June 2016

Commission insurance: Is it worth it?A REM special reportPage 12

Impact of tribunal decision ‘won’t be immediate’ Page 3

B.C. to vote on eliminating boardsPage 3

Issue #324 June 2016

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Richard SilverHow he stays on top of his game Page 10

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Each RE/MAX offi ce is independently owned and operated. This advertisement is not intended as an offer to sell, or the solicitation of an offer to buy, a franchise. It is for informational purposes only. If you own a franchise affi liated with another organization, this advertisement is not intended to offer a RE/MAX franchise or to solicit a change in your affi liation.

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hile the CompetitionTribunal has partiallygranted the Commissioner

of Competition’s applicationagainst the Toronto Real EstateBoard (TREB), it remains to beseen what the specific terms of theruling will be. The tribunal askedboth parties to submit suggestedremedies and will make its finaldecision after both sides have hadthe opportunity to make oral sub-missions on the issue.

What we do know is the tri-bunal found that TREB hasengaged in anti-competitivebehaviour that had “a considerableadverse impact on innovation,quality and the range of residentialreal estate brokerage services thatlikely would be offered in theGTA, in the absence of the virtualoffice website (VOW) restric-tions.”

Ken McLachlan, broker ofrecord and owner of Re/MaxHallmark Realty, says, “I’m okaywith the tribunal’s decision. “Ithink this (represents) the lay ofthe land moving forward.”

McLachlan isn’t worried aboutany negative impact to his businessmoving forward because of the tri-bunal’s ruling. He says while TREBmight be selling information,Realtors don’t sell information.Realtors, he says, interpret anddeal with information, and that’sthe foundation of their value.

“The information in itself isn’tthe important part,” saysMcLachlan. “It’s how (a Realtor)deals with the information thatmatters.”

Bill McMullin, CEO ofViewPoint Realty Services, NovaScotia’s largest real estate database,agrees that the MLS data aloneisn’t what most consumers want.

“Properly informed decisionson the purchase or sale of realestate takes into account a lotmore than MLS data,” he says. “Ifit was just about sold data wewouldn’t be where we are today interms of growth.”

When he testified as aCompetition Bureau witness dur-ing the trial, McMullin attributedpart of ViewPoint’s successful

growth in Nova Scotia to makingall relevant information availableto the public. He says the stubbornposition taken by TREB and realestate boards outside of NovaScotia on providing their ownmembers with efficient access tothe MLS has been the primaryimpediment to the expansion ofhis brokerage outside of NovaScotia.

Still, McMullin believes themarket effects of the decisionwon’t be immediate. As he says,the Canadian real estate industry ishighly fragmented, including theMLS data.

“The MLS data is under thecontrol of over 60 real estateboards, then there’s the propertydata, which is controlled by theprovincial governments,” saysMcMullin. “Even when TREBand the other boards enable theirbrokerage members to efficientlyaccess their MLS, a number ofsignificant challenges remain if acompany wants to create anational real estate portal likeZillow has for the United States

or ViewPoint for Nova Scotia. Ittakes a lot more than MLS datato create a market-leading con-sumer real estate portal.”

Reflecting on the decision,McMullin says it’s important toremember that this case wasn’tabout public access to the MLS sys-tem as many were inclined tobelieve; rather, it was about mem-bers’ access to the MLS data.

“Yes, members serve the publicand would like to make certaininformation available to the publicon their websites, but theCompetition Bureau was advocat-ing for members access to the MLSdata so that the members couldserve the consumer better,” he says.

When asked why he thought itall came down to this, McMullin isquick to answer: “Computers don’tpay fees.”

McMullin believes some peo-ple in organized real estate havean irrational fear that the expan-sion of self-service, and self-directed learning and researchon the web, could erode theRealtor value proposition and

result in fewer Realtors.It’s a notion he says is non-

sense. “When I look at NovaScotia, I see no evidence of that.”

Citing that the matter is stillbefore the courts, the CompetitionBureau declined to comment onany specific remedies it is consider-ing.

TREB also had no commentbeyond its already released officialstatement indicating that its legalcounsel has received the tribunal’sdecision, that no order has beenissued, and that the tribunal hasasked both parties to provide inputregarding remedies.

CREA spokesperson PierreLeduc says CREA continues toreview the lengthy and complexdecision and that they will not bein a position to fully assess the ram-ifications of the decision until thetribunal decides the issue of reme-dy and produces its order.

The hearing on the issue of remedy will take place on June 2 in Ottawa. The full decision of the tribunal is here:http://tinyurl.com/h74cakt. REM

REM JUNE 2016 3

W

hen the members of theB.C. Real EstateAssociation (BCREA)

cast a ballot this summer to deter-mine whether to dissolve the asso-ciation plus its 11 associated boardsin favour of a new provincewideprofessional standards entity calledRealtors of B.C., the vote may bemore about what Realtors are will-ing to sacrifice to get organized realestate to a new, more efficient desti-nation.

The difficulty currently facingBCREA is its inability to movedecisively on issues. It requires thetime-consuming practice of ping-ponging issues back and forthbetween the 11 boards before mak-

ing a decision. Each independentreal estate board has different stan-dards and fines, practices and view-points.

“Getting 11 boards to agreeupon everything is pretty wellimpossible,” says Dan Morrison,president of the Real Estate Boardof Greater Vancouver (REBGV).The problem is complicated by therotation of elected board leadership.The new president may not sharethe same focus or information asthe past president. “We have triedprojects in the past and they justhaven’t worked out – there are toomany cooks in the kitchen,” saysMorrison.

BCREA president Deanna

Horn, who has been one of thoseworking on the proposal during its18-month maturation, says theproblem with the current structureis, “We can’t be nimble.”

Horn, who is also president ofthe Presidents Working Groupstruck to look at how the industryfaced changes and needed tochange itself, sent a letter to mem-bers in May, warning of the dangersof a professional association thatcan’t move quickly to curb negativepractices and stem adverse publicitysuch as that recently generated bythe “shadow flipping” controversyin Vancouver.

“This is not just a LowerMainland issue; it affects the repu-

tation of our entire profession and isanother reason to support restruc-turing to one organization,” she saidin her letter to members. “Withoutaction, the government and theReal Estate Council of B.C. willhave no qualms about imposingnew regulations on us – all of us.”

Price Waterhouse Coopers, thefinancial firm that performed thecost analysis and the reorganiza-tional feasibility study, presented 25business models of restructuring.The Presidents Working Group(made up of board presidents) set-tled on the chosen model, whichshows that by eliminating redun-dancies between the boards, therecan be a $10 million cost saving.

When Horn describes the newstructure, she chooses her wordscarefully. She says there will be acentralized office with six branches(locations not yet known) and vol-unteer chapters working with thebranches. The centralized officewill have, according to websiteinformation, all the duties of mosthead offices. They include provid-ing services such as “key operations,MLS management, provincewideeducation, professional standards,advocacy, government relations,economics, communications andmedia relations, program develop-ment and standard forms.”

Impact of tribunal decision ‘won’t beimmediate’“It takes a lot more than MLS data to create a market-leading consumer real estate portal,” says ViewpointRealty’s Bill McMullin. By Tony Palermo

B.C. to vote on eliminating local boardsSummer poll to determine if BCREA members are willing to eliminate local boards to gain the efficienciesof a single organization By Jean Sorensen

W

Continued on page 4

4 REM JUNE 2016

Horn has heard the complaintthat the Vancouver area will havecontrol over the new association,since the REBGV represents themajority of BCREA members.“There will be no Vancouverboard,” she says, adding that allsuch lines will be eliminated asboards roll into the new organiza-tion.

Instead, Horn said the newstructure will take a B.C. view.“There will be 11 (elected) boardmembers. It will be a provincialelection (not a regional). Therewill be four public directors, indi-viduals who are not necessarilypractitioners, and eight Realtorsthroughout the province,” Hornsaid. All agents will have a vote toelect the directors.

Fees will be harmonized withthe promise that no real estateagent will see a fee increase forfive years, and 30 per cent willsee decreased fees. Fees are outlined in greater detail on the Realtors of B.C. website(www.realtorsofbc.ca).

The assets (funds and build-ings) and liabilities of organizedreal estate would roll into one poolunder the auspices of the central-ized body. Board buildings wouldremain as training centres or oper-ate as branches until the new orga-nization could further assess theirviability, she says.

“Essentially, we are merging theassets and liabilities. It is importantto note that the money is goinginto a single organization and theyare still the assets of the Realtors ofthis province,” she says. “No one islosing anything.”

Victoria opts outBut some real estate boards

remain unconvinced. The VictoriaReal Estate Board (VREB) hasopted out of the planned restruc-turing, while both the Chilliwackand the Vancouver Island RealEstate Boards have decided toremain neutral and let their mem-bers decide in the election tenta-tively slated for June 28. Boardssuch as the Fraser Valley, GreaterVancouver, B.C. Northern andOkanagan Mainline associationshave endorsed the plan.

VREB president Mike Nugentdoesn’t want the board decision toappear as a “huge fight” withBCREA. “It is really about what is

B.C. to voteContinued from page 3

Dan Morrison Deanna Horn Mike Nugent

right for each real estate board,”says Nugent, whose directors feelthe fit isn’t right for VictoriaRealtors.

Nugent said he can understandthat combining functions (such asMLS systems, accounting and edu-cation) makes sense from an effi-ciency point of view.

“We in Victoria get that,” hesays. He also understands thatsmaller boards will benefit as theygain service levels equal to largerboards and he frankly admits that ifhe presided over a smaller organi-zation, he would feel duty-boundto endorse the reorganization.

Nugent’s board has opted outbecause the risk outweighs the per-ceived gain, he says. “We havecome up with ideas and things thatwork for Victoria and have led dis-cussions that have led to thingsbeing done different at theBCREA level,” he said, addingthat these local innovations wouldtumble by the wayside under thenew system.

He is also concerned that inthe voting, the Lower Mainlandwill control the provincial voice.“Currently there are 20,000 mem-bers in B.C. with 12,000 of themon the Greater Vancouver boardand another 2,700 on the FraserValley board. These two boards arein favour and this is three-quartersof the membership in the LowerMainland. There is a chance our5.5 per cent of the membership(1,250 members) might not beheard.”

Nugent is also not comfortablewith the lack of informationregarding the final organization’sstructure and where branch officeswill be located. Currently, bothVREB and the neighbouringVancouver Island Real EstateBoard (VIREB) have offices.Nugent said only one office wouldbe considered for VancouverIsland.

Finally, there is the issue ofhanding over VREB’s resources,which consist of a healthy contin-gency fund. VREB has its ownbuilding valued at $3.5 million.Should VREB join Realtors ofB.C. but then decide to opt out ofthe new organization later, thoseassets would be lost. “It would bedifficult to start over again,” hesays.

A letter send to members byVIREB president Margo Hoffmanset out the benefits of the proposalbut also some concerns.“Currently, the board has not made

a decision regarding support of thisrestructuring proposal as there arestill unanswered questions regard-ing how it will affect VIREB mem-bers. While restructuring may be inthe best interests of all B.C.Realtors, it may not benefit eachboard equally.”

Hoffman told REM that “weare leaving it to our members tovote on it,” and her board is pro-viding members with as muchinformation as possible. When thevote is in, she says, “We willrespect their decision.”

Chilliwack & District RealEstate Board president RichardAdmiraal says the board is stayingneutral at this time but sees prosand cons on both sides of the issue.“We are engaging our membersand seeing whether they view thisas an opportunity or hindrance,”he says, adding that generally theboard’s 285 members are happywith the current level of services.They also own their building.

“There are potential savingswith the Realtors of B.C. proposalbut cost-saving is not everythingand we very much appreciate hav-ing a local board where the checksand balances remain at the locallevel,” he says. In a smaller board,he says, this leads to a desire to per-form to a higher standard profes-sionally.

“There is a lot that can be lost,”he says.

Large and small boardssee benefits

“We see the benefits,” saysWilliam Lacy, president of the B.C.Northern Real Estate Board,which has jumped in with bothfeet. His board covers 70 per centof Northern B.C. but only has 368Realtors, or four per cent of theprovince’s memberships. He saysthe proposal means that his small-

er association can now take advan-tage of services that larger boardshave had but his board couldn’tafford. He estimates that 90 percent of his members could see a feereduction of several hundred dol-lars.

He says he is pleased there willbe uniformity in the rules that allagents follow. “We will have amore fair and equitable gover-nance structure,” he says. “It isgoing to be awesome.”

At the Okanagan MainlineReal Estate Board, “We wereone of the first boards to stepforward and endorse the plan,”says president AnthonyBastiaanssen.

He says it provides the industrywith a method of moving on issuesand change quickly with a unitedvoice. He gives the example ofwanting to launch new initiativesthat will move the industry for-ward and benefit Realtors and thepublic. “Now you have to go to 11boards and ask, ‘Do you have theresources and when can you dothis?’ And you are getting 11 dif-ferent voices so your chance of get-ting a common answer is highlyunlikely.”

Recent events are promptingthe government to take actionagainst unethical behaviour in theindustry, and while attention hasbeen focused on the LowerMainland, poor business practicesare not relegated to any one part ofthe province. Bastiaanssen saysunless there is a united voice repre-senting the industry, it’s hard toshow the government that there isleadership to prevent such prac-tices.

While some boards may feelthey are losing control of theirlocal areas, Bastiaanssen doesn’tsee it that way. “Sometimes controlis a perception and we can some-times create something of an illu-

sion. We are not losing control ofanything, we are gaining control ofthe direction we heading,” he says.

Charles Wiebe, president ofthe Fraser Valley Real EstateBoard, said his board views therestructuring as a positive. “Itcreates strong efficiencies,” hesays. The new entity would alsoemerge with a strong financialposition as assets are combinedand $10 million in cost-savingsresults, he says.

Wiebe and other presidentshave pointed out that the provin-cial association would have greaterpurchasing clout with suppliers. Itwould use one MLS system andhave the ability to better negotiatecustom features in the system. Itcould also better utilize staff tobuild expertise, and have uniformstandards and forms.

When the BCREA memberswill take the polls still remainedunknown at press time. REBGVpresident Morrison said that theJune 28 date is only tentative andmany boards are still fielding ques-tions from their various members,including his own. “We are doingour due diligence,” he says. Therehas also not been a decision onwhat the ballot’s wording will looklike.

Queried about the lack ofinformation regarding the newstructure’s form, Morrison says:“We are walking a fine line. We aretrying to put forward informationbut we can’t tie the hands of thefuture board of directors and seniormanagers so that they won’t havethe scope to run the organizationin the best possible way.”

Morrison says there is an indus-try consensus that BCREA needsto have a united voice and theability to respond to issues faster.“How we are going to get there isthe stuff we are now workingthrough,” he says. REM

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REM is published 12 times a year. It is an independently owned and operated company and is not affiliated with anyreal estate association, board or company. REM is distributed across Canada by leading real estate boards and by directdelivery in selected areas. For subscription information, email [email protected]. Entire contents copyright2016 REM. All rights reserved. Reproduction in whole or in part without written permission from the publisher is pro-hibited. The opinions expressed in REM are not necessarily those of the publisher.

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

By Jim Adair, REM Editor

Group,” says McLachlan. “Withthe help of Jeff and Margie, weexpect to see continued growthand success in the Ottawa market.”

Since establishing KellerWilliams Ottawa Realty in 2001,the Hoopers grew the brokerage tobecome the largest Keller Williamsoffice in Canada, with nearly 300agents.

■ ■ ■

Royal LePage Locations North,lead by broker of record Desmondvon Teichman, has merged withRoyal LePage Royal City Realty,under broker/owner Robb

eff Hooper and MargieHooper, former owners ofKeller Williams Ottawa

Realty, have switched to theRe/Max brand.

The couple has teamed withKen McLachlan, Debra Bain andSteve Tabrizi of Re/Max HallmarkRealty in Toronto to convert theirtwo offices in Orleans and CentralOttawa to the Re/Max brand. Thebrokerage will be known asRe/Max Hallmark Realty Ottawa.

“This is an exciting step for-ward for Re/Max Hallmark RealtyLtd., which with this merge willform Re/Max Hallmark Realty

J

and policies weekly, we decidedthat combining forces would be anatural fit. Robb has a wealth ofexperience with brokerage opera-tions and management, which wehave successfully married with myapproach to real estate tools andmarketing. Together, we arestronger and can pass these bene-fits on to our agents.”

Atkinson and von Teichmanwill continue to manage theirrespective brokerages with nochanges to business structure oradministrative staff at any of theoffices, the company says.

■ ■ ■

Independent Calgary broker-age Discover Real Estate hasclosed, citing a poor economy asthe reason.

The Calgary Herald reports thatowner Graham Mayne said that anumber of his former agents havelaunched lawsuits over unpaidcommissions. The brokerage had

Atkinson. The announcement fol-lows an ongoing working relation-ship between the two brokeragesduring the past 18 months, thecompany says.

The merger brings togethermore than 170 agents in multiplelocations including three Guelph,Ont. office locations and one inRockwood. The brokerage alsocovers Collingwood, Meaford,Thornbury and Wasaga Beach.

“The two of us have workedclosely together for more than ayear on various projects, brandingand marketing,” says vonTeichman. “After sharing ideas

about 400 sales reps in four offices.

■ ■ ■

Century 21 Advantage hasacquired the Century 21 YourRealty team and will offer expand-ed services at a new location inInnisfail, Alta. under the Century21 Advantage banner.

“This year marks 105 years forthe company. We’ve changednames along the way but our high-ly personalized service and care hasled to our success – and we’re stillgrowing,” says owner PatrickGalesloot.

The brokerage was the No. 15Century 21 office for units sold inall of Canada last year and has fre-quently placed in the top 10 sincejoining the brand in 1976.

■ ■ ■

Royal LePage Atlantic hasjoined forces with Bedford, N.S.-based Quest Realty. The mergersolidifies Royal LePage Atlantic’sposition as the largest real estateagency in Atlantic Canada, withthe agents of Quest Realty join-ing the Royal LePage Atlanticteam in Halifax.

Ralph Stephen, owner andpresident of Royal LePageAtlantic, says, “Quest Realty has along-standing reputation inBedford as knowledgeable and pas-sionate real estate agents and theymake a good cultural fit with ourorganization.”

With the merger, 17 sales pro-fessionals are added to RoyalLePage Atlantic’s 400 sales associ-ates and administrative personnel.The company serves clientsthroughout Atlantic Canada, withoffices in Halifax, Dartmouth,Bedford, Enfield, New Minas,Windsor, Moncton, Shediac,Shelburne, Sussex, Saint John andRothesay.

■ ■ ■

Debbie Kolli has converted herindependent brokerage, Aim

Continued on page 8

Desmond von Teichman

Staff at Re/Max Hallmark Realty Ottawa The roots of Century 21 Advantage date back 105 years.

Robb Atkinson Ralph Stephen Debbie Kolli

Home is a word that signifies so much. You understand what it means for each of

your clients, and they rely on you to lead them on their journey there. Our goal is

to help your clients truly understand their home, so they can feel good, feel right,

and know the miraculous feeling of home.

This is home.It’s a place called amazement.

pillartopost.comEach office independently owned and operated.

8 REM JUNE 2016

North Realty in Timmins, Ont., tothe Re/Max brand. It will operateas Re/Max Aim North Realty.

Kolli has been in the real estateindustry since 1987. She has beena licensed broker since 2000 andthe broker of record at Aim Northsince 2009.

She has served on the Board ofDirectors of the Timmins RealEstate Board and was president ofthe board in 2000 and 2001.

“We are thrilled to welcomeDebbie and her sales associates,especially since there has not beena Re/Max Integra office inTimmins for the past seven years,”says the company in a news release.

Kolli recently moved her bro-kerage to 151 Second Ave. It willserve the Timmins, Cochrane,Iroquois Falls and Matheson areas.

■ ■ ■

John Alexander has joinedColdwell Banker Canada as direc-tor of franchise sales.

He has a background in sales,real estate and franchising withexperience in national manage-ment, global relocation and at thebrokerage level. He was mostrecently with Sutton Group.Alexander managed a familyowned real estate company inGoderich, Ont. before opening hisown brokerage in 1987. He alsooperated an appraisal business for16 years.

He is a past president of theHuron-Perth Real Estate Boardand has had roles at FIABCI andthe Ontario Real EstateAssociation.

■ ■ ■

The team at Century 21Bayside Realty Inc. in NorthSydney, N.S. has a new name:Century 21 Island Gateway Realty.

The new owner, Krista Marsh,was previously an award-winningsalesperson with the office. For herimpressive sales results in 2015 and2014, Marsh was recognized withthe Century 21 Masters Silver salesaward.

The brokerage has been inoperation since 2005.

■ ■ ■

The former HomeLife UnitedRealty of Mississauga, Ont. hasjoined the Royal LePage network.

Parvinder Singh establishedthe company in 2008 with the

Multiple ListingsContinued from page 6

merger of two real estate compa-nies operating in the Peel region.The company now has a roster of168 agents.

“We intend to fully leverage anexcellent support system of train-ing, professional development andthe latest technologies to fulfill ourvision for the future of our busi-ness,” says Singh.

■ ■ ■

Nick Chintakis is the new bro-ker/owner of Re/Max CornwallRealty, which serves the GreaterCornwall Area includingStormont, Dundas and Glengarry,Ont.

Chintakis began his real estatecareer in Southwest Florida andhas more than 22 years of entre-preneurial experience. He hasbeen a licensed Florida real estatebroker since 2009. In his otherbusiness endeavours, he dealt withRe/Max Cornwall Realty as clientsand was familiar with the commu-nity and the former owners, TerryLandon and Jamie Cameron, whowill continue working at the bro-kerage. They owned and operatedthe brokerage for more than 30years.

The office is working towardsimplementing software to helpagents and admin staff go paper-less, which Chintakis says willincrease productivity and attractnew agents.

■ ■ ■

Hamilton businessman PatrickGabriel paired his furniture salesand staging company with hisindependent real estate office,OnCan Realty. Now, he has re-branded the brokerage to Century21 Ultra Realty.

Gabriel has owned ParksFurniture and Mattress Store foreight years and has been featuredtwice on Dragon’s Den for hisunique business ideas. By combin-ing real estate with decor, Century21 Ultra Realty can offer profes-sional home staging to enhancethe appearance of clients’ listingsto speed up sales, as well as providelicensed interior designers to helptheir buyers’ bring their homes tolife. Clients also receive member-ship to Parks Furniture, givingthem discounts on quality homefurnishings.

■ ■ ■

More than 400 Engel &Völkers representatives, includinga large Canadian contingent,

recently attended a companyevent in Dallas, says RichardBrinkley, senior VP market devel-opment for Engel & VölkersCanada. It was the largest NorthAmerica event that the brand hasheld.

The three-day event featured avariety of leadership coaches andinfluential keynote speakers fromEngel & Völkers. Notable speakersincluded Anthony Hitt, CEO ofEngel & Völkers North America,Ronan Tynan, world famous IrishTenor and motivational speakerand Matthew Ferrara, philosopherand writer, who introduced hisapproach to connection withclients through creativity.

■ ■ ■

Urban retail property invest-ment sales and leasing specialistDavid Horowitz has joined AvisonYoung in Toronto as a vice presi-dent. Horowitz brings more than20 years of experience in invest-ment and real estate sales. Prior tojoining Avison Young, he workedat JLL Canada and ParacomRealty.

“We are very pleased to wel-come David Horowitz, a provenleader in urban retail, to AvisonYoung,” says Martin Dockrill, prin-cipal and managing director,Ontario for the firm. “David iswell-connected among investorsand building owners and is respect-ed and trusted in the commercialbrokerage community. His successis a result of his straightforwardcommunication and attention todetail. At Avison Young, Davidwill continue to provide real estatesolutions, market knowledge andtransaction services tailored to hisclients’ needs in order to achievetheir real estate objectives. Withhis many clients, David will pro-vide key synergies with our existingteams, leveraging Avison Young’sintegrated services model to gener-ate new business.”

Real estate investment transac-tion specialist Ron Perlmutter has

also joined Avison Young inToronto as a principal senior VP ofinvestment management. He willfocus on sourcing internationalcapital for cross-border real estateacquisitions, identifying propertiesfor investment and maintainingasset management and client rela-tionships. He was most recentlydirector of real estate with BilfingerReal Estate Asset Management,

responsible for its North Americanprogram.

Perlmutter brings more than 30years of commercial real estateexperience to Avison Young.Notable prior roles include eightyears as VP of investments withPrimaris Management, leadingPrimaris Retail REIT’s acquisition

John Alexander Parvinder Singh

Nick Chintakis David Horowitz

Ron Perlmutter

The team at Century 21 Island Gateway Realty, from left: Nadine Sampson,Amanda Viva, Krista Marsh and Wilda MacDonald.

Canadian attendees were recognized at the recent Engel & Völkers event inDallas.

Continued on page 24

©2016 Engel & Völkers. All rights reserved. This advertisement is not an offering of a franchise, and where required by law, an offering can only be made 14 days after delivery of the applicable franchise disclosure document.

Only the best in the business join our brand.

As a third generation real estate professional with more than 20 years of experience, Anita Springate–Renaud has built a successful business based on her exceptional market knowledge and unwavering commitment to her clients. To meet the growing demand for her expertise, Anita had long planned to join a brand that would enhance her professional reputation and capabilities. She had met with several well-known names, but it wasn’t until Engel & Völkers began providing its international, premium real estate service in Canada, that she decided to act. Today, as the Owner and Broker of Record for Engel & Völkers Toronto Don Mills, Anita and her team continue to provide great service, but now with the sophisticated marketing tools and the support of a global network and unmatched international reach.

Engel & Völkers Canada2 Bloor Street West, Suite 700 · Toronto · ON M4W 3RI · Phone +1 416-323-1100

evcanada.com · [email protected]

“From my travels abroad, I was familiar with Engel & Völkers and their reputation for premium service, prior to their arrival in Canada. Once I heard that they were here it wasn’t long for me to make the decision to join this exceptional brand.”

Anita Springate–Renaud, License Partner, Engel & Völkers Toronto Don Mills

10 REM JUNE 2016

Constant reinvention keeps Richard Silver on top His enviable grasp of technology and social media has made Silver a sought-after speaker on the use of social media in real estate. “I welcome change,” he says. “In fact, the only constant in our real estate business is change.” By Dennis McCloskey

When Richard Silver walks into the boardroom at

Sotheby’s International Realty Canada’s Toronto office, the veteran Realtor exudes confidence, charm and class. The casually but nattily attired agent immediately puts his visitor at ease.

No one would deign to call the former model, dancer and performer a show-off. But Elton John might disagree, because Sir Elton says, “Performers are all show offs; unless you show off, you’re not going to get noticed.”

Richard Silver is getting noticed!

Three years after joining Sotheby’s Canada, with its 400 agents and offices in 30 residential and resort markets, Silver is consistently among the top one per cent of salespeople in Toronto. He was named one of the Top 100 Most Influential People in Real Estate for 2013 by San Francisco-based Inman News.

Born in Edmonton, he obtained a Bachelor of Science degree from the University of Oregon by majoring in phys ed and kinesiology. A professional dancer and performer, he moved to Montreal 40 years ago before accepting a job at Toronto’s York University, teaching dance. Soon he returned to performing.

When he was interested in buying his first house he took a real estate course “to learn the process.” He was hooked. He obtained his licence in 1980 and knew he’d made the right decision to enter the business when he earned the same income in the first month as a real estate agent as he did working as a dancer the entire previous year. “I gave up performing and became a patron of the arts,” he says with a smile.

In early pre-technology days, he says everything was done by hand, phone, fax or in person. He laughs at the memory of buyers and sellers having to send him a telegram to confirm an Agreement of Purchase and Sale. Thanks to a tech-savvy pre-teen nephew, who is now in his 40s, Silver became an early adaptor of technology when his nephew wrote a rudimentary customer management system that allowed Silver to connect with clients and keep track of his business. Again, he was hooked!

Today, his enviable grasp of technology and social media has made Silver a sought-after speaker on the use of social media in real estate. “I welcome change,” he says. “In fact, the only constant in our real estate business is change.”

Before joining Sotheby’s, Silver worked with other real estate companies, including 15 years with the venerable Toronto firm, Bosley Real Estate, founded in 1928. He says he learned a lot from Tom Bosley, broker of record, and his wife Ann, but several years ago Silver felt the time had come to join an international franchise.

“At first, I didn’t think foreign markets would be of interest to me, but I began seeing more and more showings and offerings from Chinese agents,” he says. He knew there are five Chinese areas in the Greater Toronto Area (Gerrard, Spadina, Town of Markham, Scarborough and Mississauga) and took notice of a large influx of Mandarin-speaking people in the city, including Cantonese from Hong Kong. “China’s middle class has a population of 300 million and they have money to spend.”

He soon realized he needed an understanding of foreign

markets, so he obtained his Certified International Property Specialist (CIPS) designation.

Silver adheres to the axiom that happiness and success come from growth, not comfort. And since he loves nothing more than a challenge, he chose to reinvent himself and forge a new path, deliberately and with foresight. He formed a team of several specialists, including Jim Burtnick, broker and senior vice president, sales; Tracy An, who is Asian and serves as translator; and Sherille Layton, British by birth and a recent immigrant with full knowledge of the immigration process. Silver says his team concept is to “find people who are not like me but who complement me.” He adds, “Too many people look for mini-MEs.”

He concedes there is much to learn when dealing with foreign markets and he recommends a book by Terri Morrison, titled Kiss, Bow, or Shake Hands, which is a guide to proper international business protocol and includes 60 country profiles.

Silver agrees it can be a cultural and technological shock marketing a property within China. He speaks only rudimentary Mandarin and Cantonese, mostly in the form of greetings and very light conversation. Silver says the most important challenge in dealing with a Chinese buyer or seller is patience.

“It is important not to be shocked or insulted by an extremely low offer,” he says. “Negotiation is uppermost in their mind and if a buyer likes a property, they’ll most likely buy it. Just be patient.”

Sotheby’s is considered to be a “rarefied” brand and Silver likes to call it “a marketing company

that sells real estate.” He estimates that 30 per cent of his sales are to the Chinese market. He says it is important to make at least one annual trip to China to create and maintain working relationships with people, but it’s a challenge to get through the Great Firewall of China via the Internet.

“It takes an innovative approach and commitment to attract Asian buyers because China has no Google, Facebook or Twitter.” Among his “workarounds” (and keeping in mind the 12-hour time difference), his team uses China-

based real estate website Juwai, and China’s most popular instant messaging app, WeChat.

At 67, Silver has no plans to retire just yet. While he does not rule out another re-invention at some point in his real estate career, he says, “My intention is to work as long as I can because I love it.” He and his partner of 18 years like to travel the world and spend time in Puerto Vallarta “for its bright, long, sunny days, the Mexican culture and the ocean.” There is one thing he does not like and he states it unequivocally: “I don’t like Canadian winters!” REM

Richard Silver (Photo: Marko Shark)

Is commission protection insurance worth it?What do Ontario Realtors really think about their mandated commissionprotection insurance and what can boards and associations across the country learn

from Ontario as they consider whether commission protection insurance is a good fitfor their membership? REM reporter Tony Palermo investigates.

A

REM

SPECIAL

REPORT

12 REM JUNE 2016

ecent brokerage insolven-cies and, in some cases,misappropriation of funds

by brokers, have some real estateboards across the country lookingtowards Ontario and its commis-sion protection insurance programto see if it might be an option tohelp protect their members’ com-missions as well.

Earlier this year,Newfoundland Association ofRealtors CEO Bill Stirling toldREM that his organization wouldbe looking at all of its options tobetter serve its members, including

offering commission protectioninsurance. Several salespeoplebelonging to Exit Realty on theRock were left wondering if theywould get paid when the provin-cial Office of the Superintendentof Real Estate suspended their bro-kerage’s licence.

Another board member else-where in the country, who doesn’twant to be identified because heisn’t authorized to comment, con-firmed that his board and its part-ners are looking at commissionprotection insurance as a possibleoption for its members as well.

“But I can tell you that thisconversation has been going on forwell over 30 years,” said the mem-ber. “Some of our members ques-tion why they should be forced topay commission protection insur-ance to subsidize bad businesses.”

He can see their point but per-sonally feels legislators need toupdate his province’s legislation toinclude better safeguards to helpprotect Realtors, in whatever formthose may be.

In Ontario, commission pro-tection insurance isn’t an option;it’s mandated by the Real Estate

and Business Brokers Act, 2002,(REBBA) under regulation 579/05section 11(2). And because it’smandated in legislation, it’s neverbeen put to Ontario salespeople asan industry vote as to whether ornot they really want it.

“I can tell you it’s a very com-prehensive insurance program thatserves our members well,” says RealEstate Council of Ontario(RECO) deputy registrar, industrystandards, Brian Schlotzhauer.

RECO introduced commissionprotection insurance approximate-ly 15 years ago to protect Ontariosalespersons’ commissions in theevent of some sort of financial fail-ure such as brokerage bankruptcy,theft, fraud or other misappropria-tion of funds. RECO endorses theinsurance program and also acts asthe designated administrativeauthority responsible for makingsure that the insurance programcomplies with the REBBA.

Although RECO has anadministrative department thatcan help Realtors through theclaims process, Schlotzhauer saysit’s important to note that RECOonly plays an administrative role.The policy, underwritten by LloydsUnderwriters, is managed and dis-tributed by Alternative RiskServices, which deals with theRealtor when a claim is filed.

This means that any decisionwhether a claim will be honoured

remains with Alternative RiskServices.

The company’s Ryan Durrellsays reporting a claim for commis-sion protection coverage is astraightforward process: a claimform is completed, a copy of theAgreement Of Purchase and Saleis attached to the claim form, thepackage is sent to the claimsadjuster, the claims adjuster con-firms receipt of the package, andthen a complete investigation intothe situation takes place, whichincludes independent verificationof the theft, fraud or misappropria-tion of funds. Once verified, theadjuster will request payment bemade by the insurer.

It sounds simple enough, butwhat do Ontario Realtors reallythink of the program?

A successful claimIn early 2013, RECO revoked

the registrations of Toronto-basedGraydon Hill Realty and its brokerof record David Allen after aninspection revealed irregularitieswith the brokerage’s trust account.During court proceedings later inthe year, it was revealed that Allenhad moved approximately$200,000 from the brokerage’s trustaccount between March 2012 andJanuary 2013 through a series ofunauthorized transfers.

ARE YOU REALLY COVERED?During the course of researching this article, one of the biggest complaints from Realtors was that

they didn’t know that payment of a legitimate claim was subject to a cap that included all claims filedunder the particular occurrence. Some assumed the “Aggregate Each Occurrence” amount meant themalone—in other words, their total commissions owing. Others simply didn’t understand the wording andjust assumed they were covered, citing that others had told them all along they would be protected.

Even Ken McLachlan, broker of record for Re/Max Hallmark Realty, who took over two of the threeformer Re/Max Executive offices when they became insolvent, says he didn’t know about the cap untilhe attempted to help the former Executive agents who came to work with him get the commissions theywere owed.

“As a broker, I should have been more aware (of how the commission protection insurance works)and frankly it’s my job to be aware, but I was just as surprised when I learned that the cap applied to (thetotal claims) for each brokerage,” says McLachlan.

He’s not alone. We conducted an informal survey of Realtors around Ontario and discovered the vastmajority had no clue about how the policy worked and assumed they were fully protected.

Nearly all of the Realtors surveyed also didn’t know that if the total commissions owed to all agentsexceeded $1 million, including from co-operating brokerages, their claims would then be paid as a per-centage of the total claim.

In an email response to our findings, Real Estate Council of Ontario (RECO) deputy registrar, indus-try standards, Brian Schlotzhauer said the following:

“In terms of the awareness level of the details of the program, that is something we are always work-ing to improve. Each year, registrants receive a package with information about their coverage, there areoccasional articles in the registrant newsletter, there is an elective in the continuing education programthat covers insurance, and there are sections of the website and our annual report dedicated to insuranceinformation. We also conduct seminars at local boards and associations about the insurance program.

“But we are aware that we could and should be doing even more to elevate understanding, so we arelooking to enhance our communication package for registrants for this year’s renewal process.”

R


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About 30 agents were with thebrokerage at the time.

“The commission protectioninsurance served me very well,”says Katrina McHugh, who waswith the company at the time andnow works at Bosley Real Estate.“It took about five or six months

but I got back most of what wasowed to me.”

Most, but not all. McHugh saysshe was out of pocket thedeductible and the HST, which isnot covered under the program.Even so, she believes having com-mission protection insurance is agreat option.

“The alternative is not to haveany protection, but then what?”

she asks. “We’re living in crazytimes.”

Alternative Risk Services sayswhile each claim is different, thesettlement process can take any-where from a week to several yearsdepending on the closing date ofthe transactions or the complexityof the occurrence.

But some Ontario Realtors saythe devil is in the details and cau-tion that Realtors aren’t as protect-ed as they think they are.

Size mattersAs it turns out, with the way

RECO’s commission protectioninsurance program is configured,the size of the brokerage may be akey factor in determining whethera Realtor will receive their fullclaim, even if the claim is substan-tiated.

The commission protectionportion of the insurance policy isconfigured as follows:

• Limits of Liability: $100,000each claim / $1,000,000 aggregateeach occurrence

• Deductible: $250 each claimLet’s break this down and deal

with the deductible first, since it’sthe easiest to understand.

According to Durrell atAlternative Risk Services, the$250 deductible applies only onceper individual registrant, per occur-rence, even though the claim maybe for several different transac-tions.

For example, let’s assume a bro-kerage becomes insolvent (theoccurrence) and a Realtor (theregistrant) is still owed commis-sions on three transactions. A sep-arate claim form with supportingdocumentation would be filed foreach of the three transactions, butthe Realtor would only be chargedthe $250 deductible once since thethree unpaid transactions are all asa result of the same occurrence.

This would apply to each of theaffected registrants.

The Limits of Liability is thetrickier clause. The first part, the$100,000 for each claim limit,applies to the individual registrant.It’s basically saying that each regis-trant can claim up to a maximumof $100,000 for lost commissions.

The second part of the Limitsof Liability clause is where someRealtors really issue a caution. The$1,000,000 Aggregate EachOccurrence clause means that $1million is the most that will be paid

out for all registrants combined,including from co-operating bro-kerages, for each occurrence. So,the more active salespersons a bro-kerage has, the more likely the $1million cap will be reached.

Durrell says when the totalclaims are likely to be over $1 mil-lion, Alternative Risk Servicescould pay for part of the claimbased on an assessment of what thetotal claim might be relative to the$1 million limit.

“For example, if the totalclaims are likely to be $2 million,then we would likely pay slightlyless than 50 per cent of eachclaim,” says Durrell. “Once all ofthe claims are known and quanti-fied, and if some of the $1 million(cap) is still available, then itwould be divided among all of theclaimants in proportion to howtheir respective claims compare tothe total of all claims.”

In January 2009, RECO beganan investigation into Re/MaxExecutive Realty and its broker,David Seto, after receiving a tipfrom an anonymous source aboutirregularities with a trust account.Freeze orders were issued shortlythereafter. Later in the year, Setopleaded guilty to misappropriatingtrust funds and was sentenced to ayear in jail. His brokerage was fined$200,000.

At the time the freeze orderswere issued, the brokerage hadthree offices in the Toronto areawith over 110 agents.

Broker of record KenMcLachlan of Re/Max HallmarkRealty took over two of the formerExecutive offices. Eight monthslater, the former Executive agentswere still waiting for their commis-sions and were reportedly chastised

for bothering RECO with their fol-low-up calls.

“Complete nonsense”When McLachlan caught

wind of this, he wrote a scathingletter to RECO, outlining the factsas he understood them anddemanding action from RECO tohelp move things along.

McLachlan says he neverreceived a response to his letter.

“I’m not too pleased with howRECO handled the Seto case,”says McLachlan. “It was a long anddrawn out process, a lot of pullingteeth, and there was a lot of frus-tration for the agents who wereaffected. It was complete nonsensehow they were left hanging.”

The claim took years toresolve. Some agents reportedlysettled for varying amounts alongthe way (starting with 20 cents onthe dollar) while a handful of oth-ers retained a high-priced lawyerand battled it out. After courtappearances and a lot of stress andfrustration, those who were part ofthe group who hired the lawyerwere ultimately paid most of whatthey were owed.

An internal documentobtained by REM dated Sept. 25,2009 from McLarens Canada, theinsurance adjuster, stated, “Over400 notifications of claims orpotential claims for commissionshave been received from claimantsrepresenting an unprecedentednumber of complex claims relatedto any one relationship. We con-tinue to receive late notificationsof claims for commission from

Is commission protectionContinued from page 12

BY THE NUMBERSIn Ontario, the mandated commission protection insurance

program is managed and distributed by Alternative RiskServices.

Ryan Durrell of Alternative Risk Services says, in general,commission claims are cyclical and depend on the economy.He says that few claims were reported in 2014 and 2015, butthat “the program is handling a couple of events in 2016.”

Durrell says that between when the program was foundedon Sept. 1, 2000 and Aug. 31, 2015, there have been 121occurrences under the commission protection coverage.

An “occurrence” means an incident of bankruptcy, fraud,theft or misappropriation of funds at a brokerage.

Payment of claims, which includes settlements and expens-es, under this coverage is estimated at $4,483,368.

■ ■ ■

Where to go for more information

The Real Estate Council of Ontario’s (RECO) commissionprotection insurance program is underwritten by LloydsUnderwriters, and is managed and distributed by AlternativeRisk Services. For additional information on the insurance pro-gram, visit the following websites:

Alternative Risk Services RECO Insurance Program:

www.reco-claims.ca

Real Estate Council of OntarioRECO is the endorser and the designated administrative

authority responsible for making sure the insurance programcomplies with REBBA.

www.reco.on.ca/real-estate-professionals/insurance/


Grow With Those Who Know

Jeff Hooper Ken McLachlan Debra BainMargie Hooper Steve Tabrizi

We are thrilled to welcome Jeff and Margie Hooper who have partnered with Ken McLach-lan, Debra Bain, and Steve Tabrizi of RE/MAX Hallmark Realty Ltd.

We look forward to watching them grow as RE/MAX continues to become an even larger presence in Canada.

If you are interested in taking your business to the next level with RE/MAX, contact Christopher Alexander at 1-416-786-5552 to arrange your confidential meeting.

Welcome

As the number one real estate brand in Canada, celebrating growth, especially in our nations capital, is something we take seriously!

We are continuing to grow in Ottawa with a brand new partnership that has us welcoming nearly 300 agents to the newly formed RE/MAX Hallmark Realty Group.

16 REM JUNE 2016

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faceBY A PRETTY

hinese investment inCanadian real estatewill increase in 2016

and expand to more parts of thecountry, says Charles Pittar, CEOof Chinese international propertyportal Juwai.com.

Last year Ontario had anincrease of 143 per cent in buyerinquiries made to property sellersvia the site. Quebec had thebiggest gain in buyer interest,with 348 per cent more buyerinquiries made to property sellersin 2015 than in 2014, Pittar says.

“In total last year, Chinesebuyers made inquiries to propertysellers like agents and developersworth US$14.9 billion. Not everyone of those would have convert-ed into a sale, but the numberdoes give you a sense of the scaleof Chinese interest,” he says.

“Toronto is the most popularCanadian city for Chinese buyers,although I think sometimesVancouver feels like it is theleader.”

“We see buyer interest spread-ing across the country. The tradi-tional gateways are still importantdestinations for buyers and immi-grants, but the rapid growth ofbuyer interest in Montreal showsthat city is succeeding in attract-ing some of this investment.”

Pittar says the biggest motiva-

tion for buyers is the education oftheir children.

“They often combine thegoal of providing a home fortheir children who are studyingin Canada with other invest-ment and lifestyle goals. There isa tight link between Chineseparticipation in Canadianschools and universities and inthe country’s property markets. IfChinese student numbers wereto decline significantly, youwould see some decline in prop-erty investment, and if propertyinvestment were curtailed youwould soon hear the educationalinstitutions complaining aboutlosing international student rev-enue,” he says.

Pittar says that “regulatorychanges in China to make it eas-ier to export capital have beenflagged and are possible later inthe year. If that happens, you canexpect more Chinese investmentin international property mar-kets, and Canada could fight toclaim a share of those funds.

“Barring any big changes inthe environment, we expectChinese investment in Canadianreal estate to increase in 2016,and the impacts of that invest-ment to be spread more widely asthese buyers move into new mar-kets.” REM

claimants. Based on our investiga-tion we estimate the amount ofmoney that was stolen from thebrokerage’s trust account is in therange of approximately $700,000.”

At the time, the insurance lia-bility limit for each occurrence was$500,000, and the total claimsreportedly exceeded that limit.

RECO’s Schlotzhauer saysRECO increased the liability limitto $1 million in the 2010/11 insur-ance year, not because of any oneparticular incident, but as part ofits ongoing review process to seewhere enhancements could bemade.

He says in the 15 years thecommission protection programhas been in effect, there has onlybeen one instance “where the

Is commission protectionContinued from page 14

cumulative claims for a defunctbrokerage reached the cap, andthat was when the cap was at$500,000.”

Citing privacy reasons,Schlotzhauer would not confirmwhether that one instance was theRe/Max Executive claim.

So, from an insurance coverageperspective, it begs the question:are Ontario Realtors at a disadvan-tage working with a larger broker-age?

“I wouldn’t say that,” saysSchlotzhauer

But you have to wonder. Anearlier REM article reported thenRe/Max Ontario-Atlantic Canadaregional director and executivevice-president Michael Polzler said“everybody was shocked” by thenews about Re/Max Executive.

“There were really no signs ofthis,” said Polzler. “David Seto hasbeen a broker/owner since 1997and to the best of our knowledgenever had any financial problems.He had a reputation for always pay-ing on time.”

It would stand to reason that ifit can happen to a long-standingbroker with “a reputation foralways paying on time,” then it canlikely happen to anyone.

Ontario governmentreview

Between March and May2015, the Ontario Ministry ofGovernment and ConsumerServices solicited input on itsProposal to Amend the InsuranceRequirements Under the RealEstate and Business Brokers Act,

2002. One area the proposaltouched on was changing the legis-lation to stipulate “minimum”insurance coverage amounts asopposed to “maximum” amountsas it does now. Doing so, the min-istry reasons, would allow the “pur-chasing of additional insurancecoverage at no or minimalincreased cost to registrantsdepending on market conditions.”

Sue Carroll, strategic issues andmedia advisor with the ministry,says 14 industry stakeholdersresponded: the Ontario Real EstateAssociation, the Toronto RealEstate Board, 10 salespersons/bro-kers and two individuals who onlyprovided their name and city. Shesays the ministry is still reviewingthe comments received in responseto the posting.

Schlotzhauer says that inadministering the commission pro-tection program, it’s important toweigh the coverage levels and capsagainst the premiums beingcharged (currently $417 per year,per registrant.) At the same time,he says RECO is continuouslyreviewing the insurance programto ensure coverage levels areappropriate for the current marketand that the cap level is somethingthat is currently under review.

Still, he believes the commis-sion protection insurance programis very comprehensive and respon-sive.

“For most people, when itcomes to any type of insurance, allthey think they are doing is pay-ing,” says Schlotzhauer. “But whenyou really need it, only then is itstrue value recognized.” REM

Chinese investmentin Canada to growC

Are Ontario

Realtors at a

disadvantage

if they work

at a larger

brokerage?

ere are more answers tosome common questionsI receive related to com-

missions.1. Can I collect commission if

I bring a full price offer and theseller refuses to accept it?

There has been one casewhere a listing brokerage wasawarded commission when theseller refused to accept a price thatthey had previously agreed toaccept in a prior negotiation. Inthat case, the property had beenfor sale for several months andduring that time, the seller signedan offer back at a price they wouldhave accepted, which was reject-ed by the buyer. When the sameprice was offered a few weeks laterand the seller refused to consider

18 REM JUNE 2016

H

Protecting your commission, Part 2

By Mark Weisleder

it, the judge awarded commission. However, this may not mean

that just because a seller refuses afull price offer for a property listedtwo days ago, that the brokeragecan claim commission. In thiscase, the asking price may havebeen, for example, set deliberatelylow to attract multiple offers.

2. Who wins if two salespeo-ple have signed BuyerRepresentation Agreements withthe same buyer?

It will depend on other fac-tors. If the buyer lied to bothsalespeople and the second sales-person who did the deal knewnothing about the first BRA,then the second salespersonshould win. If the second sales-person knew that the buyer sawproperties with someone else butdid not inquire any further, theresult may be different. The les-son is to always ask any prospectwhether they have signed anyagreement with any Realtor assoon as you meet them.

3. Is it better to go to arbitra-

tion or to sue for commission incourt?

In my opinion it is always bet-ter to go to arbitration, ratherthan go to court. In most cases,the arbitration proceedings do notbecome public and the mattershould end there. When you go tocourt, the result could end up onthe Internet, so even if you win,you may lose in the court of pub-lic opinion.

4. What do I have to discloseabout commission discounts in abidding war?

In a bidding war in Ontario,

you must tell any buyer brokerageif someone is offering to reducetheir commission so that the sell-er will net more money. This istrue, whether the offer to reducecommission is coming from thelisting brokerage or from any thirdparty buyer brokerage. You mustdisclose either the dollar or per-centage amount that is beingreduced and then the other buyerscan determine whether they wishto revise their own offers.

5. How do I sue a buyer orseller in court for commission?

Remember, it is the brokerage

that can sue for commission, notthe sale representative. The bro-kerage would have to assign toyou the right to sue and you wouldhave to indemnify the brokerageagainst any losses or costs thatthey may incur.

6. What are the rules aboutreferral fees?

You should always use theproper form. In Ontario it isOREA form 641 to get your refer-ral agreement in writing. It is per-missible to pay referral fees toanother Realtor and to your ownclient. You cannot pay them toanyone else. The fee must be paidto the brokerage company, not theindividual salesperson. You mustadvise your client and get theirapproval if you will be receiving orpaying any referral fee.

Mark Weisleder is a partner,author and speaker at the law firmReal Estate Lawyers.ca LLP. [email protected]; Phonetoll free at 1-888-876-5529.

REM

The lesson is to always askany prospect whether theyhave signed any assignmentwith any Realtor as soon as

you meet them.

Canada is Home

Have you ever wondered why it’s a Maple Leaf that represents Canada? There were debates and disagreements when the Canadian Flag came to be, but one look at the national symbol and the reasoning becomes clear. Each leaf is divided into sections comprised of colours and textures that differ from the next. Each section shows that while beautiful alone, it doesn’t compare to the impact of the full leaf. In Canada, each province and territory has a unique set of defining characteristics, but there is nothing that compares to the beauty, atmosphere, and unity when all are combined. In the same way the Maple Leaf wouldn’t be the same without all sections, neither is Canada. When part of us has fallen, we work together to once again become whole.

On May 1st, a massive wildfire began spreading in Fort McMurray Alberta that threated dozens of communities and forced all 94,000 people to evacuate. Residents were forced to leave behind their homes and belongings, fleeing to surrounding areas for comfort and support. Destroying nearly everything in its path, it is estimated the fire has caused $9 billion worth of damage, and although approximately $60 million has been raised, there is still a long way to go.

Recognizing a need for help, RE/MAX has set up a nationwide program inviting our more than 20,000 RE/MAX Agents across Canada to make ongoing donations throughout the remainder of the year. To support those affect-ed, RE/MAX Associates are able to contribute to the Canadian Red Cross: Alberta Fires Emergency Appeal Program by donating a portion of their income through the sale of each home. There is no career that under-stands the value of home quite like real estate professionals, which is why when disaster strikes, we work togeth-er to help. In the same way are working as a country to once again become whole, we encourage you join forces as an industry to help those affected by the wildfires.

Please join us as we work as a country and as an industry to help those who have already lost so much in the Fort McMurray wildfires by donating directly to the Canadian Red Cross.

To find out more, go to: http://www.remax.ca/blog/fortmac.

Canada is Home

Have you ever wondered why it’s a Maple Leaf that represents Canada? There were debates and disagreements when the Canadian Flag came to be, but one look at the national symbol and the reasoning becomes clear. Each leaf is divided into sections comprised of colours and textures that differ from the next. Each section shows that while beautiful alone, it doesn’t compare to the impact of the full leaf. In Canada, each province and territory has a unique set of defining characteristics, but there is nothing that compares to the beauty, atmosphere, and unity when all are combined. In the same way the Maple Leaf wouldn’t be the same without all sections, neither is Canada. When part of us has fallen, we work together to once again become whole.

On May 1st, a massive wildfire began spreading in Fort McMurray Alberta that threated dozens of communities and forced all 94,000 people to evacuate. Residents were forced to leave behind their homes and belongings, fleeing to surrounding areas for comfort and support. Destroying nearly everything in its path, it is estimated the fire has caused $9 billion worth of damage, and although approximately $60 million has been raised, there is still a long way to go.

Recognizing a need for help, RE/MAX has set up a nationwide program inviting our more than 20,000 RE/MAX Agents across Canada to make ongoing donations throughout the remainder of the year. To support those affect-ed, RE/MAX Associates are able to contribute to the Canadian Red Cross: Alberta Fires Emergency Appeal Program by donating a portion of their income through the sale of each home. There is no career that under-stands the value of home quite like real estate professionals, which is why when disaster strikes, we work togeth-er to help. In the same way are working as a country to once again become whole, we encourage you join forces as an industry to help those affected by the wildfires.

Please join us as we work as a country and as an industry to help those who have already lost so much in the Fort McMurray wildfires by donating directly to the Canadian Red Cross.

To find out more, go to: http://www.remax.ca/blog/fortmac.

22 REM JUNE 2016

Century 21 Canadafounder accepts award

Family owned and operatedCharlwood Pacific Group (CPG),master franchise holder of theCentury 21 brand in Canada andthe Asia-Pacific regions, CentumFinancial Group, Real PropertyManagement in Canada andUniglobe Travel International, hasbeen awarded the CanadianFranchise Association’s (CFA)Hall of Fame Award for its innova-tive business practices that havedriven franchisee success.

Founder U. Gary Charlwood

was presented with the award onbehalf of the group at the CFANational Convention in Ottawa.

The award is presented inrecognition of outstanding perfor-mance by a franchise companyover a significant period of time.Past award recipients include TimHortons and Shoppers DrugMart.

Charlwood was the first non-U.S. citizen to be appointed chair-man of board for the InternationalFranchise Association (IFA) andwas also the first Canadian to beinducted into the IFA Hall ofFame – its highest honour.

Chestnut Park winsinternational award

Chestnut Park Real Estate inToronto recently won the largemarket Affiliate of the Year Awardfrom Christie’s International RealEstate. The award was announcedat the network’s annual real estatebrokerage owners’ conference inDublin, Ireland.

The brokerage won the awardin a competition with 136Christie’s International Real Estateaffiliates located in 45 countries. Itis for excellence in marketing lux-ury residential property, the contri-bution Chestnut Park has made tothe Christie’s International RealEstate network globally and theextensive collaboration betweenChestnut Park and Christie’s.

Chris Kapches, president andCEO of Chestnut Park Real Estate,says, “As a firm, we’ve made it ourmission to provide every ChestnutPark agent with the best marketingtools and support to allow them toprovide their clients with the most

customized service and profession-alism in the industry.”

Sutton Spirit LifetimeAchievement Award

Sutton Group recently createdthe Sutton Spirit LifetimeAchievement Award to honournetwork members who contributetheir time, talents and funds to avariety of important causes. Thefirst recipients of the award areJohn and Heather Price of SuttonGroup - Masters Realty inKingston, Ont.

The husband-wife team hasfocused their efforts on the mili-tary. Born and raised in Kingston,home of the Royal MilitaryCollege, John and Heather havechannelled their efforts intofundraising, donations and profes-sional services. John is authorizedas a military relocation agent and isa member of DNDIRP Cross-Canada Relocation.

“In 2013, I was made the hon-ouree executive director of

fundraising for the KingstonMilitary Family Resource Centre(KMFRC),” says John. “My goal isto make them a contender withthe top charities in Kingston. Ihave reached out to many commu-nity partners that are all workingwith me to donate and raise moneyfor various military causes.”

Recently KMFRC asked Johnif he would accept the position ofhonourary colonel, which is one ofthe highest honours bestowed onany civilian.

Manitoba’sDistinguished RealtorAward

Ray Brownlee, managing bro-ker of Century 21 Westman.comin Brandon, Man. is the winner ofthe 2015 Manitoba Real EstateAssociation / Canada Mortgageand Housing Corp. DistinguishedRealtor Award.

The award recognizes an

Kim Racher, Habitat for Humanitydirector of build services, presentsSarnia Lambton Real Estate Boardpresident Jane Baker with theHabitat for Humanity OntarioRealtors Care Foundation award.

U. Gary Charlwood, centre, accepted the award atthe CFA National Convention in Ottawa.

From left: John Price, Rick Taronand Heather Price

WinnipegRealtorspresident StewartElston presents theCommunityService Award toLori Lind.

Joanne Slaney Clifford Smirl Beth Crosbie

Jeremy Martins Jane Hoffman

Ray Brownlee, left, receivesthe award from MREA presi-dent-elect Chris Pennycook.

Earl Kotlar (right) ofCMHC presents theDistinguished RealtorAward to WayneWhite.

ASR president Kevin Wouters pre-sents the YPN Rising Star Awardto Ryann Braaten.

TheShindicobuilding inWinnipeg.

Danielle de Varennes, AndrewOuellette and Lise Snelson of RoyalLePage Performance Realty at theGreat Place to Work Gala inToronto.

Chris Kapches, president and CEOof Chestnut Park Real Estate,accepts the award in Dublin.


THE POWEROF BLUE

OWNER PROFILENAME: Michael Griffi thOCCUPATION: Owner, Coldwell Banker Burnhill RealtyMY COMMUNITY: Burlington, Ontario

WHY I DO WHAT I DO: I’m passionate about Real Estate at all levelsYEAR I AFFILIATED WITH THE COLDWELL BANKER® NETWORK: 2004YEAR I JOINED COLDWELL BANKER: 2004MY LIFE’S FONDEST MEMORY: Tie...Wedding Day and birth of my sonMY BIGGEST ACCOMPLISHMENT: Reaching the point in my career to ownand operate a brokerage

WHY I AFFILIATED WITH THE COLDWELL BANKER SYSTEM: I am impressed bythe business solutions that Coldwell Banker offers and the team feelingI get from the people I work with

Michael Griffi th, Broker/OwnerColdwell Banker Burnhill Realty Burlington, ON

Teamwork makes the dream work at Coldwell Banker.My name is Michael Griffi th and I am proud of my family heritage that dates back four generations in Burlington, Ontario, home of the fi rst Coldwell Banker franchise in Canada. In the past year we have achieved a 40 percent increase in our sales force thanks in part to the business solutions provided by the Coldwell Banker system. For my team, knowing the community, building long-term relationships with clients and supporting one another make for good business.

© 2016 Coldwell Banker LLC. All rights reserved. Each offi ce is independently owned and operated. Coldwell Banker and the Coldwell Banker logo are registered service marks owned by Coldwell Banker LLC. Each sales representative and broker is responsible for complying with any consumer disclosure laws or regulations, as well as applicable Real Estate Association rules and codes of conduct.

To discuss franchising opportunities, contact:Andy Puthon PresidentMark Lindsey Regional VP Franchise [email protected] | 800.268.9599coldwellbanker.ca/franchising

24 REM JUNE 2016

active member who demonstratesoutstanding leadership and dedi-cation to the real estate profes-sion through board and associa-tion involvement and communi-ty service.

Brownlee has served in numer-ous capacities on the Brandon RealEstate Board and is a past presidentof the board. He served as a MREAdirector in 1994.

“I am truly humbled and hon-oured to be recognized with such aprecious award. We’ve got a greatfuture in this business and I justwish I was 30 years old again andjust getting started,” Brownlee says.

Regina’s Wayne Whitereceives DistinguishedRealtor Award

The Association ofSaskatchewan Realtors (ASR) inconjunction with CanadaMortgage and Housing Corp.(CMHC) recently presentedWayne White with the 2016Distinguished Realtor Award. Theaward is granted each year to aRealtor who has demonstratedoutstanding leadership and dedica-tion to the real estate communitythrough board involvement andcommunity service.

White, a broker with RealtyExecutives Diversified Realty, “is apillar in the real estate communi-ty,” says ASR. He has been aRealtor for 38 years and a brokersince 1978. In 2007, White wasawarded CMHC Realtor of theYear for Regina. He has served onvarious committees and at thedirector level for both the localand provincial associations, as wellas the Saskatchewan Real EstateCommission.

Bill Madder, CEO of ASR,says: “There is no question aboutWayne’s dedication to the Realtorcommunity. To have contributedas much as he has to the boardsand his community – that’s whatthis award is all about, and Wayneis an obvious choice forDistinguished Realtor.”

Ryann Braaten receivesYPN Rising StarAward

Ryann Braaten of Saskatoonwas recently presented with theYoung Professionals Network(YPN) Rising Star Award at the

Association of SaskatchewanRealtors (ASR) annual Quality ofLife fundraising event.

In its second year, the awardrecognizes active new members ofthe ASR who demonstrate out-standing leadership and dedicationto the real estate industry. Therewere three finalists, includingBraaten, of Colliers Internationalin Saskatoon, JenniferBuckingham of Century 21 DomeRealty in Regina and Tracy Voigtof Better Homes and Gardens RealEstate, The Battlefords. Each ofthese young Realtors has con-tributed to their communities andthe industry in numerous ways, theassociation says.

Braaten is a Realtor specializingin commercial real estate. She hasserved on the GovernmentRelations Committee and theYPN Committee with the ASR,through which she has representedSaskatchewan Realtors and youngprofessionals at various confer-ences and events.

Braaten is “an inspiration to allyoung Realtors entering the indus-try. She’s always ready to step upand contribute for the good of theRealtor community,” says BillMadder, CEO of ASR. “Althoughwe can only name one award recip-ient, each of these outstandingRealtors is going above and beyond– it’s really exciting for the future ofour industry.”

Winnipeg’s Lori Lindreceives award

The WinnipegRealtors 2015Community Service Award win-ner is Lori Lind, an owner andRealtor with Goodfellow &Goodfellow & Lind R.E.

“This year’s nominee speaks tothe courage and strength of thehuman spirit,” says the associationin a news release. “Sometimes wehave no control over the events inour lives. The only thing that wedo have control over is ourresponse, which in turn can affectthe outcome. As such, she is arole model and an inspiration toothers.”

It says Lind found out at theage of 28 that she had multiplesclerosis. “Most people would suc-cumb to this relentless disease butshe held firm and decided tobecome a Realtor. She now co-manages an office and serves ourindustry with pride. She is all thata real estate professional should be.She projects a positive professional

image and displays high standardsof business ethics. She exemplifiesThe Golden Rule in all areas of herpersonal and professional life.She’s taken the stance that shewould not have to learn to livewith MS, but rather, MS wouldhave to learn to live with her,” saysthe association.

AIC Top Appraisersunder 40

The Appraisal Institute ofCanada (AIC) has named JoanneSlaney and Clifford Smirl the win-ners of the Top Appraiser under 40award. The recipients were chosenbased on their career accomplish-ments, contribution to AIC and tothe valuation profession, as well astheir volunteerism within theircommunity.

Slaney is currently the directorand general manager of AltusGroup in St. John’s, Nfld. Smirl isa partner at Kent MacPhersonAppraisals in Kelowna, B.C. Bothrecipients have excelled in theircareers and undertaken leadershippositions within their respectiveorganizations as well as withinAIC, says the institute.

“It is very inspiring to see theaccomplishments attained by theseyoung members who have not onlyembraced their profession andhave committed themselves tocontinuous learning, but areactively sharing their knowledgewith the whole appraisal commu-nity,” says Daniel Doucet, presi-dent of AIC.

Coldwell BankerCanada announcesaward winners

Coldwell Banker Canadarecently wrapped up a cross-coun-try tour of broker meetings andsales rallies in six Canadian cities,attended by hundreds of delegatesfrom coast to coast.

During a recognition portion ofthe all-day program, presidentAndy Puthon announced somespecial awards for Canadian recipi-ents:

• Top Ultimate Service Awardwinner: Jane Hoffman, ColdwellBanker Horizon Realty, Kelowna,B.C.

• Canada’s Rookie of the Year– Jeremy Martins, ColdwellBanker OnTrack Realty, Red Deer,Alta.

• Canadian AmbassadorAward winner – Beth Crosbie,

Coldwell Banker ProCo, St.John’s, Nfld., acknowledging heryear as president of CREA

Shindico receives twoBOMA awards

Shindico Realty’s corporateheadquarters at 1355 Taylor Ave.in Winnipeg received two awardsat the Building Owners andManagers Association (BOMA)Manitoba Awards of Excellenceevent recently.

The Shindico Buildingreceived the BOMA TOBY (TheOutstanding Building of the Year)for best office building under100,000 sq. ft. as well as the 2016Earth Award for best office build-ing under 100,000 sq. ft. TheTOBY award recognizes quality incommercial real estate buildingand excellence in building man-agement.

In order to apply for a BOMATOBY, the building must beBOMA BEST certified. In 2015,the Shindico building became oneof only five buildings in Manitobato receive BOMA BEST Gold. Acombination of communityimpact, tenant relations, energymanagement, sustainability prac-tices, emergency preparedness andbuilding personnel training isrequired to be eligible for thisaward.

Royal LePagePerformance RealtyBest Workplace

After almost a decade of con-sistent ranking in the BestWorkplaces of Canada, RoyalLePage Performance Realty hasplaced third for Best Workplaces

for Women in Canada, and 11thfor Best Workplaces in Canada. Itcontinues to be the only real estatebrokerage to rank in Canada.

The Ottawa and EasternOntario real estate brokerage wasrecognized by the Great Place toWork Institute at the 2016 AwardsCeremony in Toronto. It was alsorecognized as one of the top 20organizations chosen by PrevNet,an authority on research andresources for bullying prevention,for organizations that are leaders increating quality workplace rela-tionships.

“We are particularly proud ofthis category as we continuallystrive to lead by example and con-tinue to invest in our agents andstaff,” says John Rogan, broker/manager, “but more importantly weare proud of the commitment of ourstaff to work to our values.”

Sarnia board and members honoured

Habitat for Humanity recentlypresented Sarnia Lambton RealEstate Board (SLREB) presidentJane Baker with the Habitat forHumanity Ontario Realtors CareFoundation award. SLREB CEODave Burke was presented withthe 2016 Build Supporters award.The board is a long-time supporterof Habitat.

Nadine and Doug Lasenby werethe recipients of the BuildChampion Award, presented toHabitat for Humanity supporterswho donate $35,000 or more incash, goods or services in kind.Doug is a member of the SarniaLambton Real Estate Board andpresident of Corporate CommercialRealty in Sarnia. REM

program totalling $3 billion and 47retail properties. Perlmutter alsospent 10 years as VP of invest-ments with Oxford PropertiesGroup (Toronto), directing orserving as a key participant in thestructuring and closing of Oxfordoffice transactions exceeding $8.2billion.

■ ■ ■

The Real Estate Council ofAlberta (RECA) has approved anew Residential MeasurementStandard (RMS) in Alberta. Allreal estate professionals must usethe RMS when measuring residen-tial property in Alberta.

The RMS is the result ofRECA’s extensive consultationwith stakeholders, including realestate and appraisal professionals,industry associations and propertymeasurement companies.

When advertising a residentialproperty’s size, Alberta real estateprofessionals must communicatethat size according to the RMS.They can also communicate addi-tional information beyond theRMS, as long as they disclose whatthe additional measurement is, andhow they arrived at it.

RECA is the first Canadianreal estate regulator to introduce aresidential measurement standardfor real estate professionals.

REM

Multiple ListingsContinued from page 8

And the honour goes to...Continued from page 22

26 REM JUNE 2016

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“Personal relationships are the fer-tile soil from which all advancement,all success, all achievement in real lifegrows.”— Ben Stein

hy a career in the realestate business? Was itthe siren song of big

bucks sung by someone in theindustry? Perhaps it was the allureof personal independence, of beingessentially self-employed or theflexible hours?

Maybe the ticket was sponta-neous vacations or long weekends.Or were you inspired to help peo-ple bring their home ownershipdreams to reality because you lovepeople? Good motivations all,from opportunistic to idealistic.

Without a doubt, though, thisbusiness is definitely about people.As a matter of fact, unlike manywho mistakenly think of it as arealty selling business, it’s really abusiness rooted in human relation-ships. Often, it’s more about whoyou know than what you know.Hence, the more people skills youpossess, the more likely you’ll enjoya long and rewarding career.

I’ve always felt that the secretto success in this often misunder-stood business is to build as manysincere relationships as possible. Todo this, you have to actually leaveyour chair. Get busy meeting peo-

By Ross Wilson

Seeking prospects:Find people youlikeple. Prospecting for leads doesn’thave to be laborious. It can beinteresting and entertaining, funand maybe even educational. Useyour imagination. Put your heartinto it. Without an eidetic memo-ry, there’s no way you can copewith the myriad details of a grow-ing group. So, enter the contactinformation of every likable personyou meet into your contact man-agement program for (permitted)periodic contact.

“These are days when no oneshould rely unduly on his competence.Strength lies in improvisation. All thedecisive blows are struck left-handed.”— Walter Benjamin

Generating leads by spendingbig bucks can indisputably be effec-tive, but here’s the problem – it’sexpensive and becoming evermore so. Revenue is certainlyimportant, but unless you thrive onfame, it’s your net income thatreally counts. If you want to build abusiness without spending a lot ofmoney, learn to improvise. Yourultimate goal is to build a referralbusiness. The foundation on whicha smart realty practice is built is notjust competency in your trade, but repeat clients and referrals.People need people. So, get outthere in the field where yourcharm and wit can win valuableconnections – and business. When

opportunity knocks, improvise.

“In sales, a referral is the key tothe door of resistance.” — BoBennett

In my view, the absolute beststrategy for building a solid and sus-tainable practice is to build a net-work of people who refer to you astheir friend in the business. It’scalled networking.

Building a referral base can be awhole lot easier, considerably lessexpensive and probably moreenjoyable. It certainly takes time tokindle trusting relationships andfoster a solid reputation of integrityand dependability. But the longterm rewards, with less worry andfrustration about the source of yournext commission, are well worththe effort.

In an industry where a majorityabandon the business within theirfirst few years, those who survivethis crucial period have likely mas-tered the process, at least to thepoint of being moderately success-ful. Your business volume maybuild slowly, but it will build on astrong base. Even if you don’t havea lot of money to spend on market-ing, there’s nothing to prevent youfrom building personal relation-ships. This methodology con-tributed to a highly successful four-decade career for me. And it canfor you too.

“Empty pockets never held any-one back. Only empty heads andempty hearts can do that.” —Norman Vincent Peale

Ross Wilson, broker with iProRealty, has extensive experience as abrokerage owner, manager, trainerand mentor. His new book, TheHappy Agent – Finding Harmonywith a Thriving Realty Career and anEnriched Personal Life is availablewhere print and e-books are sold,including the TREB, BREB, RAHBand OMDREB stores. Visit Realty-Voice.com. REM

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Even if you don’t have a lot of money to spend on marketing, there’s

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n the distant past, somewherearound the birth of rock androll, Colonel T.G. Norris QC

filed his report on real estate busi-ness in British Columbia followingyears of effort by the industry toestablish the profession via a struc-ture grounded in legislation – theReal Estate Act of 1958.

The Norris Report observedand recommended the publicwould be better served by licenseeswho were educated under the aus-pices of UBC, who were subject toa provincewide board and, amongother things, had common formsfor contracts and listings. Seemslike only yesterday we were bitch-ing about education, structure and

28 REM JUNE 2016

I

METES & BOUNDS

By Marty Douglas

One for the money: The B.C. proposalFormer columnist Marty Douglas comes out of retirement to offer his summary of organized real estate’s accomplishments and the proposal to eliminate B.C.’s real estate boards and associations and create a single governing entity.standard contracts.

Hey, wait a minute!As we approach the opportuni-

ty to effect change by expressingour opinion on the restructuring ofreal estate in B.C., I thought itmight be useful to remind membersof all boards and associations inB.C. of how far we have come inthe past 60 years and to compli-ment those who led us through theseemingly difficult transitions ofthe past we take for granted today.

I won’t bore you with dark agesof the Vancouver Listing Exchangeand the acceptance of women intothe industry – the ’50s – the orga-nizing of boundaries and territoriesfor the boards – the ’60s – the entryof franchises, wage and price con-trols, computers and, God help us,giving salesmen (as they were thenofficially known regardless of gen-der) the right to vote in industryaffairs – the ’70s.

No, I’m going to start with the’80s and a man you have neverheard of – Jim Middlecamp. Mr.Middlecamp, an independent bro-ker, objected to the yoke ofrestraint placed upon him by themembers of the Fraser Valley RealEstate Board. The subsequent legalaction resulted in the ProhibitionOrder and brought the attention ofall of Canada to the CompetitionBureau and the power it wielded.

I was subpoenaed as a formerpresident of BCREA, and offeredbus fare from Courtenay to theLower Mainland to testify. It was anational event, bringing all boardsand CREA together. But we werehardly nimble. It took 10 years ofpost-settlement negotiation withthe Competition Bureau by CREAand the provinces and boards toestablish the guidelines we workunder today. And it cost a lot ofmoney.

The ’80s – ah! Who can forget21 per cent mortgage interest andthe then Disclosure of Interest inTrade, introduced by a right wingprovincial government, seriousabout requiring licensees disclosingtheir interest when buying and sell-ing real estate.

By the ’90, the Internet waspeeping out. Online retail saleswere threatening traditionaldepartment stores. Boycotts wereplanned against those retailers wholacked a “real” store. It didn’t turnout well. 1996 was a busy year.Realtylink.org was launched, theforerunner of mls.ca and Realtor.ca.A B.C. industry study commenced,Real Estate 2010, looking to thefuture.

Its recommendations followed afamiliar theme – mandatory con-tinuing education, a single licensesystem, mentoring tied to licensingand a seamless data base for proper-

ty information. In 1998, realtorlinkarrived – our intranet. In 1999, thelarge real estate companies ofCanada – Century 21, Re/Max andRoyal LePage – challenged CREAfor control of the national MLS. Inthe same year a national argumenterupted over the inclusion ofaddresses on multiple listings –Calgary was opposed, Halifax/Dartmouth in favour. That sameyear five of the seven real estateboards in Nova Scotia merged intoone with the provincial associa-tion. (Hey, there’s an idea!) CREAencouraged members acrossCanada to consider the efficienciesof restructuring.

Remember the introduction ofbuyer agency? 1995. Email? Got myfirst email server in 1996. The faxmachine was headed to the samejunk pile as the telegram and tele-type I had used the decade before.

Today, we are being blamed for

REM JUNE 2016 29

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“shadow flipping”. In 1999, theBarrett Commission inquiring intoleaky condos heard biased evidencethat we, the industry, had knownabout leaky condos since 1991 andwere complicit in failing to do any-thing about it. “Systemic corrup-tion in the Realtor cartel” summa-rized the railings of one persistentcritic. The ’90s saw the voluntaryintroduction of the PropertyCondition Disclosure Statement,first used as an experiment byMaple Ridge licensees and offeredto the rest of the province whenconsumers were enthusiastic.

Rolling into the 21st Century,the two boards on VancouverIsland were seeking executive offi-cers and my observation in a 2001REM column was, “Will the direc-tors of those boards have thecourage. . .will they have the nerveto include Vancouver and theFraser Valley Boards in a. . .GeorgiaBasin partnership?” Apparentlynot. In 2002 my board was restrict-ing advertising of listings to the list-ing agent only. Hello! Can we spellreciprocity?

Rather than merge, B.C.became a sort of BalkanizedEuropean Common Market andaround 2003, we invented thePledge of Co-Operation as a pass-port for crossing the boundaries ofneighbouring real estate boards.Then we discovered those “foreign”members did things like mere post-ings on properties in our territory.To the barricades! CREA and theCompetition Bureau to the rescue.

Privacy became a flavour of themonth in 2003 and every memberof CREA got a CD Privacy Toolkit.It made a great coaster. In 2004 weheard the first threat of “disinter-mediation”, the removal of theintermediary – us – from the trans-action. America Online was the“lion coming over the hill”. AOLlost interest, distracted by makingmoney in media.

In 2004, in REM I wrote, “Iwish I were from Alberta. OrOntario. Then I could proudly pro-claim, ‘My province has mandatoryeducation!’” Got it now thoughdon’t we? Took about 10 years.

Which brings us to 2005. Thenew Real Estate Services Act.Disclosure of remuneration.Here’s an email I received: “Why?Is this some sort of April Fool’sjoke, or what? Or is it some sort ofsocialistic-fascism being revisitedhere? Is this not an invasion of aRealtor’s privacy. . .How far canthis idiotic bureaucracy go andget away with?” Apparently

we got over the outrage.Enough. No point in complain-

ing that balancing competitionbarriers across provincial bound-aries cost us the “no part-time sales-men rule” we had enjoyed since1958. No need to mention FIN-TRAC and identifying clients. Wehave adjusted to the post 9/11world, encasing us in the need forcertainty in who we are dealingwith. But it wasn’t an easy adjust-ment.

Change is constant. And in thewords of columnist Gene Miller,“Change is horrible – unless it ben-efits you or you thought of it your-self.” We have to think outside ofourselves to the opportunitiesavailable to the industry as a wholeby the proposed restructuring.Many of our current members haveonly a few years of history in ourbusiness. Many who vote on thisissue will have moved on by thetime the transition is complete.

The leaders of this change, thepresidents of B.C.’s 11 real estateboards over two years, deserve ourrespect and thanks for their efforts.Yes, for many of us it will be a leapof faith to vote “in favour”. Butthink about those leaders, thosemen and women who we elected tolead our boards and then theprovince. We elected them becauseof their willingness to serve,because of their talent and therespect in which they are held. Weelected them to govern. We electedthem to make decisions. Weentrusted them with our industry.They didn’t turn into idiots whenthey landed at YVR and breathedthe Vancouver vapours. It’s time torespect and honour their recom-mendation.

I began this column with an oldchildren’s nursery rhyme – one forthe money, two for the show, threeto get ready and four to go.Motivational speaker Rosita Perezsaid, “A lot of people die, stuck in‘three to get ready’. Take the nextstep.”

Contact Marty Douglas by emailat [email protected]. Followor connect with Marty on Twitter,LinkedIn and Facebook. He is a man-aging broker for Re/Max OceanPacific Realty in Comox andCourtenay, B.C. He is a past chair ofthe Real Estate Errors and OmissionsInsurance Corporation of B.C., theReal Estate Council of B.C., theB.C. Real Estate Association and theVancouver Island Real Estate Board.

REM

30 REM JUNE 2016

By Chris Seepe

[email protected]

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Opinion: Bureau’s win is a godsendtions that could be incorporated toempower Realtors with powerfulcompetitive advantages that noend user could possibly match.TREB has the means to createincredible value propositions for itsmembers. Yet here TREB andmany of its constituents sit wallow-ing in the past about the invest-ment they already made and howit’s unfair that they should have toinvest more to stay current andcompetitive.

Why did the CompetitionBureau stick their nose in wheremost Realtors think it doesn’tbelong? The bureau’s purpose is,among other things, to ensure thatsmall and medium-sized enterpriseshave an equitable opportunity toparticipate in the Canadian econ-omy, and to provide consumerswith competitive prices and prod-uct choices. Consumers (whichevery Realtor is as well) have rightsthat supersede the rights of manip-ulative organizations bent on cor-ralling the revenues of an entireindustry and imposing their view

of how things should be done. Ifthis was a political conversation,we’d be talking about dictatorshipsand tyranny.

This legal action isn’t anythingnew. Companies like Bell andOntario Hydro, who got too big fortheir britches and arrogant in themanner in which they conductedtheir businesses (and controlledtheir prices), were shown the errorof their monopolistic ways.

Canadian organized real estate,especially TREB, must adapt,change and re-invent itself or beinevitably replaced by the seachange of technology and multi-billion dollar technology giantsthat are bearing down on it.

TREB’s non-transparency as anot-for-profit organization is trou-bling. It has repeatedly acted in itsown self-interests, sometimes atodds with the voiced but unheardwishes and interests of its mem-bers. How many members votedthat TREB should spend signifi-cant membership fees battling thegovernment? Oh, right… they

were elected to make that decisionfor us.

Taking away the exclusivity ofthe MLS will greatly impact thegatekeepers of that data (especiallyTREB and other real estate boards)but it will play only a minor role onRealtors who provide a true valueproposition to their clients. Now,any Realtor whose only contribu-tion to a real estate transaction isknowing how to get informationfrom the MLS is doomed.

Now, think about how manyentities have their hands in yourpockets, demanding that you payupfront for services whether you’remaking a living from the businessor not. In Toronto, it includesOREA dues, CREA dues, RECOlicense, RECO insurance, broker-age fees (you have to belong to abrokerage to be licensed), fran-chise fees, mandatory educationand update fees, and of course,TREB fees – and that’s all beforeyou invest one dollar in your careerand business. Things would be verydifferent if those organizations

(RECO excepted) were tied to thequality of Realtors rather than thequantity of Realtors.

Breaking the MLS strangleholdwill dramatically improve our abil-ity to overcome the greatest threatto our profession – our industry’slack of professionalism. Organizedreal estate will have no choice nowbut to raise the bar of professional-ism in order to combat the threatfrom without. I can’t wait to seethe day when that happens.

CMHC, take note. Some ofyour business practices bear anunhealthy parallel to what’s hap-pening here with TREB.

Chris Seepe is a published writerand author, “landlording” courseinstructor, president of the LandlordsAssociation of Durham and a commercial real estate broker ofrecord at Aztech Realty in Toronto,specializing in income-generatingand multi-residential investment properties. (416) 525-1558 [email protected]; website:www.aztechrealty.com. REM

he breaking of the TREBand MLS stranglehold onthe real estate industry is a

godsend. Yes, I expect all kinds offlaming from the real estate morassbut, despite most everyone’s pro-found sense of indignation aboutcopyright and ownership infringe-ment (the grass roots Realtors didnot seem to care about TREB’s ‘pri-vacy’ argument), the issue isn’tabout whether intellectual propertyand privacy rights have been vio-lated, but it’s about how TREB usedthat intellectual property to com-pete unfairly in the marketplace.

TREB’s current MLS system,even with its esthetic (but hardlyfunctional) upgrade, is a techno-logical dinosaur. There are amaz-ing, even mind-boggling, innova-

T

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cott Shaw, co-founder ofSutton Group, pledged topersonally donate up to

$100,000 to match donations thatwere made to the Sutton GroupWildfire Relief - ChimpCharitable Campaign up to May26. All funds will go to theCanadian Red Cross.

“The federal government hasalso pledged to match donations

32 REM JUNE 2016

SGood WorksGood Works

to the Canadian Red Cross, sodonors could effectively quadrupletheir donations,” says MelissaMungall, a sales rep from SuttonGroup Realty Services Ltd. inBurnaby.

Donations will help theCanadian Red Cross provideemergency food, clothing, shelter,personal services and other neces-sities. It is reported that more

Volunteers from Royal LePage Lakeland Real Estate standoutside the kitchen at the Bold Centre in Lac la Biche asthey prepare a dinner on May 6 for evacuees. From left:Roy Worthington, Carrie Dechaine, Tracey Thompson,Ron Moore, Jane Moore, Patrick Cheung, TylerMacDonald, Taisya Reutov, Alexander Reutov, TanyaDuchnych and Cory Sturek.

Nicole Werkman at the clinic in Nicaragua.

Royal LePage Crown Realty Services admin-istrative team Debbie Dennison and MaryBoudewyn pose between the table of raffleitems and players at Euchre-Rama.

AnthonyCarterandfriend

Royal LePage Team Realty in Ottawa raised morethan $10,000 to help fight the spread of the Zikavirus in Dominica. From left: Brian Sukkau, bro-ker/manager, Laura White, CFO, Alyssa James,receptionist and listing administrator; RochelleJames, receptionist and Madat Kara, salesperson.

Royal LePage Meadowtowne Realty’s Georgetown Officetook part in the annual 22 minute makeover in honourof Earth Day recently, taking 22 minutes of their day tohelp clean up the community.

In Georgetown, Ont., Royal LePage MeadowtowneRealty participated in the 13th annual Grate Groan UpSpelling Bee in support of North Halton LiteracyGroup. “Our Royal LePage Assassins andMeadowtowne Assassins did us proud by making it tothe quarter finals,” says agent services administratorAshley Dwyer.

Sales reps and staff from Sutton Group - SelectRealty in London serve dinner at the SalvationArmy.

Organizers of the 9th Annual Golf SkillsChallenge hosted by Royal LePage Solutions andRoyal LePage Benchmark in Calgary. Front row:Ben Ginzberg and Marc Anderson. Back row:Shayne Pardee, Josh Nelson, Cheri Long,Andrew Hanney, Madison Jager, SharonAbrahamson, Alexander Bradley, DorothyBurnett, Rob Smith, Erin Pierce and CorinneLyall.

Royal LePageWolle Realtyraised$10,000 at its garage sale.

More than2,400buildingshave beenlost in theFortMcMurrayfire.

REM JUNE 2016 33

Carolyn Cheng AppointedChief Operating Officer, Royal LePage

resident and CEO of Royal LePage Phil Soper, p

o announce the promotion of is pleased to

eng to Chief Operating Officer.Carolyn Che

created role, Carolyn will leadIn this newly

ed broker and agent services a consolidate

lay a key role in the ongoing team, and pl

t and execution of products anddevelopmen

signed to increase brokerageservices des

and maximize agent potential.profitability a

ntment comes on the heels“This appoin

of tremendous growth for the of a period o

says Soper.“ The Royal LePage company,” s

onating as never before as a brand is reso

ed Canadian company that wholly-owne

delivers leading real estate designs and

Canadians.”services for C

led the development andCaroCC lyn has

of new services at Royal LePage inntrroooduucucu tion

She has set the pace for sales,ssinnccce 22003.

technology leadership for agentsttraraainninngngg and

g for brokers. anddd a reeececruitin

ng Royal LePage, Carolyn worked PPrriioor ttoot joinin

Consultant at Deloitte Consultingaass s aas SSSeSenior C

d her Master’s of Science in aannndd n rrereeceived

Relations from the London InnnteeIn rnnnaational

conomics and Political Science.SSchoooScS ool of Ec

tulate Carolyn on herWWee cccW cW ongro atnt and wish her muchaapppoooa oiintmensuccess.cccoontttntiinued s

royallepage.ca

ANNOUNCEMENTDuncann BBraBradleyy

Directtoror Ror Recruiting

Royal yal LePage Real EsEsttaateate Servirvices Ltd, Brookkeragagegege4025 YYoonge e SStreeteet, Suite #203

ToTorontnto,o, ONON M2P 2E3DirDirectt Linnene 416.457.43100

It is with greaatat pleasure that I aannounce the appointment ot of Duncan Bradadley to the positionon of Director Recruiting, effecfective April 4, 202016. Duncan will bl be based out of our 4025 5 YongeStreet, ToToronto, location..�� aspspirations: working g diligently to ensure that theyey enjoy whereththey work, who thehey work with and above all wwhat they do! As a result, he has es enjoyed a 15+ year internatioational proven track �� their career aambitions.As a Fellolow of the Institute of Reccruitment Professionals,Duncan n operates with the utmost integrity, professionalism and resespect when building relatioonships to help those who have e either decided to make a a change, or those who areconsnsidering one now or in the fufuture.DuDuncan welcomes anyone whwho would like to learn why Royal ��Please join me in welcomoming Duncan to our team and inwishing him all the best!

Gino RomaneseSenior Vice President, BBroker of RecordRoyal LePage Real Estatate Services Ltd., Brokerage

than 2,400 buildings have beenlost in the fire.

■ ■ ■

The community of Lac LaBiche, Alta. found itself front andcentre in lending a helping handto the streams of evacuees who fledtheir communities as a result of thewildfires in Northern Alberta.

Roy Worthington, broker/owner at Royal LePage LakelandReal Estate in Lac la Biche, says hiscompany is one of many from thecommunity that helped out at theBold Centre to house, feed andoutfit the more than 300 peoplewho temporarily called the centrehome.

“Everyone in the communityhas come together to lend a handto what has become a 24-houroperation, involving hundreds ofvolunteers,” says Worthington.“The community is pitching in asthe evacuation of nearby commu-nities continues, which startedwith residents of Fort McMurrayand has expanded rapidly toinclude many others.”

■ ■ ■

Hundreds of Nicaraguans inneed of medical care recentlyreceived treatment thanks to ateam of volunteers including salesrep Nicole Werkman of SuttonGroup - Summit Realty inMississauga, Ont.

Nicaragua is a CentralAmerican country with a popula-tion of more than six million peo-ple subsisting on an averageincome of $2,600 per year.Werkman travelled to Nicaraguain February with Volunteers inMedical Missions (VIMM) andher travel was partially financed bya charitable fund established by thebrokerage.

“Our eight-person team con-sisted of two medical doctors, onephysician’s assistant, two nurses,one health care worker, oneteacher and I assisted as a transla-tor,” says Werkman. “Overall, wesaw 680 patients during the week.”

This trip to Nicaragua wasNicole’s seventh volunteer mis-sion.

■ ■ ■

Royal LePage Crown Realty inCambridge, Ont. recently hostedits popular card tournament,Euchre-Rama. The event attracted180 players.

More than $10,000 was raisedfor the Royal LePage Shelter

Foundation, to be directed toArgus House. Broker of recordAngela Asadoorian and her entireteam participated in the event,providing donations, volunteeringtheir time or attending the event.

■ ■ ■

Seeing the sad plight of dogsand cats at overcrowded animalshelters inspired JenniferMorrison and Anthony Carter ofSutton Group - ProfessionalsRealty in Halifax to take action.They co-founded thePAWSAbilities Rescue Societyalong with Abby Khalek, TylerLightfoot and fellow RealtorCory McNutt. Since launchingthe non-profit society on Jan. 1,they have worked to rescue,rehabilitate and find homes for asmany pets as possible. With thehelp of volunteers, they fosteranimals, arrange adoptions andtake the animals for veterinarycare including spay and neuterprocedures.

In addition to finding suitablehomes for pets and helping to pre-vent overpopulation, the foundersalso look forward to eventuallyhaving the financial resources todevelop outreach and educationprograms.

“Currently, it is challenging tohave to turn away animals in needbecause we do not have the fullcapacity yet or funds to care for all of them. It is heart-breaking to have to make these hard decisions,” says Morrison.PAWSAbilities will be holding an online fundraising auction on June 24. For details, visithttps://www.facebook.com/PAWSAbilitiesAnimalRescue .

■ ■ ■

Two employees at RoyalLePage Team Realty in Ottawa,Rochelle James and Alyssa James,are originally from the tiny islandof Dominica. In August 2015, theisland was destroyed by TropicalStorm Erika. As the country triesto rebuild, many areas of stagnantwater are pooled on the island, andnow the Zika virus has become aserious threat to the residents.

Madat Kara, a salesperson withRoyal LePage Team Realty, co-ordinated a company-widefundraising effort, including anafternoon with the OttawaSenators where tickets were sold tocolleagues, clients and friends.Through sales of tickets and withcash donations from the broker-

age’s salespeople and administra-tive staff, more than $10,000 wasraised.

Madat worked with the RedCross to purchase three mosquitofogging machines and the neces-sary chemicals to help fight thespread of the virus.

■ ■ ■

Almost once a month for thepast five years, representatives fromSutton Group - Select Realty inLondon, Ont. buy groceries andprepare and serve dinner to theSalvation Army’s clientele. Thesales reps and staff who participatein these four-hour shifts have funin the kitchen together preparing anourishing meal for people inneed.

When the Salvation Armymade an urgent plea for volunteers,it was sales associate PaulaHodgson who answered the call.She continues to take on the tasksof buying groceries and schedulingvolunteers from the office.

“This really is a collective effortand everyone’s contribution isimportant,” says Ron Nieman, asales associate and one of the fre-quent volunteers. “We all appreci-ate that Paula organizes this pro-ject, which directly benefits somany of our neighbours in need.”

■ ■ ■

Royal LePage Solutions andRoyal LePage Benchmark inCalgary recently hosted the 9thannual Royal LePage CalgaryShelter Foundation Golf SkillsChallenge. More than $22,000 wasraised to support the Children’sCottage Society and the CalgaryWoman’s Emergency Shelter.There were 120 golfers competingin longest drive, closest to the pin,chipping and putting challenges.The event also included a dinner,prizes and a silent auction.

■ ■ ■

Royal LePage Wolle Realty inKitchener, Ont. was one of manyRoyal LePage offices taking part inthe 6th Annual National GarageSale for Shelter recently. A trailerfull of donated items was sold inthe office parking lot and alongwith proceeds from a barbecue andbake sale, donations from agentsand staff and corporate donations,the brokerage raised more than$10,000 for Women’s CrisisServices of Waterloo Region andThe Woolwich CommunityServices. REM

34 REM JUNE 2016

Announcement

If you are interested in ownership opportunities with RE/MAX, the largest most productive real estate brand, contact Christopher Alexander at 1-416-786-5552

to arrange your confidential meeting, or visit remaxintegra.com.

It is our pleasure to announce RE/MAX INTEGRA’s newest owner, Nick Chintakis, owner of RE/MAX Cornwall Realty Inc.!

A veteran entrepreneur, Nick has a history of real estate acquisitions and redevelopment in Cornwall. For many years, Nick has dealt with RE/MAX Cornwall Inc. as a client and knew the previous owners, Terry Landon and Jamie Cameron well. Terry & Jamie continue to be actively involved with RE/MAX, with Terry being the Cornwall office’s Broker of Record.

Nick was attracted to RE/MAX as the brand recognition in Canada is second to none. RE/MAX also has a great business model that attracts quality agents, who are experienced in the industry.

RE/MAX Cornwall Realty Inc. operates in the Greater Cornwall Area, in the Stormont, Dundas, Glengarry counties.

Please join us in welcoming Nick, and wishing him great success!

Grow with those who know.

Welcome New Owner Nick Chintakis!

Nick Chintakis Owner Cornwall Realty Inc. 649 Second St. E. Cornwall, ON

Announcement

If you are interested in ownership opportunities with RE/MAX, the largest most productive real estate brand, contact Christopher Alexander at 1-416-786-5552

to arrange your confidential meeting, or visit remaxintegra.com.

Please join us in welcoming our newest franchisee, Debbie Kolli!

Debbie has converted her independent brokerage, formerly Aim North Realty Ltd., to a RE/MAX office, serving Timmins, Cochrane, Iroquois Falls and Matheson.

An active member in the real estate community, Debbie is formerly the President of the Timmins Real Estate Board, and has sat on many committees throughout her real estate career.

Debbie is an experienced broker, with nearly 30 years in the industry. By joining RE/MAX, she is now positioned for significant growth, and excited to offer the vast array of RE/MAX tools and services to her existing associates and those who join the company.

We are thrilled to welcome Debbie and her sales team to the RE/MAX family. Congratulations on this decision, and we can’t wait to watch you grow!

Welcome to RE/MAX, Debbie!

Debbie Kolli Broker/Owner

Aim North Realty 151 Second Ave. Timmins, ON

High-Rise from MagnoliaPictures Previewed September 2015 atToronto International FilmFestivalOpened in Toronto andVancouver May 203.5 out of 5 stars

utting the disturbing indystopian, Ben Wheatley’snew film High-Rise takes a

sobering look at class structures,most specifically between thehaves and the have-somewhat-lesses.

As the title suggests, the settingis a unique self-contained high-risebuilding, where a high societyreclusive architect stays isolatedeven within a strictly regimentedand segmented assortment of resi-dents, sorted in ascendance bytheir social standing.

If you wanted that spelled out,consider the architect’s name, Mr.Royal (Academy Award winnerJeremy Irons). Royal resides farabove the surreal assortment ofmilieus bustling beneath his exoticpenthouse.

Arriving at the residence withunforeseen bad timing is Dr.Robert Laing (Tom Hiddleston),who is just making his plunge into

By Dan St. Yves

A REM moviereview: High-RiseStruggles within elite tower expose basenatures high society with this move. Whilethat life quickly proves to be filledwith perks, it is even faster toreveal the downside of separatedclasses once the building starts tofail and those classes decide theywant more for themselves.

The entire proceedings have afeel of cutting-edge movies fromthe late 1960s and the early 1970s,which is apropos, given that thefilm is based on the 1975 novel ofthe same name from J.G. Ballard.His work has leapt from page toscreen before (Crash, with DavidCronenberg, and Empire of the Sunwith Steven Spielberg). This filmis a little spooky as despite the ageof the subject material, it catchessome of the anxiety going on in thepolarized U.S. right now – espe-cially some of the violence that haserupted during the political rallies.

It also has a feel of Kubrick orTarantino in the surrealism, vio-lence and bawdiness. High-Risereally reminded me of movies I sawgrowing up on late night TV,which would never see the light ofday on pasteurized network televi-sion now. Interesting how progres-sive Canadian TV really was 30 or40 years ago.

What makes this movie watch-able are the talented cast membersplaying often intense and complexcharacters.

As Laing, Hiddleston (2015’sHank Williams biopic I Saw TheLight, Loki in Marvel’s Thormovies) is a rudder steeringthrough the fray as emotionlesslyas he is able, but he is unable toavoid circumstances as they beginto unravel. Hiddleston onscreenhas an air and charisma about himthat might lend itself to his step-ping into Daniel Craig’s shoes, ifJames Bond remains as he has onfilm for the past few decades.

Mad Men’s Elizabeth Moss ishaunting as a pregnant wife leftentirely out of her husband’s obses-sions (Luke Evans as Wilder, aboisterous filmmaker who has seenbetter days).

Haunting could also apply tothe final few scenes for SiennaMiller as she portrays the aloofseductress who is unable to fend offWilder’s craven interest in her. Asthe world within the high-rise col-lapses, the film is far more apoca-lyptic Mad Max than it is the swag-ger and martini parties of the priv-ileged in Mad Men.

In a Director’s Statement pro-vided in the press kit, BenWheatley writes, “I have endeav-oured to marry the emotionalintensity of Down Terrace and KillList, the comedy of Sightseers andthe formal exercises of A Field inEngland. I hope you find it boldlyfunny and invigoratingly shock-ing.”

Therein lies the subjectivity ofhumour, most especially satire. Ididn’t find much boldly funny, oreven mildly funny. But High-Risecertainly keeps your attention, as itspeaks to one possible outcome ifthe one per cent ever finds theworms turning below them and ris-ing to claim what they feel they areowed.

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

Elizabeth Moss and Tom Hiddleston in High-Rise.(Photo: Magnolia Pictures)

P

REM JUNE 2016 35

Lone Wolf acquiresWhereToLive.com

Lone Wolf Real EstateTechnologies of Cambridge, Ont.has purchased WhereToLive.com.Founded in 1999, WhereToLive.com has been creating tech-nology tools to power real estatebrands across the United Statesand Canada for 16 years.

“This acquisition aligns withour vision of a completely integrat-ed real estate business,” says LorneC. Wallace, CEO of Lone Wolf.“We have a clear vision of a realestate eco-system. We believe thata single point of entry, whether forleads, agents or listings, is criticalfor an efficient and successful bro-kerage.”

Lone Wolf was recently namedamong Canada’s leading IT com-panies, as it rose to the 104th spoton this year’s Branham300 Top250 list. For nearly a quarter of acentury, Branham Group has pro-vided the most comprehensive list-ing of publicly traded and privatelyheld IT companies in Canada,known as the Branham300, thecompany says.

Nicaragua real estatetour offered

Nica Investments has joinedforces with Experience Nica Toursto offer real estate investors anopportunity to spend five days inNicaragua to learn about the coun-try’s real estate market.

“Nicaragua is the most lucra-tive, yet most affordable realestate investment market in all ofthe Americas. Unfortunatelythere’s a great deal of incorrect,outdated or outright misleadinginformation in circulation,” saythe tour organizers.

Nica Investments is aCanadian-owned land acquisition

Atlantic ConnectionJuly 26 - 29Delta Prince Edward & P.E.I.Convention Centre, Charlottetownwww.atlanticconnection.ca/

Activate 2016Hosted by Re/Max of WesternCanadaOct. 18 - 20Fairmont Chateau WhistlerWhistler, B.C.

2016 Coldwell Banker Gen BlueExperienceOct. 18 - 20Miami Beach, Fla.http://genblue.coldwellbanker.com/

Realtors Association of Grey BruceOwen Sound AGM & TradeshowWednesday, Oct. 26Bayshore Community CentreOwen [email protected]

Century 21 Canada ConferenceSupplier ExpoOct. 28 - 29Westin Bayshore, VancouverCarla Ty – [email protected]

National Association of RealtorsRealtors Conference & ExpoNov. 13 – 16San Diego, Calif.www.realtor.org/convention.nsf/

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

What’s

New

What’s

New

and development consultancyoperating in Granada, Nicaragua.Len Bowcott, CEO of the compa-ny, assists foreign investors in iden-tifying properties to fill the client’sneeds. Not all real estate inNicaragua is transferable, althoughit is often offered for sale, the com-pany says.

The tour is set for June 26 toJune 30, 2016. Participants willspend part of each day visiting thehottest property markets inNicaragua, Granada, Rivas, SanJuan del Sur, Laguna de Apoyo andManagua. Speakers are both cor-porate law lawyers and lawyersinvolved in immigration matters,architects, tax accountants, realestate professionals and govern-ment spokespeople. For informa-tion: http://tinyurl.com/h5cvr34

CREB partners withSentriLock

The Calgary Real Estate Board(CREB) has partnered withSentriLock to provide its memberswith SentriLock’s Realtor LockboxSystem.

“CREB chose SentriLockbecause we believe their key man-agement system will serve ourmembers’ needs now and in thefuture,” says CREB president CliffStevenson. “While there weremany factors that influenced ourdecision, it was the product fea-tures and the fast and efficient cus-tomer support that stood out.We’re excited to move forwardwith our conversion this fall.”

SentriLock now serves morethan 300 Realtor boards and MLSsthroughout North America,including 18 Canadian boards.

Royal LePage partnerswith Who’s Whoin Luxury Real Estate

Royal LePage, via the compa-ny’s Carriage Trade luxury brand,has partnered with Who’s Who in Luxury Real Estate. The new arrangement includes theopportunity for sales reps to postCarriage Trade listings onLuxuryRealEstate.com. The siteremains the No. 1 portal for luxuryproperties, says Royal LePage,attracting more than 500,000 visi-tors per month from more than200 countries.

“We are extremely excited tooffer this new partnership,” saysKelly McCain, director, StrategicBusiness Services at Royal LePage.“With widespread exposure to lux-ury buyers from around the globe,this partnership will enable RoyalLePage real estate professionalswho transact in Carriage Tradelevel properties to maintain a glob-al presence for their listings andoffer unprecedented exposure fortheir clients.”

The deal comes with negotiat-ed annual pricing that provides avariety of benefits including anunlimited number of CarriageTrade listings over $650,000 to beposted on LuxuryRealEstate.com,access to customized marketingmaterials and statistics for listingpresentations, invitations to exclu-sive Who’s Who in Luxury RealEstate webinars and conferencesand discounted rates in luxury pub-lications including Luxury RealEstate Magazine, Wall StreetJournal, duPont Registry and UniqueHomes. REM

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Barry Lebow: Cell Phone: [email protected]

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“Your Toronto Source”

36 REM JUNE 2016

DO YOU KNOW WHAT TO DO IF THIS HAPPENS:

• You have a small claims court matter to deal with?

• Your client has a “tenant from hell”,

and he/she has to be evicted?

• Your client wants to reduce his real estate taxes?(A way to get more listings: offer this service.)

• You received a letter of complaint from RECO?

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Real EstateTechnologyReal EstateTechnology

Real-time home showing software

SmartShow, developed byRTP Solutions of Surrey, B.C. isoffering a real-time home show-ing application, available initial-ly to B.C. agents only, whichallows them to use their smart-phone or tablet to show a home tomultiple remote buyers with just afew clicks. Buyers can see a homethrough the sales rep’s eyes, inter-act by asking questions, and feellike they are walking around thehome in person.

While SmartShow currentlyruns on smartphones and tablets, it will also support what are known as SmartGlasses – Android powered wearable eye-wear. SmartShow is the first appli-cation created for real estate salesto use SmartGlasses, the companysays. It will run on the Vuzix M300SmartGlasses, which will bereleased in mid to late 2016. Eventhough purchasing and usingSmartGlasses is not required to use the application, Ted Venema,VP business development atSmartShow, says they are the mostideal way to use the platform.

Jim Titus, a sales rep withHomeLife Benchmark Titus Realtyin Surrey, says, “Showing a homewith SmartShow is easy, fun andsaves time – both for myself and formy overseas buyers.”

The software allows buyers to

view a video of the showing afterit’s completed and share it withfriends and family.

Although any sales rep cansign up for an account or subscribefor future updates on the platformat smartshow.com, only B.C.Realtors are currently being grant-ed access to SmartShow’s 30-dayfree trial. SmartShow says it will beworking closely with local Realtorsbefore opening the platform toother provinces and states.

Revamped remax.cagoes live

Re/Max has updated its websiteat remax.ca with “the comfort andconvenience of a user friendlyspace that provides consumerswith the real estate informationthey need easily and efficiently,”the company says.

“Consumers will be able to findtheir dream home easier with aunified search experience thatautomatically suggests listings,agents, offices, neighbourhoodsand editorial content,” saysRe/Max. “The Enhanced ListingDetail Page highlights must-knowinformation for clients whensearching for their home includingadditional photos, a comprehen-sive details list, demographics andcomparables.”

The new site offers SmartAgent Profiles, making it easier forconsumers to find local sales asso-

ciates, the company says. It has fea-tured team pages and updated callsto action.

Bizz Image launches inToronto and Ottawa

Michelle Sharpe and MattFudge recently launched BizzImage, a real estate marketing solu-tion, in the Greater Toronto andOttawa areas.

“This new look will provideprofessional Realtors and onlineconsumers with an enhancedviewing experience for listings and,as such, we will be discontinuingour association with Obeo,” saysSharpe.

With more than 16 years pro-viding professional photographyand virtual tours, Bizz Image is nowa “one-stop-shop” business market-ing service, providing photogra-phy, virtual tours, graphic andsocial design and, in some areas,

integrated digital floor plan mea-suring and video services. Thecompany has an exclusiveCanadian agreement with VizziMedia Solutions and will belaunching throughout Canada thisyear.

“One constant is our commit-ment to service and quality. Ourteam members are ready and com-mitted to this new solution,” says Fudge. For information:www.WOWBizzImage.com

Better Homes andGardens introducesrevamped website

Better Homes and GardensReal Estate has completed a full-scale redesign of its Canadian webplatform, BHGRECanada.ca. Thewebsite has undergone significantenhancements to provide dynamicofferings and capabilities to itsusers, the company says.

“This is an exciting momentfor Better Homes and GardensReal Estate as we underscore our

commitment to our Canadianoperations and our focus on deliv-ering exceptional service to ournetwork and consumers,” saysSherry Chris, president and CEO.“Technology plays a significantrole in our daily lives and ourindustry, with the online experi-ence often serving as a first impres-sion of the company or real estateprofessional associated with it. Byrecognizing this influence, we con-tinue to ensure that we are evolv-ing to meet the needs of today aswell as tomorrow’s consumersthrough relevant content, offeringsand functionality.”

The company says its newCanadian offerings include:

• Improved website technolo-gies and a scalable design allow fora seamless and consistent experi-ence across both desktop andmobile

• Modern design for anenriched look and feel captures theattention of consumers and realestate professionals, contributingto the site’s intuitive navigation

• Enhanced performance andspeed empowering direct access tofeatures such as lifestyle content,listings and search results

• Enriched content with fullCREA DDF property search capa-bilities

• Content from the BetterHomes and Gardens Real EstateLife Blog (bhgrelife.com), offeringadvice and lifestyle trends for bothconsumers and real estate profes-sionals

Canadian consumers can nowconnect to entertainment, DIYand real estate content includingBHGRE’s Ask a Pro Q&A portal.

Tech comes to down-sizing and estate sales

If you haven’t spring cleaned in40 years, MaxSold says there is anapp for that. It was designed tohelp you solve the problem of whatto do with all the excess items yourclients are dealing with as part of adownsize or estate settlement. TheMaxSold iPhone app allows you tofigure out how much their thingsmight net.

With the MaxSold managedmodel, the nearest MaxSold teamwill be dispatched to catalogue,photograph and measure the items.Pictures and descriptions then getuploaded to the MaxSold’s biddingplatform for online bidding.

MaxSold also offers a clientmanaged model for tech savvy

clients. Clients do the cataloguing,photography and supervision ofpickup, but leave dealing with thebuyers, marketing and collection ofpayments to MaxSold.

MaxSold says its solution has aproven track record of over 2,500auctions to date, with turnaroundof less than two weeks (and shorterwhen needed), with a 98 per centsell-through rate. It has sold itemsranging from cars to Christmasdecorations, through a competitivebidding platform with itemizedtracking and reporting of the entireprocess, the company says.

For information: www.max-sold.com

Century 21 enhancesglobal property search

Century 21 Real Estate LLChas announced enhancements toits global website, century21glob-al.com, which features more than275,000 listings presented in 18languages and 36 currency conver-sion options.

“The real estate industry is nowglobal, so it’s more important thanever for international buyers toeasily find and connect withCanadian Realtors and theirclients’ properties,” says MartinCharlwood, vice chairman andCEO, Century 21 Canada. “Every

one of our Canadian listings ispositioned in front of internation-al buyers and Realtors on thiswebsite. It’s a powerful tool for ouragents to show clients how theyget the most exposure for theirproperty.”

The enhancements include:• Mobile responsive design• On property details pages,

images will open in a new viewerand showcase homes in a largephoto gallery

•Searching by metro areassuch as Sydney or San Franciscowill now include results for sur-

Michelle Sharpe

The Century 21 Global website.

REM JUNE 2016 37

rounding cities that make up themetropolitan area

• Hebrew, Arabic and Urduhave been added for a total of 18languages supported on the site

• As well as providing individ-ual Realtor search functionalityand webpages, customers can nowsearch for teams.

Schedulock launchesnew mobile and webapp

Schedulock has launched anew real estate showing manage-ment tool and platform for realestate professionals. It allows salesreps to schedule their real estateshowings, manage lockbox codesand track feedback all in one place.

“We believe that the process toschedule a real estate showing isvery cumbersome on both ends,”says Alexander Poon, Schedulockco-founder. “Currently, there arevery limited options to book show-ings on the go and there is still aton of back and forth betweenagents, home sellers and real estateoffices. We are looking to changethe way current real estate show-ings are arranged through a mobilesolution that makes the processmore efficient, transparent andsecure for everyone involved.”

The company says it offerstransparency, security and controlfor sales reps and home sellers byauthenticating every sales rep andtracking lockbox activity. UsingSchedulock reduces the amount oftime spent performing administra-tive work to arrange showings, itsays.

Realtors from Toronto and thesurrounding area can access a freefeature that allows them to sched-ule real estate showings for any list-ings on the Toronto Real EstateBoard.

For information: www.schedu-lock.com

Royal LePage introducesTravel Time search

New functionality on RoyalLePage’s national website, roy-allepage.ca, provides front-and-centre details on how long it takesto travel between a desired neigh-bourhood and work or other fre-quently visited places.

Visitors to the site can use the“By Travel Time” tab on the home-page to enter a starting point,which can be a landmark, neigh-

bourhood or specific address. Forexample, the landmark CN Towerin Toronto could be entered, or aneighbourhood such as Yaletownin Vancouver, or a specific address,such as a school. Once the startinglocation is set, a desired commuteduration is entered, along with amode of transportation, to beginthe search. The result is a map,overlaid with property listings.

“We know that for manyhomebuyers, one of the biggestconsiderations is commute times,”says Carolyn Cheng, COO ofRoyal LePage. “The travelbetween home and work or a fre-quently visited spot really mattersto people, and this functionalityanswers that need with ease of useand prominent positioning on ournational website.”

Coldwell Bankerlaunches mobile-firstCB Exchange platform

Coldwell Banker Real Estaterecently released CB Exchange,a mobile-first intranet for thecompany’s sales associates. CBExchange provides convenientaccess to the brand’s content,tools and applications from adesktop computer, mobile phoneor tablet.

“It is vital in today’s connect-ed landscape to have access tothe content you need and wantinstantaneously, which is why CBExchange was designed as amobile-first experience and willcompletely overhaul the conceptof a traditional corporateintranet,” says Sean Blankenship,chief marketing officer for thecompany. “Our platform knowswho is accessing it, their role with-in their company and whatinformation the user wants toreceive. It makes finding contentand information from our brandas easy as searching for some-thing on Google, wherever andwhenever it may be needed.”

Features include:• Users can modify their

home page based on the resourcetools and information mostimportant to them, helpingthem find the content they needfaster.

• Springboard serves as theapp’s central hub, allowing usersto customize their home pagewith links to the tools and appli-cations that help drive theirbusiness.

• News Feeds organize con-tent that is most relevant to eachuser. This includes My Feed,which uses Tags to build a per-sonalized stream of information,and Exchange Feed, which con-tains all content shared on theplatform.

• A central dashboard fea-tures a snapshot of personal sta-tistics and data from coldwell-banker.com based on each user’srole in their company.

• Users enter the question,“What are you searching for?”into a search bar to find whatthey need. This function alsoallows users to watch a video orpreview a presentation beforehaving to download it.

Sutton events launchnew app

At recent sold-out events inToronto and Vancouver, 700Sutton salespeople and brokerswere the first to experienceSutton Social, a new app thatmakes it easy to post content andlistings to multiple social mediasites, the company says. It alsooffers analytics for tracking andscheduling options.

Event attendees also learnedhow to “drive, dominate and win

listings” from speaker VerlWorkman. Each event wascapped off by a networkingreception.

“We have had great feedbackon the official launch of SuttonSocial. People at the eventswere excited to hear about thisnew social media tool and learnhow it can have a positiveimpact on their productivity,”says Sutton Group RealtyServices representative MelissaMungall. REM

Royal LePage now offers the “By Travel Time” feature on its website.

Coldwell Banker recently launchedits mobile-first CB Exchangeintranet.

The Sutton Social app

am a fan of vintage films.Spare me the jokes that thereason why I like old movies

is because I am an old man. Thatmay be so but I have always beenendeared to the old times, the olddays and the romance of days goneby. The vast majority of old filmsare American so I am inundatedwith language and terms that aredifferent from the way we talk herein Canada.

Take money, for instance.Sometimes in old movies if anAmerican has a couple of dollars,

he or she might refer to that as “acouple of Washingtons”. Whenreferring to a five-dollar bill, theymay say a “Lincoln”. Same thingfor a hundred or a “BenjaminFranklin” and so on.

We don’t do that in Canada.Which made me think about thepeople who are depicted on ourcurrency bills. Just for fun I quizzedsome folks to see if anyone couldname all of the people on our papermoney. Nobody except one personin my family, who used to work in abank, was able to name every per-son on our paper money. I foundthat most interesting.

We only have the five, the 10,the 20, the 50 and the 100-dollarbill in circulation, yet very few peo-ple can name the people depictedon them. Try it. Don’t look, just seeif you can do it. Based on my unsci-entific survey, I bet you can’t.

To cut to the chase: the five is

Wilfred Laurier, the 10 is John A.Macdonald, the 20 is the Queen,the 50 is William Lyon MackenzieKing and the 100 is Robert Borden.It is worth noting that all people onCanadian banknotes are men andformer prime ministers except forHer Majesty on the 20 and on ourcoins. There is a movement afootto replace one of the men with awoman.

I know who is on our moneybut the reason I know is notbecause I am any smarter than thepeople I have quizzed. I think it’spartly because I was not born in thiscountry so like most immigrants, Ihave a natural fascination with itshistory. It’s also because I had so lit-tle of it when I was young. I thinkmostly it is because I am an oldman and back in the old days wewere more intimate with ourmoney and what was on it.

The plastic cards people carry

are used for so many things thesedays that many people don’t carrymoney in their pockets anymore.My children and my grandchil-dren understand more aboutmoney transactions on theInternet than I will ever know. Ican’t even remember the securitycodes for my credit cards; let alonehow to buy things with them. Buthey, I still know who’s on mymoney and I know who WilliamLyon Mackenzie King is.

I remember Grade Two andlearning about the Canadian dime.I learned back then how importantthe depiction of the Bluenoseschooner on that coin was to ourcountry. I heard the passion in theteacher’s voice, speaking about thisgreat sailboat from Nova Scotia, aboat that actually worked as a fish-ing vessel. How it took time offwork to win big races on the oceanagainst formidable boats from

America and other countries thatwere built just for racing. Thoseother boats didn’t have to work likeour little Bluenose, yet our boatbeat them all. How proud we wereback then to hear that story atschool. I understand to this daywhy that wonderful little boat is onour dime.

I wish that everybody wouldlearn not just who is on our moneybut why they are there. Who thepeople are, why the animals werechosen and what the scenes on theback of our paper money reallymean to us. It is important. Nobodyhas to be an expert on money andtell people that the moose on our25 cent piece is not a moose butactually a caribou, but we shouldknow a little more about ourmoney and a lot more about ourcountry.

But hey, what do I know? I’mjust an old man who watches oldmovies.

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

38 REM JUNE 2016

THE PUBLISHER’S PAGE

By Heino Molls

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