2017 Leading Edge Magazine | Royal LePage by Royal LePage Canada

LEADING 2017 EDGE

Royal LePage

Nobody knows Canadian real estate like Royal LePage Realtors ®

Celebrating over 100 years in real estate ©iStock.com/ChristopherBernard

#Canada150

MESSAGE FROM THE CEO Our hope for Canadians: providing security and joy through home ownership

ROYALL e PAGE.CA Generate leads through consumer engagement

KNOW THE VALUE YOU BRING 3 rules to help you exceed your clients’ expectations

THE VALUE OF REAL ESTATE IN A SAVINGS PORTFOLIO Insights from Royal LePage’s Economist, Linda Nazareth

WHAT’S

04 10 14 18

INTRODUCING SMART STUDIO A powerful, automated tool to grow your business

THE POWER OF EARNED MEDIA Building national brand awareness and consumer trust

WHAT’S BEHIND INNOVATION AT ROYAL L e PAGE? Trends that are moving technology forward in real estate

INSIDE

BUILD YOUR NETWORK AT ROYAL L e PAGE EVENTS Connect with fellow Royal LePagers at national and local events

3 WAYS TO ASK FOR A REFERRAL Most people won’t think to refer you unless you ask

ROYAL L e PAGE SHELTER FOUNDATION Making our communities safer

CUSTOMER CARE We’re here for you Cover: ©iStock.com/RonTech2000, ©iStock.com/Ridofranz Page 1: ©iStock.com/subjug

02 08 13 1

LEARN HOW TO GROW YOUR BUSINESS We’re here to help you succeed

SKILLS TO ADAPT Will you be ready when the market changes?

22 28 30 35 39

26 29 32 36

CANADIANS LOVE SOCIAL MEDIA Tap into the remarkable adoption of social media among Canadians

FEEDBACK AND OPINIONS Your Services Advisory Council, representing your voice

THE DEFINITION OF LUXURY: CARRIAGE TRADE LUXURY PROPERTIES Exceptional branding for exceptional properties

3 WAYS TO ENSURE YOUR WEBSITE STANDS OUT Strategies to build a better website

Leading Edge Magazine is published annually by Royal LePage. 39 Wynford Drive, Toronto, ON M3C 3K5. Please contact us by email at marketing@royallepage.ca or by phone at (416) 510-5800. Many thanks to our contributors: Phil Soper, David Bradshaw, Brian Buffini, Patricia Burton, Carolyn Cheng, Joanne Geridis, Roseline Joyal-Guillot, Jumptools, Chris Leader, Fred Lee, Melissa Santiago Lewandowski, Sneha Mata, Kelly McCain, Christine Nattrass, Linda Nazareth, Yvonne Ratigan, Richard Robbins, Jenny Spahn, Shanan Spencer-Brown, Meera Trivedi, Sandra Webb, Mike Wrobel. And, our gold 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. ©2017 Brookfield Real Estate Services Manager Limited.

2017 | ROYAL L e PAGE LEADING EDGE

Photo credit: Korby Banner Photography

“ We advocate for sensible housing policies and responsible home ownership.”

Our hope for Canadians: The security and joy that can only come from stating, ‘This is our home.’

You may have noticed that the world is a crazier place than usual. I write this understatement with a wry smile. 2016 featured an American election that was stranger than fiction; the logic-defying debacle that was Brexit; and here at home, the greatest regional real estate market disparity in modern times. On the west coast, already our most costly real estate, prices rose by as much as 40 per cent, adding a startling one million dollars to the value of a West Vancouver house last year. A short hop over the mountains, unemployment in Calgary hit a 20-year high with home sales volumes nearly 20 per cent below normal (prices have been remarkably resilient). The good, the bad and the ugly played out across our vast land. Craziness attracts the media’s attention. And where headlines go, politicians follow. Alarmingly, governments at all levels began to float ideas on how to “fix” the housing industry and affordability crisis in our two biggest cities. History is littered with failed attempts by government to control free market asset values. Recently, egregious policy moves have taken the form of land transfer and foreign investor taxes; bad policies that restrict mobility and harm our economy.

To improve affordability, policy makers must focus on improving housing supply. At Royal LePage, we work to ensure these important messages are heard. And we always focus on the greater good versus self-interest. To make sense of this for consumers, we have proactively engaged the media as never before, and The Voice of Canadian Real Estate has never been heard so widely. Royal LePage achieved almost 2.3 billion consumer impressions during the year, dramatically more than any other company, and double our previous year’s total. Thankfully, our nation’s economy is creating jobs, and lots of them. Over 80,000 net new full-time jobs were added in the last month of 2016 alone. All jobs are important for economic growth, but full-time employment is particularly critical for the health of our housing market. These are our homebuyers. Two other factors that support confidence in our economy this year: the Canadian dollar and interest-rates are unlikely to go anywhere fast. Although oil could bolster our buck, higher rates south of the border will keep a lid on our currency's appreciation. The housing industry was on everybody’s mind in 2016, from new graduates to the Prime Minister. Our industry should spend less time on the front page this year. I believe we are moving away from the regional extremes of real estate feast and famine – and that is a very good thing.

Our nation’s 150th birthday is a great cause for celebration. As Canada’s Real Estate Company, we have had the privilege of serving Canadians for 104 of those storied years. A healthy, well-managed national economy is many things: programs that assist in saving for retirement; encouraging people from around the world to move here and help us build a better life for all; and policies that support young adults’ goals to own a home of their own. To sustain a healthy real estate industry, we must pursue the highest standards of education and professional conduct. At Royal LePage we are fortunate to have built our business on the foundations of ethical relationships. Be proud of what Canada and your company stand for. Wrap yourself in the promise to do the right thing for your clients, your colleagues and the profession. In doing so, you are contributing to a healthier, stronger place for all Canadians. PHIL SOPER President and CEO president@royallepage.ca

2017 | ROYAL L e PAGE LEADING EDGE

Learn how to grow your business We’re here to help you succeed

herever you are on your career path, the training programs available to you through Royal LePage Learning Services are tailored perfectly for you. Those who are building their career can quickly ramp up with our Sales Success webinars, which cover a range of topics from renowned experts including Buffini & Company, Leader’s Edge Training, Richard Robbins International, the Institute for Luxury Home Marketing and Genworth Canada. Likewise, our Building Your Tech Toolkit webinars provide deep insights into current and emerging technologies and how they apply to real estate and your business specifically.

2017 | ROYAL L e PAGE LEADING EDGE

Agents at all levels enjoy the networking opportunities at our in-person workshops, which are held regionally across the country each spring and fall. An opportunity to learn in a group setting alongside other lifelong learners is a draw for many. These sessions are also well-attended by broker-owners and their administrators who gain an understanding of our tools and, in turn, are able to field questions and guide their agents on all that’s new and exciting. As our tools and resources are constantly evolving, people return to these in-person workshops as programs are built out and refreshed. In addition, every month, we deliver a host of online training opportunities to increase your sales potential.

“ Our agents appreciate that we come out to visit them, to show them in-person how to leverage the tools available to them.”

TRAINING STREAM

COURSE OFFERING

SALES TRAINING

Buffini & Company Peak Producers a 12-week training program, that gives you the strategies and an action plan to overcome the peaks and valleys and build a rock-solid real estate business. Richard Robbins On Demand (RRi) Sales and business training for real estate professionals of all levels. The interactive, web-based training platform helps you improve your production and sales effectiveness.

– M IKE WROBEL Manager, Learning Services

Leader’s Edge Virtual Training Master trainer Chris Leader delivers core sales skills training via video. Sales Success webinars*† Sales training by Buffini & Company, Leader’s Edge Training, Institute for Luxury Home Marketing, Genworth Canada and others. MARKETING & TECHNOLOGY TRAINING

Realtor® Marketing Workshops*† Hands-on workshops on current trends, business tools and best practices. Building Your Tech Toolkit webinars*† Explore technology opportunities and how to apply them to build your business. eLeader training* Understand, nurture and close your online leads.

DESIGNATIONS

Social Marketer designation* Learn how social media can help you grow your business. eAgent designation* Six interactive modules help you gain a solid understanding of the key components to create an effective digital marketing strategy. Senior Real Estate Specialist® (SRES®) designation Differentiate yourself to uniquely serve homebuyers and sellers over 50. Certified Luxury Home Marketing Specialist® (CLHMS®) designation Become the real estate professional of choice for affluent buyers and sellers. Accredited GreenAgent™ and GreenBroker™ designations Meet the needs of a growing number of clients seeking energy efficient options for their homes.

ORIENTATION TRAINING

New Agent Onboarding program*† Five-week orientation to your brokerage and our collective services, people and processes. Royal LePage Welcome Webinar*† Acclimates you to our unique tools, services and resources. Growing your business with Smart Studio*† An overview of our marketing platform coupled with how-to training. *Offered at no additional cost to the agent. † Past recordings available on-demand on rlpNetwork.

©iStock.com/mediaphotos

Watch videos from past Sales Success Webinairs Learn more about the training programs we offer, visit my.rlpNetwork.com/training.

2017 | ROYAL L e PAGE LEADING EDGE

The best move experience your clients want. The peace of mind you need. To celebrate 21 years as the preferred mover for Royal LePage Real Estate, Atlas is pleased to offer a new service and referral program called Avail. F O R YO U R C L I E N T S .

W E A N SW E R TO YO U .

Each client is assigned a personal Avail Service Coordinator. The same individual who begins a move with a client is available to assist and answer any questions throughout the relocation. If there’s a question beyond a coordinator’s expertise, the entire Avail team can be accessed. Our job is to make every move a success in the eyes of your clients.

As an advocate for you, Avail’s job is to ensure the services are provided in a manner best for your client, and best for you. A successful program removes the stress from the client during the move, ultimately removing the stress from you. With any services your client chooses, we answer to you.

BEST FOR THEM.

• Accountability

• One point of contact

• Effective and expedient communication

• 24/7 availability

• Intense, measurable quality process

• Bilingual services (English and French)

• Exceptional value — special pricing for your clients

B E S T F O R YO U .

• Concierge services — for services beyond relocation • Security — background checked service providers • Exceptional value — special pricing

We value your business. For every move referral you give Atlas that books, you will receive a referral fee. Applies to long distance moves over 150 miles. I T ’ S E A SY TO G E T S TA R T E D. Call us 800-268-5051 • Email us rlpbestmove@atlasvanlines.ca

royallepage.ca Generating new business for you.

LEADS & REFERRALS 39M*

120,000

visits

leads/year

royallepage.ca

GENERATE LEA “ Everything other real estate websites do, we do better.” – J OANNE GERIDIS Director, Operations

With a veteran web strategy team in place, our royallepage.ca experts are entrenched in the same business as our brokerages and agents. This detailed understanding of the real estate sector provides an unequalled basis for innovation. In the ever-evolving world of digital platforms, we don’t rely on outsiders to chart the course of our national website, which serves more than 17,000 Realtors®. The strategy team constantly evolves royallepage.ca with data and features designed to attract consumers and generate leads for you. In contrast to brand competitors where content is often lacking, we’re flush with tools, features and neighbourhood information – all designed to create an engaging destination for homebuyers and owners. WHAT’S NEW? Demographics: Every listing on royallepage.ca now includes robust demographic information. Homebuyers can choose their property, or the area where they want to live, based on household structure, family size, education level, types of employment, average household income, ethnicity, employment rate, commuting information, culture diversity, building type, and own versus rent.

royallepage.ca delivers:

39M visits

*Based on Google Analytics, December 2015 to December 2016.

2017 | ROYAL L e PAGE LEADING EDGE

120,000 leads per year

Robust demographic information on every listing

through consumer engagement Your Perfect Life on royallepage.ca: Whether your clients are looking for a neighbourhood with young families, an urban lifestyle or a quiet place to retire, “Your Perfect Life” helps them match their lifestyle with their ideal neighbourhood. • A first in Canadian real estate • Fun, engaging content about communities to share on your social channels • With detailed demographic information about income level, life stage, household structure, employment types and education • Ideal for clients who are considering relocating and want to learn more about prospective communities WHAT’S COMING? Price trending data Soon, when your clients ask, “Can I afford it?” you’ll be able to display historical data on pricing within a given neighbourhood and predict how prices may fare in the future.

©iStock.com/hudiemm

Robust local data Local is everything these days, and as complete as royallepage.ca is with neighbourhood data, we have plans for even more.

Questions? Call Customer Care at 1-877-757-4545 or email help@royallepage.ca.

2017 | ROYAL L e PAGE LEADING EDGE

Introducing

Smart Studio

A POWERFUL, AUTOMATED TOOL TO GROW YOUR BUSINESS

The all-new Smart Studio launched in the first quarter of 2017, replacing the Marketing Centre, which will stay active as agents transition to the new platform. The launch was accompanied with a full schedule of live and on-demand training that is rolling out throughout 2017. The feature-packed Smart Studio is loaded with three essential functional areas designed to grow your business.

2017 | ROYAL L e PAGE LEADING EDGE

CRM for your leads and contacts Smart Studio integrates CRM and other critical business functions to automate the work you do. You can funnel all of your leads into one secure and private place, regardless of source. Rank and classify your leads along with your entire database of contacts. Then, set up best-practice action plans for leads, buyers, sellers and past clients, or create your own custom action plans if desired. Stay in touch with a suite of drip campaigns to nurture and convert repeat, referral and new business automatically. You can also track referrals and sales to monitor your key business metrics. A dashboard of your goals and your progress against them helps you to stay motivated and keeps you on track throughout the year.

“ We designed Smart Studio with one purpose in mind – to maximize your earning potential. The new platform uses automation to improve your productivity and to help you market yourself and your listings.”

©iStock.com/sidop, ©iStock.com/hudiemm

–K ELLY M c CAIN Director, Business Services

Automated marketing

Tools integration

Market yourself and your listings with Smart Studio’s automation and edit-in-place technology. Every new listing you sign automatically generates and emails you a professionally-designed Listing Kit, which includes feature sheets, postcards, slide shows, social media posts and more. You can also choose from a variety of personal marketing templates like business cards and signage as well as an even wider variety of listings marketing templates like single property websites. Whatever template you choose, your listing data and personal information are imported directly into the template. It’s easy to make final tweaks or even create your own marketing project from scratch with edit-it-place technology that allows you to both add your copy and photos and see your results directly in the template.

Integration with your existing platforms brings everything together: listings data; leads from any source; all your contacts; tasks and appointments, all managed in one place. Push tasks and appointments to your Google Calendar and synchronize your Google Contacts. Smart Studio is integrated with other Google tools as well as royallepage.ca, rlpNetwork and ClientClick. Top coaches clearly identify a strong correlation between CRM and productivity. Smart Studio packages a CRM together with automated action plans, marketing and tools integration – all in a single time-saving, secure platform provided at no additional cost to you!

For a full library of on-demand training resources, visit my.rlpNetwork.com/smartstudio. Questions? Call Customer Care at 1-877-757-4545 or email help@royallepage.ca.

2017 | ROYAL L e PAGE LEADING EDGE

Royal LePage

MOBILE APP

REAL ESTATE AT YOUR FINGERTIPS

Your clients can create custom searches for their new home with Royal LePage’s award-winning iPhone® app. The exclusive Draw & Search feature allows your buyers to save their searches and receive notifications for new listings and open houses.

Download the iPhone® app and be your clients’ expert on all things Royal LePage

royallepage.ca/realestate/iphone

Know the

VALUE

©iStock.com/JohnnyGreig, ©iStock.com/stockyimages, ©iStock.com/FatCamera, ©iStock.com/kali9

YOU BRING

Despite new technologies, industry ups and downs and changes to the way real estate sales professionals work, it turns out what really matters is what has always mattered. It’s the value you provide to your clients and potential clients at a time when they need it most.

Delivering value is an ability that you can master to help you exceed your clients’ expectations.

When you shift your focus from prospecting to educating, your thoughts will evolve from closing a deal to educating your clients by providing them relevant information during the home buying or selling process. Rather than burying people in data and information, offer them insight to deliver added value. Focus on becoming their trusted advisor, rather than on making a deal, and you’ll bring more value. And when you specialize in a specific area or niche market, you’ll bring forth even more value to your prospects and clients.

Remember these three rules in creating your own special value: The best value you can give your clients is unexpected value. When your clients experience the delight of your exceptional service and insightful information that wasn’t anticipated, that’s true value. Communicate your value. Consumers want to justify your value. It is your responsibility to communicate your value with absolute clarity and change any contrary perceptions about the value your profession brings.

Believe in your value. The internet and information age may have given consumers a fresh independence in their real estate endeavours, but it’s also given them a false confidence. Your clients may have information and tools, but they don’t have your experience, wisdom or insight.

Never underestimate the value you bring to your clients and this industry. It’s extraordinary!

Interested in learning more about RRi on Demand? Visit my.rlpNetwork.com/training.

RICHARD ROBBINS, Co-founder and CEO of Richard Robbins International

Watch video

2017 | ROYAL L e PAGE LEADING EDGE

THE POWER OF EARNED MEDIA IN 2016, WE GENERATED ~2.3 BILLION MEDIA IMPRESSIONS, DOUBLING OUR ALREADY IMPRESSIVE 2015 TOTAL. Royal LePage is the most quoted real estate company in Canada, which has earned it the distinction of being The Voice of Canadian Real Estate. Through a variety of published reports, releases and surveys, influential reporters from across all media channels come to Royal LePage for commentary and opinion. Through expert insight and narrative, Phil Soper is the most influential person in Canadian real estate† and the recipient of the CEO Award of Excellence in Public Relations‡. He, together with dozens of regional spokespeople, positions Royal LePage as the go-to resource for market intelligence for media and consumers alike. This, in turn, builds awareness and trust with Canadian consumers and serves to provide instant credibility for our more than 17,000 Realtors® across the country.

~2.3

BILLION

160%

of the total media impressions of its nearest competitor*

1.4 BILLION OUR CLOSEST COMPETITOR

ROYAL LePAGE’S EXCELLENCE IN PUBLIC RELATIONS RECOGNIZED AGAIN Royal LePage earned two prestigious awards in 2016 in recognition of its public relations excellence. The International Association of Business Communicators awarded Royal LePage the Ovation Award of Excellence – the most prestigious award handed out by this organization. Additionally, Royal LePage received an Ace Award from the Canadian Public Relations Society.

“ Behind every public relations and communications award won by Royal LePage, is an extra vote of confidence for the Realtors® who proudly do business under the Royal LePage brand.”

For more information on Royal LePage’s Public Relations releases, reports and surveys, visit royallepage.ca/mediaroom.

2017 | ROYAL L e PAGE LEADING EDGE

* Media Relations Rating Points (MRP) measured across print and online media Jan. 1 to Dec.31, 2016. † Swanepoel Power 200 identifies the overall top 200 most powerful leaders in real estate. (2015 & 2016) ‡ Canadian Public Relations Society (CPRS) Toronto 2014 CEO Award of Excellence in Public Relations.

©iStock.com/epapijon, ©iStock.com/nakornkhai

–S ANDRA WEBB Senior Vice President, Marketing and Communications

GREAT SELECTION. GREAT PRICES.

Royal LePage

THE RED MARKET The Red Market is the place to buy Royal LePage branded products. With thousands of items to choose from, you can customize and personalize gifts for your clients and prospects. A portion of your sale supports the Royal LePage Shelter Foundation.

Shop our monthly specials and save! rlpredmarket.com

RESPONSIBLE AND AFFORDABLE HOMEOWNERSHIP Understand the benefits of mortgage insurance and help your clients turn dreams into reality 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:

There 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 may be, it’s important to understand what is driving your client’s decision to buy a home and guide them in the right direction. 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?

800.511.8888

Genworth.ca

Homebuyer 95: Gives homebuyers the opportunity to purchase a property with as little as 5% down; offers competitive interest rates; lets borrowers choose a fixed, variable or adjustable rate mortgage. Energy-Efficient Housing: Offers savings to Genworth-insured mortgage holders who renovate their home to energy-efficient standards; up to 25% savings on mortgage insurance premium, and enhanced qualifying based on energy-efficient heating costs.

Homeownership.ca

New to Canada: Makes it possible for newcomers to Canada to secure a mortgage with as little as 5% down; available for up to 60 months after arrival in Canada. Purchase Plus Improvements: Allows homebuyers to renovate their property immediately after taking possession, with access to up to four lender advances on their mortgage. Vacation/Secondary Homes: Offers homeowners the ability to purchase a second home with an affordable monthly payment and as little as 5% down payment. First-time buyers are looking for more than just help finding a new home. Providing added value throughout the homebuying process will help you better service your clients and build long lasting relationships. To find out more about how Genworth Canada can help your customers achieve their homeownership dreams, visit www.genworth.ca.

Genworthsmartshopper.ca

Genworthmobile.ca

The value of real estate IN A SAVINGS PORTFOLIO

“ Real estate provides unique benefits beyond other financial assets that can’t be definitively measured by statistics alone.” Parse the numbers any way you want but the reality is the same: housing has been a good investment for Canadians for a very long time, which in turn has solidified the health of the broader economy. We took a look at the way the value of real estate in Canada has grown over the past two and a half decades, or basically since the days of the recession in the early 1990s. Comparing right up to the second quarter of 2016, the market value of residential real estate holdings in Canada was up by 328 per cent, as measured by Statistics Canada’s National Balance Sheet Accounts. In the last decade alone the increase was 74.4 per cent, and in the last five years 28.3 per cent. So, what do the figures mean? Well, in the most basic terms they suggest that real estate is contributing to the wealth of Canadians – and that is a good thing. Feeling wealthy typically causes people to feel confident, which is reflected in the way that they spend and invest.

©iStock.com/gollykim, ©iStock.com/chrupka

And gains in real estate does not just mean that Canadians feel wealthy; in actual terms it means that they are wealthy. From time to time we hear that the financial markets bring about better gains than does real estate, and that can certainly be true. We all know that there are stocks that have doubled or tripled or increased ten times in value in a short time. That said, picking those stocks is a difficult task, even for seasoned investors. In contrast, the historical experience for Canadian real estate investors has been that there were few wrong picks at all. If the stock market goes down sharply, investors can be left wondering if they will ever recoup their value. If the housing market goes down, homeowners still have their major asset – the home they bought and in which they live. In a broader economic sense, the wealth that Canadians have built up in real estate is a cushion to the economy. Real estate is an important component, and often the most significant asset in the savings

portfolios of many Canadians. With massive baby boomer retirements on the horizon and with many worried that they have not saved enough in financial assets, the fact that they have real estate holdings is a positive thing both for boomers and for the larger economy. Is there any guarantee that the value of real estate will continue to grow at historical rates? Of course not, any more than there is for any other asset. Unlike other assets, however, residential real estate provides unique benefits in the form of a place to live and the satisfaction of being a homeowner. Clearly, we can’t measure the value of real estate by the statistics alone.

LINDA NAZARETH Principal of Relentless Economics and Royal LePage Economist

WHAT’S BEHIND Technology serves as a differentiator. This is not only true for savvy Realtors®, but also for real estate brands looking to attract the best and brightest. As such, Royal LePage has a constant eye on emerging technologies. We continually assess how the hottest trends can be applied to our business, and yours.

2017 | ROYAL L e PAGE LEADING EDGE

innov

Keeping abreast of trends in technology informs the development of new features on our national website, royallepage.ca, as well as the many services we provide. Sometimes, we build innovations ourselves. Other times, we incorporate third-party technologies into the products and services we deliver to you. For example, in 2016, we used robust demographic information from Environics Analytics about neighbourhoods and communities across Canada to develop a feature on royallepage.ca called “Your Perfect Life.” Data from multiple sources was compiled and transformed into an engaging tool to benefit consumers during their home search, thereby increasing leads for our agents. This innovation was a first in Canadian real estate.

So what trends are we watching now? MOBILE FIRST is a trend that has become increasingly important. You may notice a trend toward scrolling, singlepage websites, moving away from the old style of clicking through to multiple pages. This comes from the need to cater to the all-important mobile user, where cell phones have become the primary screen for most people. With these trends, we are constantly improving and evolving our national website, royallepage.ca – with the mobile experience being top-of-mind in everything we do.

©iStock.com/vgajic, ©iStock.com/RonTech2000, ©iStock.com/hikesterson, ©iStock.com/bonchan, ©iStock.com/morningarage, ©iStock.com/zhudifeng, ©iStock.com/cr8tivguy, ©iStock.com/furtaev

ation PREDICTIVE ANALYTICS is sneaking into your everyday life. Has your phone given you an estimated commute time without you asking? Do an online retailer’s recommendations seem like they are reading your mind? When watching online videos, are the new video suggestions strangely compelling to you? By analyzing a myriad of data sources from websites you have visited, along with your web searches and online transactions, systems can accurately target the most relevant information to deliver to you. Imagine a real estate website recommending homes near day care centres because it predicts you will be starting a family in a near future? That is not as far fetched as you would think. Although no clear application has emerged in real estate, Royal LePage has predictive analytics in our sights.

“ Our mission is to research the latest technologies and determine how we can apply these innovations to Royal LePage products and services.” –F RED LEE Product Manager, Digital

at Royal LePage?

VIRTUAL, AUGMENTED, AND MIXED REALITY are concepts that have been in development for years, but may now be ready for wider adoption. A far cry from the primitive virtual reality worlds shown in old movies, technology has advanced to the point where experiences are smooth, realistic, immersive and affordable. With technologies like Oculus Rift, Samsung VR, Google Daydream, and Microsoft Hololens now within the reach of consumers, we can expect these magical worlds to expand quickly. In real estate, innovative companies like Planitar and Matterport are using 3D technology to offer online tours of homes that fall just short of you attending an open house in person. The opportunities in this space are enormous.

Technology serves as the lifeblood for the industry. Crossing innovation thresholds requires a combination of watching trends and knowing when they are good enough to incorporate into something exciting. We’re watching, and doing.

Visit royallepage.ca to see the application of many of our innovations.

2017 | ROYAL L e PAGE LEADING EDGE

We are proudly Canadian

2017 | ROYAL L e PAGE LEADING EDGE

CANADA’S Real Estate Company Nobody knows Canadian real estate like Royal LePage.

#Canada150

©iStock.com/ChristopherBernard

royallepage.ca

This is not intended as a solicitation of any sales representative or broker that is currently under contract. All offices are independently owned and operated, except those marked as “Royal LePage Real Estate Services Ltd., Brokerage”, “Royal LePage West Real Estate Services” and “Royal LePage Sussex”. Any copying, reproduction, distribution or other use of these materials is prohibited. ©2017 Brookfield Real Estate Services Manager Limited. All rights reserved.

2017 | ROYAL L e PAGE LEADING EDGE

Build your network

“ I can’t think of another event I have attended that has brought as much value to me, both in terms of my business and as an opportunity to recharge and learn from the best and brightest Royal LePage has to offer.” –C HRIS PENNYCOOK, Realtor ® Royal LePage Dynamic Real Estate

2017 | ROYAL L e PAGE LEADING EDGE

Our National Sales Conference offers non-stop networking opportunities.

National Chairman’s Club Retreats are Royal LePage’s premier networking events.

Royal LePage’s National Sales Conference is an experience you don't want to miss. With exposure to inspiring break out sessions and keynote speakers, attendees experience a one-of-a-kind opportunity to network with high performing agents from across Canada. You learn together, lunch, dine and party together. Attendees come away with valued new contacts that lead to referral business. The National Sales Conference is held bi-annually. The next conference is taking place in Halifax, Nova Scotia, September 24 to 26, 2018.

As members of an exclusive club of the national top 1 per cent of Royal LePage award winners, these high-achievers gather each year to celebrate their success. They are hosted by Royal LePage at an exclusive resort or exotic destination for an unforgettable travel, and networking experience. Members come away inspired and re-energized, with valuable new business relationships. Those who achieved Chairman’s Club in 2015 or 2016 were invited to the 2017 retreat held in Los Cabos, Baja California Sur, Mexico, from February 21 to 24.

©iStock.com/BubblegirlPhoto

at Royal LePage events

“ Agents tell us that Royal LePage events offer more networking opportunities than any other real estate events they attend.” –C HRISTINE NATTRASS Director, Events

“ I came to Royal LePage last year from another brand. I came away from the Royal LePage National Sales Conference in Las Vegas with some great memories and at least two referrals. In a word...incomparable!” –D IANE TOBIA, Realtor ® Royal LePage Estate Realty

Other great events: • Regional award galas held across Canada, January through March 2017 • Royal LePage Reception at the Banff Western Connection, January 27, 2017 – Banff, AB • Royal LePage National Headstart, September 14-15, 2017 – Harrison, BC • Royal LePage Reception at NAR, November 4, 2017 – Chicago, IL, USA

Be the first to know about upcoming events, join the Royal LePage Events Facebook Group, facebook.com/groups/rlpevents

To register and see event updates, visit royallepageevents.ca. Sponsor an event and put your business front and centre. Email Christine Nattrass, cnattrass@royallepage.ca or Sharon Promm, sharonpromm@royallepage.ca for details.

Watch highlights from our National Sales Conferences

2017 | ROYAL L e PAGE LEADING EDGE

Mortgage advice that’s simply convenient.

Refer your clients to TD and earn the ultimate reward - the TD Service Plus Rewards Spirit of Excellence Trip.1 It’s our way of saying Thank You!

We work with our Royal LePage partners to deliver exceptional customer service and flexibility for our clients. Our TD Mobile Mortgage Specialists are home financing experts that work your clients’ hours, at the location of their choice. They will provide your clients with the right mortgage advice to suit their needs, as well as the complimentary mortgage pre-approvals, ensuring they can start their home search with confidence. In addition, when you refer your client to us, you can earn 8000 TD Service Plus Rewards Points and redeem them for merchandise or travel, lifestyle and spa rewards.1

Ask a TD Mobile Mortgage Specialist or visit tdcanadatrust.com/mortgages See www.serviceplusrewards.com for details

Royal LePage

HOME MAGAZINE 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. The magazine showcases property listings from across Canada, alongside engaging articles that share Canadian style, local culinary tastes, travel and interior design.

Book your listing ad or purchase copies today. my.rlpNetwork.com/homemagazine

View digital version

Canadians love social media TAP INTO THE REMARK ABLE ADOPTION OF SOCIAL MEDIA AMONG CANADIANS

33M

CANADIAN ENGAGEMENT:

Social media is an important channel to reach potential clients and a great way to stay top-of-mind.

21M

Canadians are online A respectable

Canadians are active on social media

18% of social interactions are with businesses

The average Canadian spends

Social selling generates

on social media

than cold calling

86 minutes daily,

80%

of all home buyers are searching online†

40% more qualified leads

91%

of Realtors use social media‡ ®

youtube.com/royallepagecanada

pinterest.com/rlpcanada

twitter.com/royal_lepage

instagram.com/royal_lepage

plus.google.com/+royallepage

linkedin.com/company/royal-lepage 26

2017 | ROYAL L e PAGE LEADING EDGE

©iStock.com/macrovector, ©iStock.com/Askold Romanov, ©iStock.com/Rawpixel, ©iStock.com/Shai-Halud, ©iStock.com/vladwel, ©iStock.com/leremy, ©iStock.com/Maxger, ©iStock.com/Yurkaimmortal

REACH:

Royal LePage is a social media leader, surpassing our competition. Our extensive reach on social media builds brand awareness and drives leads to YOU.

TWITTER*

FACEBOOK*

Connecting with close to

Engaging with over

16,000 followers

13,000 followers LINKEDIN*

More than

2.5x followers

than the closest competitor

Royal LePage

Sutton Group

Re/Max

Century 21

2,000

4,000

6,000

8,000

10,000

12,000

DID YOU KNOW? 65% of professionals within the marketing field worldwide believe social networks have the power to generate leads and 51% believe they help improve sales.

FOLLOW PHIL SOPER: facebook.com/philip.soper

linkedin.com/in/soper

twitter.com/philsoper

instagram.com/philipsoper

You can easily add interesting and relevant content to your social media channels and website to help bolster the conversation between you and your network, by following Royal LePage on social media, and sharing our posts.

* As of December 31, 2016. † blog.contactually.com/2016/01/real-estate-statistics-for-2016/. ‡ NAR 2013-2014 Realtor Technology Survey. wearesocial.com/special-reports/digital-in-2016. wearesocial.com/special-reports/digital-in-2016. An increase of 5% since January 2015. statista.com/statistics/284426/canada-social-network-penetration/

2017 | ROYAL L e PAGE LEADING EDGE

3 WAYS TO ASK FOR A REFERRAL

“ The truth is, most people won’t think to refer you unless you ask.” GIVE. ASK. RECEIVE. These three words are the core of the three-pronged approach for real estate agents who work by referral. First, you give great service and build trust. Second, you ask for a referral. Third, your clients refer you to the people they trust. Most real estate professionals have no problem with the first part. Our relational business is all about offering great service to our clients before, during and after the sale. They also enjoy the third part – after all, everyone loves new business. The part that gets sticky is the second part: asking for a referral.

Even the most outgoing agent in the world has reservations about directly asking for a referral. If your clients think you’re great, they’ll just refer you, right? The truth is most people won’t think to refer you unless you ask. Once you put in mind the thought of referring you, they’ll pay more attention to opportunities to do so. Three perfect opportunities to ask for a referral:

D URING A TRANSACTION. One of the best times to ask for a referral is when you’re working with a client. This is the time they’re discussing their transaction with their friends and family. It’s also when they’re most likely to refer you.

O N THE PHONE. Remind your clients you want to help those close to them. End your conversations with a gentle reminder that you’re never too busy for their referrals.

I N PERSON. Whether you run into folks at the store or you’re meeting for lunch, you have the opportunity to ask for a referral.

Remember, practice makes perfect. The more you ask for a referral, the easier it’ll become.

Interested in learning more about Buffini & Company? Visit my.rlpNetwork.com/training.

Watch video

©iStock.com/shironosov, ©iStock.com/TinaFields

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

FEEDBACK AND OPINIONS Your Services Advisory Council, representing your voice 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. 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.

NEW MEMBERS Members participate for a two-year term, 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, every year.

THANK YOU TO OUR 2016 COUNCIL MEMBERS:

©iStock.com/LiuSol

Julie Brandle Royal LePage Progressive Realty

Marc Doucet Royal LePage Atlantic

René Brouillette Royal LePage Haut-Richelieu

Michael Froese Royal LePage Prime Real Estate

Kent Browne Royal LePage Team Realty

Josie Gammiero Royal LePage Cité

Jennifer Burton Royal LePage Estate Realty

Matt Miller Royal LePage Saskatoon Real Estate

Al Orlando Royal LePage Real Estate Services Ltd.

Sue Symons Royal LePage North Bay Real Estate Svcs.

Jamie Schreder Royal LePage Wolstencroft Realty

Jackie Townshend Royal LePage Community Realty

Alan Stewart Royal LePage Sussex

Desmond von Teichman Royal LePage Locations North Andrew Zsolt Royal LePage Terrequity Realty

2017 | ROYAL L e PAGE LEADING EDGE

The Royal LePage Shelter Foundation is

Canada’s largest

CHARITABLE FOUNDATION dedicated exclusively to supporting women’s shelters and violence prevention programs

2017 | ROYAL L e PAGE LEADING EDGE

“ Together, we are making our communities safer by providing a refuge for women and children to escape domestic violence.” –S HANAN SPENCER-BROWN Executive Director, Royal LePage Shelter Foundation

For Royal LePage professionals, the slogan Helping you is what we do™ goes far beyond helping their clients with the dream of homeownership. The slogan resonates deeper as they are keenly aware that a house is only a home when the people who live there feel safe, accepted and loved. Sadly, that’s not the case for the thousands of women and children in Canada who experience domestic violence. That’s why Royal LePage established its own foundation in 1998 – the Royal LePage Shelter Foundation – to harness the collective goodwill of its agents, brokers and staff from across the country. A recent report by Canada’s Chief Public Health Officer noted that 760,000 Canadians reported experiencing unhealthy spousal conflict or violence in the past five years. “Families are the building blocks of our society and a safe haven to nurture children and our intimate relationships,” said Dr. Gregory Taylor, “Yet, some Canadian

families are in crisis and the statistics are staggering.” Every six days, on average, a Canadian woman is killed by her current or former intimate partner – which makes women’s shelters a critical resource for keeping our communities safer. Royal LePage offices partner with a local women’s shelter to form a strong bond and ensure that services are available to women and children fleeing domestic violence. Through the efforts of Royal LePage agents, brokers and staff, we have raised $24 million and we help over 30,000 women and children each year find safety at a shelter in their community. 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. They also devote countless volunteer hours in support of our foundation and their local women’s shelter through fundraising events such as golf tournaments, comedy nights, silent and live auctions, and gala dinners. “I continue to be impressed by the passion and creativity of our supporters,” said Shanan Spencer-Brown. “In the past year, Royal LePage Realtors® have donned red high heels to take part in men’s Walk a Mile in Her Shoes events; they have hit the pavement for long-distance bike and motorcycle rides; and they tested their endurance with a week-long trek to Machu Picchu, all to

raise funds for our country’s women’s shelters.” The foundation’s annual National Garage Sale for Shelter – the largest multi-location, one-day charity garage sale in Canada – will take place on Mother’s Day weekend for the ninth time this year. The event brings Royal LePagers together with the community to help bring safety and hope to abused women and children. Selling gently used “treasures” has raised $2.5 million to date. Royal LePage – the only national real estate company in Canada with its own charitable foundation – covers all the operating costs of the Royal LePage Shelter Foundation. That means 100 per cent of every dollar raised goes directly to the cause. In addition to supporting women’s shelters, the foundation partners with local and national charities to fund violence prevention programs, including those focused on helping teenagers develop healthy relationships. At Royal LePage, Helping you is what we do™. By offering safety and hope to families who have experienced domestic violence and helping instill the importance of healthy relationships in youth, we strengthen our communities, which benefits all. SHANAN SPENCER-BROWN Executive Director and President of the Royal LePage Shelter Foundation

For more information, visit royallepage.ca/shelter or email shelterfoundation@royallepage.ca. To sponsor a participant in our next fundraising trek, Iceland Challenge for Shelter, visit icelandchallenge.ca.

2017 | ROYAL L e PAGE LEADING EDGE

THE DEFINITION OF LUXURY:

–K ELLY M c CAIN Director, Business Services

2017 | ROYAL L e PAGE LEADING EDGE

CARRIAGE TR

he Carriage Trade Luxury Properties program offers a wealth of new and evolved marketing, promotional and training resources. The program helps you to win luxury listings and market those properties beyond borders via a network of like-minded professionals from across Canada and international locations. Listings that meet certain price thresholds are automatically identified as Carriage Trade to kick-start a series of processes to make engagement easy. Your valuable time can then be devoted to delivering a level of luxury service that proudly bears your name.

“ Many benefits are applied automatically and all serve to establish our agents as experts in luxury property marketing.”

ADE LUXURY PROPERTIES The Carriage Trade Luxury Properties marketing program includes: • Your price-qualified listings automatically posted to carriagetradeproperties.ca and royallepage.ca. • An impressive selection of print and web marketing automatically emailed to you with your listing’s photos and data already integrated.

• A digital advertising program with RobbReport.com offers more targeted promotion.

• Exclusive Royal LePage Sales Success webinars focus on trends in luxury with insight from leading industry experts.

• Partnership with the Institute for Luxury Home Marketing offers a discounted Certified Luxury Home Marketing Specialist® designation and a two-year membership to the Institute.

• The Royal LePage Carriage Trade Luxury Properties Report garners impressive media attention and features market data and trends on topics meaningful to Canadians.

• Partnership with the world’s #1 portal for luxury properties, Who’s Who in Luxury Real Estate’s LuxuryRealEstate. com, delivers coveted international marketing exposure.

Download flyer

Learn how these powerful promotional, marketing and training resources can work for you. Visit my.rlpNetwork.com/carriagetrade.

2017 | ROYAL L e PAGE LEADING EDGE

Subscribe today and never miss another video from Royal LePage

Royal LePage on

Inform and engage your clients and prospects, by sharing professionally-developed videos on your website and social media channels.

Subscribe today! youtube.com/royallepagecanada

YouTube

ROYAL L ePAGE CUSTOMER CARE

We’re here for you! Leading Edge Magazine sat down with David Bradshaw, manager of Royal LePage’s Customer Care team to learn more about what makes them unique. Q. WHAT DOES CUSTOMER CARE PROVIDE? DB: We’re one central, easy-to-reach point of contact for anyone with questions about using Royal LePage systems, tools and programs. When you contact us, we either know the answer to your question, or we’ll quickly find it for you. Q. HOW IS YOUR TEAM DIFFERENT THAN OTHER SUPPORT TEAMS? DB: Royal LePage is the only major real estate company to offer a national, bilingual help desk that is accessible by phone, email and chat. The service we provide is highly valued – both from the perspective of management and the people across the network who reach out to us with close to 150 requests each day.

“ When you contact us, you’ve reached a fellow Royal LePager who will help you achieve your business goals.” –D AVID BRADSHAW Manager, Customer Care

Q. WHAT IS THE MOST COMMON QUESTION THAT COMES INTO CUSTOMER CARE? DB: Our most common request is a password reset. We’re human beings, and have many passwords to manage, so it’s understandable. We also receive a number of requests for help setting up email on mobile devices. After that, it’s mostly general how-to questions. Q. DO YOU RECEIVE SOME CRAZY QUESTIONS FROM TIME-TO-TIME? DB: We most definitely do, especially since we also handle calls and emails from the general public. One of my favourites was a person who called to say they had been driving “about an hour outside of Toronto,” and had seen a house with a Royal LePage sign beside the highway. They asked if I could send them all the details about the property! Q. DO YOU HAVE ANY FINAL THOUGHTS YOU’D LIKE TO SHARE? DB: The key to our success, and that of our fellow Royal LePagers, is to know there’s no such thing as a silly question. We are here to help and as such, we invite you to contact us anytime, with any questions.

David Bradshaw and the Customer Care team provide support for Royal LePage’s nationally offered services.

Need help? Call Customer Care at 1-877-757-4545 or email help@royallepage.ca.

2017 | ROYAL L e PAGE LEADING EDGE

3 ways to ensure

your website stands out 1

Speak to your niche

Promote your website

Go mobile

Have a clear vision of who you’re trying to reach. Narrowing down an audience and catering to your ideal or typical client will help guide you when crafting original content for your website. Both original and local content speaks to your target audience, and it helps elevate your ranking on Google for more specific searches.

Improving your online presence can be as simple as connecting your website to your various online profiles. Did you know Google crawls major websites like royallepage.ca on a regular basis? Adding your website to your royallepage.ca profile helps ensure that Google indexes your website through this credible association. And, for extra search lift, be sure to add your website URL to your social media profiles.

If you haven’t updated your website recently, a new design could help improve its usability and SEO. A responsive website is easier to navigate on smartphones and tablets. Your clients and prospects are using these devices in the majority of their online searches. Going mobile also ensures your website’s search ranking isn’t penalized by Google’s practice of favouring mobile websites.

Interested in learning more about ClientClick? Visit my.rlpNetwork.com/clientclick.

2017 | ROYAL L e PAGE LEADING EDGE

ClientClick websites are built to help your business succeed. Try ClientClick yourself with a 60-day free trial. You can take advantage of this offer by visiting my.rlpNetwork.com/clientclick. Once signed up, a representative will guide you through a personal one-on-one setup call.

The best website is the one that gets used. If your time is limited and you’re not sure where to start, here are three practical things you can do to improve your website and drive better quality leads.

Royal LePage

COMMERCIAL

DISCOVER THE POTENTIAL IN COMMERCIAL

Royal LePage Commercial supports commercial sales practitioners with a suite of services for their marketing, networking and professional development needs.

my.rlpNetwork.com/commercial

Now you qualify for a discount on a Share Everything plan from Rogers. TM

With a Share Everything TM plan, you’ll have the freedom to share data between family members and devices, as well as unlimited Canada-wide talk and text 2 and tech support directly from Rogers. You also have the flexibility to manage your account from any device, choose the Share Everything TM plan that’s right for you and receive your corporate discount on the primary line1. But the discount is just the beginning.

In addition to talk, text and data, you’ll get: Roam TM

Watch over 1,000 national and

Roam in over 100 destinations worldwide

out-of-market games during the

for only $5/day when roaming in

2016-17 NHL season, plus every game

the U.S. and $10/day when roaming

of the 2017 Stanley Cup® Playoffs.3

in other eligible destinations.4

30%

Subscribe to one of the following to get first 6 months free with a Share Everything™ + plan5

Enjoy unlimited music with up to 3 Spotify® Premium accounts

Royal LePage members are a phone call away from a

discount1

Download your favourite magazines anytime, anywhere

Sign up today! To get started, visit rogers.com/preferred to validate your corporate email address and get your discount passcode. Then, activate your passcode by contacting your Rogers Authorized Dealer.

Steve Dunn 1.866.235.5489 sdunn@uptownwireless.ca uptownwireless.ca/royallepage

Offers are available for a limited time and subject to change without notice. A Connection Fee of $20 per line applies to activate your service. Early cancellation fees apply. 1 The discount is a pre-tax discount off the Monthly Services Fee (MSF) for the primary Individually Paid Line associated with any such price plan. Rogers reserves the right to request proof of employment from each Individually Paid Employee at the time of activation and throughout the duration of the Line Term, and any Individually Paid Employee who ceases to be an employee of the Customer may be subject to price increases or other restrictions. 2 On Rogers Network or an Extended Coverage area. Coverage not available in all areas. Excluding calls through call forwarding, video calling or similar services. International long distance and text-to-landline charges extra. Only 10-digit Canadian-based numbers eligible (excludes customer’s own wireless number, voicemail retrieval number and special numbers like 1-800/1-900). Unlimited Canada-wide messaging includes unlimited Text/Picture/Video messages sent from Canada to Canadian wireless numbers and received texts from anywhere. Sent/received premium texts, sent international texts and sent/received messages while roaming extra. 3 Blackouts, standard data overage/roaming charges and other restrictions apply. Blackouts are determined by NHL broadcast regulations and apply based on your location at time of viewing a live NHL game. In-market regional NHL games are not available on Rogers NHL GameCentre LIVE™. Visit www.rogers.com/nhl for blackout details. A Full Season’s Pass subscription includes live access to all out-of-market games and all national English-language games, including all Stanley Cup® Playoffs games. Live access to national French-language games and live access to regional English- or French-language games from within the local team broadcast region requires you to have a subscription to the broadcast channel airing the game with a participating TV provider. Full replays of all games available regardless of game type and region. Visit rogers.com/terms for full terms and conditions. 4 Pay-Per-Use rate and subject to change without notice. Taxes extra. Fee charged per line in addition to plan monthly fee and applies for 24 hrs. from first use in eligible destination. Roaming charges apply when outside eligible destination. Data: Usage exceeding plan allotment charged in increments rounded up to next MB or GB as applicable. Texts: While in eligible destination, includes texts sent to local or Canadian wireless number. Sent/received premium texts, sent international texts to non-eligible destinations charged at applicable rates. Calls: While in an eligible destination, includes unlimited calls to local or Canadian numbers. International long distance rates apply to calls made to other countries while in eligible destination. Rogers.com/terms for full terms and conditions and list of eligible destinations. 5 Third-party services are subject to third-party terms and conditions provided at time of registration. These services are available with eligible plans only and are free of monthly subscription fees for the first 6-month period starting on the day your plan is first activated. Choice of service may only be changed up to 30 days after plan activation date, after which time choice of service can no longer be changed. Regular monthly subscription fee for selected service (currently, Spotify Premium $9.99/month;Texture $9.99/month) plus applicable taxes will apply after 6 months unless canceled earlier. Changing to an ineligible plan or cancellation of your plan or account will end your access to these services. Spotify Premium: up to 3 Spotify Premium subscriptions per account for Share Everything + plans with minimum 5 GB data (6GB or more in Quebec and Manitoba) for personal use within the same family across all Rogers brands; users will not be eligible for a similar offer under another Rogers brand after having activated their subscription under this offer. Data consumption: approx. 1 MB/min. for use of audio streaming and approx. 250 MB/magazine (varies based on length of audio/video, stream quality, device and other factors). © 2016 Rogers Communications.

skills

LEADER’S EDGE TRAINING PREPARES YOU WITH THE

to adapt

“Will you be ready when the market changes?” The beginning of the year is the perfect time to assess your business and plan for the future. It’s not about setting goals and establishing tactics. It’s about knowing what you’ll do if the market changes, and having the skills to adapt. Working on both sides of the border, I saw firsthand how the two real estate sectors were affected by the 2008 financial crisis and how our different cultures led to different outcomes. Prices for U.S. properties dropped and many salespeople gave up on real estate. Their blind enthusiasm and reliance on a hot market for easier results meant they weren’t prepared to compete for the business that was left. In contrast, the Canadian real estate market has benefitted from a risk-averse financial culture and a reputation as a safe haven for investment. We’ve experienced years of growing prices and patted ourselves on the back as investments grew. Some areas have benefitted more than others, but in certain areas of the country, robust market conditions have resulted in salespeople perhaps taking their good fortune for granted.

Whether foreign-ownership policies, vacant property taxes, or mortgage changes have any effect on real estate sales, history has shown that markets are cyclical. Will you be ready when the market changes? The prudence and hard work that Canadians are known for have their advantages. Now is the perfect time to plan for the future of your Canadian business. Make sure you’re ready to succeed in any market with these sales strengthening strategies: • Learn at least 10 ways to proactively prospect for leads. • Be able to identify and communicate why you’re the best person for the job. • Do your homework, so you can answer any question. • Get your systems in order to work efficiently and make the most of every opportunity. • Offer better, more professional service, so every client recommends you. • Know your numbers and put your finances in order. • Make lifelong learning integral to your business.

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

Watch video

Interested in learning more about Leader’s Edge Training? Visit my.rlpNetwork.com/training.

2017 | ROYAL L e PAGE LEADING EDGE

PREFERRED SUPPLIERS

Leverage our

NATIONAL SCALE Royal LePage has partnered with brand leaders in their respective industries to offer you exceptional products and services to support your business. Each preferred partner and supplier offers value that is unique and/or exclusive to Royal LePage, in the form of reduced pricing and/or value-added benefits.*

my.rlpNetwork.com/suppliers

Preferred Suppliers

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rlpNetwork helps you work faster and smarter. Royal LePage’s Intranet is your hub for all things Royal LePage – and your access point to a powerful suite of collaboration and productivity tools from Google’s G Suite.

Access: • Your free royallepage.ca email, Calendar and Google Drive • Smart Studio

• Sales and marketing training • Networking and referral tools, and events • The Red Market eStore • Brand assets and tools

Work faster. Work smarter. rlpNetwork.com

SOAR HIGHER 2018

NATIONAL SALES CONFERENCE Halifax, Nova Scotia

•

September 24-26, 2018

Join your fellow Royal LePagers in Halifax, Nova Scotia in 2018, and learn from and network with the best Realtors® in Canada.

#rlpnsc

Watch highlights from our National Sales Conferences

2017 Leading Edge Magazine | Royal LePage

Articles inside

3 WAYS TO ENSURE YOUR WEBSITE STANDS OUT

LEARN HOW TO GROW YOUR BUSINESS

THE DEFINITION OF LUXURY: CARRIAGE TRADE LUXURY PROPERTIES

INTRODUCING SMART STUDIO

3 WAYS TO ASK FOR A REFERRAL

ROYAL LePAGE SHELTER FOUNDATION

MESSAGE FROM THE CEO