September 2018

Issue #351

September 2018

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

At the peak of Whistler’s luxury market Page 12

Your work/life balancing act Page 3

Bosley moves into the digital era Page 10

Cannabis, renters and 5 things you need to know Page 22

TAKE A LOOK AT EVENTS UPCOMING SALES ASSOCIATE ORIENTATION * • Training new agents on the programs and tools available through RE/MAX of Western Canada; helping them grow their business and showing them the power of the brand.

•Come within three months of joining RE/MAX to boost your sales game! Orientation is held several times per year in the beautiful Kelowna, BC. 2018:

2019:

September 10, 11 October 1, 2 November 5, 6 January 14, 15 March 4, 5 April 1 , 2 May 6, 7 June 24, 25 September 9, 10 October 7, 8

PROFESSIONAL DEVELOPMENT RETREAT Giving support staff within RE/MAX offices the opportunity to learn, grow and prosper in their roles at RE/MAX offices.

A great opportunity to learn from others and network with fellow RE/MAX office support staff.

REGIONAL MANAGEMENT TRAINING • Leverage the power of the RE/MAX brand, apply best practices for your office’s financial health and recruit and retain the right agents.

• Use the RE/MAX benefits, services, tools and technology to grow a successful business.

• Held throughout the year in beautiful Kelowna, BC. October 3 & 4, 2018 March 7 & 8, 2019 June 27 & 28, 2019

Keeping you informed on what’s happening in the region, what’s to come and much more!

RE/CHARGE • Focus on sharpening your tech, communication and marketing skills • Deliver more value to your clients • Walk away with a better understanding of how to work with today’s decision makers September 26 & 27, 2018 Universal EventSpace, Vaughan, ON. Hosted by RE/MAX Integra.

Top quality training, networking opportunities and plenty of entertainment for Broker Owners and Managers across Western Canada.

February 24, 2019 MGM Grand, Las Vegas

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Recognizing the best of the best!

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February 25 - 28, 2019 MGM Grand, Las Vegas

• Largest Canadian RE/MAX Conference • Jam-packed informative sessions • Great networking opportunities • Help you take your business to the next level October 23 - 25, 2019 Fairmont Banff Springs, Banff, AB

• Annual event for commercial members from across Canada • Converse, network and learn from each other

September 19 - 21, 2018 Manteo Resort, Kelowna

• Energize. Engage. Get Inspired.

WESTERN CANADA AWARDS CELEBRATION

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REGIONAL ADVERTISING COMMITEE MEETING*** Held every May, this dedicated, engaged and loyal volunteer group analyzes and discusses current advertising initiatives in Western Canada.

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TRAINING. NETWORKING. SUPPORT. TAKE YOUR CAREER TO THE NEXT LEVEL. CONTACT A LOCAL BROKER OWNER TODAY. *Sales Associate Orientation is only for NEW associates

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This advertisement is not intended as an offer to sell, or the solicitation of an offer to buy, a franchise. It is for informational purposes only. If you own a franchise affiliated with another organization, this advertisement is not intended to offer a RE/MAX franchise or to solicit a change in your affiliation.

Each RE/MAX office is independently owned and operated.

REMAX.CA

Your work/life balancing act

“Work/life balance – what is that?” – salesperson Jennifer Queen

3 REM SEPTEMBER 2018

By Toby Welch

W

hen you work in the 24/7 world of real estate, is it possible to find a way to balance life with your career? Some agents feel balance is an elusive myth and that chasing it will lead to nothing but frustration and heartache. Others feel it is an attainable goal. Either way, take advantage of the unconventional schedule that a real estate career offers to figure out what works for you.

Jennifer Queen, a sales rep with Re/Max Professionals in Winnipeg, balances her dayto-day schedule with an app on her iPhone. “I do believe in starting each week by putting the big and important tasks in, and then scheduling the rest of my week around them. I like to schedule my days to have a portion at my desk, which is usually focused on some form of income-generating activity.

On a personal level, there is scheduled time at home with the family. The rest of the scheduling is then filled in as things come up, whether it be listing appointments, inspections or returning phone calls as the need arises.”

Jennifer Queen

Nancy Forlini

Michael St. Jean

Katia Samson

Electronic devices can make our lives easier. The list of gadgets and apps at your disposal to make real estate buying and selling more streamlined is never-ending. But technology can also eat your time and leave you floundering. Keep tabs on it.

St. Jean Realty in Ancaster, Ont., finds time blocking helps him maintain balance. “I sit down every Sunday morning and map out every hour for the next seven days. Everything from waking up to when I go to sleep and in between. Knowing exactly what you want to do/ accomplish each and every day is extremely important if you want to maximize your day and be productive. It’s not about being busy. It’s about taking calculated actions that move the needle. Too many people fill their days with unproductive activities, react to everything and go wherever the wind blows. You must have a plan.”

be responsive, available and ready for anything at anytime if you want to be successful. The nine-to-five mentality does not apply here. Weekends are for people who work conventional jobs.

take time for myself. Planning ahead is key. On Sundays, I schedule my workouts and prep healthy meals for the week. #noexcuses”

Nancy Forlini, a real estate broker at Re/Max Solutions in Montreal, wonders if a balanced life really exists.

Queen is a big proponent of leveraging. Hiring out tasks gives agents more control of their schedule.

“It’s all in the definition that one person would give it.

Balanced life for some people is working nine to five and having weekends off. For others it’s working intensively for four to five weeks and taking one week off. For others it is in different moments that you take in the day, where you can stop….take a moment and fully enjoy that moment. It can be moments that are 10 minutes in the day, or an hour. It could be just the moment where you look at your spouse and connect or the same with your children. Real estate is a wonderful profession and a business that we can design the way we want to. It’s all up to us to define for ourselves the meaning of a balanced life.”

Technology can make or break your quest for balance.

Michael St. Jean, a team leader and real estate agent with

Queen finds the following helpful in maintaining balance: • Social media can be a black hole, so she sets a timer.

When the buzzer rings, she moves onto the next task.

• Setting time aside for family on a daily basis ensures she sees her children other than when they are sleeping.

• Optimizing systems at work to improve efficiencies allows for more freed-up time.

Achieving a balanced life does not magically happen.

It takes time and attention and, as St. Jean says, a plan.

Discipline is essential, as is time for reflection. Saying no when necessary is one key. It is possible to reach a place of balance when working in an always-on career.

St. Jean offers advice on maintaining balance for those new to real estate: “Real estate is a lifestyle. The idea that there is a start and finish each day is gone. You must

“We have weeks that consist of seven days and business applies at all times within a given week. It requires a real shift in mindset and lifestyle.

At the same time, you have full control over your schedule.

You must manage your time efficiently and block the necessary times for work and your personal life. Without proper scheduling, you are going to burn out.”

Katia Samson, a real estate broker with Groupe Sutton Centre Ouest in Montreal, uses a calendar to help her stay balanced.

“Entering everything into my calendar holds me accountable both professionally and personally.

From business appointments to plans with friends, workouts and vacations – it’s all in there,” she says. “With so much going on, these alerts and reminders eliminate the possibility of me forgetting something and remind me to

Samson continues, “When I’m in business mode, that’s where my focus is. When it’s finally time to unwind, I try my hardest to clear my head of anything work-related. The ultimate reward is taking a vacation – a happy place where I go to renew my energy.”

A truly balanced life includes time for yourself. Figuring out what makes you happy and then doing it is huge. Get enough exercise. Eat the right foods.

Allocate time to things that rejuvenate you.

Samson leaves us with a parting thought, “Someone once told me, ‘If you’re not well rested, your client is not getting your best opinion.’ In an industry where your opinion means so much, it’s vital you gain the respect of clients and co-workers by being at the top of your game mentally and physically. This means taking care of yourself, giving in to your needs, making time for others, and genuinely enjoying what you do every single day.” REM

4 REM SEPTEMBER 2018

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

T

wo Saskatchewan real estate brokerages have joined forces. The Coldwell Banker ResCom Realty PA office in Prince Albert, formerly owned by Jesse and Amy Honch, joins Coldwell Banker Signature of Saskatoon, under the ownership of Randy and Sherri Singler.

The Prince Albert office, with its team of six sales professionals, will operate under the Coldwell Banker Signature name.

“We’re very excited to wel-

come market leader Jesse Honch and the experienced sales force of the Prince Albert operation to our company,” says broker of record Sherri Singler. “Their longstanding history and knowledge of Coldwell Banker systems and resources will be invaluable assets as we bring the Coldwell Banker Signature name into this market.”

“Growth is important to us,” says Randy Singler. “This expansion of our new Prince Albert office brings the Coldwell Banker Signature complement to three

Randy and Sherri Singler

Mustafa Abbasi

locations in Saskatoon and surrounding markets, including a new location in Melford, added earlier this year.”

The newly expanded brokerage has a combined team of 52 real estate professionals.

■ ■ ■

Zolo Realty recently launched Zolo Mortgages. Buyers working with Zolo real estate agents will get immediate access to Broker Financial Group’s more than 900 agents in more than 60 brokerages across Ontario.

“It’s hard for us, as professional real estate agents, to spend days, weeks, even months helping our buyer find the perfect place only to have their dreams smashed because of strict finance qualification rules,” says Mustafa Abbasi, president of Zolo Realty. With the addition of a mortgage partner, deals can be streamlined, the company says.

With Broker Financial Group, agents of Zolo Mortgages can place all types of mortgages including purchases, refinances, equity takeouts, debt consolidations, renewals and mortgages for self-employed.

Launched in 2012, Zolo says it

is one of Canada’s most popular online national real estate marketplaces. It has offices in Vancouver, Calgary, Regina, Winnipeg and Toronto. Broker Financial Group is an Ontario-based firm of independent mortgage brokers.

■ ■ ■

Mississauga-based Exit Realty Corp. International has appointed John Packes to the position of chief technology officer, overseeing the company’s technology and programming teams.

Packes has been in the technology and innovation space since 1998, working with major corporations, the company says. In the past decade he founded three technology innovation and production companies serving Fortune 100 and 500 clients. He was an inventor on more than 60 U.S. and international patents.

“In his new role, John will focus on building Exit’s technology infrastructure to ensure that Exit’s associates have the tools they need to enhance their business now and in the future,” says company CEO Tami Bonnell.

■ ■ ■

Century 21 Teams & Associates recently opened in the Windsor, Essex County area of Ontario. Owner Tim Campbell left Re/Max after 25 years to open his own brokerage.

“As a top producer throughout my career, I understand what is needed to enable clients and agents alike to succeed,” Campbell

John Packes

Zach Mills

says. “Both consumers and agents are changing – more service, better marketing, a bigger online presence and attractive/productive work spaces are required for success. Between my goals and what Century 21 offers, I’m excited to think outside the box and start working away from the old model to benefit clients.”

His current team was assembled five years ago, and he expects it to continue to grow. Campbell is also interested in working with teams with similar philosophies who he can mentor and help grow their businesses. His goal is to provide affordable access to the backend support Century 21 offers its sales reps.

■ ■ ■

Coldwell Banker Kamloops Realty, operated by CEO Rick Siemens and sales manager/broker Albert Pereira, recently opened in Kamloops, B.C. Pereira has extensive real estate experience and has been a successful broker for over 20 years with established roots in the Kamloops area, the company says.

“We’ll be taking full advantage of the comprehensive marketing systems and learning resources now available to us,” says Pereira. “The availability of these innovative resources positions our company as a new destination of choice for Kamloops real estate professionals who are committed to outstanding customer service.”

■ ■ ■

Zach Mills is the new owner of Re/Max Centre City Realty in Prince George, B.C. Sue Lynch will remain in her role as the managing broker. Mills is a local Prince George product and has worked in sales his entire life. He plans to modernize the office with new technology.

Mills currently has 43 salespeople with plans to grow to 60 within the next year. Re/Max Centre City has been the No. 1 real estate office in Prince George for the past 25+ years. The brokerage also recently partnered with the Blackburn Community Association to build the Re/Max Adventure Park, which will be an all-wheel bike/skateboard park that anyone can use for free.

■ ■ ■

The Real Estate Reimagined team, from left: Kendra Hodgson, Geoff LaLonde, Louis Tavakoli (team leader) and Jordan MacGregor. Absent: Jake Fraser.

The CBeyond Experience event was hosted by Coldwell Banker Horizon Realty in Kelowna, B.C.

The Real Estate Reimagined Jeremy Brooks

Continued on page 6

If your brokerage isn’t providing you with this level of personalized service, we need to talk!

Call us today. 1.800.446.8737

century21franchise.ca | century21careers.ca

6 REM SEPTEMBER 2018

Wealth management for new salespeople S

tarting a new career as a real estate professional requires a lot of planning and investment of both time and finances. Based on interviews with Realtors, some new to the field and some with years of experience who are at the top of their game, we were able to develop some guidelines for people who are thinking of becoming Realtors or are new to the business. Here are a few best practices recommendations that stood out as a common thread.

1. Save money and do your research: Starting a job that is 100-per-cent commission-based can be really intimidating. It takes time to establish a relationship with someone to the point where they trust you with their house listing, and even in a hot market, it can take a month or more to sell. Before you enter a real estate career, make sure you have at least six to 12 months of savings to cover your expenses.

Clint Harder of Royal LePage Signature Realty in Toronto advises new agents to compare brokerage houses to see what type of services you will get in exchange for the commission split and monthly fees, as they can vary widely from company to company.

2. Pay yourself first: There can be extended periods of time between sales, even for experienced, successful agents. It’s important to save for the lean times. Always set aside a decent

Cover photo: MIKE CRANE

strengths: building relationships with your customers and network.

Dylan Jarvis of Re/Max Chay in Barrie, Ont. advises that partnering with a financial planner can help you create a comprehensive financial plan that incorporates your real estate investments, which are considered a hedge against inflation, and your financial asset investments, which can provide a monthly dividend to help with your cash flow. This helps a salesperson become truly diversified.

Hiring an accountant can help you manage and plan your taxes in advance to avoid any unpleasant tax penalties. An administrative assistant can take the paperwork off your plate.

5. Network, network, network: Since most people buy their home and stay there for five to 10 years, you need a

Multiple Listings Continued from page 4

Team has joined the Kingston, Ont. office of StreetCity Realty.

The team includes Louis Tavakoli (team lead), Jordan MacGregor, Kendra Hodgson, Geoff Lalonde and marketer Jake Fraser.

“Louis and the team share our commitment to excellence and are dedicated to upholding our core values of trust, integrity and professionalism,” says Costa Poulopoulos, president of StreetCity.

“Real Estate Reimagined has a track record of success supported by their immense knowledge of the local real estate market and their service-driven philosophy aligns per-

President & CEO WILLIAM MOLLS will@remonline.com

Editor JIM ADAIR jim@remonline.com

Director, Sales & Marketing AMANDA ROCK amanda@remonline.com

Production Coordinator JUDY CUPSKEY production@remonline.com

Brand Design SANDRA GOODER

Art Director LIZ MACKIN

Graphic Design SHAWN KELLY

Questions or comments? info@remonline.com

steady stream of contacts and prospects to keep your funnel full. You need to network with professionals in real estate and related and diverse fields. Jeff Belisowski, a sales rep with Royal LePage RCR Realty in Bolton, Ont. suggestions creating meaningful seminars to solidify your reputation as an industry expert.

Provide tips to first-time home buyers and downsizing baby boomers and collaborate with other professionals in order to provide value.

Lorraine Hughes from Sutton Group - Innovative Realty in Hamilton, Ont. says people first do business with people they know, like and trust. Building relationships is the key to success and you never know where a referral will come from. Having a personal referral network helps cement your relationships with

fectly with our company values.”

Tavakoi is a second-generation Realtor who says he understands the power of a brand and importance of customer service.

■ ■ ■

Coldwell Banker delegates from across Canada recently met in Kelowna, B.C. for three days of networking, learning and social events at the CBeyond Experience, hosted by Coldwell Banker Horizon Realty. The event included a presentation by speaker Matthew Ferrara, “Blue Talk” speakers, panels on technology and women in real estate, a luxury property and winery tour, an informal broker breakfast, and a golf day and dinner. The company says the event earned rave reviews from attendees from across the country.

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

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 2018 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

clients for the long term.

The role of your financial planner is critical when you are at the stage of creating your comprehensive financial plan – when you have accumulated your investment assets and you want diversification, retirement planning, tax minimization strategies and estate planning. Referring back to the Top 5 Best Practices listed above, you see that the theme of topnotch financial advice is critical to success. It provides peace of mind and allows you to concentrate on your relationships with your clients.

Zainab Williams is a financial planner with Forshaw Wealth Management. She offers a fee-based, comprehensive approach to financial planning. For a consultation, email zainabwilliamspolarisfinancial.ca.

REM

■ ■ ■

Engel & Völkers marked the launch of its newest real estate shop in Barrie, Ont. with a grand opening event recently. Led by license partner Jeremy Brooks, the shop serves Barrie and the townships of Simcoe County including Essa-Angus, Springwater, Oro-Medonte, Innisfil, Cookstown, Thornton and Orillia.

The grand opening was attended by 80 guests including clients, business partners and friends.

Special guests included Jeff Lehman, mayor of the City of Barrie, Hellaina Rothenburg, district developer, Special Olympics Ontario; and Graeme Thomas, athlete with Special Olympics REM Ontario.

Printed by Metroland Media Group, Ltd. A certified FSC® Printer

By Zainab Williams

portion of your commission payment for savings.

Sales rep Kerry Mantziounis of Re/Max Ultimate in Toronto says you need to cover your living expenses first, set aside your savings and then address your discretionary spending. That is why he allocates a portion of his brokerage fees and pays his brokerage an administration fee to withhold taxes on his commission payment, because the temptation to indulge when a big commission comes in can be strong.

3. Self-discipline, time management and ethics: These characteristics go hand-in-hand and they are important in a career with no structured hours, where you are subject to the needs of your clients. Jacqueline Macieira of Re/Max Ultimate in Toronto believes in creating a detailed weekly calendar and sticking to it, which has helped her be productive and use her time wisely. Allow time for networking, paperwork, prospecting, follow up, open houses and your own showings. It can be easy to get lost in the demands of your clients, so schedule personal time as well so you can recharge.

Develop a code of ethics for yourself and always put your client’s needs first, even if it might mean not having a big commission in your bank account.

If your integrity is on the line, always turn down situations that jeopardize it because in the long run your reputation is invaluable, says salesperson Moni Molla, also from Re/Max Ultimate in Toronto.

4. Spend money to make money: Hire experts to advise you so that you can focus on your

This is home.

It’s a place called amazement.

Home is a word that signifies so much. You understand what it means for each of your clients, and they rely on you to lead them on their journey there. Our goal is to help your clients truly understand their home, so they can feel good, feel right, and know the miraculous feeling of home.

pillartopost.com Each office independently owned and operated.

BECOME A PART OF OUR EXPANDING NETWORK We are building an unparalleled network of office, co-working and meeting spaces for companies to use in every city in the world.

To drive this growth, we are looking to partner with landlords and property developers with offices of 7000 square feet and upwards. The properties must be in towns, cities or transport hubs with reliable and efficient communication links to support our global infrastructure built for business.

To find out more, call our development team on +1 844 241 5515 or visit regus.ca

BECOME A PART OF OUR EXPANDING NETWORK We are building an unparalleled network of office, co-working and meeting spaces for companies to use in every city in the world.

To drive this growth, we are looking to partner with landlords and property developers with offices of 7000 square feet and upwards. The properties must be in towns, cities or transport hubs with reliable and efficient communication links to support our global infrastructure built for business.

To find out more, call our development team on +1 844 241 5515 or visit regus.ca

10 REM SEPTEMBER 2018

Bosley moves into the digital era “Our company is 90-years-old and now we’re ready for a change in direction,” says Tom Bosley.

By Sohini Bhattacharya

A

s you walk down the halls of 276 Merton’s open-concept first floor office, you can’t help but revere the influence the Bosley family has had in shaping Toronto’s real estate history. A portrait of William H. Bosley – he founded the company in 1928 and is notable for his role in setting up the Toronto Real Estate Board and the Ontario Real Estate Association – commands immediate veneration. So do several other framed accolades and photographs of generations of Bosley men who have grown the family tradition through the thick and thin of the real estate business.

The original brass sign reading “W.H Bosley & Co.” still adorns the walls of the establishment. The vintage sign is an apt juxtaposition to the new Bosley management team, who hand over juicy leads to their agents with a swipe of their latest smartphones.

As the fourth generation

Bosley, Christan Bosley is part of the new management team that is poised to foray into the digital era. “Our company is 90-yearsold and now we’re ready for a change in direction,” says Tom Bosley, Christan’s father and president of Bosley Real Estate.

Christan was only 10-yearsold when she embarked upon her real estate career at Bosley Real Estate. Despite her illustrious family lineage, her career at Bosley started from the ground up when she oversaw alphabetising files during summer holidays.

“They said they’d pay me $5, but I said $2 would be fine too,” she says. That’s when she learned her first critical lesson in real estate selling from Bill Statten, the company’s former CFO. “Bill taught me to negotiate up and never down,” she says.

In ushering the digital transition, Christan is joined by Michelle Dunkel, the company’s VP of finance/relocation. A CA, CPA by training, Dunkel is the

financial brains of the operation.

She also comes from a family of real estate agents known to the Bosley clan. Growing up, she played golf with Christan, while both went to the University of Western Ontario. Back then, Tom and his wife Ann Bosley foretold that a day would come when Michelle would be a significant part of their family business.

Before the inevitable occurred, Dunkel completed rewarding stints at Ernst & Young and Capstone Infrastructure Corporation (formerly known as Macquarie Power & Infrastructure Income Fund).

“Michelle embodies my business philosophy,” says the Bosley patriarch. “Have fun and make money. Michelle sits up on the third floor, down the hall from me and laughs most of the day. It makes all of us comfortable and happy, and she’s great with the books.”

Bill Johnston, manager at Bosley Real Estate, will help

Letters to the Editor I am writing in response to the article published on your website on July 9, Purplebricks purchases DuProprio/ComFree. I think it is relevant to point out, for the benefit of your readers, that the actions taken by a for-sale-by-owner assistance company such Du Proprio in the context of a real estate transaction do not constitute real estate brokerage.

According to the Real Estate Brokerage Act, which the Organisme d’autoréglementation du courtage immobilier du Québec (OACIQ), as regulator of real estate brokerage in Quebec, is responsible for enforcing, a brokerage transaction is defined as the actions taken as part of a brokerage contract by which an individual is appointed to act as an intermediary in the sale, purchase or rental of an immovable in return for remuneration. DuProprio does not hold a licence to carry on real estate brokerage transactions as defined in the act.

It is important for members of the public to understand that they only benefit from the protections offered under the Real Estate Brokerage Act when they do business with an OACIQlicensed real estate or mortgage broker. Indeed, a survey has shown that 71 per cent of people mistakenly believe that they benefit, or do not know if they benefit, from the protections provided by the Real Estate Brokerage Act when they do business with assistance companies.

Marie-Pierre Laflamme Conseillère, Communications Brossard, Que. REM

Christan and Dunkel hold the fort at their Merton Street branch. Among his achievements spanning over 30 years in real estate, Johnston has been TREB director, president of the board from 2010-2011; and a director of CREA between 2012 and 2014.

Having straddled between digital and traditional marketing for years, the company is ready to begin their tech transition by bringing Salesforce onboard.

“Salesforce is going to be a fantastic change to Bosley’s digital ecosystem. It is going to give our agents and managers the power to manage their day-to-day interactions with their clients within one platform,” says Paul Manio, Bosley’s marketing manager. With Salesforce’s CRM, the company will replace its current manual process of vetting and assigning inquiries with an automated system that will allow agents to connect “our clients to the right people faster and in real time,” says Manio.

To customize information for their clients, the company’s agents will also be using Pardot – a marketing automation tool that provides clients information catered to their behaviour as a buyer, a lister, a renter or a landlord.

Manio says social media researchers have found that 71 per cent of consumers are likely to share their positive brand experience with their social network. While traditional print marketing provides adequate circulation and distribution data, digital and social media marketing provide copious real-time data for targeted advertising based on user profiles, behaviours, experience and engagement. “Having this information will allow us to tweak our marketing efforts as needed and evaluate what campaigns are doing better than others, giving us the power to focus our marketing spend on those with better results,” he says.

Mano says the company is

Christan Bosley

Michelle Dunkel

not doing away with traditional marketing practices completely.

While radio, print and events will still be a part of the marketing mix, “the piece of the pie in traditional marketing will start to look a lot smaller,” he says.

Under Christan Bosley and Michelle Dunkel, Bosley is heralding a new leadership to whom technology is second nature. Their entire lives have been shaped by the everyday use of it. “In us you get a generation who is not technology resistant.

We like it, we use it, we grow with it,” says Christan.

Retirement is a word quickly dismissed by Tom Bosley, who maintains that he is simply stepping back to let the next generation pick up the reins of this family-owned business. He will continue to remain in the role of president, ensuring that while the company is championing a new era of technological advancements, the traditions that built it are kept intact. “You don’t really leave a family firm.

You just leave it in better shape for the next generation,” says Tom. REM

WHAT’S THE REAL VALUE OF A 3-BEDROOM HOME IN KITCHENER?

A

IC-designated appraisers are Canada’s real estate valuation experts. We apply proven, professional standards to keep the value of real estate grounded in reality. Residential REALTORS® rely on AIC appraisers – AACI™ and CRA™ – for comprehensive and independent opinions of value when purchasing and selling homes.

If it involves real estate, involve an AIC-designated appraiser. Find an AIC-designated appraiser by visiting us online.

12 REM SEPTEMBER 2018

At the peak of Whistler’s luxury market

Said to be the most successful sales rep in Whistler, B.C.’s history, Maggi Thornhill (and her son Max) are now part of Engel & Völkers’ Canadian expansion. By Susan Doran

A

fter years of trying, Germanbased luxury real estate brand Engel & Völkers has finally won over salesperson Maggi Thornhill – just in time for the expanding company’s launch in Whistler, B.C. this fall.

The company regards this as a major coup. Thornhill, who is believed to have sold more houses than any other agent in Whistler’s history as well as the most homes over $5 million, has been at the leading edge of the area’s sales reps for over a decade.

Despite being in a small market, her sales reached close to $325 million last year.

“She’s a legend here,” says her son, Max Thornhill, co-owner of their brokerage. He credits his mother’s success to “hard work and an English accent.”

That’s not said tongue-incheek. After over three decades in Canada, Maggi has not lost her refined British accent, and it is Max’s belief that it makes her memorable and adds to her charm.

“When you are dealing with billionaires you have to have a level of sophistication in your business,” he says. “She stands out.”

Despite her initial reluctance, his mother says she is excited about the transition to joining Engel & Völkers Whistler.

“Thornhill Real Estate Group was already a well-respected brand. You know that Engel & Völkers had to be amazing for me to give up what we had.

It’s a perfect fit for my brand,” she says. “I was blown away.

An independent can’t possibly provide the far-reaching presence and phenomenal international marketing they have. So many tools. It’s hard for others to compete.”

While this might sound like a gracious way of saying, “If you can’t beat ’em, join ’em,” locals may view it as yet another sign of the changing times in Whistler.

Known globally as a premier world-class, year-round resort town that hosted the 2010 Winter Olympic snow events and offers everything from skiing and snowboarding to golf, mountain biking and hiking, Whistler is visited by more than two million people yearly.

A couple of years back, Whistler-Blackcomb was purchased by U.S.-based resort giant Vail Resorts in the biggest deal in the history of the ski resort industry.

Widening the resort’s appeal to the Asia-Pacific market and targeting high-net customers are among Vail Resort’s goals. This does not always sit well with locals and others who are leery of creeping urbanization and rampant gentrification. There is some concern that the “corporate machine” may be destroying Whistler’s spirit.

Various issues are cropping up due to the resort’s growth, not the least of which are long line-ups and high prices, pretty much everywhere. Notably, there is also what has been dubbed “housing angst” over rising living costs and shortages of affordable housing and resort employee accommodation. Property prices are out of reach for many people, with a single-family home averaging over $2.8 million.

Maggi confirms that the resort has “exploded” in the past few years. She and her son are as passionate as ever about living there and selling the Whistler dream, and they’re pleased to see more big-city amenities.

“With any transition there are

Max Thornhill and Maggi Thornhill (Photo by Mike Crane)

changes that some don’t like and some embrace. We are blessed – clean air and beautiful vistas that you can feast your eyes on,” she says. “I am really a city girl, not a country girl. For me to have lived here for 30 years is a testament to how amazing Whistler is. We have everything, including worldclass restaurants and the stimulus of people coming here from all over the world, making our lives very rich... And everything is 10 minutes away, which is compatible to my lifestyle.”

An enviable lifestyle it does seem to be, although unlike many in the community, Maggi is not much of a skier. (“I don’t like the cold or all that schlepping uphill.”)

Due to the resort community lifestyle, she still has plenty of time for family, which she deems of prime importance.

“A first-class experience” from start to finish is what she strives to give her clients, many of whom are hugely wealthy buyers from Vancouver or Hong Kong looking for second homes. Max makes the analogy that Whistler has become “the Hamptons for Hong Kong,” and notes that the area, unlike Vancouver, does not have a foreign purchaser tax. “Whistler is a Canadian success story,” he says.

She’d rather work. Not surprisingly, she considers herself a natural salesperson.

The experience often starts in the brokerage’s offices, which are so exquisitely decorated that when Thornhill asks clients what they are looking for, they frequently respond, “something exactly like this.”

“I can talk comfortably to everybody. I have an ease with people,” she says.

Quality has always been important to her. “I like nice things,” she says.

As for her secrets to success, she believes that there is “no real magic” to doing well. “I work harder than anyone else,” she says, adding that “integrity is the most important aspect of the business.”

Shoes seem to be especially high on her list. In her earlier days selling jewellery, dresses, exclusive baby clothing and then cars, Maggi’s entire paycheque sometimes went towards buying shoes, she says, laughing.

When Maggi and the family first visited B.C. on a vacation to North America from England, it was on the spur of the moment.

While in California, they looked at a map and mistakenly determined that the two regions were just a hop, skip and jump apart. The lesson in North American distances aside, they adored the B.C. lifestyle and eventually moved there, first to West Vancouver and later Whistler, where Thornhill’s real estate career began.

At that time friends back in England had never heard of Whistler. Many were mystified as to why Maggi and her family left England for B.C. in the first place.

Cue to a party in Whistler last Christmas, where Maggi had a cosy chat with soccer star David Beckham.

Hanging with Beckham and being queen of North America’s premier four-season resort are a long way from running a doomed English dress shop at the age of 19 and spending your entire paycheque on shoes.

Hopefully Maggi’s friends overseas got the message by now. REM

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14 REM SEPTEMBER 2018

Trial separations and real estate

By Nathalie Boutet

M

any couples who are thinking of separating are unclear about how family law determines division of the family property – including cottages and rental property.

Once someone decides to move out of the matrimonial home and live in a different residence, the biggest question they might have is whether the separation impacts property division.

The answer depends on whether the separation is temporary or permanent.

A trial separation does not impact property division. This is because rights and obligations relating to division of property get triggered not during a relation-

ship, but after there has been a permanent separation.

The permanent separation triggers certain property rights. For married couples who end up permanently separating, the Family Law Act (FLA) governs their financial affairs. Under the FLA, if there is a permanent separation, the home and all of their other assets accumulated during the marriage will be divided equally between the spouses. Additionally, the person who moved out is generally still entitled to half of any increase in the value of the property while he/she lived elsewhere.

People are able to retain the value of the assets they brought into the marriage but any increase in value of that property during the marriage will be shared.

The case is different for common-law partners. In Ontario, if there is a permanent separation, there is no automatic equal division of asset. Usually each partner keeps the assets in their names

and they share the joint assets in the proportion reflected in the title. If the house was owned as joint tenants, then they are each entitled to half. But if one partner only was on title, the other spouse does not have an automatic right to a portion of that house.

To have any right to the house owned by a former partner, the non-titled spouse would have to prove that they made significant contributions towards the purchase price, the mortgage or made significant improvements that resulted in an increase in the value of the house.

There are no legal implications to asset division when somebody moves out from the matrimonial home for a trial separation, but it definitely has a major financial impact on their budget.

Unless they are lucky enough to find free accommodation, such as a parent’s residence, running two households can be expensive.

Couples should agree on the

method of payment of not only the matrimonial home, but also the cost of renting a second residence. It is common for the housing expenses for both spouses to be jointly funded by the couple, but in some cases the rented house is only paid by the one moving out.

It is usually advisable to continue funding the family expenses in the same manner as before the trial separation. This keeps the family finances stable and avoids additional stress on the family, especially if they have children. If this arrangement is not feasible or recommended, the parties should plan, so each knows how the bills will be paid.

Couples should also have a plan if the mortgage is up for renewal during the trial separation period. It may be simpler to renew with the same financing institution than to embark on a renegotiation with a new institution during this difficult period.

While a trial separation may have limited impact on high-networth families, less affluent families need to plan on how to fund regular budget items. They should also discuss how to service larger expenses such as anticipated home or car repairs.

Real estate agents dealing with couples who are about to separate, or have recently separated, should recommend they speak with a family law lawyer to fully understand their legal rights and ensure that their property interests are protected.

Nathalie Boutet, based in Toronto, is an experienced family law lawyer, accredited mediator and certified Family Enterprise Advisor, skilled at providing unique strategies and outof-court results to the complex legal, financial and human matters related to separation or divorce for highnet-worth families and business owners. Email nboutet@boutetfamily law.com. REM

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16 REM SEPTEMBER 2018

The lie of the averages

By Natalka Falcomer eal estate pundits point to the average sale price to conclude whether the market is crashing or hyper-inflating. Some go as far as to use the average sale price as an indicator of a recession or a healthy economy. The problem is that averages don’t tell much of a story.

For example, Canada has experienced five recessions of varying degrees between 1972 and 2018, yet the average sale price never dipped below the previous year, except between 1995 to 1996.

The odd thing is that there was no recession in 1995 and 1996, but there were recessions in the mid 1970s, early ’80s, early ’90s and 2008; yet, the average sale price didn’t dramatically crash during these times. Rather, it increased. To put it another way, if you relied upon “the average”, you’d be led to believe that: (a) we never had a recession until 1995; (b) recessions last only a year and (c) you’ll always make a profit house flipping if you simply just wait a year.

If you bought a home right

R

before the 1974 crash, the early ’80s or ’90s crash, you know this is not the case. You also know that house flipping isn’t always a guaranteed success – costs in maintaining the property, construction, changing zoning bylaws and even changes in demographic tastes can certainly make a flip a financial disaster.

When you peel back the layers of the “average” provided, you discover a more complex story.

Averages mislead when a distribution is heavily stacked at one end, with a small number of unusual outliers weighing the average in their favour. It also misleads if you don’t know the story behind how that number came to be.

Consider the example provided by New York Times guest columnist Stephanie Coontz, When numbers mislead: “In 2011…the average income of the 7,878 households in Steubenville, Ohio, was $46,341. But if just two people, Warren Buffett and Oprah Winfrey, relocated to that city, the average household income in Steubenville would rise 62 per cent overnight, to $75,263 per household.”

The same logic can be applied to our housing market. Take, for example, the GTA’s average sale price to date in 2018 ($805,230) versus 2017 ($862,149). Some people conclude that the average price has decreased because we are

in the throes of a housing crash.

Nobody wants to buy. And, if they buy, they’re buying it for less than what they would’ve paid for the same property last year because there’s no demand and because last year’s prices were completely unsubstantiated.

Any millennial trying to buy a condo in South Riverdale, Mount

When you peel back the layers of the “average” provided, you discover a more complex story.

Pleasant or Little Italy, however, would beg to differ. Condos in these areas saw an increase in sale price and most condos have sold above asking. Dig deeper and you find an even more complex story.

Those who want to buy larger homes in Toronto – young families or couples – cannot afford the millions that such homes command. And those who can afford it already live in those homes and aren’t interested in buying another multi-million-dollar home.

This more affluent (and older) demographic doesn’t want to sell because they know that demand for their properties isn’t as great as it was in our anomalous record

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setting-market of 2017 (the multimillion-dollar homes are still selling, it’s just taking slightly longer than it did during the hype of the market; nonetheless, our market turnover is still much faster than in other high-demand markets such as London and Paris). And for those who are looking to downsize, they’re not necessarily

With Angelo’s 30+ years in real estate, Conrad’s nearly 40 years experience in the real estate industry, and their commitment to innovation and business integrity, the duo are well-equipped in their latest venture!

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RE/MAX Escarpment a Main Office is located at: 1595 Upper James Street, Unit 101, Hamilton RE/MAX Niagara a Main Office is located at: 5627 Main St, Niagara Falls

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selling their primary home.

Rather, they’re holding onto their primary homes and buying a cheaper and smaller second home, putting more pressure on the same market in which the millennials are competing for some territory (literally). This has the obvious outcome of creating more competition in the cheaper market than in the multi-million-dollar market. The average is skewed because it is heavily stacked with lots of smaller rather than larger price points.

Purchasing power has further eroded not because of an economic crash or lack of demand, but because of changes in the law.

Young families or young couples – the backbone of house purchases – were most affected by the changes in mortgage rules. This means that, due to bad luck, today’s buyers can afford less than they could’ve afforded last year. In turn, people are buying cheaper and smaller homes even if it isn’t the best fit for their lifestyle (large bedrooms for each child, play room). Again, it’s not that demand is down or that prices are plummeting, it’s that the type of demand has shifted because who is buying has changed and how much they can spend has changed.

Digging beyond the average shows that this is a supply problem, not a demand problem.

Perhaps our government is focused too much on the average and should re-shift its focus from curtailing demand to increasing supply.

Natalka Falcomer is a lawyer and Certified Leasing Officer who has a passion to make the law accessible and affordable. She founded, hosted and coproduced a popular legal call-in show on Rogers TV, Toronto Speaks Legal Advice. She founded Groundworks (www.groundworksfirm.com), a firm specializing in commercial real estate law, and is the EVP of corporate development at Chestnut Park.

REM

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18 REM SEPTEMBER 2018

How property taxes impact real estate affordability

By Penelope Graham

J

ust as market conditions vary dramatically across Canada’s major urban centres, so too can homeownership carrying costs. While monthly mortgage payments will indisputably take up the largest chunk of a homeowner’s shelter budget, the costs for utilities and property taxes are also important considerations for prospective home purchasers.

In a competitive offer situation, though, it can be easy to overlook the financial impact these associated costs can have on homeowners, and the fact that in the nation’s most heated markets, property taxes are poised to rise over time alongside home values.

5 1.

That’s because property taxes are based on two main components: • The assessment of a home’s value, as determined by the provincial authority. While the criteria and frequency for value assessment can differ between provinces, it generally accounts for a home’s location, the values of comparable homes in the neighbourhood, land characteristics, the age of the home and whether it has received any upgrades.

• The residential tax rate (also known as the mill rate), which is set by local municipalities on an annual basis. As property taxes in turn fund municipal services and projects, the rate will be set depending on the city or town’s projected expenditures for the year.

However, municipalities can

deviate significantly from each other on tax policy; the council for the City of Toronto, for example, purposely limits any increases to the property tax rate at or below inflation, in line with a campaign promise made by Mayor John Tory.

Vancouver, meanwhile, offers tax relief to some homeowners whose home values have increased dramatically via Land Assessment Averaging, in which the city chooses to implement provincially mandated tax increases in phases. The threshold for this tax relief – in 2018, homes with values that increase by more than 19.62141 are eligible – is determined by March 31 of each year.

The differing needs and approaches of each municipality result in a wide range of residential tax rates across Canada,

which can have a substantial impact on homeowners in that region.

To illustrate how dramatically these costs can vary, Zoocasa analyzed municipal residential property tax rates in 25 major Canadian centres. The findings reveal that while some city residents enjoy greater property tax relief than others, a lower mill rate doesn’t always translate into less property tax paid.

For example, in the City of Toronto, where residents are taxed at one of the lowest rates in Canada at 0.63551 per cent, high home valuations (assuming a home price is assessed by the provincial authority to be at the June average price of $870,559) mean they’ll pay $5,532 annually in property tax. In contrast, the residents in the City of Edmonton would pay only

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$3,314 annually (based on the average home price of $381,50), despite the fact the city’s tax rate is about 1.4 times that of Toronto’s, at 0.8689 per cent.

Vancouver took overall top spot for property tax rate affordability, with a rate of 0.24683 per cent – less than that of the next comparable city of Abbostford, BC, which taxes residents at a rate of 0.51300 per cent.

To see how tax rates differ across the country, visit https://www.zoocasa.com/blog/h ow-property-tax-differs-acrosscanada-infographic/ Penelope Graham is the managing editor of Zoocasa.com, a real estate resource “that uses full brokerage service and online tools to empower Canadians to buy or sell their home faster, easier and more successfully.” REM

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22 REM SEPTEMBER 2018

5 things to know about the new Cannabis Act

By Mark Weisleder am already receiving calls about how sellers, buyers and real estate agents are to prepare for the new Cannabis Act, now scheduled to become law in October. I have booked seminars at real estate boards throughout the GTA over the next few months to explain this in more detail. Here are five things you need to know: 1. How much cannabis can be grown legally in a residence once it becomes legal?

I

Four cannabis plants may be grown in each residence. This includes apartment or condominium units. Under federal legislation, this could also include an outside garden that is part of a home. The provinces will each determine whether to permit this outside growing.

2. Will there be any standards as to what constitutes “safe” growing of cannabis?

Right now, there do not appear to be any regulations in place. You will undoubtedly see “tool kits” or “indoor tents” being marketed for this purpose, with marketing claiming that this will prevent mould from forming behind the

walls, for example. Still, professional electricians will likely be required for this, preparing proper ventilation from the plants to the outside, as additional protection against mould.

3. Should a seller and real estate agent disclose the past existence of cannabis plants on the property once it is legal?

In my opinion this will be an issue, as to whether it can be classified as a material latent defect, which would have to be disclosed.

Since mould behind the walls that the seller knows about could satisfy this test, there will likely be litigation when it is not disclosed and problems arise after closing.

4. Can you stop a tenant from smoking cannabis or growing cannabis plants?

Even though it is legal, you can include a clause in a lease to stop any tenant from smoking or growing cannabis on the premises. This should be inserted into every lease.

If the tenant then smokes, it will be easier to evict them. While medical cannabis users may raise human rights issues, it is still better to have this clause in the lease right from the start to have a defence.

5. What will condominiums do to stop cannabis from being smoked or grown?

Some condominiums are already passing rules to stop any

kind of smoking, whether cigarettes or cannabis and growing of any cannabis plant. Others may set aside an area of the building for users, or just for medical cannabis users. Others may just wait and see and attempt to rely on provisions in condominium law that you cannot commit a nuisance to your neighbours. Then, if the smoking is bothering your neighbours, they can bring action to get you to stop.

Mark Weisleder is a partner, author and speaker at the law firm Real Estate Lawyers.ca LLP. Contact him at mark@realestatelawyers.ca or toll free at 1-888-876-5529 REM

Cannabis legalization and renters

By Chris Seepe

C

annabis, also known as marijuana, will be legalized in Canada on Oct. 17.

This means that it is no longer a crime to possess small amounts of cannabis. However, that doesn’t mean you can use it anywhere you wish. For example, some provinces won’t permit cannabis to be consumed in public places.

I wrote a two-page letter to my tenants explaining this, and that they can’t smoke it anywhere in or on the property.

When this law is passed, it will further grant the right to not be arrested for growing up to four plants. Again, it doesn’t mean you have the right to grow it wherever you wish. My letter specifically states you can’t grow it anywhere in or on the property without the landlord’s written permission, which we universally don’t provide because of the significant health risk from the potential growth of

mould, risk of fire and the significant damage caused by the high humidity requirements for growing such plants, including hydroponics.

The right to smoke in a rental property is not enshrined in any Canadian legislation, including the Canadian Charter of Rights and Freedoms and the Human Rights Code. In the 1998 case, McNeil vs. Ontario, a smoker claimed their rights under the Canadian Charter of Rights and Freedoms (s.12) were infringed, that nicotine is addictive and deprivation of cigarettes resulted in physical, mental and psychological suffering. The court determined that a cigarette ban was not intended to be punishment but to improve the health of all citizens and, while withdrawal from an addiction to nicotine may be an unpleasant and difficult experience, it is nevertheless temporary, limited and does not require medical attention. Many people voluntarily overcome the addiction. The above case further cited an earlier case – Edwards v. Canada (1991): “The smoking habit is far from a legal or constitutional right to which the State must pander.”

Unlike alcohol consumption, for example, cannabis smoke does-

n’t respect physical boundaries and it’s much stronger smelling than cigarette smoke.

Smokers will likely run into the fundamental tenet of the Residential Tenancies Act (RTA) – the right of quiet enjoyment.

This phrase is a misnomer. It should state, “right of peaceful enjoyment”. A breach of this right can arise from any acts of or neglect by a tenant that results in the interference, interruption or disturbance of another tenant’s reasonable peace, comfort or privacy of their respective premises or the common areas of the property being interfered with, whether by liquids, gases, vapours, solids, odours, vibration, noise, abusive language, threats of any kind, unusual or dangerous hobbies and fires created, caused or implied by a tenant.

Two-thirds of all Canadians don’t smoke, while 14 per cent smoke daily. Children can be adversely affected by smoke and parents are likely to take very strong objection to cannabis smokers.

Ontario’s new Standard Lease Agreement (SLA) includes a section about smoking. This section empowers a landlord to use a breach of a no-smoking clause in a

rental agreement as grounds for eviction.

It remains for the courts to determine if a tenant’s right to smoke marijuana for medicinal purposes is greater than a neighbour’s right to not smell it, especially since there are alternative forms of medicinal marijuana including pills, capsules and oil.

My letter states that if mould develops in their rental unit, we will not remediate it and we will require a tenant to pay for any such remediation. An N8 notice for eviction could be issued for damage to property caused by an act or inaction by a tenant that is not completely and properly repaired by that tenant.

We estimated that growing four plants a year will consume an average $600-$800/year, and electrical circuits in older buildings (87 per cent of Ontario purpose-built rental buildings were constructed before 1979) that are already under heavy loads may increase the risk of fire. My letter states that a tenant may be held accountable for any fire started due to an overloaded circuit, and that we regularly record all electricity meter readings for all units. If a landlord includes electricity in the rent, then this could

become a major financial issue.

Your letter might say the landlord is not be responsible for any increase in electricity cost, although you may find that this will be hard to defend in court for existing tenants.

Our smoking policy then is: “Smoking, which includes tobacco and marijuana, any electronic versions and anything smoked for medicinal, recreational or remedial purposes, and growing plants of any type or quantity that require a room temperature above 22 C or which requires any form of moisture, excluding room-temperature liquid water directly applied to the plant’s soil, which includes marijuana, cannabis and hydroponics, are not permitted to be grown or cultivated anywhere in or on the premises, including common areas and the tenant’s rented unit.”

Chris Seepe is a published writer and author, “landlording” course instructor, president of the Landlords Association of Durham and a commercial real estate broker of record at Aztech Realty in Toronto, specializing in income-generating and multi-residential investment properties. (416) 525-1558 Email cseepe@aztechrealty.com; website: www.drlandlord.ca REM

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24 REM SEPTEMBER 2018

Creating an inside sales department

By Kathleen Black

W

hat is the role of an inside sales agent? Why would someone want to do inside sales?

When should you create an inside sales department? These are a few of the most common questions when looking to take your real estate team to the next level by incorporating inside sales agents (ISA). It isn’t cheap, it isn’t easy, but it is worth it. ISAs are a money-making department and are able to turn leads with no future into deals.

The role is not complex. It is not social media, it is not database

O P I N I O N

By Jeff Stern

M

ost people don’t realize Winnipeg’s real estate market has a secret advantage over the rest of Canada.

In Winnipeg, we have 1,800 or so registered Realtors, members of WinnipegRealtors, none of whom are allowed to have an occupation outside of real estate.

They, along with all registrants, also must attend mandatory continuing education every single year to keep on top of legal and regulatory issues that impact home buyers and sellers.

Sounds good, right? Like the province is making sure you’re getting trained, dedicated professionals? That’s not how it is in the rest of the country though!

entry, it is not lead enhancing. It is calling. An ISA calls leads with the goal of booking appointments.

An ISA calls follow ups with the goal of booking appointments.

That is all. When other duties start being assigned, the calls stop being made. Even the best ISA can find a reason to not pick up that phone when they have other things they can be doing.

When most people get into real estate, or any profession, they are looking to make money, and money is in selling houses. Lots of people ask, “Why would someone want to get into the industry to never sell a house and spend their day making between 150 to 200 calls?”

There are actually a few reasons, and it comes down to the lifestyle you want. An ISA has set hours and will not be answering a panicked email at 3 a.m. An outside sales agent will not be saying the same thing; they have missed

family events and answered emails at all hours. That isn’t always the dream.

Continuing with that idea, ISAs are good on the phone. They like educating people who have made it clear that they want to listen and then disconnecting and moving on three, five or 10 minutes later. Outside sales agents work the ISA’s nightmare – they deal with the public in face-to-face meetings for an hour at a time.

Finally, it’s the steady income.

As an example, an ISA will make $15 an hour and then a percentage of commission if an appointment they set becomes a deal.

When should you create an inside sales department?

Inside sales departments are not cheap. They are an investment in the team, and like any invest-

ment you are putting out money to make more money. In this situation, it is with the goal of connecting with more leads to sell more houses.

Your team needs to be built and to be successful. You must have enough sales agents to be able to pick up the appointments that come from the inside sales department. The golden number would be five outside sales agents, including the team leader. An ISA would never book an appointment for the team leader, but they are there for other transactions.

Your team needs to have the money to create the department.

Another baseline for moving forward with an ISA is having more leads than you can handle.

It’s a good time to set up your inside sales department when leads and follow ups are being ignored.

This doesn’t mean when they are being poorly converted, this is

when the team is just missing out on leads entirely. If you have a list of phone numbers and names and know there is no way your team can ever talk to those people, it’s time to move forward.

In part two of this story, I’ll address who would make an ideal ISA and how they should be compensated.

Kathleen Black has taken her experience as a top-producing Realtor and built it into a dynamic, resultsdriven consulting company, Kathleen Black Coaching & Consulting, where she serves as CEO, speaker, trainer and elite coach. The systems she used in her daily real estate business to get her to the top are now the backbone of a real estate consulting company specializing in helping real estate professionals across North America build top teams. www.kathleenspeaks.com, email info@kathleenREM speaks.com.

Winnipeg’s secret advantage: No part-timers Throughout Canada, people can be real estate agents part-time and serve coffee at a local Starbucks or drive a cab on the side. There, it’s possible to be treated as just another job. How they juggle their professional responsibilities and get all the paperwork done is beyond me. At their convenience between jobs, perhaps? I don’t know. They may be good at what they do, but are they a dedicated professional someone can rely on? In Winnipeg, being a Realtor is a profession we take seriously.

“Why is that lucky for us?” someone asked me.

I answered by telling them about the time I was shopping for a fridge. I went to a big multiproduct place and spoke with the overbearing saleswoman there. I made it clear that I had the exact measurements of the space it needed to fit into and of the space it needed to get through to make

it to its spot in the kitchen.

“It’ll fit,” she said, showing me the “one for me”.

I looked at the towering double-wide monster and knew at first glance there was no bloody way it would get in.

“I’m telling you, it’ll fit.” She was adamant.

I told her the measurements again. Frustrated with my unwillingness to go along to get along, she grabbed a measuring tape and held it out to me.

My arm was in a sling from having just broken my shoulder. I was still in a lot of pain. I wondered if she was crazy or just blind, if she was expecting me to do all the bending and measuring, which really is her job to begin with. She was a pushy thing though, and before I knew it I was holding one end of the tape while she held the other.

After confirming its measurements, she insisted, “See?

It will fit!”

I still didn’t think it would but was argument weary and decided to trust her. Besides, she should know what she’s talking about, right? She was the sales manager, after all.

Later that day, the delivery guy arrived. Before unloading, he came in to size up the delivery path.

He walked in, barely glimpsed the waiting space, and simply said, “Won’t fit.”

“She said it would,” I said.

“I don’t care what the…”

Well, he used some expletives to describe his feelings about the sales manager, and his desire to not discuss that or anything else with her.

The fact is, she sold rugs, furniture, lamps and appliances, specializing in none of them. Clearly she didn’t know what the heck she was doing.

There is an element of convenience, I suppose, in big-box service centres that let you buy socks

and underwear while getting a root canal, but dedicated specialists get it done with precision and professional quality.

That’s what the Realtor structure in Winnipeg offers homeowners and home buyers that the rest of Canada isn’t guaranteed – dedicated professionals who make real estate their single focus and career.

The most knowledgeable service you’ll ever get is from someone who specializes in what they’re doing.

Jeff Stern, a 27-year real estate veteran with Re/Max Performance Realty in Winnipeg, received the 2017 CMHC/MREA Distinguished Realtor Award. He is an instructor for the Provincial Real Estate Licensing program. He gives back to the community as chair of the MREA Shelter Foundation and writes stimulating and enlightening articles on his blog at www.jeffstern.com. The opinions expressed are Jeff’s and not necessarily those of MREA. REM

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26 REM SEPTEMBER 2018

R

ealtor.ca is adding school catchment information for consumers looking at property listings on the site. The information will roll out nationally in phases, with 80 per cent of school boards in Canada available by September.

Cities where the information is now available are Toronto, Montreal, Vancouver, Calgary, Ottawa-Gatineau, Edmonton, Quebec, Winnipeg, Hamilton, Kitchener-Waterloo, London, St. Catharines - Niagara, Halifax, Oshawa, Victoria, Windsor, Saskatoon and Regina.

Cities to be added by September are St. John’s, Barrie, Kelowna, Abbotsford-Mission, Sudbury, Kingston, Saguenay, Trois-Rivières, Guelph, Moncton, Brantford, Saint John, Peterborough, Thunder Bay, Lethbridge, Nanaimo, Kamloops, Belleville, ChathamKent, Fredericton, Chilliwack and Sherbrooke.

An additional feature allowing parents to search for a property within a particular school’s catchment area will be available later in the fall.

“We’ve learned that when the consumer interacts with hyper local neighbourhood data, they’re three times more likely to convert into a lead for a Realtor” says Patrick Pichette, vice president, Realtor.ca. “Since launch, we’ve seen very strong engagement with the school data, which is five times more popular than any other lifestyle category on Realtor.ca.”

Earlier this spring, CREA partnered with Local Logic to add neighbourhood-specific lifestyle information to the site’s property listings.

■ ■ ■

Jeff Stern of Re/Max Performance Realty in Winnipeg, was presented with the 2017 CMHC/MREA Distinguished

Realtor Award. Stern is chair of the MREA Shelter Foundation.

He is also a member of the Re/Max Hall of Fame.

“Jeff is also a tenacious volunteer and contributor to the real estate profession. He has served on numerous task forces and education committees. Jeff has been an instructor with the Manitoba Real Estate Association since 2014 and his extensive knowledge is a remarkable asset to his students and the education program,” said CMHC’s Lynn Power when she presented the award.

“Jeff is also the administer the Facebook group, A Day in The Life of a Realtor, which is a tremendous resource of information, referrals, camaraderie and comic relief for agents.

“His long-time career experiences and knowledge are invaluable. Jeff constantly strives to impress upon his peers the values of integrity, self-policing, policy and in conducting ourselves as true professionals representing our industry. He is an asset to the forum and the industry,” said Power.

Stern has been in the real estate profession for 27 years.

■ ■ ■

Hamilton’s Good Shepherd Centres are known for their pas-

sionate community efforts, but they were also the big winner at a golf tournament held in June by the Realtors Association of Hamilton-Burlington (RAHB).

The association presented a cheque to Good Shepherd for $6,729, the amount raised at the 2018 RAHB Charity Golf Tournament.

Good Shepherd is the largest provider of human and social services in the Greater Hamilton area. Its work is based on a commitment to restoring hope and dignity to the most vulnerable members of the community.

“Hamilton-Burlington Realtors enjoyed a beautiful day on the course, and the proceeds from that day will support vital programs and shelter for those at greatest risk,” says RAHB president Jack Loft.

■ ■ ■

More than 8,000 real estate and industry professionals attended the Toronto Real Estate Board’s 18th annual Realtor Quest, Canada’s largest real estate trade show and conference. Attendance was up by more than five per cent compared to 2017.

The event attracted Realtors from across Canada and the U.S. It included several keynote presentations, professional development sessions, a newly expanded trade

show and several other attractions.

At TREB’s Spring Annual Meeting, more than 1,200 members received updates on board matters from TREB president Tim Syrianos and CEO John DiMichele, as well as a keynote presentation on the economy from CIBC deputy chief economist Benjamin Tal. There were also updates from Barb Sukkau, president of CREA; Michael Bourque, CEO of CREA; David Reid, president of the Ontario Real Estate Association; and Michael Beard, president of the Real Estate Council of Ontario.

The meeting’s attendees were also among the first to hear the results of TREB’s 2018/2019 Board of Directors elections, including 2018/2019 TREB president-elect, Michael Collins.

From tech and real estate experts to futurists and motivational speaker Mel Robbins, Realtor Quest boasted several featured speakers.

This year saw an increase in trade show exhibitors, with more than 260 industry exhibitors setting up shop on the newly expanded 130,000-square-foot trade show floor.

The next Realtor Quest will be held on May 29 and 30, 2019.

REM

From left: RAHB CEO George O’Neill, Good Shepherd special projects co-ordinator June Brooke and RAHB president Jack Loft.

The Sarnia Lambton Real Estate Board Charity Golf Tournament took place on recently, with proceeds of the tournament supporting Habitat for Humanity and the Men’s Shelter. From left: Kevin Smith, Melanie Kelders, OREA president elect Karen Cox and Russ Severnuk.

Lynn Power presents the CMHC Distinguished Realtor Award to Jeff Stern.

School catchment information is five times more popular than any other lifestyle category.

Attendees had over 260 industry exhibitors to explore over course of two days.

Realtor Quest attendees participated in games as part of the Network & Win! session.

28 REM SEPTEMBER 2018

A hero’s childhood home in Atlanta The boyhood home of Martin Luther King Jr. is one of the highlights of a new self-guided trail Story and photos by Diane Slawych

T

he boyhood home of Martin Luther King Jr. is one of the highlights of a new selfguided trail launched by Georgia Tourism this spring to coincide with the 50th anniversary of the civil rights leader’s death.

Georgia’s Footsteps of Dr. Martin Luther King Jr. Trail includes 28 attractions (from churches and courthouses to schools, museums and other landmarks) in eight cities.

Several of the sites, such as King’s boyhood home, are in Atlanta.

The Baptist minister and a prominent leader in the civil rights movement for about a dozen years until his death in 1968 was born on Jan. 15, 1929 at 501 Auburn Ave. N.E. The house was built in 1895 and purchased by his maternal grandparents, A.D. and Jennie Williams, in 1909.

King spent the first 12 years of his life in the 14-room twostorey middle-class home. His grandparents lived on the main floor and King, his siblings and parents occupied the second floor. The arrangement was typical of families along Auburn Avenue.

Though most items inside the home, which is open to tours, do not belong to the family, furnishings and other items are typical of the time period.

Many homes along the street have Queen Anne architectural features, such as ornamental mouldings and spindles, decorative shingles and woodwork on the end of some of the gables.

White people built and first occupied many of the homes in the neighborhood. But after the 1906 race riot, educated, middleclass Blacks began settling

Martin Luther King Jr., his wife Coretta and their children lived at this home on 234 Sunset Ave. W. in Atlanta at the time King was assassinated. It’s not open to visitors, though it’s one of the stops on an organized tour.

here and by 1910 the area was predominantly Black.

and church a neighbourhood mainstay.”

King’s childhood here was entirely normal, according to one of the plaques outside. “He did his chores and received his allowance. Neighbours often saw him bouncing a ball off the side of the home or riding his bike along the street. He fought with his brother. Though physically small, he was intensely competitive. Neighbourhood kids risked getting hurt when playing against him in football or basketball.”

“My mother and father went out of their way to provide everything for their children,” said King in 1967. “I went right on through school; I never had to drop out to work or anything.

And you know I was about to conclude that life had been wrapped up for me in a Christmas package.”

Another plaque on site states the strong sense of family and the ever presence of religion were the two cultural values that distinguished the King household.

“Bad behaviour often met a stern response; good behaviour received a warm embrace. Prayer and scripture punctuated each day. Daddy King’s status as pastor at Ebenezer and strong maternal influences ensured a stable and secure upbringing for the King children. While the anguish caused by the Depression swirled all around them the Kings lived comfortably, their home

The King family later moved to another home within the Sweet Auburn district at 193 Boulevard, which has since been torn down.

King often returned to his old neighbourhood though. There’s a photo of him standing in front of the Auburn Avenue house with two of his own children, Martin III and Yolanda.

After 1941, King’s birth home was divided into two rental units.

The property was eventually acquired by The King Center in 1971 and opened to the public four years later.

The National Park Service conducts free 30-minute tours of the home every hour, though the tours are limited to 15 people

Martin Luther King Jr.’s boyhood home in Atlanta is open to visitors and free of charge, but arrive early for the best chance of getting in.

and fill quickly. (arrive early) The birth home is located within the Martin Luther King Jr. National Historical Site, which commemorates where King was born, lived, worshiped and is now buried. Just down the street is the Ebenezer Baptist Church Heritage Sanctuary, where King served as co-pastor with his father and where, in 1974, a gunman fatally shot his mother and the deacon.

Within the same block is the King Center for Nonviolent Social Change with a reflecting pool that surrounds the tombs of King and his wife Coretta Scott King. And nearby is the historic Fire Station Number 6, Atlanta’s first racially integrated firehouse.

To go into more depth and venture beyond this one-block area, take the excellent threehour bus tour with Civil Rights Tours Atlanta. One of stops is at

234 Sunset Ave. W., the house King lived in at the time of his assassination and where Coretta raised their four children (though this home is not open to visitors).

And you can’t get closer to MLK himself than having Tom Houck as your guide. Expelled from high school in 1965 for participating in the Selma, Montgomery march, Houck, at age 19, became a driver and personal assistant to King and his family and has plenty of stories to share.

King’s accomplishments are many. It’s said that in the 12 or so years that he led the American Civil Rights Movement, African-Americans made more progress toward equality than in the previous three centuries. In 1964, he became the youngest person ever to receive the Nobel Peace Prize. It’s no wonder the birth home of this American icon is such a popular place to visit. REM

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30 REM SEPTEMBER 2018

family is rallying together to encourage, support and help Manuela with her journey towards restoring good health.”

■ ■ ■

Good Works S

ometimes life surprises us with bumps or potholes on our journey, says Blair Armstrong, broker of record at Sutton Group - Summit in Mississauga, Ont. His real estate receptionist concierge, Manuela ‘Manny’ Farrell was recently told that a cancerous lump that was removed had tested positive for a protein called human epidermal growth factor receptor 2 (HER2), which promotes the growth of cancer cells and requires aggressive treatment. HER2 appears in only 20 per cent of cases. She commenced chemotherapy, affecting

Manny Farrell

her ability to work and support herself and her family. Armstrong is sharing her story in hopes that people will help in any way, large or small.

“The financial burden on persons affected by cancer treatment can be scary and incredibly difficult. There will be unexpected expenses and costs not covered by OHIP,” he says. “Contributions will give Manny the financial peace of mind she needs while she undergoes treatment. Please visit the GoFundMe page and share with others.

“To know Manny is to love her. Our entire Sutton Summit

Despite some thunder and lightening, HomeLife Benchmark Realty’s 17th Annual Charity Golf Classic was another rousing success, raising $43,000 for Canuck Place Children’s Hospice.

HomeLife Benchmark Realty’s president Rick Dubord joined RBC’s Marco Iannuzzi in thanking all the sponsors, Canuck Alumni and volunteers, with special thanks to Cheryle Ismirnioglou, “whose heart-breaking Canuck Place story reminded us all why we do this tournament”.

During the last 17 years, HomeLife Benchmark Realty has raised $650,000 for kids in B.C. Canuck Place Children’s Hospice.

■ ■ ■

Bruce Johnson, a sales rep at Re/Max of Wasaga Beach in Wasaga Beach, Ont. and his

daughter Holly, 17, have embarked on a 28,000-km motorcycle journey from the Arctic to Argentina to raise funds for children’s hospitals. Bruce and Holly rode from Canada to Costa Rica in 2013 and they rode across Canada from Newfoundland to B.C. in 2016.

The riders traveled by plane from Toronto to Inuvik on Aug. 2 and rode north to Tuktoyaktuk, NT, on the shores of the Arctic Ocean. They then are heading south until they get to Ushuaia, projected to arrive in late January 2019.

Bruce’s wife Mary Johnson and daughter Jocelyn, 14, are co-ordinating the fundraising and planning aspects from home in Wasaga Beach. Every dollar raised will go to local children’s hospitals’ highest priority needs.

For more information and to donate, visit www.motorcycleformiracles.com.

■ ■ ■

Soldbig Realty in Milton, Ont. recently donated $1,000 to the

In 2016, Bruce and Holly Johnson rode across Canada to raise funds.

Soldbig presents a donation to the Milton District Hospital Foundation. From left: Shahbaz Khan, broker, Soldbig Realty; Kim Cross, daughter of Harvey Pettigrew; and Andrea Cayer, manager, developments and major gifts, Milton District Hospital Foundation.

Dave Favell, broker/manager of Royal LePage Kelowna in Kelowna, B.C. presented a cheque to executive director Karen Mason, left, and resource development co-ordinator Kathleen Lemieux of the Kelowna Women’s Shelter.

Milton District Hospital Foundation in memory of Oliver Harvey Pettigrew, a well-known local resident.

Inside Halton reports that Pettigrew was known as Milton’s bicycle man. He fixed and refurbished thousands of bicycles for Milton residents and “is being remembered for his kindness, sense of humour and generosity,” says Inside Halton.

Soldbig sold his home after Pettigrew, 86, died in January.

■ ■ ■

Last year Royal LePage Kelowna Realtors held fundraising events and donated part of their commissions to The Royal LePage Shelter Foundation throughout the year. The result was more than $7,900 raised to help women and children who are served by the Kelowna Women’s Shelter each year.

The Kelowna Women’s Shelter offers many programs and services, Continued on page 32

Royal LePage First Contact Realty broker Dino Melchior announces the brokerage’s new commitment to The Women and Children’s Shelter of Barrie.

From left: Marco Iannuzzi, Rick Dubord, Cheryle Ismirnioglou and Monica Ismirnioglou.

Coldwell Banker Ronan Realty, with offices throughout Southern Ontario, participated in the Canadian Cancer Society Relay for Life in June.

This nationwide event brings communities together to celebrate survivors, honour those we’ve lost and commit to raising funds to fight all types of cancer.

Re/Max Blue Chip Realty has raised more than $47,000 during the last four years.

Golfers at the Royal LePage Binder Real Estate Charity Golf Tournament, from left: Frank Binder, Frank Balzer, Fred Binder, Mike Dudlets and Mark Haug.

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32 REM SEPTEMBER 2018

Working with kith and kin, part 2

By Ross Wilson

By Ross Wilson

I

n this second of a three-column series on working with family and friends, let’s briefly address the fundamental decision involved with working for a friend or family member.

Throughout my career, whenever I was asked for service by a relative or close friend, unless unusual circumstances prevailed, I normally accepted the agency and charged my usual fee. They typically agreed without argument because they appreciated the value of our trust relationship.

Occasionally, however, after calling me for professional advice, a couple of them proceeded to hire a hungrier agent who readily acquiesced to their demand for a chopped fee. Did I find this dis-

turbing? Oh yes. Did I ever forget this betrayal? Nope. Have I forgiven them? The jury is still out, but I’m working on it.

If you’re asked for a discount, without raising an eyebrow, calmly refuse and without missing a beat, move to the next step. At that point, they might drop the issue and the problem is resolved. However, if they persist, ask them why they asked you to represent them. If they reply that they thought you’d work for free, then it might be time to fetch your hat and head for the door. But if they say they trust you, ask if they know another agent they trust as much. In most cases, they’ll say no. What’s that trust worth?

What’s the value of being represented by someone with whom they share a familiar loving relationship, someone they completely trust to protect them unequivocally and who’ll conscientiously do absolutely every-

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thing in their power to fulfill their wishes? In my book, that’s worth a lot.

If they refuse to drop the issue, tell them to begin interviewing agents. They’ll likely respond by saying they don’t want to go to the trouble or wouldn’t trust them as much. Point made. Hold your ground. Or to preserve the relationship, you can fold, take a hit in your income and do your best in the following years to suppress your resentment or better yet, forgive them.

Their motivation isn’t that they don’t love and respect you.

They may suffer from the virulent and increasingly common disease of Money Madness and be driven

Good Works Continued from page 30

including outreach and support, shelter and transition housing, children’s programs, violence prevention, childcare and counselling and crisis support. â– â– â–

During its fourth year of successful fundraising, the Re/Max Blue Chip Realty Family Fun Day in Yorkton, Sask. has raised $10,000 to support Jim Pattison Children’s Hospital Foundation.

Thanks to a match by Canadian Pacific, Saskatchewan kids in hospital are receiving $20,000 to support healthier futures.

Through CP Has Heart, Canadian Pacific matched the total amount raised to support a dedicated pediatric cardiology space and specialized equipment in the Pediatric Outpatients Clinic, called the Frog Pod, at the new Jim Pattison Children’s Hospital. Over the course of four years, the event proceeds total $47,272. â– â– â–

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The Women and Children’s Shelter of Barrie recently launched its Standing Together Campaign and Royal LePage First Contact Realty was quick to jump on board. The campaign is focused on bringing the shelter’s off-site outreach services to the

by a fear of scarcity. And that fear may be stronger than their innate ability to love. It may be hard for you to handle, but you must accept that they’re hard-wired to think that way. If you allow yourself to violate your customary fee policy, then you’ll be aligning your own loving higher vibrational frequency with their lower fear frequency.

(More on this topic in The Happy Agent.)

By strictly following this protocol, most prospective clients, whether family, friend or trusting stranger with whom you have a solid mutually respectful relationship, will be satisfied. If not, then consider what you may have lost as you walk out the door. Remember emergency shelter because the shelter increasingly finds they are losing women back to abusive relationships because they are simply not accessing all of the available services and supports.

By bringing court and housing support workers and counsellors/therapists under one roof, the shelter will be able to create a wraparound approach to service that will give each woman and child the best opportunity to survive and thrive.

Royal LePage First Contact Realty owners, sales reps and staff support the Royal LePage Shelter Foundation with all donations and fundraising proceeds going to the Women and Children’s Shelter of Barrie. They have donated approximately $200,000 to the service. Now they have pledged $40,000 to the new campaign. â– â– â–

Royal LePage Binder Real Estate raised $30,000 for the Royal LePage Shelter Foundation at its charity golf tournament in Amherstburg, Ont. The funds raised were directed to local women’s shelter Hiatus House.

Speaking at the tournament dinner, Heather JohnsonDobransky, assistant clinical director at Hiatus House, reflected on the impact of this annual event. “Over the last four years, Royal LePage Binder Real Estate has

– relationships are more important than money.

In the next and last of this series, I’ll discuss the topic of boundaries. “Treasure your relationships, not your possessions.� – Anthony J. D’Angelo Ross Wilson is a retired real estate broker. He has extensive experience as a brokerage owner, manager, trainer and mentor. His book, The Happy Agent – Finding Harmony with a Thriving Realty Career and an Enriched Personal Life is available where print and e-books are sold, including the TREB, BREB, RAHB and OMDREB stores. Visit RealtyVoice.com. REM raised more than $100,000 for Hiatus House at their golf tournament alone.� “Aside from a wonderful day of golf, at the end of the day, it’s all about generating critical funds to help those escaping domestic violence,� says Fran Grebenc, committee member and Royal LePage Binder Real Estate sales rep. “It truly warms our hearts to see how much we raise for women and children in our community when they need it most.�

Committee members include: Frank Binder, Fred Shaw, Fred Binder, Michael Plante, Michelle Lewis, Mike Coffin, Wendy Coffin, Carol Irwin, Helen Almas, Fran Grebenc, Jill Winegelaar and Ian Baird. â– â– â–

When the Royal LePage Charity Golf Tournament in Kamloops, B.C. expanded this year to a full 18-hole tournament, organizers Amanda Mitchell, Melissa Hole and Kyle Panasuk set their sights on a $15,000 fundraising goal – more than double their results from previous years. Thanks to support from local businesses and a great turnout from the community and Royal LePage professionals, $15,530 was raised, all of which will support their local YWCA Women’s Emergency Shelter via the Royal LePage Shelter Foundation. REM

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True (and Amazing) Business Transformation: Toronto Agent’s Already Successful Business Almost Tripled With This Strategy Real success in any business means not only healthy earnings, but also time off to enjoy life. The fact is, however, that most Canadian real estate agents sacrifice their entire lifestyle in pursuit of success and, ironically, instead of gaining more freedom, they become slaves to their real estate business.

If you don’t have a real business system, you don’t really have a business at all.

What you have instead is a “job”, and for many, it’s a really bad job: one that consumes your time, keeps you away from friends and family, and doesn’t pay enough. Even though you work so hard, it’s just so random. Some days you win.

Some days you lose.

The fact is that agents leave our industry in droves, not because they’re not great at working with clients, but rather because they don’t have enough clients to work with. They don’t have enough leads, they don’t find enough time to properly follow up and thus convert their leads, they don’t know exactly why they win or lose a listing. Even though they work very hard, too much is left to chance. Trying to “do it all” without a clear understanding of what works and what doesn’t ultimately sows the seeds of failure for many.

A profitable and “real” business MUST be based on solid systems. In real estate, that means a system to generate leads, a system to convert those leads, and a system to convert qualified prospects into paying clients. Every successful business in the world, from McDonalds to Amazon to FedEx, is based on proven and duplicatable “systems”, and the agents who achieve mega success in our industry have done so on the strength of solid, proven, efficient business systems.

As revealed in the profile of Brampton, Ontario agent Evelyn Lopes on this page, and of multiple other agents you can read about at www.LearnFromTopAgents.com, creating a highly profitable real estate business is certainly possible, regardless of whether you’re a brand new agent or have been in real estate for years, whether you’re a man or a woman, a solo agent or team, whether you live in the U.S. or Canada, and regardless of which franchise you’re with.

Each of the agents profiled credits the same real estate system as being responsible for their success: The Ultimate Real Estate Success System pioneered by Canadian Real

Estate Coach Craig Proctor.

Not only is Craig Proctor’s real estate system responsible for more Millionaire Agents than any other coach or trainer, but Proctor was a highly successful AGENT himself for more than 20 years right here in Canada. As you may know, he 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 Proctor did. (Source: TREB Statistics). No one in Canada has sold more homes than Proctor has, and by sharing the system he used to achieve his

own success, he’s been able to help over 30,000 agents worldwide to transform their real estate jobs into highly lucrative real estate businesses that don’t come at the expense of high lifestyle costs.

If you do not have a clear, detailed business system (key word, system) that you are using to move methodically to your goals…a plan you could show a banker or investor or new partner or key associate… a plan you have reasoned, complete confidence in, then why wouldn’t you examine Proctor’s Ultimate Real Estate Success System – for free?

For a limited time, you can

have a “sneak peek” at what your real estate business could look like by attending Proctor’s upcoming Free Discovery Day (visit www.LearnFromTopAgents.com for details). Yes, Craig Proctor will openly share with you how he became Canada’s top agent.

Learn from a real doer, not a talker. Craig will share “real Canadian real estate strategies” with you that actually work. No theory, ideas or motivational hype. At this 3 hour meeting Craig Proctor will spill the beans and share with you exactly what to do and what it takes to be a Super-Successful Real Estate agent in Canada.

For more information, visit: www.LearnFromTopAgents.com

Read More About Successful Canadian Agents Like Evelyn at www.LearnFromTopAgents.com

by Evelyn Lopes (Brampton, ON) “II’vve be been en a faiirlrly ly successful Realtor for quite some time. My income had remained relatively consistent in the six digits, but wi but with ith nnoo reall gro growt wth th.

“I had been to numerous trainers to get just one new idea, but still no measurable

growth grow th. I de deci cide dedd to ssee ee Crai Cr aigg Pr Proc octo torr to get get, ye yett again, just a new idea or two, but what I found was a completely different way of doingg real estate, unlike anyt an ythi hing ng I hhad ad hhea eard rd bbef efor oree.

“I began working with Craig right after meeting him, attending his trainings and conferences, rubbing shoulders andd beco an becomi ming ing fririen iendds ds w wititithh some of North America’s most successful realtors, also all being trained by Craig. I got involved with a number of aage gent ge ntss lo nt loca callllllyy, w ca wee fo form rmed rm ed a Master Mind group and all of us have seen great increases in our businesses.

“B Bei eing ng inv invol olve vedd wi with th C Cra raig ig andd hi an hiss trtrai aini ning ng ppro rogr gram am has has been amazing! My mindset

He has has com compl pletelyy change g d my “mi mind ndse set”t aand nd tthe he bbel elie ieff that you can do it! I made a

“He has created an environment full of big thinkers and big sharers. You can’t help but grow into the best version of yourself.” has drastically changed andd so hhas an as my my bu busi sine si ness ne ss,, ss which almost tripled in 2017. I would have never believed this to be possible.

“Craig Proctor has created an eenv nviririron nv onme on ment me nt fful ulll of bbig ul ig thinkers and big sharers.

You can’t help but grow into the best version of yourself.

mindset shift and massive succ su cces esss ha hass fo follllow owed ed.

“I’m extremely grateful for the support of Craig himself and his coaching team. I have just touched the surface andd I am eexc an xcititited xc ed ffor or tthe he future and the possibilities.

I can’t imagine doing business any other way! ”

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34 REM SEPTEMBER 2018

The creepiest showing I ever did

By Tina Plett

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eing a rural real estate agent is a big, weird adventure. Icy country roads are a regular threat.

Moccasins are part of my winter attire. And then there was the time I nearly got shot.

My real estate agent career is riddled with stories. One in particular haunts me every now and then. I’d been on the hunt for properties for my client when I came across one I thought she’d be interested in. It was an old 11/2 storey and it was vacant, in the process of being repossessed by the bank.

“Yes, you can see it,” they said, “but you’ll want to bring flashlights.” We’d been warned.

The first thing we noticed when we arrived at the property was the pile of broken drywall and lumber just beside the house.

Before walking into the house, I asked the client, ‘You’ve got your flashlight?’”

“Sure do.” She smiled and waved it.

“Okay,” I smiled too, “let’s go!”

I felt a wave of excitement as I turned the knob, but also a twinge of fear. I’d been to enough vacant, abandoned and rental properties to know unpleasant surprises sometimes await us.

We entered to discover, thankfully, that most possessions had been cleared out. Even some of the light bulbs. That seemed overly thorough, I thought. I was glad the smell of mildew and cat litter was only faint.

Scanning the living room, it was clear someone had been renovating. Whether things were pulled apart or being put back together, neither of us could tell.

Across the room, one wall featured a smattering of painted images, from clowns to fairies.

The painting skill was there, but the sense of interior décor was definitely not.

“Why don’t we check out the basement?” I suggested, hoping to

save the upstairs, which I assumed was the best of the floors, for last.

She agreed, and we headed for the basement door.

I opened the old wooden door to the basement and, though I knew there was no hydro, was still surprised by the darkness of the stairwell. We clicked on our flashlights and headed down the old plank steps, guiding ourselves with a hand on the concrete wall.

Suddenly a cobweb strung across my face. I tried not to sound panicked as I clawed it away with both hands. Without a hand on the wall or pointing my light, I nearly lost my balance there in the dark.

As we descended, the musty litter smell intensified. In the darkness beside me, I heard my client hold her breath. We stood at the bottom landing and pierced the darkness with our beams of light. Low ceiling. One large room. Concrete floors. Dingy.

“Yeah… I’m good.” She said and hurried back upstairs.

Once back on the main floor, we headed to the stairway to check out the upper floor. They looked rickety. Dirty too. I was the Realtor, though, so I went first. I gripped the wooden banister and it wriggled in my hand. I froze, looked back at my client, and said, “Careful…” and shook it again. How the poor banister had been worked into such a state, neither of us could imagine.

Despite it being mid-afternoon, daylight did little to brighten the house. With flashlights in hand, and feeling rather sleuth-like, we crept gingerly up the stairs. My heart pounded a bit faster as the carpeted steps snapped and popped beneath our weight. The banister continued to wobble. Instinctively, we each put a hand on the wall and moved a little faster.

The second floor was dark.

Our small beams of light revealed the space to be vacant except for an overturned cardboard box and a broken chair in one corner. The carpet throughout appeared to have had sand or gravel ground

into it. I shuddered, glad to be wearing shoes. As the floor creaks echoed in the empty rooms, she moved to a bedroom window and inspected it.

“I don’t know…” she sighed and shook her head. “I wanted a fixer-upper, but this place needs more than I really want to give it.” She shone her light at the floor and ground the carpet with the tip of her shoe. It made a crunching sound. “And what is that? Not only does the place need a lot of work, but it’s also pretty gross and creepy. I’m about done.”

“No problem. I’m glad to get out of here myself.” I shivered, remembering the cobweb.

She cocked her head to the side, seeming to suddenly notice the closet door. “I love those old glass knobs.” We both shone a light on it as she approached.

She cradled the knob gently in her palm before giving it a twist.

She pulled the door open and shrieked. I jumped, startled.

“What is WITH this place?!”

I hurried over to see. There, in the beams of our lights, stood an old metal trunk. Atop the trunk sat a small plastic person, staring back at us, wide-eyed.

“Wow. Yeah, I’m about done too,” I said.

In moments, we had slapped the door closed, creaked and popped our way down the rickety stairs with our little flashlights and exited into the rubble-filled yard.

Maybe we’d both seen too many scary movies. Maybe it was the ugliest doll in the creepiest place that got to us. I only know the place gave us both the willies.

I wouldn’t trade it though. After all, what’s life without some adventure?

Attentive from sign up until sign down, rural agent Tina Plett wins the affections of people near Steinbach, Man. with her unique blend of forward-thinking business savvy and down-home, countrified lifestyle.

Sutton Group-Kilkenny proudly calls her their own. www.tinaplett.com REM

REM SEPTEMBER 2018 35

Nine tips to keep the house ready to show

By Nina Doiron

Y

ou have successfully convinced your client to invest in staging their property for sale. It looks beautiful and the property is now ready to go on the market… but the key for a quick and successful sale also involves keeping it staged.

It is important that your client keep the property in the same condition that your professional stager has designed. The chair that is now in a new room may not be where the client imagined it, but your professional stager understands that the new placement is ideal for showing off the property.

The placement of every item is crucial when a house is staged.

The buyers must be able to mentally move into “their” new home.

Ensure that your clients do their

best to keep the furniture arrangements as they are. If it is imperative to make a change, consult your professional stagers before making any changes. Chances are we will be able to make a change to accommodate their needs.

To help speed up a successful sale for all parties involved, reiterate to your client that it is also important for everyone in the family to follow these nine simple tips.

1. Make all beds everyday.

2. Keep all toilet seats down.

3. Make sure towels are hung properly.

4. Make sure all crumbs are cleaned from counter tops after meals.

5. Turn all lights on when showing and have FM radio with light music on during showings.

6. Don’t leave dirty clothes on the floor and put all your belong-

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ings away.

7. Keep all counter top items put away.

8. Keep medications out of sight.

9. Don’t cook foods with odours that will linger.

Remember, this is a short period of time to keep up a staged property. Short-term pain for longterm gain.

for Personal Promotion Marketing

Award-winning Certified UltimateStager, redesigner and owner Nina Doiron is the principal at iStage & Organize. She provides an objective and experienced eye to attract more buyers and help sell for top dollar. She will also help you declutter and get organized. She says she will “inspire redesign ideas so that you’ll fall in love with your home again.”

Visit istagenorganize.com or call 416993-0131 for more information.

REM

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Top 4 services home sellers want from their salesperson

A

recent study by Fivewalls, an online site that matches home buyers and sellers to local real estate agents, asked home sellers what services they expect when selling their home. The survey was conducted between Jan. 1 and July 1 of this year and received more than 2,000 responses from home sellers in the Greater Toronto Area.

1. Open houses: Across all home types, customers want to see their agent offer open houses for their property. Open houses are still seen by customers as the best way to get their home noticed. More than 60 per cent of respondents wanted open houses.

2. Home staging: Sellers who believe the value of their home is greater than $500,000 want home staging services from their real estate agent. Home staging becomes a priority for sellers when the home is a higher value.

3. Internet marketing: Many customers understand the value of online marketing and believe this is one of the best ways to get their home sold and seen by potential buyers. Sellers who believe their home value is less than $750,000 put a higher importance on this service.

4. Professional photography: Having professional photography done for a seller’s home is now

seen as “standard” by most customers. It is expected that an agent is not taking photos with their phone.

The least popular service home sellers are looking for is magazine advertisements. Only 14 per cent of respondents requested magazine ads from their agent. Many customers place a higher value on online marketing and believe this is the best value to get their home sold.

Though these services may be seen as basic marketing, many customers want these features explained during an agent’s listing presentation to help justify the cost of commission. REM

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36 REM SEPTEMBER 2018

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iredScore, which created the international standard for rating internet connectivity in commercial buildings, recently released the Wired Certification Guidelines for Commercial Developments and Redevelopments - Canada. The comprehensive set of guidelines for designing buildings to meet the best-in-class standards for connectivity and telecommunications infrastructure has been localized to address the nuances of the Canadian telecommunications landscape, the company says.

Wired Certification Guidelines are designed to be used by architects, engineers and developers during the design and construction phases of any commercial development or redevelopment.

“WiredScore’s engineers have developed these guidelines as a free resource that will

W

bring technology to the forefront of the design process,” says Arie Barendrecht, CEO and founder of WiredScore.

“Technology has never been more important to office tenants than it is today and by providing invaluable insights into how to optimally design for reliable connectivity, mobile enhancement planning, electrical resiliency and flexibility to adopt new building technologies, we are helping Canadian developers design futureproofed office assets.”

WiredScore developed the guidelines based on an evaluation of over 1,400 commercial office buildings across North America and Europe and with input from a diverse group of partners in the CRE, technology and telecommunications industries, the company says.

Wired Certification Guidelines for Developments and Redevelopments are being used to future-proof and evaluate office projects for their digital connectivity infrastructure in the country’s three largest office markets. Notable projects including Maison Manuvie (Ivanhoé Cambridge and Manulife) and 700 SaintJacques Street (Broccolini) in Montreal, 1 York Street (Menkes Development) and 65 King East (Carterra) in Toronto, and Vancouver Centre II (GWL Realty Advisors) in Vancouver have achieved or are in the process of pursuing Wired Certification.

The guidelines are available for free download at https://info.wiredscore.com/wire d-certification-guidelines-development-canada REM

REM SEPTEMBER 2018 37

What’s

New CIR Realty signs on automated listing advertising program CIR Realty in Calgary is using the Automated Listing Advertising Program from Adwerx Enterprise to generate listing ads on homes listed for sale throughout Alberta. The ads incorporate listing photos and agent and brokerage branding, automatically launching as soon as a property is up for sale.

Each ad is automatically optimized for high visibility and shown to consumers who are selected based on location and online behaviour, says Adwerx. Ads appear for one week on popular websites, social media and mobile apps. Agents can customize and extend the campaigns as needed.

“At CIR Realty, we want to make sure our agents have the tools they need to succeed. It’s important to find the right balance between high tech and high

touch,” says Kirsten Faverin, marketing manager. “Adwerx is the perfect tool to help us deliver on our objectives.”

CIR Realty has more than 700 agents working in 12 corporately owned offices across Central and Southern Alberta.

For information: www.adwerx.com/enterprise.

Metareal releases mobile-ready 3D virtual tour platform Montreal-based Metareal recently released Metareal Stage, which makes it possible to create real 3D virtual tours using existing photographic equipment, without the need for dedicated scanning technology. The resulting tours, floorplans and dollhouse models can be viewed in web browsers, via mobile devices and in VR. Soon it will be available for download for offline use.

Gareth Morgan, CEO and cofounder of Metarealm, says: “Using just their existing equipment, real estate and virtual tour, photographers can quickly and easily create extremely high-quality 3D virtual tours.” Stage works with virtually any off-the-shelf 360 camera or panorama-equipped DSLR, the company says.

Watch a demonstration at: http://bit.ly/metareal-stage-teaser

Stonehaus Realty offers “in your face” training Coquitlam-based Stonehaus Realty is bringing in coaches, sales

Adwerx ads will deploy as soon as a property is publicly listed for sale.

Sean Zubor

RE/MAX Rouge is inviting proposals to provide in-house services for our 200+ associates and staff and the 3,000 families and businesses that we provide real estate services to each year.

training and the Grant Cardone 10X Sales Training course for their salespeople.

“There is no easy button in real estate, it’s all about the grit and the hustle,” says Sean Zubor, president of Stonehaus Realty.

According to Club Wealth and Tom Ferry, 87 per cent of new agents fail within five years.

“Agents usually fail because they have no set schedule, no accountability and no real-life training and coaching. These are stats that I don’t want for my brokerage. Since we’ve brought in outside coaching, our business has increased substantially, and the agents get the support they need,” says Stonehaus.

Stonehaus Realty has been open since March 2017 in Coquitlam, with another location to open by fall of next year. Zubor also has a real estate team in Toronto and co-owns the mortgage company Urban Lending. His goal is to have 10 Stonehaus brokerages within five years.

RE/MAX Rouge is now considering expanding with the development of three new divisions located within our branch offices: i) a mortgage brokerage that will compliment the current services by a major Canadian financial institution; ii) a commercial real estate division that will specialize in land, leases, and commercial investment; and iii) business/homeowner/motor vehicle insurance division.

Interested parties are invited to submit proposals to service these three new departments.

Submissions/enquiries may be sent via email to info@remaxrougeriver.com prior to August 30, 2018.

RE/MAX Rouge River Realty Ltd. was established in 1987 and services east Toronto, Pickering, Ajax, Whitby, Oshawa, Clarington, Northumberland County, Peterborough and the Kawarthas from 8 full service offices.

REAL REAL LTO TOR® R®

conne e ct ct

A BIG thank yoou to REALLTOR® Connectt 2018 Sponsors & Prime Exhibitors!

Black29 Group acquires U.S. real estate recruiting firm Black29 Group says after identifying “a distinct need for highquality real estate recruiting in the industry”, it has acquired U.S.based real estate recruitment company Pro R.E.A. Staffing.

Pro R.E.A. Staffing joins Black29 Group’s other acquisitions, Artifakt Digital and Goodfellow Coaching & Consulting. This is the third acquisition for Black29 Group Inc. in 12 months, and the company says it plans to grow and expand its services through further acquisitions in the near future.

With the acquisition, Black29 Group’s services now include real estate marketing, branding and web design; agent and team coaching and business planning; annual real estate events; and full-service recruiting. REM

Thhank you to REALLTOR® Connect C 2018 Exhibitors!

APTO Connect Avi v Rosen Paralegal BMO CF&R Services Inc. Colour Teech.com The Co-Operators Corporate + Club Costco iNCOM Kunjar Sharma & Associates Incc.

Meridian

Crawford Staging & Designn Downsizing Diva FCT Fraser Law Professional Corporation C GeoWarehouse ® Great Northern Insulation Homes & Land The House Wren K & L Baskets Matt Dyck Mortgage Agentt The Mortgage Division

For more exhibitor information, please p contact: Communications@DurhamR RealEstate.org Ho osted by:

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38 REM SEPTEMBER 2018

Realtors and mental health

THE PUBLISHER’S PAGE

school. At the time, I don’t think any of us had ever known someone we saw on an almost daily basis pass away – I know I hadn’t. At that age, no one even considered it a possibility. Mike was only 15.

Every year, I think about Mike and all the things he’s missed out on since. He never graduated high school. He never went to university. I think about all the rallies and protests he didn’t attend, fighting for things like a universal living wage, against intolerance and discrimination. As I’ve grown older, I’ve grown much more interested in politics. But I feel his absence every year, because I wonder what he’d have to say about all these important issues if he were still with us.

By William Molls

W

hen I was in high school, a new kid moved to our town and quickly became part of my group of friends. We called him “Communist Mike�. It wasn’t just a clever nickname. He literally was a communist.

Only about a year later, though, Mike passed away after taking his own life. It was an event that rocked not just our friend group but also the whole

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Mike’s story, sadly, is all too common. It’s one we’ve all probably been touched by at some point in our lives. And, worse still, Mike is not the only person I’ve known who lost their battle with depression.

The broader issue of mental

Mental Health Association (CMHA), “While many factors can lead to homelessness, mental health plays a significant role – an estimated 25 to 50 per cent of homeless people live with a mental health condition.�

In other words, mental

The broader issue of mental health effects us all, and in more ways than we probably even realize. health effects us all, and in more ways than we probably even realize. More often than not, those who suffer from mental health issues, like depression, suffer in silence.

I believe every real estate professional should be a passionate advocate for mental health support programs. Why? Well, besides it simply being the compassionate thing to do, because real estate professionals are in a unique position to help.

According to the Canadian

NATIONAL REAL ESTATE IN NFORMATION LIISTING SE ERVICE E . COM WWW. REILS.COM / 416-214-4875

health problems and homelessness combine to create a vicious feedback cycle, where one puts up barriers in the way of solving the other. Those who are homeless have a better chance of finding housing if they are receiving treatment for their mental health challenges, but they’re more likely to find access to treatment if they already have housing.

It seems clear to me: Access to safe and affordable housing is the key to breaking that cycle.

So, I ask you: Who is in a better position to advocate for making housing safer and affordable for those who battle with mental health challenges than the real estate industry?

You might ask yourself where the money comes from to provide this support, and it’s a fair question. But consider that, according to CMHA, “Housing designed for people with mental health conditions can contribute to significant cost savings for the health system. It costs $486 a day ($177,390 per year) to keep a person in a psychiatric hospital, compared to $72 per day ($26,280 per year) to house a person in the community with supports.�

Consider, too, how many more Canadians might be in the market to buy their first home if it weren’t for the barriers they face because of their struggles with mental health.

After all, it would be right around this age my friend Mike might have become one of your clients, seeking to buy his first home, if he hadn’t lost his battle with depression.

(Well, assuming he wasn’t still a communist who didn’t believe in private property.)

Solidarity, comrades.

William Molls is the president and CEO of REM. REM

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Gen Blue delivers to you three powerful days of interactive learning, keynote speakers and the opportunity to network and build meaningful connections with over 6,000 Coldwell Banker brokers and sales representatives from around the world.

Contact your local Coldwell Banker broker to find out more about this event, or visit us at bit.ly/genblue2019 for more information.

For a confidential conversation about franchise opportunities with the Coldwell Banker® system in Canada, contact: Mark Lindsey • Regional Vice President, Franchise Sales • 1-800-268-9599 ext. 402 • Mark-lindsey@coldwellbanker.ca © 2018 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. Not intended to solicit brokers under contract.

2018

THE INDUSTRY EVOLUTION SEPTEMBER 26-27, 2018 UNIVERSAL EVENT SPACE VAUGHAN, ON GERALD CLERX CLIENT ENGAGEMENT EXPERT THE EVOLUTION OF ENGAGEMENT: RAISING THE BAR ON YOUR CLIENT’S REAL ESTATE EXPERIENCE

MICHELLE RAY LEADERSHIP EXPERT, ACCOUNTABILITY CATALYST WHO MOVED MY FUTURE: DEMYSTIFYING THE FEAR OF CHANGE

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