2014 Leading Edge Magazine | Royal LePage by Royal LePage Canada

Royal LePage

Leading Edge 2014

BUILDING ON SUCCESS

Royal LePage

2014

rlpNetwork

TABLE OF

contents

MESSAGE FROM THE PRESIDENT Spreading the good word. DOUBLE THE TRAFFIC. TRIPLE THE LEAD VOLUME. Generating leads for Royal LePagers.

KEEPING YOU AHEAD OF THE CURVE Industry-leading web-based training and live workshops.

ATLAS CANADA Your trusted partner in relocation.

REACH PEAK PERFORMANCE IN 2014 Tips from Buffini & Company.

©iStockphoto.com/Logorilla

Simple and easy. Access information and resources you need to reach your maximum potential — whenever and wherever you happen to be. rlpNetwork is your online portal to Royal LePage’s unparalleled sales, marketing, training and technology tools.

www.rlpNetwork.com

Marv Beer, Broker/Owner Royal LePage Access Real Estate Salmon Arm, BC

DISCOVER THE POTENTIAL IN COMMERCIAL Tools and services that stand out.

Cover: ©iStock.com/LifesizeImages, ©iStock.com/Dean Mitchell, ©iStock.com/arekmalang, ©iStock.com/Goodluz, ©iStock.com/ChristopherBernard, ©iStock.com/Squaredpixels, ©iStock.com/vgajic, ©iStock.com/huePhotography, ©iStock.com/skynesher

One address: www.rlpnetwork.com

“ rlpNetwork is my go-to place to access the many services of Royal LePage. I can access useful tools like the Listing and Buyer presentations, as well as keep up-to-date on events. It also offers me quick access to the online referral directory and Marketing Centre. Now as a Broker, I use rlpNetwork even more for agent management, recruiting and reporting.”

GENWORTH CANADA Responsible and affordable homeownership.

THE VOICE OF CANADIAN REAL ESTATE The Royal LePage House Price Survey is a key advantage for Royal LePagers.

ROYAL L e PAGE EVENTS Ready. Set. Network!

18 EXPERIENCE REFERRAL POWER 21 ENERGIZE YOUR SALES CAREER Sales training offered by Chris Leader. 22

MARKETING ON THE GO Sell more. Earn more.

GIVING BACK TO YOUR COMMUNITY Royal LePagers have raised $17 million.

INNOVATING TO BRING ABOUT THE NEXT ERA IN REAL ESTATE Royal LePage monitors changes in technology to enhance the services we deliver.

TD CANADA TRUST TD Mobile Mortgage Specialists.

YOUR SERVICES ADVISORY COUNCIL Representing your voice.

THE LEADER IN SOCIAL MEDIA Build brand awareness and engage with your customers.

ROGERS COMMUNICATIONS Committed to your business needs.

RAISING FUNDS TO HELP STOP FAMILY VIOLENCE Harnessing the collective goodwill, compassion and creativity of Royal LePagers.

Leading Edge Magazine is published annually by Royal LePage Canada, 39 Wynford Drive, Toronto, Ontario, Canada M3C 3K5. Please contact us by email at marketing@royallepage.ca or by telephone at 416-510-5800. Many thanks to our contributors: Brian Buffini, Patricia Burton, Carolyn Cheng, Tammy Gilmer, Jocelynne Haslett, Chris Leader, Fred Lee, Kelly McCain, Christine Nattrass, Jenn Pearce, Melissa Santiago, John Shrives, Phil Soper, Shanan Spencer-Brown, Meera Trivedi, Mike Wrobel. And our sponsors: Atlas Canada, Genworth Canada, Rogers Communications, and TD Canada Trust. All Royal LePage products and services are subject to change. For the most up-to-date information, please visit www.rlpnetwork.com or www.royallepage.ca. © 2014 Brookfield Real Estate Services Manager Limited.

2014 | ROYAL L e PAGE LEADING EDGE

MESSAGE FROM THE PRESIDENT

“ While a business leader in today’s connected world relies heavily on technology and public relations to ‘get the message out,’ I cannot imagine Royal LePage without our people-topeople meetings and conferences.”

Spreading the good word: the President as Chief Communicator and Advocate By Phil Soper

ANY CANADIANS are familiar with the Royal LePage House Price Survey – the well-known quarterly report has been a fixture on Canadian economic and real estate landscapes since 1974. I have always had a personal interest in economics, and, have been an eager participant in the House Price Survey since assuming the presidency, meeting with our team of experts on at least a quarterly basis. My job is to help spot the trends; to find the story in the numbers. After our analysis, we take a deep breath and bravely predict the future of the Canadian housing market; forecasts that many read and rely upon. My role on ‘release day’ is to be available to the national, and surprisingly frequently, the international media, working with newspapers, magazines, television and radio.

Over the years these efforts have helped us to position Royal LePage as “the Voice of Canadian Real Estate.” Our pursuit here is not idle bragging rights. Producing housing data analysis is a responsibility that we take very seriously. Royal LePage has become a credible, go-to source for the media and for institutions like the Bank of Canada. The extensive coverage we garner reinforces our brand as the most credible, real estate brand in Canada. Consumers care.

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I’ve been asked how best to handle tough questions from a journalist. My decade at the helm has seen housing markets as a good story for both our company and for Canadian homeowners, but there have certainly been difficult stretches and challenging issues. The most frenetic time from a public relations perspective was during and immediately following the global financial crisis. In late 2009 and early 2010 the Canadian market was in full recovery mode, with both unit sales and home prices rising rapidly – too rapidly, in our eyes. In the initial 2010 release and in subsequent media interviews, I stated that Canadians were ‘irrationally exuberant’ and that the fragile economic recovery at the time in no way justified the home price increases we were seeing. You can imagine the fuss that was made in the press when the president of Canada’s largest real estate firm made a statement like that! I have always believed that straightforward, honest discourse will win us the trust of Canadian consumers and journalists alike. I am usually optimistic about our country’s housing industry not because I’m spinning tales, but because Canadian real estate is and will remain a good news story.

To complement our public relations stance, I make myself available to the industry as a whole, participating on task forces, think tanks and as a speaker on housing matters at board and association events. I also speak on market trends and public policy outside of the industry. Recently, I met for half a day with a small group of CEOs and the Federal Minister of Finance to advise the government on the upcoming budget. These initiatives offer an opportunity for me to learn and also to advocate on behalf of Royal LePage on issues pertinent to our industry. I received a ‘happy anniversary’ message from Twitter. It has been five years since I first dipped a toe into the vast sea of social media networks. My assessment of social media then remains much the same today: these are valuable communications tools. We need to be present in these online communities, speaking, listening, and engaged, because the stakeholders in our business (clients, colleagues, teachers, business partners) are there. My day typically starts early, with breakfast and a ‘newspaper.’ The news feeds are often electronic now, but the concept is the same: the world is an ever-changing place. We must keep on top of it. While I read, I write, posting ideas and sharing insight into my ‘social media scheduler,’ which in turn feeds Facebook, Google+, LinkedIn and Twitter. What I share online is mostly business, but there’s some humanity there too. Family and friends; living life – like conversations at the office, what we share online should reflect who we are. Royal LePage is an organization of 15,000 REALTORS® and thousands more in management and staff roles. As is the case with most of your first-time buyers, social media networks have replaced email as the primary platform for regular communication between many of you and me. While a business leader in today’s connected world relies heavily on technology and public relations to ‘get the message out,’ I cannot imagine Royal LePage without our people-to-people meetings and conferences. We get together to learn and to plot strategies for winning in tomorrow’s market and to celebrate. We also gather to show thankfulness for the communities that support us and our great company. Through the Royal LePage Shelter Foundation we have a conduit for good people to do good works. On occasion, one of my kids would ask, “what is it that you do at work, dad?” An honest response would be, “I talk to a lot of people, dear.”

Phil Soper President and CEO of Royal LePage Real Estate Services president@royallepage.ca.

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DOUBLE TRIPLE THE TRAFFIC.

The Lead Management Service*, Royal LePage CRM, and the eLeader webinar series offer you a hat trick of tools to help you build business with online leads.

Thousands of leads to participating Royal LePage brokers and agents.

Unique visitors within four months of launch.

THE LEAD VOLUME. Re-launched www.royallepage.ca is generating leads for Royal LePagers

eLeader, has helped agents understand the unique needs of online leads.

SUCCESS STORIES “ I was amazed to see one DDF lead online generate four transactions within our office. I responded immediately to the lead and learned that the buyer was also interested in selling his existing home. That led to another transaction when my colleague had a buyer in mind for that home. It was a win-win-winwin for our office, and for four clients we managed to serve in Royal LePage style!” – KEN KNOFLOOK Sales Representative Royal LePage State Realty Ancaster, ON “ Within six days of receiving a DDF lead from Royal LePage’s national website, I had a firm offer and a deal sealed. The lesson learned is to act quickly when receiving an online lead and to know that leads coming from Royal LePage are indeed of top quality.” – BRYAN WATKINS Managing Broker/General Manager Royal LePage Advance Campbell River, BC

In April 2013, Royal LePage re-launched its national website, www.royallepage.ca, specifically with lead-generation in mind. And, to help you turn online leads into satisfied clients, we’ve also invested in training programs.

LEADS + TRAINING = MORE BUSINESS From a training perspective, converting leads into business requires a unique skill set and is thus cultivated in a variety of ways:

©iStock.com/bowdenimages

COURTESY LEADS The nuts and bolts of the new website have been built upon an architecture that would improve Search Engine Optimization (SEO) or our website’s findability on Google. The new www.royallepage.ca experienced immediate gains, doubling unique visitors within four months of launch! From this unique visitor count, on a monthly basis, we are seeing over tens of thousands of consumers click on your email address to potentially generate you a new lead. This is in addition to the 2,500 lead forms that are filled out for a total potential of 18,000 leads per month from the national website!

DATA DISTRIBUTION FACILITY LEADS The national website now also has the ability to display industrywide* listings from the Canadian Real Estate Association’s Data Distribution Facility (DDF), more than doubling the listings inventory on our website, providing consumers with access to a broader listings inventory. The additional listings inventory has driven thousands of leads to participating Royal LePage brokers and agents for competitor listings in their service area since launch.

• The Social Marketer designation • Our REALTOR® Marketing Workshops • eLeader webinar series • Customer Relationship Management (CRM) training

The Social Marketer designation covers the online universe in detail. Both social media and online lead generation, management and conversion have featured prominently in our REALTOR® Marketing Workshops. Most recently, the webinar series, eLeader, has helped agents understand the unique needs of online leads and provided the key tools and strategies to successfully turn leads into clients. Finally, with the Lead Management service, every agent on the program has access and is trained on how to use the Royal LePage CRM to manage their online lead activities. The Lead Management Service*, Royal LePage CRM, and the eLeader webinar series offer you a hat trick of tools to help you build business with online leads. To learn more about these tools, contact Mike Wrobel – Manager, Lead Management: 416-510-5894 | mwrobel@royallepage.ca. *In provinces where CREA’s DDF has been adopted.

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“ Whether it’s online web-based training or in person, our training will help you advance your career using Royal LePage’s vast array of industry leading tools and services.”

To complement our live workshops, we offer a range of online training programs that are available anytime, anywhere. Our virtual training allows you to learn at your own pace and participate where and when it’s convenient for you.

I am ready to take my career and my business to the next level:

Whether it’s online web-based training or in person, our training will help you advance your career using Royal LePage’s vast array of industry leading tools and services.

• Buffini & Company Peak Producers®

I am new to Royal LePage and want to get off to a strong start: Take part in one of our live monthly Welcome Webinars where you’ll connect live with a member of the Learning Services team for a virtual demonstration, including: • How to navigate rlpNetwork to access the information you need • An overview and introduction to Royal LePage’s online Marketing Centre, where you’ll create marketing pieces to promote yourself and your listings

KEEPING YOU

AHEAD

OF THE CURVE.

Register for our live, in-person REALTOR Marketing Workshops that take place across Canada each spring and fall. You’ll learn, in a group setting, the latest marketing trends. Each workshop includes: ®

• Fresh curriculum featuring emerging trends and established best practices

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learning experience. That’s why Royal LePage has a team of four accredited Learning Consultants that conducts live training twice each year in convenient locations all across Canada. These sessions give you the opportunity to share ideas, learn tips on how to grow your business, discover industry best practices, and network with your peers.

• Hands-on practice using Royal LePage and third-party tools to support your marketing

I want on-demand learning options to develop my skills: Royal LePage University is our online training portal that provides access to courses anytime, anywhere. Choose from courses in sales, marketing and technology. Royal LePage University is also a gateway to leading industry designations with exclusive Royal LePage discounts.

• Sales, service, and negotiation skills courses • Gateway to industry designations with exclusive Royal LePage discounts and value • Access to proprietary designations and training like SocialMarketer and eLeader • Earn CE credits where applicable To learn more about Royal LePage training and developement, contact us at 416-510-5831 | learningservices@royallepage.ca.

• Discussion and exchange of ideas with your peers • An easy-to-implement plan and tips to put the plan into action ©iStock.com/mediaphotos

As a real estate professional, you know that the strongest relationships are built face-to-face. Whether it’s a REALTOR® working with a client or a trainer interacting with a student, the most effective communication happens in person. Here at Royal LePage, we believe that having an instructor in the classroom is a major factor in creating a positive, memorable

• Designations including Certified Luxury Home Marketing Specialist (CLHMS®), Seniors Real Estate Specialist (SRES®), Accredited GreenAgent/GreenBroker™, SocialMarketer, eLeader Training

• Microsoft skills courses

I want to stay current and to learn about new trends in the industry:

Industry-leading web-based training and live workshops that keep you current

• Leader’s Edge Virtual Training

• Social media courses

A recorded version of the Welcome Webinar is also available for those who can’t wait to get started!

“ We believe that having an instructor in the classroom is a major factor in creating a positive, memorable learning experience.”

Royal LePage offers a variety of proven training programs, systems and designations – all designed to accelerate your performance, including:

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Your Trusted Partner in Relocation

Royal LePage

Customer Care

Count on us to ensure the move reflects well on you!

Atlas Canada, and our family of moving companies across Canada, feel privileged to be Royal LePage’s recommended van line for the past 19 years and to be one of your Shelter Foundation partners.

Atlas has a comprehensive quality assurance program that requires mandatory actions from our moving consultants, packers, van operators and agents. Our new electronic survey application used by our moving consultants is a blueprint for a successful move. With this app, all details of the move, including photos of special items or access to the location, are available to everyone involved in the move on a 24/7 basis; thereby ensuring all service commitments and promises are met. We the first national van line to roll-out a national criminal back check program for all of our service providers. Today, we have nearly 4,000 individuals cleared for

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Atlas service. Every aspect of a move is measured and monitored to ensure it complies with our standards. These programs are designed to provide you with peace of mind when you refer a client.

The Customer Care team is here for you.

To make things easier for your clients, we have added an “instant quote” page to the Royal LePage website under the About Us section. www.royallepage.ca/ourpartners When you refer a client to Atlas, we take responsibility for both you and your client. Atlas Canada stands behind the service provided by our 160 agents across Canada and should a problem arise, we will ensure that it is resolved to your client’s satisfaction. To contact your “Best Friend in Relocation” call 1-800-268-5051 or rlp@atlasvanlines.ca.

Bilingual representatives are available, Monday to Friday, 9:00 am – 6:00 pm ET. Helping you is what we do.™

We are committed to providing you with technical support and customer service. Support ranges from configuring your email on your smartphone to step-by-step instructions on navigating rlpNetwork. Questions or concerns?

©iStock.com/studioe6, ©iStock.com/4774344sean, ©iStock.com/IP Galanternik D.U.

Atlas prides itself on helping your clients “plan their move” rather than just “sell” them a moving service. We understand that every family is different and make every effort to customize the move to meet each family’s unique needs with a commitment to integrity, quality and solutions.

©www.istock.com/AndreyPopov

1-877-757-4545 help@royallepage.ca

“ You’ll have a sense of accomplishment – and your business will be in great shape.”

Reach Peak Performance in 2014

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• Intensify your activities. • Track your numbers. • Pick a date and work as hard as you can until then.

Intensify your activities Set aside times to see your favourite clients. When your colleagues might be slowing down during holidays or the summer, you need to speed it up. Two hours a day of lead-generation activities will build a business that lasts. If it’s a rainy morning, carve out some time to get through those personal notes you’ve been putting off. Whatever it is, up your commitment.

©iStock.com/tiburonstudios, ©iStock.com/Goodluz, ©iStock.com/Dean Mitchell, ©iStock.com/kupicoo

Here are three things you can do to maximize your time and energy:

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At Buffini & Company™, we believe that high performance is only possible by adopting the “activity-rest-recovery” approach of a sprinter. Regardless of how well your business has gone to date, you have an opportunity to race for the finish. Don’t even think about coasting — even if things are going well. If you’re close to your goals you need to learn to finish strong so you can hit them. This is about more than revenue; it’s about learning how to win. It can be easy to become complacent when things are going well.

Track your numbers

Pick a date

The only way for a runner to improve their time is to track it. It’s an obvious statement for athletics, so why don’t we apply it to our businesses? Do you currently know your transactions; average sales price income per transaction, gross income and total expenses? Numbers allow you to be objective, you can’t attach emotions to them because plain and simple, the numbers don’t lie. If you are a member of our coaching or training programs then you are probably already tracking and have seen the benefits of this. But people get in the midst of their business and can’t see what’s happening around them. When you know how you’re actually doing you create an objective standard. Once you have the numbers you’ll be on fire.

This is a cyclical business and the referral system has a trailing effect. This means that you are going to bear fruit months from now for the work you put into the garden today. So pick a date, then put your head down and sprint to achieve it. You’ll have a sense of accomplishment — and your business will be in great shape. Royal LePage agents, you have a great leadership team, a great brand and a great market. But don’t rest on your laurels. Develop the mindset and skill set of a sprinter and race for the finish line to get your business squared away.

Brian Buffini Founder and CEO of Buffini & Company™ www.buffiniandcompany.com

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potential

DISCOVER THE

IN COMMERCIAL Tools and services that stand out

“ The program builds upon the traditions that served as hallmarks since its beginnings in the late 1950s.”

AFTER A SHORT HIATUS within the first decade of the 2000s, the Royal LePage Commercial Brand was re-launched in 2012. The program builds upon the traditions that served as hallmarks since its beginnings in the late 1950s. Through the decades, Royal LePage Commercial became synonymous with major land development projects like the Toronto Dominion Centre in Toronto, along with scores of leasing and property management projects across Canada. That proud heritage perpetuates ongoing recognition for the brand and serves as a foundation unique to Royal LePage.

Since the 2012 re-launch, uptake has been significant among commercial sales professionals looking to align with a recognized brand. Fresh and bold branding materials, a dedicated website, best-in-class tools and services and industry partnerships, all offered through a nationally-supported Royal LePage program, round out the appeal. A significant added benefit for participants comes in leveraging the strength of a professional network operating in large and small urban centres across Canada. In addition, many participants gain added momentum through networking opportunities and online engagement including a LinkedIn group, where the quality and professionalism of program participants are evident. However; with the program’s main offerings firmly established, evolving Royal LePage Commercial to the next level takes a champion. Fortunately for Royal LePage, it has two: Lucie Piazza, National Manager, Commercial, sees her role as a facilitator, helping program participants to maximize all that the program has to offer while serving as a conduit to address the needs of participants and bring their ideas to fruition. “I came to this role in 2013 with a background in running my own business and as a licensed agent in full-time commercial sales,” said Piazza. “So when people come to me with a request, or a fresh new idea, I absolutely get it because I am cut from the same cloth.” Piazza has honed her focus on getting to know participants and providing the close contact that is needed to be both responsive and to evolve the program.

well supported by Royal LePage President and CEO Phil Soper, who championed the resurgence of the program and considers Royal LePage Commercial to be an important part of the total Royal LePage offering. As such, he represents the brand, speaking at industry events and often chairs the program’s networking conferences.

“ A key component to the program’s plan is to flesh out opportunities for national accounts to benefit the network.” Piazza also works to continue to draw on economies of scale available to Royal LePage in order to source, customize and deliver partnerships and programs that bring added value to participants and would otherwise be too costly to customize on one’s own dollar. She is also focused on identifying all avenues for referral and leads and encourages program participants to capitalize on the power of the program’s branding and referrals from the Commercial website at www.royallepagecommercial.com.

To learn more about Royal LePage Commercial, contact Lucie Piazza – National Manager, Commercial: 416-510-5825 | luciepiazza@royallepagecommercial.com.

A key component to the program’s plan is to flesh out opportunities for national accounts to benefit the network – a plan

©iStock.com/pressureUA, ©iStock.com/Inkastudio

©iStock.com/OJO_Images, ©iStock.com/Buzbuzzer

Responsible and Affordable

Voice

HOMEOWNERSHIP

The

of Canadian Real Estate THE ROYAL LePAGE HOUSE PRICE SURVEY IS A KEY ADVANTAGE FOR ROYAL LePAGERS

Reporting on

250+ Understand the benefits of mortgage insurance and help your clients turn dreams into reality

There are some key questions you should encourage your clients to ask themselves before they embark on their house hunt.

How is their financial situation? Do they have a steady income stream to support ongoing mortgage payments? How much have they saved for a down payment?

How secure is their employment?

Are they self-employed? Do they work in a volatile or seasonal industry?

What are they looking for in a home and neighbourhood? Do they have a realistic wish list? Are they in a buyer’s or seller’s market? Are they in this for the long-term?

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After discussing these and other questions around affordability and goals, you will be better positioned to guide prospective buyers on the right path. You will also be able to determine if they should consider mortgage insurance in order to achieve their homeownership dream sooner. Genworth Canada offers several programs that can help make homeownership more accessible. The most popular among these programs are the following:

PURCHASE PLUS IMPROVEMENTS: Allows homebuyers to renovate their property immediately after taking possession, with access to up to four lender advances on their mortgage.

HOMEBUYER 95: Provides homebuyers with the opportunity to purchase a property with as little as five per cent down; offers competitive interest rates; lets borrowers choose a fixed, variable or adjustable rate mortgage.

To download customized branded articles for your customers, including a “10 Benefits of Mortgage Insurance” template, sign-up for Genworth Canada’s “My Marketing Source” at www.mymarketingsource.com.

ENERGY-EFFICIENT HOUSING : Offers savings to Genworth-insured mortgage holders who renovate their home to energy-efficient standards; up to 10 per cent savings on mortgage insurance premium, and enhanced qualifying based on energy-efficient heating costs. NEW TO CANADA: Makes it possible for newcomers to Canada to secure a mortgage with as little as five per cent down; available for up to 60 months after arrival in Canada.

Released quarterly, the Royal LePage House Price Survey is the largest, most comprehensive study of its kind in Canada, with information on seven types of housing in more than 250 neighbourhoods from coast-to-coast.

First-time buyers are looking for more than just help finding a new home. Providing added value throughout the home buying process will help you better service your clients and build long lasting relationships.

For more resources to help homebuyers make informed decisions and help you sell more homes, visit www.genworth.ca or contact Kiki Sauriol-Roode at 905-287-5379 or kiki.sauriol-roode@genworth.com.

The report was established in 1974 and has been relied upon ever since not only by consumers but also by financial, government and academic organizations. The report has also achieved unprecedented coverage in all major media outlets across the country. ©iStock.com/buzbuzzer, ©iStock.com/kevinruss, ©iStock.com/jhorrocks, ©iStock.com/GeorgePeters, ©iStock.com/belterz, ©iStock.com/lawcain, ©iStock.com/Terraxplorer, ©iStock.com/janulla

HERE COMES A TIME in someone’s life when it starts to make sense to buy a home. It might coincide with a wedding, a new job, or a new baby. Whatever the reason, it’s important to understand what is driving your client’s decision to buy a home and guide them in the right direction.

©iStock.com/EricVega, ©iStock.com/bowdenimages, ©iStock.com/jhorrocks

Twice a year, Royal LePage also publishes the Royal LePage Market Survey Forecast, providing insight on what Canadians can expect from the housing market for the ensuing months. Housing values in the Royal LePage House Price Survey are provided by Royal LePage brokers who are the local experts and commit to submit their results for each new report.

While the objective of the Royal LePage House Price Survey and the Market Survey Forecast is to help Canadians learn more about home prices in markets across the country, the reports are also strong differentiators for Royal LePage. They have served to establish Royal LePage as the voice of Canadian real estate, as no competitor has consistently received more press coverage than Royal LePage.

organizations regularly turn to Royal LePage for insight on house price trends across the country.

HE REPORT WAS T ESTABLISHED IN

For more information on the Royal LePage House Price Survey and Market Survey Forecast, visit the Media Room at www.royallepage.ca/reportsandsurveys.

1974

Through a robust PR strategy, we have differentiated ourselves from our competitors, and it is working: Royal LePage enjoys the distinction of being the authority on real estate trends and continues to be the single most quoted real estate company in the country.

Each quarter, Royal LePage President and CEO Phil Soper, along with brokers across the country are featured in print, online and broadcast news stories on the latest survey findings, as the media, analysts and banking and government

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ROYAL LePAGE EVENTS

Ready. Set. Network! Beginning this year, each of our flagship events will be held annually, giving you more opportunities to network and build lasting relationships that lead to referral business.

– ANDREA MORRISON Sales Representative Royal LePage Real Estate Services Toronto, Ontario

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NATIONAL SALES CONFERENCE 2014

NATIONAL LEADERSHIP CONFERENCE 2014

NATIONAL CHAIRMAN’S CLUB RETREAT 2014

September 30 to October 2 Sheraton Centre Toronto Hotel Toronto, Ontario

(formerly National Brokers’ Conference)

February 24 to 28 Rosewood Mayakoba Mayakoba, Mexico

This is a not-to-be missed event! Get energized and inspired by our fabulous keynote speakers including Col. Chris Hadfield, Commander of the International Space Station, who captivated the world with stunning photos and commentary from space. Come and hear extraordinary stories from his life as an astronaut, and learn how to make the impossible a reality. See the latest products, services and technology from Royal LePage, our partners and vendors on the Expo floor. Learn and share in the peer panels, breakout sessions, and educational workshops. And have fun, be entertained, and connect at our many networking events.

Date and location to be announced. This long-running management conference offers our broker/owners and managers a unique opportunity to connect and engage with peers from across Canada. Join your colleagues to share and learn ideas to increase profitability, participate in discussions on emerging trends and technologies and listen to industry-leading speakers sharing insights.

An exclusive retreat for Royal LePage’s Chairman’s Club members. Our Top 1 per cent are invited to attend a luxury getaway to celebrate their success. This year’s retreat is being held at the beautiful Rosewood Mayakoba resort in Mexico. It’s sure to provide a memorable experience amid one of the world’s most luxurious destinations. For more information on these and other events, and to connect with fellow attendees before and after each event, join the Royal LePage Events Facebook Group: facebook.com/groups/rlpevents/ ©iStock.com/enjoynz

“ As a regular attendee of both the Chairman’s Club Retreat and the Royal LePage National Sales Conference, I will attest that these are high-quality events and well worth every moment of your time.”

And, to easily participate in Royal LePage Events social conversations, make sure you tag your posts with Conference hashtags on Twitter and Facebook: National Sales Conference: #2014NSC

National Leadership Conference: #2014NLC National Chairman’s Club Retreat: #2014NCC

“ The National Leadership Conference in Barcelona was just one example of a long list of exceptional conferences that bring Royal LePage leaders together from across the country to introduce programs and brainstorm new ideas. I always come away with more than I arrived with.” – ALEX OSCAI Broker/Owner, Royal LePage Meadowtowne Realty Georgetown, Ontario

As a conference registrant you will have access to our Royal LePage Events app. Download it from your app store. Features include: • Up-to-date conference schedule • Details on keynote speakers • Activity feed with useful comments, photos, ratings and more • Earn points, badges and prizes while participating in conference activities • Receive push notifications

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Experience Referral Power Join Royal LePage Canada’s largest referral network

15,000 strong

*Based on Canadian real estate companies. This is not intended as an offer to sell or a solicitation of an offer to buy, including a solicitation of any sales representatives or broker that is currently under contract. ©2014 Brookfield Real Estate Services Manager Ltd. All rights reserved. Any copying, reproduction, distribution or other use of these materials is prohibited.

royallepage.ca/joinus

ENERGIZE S

Videos are a great way to engage with your clients. You have access to over 20 professionally developed videos that provide your clients with valuable information about home buying, renovations, and the Top 5 reasons to use a Royal LePage REALTOR®.

OME SALES people project confidence and charisma while others may have a head for numbers or are highly organized. While these traits are important, great sales people continually seek out ways to leverage their strengths and develop their skills for consistent sales success. They know that training and practice make the difference in producing results. They look for ways to elevate their confidence, skills and knowledge to achieve greater productivity. “Sales training keeps you focused. It reminds you of the fundamentals of the business,” says Jocelyne LeBlanc, a member of the multi-award winning Équipe Roger LeBlanc Team of Royal LePage Atlantic. “Whether you are new or have been in the business for 30 years, training

Share these videos on your website, via email or on your social media channels.

youtube.com/royallepagecanada

gives you the blueprint for what you should be doing most days to keep you consistent.” Take listings, for example. Listings are the backbone for real estate businesses and an area that salespeople continually seek to develop. Leader’s Edge Virtual Training (VT) teaches you how to sell yourself, demonstrate that you are the best person for the job, and to move your clients forward for the right reasons to help you gain more listings. Earning your real estate license taught you how to price a property, write a contract and discuss disclosure rules. Sales training is the important next step to help you build your business. “I couldn’t be the listing agent that I am today without training. It gave me the foundation or presence that is needed,” says Rob Kelly, a top 1 per cent salesperson with Royal LePage Meadowtowne Realty in Mississauga.

your sales career “Chris Leader’s training was the catalyst for me becoming a high-volume producer. Learning the process and understanding how to present at a listing appointment are incredibly important.” Leader’s Edge VT will energize your sales career with prospecting techniques to help you secure leads. You’ll learn dialogues for generating appointments and what to do once you have those appointments. Leader’s Edge VT helps you develop a wide range of sales skills and to project an image that communicates you can get the job done. Interested in Leader’s Edge VT? For more information, ask your Broker to contact Learning Services: 416-510-5831 | learningservices@royallepage.ca.

©iStock.com/Yuri

Chris Leader President of Leader’s Edge Training chris@leadersedgetraining.com

2014 | ROYAL L e PAGE LEADING EDGE

“ It creates a ‘wow’ factor that will help our agents win the battle for a client’s listing and loyalty. This unique toolset gives Royal LePage agents a clear marketing advantage over their competitors.”

Marketing

–P HIL SOPER President and CEO Royal LePage Real Estate Services

Sell more. Earn more. Save time with automatic insertion of listings data

2014 | ROYAL L e PAGE LEADING EDGE

With this technology, a Royal LePage agent can sit at the kitchen table with a client looking to sell a home, pull out his or her iPad to create a feature sheet, slideshow and postcard and then post it on Facebook, Google+, Twitter or Pinterest all within minutes. Understanding that the recipients of these marketing materials may also be on-the-go, the agent can choose to use responsive HTML5 templates that ensure optimal viewing on just about any device. The Marketing Centre is truly an end to end solution. “It creates a ‘wow’ factor that will help our agents win the battle for a client’s listing and loyalty,” said Soper. “This unique toolset gives Royal LePage agents a clear marketing advantage over their competitors.”

“ Clients in today’s marketplace expect information in real-time. We’re thrilled to be able to provide our people with these innovative, mobile-enhanced tools, which will enable them to save time and be more productive”.

Looking towards the year ahead, the Marketing Centre will offer even greater time savings by taking automation one step further. The system will soon be able to detect that you have a new listing and automatically create an entire set of marketing materials based on your listing details and profile information, without you having to do anything. It’s your personal virtual marketing assistant at work, 24/7.

–P HIL SOPER President and CEO Royal LePage Real Estate Services

©iStock.com/andresr, ©iStock.com/hudiemm

As an agent, you probably spend a great deal of time in your car. At Royal LePage, we are always looking for tools and services to help make you more efficient whether at the office or on-the-go. The Royal LePage Marketing Centre is the first fully mobile, bilingual marketing platform developed for real estate. It centralizes all of an agent’s digital and traditional print marketing in one place. It also facilitates the creation and distribution of these materials on popular mobile devices, such as an iPad or Android tablet, in order to maximize the productivity of an agent on-the-go. “Clients in today’s marketplace expect information in real-time. We’re thrilled to be able to provide our people with these innovative, mobile-enhanced tools, which will enable them to save time and be more productive”, said Phil Soper, President and CEO, Royal LePage.

Creating effective marketing materials to promote a listing has never been easier. A Royal LePage agent can simply select a listing, choose among a number of professionally-designed marketing templates, and voila! The photos and details for that listing automatically insert into the template, along with your contact details. You can then choose to distribute as is, or edit as you see fit. Unlike other marketing systems that require a tedious manual entry of listings data, the Marketing Centre does it for you. It’s quick and easy.

To learn more about what the Marketing Centre can do for you, visit: marketing.rlpnetwork.com/mc.

2014 | ROYAL L e PAGE LEADING EDGE

Giving back to your

Community Royal LePagers have raised $17 million for the Royal LePage Shelter Foundation Since 1998, the Royal LePage Shelter Foundation, Canada’s largest public foundation dedicated exclusively to supporting women’s shelters and funding violence prevention and education programs, has helped Royal LePage brokers, agents and offices to stand out within their communities for their dedication and generosity.

During 2013, the Royal LePage Shelter Foundation held “100 Days for Shelter”, a special campaign in recognition of Royal LePage’s 100-year Anniversary. Starting on July 2, the company’s official “birthday”, and lasting for 100 days, Royal LePagers across the country organized an array of events – from golf tournaments and coin drives to fitness challenges and street fairs – all in support of their local women’s shelter. Through public events, marketing support and media coverage, the Royal LePage Shelter Foundation empowers our REALTORS® to stand out from the crowd as a result of their generous community work. By donating a portion of their commission earnings, hosting fundraising events and providing in-kind support to local women’s shelters, they bring safety, hope and opportunity to thousands of abused women and children. In addition to the many events held by individual agents and Royal LePage offices throughout the year, the Shelter Foundation’s signature event takes place each May. That’s when the Royal LePage Shelter Foundation hosts the National Garage Sale for Shelter. All proceeds from this coast-to-coast event benefit local women’s shelters.

As part of Canada’s only real estate company with its own charity, Royal LePagers demonstrate their commitment to giving back to their communities in a variety of ways.

By donating their time and resources, Shelter Foundation supporters have raised more than $17 million over the past 15 years. We could not be more proud! Since 100 per cent of administrative costs for the Shelter Foundation are covered by Royal LePage Canada, every dollar raised goes directly to helping women and children escape domestic abuse. Each year, 200 emergency women’s shelters across Canada receive these funds and help more than 30,000 women and children rebuild their lives. Royal LePage is recognized internationally as a strong advocate and powerful voice for ending violence against women and children. In addition to supporting women’s shelters, we partner with the Canadian Women’s Foundation to fund violence prevention programs including those focused on helping youth develop healthy relationships.

Shanan Spencer-Brown Executive Director and President of the Royal LePage Shelter Foundation shelterfoundation@royallepage.ca www.royallepage.ca/shelter

©iStock.com/londoneye

2014 | ROYAL L e PAGE LEADING EDGE

Innovating to bring about the next era in real estate

“ Our goal, as your partner in real estate, is to bring a more exciting and richer experience for your clients, and in doing so, to help you shine as a REALTOR®.”

Google Glass is another example of wearable technology. The applications within real estate are tremendous. Google Glass functions as a slick headpiece and could allow a consumer to view homes available within a neighbourhood simply by scanning the horizon to see virtual for sale signs float above the homes in view. Even homes that are not for sale could display estimated values. Today, similar technology is demonstrated through mobile apps such as Yelp’s Monocle tool, where restaurants and amenities within view are tagged with ratings and reviews. Why not take the same concepts and apply them to the real estate environment? These are the types of technology advances Royal LePage and our technology partners are watching . Technology is already available through smartphones with GPS that can tell a consumer, for example, that from where she is standing, it is a five minute walk to the nearest subway station and a 23 minute ride to her workplace. With another click of the button, she could contact her agent to arrange a physical showing of the home. These various scenarios are proof that technology is moving at such a rapid rate that yesterday’s sci-fi movie blockbuster quickly becomes today’s reality – think of The Terminator with Arnold Schwarzenegger as the cyborg assassin and his robot eyes, and you can see Google Glass come into play. As such, our business services will soon reflect these exciting developments, considering we partner with the best-in-class technology companies who play an integral part in the tools and services Royal LePage offers.

“ AS PART OF ROYAL LePAGE’S ONGOING DEVELOPMENT FOR BUSINESS SERVICES, WE MONITOR CHANGES IN TECHNOLOGY TO ENHANCE THE SERVICES WE DELIVER.” While it may seem fantastical to imagine detailed housing information appearing before your eyes while you cast your gaze on a house, advancements in technology make this futuristic world very close to reality. In some cases that future is already here with the advent of many technologies, such as augmented reality. And, perhaps most exciting is that these advances in technology can be readily applied to the real estate world. As such, Royal LePage continually seeks out best-in-class technology partners to help us to customize and deliver our business services in ever-changing ways.

Our goal, as your partner in real estate, is to bring a more exciting and richer experience for your clients, and in doing so, to help you shine as a REALTOR®.

“ Companies like Google are launching wearable technology to help consumers gain quicker access to information.”

For example, when a homebuyer walks past a home for sale, how will she go about finding more information? Does she jot down the address and then look online later? Does she record the listing agent’s phone number and then call them? Today, we know that she is able to pull out her smartphone and open a Royal LePage app to look for more information which would also displayother listings in the neighbourhood nearby. But what other options do today’s technologies present for Royal LePage? As part of Royal LePage’s ongoing development for business services, we monitor changes in technology to enhance the services we deliver. It’s not too far-fetched to expect that homebuyers will soon be able to press a button on a wrist watch and have information displayed about homes for sale in the area. Companies like Google are launching wearable technology to help consumers gain quicker access to information. In developing apps for such devices, it won’t be long before information such as a home’s list price, interior photos, square footage, number of bedrooms and bathrooms, among other relevant information, could be available to the consumer simply by a touch of the wrist.

2014 | ROYAL L e PAGE LEADING EDGE

Through best-in-class technology partners like Google, Royal LePage keeps an eye on upcoming trends such as augmented reality and wearable technology

©iStock.com/violetkaipa, ©iStock.com/audioundwerbung, ©iStock.com/kevinruss, ©iStock.com/pixdeluxe, ©iStock.com/caracterdesign

2014 | ROYAL L e PAGE LEADING EDGE

YOUR SERVICES

TD Mobile Mortgage Specialists

ADVISORY COUNCIL

Partnering with Royal LePage to deliver exceptional customer service and flexibility for your clients

AT TD CANADA TRUST, WE PRIDE OURSELVES ON PROVIDING PROFESSIONAL HOME FINANCING ADVICE AND EXCEPTIONAL CUSTOMER SERVICE. Our team of over 700 TD Mobile Mortgage Specialists (MMS) are experts in home financing and are honoured to help Royal LePage customers identify the mortgage options that best meet their needs. We understand your customers live busy lives and are prepared to meet with them wherever and whenever – days, evenings or weekends, it’s up to them. Your TD MMS partners will provide your clients with complimentary mortgage pre-approvals, ensuring they can start their home search secure in the knowledge of what they can afford. We offer a variety of flexible mortgage and payment options, making it easier for your clients to pay off their mortgage in a way that addresses the demands of their lifestyle.

Representing your voice

As part of the TD Service Plus Rewards Program, you have the chance to earn the ultimate reward – The TD Service Plus Rewards Spirit of Excellence Trip. Top performers will be invited to join us for a fantastic all-expenses-paid trip to world class destinations. Recent trips include luxury Mediterranean cruises, multiple Caribbean islands such as St. Lucia and Grand Cayman, and the glorious Ritz-Carlton Penha Longa in Portugal.

Alex Ocsai – Royal LePage Meadowtowne Realty, Barry Clark – Royal LePage Nanaimo Realty, Georges Gaucher – Royal LePage Ville-Marie, Jane Furter – Royal LePage Performance Realty, Keith Church – Royal LePage Grand Valley Realty, Lincoln Thompson – Royal LePage Gardiner Realty, Matt Honsberger – Royal LePage Atlantic, Mike Duggleby – Royal LePage Regina Realty, Laurie Panchyshyn – Royal LePage Real Estate Services, Peter Meyer – Royal LePage Triland Realty, Robert Charbonneau – Royal LePage Action, Rolf Hitzer – Royal LePage Top Producers Real Estate, Steve Gray – Royal LePage Kelowna, Trevor Wilhauk – Royal LePage Westgate Real Estate, Norm Jensen – Royal LePage Network Realty Corp

To enroll in the TD Service Plus Rewards Program, visit us online at serviceplusrewards.com or speak to your local TD Mobile Mortgage Specialist.

Established in October 2006, the Royal LePage Services Advisory Council is comprised of 15 broker-owners and/or their manager delegates, representing different geographies, market size, company size and technological proficiency. ©iStock.com/artpipi

We’re excited to offer our TD Service Plus Rewards program to our Royal LePage partners (not available in Quebec and Alberta). For every qualifying referral to TD, Royal LePage agents will earn

8,000 TD Service Plus Rewards points which can be redeemed for a wide range of exciting merchandise, travel, spa and lifestyle options. Points can also be redeemed to purchase registrations for select Royal LePage conferences, as well as for donations to the Royal LePage Shelter Foundation.

2014 | ROYAL L e PAGE LEADING EDGE

The Council offers a forum for broker-owners to provide valuable feedback on existing services and proposed new concepts that result in direct changes or improvements to Royal LePage’s offering and value proposition. Our thanks go out to all past and current members for their contributions.

CURRENT MEMBERS To continue to generate fresh ideas and new perspectives while maintaining a level of continuity, the first year members stay on the Services Advisory Council for an additional year whereas second year members depart. Each year, we invite new people to submit their candidacy to fill those newly vacant positions. The new Council is announced early in the new year.

2014 | ROYAL L e PAGE LEADING EDGE

The Leader in

Social Media

Royal LePage has

2.5x

more followers

on LinkedIn than the closest competitor

Social media has changed the way contemporary companies market, build brand awareness and engage with their customers. And, Royal LePage is leading the way.

ROYAL LePAGE’S KLOUT SCORE

MOMENTUM

ENGAGEMENT REACH

Royal LePage: 6,831 Re/Max Ontario Atlantic: 480 Century 21 Canada: 581

FACEBOOK LIKES

8,000

TWITTER

150%

10,000

2,894

Re/Max Ontario Atlantic

the number of Twitter followers of the nearest competitor

2,650

2,054

Re/Max Western Canada

Century 21 Canada

858

Re/Max Sutton Group Quebec

Share our posts.

5,618

Royal LePage Facebook posts were shared more than

0 Royal LePage

85%

Almost double

of fans of brands on Facebook recommend brands to others, compared to 60% of average users. (Source: Syncapse)

6,000

5,397 4,000

4,000

2,200

2014 | ROYAL L e PAGE LEADING EDGE

5,580

4,710

3,995

Approximately

2,000 205 0 Royal LePage

times in the last month

It’s an easy way to add, interesting relevant content to your personal social media channels, and expand your reach and engagement.

* Leading national Canadian real estate company based on Twitter followers, Facebook Likes and LinkedIn follower stats as shown on represented company pages on November 4, 2013.

10,763

8,000

6,000

2,000

CONNECTING YOU WITH THE SOCIAL CONSUMER

12,000

Growth in Royal LePage Facebook Likes in the last 6 months

8,828

Sutton Group: 2,766 Re/Max Western Canada: 47

JOIN US ON:

@Royal_LePage @PhilSoper

Re/Max Western Canada

Century 21 Canada

Re/Max Ontario Atlantic

Sutton Group

linkedin.com/company/royal-lepage/

Re/Max Quebec

46%

of online users count on social media when making a purchase decision. (Source: Nielsen)

facebook.com/royallepage

Sources: w ww.nielsen.com/us/en/newswire/2012/how-connectivity-influences-global-shopping.html w ww.syncapse.com/value-of-a-facebook-fan-2013/#.UnkpGXBJNRp ©iStock.com/cienpies, ©iStock.com/-VICTOR-, ©iStock.com/Wonderfulpixel, ©iStock.com/miniature

2014 | ROYAL L e PAGE LEADING EDGE

Royal LePage

Red Market Royal LePage’s official online store

Committed to your

BUSINESS NEEDS Building on our 25-year heritage as Royal LePage’s mobile telecommunications partner

Promote your business with the Red Market*: 1. 2. 3. 4. 5.

Rogers Communications is proud to have been your exclusive wireless provider for over 25 years!

Prospect by wearing your brand Show you care with a closing gift Stay in touch with pop-by gifts Promote your brand with personalization Save money with special offers

We have grown together as two premium national entrepreneurial brands, reaching coast-to-coast, providing first class services to Canadians. The foundation of Rogers’ success is our rock solid wireless network that spans coast to coast and covers 94 per cent of the Canadian population. This LTE – 4G wireless network is supported by a fibre optic and microwave backbone wholly owned, controlled and designed by Rogers. Rogers continually reinvests in network expansion to prevent congestion and ensures seamless uninterrupted communications.

Shop today! *A portion of your sale supports the Royal LePage Shelter Foundation.

rlpredmarket.com 1.877.387.7226 x 237 @RLPRedMarket

The Royal LePage agent and broker are Mobile Road Warriors, and Rogers is there to provide the connectivity to improve efficiencies and quality. Our selection of Smartphone, Tablets and Mobile Hotspots allow unparalleled access to the internet. Most of the tools and applications that you need and use daily can be managed on a Rogers mobile device.

Rogers is committed to ensuring Royal LePage agents and brokers have access to cutting edge real estate applications. The fully mobile electronic real estate transaction is here and can improve the efficiency and documentation flow for the agents and their clients. Every day there are new mobile tools being engineered specifically for the real estate industry. Rogers works closely with many of these application developers to confirm their functionality and to communicate new offerings with Royal LePage agents and brokers. Rogers has recently launched new unlimited airtime bundles with great data and long distance options included. To access these programs please contact Steve Dunn at 416-505-1717, email sdunn@uptownwireless.ca or you can order online at www.uptownwireless.ca/royallepage.

2014 | ROYAL L e PAGE LEADING EDGE

RAISING FUNDS to help stop family violence

Royal LePagers have raised

more than

$17 million

for local women’s shelters and have focused attention on the issue of family violence in Canada.

The Royal LePage Shelter Foundation harnesses the collective goodwill, compassion and creativity of our professionals. While the issue of family violence is a serious one, hosting fundraising events starts with a little bit of creativity and the goal of raising money while having fun. Across the country, Royal LePage offices host a variety of different events, such as: garage sales, gala dinners, golf tournaments, silent and live auctions, BBQ lunches and lobster dinners. They organize 50/50 draws, sporting events, clothing sales, street fairs, and more. Every year, dozens of Royal LePage agents and offices are nominated for a Shelter Award which recognizes those who make an outstanding contribution to their local women’s shelter or to the Royal LePage Shelter Foundation. Working together and reaching out to their clients and business partners, Royal LePagers have raised more than $17 million for local women’s shelters and have focused attention on the issue of family violence in Canada.

2014 | ROYAL L e PAGE LEADING EDGE

Royal LePage

ClientClick Go Mobile. Get More Leads.

Royal LePage

Preferred Suppliers

Get online for as little as

169

/ year!

Royal LePage leverages its national scale and negotiates on your behalf. Create an effective online presence with: • • • • •

A choice of professional templates Lead capture forms CREA DDF listings support Social media integration A mobile site at no extra cost

Start your FREE 60-day trial! marketing.rlpnetwork.com/cc

“ I was fairly new to real estate and knew that a website would be the best way to promote myself. ClientClick offered a cost effective solution and helped me to get up and running quickly. Within no time, I was thrilled to receive a lead from a couple relocating from New Jersey.”

Royal LePage partners with brand leaders to offer exceptional products and services to support your business. Our suppliers offer value that is unique and often exclusive to Royal LePage, including reduced pricing and/or value-added benefits.* marketing.rlpnetwork.com/suppliers

Nancy Carreiro, Sales Representative Royal LePage Real Estate Services Ltd., Brokerage Oakville, ON

*Partners, suppliers and their offerings are subject to change.

Royal LePage

National Sales Conference 2014

Royal LePagers from across the country join together in vibrant Toronto to engage, network, be inspired and learn from dynamic speakers. Learn and share in the peer panels, breakout sessions, and educational workshops. Have fun, be entertained, and connect at our many networking events. Sheraton Centre, Toronto, ON September 30 – October 2, 2014

Don’t miss out. Register today! royallepageevents.ca/nsc2014 Thank you to our sponsors:

Featuring our special keynote speaker: Col. Chris Hadfield, Commander of the International Space Station.