2015 Leading Edge Magazine | Royal LePage by Royal LePage Canada

Royal LePage

LEADING EDGE 2015

Maximizing your earning potential

contents TABLE OF

MAXIMIZING YOUR EARNING POTENTIAL

CONNECTIONS THAT MATTER Royal LePage Events help you connect with ideas and people to boost your business.

MESSAGE FROM THE CEO Simply the best. rlpNetwork DESIGNED FOR YOU The all-new Intranet puts Royal LePage tools at your fingertips.

RIDE THE MOMENTUM A growing office can provide indirect benefits that help you to reach your full potential.

8 9 YOU’RE THE BRAND

STAND UP. STAND OUT. Royal LePage professionals gain recognition by making a difference.

TD CANADA TRUST

ROYAL L e PAGE, THE SOCIAL MEDIA LEADER

Insights gleaned from “UnSelling” author Scott Stratten.

YOUR SERVICES ADVISORY COUNCIL Feedback & Opinion.

LEVERAGE THE LUXURY Carriage Trade luxury property marketing and training elevates your potential.

TAKE IT UP A NOTCH The Royal LePage Marketing Centre helps you market like a pro!

28 29 TURN BUSY INTO PRODUCTIVE Productive salespeople know

MOBILIZE YOUR MARKETING Royal LePage ClientClick websites optimize your online presence for mobile, maximizing your digital footprint.

ATLAS CANADA

MAXIMIZE YOUR POTENTIAL Discover the link between training and sales success.

ONE STOP SUPPORT Rely on Royal LePage Customer Care for information and technical support.

THE VOICE OF CANADIAN REAL ESTATE Trusted market insight.

EARN REFERRAL INCOME It pays to refer your brokerage’s Royal LePage Commercial agent.

GENWORTH CANADA

how to focus on what’s important.

ROGERS COMMUNICATIONS

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: David Bradshaw, Lucie Brusse, Brian Buffini, Patricia Burton, Carolyn Cheng, Joanne Geridis, Tammy Gilmer, Jocelynne Haslett, Sandra Helmi, Chris Leader, Fred Lee, Jon MacCall, Kelly McCain, Christine Nattrass, Jenn Pearce, Melissa Santiago, John Shrives, Phil Soper, Jennifer Spahn, Shanan Spencer-Brown, Scott Stratten, 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 rlpnetwork.com or royallepage.ca. © 2015 Brookfield Real Estate Services Manager Limited.

MESSAGE FROM THE CEO

SIMPLY THE BEST Creating an environment where the best REALTORS maximize their potential. ®

With Tina Turner’s Simply the Best and a dazzling laser light show cutting through thunderous applause, the curtain rose on the 2014 National Sales Conference in Toronto. The song was chosen carefully and the theme proved apt. Conference week provided example after example of why Royal LePage REALTORS® are the best at what they do. Passionate, generous, competitive, engaged, and eager to learn: the delegates showed themselves to be the equivalent of Canadian real estate intelligentsia; assembled for the serious mission of improving the very industry in which we derive our excellent livings. I see this determination to be better, to differentiate oneself by offering superior service, in Royal LePage professionals across Canada. And in my opinion, it

2015 | ROYAL L e PAGE LEADING EDGE

has never been more important for us to do exactly that. The competency of the average real estate agent in our country has slipped over the past decade thanks to a former federal regulator intent on lowering standards in an effort to stoke competition in an already hyper-competitive industry. This is sad for Canadian consumers, and Royal LePage volunteer leaders in Boards and Associations are doing their best to turn the tide. But we cannot wait. We must step up today and be the trusted advisors our clients are seeking, knowledgeable about the entire real estate transaction, from neighbourhood expertise; to insight into energy efficiency and flood patterns; to financing and insurance strategies; to expertly negotiating contracts. Royal LePage professionals know that being a ‘home finder’ is simply not enough anymore.

“ Our commitment is to accompany and guide you on this journey to enhanced professionalism.”

Our commitment is to accompany and guide you on this journey to enhanced professionalism. In doing so, we unabashedly commit to helping you maximize your earning potential. We do that by providing you with powerful business tools, access to leads and referrals, and training for all stages of your career to build your skills and fill your sales pipeline. We stand behind you with the industry’s most treasured brand and a culture of collaboration and innovation.

This focus on providing exceptional service and value is paying off. This is a momentum industry, and Royal LePage is experiencing unparalleled positive momentum. In 2014 alone, many of the largest and most valued competitive brokerages from large, well-known American brands were welcomed into the Royal LePage family. REALTORS® from decades’ old, admired local firms like Sussex, New Concept, Johnson and Case have decided that our brand is where they can grow and maximize their potential. And most important, as we move to number one in market after market across the land, the productivity of the average Royal LePage agent grows—our average earnings are now 150 per cent of the rest of the industry.

“ Now is a time to embrace the emerging technologies that we provide you through Royal LePage tools and services.” – PHIL SOPER

As our industry evolved over the past century, Royal lePage REALTORS® prospered again and again because they were willing to see change as an opportunity. Now is a time to embrace the emerging technologies that we provide you through Royal LePage tools and services; to commit to continuous, serious learning; and to look for innovative ways to leverage the power of our brand. Together we will deliver superior real estate brokerage services to Canadian consumers, and in the process, maximize your earning potential. It is a good time to be Simply the Best.

– PHIL SOPER

PHIL SOPER President and CEO of Royal LePage Real Estate Services president@royallepage.ca

2015 | ROYAL L e PAGE LEADING EDGE

rlpNetwork is an entirely new website with a modern, contemporary design. It is easier to find the information and tools you need, and to engage and collaborate with your fellow Royal LePagers. It has the distinction of being the first Intranet site to integrate with Google Apps for Work™. The new rlpNetwork’s benefits are:

1. It’s easy to use. A new, vibrant look with more images and pared-down text, along with intuitive navigation are cornerstone to the new rlpNetwork. Locate everything you need to be productive and efficient with the tools you use each day. Menus build out in predictable ways, so you can easily find related topics. Common tasks are highlighted, such as “I want business cards,” to lead you directly to the tools to get your tasks done.

2. You can search for what you need. Just type it in and you can find it. The Google search bar returns search results from content pages as well as documents. In addition, the agent referral directory has been updated. Now you can enhance your profile and more easily search for anyone across Royal LePage and understand more about them and their areas of expertise.

rlpNetwork

designed for you The all-new Intranet puts Royal LePage tools at your fingertips.

2015 | ROYAL L e PAGE LEADING EDGE

3. It alerts you to what’s new. One login launches you into both rlpNetwork and your Google accounts. You will see how many new emails you have if you use the @royallepage.ca email address; new documents that have been shared with you, and; new posts in the communities you belong to.

4. It allows you to exchange best practices. Through Google Communities, you will be able to ask questions as well as share information and best practices with like-minded people. rlpNetwork will not just provide information, it will allow you to leverage the knowledge of all of your peers in the network.

“ Royal LePage has brought leading edge, award-winning technology to royallepage.ca, m.royallepage.ca and the iPhone® app in recent years. This year, we are doing the same for rlpNetwork,” said Carolyn Cheng, SVP, Strategic Business Services. “Make sure you watch the launch video to check out the new features. We encourage all Royal LePagers to log into the new rlpNetwork and put it to work for you today!”

For more information, contact Customer Care at 1-877-757-4545 or email help@royallepage.ca.

©iStock.com/robertsrob, ©iStock.com/michaeljung, ©shutterstock.com/Andresr, ©iStock.com/digitalskillet, ©iStock.com/hikesterson, ©iStock.com/Goodluz

2015 | ROYAL L e PAGE LEADING EDGE

Ride the

MOMENTUM A growing office can provide indirect benefits that help you to reach your full potential.

One of the things I often encounter when speaking to audiences across North America is an apprehension about change. We tend not to like it, but the truth is, change, and growth in particular, are good for business. When your office is growing, so are you.

With an increase in office size comes a greater emphasis on training and development. You also have more opportunities to connect with other top producers. One of the things we’ve seen with our Peak Producers training program is a strengthening of the bonds among agents. Going through the same training, agents share ideas, encouragement and accountability. Spending time with people who want to get better makes you better.

Forward-looking companies create plans for how they can continue to thrive and prosper. By adding great, like-minded professionals to their organizations, the benefits of growth spill over to all involved.

• Raises the level of production • Increases market share • Shores up the office culture • Increases brand awareness • Fosters growth and development

Royal LePage is one of the most time-tested organizations in Canada. They have a solid culture of community and production. And they’re all about growth—and finding the right way for expansion. It matters with whom we surround ourselves and recruiting is how your broker ups the ante in your office.

“ If you want your business to increase, help your office grow. It’s as simple as that.”

If you want your business to increase, help your office grow. It’s as simple as that. Help them hire other great people…and if you work by referral, then you already know the benefits of working with people you like. It makes this business more enjoyable, it makes you more productive and it makes your brand in the marketplace even stronger.

The Royal LePage Home Magazine is a powerful marketing tool designed to enhance your professional reputation and quality service, and it’s available exclusively to you. National property listings showcased alongside engaging articles that embrace Canadian style, local culinary tastes, travel and interior design. To order the Royal LePage Home Magazine, visit royallepagehome.com.

BRIAN BUFFINI Founder and CEO of Buffini & Company™ buffiniandcompany.com

©iStock.com/YinYang

Benefits of a growing office:

©iStock.com/TommL, ©iStock.com/ZINQ Stock, ©shutterstock.com/Kzenon, ©shutterstock.com/wavebreakmedia

The great football coach, Lou Holtz said, “In this world you’re either growing or you’re dying, so get in motion and grow.” Growth and momentum are the lifeblood of any business.

royallepagehome.com Digital version available for download on royallepagehome.com

You’re the

BRAND INSIGHTS GLEANED FROM “UNSELLING” AUTHOR SCOTT STRATTEN.

Attendees of the 2014 Royal LePage National Sales Conference, held in Toronto, were a rapt audience for keynote speaker Scott Stratten. His entertaining presentation challenged many long-standing sales concepts. Stratten provided new insight into how selling should be undone, and how branding is all about your actions.

©iStock.com/Dragon Images Ltd, ©iStock.com/Squaredpixel Productions

Key to his latest book UnSelling, which he has co-written with Alison Kramer, is the notion to throw out the traditional sales funnel and focus instead on our actions. “UnSelling is about removing this “funnel vision,” reaching out to clients in a meaningful way, and becoming the go-to brand. The sales figures will follow,” he says. To illustrate the point, Stratten tells the story of Joshie, a stuffed giraffe, who was left behind at the Ritz-Carlton Amelia Island hotel. The hotel staff’s amusing and extraordinary customer service was promoted widely after they took photos of the beloved missing toy, pictured enjoying a vacation at the hotel. Joshie was shown lounging by the pool; taking a ride on a golf cart, being issued a Ritz-Carlton ID badge as an honorary member of the Loss Prevention Team, and; taking a shift in front of the security monitors—all in an effort to ease the little boy’s woes in being without his special Joshie before the toy arrived safely back home.

The story illustrates that attention to our actions each day is the true power of any brand. Gaining clients and achieving success is not the result of the company logo, or the bus bench ad, or the number of homes we’ve sold. Stratten crystallizes branding as the impression we leave on people every day, in every one of our daily interactions. Clients hire us for more than the task we are hired to do. To differentiate yourself, you need to become the brand. Our brand, the real, true and powerful brand, is the personal connections we make and the good and important things we do to show customers, and people everywhere, that we care. “What matters in branding is what you do. Your brand isn’t what you say it is; it’s what your customers experience and tell others,” says Stratten. It’s a powerful thought. You’re the brand. FOLLOW SCOTT STRATTEN ON TWITTER AT @unMarketing UnSelling is available at bookstores everywhere: ISBN: 978-1-118-94300-7 (cloth) ISBN: 978-1-118-94301-4 (ebk) ISBN: 978-1-118-94302-1 (ebk)

2015 | ROYAL L e PAGE LEADING EDGE

Mobilize

LEVERAGE THE LUXURY Carriage Trade luxury property marketing and training elevate your potential.

your marketing

Royal LePage ClientClick websites optimize your online presence for mobile, maximizing your digital footprint. By Jon MacCall, B.Sc., MBA, P.Eng. President, JumpTools Inc.

By now, you consider your website an essential part of your marketing. It serves as your online business card and the hub of your online lead generation. Social media, blogs and other online properties add to your digital mix, helping to drive traffic to your website. However, the online audience is changing, which means your website must keep pace.

With the meteoric rise of mobile, the access point of choice for the Web is fast becoming smartphones and tablets. According to Google’s 2013 Mobile Planet Canadian survey, 56 per cent of adult Canadians carry smartphones, up from 32 per cent the year before. 70 per cent of smartphone users access local information and connect with the business that provided the information—and that can be you! The changing web habits of consumers dictate that your website needs to be mobile-optimized. Studies show that

consumers have little patience for navigating “desktop” websites on their smartphone. Their expectation is that information will be provided in a mobile-friendly format. Failing to deliver on the mobile promise can create a negative opinion of your business. Royal LePage ClientClick websites make it easy for you to go mobile. A mobileoptimized version of your agent, team or office website is available at no extra cost and is automatically published along with the desktop version, so there’s no extra work. Your website offers valuable information about local listings. Leverage your website and drive more leads by providing mobilefriendly information to the 56 per cent of Canadians surfing on their smartphones.

Now, qualifying Royal LePage listings are automatically identified and supported by an all-new Carriage Trade program, bolstered with refreshed marketing tools, resources, training and referral opportunities for agents working with luxury listings.

The new Carriage Trade program features technology enhancements that automatically identify qualifying listings. The ability to have those listings identified and painlessly added on the Carriage Trade website, is the backbone of the Carriage Trade brand’s resurgence, and helping agents to better serve their luxury clients.

The program provides exclusive savings on the Certified Luxury Home Marketing Specialist® designation, offered through the internationally renowned Institute of Luxury Home Marketing (ILHM). The certification now includes a two-year membership with ILHM, to facilitate opportunities for referrals and networking on an international scale.

Technology enhancements

New property marketing and promotional materials Redesigned marketing templates, reflective of your luxury service offering, allow you to easily create full-screen slide-shows, feature sheets, property brochures, postcards, and property cards. Further, a supporting cast of prospecting and promotional resources differentiate your elite service from end to end.

Luxury advertising program

Advertise your listings to a discerning international audience through the Luxury Home Advertising program available through RobbReport.com, and Robb Report Collection and Home & Style magazines. The program offers up to 60 per cent off posted advertising rates and has been enhanced to include deeper discounts and incentives for volume advertising.

Earn your Certified Luxury Home Marketing Specialist® designation

Royal LePage enjoys a 15 per cent discount on the online luxury designation course, along with a two-year membership in the Institute of Luxury Home Marketing, providing opportunity to promote your listing and network internationally. You also have the opportunity to take the course live. In 2015, industry authority, Laurie Moore-Moore, hosts two Royal LePage exclusive training sessions over two days. The first session is in Toronto, May 4-5, and the second is an industry first in Calgary, one of Canada’s fastest growing luxury property markets. For more information, visit my.rlpNetwork.com/carriagetrade

2015 | ROYAL L e PAGE LEADING EDGE

©iStock.com/Joshua Hodge Photography

The newly-refreshed Carriage Trade luxury property marketing program includes these features and improvements:

©iStock.com/La Fabrika Pixel, ©iStock.com/JodiJacobson, ©iStock.com/ShutterWorx

Agents working within the luxury realm have taken notice of the September 2014 relaunch of the Carriage Trade luxury property marketing program.

For more information, visit: my.rlpNetwork.com/clientclick

More than

©iStock.com/RuslanDashinsky

The Royal LePage website and iPhone® app funnel up to 9,000 hot leads per month to Royal LePagers across the country. That’s over 100,000 new business opportunities every year.

each year

LEADS

100,000

MAXIMIZE

“ The Learning Consultants explain things very well and have exposed me to new ways to grow my business.” – KRISTA JENSEN, Royal LePage Atlantic

YOUR POTENTIAL

A 2007 study, Connecting the dots: Linking training investment to business outcomes conducted by The Canadian Council on Learning detailed case studies involving training on a wide range of industries. The report revealed positive returns on investment in all cases, ranging from 30 to 1,277 per cent. In the two cases of sales-specific training (Hewlett-Packard and United Petroleum), return on investment was recorded at 195 per cent and 206 per cent respectively.

Royal LePage agents attending REALTOR® Marketing Workshops mirror the findings: • 54% report they are more productive from attending our training, and; • 32% said they gained skills and knowledge that helped them obtain new clients. Royal LePage stands firmly behind your sales development. Each year, we roll out a complete calendar of training programs, including two cross-Canada REALTOR® Marketing Workshops where members of the Learning Services team travel the country delivering in-person training on the latest real estate industry and marketing trends. To learn more visit the Training section in rlpNetwork or email learningservices@royallepage.ca.

Here’s an overview of your training opportunities:

DISCOVER THE LINK BETWEEN TRAINING AND SALES SUCCESS.

2015 | ROYAL L e PAGE LEADING EDGE

Thankfully, deciphering and evaluating the myriad of tools and approaches to meet today’s sales challenges can be addressed with effective sales and marketing training—long a cornerstone of the Royal LePage offering. Sales managers and administrators across Royal LePage are renowned facilitators and promoters of learning and development among their salespeople. The Learning Services team at Royal LePage supports this mandate by identifying key real estate industry trends and developing training programs tailored to meet the challenges of today’s REALTORS®.

“ The material was easy to understand and the instructor helped us apply the new knowledge in ways that work for us.”

WHAT

WHEN

WHERE

REALTOR® Marketing Workshops

Practical, interactive workshops that enhance your marketing and technology skills featuring a new curriculum each season.

• Spring: March through June

Across Canada, live and inperson at a location near you.

Welcome Webinar

Designed to help new agents get up and running quickly while providing existing agents a refresh of Royal LePage tools and services.

• Second Wednesday of every month (EN), 2:00 pm ET

Get started with the Marketing Centre

Quickly create personalized print, web and drip marketing pieces for prospecting, showcasing listings and nurturing repeat and referral business.

• Fourth Wednesday of every month (EN), 2:00 pm ET

Designations

A host of specialized industry and proprietary training designations designed to take your business to the next level.

• On demand

Online training

Build your business with an in-depth look at Royal LePage tools, as well as training focused on unique industry opportunities and past workshop content.

• On demand

Recorded tutorials available on rlpNetwork.

Additional training links

The best smartphone and tablet technology tutorials the Internet has to offer, plus access apps and online resources that help you be more productive.

• On demand

Recorded tutorials available on rlpNetwork.

– K ARI SEARLE, Royal LePage Parksville-Qualicum Beach Realty

©iStock.com/francisblack

ales professionals and their managers are continually presented with the latest tools and tactics to bolster sales effectiveness. The abundance of novel ideas can overwhelm even the most seasoned REALTORS®. At the same time, the demand on today’s real estate professionals has become increasingly complex requiring a breadth of knowledge, skills and abilities. Technology has led to new ways to influence and interact with homebuyers and sellers, who in turn, have more information at their disposal than ever before, making it imperative that sales professionals effectively demonstrate their value.

TRAINING

*Recorded version also available.

• Fall: September through December

Dates and times available on rlpNetwork.

• Second Wednesday of every other month (FR), 11:00 am ET

• Fourth Wednesday of every other month (FR), 11:00 am ET

Live Webinar* Dates and times available on rlpNetwork.

Recorded tutorials available on rlpNetwork. (Reduced fees apply to industry designations)

2015 | ROYAL L e PAGE LEADING EDGE

THE VOICE OF CANADIAN REAL ESTATE

TRUSTED

market insight

Royal LePage agents share Royal LePage reports with clients and prospects, helping to differentiate themselves within their local markets.

Regularly issued reports and surveys:

Royal LePage has the distinction of being the single most-quoted real estate company in Canada—and leads all other brands in media coverage—hence our status as “The Voice of Canadian Real Estate.”

• Regional Market Updates (quarterly)

As a trusted source of information and advice, Royal LePage provides top-tier media with a comprehensive list of reports and surveys each year. From real estate pricing trends to homeowner advice, we deliver timely news and valuable information to help your clients make smart real estate decisions.

• House Price Survey (quarterly) • House Price Survey and Market Forecast (twice yearly) • Recreational Property Report (annually) • Condo Report (periodically) • First Time Buyers Report (periodically)

HELPING YOU DELIVER.

• Female Buyers Report (periodically)

©iStock.com/Squaredpixel Productions

Visit royallepage.ca/reportsandsurveys for access to all Royal LePage reports.

PHIL SOPER AWARDED CEO OF THE YEAR ROYAL L e PAGE is extremely proud to have had our CEO, Phil Soper, named CEO of the year for 2014. The award from the Canadian Public Relations Society (CPRS), first created in 1991, recognizes communications excellence and advocates that a successful CEO must be an excellent communicator who can express a clear mission and shared values with a broad range of stakeholders. The measurement criteria for the award includes: creating a vision; a mechanism to deliver the vision; goals and beliefs of the organization; is an active member of the public relations team; media relations; employee communications; internal

climate; community support; shareholders; crisis communications, and; ethics. Phil Soper joins an esteemed group of past recipients including: Robert Deluce of Porter Airlines, Galen G. Weston of Loblaw Companies, Frances Lankin of the United Way of Greater Toronto, Michael Budman and Don Green of Roots Canada, Piers Handling of the Toronto International Film Festival, and last year’s recipient, John E. Betts of McDonald’s Canada.

As Genworth Canada enters its 20th year delivering mortgage insurance in Canada, and 3rd year of our alliance with Royal LePage, we are more committed than ever to enabling responsible homeownership for all Canadians and supporting mortgage and real estate industry professionals across the country. In today’s competitive real estate market homebuyers expect a great deal from their REALTOR - beyond finding the right home at the best price. Helping customers evaluate what they can afford, referring them to reliable professionals for every step of the journey, and providing them quick and easy access to resources that will help them understand all their options is critical.

That’s where Genworth Canada comes in. With the new HomeOpeners® video series and HomeOpeners® App, Genworth Canada is equipping you with tools to close more deals – faster.

HomeOpeners® App

HomeOpeners® video series

Go to Genworthmobile.ca from your smartphone and gain access to an allin-one tool that makes it easy to provide useful information to customers at any time. With features like the ability to send customized emails from mortgage calculators, direct access to product videos and geolocation-driven account manager contacts, the HomeOpeners® App will help you move your business forward wherever you are.

If you have customers worried they might miss the perfect home because they don’t have a sufficient down payment saved up, or customers who fear their self-employed status might make qualifying for a mortgage challenging, refer them to Genworth Canada’s HomeOpeners® video series. Designed to help illustrate how mortgage insurance helps achieve homeownership sooner, this series can turn curious buyers into serious buyers – opening doors to more sales for you.

Always on the move and finding it hard to keep your clients informed while on the run?

Visit www.Genworthmobile.ca or scan the QR code. We make homeownership easier.

Visit www.genworth.ca/HOV.

Celebrating 20 years of helping Canadians achieve the dream of homeownership.

800.511.8888

Genworth.ca

Homeownership.ca

Genworthsmartshopper.ca

Genworthmobile.ca

YOUR TOOL KIT

MAXIMIZING YOUR EARNING POTENTIAL

rlpnetwork.com

ESS C C U S R FO

Royal LePage REALTORS® are known as some of the best and most successful in the industry. Year over year, our sales professionals are more productive than the average for the rest of the Canadian real estate industry. That is, in part, due to our commitment to providing you with the industry’s best services and support. Leverage your Royal LePage Toolkit for Success and empower your professional growth and development.

To find out more, visit rlpNetwork.com. Brand

Innovative Technology

• Awareness • Standards • Public Relations • Campaigns • Marketing Pieces • Social Responsibility

• Google Apps™ (Gmail, Hangouts, Drive, G+) • royallepage.ca, Mobile App • Mobile Website • rlpNetwork.com • SalesForce CRM • Marketing Centre

Culture & Community

Leadership

• Royal LePage Shelter Foundation • Helping You is What We Do™

• The Voice of Canadian Real Estate • Strong Local Management

Lead Generation/Referrals

Recognition & Events

• royallepage.ca Leads • Referrals via Royal LePage Brokers/Agents • Relocations • International Referrals (Berkshire Hathaway) • Referral Directory

• National Sales Conferences • National Chairman's Club Conferences • Regional Awards and Recognition

Training

Support

• Orientation Program • Marketing Workshops • Online Training • Proprietary & Industry Designations • User Guides • Leader's Edge • Buffini & Company™

• Toll-free phone and email support, 9 am to 6 pm EST, Monday to Friday • Fully bilingual staff

Marketing

Benefits of Affiliation

• @royallepage.ca email • Personal Promotional Materials • Buyer and Listings Marketing Tools • Royal LePage TV • Promotions • Social Media Leadership • REM Ads • Luxury Homes Program • Commercial

• Network Strength • Quality Peers • Networking Events • Best Practices Sharing • Support • Preferred Suppliers

Connections that matter Royal LePage events help you connect with ideas and people to boost your business.

BUILD YOUR REFERRAL BUSINESS. Develop longlasting referral relationships with Royal LePagers in your community and from across the country. Networking effectively helps you to grow your business.

FIND INSPIRATION. Royal LePage conferences and events are renowned for the quality of our keynote speakers. Carefully-selected and nationally-renowned presenters provide insights that transfer directly to your business.

NETWORK AT EVENING EVENTS. Royal LePage events make your social time count with a wealth of fun ways to bring people together. Get to know your colleagues and find out why everyone talks about Royal LePage high-impact evening events.

TAKE HOME NEW IDEAS. With scores of educational breakouts and exhibitors introducing new products and services, Royal LePage conferences and events expose you to the latest trends, products and thinking.

ROYAL LePAGE HAS MORE THAN

DOUBLED IN SIZE Maximize results. Put our strong national brand to work for you.

2015 RECOGNITION EVENTS East Coast Conference – Halifax, NS Jan. 24, 2015 Quebec – Laval, Feb. 6, 2015 Ontario – Toronto, Feb. 12, 2015 British Columbia – Vancouver, March 5, 2015 Manitoba – Winnipeg, March 7, 2015 Alberta – Red Deer, March 11, 2015

National Sales Conference 2016

Saskatchewan – Saskatoon, March 13, 2015

YOU WILL BE JOINED BY AS MANY AS 1,000 OF YOUR FELLOW ROYAL L e PAGERS. Don’t miss this opportunity to network, learn and experience all that our National Sales Conference has to offer!

National Chairman’s Club Retreat

For more information, visit: royallepageevents.ca.

Year 2000

7,000 REALTORS ®

Andaz Peninsula Papagayo Resort, Peninsula Papagayo, Costa Rica, Feb. 23-27, 2015 Each year, Royal LePage Chairman’s Club members—the top 1 per cent in Canada—are invited to attend an exclusive retreat at a luxury resort to celebrate their success.

facebook.com/groups/rlpevents #rlpNSC @Royal_LePage

2015 | ROYAL L e PAGE LEADING EDGE

royallepage.ca 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. ©2015 Brookfield Real Estate Services Manager Limited. All rights reserved. Any copying, reproduction, distribution or other use of these materials is prohibited.

Year 2014

16,000 REALTORS ®

Since 1998, Royal LePage brokers, agents and staff have raised

more than $18 million to support women’s shelters and violence prevention programs.

100%

of every dollar raised goes directly to helping women and children escape domestic violence.

Every day in Canada,

6,500

200

women and children stay in an emergency shelter to escape abuse.

emergency women’s shelters across Canada and programs.

Stand up Stand out .

Royal LePage professionals gain recognition by making a difference.

Many Royal LePage sales representatives donate a portion of their commissions to the Royal LePage Shelter Foundation when they help their clients buy or sell a home. Hosting events—such as charity golf tournaments, fundraising dinners, live and silent auctions, and the annual National Garage Sale for Shelter—brings Royal LePagers together toward a common goal to raise funds for their local shelter. Royal LePage professionals also provide tangible support by donating items that help improve the lives of women and children staying in shelters. Every day in Canada, 6,500 women and children stay in an emergency shelter to escape abuse.

funds to 200 emergency women’s shelters across Canada and programs that help women and children rebuild their lives after violence. In addition to supporting women’s shelters, we partner with the Canadian Women’s Foundation and other organizations to fund programs that help youth develop healthy relationships.

Royal LePage—the only Canadian real estate company with its own charity—established the Royal LePage Shelter Foundation in 1998 to help put an end to family violence and to empower Royal LePage REALTORS® to make a difference in their local communities. Since that time, Royal LePage brokers, agents and staff have raised more than $18 million to support women’s shelters and violence prevention programs.

Royal LePage is recognized internationally as a strong advocate and determined voice for putting an end to violence against women and children. Last year, the Royal LePage Shelter Foundation raised in excess of $2 million, making it the largest public foundation in Canada dedicated exclusively to the issue of family violence.

Royal LePage Canada covers all the operating costs of the Royal LePage Shelter Foundation so 100 per cent of every dollar raised goes directly to helping women and children escape domestic violence. Every year, the Shelter Foundation provides

2015 | ROYAL L e PAGE LEADING EDGE

During 2014, the Royal LePage Shelter Foundation adopted greater use of technology to raise funds, including text to donate, social media campaigns, and online fundraising challenges. Adding these tools has given Royal LePage professionals an even greater ability to make an impact in their local communities.

SHANAN SPENCER-BROWN Executive Director and President of the Royal LePage Shelter Foundation. shelterfoundation@royallepage.ca royallepage.ca/shelter

2015 | ROYAL L e PAGE LEADING EDGE

350,000+ VIEWS

connecting with

10,000 PEOPLE

SERVICES ADVISORY COUNCIL

Feedback & Opinion

Royal LePage, The Social Media

Your Services Advisory Council is your voice at the table.

Leader

INCEPTION

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 sizes, company sizes and technological proficiency.

more than

facebook.com/royallepage

facebook.com/groups/rlpevents

@Royal_LePage @PhilSoper

@Royal_LePage

plus.google.com/+royallepage

linkedin.com/company/royal-lepage/

pinterest.com/rlpcanada

youtube.com/RoyalLePageCanada

2015 | ROYAL L e PAGE LEADING EDGE

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

2.5x

the followers as our next competitor

NEW 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 complete their term. Each year, in December, we invite brokers to submit their candidacy to fill those newly vacant positions. The new Council is announced in January of every year. We invite you to apply and we look forward to working with you.

OUR 2014 COUNCIL MEMBERS WERE: Craig Blanchard – Royal LePage Atlantic Homestead Keith Church – Royal LePage Grand Valley Realty Barry Clark – Royal LePage Nanaimo Realty Mike Duggleby – Royal LePage Regina Realty Denis Gauvin – Royal LePage Tradition Georges Gaucher – Royal LePage Ville-Marie Peter Hoffman – Royal LePage Triland Realty Norm Jensen – Royal LePage Vidorra Ryan Johnstone – Royal LePage Niagara Real Estate Centre Alex Ocsai – Royal LePage Meadowtowne Realty Laurie Panchyshyn – Royal LePage Real Estate Services Ltd. Tom Shearer – Royal LePage Noralta Real Estate Lincoln Thompson – Royal LePage Gardiner Realty Cora Toth – Royal LePage West Real Estate Services Eric Wittenberg – Royal LePage Alliance

2015 | ROYAL L e PAGE LEADING EDGE

TAKE IT

up a notch The Royal LePage Marketing Centre helps you market like a pro!

ABOUT THE ROYAL L e PAGE MARKETING CENTRE: The Royal LePage Marketing Centre provides professionally-designed, customizable print and multimedia templates. Whether you want to promote yourself, prospect, manage leads, promote a listing, network for buyers or manage customer relationships, the Royal LePage Marketing Centre has a marketing design or drip campaign to help you win listings and client loyalty.

With more than 40 print and web templates built on the “...IS WHAT WE DO” campaign, you can personalize the long-standing “Helping you is what we do™” tagline to express the unique value you and your team deliver. You can also auto-populate the designs with your brokerage logo and listings data. Search for “IS WHAT WE DO” in the Marketing Centre Design Gallery to view all designs, including: • Full-screen slideshow • Property brochure • Feature sheets • Postcards • Tri-fold brochure • Property card • Print newsletter • Letterhead • Business cards • Bench back ad

Use the Marketing Centre to maximize your potential! my.rlpNetwork.com/marketingcentre

2015 | ROYAL L e PAGE LEADING EDGE

©iStock.com/Photomorphic Pte Ltd, ©iStock.com/filo, ©iStock.com/Mlenny Photography, ©iStock.com/Assemblies of God District Office, ©iStock.com/alexis84

2015 | ROYAL L e PAGE LEADING EDGE

ROYAL LePAGE + ATLAS EQUALS

Excellence

We put your clients first.

Atlas Canada and our family of moving companies across Canada are proud to be Royal LePage’s recommended van line for over 20 years and a dedicated Shelter Foundation sponsor.

We put customers first. When you refer a client to Atlas we will customize the move to meet each family’s unique needs. We stand behind the service provided by our 150 agents across Canada through our Quality in Motion program which requires mandatory actions from our moving consultants, packers, van operators and agents on every move. Atlas personnel who provide exceptional service receive quarterly and yearly rewards and recognition, based solely on customer letters and emails.

TURN BUSY INTO

Moving is a time when many people will have access to your client’s home and possessions. Atlas was the first van line in Canada to roll out a national back check program for our drivers, loaders, packers and moving consultants. Today, we have nearly 4,000 individuals back checked and cleared for Atlas service.

PRODUCTIVE

Atlas’ President’s Gold Leaf Department specializes in move management and they are there to answer any questions a relocating family may have. Every aspect of a move is measured and monitored to ensure a happy customer and compliance to our quality standards. If a problem should arise, Atlas will be there to resolve it with your client.

Productive salespeople know how to focus on what’s important. If you want to feel busy, there are plenty of ways to do it. But being busy isn’t the same as being productive. A six-figure income is within reach for those who know the difference.

And, to make it easy for you and your clients we have a number of ways to contact us: Online: For an instant quote, visit: royallepage.ca/ourpartners.

What do productive salespeople have in common? They focus on what’s important.

Call 1-800-268-5051

Email rlp@atlasvanlines.ca

A consistent pipeline of work. You’ve got a client signed to contract. Of course you’re busy selling their house or finding their next home. But if you spend all your time on them, you won’t have anyone lined up for later. Continuous prospecting gives you a consistent pipeline of work. Avoid the feast-or-famine cycle by booking at least three appointments with potential sellers or buyers every week.

2015 | ROYAL L e PAGE LEADING EDGE

Atlas Canada

Prospects, not suspects. Not all leads are created equal. Consistent prospecting builds your bank of opportunities, but maximizing your productivity means focusing on qualified buyers or committed sellers. Qualify your prospects.

Great customer service. Great service makes people more likely to recommend you and work with you again. Top producers know it takes less time and effort to work with repeat and referral clients. Great service now leads to greater productivity later.

K now your baseline then build on it. How much prospecting time does it take to book three appointments per week? How many signatures do you get each week and how much are they worth? How long does it take to close a deal? Record your numbers then look at where you can improve to increase your sales.

Delegate the small stuff. Ask yourself if every task is the best use of your time. Don’t get wrapped up in “busy work” to make yourself feel better. Delegate smaller tasks and focus on money-making activities instead.

ABOUT LEADER’S EDGE TRAINING: As one of North America’s premier real estate sales training companies, Leader’s Edge Training has helped thousands of salespeople reach their full potential. From sales fundamentals and prospecting to advanced skills in marketing and objection handling, or managing your business through planning and recruiting—Leader’s Edge gives you what you need to succeed. Leader’s Edge Virtual Training increases your productivity with a 12-week training program designed to help you master a wide range of sales skills. Ask your Broker or Manager to contact Royal LePage Learning Services at learningservices@royallepage.ca to take advantage of unique value and discounts exclusive to Royal LePage.

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

2015 | ROYAL L e PAGE LEADING EDGE

Your Carriage Trade Advantage “ There is nothing Royal LePagerelated you could ask that we wouldn’t be able to help with.”

The Carriage Trade luxury property marketing program offers you a wealth of new and evolved marketing, promotional and training resources that elevate your distinguished service.

– DAVID BRADSHAW, Manager, Customer Care

ONE

STOP

SUPPORT

For more information, visit: my.rlpNetwork.com/carriagetrade or email: carriagetrade@royallepage.ca

RELY ON ROYAL LePAGE CUSTOMER CARE FOR INFORMATION AND TECHNICAL SUPPORT. The Customer Care team is your one-stop for all questions related to Royal LePage. More than 80 per cent of questions are answered on the first call or email, helping you to save time and to get back to business as quickly as possible.

Whether it’s where to find things on the agent Intranet; how to set up your profile; complete a task, or; technical questions of any kind—the Customer Care team is equipped to help you immediately, or to put you in touch with someone who can. The team also plays a critical role when new agents or offices join the Royal LePage brand, ensuring that on day one, everyone who joins Royal LePage is set up and ready to go.

To contact Customer Care, call toll free at 1-877-757-4545 or email help@royallepage.ca.

DID YOU KNOW? 1 The Royal LePage Customer Care team was established in 2004 and was a first in the industry to offer a toll free number and email address. 2 All members of the Customer Care team are fully bilingual in English and French. 3 Royal LePagers from coast-to-coast depend upon and utilize the Customer Care team, regularly calling or emailing questions. The Customer Care team handle almost 100 requests per day.

2015 | ROYAL L e PAGE LEADING EDGE

EARN

referral income

International Referral Partner

It pays to refer your brokerage’s Royal LePage Commercial agent.

As the Royal LePage Commercial brand continues its growth trajectory, since relaunching in 2012, most Royal LePage brokerages have a Commercial agent on their roster who is a member of the Royal LePage Commercial program. That means, there is potential for referral income when you mention your brokerage’s Commercial services to your prospects and clients. Just as you mention within listing presentations that your brokerage may have an in-house mortgage broker, lawyer or stager, why not mention that your brokerage has a Commercial agent too? “You never know where imparting such information will lead,” says Lucie Brusse, National Manager, Commercial.

“Referral income on a Commercial property can be substantial, so be sure you include mention of your brokerage’s Commercial agent in your listings presentations and other business interactions.” Clients often have needs and personal contacts that go beyond the current transaction under discussion. “We have seen how the mere mention of Commercial can lead to sizeable income,” adds Brusse. Each Commercial sector is a specialty in itself, whether dealing in office space, investment property, industrial land or retail. Your dedicated Commercial agent is in the best position to offer insights and help you to extend your income potential.

For more information, visit: royallepagecommercial.com or email: info@royallepagecommercial.com.

Like Royal LePage in Canada, Berkshire Hathaway HomeServices (BHHS) is the fastest growing national real estate firm in America. With 1056 offices and 34,000 sales associates and coverage in 47 states, including Arizona, California, and Florida, they are a powerful referral partner. For assistance in connecting with a BHHS brokerage, please contact Nelia Luis, Manager, Broker Services.

Royal LePage residential real estate agents have an opportunity at their disposal that can generate additional income.

nelia@royallepage.ca

Committed to your

Incredible reach

BUSINESS NEEDS

IS WHAT WE DO Royal LePage continuously invests in cutting edge technology that will transform how you work. With over 2 million visitors/month on the national website, mobile website and iPhone® app, we have generated almost 9,000 leads for our Royal LePage REALTORS®. Maximize your earning potential.

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

royallepage.ca

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 uptownwireless.ca/royallepage.

2015 | ROYAL L e PAGE LEADING EDGE

Promoting your business

IS WHAT WE DO Leveraging our national scale • • • •

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

Shop today at rlpredmarket.com

IS WHAT WE DO

Personalize and promote your brand Pop-by gifts keep you top-of-mind Show you care with a closing gift Save on special offers

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.*

my.rlpnetwork.com/suppliers *Partners, suppliers and their offerings are subject to change.

Spectacular events

IS WHAT WE DO Join over 1,000 of your fellow Royal LePagers at the next National Sales Conference and benefit from connections that matter. Don’t miss the National Sales Conference in 2016! For more information, visit: royallepageevents.ca. What a week! Thanks fellow Royal LePagers for such great memories, sharing of ideas and inspiration. An amazing event. - Jennifer Trentadue, Royal LePage Wolstencroft Realty

royallepageevents.ca

2015 Leading Edge Magazine | Royal LePage

Articles inside

GENWORTH CANADA

MAXIMIZING YOUR EARNING POTENTIAL

RIDE THE MOMENTUM

rlpNetwork DESIGNED FOR YOU

ROGERS COMMUNICATIONS

LEVERAGE THE LUXURY

YOU’RE THE BRAND

MESSAGE FROM THE CEO