REM Magazine February 2009

R e a l E s t a t e M a r k e t i n g N e w s M o r t g a g e s Te c h n o l o g y O p i n i o n

Issue #236 February 2009

Do you need a mentor?Page 36

Happy real estate newsPage 14

Video blogging creates salesPage 8

The bluebird man of Alberta

Real estate veteran George Loades conserves

bluebird trailsPage 16

The RE/MAX & You agent orientation is a great opportunity for agents to participate in a half day networking event and learn about the advantages of working with Top Producing real estate agents

and the support of the best Brand in the world. Training on RE/MAX LeadStreet and Design Centre is part of the event. On February 24th, we are featuring a very special guest ...Richard Robbins.

Register today. Don’t miss it.

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remaxevents.ca

February 24th, 2009Mississauga Convention Centre

All Guests who Register are Welcome.

conomists and investmentanalysts may be bearishabout Canada’s economic

prospects, but one real estatefranchisor is being bullish about2009: Red Carpet is in expansionmode once again in Canada. Itscorporate headquarters open inFebruary in Mississauga, Ont. andits first new franchise has alreadybeen announced in the GreaterToronto Area.

Red Carpet is one of four realestate franchisors chaired byAndrew Cimerman; the otherthree are HomeLife Realty,Realty World International, andNational Real Estate. Cimermanacquired the rights to Red Carpet10 years ago, and the companyhas since undergone what hedescribes as “a complete re-engi-neering” of its business model.

“It’s like the car industry,where they’ve gone from a bigtype of model to today’s more

REM FEBRUARY 2009 3

ECimerman rolls out the Red Carpet

suitable model,” says Cimerman.“We’ve done an extrememakeover of the product. We’veretained the ‘guts’ of the business– the very powerful Red Carpetlogo and brand – while rebuildingand renovating the systems.”

The result is the Red CarpetExpress business model, based ona 1,250 square-foot-office, with a“smart” service centre for admin-istration, and private meetingspace, built for today’s highlymobile, laptop-based sales force.The model offers royalty rebatesto brokers, residual sharing withsales reps who recruit new peopleinto a brokerage, and incentiveprograms for buyers and sellers.

“The entire concept is basedmore or less on sharing,” saysCimerman. “Everyone shares –from the corporate level down tothe franchisees down to theagents, and down also to incen-tive programs for the buyers and

brokers – we feel that giving backsomething is a good thing to do.”

The broker franchise fees alsovary according to the size of thecommunity being served – a two-person brokerage serving a popu-lation of less than 5,000 people,for example, would pay about$195 a month; in larger areassuch as Calgary, broker/ownerswould pay about $500.

There are also plans to rollout Red Carpet Super Express,which will be based on largersquare footage for the fran-chisee, and private officeoptions for salespeople. Theprimary focus for now, however,is on growing the Red CarpetExpress model in Canada, andalso expanding in the U.S.,where Red Carpet has approxi-mately 100 franchise outlets.

Cimerman sees the currenteconomic downturn as an advan-tage for Red Carpet’s expansion

plans. “In a very busy, buoyantmarket, it’s very tough to intro-duce anything new. I’ve beenaround this industry for a long

time and I believe we’ve pickedthe right time to introduce thismodel. It’s very efficient, tailormade for today’s times.” REM

Tony Valenti Angelo Massotti

Brian Rushton, senior vice-president of Century 21 Canada (left), ErissaYong-Wilson and Darlene Tychansky, co-owners of Century 21 Eco-VistaWest Realty, and Luciano Del Toro, managing broker, celebrate the open-ing of the new office in Burnaby.

4 REM FEBRUARY 2009

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

By Jim Adair

vison Young (Canada) hasacquired Avison YoungQuebec Inc. The purchase

includes Avison Young’s indepen-dent member real estate firms inMontreal and Quebec City. Termsof the agreement were not dis-closed.

The acquisition of the Quebecoperations completes the compa-

A ny’s national merger process. InOctober, the shareholders andpartners of Avison Young compa-nies in Alberta, British Columbiaand Ontario merged to createAvison Young (Canada).Combined with its affiliate officesin Regina, Winnipeg and Halifax,Avison Young (Canada) nowforms Canada’s largest indepen-dently owned commercial realestate services company.

“The merger brings togetherAvison Young’s operations underone brand and marks a significantstep in the evolution of the AvisonYoung organization,” says chair-man and CEO Mark E. Rose,who joined Avison Young in June2008 to spearhead the company’sglobal growth initiatives.

Rose says plans for the compa-ny include further acquisitions andpartnerships to grow the companyinternationally.

■ ■ ■

Two new Exit Realty officeshave opened in Montreal.Antonio (Tony) Valenti is thefranchisee of Exit ImmobilierAlliance in Saint-Leonard andAngelo Massotti, is the managerof Exit Immobilier Platinum inNotre-Dame-De-Grâce.

Valenti says he was “shockedand amazed” by the welcome hereceived from fellow Exit ownerswhen he purchased his office.

“Other Canadian Exit fran-chise owners sent along welcomegifts and were nice enough toextend offers to help me if I everneeded it,” he says. “That was onething I never had at my previousfranchise brand and it’s a real plusto me.”

Valenti’s goal is to build a net-work of offices, with his currentflagship location housing between50 and 60 agents. His new 4,700square foot office has luxury finish-es, including granite and ceramicflooring as well as wood trim.

With a background in finan-cial services, Angelo Massottientered the real estate business in2007.

He says the company’s remu-neration package with residualswas a major reason for making thechoice to join Exit.

■ ■ ■

HomeLife recently expandedto Romania with the addition ofHomeLife Realty s.r.l. to its groupof international franchises. Thepresident of the new RomanianHomeLife franchise is VandaIrinel Ivanus, and the managingdirector is Bogdan Serbaniuc.Andrew Cimerman, HomeLifefounder and CEO, says, “Webelieve we have found a well-suit-ed partner in Ms. Ivanus and herteam; we have a high level of con-fidence that they will do very wellselling franchises and expandingthe HomeLife brand in Romania.”

HomeLife says it expects tobroker similar deals “in the nearfuture”.

■ ■ ■

A new real estate company inSaint John has been launched byMarc Mawhinney, who was for-merly with Royal LePage andRe/Max. Mawhinney Real Estateis a full-service company focusingon a team-based approached tosales, the company says. It handlesresidential, commercial andinvestment transactions, and ispart of the Mawhinney Group –companies that specialize in realestate sales, mortgages, propertymanagement and home staging.The group also has a charitablebody, The MawhinneyFoundation, whose goal is to helpthe most needy in NewBrunswick’s communities.

“This was a natural progressionfor us, given our growth over thelast few years,” says Mawhinney.“We’re going to be offering a dif-ferent type of real estate company.Our model is more of a team-basedapproach, where agents worktogether rather than competeagainst one another.”

Mawhinney Real Estate willoperate under one roof with theother companies under theMawhinney banner. A new officein Saint John will be the head-quarters for future growth in NewBrunswick and the Atlanticregion, Mawhinny says.“Announcements will be madeshortly” about further expansion,he says.

■ ■ ■

Century 21 Eco-Vista RealtyWest in Burnaby, B.C. held its offi-cial grand opening on Dec. 6.With a new office on busyHastings Street, the brokerage is“positioned to take advantage ofthe next hot market,” says co-owner Erissa Yong-Wilson. Shesays 130,000 cars “pass our frontdoor each day.”

A Realtor since 1994, Yong-Wilson has been with the Century21 System since she began hercareer. Her co-owner, DarleneTychansky is new to the businessbut says that with a career built ondealing with people, “real estatewas a natural extension” for her.

Eco-Vista donates one per centof its net profit to a tree-plantingproject, and will be offering regu-lar public seminars on how to havea “green” home. The office is alsoa member of the NationalAssociation of Green Brokers.

■ ■ ■

Re/Max International has soldmaster franchises for the Republicof Albania and the Republic ofMacedonia. Samir Mane, anAlbanian citizen and local busi-nessman, is the new owner of fran-chising rights for both countries.

The new regions will havetheir headquarters in theAlbanian capital, Tirana. Maneanticipates rapid growth and hasambitious plans to open severaloffices in the near future, the com-pany says. Mane has appointedShpetin Spahija as regional direc-tor, who will oversee the day-to-day operations of the two regions.

The developing economiesand the shortage of experiencedreal estate agents with profession-al training provide a uniqueopportunity to launch the fran-chises, the company says. Albaniaand Macedonia are located onthe Hellenic Peninsula on thenorthern border of Greece.

■ ■ ■

Victoria-based independent

Continued on page 6

Andrew Cimerman and Bogdan Serbaniuc

Marc Mawhinney

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Start the year off with clarity and unity.

EvEnt KICKOFF 2009thEmE Get COnneCtedDatE February 11, 2009timE 1:00pm – 5:00pm

KicKOFF 2009PlacE tOrOntO COnGreSS Centre650 dIxOn rOad, tOrOntO, OnWEbsitE www.Century21.Ca/KICKOFF reGISter here

we have refreshed the agenda for the 10th anniversary of this cEntury 21 annual industry meeting.

upwards of 1,000+ rEaltOrs from across Ontario are expected to attend this event.

KicKOFF 2009, in its tenth year, will again draw in top reaLtOrS with unmatched networking opportunity and a chance to hear from world class speakers.

KicKOFF 2009 will also feature our biggest Supplier expo of the year! sEE, lEarn, EXPEriEncE new products and exciting, business generating services! top real estate industry suppliers and vendors will be there for one day only!

DOn’t miss this OncE a yEar OPPOrtunity!

KicKOFF 2009 will feature keynote speakers: Chantal petitclerc, paralympian in wheelchair racing, and richard robbins – world renowned sales strategy expert.

with this refreshed agenda KicKOFF 2009 will truly be the event to attend in 2009! we look forward to seeing you there!

yOu’re InVIted! cEntury 21 canaDa in cOnjunctiOn With thE cEntury 21 OntariO brOKErs arE PrOuD tO hOst KicKOFF 2009, at the tOrOntO COnGreSS Centre On February 11, 2009.

chantal PEtitclErcparaLympIan

richarD rObbinsSaLeS StrateGy expert

6 REM FEBRUARY 2009

PublisherHEINO MOLLS

e-mail: [email protected]

General ManagerJOHN COOPER


Director, Sales & MarketingDENNIS ROCK


Brand DesignSANDRA GOODER

EditorJIM ADAIR


Senior EditorKATHY BEVAN


Art DirectorLIZ MACKIN

Graphic DesignSHAWN KELLY

REM is published 12 times a year. It is an independently owned and operated company and is not affiliated with any real estate association, board orcompany. REM is distributed across Canada by leading real estate boards and by direct delivery in selected areas. Subscriptions are $40.95 per year(including $1.95 GST), payable by personal cheque. Entire contents copyright 2009 REM. All rights reserved. Reproduction in whole or in part without written permission from the publisher is prohibited. The opinions expressed in REM are not necessarily those of the publisher.

ISSN 1201-1223

2255B Queen Street EastSuite #1178Toronto, ON M4E 1G3Phone: 416.425.3504www.remonline.com

If you have industry news or want us to know about your company or services

Email [email protected]

F E B R U A RY 2 0 0 9Cover photo:

BRYCE MEYER

ince he came to Canada10 years ago, MalanJoseph hasn’t wasted a

moment, setting up social pro-grams, volunteering withToronto Police Services, andorganizing a vegetarian foodbank, the latter which he kickedoff not long after he began hisreal estate career.

Joseph, a Realtor withHomeLife Miracle Realty inEtobicoke, just west of Toronto,emigrated from Sri Lanka in1998 and worked with UPS, TimHortons and Statistics Canada invarious management levelsbefore becoming a real estateagent last March. He says hespends eight to nine hours a dayworking as a real estate agent,and another five to six hourswith the food bank, temple andcommunity.

For the past six years, he hasbeen executive director withUniversal Community Help, anorganization that offers coun-selling and services to the SriLankan community through aHindu temple in North Yorkthat his wife, Amirthagoweri,founded.

Being Roman Catholic,Joseph says he was used toworking with churches withfood banks and community ser-vices. However, he soonlearned no such services wereavailable through temples. Tofill the gap, Joseph startedUniversal Community Help, aregistered charity that offerslanguage instruction, employ-ment training, translation andcounselling, in April 2001.When the need for a vegetarianfood bank became apparent, heset to work to create two foodbanks, which opened last May11, Mother’s Day.

DFH Real Estate says it hasaddressed the change in marketconditions “by adopting andimplementing industry-leadingprograms to build on the successof its Realtors.”

The new initiatives are beingdelivered through coaching ormentoring programs. “Ourresearch shows that the publicexpects more from the real estateprofessional and our Realtorswanted tools that would helpthem focus on the clients’needs,” says broker managerSusan Dunn.

The DFH partners are BrianSharp, Peter Gaby, MikeNugent, and Kevin Sing.Nugent has moved from salesand is now a managing broker

and will be co-managing withDunn; both will have responsi-bility for all daily operations.The company says Sharp isbeing freed up to take a moreconsultative role in the comingyear and will take the lead onsome special projects, and Gabyand Sing continue in planningand marketing as well as main-taining their active real estatebusinesses.

DFH Real Estate currentlyhas four offices on VancouverIsland with over 160 full-timeRealtors.

■ ■ ■

Prudential Financial is inte-grating its U.S. real estate andrelocation businesses. Prudentialveteran Earl Lee has been namedto the new role of president of

Prudential Real Estate andRelocation Services, reporting toCEO John Van Der Wall. Leewill oversee the company’s newlycombined real estate and reloca-tion operations.

“Aligning our business andoperational functions is impera-tive as we move forward,” saidVan Der Wall in a news release.“Our real estate franchisees valuethe close link to our relocationactivities, and in the current mar-ket environment that link takeson increased importance.”

The company’s Washington,D.C. relocation service opera-tions will be consolidated into itsPhoenix office during the firsthalf of 2009, except for the gov-ernment-related sales team andaccount executives, who willremain in the D.C. area. REM

Multiple ListingsContinued from page 4

Realtor launches vegetarian food bankBy Connie Adair

Joseph pays the rent from hisown pocket for a 1,000-square-foot unit in Scarborough. Thesecond location is within theNorth York temple.

At first, he appealed tofriends who owned shops andgrocery stores, then expanded hissearch for donations to includereal estate agents in his office,Realtor friends and the commu-nity. Saturdays are spent givingout food to food bank users.

The Ontario Vegetarian FoodBank has received much mediaattention (including Maclean’smagazine, The CanadianImmigrant magazine and CBCRadio in Windsor) and positivefeedback from a community rep-resenting different ethnic, lin-guistic and religious back-grounds, he says.

The food bank feeds about200 people, many of whom aresingle parents, he says. It strivesto provide nutritious food to low-income vegetarians, but non-vegetarians are also welcome.

Foods include non-perishableitems such as soups, rice, flourand canned goods, as well asbread, fruits and green vegeta-bles. During the summer months,vegetables are provided by theRadha Swami Society BeasCanada, a 125-acre farm inMilton. Volunteers farm theland, and grow vegetables for dis-tribution to food banks, sheltersand the homeless, Joseph says.“In the summer, I go up and get atruck load and distribute (thevegetables) the same day.”

With time, word about thefood bank is spreading, with moreorganizations jumping aboard tohelp. The food bank has partneredwith the Toronto VegetarianAssociation, which holds food drives and donates food.

Volunteer young offendersrequired to do community servicewill be provided throughOperation Springboard and willhelp with food drives andfundraising.

Real estate agents are makingpersonal donations of food andIndian community astrologistsare helping to spread the newsabout the food bank, he says.

But there is still much workto be done. Many in the commu-nity are hesitant to use food bankservices, Joseph says. “SriLankans are not familiar with thefood bank concept and feel shy togo. They feel a loss of dignity, butI say if you’re hungry, don’t worryabout being seen. It’s like goingto a restaurant if you’re hungry,except it’s free. No one shouldhave to say they are starving.”

He’s also working to educatethe community about the police,

after having volunteered atToronto Police Services’ CollegeStreet headquarters for a year. Hetalked to senior officers, as well asChief Bill Blair, and says thepolice are good to the Sri Lankancommunity.

People are appreciative ofJoseph’s charitable work, espe-cially the food bank. “They’reappreciative and encouraging,”he says.

And the people he meetsoffer heart-warming stories. Oneman came from Brampton todonate to the food bank. “Whenhis son was born, (the child)almost died,” Joseph says. Thefather “gave his word to God thatthree or four times a year, hewould take his son’s weight infood and donate it to a foodbank. Last month, he came withhis 16-year-old son and 162pounds of food. It’s a good idea

for any parent, and some peoplehave already done the same.”

If you would like to make adonation, contact Malan Josephat the food help hotline at (416)744-4357. Donations can bemailed to the Ontario VegetarianFood Bank at 2370 Midland Ave.#B5, Scarborough, Ont. M1S5C6 or 2400 Finch Ave. W. #10,North York M9M 2C8. [email protected] or visitwww.vegfoodbank.ca for moreinformation. REM

S

Malan Joseph

Good question! It’s one that could infl uence the rest of your life. In fact, there aren’t many questions as important, yet it’s one that many brokers push aside as they deal with the demands of day-to-day business. Sound business planning means

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Coldwell Banker® has a team of Business Development professionals who know the Canadian marketplace and can help you plan for the future. We can work with you on succession planning and help you develop an exit strategy that’s consistent with your personal and business goals. And in the meantime, we can offer you support and resources to help you grow your business.

Interested? Call John Geha at 1 (800) 268-9599and fi nd out how we can help. Let’s talk.

How can I get maximum value from my business when I retire? What every broker wants to know:

This offer is limited to real estate brokerages operating in Canada only. Offi ces are independently owned and operated. © Realogy Corporation. The Coldwell Banker logo and trademark are registered marks licensed to Coldwell Banker Real Estate LLC and used by permission.

8 REM FEBRUARY 2009

In a much quieter market than recent years, two

Vancouver real estate agents are racking up sales and hopping to meet demand. A week before Christmas, Ian Watt of Sutton Group – West Coast Realty was working on four deals. Tom Everitt of ThinkTom.com, a virtual real estate brokerage at www.thinktom.com, says sales for the month have been riding around $3 million and he expected to close out the year in the top four to 10 per cent of the city’s sales reps.

Watt and Everitt both use cutting-edge digital marketing – video blogging. Watt says that when Ubertor, which hosts sites for Realtors, announced the new video blogging option about a

year ago, most Realtors by-passed it. “But, I jumped on it,” he says. He saw an excellent opportunity to introduce himself to clients through his website at www.ianwatt.ca, using a video format.

Watt’s trademark is showing himself while in his car, blogging around Vancouver at different locations and on different themes. He believes the video blogging is a contributing factor to keeping his face before a computer-savvy public. “It’s part of the whole marketing in general and today most people search online for a Realtor....they get to know you” via the website, he says.

Everitt has converted his garage into an Internet film studio that he calls “garagio”. He says video blogging is a tool that

is generating sales. “There is no question that it has allowed us to reach out to more people in this market,” he says. “In this market, you have to network as much as possible and it has allowed us that.”

Everitt, who runs ThinkTom.com with his lawyer wife Kerrie (who is non-practicing and now a Realtor as well), says the video blogs idea sparked when he saw Watt’s presentation. “I thought I should be doing that,” he says, adding that once he tried it, he found that the technology easy to adapt to.

It also sparked a hidden talent. “I found it’s a passion that I really love,” he says. He’s now getting more sophisticated with presentations and wants to

learn more about editing. He says not everyone is comfortable in front of a camera, but with a background in public speaking and an out-going nature, it is a marketing angle he really enjoys.

So do his viewers. The Internet blog videos are informative and show a sense of humour as Everitt hams it up for the camera. There’s also serious news on financing rates, tips for selling and buying homes, home tours and legal tips from Kerrie.

Watt also carries how-to information and in January did a video blog from the Inman News Conference in New York City. Everitt recently video blogged from a Florida real estate conference.

Everitt says the technology has become so simple that even a non-technological person can do “amazing” things. He started by taking a $200 course by Ubertor (www.ubertor.com), which took only three hours, and he left with a flip video camera used to record the video blogs. “That was all I needed to do,” he says. Ubertor charges Everitt $50 a month to maintain the website. “You then have on-line video,” says Everitt, adding this kind of instant exposure of client’s homes and advice for new buyers and sellers is something that is hard to match in other media.

The website has brought him

a lot of fun, and some surprises. “I had one of my videos translated into Spanish subtitles,” he says. Everitt “went pretty crazy building the studio” because he wanted a facility where he could invite guests into for interviews. One guest has been Citytv’s Dawn Chubia, host of Realty TV. Everitt was, in turn, featured on the show, which runs weekly news on the real estate market. The half-hour program is rebroadcast up to three times during the week. Everitt has also been featured on CTV’s news program with host Bill Good and in various newspapers. Watt has also enjoyed media exposure, as he was featured in the Vancouver Sun, one of the largest newspapers in Canada.

Everitt says it’s hard to buy that kind of publicity. But, while the video blogging provides an entertaining and informative way to draw in clients – and in tough times keep your name out there – he says the sales side is still deadly serious. Clients want a professional who will work for them when they respond to his website.

“You still have to get out there, do the networking, and meet people face-to-face,” he says, but “this kind of marketing is extremely inexpensive and quick to do – to ignore it is a terrible mistake. It’s part of the future.” REM

HomeVestors, the company well-known in the

U.S. for its “We Buy Ugly Houses” billboards, says it will begin awarding franchises in Canada. It marks the first-ever international expansion for the company that describes itself as “America’s largest home buyer”.

“As the credit crisis extends beyond our country’s borders,

so does the need for a reputable solution to people’s real estate problems,” says John Hayes, president and CEO of HomeVestors, in a news release. “That is why we intend to grow our franchise network to meet a growing demand for investors. Canada is that first step.”

“We project to add as many as 1,000 full-service and associate franchisees in Canada,” said

Jason Killough, vice-president of development for HomeVestors. “We already communicate with real estate investors in the country on a regular basis. And we agree that the HomeVestors franchise model will translate well in the Canadian housing market.”

HomeVestors specializes in buying, rehabbing and selling single-family homes. The

company currently has more than 210 franchise locations serving 35 states that have purchased more than 37,000 homes.

HomeVestors will award full-time franchises as well as home-based franchises, or associate franchises, in Canada. The franchise fee for a HomeVestors franchise is $49,500 and requires operators

to open an office and be a full-time real estate investor. The franchise fee for an associate franchise is $12,000 and allows operators to work from home as a part-time franchisee, invest on a smaller scale and still keep a day job.

The company was founded in 1989 and has been franchising since 1996. It is based in Dallas. REM

Video blogging creates sales By Jean Sorensen

Tom Everitt Ian Watt

HomeVestors to expand to Canada

2008 Royal LePage National Chairman’s Club

Royal LePage Real Estate Sevices Ltd., Brokerage, unless otherwise noted. *Denotes Lifetime National Chairman’s Club Members. °Brokerage

We recognize this group of 153 tremendously successful individuals who, through their achievements, have reached the top 1% of our national network of 14,000 realtors. Selected based on annual top residential

sales for gross ‘closed and collected’ commissions, they have mastered the core values of Royal LePage which include helping consumers in every step of their search for the perfect home – as ‘helping’ is what Royal LePagers do! This group of real estate experts continually surpass all expectations and deliver excellence in customer service and sales. We sincerely congratulate each one and wish them all continued success for the upcoming year.

Phil SoperPresident & Chief Executive

28. Serge GabrielRoyal LePage

Groupe NewtonMontreal, QC

(514) 481-0241

29. Raymond Tsim*Royal LePageChamplain

Brossard, QC(450) 672-6450

30. James HodginsRoyal LePage

Meadowtowne Realty°Mississauga, ON(866) 821-3200

31. Robert NimmoToronto, ON

(888) 336-1871

32. Susan LoreRoyal LePage True

North RealtyFort McMurray, AB(780) 715-1382

33. Jacinthe Dubé*Royal LePage Jacinthe Dubé

Sherbrooke, QC(819) 564-5000

34. Andrea Morrison*Toronto, ON

(866) 335-1900

35. Jackie PeiferOakville, ON

(888) 999-3084

36. Chris ZaharkoRoyal LePage Foothills

Calgary, AB(888) 384-4557

37. Rod JensenRoyal LePage South Country R.E. Services

Taber, AB(403) 223-3333

38. Cathy RoccaRoyal LePage Burloak Real Estate Services°

Burlington, ON(800) 290-0163

39. Roger LeBlancRoyal LePage Atlantic

Moncton, NB(888) 444-7572

40. Tracey BoschRoyal LePage

Wolstencroft RealtyLangley, BC

(877) 611-5241

41. Paul Richardson*Royal LePage

ProAlliance Realty°Belleville, ON

(613) 966-6060

2. Dan Cooper*Oakville, ON

(800) 514-4094

3. Minoo AshtariRoyal LePageNorthshore

Vancouver, BC(604) 926-6011

4. Kelly McKelvieRoyal LePage Foothills

Calgary, AB(888) 384-4557

5. Elli Davis*Toronto, ON

(800) 622-9536

6. Patrick Morris*Royal LePage

Performance Realty°Ottawa, ON

(877) 757-7386

7. Brent Roberts*Royal LePage

Coronation ParkSurrey, BC

(800) 220-0202

8. Al Sinclair Royal LePage Estate Realty°Toronto, ON

(416) 690-2181

9. Kirby Cox*Royal LePage Foothills

Calgary, AB(888) 384-4557

10. Marie-YvonnePaint*

Royal LePage HeritageMontreal, QC

(514) 934-1818

11. Anthony FataRoyal LePage Your Community Realty°Richmond Hill, ON(905) 731-2000

12. Daryl King*Royal LePage Your Community Realty°Richmond Hill, ON(905) 731-2000

13. Karen Millar*Royal LePage

Signature Realty°Toronto, ON

(888) 954-4100

56. Suzan TrottierRoyal LePage Atlantic

Moncton, NB(888) 444-7572

57. Sean McCannRoyal LePage Team

Realty°Ottawa, ON

(800) 307-1545

58. Christine HauschildRoyal LePage Team Realty°Kanata, ON

(888) 757-7155

59. Jeff DavidsonRoyal LePage Niagara

R.E. Centre°St. Catharines, ON

(800) 771-4913

60. Paul NuscaToronto, ON

(888) 336-1871

61. Ivan PichéRoyal LePage Vallées

de l’OutaouaisGatineau, QC

(819) 561-0223

62. Robert MarlandRoyal LePage


(877) 757-7386

63. Jeff GreenbergRoyal LePage Team Realty°Ottawa, ON

(800) 307-1545

64. Leo L. RonseRoyal LePage


(877) 611-5241

65. Julio FlorezRoyal LePage True


66. Lorraine JordanRoyal LePage

In Touch Realty°Midland, ON

(888) 480-2224

67. James Wright*Royal LePage Team Realty°Manotick, ON

(800) 490-8130

68. Michael ScrannageRoyal LePage

ProAlliance Realty°Kingston, ON

(800) 247-6311

69. Bernice Bartlett*Royal LePage Team Realty°Kanata, ON

(888) 757-7155

84. Paula MitchellRoyal LePage CreditValley Real Estate°

Brampton, ON(800) 631-5216

85. Anna CassRoyal LePage YourCommunity Realty°Richmond Hill, ON(905) 731-2000

86. Jean-FrançoisBérubé

Royal LePage EvolutionSherbrooke, QC(888) 820-8363

87. Richard LeBlancRoyal LePage

Gateway RealtyLeduc, AB

(780) 986-8407

88. Marilyn Redvers*Royal LePage YourCommunity Realty°

Aurora, ON(905) 727-3154

89. Joan Potter-SmithToronto, ON

(866) 335-1900

90. Alain GravelRoyal LePage Inter-QuebecSte-Foy, QC

(418) 653-0488

91. Susan TaylorMississauga, ON(888) 828-0422

92. Bruce MacPhersonRoyal LePage Noralta

Real EstateEdmonton, AB(877) 242-6825

93. Scott DarlingRoyal LePage Atlantic

Saint John, NB(800) 775-0077

94. Al ChiassonRoyal LePage Anchor

RealtyHalifax, NS

(902) 457-1569

95. André DussaultRoyal LePage Inter-QuebecSte-Foy, QC

(418) 653-0488

96. AnthonyvanLieshout

Royal LePage Lakes of Haliburton°Haliburton, ON(800) 457-2414

97. Derrick SmythRoyal LePage Prime

Real EstateWinnipeg, MB

(204) 989-7900

112. Sneh SinghRoyal LePage


(877) 611-5241

113. Mary Ann Keary*Royal LePage

Riveredge Realty°Brockville, ON(866) 345-3664

114. Lorraine GoulardRoyal LePage

Performance Realty°Orleans, ON

(888) 830-8757

115. Glen MacAngus*Royal LePage Top

Producers Real EstateWinnipeg, MB

(866) 989-6900

116. Sue DePauloRoyal LePage State Realty°Ancaster, ON

(877) 648-4451

117. Rachelle StarnesRoyal LePage Foothills

Calgary, AB(888) 384-4557

118. Mark JontzRoyal LePage Kelowna

Kelowna, BC(800) 421-3214

119. Gary DavidsonRoyal LePage Ram

RealtyCalgary, AB

(403) 258-0450

120. Pierre NadeauRoyal LePage


(800) 862-4443

121. Joe UngaroRoyal LePage Kelowna

Kelowna, BC(800) 421-3214

122. Christine Simpson*Toronto, ON

(888) 336-1871

123. Frank DeLucaToronto, ON

(877) 487-4311

124. Tanyse MacLeodRoyal LePage

Performance Realty°Gloucester, ON(877) 744-8757

125. Joseph BrazeauRoyal LePage

Meadowtowne Realty°Milton, ON

(800) 514-3316

42. Theodore Babiak*Toronto, ON

(866) 335-1900

43. Leslie BattleToronto, ON

(888) 336-1871

44. Chris PennycookRoyal LePage Dynamic


(877) 800-5066

45. John Hripko*Royal LePage Foothills

Calgary, AB(888) 384-4557

46. Kate Vanderburgh*Oakville, ON

(800) 514-4094

47. Don McKayRoyal LePage Noralta

Real EstateSherwood Park, AB

(888) 797-7653

48. Brian ElderToronto, ON

(800) 622-9536

49. Philip LeMayRoyal LePage Vallées


(819) 561-0223

50. Karen Paul*Royal LePage BurloakReal Estate Services°


51. Doug HaydenRoyal LePage Foothills

Calgary, AB(888) 384-4557

52. Joan M. Smith*Royal LePage Team Realty°Kanata, ON

(888) 757-7155

53. Mary T. CardamoneOakville, ON

(888) 645-4267

54. Doreen Kirkwood*Royal LePageChamplain

Brossard, QC(450) 672-6450

55. Chris CovenyRoyal LePage


(877) 757-7386

14. Michael O’Sullivan*Royal LePage Burloak Real Estate Services°


15. Fernande Sirois*Royal LePage Vallées


(819) 561-0223

16. Barbara Beers*Royal LePage Burloak Real Estate Services°


17. Rina DiRisio*Oakville, ON

(800) 514-4094

18. Julie KinnearToronto, ON

(866) 335-1900

19. Marilyn Wilson*Royal LePage


(877) 757-7386

20. Jacques Doucet Royal LePage Vallées


(819) 561-0223

21. Peter Racco*Royal LePage Burloak Real Estate Services°


22. Lorna AndersonRoyal LePage Triland

Realty°London, ON

(519) 661-0380

23. Michael ReganMississauga, ON(877) 822-6900

24. Lauretta Stewart*Toronto, ON

(800) 622-9536

25. David WeirRoyal LePage

ProAlliance Realty°Trenton, ON

(800) 263-2177

26. Cailey Heaps EstrinToronto, ON

(877) 424-4930

27. Peter PolsonToronto, ON

(888) 336-1871

70. Dave DomeijRoyal LePage Kelowna

Kelowna, BC(888) 238-7653

71. JoAnne GludishToronto, ON

(888) 336-1871

72. Peter PobojewskiRoyal LePage

Kingsbury Realty°Mississauga, ON(866) 754-2121

73. Donna MichaudRoyal LePage Northern

Lights RealtyCold Lake, AB(780) 594-4414

74. Svetlana ChkarboulRoyal LePage YourCommunity Realty°Richmond Hill, ON(905) 731-2000

75. Norm Cholak*Royal LePage Noralta


76. Suzanne Grisé*Royal LePage Heritage

Saint-Bruno, QC(450) 441-1576

77. Mario CharronRoyal LePage


(888) 830-8757

78. Gizella DavisRoyal LePage Foothills

Calgary, AB(888) 384-4557

79. Tod NiblockRoyal LePage Top


(866) 989-6900

80. Rick SharmaRoyal LePage State Realty°

Stoney Creek, ON(877) 574-7441

81. Judy DenneeRoyal LePage


(800) 247-6311

82. Morley Forsyth*Toronto, ON

(800) 622-9536

83. Cheryl BejcarRoyal LePage Coast

Capital RealtyVictoria, BC

(250) 592-4422

98. Yves de NivervilleRoyal LePage


(888) 830-8757

99. Mani BaggaRoyal LePage Noralta


100. Tim SomervilleRoyal LePage Atlantic

Saint John, NB(800) 775-0077

101. Jeanette SchmidtRoyal LePage Scharf Realty°Waterloo, ON

(866) 748-2737

102. Kevin CoadyRoyal LePage Team Realty°Nepean, ON

(888) 780-7747

103. Todd GuergisRoyal LePage FirstContact Realty°

Barrie, ON(877) 728-4067

104. Brigitte I.Burdman


(514) 934-1818

105. Dario Mattei*Royal LePage West

Realty Group°Toronto, ON

(866) 753-7243

106. Laurent (Larry) PatryRoyal LePage

Saguenay-Lac-St-JeanJonquiere, QC(418) 547-2111

107. Dominique AllardRoyal LePage YourCommunity Realty°

Unionville, ON(905) 940-4180

108. Duncan BrownRoyal LePage Westside


109. Kim KehoeToronto, ON

(866) 335-1900

110. Michael WillmottRoyal LePage Kelowna

Kelowna, BC(866) 962-7548

111. Roman GrocholskyRoyal LePage Niagara

R.E. Centre°Welland, ON

(866) 771-7764

126. Bob MaskellRoyal LePage ArTeam RealtyEdmonton, AB(888) 456-5657

127. Doug DonnellyRoyal LePage Noralta

Real Estate Edmonton, AB(780) 431-5600

128. Kevin GloverRoyal LePage Network

Realty Corp.Red Deer, AB

(403) 346-8900

129. Jean DunnRoyal LePage By The SeaSidney, BC

(800) 326-8856

130. Michelle FraserRoyal LePage

Connect Realty°Ajax, ON

(905) 427-6522

131. Nancy O’DeaRoyal LePage


(877) 757-7386

132. Ben GauerRoyal LePage


(888) 649-4299

Isaac Phillips*Royal LePage State

Realty°Hamilton, ON

(877) 574-4601

Barbara Polson*Toronto, ON

(416) 236-1871

Joan Richter*Royal LePage Kelowna

Kelowna, BC(888) 238-7653

Troy Schmidt*Royal LePage Scharf

RealtyWaterloo, ON

(519) 747-2040

Karen P. Scott*Royal LePage Team Realty°Ottawa, ON

(800) 307-1545

Heather Waddell*Royal LePage Foothills

Calgary, AB(888) 384-4557

Frances Wedlake*Oakville, ON

(888) 645-4267

133. Jeff MahannahOakville, ON

(888) 645-4267

134. Brett SmileyMississauga, ON(888) 828-0422

135. Yoki NicholRoyal LePage Ram RealtyCalgary, AB

(403) 258-0450

136. Paul DelaneyRoyal LePage YourCommunity Realty°

Thornhill, ON(416) 213-5736

137. Keltie LawRoyal LePage State Realty°Ancaster, ON

(877) 648-4451

138. Brian WalzRoyal LePage Landmart

Moose Jaw, SK(877) 694-8082

139. Carol WrigleyRoyal LePage


(888) 954-4100

140. Garry ParkesRoyal LePage Dynamic

Real Real EstateWinnipeg, MB

(877) 800-5066

Maureen Chan*Royal LePage Westside


Evelyn G. Froese*Royal LePage Westside


John Gerber*Royal LePage


(888) 954-4100

Liz Harley*Oakville, ON

(888) 999-3084

Heather Heaps*Toronto, ON

(877) 424-4930

Mary Montgomery*Royal LePage Realty Plus°

Mississauga, ON(877) 828-6550

1. Loretta Phinney*Mississauga, ON(877) 822-6900


We recognize this group of tremendouslysuccessful individuals who, through theirachievements, have reached the top 1% of our national network of 14,000 REALTORS®.Selected based on annual top residential salesfor gross ‘closed and collected’ commissions,they have mastered the core values of Royal

LePage which include helping consumers in every step of theirsearch for the perfect home – as ‘helping’ is what Royal LePagersdo! This group of real estate experts continually surpass allexpectations and deliver excellence in customer service and sales.We sincerely congratulate each one and wish them all continuedsuccess for the upcoming year.





We recognize this group of 153 tremendously successful individuals who, through their achievements, have reached the top 1% of our national network of 14,000 realtors. Selected based on annual top residential

sales for gross ‘closed and collected’ commissions, they have mastered the core values of Royal LePage which include helping consumers in every step of their search for the perfect home – as ‘helping’ is what Royal LePagers do! This group of real estate experts continually surpass all expectations and deliver excellence in customer service and sales. We sincerely congratulate each one and wish them all continued success for the upcoming year.


28. Serge GabrielRoyal LePage

Groupe NewtonMontreal, QC

(514) 481-0241

29. Raymond Tsim*Royal LePageChamplain

Brossard, QC(450) 672-6450

30. James HodginsRoyal LePage

Meadowtowne Realty°Mississauga, ON(866) 821-3200

31. Robert NimmoToronto, ON

(888) 336-1871

32. Susan LoreRoyal LePage True


33. Jacinthe Dubé*Royal LePage Jacinthe Dubé

Sherbrooke, QC(819) 564-5000

34. Andrea Morrison*Toronto, ON

(866) 335-1900

35. Jackie PeiferOakville, ON

(888) 999-3084

36. Chris ZaharkoRoyal LePage Foothills

Calgary, AB(888) 384-4557

37. Rod JensenRoyal LePage South Country R.E. Services

Taber, AB(403) 223-3333

38. Cathy RoccaRoyal LePage Burloak Real Estate Services°


39. Roger LeBlancRoyal LePage Atlantic

Moncton, NB(888) 444-7572

40. Tracey BoschRoyal LePage


(877) 611-5241

41. Paul Richardson*Royal LePage

ProAlliance Realty°Belleville, ON

(613) 966-6060

2. Dan Cooper*Oakville, ON

(800) 514-4094

3. Minoo AshtariRoyal LePageNorthshore


4. Kelly McKelvieRoyal LePage Foothills

Calgary, AB(888) 384-4557

5. Elli Davis*Toronto, ON

(800) 622-9536

6. Patrick Morris*Royal LePage


(877) 757-7386

7. Brent Roberts*Royal LePage


(800) 220-0202

8. Al Sinclair Royal LePage Estate Realty°Toronto, ON

(416) 690-2181

9. Kirby Cox*Royal LePage Foothills

Calgary, AB(888) 384-4557

10. Marie-YvonnePaint*


(514) 934-1818

11. Anthony FataRoyal LePage Your Community Realty°Richmond Hill, ON(905) 731-2000

12. Daryl King*Royal LePage Your Community Realty°Richmond Hill, ON(905) 731-2000

13. Karen Millar*Royal LePage


(888) 954-4100

56. Suzan TrottierRoyal LePage Atlantic

Moncton, NB(888) 444-7572

57. Sean McCannRoyal LePage Team

Realty°Ottawa, ON

(800) 307-1545

58. Christine HauschildRoyal LePage Team Realty°Kanata, ON

(888) 757-7155

59. Jeff DavidsonRoyal LePage Niagara

R.E. Centre°St. Catharines, ON

(800) 771-4913

60. Paul NuscaToronto, ON

(888) 336-1871

61. Ivan PichéRoyal LePage Vallées


(819) 561-0223

62. Robert MarlandRoyal LePage


(877) 757-7386

63. Jeff GreenbergRoyal LePage Team Realty°Ottawa, ON

(800) 307-1545

64. Leo L. RonseRoyal LePage


(877) 611-5241

65. Julio FlorezRoyal LePage True


66. Lorraine JordanRoyal LePage

In Touch Realty°Midland, ON

(888) 480-2224

67. James Wright*Royal LePage Team Realty°Manotick, ON

(800) 490-8130

68. Michael ScrannageRoyal LePage


(800) 247-6311

69. Bernice Bartlett*Royal LePage Team Realty°Kanata, ON

(888) 757-7155

84. Paula MitchellRoyal LePage CreditValley Real Estate°

Brampton, ON(800) 631-5216

85. Anna CassRoyal LePage YourCommunity Realty°Richmond Hill, ON(905) 731-2000

86. Jean-FrançoisBérubé

Royal LePage EvolutionSherbrooke, QC(888) 820-8363

87. Richard LeBlancRoyal LePage

Gateway RealtyLeduc, AB

(780) 986-8407

88. Marilyn Redvers*Royal LePage YourCommunity Realty°

Aurora, ON(905) 727-3154

89. Joan Potter-SmithToronto, ON

(866) 335-1900

90. Alain GravelRoyal LePage Inter-QuebecSte-Foy, QC

(418) 653-0488

91. Susan TaylorMississauga, ON(888) 828-0422

92. Bruce MacPhersonRoyal LePage Noralta


93. Scott DarlingRoyal LePage Atlantic

Saint John, NB(800) 775-0077

94. Al ChiassonRoyal LePage Anchor

RealtyHalifax, NS

(902) 457-1569

95. André DussaultRoyal LePage Inter-QuebecSte-Foy, QC

(418) 653-0488

96. AnthonyvanLieshout

Royal LePage Lakes of Haliburton°Haliburton, ON(800) 457-2414

97. Derrick SmythRoyal LePage Prime


(204) 989-7900

112. Sneh SinghRoyal LePage


(877) 611-5241

113. Mary Ann Keary*Royal LePage

Riveredge Realty°Brockville, ON(866) 345-3664

114. Lorraine GoulardRoyal LePage


(888) 830-8757

115. Glen MacAngus*Royal LePage Top


(866) 989-6900

116. Sue DePauloRoyal LePage State Realty°Ancaster, ON

(877) 648-4451

117. Rachelle StarnesRoyal LePage Foothills

Calgary, AB(888) 384-4557

118. Mark JontzRoyal LePage Kelowna

Kelowna, BC(800) 421-3214

119. Gary DavidsonRoyal LePage Ram

RealtyCalgary, AB

(403) 258-0450

120. Pierre NadeauRoyal LePage


(800) 862-4443

121. Joe UngaroRoyal LePage Kelowna

Kelowna, BC(800) 421-3214

122. Christine Simpson*Toronto, ON

(888) 336-1871

123. Frank DeLucaToronto, ON

(877) 487-4311

124. Tanyse MacLeodRoyal LePage

Performance Realty°Gloucester, ON(877) 744-8757

125. Joseph BrazeauRoyal LePage

Meadowtowne Realty°Milton, ON

(800) 514-3316

42. Theodore Babiak*Toronto, ON

(866) 335-1900

43. Leslie BattleToronto, ON

(888) 336-1871

44. Chris PennycookRoyal LePage Dynamic


(877) 800-5066

45. John Hripko*Royal LePage Foothills

Calgary, AB(888) 384-4557

46. Kate Vanderburgh*Oakville, ON

(800) 514-4094

47. Don McKayRoyal LePage Noralta

Real EstateSherwood Park, AB

(888) 797-7653

48. Brian ElderToronto, ON

(800) 622-9536

49. Philip LeMayRoyal LePage Vallées


(819) 561-0223

50. Karen Paul*Royal LePage BurloakReal Estate Services°


51. Doug HaydenRoyal LePage Foothills

Calgary, AB(888) 384-4557

52. Joan M. Smith*Royal LePage Team Realty°Kanata, ON

(888) 757-7155

53. Mary T. CardamoneOakville, ON

(888) 645-4267

54. Doreen Kirkwood*Royal LePageChamplain

Brossard, QC(450) 672-6450

55. Chris CovenyRoyal LePage


(877) 757-7386

14. Michael O’Sullivan*Royal LePage Burloak Real Estate Services°


15. Fernande Sirois*Royal LePage Vallées


(819) 561-0223

16. Barbara Beers*Royal LePage Burloak Real Estate Services°


17. Rina DiRisio*Oakville, ON

(800) 514-4094

18. Julie KinnearToronto, ON

(866) 335-1900

19. Marilyn Wilson*Royal LePage


(877) 757-7386

20. Jacques Doucet Royal LePage Vallées


(819) 561-0223

21. Peter Racco*Royal LePage Burloak Real Estate Services°


22. Lorna AndersonRoyal LePage Triland

Realty°London, ON

(519) 661-0380

23. Michael ReganMississauga, ON(877) 822-6900

24. Lauretta Stewart*Toronto, ON

(800) 622-9536

25. David WeirRoyal LePage

ProAlliance Realty°Trenton, ON

(800) 263-2177

26. Cailey Heaps EstrinToronto, ON

(877) 424-4930

27. Peter PolsonToronto, ON

(888) 336-1871

70. Dave DomeijRoyal LePage Kelowna

Kelowna, BC(888) 238-7653

71. JoAnne GludishToronto, ON

(888) 336-1871

72. Peter PobojewskiRoyal LePage

Kingsbury Realty°Mississauga, ON(866) 754-2121

73. Donna MichaudRoyal LePage Northern

Lights RealtyCold Lake, AB(780) 594-4414

74. Svetlana ChkarboulRoyal LePage YourCommunity Realty°Richmond Hill, ON(905) 731-2000

75. Norm Cholak*Royal LePage Noralta


76. Suzanne Grisé*Royal LePage Heritage

Saint-Bruno, QC(450) 441-1576

77. Mario CharronRoyal LePage


(888) 830-8757

78. Gizella DavisRoyal LePage Foothills

Calgary, AB(888) 384-4557

79. Tod NiblockRoyal LePage Top


(866) 989-6900

80. Rick SharmaRoyal LePage State Realty°

Stoney Creek, ON(877) 574-7441

81. Judy DenneeRoyal LePage


(800) 247-6311

82. Morley Forsyth*Toronto, ON

(800) 622-9536

83. Cheryl BejcarRoyal LePage Coast

Capital RealtyVictoria, BC

(250) 592-4422

98. Yves de NivervilleRoyal LePage


(888) 830-8757

99. Mani BaggaRoyal LePage Noralta


100. Tim SomervilleRoyal LePage Atlantic

Saint John, NB(800) 775-0077

101. Jeanette SchmidtRoyal LePage Scharf Realty°Waterloo, ON

(866) 748-2737

102. Kevin CoadyRoyal LePage Team Realty°Nepean, ON

(888) 780-7747

103. Todd GuergisRoyal LePage FirstContact Realty°

Barrie, ON(877) 728-4067

104. Brigitte I.Burdman


(514) 934-1818

105. Dario Mattei*Royal LePage West

Realty Group°Toronto, ON

(866) 753-7243

106. Laurent (Larry) PatryRoyal LePage

Saguenay-Lac-St-JeanJonquiere, QC(418) 547-2111

107. Dominique AllardRoyal LePage YourCommunity Realty°

Unionville, ON(905) 940-4180

108. Duncan BrownRoyal LePage Westside


109. Kim KehoeToronto, ON

(866) 335-1900

110. Michael WillmottRoyal LePage Kelowna

Kelowna, BC(866) 962-7548

111. Roman GrocholskyRoyal LePage Niagara

R.E. Centre°Welland, ON

(866) 771-7764

126. Bob MaskellRoyal LePage ArTeam RealtyEdmonton, AB(888) 456-5657

127. Doug DonnellyRoyal LePage Noralta

Real Estate Edmonton, AB(780) 431-5600

128. Kevin GloverRoyal LePage Network

Realty Corp.Red Deer, AB

(403) 346-8900

129. Jean DunnRoyal LePage By The SeaSidney, BC

(800) 326-8856

130. Michelle FraserRoyal LePage

Connect Realty°Ajax, ON

(905) 427-6522

131. Nancy O’DeaRoyal LePage


(877) 757-7386

132. Ben GauerRoyal LePage


(888) 649-4299

Isaac Phillips*Royal LePage State

Realty°Hamilton, ON

(877) 574-4601

Barbara Polson*Toronto, ON

(416) 236-1871

Joan Richter*Royal LePage Kelowna

Kelowna, BC(888) 238-7653

Troy Schmidt*Royal LePage Scharf

RealtyWaterloo, ON

(519) 747-2040

Karen P. Scott*Royal LePage Team Realty°Ottawa, ON

(800) 307-1545

Heather Waddell*Royal LePage Foothills

Calgary, AB(888) 384-4557

Frances Wedlake*Oakville, ON

(888) 645-4267

133. Jeff MahannahOakville, ON

(888) 645-4267

134. Brett SmileyMississauga, ON(888) 828-0422

135. Yoki NicholRoyal LePage Ram RealtyCalgary, AB

(403) 258-0450

136. Paul DelaneyRoyal LePage YourCommunity Realty°

Thornhill, ON(416) 213-5736

137. Keltie LawRoyal LePage State Realty°Ancaster, ON

(877) 648-4451

138. Brian WalzRoyal LePage Landmart

Moose Jaw, SK(877) 694-8082

139. Carol WrigleyRoyal LePage


(888) 954-4100

140. Garry ParkesRoyal LePage Dynamic

Real Real EstateWinnipeg, MB

(877) 800-5066

Maureen Chan*Royal LePage Westside


Evelyn G. Froese*Royal LePage Westside


John Gerber*Royal LePage


(888) 954-4100

Liz Harley*Oakville, ON

(888) 999-3084

Heather Heaps*Toronto, ON

(877) 424-4930

Mary Montgomery*Royal LePage Realty Plus°

Mississauga, ON(877) 828-6550

1. Loretta Phinney*Mississauga, ON(877) 822-6900


We recognize this group of tremendouslysuccessful individuals who, through theirachievements, have reached the top 1% of our national network of 14,000 REALTORS®.Selected based on annual top residential salesfor gross ‘closed and collected’ commissions,they have mastered the core values of Royal

LePage which include helping consumers in every step of theirsearch for the perfect home – as ‘helping’ is what Royal LePagersdo! This group of real estate experts continually surpass allexpectations and deliver excellence in customer service and sales.We sincerely congratulate each one and wish them all continuedsuccess for the upcoming year.



always read your paper, as Ifind there is always somethingof interest and use to me. I am

writing in response to two letters inthe last issue.

Home energy rating – Whenthis is proposed by people in theenergy/insulation business (readself-interest) and government(read nanny state), you know thereis a problem.

I have just had to get one for aproperty in the U.K., where it ismandatory to protect tenants. Thehouse in question is well main-tained and insulated with energysaving windows less than five yearsold. I have no idea of the energycosts, because the tenants pay, andhave done so for several years with-out complaint. When I receivedmy certificate, I asked where theestimated energy costs came fromand was told energy guidelinecharts are supplied by the govern-ment. It also shows how ‘green’ thehouse is. Whoopy do, I don’t evenbelieve in global warming.

So I have had the expense ofan inspection and cost of produc-ing a certificate for no change inthe situation of the property, otherthan providing work for publicemployees and energy companiesat my expense.

If I neglect this property, Iwould not get the full tenancy Ihave enjoyed for seven years and ifprivate owners choose to neglecttheir property, that is their right.

Where are RECO and OREAin fighting this nonsense?

Similarly, I think FINTRAC is

12 REM FEBRUARY 2009

I

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hree out of four first-time homebuyers in Canada would bene-fit from additional education about the buying process, says areport by Genworth Financial Canada.

The latest First-Time Homebuyer’s Monitor survey testedCanadians’ knowledge of mortgage and home buying terms and con-cepts, revealing important gaps that could be filled by more homebuy-er education, the company says. Only 25 per cent of those surveyedcorrectly answered more than seven out of 10 questions in the ‘mort-gage quiz’, and less than one per cent of respondents answered all 10questions correctly.

Those surveyed showed a lack of understanding of common mort-gage terminology such as: credit rating, mortgage term, variable or fixedinterest rates, amortization, mortgage default insurance and debt ser-vice ratio.

Potential first-time homebuyers can test their own mortgageknowledge at www.homeownership.ca/TEST. REM

Letters to the Editor

not for us to police. If CanadaImmigration did not let criminalsinto the country, there would beno problem. If you wish controlson transactions, the obvious peo-ple to take care of this are thelawyers on closing. Agents are notpolicemen, we are trying to make aliving and are productive moversof our economy, unlike TorontoMayor David Miller with hisdestructive taxes to support hisunion pals.

Bad advice (Letters to theEditor, January REM) – As for peo-ple entering a few bogus names inan open house log to make peoplefeel comfortable, it’s called sales-manship and does no harm. It’sgood advice to do so.

John ZimnochSales representativeRe/Max Hallmark

Toronto

P.S. Another idiot call fromthe U.K. is mandatory propertypackages that cost around $1,200,and that all sellers must provide.Please, let’s not have that hereeither. If a house does not sell, theseller has had an expense for noreason and they also date fairlyquickly.

Conditions on offers take careof all buyer concerns and saveunnecessary expense but have thedisadvantage of not helping to pro-vide jobs for non-productive energyindustry and government employ-ees, which is why they advocatemandatory action. REM

First-time buyers fail mortgage quiz

T

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am tired of gloom and doomstories about the NorthAmerican real estate market.

Not long ago people would call meand ask how high the marketwould go. I would then read theirabsurd prognostications, somegoing as high as a 30 per centincrease by next year. Now I amamused to see that these same pun-dits are falling all over themselvesshoveling more gloom on moun-tains of doom.

It is time we started thinking interms of a glass half full instead of aglass being half empty. It’s time tothink and talk happy real estatenews. A little light dispels a lot ofdarkness.

There’s no denying the mort-gage meltdown and its effects in theUnited States. November 2008 inPhoenix saw 53 per cent of allhomes sold were “distressed”. Las


IBy Leon d’Ancona

Time for some happy real estate newsVegas is even higher. Loan mitiga-tion officers are overwhelmed.Short sales are becoming so com-mon that lending institutions nowtreat them as routinely as a dollarbill.

But in real estate it’s importantto remember there isn’t one marketout there, there are hundreds ofthousands. The factors drivingthese markets vary from city to city,neighbourhood to neighbourhood,even from street to street. Not allsegments of the markets are down.Some are actually up. You can seehappy activity in many vibrantmarkets throughout Canada andthe U.S.

I believe every real estate pro-fessional should have an arsenal ofgood news when seeing clients.Consumers can read about bad realestate news in virtually every news-paper.

If you are having trouble find-ing happy real estate news, here aresix examples you can use to findyour own good news:

Break home sales into cate-gories. Starter homes, move-uphomes and luxury homes. You willnotice that these don’t move intandem, following the dictum ofsupply and demand. You will findmany cases of one segment selling

faster with minimal price changes.Do area segregation. Toronto,

Vancouver, Calgary, Edmonton, orHalifax are not one real estate mar-ket. What they have in common isan MLS. For practical reasons, itbehooves an MLS to encompass asmuch territory as possible, andhave as many members as they can.Go back to the smaller area com-ponents of your MLS and you canfind areas that buck the trend.

Forward Sorting Areas (FSAs)– Canadians are fortunate to have apostal code system that you can useto segregate your working area intoalmost homogeneous factors. Thelogic is that you don’t normally findmillion-dollar homes next to town-houses. FSA provides a unique wayto distinguish one real estate mar-ket from another. Here is an exam-ple: The Toronto MLS has 208FSA with more than 10 homes soldin the last 12 months.

Filter your MLS fields: YourMLS provides many fields thatallow you to break down happy realestate news possibilities by district,city, county, type, area descriptionstyle, sub-area, subtype, year built,community, community descrip-tion and much more.

Type or style of homes: InToronto you can find 20 different

styles of homes, ranging from anaverage price of $182,000 to$683,000. You will also find 26types of homes from low-endmobile/trailers to costly fourplexes.Each one of these styles and typesare unique and behave differently.Suggesting that the “market isdown” without paying attention tothe merchandise that is not movingis comparable to saying that all air-line fares have dropped. (Tried get-ting a cheap flight on shorter noticelately?)

Per cent of total: Detachedhomes are a mainstay in many mar-kets. Yet as the number of homesales decline, the proportion ofthese homes sold is not necessarilyeven. It does not take long for theprices to reflect this fact, and makeyour list of happy real estate news.

I feel there is a real need for realestate professionals to take a morebuoyant view of the market. Findsome good news to tell your clientsby becoming knowledgeable. Ithought I would do my part by cre-ating www.HappyREnews.com,dedicated to a biased – happy realestate news – point of view.

This website is a reality check,based on actual facts on the ground.I created this free site last June andupdate it monthly. It struck a

chord, as wire services and newspa-per picked up the site, and I am stillgiving interviews espousing happyreal estate news. Many of the jour-nalists are downright hostile to mefor daring to suggest happy newsexists, instead of joining thedoomsday crowd. It seems that themedia is fixated on gloom anddoom.

The mix and match reportinglumping average and median salesprices into one real estate pot andthen stirring it some more with badnews to produce worse news, willbe the subject of my next article.

To keep your real estate busi-ness successful and to educate yourclients about the market in yourarea it is nice to have some goodnews in your briefcase. It sets youapart from others.

Leon d’Ancona B.T.L.,M.T.L., RRESI, is president andfounder of IMS Incorporated, andcreator of REality, an online serviceused by franchises, brokers and agentsto improve their bottom line. Authorand writer, he is a regular speaker atreal estate gatherings throughout thecontinent, and is well-known for hisentertaining, illuminating presenta-tions. Email: [email protected]. REM

ne of the biggest con-cerns I hear from myclients, almost on a daily

basis, is, “How can I marketmyself without being pushy?” or“How can I be assertive withoutbeing aggressive?”

One of my clients, Shelley,came to the session bewildered. “I

didn’t know approaching peopleand giving out my cards was goingto be so difficult. I’m afraid I’mimposing on people and theywon’t like me.”

As we explored further shebegan to remember that wheneverher mother was assertive, she wasjudged by her father and terriblearguments would ensue. To protectherself, she decided she would besafe by not asking for what shewanted. That worked beautifullyin her previous job, she explained,because she was a waitress and allshe had to do was act charmingand serve people. “I like servingpeople and I like putting them atease. I just feel anxious aboutapproaching people and trying tosell them on my service.”

Shelley was making the mis-

take that a lot of entrepreneursmake, which is to feel like theyare salespeople trying to manipu-late a client into buying some-thing. I point out to my clientsthat it isn’t their job to sell.

“Your job,” I explain, “is toapproach a prospective clientwith the attitude of giving, nottaking.” Ask yourself how youapproach a prospective client. Doyou get anxious, thinking, “I haveto make the sale” or do youapproach with the attitude of,“Wow, this person can really usemy service, and I want to givethem the gift of offering to helpthem.”

Whether you’re a real estateagent helping others to buy andsell homes or whether you’re acoach helping your clients to live

their dreams, in either case, youare giving of yourself. Shelley’sstory had a happy ending. Onceshe understood that her job is togive, not take, she started to giveherself permission to be assertive.She released the old belief that itwasn’t safe to be assertive andrealized her safety now dependson her success – and her successdepends on being able to “toother own horn.”

She concluded the sessionwith the belief that there wasnothing to be nervous about.

Recognize that what you haveto offer is valuable and be willingto communicate that in a consis-tent way. Questions to ask your-self: Am I convinced that what Ioffer is valuable? Am I willing tocommunicate that on a consistent

level? What is my unique sellingpoint? How can I be assertivewithout being aggressive? (Itdepends on whether you see your-self giving or taking.)

Dr. Maya Bailey, author of Lawof Attraction for Real EstateProfessionals, integrates 20 years ofexperience as a psychologist and 12years as a business coach with herexpertise in the Law of Attraction.Get Dr. Maya’s free report, 7 Simple Strategies For MoreClients in 90 Days, by visitingwww.90DaystoMoreClients.com.Also check out her new SuccessProgram, designed to help you getfocused, motivated, stay on trackand create a positive mindset.www.posit ivebuzzsuccesspro-gram.com REM

By Dr. Maya Bailey

How to toot your own horn

O

“Before I met Craig, I was a struggling agentworking 70 to 80 hours per week. I was broke, andeven filed bankruptcy. Every weekend my wife andtwo kids were after meto spend more timewith them. One daymy 8 year old daughtersaid ‘I wish we couldgo on vacations likeother families do.’

“After seeingarticles about CraigProctor, and hearingdifferent Realtorsclaim to have successusing his system, Idecided to call the800# and hear allabout it. To quote theold cliché, the rest is history. Not only did Craigshow me how to sell more homes, he taught me howto get over 600 prospects to call me every month ona regular basis wanting to do business. My averagework week now is only 35-45 hours as I no longerwork evenings and weekends

“After using his system and implementing hisformula for success in my own market, Lansing,

Michigan (which has the highest unemployment rateof any state and is the 4th leading foreclosure state)I went from making annual GCI of $7,000 to

$1 MILLION in just24 months. I nowhave a business that Ican control, instead ofhaving a business thatcontrols me withchaos and stress. Itake vacations withmy family now --that’s vacations plural.Thanks to Craig’ssystem, my kids gottheir Dad back!

“I even bought aRE/MAX franchise inLansing, Michigan

just so I could run my team my way using Craig’ssystems. Craig gave me the map and I drove. Thebest part is, I didn’t have to ask anyone else fordirections. I receive calls from agents all the timeasking me if the system works. I always tell thetruth – YES it works! Don’t wait any longer to startusing it!”

-- Roger Weymouth, MI

1An easy way to get business: Dozens of buyers and sellers will contactyou each week (with no cold calling). You’ll get access to Craig’s best ads

and techniques that Top Agents are using online and in print to getmotivated prospects to contact them. Once you’re a member you simplyclick on the Ad creation link, enter your contact info and post onto CraigsList, Kijiji, etc. or email to the newspaper… and get ready for thephone to ring.

2How to target the most motivated prospects: REO’s, Short Sales,Company Relo’s, Divorce Sales, Motivated Investors and First Time Buyers.

NOTE: Everyone wants this business but few understand how to get it. Craighas the best methods of inexpensively targeting the only buyers and sellersyou should be spending time with... highly motivated prospects thatabsolutely must act NOW.

3The right way to follow-up with prospects: How much of yourbusiness is falling through the cracks into your competitors’ hands? Craig

will solve your follow up problems once and for all. Simply download hisfollow-up system (mailings and scripts) and within weeks you can automate your follow up process so that prospects contact you when they are ready to buyor sell.

4How to convert prospects to paying clients: Generating leads is agreat start, but next you need to get prospects signed to a contract. You will

get Craig’s actual PowerPoint Listing and Buyer Presentations which you simplydownload to your laptop and then customize with your information. Before youmeet with your next prospect, Craig will walk you through each presentation andshow you on video exactly what to say and how to communicate what Buyers

and Sellers REALLY want. The presentations are so good that you will have noproblem setting yourself apart from your competitors.

5How to make more but work less: If you’re already successful butsacrificing your life to the business, no worries. Craig will show you how to

get your life back by leveraging yourself with the latest technology and, if you wish, show you how to hire unlicensed and licensed assistants to get tothe next level. Craig will help you answer the following questions: Should I hire an assistant? Who should I hire first, second and so on? What should theyspecifically do? How should I compensate them? What contracts should I have them sign? (You can download specific position contracts to protect your business)

PLUS: Each week you can join Teleconference Training Calls.You can ask your own questions or simply listen in as other agents get theirquestions answered. Every call deals with a specific topic that is highly relevantin today’s challenging market.

Exactly What Will You Learn From Craig’s System So You Can Duplicate Roger’s Phenomenal Success?

How to Achieve Big Success in the Current Market

CASE STUDY: Michigan Agent Jumps from $7,000 to $1,000,000 Annual Income in Just 24 Months

Roger Weymouth ([email protected])receives his award from Craig Proctorfor most significant gains in his RealEstate business. Craig’s Real Estate

Success System is duplicatable in anymarketplace and is responsible for thebiggest success stories in the industry.

Call 800-270-4047 ID#1002or visit

www.CraigProctorPlan.comfor more information and to order a Free Booklet

which explains the system.

FREE BookletExplains How You Can Duplicate These Results

To order a FREE booklet which explains how Craig Proctor’s systemworks, including proof of the success that it has brought to so many

of your fellow agents, listen to a FREE recorded message (Toll Free call) at 1-800-270-4047 ID#1002 or visit

www.CraigProctorPlan.comYou will not have to speak with anyone and there is no cost

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Roger’s Business ChangedDramatically… Yours Can Too

BEFORE AFTERHrs Worked

Lead Generation Strategy

# Leads Generated

Annual Vacations

Annual Income

70-80 Hrs/Wk

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0-1 per month

0

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35-45 Hrs/Wk

Prospects Seek Him

600/month

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$1,000,000

When George Loades isn’t busy selling houses,

he’s building them by the hundreds…and giving them away. Birdhouses, that is. The Calgary Realtor has been building houses for a variety of birds, but in particular the mountain bluebird, since the 1980s, when his father’s retirement hobby grew into a labour of love for father and son.

George’s dad Curly first built a few birdhouses as a way to pass the time after he retired in the early ’80s. George had read an article about local mountain

bluebirds being in dire straits, as their natural nesting habitat was disappearing, and he suggested to his dad that perhaps he should build houses specifically for that bird. Curly took up his son’s suggestion with a vengeance, and had soon built some 50 birdhouses to suit mountain bluebird specs.

“We put up those first 50 birdhouses out in the country,” says Loades, who took up the cause too. With plywood donated by two companies – Far West Outdoor and Spindle, Stairs &

Railings – Loades now builds about 300 birdhouses a year and donates them to the 60 members of the Calgary chapter of Mountain Bluebird Trails. He estimates he’s built and set up 500 birdhouses along his trail; he also bands over 2,000 birds a year.

“The greatest pleasure in birding is banding,” says Loades. “I’ve banded just over 30,000 birds. I recapture about 100-120 birds a year with bands and 90 per cent of the birds I recapture are ones I’ve previously banded myself.”

Banding makes it possible for Loades and other “birders” to study migration routes, to see where the birds fly to when winter approaches. Much like their non-feathered human neighbours, different birds choose different vacation spots when they fly south to escape Canadian sleet and snow. Alberta’s mountain bluebirds migrate due south through Montana and Colorado, ending up in the panhandle of Arizona, New Mexico, and Texas. The province’s tree swallows, on the other hand, travel east through southern Saskatchewan, before taking up the Mississippi flyway through Louisiana and across the Gulf of Mexico into Guatemala.

“They migrate in family flocks from four or five birdhouses along a trail – some 30 to 40 birds – heading south and then they migrate back here as a family as well,” says Loades. “They come back to the same birdhouse they lived in last year – it’s just incredible.”

Loades’ efforts on behalf of mountain bluebirds have won him a number of awards over the years. In 1993, the Alberta Fish and Game Department honoured him for Best Bird Rejuvenation Project; in 2000, the government of Alberta gave him the Order of the Bighorn Award for outstanding contribution to the conservation of Alberta’s fish and wildlife heritage. In 2006, Loades was honoured as Bluebirder of the Year for outstanding achievement in the field of bluebird conservation by the North American Bluebird Society (the second Canadian to win this award). Most recently, he was presented with Alberta’s 2007 Blue Feather Award by the Mountain Bluebird Trails Conservation of Lethbridge and the Ellis Bird Farm of Lacombe,

for significant contribution to bluebird conservation in Alberta.

Loades has also made a significant contribution to Alberta’s real estate industry, serving as president of the Calgary Real Estate Board (CREB), the Alberta Real Estate Association (AREA), and the Real Estate Institute of Canada (REIC). His first job in real estate was in 1969, working for his father-in-law in Coronation Realty, the Calgary company Loades has headed up since 1980.

Loades’ real love within real estate, however, is continuing education. He’s been teaching courses to other Realtors since the early ’70s, later criss-crossing the province when mandatory education was introduced into Alberta.

“That was a massive, marvelous move for the consumer, and it brought all of the rural, small Realtors and companies up to a standard they had never dreamt before,” says Loades. “We’ve really leveled the playing field since, with standard forms from border to border – mandatory forms and mandatory education.”

Today Loades splits his working days between selling property and teaching a new generation of Realtors about the Real Estate Act; in his spare time he gets out of the city as much as he can.

“I get in my Suburban and within 15 minutes I’m out in the countryside all by myself, watching the birds and the elk and the coyotes. I’m not thinking of clients or advertising for those five or six hours,” says Loades. “I’m off checking my birdhouses and seeing who’s come back and I’m not even thinking about real estate. Then I come back refreshed and rejuvenated and ready to get back to work in the morning.” REM

Real estate veteran George Loades has been honoured several times for his work in conserving bluebird trails By Kathy Bevan

The bluebird man of Alberta16 REM FEBRUARY 2009

Photo by Bryce Meyer


They’re not your average grandparents.The largest and wealthiest buyer’s group in the country is made up of Baby Boomers. nderstand what motivates this mature demographic and make your business boom with an SRES® designation.

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TREB hostsQuality of Lifesymposium

Representatives of 16 boardsand associations met in lateNovember to share ideas aboutQuality of Life initiatives at anannual symposium hosted thisyear by the Toronto Real EstateBoard.

The Durham RegionAssociation of Realtors has initi-ated a program called RandomActs of Kindness to further theprinciple of Building BetterCommunities. The programinvolves the distribution of busi-ness cards advising recipientsthey have experienced a randomact of kindness initiated by amember of the association.

Members are encouraged toundertake good deeds, such asbuying a coffee for a stranger,and include the Random Act ofKindness card with the gesture.The card encourages all recipi-ents to pass it on.

To further the principle ofpreserving our environment, theBritish Columbia Association ofRealtors developed a Green ToolKit for Realtors earlier this yearand began displaying informa-tion on green buildings, ratingsystems and rebates on its publicwebsite.

To help provide housingopportunities, the ManitobaReal Estate Association workswith First Nations members inWinnipeg, where a need forincreased homeownership by

Aboriginal Peoples was identi-fied.

On the East Coast, the NovaScotia Association of Realtorshas worked to protect propertyowners by lobbying on suchissues as Rail America fees.

The Quebec Federation ofReal Estate Boards has voicedconcerns about mono-industrialcities in that province as part ofits efforts to ensure economicvitality.

Other real estate organiza-tions that presented at the eventincluded the Canadian RealEstate Association; Real EstateBoard of Greater Vancouver;Association of Regina Realtors;Winnipeg Realtors Association;the London and St. ThomasAssociation of Realtors; and theReal Estate Board of GreaterVancouver.

“Throughout Canada a num-ber of creative programs arebeing pursued as part of Qualityof Life so this is an amazingopportunity to gather informa-tion and to share our ownapproach,” says MaureenO’Neill, TREB president.

The symposium also included

a keynote address by EdytaPacuk of SPB OrganizationalPsychology, about attracting andengaging Generation Y. The pre-sentation was based on the cen-sus finding that Canada will onlyhave enough young people to fill25 per cent of its jobs by 2025.As such, understanding how toattract and engage Generation Yis of paramount importance to Canadian business.

The two-day event wrappedup with presentations on break-out sessions that dealt with ideasto be explored for furtheringQuality of Life principles.Suggestions ranged from estab-lishing a Canadian Realtor lot-tery, in which funds raised couldbe used toward housing initia-tives, to developing a single-source repository of informationfor consumers on governmentenvironmental programs andrebates.

DRAR presentsawards at annual dinner

The Durham Region

Association of Realtors (DRAR)held its Annual ChristmasDinner, Election Meeting andCharity Auction in support ofthe R.S. McLaughlin DurhamRegional Cancer Lodge onDecember 4. The event raisedmore than $11,000 for the R.S.McLaughlin Durham RegionalCancer Lodge. A further dona-tion of $5,000 from the OntarioReal Estate Association’sRealtors Care Foundation wasalso presented.

Long service pins wereawarded to Everett De Hart ofRoyal LePage Frank Real Estateand Mike Montagano ofColdwell Banker 2M, for 40years of service.

Thirty-five-year pins werepresented to Ralph Roberto,Coldwell Banker RMR; CharlieReid, Royal LePage Frank RealEstate; Wayne Hancock,Century 21 Percy Fulton; RonBarsi, Sutton Group StatusRealty; and Harry Hayes, SuttonGroup Status Realty.

Thirty-year pins were givento Alice Hrehoruk, Blue Cat

Continued on page 20

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Realty Inc.; Wilma Entwisle,Royal LePage Frank Real Estate;and John Shewchuk, RoyalLePage Frank Real Estate.Twenty-five-year pins went toNeil Ryan, Ryan Realty Services;Liz Rankin, Re/Max First Realty;and Mary Pedro, Century 21Percy Fulton.

Pat Johnson of CanadaMortgage and Housing Corp.(CMHC) presented TheresaDoyle of Re/Max Ability RealEstate with the CMHC Award ofDistinction. This award is votedon by fellow Realtors and pre-sented annually to a member

“who displays vast communityinvolvement, commitment andservice to the industry,” saysJohnson. “Theresa is not onlyrecognized for her effort andcommitment to the industry, butfor her continued dedication toraising funds for breast cancerresearch.”

WECREB awardsDistinguished Realtor

Each year The Windsor-Essex County Real Estate Boardhosts an appreciation luncheonto show gratitude to thoseRealtors who have volunteeredtime to the association. Specialawards in recognition of out-standing deeds by every day peo-ple in their community are alsoawarded.

The recipient of this year’sAct of Bravery award was ScottAndrew. Last summer, Andrewwas driving home when henoticed flames coming from the

Board and AssociationsContinued from page 18

upper storey of a residence. In asituation that demanded imme-diate action and without regardfor his own safety, he saved a per-son from a fiery death. Throughheavy fire and smoke he ran upthe exterior stairs to find the dis-oriented victim just inside thedoors. He had to persuade thevictim, who was intent onsearching for his cats, to leavethe building and they got outjust before the apartmentbecame fully engulfed with fire.The victim suffered severesmoke inhalation and burns toone hand, while Andrew suf-fered minor smoke inhalation.

In 1974 the board began a

bursary and scholarship programfor the sons and daughters ofboard members. Each year theboard provides two scholarshipand two bursary awards to helppromote higher education.During the past 34 years, 118grants have been issued andapproximately $140,000 infunds awarded. This year’s win-ners were Emily Friest, daughterof Ron Friest; Joshua Chauvin,son of Diane Chauvin; DawoudWazermans, son of RoseLaflamme; and Wesley Clark,son of Lorraine Clark.

The highlight of the eventwas the announcement of theDistinguished Realtor award,which went to Terry Drouillardof Deerbrook Realty. During hiscareer he has served on manyboard committees and twice wasa director of the board. He iswell-known for his volunteerwork with many charitableorganizations including Hospiceand Meals on Wheels. REM

From left: Windsor-Essex County Real Estate Board President MarkImeson, Krista Del Gatto, Terry Drouillard and Bob Pedler.

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eb 2.0 is not a new ver-sion of the Internet. It’snot a single develop-

ment or website that has changedthe Internet. Web 2.0 refers to achange in the way programmersthink about – and people use –the Internet. It’s a combination ofnew ideas and behavioural shifts.

Here are three examples thatlaid the groundwork for what wenow call Web 2.0.

Share everything – BeforeWeb 2.0, companies rarely sharedtheir information online – afterall, one doesn’t just give data toconsumers or let competitors inon the same. This state of affairs isstill familiar to those in the realestate industry. If you wanted tobrowse properties, you had to goto a site with property listings. Ifyou wanted to see where a partic-ular house was located, you had togo to a separate mapping website.If you wanted to see where thenearest schools were located, youhad to go to yet another site tofind the schools in that area.

Big technology companies likeGoogle realized that all of thisinformation is more useful to uswhen pulled together, so theyinvited anyone with programmingability to create innovative web-sites, websites that meet very indi-vidual needs. Today, we can seethe Web 2.0 principle in actionwhen Realtor.ca combines MLSdata with Microsoft’s mappingtechnology.

Social network – As peoplebecame familiar with communi-cating on the Internet, theybecame eager to form entireonline communities of like-mind-ed individuals. MySpace(www.myspace.com) was one ofthe first social networks thatallowed people to connect withtheir friends online, make newfriends, create personal profilesand upload music, among otherfeatures.

U.S. real estate listing site

RealtyPromoter

software

By John Pasalis

A primer onWeb 2.0What is it and why is it important to you?

W

Trulia.com’s community has a fea-ture called Trulia Voices thatallows consumers to post ques-tions about a particular neigh-bourhood, which local Realtorscan then respond to.

ActiveRain.com is anothersocial network site geared to thereal estate industry. It’s a placewhere industry professionals canmeet and discuss issues that arerelevant to them.

Whether you’re connectingwith other Realtors, advertisingon Facebook or building your ownsocial network for clients or col-leagues, you are benefiting from akey Web 2.0 development.

Social media – Social mediarefers to the online videos, photosand articles generated by anyonewith access to basic equipmentand the Internet. It is generallyviewed as an alternative to thetraditional media – and marks akey evolution in the way peopleare thinking about and using theweb.

A blog is a prime example ofsocial media. A blog is a websitethat features regular entries con-sisting of news, information oranalysis, typically centred on aparticular theme. This contentcan be generated by anyone, any-where. Successful blogs offerunique insights not found inmainstream media. Notable realestate blogs have been establishedin the U.S., and are slowly beingembraced by Realtors in Canadawho are looking to share a partic-ular expertise and carve out aniche.

Why does this matter to you?You may have wondered from

time to time about the benefits oftechnology, only to become dis-tracted by the day-to-day pres-sures of your real estate practiceand lose interest. However, recentdevelopments can be used to ben-efit your real estate practice andthe industry as a whole.

Currently, most websites oper-ated by Realtors and brokerages inCanada only display listings fromtheir own brokerage. Boards orassociations (and Realtors) should

be asking themselves if it’s time toembrace the Web 2.0 principle ofsharing by making it easier forRealtors and brokerages to displayall available listings on their web-sites. Every business change car-ries an element of risk with it, butthe risks of remaining with thestatus quo may be higher if con-sumers’ heighten expectations arenot met.

Brokerages are actually goingto have to think about and investmoney in technology if they wantto remain competitive in tomor-row’s market. Template websitesare not going to cut it.Technology is not about new gad-gets and cool toys. It’s about con-necting with clients in ways thatyour competitors aren’t – andcan’t. It’s about making youragents’ lives easier. If you stillthink technology is overrated, it’stime to reevaluate your businessplan.

Agents have a tremendousopportunity to stand out in acrowded market. Many of theWeb 2.0 options available tothem are relatively low cost andeasy to implement. All you need isthe right vision and great execu-tion to do something amazingonline.

Finally, if you’re working on anew technology strategy, your goalshould not be to develop a Web2.0 website or tool just for the sakeof having a Web 2.0 something.Technology is only useful if it issolving a problem. Think aboutthe problem you’re trying to solveand the goal you’re trying toachieve and then design a solu-tion that achieves those goals.

John Pasalis is the founder ofRealosophy.com, a Toronto-areareal estate information and servicescompany. Realosophy.com bringsconsumer-focused real estate educa-tion together with cutting-edge tech-nology solutions to serve the needs ofhome buyers and sellers. John is alsoa frequent contributor toMoveSmartly.com, and a sales repat Prudential Properties Plus inToronto. REM

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Lone Wolf acquiresinterest in Nuance

Lone Wolf Real EstateTechnologies has acquired afinancial interest in Canadianreal estate transaction manage-ment company Nuance Systems.The companies will integrateLone Wolf’s brokerage manage-ment system, the RealtyManagement System (RMS) and Nuance Systems’REALTYnuance web-based realestate transaction managementsystem.

“When we started to workwith Nuance to integrate theirproduct with ours, I could tellfrom the outset that they were onthe right track with web-based

real estate transaction manage-ment,” says Lorne Wallace, presi-dent of Lone Wolf.

REALTYnuance can be usedas a standalone application byindividual Realtors or teams, butit provides substantial cost sav-ings and efficiencies wheninstalled at the brokerage leveland integrated with RMS, saysLone Wolf. With recent develop-ments and associations with otherindustry providers, Nuance says ithas developed the first complete-ly paperless real estate transactionin Canada.

“We’re pleased that this inter-est in Nuance helps us towardsthe goal of a true enterprise solu-tion for the real estate industry,”says Wallace. “With over 5,000offices using our products, any-thing that can streamline process-ing time and cut costs is a benefitto us.”

Nuance Systems director DanBennett says, “It just makes sensethat, with other financial servicesavailable online, Realtors andbrokers would want to providetheir clients a private, secureweb-based environment to man-age their real estate transactions.”For information: www.lwolf.comor www.realtynuance.com.

Filogix acquiresCyence International

Filogix, a mortgage tech-

nology provider owned byDavis + Henderson IncomeFund, has acquired CyenceInternational Inc. for $38 mil-lion.

Established in 1996, andwith clients in Canada, theUnited States and Australia,Cyence provides credit lifecy-cle management software andservice solutions to the finan-cial services industry. Its soft-ware platform, ExpressOS,offers a suite of lending andleasing front-office solutionsthat automate, integrate andfacilitate the origination, deci-sion-making and loan servic-ing business processes.

Gerrard Schmid, CEO ofFilogix, says, “Adding Cyence’shighly configurable lendingplatforms to the Filogix suite ofproducts significantlyenhances our ability to betterserve our clients. Cyence’sleading position in equipmentfinance, commercial bankingand small business lendingcomplements our leading posi-tion in mortgage originationand underwriting. As lenderstighten their lending criteria,we also see growth opportuni-ties by providing compliancesolutions and specialty lendingapplications like equipmentfinancing.” REM

THE GUEST COLUMN

By Jamie MacMaster

Rural Ontario’s tormentor

hen we were kids onthe farm, one of thefirst jobs we could

handle during milking time wasfeeding the calves. It amountedto putting several inches of milkin the bottom of a pail andwatching the little buggers siphonit up and bunt the pail for more;

W

sometimes spilling the remainingcontents in the process…a guar-antee that they would go to bedhungry. On occasion, we wouldput an extra inch or two of 4.65per cent b.f. (I’m talking HighPlains Ayrshires here) into thebucket and they’d oblige us byslurping it up, and then standingthere, legs wide apart, heavingand coughing, too stuffed tomove, with a wide-eyed, stunnedlook on their faces.

When Dad caught us in thisact of benevolence, the repri-mand went something like this:“Don’t give them too much –they’ll drink until they kill them-selves, the stupid sons-of-bitch-es.” The bull calves were by farthe worse…absolute gluttons.

They’d pack on the pounds at anOlympic rate, and within a fewweeks they were on a one-waytrip to the Montreal veal market.Talk about suicidal tendencies.

Now, I’m not about to aban-don my admittedly shakyChristian principles, but I’mstarting to wonder if maybe thereis something to the Hindu beliefin reincarnation; the idea thatthe soul of a living thing survivesdeath to be reborn in a new body.Because if you look at the behav-iour of government bureaucrats –their penchant to spill, spoil ordrain without any thought for thefuture – it’s not hard to imaginethat, in their previous lives, theywere pail-bunters.

I’m not exactly sure when

we’re going to hear that hollow,metallic there’s-nothing-left-in-the-bottom-but-bubbles sound inOntario’s tax-pail, but I don’tthink we’ll be waiting muchlonger. And, when that happens,our tormentors will finally bemaking their journey to themetaphorical meat market. Bringit on, I say. We’re unlikely to getany relief until it happens.

There is a painful but satisfy-ing irony about it all. The hordesof bureaucrats who are puttingrural Ontario out of businessunder the guise of preserving ournatural resources, are extinguish-ing their own resources in theprocess. Just like the drip, drip,drip of the leaky faucet that theToyota-Chick in her gas-guzzlerlectures us about, one by one,Ontario’s revenue-generatingsmall businesses are going downthe drain. A service station here,a beef farm there, here a drip,there a drip, every where a drip,drip. Old McGuinty has no farms,E, I, E, I, Oops…sorry aboutthat…didn’t want to releaseOntario’s new anthem before itsexpiry date.

Don’t believe me? Take adrive down Old Highway2…Desolation Highway, Louiseand I call it. Closed, closed andclosed. For Sale signs tilted andfaded so much that you know theguy who pinned them up is in aretirement home or in theground. Farms, service stations,motels, butcher shops, construc-tion companies…dead and gone.For Sale? Are you kidding? Youcouldn’t give them away. And it’sthe same song on Highway60…or 7…or 31. Welcome to theface of Rural Ontario: flappingbarn-boards, rusting mills andpacks of bureaucrats.

But as our wealth-producingbusinesses expire, publicly fundedagencies proliferate and expandtheir influences. A conservationauthority (CA) that 10 shortyears ago had seven full-timeemployees now has more than 70.Where it used to concern itselfwith logs, bogs and frogs, its man-date now includes winter recre-ation (skating rinks and tobogganslides with part-time employees).The director of one CA, in bliss-

ful ignorance, unknowingly high-lighted the problem by defendinghis agency’s expansion and exis-tence thusly: “But we are thelargest employer in the township.Dozens of students depend on usfor summer jobs”. It’s no wonderthat they constantly deem theirpresent facilities ‘inadequate’.How many conservation authori-ties in the province? How manymore publicly funded commis-sions, boards, agencies, workinggroups, and task-forces can webear? Not too many.

One of the best indicationsthat things are ‘going south’ is thesurge in rural Ontario’s clandes-tine economy. And I’m not justtalking about cigarettes. Beef,eggs, milk, firewood, plumbing,electricians, roofers, and morecan be obtained at less thanwholesale prices…and no oneneeds a bill. Want to know why?Because the arrangement makesgood economic sense to theprovider and the consumer. It isan acknowledgement betweentwo parties that the third party –the government – contributesnothing to the exchange anderodes the security of the othertwo parties.

The message of this tax revolt(which couldn’t come at a worsetime for cash-starved tax coffers)is something much deeper thanplain economics. It is a sign thatan ever-increasing portion of thepopulation has some difficultywith the notion that the government is the people and thepeople are the government.Government is viewed as a tor-mentor and antagonist – a despi-cable force not worthy of support.

The government’s reaction tothis revenue shortfall will proba-bly involve more scrutiny andmore bureaucrats – somethingthat will exacerbate the probleminstead of curing it. Because,when you build a better mouse-trap, the mice get smarter.

Jamie MacMaster is a real estatesalesperson with Rickerd Realty inGlengarry County, Ont. He is adirector of the Ontario Landowners’Association and owns a hunting/out-fitting business. www.upper-canadaoutfitters.com. REM

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anadian home buyers andsellers can now access list-ings in 28 countries using

their mobile phone devices,Coldwell Banker Real Estateannounced recently. The interna-tional Coldwell Banker real estateinterface includes listings fromCanada, the United States,Australia, Mexico, Italy, Aruba,and Colombia. The internationallistings are accessible via a cus-tomized platform for iPhone andBlackBerry users.

When viewed on a smart-phone, the Coldwell Banker flag-ship website (coldwellbanker.com)has a different look and feel, alongwith navigation tailored for opti-mal viewing on the mobile device.This includes property listingssearch and home value estimatorfunctions. Users do not need todownload any special software.

Those looking for a homedomestically or internationallycan also use the brand’s homevalue estimator. In addition, con-sumers will be able to enter specif-ic search criteria such as city,province or state and price, as wellas optional filters including num-ber of bedrooms and bathrooms.When a property is selected, userscan view all of the specificationsfor that home and contact anagent directly.

■ ■ ■

Century 21 Canada hasreleased a new enhancement to itsreal estate website that allows visi-tors to view full-screen photos oflisted homes. The feature, calledShowcase21, provides fast and easyaccess to large, clear photos ofproperties, the company says.

“The most common thing visi-tors to www.Century21.ca do isview property photos,” says compa-ny president Don Lawby. “Thisnew feature will improve ourclients’ experience in screeningand reviewing prospective homes.”

Property listings with 21 pho-tos are identified with a 21 Photos

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starburst, and when available inhigh resolution format, theShowcase21 logo will be displayedas well. Clicking the primary photoopens a photo viewer where visi-tors can toggle through the proper-ty’s photos. Clicking the LaunchShowcase21 button upgrades thepresentation to full-screen mode.Other features of Century21.cainclude “open an account”, whichallows website visitors to receivefirst notice on new listings and“request a showing”.

“Real estate sales activity isincreasingly online, and we wantto make the experience as helpfuland productive as it can be for buy-ers and sellers across Canada,” saysLawby.

■ ■ ■

Re/Max International andBorran Software, a provider of realestate accounting and real estatetransaction management software,have formed a partnership to helpRe/Max broker/owners streamlinetheir back office business.

Borran Software’s businessmanagement software, RealBroker,is a fully integrated back office realestate accounting and conveyancepackage that allows real estateagents to import and export prop-erty listings and manage sales,trust, accounting and conveyancedata.

With the new partnership,Borran Software will host a dedi-cated hotline for Re/Max associ-ates to offer support and technicalassistance. REM

ColdwellBanker hasdeveloped acustomizedplatform forsmartphoneusers.

All of your mortgage questions answered in one reliable place.

Find the right mortgage solution at

www.mortgageconsumer.ca

Searching for a mortgagebut don’t know where to start?

Some agents never sell anything.

In good times a lot of agents and brokers confuse success with a good market. As the market becomes more difficult, customers expect a higher level of service from the best agent. They come looking for the agents with the best experience and reputation. This is a time when brand counts the most. RE/MAX is investing millions of dollars to help their agents influence customers to Choose Wisely and Choose RE/MAX. We have added an unprecedented number of events and exciting Career Development options to prepare our agents for the market ahead. Many ill prepared agents will leave the business. Many Brokers will follow. Perhaps you should look around your office and choose wisely. Choose RE/MAX.

• RE/MAX has the highest percentage of top producers.*

(50% Top Ten, 44% Top 100, 42% Top 1000, 40% Top 2,500, 38% Top 5,000)

• RE/MAX Agents sell 1 in 3 properties in Canada.**

Nearly 1 in 4 REALTORS® Didn’t Sell Anything Last Year.*

Nearly 60% of REALTORS® Didn’t average 1 Deal Per Quarter.*

Thousands of REALTORS® Will Quit This Year.

* TREB based on closed transactions in 2008. ** CREA based on closed transactions in 2008. Each office is independently owned and operated.

• RE/MAX Agents have the highest average number of deals/agent.*

Some agents never sell anything.

In good times a lot of agents and brokers confuse success with a good market. As the market becomes more difficult, customers expect a higher level of service from the best agent. They come looking for the agents with the best experience and reputation. This is a time when brand counts the most. RE/MAX is investing millions of dollars to help their agents influence customers to Choose Wisely and Choose RE/MAX. We have added an unprecedented number of events and exciting Career Development options to prepare our agents for the market ahead. Many ill prepared agents will leave the business. Many Brokers will follow. Perhaps you should look around your office and choose wisely. Choose RE/MAX.

• RE/MAX has the highest percentage of top producers.*

(50% Top Ten, 44% Top 100, 42% Top 1000, 40% Top 2,500, 38% Top 5,000)

• RE/MAX Agents sell 1 in 3 properties in Canada.**

Nearly 1 in 4 REALTORS® Didn’t Sell Anything Last Year.*

Nearly 60% of REALTORS® Didn’t average 1 Deal Per Quarter.*

Thousands of REALTORS® Will Quit This Year.

* TREB based on closed transactions in 2008. ** CREA based on closed transactions in 2008. Each office is independently owned and operated.

• RE/MAX Agents have the highest average number of deals/agent.*


To h e l p e l i m i n ate t ra d e m a r k co n f u s i o n , t h e mls.ca we b s i te h a s b e e n re - b ra n d e d a s R E A LTO R . c a . N ow we n e e d yo u r h e l p i n e l i m i n at i n g a ny mls.ca l o g o s o n we b s i te s, b u s i n e s s c a rd s o r l e t te r h e a d. Th e re a re n e w b u t to n s o r g ra p h i c s yo u c a n u s e to p ro m o te t h e n e w R E A LTO R . c a . Yo u’ l l f i n d t h e m p o s te d u n d e r t h e Ad ve r t i s i n g & Pro m o t i o n l i n k o n t h e C R E A p a g e o f w w w. re a l to r l i n k . c a .

P l e a s e co nt a c t h e l p d e s k @ c re a . c a w i t h q u e r i e s o r co m m e nt s.

Please help correct this web site address

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REALTOR.ca

ecent economic chal-lenges and the resultinghousing decline made

2008 an unforgettable year formany Canadian real estate profes-sionals. As agents start planningfor 2009, they will need to lookbeyond the typical mix of corebusiness strategies to identifywhat value-added offerings theycan provide to clients to maketheir services unique from othersin the industry.

One successful strategy forstanding out in a crowd is todemonstrate to potential andexisting clients that it is not justone person working for them, buta team of industry professionalshelping with the largest financialdecision in their lives – buying orselling a home or property.

RMortgage Business

Partnerships can mean prosperity By Ron Cawfield

“In this environment, havinga trusted group in your corner thatyou can rely on has never beenmore important,” says AlysonThiessen, a Mortgage Intelligencebroker and team champion of GetEr Done Girls, with officesthroughout Alberta and BritishColumbia. “More and more, I seeRealtors partnering up with a wellestablished mortgage brokerteam.”

The value of industry profes-sionals working together is notjust a perception issue – it helps toestablish agents as a one-stop shopfor clients. Mortgage brokers willoften locate themselves in, oradjacent to, a real estate office tooffer additional convenience toclients and to benefit from co-branding with real estate agent

partners to maximize their mar-keting dollars.

In an environment of regula-tory change for mortgages, lever-aging the expertise of mortgagebrokers also helps to ensure yourclients are well taken care of, fromstart to finish, and are aware of alltheir financing options. This is animportant consideration sinceoften real estate purchases hingeon successful financing.

One of the most importantfactors to consider when joiningforces with other industry profes-sionals is fit. Sharing similar val-ues and having common businesspractices is especially critical.Most importantly, there has to bemutual respect and trust. “I mustbe able to trust whoever I dealwith,” Thiessen says. “My timeand my reputation are at stake aswell.”

Working hard to reinforce herbrand, Thiessen is passionately

committed to her business phi-losophy and values. Her choiceof partners and team membersreflects her values and vision,which helps to ensure her part-nerships and team hires are suc-cessful.

Besides offering clients a turn-key solution, professional partner-ships can serve as an excellentsource of referrals. Word of mouthreferrals have long been deemedone of the most powerful and rep-utable forms of marketing. I trustyou + you trust them = now I trustthem. It’s a simple equation thatresonates in the minds of mostclients.

“Referrals to real estateagents are a very important ser-vice you provide to a client,” saysDarick Bataglia, mortgage pro-fessional with DominionLending Centres in Barrie, Ont.“For me it becomes like a realestate concierge service – any-

thing I can do to help make aclient’s real estate decision easierand more comfortable increasesthe chances they will tell theirfriends and family what a greatjob I did and what a great job thepeople I referred did as well.”

This “strength in numbers”strategy gives individual realestate professionals the opportuni-ty to gain market share in a softerreal estate environment – at a rel-atively low cost per lead.

Despite lower Canadianhousing sales projected for2009, an opportunity still existsfor both agents and brokers toleverage their client base,industry expertise and market-ing savvy to deliver added valueto their clients and grow theirbusinesses.

Ron Cawfield is director, nation-al sales, with ResMor TrustCompany. REM

What realtors have to say about us...“While there are many inspectors to choose from, A Buyer’s Choice is always in the top three. Their professionalism to both the client and the Real Estate Agent is always very high and always consistent. As well, the reports that are generated are factual and very clear to understand. The incorporation of pictures for each area of interest in the report, with arrows pointing to the area of concern, makes the difference when presenting issues to the other side in an offer. There’s no ambiguity. I always know the buyer, and the seller for that matter, are getting a fair and accurate report on the property in question. Great work!” — Eric Ogden, Realtor, Guaranty GMAC Real Estate, Halifax, NS.

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Rapidly declining consumer confidence in 2008 putthe brakes on the residential real estate market in thelast three months of 2008, according to the annualMLS® statistics report prepared by The CanadianReal Estate Association.

While activity in British Columbia and Alberta waspulled lower by consumer concerns earlier than inother regions, the national trend was established withMLS® sales in the final three months of the year.Concerns with job loss led the list of factors thatimpacted consumer confidence, particularly inOntario. Continuing financial market turmoil anddownbeat economic news hit national consumersentiment hard in the fourth quarter of 2008, pushingdown the index of consumer confidence to its lowestlevel since the fourth quarter of 1990.

The balance of sentiment about major purchases alsosoftened further in the fourth quarter of 2008, postingits most negative result since the third quarter of 1982.A negative balance of opinion means morehouseholds said it was a bad time to buy a big-ticketitem, such as a home or car, than said it was a goodtime to do so. This indicator is an important factorunderlying the housing market.

Increasingly cautious homebuyer sentiment and aless active housing market suggests home prices willremain under downward pressures well into 2009.

CREA’s preliminary report shows there were 434,477residential units sold through the MLS® systems ofreal estate Boards and Associations across Canada in2008, a 17.1 per cent decline from the number ofresidential sales reported in 2007. There were a total

of 462,738 properties of all types sold through theMLS® systems in 2008, a decline of 17.4 per cent.

British Columbia (-33%), Alberta (-21%) and PrinceEdward Island (20.1%) registered the largestyear-over-year decline in MLS®residential sales activity, whileNewfoundland reported a five percent increase in residential salescompared to 2007.

The preliminary MLS® residentialsales report shows that sales in2008 were valued at $131.9billion, also a 17 per cent declinecompared to total sales volume in2007. MLS® dollar volumeincreased in the year-over-yearcomparison in Newfoundland,the Atlantic provinces, Manitobaand Saskatchewan.

While the average residential MLS® price in BritishColumbia declined in the final quarter of 2008, astrong performance in the first quarter meant theaverage price actually increased in 2008 compared to

2007. The average MLS®residential price in B.C. was$454,599, up 3.5 per centcompared to the average price atthe end of 2007. Nationally, theaverage MLS® price ended theyear at $305,822 down less thanone percent compared to 2007.

“People are asking REALTORS®to help make sense of thehousing market”, says CREAPresident Calvin Lindberg.“Sellers are asking why the mar-ket value of their home is

decreasing. They want to know how far prices willdecrease. Buyers want to know if they should makean offer now, or wait for prices to drop even more.Homeowners not in the market want help under-standing the impact the current market has on theirequity. First-time buyers want to know how muchthey need for a down-payment, whether they canafford the monthly mortgage payment, andwonder if they can even get financing.”

There are, the CREA President notes, no easyanswers. “Real estate is local, and markets aredifferent. That’s why you have to be careful withstatistics – and look at the individual client situationfirst and foremost. The reality is, if you are looking tobuy a home, there are some great deals out there.”

The CREA President says that changing marketconditions also give consumers the time to research,explore and contemplate their next home purchase.“Despite what some people think, for REALTORS®that’s a good thing”, Calvin Lindberg says. “OurMLS® statistical reports show that residential homesales and prices decreased in 2008. After five yearsof unprecedented growth in home prices, that’s notparticularly surprising, and is not unwelcome.”

Nationally, there was a seven per cent increase innew MLS® residential listings compared to the endof 2007. On a percentage basis, the largest increasein new listings in 2008 were reported inSaskatchewan (up 39%) and PEI (up 16%) andManitoba (13%). The residential market in Albertashowed signs of stabilizing, showing a four per centincrease in the number of new listings in 2008, belowthe national average.

Perceptions impact real estate in 2008News and Views from The Canadian Real Estate Association you can contact us at [email protected]

This season, over 30 charities across BritishColumbia’s Lower Mainland received a littleextra holiday warmth thanks to the generosity ofREALTORS®, volunteers and residents. The14th Annual REALTORS Care® Blanket Driveovercame tough economic conditions to reachnear record-setting totals. REALTORS® fromSquamish to Chilliwack collected 3,957 bags ofblankets and warm winter clothing, representingonly a six per cent decrease from last year’s4,215 bags.

"The final numbers are heart warming becausein times like these, the instinct is to tighten the

belt," says Dave Watt, President of the RealEstate Board of Greater Vancouver. "Theflipside of that view is that now is a moreimportant time than ever to be generous, andour results show that people in the LowerMainland agree."

The Blanket Drive was slated to run fromNovember 24th to December 1st. However,after just a few days, REALTORS® noticed asignificant downturn in donations – by as muchas 40 per cent in some areas. Thanks to the'final-hour' media support including communitynewspaper coverage and radio and television

interviews, REALTORS® decided to extend thecollection as donations began to pile up. TheFraser Valley had their best Drive ever,surpassing their all-time high by more than 200bags. Chilliwack, participating for only thesecond time, saw donations increase by 300 percent to a total of 519 bags.

"One thing you can always count on withREALTORS® is when the going gets tough, weget going," said Kelvin Neufeld, President of theFraser Valley Real Estate Board. "We pushedhard to get the word out to the media, ouroffices, our clients and we’re grateful it worked."

Blanket drive donations strong in the face of adversity

CREA_REM_feb09:Layout 1 1/15/2009 3:24 PM Page 1


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went to see Marley and Me, agreat movie with a poignantstory, with my youngest son

Jeff and my wife Audrey. It wasNew Year’s Day 2009, and for Jeff,at the age of 42, it may be his lastNew Year’s celebration.

In early December, Jeff suffereda seizure while driving. He crashedhis beloved BMW into a hydrantand was taken by EMS to St.Joseph’s Hospital in Toronto.After tests, x-rays and numerous c-scans, it was determined he hadno broken bones or contusions.

But Jeff has been diagnosedwith inoperable cancer. He has

Cancer hits home

I

AS I SEE IT FROM MY DESK

By Stan Albert

three lesions in the brain and a col-lapsed lung. And yes, Jeff has beensmoking at least a pack a day or sosince he was 15.

When we were called into thefamily room at the hospital, wewere obviously shaken to see thepalliative care worker there andthe oncologist, as well as theinternist specialist. Shocked to thecore, we left the room with theknowledge that our son Jeff hadinoperable cancer and maybe onlysix months to live.

Jeff always has led a “rebel”existence, choosing to drop out ofschool early and take on variousjobs. From the days at the PrinceHotel to Shoppers Drug Mart toconstruction, he always excelled,but never really wanted to stay atanything other than construction.As a confirmed bachelor, he’s led asolitary lifestyle with his belovedcats, computers and constructionequipment.

Love of family and friends hasalways been and always will be hiscredo, especially his love for his 95-year-old grandmother, Sadie.

Cancer has run in his latemother’s side of the family for twogenerations. His mother, my lateex-wife Maxine, died at the age of59 and her Dad, at age 60. Is therea message here?

A “maven” at computers, tech-nology is also one of his incredibleGod-given talents. At one timeseveral years ago, he undertook asupervisory role in Belleville, Ont.,to lay four km of sewer pipe and hedid it successfully.

As hard as it was to write aboutour grandson Luke’s passing severalweeks ago, this article is the hard-est I’ve ever attempted to do forREM readers.

Cancer, they say, can be beatenand in many cases it can be. Wehave in Canada excellent healthcare, which makes us the envy ofthe entire world. Be glad you paythe taxes to have this fantasticbenefit.

So, how is Jeff doing now thathe’s had radiology at PrincessMargaret here in Toronto? He’slost his hair and brags that I’ve gotmore hair, which isn’t much as you

can judge from my photo. He’s notopting for chemotherapy. He’sgoing to have Vitamin C shots.

Our family is, of course, devas-tated by the news. But strangelyenough, it has brought his two sis-ters, Lesley and Jodi and his elderbrother David, closer together. Hisaunt and uncle have been morethan helpful in assisting us in car-ing for his needs.

What’s the message here frommy desk as I see it? Here it is: If youhave loved ones who smoke, youmust encourage them to stop. Askthem if they want to see their chil-dren grow up or live to enjoy theirgrandchildren.

My son Jeff’s credo now is toenjoy every day to the fullest,regardless of his major health prob-lems. He’s more worried about hisdad’s health and his mom’s health,than he is about his own.

We’ve now come to realizewith sudden joy, the truest charac-ter of our child. He’s a real“mench” (a good person).

Unfortunately, too many of youwho will be reading this column

have had your own family tragicsituations to deal with. Let’s hopethat the message gets out there,there is no benefit to smoking.

We’d like to hear from you as tohow you’re handling this type ofsad news or how you have handledit. And yes, we’re getting someprofessional help. My broker,Patricia Costanzo, has been trulyunderstanding and empathetic asshe and her family went throughthe same several years ago with herhusband Joe.

My family and I will devote therest of our lives to assisting theCanadian Cancer Foundation intheir efforts to secure a cure for thisterrible disease.

“Sometimes we dream we wakeup in Holland with tulips allaround, and then we wake up in afield of rocks and thorns.” –Anonymous

Stan Albert is celebrating his 39thyear in active real estate, and is withRe/Max Excellence in Woodbridge,Ont. He serves on committees atRECO and at the Toronto RealEstate Board. He is an establishedtrainer and business consultant and can be reached at [email protected]. REM

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ould you benefit fromhaving a mentor?Before you decide, con-

sider what Klaus Hoffmeier, aRealtor with Royal LePage NoraltaReal Estate in Edmonton, says:“There are three distinct stages in aRealtor’s career where having amentor would prove indispensable.1. At the very beginning, whenthey’ve just been licensed, have nopractical experience, and aretossed into the competitive soup ofthe industry to make a living; 2.After close to a year in the busi-ness, with little success, whenthey’ve realized that getting help atthe beginning of their career wouldhave brought them much furtherforward than they’ve come; 3.After two or more years of strug-gling, having run out of their ownunsatisfactory ideas.”

What can a mentor offer?Hoffmeier lists the perks:

W

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Do you need a mentor?Mentors can offer “guidance, objectivity, problem solving/negotiating skills, and grace/etiquette/manners pertaining to the real estate profession.” By Toby Welch

“Guidance, objectivity, problemsolving/negotiating skills, andgrace/etiquette/manners pertain-ing to the real estate profession.”Michael Gray, a Realtor withChalet Realty Limited in Halifax,shares what his mentor does forhim: “She is there for me, 24 hours(a day) if need be. If I am in themiddle of a deal and I run intounfamiliar territory, she is alwaysaccessible and has the answer formy questions every time. Shehelps me reason towards the rightanswer. She answers my questionsby relaying them to similar situa-tions she has dealt with. She givesme validation in the work I per-form. I have confidence in her andthat instills me with confidencewhen I come to her for assistance.She is a great teacher – there arepeople who have vast knowledgebut cannot necessarily relay it well– and you need someone who can

put issues into simple terms foryou.”

Consider these potential men-tor benefits:

• Help alleviate fears and/orworries.

• Ensure you are accountable,that you adhere to yourpromises.

• Help keep your level of confi-dence high.

• Help you find your focus andensure you keep it.

• Help you make intelligentmarketing strategies.

• Ensure you set and reach yourreal estate goals.

• Help you see opportunitieswhere none were visible.

• They may connect you to oth-ers in their network.

• Help you get back on trackwhen you falter.

• Offer a trusted source to go tofor advice.

Robert Tatomir, the broker ofrecord for Future Homes & RealEstate in Leamington, Ont., saysthat having a mentor in the realestate industry can help Realtorssucceed faster. Here’s his sugges-tion for finding and approaching apotential mentor: “What a noviceor budding Realtor should do isfind someone within their broker-age organization they feel comfort-able with, trust and look up to,such as a role model in the indus-try. Try to form an alliance withthat individual for a one-year termand arrange for a split that worksfor both parties, and allows thementor to retain his interest inkeeping that person working withthem during this period of time. Ifthis is done, a Realtor will learnmore than they ever could on theirown or waiting around for theirbroker to mentor them.”

So you’ve decided a mentormight be what you need to kickyour career up a notch. How doyou find one? Hoffmeier suggestsasking your broker or via word-of-mouth. Tatomir does not believea Realtor’s broker is the idealmentor because, “The broker isbusy running his own business

and does not have the one-on-one time required to properlytrain such an individual.”

Michael Gray thinks other-wise. “I believe a broker can be anideal mentor if you are in the rightstructure,” he says. “I am in a smallbrokerage with five agents, whereour broker is able to make time fortheir agents. I cannot say if itwould work as well in a larger bro-kerage with 50+ agents. If you aregoing to have a broker as yourmentor, you want to be able tohave regular access to them. In abroker/mentor scenario you willalso want a broker who has been asales agent themselves – you wantsomeone who has had the strug-gles/rewards of building and main-taining their clientele.

“There are brokers who arestrictly managers,” says Gray. “Thisis fine but I’m not sure if theywould be as effective as a mentorwhere they haven’t experiencedbuilding a clientele and all the net-working techniques involved inbeing successful. I want a mentorwho has walked the same path thatI am on. Finally, the last piece ofthe puzzle for me with my bro-ker/mentor is having someone whoyou identify with (compatible per-sonalities). It’s fine to have some-one that you respect and has expe-rience to offer, but you need some-one that you have an ease of com-munication with. I have beenlucky in my situation to have allthe qualities with my broker man-ager.”

If you find someone you believewill be an ideal mentor for you,don’t be afraid to say, “I would behonoured/thrilled/love it if youwould be my mentor.” Even if theycan’t commit to being your men-tor, they will likely take it as a com-pliment and be pleasantly surprisedthat you asked. When choosing acoach, pick someone who is anexpert in the areas that you findthe most challenging. Try to findsomeone with similar professionalstyles and behaviours. Don’t ruleout someone who is nearing theend of their career, who is notready to fully retire, says Gray.

Gray shares his thoughts on

this unique one-on-one relation-ship: “Having a mentor has defi-nitely contributed to my success.The ability to have someone withvast experience a phone call awayat all times is a great asset. Shehas helped steer me down thepath to success and helped mini-mize my hiccups along the way.Having a successful mentor whohas gone through the same trialsand tribulations as yourself makesme believe that I am on the rightpath to success.” REM

Michael Gray

Klaus Hoffmeier

Robert Tatomir


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Learn to build your own website

By Larry Easto

to my site, I realized that therewas not much behind the attrac-tive appearance. Missing werethe elements that feed searchengines. Also missing was theability for me to monitor traffic,pages visited, referral sources andsimilar features.

When I raised these issueswith the graphic designer, herresponse was simply to tell methat they had done what theywere contracted to do.

Now, looking back at havingpaid to have a site developed aswell as building and developingmy own site, I realize how muchI have learned…experience trulyis a great teacher.

In terms of website design,I’ve learned about once strangebut now familiar terms such as‘keywords’, ‘meta tags’ ‘searchengines’ ‘HTML’, ‘URL’ ‘trafficstats’ and many more.

Overall, building and contin-uing to develop my new websiteis one of the most positive andenriching experiences of mybusiness life.

But the best part of learningnew things is the challenge offiguring out how to apply newconcepts to familiar situationsand circumstances.

From a totally practical pointof view, after learning the basicsof design and development, I cannow maintain my websitemyself, without having to relyupon – and pay – someone to

make additions and changes. Ican also monitor the flow of vis-itors to my site. I can do thesethings whenever I choose, wher-ever there is Internet access.

Having made the transitionfrom techno-klutz to develop-er/webmaster of my own website,I firmly believe that all self-employed business-owners can,

and should, invest the time andeffort in building their ownunique websites.

For purposes of real estatemarketing, unique websites arecritical marketing tools for indi-vidual agents.

Assuming that you want todistinguish yourself from thecompetition – and if you don’t,you should – your website shouldreflect your unique strengths andability to serve clients.

Unfortunately, most realestate agents default to the stan-dard website design and formatsupplied by their brokerages orcompanies. As a result, eachagent’s ‘website’ is usually little

more than a few standard look-ing pages on his company’s web-site. Presenting the same lookand feel, there is no questionthat all agents on the corporatesite work with the same compa-ny. But what distinguishes oneagent from all of the others?What specifically on your com-pany-supplied web pages helps

clients recognize your unique-ness? What helps them under-stand how you are different fromthe other agents listed on thesite?

From my own experience, Ihave learned it’s not necessary tobecome a geek or techie to buildand develop your own website.You need only the desire to makeit happen. And yes, even realestate agents can and do buildtheir own websites.

Joanna Gerber is a sales rep-resentative with HomeLifeKempenfelt Kelly Realty inBarrie, Ont. Her site( w w w . S e l l i n g - B a r r i e -Homes.com) is a great example

of a real estate agent’s uniquewebsite.

Certainly her site displaysHomeLife branding and clearlyidentifies Joanna as an agentwith that company. But her sitegoes far beyond simply identify-ing Joanna as one of many agentsworking in the same office. It isinformation-rich, presentingJoanna’s unique strengths andoutlining the benefits thatclients receive from the servicesshe provides. Joanna uses her siteto promote her services and dis-tinguish herself from the otherlocal agents.

Assuming that you have awebsite, how effectively does itdistinguish you from the compe-tition? How effectively does itpresent what you can do betterthan anyone else?

If your site doesn’t do for youwhat Joanna’s site does for her,maybe you should follow herexample and build your own site.Believe me…it’s time and effortwell spent.

Larry Easto is a best-sellingbusiness writer, syndicated colum-nist and author of four e-booksabout real estate marketing. He isalso publisher of www.real-estate-marketing-link.info. To learn moreabout unique websites, see,www.rea l - e s ta t e -marke t ing -link.info/unique_website.html

REM

From my own experience, I have learned it’s not

necessary to become a geek or techie to build and

develop your own website.

couple of years ago, Iworked with a very goodgraphic designer on a

client project. I liked her andrespected her design talents.

Since she also offered websitedesign, I chose her to help mewith my first website. She lookedafter graphic design – the look ofthe site – and her husband, afull-time IT professional,designed the technical elementsof the site, after his normal work-ing hours.

At the first meeting with mydesign team, the graphic design-er behaved as she had in all ofour other meetings. Her husbandacted like a know-it-all, answer-ing questions that I directed athis wife. Because I had faith inhis wife, I ignored his behaviourand we proceeded with the sitedevelopment. With minimalfuss, we came up with a designand appearance that was exactlywhat I wanted.

However, when I started toresearch issues as search engineoptimization and driving traffic

A

With a portion of each transaction fee being set aside for Habitat for Humanity, every sales associate at EXIT has the power to single-handedly change the spirit of real estate, no matter what the market

conditions. To date, EXIT Realty has donated $1.5 million to Habitat, built 10 corporately-sponsored homes and continues to put the feeling factor back into real estate … one transaction at a time.

Habitat for Humanity.indd 1 1/16/2009 12:12:13 PM


At a time when the economyand the weather are gloomy,Sandra Evans wants Canadianagents to think of the clear bluewaters and white sand of theBahamas as a way to increase busi-ness and lift their spirits.

Many Canadian agents don’tknow they can make 25 per centcommission on the referring side,says Evans, a director of theBahamas Real Estate Association(BREA) and a member of FIABCI,NAR and the Women’s Council ofRealtors. She and her partner, BillThorndycraft, are broker owners ofa concierge-style real estate com-pany on the Abaco Islands.

Buyers won’t likely be yourexisting clients, but rather yoursphere of influence – your doctor,lawyer, tax advisor, accountant, orsomeone you sail with. It’s a sourceof untapped business, she says.

Buyers looking for Bahamianvacation homes are typically fami-lies of high net worth – not themega-rich, but retirees, young fam-ilies and professionals looking for a

second, third or fourth home,Evans says.

“The Bahamas offers an attrac-tive tax environment with no cap-ital gains, income, withholding orinheritance taxes,” she says.“When you sell your property, yourproceeds are guaranteed repatriat-ed.”

Evans says Canadian agentsmust work through a real estateagent licensed by BREA and aBahamian attorney must representboth sides in any transaction.“Financing is available throughmany chartered and private banks.The title searches are insured andthe property is held in fee simpleestate.”

The Islands of Abaco are 150miles due east of Palm Beach, Fla.,with many daily direct flights. It’sone of the smaller islands of the700 that make up the Bahamas,but has the third largest settle-ment, she says. The island isknown for its boating, champi-onship blue water fishing, catchand release bone fishing and line

fishing, and it has an 18-holepublic golf course and privateclubs. There are no cruise shipsor casinos.

“The Bahamas are a safe,friendly democracy and part of theBritish Commonwealth. The U.S.dollar is at par and English is theprincipal language. Abaco is quietand natural,” she says.

Properties include vacationhomes and cottages, and vacantland with private beachfront orits own dockage. There are golfcourse and gated communities,private islands and cays. Priceshave stabilized, typically rangingfrom $500,000 to $1.5-million(US) for waterfront properties,she says.

The single-family homes havea tropical casual esthetic and fairlylow upkeep. Properties can be rent-ed when not in use with the help ofcaretaking and rental managementcompanies.

Evans moved to the Bahamasabout 18 years ago and switchedfrom insurance sales to real estatein 1997.

She has since been involved inBREA, which has spent muchtime marketing to the U.S. andEuropean markets. Somehow, she

Certified MentorBuying or selling a home is one of the biggest decisions people make.

When they are in need of professional services, their first thought is to get a referral from someone they trust.

RE/MAX Ontario-Atlantic Canada is proud to congratulate Helen Smithin becoming a Certified Mentor for the Buffini & Company 100 Days to GreatnessProgram (RE/MAX Edition) and Ultimate Agent. Both the RE/MAX Edition of 100Days to Greatness and the exclusive RE/MAX Ultimate Agent program focus on

excellent service in buying and selling real estate. Please contact:

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Oshawa, Ontario

905 [email protected]

Bahamas offers ‘untapped business’ for Realtors

This waterfront Abaco home features an “island style” that is popular in the Bahamas, says Sandra Evans. Homeprices generally range from $500,000 to $1.5-million (US).

says, Canadian Realtors were over-looked. But that’s all about tochange. The association is “givinga shout out to Canadians andwants to initiate a dialogue,” shesays.

Evans welcomes Canadianagents to call or visit. “You’re wel-come to visit. We can assist withaccommodations and transporta-

tion. We’re sure you’ll fall in lovewith Abaco. It’s a happy sunnyplace. We’re laid back and casual.It’s not where you go to see or beseen. Abaco is the Muskoka of theBahamas.” For more information,visit www.abacowaterfrontproper-ties.com, www.bahamas.com orwww.bahamasrealestateassocia-tion.com. REM

“We’re sure you’ll fall in love with Abaco. It’s a happy sunny place…Abacois the Muskoka of the Bahamas,” says Sandra Evans.

Quebec artist’s home one of a kind42 REM FEBRUARY 2009

n the middle of a forest fivemiles from the village of Val-David in Quebec, this one-of-

a-kind home is ideal for someonewho appreciates nature and art.

From every vantage, the houseoffers sculptural features, from asupport column in the mezzaninethat “twists and turns to form the

foot of a table,” to an organic beamthat “slithers on the ceiling of theliving room to explode in metalfingers that delve into a wall,” sayshomeowner Nathalie Plourde.

The home, listed for sale for$435,000, grew from the imagina-tion of Plourde’s husband, artistRobert Lachance. She calls it “a

house of sculpture.”The chalet-inspired interior of

metal and wood has a stone sus-pended from a metal cradle in theentrance hall, and massiveLachance sculptures that havebeen integrated into the décor.Posts of reinforced concrete are

shaped into a ramp for a spiral

staircase. Wood planks curvetogether to create the base of abathtub.

The three-bedroom home,which has 3,000 square feet includ-ing the lower level, has one fullbathroom and one powder room. Itincorporates recycled materials,such as ceramic pieces in various

sizes. They were a source of inspira-tion for the self-taught artist, whostarted with two-dimensionalworks before moving into sculp-tures that combine fibreglass, woodand metal. “The abstract workshave a brutal power and organicsensuality,” Plourde says.

After 15 years as an artist,Lachance turned to renovation,but being neither an architect nordesigner, nothing is planned, shesays. “Everything is done as thestory evolves.”

Lachance, who has a back-ground as an industrial mechanic,also renovates old buildings.

Plourde’s house is in Valbourg,a 50-acre development on thehighest peak of Val-David at 480metres. In the middle of soft andhardwood trees, the development’slimit to the south and west is the2,000-acre Dufresne RegionalPark. To the east, it is the historical

Nordic ski trail, Gillespie, betweenSte. Agathe and Val-Moran.

Lachance and his life partnerwere taken with the unique siteand the exceptional view, she says.The development offers 19 lotsranging from one to 4.5 acres.

The one-year-old home enjoysa beautiful setting in the woods,“without any noise besides nature,with lots of peace but a five-minutecar (ride) from services,” she says.“It’s a corner of paradise.”

The developers will requirethat future owners preserve thewooded nature of the lots to ensurethe privacy of each home.

Plourde is currently trying tosell the home privately but is offer-ing a commission to sales reps. Formore information, call (819) 322-5353 or (514) 893-4721. REM

“The abstractworks have abrutal powerand organicsensuality,”

Plourde says.

I

Photos: Bernard Fougeres

©2009. Prudential Financial. Prudential Real Estate brokerage services offered through the independently owned and operated network of broker member franchisees of Prudential Real Estate Affiliates, Inc., a PrudentialFinancial company. and Prudential are registered service marks of The Prudential Insurance Company of America and used herein under license. Equal Employment Opportunity.

“ Since joining

Prudential Real Estate,business has really moved forward.

Find out how your business can reallymove aheadwith Prudential Real Estate.

In the Kitchener and Cambridge, Ontario area call Keith Church at 519-621-2000Everywhere else in Canada, please call 1-888-446-4428

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Keith Church, Broker Owner, Prudential Grand Valley Realty

We joined Prudential Real Estate Affiliates in 1995 with just 20 agents in one office.

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et you wish you hadvoted now, don’t you? Arecent letter to the edi-

tor of the Victoria Times Colonistmade the case that only thosewho voted in the October feder-al election should be allowed tohave an opinion on the artfuldodging recently exhibited bythose elected scoundrels inOttawa. (Note that I refer to the‘October federal election’ just incase there has been another onebetween my writing this columnand its publication.)

The media offered manyopinions and little illumination.The citizens in their pleadings tothe editor displayed a shockingignorance of our parliamentarysystem of government, wishing,no doubt, they had been born afew degrees of latitude to thesouth. There were a variety ofpetitions circulating, a plethoraof hair-ablaze orators construct-ing soap boxes and more oxengored than Madonna has exes.My favourite, broadly circulatedemail follows:

“Having decided that theDetroit Red Wings technicallywon the 2008 Stanley Cup, the Pittsburgh Penguins,Philadelphia Flyers and DallasStars have formed a coalitiondemanding a three-way owner-ship of the league title. Rationalfor their decision revolvesaround their total combinedscoring in the 2008 semi-finals,their total share of season ticketholders versus the Detroit RedWings and their horror at dis-covering the Red Wings areusing a more cost effective andefficient but non-union made sil-ver polish to keep the StanleyCup gleaming. The three teamsare being assisted in their bid tooverturn the traditional results

METES & BOUNDS

By Marty Douglas

The mess inOttawa

B

by members of the QuebecHockey League, who have noreal interest in the success of theNHL in general but sense anopportunity to demandZambonis and other criticalequipment be manufactured inQuebec. Player representatives,team owners and Nike areexpected to submit their propos-als to Don Cherry in the nextfew days. Fans and ticket holdersare neither being asked orallowed a voice in the final deci-sion.”

I always was a sucker for ametaphor. Allegory?

So, if the mess – for whichthe ultimate responsibility mustlie with those who didn’t vote –has been of any value, the pay-back will be in the voter turnoutin the next federal election.

Polls in early Decemberindicated the voters were angryenough to give Mr. Harper amassive majority. (Voters whodress on the left should bethanking the governor-generalfor not sending us back to thepolls or considering a coalitionwhich, ultimately, would havehad the same result.) Ratherthan a compliment to Harper’sConservatives, a majority gov-ernment would have been areflection of the sorry state ofthe Liberal leadership, the per-ceived fiscal incompetence ofthe NDP and the mistrust of theBloc.

Michael Ignatieff has had apositive impact based on theleadership polls, a comment onhow poorly Mr. Dion performed,but in the view of Ipsos-Reidpollsters, he is “not a gamechanger, at least at this time”.Then the PM made a few senateappointments, perhaps in a snitbut more likely in his convictionof what would happen if thecoalition were given a sniff ofpower, however brief.

In a year-end interview onthe federal mess, I offered thecomment that Canada cannotafford to allow a new govern-ment, fitted with trainingwheels, to teeter onto the world

economic stage, offering solu-tions that have failed miserablyor have been applied only in textbook scenarios. Imagine the lackof credibility at any world eco-nomic gathering of a Canadiangovernment led by Mr. Ignatieff,with Mr. Layton whispering inhis left ear while Mr. Duceppeadjusts his grip on the Liberalleader’s short hairs. We must dealwith the devil we know – fornow.

By the time many of you readthis column, the federal budgetwill have been produced, thewhining, gnashing and preeningcommenced and the results onceagain will depend on thosedamned polls. Regardless of theelectorate ennui of the electiondance and the fact we shouldn’tafford one, Harper will orches-trate a non-confidence vote if hefeels he can win, Ignatieff willsupport the budget if he feels hecan’t and Layton will – oh whocares? The one person you willbe able to count on for his hon-esty is Mr. Duceppe. No mincingabout what is good for Canada orthe Canadian people.

Have I mentioned real estatein this column? How’s this. Thefocus on our profession will befierce for the next 12 to 24months because it will lead thecountry out of whatever it is weare in. Wherever you find signsof a spark, let people know. Notthe media; they’ll run over andin their enthusiasm; consumethe needed oxygen with asmothering headline.

Marty Douglas is a managingbroker for Coast Realty Group(Comox Valley) Ltd., managingtwo of 15 Coast Realty Groupoffices on Vancouver Island and theSunshine Coast of B.C. He is a pastchair of the Real Estate Errors andOmissions Corporation of B.C., theReal Estate Council of B.C., andthe B.C. Real Estate Association,and is a current director of theVancouver Island Real EstateBoard. Email [email protected];1-800-715-3999; Fax (250) 897-3933. REM

Certified MentorBuying or selling a home is one of the biggest decisions people make.

When they are in need of professional services, their first thought is to get a referral from someone they trust.

RE/MAX Ontario-Atlantic Canada is proud to congratulate Jessica Botelhoin becoming a Certified Mentor for the Buffini & Company 100 Days to GreatnessProgram (RE/MAX Edition) and Ultimate Agent. Both the RE/MAX Edition of 100Days to Greatness and the exclusive RE/MAX Ultimate Agent program focus on

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RE/MAX Central Corp

Toronto, Ontario

416 [email protected]

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inda Sargeant, broker/owner of Sutton - PartnersRealty in Toronto, turned

tragedy into triumph by generatingsupport for the Juvenile DiabetesFoundation. Sargeant and 11 col-leagues from her office participatedin the Ride for Diabetes (on sta-tionary bikes) at Nathan PhillipsSquare. Three teams of ridersraised just under $7,000.

Good WorksGood WorksL “Diabetes is a disease that has

touched the lives of many of ourfriends and family members,” saysSargeant. “Research is still so high-ly under-funded, although therehave been a number of promisingdrug therapies introduced over thelast year. Some are already show-ing results while others are justentering the early stages of humantesting.”

She says, “This cause is particu-larly close to my heart because mymother has diabetes. It has begunto take away her vision with a con-dition called retinopathy and shesuffers from lymphadema, whichriddles her legs and feet withulcers. She requires visits fromnurses three days a week for dress-ing changes and she takes manytrips to the wound clinic. Mymother relies on insulin injectionson a regular basis to survive. Herlife is a constant battle with thisdisease.”

Sargeant’s team-mates for theride were Stuart DeFreitas, HollyFedorczenko, Patricia Faragher,Rebecca Laing, RosannaMastrandrea, Heather Paterson,Dee Paul, Robert Scholes, Harry

This group from Sutton Group – Partners Realty inToronto raised almost $7,000 for the JuvenileDiabetes Foundation.

The Rob Grey Team

Santa poses with the staff and friends of Royal LePage Wolle Realty atthe Christmas Classic event.

From left, Shelley Orr, co-owner of Bugsy’s, wherethe Salisbury Team’s client appreciation evening washeld; Timothy Salisbury, broker at Royal LePageNiagara Real Estate Centre; and Betty-Lou Souterand Nancy McIntosh of Community Care Niagara.

Summerland, B.C.’s 21st annual festival of lights was a successas Summerland welcomed in the Christmas Spirit with fun andfestivities. Re/Max Orchard Country Realtors in Summerlandraised $445 in cotton candy sales for a local children’s charity.

The staff atRe/Max Excellencein Woodbridge,Ont. celebrates theresults of the annual Christmas/Holiday celebra-tion, which raised$1,000 for theCHUM ChristmasWish Foundation,sending more than150 toys, booksand games to children in need.

For the second year, theBrantford Regional RealEstate Association donated3,000 tins of corn to thelocal Christmas BasketProgram to ensure theneedy had a completeChristmas dinner. GerryKempers of the CommunityAwareness Committee (left)and Stewart Anderson,2008 board president, posewith the donation.

Above: This year membersof the Kitchener-WaterlooReal Estate Board donated507 gifts and $200 to theSalvation Army – 2008Tree of Angels Campaign tohelp make Christmas merri-er for hundreds of localchildren.

Debbie and Darryl Dawson

REM FEBRUARY 2009 47

Strothard, Bruce Murray andJennifer Stirrat.

■ ■ ■

The Toronto Real EstateBoard (TREB) recently made acontribution of $320,000 to theRealtors) Care Foundation, whichprovides grants to shelter-basedorganizations throughout Ontario.

“Earlier this year our membersvoted overwhelmingly in favour ofparticipating in the Every Realtorcampaign, which allowed us tomake a donation on their behalf tothe foundation,” says TREB presi-dent Maureen O’Neill. “It’s justone example of our members’ com-mitment to giving back to thecommunities in which they workand live.”

This year, the foundation pro-vided grants of $10,000 each to thefollowing organizations, whichwere endorsed by TREB:

LOFT Community Services;Sanctuary Ministries of Toronto;Youth Without Shelter; NorthYork Women’s Shelter; Nellie’sWomen’s Shelter; Interval House;The Dorothy Ley Hospice;Covenant House Toronto; CaseyHouse Foundation; Horizons forYouth; Habitat for Humanity -Toronto; Ernestine’s Women’sShelter; The Salvation Army; andYWCA of Greater Toronto.

Additionally, grants of $5,000each were provided to theVitanova Foundation, theYorktown Shelter for Women,Homeward Family Shelter (operat-ing as Julliette’s Place), HouselinkCommunity Homes, andWoodgreen Red Door FamilyShelter.

TREB also recently announcedits long-term commitment to theFeeding Our Future children’sbreakfast program, with an initialinstallment of $50,000 to fund thepurchase of kitchen equipment.Operated in conjunction with theToronto District School Board, theprogram currently provides chil-dren in need at eight Torontoschools with nutritious breakfasts,to sustain their learning through-out each school day. Brokerageshave sponsored the schools, whereRealtor volunteers serve and cleanup after meals.

Donations have also beenmade to the burn unit of theHospital for Sick Children, to vic-tims of the earthquake in Chinaand to those struck by a cyclone in

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Burma earlier this year.

■ ■ ■

The Rob Grey Real EstateTeam gathered the biggest singledonation of food received in oneday this year for the NanaimoFood Bank. Realtors Gord Wall,Brian Betts, Janice Stromar,Justus Edmundson and Rob Grey,along with unlicensed assistantsVera Kahan and MelanieDonohue, collected more than2,300 pounds of food. Grey andthe team emailed and telephonedclients and then picked up thefood from their homes on a desig-nated date. “In return, we gaveeach donor a cloth grocery bagwith our team name on it as a giftfor participating,” says Grey. “Wehad eight businesses contributemoney to offset the cost of thebags and in turn printed theirlogos on each bag, noting theirrole.”

Grey says he believes this yearwill be one the toughest for manypeople to ensure their families arefed. “Our goal for next year is todouble this year’s food weight total.This will be accomplished byapproaching clients whose compa-nies can be corporate sponsors, andusing their own employees to bringfood into work for our team to pickup.”

■ ■ ■

The 14th annual Realtors CareBlanket Drive in the LowerMainland of B.C. overcame tougheconomic conditions to reach nearrecord-setting totals this year, col-lecting 3,957 bags of blankets andwarm winter clothing, represent-ing only a six per cent decreasefrom last year’s 4,215 bags.

“The final numbers are heartwarming because in times likethese, the instinct is to tighten thebelt,” says Dave Watt, president ofthe Real Estate Board of GreaterVancouver. “The flipside of thatview is that now is a more impor-tant time than ever to be generous,and our results show that people inthe Lower Mainland agree.”

Initially, the numbers weren’tpromising. The Blanket Drive wasslated to run from November 24 toDecember 1. However, after just afew days, there was a significantdownturn in donations – by asmuch as 40 per cent in some areas– and this after local charities hadappealed for all the help they couldget due to the economic downturn

and dwindling supplies.“One thing you can always

count on with Realtors is when thegoing gets tough, we get going,”says Kelvin Neufeld, president ofthe Fraser Valley Real EstateBoard. “We pushed hard to getthe word out to the media, ouroffices, our clients and we’re grate-ful it worked.”

Thanks to the ‘final-hour’media support including excellentcommunity newspaper coverageand radio and television inter-views, the collection was extendedas donations began to pile up. TheFraser Valley had its best driveever, surpassing the all-time highby more than 200 bags.Chilliwack, only in its second yearof participation, saw donationsincrease by 300 per cent to 519bags.

“Both the quality and volumewere amazing this year,” says TrudeKafka, president of the Chilliwack& District Real Estate Board. “Thepublic understands that when wegive in difficult times we are alwaysrewarded for our generosity.”

■ ■ ■

Members of the DurhamRegion Association of Realtorscollected more than $1,200 in TimHortons gift certificate donations,to be sent to Canadian Troops inAfghanistan. Darryl Dawson, sonof DRAR 2009 president DebbieDawson, was to be deployed toAfghanistan in early January. Hewill take the certificates and handthem out to his peers. Dawson is acombat engineer stationed inPetawawa. “We are truly touchedby the thoughtfulness of the localDurham Realtors,” says DebbieDawson. “Our family will be anx-iously awaiting Darryl’s safereturn.”

■ ■ ■

Ottawa Real Estate Boardpresident Heather Skuce recentlypresented 12 Ottawa-area chari-table organizations with grantsfrom the Ontario Realtors CareFoundation.

The recipient organizationsreceived funds contributed bymembers of the board through its

annual charitable golf tourna-ment, which raised $15,000 lastMay.

Community members who aresupported by this year’s grant recip-ients include the elderly, the dis-abled (both children and adults),women and children fleeing anabusive relationship, the homeless,working families living below thepoverty line, the mentally ill, andthe addicted.

The Ottawa-area charitableorganizations who received grantsthis year are: Abbeyfield HouseOttawa, Bruce House, ChrysalisHouse, Friends of Hospice Ottawa,Habitat for Humanity-NCR,Harmony House, Jericho RoadChristian Ministries, Kemptvilleand District Home Support, LaMaison d’Amitié, Nelson House,Ottawa Rotary Home Foundationand Shepherds of Good Hope.

■ ■ ■

Each year, the Realtors atMaxWell Canyon Creek inCalgary vote to support variouslocal charities. This year they gave$500 to Stollery Children’sHospital in Edmonton; $500 to theHumane Society; $500 to theAdopt-a-Family Program,Salvation Army; and $1,000 to theVeteran’s Poppy Fund/Food BankDivision.

■ ■ ■

Timothy Salisbury of RoyalLePage Niagara Real Estate Centreheld a client appreciation party ata local restaurant, and asked all

attendees to bring a donation forCommunity Care of St.Catharines and Thorold. Morethan three bins of food were col-lected, along with $650 in cashdonations. The Salisbury Teamthen matched the cash donation.

■ ■ ■

Recently the Windsor andEssex Real Estate Board held itsAnnual Gala and 7th SilentAuction. The event raised $33,000to benefit the Windsor RegionalHospital, The Hospice of Windsorand Essex County and other localcharities. A total of $50,000 wasdonated this year.

■ ■ ■

The Realtors of Royal LePageWolle Realty in Kitchener, Ont.held a Christmas Classic event tobenefit the Kitchener WaterlooFood Bank in early December.They rented a local theater andshowed the movie Kung Fu Panda.The admission charge was a dona-tion to the food bank. Volunteersprovided face painting and Santaentertained the children before themovie started. Tickets to win aNintendo Wii were sold. Morethan 600 people attended theevent.

For each $1 donated, the FoodBank of Waterloo Region is able todistribute $8 worth of emergencyfood. Royal LePage Wolle Realtyraised $6,000 and more than 1,200lbs. of food were donated. This wasthe 15th year of the annual event,and the most successful. REM

www.parkmylicense.ca


re we heading into a realestate storm? A report by amajor real estate services

firm predicts that a “flood” of com-mercial real estate space will comeon the Canadian market in 2009amid global economic volatility.The result, according to the report,will be higher vacancy rates andlower rents.

Clearly, it’s time for propertyowners to take action.

Managing through the down-turn is critical for property owners,who may be facing a barrage ofunsettling news from media outlets

and unfamiliar metrics from theirown business. That said, there aresimple steps that property ownerscan take today to shore up theirbusiness and survive the storm.

Owners should understandhow a theoretical change in occu-pancy would affect a building’sprofitability. Owners should ana-lyze a building’s fixed costs, suchas realty taxes, borrowing costsand utilities, which would stillhave to be paid in the event of sig-nificant vacancy. To manage cred-it risk, owners should diversifytheir tenant base. Smaller ownersshould ensure their tenants repre-sent diverse industry sectors; too-high exposure to any one industry– especially those crippled by eco-nomic volatility – is an unsoundstrategy. Very large owners shouldensure their portfolio has a mix ofcommercial, residential, retail andindustrial properties. Credit riskcan be further managed by stag-gering lease contracts so that onlya portion come up for renewaleach year.

Cash flow is vital today, due tothe tightening in Canadian and, inparticular, U.S. credit markets.Landlords must be very diligent atcollecting rent and closely moni-toring their receivables. Any latepayments should be dealt with indays, not weeks.

This is also the time to take aclose look at the balance sheet andto uncover ways to optimize work-ing capital. For business ownerswho are closely monitoring theircash situation, it’s important toreview all tax strategies and identi-fy whether new tax opportunitiesare available. Prudent owners takea hard look at their entire portfolioand make the decision to divestunderperforming assets well inadvance of any forced restructuringscenario.

Skilled labour may becomemore affordable in the later stagesof this period of volatility. If youhave deferred certain renovationsor planned upkeep, you may find are-emergence of affordable, skilledtradespeople in major cities likeVancouver and Toronto. Thiscould be an ideal time to catch upon maintenance projects, or evento undertake projects scheduled for

years down the road.Many business owners failed to

anticipate the Canadian dollar’sdramatic recent climb, whichresulted in it passing the U.S.greenback in value in the fall of2007. In recent months, the dollarhas dropped as low as 78 cents(US). Owners who missed out thefirst time around may considerhedging their currency exposure byinvesting in other currencies or byemploying forward foreign-exchange contracts.

Canada’s dollar rose in partbecause of the higher cost of crudeoil. In the past, few buildersdemanded a fuel-escalation clausein their contracts and today thesebuilders must absorb the relativelyhigh cost of energy. Mitigating therisk of energy spikes is one moreway to stabilize a business mired involatility.

If you have multiple debtinstruments, try to stagger theirmaturities to reduce risk. Whilecommercial banks have not passedcentral bank rate cuts on in theirentirety, interest rates are near totheir historic lows. If financing isavailable and required, locking in afavourable rate for an extended

term will remove one source of riskfrom your business plan.

This market will produceinvestment opportunities forcompanies that have some cash.While highly leveraged compa-nies may be scrambling to find apartner or buyer, those with themeans should view a softer U.S.market as a buying opportunity.Alternatively, given the currentrestrictions on debt availability,property owners with cash mayconsider entering the financebusiness and making a loan to abuilder who’s struggling.

There is no question thatCanadian property owners facecontinued volatility and a periodof several months or more thatwill challenge their managerialskills. By acting now, and imple-menting measures to strengthentheir business, owners can createthe conditions that will allowthem to emerge from this volatili-ty more robust than their com-petitors.

Lorrie King is a real estate partnerat Deloitte and leader in the GreaterToronto Private Company Servicespractice. REM

Property owners prepare for stormINDUSTRIAL,COMMERCIAL &INVESTMENT

By Lorrie King

A

ANNOUNCEMENTANNOUNCEMENTACC is pleased to welcome

Rob Roche to their Western

office. Rob lives with his

wife and two daughters in

Vancouver, BC. He can

be reached toll free at

1-877-578-7228 or email him at

[email protected],

Rob welcomes calls from new

and existing customers.

www.advance-commissions.caToll free: 1-866-933-2277 • Toll free fax: 1-877-678-4990

Commission Advances for Realtors and Mortgage Specialists

or the third straight year,Vancouver has the worstcommercial to residential

property tax ratio in Canada at 5to 1, says the sixth annual surveyof property taxes by The RealProperty Association of Canada.

For three consecutive years,Vancouver, Toronto andRichmond, B.C. have had thehighest commercial to residentialtax ratios in Canada. Vancouverhas been increasing over the lasttwo years and Toronto’s ratio hasbeen decreasing.

“REALpac continues to callon all municipalities to ensurethat commercial and residentialproperty tax levels are balancedand fair,” says Michael Brooks,CEO of REALpac.

The association says another“side story has also impacted taxfairness” – new property taxappeal fees in Calgary andEdmonton.

“The Calgary changesincreased the filing fee for proper-ty assessment complaints from aflat fee of $50 to a fee calculationbased on one per cent of the prioryear’s taxes,” says REALpac. “As aresult of this fee increase, theowner of a typical commercial realestate property in Calgary will bepaying in excess of $1,200 simplyto initiate a complaint regardingtheir property assessment. Thenew fees in Edmonton are basedon assessed value with all proper-ties having an assessed value ofover $10,000,000 paying a filingfee of $5,000.”

Calgary City Council alsoapproved a $5,000 cap on appealfees. “This will benefit larger prop-erties in Calgary, which wouldhave paid well in excess of $5,000based on their assessed value. Forexample, the Petro Canada Centrein Calgary would have paid anapproximately $120,000 property

tax appeal fee if not for the cap,”says the association.

“Given the Bank of Canada’sacknowledgement that the coun-try is now entering a recession, thisis not the time to be imposing anew fee that, arguably, more close-ly resembles a tax,” says Brooks.“This sends the wrong message tothe business community.”

REALpac says it “strongly dis-agrees” with appeal fees based onpercentage of assessment andbelieves that the tax sets a poorprecedent for other municipalitiesacross Canada.

REALpac has joined a coali-tion fighting the new appeal feeswith Altus Group, BOMACalgary, Canadian TaxpayersFederation, Canadian Federationfor Independent Business,Canadian Property TaxAssociation, Calgary Chamber ofCommerce and the Retail Councilof Canada. REM

REALpac protests tax appeal feesF


e all have momentsthat we think, oh gosh,I wish I knew then,

what I know now. How manytimes did you wish you bought thatproperty that has now increased invalue 10-fold?

To help address our challengestoday, it’s useful to go back to thepast and see what we can learn.

In my last article, I wrote aboutmy research of the 1929 and 1987stock market crashes. I found avery strong parallel and connectiv-ity between the real estate industryand the stock market.

When a stock market was up,real estate prices reacted accord-ingly, and when the stock markettook a dive, so did real estate.

The Great Crash of 1929 tookplace on Thursday, October 24,1929, and Monday and TuesdayOctober 28, and October 29, 1929.The aftermath was the GreatDepression of 1932 to 1936, whichled to the Second World War, andeventually the recovery of theeconomy.

At the time, like today, NewYork City was a great metropolitanfinancial centre and the New YorkTimes was one of the most respect-ed newspapers in the U.S. for eco-nomic news.

Through the headlines of theTimes, let’s observe what respectedpeople said about the state of theeconomy.

January 8, 1929 (approximately9.5 months prior to the big crash):Baron Collier gives Coolidge findingsfrom a nationwide survey. Sees goodbusiness year.

In only a few short monthsthere will be crowds gathering onWall Street with The Depressionof the 1930s right around the cor-ner. Breadlines and unemploymentwill set the stage for the worst eco-nomic times for years to come inAmerica and throughout theworld.

WBy Avi Rosen

Learning fromthe past

If you read this headline at thetime, you might have been tempt-ed to take your savings and putthem all in the stock market. Afterall, these people quoted in thepaper know what they are talkingabout, right? They believe inaccountability, they are themavens of the time, they are cor-porate titans, they are formidableand well financed. Sound familiar?

August 3, 1929 – Stocks swingup on strong buying. Demand forhigh prices brings advance. Big gainsfor six others.

The stock market is guided bymanipulation of the big-timeinvestors’ pension fund specula-tors, and the little man does nothave a chance. It is by a large mea-

sure driven by emotions. Andwhen the private individual seesheadlines such as these, they feelthat it’s a good time to buy.

August 2, 1929 – Bank ofAmerica sees a prosperous fall.

When you think about Bankof America, it’s a powerfulendorsement of things to come.When The Bank of America sayssomething, it’s a definitive state-ment from a leading authority.

If the Bank of America saysthat prosperity is around the cor-ner, BOA knows better than I do,any time. The BOA has intimateworking knowledge that I don’t.They have the power to have yousucceed.

But alas, I know what is goingto happen. There will be peopleon Wall Street jumping from thetop floors of the stock exchangebecause they lost every penny theyhave ever saved and they couldn’tfeed their families.

September 8, 1929 – Stockprices rise to a new high level.

It sounds good for the investorjust 46 days prior to the big crash.

I like the way the industry useswords to manipulate investors.Have you heard of the SIVInvestments funds? These werepackaged mortgages that createdthe Sarajevo situation we are intoday. These dodgy investmentsand the reason why we have ahard time selling our listingstoday is as a result of these mis-managed investment vehicles.One was called High GradeStructured Credit Strategy Fundsand another was High CreditGrade Enhanced Leverage Funds.They were packaged withoutgoing into too much detail abouttheir security and were sold in thebillions to various internationalinstitutions, pension funds and

investment firms around theworld.

October 11, 1929 – Businessoutlook: Bright. Credit men see stockspeculation weathered. An executivemanager says that workers are gener-ally employed at good wages and thatproduction is an orderly manner.

Who the heck are those creditmen? And here we go again usingthe words like credit; it conveysthat someone knows somethingmore than what you know. Youtend to gravitate towards believ-ing. After all, who wants bad cred-it?

In my next article I’ll explainthe crash of 1987 and the realestate crash that followed.

Avi Rosen is a manager atCentury 21 Your Number One RealEstate in Toronto. He has more than40 years of experience in the realestate industry and is a real estatetrainer, author and teacher. He haspublished many books and has writ-ten on industry related subjects bothin Canada and the US. [email protected]. REM

If you read this headline at the time, you might have been tempted to take your savings and put them all

in the stock market.


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Successful investing in a down marketIncorporate these 10 simple habits into your real estate investing and watch them work.of Mind Solution is based on culti-vating 10 habits that, if followed,save investors time and effort, helpthem make more money, andencourage them to achieve theirfull potential as real estateinvestors.

1. Invest in real estate for theright reason. Make a list of yourreasons for entering the real estateinvesting business. If your mainreason is to make a quick buck, youmay as well go to the local casino,buy a lottery ticket, or look intothe get-rich quick schemes youfind on the Internet. Many peopleare attracted to buying propertybecause it promises more moneyfor less work, resulting in an inde-pendent lifestyle. And it can, butnot without dedication and hardwork. It also helps if you have apassion and a love for real estateand strongly believe that yourheart and mind are in the rightplace to do it.

2. Complete an investor’sbusiness plan. For many people,investing in real estate is a hobby,while for others it’s a business.Where do you fit in? If you want tomake real estate buying a hobby,then treat it as such. But if youwant to make some serious money,you have to treat it like a business– even if it is a part-time business.There are many aspects to building

a business. All entrepreneurs canattest to that. You’ll need to build areal estate business plan, whichwill be your blueprint for success.

3. Commit to your educationwith an investing coach. How dosuccessful performers continuelearning in any endeavour? Theyhave a coach and they build theirskills by studying, learning andpracticing. Most expert performersengage mentors at various pointsin their careers to help them learnand grow. If you don’t think youneed a mentor, you’ll need todefine structures to keep youaccountable and on track.Sometimes it’s just easier to find acoach because it’s easy to getlocked into your own head andyour own ideas.

4. Build a team. Real estateinvestors are inherent risk takers,entrepreneurs and visionaries.Their focus is on the transactionand securing the property.Someone has to be by their side todeal with legal contracts, arrangingfinancing, zoning, estimates forrenovation, appraising the proper-ty, inspections, reviewing rentalrates, finding future tenants, neigh-bourhood growth and other duediligence. There is nothing simpleabout real estate – and the businessgets more complex every day.

5. Understand cycles and bepatient. Real estate has alwaysbeen a cyclical investment. Noone can change that. Because youcannot accurately predict whenthe market will rise and fall, it isimportant to recognize the signs ofchange and be ready to act at alltimes. For those with a cast-ironstomach, the best way to deal withcycles is to be a contrarian. AskWarren Buffett. Stockpile capitalwhen possible so that you canmove quickly when opportunitiesarise and invest contra cyclicallywhen necessary, and be ready toact quickly when cycles begin tochange.

6. Learn the secrets of suc-cessful investors. If you study suc-cessful real estate moguls, you willsee that they have ambition, deter-mination, patience and a positiveattitude. They usually hang inthere – more determined than ever– when others throw in the towel.They learn from their mistakes,

applying those lessons to succeedthe next time around. Successfulinvestors thrive on independence.They are take-charge people whocan come up with creative andintelligent solutions to problems.Real estate investing needs a lot ofstamina and successful investors

have that in spades. And theynever doubt they are worthy of suc-cess.

7. Choose a niche and defineyour goals. Any decision to buyreal estate must be in line withyour overall intentions and operat-ing strategy. The best and easiestway to stay aligned is to specializein one specific area. Real estateoffers such a wide variety ofoptions – buy and flip short-term;buy, renovate and hold; buy stores/houses/apartments/industrialspace/raw land. Make sure tochoose a niche you are comfortablewith and then stay focused andinvolved in all steps of the process.Have clear written goals in mindand know what it will realisticallytake to achieve it.

8. Use other people’s money:No matter what type of real estateyou buy, the deals are often highlyleveraged. One reason is thatfinancial institutions are morethan willing to lend for suchinvestments. However, loans canbe risky, especially for investmentproperties. One of the best ways toreduce the risk of carrying debt isto bring on additional partners.Never forget that there are a limit-less number of fundraising optionsavailable to real estate investors.Try to raise money before you needit so you have a pool to draw onwhen you need to act right awayon opportunities that others can’ttake advantage of.

9. Make a good deal. Finding

the right property in the right loca-tion and lining up good lendersand partners is difficult enoughwhen buying, but can pale intoinsignificance when trying tonegotiate a good deal. Patience is avirtue you’ll need when pursuingwhat you want. However, knowl-

edge, research, due diligence, plan-ning and flexibility are equallyimportant. Don’t fall in love with aproperty or appear desperate. Workout the numbers and line up thefinance in advance. Stay focusedon your goal but remain flexible.Be willing to take chances, have athick skin so you don’t take it per-sonally and always accept responsi-bility for making deals happen.

10. Measure your perfor-mance. When acquiring existingbuildings or rentals, astuteinvestors look for properties thatprovide solid current cash flow.This should be a key factor indetermining whether you buy orsell a property. Industry-widedeclines in cash flow are usually asignal of troubled times ahead.However, factors other than cashflow can be equally important.Consider bringing in strongermanagement or knowledgeablepartners to help create better num-bers.

It takes 21 days to establish ahabit. I use these habits, so I knowthey work. I’m confident that ifyou apply them, you will begin tosave time and effort, buy moreproperty, and be well on your wayto achieving your full potential as areal estate investor.

For more information about thePeace of Mind Real EstateSolution, contact Malcolm Silver at (416) 488 3393 [email protected]. REM

hen I became interest-ed in buying realestate, I met many

people who wistfully said howmuch they would like to own prop-erty but somehow never did. I real-ized early on that technical knowl-edge of the investment marketalone does not make a successfulinvestor. Learning entrepreneurialskills and lifelong habits does.When I looked closely at top realestate investors like Donald Trumpand Sam Zell, I saw they were allentrepreneurs, and they all haddeveloped good habits. They treat-ed investing like a business, andthat made the difference betweenthem and the rest of the investors.

I put my skills and experienceas a property investor togetherwith my experience in the finan-cial worlds of film, television andthe personal wealth industries.With what I had discovered aboutother successful investors, I devel-oped a system that embraces anentrepreneurial style to becomesuccessful. The Real Estate Peace

W Because you cannot accurately predict when themarket will rise and fall, it isimportant to recognize the

signs of change and be readyto act at all times.


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ust before the start of 2009, Iwatched a year-end reviewfeature on one of our local

TV stations. The topic thatattracted my attention was realestate, and the free-falling homeprices across North America.

A FUNNY THINGHAPPENED

By Dan St. Yves

Freefalling in some jurisdictionsabout as rapidly as one of Wile E.Coyote’s Acme safes.

You might assume that the pro-gram’s host was interviewing thepresident of the local real estateboard, or some high-profile agentin the local market. You’d bewrong. To inform the viewers onthe nuanced world of local andnational real estate trends, the hostchose to interview…a psychic.Holy Nostradamus, Batman!

The psychic was quite verboseabout the subject – values, itseemed, had simply gone up toohigh, and needed to come backdown to “reality”. This would bethe phenomenon that I have fol-lowed most often in my ownhome-buying experience: “buyhigh, sell low”. I had a funny feel-ing that this may also have been

the psychic’s own real estate expe-rience, and that he was trying tohedge his bets for an upcomingpurchase. Never hurts to try a littlesubliminal suggestion, I suppose.

I thought I might try my ownhand at forecasting some of thepossible scenarios for real estate in2009.

1) Interest rates will go up. Ordown. Maybe both. Maybe nei-ther. Maybe this predicting thingisn’t as easy as it looks.

2) New subdivisions: Withfinancing harder to attain, thisterm now might be what folks usedto refer to as “secondary suites”, or“attics”, unless the marketimproves.

3) Mortgage brokers will hidewhen they see you approaching, ifyou have consistently broughtthem your “least-likely-to-be-

approved” clients over the pastyear. Is it asking too much to haveat least ONE of your clientsemployed?

4) Market value will depend onmany factors, such as nationalemployment rates, lending trends,comparative sales, and the exis-tence of an actual market.

5) Working with sellers willpresent challenges in coming toagreement on pricing, marketingstrategies, and length of time onmarket necessary to facilitate a suc-cessful sale. In other words, noth-ing is new on this front.

6) Working with buyers: Well,buyers WERE those people whoused to buy homes. I’m sure they’llcome back at some point. Theymay have gone into hiding withyour mortgage broker.

7) Amortization: Replacing

100 per cent mortgage financing –100-year mortgages. Thank good-ness modern science has beenextending our life expectancy ratesthese past few years.

8) Recession: This is an area ofthe lawn that is somewhat uneven,where the grass has receded. Alsopossibly called a depression. NOTa reference to the country, or theeconomy, despite what thosewacky economists might be saying.

9) Real estate predictions:Something obviously better left tothe experts. Okay, and maybe psy-chics.

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

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Trade Showsand ConferencesTrade Showsand Conferences

For complete listings, visit www.remonline.comTo add a listing to this calendar, email [email protected]

Compiled with the assistance of Bob Campbell at Colourtech Marketing,www.colourtech.com

The Banff Western Connection 2009 “The new real estate environment” January 29 - 31 Fairmont Banff Springs Hotel Banff, Alta. www.banffwesternconnection.com

Leader’s Edge Training“Revolution” training eventFeb. 4, VancouverMar. 5, OttawaApr. 1, Torontowww.LeadersEdgeTraining.com

Royal LePage Ontario Kickoff/SalesRallyWednesday, Feb. 4, Delta Toronto EastSharon Promm – [email protected]

26th Annual Re/Max of WesternCanada Conference“Lovin’ Every Minute”February 5 - 7Victoria Conference Centre, Victoriawww.remax-western.ca/victoria

Century 21 Kickoff 2009“Two world renowned speakers andindustry supplier expo”Wednesday, February 11Toronto Congress Centre, TorontoAttendee inquiries: [email protected] inquiries:[email protected]

Century 21 Awards 2008 TorontoWednesday, February [email protected]

Keller Williams“Family Reunion: Our Main Event”February 21 - 25Orange County Convention CenterOrlando, FLhttp://familyreunion.kw.com

Ontario Real Estate AssociationAnnual General Meeting10 am – Wednesday, Feb. 25President’s Ball – Feb 25Leadership Day – Feb 26Sheraton Centre, TorontoSandi Clark – [email protected]

Century 21 Spring to Success andCelebrate Gold EventsHalifax, February 26Ottawa, February 27Vancouver, March 4Winnipeg, March 5Saskatoon, March 6Red Deer, March [email protected]

Royal LePage Celebrate Your SuccessRallyThursday, March 5Capri Hotel, Trade and ConfernceCentre, Red Deer, Alta.Sharon Promm – [email protected]

New Brunswick Real Estate AssociationAGM and ConferenceMarch 18 – 19Delta Fredericton, FrederictonAnne Kelly or Erika Smith [email protected]

Canadian Real Estate AssociationAGM, April 4Leadership Conference, April 5Hilton Lac Leamy, Gatineau, Que.Christa Girard – [email protected]

Craig Proctor’s Ultimate Real EstateSuccess SuperConference“Learn how to survive and thrive in aslowing market”April 5 - 7Hyatt Regency Dallas, Dallas, TXhttp://quantumleapsystem.com

Century 21 Chairman’s Circle“By Invitation Only”April 21 - 23Fort Lauderdale, [email protected]


THE PUBLISHER’SPAGE

By Heino Molls

MAR

KETP

LACE

his year Family Day inAlberta, Saskatchewanand Ontario will be

observed on February 16, two daysafter Valentine’s Day. I can think ofno better time of the year to discussthe issue of homelessness. Theheart of homelessness is, after all,love and the family we are sup-posed to be toward each other. Thevery issues we celebrate respective-ly on these days.

I used the headline above todrive home a point. Of coursethere are homeless people inCanada but I contend that they are

T

not the problem. The lack of asolution is the problem.

We have the land, we havethe resources and we have theskills to build homes. Lots ofhomes. All kinds of homes. Wejust don’t have the organizationalwherewithal to get it done. Ourcounty is loaded with politicians.All kinds of politicians, but notone of them, not a single one hascome up with a good idea to orga-nize a rural barn raiser, let alonehelp craft proper housing for thehomeless.

Solving this puzzle is not easy.Far from it. The issues within thisissue are complex and wide indescription and circumstance.Behind every homeless personthere is a story that may includebrutal behaviour, drunkenness,crazy personalities, comprehen-sion difficulties, plain bad luckand more. Each story is uniqueand must be appreciated.

What we provide in terms ofassistance is poorly organized,badly thought out and almost hur-

riedly thrown together year afteryear after year.

A food bank in one of themore affluent areas of Torontooperates one evening a week.This particular food bank canonly be accessed by walkingdown a long dark intimidatingalley. Once inside, “clients” musttake a number and wait in anarea where the potential for araging deranged person to vic-timize them is real and notuncommon. This is not a placefor children. Drunks are notturned away but actually get asympathetic ear from the poorfolks that volunteer at this place,in a sincere attempt to give com-passion. The effort is useless fromwhat I have seen. There is nosecurity. To me, the work thesevolunteers do seems foolish, yetthese bumbling do-gooders carryon. They are extraordinarilybrave. In my view the notionthat this place even operates isoutrageous.

I have heard that some home-

less men sleep under bridgesbecause they are simply too fright-ened to go to a shelter for fear ofpersonal harm or abuse.

Some years ago I had a conver-sation with an executive of abranch of the government and Iasked them if our country wouldprovide land to build housing com-plexes for those who needed shel-ter. I was told that in fact the gov-ernment would not only entertainthe idea but had offered it manytimes in the past.

I asked the same executive ifthe problem was that there was notenough money from the privatesector. The executive told me thatwas the least of all problems and infact pointed out that out of all thebusiness communities in the coun-try, the real estate industry was wellknown to be one of the mostbenevolent of all professional col-lectives. You need look no furtherthan the pages of REM eachmonth to see reports of fundraisingfor shelters and the well being of allelements in our society.

The main obstacle I was toldwas that no one seems to be able toengineer the construction andoperation of a truly good workingcomplex for those in need of help.

There is land outside of anycity and there can be capital raisedeven in these tough times. What ismissing is a plan.

It seems to me that real estatebrokers and sales representatives bythe nature of their business have tobe creative. So why not ask thisindustry to come up with a plan?There isn’t a better community toask, is there?

If you have some ideas may Ihumbly suggest that you take thetime this Family Day and writeyour community leaders with yoursuggestions? What would be evenbetter is to become a communityleader by listening to the ideas ofothers and then help implement asolution.

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

There is no homeless problem in Canada

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REM Magazine February 2009