July 2013

Commission agreement basics Page 28

Real estate designations Are they worth it? Page 8

Lady Chatterley’s house: Literary connections sell U.K. homesPage 3

Commission agreement basics Page 28

Real estate designations Are they worth it? Page 8

Lady Chatterley’s house: Literary connections sell U.K. homesPage 3

Issue #289 July 2013

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Bob PedlerA 44-year career as an independent broker in

the City of Roses 6

To join an outstanding organization with outstanding agents, talk to your local RE/MAX Broker Owner or visit

joinremax.ca

REM JULY 2013 3

When you’re selling your house in a time of severe

economic recession it helps to have a selling point – and there are few better selling points in the U.K. than owning a house with a literary connection.

Literary heritage is big business here. A record 19 million visitors toured National Trust houses last year, including several associated with Britain’s most celebrated writers.

At one time, more than 100,000 Beatrix Potter aficionados flocked to her Cumbrian cottage, Hill Top, each year, while Thomas Carlyle’s town house in Chelsea, London, and Red House, William Morris’ Arts and Crafts residence in Kent, are also very popular visitor attractions.

For years, fans turned up at Green Hedges, Enid Blyton’s now demolished home in Beaconsfield, Buckinghamshire, and today visitors drop in to the genteel house in Chawton, Hampshire, to see where Jane Austen wrote Pride And Prejudice.

Wandering around the home of an author is as close as most people get – but actually residing where a playwright or novelist once put quill to parchment or fingers to battered typewriter is a literary buff’s dream come true.

Although some buyers are principally concerned with price and finish, a cultural connection can make it much easier to market a property.

So the Nottinghamshire manor house that was the inspiration for Wragby Hall in D.H. Lawrence’s steamy (and once banned) novel Lady Chatterley’s Lover should not take too long to sell, having just gone on the market at £1million.

Officially known as Teversal

Manor, the six-bedroom house is referenced many times in the 1928 novel because it’s where Constance Chatterley lives with her paralysed husband Clifford, and from which she tiptoes out at night to meet her gamekeeper lover, Oliver Mellors.

“During the First World War, the house was used for the rehabilitation of soldiers,” says owner Janet Marples, 69. “They put a slope down to the second garden terrace for wheelchairs and it’s said D.H. Lawrence got the idea for Constance’s husband Clifford from that, as he is in a wheelchair too.”

It isn’t just houses with literary connections that sell for inflated prices. A stretch of beach overlooking a lighthouse that inspired one of Virginia Woolf’s most famous novels recently fetched £80,000 at auction.

The 76-acre Upton Towans beach in Gwithian, Cornwall – where Woolf spent many family holidays as a child – affords terrific views of the lighthouse on nearby Godrevy Island, which became the inspiration for her 1927 classic To The Lighthouse.

But houses with literary connections are what have been making the serious money lately.

Remember the Tale of Mr. Jeremy Fisher, the frog who fished the Dalguise Beat for his dinner?

Burnside Cottage in Perthshire, Scotland, where his creator Beatrix Potter lived for several years, is thought to have been the inspiration for this culinary tale and, for £760,000, you could recently have had this three-bed cottage and more than a mile’s worth of Mr. Jeremy’s double fishing bank.

In the south of England, the passion of The Forsyte Saga materialized at Wingstone Manor Farm, where John Galsworthy lived from 1906 to 1924. His glorious five-bed house nestles in the pastures of Dartmoor national park. For £1.55 million, you could also have had two large drawing rooms, each with wood-burning stoves, a kitchen-diner, a range of outbuildings, riding land and spectacular views from the wisteria-clad veranda.

Closer to London, it is easy to believe that Toad, Ratty, Mole and Badger and the rest of their Wind in the Willows chums were conjured up by Kenneth Grahame at the magnificent seven-bedroom Martens House (Toad Hall?) in Wargrave, Berkshire, an elegant yet unpretentious Elizabethan manor standing on the reaches of the Thames, on (yes, really) Willow Lane and costing a cool £2.49 million.

Finally, in England’s south-west corner, the white-

washed seaside coach house in Cornwall where Daphne Du Maurier lived in the 1940s, has recently sold for £1.875 million. Situated in its own sandy cove in the harbour town of Fowey, the four-bedroom house – along with its enchanting garden and surrounding area – is thought to have inspired the setting of her novel Frenchman’s Creek.

The homes where writers, playwrights or poets penned their masterpieces have an enduring fascination.

Interest in houses with literary connections is now so great that some real estate agents are hiring qualified house historians. One, Melanie Backe-Hansen, specialises in researching the history of the homes of writers like P. G. Wodehouse and H. G. Wells.

“Certain places are a magnet for writers,” she says. “Carlyle Mansions, on Cheyne Walk, Chelsea, is referred to as ‘the writers block’ as it’s been home to well-known figures such as Ian Fleming and T. S. Eliot. Giving a house a link with an author has obvious benefits, and adds cachet to the address.”

James Bailey, of real estate firm Henry and James, says that George Orwell came to his rescue when a house he was trying to sell on a busy road was attracting little interest.

“When we discovered Orwell had lived there, suddenly buyers appeared and it sold very quickly. A literary connection doesn’t necessarily mean a higher price, but it does make it more saleable.”

Sometimes a house with a literary connection can sell very quickly and at an relatively low price.

In West Yorkshire, fans of the Brontes make pilgrimages to the parsonage in Haworth where the literary sisters created their brooding romantic characters playing out their tempestuous passions on bleak, windswept moors.

The Bronte Birthplace Trust’s last-minute attempt to buy the nearby 1802 house where Charlotte, Branwell, Emily and Anne Bronte were born floundered in February after it had difficulty raising the money and was gazumped by a private buyer.

The four-bedroom home in which the children were born and raised between 1815 and 1820 before the Brontes moved to Haworth sold for a modest £120,000. The Bronte Birthplace Trust had wanted to acquire the house and convert it into a Bronte museum, bookshop and café to help regenerate the village, just west of Bradford, but it may now become a bistro. REM

Literary connections sell U.K. homesThe Nottinghamshire manor house that was the inspiration for Wragby Hall in D.H. Lawrence’s steamy (and once banned) novel Lady Chatterley’s Lover should not take too long to sell. By Nigel Burnham

Keira Knightley in Pride and Prejudice (left). The home where the Bronte sisters were born was recently purchased by a private buyer who may turn it into a bistro (middle). Teversal Manor, referenced many times in Lady Chatterley’s Lover, is for sale (right).

Coldwell Banker R.M.R. real estate has opened its Lindsay office in the his-toric former head office of The John Carew Lumber Company.

4 REM JULY 2013

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

management and sales representa-tives. In addition, we will also pro-vide strong enforcement to ensureethical, professional and reliableservice is provided to all GalaxyGate clients,” says Kainth. Thebrokerage recently opened its cor-porate office in Toronto. It’s offer-ing 100 real estate courses free toits Realtors, and says it will updateand add new courses on a regularbasis.

Kainth says the company plansto open franchises in all provinces,starting with B.C., Alberta andOntario.

■ ■ ■

Brad Clayton has joined Better

anada’s newest real estatebrand is Galaxy Gate,which was recently intro-

duced in Toronto by broker, presi-dent and CEO Barry Kainth.

“Real estate in Canada ischanging and real estate profes-sionals need to become more disci-plined and focus on their futurebusiness plans and educationalgoals,” says Kainth. He says educa-tion and training will be the pri-mary focus of Galaxy Gate, inaddition to providing professionalservice.

“We are committed to provid-ing exceptional support to ourfranchisees through strong leader-ship, education and training for

C

exceeding $10 million, the compa-ny says.

■ ■ ■

Anne Squires, regional ownerof Exit Realty in Alberta, recentlysold three franchises. “We areproud to have seasoned Realtors,husband and wife team Elaine andGary Bishop as the new owners inFort McMurray and WoodBuffalo,” says Squires. She saystheir Fort McMurray office is nowopen. “They are a strong team thatis value-driven. We know they arethe ideal people to really make adifference in the community.”

Existing Exit franchisees Pauland Sue Chauvet, based in Edson,have opened an office in FoxCreek. “It’s a natural for theexpansion of their business for Pauland Sue to open a branch office.They are successful in their broker-age operation and are looking fornew opportunities for growth,” saysSquires.

“Exit Realty Alberta has beenbusy interviewing candidates forbrokerage ownership across theprovince with a strong focus onCalgary,” says Bruce Mullett, man-ager of franchise development forthe region. “We are very impressedwith the calibre of real estate pro-fessionals in the Alberta market-place and their openness to a new

vision for operating a successfulreal estate brokerage.”

■ ■ ■

Frank Binder, broker of recordof Royal LePage Binder Real Estatein Windsor, Ont. and PrudentialSelect Realty owners CarolBaillargeon and Terry Gouin havemerged their companies.

Baillargeon and Gouin’s teamof 25 sales representatives and bro-kers add to Royal LePage BinderReal Estate’s existing team of 93.The amalgamated company ser-vices the areas of Windsor,Tecumseh, Lakeshore, Tilbury,Leamington, Kingsville, Essex,Amherstburg and LaSalle.

■ ■ ■

Maurice King, a multi-plat-inum award winner and Re/MaxHall of Fame member, has joinedRe/Max First at the Brooklin, Ont.office, reports broker/manager PaulEtherington. “Maurice has been atop-producing salesperson in theWhitby/Brooklin area for the last10 years and we are thrilled to havehim re-join Re/Max,” saysEtherington.

Re/Max First Realty opened inPickering in 1992 and now hasthree offices and 160 salespeopleserving all of Durham Region.

■ ■ ■

After nearly 20 years servingLindsay and The City of KawarthaLakes, Coldwell Banker has putdown permanent roots in theTown of Lindsay. In February,Coldwell Banker R.M.R. RealEstate purchased 130 William St.,the former head office of The JohnCarew Lumber Company, whichbegan operations in Lindsay in1891.

Homes and Gardens Real EstateCanada (BHGREC) in the role ofdirector of franchise development.

“We were immediatelyimpressed by Brad’s many accom-plishments, which include numer-ous recognitions as top producer atRealogy and his proven ability tosuccessfully navigate mergers andacquisitions and franchise develop-ment,” says Rob Vanden Broek,president of BHGREC. Claytonclosed some of the largest multi-million dollar deals in Realogy his-tory and generated $27 million(US) in sales in 2011, the compa-ny says. Clayton also has extensiveexperience in negotiating com-plex, structured M&A deals

Barry Kainth Paul Chauvet

Brad Clayton Sue Berube-Chauvet

Elaine Bishop Gary Bishop

Frank Binder

Maurice King

Carol Baillargeon

Terry Gouin

Continued on page 6

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Multiple ListingsContinued from page 4

6 REM JULY 2013

PublisherHEINO MOLLS

email: [email protected]

Director, Sales & MarketingDENNIS ROCK


Manager, French EditionMICHEL [email protected]

Digital Media Manager WILLIAM [email protected]

Editor in ChiefJIM ADAIR


Distribution & ProductionMILA PURCELL

[email protected]

Art DirectorLIZ MACKIN

Graphic DesignSHAWN KELLY

Brand DesignSANDRA GOODER

REM complies fully with the Canadian Real Estate Association's Rules for Trademarks (CREA Rule 16.5.3.1)

REALTOR® and REALTORS® are trademarks controlled in Canada by The Canadian Real Estate Association(CREA) and identify licensed real estate practitioners who are members of CREA. MLS® and Multiple ListingService® are trademarks owned by CREA and identify the services rendered by members of CREA.

REM is published 12 times a year. It is an independently owned and operated company and is not affiliated with anyreal estate association, board or company. REM is distributed across Canada by leading real estate boards and by directdelivery in selected areas. For subscription information, email [email protected]. Entire contents copyright2013 REM. All rights reserved. Reproduction in whole or in part without written permission from the publisher is pro-hibited. The opinions expressed in REM are not necessarily those of the publisher.

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John Carew was a prominentmember of the community havingserved as a member of the LindsayBoard of Trade and Board ofEducation and was president ofLindsay Central Fair 1910 – 1915.He was elected to the OntarioLegislature in 1914 and served asthe Conservative member for theriding of Victoria South until1919.

F.J. Carew (born 1888), son ofJohn Carew, became managingdirector of the family business andserved overseas from 1916 to 1918as lieutenant colonel with theCanadian Forestry Corps in Franceand in July 1917 was appointed thecommanding officer of the #1Military District in France. Heserved as mayor of the Town ofLindsay in 1922 and was governorfor the Ross Memorial Hospital,served on the Board of Educationand was president of the LindsayCentral Exhibition.

One of F.J. Carew’s daughters,Gertrude, married Leslie Frostwho became premier of Ontariofrom 1949 to 1961.

Coldwell Banker RMR RealEstate was established by itsfounder and current president,Ralph M. Roberto in 1976 andoperates seven additional locationsincluding Oshawa, Whitby, PortPerry, Uxbridge, Brooklin,Bobcaygeon and Cobourg, Ont.

■ ■ ■

Christian Ouellette, owner ofthe brokerage formerly operatingas Groupe immobilier Phénix, hasjoined the Royal LePage franchisenetwork. The company will oper-ate as Royal LePage Optimum.

Ouellette has served as a mem-ber of several boards, includingpresident of his local business asso-ciation and Chamber ofCommerce. “His professionalismand good humour will create a pos-itive atmosphere for his team, who

will now work in a newly refur-bished and well-located office,”says Royal LePage in a newsrelease.

The Royal LePage Optimumteam services the South Shoreareas in the cities of Delson, St-Constant, Ste-Catherine,Candiac, Laprairie, St-Mathieu St-Philippe St-Rémi and St-Michel.The brokerage, which owns nearlyfive per cent market share, plans toexpand its team in the comingmonths.

■ ■ ■

Re/Max of Western Canada, inassociation with The Brick,BigSteelBox, General Paint andthe Western Hockey Leaguerecently held a promotion calledthe Re/Max Home Team Contest.Western Hockey League fans wereencouraged to visit the Re/MaxHome Team Contest website andperform fun challenges for thechance to win weekly and grandprizes worth a total of $25,000.The contest received more than138,000 entries.

Brian Sikstrom of Camrose,Alta. was awarded the $13,000 firstprize package of $5,000 fromRe/Max, $2,500 from BigSteelBox,$5,000 in gift cards from The Brickand $500 in gift cards fromGeneral Paint.

Elizabeth Peterson of HighPrairie, Alta. and Janice Haslam ofComox, B.C. were the runner-upprize winners, each receiving$2,500 worth of gift cards fromThe Brick.

Three additional winners wereselected each week throughout theduration of the contest to winprizes from BigSteelBox, GeneralPaint and the Western HockeyLeague.

■ ■ ■

Staff from Exit Realty handedout more than 4,000 bags recentlyat RealtorQuest, the largest annualgathering of real estate profession-als in the country. “We attend real

estate trade shows and conferencesacross North America, and theToronto Real Estate Board shouldbe proud of the incredible showthey put on. It was well organized,professionally run and had atremendous, upbeat energy,” saysJoyce Paron, president for Canadafor Exit Realty.

■ ■ ■

Coldwell Banker Real EstateLLC has named Sean Blankenshipsenior vice-president of marketing.Blankenship joins the brand with23 years of marketing experience,most recently leading the digitalstrategy, development and execu-tion for Gulf States Toyota inHouston, a leading Toyota distrib-utor. Blankenship will report toMichael Fischer, who was promot-ed to chief operating officer inJanuary 2013.

Blankenship will oversee anddirect the Coldwell Banker brand’sconsumer marketing efforts,including advertising, online ini-tiatives, market research, publicrelations, internal communica-tions and broker engagementactivities. He will also guide allaspects of the Coldwell Bankerbrand’s web platform, includingwww.coldwellbanker.com andmobile platforms, as well as mar-keting activities associated withColdwell Banker PreviewsInternational, the brand’s affluentsales program.

■ ■ ■

Jones Lang LaSalle (JLL) isadding workplace sustainabilityexpert Barbara Ciesla to itsCanadian team. Based in Toronto,Ciesla will serve as senior VP ofoccupier strategies and solutions,advising Canadian landlords andtenants on sustainability initiativesand workplace productivity.

Ciesla has 18 years of experi-ence in creating workplace solutions that support businessobjectives tied to environmentaland human capital goals. Her most

recent work has been focused on“working with building occupantsto facilitate the adoption of behav-iours that support organizationalsustainability goals,” the companysays. “ Ciesla will lead the deploy-ment of JLL’s proprietary work-place strategy tool, an integratedprocess to help corporate tenantsmaximize the return on their realestate investments through sus-tainability, productivity andengagement,” the company says.

■ ■ ■

A Brampton, Ont. real estatesales rep has been arrested andcharged with two counts of break,enter and theft. Halton RegionalPolice say a man entered a homefor sale on Pringle Avenue in theTown of Milton, under the guise ofshowing it to a potential buyer. Hewas observed entering and leavingthe premise unaccompanied,police say. The homeownersreturned to find several pieces ofjewellery missing and contactedpolice. Investigators subsequentlydetermined the same agent wasresponsible for a similar entry onMcCandless Crescent on March18, say police. They arrested thesales rep and a search of his vehicleresulted in the recovery of severalpieces of stolen jewellery.Shalinder Kapoor, 38, ofHomeLife/Diamonds Realty hasbeen charged. REM

Members of Exit Realty’s corporate team took turns handing out more than4,000 bags at the Toronto Real Estate Board’s RealtorQuest.

Sean Blankenship

Christian Ouellette

Barbara Ciesla

any Realtors have ajumble of letters behindtheir name – it looks

like someone threw a bowl ofalphabet soup at them. The lettersshow others that they are dedicat-ed to the real estate industry, but isit worth the time and money to getreal estate designations?

Barry Lebow, ASA, SRES,ABR, FRI, IFAS, ProfessionalLand Economist and the broker ofRe/Max Ultimate Realty inToronto has 14 professional desig-nations. “When I was a partner ina mortgage brokerage firm and mymain job was to find crappy hous-es to renovate, I befriended JamesMizzonni, a broker and eventuallypresident of the Toronto RealEstate Board; he was a mentor tome,” says Lebow. “Jim was goingto get his FRI. He wanted me tocome with him to university andtake the courses. I laughed – howcould I, without even Grade 10,go to university? He pushed meand gave me the form and told meto fill it in and send it in. Well,they accepted me and I was inshock. I went with Jim, I loved it.I thrived and a monster was creat-ed. I became an educationjunkie.”

Lebow continues, “That onepush by Jim changed my life.Because of that, of him, of my FRI,I became a professional. I per-ceived myself as a professional. Ilove real estate. It made me what Iam. I respect real estate as it is atrue profession for those who choseto be professional. ”

Debra Molzan, associate brokerwith Re/Max House of Real Estate

8 REM JULY 2013

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Have you been designated?The letters show others that you are dedicated to the real estate industry, but is it worth the time and moneyto get real estate designations?By Toby Welch

Barry Lebow Debra Molzan Laurena Matechuk Malcolm Johnston Shawn Lepp

in the Calgary area, has beenawarded the ABR, SRES and CCSdesignations.

“Education is very important toall professions. You cannot put aprice tag on it. It’s invaluable,” shesays. “The general public may notknow what the letters mean butcolleagues in real estate do. Wecan be confident when doing busi-ness or referring relocating clientsto Realtors who have obtained des-ignations – you know that theseRealtors have similar professionalstandards. The best way to keep upwith industry changes is by takingcourses/seminars that are available.The newsletter and updates thatwe receive through the official des-ignations are also a great resource.”

Laurena Matechuk, a brokerwith Royal LePage Vallée del’Outaouais in Gatineau, Que., hasuniversity degrees and her ABR.“Do my clients know that I havethree university degrees includinga masters and specialists degreesand that I have taken every work-shop and course available in thefield I am now in? No. Clientswant to know you are a good agentand that you can get the price theythink it is worth. Is upgradingimportant? Very. Do people askyou what your qualifications are?No, they ask their neighbourwhich Realtor they should go with.Any courses or upgrading that youtake will help you in your life andyour real estate decisions as well asdealing with the public. More andmore, responsibility in real estatedeals is being downloaded on theRealtor. Today’s Realtor must bevery knowledgeable.”

Real estate designations varydrastically as to how much time,effort and cost are required toacquire them. Some requireintense classroom participationwhereas others can be done online.

Not everyone is a proponent ofacquiring designations. MalcolmJohnston, a sales rep with Century21 Lanthorn Real Estate inTrenton, Ont., says: “I think mostdesignations are a complete wasteof time, the public doesn’t reallycare. Agents in my area have to beprepared to sell farms, businesses,condos and family homes. In asmaller board agents generally takethe listings they get. I can see thatmaybe in a large market having aniche specialty with a designationmight be a bonus (for example, thecondo guy), but I don’t see it asbeing beneficial at all from my per-spective. If anything it will proba-bly just amount to another organi-zation that I will have to pay fees toand be inundated with emailsfrom.”

Shawn Lepp, a sales rep withKeller Williams Energy Real Estatein the Toronto area, does not havedesignations after his name but wasranked in the top 25 out of 35,000agents in 2012 by the Toronto RealEstate Board based on volume.

“Instead of a long list of desig-nations, I have focused my careeron putting the client first,” saysLepp. “Experience is the best wayto handle this, but also studyingand educating myself daily andkeeping up with the fast-changingenvironment is extremely impor-tant. Knowing the market statisticsand the trends so you can be more

proactive rather than reactivealways helps my clients to make aneducated decision. Selling or buy-ing a home is one of the moststressful things people go through; Iam prepared to assist them withknowledge, training and expertise I

have gained throughout mycareer.”

Is acquiring a string ofacronyms behind your name awaste of time or a wise investment?Only you can say what the rightanswer is for you. REM

What do the letters mean?Here are some common designations you’ll find behind a

Realtors’ name, but it’s not a complete list of the real estaterelated designations available.

AACI - Accredited Appraiser Canadian InstituteABR - Accredited Buyer RepresentativeAGA - Accredited GreenagentAGB - Accredited GreenbrokerAMP - Accredited Mortgage ProfessionalASA - Accredited Senior AgentCCS - Certified Condominium SpecialistCERP - Canadian Employee Relocation ProfessionalCLHMS - Certified Luxury Home Marketing SpecialistCRA - Canadian Residential AppraiserCRES - Certified Real Estate SpecialistCRF - Certified in Real Estate FinanceePro - electronics (technology) professionalFRI - Fellow of the Real Estate InstituteFRI (A) - Fellow of the Real Estate Institute with a specialty in residential appraisalsGMS - Global Mobility SpecialistRRS - Registered Relocation SpecialistSRES - Seniors Real Estate Specialist

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he Greater Montreal RealEstate Board is leading aninitiative among Quebec

boards to present CREA with acommon list of demands forchanges.

At stake is the future member-ship of the Quebec boards in thenational association. If theydecide to leave, the Quebecboards have until the end ofSeptember to inform CREA thattheir membership will not berenewed next year.

“We don’t wish to leave CREA,says Patrick Juanéda, president ofthe Montreal board. “It’s our desireto work with everybody, but theyneed to respond to our needs.”

Several working groups com-prised of presidents and directorsfrom the Quebec boards will comeup with recommendations to pre-sent to CREA.

Quebec has rules that are differ-ent than elsewhere and “we have torespond to those needs directly,”Juanéda says.

For example, Quebec membersare paying for WEBForms despitethe fact the service can not be usedin Quebec because of the province’sdifferent regulations. The solution,he says, is more à la carte services.“If a product is worthwhile, mem-bers will use it and buy it.”

He says CREA currently oper-ates like it’s a big company and

there’s a strong need for the associa-tion to review its spending prac-tices. “The range of services offeredto members is enormously expen-sive and action hasn’t been taken toresolve that situation.”

As an example of wastefulspending, Juanéda cites an allegedtrip by a few CREA board mem-bers or members of its advertisingcommittee to Mexico to overseethe shooting of an ad. “I find thattotally ridiculous and unaccept-able.”

Juanéda adds that while CREAhas promised improvements toRealtor.ca, Quebec’s online listingservice Centris.ca has become“enormously valuable” and isresponding to customers’ needs.“Centris is doing the job extreme-ly well in Quebec and performingbetter than Realtor.ca. We say,‘why not allow us to use that plat-form and stop spending on theother?’”

There is a lot of duplication inwhat CREA does and adding ser-vices and stuffing them down mem-bers’ throats “is not the way to dothings in 2013.”

Juanéda insists that theMontreal board doesn’t want toleave CREA at any price and notesthat CREA offers a commonnational vision and governmentrepresentation required by theindustry. CREA also offers services

that smaller boards can not provideto members.

At its annual meeting in March,CREA approved a motion thatallows Quebec members to contin-ue to receive a dues credit for adver-tising for the next three years. Thecredit reflects the fact that French-language TV and radio advertisingpromoting real estate in Quebec isno longer produced by CREA.

Aside from that positive step,discussions with CREA are current-ly moving at a snail’s pace, Juanédasays. Still, there seems to be anopenness among members of theCREA board to listen to thedemands of the Quebec boards,which augurs well, he says.

Recently two smaller boardsthat had previously opted out ofCREA decided to rejoin thenational association.

Last September, the GMREBboard of directors decided to remainin CREA despite a vote by mem-bers that rejected the status quo.

Members were given threechoices in the vote: leave CREA onJanuary 1, 2013; postpone the deci-sion until after the spring meeting;or remain a CREA member. Thehighest number (40.4 per cent)opted to leave CREA, while 31.5per cent voted to postpone leavingCREA and 28.2 per cent chose toremain with the national associa-tion. REM

10 REM JULY 2013

1.800.410.4510 • [email protected]

www.colourtech.com

T

new survey by theCanadian Association ofAccredited Mortgage

Professionals (CAAMP) warns of aweakening housing market witheconomic implications. Chiefeconomist Will Dunning says thatgovernment restrictions on mort-gage borrowing have set the stagefor a steady decline in new homebuilding, which will trigger job loss-es and a drop in housing relatedeconomic activity by 2015.

“CAAMP has argued that gov-ernment efforts to slow the housingmarket have long-term negative

economic consequences and thedata continues to support ourassessment,” says Dunning. “Untilnow, housing has played a majorrole in the recovery from the2008/09 recession. That econom-ic driver is disappearing as we seehousing-related jobs dry up andconsumer confidence erode at atime when the national recovery isstruggling to pick up steam.”

The survey of Canadian mort-gage holders found:

• An average of 69 per centhave fixed-rate mortgages.

• Their average mortgage rate

is lower – 3.52 per cent comparedto 3.64 per cent last year.

• 18 per cent of mortgage hold-ers increased their mortgage pay-ments in the past year. An addi-tional 16 per cent made lump sumpayments on their mortgages dur-ing the past year.

• About eight per cent of allhomeowners took out equity, aver-aging $48,000, similar to 2012.

• 80 per cent of mortgageshave an original amortization of nomore than 25 years.

• Most borrowers plan to repayearly. REM

Montreal board gathers list ofdemands for CREA By Danny Kucharsky

CAAMP warns weakeningmarket will hurt economyA

July 1st 2013, the day traditional SMS becomes outdated

touchbaseSM2.ca

f you’re like most agents, whatyou really want is leads – ormore specifically, help gener-

ating leads. In a recent survey, 95per cent of you said that’s the mainthing you want our help with, sotoday I’m going to be totallystraight with you. There are twomain reasons why you’re not gen-erating leads.

The No. 1 reason is becauseyou’re likely busy working “in”your business instead of working“on” your business. That meansyou are busy fielding calls, answer-ing emails, doing social mediaupdates and setting up appoint-ments….everything that keeps youreally busy and “in” the business. Itfills your time, and helps you to

By Ingrid Menninga

Insurance Renewal 2013The Real Estate Council of Ontario’s (RECO) insurance broker, Alternative Risk Services Inc., has renewedits insurance coverage with Lloyd’s for the Sept. 1, 2013 to Sept. 1, 2014 policy period. The insurance program is managed by Dion, Durrell + Associates Inc. Coverage includes Errors and Omissions, CommissionProtection and Consumer Deposit insurance.

Insurance renewal invoices will be mailed in early July to all registrants. A copy of the renewal package is also available on RECO’s website at www.reco.on.ca.

H t i iHHoHoww ttoto p payay y youourr iininsusurarancncee prprememiiuiumm

Use yoy ur MasterCard or Visa to pap y yy your insurance online througgh MyWey b, , RECO’s exclusive web porp tal ffor re igisg trants I. Iff yyou ddon’’t lalr dead hy hy ave a M WMyWy beb account, , cre iating g one i is easy y dand f free,, i si lmplp y vy i iisithttps://myweb.reco.on.ca to to si signgn g upup.p P Plealeasese makmake ye yyourour pa pap ymeymey ntnt asas soosoon an as ps ppossossibliblee. RE RECOCO doedoess notnot ac accepcept pt paymaymentents bs by py phonhone.e.

Contact RECO’s Insurance Department Directly At:

Additional insurance program details and FAQ sheets are available on MyWeb.

Suspension processRegistrants who fail to make their insurance payment by the due date will become part of the suspension process and will be required to pay an additional $35 for expenses related to administration of the suspension process. The total cost of insurance after the due date is $435. Non-paymentresults in suspension of registration effective Sept. 1, 2013.

Retiring or leaving the business before September?Terminate your registration by Aug. 2, 2013 to avoid becoming involved in thesuspension process. You have two options for completing your termination:

Send a completed “Notice of Change: Termination” form and a copy of your resignation letter to RECO’s Registration Department; or

Have your Broker of Record or Branch Manager complete the terminationprocess for you on MyWeb. See RECO’s website for further details.

Commission protection coverageRegistrants may claim commissions owed to them from the two-year period prior to the date of loss established by the insurer (eg. bankruptcy date of a brokerage). Once the date of loss is established during thepolicy period, all commission claims must be reported to the insurerwithin the two-year period following the date of loss. Visit MyWeb athttps://myweb.reco.on.ca to view the complete insurance policy.

Online (MyWeb): https://myweb.reco.on.ca | Phone: 416-207-4841 | Toll Free: 1-866-757-7772 | Fax: 416-207-9020 or 416-207-4820 | E-mail: [email protected]

Insurance payments are due by Aug. 16, 2013. The total cost of insurance, including taxes and expenses, for the 2013 - 2014policy period is $400.

12 REM JULY 2013

I

Why you’re struggling to generate leadsclose any current deals, but it doesnot get you any more leads. Whenyou do this, you’ll experience the“peaks and valleys” of your busi-ness. One month you’re busy, thenext you have nothing going onand you’re thrilled to have evenone or two (not very motivated)clients.

The second (and bigger) rea-son you’re struggling to generateleads is because you probably neverlearned how to do it in a way thatworks for you.

Here’s what I mean. If you’rethe super-confident type-A per-sonality, cold calling, door knock-ing and other interruption market-ing works well for you. You are bigand brash and you don’t mind fac-ing hang-up after hang-up afterhang-up. You power on, keep oncalling and eventually you winsome business.

To close about 25 deals in oneyear, you need to make over 6,000cold calls.

That’s a LOT of cold calls. Tomake that marketing tactic work

for you, you need crocodile-thickskin and such confidence thatyou’re comfortable facing rejectionafter rejection.

Why do so many agents dothis? Mainly because the typicalreal estate training available rec-ommends these “hard sell” tacticsto generate leads. They focus oncalling expireds and FSBOs andcontinuously calling a farm area. Itused to work before and for some ofyou it still does. But for the rest ofyou, it’s failing miserably.

Why? Because it’s just not in-line with you are. It is terrible foryour confidence and rarely, if ever,works for you. The real tragedy isthat you might start to take thispersonally, like you’re not cut outfor this industry, and that is 100 percent not the case for 99.99 per centof you.

There’s another marketing tac-tic that works like magic, whichvery few agents are using.

Permission marketing is anincredibly effective way to marketyour business, stay in touch with

clients and generate leads thatclose… and it feels good! It waspopularized by Seth Godin, a best-selling author and marketing guru.

“Permission marketing is theprivilege (not the right) of deliver-ing anticipated, personal and rele-vant messages to people who actu-ally want to get them. It recognizesthe new power of the best con-sumers to ignore marketing. It real-izes that treating people withrespect is the best way to earn theirattention,” says Godin.

When you treat prospects andclients with respect and get theirpermission to stay in touch, youwill in turn earn their respect, gaintheir attention and build theirtrust.

An example is an e-newsletterthat your prospects need to sign upfor (also called opt-in) instead ofyou adding them to your list unso-licited. Using Seth’s keywordsabove, you would set the expecta-tion for how often they would hearfrom you and the content that youare sharing will be relevant. Your

job is to advocate on your client’sbehalf. You should be providinginformation that helps them tomake decisions that are better forthem, whether that’s making moremoney, saving more money oravoiding making bad choicesbecause they don’t have the rightinformation.

Your e-newsletter is a great wayto show your value by providingunique, relevant and in-depth con-tent that will help your prospectingdatabase make better decisionsrelating to real estate.

Since you actually care aboutwhat your clients and prospectsthink, your consideration will berewarded with better quality leads,better quality clients and a moreenjoyable business overall.

Ingrid Menninga is the founder ofJolt Marketing where she helps realestate agents get more high profitclients. Join Ingrid’s next free webinar,5 Steps to More Leads and BigM.O.N.E.Y at www.5stepsocial-marketing.com/freetraining REM

ercentage change: Thecommission game, by TaraPerkins, a real estate

reporter with the Globe and Mail,was interesting to read, mainlybecause it had a good mix of factand fantasy. Published on May 25as a cover story in the printedbusiness section, it discusses realestate commissions.

According to Perkins,“Technology has failed to snapconsumers out of their compla-cency.” Perhaps what seems likecomplacency is actually a real,need-driven service that con-sumers are seeking out. Realestate transactions are increasing-ly more complex than everbefore.

14 REM JULY 2013

P

Is real estate really that simple?

By Jagdeep Singh

A simple measure of this com-plexity is real estate forms. Theyused to be much simpler andinvolved a lot less legalese. Thestandard form alone now is fivepages long. Add a few pages ofclauses and you are dealing with apretty hefty document. I haven’teven discussed all the legal papersrequired before getting to theoffer stage.

But let’s just say that a realestate sale is as easy as adoptingthe technology. The Internet partmerely gets the buyers and sellersinformation about the real estatethat’s for sale. One still has tosafely navigate the procedures setout for selling and buying houses,which by the way are not dictatedby Realtors but by the laws of thecountry. Between spousal con-sents and terrorist financing, areal estate sale is not as easy asbrowsing the Internet.

Yes there has been a lot of talkabout the Competition Bureau, atthe expense of taxpayers’ money,trying to accomplish whatever

they were trying to accomplish. Ireally fail to see what is so anti-competitive about real estatecommissions from a consumer’sperspective. The choices avail-able to the average home seller orhome buyer are endless. You don’thave to believe me. Just get a realestate license and then try and goout and get a listing. You will veryquickly realize how much compe-tition is out there within the realestate community itself. Thereare Realtors providing optionsfrom low commissions to buyerdiscounts to added incentives, inaddition to charging less commis-sion. Just like anything else, theage-old wisdom of “you get whatyou pay for” applies.

There are a lot of flat fee, mereposting services out there. Theseprograms work or don’t, depend-ing on who you ask. Several com-panies started out on similar feestructure and have since closeddown. Realistically, if these kindsof programs worked, then don’tyou think that companies like

Century 21, Royal LePage andRe/Max would have them?

I am not a national Realtor.There’s no such thing. I providepowerful local focus with a globalperspective, within the GreaterToronto Area. So when discussingmarket, I stick with the GTA andwhat is happening here.

Every newspaper and mediaoutlet seems to be having a fieldday with the housing prices andhow they have risen, supposedlyat an astonishing speed. Doesanyone stop to wonder why thatis happening? Perhaps the GTA’spopulation growth should be anindicator. Immigration to thiscountry is still very strong.

Look at the current vacancyrates in Toronto and you will seehow people are flocking to rentwhile there are virtually novacant condos out there. Allthese tenants are potential buyersand they will buy as soon as theycan qualify for a mortgage. Wheredo you think the prices will gothen, up or down?

So it seems baseless forPerkins’ article to speculate thatthe market is going to stay flat,that the sellers are not going tomake as much money and some-how that is going to cause adownward push on the real estatecommissions. Maybe real estatecommission are what they arebecause the real costs to being aRealtor are way higher than whatmeets the eye.

CREA’s consumer educationcampaign has the right premise:“Why do we think if we can lookit up (on the Internet) we can doit? When it comes to your home,get help, get a Realtor.”

Jagdeep Singh is a Realtor in theGreater Toronto Area with aBachelor of Architecture degree. Hehas several years of experience inreal estate and his knowledge and experience in architecture affordshim a unique perspective into new single and multi-family developments. www.JagdeepSingh.ca

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A 44-year career in the City of RosesBob Pedler is a legend in Windsor, Ont. for his many and varied volunteer community activities and his remarkable achievements in the real estate business. By Dennis McCloskey

16 REM JULY 2013

Astar was born on Aug. 26, 1930, but it took another 71

years before Bob Pedler was given his very own star.

It’s on the Windsor and Region Walk of Fame, which was created “to recognize the highest level of individual excellence and achievement in any field.” Pedler learned of the honour in May 2001, when Herb Gray, then the deputy prime minister, announced his induction into the Walk of Fame, along with 18 other city luminaries.

The veteran Realtor earned the honour because of his many and varied volunteer community activities and his remarkable achievements in the real estate business, which he joined in 1956 and continues working in today as broker of record at Bob Pedler Real Estate Limited in

Canada’s southernmost city. Born in Hamilton, Pedler

became a Windsorite at the age of three when his family moved to what’s known as the “City of Roses.” As a young man he was manager of a small “five-and-dime” store when he spotted an ad in the newspaper for a real estate salesman at Economy Home Builders. He applied for the job and landed it after just one interview. “I think they hired me because I was doing innovative things at the store,” he says, nearly six decades later. “I had sold venetian blinds to Chrysler Corp. and I guess it was just obvious that I loved selling.”

He became so adept at selling homes that he formed his own company in 1969, and in the next 44 years he used his entrepreneurial spirit, honed his

marketing skills and sharpened his business acumen to create a multi-million-dollar-a-year real estate company.

According to Statistics Canada in 2011, there are 126,843 private homes in this south-western Ontario city of 211,000 and Pedler is proud that he has put a good number of people in those homes by adhering to his business motto: “I sell a better way of life.” When asked to reveal his secret to success, the octogenarian says it’s no secret. “Just give of yourself and word-of-mouth will take care of the rest.”

Forty people work at the company on Edinborough Street, including two of his three sons. Greig is the firm’s manager/broker (Greig’s wife, Mary Catherine, runs the front office) and Dave is assistant manager, working daily with new sales representatives. Another son, Scott, works in the computer business.

Greig started working with his father 39 years ago and calls it “a privilege of learning first-hand from a man who is tops in the industry.” He adds: “He puts his heart into everything he does and has an amazing list of accomplishments. He strives to keep himself up-to-date and gives it his all, whether it is the real estate business or a charitable event.”

Dave has worked with his father for 34 years and has high praise for his dad’s “amazing” time and energy commitments to community organizations, fundraisers and the real estate brokerage. “The wealth of knowledge to draw from is phenomenal,” he says.

Twenty-eight major community achievements, real estate accomplishments and awards grace the senior Pedler’s extensive bio, including past-president of the Ontario Real

Estate Association (OREA) in 1981 and past-president of CREA in 1987. A Fellow of the Real Estate Institute and a one-time CREA delegate to the United Nations Commission on Human Settlements, Pedler is also a 2013 recipient of the Queen’s Diamond Jubilee Medal.

His list of achievements is legendary in the Windsor-Essex region as he has served in a variety of top volunteer positions, such as two-time president of the Windsor-Detroit International Freedom Festival and member of the board of the Capitol Theatre, a downtown venue for feature films and plays since 1929. Pedler says he likes Windsor and its people and he has enjoyed everything he has done. And he has confidence to spare. When Windsor’s chief of police asked him to be the founding chairman of Windsor Crime Stoppers, the chief asked Pedler: “Can you handle it?” To which he replied: “Piece of cake!”

Asking this take-charge man to name his favourite accomplishment is like asking Ben & Jerry their favourite ice cream flavour, but the one-time president of the Canadian Historic Railroad Association (Windsor-Essex Division) concedes that helping to bring a steam locomotive to his city, restore it and create a campaign to raise funds to pay for its permanent display in Dieppe Park makes him especially proud.

The locomotive was found at the CN rail yards in London, Ont. in 1961. It, and many others, was destined for the scrap heap but the big engine was purchased for $3,500 and brought to Windsor, where it is now known as Engine 5588, the Spirit of Windsor. “I got some school children to help paint it and with the help of a lot of volunteers we restored it to its original grandeur,” says Pedler.

The tireless and energetic broker had a stroke over a year ago and while he says he is not fully recovered, he works a half-day in the office every day of the week. He has no plans to retire because he says he likes people “and I hope they like me.” He credits his two sons for doing a “great job” with the day-to-day business of running the brokerage.

Pedler still likes to offer advice to new agents. “When you work for a client, give them more than they expect, and in the process if you gain their respect you have a customer for life.”

A model railroader who collects Lionel trains, Pedler lives in a downtown condo where he says he can be “anywhere in 20 minutes.” He is also a collector of 75 unique china Santa Clause figurines that have come from many parts of the world.

For decades, Windsor residents have become familiar with the company’s slogan “Put a Lion on Your Lawn.” The symbol of a lion (the family’s coat of arms) appears on the company’s for sale signs dotted throughout the city and county. A 20-foot replica of a lion has been floated down Ouellette Avenue during a Santa Claus parade and a real, live 650-lb. lion was once brought into the lobby of a movie theatre as part of a company promotion.

When asked his opinion of the future of the real estate business, Bob “The Lion-Hearted” Pedler says his outlook is “positive” and “the industry is in a solid position going forward.”

For a man who has accomplished so much, Pedler’s philosophy for winning in business and in life is surprisingly simple, and it is based on the achievements of his hockey hero, former Detroit Red Wings star Gordie Howe: “Try hard and you can be a success in life.” REM

The symbol of a lion (the family’s coat of arms) appears on Bob Pedler’s for sale signs. (Photos: Hanakaeye Photography)

On the streets of Montreal or by the water in Vancouver – the ICX.ca app keeps Canada’s commercial listings in the palm of your hand. Brought to you by CREA, it provides instant access to the most popular features of ICX.ca – Canada’s gateway to commercial real estate.

he plaintiff builder agreedto buy a number of lots tobuild structures on.

The defendant misrepresentedthat it had financial difficulty andsaid the plaintiff had to give upsome lots or pay a higher price.This allegedly would allow thedefendant to proceed with devel-oping the project (creating service-able lots).

The plaintiff believed thedefendant and gave up four lots. Itdid not wish to lose its substantialdeposit and wanted the project toproceed.

The plaintiff sued the defen-dant for damages for misrepresen-tation after learning that thedefendant only represented what itdid because lots had greatlyincreased in value since the plain-tiff’s agreement to buy them.

The court held that the defen-dant’s representations were false.The plaintiff relied on them andbecause the value of four lots givenup had increased in value, theplaintiff was awarded $858,000 indamages. (W.E. Industries Ltd. v.618061 B.C. Ltd., 2012 BCSC248)

■ ■ ■

The New Brunswick Court ofAppeal has come up with a loosertest with regard to establishingarson in civil actions. Initially theinsurance company had to estab-lish each of three elements:

(a) that the fire started from anincendiary origin;

(b) that the insured had theopportunity to set the fire;

(c) the insured had a motive

18 REM JULY 2013

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Consequences ifyou misrepresentLEGAL ISSUES

By Donald H. Lapowich

on the balance of probabilities. In New Brunswick at least, the

court has indicated that all the evi-dence is to be assessed and estab-lished on the balance of probabili-ties that the insured set the fire orcaused it to be set. In other words,all three elements are not absolute-ly necessary if the evidence pointsto arson. In this case, proof ofmotive was absent. Nevertheless,arson was proven in a civil manner.(Richardson v. Smith and State FarmMutual Automobile InsuranceCompany et al, 2012 NBCA 75)

■ ■ ■

In the sale of 18 lots by a devel-oper to a builder, the agreementused the not uncommon phrase:18 “fully serviced lots”.

The sale closed and it took thedeveloper a whole year after clos-ing to complete the sewage dispos-al system. This delayed thebuilder’s program as a result.

The British Columbia Courtheld that the contract should be

construed with “a good businesssense”. Therefore the builder mustbe able to build homes withoutdelay. “Fully serviced lots” meantcompleted for purposes of building.

Important words in anAgreement to Purchase betweeneducated business land dealers rulethe day. (W.E. Industries Ltd. v.618061 B.C. Ltd., 2012 BCSC248)

Donald Lapowich, Q.C. is apartner at the law firm of Koskie,Minsky in Toronto, where he prac-tices civil litigation, with a particularemphasis on real estate litigation andmediation, acting for builders, realestate agents and lawyers. REM

Important wordsin an Agreement

to Purchasebetween educated

business landdealers rule

the day.

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Thank you for helping to raise over $365,000!

Learn more at www.royallepage.ca/shelter

Royal LePagers from across Canada raised more than $365,000 at the 5th Annual National Garage Sale for Shelter, held on Mother’s Day weekend. The event’s proceeds support 200 women’s shelters nationwide, restoring hope and helping thousands of women and children escape family violence.

Since 2009, this event has raised more than $1.6 million to support women’s shelters and violence prevention programs.

At Royal LePage, we are committed to breaking the cycle of domestic violence. Through a variety of events and initiatives, our brokers, agents, managers and staff have raised more than $16 million since the Royal LePage Shelter Foundation was established in 1998. 100% of all administrative costs are covered by Royal LePage, so every dollar raised helps create safer homes and communities across Canada.

Thank you to everyone who made this event possible, including our major sponsors TD Canada Trust Mobile Mortgage Specialists, Atlas Van Lines Canada and Your Commission Today™.

Congratulations to the photo contest winners at the 5th Annual National Garage Sale for Shelter:

• Best Team Spirit: Royal LePage True North Realty (Fort McMurray, AB)• Most Unique Item: Royal LePage Estate Realty (Toronto, ON)• Most Creative Photo: Royal LePage Frank Real Estate (Whitby, ON)

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reat minds, as the sayinggoes, think alike. RealtorsPenny Kiely and Maxine

Reid worked together years ago,but drifted apart. A search for newoffice space brought them backtogether.

Kiely and Reid had worked forBowes and Cocks in Dorset, Ont.for many years, starting when theoffice first opened in 1988. Theyweren’t a team, but Kiely says theyworked well together.

In 1997 Kiely “took a sabbaticaland adopted a couple of kids.”After a management change atBowes and Cocks, Reid moved onto a local Chestnut Park office. Allthe while, the original office, whichKiely’s father had built as a realestate office for his daughter,remained vacant.

Five years later, when Kielydecided to return to work, she wentto check it out. Unbeknownst toher, Reid was also looking at thesame office space because ChestnutPark had closed its local office.When the two Realtors found outthey were looking at the sameproperty, they decided to open theoffice together.

Royal LePage Lakes ofMuskoka Realty Brokerage,Dorset “re-opened” in March2012. The broker of record is JohnO’Rourke and they hired a newagent, Dorset resident ElissaBoughen, after she obtained herreal estate licence last July. Kielyhas been a Realtor for more than

30 years and Reid for 23 years.Their office is housed in a

Viceroy model home. “It’s differentthan most offices because it’s gotthe feel of a home,” Kiely says. “Ithas cathedral ceilings, three officesand an open area. We hang the pic-tures differently, but it’s basicallythe same office” as when it wasBowes and Cocks.

It overlooks the Lake of Baysand up a hill to the DorsetLookout Tower. It can be seenfrom Highway 35 and is an easywalk for those in the downtowncore, she says.

The office is in the small butbusy tourist town on Lake of Bays.“It’s a lucrative and big geographicarea,” she says.

Kiely’s office serves the north-ern Haliburton and Muskoka area.

“We specialize in recreational prop-erties. We’re well-dressed bushbunnies who show properties bysnowmobile and snowshoe. Wehave a Royal LePage boat. We’reinto Algonquin activities. That’sthe kind of Realtors we are. Wedress up, but a lot of times we’re injeans and hiking boots.”

They sell properties priced from$100,000 to several millions of dol-lars, she says. “We have differentsizes of lakes and different sizes ofpocketbooks.”

To help spread the word abouttheir “reopening”, the Realtors hada float in this year’s Dorset WinterCarnival. “The idea is to bringtourist dollars into the local econo-my and we wanted to make it avibrant and fun affair,” Kiely says.

– Connie Adair REM

22 REM JULY 2013

G

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Realtors prove greatminds think alike

From left: Penny Kiely, Brad Robinson (owner of the property),Maxine Reid, John O’Rourke (broker of record) and Elissa Boughen.

AX Condominiums OldMontreal, a luxury condoproject, took a soulful

approach to kick off the opening ofits new sales showroom: in honourof the owners’ love for jazz musicand a pun on the name SAX (forsaxophone), SAX hosted jazz-inspired events throughout thecity. “Pop-Up” jazz performersentertained in the streets ofMontreal’s downtown core and theOld Port. It also held a live on-airsinging contest, hosted by TheBeat 92.5. The “Beat the SAX”

competition gave one lucky con-testant a grand prize of $5,000.

Situated at the corner ofWellington and King Street (justwest of McGill Street), the build-ing that was previously a shoe fac-tory will be transformed into 167units named after legendary jazzartists.

Units range from 420 to 1,862square feet with spectacular com-mon areas such as a lobby withunique jazz-inspired artwork, anindoor gym and a rooftop pool, thecompany says.

For information: www.sax-1.com. REM

Project sponsors pop-up concerts

A rendering of the SAX condo-minium building in OldMontreal.

S

REM JULY 2013 23

By Chris Seepe

moking in the home may sig-nificantly affect property val-ues, and allowing smoking in

rental units is costly to landlords.Pfizer Canada, a leading bio-

pharmaceutical company, recentlysponsored a survey of Realtors con-ducted by Leger Marketing, whichconcluded that 87 per cent ofOntario real estate agents and bro-kers surveyed said smoking in thehome lowers resale value. Eighty-nine per cent said smoked-inhomes are more difficult to sell.

Thirty-one per cent said smok-ing may lower a property’s value by20 to 29 per cent, and 21 per centsaid the value could drop 30 percent or more. That’s $120,000 on a$400,000 home!

Fifty-six per cent said most buy-ers are less likely to buy a homewhere people have smoked and 27

Smokers significantly ruin property valueper cent said most buyers are actu-ally unwilling to buy a home wherepeople have smoked.

The number one reason givenwas smell; number two was health(second- and third-hand smoke).

Rental landlords know aboutsmoker smell. Unless the newrenter of the unit is a smoker too,the new tenant invariably requiresthe unit to be “detoxified.” Thismay cost $450 to paint a one- ortwo-bedroom unit, $100 or moreto steam vacuum the carpets andmaybe $100 to wipe down andclean all other surfaces (windows,mirrors, balcony doors, closetdoors, kitchen cabinets, appli-ances). You may need to replace orrepair countertops, appliances andother surfaces that have beenmarred by cigarette burns. In aheavily smoked-in unit, you mayneed to use a stain killer primer orextra paint; replace carpets; cleanvents, ducts and ceiling fans; andeven clean electrical sockets,where tar and nicotine can accu-mulate. Promising to deliver a

smoke-free unit that still aggra-vates the new tenant could lead tofurther costs and a rent abatementaward from the Landlord andTenant Board.

Now add in the possible loss ofthe insurance deduction for asmoke-free building.

Then there are the possiblecomplaints of neighbours, or theloss of tenants with health con-cerns for themselves or their chil-dren.

The Council of Canadian FireMarshals and Fire Commissionersreport that smokers’ materials andopen flame (cigarettes, lighters andmatches) remain the No. 1 igni-tion source in fatal residential fires.Between 1993 and 2002 (mostrecent figures available) there were9,414 fires, more than $231 mil-lion in losses, 688 injuries and 94deaths caused by lit smokers’ mate-rials.

Landlords and property man-agers may be concerned thatrejecting smoker tenants wouldconstitute discrimination and pos-

sibly increase their vacancy rate.The former is incorrect and statis-tics for the latter say otherwise.

Smokers are not one of the pro-tected groups of the Human RightsCode and, according to the Non-Smokers’ Rights AssociationSmoking and Health ActionFoundation, it is legal for a land-lord anywhere in Canada toinclude an enforceable no-smok-ing policy in their lease.

Health Canada’s AnnualCanadian Tobacco UseMonitoring Survey (2011) report-ed that 14 per cent of Canadianssmoke daily, while four per centsmoke occasionally. Daily smokersconsumed an average of 14.4 ciga-rettes per day.

Rental landlords, take note: asurvey commissioned by theOntario Tobacco-Free Network(conducted by Ipsos Reid) thatresearched drifting second-handsmoke in multi-unit dwellings(March 2007), reported that 64per cent of Ontario respondentswould prefer a smoke-free building

if such a choice was offered. Thatmeans that, as a rental landlord,you can either:

a) rent to the minority 14 percent market of smokers, try toattract some of the remaining 22per cent who appear to be indiffer-ent to smokers, and pay the addi-tional smoker-specific cleaningcosts when re-renting a unit, or;

b) rent to the 64 per cent ofsmoker-intolerant tenants; try toattract some of the same smoker-tolerant 22 per cent (total 86 percent of the market) of tenants andsave the average $650 additionalsmoker-specific cleaning costs.

Chris Seepe is a commercialreal estate broker and broker of recordat Aztech Realty in Toronto, special-izing in income-generating and multi-residential investment properties,retail plazas, science and technology-related specialty uses (laboratories,data centres, call centres) and tenantsmandates. (416) 525-1558; [email protected]: websitewww.aztechrealty.com. REM

S

Scott Brubacher getsMREB community service award

Scott Brubacher, a sales repwith Royal LePage MeadowtowneRealty recently received theRonald E. Sanderson CommunityService Award during theMississauga Real Estate Board’sAnnual Civic Reception. Theaward recognizes a full-time MREBmember with more than five yearsof experience whose exceptionalvolunteerism in the city has had apositive impact.

“Scott is a Streetsville Rotarianwho gives his time and commit-ment to helping others and his

community. You can often findScott helping out wherever he isneeded, including the Eden(Community) Food Bank,” saysSandra Pitts, Streetsville communi-

ty event and sponsorship co-ordi-nator.

Brubacher takes part in all typesof events in his community lookingfor ways to assist in activities thatprovide opportunities, such as thethree-day Camp Enterprises held atthe University of TorontoMississauga campus, which bringstogether 80 secondary school stu-dents from across the city to learnabout business ethics, marketing,working in teams and building net-works and friendships. He says it’sthe sense of community inStreetsville that inspires him to vol-unteer.

This is the second consecutiveyear a sales rep with Royal LePageMeadowtowne Realty received thisaward.

30 consecutive years as Chairman’s Clubmember

As a young man and newlyarrived in Canada, Dario Mattei’sgoal was to settle in a career thatwould allow him to earn a good liv-

ing whileenjoying asense of pridein his profes-sion. Hefound thesweet spot inthe field ofreal estate inthe 1970s, andsuccess naturally followed.

Mattei has enjoyed a 38-yeartenure with Royal LePage inToronto and has the distinction of30 consecutive years as aChairman’s Club member, whichrecognizes annually the top one percent in sales across Royal LePage.

Throughout his career, Matteisays he committed himself to sim-ple methods to realize success: hardwork, devout time management,honesty and exceeding his clients’expectations whenever possible.

Mattei also credits the networkof Royal LePage agents acrossCanada he has come to knowthrough friendship and referrals, aswell as the clients he has helpedover the years.

Royal LePage websitehonoured

Royal LePage’s mobile websiteearned a 2012 award of dis-tinction from the internationalCommunicator Awards in the cate-gory of mobile sites-business.

The Communicator Awardsrecognize work that “transcendsinnovation and craft,” says thecompetition’s website. An award ofdistinction is presented for projectsthat exceed industry standards inquality and achievement. Morethan 6,000 entries were received forthe 2012 competition, whichincluded for the first time a catego-ry for mobile projects.

Royal LePage’s mobile websitewas developed in collaborationwith Plastic Mobile and launchedin 2011. This is the third time theRoyal LePage mobile site has beenhonoured. The site was recognizedin 2012 with a Horizon Interactiveaward and most recently, a Gold in the Mobile/Responsive Web category at the Horizon Awards.

REM

Dario Mattei

Scott Brubacher, centre, withRoyal LePage MeadowtowneRealty’s broker/owner GloriaRiddall and broker of record/ownerAlex Ocsai.

24 REM JULY 2013

ikes! Or in newspeak –OMG! This disclosurething is getting to be quite

sticky isn’t it? Remember when itwas a bit of a fad? Combine theProperty Disclosure Statementwith that other former novelty, thehome inspection, and you have apotential time bomb with everyhouse built pre-1990.

Imagine this: you have a buyermaking an offer, subject to inspec-tion, and the home is a pleasantolder two-storey 1,000-square-feetper level built to the code of theday. What’s lurking? Besides theneighbourhood pedophile? (Thatwould be a “stigmatized” property,an entirely different swamp todrain.)

Again, what’s lurking?Plumbing that may shatter at thejoints. Gas hot-water tanks notadequately vented. Inadequateelectrical service. Lead-based

METES & BOUNDS

By Marty Douglas

The challenges of disclosure

Y

paint. Mould and moisture. Formergrow-ops. Buried oil tanks. In B.C.at least, unregistered builders.Archaeological sites. Endangeredspecies. And the big one – asbestos– not only in the vermiculite atticinsulation but in the mud that sealsthe drywall joints. Or in the laun-dry room tile. Or the ceiling tile.Or the mortar between the bricks.

What the hell – the list willtake your mind off the jet fuelpipeline easement on your backproperty boundary. At least theright-of-way was listed on the title.

Part of the problem is thegrowth in knowledge of what cando us harm, the failure of the dis-closure forms to keep up with thetechnology of today, the politicalaspirations of all levels of govern-ment to protect us from thingsthat, when the disclosure form wasinvented, we hadn’t considered.It’s sort of like coffee and red wine.One week they are good for you,the next it’s “get your affairs inorder!”

Case in point: Poly B pipe forplumbing. It’s in the building codeand has been since the 1970s. Ofcourse, so were asbestos and theleaky condo building envelope.The southern U.S. experiencedtoo many water escape insuranceclaims, especially in high heat

areas, in mobile homes and inhomes with ceiling installations,serviced by water with high chlo-rine content, frequently as a resultof improper installation. There islittle evidence of similar problemsin Canada. However, when theU.S. sneezes, sometimes we catchcold. Half the insurance compa-nies offering homeowners insur-ance in my community want toknow if there’s Poly B plumbing onthe site. Ever tried to get financingwithout insurance?

If you Google Poly B you’ll findthe debate is ongoing in Canadaand some consumers are opting forplumbing inspections and wherewarranted, replacement – at leastof the fittings.

Another disclosure challenge:native land claims and heritagesites are an ongoing issue on thewest coast. Land located near a flatbeach or estuary is a potentialminefield for the unwary.Excavations in the course of con-struction or renovation have dis-covered human remains, garbagedumps, artefacts or other evidenceof our First Nations history. Thesubsequent cost and time delays tothe owner of the land are signifi-cant and the curative bureaucraticprocess can be formidable.

Along comes the listing agent,

deemed to have local knowledgeand required to make inquiries atthe local government offices. Atour regional district offices – B.C.’srural government – rests TheBook. Its content is revealed onlyto those who ask specific questions.Hooded robes are donned.Maxwell Smart’s cone of silencedescends. You can look but nottouch. Therein you may find yourlisting, colour coded for nativeland claims, historical sites, heronand eagle nesting trees in thevicinity, salmon bearing streamsand Jimmy Hoffa’s remains. Okay,maybe not JH but other remainsfor sure.

Then the selling salespersonshould re-check the sources andpaper it all over in the offer.

The lesson – or as they say inalmost every one of our continuingeducation courses, the takeaways?(To those of British extraction,“takeaway” does not refer to a curryor fish and chips.) The lesson forsellers might be to have an inspec-tion done before entertaining anoffer. Fix everything. Burn thereport. (Just kidding – CSI folkscan do remarkable things withashes. Better swallow it.) For buy-ers, a professional inspection with adetail of your concerns to theinspector – and still, beware!

Alexander Pope students (theolder folks in the back row) willrecall his Essay on Criticism in1709: “A little learning is a dan-gerous thing, drink deep or tastenot the Pierian Spring.” In otherwords, learn it all or don’t bother.Accept your ignorance. After all,better to be ignorant than stupid.Consider no inspection at all. Iasked my favourite mortgage bro-ker how deeply lenders investigat-ed the presence of asbestos in thehome. “What does the disclosuresay? If it says ‘no’ then no problem,we don’t look any further.”

Remember Corporal Schultz inHogan’s Heroes? “I know nothing!”He could have made a greatRealtor, with no successful E&Oclaims.

Be careful out there.

Contact Marty Douglas by email at [email protected] or connect with Marty onTwitter, LinkedIn and Facebook. Heis a managing broker for Re/MaxOcean Pacific Realty in Comox andCourtenay, B.C. He is a past chair ofthe Real Estate Errors and OmissionsInsurance Corporation of B.C., theReal Estate Council of B.C., theB.C. Real Estate Association and theVancouver Island Real Estate Board.

REM

ere is my list of the eight corestrategies that will make thisyour best year ever.

1. Focus on “getting stuff done”.Everything you do should have anoutcome attached to it. Onlyattend a training, coaching, men-toring or business developmentevent if you are willing to committo implementation right away.Learning for knowing is entertain-ment; learning for doing is the onlyreason for attending any event.

2. Focus your time on “Realtor”time and not on “Monkey” time. Ifyou want to see how you are doingon this, start writing down whatyou are doing every 15 minutes.You will find that most of our timeis spent “monkeying around”instead of direct interactions withour clients. Ninety per cent of worktime should be spent in Realtortime, or your top 20 per cent onmeeting buyers and sellers, showinghomes, presenting offers and get-ting contracts signed.

3. Install great models and sys-tems in your business so that everyclient has a great world-class expe-rience – every time. Models andsystems give you stability, pre-dictability, freedom and leverageand ensure that you give everyonethe same unique amazing service.

4. Lead generation is the key,

but improving your lead conversionskills is the real “gold”. Once youmaster lead conversion by installingproven systems and models intoyour business, and knowing what tosay and when to say it, your produc-tion will soar.

5. Make sure that every newlisting you take generates at leastfour extra pieces of business for you.See my story, Turn one listing into 4more transactions on remonline.comfor more information.

6. Orchestrate more referralsfrom your sphere of influence.Referrals are entirely predictablewhen you set a system. If you thinkreferrals are random, you do nothave the right system.

7. A career in real estate is sim-ple, not easy. We work in an indus-try that is so simple to understand,yet people have a hard time trying

to make it a prosperous and pre-dictable career. The more peopleyou meet, the more contacts youcreate, the more business you willreceive….and then simply rinse,lather and repeat! Every agent orreal estate instructor is guaranteedto have an opinion of how to besuccessful in real estate. At the endof the day it boils down to the samething. Lead generate, provide aworld-class experience by installingproven systems into your business,be a nice person, treat every clientyou meet with the utmost respectuntil they self-eliminate themselvesthrough their own actions (or yourlack of skill and mastery), and builda community around yourself thatconstantly adds value to yourclients before, during and after thetransaction.

8. Seek coaching and account-

ability because you don’t knowwhat you don’t know. All greatachievers find people to encouragethem on your journey. Most of thetop agents I know have multiplecoaches and understand thatnobody succeeds alone.

Glenn McQueenie is the operatingprincipal of Keller Williams ReferredRealty and broker of record of KellerWilliams Referred Urban Realty inToronto. His first office was launchedin 2004 and has now grown to over230 agents in two offices. His passionis teaching, coaching and mentoringagents to help them get more referralsfrom their sphere of influence, convert-ing more leads and getting additionaltransactions from every listing youtake. Email [email protected];Phone 416-445-885; Blog www.hey-glenn.com. REM

8 core strategies for your best year ever

By Glenn McQueenie

H

he Association ofSaskatchewan Realtors(ASR) recently donated

just under $30,000 to theSaskatoon Community Founda-tion. Part of the new Quality ofLife in Saskatchewan initiative,the funds were raised through theinaugural Legacy Gala that washeld in April in Regina. Realtorsfrom all over the province partici-pated to support the cause. Thatevening the ASR also awarded$5,000 grants to six communityorganizations, all from differentregions of the province.

The funds will be used to helpfund the 2014 Legacy GrantProgram, managed with the localexpertise of the SaskatoonCommunity Foundation. The pro-gram will receive applicationsagain in early 2014. More information can be found atwww.saskatchewanrealestate.com/quality-of-life/legacy.

26 REM JULY 2013

T ■ ■ ■

The Greater MonctonRealtorsCare Dragon Boat teamraised more than $3,200 for theLion’s Sick Kids fund and theBreakfast for Learning programs inMoncton’s Anglophone andFrancophone School Districts.Unfortunately the event was calledoff due to rain.

“It was sad we didn’t get to pad-dle because we were going to showoff our great real estate ‘fro’s’ inhonour of one of our own,” saysboard president Roxanne Maillet.“The team’s slogan was going to be‘It’s Go Time’ in honour of the lateMarlo Nickerson, who was alwaysat the front of the crowd for thisannual event, pumping up theRealtors of Greater Moncton forthis great cause.” The groupplanned to wear wigs to honourNickerson’s unique hair style.

REM

Jason Yochim, EO of the Saskatoon Region Association of Realtors, pre-sents Leo Morrison of Coldwell Banker Rescom Realty with an iPad Miniand Yong Bi of Royal LePage Saskatoon Real Estate with a USB fromCREA as prizes for completing the Member Survey.

The Prince Albert & DistrictAssociation of Realtorsrecently donated $2,200 tothe STARS air ambulanceservice. President Al Vogt,centre, presents the cheque.

The Prince Albert & District Association ofRealtors presented the local Society for thePrevention of Cruelty to Animals with $1,000.Above, association president Al Vogt and public-ity and social director Leanne Nagy, centre, pre-sent the cheque.

Dave James of Magic Realty in Sarnia receiveda plaque from Sarnia Lambton Real EstateBoard president Dearl Hill in recognition of50 years of membership. James was also grant-ed an honorary life membership in the board.

Recently there was a gather-ing of presidents at a meetingat the Sarnia Lambton RealEstate Board (SLREB). Fromleft: Dearl Hill, SLREB; EdQuain, Eastern ThumbAssociation of Realtors, PortHuron, Mich.; Phil Dorner,Ontario Real EstateAssociation; Doug Pedlar,London and St. ThomasAssociation of Realtors andBill Milliken, MichiganAssociation of Realtors.SLREB occasionally hosts

meetings with their Michigan counterparts to discuss issues of mutual interest and to socialize.

The Greater MonctonRealtorsCare DragonBoat Team honoured

the late MarloNickerson with wigs to

match his unique hairstyle. Nickerson was an

avid supporter of theteam.

here is no shame in point-ing out that from a realestate professional’s point

of view, one of the most importantquestions that arises from any realestate transaction is: “How muchand when will I get paid?”

An agent’s right to commis-sion is governed by the commis-sion agreement, which is a com-plex legal document that givesrise to numerous issues relating toentitlement and enforceability ofcommission by an agent. Leavingaside the actual commission ratesand structure, here are some of theimportant issues that areinvolved, using Ontario laws as anexample.

What format? Listing agree-

28 REM JULY 2013

By Martin Rumack

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Commission agreement basicsments are legal contracts. To beenforceable, they must not onlybe validly executed, but they mustalso conform to the requirementsof the provincial regulations andthe Code of Ethics Regulation.The listing agreement will becompletely invalid and will not beworth the paper it’s written on (asthe old saying goes) if:

• it lacks a provision that itwill expire on a certain date;

• it contains a provision formore than one expiry date; or

• a true copy of it is not deliv-ered by the agent to the clientimmediately.

On this last point, the agree-ment must not only be delivered“immediately”, but to be valid itmust also be fully completed atthe time of delivery. In CertaHomes Ltd. v. Brown, the agenthad the seller sign various blankexclusive listing agreements, withthe dates to be filled in later. Thecourt found that this did not com-ply with Ontario’s Real EstateBusiness Brokers Act (REBBA),

so the agent’s claim for commis-sion failed.

Ideally the listing agreementshould be in writing, but techni-cally speaking there is no actuallegislative requirement in REBBAto this effect. From the agent’sstandpoint, the problem is this:REBBA may not require an agree-ment to be in writing, but it doesmandate that an agent cannotbring a legal action in court torecover commission unless thereis either a written listing agree-ment, or certain other stated pre-requisites have been satisfied,among them that the agent has“obtained an offer in writing thathas been accepted.”

In other words, the simple lackof a written listing agreement isnot fatal to an agent bringing anaction for commission – but it’smuch, much harder to recovercommission without it. A clearlydrafted document in writing is thehighly preferred route, since oth-erwise the agent will be requiredto prove that he was instrumental

in “obtaining” the successful offer,and that a specific commission fee or percentage was verbally agreed to.

What kind of agreement?There are several different types ofcommission agreements that anagent and his client can reach.Which one is right for the clientand the particular situation willdepend on the facts. Here are thebasics:

1) Open listing. This is the“free-for-all” of listing arrange-ments: the seller gives authority tosell the property to one or severalagents, but usually also retains theright to sell the property on hisown. Commission is only payableon completion of the transactionand the agreement terminateswhen the property is sold or takenoff the market.

2) Exclusive listing. As thename would suggest, in thesekinds of arrangements the sellergives the agent an exclusive andirrevocable right to list the prop-erty for a specific time. The seller

gives up the right to deal withother agents during the currencyof the listing (except perhapsthrough the listing agent, forexample where provision isexpressly made for him to use theservices of other agents) andremains liable for commissioneven if the seller manages to sellthe property himself.

3) MLS. These types of agree-ments cast the widest net and arethe most commonly used. Theproperty is listed with one agent(as in an exclusive listing), butthe agent uses the services ofother selling agents as well. Theseller is obligated only to the list-ing agent for the commission, andthat commission is shared by thelisting agent and the selling agent(if they are not the same person).

Amount of commission: Inconnection with the amount orcalculation of the commission,REBBA contains surprisingly fewprovisions. It merely states that anagent’s commission or remunera-tion “shall be upon an agreed

REM JULY 2013 29

amount or percentage of the saleprice or rental”; HST is addition-al. (Note that REBBA expresslyprohibits any arrangement wherethe fee consists of a combinationof both a flat-rate and a percent-age; it also prohibits commissionbased on the difference betweenthe closing price and the listingprice). If the agreement does notprovide for a set rate or range ofcommission, then the fee will bewhatever rate prevails in the com-

munity where the property islocated.

Who pays? In the contempo-rary real estate marketplace it isusually the seller in a real estatetransaction who pays the agent’scommission. However, this cancertainly be changed by agree-ment between the parties, usuallyby having the buyer agree toassume that responsibility in theOffer to Purchase. It is also quitecommon for the listing agreementto give an agent the authority toco-operate with another agent,i.e. an agent for a potential buyer.There are three possible scenariosto cover how the buyer’s agentgets paid:

• the agent for the seller paysthe agent for the buyer;

• the buyer’s agent has theauthority to negotiate and acceptcommission directly from the sell-er; or

• the buyer pays commission tothe agent directly (usually under abuyer’s agency agreement).

Despite these various permu-tations, in practice the typicalarrangement involves the seller’slisting agent paying the co-operat-ing agent out of the commissionreceived from the seller.

Other considerations: Specialconsiderations apply to situationsinvolving agents who areemployed by a real estate broker-age firm and who are obligedunder a contract of employmentto share commission with thatorganization. First of all, a particu-lar agent’s personal right to the

commission will be governed notonly by the listing agreement, butalso by the specific employmentcontract that he entered into withthat brokerage. Secondly, it maybe the brokerage, rather than theagent personally, that has the ulti-mate obligation to collect anycommission from the seller.

This gives rise to an interest-ing question. What happens if thebrokerage does not make an effortto collect the commission owed?

The case of Crompton v. NormanHill Realty Inc. involved this veryquestion. There, certain realestate deals failed to close, and atissue was whether under its con-tract with the agents the broker-age was nonetheless obliged topay their commission. The courtheld that the brokerage had anaffirmative duty to the agents tomake every effort to collect thecommissions (or to negotiate areasonable settlement) and to paythose agents their share of it. Itwould be unfair, the court con-cluded, to allow the brokerage tonegotiate a settlement that wasadvantageous to itself, but thatwas reached at the agent’sexpense.

What’s the bottom line? Youwork hard as an agent to earn yourcommission. Make sure you

• think about what you arerequired to do;

• do all those things you arerequired to do; and

• make sure you do not dosomething that will result in youlosing your right to receive and bepaid your hard-earned commission.

Toronto lawyer MartinRumack’s practice areas include realestate law, corporate and commerciallaw, wills, estates, powers of attor-ney, family law and civil litigation.He is co-author of LegalResponsibilities of Real EstateAgents, 3rd Edition, available atwww.lexisnexis.ca/bookstore. VisitMartin Rumack’s website atwww.martinrumack.com. REM

What happens if the brokerage does not makean effort to collect the

commission owed?

30 REM JULY 2013

By Carla Wood eal estate professionals areinfamous for overspending.Keeping up with competi-

tion can easily become the objec-tive instead of effectively promot-ing your listings or representingyour brand to win more “best fit”clients. Even if your marketingexpenses seem low compared tomost of the industry, if the dollarsyou spend are not directly correlat-ing to houses sold, you are over-spending – or at least spending inthe wrong places! Some simpleanalysis and time investment canhelp you sell more and spend less.

Start by establishing a base-line. Look at where your businesshas come from over the last one tothree years. Contrast these busi-ness sources with your marketingexpenses from each year and theyear prior. Don’t lose sight of thedelayed impact from marketing

Selling more by spending lessspend to marketing results. If youinvested in a direct mail campaignin 2011 with traction, but hadthree deals come “mysteriously”from that same geographic area in2012 it may be worth consideringreinvesting in that campaign.Conversely, if your social mediaefforts have yielded no results itmay be due to ineffective use of thebusiness opportunity and not thesource itself. Remember to analysehow effectively you have used thetools in addition to what businesshas come from it.

Consider your style. If you arestill using a flip phone and checkthe Internet once a day from yourdesktop, perhaps a focused onlinestrategy is not the route you shouldgo. Know who you are and howyou work. Whatever yourapproach, there are clients outthere who will see your value, butfirst they need to know about it.The great news about avoiding amajor online strategy for the flip-phone-using-desktop-email-checker is that the clients who willlove your retro-approach to realestate are likely not searchingonline for you anyway. Perhaps adoor-knocking and small direct

mail campaign would work betterfor you. Just remember to conveyyour retro-approach in all yourbranding so you stand out as theymove the mail from the mailbox tothe recycle bin. Those seven sec-onds can literally transform yourbusiness.

Reflect on your most satisfiedclients. If you can better under-stand what your most satisfiedclients appreciated about you, itwill become easier to articulatewhat you uniquely have to offer.Before investing in any marketingefforts, you must be able to articu-late what you do beyond whatmost of the competition can offer.Here is a hint: it is NEVER thatyou are knowledgeable or givegreat service. Those are basicexpectations of a service profes-sional. If you are a great listener,have quick response time, are pas-sionate about personalizing statis-tics for your clients...those becometalking points in your marketing.

Review marketing options.Take a look at what the competi-tion is doing and create a pros andcons list for what you see. Call thebusinesses offering different mar-keting options and allow them to

give you their sales pitch, but com-mit to being non-committal untilyou complete your review of alloptions. Look at your own uniquestyle and eliminate options thatfeel uncomfortable for you.Consider the balance betweenfinancial cost, cash flow, time com-mitment and the fit in that mar-keting approach to your targetmarket.

Test the waters. Once youhave determined which marketingoptions you want to launch, beginwith one or choose two that arewell integrated. Changing every-thing simply increases your risk of abig dip in your success. By strategi-cally choosing what changes tostart with you protect the integrityof your business base while creatingopportunity to generate even morebusiness.

Put in the extra work. Eventhe greatest marketing tools in theworld fall short of their optimalresults if you leave it to totalautomation. A great connectionmade at a networking event willlikely have zero impact without afollow-up email or call and addingthem to your database marketingtouch points. A search engine

optimized website with great “callto action” icons will still not trans-late into revenue without promptfollow-up and a consistentapproach to communication withInternet leads.

This last point is ultimately thedifference between the industryleaders and everyone else. There isno short cut to a profitable, grow-ing business. But if you can devel-op some customized clarity for howyour business manages the follow-ing four concepts – consistency,analysis, customization, follow-up– you can absolutely sell more byspending less.

Carla Wood sold over $100 mil-lion in residential real estate beforereturning to her consulting roots andcreating her agency ALL Strategy, aBusiness Alliance organization.Working with Realtors and other ser-vice-based businesses, Carla has builtan agency offering strategic consultingand support to business leaders. Shesays: “ALL Strategy offers practicalsupport required by today’s leaders togenerate results that improve prof-itability while focusing on the person-hood behind the business.” www.all-strategy.net. REM

R

f you are selling a home, thelast thing you should have toexplain to your clients is the

requirement for ease of access forshowings. While homeowners typi-cally exude pride of ownership andgracious flexibility (I know this isn’talways true, but neither is any of theforthcoming advice I plan on pro-viding), guests are often a wild card.

No one wants to be a rude host,but when Haley’s Comet is makinga second pass, guests should havelong since departed – especially ifyou are planning open houses andshowings.

If you are having this discussion

with a client and they happen tomention that guests are arriving, Ijust might have a solution to thisconcern. As part of my ongoing ser-vice to readers of this feature, I pro-vide this handy Room Rate Guide,which you are free to copy and (Iwould recommend) post in yourclients’ guest bedroom. Or betteryet, just above the three-legged cotin the furnace room. It may help inyour efforts to curb that guest/com-pany’s enthusiasm, or at least makeFawlty Towers look like the RitzCarlton.

Welcome and thank you forchoosing Chez PassinThru!

Room rates:First night: Free! Any extra days

and nights:$45 per night, per person, plus

GST – room.$25 per night, per person, plus

GST – use of bed.$15 per night, per person, plus

GST – washroom privileges.$12 per night, per person, plus

GST – use of hallway leading towashroom.

$10 per person, per night, plusGST – “various fees related tobeing in our home”.

Extra services:Meals: On a cost basis, assuming

(for example) that 1 lb. of groundbeef well past the expiry date is$27.50.

Laundry: Only available onrainy days. See string leading fromhouse to tree.

Wake-up calls: Host will begindrum solo at sunrise, followed bycannon blast.

Pool and/or hot tub: Take the#16 bus to suburbs, ask for direc-tions to YMCA.

Optional continental breakfast:At the option of hosts, but highlyunlikely.

Colour TV and cable-vision:

Channel selection limited toprovincial park Goose Cam. Failingactivity online, please help yourselfto recycled newspapers in thegarage.

Daily newspaper: See above. $1per section.

Perks: Toilet paper, soap andKleenex will be estimated by useand billed separately.

Turn-down service: Host willlikely turn you down when you askfor seconds, dessert, use of SUV orcash loans.

House rules:Checkout time: Shortly after

you have won too much at thehouse poker table.

General behaviour: There willbe no swearing, belching, gas-pass-ing or unsightly displays of “morn-ing hair” unless guests’ behaviourexceeds that of the hosts. Prizes willthen be awarded in each of the pre-ceding categories.

Quiet time: For the benefit ofother residents, please observe quiet behaviour after 11 pm.Management apologizes in advancefor breaking this rule if bagpipepractice runs long.

Miscellaneous:a) There will be no dessert

served unless all vegetables withthe meal are consumed.

b) Don’t be alarmed about theblinking red light in the bedroomceiling. Our cameras are equippedwith night vision lenses. Just beyourself.

c) From time to time duringyour stay, you may be asked to helppluck chickens.

Humour columnist and authorDan St. Yves was licensed with RoyalLePage Kelowna for 11 years. Checkout his website at www.nonsenseand-stuff.com, or contact him [email protected]. REM

House guest deterrent program

IBy Dan St. Yves

REM JULY 2013 31

ikipedia says thatopportunity is made upof four integrated ele-

ments, all of which are to be pre-sent in a window of opportunity –* need, * the means, *a method toapply to fulfil the needs and * amethod to benefit.

All of the above can be fulfilledby my favourite way to gatherknowledge about the homes we selland attract prospective buyers –with open houses.

When I was a lot younger –seems like yesterday – I’d go onopen house caravans and duringthe weekends I’d be running openhouses all the time.

Over the years, I’ve studiedagents who are really knowledge-able about what they sell and arezealous about running proactiveopen houses. By proactive I meanthat they blanket the area with fly-ers and /or call people in the neigh-bourhood to tell prospective buyersto come to their open houses for

viewing and comparing to otherhomes.

The fact that many agents, bothexperienced and new, do not getout on open house tours of theirown brokerages’ properties befud-dles me. There are lots of good rea-sons to go. Meeting other agents;gathering knowledge of neighbour-hood homes or builders if it’s a newdevelopment; exchanging ideas aswe drive to and from the properties;and recognizing the time-savingroutes for future showings are just afew of them.

For new agents it’s a chance totalk to the listing agents of yourown office to see if you can do anopen house for them, or they mayallow you to shadow them at afuture showing.

On returning to the office, playa game with each agent predictingwhat each property will sell for –and then compare notes later on inthe weeks ahead to see who’s clos-est. I’ve lost a few bucks on thesecompetitions!

If you are just going to wait forbuyers to come and view the home,you may get lucky. However, ifyou choose not to just be reactiveto buyers coming in, try makingsome new contacts. Canvass otherareas – townhouses, for example, ifyou’re selling a semi-detachedproperty. Hand out free brochureswith good home-related informa-

tion, like those available fromCanada Mortgage and HousingCorp. or the local utilities orprovincial energy ministries, forexample. Homeowners will appre-ciate them and by doing this, you’llbe adding people to your pipeline ofprospective buyers and sellers.

Over the years I’ve developedsome successful scripts that willlead to more chances to improveyour sales. Agents who use thesescripts and /or other dialogues findthat they have more than enoughprospects to work with. You cannever have too many prospects canyou?

There are legions of agents whoscoff at doing open houses. Intoday’s shifting market, it’s myopinion that you have to use all theammunition you have available.The open house is one thing theCompetition Bureau can’t takeaway from us.

Be an agent who takes theopportunity to improve yourknowledge and your skills. Stopbeing reactive to the marketplaceand get out there and just do it.

Stan Albert, broker/manager,ABR, ASA at Re/Max Premier inVaughan, Ont. can be reached forconsultation at [email protected] is now celebrating his 43rd yearas an active real estate professional.

REM

AS I SEE IT FROM MY DESK

By Stan Albert

Open houses offeropportunity

W

believe the Realtor brandmatters a lot. Realtors dis-play competent standards of

business practices and they deliveron required skills and expectedethical behaviour.

However, these basic require-ments of certification and licen-sure, which focus on pitfalls toavoid, are not enough to advancethe image of professionalism.When some of these standards fall,or are misused by some individuals,the entire image of the professiontends to fall with them. In a soci-ety replete with professions, werequire, for differentiation, stan-dards of professional excellencethat focus on the extraordinary.

Realtors, to be seen as profes-sionals by the public and by theirpeers, must subscribe to aspira-tional attitudes and attributes thatsurpass basic competency.Professional Realtors must beexceptional. Their extraordinaryperformance must evolve fromseeing, reading and daily living ofsome simple and concise standardsof professional excellence. Whatmight these be?

I am not sure. Further discus-sion and research is warranted.But let me advance some persis-tent notions that keep coming tomind:

• A Realtor practises informeddecision-making and provides wisecounsel, not just information.

• A Realtor engages in self-directed, life-long learning, keep-ing pace with technology and theever-growing levels of competen-cy.

• A Realtor mentors newmembers, inspiring them to adoptbest practices.

• A Realtor supports theefforts of his/her associations and isactively involved in the communi-ty.

What do you think of thesepossible standards? Are there oth-ers? Should they become theRealtor brand?

Ozzie Logozzo is executive direc-tor of the Ontario Real EstateAssociation Real Estate College. Hewas the 1993 recipient of OREA’sEducation Merit Award and the1997 recipient of Real EstateEducators Association’s prestigiousEducator of the Year Award. REM

TheRealtorbrand

By Ozzie Logozzo

I

32 REM JULY 2013

ive years have passed since Iwrote the REM articleLeadership: A Fish Rots from

the Head Down and I continue toadd to the repository on the subjectof leadership. Based on my experi-ence in the field of real estate, ithas become abundantly clear tome that there is a “shortage” ofgood leadership models or mentorswithin this industry. If you findone, do not let go of them. Theytend to be rare finds. Many indi-viduals claim to have tapped into“the fountain of knowledge” onlyto discover that many have onlytapped into their own egos.

Some of my best leadershiplessons were not intentional andwere not served to me by some eru-

Leadership observations fromthe real estate industry

By Don Kottick

F

dite sage imparting their greatwealth of knowledge and experi-ence. Some of my best leadershiplessons were derived by observingcertain behaviours and actions;then realizing these were thingsNOT to emulate in order to be aneffective leader. Often indirecteducation can be more powerfulthan intentional schooling.

If you are fortunate, you maycome in contact with some excep-tional business leaders who havethe extraordinary gift of conveyingtheir wisdom, experience andknowledge. These are the individ-uals to model and hopefully engageas your business mentors. As BillPhillips, CEO of the WilliamPhillips Group stated, “Most suc-cessful leaders have either an indi-vidual or a network of people thatserve as their confidential sound-ing boards, available to provideunbiased insight into a particularproblem or situation.” These men-

tors have the ability to view yourchallenge with different filters andcan often provide you a differentperspective or even a differentpath. Many leaders work in isola-tion, but as John Donne said backin the 1600s, “No man is anisland.” To operate as an island is toremove one’s self from the collec-tive wisdom, which only makesyou weaker – not stronger.

In business, you meet many dif-ferent personality types and quick-ly realize that many different agen-das exist, often within the samecompany. Corporate politics, espe-cially in dysfunctional organiza-tions, can be massive consumers oftime and resources. Great leadersmust learn how to operate in high-ly political environments. Theoccurrence and intensity of politicstends to increase as you rise higherin an organization. To be effectivein dealing with politics and therelated organizational dynamics,you need to be a student of psy-chology. Incorrectly managing ordealing with a narcissist or an ener-gy vampire can consume largequantities of your time, undermineyour confidence and deplete yourenergy levels. The very best leadersunderstand different personalitytypes and have strategies for effec-tively dealing with each type.

As the saying goes, there is no“I” in team, but there are two innarcissist. A good leader under-stands the power of a successfulteam. A great leader assembles agreat team around themselves,which is supported and enrichedby their collective experience,knowledge, trust and loyalty of thegroup. Always hire the best and donot accept anything less than thebest. Diversity of experience andthe depth of the knowledge base ofthe team improve the capacity ofthe team for both innovation andcreative thinking. The foundationof a successful team is based ontrust. Without trust, the team willweaken and ultimately fail.

Respect is another importantattribute of great leaders. Noteveryone will like you, especially ifyou have to make tough decisions,such as removing long-timeemployees to improve the bench

strength of your team. The respectleaders receive from their peers andfrom the community speaks vol-umes about their actions andwhether people will chose to fol-low them. Respect must be earnedand cannot be mandated. Withoutrespect for the leader, cracks willform within the organization andretention will be an ongoing issue.

Great leaders do not micro-manage, they empower. Micro-management results from lack oftrust, personal control issues, per-

sonal insecurity or some othermotive usually personally instigat-ed. Micro-managers undermineconfidence and kill the motivationof the people that have to suffertheir wrath. Great leaders empow-er and allow their people to flour-ish and even fail sometimes, butthe end result is almost always ben-eficial to the organization.

The ability to motivate is para-mount. Poor leaders tend to lackempathy or understand how theiractions can be demotivating ordestructive to the well-being of theorganization and its people. Thebest leaders tend to be passionateand their passion is contagious toall those they encounter. Closelytied to passion is a positive atti-tude, a belief that you can accom-plish anything if the intent isthere.

Brad Kenny, president ofImagemaker360, one of NorthAmerica’s largest virtual tour andmedia companies said, “You haveto enjoy what you do each day asyour team members feed off theirleader’s energy, actions and behav-iours; a highly engaged leader willfuel and set free a highly motiva-

tional team.”As Richard Robbins, CEO of

Richard Robbins Internationalsays, “Giving starts the receivingprocess.” Great leaders tend to giveback to the community. Whetherit is participating in a local charity,supporting community sports orsitting on a board for a charitableorganization, great leaders alwaysgive back to the community.

Being a successful leaderrequires life balance. The impor-tance of work-life balance cannot

be understated. Make sure youbuild stress relief mechanisms intoyour routine such as regular exer-cise (cardio is a requirement, whileweight training ensures that yourbody looks and feels as youthful asyour mind tells you it is) and possi-bly meditation or yoga. The med-itation or yoga is a great way to findinner balance and rejuvenate your-self, especially when an energyvampire enters your world or thejob stress starts to accumulate.

A leadership position can berewarding both financially andpersonally. Leadership can belearned, but the journey involvescontinuous learning and develop-ment, constant self-evaluation,overcoming obstacles and consis-tently adapting to the changingworld around you.

Don Kottick, F.R.I., is the presi-dent and broker of record of Right AtHome Realty, with six office locationsand more than 2,300 salespeople andbrokers. According to Real Trends,Right At Home Realty is ranked 7thin units and 8th in volume for all ofCanada, and is Canada’s largest inde-pendently owned brokerage. REM

The very best leadersunderstand different

personality types and havestrategies for effectivelydealing with each type.

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34 REM JULY 2013

Good WorksGood Worksirls in the poorest regionsof the world are more like-ly than boys to be mal-

nourished and be denied access toeducation. Studies show that whena girl has enough to eat, a safe envi-ronment and an education, she’llwork to raise the standard of livingfor herself and her family, accord-ing to Plan International, a charityfocused on third-world issues since1937. Sutton Group - CentralRealty in Toronto recently becamea corporate sponsor for PlanCanada’s Because I am a Girl pro-ject. The office is committed toraising $5,000 for the charity byMay 2014. Its first fundraiser is aunique calendar.

It features professional pho-tographs of broker/managerRichard Sloan and broker ChrisLuxemburger. Each is posed withsomething pink against a black andwhite background. Calendars areavailable for $10 at both theToronto and Brampton offices ofthe brokerage or by visitingwww.maytomay.ca.

■ ■ ■

Royal LePage Realtors and stafffrom across Canada came togetheron Mother’s Day weekend to hostmore than 155 sales across thecountry at the 5th AnnualNational Garage Sale for Shelter.Proceeds from this year’s eventenable the Royal LePage ShelterFoundation to fund 200 women’sshelters and help 30,000 women

G and children to escape violenceand abuse and to begin to rebuildtheir lives.

Through the efforts of all theparticipating brokerages, and withthe support of donors, sponsors andshoppers, the event raised morethan $360,000. Since its inceptionin 2009, the National Garage Salefor Shelter has raised more than$1.6 million.

■ ■ ■

The annual Tracy Arnett Hikefor Hospice event recently raisedmore than $70,000 for TheHospice at May Court in Ottawa.Tracy Arnett, broker of record ofTracy Arnett Realty in Ottawa isan active in-residence volunteer atthe hospice and has been the mainsponsor on the event for the last 11years. The hike gives families andbusinesses in the area the opportu-nity to connect with the hospice.It allows those individuals whohave been touched by its servicesto walk in memory of someonethey loved and it helps to supportthe services provided to the 600individuals the hospice servesannually.

■ ■ ■

Royal LePage Burloak RealEstate Services in Burlington, Ont.recently celebrated its year-roundcommitment to supporting HaltonWomen’s Place and the CarpenterHospice with a donation of$40,000. The money was raised

Broker/owner StuartMuxlow of RoyalLePage WheelerCheam Realty inChilliwack, B.C.shows off one of theitems for sale at hisoffice’s Garage Salefor Shelter.

Royal LePage Estate Realty in Toronto raisedmore than $14,000 through multiple Garage Salefor Shelter locations. From left: Connie Sheppard,Ryan Gray, Tory Brown and Jessica Brown.

Volunteers at the garage sale from Royal LePage ReginaRealty: Front, from left: Ashlee Drummond, JessicaDunn, Megan Dunn. Back: Jennica George, SeanMalcolm, Melanie Malcolm, Tim Lipp, Jason Rumpeland Troy Gordon.

Tracy Arnett

Right At Home representatives at the Habitat for Humanitybuild – front row, from left: Mariam Noori, Loretta Ng,Perla Lehava, Maria Whitfield and Julietta Stefanou. Secondrow: A Habitat for Humanity rep, Gian-Piero Furfaro, FredSedighi and Gennady Venderov.

Darlene King, cooking for a 2013 CysticFibrosis fundraiser.

Spirit chairperson MikeDellaFortuna of Sutton Group -Showcase Realty joined his col-leagues, from left, Tamra Ford,Jen O’Gorman and Rabia Shafiat the Relay for Life.

At the Royal LePage Burloak Real EstateServices cheque presentation to the CarpenterHospice, front row, from left: Carm Bozzo,Rebecca Ryder, Angie Mackie, Rob Landry andJoAnn Jusdanis

REM JULY 2013 35

with events such as an annualcharity golf tournament, aHalloween Chili Bowl, MooseTreat Fridays in February and salesreps’ commission-based donations.

“Every year, I become more andmore amazed at the increasing ded-ication and support that our salesrepresentatives, support staff andsupplier partnerships devote to thistask,” says JoAnn Jusdanis, bro-ker/president.

■ ■ ■

Right At Home Realty recent-ly participated in the Habitat forHumanity’s Adopt-A-Day pro-gram in Toronto. Habitat is build-ing four semi-detached, fully acces-sible bungalows for low-incomefamilies. The homes will be built tothe specifications of four familieswith children in wheelchairs.

Taking part were RichmondHill branch manager Gian-PieroFurfaro, along with brokers andsales representatives from hisbranch and some head officeaccounting staff members. Animpact study conducted onHabitat Toronto Partner Familiesin 2012 revealed how affordablehomeownership strengthens com-munities and opens doors for low-income youth:

• 76 per cent of homeownersreport an improvement in chil-dren’s school grades.

•81per cent report an improve-ment in children’s social lives.

• 92 per cent of respondentssay they will remain in theirHFHT home for a very long timeor can’t imagine ever moving.

■ ■ ■

Darlene King, a sales associatewith Sutton Group - ResultsRealty in Regina, has served inexecutive positions on the UnitedWay Board, Oilwives Club, SchoolCommunity Council, ExhibitionAssociation, the Kinette Clubs ofEstevan and Regina and othercharities. Recently she volunteeredat the annual Don Narcisse AllStar Gala, which benefits KidSportSaskatchewan. Guests had thechance to interact with celebrityathletes, enjoy a delicious mealand hear guest speaker AnthonyCalvillo.

The Help Portrait was anotherrewarding project for Darlene. “Iwas pleased to be the kitchenchairman for the Help PortraitCommittee at the Albert ScottCommunity Centre. This is a funtime where hairdressers, photogra-phers and others provide their ser-vices for people who may not havethe opportunity to have familyphotos taken. We also servedthem lunch. I went back the nextweek to help cook and serve theSharing Through CaringChristmas Dinner.”

■ ■ ■

Royal LePage Team Realtyand Royal LePage Gale RealEstate in Ottawa hosted a fund-raising auction for four local char-ities. In an annual event thatbegan as a Denim Tuesdayfundraiser for breast cancer, thebreakfast auction has morphedover the years to support a num-ber of charities.

A total of $45,000 was raisedthis year, breaking all previousrecords, for Children’s Hospital of

Eastern Ontario; Ottawa CivicHospital - Women’s HealthDivision, in support of breast can-cer; Serge Giroux Dream ClassicGolf Tournament, sending two ter-minally ill children to Disneyland;and Camp Trillium – a summercamp for children and their fami-lies who are dealing with cancer.

■ ■ ■

Recently 20 Realtors and stafffrom Sutton Group - ShowPlaceRealty in Chilliwack, B.C. vol-unteered for Stuff the Truck, aone-day event that collected$18,000 worth of food for thelocal food bank. That same day,several of them participated in the12-hour overnight Relay for Lifeand raised $1,000 for theCanadian Cancer Society. Thenext morning, they set up theirSutton tent and handed outrefreshments at the MS Walk.

“It was a busy weekend buteveryone had fun,” says KellyJohnston, one of the organizersalong with his wife Nicole. “Ouroffice can rally around a projectquickly and lend our tents, time,efforts and excitement to make itwork.”

■ ■ ■

Royal LePage Niagara RealEstate Centre recently hosted anevening with Greg Frewin, who isrecognized as “The InternationalGrand Champion of Magic.”With a portion of each ticket solddonated to the Royal LePageShelter Foundation, the eventraised more than $1,770 in supportof Women’s Place of SouthNiagara. REM

A breakfast auctionhosted by RoyalLePage Gale RealEstate and RoyalLePage Team Realtyraises $45,000. Fromleft: Abby Browne,Hanna Browne, KentBrown and JohnO’Neil.

Pictured with Greg Frewin (back centre) are, from left, Royal LePageNiagara Real Estate Centre agents Rose Iannocchino and DebVukelich with brokers Ryan Johnstone and Brad Johnstone, alongwith some appreciative children.

Recently RealtyExecutives FirstChoice inWinnipeg challenged itsRealtors toclean out theirclosets for agood cause.They collected90 bags ofclothing, weigh-

ing 1,541 pounds, for the Canadian Diabetes Clothesline Program.

36 REM JULY 2013

By Dan Steward

eal estate agents have apowerful ally that hasgained popularity within

the agent community in recentyears. To maximize their success,agents should be aware of themany ways a home inspector canhelp improve the process for bothbuyers and sellers. According torecent statistics from the NationalAssociation of Realtors (NAR),real estate industry professionalsconsider home inspections invalu-able. In fact, 99 per cent of theagents surveyed by NAR recom-mended a home inspection tohomebuyers.

Real estate agents should takecontrol of the home inspectionprocess and work with a profes-sional inspector of their choice.

Determining the asking price

new online real estategame can help Realtorsdifferentiate themselves

in their local market and encour-age people to invest in real estate,says Lennard Feddersen, creatorof Real Estate Empire DECK andowner of Rusty Axe Games inTerrace, B.C.

“I grew up playing boardgames and in 2006 decided tomake a more sophisticated ver-sion” of a popular board game,says Feddersen, who designsfinancial strategy games thatteach people how to invest in realestate. His games, Real EstateEmpire 1 (which is availableonline as well as at Staples andWalmart), Real Estate Empire 2and Real Estate Empire – DECK,lets players buy, fix up and flipreal estate.

Feddersen, who has beenmaking video games for 25 years,spent 18 years in Southern

California building games forlarge manufacturers and systemsincluding Nintendo andPlayStation 2. Nine years ago, hewent independent, deciding tomake games that are smaller inscope and that sell through hiswebsite, www.RustyAxe.com.

Feddersen’s latest version,Real Estate Empire – DECK isbeing offered to Realtors. Firstavailable as a board game, RealEstate – DECK is now online.Feddersen makes custom gamesfor Realtors on a town-by-townbasis.

For $99 per year, NorthAmerican Realtors can buy rightsto their local area and name 32streets on their custom onlineversion of the game. They canalso choose market conditions,such as depressed or lively, andcan put a link on their site todirect visitors to their custom ver-sion.

Designed to offer arealistic look at realestate investment, thegame includes foreclo-sure cards that allowproperties to be pur-chased for limitedtimes at discountprices. Bounty cardsentitle a player to afree upgrade. When aplayer owns a numberof properties in onearea, the area gentri-fies. Vandalism or drug dealercards can keep an area from gen-trifying. Luckily a jail card canbe played so the drug dealer goesto jail and the property can gen-trify.

Feddersen’s interest in devel-oping Real Estate Empires –DECK stemmed from his child-hood love of board games com-bined with his love of computersand real estate. He says he has

fixed and flippedreal estate, and stillowns several invest-ment properties.

Feddersen sayshis goal is to devel-op games that arefun and simple toplay. He wants play-ers to have fun, to learn about

real estatei n v e s t i n gand forRealtors tob e n e f i t .Realtors cango to theirlocal paperswith thestory abouthow theyhave exclu-

sive rights to the local game, hesays. Another benefit, he says, isthat once people play the gameand get a taste of investing in realestate, chances are that they’llcontact their Realtor for moreinformation.

Lennard Feddersen can bereached at 250-635-7623between 9 and 5 PST or [email protected]. REM

Work with home inspectors to get an edgeof a home can quickly become apoint of contention betweenagents and sellers if not handledcarefully. Many sellers, especiallythose who are not in a hurry tosell their home, will push for anunrealistic price. Home inspec-tion reports can help agents con-vince sellers to lower the price, asthese reports are generated by anobjective third party and based onfacts. The report can also be lever-aged as an unbiased third-partyopinion when negotiating offerswith buyers.

Home inspection reports helpprepare agents to expect the unex-pected, by unveiling physical issuesbefore the seller or potential buyerscome across them. Reports alertagents to any safety issues, as wellas providing a concrete resource forfull disclosure protection fromfuture legal claims. First impres-sions are crucial for listings, sorepairs made prior to viewings bypotential buyers can improvehome showings. Using reports helpagents to avoid scrambling to

obtain repair estimates or schedulerepairs at the last minute.

The level of marketing exper-tise applied by agents can make orbreak the sale of a home. Homeinspection reports can act as apowerful marketing tool in severalways. Agents can offer onlineaccess to reports as a method toentice potential buyers to tour list-ings. Reports can also relieve anyunfounded suspicions on the partof potential buyers once they haveseen a listing in person, furtherboosting buyer confidence in thelisting as well as client confidencein the agent.

As the process moves forward,agents can continue to leveragehome inspection reports for anumber of different purposes. Ifthere is already a home inspec-tion report, buyers may waivetheir inspection contingencies.This can help agents and theirsellers avoid the stress of a dealfalling apart if a buyer’s inspectionreveals unexpected physicalissues. It can also eliminate the

feeling of buyer’s remorse that canfollow an inspection issued by abuyer. A sound home inspectionreport can also prevent negotia-tions from occurring at theeleventh hour.

A sound home inspectionreport benefits home buyers andtheir agents in a variety of ways aswell. The cost of conducting ahome inspection has already beencovered by the seller, saving thebuyer money. When a buyerwaives their own home inspectionbecause it has already been orderedby the seller, the buyer wins as wellbecause their agent can positionthe decision as “sweetening” thedeal without increasing the offer-ing price. In addition, physicalissues are acknowledged and usual-ly corrected prior to the buyermaking an offer on the home. Areport may even give the buyer abetter shot at acquiring an attrac-tive financing deal.

Aside from interactionbetween agents and their clients,home inspectors can act as counsel

for agents. Home inspectors whoare good at what they do and sharea passion with agents for the busi-ness will make themselves avail-able to answer any questions oraddress any issues agents may haveas the process unfolds. Much asagents advise their clients on pur-chasing or selling their home,home inspectors are there in partto educate agents on reports as wellas physical issues that can arise thatagents may not have taken intoconsideration.

Working with a well-trained,professional home inspector trulygives agents an edge and offersthem an industry partner.

Dan Steward is president andCEO of Pillar To Post ProfessionalHome Inspection. Founded in 1994,Pillar To Post is the largest homeinspection company in NorthAmerica with more than 400 fran-chisees in eight provinces and 47 U.S.states. The company expects to open75 new locations by the end of 2013.www.pillartopost.com REM

R

AReal estate game can be customized for Realtors

A card from Real Estate Empire – DECK.

Lennard Feddersen

REM JULY 2013 37

iving is good. Givingsomeone something theyneed when they need it?

Genius.On moving day, 96 per cent of

consumers order either pizza orChinese food, says Lorne Wallace,CEO of Lone Wolf Real EstateTechnologies. If a discount couponfrom their real estate agent arrivesby email the day before their move,

or the day of the move, howimpressed will your buyers or sellersbe?

If they’re looking to do homeimprovements before they sell orafter they buy, how great would itbe to receive a coupon for a homeimprovement centre right beforethey head out to the store?

Email ad program helpsclients, brokers

Real Estate Channel partners with Juwai.com

Real Estate Channel and theChinese international propertyportal Juwai.com have formed a

partnership. The Real EstateChannel’s real estate agent cus-tomers will see their propertiesautomatically listed on Juwai.com.

The Real Estate Channel saysthe Chinese are the world’s fastest-growing property buyer demo-graphic. Chinese buyers spentUS$28.7 billion on residentialproperty around the world in 2011.It says in Montreal, 50 per cent ofthe market for luxury single-familyhomes consists of foreign buyers,primarily from China.

In Vancouver, 40 per cent ofsuch purchases are made byChinese and other internationalbuyers. In Toronto, 25 per cent ofthese purchases are made byChinese and international buyers,the company says.

“Real estate agents have been

asking us to make it easy for themto market to the Chinese buyerswho are so active in Canadatoday,” says Leon Ng, founder ofVancouver-based The Real EstateChannel. “This partnership withJuwai.com enables us to signifi-cantly increase an agent’s chanceof selling property more quicklyand at a higher price.”

Juwai.com co-rounder SimonHenry says: “One-third of Chinesemillionaires have assets in Canadaand other overseas countries. And,this pool of wealthy buyers willexpand at a 20 per cent compoundannual growth rate over the nextthree years.”

For information: www.Juwai.com and www.realestate-channel.ca/ property portal.

REM

G Consumers love discounts onproducts and services that they arealready planning to use, andthey’re sure to love the agent whohelps save them money, Wallacesays.

This is the idea behind the newLone Wolf email ad program,movingWOLF. To have access tocoupons and specials that they canpass along to their agents, brokers

can sign up with the programfor free. In turn, the agents canpass along the savings to theirbuyers and sellers, sendingthem out to coincide with eachclient’s transaction schedule.

The program “shares rele-vant offers with consumerswhen they want it and need it,”Wallace says. “The programallows us to be one step aheadof the consumer and to tailorrelevant offers to their uniquestage of the moving process.Wrapping client service, com-munications and couponsaround the transaction flowmakes sense. It’s better than a

closing gift.”Many companies are trying to

get a piece of the real estate trans-action pie, and many annoy homebuyers and sellers in their pursuit ofthat business. Lone Wolf’smovingWOLF brings the objec-tives of brokers, agents, buyers andsellers together, and the bonus is

that information is delivered by atrusted source, their local broker-age, says Wallace.

Brokers generate revenue byparticipating in the program,agents can provide branded, direct-to-consumer email campaigns andbuyers and sellers have relevantcoupons and offers. Another plus isthat WOLFmedia manages theprogram from start to finish.

Although the Canadian ver-sion won’t roll out until the fall,now is the time for brokers to signup, Wallace says. “Brokeragesshould be interested because themore brokerages we get on board,the more advertising we can bringin and the whole system growsupon itself.”

Home improvement storeLowes is participating in the U.S.program, which is further alongthan its Canadian counterpart, hesays.

On both sides of the border, thegoal is the same: to divert someadvertising dollars that are goingelsewhere and bring it back intothe industry. Transactions are gen-erating income for lots of otherpeople, and Wallace says he’s try-ing to bring it back to benefit bro-kers and agents.

For more information, call 1-866-CRY-WOLF (279-9653) or email [email protected]

REM

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†Royal LePage is a trademark used under license.

Mr. Christian Ouellette, owner of the

brokerage formerly operating as Groupe

immobilier Phénix, has joined the

Royal LePage franchise network effective

June 1, 2013. The company will operate

as Royal LePage Optimum.

Mr. Ouellette obtained his real estate

broker’s license in 1990 and opened his

own brokerage firm Groupe immobilier

Phoenix in 2008. Over the past four years,

he served as a municipal councilor in

the city of Delson, providing him with

considerable experience in city operations

and regulations. Mr. Ouellette has served

as a member of several boards, including

president of his local business association

and Chamber of Commerce. His

professionalism and good humor will

create a positive atmosphere for his team,

who will now work in a newly refurbished

and well-located office.

The Royal LePage Optimum team services

the South Shore areas in the cities of

Delson, St-Constant, Ste-Catherine,

Candiac, Laprairie, St-Mathieu St-Philippe

St-Rémi and St-Michel.

Mr. Ouellette and his team can be

reached at:

Royal LePage Optimum

20 Blvd. Georges-Gagné South, Delson

Tel: 450-635-8222 • Fax: 514-788-0601

[email protected]

Congratulations to Christian and the team

at Royal LePage Optimum.

For information on the Royal LePage

franchise program, please call:

(416) 510-5827 or email:

[email protected]

Royal LePage OptimumDelson, QC

†

ChristianOuellette

38 REM JULY 2013

THE PUBLISHER’SPAGE

By Heino Molls

MARK

ETPL

ACE

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Your great treasurenot be re-elected they will approvethe conduct of those who are cur-rently in office by not showing upto vote.

The great irony of it all is thateven though all of this makes mecrazy, I must also acknowledge thatthis is also what is so wonderfulabout the country that I am privi-leged to live in: Canada.

There are many people in theworld today who cannot do whatwe do here. They cannot read, letalone write about how they do notlike the leaders of their cities andtheir country. Even though I amwriting to you today about howdumb half the people are in my cityand my country because they don’tcome out to vote, they have theright and they have the freedom tobe that dumb. I will defend theright for them to be so dumb.

How often have you heard howlucky we all are to live here? Yet ifyou look to your left and your right,you will probably see someone whodoes not bother to vote. They justaccept that they have freedomhanded to them without having tobother to come out and vote.

I wish that when people voted,

am not a Stephen Harper sup-porter. I am troubled by theway he seems to run things as

prime minister. His controlling ofConservative party members ingovernment seems wrong to me.His MPs must do as he says or facesevere consequences such as beingcut off from lucrative perks of officeor being outright expelled from theparty. The payment of money toSenator Mike Duffy seems to me tohave been manipulated by Mr.Harper and yet he claims he knewnothing about it.

As a resident of Toronto, I amtroubled by the behaviour of MayorRob Ford and his refusal to answerquestions fully regarding the scan-dals around him. It bothered mewhen he was identified as a bully at

I

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a Toronto Maple Leaf hockey gamea few years ago. He berated the peo-ple sitting in front of him and actedin a threatening manner towardthem. Then he claimed he was notat the game until proof was foundthat he was indeed there and actedin an inappropriate manner. It wasonly when he was caught that heapologized. It seems he will notadmit to any wrong doing unless heis caught outright.

What bothers me the most isthat both of these men will still geta lot of support if they decide to runfor re-election. They will tell votersthat they are solely responsible formany positive things that hap-pened in the country and the cityduring the time they were in office.They will ignore all the negativethings that happened during thetime they were in office. There willbe many people who will vote forthem.

The fact that so many peoplewill vote for them is not the worstof it for me. The worst of it all willbe that almost half the people whohave the right to vote will not doso. Therefore even if they agreewith me that these people should

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they received some kind of card orsticker or something that acknowl-edged that they showed up. Thatway when we come upon peoplewho complain about the waythings are going, we can ask to seethe sticker or card. If they don’thave it we can say, shut up! Youdon’t have the right to complainbecause you didn’t vote. Or by thesame token we can say, okay, youvoted, you have the right to com-plain. We can also point out thatthey have the freedom to complainwithout being forced to vote. Weare not forced to do anything inthis country.

On this Canada Day, be happy

that you are not forced to come tothe lawn on Parliament Hill inOttawa to celebrate loudly,although I wish you would. Behappy that you will not be forced tosing the national anthem, althoughI wish you would. Remember howyou have the freedom not to dothese things. Somewhere, on July 1,please stop and even if it’s quietly toyourself, think about the great trea-sure you have.

As an immigrant on November25, 1953, I thank you Canada.Thank you for my freedom.

Heino Molls is publisher of REM.Email [email protected]. REM

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