Issue #370 April 2020 Andrew Cimerman - REMonline.com · 2020-04-01 · In Montreal, Catherine...

Raising the bar on real estate photographyPage 3

Berkshire Hathaway HomeServices comes to CanadaPage 4

Lessons from the baseball cheating scandal Page 8

Issue #370 April 2020

Andrew CimermanTo celebrate HomeLife’s 35th year, he’s giving ita ‘killer’ makeover 0

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REM APRIL 2020 3

n Vancouver, SuzanneRushton is a highly ratedphotographer with a passion

to “raise the bar for real estate pho-tography.” Recently, Rushton saysa Realtor friend of hers was havingproblems selling a property. As anext step, “He had it staged profes-sionally and then had me come totake photographs.” In short order,says Rushton, that once-stagnantlisting flew off the market,$50,000 over asking to boot. “Sothere’s an actual case that showsthat staging matters, and photog-raphy matters.”

It’s not exactly a newsflash thatalong with staging, photographyplays a powerful role in promotingyour listings and your business. Yetfor real estate professionals, theexpectations have ramped uptwofold. First you need to keep upwith all the trends and then decidehow and where to best focus yourtime and money.

To get a sense of photographytrends and best practices today, wetalked to Rushton and successfulCanadian Realtors in two ofCanada’s largest cities. Here’s theiradvice:

Understand the “why”: Thedigital revolution has only made

Raising the bar on real estate photographyIt’s not exactly a newsflash that photography plays a powerful role in promoting your listings and your business. Yet for real estate professionals, the expectations have ramped up. By Connie Jeske Crane

photography more vital, Realtorstold us. We know, for example,that for most buyers going online isan integral part of their propertysearches. As a result, the role ofvisuals has morphed. Rather thansimply documenting a home’s fea-tures, photos must grab the atten-tion of buyers as they scroll.

In Montreal, Catherine Dawe,a broker with Keller WilliamsUrbain, agrees, stressing that pro-fessional photography is a must forproperty listings: “Visuals are theNo. 1 way that you’re going to getpeople interested. That’s what weget paid for.”

And there’s also evidence tosuggest good photos can speed upyour sales cycle. One study by theNational Association of RealtorsCenter for Realtor Developmentfound homes with high-qualityphotography sell 32 per centfaster.

But the final reason for invest-ing in visuals is the great chance toconvey your brand – and sell your-self. To online browsers, Rushtonsays, “The quality of the photosthat the Realtor gets says moreabout the quality of the Realtorthan about the property.”

Strategies for standing out:

How to stand out? Salespeoplelooking to make a mark face stiffcompetition. “We’re all used toseeing visuals and the bar has beenraised. Every year it seems to gethigher,” says Rushton.

In Toronto, Melanie Wright,broker and owner at the WrightSisters Group, says choosing a pro-fessional, engaged photographerwhose style you like is a great start.

Sounds simple but surprisingly,

Wright says she sees more salesper-son smartphone shots than you’dthink. “It’s sad for me to see a niceproperty get listed and they’reiPhone photos that the agent tookat 8 p.m.”

To elevate your listings,Rushton says, “You don’t have toget a full set of images for every-thing – for a smaller property or ona fixed budget. But I do think it’sworth getting at least a few really

A study by the National Association of Realtors Center for Realtor Development found homes with high-qualityphotography sell 32 per cent faster. (Photo: Suzanne Rushton)

Melanie Wright, broker and owner at the Wright Sisters Group, says choosing a professional, engaged photographerwhose style you like is a great start. (Photo courtesy Melanie Wright)

Catherine Dawe

Suzanne Rushton (Photo: AlisonWandzura, Soulfire Studios)Melanie Wright

I

Continued on page 4

erkshire Hathaway Home-Services, a U.S.-based realestate brokerage franchise

network with more than 50,000agents and nearly 1,500 officesthroughout the U.S., Europe andthe Middle East, is coming toCanada.

Toronto-based Blue ElephantRealty will officially join the network on March 18, operating as Berkshire HathawayHomeServices Toronto LivingRealty. The luxury residential bro-kerage was founded in 2015 byBlair Johnson and Mark Wadden,who along with StephanieNewlands are the principals of thecompany.

Berkshire Hathaway Home-Services owns more than 40 realestate brokerage brands in theUnited States, including Long &Foster, Wood Bros Realty and HuffRealty. It also owns mortgage andinsurance companies. It is a sub-sidiary of Berkshire Hathaway Inc.,which owns 63 companies includ-ing such well-known brands asDuracell, Geico, Heinz, Kraft,Dairy Queen and Fruit of theLoom. Its CEO is billionaireWarren Buffett.

“Establishing a franchise pres-

4 REM APRIL 2020

B

good photos that draw people in.” With bigger listings, Wright

also advises asking the photogra-pher to take any extra shots thatmight raise offers. If a property haspublic lane access, for example,Wright might ask for some shots ofthe garage area “so people can seethey could create laneway hous-ing.”

For physically outstandingproperties, Wright adds aerialphotography. “For example,we’ve had two lakefront proper-ties in the Beach, and in both ofthose situations we used dronefootage.”

When it comes to higher-endlistings, salespeople might pay forHDR (High Dynamic Range) dig-ital images, twilight photographyor arrange Matterport photogra-

phy to create 3D walkthroughsand schematic floor plans. Dawesays, “I had a photographer comein with a Matterport camera, andfrom that you can pull stills. It alsotakes all the measurements for meso that I don’t have to spend mytime doing that.”

Video: Video is increasinglypopular for property listings andsocial media. Dawe says, “I will puttogether all of that stuff becausesome people like videos, some liketo look at stills… These days, youreally need to cover a wholegamut of different kinds of media.”

While she generally usesphotographers for full videos,Wright says sometimes she’llalso shoot on-the-fly 30-second“coming soon” videos with hersmartphone. “But we wouldnever shoot a video just with theiPhone. We have a mic, we havea diva light…to make it

somewhat professional.”Lifestyle photography:

Another trend Wright sees islifestyle photography and listingphotos that include close-up shotsof little details. “It’s zooming in ona beautiful marble countertopwith a bowl of fruit, so using differ-ent images just to set yourselfapart, that’s something we’re start-ing to see more and we’re integrat-ing into our marketing.”

At the very top end, Wrightalso sees a lifestyles-of-the-rich-and-famous trend crossing overfrom luxury U.S. markets intoCanada.

“It’s not unheard of for themto use models and horses andhave luxury vehicles, Porschesand Mercedes, pulling up… Itwould be pretty rare for us to dothat but if I had a luxury propertyI wanted to promote, that’s some-thing I would definitely look at,

depending on what my sellerswanted.”

Injecting personality:Influenced by social media,Rushton sees real estate profes-sionals revealing more of them-selves, their team, personal inter-ests and community life into theirvisuals and digital marketing.Head shots of real estate teams fordigital platforms, she says, shouldbe updated at least every fiveyears and express personality.“But also have some lifestylesshots in there – ‘I have a dog. Idrink coffee. I’m interviewing aclient. I’m immersed in thecity!’…People like to know that,”says Rushton, “because we all dobusiness with people as opposedto companies.”

Putting together a lifestyleshoot doesn’t have to be compli-cated, she says. “Hire a photogra-pher for an hour or two with your

team or by yourself, have itplanned. It’s almost like a datingprofile to be honest, but it’s not.Take your dog to the park, getsome shots. This is content youcan use for the next severalmonths.”

On the horizon: Ultimately,the key to success for Realtorsseems to involve creativity, try-ing new things – trying lots ofthings – and being open to what-ever can help them serve clientsbetter.

As for what’s next, the indus-try is getting ready for virtual real-ity. Dawe says, “One other trendthat Keller Williams has beentalking about for a few years now isvirtual visits, where people don’teven have to leave their livingroom – they can put on their VRglasses and visit a house… We’renot there yet. But that’s wherewe’re going.” REM

Raising the barContinued from page 3

Berkshire Hathaway HomeServicesexpands to Toronto

ence in Canada has been a majorfocus of our network’s globalexpansion,” says Gino Blefari,chairman of Berkshire HathawayHomeServices, in a news release.“To that end, we are delighted tohave innovative market leaderslike Blair, Mark and their teamjoin the Berkshire HathawayHomeServices network and welook forward to supporting theircontinued growth.”

Johnson, president and brokerof record of the company, says oneof the reasons why Berkshire wasattracted to Blue Elephant Realtyis “because we have a very moderncompany, a very modern approachto things. We think we are thebest-kept secret in real estatebecause (although) we are a littleindependent, we act like a bigcompany.

“If you want to be a high-ser-vice brokerage, which we are, youbetter do a lot of things for yourRealtor. They can go and get tech-nologies elsewhere – what theyneed from the brokerage is reallygreat training and really great sup-port and they want you to do somestuff for them.”

That “stuff” includes socialmedia advertising, website design

and CRM implementation, saysJohnson. “It’s not just that we havethe tools, it’s that we actually dothe work for you,” he says. “I thinkthat’s what’s really going to beunique about what we offer. I don’tthink there is anyone who willcompete with us.”

Wadden, the CEO, says thebrokerage had been involved inmerger talks with another broker-age for about a year, but when anopportunity came up to talk toBerkshire, they flew to the compa-ny’s California headquarters andafter four days, decided to makethe move.

“We carved out a very big terri-tory for ourselves – basically all ofthe GTA – so we have a lot ofwork to do,” Wadden told REM.“We are in acquisition and part-nership mode.”

He says one of the company’sfocuses will be on working withlarge teams and high gross-com-mission teams.

“We are looking to make bigmoves within our territory,” saysJohnson. “We are looking for peo-ple who want to want to be part-ners – maybe they are currentlyRealtors but they want somethingmore than that – they want a

legacy. Those are the type of peo-ple we want to reach out to us.”

“We are excited about thisnext stage in our evolution asindustry leaders,” says Newlands,senior VP of sales, in a newsrelease. “By joining the BerkshireHathaway HomeServices net-work, which carries the name ofone of the world’s most respectedcompanies, we will have thecapabilities for providing ourclients with an unparalleled levelof resources and personalized ser-vices.”

Wadden has a background inmedical emergency response,including a vice president role inan air ambulance operation and14-year career as a critical carehelicopter paramedic. He was bornin Cape Breton and has lived inToronto for 10 years.

Johnson is from Toronto. Hebuilt and sold his own successfulsmall business. His career in realestate started out with him invest-ing in his own properties.

Newlands began her career inpre- construction sales. REM

Mark Wadden, CEO; Stephanie Newlands, senior VP of sales; and BlairJohnson, president of Berkshire Hathaway HomeServices Toronto LivingRealty.

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6 REM APRIL 2020

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Multiple ListingsDo you have news to share with Canada’s real estate community? Let REM know about it! Email: [email protected]

By Jim Adair, REM Editor

Valley. He will work with the man-aging brokers in the area, KevinO’Toole and Ruth Hanson.

Based in Vancouver, Morrisonbrings 30 years of real estate expe-rience. He is currently a director of

otheby’s InternationalRealty Canada has appoint-ed Dan Morrison as region-

al director and managing brokerfor the Greater Vancouver Area,Whistler and the Okanagan

S Consulting, reporting to Rosen.In his new position, Bowden

will integrate Colliers’ existingconsulting practices into a nation-al Real Estate Strategy &Consulting entity, the companysays.

Rosen joined Colliers last year.“He brings a wealth of senior lead-ership experience from rolesincluding Canadian country leadin a related industry and corporatestrategist,” the company says. Hewill be based in Toronto.

■ ■ ■

Joanne Hamblin recentlyjoined the Paul and ChristianAssociates team at Sotheby’sInternational Realty’s Torontooffice. Hamblin has been sellingluxury real estate for 16 years witha large independent Toronto bro-kerage. She previously worked inmanagement roles in the luxurygoods/fashion sector, with brandssuch as Chanel and Cartier.

The team is lead by ChristianVermast, sales rep and senior VP,sales and Paul Maranger, brokerand senior VP, sales.

■ ■ ■

Royal LePage Coast CapitalRealty on Vancouver Island hasadded Anne Tanner to its team asEVP of commercial leasing andsales. Broker/owner Sean Burnssays the addition “will help to fur-ther establish Royal LePage CoastCapital Realty as a dominant com-mercial player across VancouverIsland.”

the British Columbia Real EstateAssociation and was recentlynamed as president-elect ofBCREA.

“Dan Morrison is an accom-plished leader and possesses leader-ship qualities that will driveSotheby’s International RealtyCanada to prosper in the newdecade with a special focus onstrategic planning, agent produc-tivity and growth,” says DonKottick, president and CEO ofSotheby’s International RealtyCanada.

■ ■ ■

Marie Kozak has beenappointed regional director for theGreater Toronto Area by ExitRealty Corp. International. Kozakhas more than 25 years of realestate business development expe-rience, including serving as direc-tor of new agent development withRe/Max Hallmark, team leader forKeller Williams’ first luxury inter-

national office in Canada and as aluxury specialist with ChestnutPark Real Estate. Exit says Kozakhas more than 2,000 “front-of-the-room hours” as a sales and person-al development coach.

“Possessing an in-depth under-standing of recruitment, retention,the sales process and the essentialsystems of success coupled with thepsychology of sales and human per-formance, Marie will assist ExitRealty in surpassing our growthand development goals for fran-chise sales in the Greater TorontoArea,” says Steve Morris, founderand chairman of Exit Realty.

■ ■ ■

Colliers International recent-ly announced that Brian Rosen,currently COO, Canada, willsucceed David Bowden as presi-dent and CEO, Canada, effec-tive March 31. Bowden willtransition to a new role as CEO,Colliers Real Estate Strategy &

Dan Morrison Shae Invidiata

Anne TannerBrian Rosen

Marie Kozak Joanne Hamblin

The panel at the Invidiata Realty Team Real Estate Forum, from left: ShaeInvidiata, Sasha Cucuz, Heather Mcdonough Domi, Christopher Invidiataand Greg Casey. Continued on page 8

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8 REM APRIL 2020

By David Eisenstadt

or as long as I can remem-ber, my late father alwayssaid, “The best lie is the

truth.” How pertinent those wordsare in today’s world of doubtful andeven fake news.

Anyone in business would bewise to heed such advice and betruthful across the board.Transparency is much more than abuzzword; it’s the best policy to liveand work by, because in the end, asthe cliché goes, “truth will out.”

The truth (or lack of truth)became the story that blew up inthe major league baseball scandal,specifically involving the HoustonAstros. Baseball has forever beenconsidered to be as American(with an apology to Toronto Blue

What business can learn fromthe baseball cheating scandal

F

Jays and the lamented MontrealExpos fans) as apple pie, hot dogsand ice cream. Then all of a sud-den, the scandal erupted because ofcheating and the lies surroundingit. Shades of the Chicago BlackSox, Pete Rose and steroids eramisdeeds.

There are lessons from this cri-sis that can benefit us all.

Reputation management:The first rule of avoiding scandalis to build a reputation for integri-ty. Real estate professionals,builders and developers – andtheir sales and marketing agents –that are not upfront with clients,tradespeople, news media, gov-ernment or any other stakehold-ers, will end up tarnishing thevery reputation upon which theyrely. In other words, word getsaround.

In Ontario and the GreaterToronto Area, government andthe home-building industry have

made provisions to avoid problemsand have amended practices whenwarranted. For example, for morethan 40 years, the former TarionWarranty Corp. made sure buildershonoured the warranties on theirnew homes. But in October 2019,it was announced that an auditresulted in the objectivity of theorganization being questioned.The Ontario government hasinstituted several changes, includ-ing handing over regulatory powersto an outside agency to avoid con-flicts of interest.

Another example is theOntario Municipal Board (OMB),which heard appeals on municipaland planning disputes and wasreplaced by the Local PlanningAppeal Tribunal in 2018. Again,the complaints against the OMBhad to do with bias in favour ofbuilders and developers. These sce-narios are similar to the baseballmess. When an industry plays a

part in policing and investigatingitself, there is the real possibility ofcover-ups.

Crisis management: Themoral of the story is that if youdon’t have your reputation man-aged, you may end up with a crisisissue. At this point, crisis manage-ment becomes the goal. Invariably,the truth comes out, and the bestway to deal with having stretchedthe truth or outright lies, is to con-fess, apologize, fix the misdeedsand try over time to rebuild yourreputation.

Unfortunately, this is notalways the approach the guiltyparties take. The baseball scandaluncovered the fact that cheatinghas been going on for years, andthe number of people affected byit is growing. When CarlosBeltran, who played for the Astrosin 2017 and more recentlybecame manager of the New YorkMets, lied and said he was

unaware of the cheating, he madethings worse. He was quickly firedbefore ever coaching his first Metsgame. Curiously, baseball’s way ofmanaging the crisis is to place agag order on Major LeagueBaseball teams commenting onBeltran parting company with theMets. One should question thewisdom of this decision.

In the context of real estate,building and development, con-sumers need to be told the truth byeveryone involved in the industry.In short, honesty is the best policyin every walk of life. It all goes backto the golden rule.

No one likes to be lied to orcheated, so conducting business inan unethical manner is hypocriti-cal. Learn from baseball so youdon’t strike out in business.

David Eisenstadt is the foundingpartner of tcgpr in Toronto. Website:https://www.tcgpr.com/ REM

anadian real estate compa-nies have been slow toembrace property technol-

ogy, or proptech, putting them atrisk of losing market share orfalling behind their global peers,says a new KPMG in Canadareport. It says only 36 per cent ofcompanies surveyed have a digitalstrategy, compared to 58 per centglobally.

“All industries are experienc-ing some form of disruption;Canada’s real estate industry is noexception,” says Lorne Burns,partner and national industryleader for KPMG’s Building,Construction and Real Estategroup. “Historically, it’s been aconservative industry, but compa-nies can no longer afford a wait-and-see approach. If you’re notalready embracing digital technol-ogy and leveraging data, you runthe risk of either losing market

share or experiencing revenueincome erosion or both.”

Technology – from blockchain,green tech, the Internet of Things,deep data, artificial intelligenceand augmented reality applica-tions – is disrupting and improvinghow real estate companies buy,rent, sell, design, construct andmanage residential and commer-cial property.

“There are several ways to tryout proptech solutions, whetheron a large or a small scale,” saysBurns. “You won’t be successfulwith everything you try, but that’swhat innovation is all about. Likeany significant change, it will feeluncomfortable.”

The report says that all of thereal estate companies surveyed inCanada have appointed a digitalleader to oversee their technologyefforts, which demonstrates thatthey understand the importance of

a digital approach. However, only28 per cent come from a technol-ogy background, comparativelysimilar to 30 per cent globally.

In terms of cyber prepared-ness, while 70 per cent say theyfeel prepared for a potentialcyberattack, only 39 per centhave formally tested how theywould handle one.

The report highlights a num-ber of bold steps Canadian realestate companies can take toembrace the technological revolu-tion, including:

• Hiring leaders withdigital/technology backgrounds tolead the transformation, ratherthan appointing real estate leadersfrom within

• Embedding data and analyt-ics into how they run their busi-ness

• Building a company-widedigital strategy

• Partnering with proptechcompanies to co-create solutions

• Looking beyond streamlin-ing operations and cutting costs tofind ways to use technology toimprove engagement with tenants,customers and customers’ tenants

• Assessing their cyber securityreadiness to ensure their data iswell protected

“Canadian real estate compa-nies are awakening to the digitalera, albeit a bit slowly. Now’s thetime for them to really dive in,”says Saqib Jawed, partner and theproptech lead for KPMG’sBuilding, Construction and RealEstate group. “This will look differ-ent for every company… largecompanies with deeper pocketswill explore technology in differ-ent ways than smaller companieswill. But, the only way to findwhat works for your business is toget started.” REM

Time to commit to proptech,says KPMGC

Tanner has been in the realestate industry for 18 years,starting her career in down-town Vancouver. In 2008 shereturned to her hometownVictoria as managing directorfor Cushman Wakefield, toestablish the brokerage onVancouver Island.

■ ■ ■

Recently the InvidiataRealty Team from Re/MaxAboutowne Realty inOakville, Ont. held a its annu-al Real Estate Forum. Thenight kicked off with a recep-tion, followed by a panel discussion about the state of the luxury real estate mar-ket. Panelists includedChristopher Invidiata,Invidiata Realty; HeatherMcdonough Domi, CompassNew York; Sasha Cucuz,Greybrook Realty Partners;and Greg Casey, GenworthCanada. The discussion wasmoderated by Shae Invidiata.

REM

Multiple ListingsContinued from page 6

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10 REM APRIL 2020

Andrew Cimerman marks a milestone year

HomeLife Realty Services founder and CEO Andrew Cimerman

recently received his 50-year pin from the Toronto Regional Real Estate Board, a marker of the passing years that has him jokingly reflecting on “whether it’s something to celebrate, or to be concerned about.”

Seems it will be the former, seeing as HomeLife too will soon be hitting a milestone – its 35th anniversary. There’s no way Cimerman is going to miss that. It will be marked by the company’s Starganza conference and awards ceremony being held at Fallsview Casino Resort in Niagara Falls, Ont. on April 24.

“It’s a celebration of our innovation and growth. And we will be sharing our plans for the future,” says Cimerman. “We will continue to be ahead of the pack. We are positioned to be a global organization.”

The featured guest speaker at the conference is successful Hyundai dealer and Toronto Raptors supporter Nav Bhatia, who recently became one of the first honourees into a new “superfan gallery” at the Basketball Hall of Fame. Through hard work, Bhatia has reputedly achieved a net worth of $50 million.

His entrepreneurial spirit is a good fit for the HomeLife event, says Cimerman, who loves a success story, having also come from humble beginnings. Both Cimerman and the world of real estate have prospered since the day many decades ago when he arrived in Canada from Slovenia – “a young fellow with only $20 and one suit” – unable even to string a coherent sentence together in English.

After working in construction for awhile, Cimerman decided to

get his real estate license. He was so determined to pass the licensing exam that he memorized the entire textbook. It was 1969, and he’d been drawn to the real estate industry by a newspaper ad promising he could make $250 a week.

But what kept him in the business was his passion for hard work and entrepreneurialism.

“The most exciting thing for me was that there was no limit on how many hours you could work and how much you could make. I like to work hard,” says Cimerman, today a father of two teenagers. “It’s the opposite for many others probably, but I wanted to work with no limits to be extremely successful.”

He holds this premise close to this day, so much so that he explains that he can often still be found in the office as midnight approaches. “I put in a lot of hours,” he says. “I have been blessed with tremendous energy. Going 14 hours a day is a breeze for me.”

After heading up independent brokerage Cimerman Real Estate for years, he started the HomeLife franchise in 1985. From a modest start with just a few agents, HomeLife, headquartered in Toronto, has now grown into a strong player with more than 10,000 sales reps and 150 offices across North America, as well as a presence in Europe.

Looking to stand out as a premium franchise with higher standards as its foundation, the brokerage is currently in the midst of what Cimerman refers to as a “killer” company-wide rebranding initiative. This is expected to take a year or two to complete and is being promoted via a costly advertising campaign.

But Cimerman isn’t letting

all the cats out of the bag just yet. “We’ve been quiet with our rebranding,” he says. “We don’t want our competitors to start building fences.”

He is quick to point out though, that in a push to thrive in the current changing marketplace, virtually all HomeLife materials, tools, systems and services are being upgraded and revamped, from marketing/advertising, recruiting and community involvement to the core company pillars of education and technology.

“This is like gutting a house to four walls. It’s a huge process,” Cimerman says.

Even the corporate head-quarters is being upgraded, thanks to an upcoming move to a larger (40,000-square-foot) office space.

“Andrew likes to carve our own path, not follow in others’ footprints. We want to be on the cutting edge…to deliver a ‘next generation experience,’” says Matt Dusenbury, HomeLife’s head of branding, brand marketing and communications.

Dusenbury says that “Higher Standards” has always been the company motto, and that 2020 seems like “a good time to come out swinging” and further deliver on that promise, especially with the 35th anniversary making it a milestone year.

He says the rebranding evolution started about a year ago, following a doubling down on quality with the launch of the Five Star Higher Standards Service Certification program. A rigorous course available either in-office, online or at one-day events, the training is designed to give HomeLife members the tools and strategies to provide a recognizably higher level of service. Dusenbury refers to

this as the “crown jewel” of HomeLife’s comprehensive Five Star branding initiative and says that the response from member agents and brokers across the country has been terrific.

At the time of this writing, the company estimates that several thousand Homelife members have now been “Higher Standards Certified.” Cimerman has been quoted as saying that he believes the inaugural graduation ceremony this past fall, attended by hundreds of graduates, set a “new bar” for education in real estate.

“When you see 700 agents graduating from one course, you know you’ve got support,” says Cimerman. “This is standing out and empowering through education. We are proving we are different.”

Another distinguishing factor he singles out is HomeLife’s

multi-level earning/wealth sharing program. “We have tremendous collateral and can do deals in ways that are beneficial to both parties.”

Also setting HomeLife apart, he believes, is the company’s practice of continually researching, developing and introducing new resources. Among these is the Reallium Technology Pack, a suite of technology and digital tools in one package, which allows agents to jumpstart their digital marketing and online communication. Consumers can also take advantage of an array of HomeLife services, including help with property management needs.

“We’re recreating ourselves, taking things to the next level,” Cimerman says. “Why fight the competition when you can bypass them?” REM

As he celebrates 50 years as a Realtor, and HomeLife turns 35, Andrew Cimerman is giving the company a “killer” makeover. By Susan Doran

Andrew Cimerman launched the HomeLife franchise in 1985. (Photo by Elijah Shark)

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n November 2019, theOntario government intro-duced the Trust in Real

Estate Services Act, 2019, a billproposing changes to the RealEstate and Business Brokers Act,2002 (REBBA), Ontario’s realestate consumer protection legis-lation, administered by the RealEstate Council of Ontario(RECO). The bill recently passedthird reading.

The current rules will remainin place until the governmentcan develop and implement newregulations. There is a lot ofwork to be done and the govern-ment has not committed to atimeline yet, but RECO expectsthat new rules could come intoplace as early as 2021, thoughchanges around incorporation

12 REM APRIL 2020

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By Joe Richer

What to expect from Ontario’s new actmay take effect sooner.

The changes will support andstrengthen consumer protectionand professionalism in the realestate sector.

There are many importantreforms in the legislation that willimprove protection for Ontario’sbuyers and sellers. Here are a fewhighlights.

A modern, efficient and effec-tive regulator. RECO’s regulatoryauthority would be updated, allow-ing it to issue financial penalties forspecific breaches of the legislation,under specific circumstances.There would be fines for specificinfractions, which can beappealed.

• The Discipline Committee’soversight would broaden toinclude the ability to impose con-ditions on registration, suspend aregistration and revoke a registra-tion, authority it currently does nothave. Appeals of all matters decid-ed by the Discipline Committee

would progress to the LicenceAppeal Tribunal rather than aRECO Appeals Committee.

• The registrar’s authority toinquire into conduct and refer a matter to the DisciplineCommittee would be expanded, toinclude allowing for a referral tothe Discipline Committee,whether there has been a formalcomplaint filed or not.

• RECO’s registrar would beable to consider additional factorswhen determining eligibility forregistration, including the pastconduct and past financial positionof an applicant.

• New regulation-makingauthority would allow regula-tions to enhance the registrar’sauthority to request specificinformation and how and whenit is to be provided. This wouldbolster RECO’s ability to gatherthe necessary data required tomaintain sector information andenhance its data-driven

approach to enforcement andrisk-management.

Enhanced consumer protec-tion. The term “customer” wouldbe removed from the act, effec-tively eliminating the customerrelationship as currently defined.Instead, the law would seek toclarify whether someone is repre-sented by a brokerage or is self-represented. Changes in regula-tion would clarify the relation-ship between a registrant, clientsand other people. Such a changewould strengthen the effective-ness of the laws surrounding mul-tiple representation.

• The registrar’s authority tomake information public wouldbe expanded and clarified. Forexample, this would make it easi-er for a consumer to confirm theregistration status of a person theyare dealing with, including moredetails about their disciplinaryhistory.

New rules for registered real

estate brokerages, brokers andsalespeople. New provisionswould allow real estate brokersand salespeople to have theirremuneration (commission) paidto a corporation that meets cer-tain conditions. Future regula-tions would outline the condi-tions and restrictions under whichthis might take place, to maintainconsumer protection and mini-mize the level of administrativeburden on registrants.

• The use of the term specialistwill be restricted to those whohave met specific requirements, tobe established.

RECO has been advocatingfor REBBA reform and is verysupportive of the government’scommitment to substantivereforms. Updating REBBA willensure that the regulations keeppace with the evolving real estatemarketplace.

Joseph Richer is registrar of theReal Estate Council of Ontario. He isin charge of the administration andenforcement of all rules that governreal estate professionals in Ontario.You can find more tips at reco.on.ca,follow on Twitter @RECOhelps oron YouTube. REM

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14 REM APRIL 2020

By Shaneka Shaw Taylor& Princess Okechukwu

he Ontario Court ofAppeal’s ruling inBenedetto v. 2453912

Ontario Inc. is set to dampen thehopes of buyers looking to shieldtheir deposits in the purchase ofproperty through a corporation. Inthis case, the court decided thatthe use of the phrase “without anypersonal liabilities” in a pre-incor-poration contract does not preventthe forfeiture of a deposit when abuyer fails to perform his/her oblig-ations under the Agreement ofPurchase and Sale.

Salvatore Benedetto signed anAgreement for Purchase and Saleas a buyer “in trust for a companyto be incorporated without person-al liabilities”. He provided the list-ing brokerage with a $100,000deposit to secure the purchase.

T

Buyers’ deposits not above the lawWhen the transaction did notclose, he sought the return of thedeposit.

When the seller, 2453912Ontario Inc., refused, Benedettosued. The seller brought a motionfor summary judgment, and themotion judge ruled in favour of theseller. Benedetto appealed on thebasis that the motion judge erredin his interpretation of the con-tract and section 21 (4) of theOntario Business Corporation Act,which reads: “If expressly so pro-vided in the oral or written con-tract referred to in subsection (1), aperson who purported to act in thename of or on behalf of the corpo-ration before it came into exis-tence is not in any event bound bythe contract or entitled to the ben-efits thereof.”

The law with respect todeposits states that, unless the par-ties agreed otherwise, where a pur-chaser provides a deposit to securethe performance of a contract forthe purchase of real estate, thedeposit is forfeited to the seller ifthe purchaser refuses or is unableto close the transaction.

The Court of Appeal said that

section 21 of the act modifies thecommon law by defining therights and obligations partiesassume in pre-incorporation con-tracts. Pre-incorporation con-tracts are contracts executed by aperson on behalf of a companyintended to be incorporated at alater date. The Court of Appealsaid that in applying section 21(4) of the act to a pre-incorpora-tion contract, a forfeited depositdoes not constitute damages forbreach of contract but stands assecurity for the performance ofthe contract. There is an impliedterm on the deposit, that onbreach of the contract by thebuyer, the deposit is forfeited tothe seller, especially since the sell-er is unable to obtain damagesagainst the intended corporationbecause the intended corporation,if it even came into existence, didnot adopt the contract.

Benedetto argued that signingthe contract with the express pro-vision of “without any personalliabilities” should be broadenough to exclude personal liabil-ity, not only for damages forbreach of contract, but also with

respect to the deposit. The Court of Appeal dis-

agreed. It found that the phrase“without any personal liabilities”was to be interpreted in the con-text of a contract as a whole, notapplying just to the deposit.Benedetto’s argument, if accepted,would render a deposit meaning-less, providing no incentive to abuyer to close the transaction, andno compensation to the seller forthe buyer’s failure to close. Inorder for Benedetto’s argument tobe accepted, there had to be anexpress provision in theAgreement of Purchase and Saleconcerning the deposit statingthat the deposit was “not to beforfeited upon the failure of thepurchaser to perform his or herobligations under the Agreementof Purchase and Sale”. The Courtof Appeal concluded that the pro-visions of the act addressing pre-incorporation contracts does notdisplace the common law rulesgoverning deposits in real estatetransactions. These are the samerules that govern individual buy-ers and sellers, applied to pre-incorporated entities.

The Court of Appeal dismissedBenedetto’s appeal and the sellerwas allowed to keep the deposit.

In summary, the phrase “with-out any personal liabilities” doesnot satisfy the express provisionstipulated by section 21 (4) of theact. Therefore, buyers beware. Ifyou want your deposits returnedfor any reason, spell it out in thecontract.

Shaneka Shaw Taylor is a partnerat Boghosian + Allen LLP where shepractices municipal, commercial andreal property litigation. She is also alicensed real estate salesperson withForest Hill Real Estate. She hasauthored several articles and speaksregularly on topical municipal ligationand civil litigation matters. She recent-ly authored The Annotated RealEstate and Business Brokers Act,2002 and Regulations (LexisNexisCanada). Phone 416-367-5558 ext.214; email [email protected]

Princess Okechukwu is an arti-cling student with Boghosian + AllenLLP. She obtained her law degreefrom the University of South Walesand is looking forward to being calledto the bar in 2020. REM

here is a future that existswithout Realtors. We mustbe cognizant of this fact

and contemplate other possiblefutures, which see the role of theRealtor different than it is today.

We often hear about the pro-found changes that the real estateindustry has experienced andRealtors regularly comment abouttheir difficulties in keeping up withthe vast changes. Though changemay be prevalent when all aspectsof a Realtor’s day-to-day business isconsidered, I wholeheartedly arguethat organized real estate has notundergone any change at all in the

past couple of decades, and very little change prior to that.

Appreciating this may not be apopular opinion, I’ll put some con-text to it.

Realtors have gone from pagersto flip phones to smart phones.From sending contracts, to faxingcontracts, to emailing contracts.Brokerages have become moreefficient. Franchises have lever-aged technology to offer moretools and better business environ-ments for the Realtors who flytheir flag. Regulation continues to evolve to accommodate achanging business landscape.Consumers, having access to moreinformation, continue to demandmore information.

What has changed relating tothe role of real estate boards andassociations across the country?Organized real estate was foundedon the function of a central organi-zation, designed to manage listing

data so brokerages could work in aco-operative environment to selleach other’s listings. This startedwith collecting information andredistributing it back to the broker-ages in printed form, typically cata-logues.

With the introduction of thebusiness computer, these catalogueswere digitized and moved to anelectronic format. Then came theshort-lived fad known as the inter-net that created a new opportunityfor the data to become interactive.Boards could now share the datawith brokerages and Realtors in realtime, allowing for the system tobecome more interactive and con-sumer friendly.

Organized real estate is built onmanaging property data. What hasreally changed?

Leadership within organizedreal estate across the country needsto accept that the evolution hasbeen close to non-existent. We

cannot be distracted by a false senseof progress because our membershave experienced change in theirenvironment. We must be visionaryabout what the future role of theRealtor is, where organized realestate fits into that role, and start tochange to ensure relevance of bothin the future.

So, what is our next move? Wecan agree that the role of theRealtor five to 10 years from nowwill look vastly different than itdoes today. This change will bepredicated on the way the con-sumer will navigate a real estatetransaction in the future.

I see the consumer gaining morecontrol of their experience.Empowered by information andtechnology to support the securityand flow of that information, theconsumer will be in the driver’s seatand be far less dependent on outsideparticipants (appraisers, mortgagebrokers, conveyancers, lenders,

insurers, notaries and potentiallyeven Realtors). It is time to consid-er the Realtor as part of the entirereal estate transaction continuum,rather than just filling one gap outof many.

This is only possible if organizedreal estate begins building the infra-structure necessary to create thisfuture. Rather than waiting for thedevelopment of such systems,which could be less focused on theRealtor as part of the transaction,we need to lead these conversa-tions, to ensure the continued via-bility of the Realtor.

There is a future that existswithout Realtors. It is our job asleaders in organized real estate toensure that is not the future that isrealized.

Trevor Koot is the executive officerof the Kootenay Real Estate Board andthe Kamloops and District Real EstateAssociation. REM

How organized real estate must change

By Trevor Koot

T

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Peter PapousekRE/MAX REALTY ENTERPRISES INC.Mississauga

Nick PavlovRE/MAX WEST REALTY INC.Toronto

Manjit PawarRE/MAX DYNASTY HOSPITALITY INC.Brampton

Jason PilonRE/MAX HALLMARK PILON GROUP REALTYOttawa

George PolitisRE/MAX ALL-STARSTHE PB TEAM REALTYMarkham

Brandon Polsinello RE/MAX REALTRON POLSINELLO REALTYNewmarket

Frank PolsinelloRE/MAX REALTRON POLSINELLO REALTYNewmarket



Rob Golfi RE/MAX ESCARPMENT GOLFI REALTY INC.HamiltonThe Golfi Team

1

Frank LeoRE/MAX WEST REALTY INC.TorontoFrank Leo and Associates

2

Peggy HillRE/MAX HALLMARK PEGGY HILL GROUP REALTYBarrieThe Peggy Hill Group

3

2019Drew WoolcottRE/MAX ESCARPMENT WOOLCOTT REALTY INC.WaterdownThe Woolcott Team

4

Barry CohenRE/MAX REALTRON BARRY COHEN HOMES INC.TorontoBarry Cohen Homes

5

Christopher InvidiataRE/MAX ABOUTOWNE REALTY CORP.OakvilleThe Invidiata Team

6

Mark RichardsRE/MAX HALLMARK RICHARDS GROUP REALTY LTD.TorontoThe Richards Group RE/MAX Hallmark

7

Daryl KingRE/MAX HALLMARK REALTY LTD.Richmond HillThe Daryl King Team

8

Parveen AroraRE/MAX REAL ESTATE CENTRE INC.BramptonTeam Arora

9

David BatoriRE/MAX HALLMARK BATORI GROUP INC.TorontoDavid Batori

10

Roger LeBlancRE/MAX AVANTEMonctonEquipe Roger LeBlanc Team

1

Robert MooreRE/MAX REALTY SPECIALISTS LTD.St. John’sMoore/Decker/Dunn

2

Pam DeCourceyRE/MAX PROFESSIONALS SAINT JOHN INC.Saint JohnPam DeCourcey and Company

3

2019Jim BurtonRE/MAX INFINITY REALTY INC.Conception Bay SouthTeam Burton

4

Thomas BagoglooRE/MAX NOVAHalifaxThe Bagogloo Team

5

Kris FournierRE/MAX CHARLOTTETOWN REALTYCharlottetownThe Fourniers Team

6

Jeff KitchenRE/MAX PROFESSIONALS SAINT JOHN INC.Saint JohnJeff Kitchen

7

France PelletierRE/MAX RESIDEX ENTERPRISES INC.Grand FallsValley Team

8

Wendy FlemmingRE/MAX CHARLOTTETOWN REALTYCharlottetownThe Flemmings Team

9

Rebecca SteevesRE/MAX EAST COAST ELITE REALTYFrederictonRebecca Steeves

10

Faisal SusiwalaRE/MAX TWIN CITY FAISAL SUISWALA REALTYCambridge

1

Vesna KolencRE/MAX PREMIER INC.Woodbridge

2

Peter HogeterpRE/MAX ESCARPMENT REALTY INC.Stoney Creek

3

2019

Claudio CerritoRE/MAX HALLMARK REALTY LTD.Toronto

4

Alaa YousifRE/MAX REALTY SPECIALISTS INC.Mississauga

5

Andrew la FleurRE/MAX CONDOS PLUS CORPToronto

6

Bijan BaratiRE/MAX REALTRON BIJAN BARATI REAL ESTATEToronto

7

Chuck HogeterpRE/MAX ESCARPMENT REALTY INC.Stoney Creek

8

Mustafa ZiaRE/MAX REAL ESTATE CENTRE INC.Mississauga

9

Fatima BregmanRE/MAX HALLMARK REALTY LTD.Toronto

10

Jason MunnRE/MAX EAST COAST ELITE REALTYFredericton

1

Sarah JustasonRE/MAX EAST COAST ELITE REALTYFredericton

2

Nassim KlaymeRE/MAX NOVADartmouth

3

2019

Brian BelyeaRE/MAX PROFESSIONALS SAINT JOHN INC.Saint John

4

Stefan CormierRE/MAX PROFESSIONALS SAINT JOHN INC.Saint John

5

Colin CrowellRE/MAX BANNER REAL ESTATEMiddleton

6

Lisa MacIntoshRE/MAX EAST COAST ELITE REALTYFredericton

7

Lacey FisherRE/MAX COUNTY LINEREALTY LTD.Amherst

8

T. Chandler HaliburtonRE/MAX NOVADartmouth

9

Brad ColbertRE/MAX REALTY SPECIALISTS LTD. St. John’s

10

Manveer DhindsaRE/MAX REALTY SERVICES INC.Brampton

1

Mitchell DeslippeRE/MAX PREFERRED REALTY LTD.Amherstburg

2

Ricardo BarrosRE/MAX SOLUTIONS BARROS GROUPToronto

3

Lynsey FosterRE/MAX ESCARPMENT REALTY INC.Burlington

4

Shawn HincheyRE/MAX JAZZ INC.Oshawa

5

Mark AntazoRE/MAX COMMUNITY REALTY INC.Toronto

6

Kelsey Geer RE/MAX ALL-STARS REALTY INC.Uxbridge

7

Steph TrippRE/MAX PREFERRED REALTY LTD.Windsor

8

Jason TomeRE/MAX ESCARPMENT REALTY INC.Burlington

9

Jennifer LangilleRE/MAX HALLMARK FIRST GROUP REALTY LTD.Whitby

10

Matthew FernandesRE/MAX PROFESSIONALS INC.Toronto

11

Nick BrunetRE/MAX AFFILIATES REALTY LTD.Ottawa

12

Andrew PalilloRE/MAX HALLMARK FIRST GROUP REALTY LTD.Pickering

13

Trevor ClarkRE/MAX AFFILIATES REALTY LTD.Ottawa

14

Bryan SipecRE/MAX PREMIER INC.Vaughan

15

Michael HolderRE/MAX REALTY ENTERPRISES INC.Mississauga

16

Jordan QuaresmaRE/MAX RISE EXECUTIVESKingston

17

Bessa LikaRE/MAX PROFESSIONALS INC.Toronto

18

Tristan PelletierRE/MAX HALLMARK REALTY GROUPOttawa

19

Alexander WolfeRE/MAX AFFILIATES REALTY LTD.Ottawa

20

Tayyib ShariffRE/MAX PREMIER INC.Toronto

21

Ashley BarkerRE/MAX GREY BRUCE REALTY INC.Tobermory

22

Emily ScottRE/MAX LAND EXCHANGE LTD.Kincardine

23

Sina AzimiRE/MAX WEST REALTY INC.Kleinburg

24

Nolan BanascoRE/MAX REALTY SPECIALISTS INC.Mississauga

25

Ferro PaymanRE/MAX WEST REALTY INC.Kleinburg

26

Michael DuggalRE/MAX PREMIER INC.Toronto

27

Firas SwaidaRE/MAX REALTY SERVICES INC.Mississauga

28

Nik HandaRE/MAX REALTY SERVICES INC.Mississauga

29

Mike Cote-DiPietrantonioRE/MAX FINEST REALTY INC.Kingston

30


RE/MAX INTEGRA, Ontario-Atlantic Internal Data, full year 2019.

REM APRIL 2020 23

urlington-based real estatebroker Sean Morrison hasassumed the role of presi-

dent of the Ontario Real EstateAssociation (OREA).

Active in real estate for 14years, Morrison is a broker andmanager for Coldwell BankerMomentum Realty and is a mem-ber of the Realtors Association ofHamilton-Burlington (RAHB).

OREA is providing a one-timegrant of $5 million to the OntarioRealtors Care Foundation, anorganization that has been dedicat-ed to supporting shelter-basedorganizations throughout Ontariosince 1977 and receives fundingfrom Ontario’s Realtors.

“Ontario’s Realtors are deeplyconnected to the people, placesand happenings that make ourneighbourhoods home,” saysMorrison. “No other professioneven comes close to being as activein their local communities asRealtors are.”

The grant will augment thefoundation’s invested capital fundand increase the foundation’s abil-ity to meaningfully support much-needed shelter services across theprovince, OREA says.

B In 2019, the foundation raisedmore than $1.2 million for shel-ter-based organizations through-out the province on behalf ofOntario Realtors. OREA repre-sents 80,000 brokers and sales-people, who are members of the37 real estate boards throughoutthe province.

■ ■ ■

The Toronto Regional RealEstate Board (TRREB) has signedan agreement with CoreLogic tooffer the Matrix MLS platform asanother MLS front-end option, inaddition to Stratus.

“As part of our vision for thereinvented MLS, we promisedmultiple MLS front ends, and ouragreement with Matrix is the firststep in delivering on thatpromise,” says TRREB CEO JohnDiMichele in a news release.TRREB recently announced thatit will develop a new MLS plat-form. It says offering the Matrixoption is separate to TRREB’s cur-rent Request For Proposal (RFP)to develop the new system.

“The process to select an inno-vative MLS system platform thatcan deliver modern technologiesto meet the needs of members,

other users and their clients con-tinues in full force,” saysDiMichele. The board says havingmore than one MLS front end willprovide flexibility and choice tobrokerages, members and partnerboards.

“The MLS RFP initiative is amuch broader project. Of particu-lar interest in implementing a newMLS platform will be mobileusage, new add/edit capabilities,voice and integration withblockchain and artificial intelli-gence,” says DiMichele.

■ ■ ■

Gregory Klump, CREA’s chiefeconomist, has retired after 28years at the association.

Klump joined CREA in 1992,serving as staff economist.Promoted to chief economist in2005, he grew CREA’s economicand data team into a much-quotedsource of Canadian real estate dataand market analysis.

Klump was instrumental in thedevelopment of the MLS HomePrice Index, CREA says. He was amember of Canada Mortgage andHousing Corp.’s National HousingResearch Committee as well as acontributor to the EconomicResearch Committee of theCanadian Home BuildersAssociation.

■ ■ ■

The Barrie and DistrictAssociation of Realtors (BDAR),in partnership with the RealtorsCare Foundation, recently gavemore than $13,000 to shelter-based organizations across The

The Ontario RealtorsCare Foundationfundraiser, Jam witha Past President,raised more than$12,000 inNovember. Theevent has been orga-nized by OntarioReal EstateAssociation past-

president Brian Walker since 2007. It features Realtors and oth-ers in the real estate industry who are also musicians. Over theyears the event has raised more than $80,000 for the foundation.

From left: TaniaArtenosi, past-president ofBDAR; LucyGowers, YouthHaven executivedirector; MartinAndrews, YouthHaven director;and Robin Jones,2020 BDARpresident.

Sean Morrison John DiMichele Gregory Klump

Greater Simcoe Region. YouthHaven will use the donation tosupport its efforts to tackle youthhomelessness across the region, aswell as helping youth become suc-cessful adults by providing transi-

tional housing. The other majorrecipient, Habitat for HumanityHuronia, builds and rehabilitateshouses to create affordable housingfor families who are caught in thevicious cycle of poverty. REM

he Nova ScotiaAssociation of Realtors(NSAR) is celebrating its

20th anniversary. The associationacts as one voice for real estate inNova Scotia and serves morethan 1,500 members through awide variety of education pro-grams, training, advocacy andadministration of the MLS system.Through an agreement withthe Nova Scotia Real EstateCommission, NSAR also providesall real estate licensing courses inthe province.

The final meeting of the NovaScotia Real Estate Associationwas held on April 14, 2000.

On that day the Cape Breton,Halifax-Dartmouth, Highland,Northern and South Shore boardsmerged with the NSREA tobecome NSAR. The Yarmouthand Annapolis Valley Boardsvoted to keep their local boardsindependent until 2006 and 2013,respectively.

Over the first decade of thiscentury, real estate advertisingwent from predominantly print to

predominantly digital. The NovaScotia HomeGuide ceased publi-cation in 2011 as the focus hadfully switched to Realtor.ca foronline property listing informa-tion.

“June 8, 2016 saw the legacy ofall NSAR’s past board membersand volunteers memorialized withthe premier declaring June 8thNova Scotia’s first Day of theRealtor, a day that would berepeated for years to come,” saysNSAR. In an official proclama-tion at Nova Scotia Legislature,

Premier Stephen MacNeil recog-nized Realtors’ impact on theprovince’s economy and commu-nities through real estate transac-tions and charity work.

Today, NSAR has a profes-

sional staff team of 12. The staffworks with NSAR’s Board ofDirectors and more than 90 vol-unteers to advance the work of theassociation and support Realtors.

REM

T

The NSAR Board of Directors 2019/20

Nova Scotia Association of Realtors celebrates 20 yearsOn April 14, 2000 the Cape Breton, Halifax-Dartmouth, Highland, Northern and South Shore boards merged with the NSREA to become NSAR.

TOP PRODUCERS: RESIDENTIAL

DISTINGUISHED AWARDS

TOP OFFICE: LARGEST NET GAIN IN SALES ASSOCIATES

TOP PRODUCERS: COMMERCIAL

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CONGRATULATIONS TO OUR 2019 TOP ACHIEVERS!AS AWARDED IN LAS VEGAS, FEBRUARY 23, 2020.

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For the complete list of winners, please visit the remax.ca media newsroom.

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egular exercise is oftenassociated with physicalbenefits such as heart

health and weight maintenancebut did you know that there aredifferent ways it is linked to howyour brain operates too?

Here’s how exercise can helpeveryone have more brain power –and maybe even do a better job.

1. Work tasks. Research hasshown that exercise can support“executive function”, saysMatthew Heath, professor in kine-siology at the University ofWestern Ontario in London, Ont.Executive function refers to thingslike “the ability to remember what it is that you are doing on a moment-to-moment basis”,“switching between tasks” and“things that keep you on track dur-ing the workday.”

“It is thought that when youexercise there’s an increase inblood flow to the region of yourbrain that supports these executive

26 REM APRIL 2020

R

The Coldwell Banker® global network is pleased to welcome our new Coldwell Banker Hometown Realty.

Owner Chad Lawson has started his own brokerage and chosen to

Coldwell Banker Hometown RealtyWainwright, Alberta

Welcome

Chad Lawson Valerie Moroz,

How exercise helps you sell real estateIt’s heady stuff to think that a workout could help you sell a house... but experts say that maybe it can.By Ylva Van Buuren

functions,” says Heath. While youmay not notice improvements asyou go about your work, “I wouldthink that exercise would have aqualitative benefit in the efficiencyof your work.” Resistance trainingand aerobic training are linked to apost exercise benefit to executivefunction, says Heath.

2. Brain fitness. Award-win-ning fitness trainer OonaughDuncan says having to learn andperform patterns of movement isbeneficial for cognitive function.In a dance or aerobics class, forexample, the brain has to processand learn different movements.Duncan says it’s also beneficialwhen you cross the midline of thebody with one of your limbs or dodifferent movements with limbs atthe same time (raise one arm andkick the opposite leg). This type ofmovement uses both sides of thebrain, says Duncan.

3. Disease free. Exercise helpskeep your body free of chronic

conditions such as diabetes andhigh blood pressure – and providesa healthy home for a healthy brain,says Teresa Liu-Ambrose, Canadaresearch chair, physical activity,mobility and cognitive neuro-science at the University of BritishColumbia. “The brain is highlymetabolic and requires lots of oxy-gen and blood supply (which exer-cise provides). Any level of reduc-tion can, over time, acutely impairbrain function,” says Liu-Ambrose.

4. Less stress. Regular physicalactivity promotes mental well-being and stress control. Chronicstress, anxiety and depression areassociated with poor cognitivefunction, says Liu-Ambrose.Regular physical activity also pro-motes better sleep – and good sleepis critical for cognitive perfor-mance as well as brain health.

5. Fitness mindset. The wayyou do one thing is the way you doeverything, says Duncan. “If youwake up every morning and giveyourself a challenging workout,you’re training yourself to meetchallenges and exceed them.” Butif you’re neglecting your body, saysDuncan, it’s more likely that you’renot going to kick butt in otherspheres of your life.

6. Positive attitude. Peopleoften experience an “exercisehigh” after they exercise and thesefeelings of exhilaration can trans-late into a more positive – andwinning – attitude. Heath says theeuphoric benefit associated withexercising is due to a release of cer-tain bio-molecules. Heath and

other experts go so far as to recom-mend activity (10 jumping jacks, abrisk walk or a workout at the gym)before a meeting or presentation.The activity will increase yourability to pay attention to the situ-ation and help with mood.

Keep in mind that it doesn’thave to be a long workout, saysHeath. “A couple of years ago ourresearch showed that exercise doneat moderate intensity for as little as10 minutes can make a difference.Moderate intensity would be as ifyou’re walking up a slight inclineand you notice that you’re begin-ning to breathe a bit more.”

7. Good thinking. “I get mybest ideas when I’m going for a runor a walk,” says Duncan. She sug-gests that if you have an issue youare trying to solve, go for a run orwalk or ride a stationary bike.There’s so much intuition andinformation stored in the body andsometimes physically moving yourbody can help you get unstuck.“Get out of your head and intoyour physical body – and see whathappens.”

According to CanadianPhysical Activity Guidelines,adults aged 18-64 should accumu-late at least 150 minutes of moder-ate- to vigorous-intensity aerobicphysical activity per week, inbouts of 10 minutes or more, toachieve health benefits.

What’s most important isstressing the body with a high-intensity workout, says Heath. “Itseems to have the best overall ben-efit in terms of cardiovascular and

brain health.” He recommendsexercise performed at a high inten-sity (it should make you sweat) atleast twice a week.

Any activity is better thannone, and quick hits of activity(Liu-Ambrose calls them “activitysnacks”) are recommendedthroughout the day. Take the stairs,walk around your office while youare on a call, walk up and down thestairs while you wait for people tocome and view the house you areshowing, get up from your chairand sit back down.

People who exercise live longereven though they might have anunderlying disease.

“There is a neuro-protectiveeffect associated with exercise,”says Heath. “But it’s also systemicand influences all the major organsand protects them from disease andjust general wear and tear associat-ed with aging.”

In a study of 55-year-olds,Heath says individuals who hadunderlying ailments such as car-diac impairment, cancer and otherdisease and who didn’t exercisedied within five years. But individ-uals who had an underlying ail-ment and who were committed toregular exercise had a much longerlifespan.

To make exercise a regular partof your life, choose physical activi-ties you like and will continue to doover months. Consider taking up anew physical activity that requireslearning (such as tennis or squash,or a new yoga class) – it will be goodfor your body and mind. REM

s an indication of justhow hot the real estatemarket is in Southern

Ontario, a Kitchener agentrecently was flooded with 53 writ-ten offers for a home that wasadvertised as needing extensiveupdating.

Re/Max Twin City sales repMichael Saunders listed a homefor sale at 285 Connaught St. Thelist price was $299,900. Withinone week, Saunders had 53 writ-ten offers, ultimately resulting in

the sale of the home for $491,000.“We held the offers for one

week and then basically focussedon price and zero conditions,” saysSaunders. “Next, we went back toanyone who had offered $450,000or higher, drilling down to eightoffers. Then, we gave them achance to improve their offer andtook the best of the best.”

Saunders, a 30-year industryveteran, formed the Saunders-Tremblay Realty Team in 1992with broker Looey Tremblay. The

team now hassix agents.

T h eKitchener-Waterloo realestate marketr e m a i n sstrong with amedian priceof $630,000for detached homes sold inKitchener-Waterloo in February,says The Kitchener-WaterlooAssociation of Realtors. REM

Kitchener home gets 53 offers

Michael J.Saunders

A

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Listen, most real estate“trainers” and “coaches” arejust rearranging the deck chairson the Titanic. It looks different and shiny ‘n new. It’s still theTitanic. It’s still headed straight for the giant iceberg. Most of them have adopted the word “system”,but what they offer is hype.

Frankly, I’m not the most exciting guy. I approached myreal estate career more like a“systems engineer” than anexcited, excitable salesman.Maybe my consistency and constancy is boring to some, but the most successful agents inmany franchises, over 300 agents�� !�� thousands of agents transformed from years of struggle to success …all of them are using my system.

Get this: crazy-rich levelsuccess in this business isNOT about anything “NEW” at all. Sorry. It’s about puttingthe right proven pieces, strategies,methods and tools togetherin just the right way so that you wind up with ‘The SYSTEM That NEVER Fails.’

Crazy-Rich is hardly ever about invention. It’s aboutimplementation. Contrary towidely held belief, Henry Ford did not invent the horselesscarriage or gasoline engine. He developed a functioning assemblyline to make the damn things,and a dealer-franchise systemto get them sold. Two systems.Implementation, not invention.Steve Jobs didn’t invent computers, PC’s or phones. Credithis unique approach to retail� ��"#�� $��

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28 REM APRIL 2020

Gaudi’s “masterpiece of nature” still draws crowdsOnce ridiculed apartment block in Barcelona is now a tourist attraction. Story and photos by Diane Slawych

When the residential building La Pedrera was constructed on

a prominent corner of Passeig de Gracia in Barcelona, it was immediately ridiculed by critics. Today it attracts thousands of people a year – local citizens and visitors from around the world who regularly line up to pay admission for a peek inside. In 1984, the United Nations Educational, Scientific and Cultural Organization (UNESCO) named it a World Heritage Site in recognition of its “exceptional universal value.”

Sometimes it takes awhile for bold, new architecture to gain a following. Built by Spanish architect Antoni Gaudi when he was 54 and at the height of his powers, La Pedrera is made up of two blocks of apartments interconnected by interior courtyards and a shared façade. Constructed between 1906 and 1910, it pays homage to various art forms, not just architecture, but also woodwork, painting and wrought iron design.

But because it veered from established construction

principles it was denounced. Until, that is, a reevaluation based on creative merit sparked a change in public perception.

At first glance, the building doesn’t appear entirely radical, at least not by today’s standards (think of Frank Gehry’s Guggenheim Museum in Bilbao) though it’s certainly original. First, there’s the undulating façade of sand-coloured limestone and an entranceway that was purposely concealed so that no angle of the building, which wraps around a corner, would take precedence over any other.

Then there are the wrought iron balconies in shapes taken from nature, which contain no straight lines. Gaudi was described as a connoisseur of ironwork techniques and designed the models for the main doors of the house.

The name La Pedrera translates as the stone quarry due to its stone-like appearance, though the building is sometimes also known as La Mila because it was commissioned as a residence for the Mila family

with apartments to rent out.

One of the features that made the eight-floor building so innovative was that it was designed organically around two large courtyards that form the basis of the entire floor plan, maximizing the buildings’ light and ventilation. The shapes, light and colour within the courtyards as well as the outside staircases going up to the main floor have been compared to clearings in a tropical forest.

On the fourth floor, where the Mila family lived, visitors can tour a typical apartment of a bourgeois family in Barcelona in the early 20th century, recreated with the furniture and appliances of the time. Apparently when one of the former owners complained there was no straight wall to place her piano, Gaudi suggested she play the violin instead! The Modernist apartment gives a good sense of the building’s interior layout and ornamental elements designed by Gaudi such as various handles, knobs, mouldings, doors and flooring.

On the top floor is an exhibition devoted to Gaudi’s

life and work called Espai Gaudi. It’s located in one of the spaces that best represent Gaudi’s style of architecture, the attic at La Pedrera where the laundry used to be washed and hung up to dry. It consists of 270 catenary arches made of brick and arranged to resemble a whale skeleton.

From here, you can access the extraordinary roof with its multiple chimneys that, at first glance, could almost pass for alien warriors from a sci fi movie. Clustered into groups of three or four along the entire width of the building, the somewhat threatening appearance of these sculptured ducts and chimneys have prompted some to call them “espantabruixes,” or “witch-scarers.”

La Mila was Gaudi’s last work before he began his masterpiece La Sagrada Familia, which is visible from here. Some say the architectural elements on La Mila’s roof give the impression that they were meant to frame the famous basilica.

The building also contains basements and semi basements that were used for carriages,

stables and wine cellars, and were reached via a spiral ramp of conical and rounded forms and shapes known as “revolution paraboloids.”

One feature missing from La Mila is a four-metre high sculpture of the Virgin created by Carles Mani that Gaudi wanted to have placed at the top corner of the building. The Mila family was opposed to the idea, which prompted Gaudi to sever the relationship, though he signed the certificate of completion two years later in 1912.

After Gaudi’s unexpected death, the family decided to destroy all the interior and exterior decorative features the architect had installed. However, along the upper cornice of the building, it’s still possible to make out the stone reliefs invoking the archangels that read, “Ave gratia M plena Dominus tecum” (“Hail Mary, full of Grace, the Lord is with thee”).

Inspired by religion, nature and art in all its forms, La Pedrera remains one of Gaudi’s greatest contributions to Barcelona’s civic architecture. REM

The undulating façade is made of sand-coloured limestone. This staircase includes painted scenes, carved columns and a view onto an inner courtyard.

The extraordinary roof has multiple chimneys that, at first glance, could almost pass for alien warriors from a sci fi movie.

REM APRIL 2020 29

Red Deer’s GavinHeintz top C21 rep inworld

Gavin Heintz of Century 21Advantage in Red Deer, Alta.was recently named the No. 1Century 21 producer by units inthe world in 2019. Heintzaccepted his award at theCentury 21 global conference inLos Angeles. Other Century 21award winners for 2019:

No. 1 company in Canadaby GCI and units: Century 21Leading Edge Realty (PaulBaron, Tasis Giannoukakis andAnthony Bungaro), Toronto.

No. 1 office in Canada, byGCI and units: Century 21 FirstCanadian (Vito Campanale),London, Ont.

No. 1 team in Canada byGCI: Goodale Miller Team(Don Goodale and Brad Miller),Century 21 Miller Real Estate,Oakville, Ont.

No. 1 team in Canada byunits: L’équipe Je m’en occupe(Sébastien Bonnerot), Century21 Elite, Cantley, Que.

No. 1 producer in Canadaby GCC: Sam Elgohary,Century 21 Leading Edge Realty,Toronto.

The Wolf Pack Team fromCentury 21 Atria Realty in

Richmond Hill, Ont. won theGrand Centurion Team award,while the Centurion ProducerAward went to Kari Calder atCentury 21 Fusion in Saskatoon.

Asif Khan namedRe/Max Broker/Ownerof the Year

Asif Khan of Re/Max PrimeProperties in Markham, Ont. hasbeen named Single OfficeRe/Max Broker/Owner of theYear for Canada. The awardhonours successful broker/own-ers who have demonstrated out-standing business performance in2019. This is the first time Khan has received this awardafter being honoured as RookieBroker/Owner of the Year in2017.

“I am extremely proud of thisrecognition and it’s an honour tobe surrounded by an incrediblysupportive team. This awardbelongs to all of us. It’s a reflec-tion of the high level of carethey have towards their clients,”says Khan.

Khan has been a real estateprofessional with Re/Max since2006. Re/Max Prime Propertieswas founded in 2015. It has 25Realtors specializing in residentialand commercial real estate.

Drew Johnson namedtop Coldwell Bankeraward winner

Coldwell Banker Affiliates ofCanada is rebranding its customersatisfaction program, UltimateService with new graphics to com-plement the brand’s new NorthStar logo. The new marketingassets feature the claim thatColdwell Banker real estate profes-sionals have attained a 98-per-centcustomer satisfaction rating frommore than 85,000 Canadian homebuyers and sellers.

“Ultimate Service is a uniquelyCanadian program, founded onthe business philosophy of listen-ing to the customer and puttingtheir needs first,” says companypresident Andy Puthon.

The company also announcedthis year’s award winners. DrewJohnson of Coldwell Banker PowerRealty in London, Ont. was namedTop Ultimate Service provider inCanada. The Top UltimateService team in Canada (1 – 3members) is the Krasowski &Miller Team, Coldwell BankerThe Real Estate Centre, in Innisfil,Ont. Team members are SheilaKrasowski and Stephanie Miller.

The Top Ultimate Serviceteam in Canada (4+ members) isNyrose & Associates, ColdwellBanker Horizon Realty, Kelowna,B.C. Team members are DarcyNyrose, Darren Nyrose, DannyKupkowski, Jennifer Williamson,Justin Gaspari, Christine Gaspari,Karen Mustard and RobChapman.

Sixteen brokerages from acrossthe company were recognized withthe Ultimate Service companyaward, based on independently tab-ulated customer surveys. REM

Gavin Heintz

Asif Khan

Drew Johnson

Stephanie Miller and Sheila Krasowski

Stephen Chow, broker of record, Century21 Atria Realty in Toronto, left, and BrianRushton, EVP of Century 21 Canada,right, present the Grand Centurion Teamaward to The Wolf Pack team fromCentury 21 Atria Realty.

Darcy Nyrose

From left: Gary Busch, broker/owner,Century Fusion and Chiyoko Kakino, VPmarketing, Century Canada, right, presentthe Centurion Producer award to KariCalder of Century 21 Fusion.

innacle International saysthe next phase of itsPinnacle One Yonge devel-

opment in Toronto will haveCanada’s tallest residential condo-minium tower, at 95 storeys andmore than 313 metres high. It willinclude more than 800 condomini-um suites in a variety of layouts,ranging from 520 to 2,300 squarefeet, with prices starting from justover $800,000.

The previous contender fortallest condo tower was The One at

1 Bloor St. W., by developer SamMizrahi, which is currently underconstruction and will be 85 storeystall and 306.3 metres high.

The SkyTower at Pinnacle OneYonge was designed by HaririPontarini Architects.

“Our approach to this phase,and the other elements of this mas-ter-planned development, was pred-icated on a commitment to not justmerely add yet another condo tothe downtown core. Instead, werecognized the unique privilege pro-

vided by this site to forever reshapethe Toronto skyline,” says Pinnaclevice president of sales and market-ing Anson Kwok.

Amenities within SkyTowerwill include a pool, yoga studio,games centre and party space, aswell as outdoor barbecues andlounge areas, the company says.

SkyTower is the second of threetall towers at Pinnacle One Yonge.The first was The Prestige, a 65-storey condominium tower nowunder construction. Details of the

third tower have not yet beenreleased.

With more than 2,200 condo-minium suites between the threebuildings, the residential towerswill anchor a master-planned 4.4-million-square-foot development,the company says. It will alsoinclude 1.5 million square feet ofoffice space, 160,000 square feetof retail, a 250-room hotel, a50,000-square-foot communitycentre and a 2.5-acre public park.

REM

The SkyTower will include morethan 800 condominium units.

Canada’s tallest condo tower coming to 1 Yonge St.P

30 REM APRIL 2020

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Rhonda NavratilRE/MAX River City, Edmonton, AB

“Really the question should be why not somewhere else? If there were another

company able to come close to RE/MAX for market share, technology, staying

ahead of the competition, brand awareness, and quality of colleagues…I would

consider moving to that company. I have been with RE/MAX since 1987 and

have not once regretted it, I am honored and proud of the company I work with.

I prefer to associate with the best in the industry so I am constantly challenging

my skillset and never becoming complacent. I do believe there are great agents

in many real estate companies… but there are simply more great agents at

RE/MAX. I want to learn, share, and compete with the best. With RE/MAX, I

am continually challenged and given an exciting environment within which to

grow my business.”

Why RE/MAX?

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ery little of substancefrom any level of govern-ment in Canada gives me

hope that affordable housing(AH) in Ontario will become areality within the next decade, butI see much evidence that it won’thappen.

AH is a municipal-level issuebut cities like Oshawa have soldoff all their AH inventory.Toronto closed 1,100 uninhabit-able units in 2017. They discov-ered it wasn’t affordable. TheOffice of the ParliamentaryBudget Officer’s 2019 FederalProgram Spending on HousingAffordability report stated, “…Canada’s National HousingStrategy (NHS) largely maintainscurrent funding levels for currentactivities and slightly reduces tar-geted funding for households incore housing need. CMHC’sassumptions regarding the impactof NHS outputs on housing needdo not reflect the likely impact ofthose programs on the prevalenceof housing need.”

In other words, nothing thefederal government is doing todayis any different than before.

Infrastructure Canada reportedin their Inventory of PubliclyOwned Social and AffordableHousing Assets (2016) that therewere 252,450 available social andaffordable housing units. StatisticsCanada’s May 2017 Dwellings inCanada stated there were14,072,080 occupied privatedwellings. Therefore, 98.2 per centof Canadian residential housingwas financed by the private sector.

The provincial governmentcan’t solve the AH issue. Ontario’s2018 debt of $343 billion, forexample, was the largest subna-tional debt worldwide – higherthan 166 other countries andranked No. 20 worldwide.

The Ontario Ministry ofHousing’s April 2019 CommunityHousing Renewal Strategy reportstated that 106,600 AH units are

No affordablehousing foranother decadeat risk of exiting the communityhousing supply inventory withinthe next seven years.

Purpose-built apartment build-ings arguably house the vastmajority of vulnerable tenants, yetmany Ontario municipalities levyup to 2.5 times more property taxfor multiresidential propertiesthan single-family homes and con-dos. Property tax is by far the sin-gle largest cost in tenant rent.

Even if we find the money,who’s going to build it? A 2020BuildForce Canada reports statesthat Ontario’s construction andmaintenance sectors are currentlyoperating at full capacity and willneed to recruit an additional100,000 workers by 2029. Currentapprenticeships aren’t keepingpace with retirement levels.

CMHC’s pervasive yoke todemand that a percentage of allhousing they fund maintain a 20-to 30-per-cent lower-than-marketrent for 40 years is fatally flawed.There’s an immutable AH para-dox: The more affordable the rent,the lower the municipal income(property tax) available to provideand maintain affordable housinginfrastructure, services and pro-grams. Therefore, the more quick-ly affordable housing falls into dis-repair and ruin, especially in pub-lic housing.

Ontario’s plan to make sec-ondary suites in residential homesmore attractive has failed dismally.The province’s brutal anti-land-lord tenancy laws and the literallybroken Landlord and TenantBoard are driving small-to-medi-um landlords away in droves orinto bankruptcy.

The Centre for UrbanResearch believes AH will remainchallenged. Its February 2020report states, “Demographicallydriven housing requirements arelikely to remain strong. CURexpects there to be underlyingdemand for 50,000 (GTA)dwelling units per year between2016 and 2031 … compared to anannual average of 38,000 house-holds created between 2006 and2016.”

Government believes seniorsdownsize or leave homeowner-ship, which contributes to increas-ing housing supply. The expectedgreat baby boomer downsizingevent didn’t happen.

If residential landlords don’t gobankrupt in the process, at leastthe governments’ multi-decadesystemic failures will continue tofuel high demand and low supply.Rents (and house prices) will con-tinue to outpace family incomegrowth. The paltry cash flow (netincome) of rental properties willcontinue to shrink but resale val-ues will increase sharply. You’llhave to sell your rental property torealize this upside but there’s neverbeen a better time in Canadianhistory to sell than today.

Governments seem obliviousto the fact that AH isn’t just aboutaffordability for home buyers andrenters. The AH pandemic willnever be solved until the problemis properly defined: AH is “self-sus-taining housing that is affordablefor the tenant, the landlord andthe builder.” Most mainstreamlenders won’t fund affordable hous-ing and the few that might demandCMHC mortgage guarantees.

There are solutions. The late1960s and early 1970s boom inrental property constructionproves it. All the current solutionsare universally hampered by dis-couraging tenancy law, politicalcowardice and vote pandering,media sensationalism, debilitatingself-interest groups, fatally flawedhousing policies, a broken tenancyjudicial system and a misplacedbelief that any level of govern-ment has the financial means tosolve the AH crisis.

Chris Seepe is a published writerand author of two books on “landlord-ing,” course instructor, president of theLandlords Association of Durham,and a commercial real estate broker ofrecord at Aztech Realty in Toronto,specializing in income-generating andmulti-residential investment proper-ties. (416) 525-1558 [email protected]; website:www.drlandlord.ca REM

V

REM APRIL 2020 31

Michele CumminsRE/MAX Little Oak Realty, Mission, BC

“I wanted to align myself with the #1 selling brokerage

that is the most respected and is known not only locally,

but also internationally. I simply knew I would do more

transactions moving to RE/MAX which has proven to

be true. I practically doubled my business!”

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$10 MILLION RAISED FOR BC’S KIDS*

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Change Kids’ Health.Change the Future!

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long with a will, there arethree other separate free-standing documents you

need to have to protect your fami-ly: two types of powers of attorney(financial and medical) and a liv-ing will, also known as an advancecare directive.

Many people think they don’tneed a power of attorney becausethey have a will, but a will doesn’ttake affect until an individual dies,says lawyer Les Kotzer of Fish &Associates in Toronto.

The following advice is forOntario only. For other provinces,contact a lawyer in your area.

Powers of attorney (POA) offerprotection when an individual isalive but is deemed incompetentand unable to handle their ownfinancial or medical affairs.

Without these financial andmedical powers of attorney, thegovernment may step in and freezeyour assets and make your financialand medical decisions for you. Andno one wants that.

That’s why it’s important,Kotzer says, to have your POAsprepared now when you are com-petent. He says everyone over theage of 18 should have both types ofPOAs, with medical POAs cover-ing both mental and physical inca-pacity.

Powers of attorney andliving wills By Connie Adair

Some people have a POA thatnames someone they trust to acton their behalf should theybecome mentally incapacitated.However, the medical POA shouldalso include physical incapacity.

As an example, Kotzer tells thestory of a woman who has multiplesclerosis. She is mentally compe-tent but is unable to sign her name.If the POA covered only her men-tal incapacity, her appointeeswould have difficulty acting on herbehalf.

In a first marriage, in most casesspouses who trust each otherappoint each other.

In another case, a man in hislate 50s had a stroke. He and hisspouse were listed as joint tenantson the title of their house. Thematrimonial home is often in thenames of both spouses as joint ten-ants. However that doesn’t meanthat one spouse can sign the other’sname without a financial power ofattorney, for example to refinanceor sell the house. Having jointownership means the other will getownership upon death.

If a doctor declares you men-tally incompetent, if you have aPOA, all the person you appointhas to do is tell the governmentyou have a POA, sign someforms and the government will

relinquish control.An encompassing POA, which

is what Kotzer says he and lawyerBarry Fish call the document pro-vided in their Power of Attorneykit, is like an umbrella that coversall assets until death, when the willtakes over.

The living will, or advance caredirective, is an important docu-ment that outlines your medicalwishes.

Kotzer and Fish created afinancial and medical power ofattorney kit that you can fill out athome. The documents are notonline. They are paper copies thatcan be witnessed by two friends orneighbours. The kits are availablefor $50 each plus tax and shipping.Visit powerofattorneyinfo.com orcall 877-439-3999 for information.

Kotzer also has videos aboutwills and powers of attorney on hiswebsite at www.leskotzer.com.

POAs should be kept athome for easy access in case ofan emergency. Tell your familywhere they are.

The financial Power ofAttorney kit also comes with awallet card that is considered alegal document. If you get into anaccident, the doctor will see youhave a POA and contact the per-son you have listed. REM

A

Engel & Völkerslaunches businessintelligence app forits advisors

Engel & Völkers recentlyintroduced E&V Command, acustom-built mobile app designed

to serve the brand’s network of realestate advisors as a portal for clientservices and business intelligence.

The app gives Engel & Völkersadvisors the capabilities to view,manage and track all of their list-ings and pending transactions inone place. It is part of the brand’sintegrated product suite poweredby data from EVI, the company’sproprietary data centre.

Advisors can track their awardstatus and how they rank withintheir market and across the Engel& Völkers network, and they areable to create personal notes aboutprospects, clients and listings.

Nathan Kimpel, senior vicepresident of technology at Engel &Völkers Americas, says the app“delivers our network with com-plete client management andCRM integration built into its

interface, allowing advisors to keepin touch with and manage theirclients in real time, from lead gento closing. It is the backbone ofnext generation client service atEngel & Völkers.”

Key benefits include:• Instant lead notification.

Push notifications and respondfaster to new leads.

• Listing performance data.Tracking all current listings withassociated marketing investmentanalytics.

• Global collaboration. Call,text, chat or email other membersof the global Engel & Völkers net-work for referrals and knowledgesharing.

• Enhanced client experience.Add new clients and communi-cate directly with existing clients.

REM

What’s

New

What’s

New

he Royal LePage ShelterFoundation announcedthat more than $3 million

was raised in 2019 in support ofwomen’s shelters and domestic vio-lence prevention and education.Since 1998, the foundation hasraised more than $33 million forthis important cause.

Executive director ShananSpencer-Brown says, “Our verysuccessful Sahara Desert Challengefor Shelter campaign along withthe ongoing generosity of our com-mission donors, fundraising eventorganizers and other supporters willallow us to help more than 50,000women and children seeking safetyfrom domestic violence in commu-nities across Canada.”

Royal LePage is the only

32 REM APRIL 2020

TGood WorksGood Works

Canadian real estate companywith its own branded charity.Royal LePage agents from acrossCanada make donations from theircommissions and agents, brokersand employees organize fundrais-ing events, including the annualNational Garage Sale for Shelter,taking place this year on May 9.

■ ■ ■

Golf enthusiasts helped raise$92,000 in support of local chari-ties at the 8th annual RoyalLePage Network Realty Corp.Charity Golf Tournament in RedDeer, Alta. Funds were directed tothe Central Alberta Women’sEmergency Shelter via the RoyalLePage Shelter Foundation for thedevelopment of a children’s heal-

ing and therapy room, and to theCentral Alberta Child AdvocacyCentre for the purchase of a spe-cially trained therapy dog.

To date, the event has raisedmore than $500,000. The 9thannual tournament is scheduled totake place on June 12, 2020 andwill be held in memory of tourna-ment founder Marlo Ruttan.

■ ■ ■

Brandon, Man. sales rep PatMcKenzie has been a volunteercurling instructor for 11 years,teaching the game to junior curlersaged six to 14. Some of her stu-dents have become top competi-tors. She says she hopes some ofthem make it to the provinciallevel. “I was very proud last seasonto have two of three former stu-dents move to the Manitoba Hit,Draw and Tap competition inBrandon at the Brier. At theregional level, two of my studentsmoved onto the provincial leveland one of them won her agegroup. I was like a proud mom.”

■ ■ ■

The mother-daughter realtyteam of Sandy Bodnar and Rayissa

Palmer collected 150 pairs of good-quality shoes recently in the 24thannual Ron White Shoe Drive.This is their fifth time participatingin the largest shoe drive in Canada.Donations of footwear for men,women and children are distributedto charitable organizations in theGreater Toronto Area, assistingindividuals, families and jobseekerswho are struggling to make endsmeet. Since 1996, this drive hascollected more than 40,000 pairs ofshoes for those in need.

On Valentine’s Day, Bodnarand Palmer, who are with SuttonGroup - Old Mill Realty, droppedoff their baskets and bags at RonWhite’s corporate office and weregreeted by White in person. Eachyear, he enlists internationalcelebrities such as VanessaWilliams, Celine Dion and EricMcCormick to donate shoes andraise awareness of the drive.

Another event close to theRealtors’ hearts is the CaledonCommunity Services Home forthe Holidays Gala. This is the sec-ond year in a row that the mother-daughter duo created a custompiece for the auction.

“This time we created twooversized Christmas wreaths thatwent for auction to raise funds forCaledon Community Services,”says Palmer. One was named‘Sugar Plum Fairy’ as it featured allkinds of sweet treats on it in glassand ornaments. The other we cre-ated was called the Maison Birdand featured a painted birdhouseby Sandy. Our wreaths were auc-tioned off.”

■ ■ ■

Sutton Group - QuantumRealty in Oakville, Ont. recentlypresented $1,000 to the JuvenileDiabetes Research Foundation.The donation included contribu-tions from the Realtors and brokerof record Tina Gardin. Accordingto government figures, approxi-mately three million Canadians(or 8.1 per cent of the population)were living with diagnosed dia-betes in 2013 – 2014, representingone in 300 children and youth agesone to 19 years. Over the years,Sutton Group - Quantum Realtyhas supported numerous causesincluding the Oakville Gallerythrough the Dinner in GairlochGardens event. REM

Right At Home Realty recently presentedHabitat for Humanity with a cheque for$83,000. From left: John Lusink, president ofRight at Home Realty; Adwoa Buahene,Habitat for Humanity vice president of donorpartnerships; Francine Negre Laroche, Habitatfor Humanity senior manager, corporate part-nerships; and Howard Drukarsh, co-founderand broker, Right At Home Realty.

Paul Belhumeur and Ken Cowie of Re/Max 2000 Realty inSurrey, B.C. dropped the puck at the Vancouver Giants’WHL Suits Up for Organ Donation game recently. In 2004,Cowie gave a life-saving kidney to Belhumeur. The gamenight was a huge success, with more than $1,000 in dona-tions received from Logan Boulet wristbands that wereavailable at the game.

Representativesfrom RoyalLePage NetworkRealty Corp. inRed Deer presentfunds raised attheir 8th annualcharity golf tour-nament to theCentral AlbertaWomen’sEmergencyShelter.

Pat McKenziecould not resistrubbing thefamed Briercup for luck atlast year’s competition.

Sandy Bodnar andRayissa Palmerdeliver 150 pairsof shoes to RonWhite, CEO andcreative directorof the annual Ron White ShoeDrive.

Sutton Quantum donated $1,000 to theJuvenile Diabetes Research Foundation.

MORE INFO: REALTORQUEST.CATORONTO CONGRESS CENTRE | WEDNESDAY, MAY 27–THURSDAY, MAY 28, 2020 | #REALTORQUEST

CELEBRATING 100 YEARS OF TRREB

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AVI ROSENReal Estate Broker (Nearly 50 Years) • Paralegal

Direct: (416) 818-6130 • www.rosen.caLegal Focus on the Real Estate Industry

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“Motivation is the art of gettingpeople to do what you want them todo because they want to do it.” –Dwight D. Eisenhower

realize that nowadays thestrategy that oft wins the list-ing is how much actual ser-

vice a salesperson offers for howsmall a fee. Sometimes it’s abouthow many advertising dollars arepromised, which really meansnothing, other than the agent hasdeep pockets and/or a big ego. AsI’ve always said, ads don’t sell realproperty – skilled people do. Well,technically, homeowners sell prop-erty and agents hope to createopportunities to sell, but that’s atopic for another day.

In this series of articles, whichare abridged excerpts from mybook, The Happy Agent, I addressthe philosophy, skills and ethicaltechniques that I practised

By Ross Wilson

Presentation persuasion:Winning the listingthroughout my highly successful44-year realty career.

Agents are usually happy, if notthrilled, for the chance to presentto a prospective seller and grateful-ly do so free of charge. They hopeto convince them to list – realisti-cally – and hope the property sellsand hopefully closes successfully,after which they hope to finallyreceive a sizable fee for their effortsand hope that their brokeragedoesn’t claim all those dollars foraccount arrears. That’s a lot of hop-ing. As expert entrepreneurs, theyoperate on the premise that thepotential reward is worth the risk. Isuggest, though, that you not relyso heavily on hope.

Before accepting an invitationto consult with a homeowner, it’ssmart to discern why they want anevaluation. They may be seriousabout selling; if this be true, go forit. They could, however, just becurious about their home’s marketvalue and have no immediateplans to list. They may need aComparable Market Analysis(CMA) or Letter of Opinion of

Value for a credit application, mat-rimonial conflict or court case.

Don’t be shy – ask if they’reseeking opinions from otheragents. Sometimes they choose tolist with the agent who promisesthe highest price or the lowest fee.So that you can be properly pre-pared, it’s only fair they disclosetheir intentions. Or perhaps youmight refuse to play their game; it’salways your choice. In any case,you should make an informed busi-ness decision whether to proceedto spend your precious time.

If they’re forthright and dis-close they have no plans to sellanytime soon, before you committo the task, you could request a flatfee for service, to be deducted fromany commission if the property islisted and sold with you, say, with-in six months. If they agree, to pre-vent possible future conflict, itwould be prudent to confirm inwriting. You may not mind work-ing for free, but don’t allow themto take unfair advantage of you.You could still do the work andhope they remember your generos-ity, but don’t count on it.Memories can be short, especiallyfor those infected with MoneyMadness.

What’s a property worth? It’s acommon question not easily oralways accurately answeredbecause it demands the conversionof subjective opinion into objec-tive fact. Unless you possess psy-chic foresight, it’s impossible toforesee. The inherent nature of anopen market, hence market value,is dependent on the law of supplyand demand. This most basic lawroughly states that an increase insupply can deflate market values,whereas an increase in demand

can inflate them, and the oppositeholds true. Supply and demandboil down to subjectivity.Nevertheless, even though a CMAis far from definitive, it’s one of thefoundational pillars on which ourindustry was built and canundoubtedly provide clues toestablishing a rough estimate ofvalue.

Offering a verbal opinion with-out research is just an unsubstanti-ated guess. It might ultimatelyprove accurate, but why amateur-ishly gamble with a homeowner’sforemost asset? If a prospect insistson your best informal estimate, atleast preface it with a disclaimerthat it’s just that – an educatedguess. Since you may be unaware ofa recent sale that could significant-ly affect their property’s value,favourably or otherwise, it should-n’t be relied upon for a major deci-sion. Also, without thoroughresearch, why would they necessar-ily believe you? A meticulousinvestment of resources is the pathto credibility and trust.

What you create for a prospec-tive new and sometimes existingseller (or buyer) is not unlike areport prepared by a certifiedappraiser. However, there are acouple of significant differences. Aresidential appraiser is paid a flatfee to produce – with or without apersonal property inspection – awritten standard form report con-taining a precise considered opin-ion of value based on historicaldata. For lenders and lawyers,whose needs normally demandspecific and easily substantiatedcalculated amounts, formappraisals are considered standardprocedure. But unlike appraisedvalue, market value is more

abstract, more subjective. Thesame basic methodology isinvolved, but the evaluationprocess goes to what I feel is, atleast for agents and most con-sumers, a more practical level.

Since you’re actively workingthe market, your instincts may bemore honed than those of some-one mining data from behind adesk. You’re familiar with compet-ing or sold listings because youactually viewed them. The ulti-mate sale price of your prospectiveseller’s home may differ substan-tially from an appraised value (oreven your original estimate) sincea formal appraisal doesn’t involveexposing the property to a compet-itive marketplace where virtuallyanything can happen. Just as stockmarket bidders can frantically pusha share price beyond its arithmeti-cally calculated book value, fer-vent realty buyers can drive pricesinto nose-bleed territory.

In the next column I continuethis topic by addressing morespecifics about market evaluationsand the helpful conclusions thatcan be drawn from a thoroughCMA. The listing details used inits preparation are not just a bunchof numbers to average together.

Ross Wilson is a retired real estatebroker with extensive experience as abrokerage owner, manager, trainerand mentor over a highly successful44-year career. His book, TheHappy Agent – Finding Harmonywith a Thriving Realty Career and anEnriched Personal Life is availablewhere print and e-books are sold, including the TREB, MREB,RAHB and OMDREB stores. Formore details, visit Realty-Voice.com.

REM

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