicemail and music Patrick Arkeveld

Re/Max All-Stars Realty, which operates from 13 offices

While I have come to accept that my wife is never going to change her mind about letting me grow a wild beard, I will still use every weekend that we aren’t appearing anywhere out in public to try sneaking one past her evervigilant watch. One day she may not notice the thing until it’s too late and by then I’ll have been nominated in some provincial beard-growing competition, or been asked to play a friendly lumberjack in a TV commercial for an absorbent brand of paper towels. Then I’ll be able to keep it. Logic doesn’t factor into my aspirations. Humour columnist and author Dan St. Yves was licensed with Royal LePage Kelowna for 11 years. Check out his website at www.nonsenseandstuff.com, or contact him at danst.yves@hotmail.com. REM across Ontario, recently developed a customized audio brand to improve customer service and brand image, says audio branding company PHMG. PHMG says the voice and music, designed to reinforce brand values and reassure customers, forms the basis of audio messages that are played to telephone callers when they are placed on hold, transferred or call outside of normal opening hours. “Re/Max All-Stars opted for a music track that uses predominately traditional instrumentation such as piano and strings, to provide a relaxed, positive feel that also displays a touch of class. The female voiceover is welcoming, with a bright and professional delivery style,” says the company. PHMG says audio branding works by using specific characteristics of voice or music, such as pitch, tempo or volume, to tap into the perceptions associated to those sounds. Mark Williamson, CEO for PHMG, says, “Audio is an incredibly powerful marketing tool as it allows businesses to tap into innate perceptions and beliefs in a subtle, unobtrusive manner.” REM

REM SEPTEMBER 2016 41

Refery rewards referrals to mortgage brokers N

ews travels fast in the real estate industry, and when it’s good news, well, that’s good. Refery is a “refer, reward, repeat” program that its creators say rewards real estate professionals for their referrals to mortgage brokers. Refery was launched in June and 400 Realtors have already signed up after hearing about it mainly through word of mouth. Refery offers a second income to agents for doing what they already do – look after their clients by referring them to mortgage providers, says Christopher MacNeil, founder and CEO of Refery (ree-furry), who has been in the mortgage industry for five years. Refery is a referral agency run by trained mortgage professionals. Agents fill out a short online referral form. A Refery professional then reviews the referral and sends the application to three licensed mortgage professionals, who contact the clients directly. When the mortgage is in place, real estate agents receive their referral fee. The new national program

benefits clients by providing financing options, the company says. It also helps self-employed people and those who have credit issues and may have trouble getting a traditional mortgage. That opens up a whole new roster of clients for agent referrals, the company says. What sets the program apart is its rewards. “For a broker arranging a $500,000 mortgage, the commission can range between $5,000 and $6,000, depending on the lender,” says a company news release. “With Refery, a real estate professional referring a borrower to a broker would earn 55 per cent of that commission, or close to $3,000 in rewards and cash back.” MacNeil came up with the idea for Refery after dealing with a few clients who had been referred by their agents to a bank. When it came time to refinance, the clients found the costs to break the terms were too high so they couldn’t do it. What the clients needed were options, something mortgage brokers could offer, says MacNeil, who

Trade Shows and Conferences To add a listing to this calendar, email jim@remonline.com Durham Region Association of Realtors Realtor Connect Thursday, Oct. 13 Deer Creek Golf & Banquet Facility Alex Down – communications @DurhamRealEstate.org Activate 2016 Hosted by Re/Max of Western Canada Oct. 18 - 20 Fairmont Chateau Whistler Whistler, B.C.

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

also realized agents were making referrals with little or no compensation. Refery was set up to be a win-win-win situation for all involved, he says. Refery is client driven. “We would never put a client into a situation where it’s going to cost money for them to refinance. We offer so many products,” MacNeil says. The company also offers an online platform, the first of its kind in the mortgage industry, he says. At press time, 240 mortgage broker affiliates were registered with the program. It had 120 commitments with a total value of just less than $60 million, which equals just less than $300,000 in cash backs and rewards for agents, MacNeil says. Refery’s goal is to register 5,000 agents. “We’re 10 per cent there, a robust start since the June launch,” he says. For more information: www.refery.ca – Connie Adair

Announcement Welcome to RE/MAX HALLMARK! Please help us in welcoming Christopher Bibby to RE/MAX Hallmark! Since 2012, Christopher has been recognized as one of the top producers in downtown condominium sales. With years of experience ranging from condos to investment properties and luxury homes, his primary objective is to always ensure that each individual he helps feels as if he is working for them alone. Christopher makes the real estate process successful as well as enjoyable for everyone he represents. He is honest, experienced, and committed to detail when fulﬁlling his clients needs. Congratulations Christopher on this move, and we wish you plenty of success!

Christopher Bibby Sales Representative

Hallmark Realty Ltd. 723 Mount Pleasant Rd, Toronto

If you are interested in ownership opportunities with RE/MAX, the largest most productive real estate brand, contact Christopher Alexander at 1-416-786-5552 to arrange your conﬁdential meeting, or visit remaxintegra.com.

REM

Realtors Association of Grey Bruce Owen Sound AGM & Tradeshow Wednesday, Oct. 26 Bayshore Community Centre Owen Sound ea@ragbos.com Barrie & District Association of Realtors R.E.I.G.N. Tradeshow and Emerge Conference Thursday, Oct. 27 Georgian College, K Building, Barrie bonnie@barrie.realtors.com Century 21 Canada Conference Supplier Expo Oct. 28 - 29 Westin Bayshore, Vancouver Carla Ty – supplier.expo@century21.ca National Association of Realtors Realtors Conference & Expo Nov. 4- 7 Orlando, Fla. www.realtor.org/convention.nsf/

Announcement Welcome to RE/MAX! Please join us in welcoming Jody Lavoie to RE/MAX Hallmark Realty Group Ltd.! Since 2005, Jody has consistently been a top producing sales representative/broker in the real estate industry. He placed in the Top 3% nation-wide in his previous ﬁrm, and last year received recognition for his consistent performance and high-end service for his clients. Jody has worked to grow and improve our industry as a former director of the Real Estate Council of Ontario, and was recently elected by the board as Chairman of RECO. Jody is truly a leader in the real estate industry and we are proud to welcome him into RE/MAX. Congratulations and welcome to the team!

Jody Lavoie

Broker/Manager Hallmark Realty Group Ltd. 610 Bronson Avenue Ottawa

42 REM SEPTEMBER 2016

THE PUBLISHER’S PAGE

By Heino Molls elcome to the print edition of REM where Canada’s real estate business community comes to get in-depth news and information that is current and important to the industry. This printed issue of REM is good with or without coffee. It takes time to read it and that is fine because nothing about this issue is in a hurry. Print is meant to read and be absorbed. It is news and information at a civil pace. It can be put down anytime at any page, if the phone rings or you are called away for any reason. It will remain right there until it is picked up again without having to turn it back on or find where it was before. It does not have to go through an entire start up protocol again. It’ll

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The ‘hard copy’ of REM lives on be here whenever you want. This copy of REM will usually stay with the person who received it for some time. Some readers catalogue articles that are relevant to them for future reference. Some readers retain copies to bring to meetings. Many REM articles are passed around to Realtors in a large office. A lot of real estate offices in Canada have a current copy of REM on the coffee table. That copy usually gets well thumbed because visitors almost always pick it up and read it first. It is not uncommon for the issue to disappear as visitors often want to take it with them when they go. REM will always continue to produce articles that are relevant, current and important to the real estate community. We will do this at all the cost that we can muster. Editorial content is a major, not a minor, expense at REM. Real reporters are assigned stories by a real editor and they are paid to write original and accurate pieces. There is no cut and paste here. We believe to our core that this is our part of

the deal to earn your readership. REM is also available online. We’re in digital format honestly, without any mechanism to capture information about our Internet visitors and readers. But as we all know, there are those who do not have those scruples. When you surf the net you must be careful about how much information you give away just by visiting a site online. Your habits, such as who you look at, where you look, how long you look and so much else is gathered and analysed by others to use, not usually for your benefit. Most of Canada’s successful Realtors use and read the printed issue of REM. Of course they look into REM on the Internet but they also make a point of going through REM in hard copy, page by page. How do I know? Because we get the documents and receipts for the printing and delivery of every single copy sent to a Realtor’s desk, real estate broker’s office, real estate association and every other place that REM is present in the real estate world. Every issue of REM is verified and counted and

WE ARE HIRING EXPERIENCED REAL ESTATE MANAGER/TRAINER REQUIRED We are seeking a proven leader to help guide the Team to new levels of growth and success. Successful candidate will be responsible for recruiting, training and managing the daily operations of a high-volume, fast-paced office!

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This printed issue of REM is good with or without coffee. printed and delivered. We are all proud of that. I thank you personally for reading this “hard copy” and I assure you, you are not alone. There are over 24,000 others in this business who do so with every issue. More broker offices and sales teams have appeared in REM, a hundred-fold more, than any other publication in the country. Some have advertised their occasions and celebrations, others have advertised their achievements and milestones, others have done so to just plain recruit. I am pleased to point out,

that in every single case, these brokers have been successful and in most cases, have enjoyed even greater success after advertising their office in REM. This is where you will read about news in the real estate industry that you cannot find any where else. I wish you every success and good reading. Heino Molls is the publisher of REM. Email heino@remonline.com.

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