issue #365 november 2019 former ski racer larisa yurkiw · real estate taxes and non-residents do...

Selling real estate around the worldPage 3

Touring abandoned homes in ChornobylPage 20

A new series: Closing the deal Page 22

Issue #365 November 2019

Former ski racer Larisa Yurkiw turns risks into opportunity2

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3 REM NOVEMBER 2019

Selling real estate around the world

It happens to most real estate agents at some point in their career – a client wants to

purchase a property outside of Canada.

When clients buy a home in another country, it is vital that you are aware of the logistics of the area. For example, Mexico has restricted zones where foreigners cannot buy property. Portugal allows foreign property buyers to get a residence permit when they spend over a certain price point. Purchasing a home in Columbia over a set amount entitles buyers to an investment visa, allowing them to live long-term in the country. Dominica offers passports to buyers who spend over a fixed amount on property.

Stephan Rill, a real estate consultant with Century 21 Seaside Realty in White Rock, B.C., facilitates the sales of property in Mexico. Initially he worked with an agent who he met at a Century 21 International Conference. But as is often the case with international referrals, the collaboration didn’t move forward due to differences in work standards. Rill went on to connect with Abril Pola, an agent with Century 21 Paradise Properties in Cabo San Lucas. The two have had a long-standing working relationship. Rill refers Canadian buyers interested in

Cabo property to Pola.

Rill says he uses a partner in Mexico because he doesn’t want to assume the risk of selling property more than 45 minutes from White Rock.

“If a Realtor lists property in an area that they don’t know well, they are opening themselves up to issues and even possible lawsuits,” he says. “Selling property where you don’t know the rules, the laws, is dangerous. How do you know that the well on the property doesn’t dry up in the summer months or if the place is in a flood zone?” Rill recommends building up contacts around the world and determining if you can trust them. Once that happens, you can send your Canadian clients their way.

Where are Canucks buying real estate outside of our borders? Overwhelming, the Americas is the No. 1 spot. A 2018 Point2Homes study revealed that Mexico has held the top spot for years; that’s no surprise considering the average home price is $53,000 CDN. The United States came in second followed by Costa Rica, Belize and the Dominican Republic. Outside of the Americas, Portugal, Nicaragua and Italy remain popular choices.

Pat Baker, chairman of Baker Real Estate based in

Toronto, offers her advice to agents looking to sell real estate in another country: “Do your diligence and homework. Agent regulations vary from country to country and even province to province. For example, you have to be licensed in Alberta or in Florida to sell property there. (You also need to) know the international or foreign market you are dealing with better than your client. Even then, do more homework.”

From the buyer’s perspective, Baker lists some points to keep in mind:

• Difficulty in getting financing• Tax structures – for example,

in some locations (such as Florida) local residents get a break on their real estate taxes and non-residents do not

• Estate planning is critical when owning foreign properties – introduce an expert

• There are some countries where foreigners cannot own property at all (for example, Bermuda)

Jason Waller is a Canadian broker with the Playa Real Estate Group in Playa Del Carmen, Mexico. He recommends agents don’t personally sell international properties.

“The first thing would be to find a good honest company to work with as there are many

around that are not great. You will need someone to work with on the Mexico side (or whichever country applies). That is huge.” To his buyers, Waller does stress that it’s not much different from buying a property in Canada, other than prices being in U.S. funds.

Buyers are often lured in by the glossy, photoshopped pictures they see online. Drooling, they want to snap up the property immediately. Strongly encourage them to go visit the place for themselves before signing paperwork.

Laurie Lavine is a licensed real estate agent with The Real Estate Company in Calgary (since 1997) and Arizona Premier Realty in Phoenix (since 2009). Lavine’s father is American and his mother is Canadian, so the U.S. government views Lavine as a U.S. citizen born abroad, making it easier for him to work as an agent in both countries.

“As to how a Canadian can assist someone to buy a property outside of Canada, there can be many challenges with that. If you’re prepared to move to another country to market to Canadians back home, you have to be able to acquire residency in another country to be able to work there. Could a Canadian Realtor come to the USA to sell properties? In a nutshell...not unless they

had right to citizenship or married an American or found a broker/employer that would sponsor them (very difficult) or buy a real estate brokerage down here and then take the educational requirements to get licensed,” says Lavine. “Failing that, a Canadian Realtor can find an American Realtor that they trust to refer Canadian clients/friends/prospects to. I get a fair bit of this type of business, often through albertatophoenix.com.

“One could carry this strategy further by devoting space on their Canadian business websites to advertise their connection with an international Realtor and have a link to the international agent’s website,” he says. “They could acquire some immediate knowledge about the area that they are referring to and develop a kind of expertise so that they can have dialogue about this particular international destination.”

Like when facilitating a sale in Canada, do your due diligence to ensure that you know as much about the property and the area as possible. As Baker emphasizes, “If you are an agent representing a buyer in a foreign market, you must research the peculiarities of that market as well as understand values. Homework, homework, homework.” REM

“The internet has made the real estate world very small.” - Stephan Rill, Century 21 Seaside Realty. By Toby Welch

Stephan Rill Abril Pola Pat Baker Jason Waller Laurie Lavine

4 REM NOVEMBER 2019

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

housing options ranging fromSecond Empire row homes andVictorian semis to lofts, condo-miniums and traditional detachedhomes.”

Kottick says Leslieville hasbecome one of the city’s hottestneighbourhoods for arts, culture andreal estate, attracting artists, urbanprofessionals and young families.

■ ■ ■

Exit Realty Matrix recentlyopened a new office inHawkesbury, Ont. This is the thirdoffice owned by Maggie Tessier,who also has branches in Embrun

otheby’s InternationalRealty Canada has openeda new office in the Toronto

community of Leslieville. It will beled by Maureen O’Neill, broker ofrecord of Ontario and DianneUsher, managing broker.

“Over the last decade,Leslieville has evolved from itslight industrial roots to one of themost promising real estate marketsin Toronto,” says Don Kottick,president and CEO of Sotheby’sInternational Realty Canada. “Itoffers a strong and dynamic neigh-bourhood ‘brand’, unique architec-tural gems and a broadening mix of

S

eXp Realty now operates in sixCanadian provinces: Alberta,British Columbia, Newfoundlandand Labrador, Ontario, Quebecand Saskatchewan. The companyhas more than 500 agents acrossCanada.

■ ■ ■

Alain Raby and ChrisBestward are the new owners ofColdwell Banker Advantage RealEstate in Welland, Ont. Raby, thebroker of record, is an award-win-ning top producer who has beenwith the company since 2007.

and Orleans. The Hawkesburylocation on the banks of theOttawa River is a renovated land-mark building featuring high-endappointments, an expansive deckand spectacular river views.

A grand opening event wasattended by Steve Morris, founderand chairman of Exit Realty Corp.International and Joyce Paron,president of the CanadianDivision. Paula Assaly, mayor ofHawkesbury, presided over the offi-cial ribbon cutting.

■ ■ ■

eXp Realty, The Real Estate

Cloud Brokerage, recently expand-ed to Newfoundland and Labradorunder the leadership of provincialadministrative broker NevinHollett. He will lead the company’sexpansion and brokerage opera-tions in the province. Hollett pre-viously led the No. 1 team world-wide for an international franchise.He was recognized by Royal LePageas a top five agent in AtlanticCanada for five years in a row, andas a Chairman’s Club member,which represents the top one percent of the company’s agents inCanada. In 2018, his team placedin the Top 25 in Canada for homessold with Royal LePage.

Nevin Hollett Alain Raby

Chris Bestward Dan Scarrow

Louise McKnight Geof Glazier

Marcella Poitras

Annette Denk James Buonassisi

Steve Thompson

Rob Hoffman

Sotheby’s International Realty Canada celebrates the opening of its newoffice in Leslieville.

Maggie Tessier recently opened a third Exit Realty Matrix office. This oneis in Hawkesbury, Ont.

Continued on page 6

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RBC Bank, Equal Housing Lender. RBC Bank is RBC Bank (Georgia), National Association (“RBC Bank”), a wholly owned U.S. banking subsidiary of Royal Bank of Canada.®/™ Trademark(s) of Royal Bank of Canada. RBC and Royal Bank are registered trademarks of Royal Bank of Canada. Used under license.Mortgages are subject to approval. 1 National Association of Realtors 2018 Profile of International Transactions in U.S. Residential Real Estate.

To learn more visit rbc.com/edge/ca

6 REM NOVEMBER 2019

President & CEO WILLIAM [email protected]

Director, Sales & MarketingAMANDA ROCK

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Brand DesignSANDRA GOODER

Graphic DesignSHAWN KELLY

EditorJIM ADAIR

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Art DirectorLIZ MACKIN

Questions or [email protected]

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 copyright2019 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.

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

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ISSN 1201-1223

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Former owner Bill Bestward, apast president and 20-year boardmember of the Welland DistrictReal Estate Board, will continue towork at the brokerage followingthis leadership succession.

■ ■ ■

Macdonald Realty recentlyacquired Bay Realty, an award-winning brokerage specializing inthe White Rock Peninsula in B.C.The company says this acquisition“further strengthens MacdonaldRealty’s position as a brokeragethat holds significant luxury mar-ket share and demonstrates a com-mitment to serving the high-endmarket.”

Founded in 1978, Bay Realtyhas been the premier real estate bro-kerage in the White Rock commu-nity for nearly 40 years, the compa-ny says. With 40 licensed realestate agents, including several topteams, Bay Realty has significantluxury market share in the FraserValley. Louise McKnight and GeofGlazier, part owners of Bay Realty,along with the other agents fromthe brokerage will join nearly 100Macdonald Realty agents at theirSouth Surrey office under managingbroker Drew McLean. In addition,Macdonald Commercial andMacdonald Property Managementhave also recently expanded theirSurrey offices.

Dan Scarrow, president ofMacdonald Realty says, “We con-tinue to be open to working withgreat B.C. companies and agentswho want to take their business tothe next level.”

■ ■ ■

Exit Realty Elite recentlyopened in Grand Falls, N.B., leadby Marcella Poitras, a long-timetop-producing agent who has wonsome of the highest-level awards inthe corporation. “Marcella hasearned her stripes consistently,

closing over 100 transaction endsannually and carrying more listingsas a single agent than manyteams,” says Joyce Paron, presi-dent - Canada of Exit Realty Corp.International. “She is excited tobring her wealth of experience andknowledge to grow and mentoragents in her office.”

■ ■ ■

Steve Thompson has joinedRe/Max Penticton Realty. Hebegan his real estate career in1991, and teamed up with hismother, Ann Thompson to build asuccessful real estate practice.

His website calls TeamThompson “the original motherand son real estate team.”

Ann Thompson retired in2014. Steve continues to serve theKaleden, Naramata, OkanaganFalls and Summerland communi-ties. He specializes in condomini-ums.

■ ■ ■

Rob Hoffman, formerly a man-aging broker with a successfulRe/Max brokerage in Abbotsford,B.C., has moved his real estatebusiness to eXp Realty.

“I’ve known Randy Dyck forover 30 years, and it was his excite-ment about eXp since his movenine months ago that convincedme to take a closer look. There wasan enthusiasm in his eyes that Ihadn’t seen in a long time,” saysHoffman in a news release.

“My experience as a managingbroker in a highly successful officelets me see things from a 30,000-foot view, enabling me to distin-guish what’s important from thenoise. What I see with eXp is theability to go beyond our geograph-ic boundaries, using cloud-basedtechnology to move fluidlybetween areas without beingchained to a desk,” he says.

Also joining the cloud-basedcompany is Annette Denk, a 2019Re/Max Hall of Fame winner whohas 25 years of real estate experi-

ence. She will continue to work inthe Kelowna and area market.

“We approached Annettebecause of her reputation for excel-lent work, and then we discoveredher awesome attitude, intelligentstrategies and extreme work ethic,”says Phil Hahn, real estate entre-preneur and eXp Realty sharehold-er. “Annette’s proven success inevery market she’s worked – shewas consistently a top 10-per-centperformer in Vancouver and in thetop two per cent in North Americawith a former brokerage – clearlyindicates that she’ll be at the top ofthe pack with eXp Realty.”

■ ■ ■

James Buonassisi recentlyjoined Re/Max Select Realty inVancouver. With a family historyin property ownership and man-agement, real estate was a naturalchoice for Buonassisi, says his web-site. After acquiring his license, hequickly became an annual memberof the Medallion Club, which rec-ognizes the top 10 per cent ofRealtors in Vancouver.

He has worked all over GreaterVancouver, with the main focus ofhis work in East Vancouver.

■ ■ ■

Re/Max is launching a newweb series that offers a behind-the-scenes look at young homebuyersas they search for their first homepurchase.

The series, #HomeGoals, wasdeveloped in collaboration withApex PR/ruckus Digital and pro-duced by Route Eleven. It’s hostedby social media personalityAshley Bloomfield and is sched-uled to launch on Re/Max’sYouTube channel.

“#HomeGoals is intended formillennials who have finally inher-ited the long-anticipated purchas-ing power that was previously heldby boomers,” says MelissaClemance, director of PR andcommunications at Re/Max ofOntario-Atlantic Region. “We

understand that in order to reachthis younger home-buying demo-graphic, we have to address thereality of present-day home owner-ship, which often includes com-promise.”

“We really see #HomeGoals asan educational endeavour that isbeing presented in an entertainingand relatable way,” says Elaine

Langhout, director, regional adver-tising, Re/Max of Western Canada.“We know millennials are spendingmore time online researchinghome purchases, which is why wechose to host the series on YouTube– the second-largest Canadiansearch engine – complemented bythe powerful visual storytelling ofInstagram.” REM

Multiple ListingsContinued from page 4

Right At Home Realty recently opened a new downtown Toronto branch at11 Capreol Court. Taking part in the opening ceremony, from left: TimHudak, CEO of OREA; John Lusink, president of Right at Home Realty;Serena Uemura, branch manager; Howard Drukarsh, co-founder and bro-ker; Eva Liu, VP of finance and administration; and Craig Johnston, VPlegal compliance and business development.

Alberta to dismiss RECA boardlberta plans to fire the members of the Real Estate Council ofAlberta and appoint an administrator to manage RECA’s func-tions, including its hearings and appeals processes.

Minister of Service Alberta Nate Glubish announced proposedchanges to the Real Estate Act that the government says, “address seri-ous concerns raised by real estate professionals, buyers, sellers and regula-tory officials.”

The proposed amendments were recommended by a third-partyreview by KPMG, which identified concerns with the governance ofRECA as well as its performance and regulatory effect. Four councilmembers have already resigned.

“For too long, serious concerns and complaints from industry andfrom council officials themselves have been ignored,” says Glubish.“That stops now. The council needs to stop focusing on trivial things likeadvertising guidelines and start focusing on protecting Albertans andaddressing the actual issues facing the industry.”

He says, “There are too many issues with the current composition

A

Continued on page 24

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Work agile.

hat Century 21 Canadais calling “the largestcustom real estate plat-

form build via contract in modernhistory” was launched at the endof September.

Jack Miller, CTO of Century21 Canada and president andCTO, T3 Sixty, says that whilethere have been many real estatecompanies that have hired devel-opers internally to build their cus-tomized websites, Core21 is theresult of a 150-page RFP – thelargest ever developed by thecompany – to partner with a ven-dor who could fully deliver ontheir ambitious plans.

The project spanned threeyears from concept to completion,with close to 40,000 man-hours ofplanning, development and train-ing being clocked in by RealEstate Webmasters (REW) andCentury 21’s internal manage-ment, staff and agents.

“Agents are spending upwardsof $40 to $50 a month on proper-ty searches, saved searches andclient communications,” saysMiller. “So, we have provided abrand new, best-in-class, SEO-optimized website where agentshave full control. They can addpages, do their Google analytics,Facebook pixel tracking anddesign customized marketingproducts for themselves and theirteams.”

Core21’s integrated CRM sys-tem allows agents to access theirclients’ property search historyfrom the moment they register tothe site. “Agents can see all of thehistory of things they’ve (clients)looked at. And that’s powerful. Ifyou’re sending traffic to your web-site and you’re getting a bunch ofpeople registering on the site, younow have a much better ability toconvert them to be clients. Youget this really smart integrationand lead management productthat makes it easier for them tosee all the inquiries and leadsthey’re getting for every new reg-istration,” says Miller.

Agents and brokers spend

10 REM NOVEMBER 2019

W

Century 21’s new website and marketing platformThree years in the making, the new Core21 platform gives Century 21 salespeople an integrated CRM system and a buffet of customized marketing tools and ideas. By Sohini Bhattacharya

countless hours and money permonth “trying to figure out whatthe best products are and howthey can use these products thatmay not work together,” he says.“We’ve done all of that for them,so they show up, turn it on andstart using it out of the box.”

Along with full integrationwith GSuite (Google’s productiv-ity tools and software), possiblythe biggest value proposition ofthe Core21 platform is its market-ing centre, which provides agentscustomized and high-qualityprintable marketing materials thatthey can use in the marketplace.

After the recent rebranding ofthe company, “We had to changeall our yard sign designs, our sta-tionary, business cards, stand-upbanners and office signage.Basically everything, every touchpoint that anybody would comeinto contact with the Century 21brand, had to be redesignedbecause of the new brand identi-ty,” says VP of marketing ChiyokoKakino.

The unveiling of Core21’smarketing centre was cheered bymore than 700 delegates at thecompany’s recent conventionbecause “when agents put up anMLS listing, within 24 hours, theyget this email that congratulatesthem on their new listing and pro-vides a buffet of marketing materi-als that are already pre-done forthem. All they have to do is lookover it and make sure it’s accurate,so they can get out there and startmarketing,” says Kakino. “Ourwhole idea is to help our agentssell more homes faster.”

This buffet of marketing prod-ucts encourages Realtors to thinkdifferently by suggesting both tra-ditional and non-traditional waysof marketing their listing. “Thefirst thing Realtors think of is cre-ating a property sheet. But themarketing centre gets them tothink outside the box,” saysKakino.

Core21’s platform has createda “social media brick” throughwhich agents can leverage their

clients’ social media presence tomarket their services. The sales-person gives it to the homeowner“so their client can use that socialmedia brick on their social mediachannels, distributing their listinginformation to their followers.And then hopefully, the agentmight get a referral from a client’sfollower,” says Kakino.

Creating feature sheets, post-cards, door hangers, brochuresand other marketing materials area mouse click and drag away inthe new marketing centre, whichallows agents to order and get theprinted product shipped to themvia the company’s national part-nership with UPS, “just like buy-ing something on Amazon,” saysKakino.

Despite its promise, Century21’s new platform went through itsfair share of internal agent criti-cism, especially by one of their

longest-standing agents, Joel Ives,who is broker/owner of Century 21Colonial Realty in Charlottetown.

Ives was only 10-years-oldwhen his now 76-year-old fatherbegan working under the Century21 banner. As such, the Ives’ loy-alty to the company cannot beundermined. However, the three-year tenure of the website projectled Ives to question whether thecompany would, in fact, be able todeliver on their bold undertaking.

“I expected it to be done a lotquicker and it seemed too good tobe true. When somebody saysyou’re getting something new, youdon’t want to wait 16 to 18months. You want to move on itsooner. But that’s partly because Isell real estate. I don’t design webplatforms for 8,000 people,” saysIves.

Admittedly, Ives was losinginterest and considered whether

to wait for the platform or moveon to something else. But afterIves and his team went throughinternal training before the plat-form went fully live, “I’mimpressed with what’s there now,so I guess I have to eat a littlecrow,” he says.

Currently, Century 21’s“concierge program” is workingon providing one-on-one trainingto the company’s agents. The pro-gram allows admin staff in theoffices to support an agent goingthrough the learning curve. Theconcierge has access to the sales-person’s accounts so they can beassisted as needed.

“We are providing everythingan agent needs to be successful ingrowing their business, fromgame-changing technology, toinnovative lead generation tools,to a revitalized brand,” saysKakino. REM

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first started, I began researching

and trying to figure out what the top realtors were doing. I consistently came across the Craig Proctor system but, like every new Realtor, I was scared and afraid of the commitment. I now see this as counterproductive because if I had actually embraced Craig’s system at that point my business would be on a whole different level. About two years ago I built the courage to attend one of Craig’s three day SuperConferences. My reaction? WOW!!! I always knew there had to be a

way to be successful and really run real estate as a business. Craig’s three day SuperConference was filled with like-minded individuals that had one goal: to create and run a successful, fulfilling real estate business. Craig’s real estate system is amazing. It is THE rule book on how to successfully create, execute and run a profitable, heart-fulfilling business. In a short period of time, actually in one month of implementing just a few things Craig taught me, my income increased by 60%.Mike Boychuk(Saskatoon, SK)

“Becoming aRealtor in 2005, I took a business

approach to real estate. By

2008, I became very busy closing over 60 transactions that year. However, my life balance was way off. In 2013 I attended one of Craig Proctor’s training workshops and I knew immediately that this was the help I needed. I joined Craig’s coaching system on the spot. I started implementing changes in my business that made a huge difference. Most importantly, my real estate job has been transformed into a real estate


Turning risks into opportunityFormer World Cup ski racer Larisa Yurkiw battled injury and rejection to become the third-ranked skier in the world. Now she’s using her high-achieving mentality to launch a real estate career. By Susan Doran

Larisa Yurkiw, not long ago one of the top ski racers in the world, left the sport in

2016 highly regarded as someone who competes on her own terms.

That reputation was hard won. Yurkiw was ballyhooed as Canada’s great Olympic alpine underdog skier. Hers has been described as a Hollywood-worthy bounce-back story, which has earned her icon status in the eyes of many.

Now a motivational speaker as well as a rookie Realtor with less than a year under her belt at Chestnut Park Real Estate in Collingwood, Ont., Yurkiw, 31, is discovering that her elite athlete skill set seems to be a good fit in her fledging real estate career.

She says she is as stubborn as they come. A big believer in risk taking, she is grateful to have gone down a tough path where she was forced to stretch herself, resulting in greater success. This theme now threads through her motivational and real estate careers. Her athletic journey has apparently translated into a ballsy approach to the business world, which can be summed up in the phrase, “Be brave.”

“I skied 140 km per hour down icy mountains and feared for my life on a weekly basis,” says Yurkiw. “I am painfully optimistic. I wake up with an expectation on myself to go at things with a high-achieving mentality. I am intentional about what I am doing. It’s the only way to maintain momentum.”

The opportunity to prove herself in a new field appeals to her. “Sport is a selfish career choice. You take from everyone. Real estate is about service, which gives a whole new perspective.”

Yurkiw grew up skiing Georgian Peaks on the Niagara Escarpment.

She competed on the World Cup circuit, having made the national ski team right out of high school. But she seemed poised for a slide into oblivion after she sustained what the media deemed a “career- ending” knee injury just prior to the 2010 Winter Olympics in Vancouver. Almost every piece of connective tissue in her knee required repair.

Having lost her chance to compete on home soil, she recalls watching on crutches while the Olympic torch relay passed her family home in Owen Sound.

“It was devastating,” she says.

After several surgeries and a couple of years of rehab, she returned to the race circuit, sights set on the 2014 Olympics in Sochi, Russia. But she was soon cut from the national team – cast aside in her mid 20s.

“I got bitter a bit,” she says. But she was not ready to give up.

“My Dad said, ‘A little chip on your shoulder is not always a bad thing,’” she says.

Crushed, desperate and bereft of national support, she took matters into her own hands and made the unusual choice of founding her own funding and management vehicle, Team Larisa, outside the umbrella of Alpine Canada. Raising six figures in funding as an independent athlete was hugely stressful. But it worked. She got to compete in the 2014 Winter Olympics, finishing 20th.

“The Olympic moment – coming through the finish line as an independent – was huge,” says Yurkiw. “It took me awhile to be objective about that. I had to put my legs over the side of the bed to put my socks on before competing. That’s how little strength I had. Miracles happen.”

Then-CEO of Alpine Canada Max Gartner was impressed. “She personifies what it means to fall down, dust yourself off and keep going,” he was quoted as saying.

Yurkiw went on in the next couple of years to climb all the way up from a 77th World Cup ranking to third.

In her final season she was in pain right from the start. “I knew it would be my last season. I knew what it would take and I knew I no longer had that. I could see my conservative decisions on course, and to me that’s not racing...But I also knew I’d be able to perform under pressure, and I gave it everything I had.”

It turned out to be the best season of her career.

Retirement sent her into “withdrawal.” She recalls going to grocery stores just so she could talk to people.

“Being bored is a dangerous place for me,” she laughs. “I have too much energy. I need my sticky notes and to-do lists.”

She started her own motivational speaking business, her status as an extreme athlete and the setbacks she had overcome providing “flash for corporations,” she says.

“My motivational career was instant, coming off being ranked third in the world.”

She’s especially proud that her greatest successes came after becoming an independent, a fact that she considers integral to who she is.

“Going independent comp-letely changed the way I walked into a room. Before that I struggled with self esteem. I was beyond introverted. Some people aren’t as lucky as me to be challenged in that way. It helped me grow and has served

me well in my career.”

Being of the opinion that business is what you make of it, the potential in a career in real estate appeals to Yurkiw. “It’s limitless,” she says. “I’m new to real estate, but not new to closing deals.”

She’s certain that her past experience, turning failure into opportunity by building a unique business enterprise, bodes well.

“There is a lot of failure in both real estate and sports. You’ve got to have the resilience to pick yourself up faster and more creatively than

the rest,” she says. “When I have a setback, I ask myself how I can do better next time. I feel that comes from the athlete in me.”

Yurkiw had assumed that her real estate client base would be comprised of her ski racing network. But as it turns out, she has “lots of clients who have no idea” about her previous career in sports.

That’s okay with her.

“The public side of being an athlete was pleasant, but it’s not why I was doing it,” she says. “I did it to believe in myself.” REM

Larisa Yurkiw (Photo: Elijah Shark)

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Coldwell Banker took six months to test the rebrand.

ix months ago, ColdwellBanker Real Estate pre-viewed a new logo, dubbed

the “CB North Star mark,” whichit says symbolizes the brand’s posi-tion as a guide for clients and aleader in the real estate industry.After an extensive testing and dis-covery phase, the brand has final-ized the new logo and correspond-ing identity standards, yard signs,marketing materials, office con-cepts and a full suite of brandedapparel.

The company says rebrands areespecially difficult for franchiseorganizations, so it chose a novelapproach to the process. It devisedthe concept of a “transparentrebrand.” The past six monthshave been filled with testing, iter-ating and perfecting the new brandidentity. Four companies served asbeta testers, identifying the bestpractices and signage design thatwill guide the global roll-out in2020, says the firm.

“For a franchise brand, Ibelieve that a transparent rebrand

ecent studies are showingthat as the millennial gen-eration matures, a growing

number are considering propertyinvestment. And the high cost ofurban living has many of them con-sider recreational properties as a fea-sible choice to enter the real estatemarket. A Re/Max RecreationalProperty Trends study found that 56per cent of millennials are in themarket to purchase a recreationalproperty. That represents anincrease of 14 per cent from 2018.

While the go-to markets for thisnew-found interest in recreationalproperties tend to be in vacationspots in Canada, many may notrealize the advantages of investingin the U.S.

A common argument is thatowning a U.S. property is expen-sive. But the numbers say otherwise,even after the exchange rates arefactored into the equation. A 2019National Association of Realtorsstudy indicates that the median pur-chase price for Canadians purchas-ing U.S. real estate is $280,600USD ($373,000 CAD).

When you compare the month-ly mortgage rates to a long-termrental in popular destinations likeArizona or Florida, the outcome isoften surprisingly favourable.Renting a condo in a prime U.S.vacation area might cost $3,000 amonth during the peak season,whereas the monthly mortgage pay-ment to purchase the same propertywould cost approximately $900.

Even when factoring in cost ofownership such as condo fees or

maintenance, this total cost canoften be offset by leveraging theproperty as a rental. For thosewhose principal concern is invest-ing in an appreciating asset, theU.S. housing market is ranked thesafest for real estate investments bythe Association of Foreign Investorsin Real Estate (AFIRE), based onongoing appreciation in value.

Generally speaking, the U.S.also has lower property taxes andoften longer amortization periods.As a result, investors can spreadcosts over a longer period of time ata lower rate.

Canadian millennials exploringU.S. real estate should consider:

Location. There are plenty ofmarkets to choose from. Florida andArizona continue to be the mostpopular for investors. But regionslike Austin and Houston areattracting a younger demographic,as well as parts of California andNorth Carolina.

Usage: If considering a rentalcomponent, it’s essential to look atboth the seasonality and potential

demand. States such as Florida arelucrative for rental property ownersbecause it is home to popular themeparks and has a thriving tourismindustry regardless of the season. Iflooking to Arizona, owners can’tcount on rentals in the summermonths as temperatures rise tounbearable levels for vacationers.However, the peak season can bequite lucrative as visitors flock tothe region to enjoy the many out-door and sports activities.

Maintenance. Depending onavailability and the type of home inquestion, owners may need to con-tract a property manager to handlethe logistics and maintenance onsite. Factoring costs of regularupkeep is essential.

Tax. Taxation in the U.S. is alsomore complex than Canadians maybe accustomed to. Buyers would bewell advised to work with aCanadian accounting professionalwith expertise in cross-border taxa-tion. Otherwise they might miss outon allowable deductions or worse,pay unnecessary double taxation.

A combination of the rightfinancial and real estate profession-als who are familiar with the rulesand regulations is essential for for-eign investors. RBC Cross-BorderReal Estate Edge provides access toonline tools and calculators, arti-cles and information about U.S.property trends and the benefits ofU.S. mortgages for Canadians.Realtors can expand their referralnetwork with our directory ofcross-border tax and legal expertsand build connections with U.S.real estate professionals or buildersand explore revenue sharingopportunities. To learn more visitrbc.com/edge/ca.

While it may take a bit morelegwork for Canadian buyers toinvest in a U.S. property, the divi-dends might just be worth thateffort.

Alain Forget is head of sales andbusiness development for RBC Bank.He is a Canadian expat residing inFlorida who also has his real estatelicense in the state of Florida. REM


R

THE GUEST COLUMN

By Alain Forget

S

Millennial investors should look at U.S.

Coldwell Banker’s transparent rebrandingprocess is necessary, and thisprocess has been enlightening.Companies that declare a rebrandis happening and don’t leave roomto test in real-world scenarios putthemselves at a disadvantage,” saysDavid Marine, chief marketingofficer, Coldwell Banker RealEstate. “We’ve been able to makeadjustments in a number of scenar-ios where the logo isdisplayed on signage,marketing materialsand more. We sawwhat works best andadjusted based onfeedback. This learn-ing phase gave usinvaluable insightbefore we roll out thenew look across ourentire network in2020.”

Based on initialfield testing, the new logo wasupdated to include the “ColdwellBanker” wordmark displayed withthe new “CB North Star” icon.The brand also finalized new yard

sign designs after real-world imple-mentation in four U.S. test mar-kets.

The brand released theColdwell Banker Look Book alongwith new identity standards and aPlaybook to guide ColdwellBanker-affiliated companiesthrough their own rebrands. Thebrand is also releasing a weekly

podcast dubbed The Road toRebrand and a mini documentarytitled Story Behind the Star.

“Coldwell Banker did a greatjob engaging affiliated agents dur-ing yard sign development andselection. The new designs willreally help the brand stand out,which is tough in the sophisticated

D.C. market,” says Sherri AnneGreen, agent with ColdwellBanker Residential Brokerage inWashington, D.C. “Clients aredrawn to the modern logo. Theclean fresh look combined withthe history and strength of thename Coldwell Banker make for apowerful combination.” REM

The brand released the ColdwellBanker Look Book along withnew identity standards and aPlaybook to guide ColdwellBanker-affiliated companiesthrough their own rebrands.

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I N T R O D U C I N G


By Paul Cowhig

ecently my brotherMichael (pictured) invit-ed me to a Rotary lun-

cheon where Jody Wilson-Raybould, MP for the riding ofVancouver Granville, was theguest speaker. The topic was“Ethics in Politics.”

How could I resist? As it hap-pened, I shared a table with theguest speaker herself.

Wilson-Raybould didn’t real-ly talk much about ethics in pol-itics other than to say that allthe major parties are prettymuch the same in terms ofexpecting their MPs to do whatthey’re told. Despite the con-flict of interest scandal and herfallout with the prime minister,she is clearly proud of heraccomplishments while servingin the government.

What she spoke more aboutwas her background, who she is

Can you put a price on ethics?and where she comes from, bothliterally and philosophically. Shespoke of her upbringing, herbeliefs and the critical impor-tance of everyone doing theirpart, whatever that part may be.

Wilson-Raybould was raisedin the Wewaikai First Nationcommunity on Vancouver Islandand the lessons she learned athome and in her community aredeliberately reflected in the wayshe lives her life.

She shared with us that, in hercommunity, every person hasvalue. Every life matters, in partbecause every person has a uniquecontribution to make.

Wilson-Raybould said, “Whenyou fall down or do bad things,when you don’t contribute and doyour part, the entire community isdiminished.”

It seems so obvious when youhear it said out loud. It’s a deliber-ate shouldering of taking personalresponsibility for who you are.That attitude then influencesyour relationships, how you per-form your job and participate inthe community. There is a lessonfor us in what she says.

Sticking to your ethics cancost you. It cost Wilson Raybould

her job as attorney general ofCanada, a place in the cabinet asthe minister of justice and ulti-mately her membership in theLiberal party.

“So be it. I can look in themirror and not blush,” she says, onreflection.

There is also a cost for Realtorswho stray from ethics, which canmean losing the confidence of yourcolleagues, your clients, the publicand potentially your license, yourboard membership, your businessand worst of all, your reputationand self-respect.

As Realtors, we commit tothis pledge:

• Professional competent ser-vice – That means we will notwork beyond our area of knowl-edge and ability.

• Absolute honesty andintegrity in business dealings – Itmeans that we don’t take short-cuts to skirt the rules or takeadvantage of others to benefitourselves.

• Utmost civility – Thismeans that regardless of whetherwe like a person, or something wewant is at stake, we treat all peo-ple with respect, dignity and com-passion.

• Co-operation with and fair-ness to all – This means we workwith others to reach commongoals and when our goals differ, wemaintain our ethics and do whatwe know is right, all while doingthe best for our client.

• Personal accountabilitythrough compliance withCREA’s Standards of BusinessPractice. The rules are there for areason, and so we know the rules,we respect them and agree to bebound by them.

Having a code of conduct islike having a map. It helps us getto where we want to be. It givesdirection to our actions. It helps

to keep us on track. And it saysthat we deliberately and con-sciously commit to a high stan-dard, which makes all of us better.

Paul Cowhig is the professionalstandards advisor for the Fraser ValleyReal Estate Board (FVREB) inSurrey, B.C. Previously, Paul spenttwo years as professional standardsco-ordinator for the OkanaganMainline Real Estate Board inKelowna. He was first licensed as asalesperson in 1980 and earned hisbroker’s license in 2013. Paul is proudto have served on the FVREB Boardof Directors from 1996 to 2002 andas its president in 2001. REM

R

re Realtors proud of the factthat they are part of a regu-lated industry? Are they

disappointed? Are they indifferent?I wouldn’t say that it is the for-

mer, nor the latter. And, I reallywant to believe that disappoint-ment is not the emotion that is feltwhen considering the circumstanceof their industry having regulatoryoversight.

As a former Realtor who proud-ly wore a regulatory hat, I knowfirsthand the feeling of walking into

the conversation of a group of mypeers, only to have some immedi-ately depart the group when theynotice my name tag sported theword “Commission”. In fact, I dis-tinctly remember a respectful con-versation with our friend, AndrewPeck, at a Banff WesternConnection social function wherewe debated this very topic.

There is no question thatprovincial associations and realestate boards across the countrygenerally say all the right thingswhen it comes to supporting theirregulatory colleagues’ mandate ofprotecting the public. And, gener-ally, I believe that these are nothollow sentiments. I think orga-nized real estate supports the ideaof holding our profession, andthose who are in it, to a highenough account that the publicfeels safe and supported while theynavigate the single largest transac-

tion of their lives.At the 2018 Canadian Realtor

Association Executive conferencein Montreal, I had the good for-tune of joining some of my CEOcolleagues on a panel about juris-dictional relationships betweenorganized real estate and regula-tors. Then, in September of thesame year, I hosted an inversepanel at the annual conference ofthe Association of Real EstateLicense Law Officials in St. Louisthat saw a panel of regulatorsunabashedly discuss their relation-ship with Realtor organizationsfrom within their respective juris-diction.

What was evidently clear duringboth experiences is that there is atremendous amount of respect fromeach group to the other. There is alot of collaboration at times but anunderstanding that each have theirstakeholders and there is bound to

be lobbying and constructive dis-agreements.

But does the Realtor feel thesame way?

With the consumer beingexposed to more unregulated forsale by owner platforms, unregulat-ed property advertising companiesand unregulated technology, canthe Realtor embrace this distinctionand proudly promote the value thatthis differentiation offers theirclients?

In my experience as a Realtor, asa regulator and now as an executiveofficer, the broad sentiment that Isee from Realtors toward the regula-tor is negative. What if this mental-ity could be augmented slightly toprovide constructive feedback toour regulatory colleagues whenchanges to the legislative frame-work are recommended, and posi-tive messaging shared publicly toendorse the role that the regulatory

structure provides in setting ourprofession apart from unregulatedinfluencers?

Can organized real estate play arole in broadcasting this message?

Perhaps in addition to satiricalads that elude to the implications ofnot engaging a Realtor, or ads thatcontemplate the importance ofchoosing the right Realtor, therecould be an awareness campaignthat informs the public of the valuein choosing the services of an indus-try that benefits from regulation,oversight and enforcement.

Realtors and organized realestate are very good at ensuring theconsumer understands that byengaging a Realtor, they are gettingsignificantly more than just market-ing of their property. I believe thatthe regulation of their industry mustbegin to be part of that narrative.

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

THE GUEST COLUMN

By Trevor Koot

Realtors and regulation

A

RE/MAX Agent, Good Neighbour & Great Humanitarian

Congratulations to RE/MAX agent, motorcycle enthusiast, and Children’s Miracle Network champion Bruce Johnson on being the fi rst Canadian to ever win the National Association of REALTORS® Good Neighbor Award.

Bruce has traveled over 60,000 km across North and South America on his motorcycle in memory of his daughter, Alyssa, who died in 1998 at 20 days old. To date, Bruce has raised over $800,000 for Children’s Miracle Network, in support of children’s hospitals including SickKids.

Bravo Bruce! The entire RE/MAX Network is proud of you, and inspired by you.

hen one of the reactorsof the Chornobylnuclear power plant

near Pripyat, Ukraine exploded onApril 26, 1986, residents of sur-rounding communities were toldthey would have to leave theirhomes for three days.

Most of them never went back.The area surrounding what turnedout to be the world’s worst nuclearpower plant accident becamehighly contaminated and it wasn’tsafe to return.

Three decades later, peoplenow regularly enter the site of thedisaster zone. These aren’t the for-mer homeowners, but tourists.According to Chornobyl Tour, oneof several companies operatingtours to the area, visitor numbershave been increasing every year,beginning with a few hundred in2007, to more than 50,000 visitorsin 2017, the last year for which fig-ures are available. With the newminiseries Chernobyl (Russianspelling) that began airing this yearon Crave/HBO, those numbers areexpected to increase even further.

Is it safe? That’s the first ques-tion many people ask when pon-dering a trip to the area. Guidesallay your fears by explaining thatwe are exposed to more radiationon a one-hour airplane flight or byhaving a chest x-ray than by visit-ing Chornobyl for the day. Thatdoesn’t mean you shouldn’t takeprecautions though.

“The most dangerous part ofChornobyl now is the soil,” saysguide Helen Lupekha, who cau-tions us against sitting on any sur-faces or putting any of our belong-ings – such as bags, cameras,tripods or water bottles – on theground.

On the bus we are given a mapshowing some of the places cov-ered on the tour, including:

•radar duga – a massive Sovietover-the-horizon radar system, partof a missile defense early-warningnetwork that never really worked

• a public monument, metresaway from Reactor Number 4,which was recently entombed in anew steel and concrete sarcopha-gus

• the abandoned town ofPripyat and the remains of a resi-


W

Touring abandoned homes in ChornobylHomes near the nuclear disaster site have now become a tourist attraction Story and Photos by Diane Slawych

dential apartment block, grocerystore, hotel, indoor public pool andamusement park.

Our first stop is in the small vil-lage of Zalissya. I am curious to seewhere people once lived and whathas become of their homes. In all,96 settlements in Ukraine (anddozens more in neighbouringBelarus) were abandoned. Zalissya,located just south of theChornobyl Nuclear Power Plantand within the 30-km exclusionzone, was one of them.

As we walk on the dirt paththrough the village, I’m surprisedby the presence of so many treesand tall grasses growing here.“People expect to see a burnt anddevastated area and apocalypticsite, but it’s not like that,” saysLupekha. “It’s a large area andabout 95 per cent looks like a for-est. Everything is overgrown andsince 2016, Chornobyl is a naturereserve. Nature is thriving inChornobyl. We have a lot of wildanimals, the most diverse and rarespecies in Ukraine. Nature isrecovering quickly.”

About 3,000 people, many ofthem farmers, once lived here.“They lived very simply, tradition-ally. No one was complainingabout the way of living,” saysLupekha, adding that the area washeavily forested and largely isolat-ed from the rest of the country, inpart because it lacked any majorroads.

Through the tree branches, afew abandoned homes come intoview. They are mostly detachedsingle-storey dwellings, severalmetres apart. Decades of accumu-lated grime are evident. In somecases, windows are broken or roofshave caved in from years ofneglect.

Though the guides don’t allowyou to enter the homes for safetyreasons (many are missing floor-boards so it would be easy to slipand fall), you can often see a lotthrough the windows and doors.

We glimpse walls with peelingpaint, overturned furniture, theodd item of clothing and a dollmissing its dress. A lone black shoethat would have belonged to a mansits on a windowsill. Newspapersyellowed with age are left on atable.

“This is all authentic. It was leftby people 32 years ago becausewhen the evacuation started, peo-ple were told it will only last forthree days, and they trusted theSoviet government and left alltheir belongings behind,” saysLupekha.

“But people were not allowedback after the evacuation becauselevels of radiation were thousandsof times higher than normal, so ofcourse it was not safe.”

If everyone left all their belong-ings behind, why, I wondered, werethe rooms in many homes mostlyempty of furniture and personal

effects? Lupekha says there are tworeasons. First, a few weeks after theaccident and evacuation, workerswere sent in to wash everything.“All sorts of furniture was simplythrown through windows, then puton a truck and delivered to specialnuclear graveyards to be buried asnuclear waste,” she says whilestanding in front of a home withtwo large picture windows that areshattered and broken.

The other reason, which ismore frightening, is that manybelongings were stolen. “By the1990s the Soviet Union had col-lapsed and people lost all theirmoney and savings and were quitedesperate. It was difficult to earnany money,” says Lupekha. “Andthis was an attractive place forsquatters that didn’t care aboutcontamination.

“So, for brave Russian people,

the idea was to come here to stealall these items, because everythingwas left. So, they came here,grabbed some furniture or metal torecycle. You load it on trucks, bribelocal police officers who pretendthey can’t see all the metal fromChornobyl and they take all thebelongings out on the roadside andsell it for a much lower price.”

Unsuspecting passersby, shesays, would see items they neededat a cheap price and snap it up.And that’s how some new housesin other parts of Ukraine ended upbeing built with contaminatedbricks from Chornobyl.

“So, we still don’t really knowhow many items are in use fromChornobyl. Unless you checkusing a Geiger counter, you would-n’t know about it.” The guide thenrelays a story of a friend of a friendwho worked in Chornobyl and

decided to use a Geiger counter inhis apartment in Kyiv.

“The levels were all fine untilhe got to his bedroom and held themeter above a thick carpet, and ina few moments it started to shoutand beep and showed a reading 20times above the safe level. He wasconcerned and asked his mother,‘why do we have four micro zerosover the carpet in the bedroom,’and she said very casually, ‘oh that’syour father, he brought somethingfrom Chornobyl a few years ago.’”

It’s believed about 900,000people came to clean up the area inthe years after the nuclear acci-dent. “When I started to work hereand talk to people about it, it seemslike every second person went toChornobyl to do something – as adriver to help people, to work athospitals, to clean up and so on,”says Lupekha.

“In Ukraine, it’s quite normalto have some stuff, like a TV, orradio or tape recorder fromChornobyl, absolutely normal.That’s the most horrifyingfact…right now people don’t knowanything. It’s something you don’tspeak about in Ukraine. It’s like ataboo. You have something? Oh,that’s fine. It’s frustrating we don’thave many people from Ukraine(visiting) Chornobyl. They’rescared and don’t want to learn any-thing more about this area. That’sthe sad fact for me,” says Lupekha.

REM

A house in Zalissya.

The interior of one of the homes inZalissya.

©2019 Coldwell Banker LLC. All Rights Reserved. Each Office 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. Not intended to solicit brokerages currently under contract.

Experience The New Coldwell Banker. January 2020.

For a confidential conversation about franchise opportunities, contact:

Mark Lindsey RVP, Franchise Sales 1-800-268-9599, ext. 402 [email protected] coldwellbanker.ca/franchising

Want to learn more about the new Coldwell Banker?coldwellbanker.ca/careers

#leaveyourmark

“I like to think of sales as the abil-ity to gracefully persuade, not manip-ulate a person or persons into a win-win situation.” — Bo Bennett

or as long as I can remem-ber, the subject of closinghas been somewhat contro-

versial. Some say that consumersshouldn’t be closed, that it’s uneth-ical and unnecessary. They believein just serving – without coaxing orcoercion – until a client is ready tomake their own unassisted deci-sion. Closing is sometimes viewedas a misguided attempt to undulyinfluence or improperly force con-sumers into doing somethingthey’d rather not do.

Well, nothing could be furtherfrom the truth. I’ve no doubt thatunscrupulous agents regularlyensnare their prey and inveigletheir way into getting signatures.The truth is, though, that when abuyer finally finds the right homeor a seller is poised to sign a listing,when they arrive at the classic“desire to act” moment, they oftenneed a little help with their deci-sion. Even world political and cor-porate leaders, when faced withuncertainty, seek trusted counsel.

People sometimes don’t realizetheir need for help, or their egowon’t permit them to admit it.They may see a proposed move aslogical but are intimidated by theprospect of committing to it. Theyhesitate to make decisions, usuallyfrom a place of fear. They evensometimes make choices entirelyopposite to their pre-stated wishesand intentions, including com-pletely changing their minds aboutmoving. (This common scenariospawned the offensive and erro-neous idiom that “buyers areliars”.) For some, making the emo-tional leap to act is a huge hurdlethey may not be equipped toaccomplish alone.

In this new series of columns, Ioffer a few simple ethical tech-


By Ross Wilson

F

Pictured: Jordan Chandler

Welcome Jordan Chandler & RE/MAX The Island Real Estate!

We would like to welcome and congratulate Broker/Owner Jordan Chandler on the opening of the new RE/MAX The Island Real Estate, serving Manitoulin Island and surrounding areas.

With 7 years experience as an agent and 3 years experience as a Broker/Owner of an independent brokerage, Jordan brings his passion for real estate and knowledge of the industry to the Manitoulin area.

When presented with the opportunity to convert his offi ce to RE/MAX, Jordan didn’t think twice. He wasexcited to become part of the most recognizable realestate brand in the world. Committed to buildinga highly motivated and successful team, Jordan

is dedicated to making the buying and selliningexperience a smooth and easy process for or his clients.Joining him at his new RE/MAX offi ce wilwill be his two current agents, and with the brand bacacking him, hewill be focused on continuing to growow his team.

Jordan is a proud and active memember in the community, especially when it it comes to supportingthe local health unit in growiwing their operations andservices for their rural commmmunity. We are confi denthe will serve and represesent the brand well and are excited for the future ofof the RE/MAX brand in theManitoulin and surrouounding areas.

Congratulations agaagain, Jordan, we wish you much success!

If you are interested in ownership opportunities with RE/MAX, the largest most productive reareal estate brand, contactJennifer Dominey at 1.647.519.773 or Simon Schneider at 1.888.542.2499 to arrange your cononfi dential meeting, or visit remaxintegra.com.

remaxintegra.com

Welcome Back, James Buonassisi!RE/MAX Select Realty – Vancouver, BC

Why RE/MAX?“RE/MAX offers accountability. There is s a real commitment to what needs to be e done and there is great support that comees frommanaging brokers in the offi ces”.

joinremax.ca

A new series:Closing the dealniques designed to gently assist aclient – at the right moment – tomake that critical decision tomove forward.

Since the inception of yourbusiness relationship, you’ve calm-ly, carefully and compassionatelyanswered your client’s myriad ques-tions and gradually earned theirtrust and respect. Why have yougone to such effort? Because themore they trust and respect you,the easier it becomes to elicit adecision from them. When theyfinally reach a choice point, partic-ularly since the early ones will beminor, a decision will happen nat-urally. Because you’ve served themhonourably, their decision willseem serendipitous, as if it wasmeant to be.

I always found it far easierworking with a knowledgeableclient than one who’s in a constantstate of confusion, which is to say,a state of fear. This may seemcounter-intuitive, but a knowingand confident client is far easier toclose.

Why? Since you’ll be askingthem to make a potentially fright-ening flight into the proverbialdarkness, a fearful uninformedclient must totally trust you.Unless your client is a close friendor family member, achieving thatlevel of trust can take an exceed-ingly long time. An informedclient, on the other hand, trustsyou at least enough to have confi-dence in the reliability of the edu-cation you’ve provided them.

So, with a subtle nudge fromyou – at the right moment – a deci-sion is had. If performed with time-ly tact, they’ll be unaware of theclose. An added bonus is that awell-informed client clearly under-stands what they’re getting into,therefore lowering your potentialliability.

Once decision time arrives,they may suddenly ask you to draftthe offer or prepare the listing,whatever the case, and that’s greatif that happens. But in my experi-ence, a client exercising such ini-tiative is as rare as a happy chickenin a poultry processing plant.Usually, I had to ask for the offer orlisting by saying something like,

“Shall I draft an offer for you?” or“Are you ready to list?” or a simple“Shall we get started?” This isstraight forward closing withoutany hype or pressure. Timing iscritical, though, because they mustbe logically and emotionally pre-pared to proceed at that moment.A premature request might be per-ceived as a pressure tactic and besummarily rebuffed. They mayeven retreat completely from theprecipice.

It’s fairly easy to fulfill their log-ical needs. That’s just a matter ofshowing them the practical reasonswhy it’s the right choice. For exam-ple, there are no logical reasons toremain in their present house. Orthe property you’ve shown themtechnically meets all their physicaland affordability needs. But that’sonly part of the decision process.Because humans are predisposedto be change-averse, the other notinsignificant challenge is the emo-tional decision to abandon theircurrent comfort zone. To moreeasily accomplish your mission,they must believe they’re accom-plishing theirs, and feel reasonablycomfortable with their choice.This is rarely achieved completelysince any major life change isaccompanied by fear and its com-mon symptom, stress. To get asclose as possible, though, you mustempathically do what you can toestablish a heart felt, trusting con-nection.

In the next column, I offerdetails of specific ethical closingtechniques.

“The Comfort Zone is like anaddictive drug. The pain of addictionwill paralyse you within its bound-aries.” – Rodney Lovell

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

REM

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listings in front of them on Zillow — the mobile-first

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Get started at zillow.com/marketing/canada


Pictured: Mike Marfori

Welcome Mike Marfori!RE/MAX 2000 Realty – Surrey, BC

“My team and I have joined RE/MAX 200000 Realtyand we will continue to provide the veery bestservice and experience to our clientss. This will enable us to expand our global andd internationalexposure of our listings”.

Why RE/MAX?

joinremax.ca

Pictured: Steve Thompson

Welcome Back, Steve Thompson& Team Thompson!RE/MAX Penticton Realty – Penticton, BC

“RE/MAX has the highest and most respected namee in theReal Estate Industry and offers an expansive netwwork of professionals. We are truly honored and thankfulul to havebeen given the opportunity to come back and o operate under the RE/MAX umbrella. Additionally, the e draw forTeam Thompson Real Estate Group is the Maanaging Brokerand Support Staff at RE/MAX Penticton Reealty who haveprovided outstanding support to all of theheir realtors”.

Why RE/MAX?

joinremax.ca

Bruce Johnson winsNAR Good NeighborAward

Bruce Johnson of Re/Max ofWasaga Beach in Wasaga Beach,Ont. is one of five winners chosenfor the National Association ofRealtors Good Neighbor Award.Johnson’s long-distance motorcycleride fundraisers benefit theChildren’s Miracle Network’s 170children’s hospitals in the U.S. andCanada.

Johnson and the other fourGood Neighbor Award winnerswill receive a $10,000 grant fortheir charity and will be featured in the November-December issueof NAR’s Realtor magazine. Therecipients will be presented withcrystal trophies on Nov. 9 duringthe 2019 Realtors Conference &Expo in San Francisco.

Johnson also won a “WebChoice Favorite” prize after receiv-ing one of the top three highestvote totals from the public. Becauseof this, Children’s Miracle Networkwill receive an additional $1,250grant from realtor.com, whichsponsors the voting. Over the past20 years, the Good NeighborAwards program has awarded $1.3million in grants to more than 200Realtor-led non-profits.

After his daughter, Alyssa, died

at 20-days-old, Johnson wasinspired to show his appreciation tothe doctors and staff who cared forher. Johnson’s longest ride came in2018, when he and his 19-year-olddaughter, Holly, rode from thenorthernmost point in Canada tothe southern tip of South America– a six-month-long, 16,000-milejourney. Johnson has raised about$600,000 for his cause to date.

“What I would say to theNational Association of Realtors isthat there are a lot of great thingsbeing done by Realtors in Canada,and thanks for looking north of theborder. It’s a great honour,” saysJohnson.

Judy Shewchukhonoured byEdmonton Realtors

The Realtors Association ofEdmonton recently recognizedassociate Judy Shewchuk with theVolunteer of Distinction award. Itis given to a person who goes aboveand beyond in serving their com-munity and is involved with chari-ty events during the year.

“In all my years of work, I havenever seen someone be so charita-ble with their time and energy asJudy,” says Craig Murray, owner ofCentury 21 All Stars Realty. “Atevery fundraiser, charity event and

donation drive,she is there andshe is giving 121per cent. It isinspiring to seehow one personcan make such abig difference inthe community.”

Stewchuk hasbeen with Century21 since 2005. Shehas volunteeredwith the RealtorsC o m m u n i t yFoundation since2005. She alsotaught ESL inJapan for 2.5 yearsand in Vietnam for1.5 years.

Rina DiRisio joinsBillionaire’s Club

Rina DiRisio, a sales rep withRoyal LePage Real Estate Servicesin Oakville, Ont., was recentlyawarded the Billionaire’s ClubAward by Who’s Who in LuxuryReal Estate (LRE). The organiza-tion recently hosted its 24thAnnual Luxury Real Estate FallConference in Washington D.C.The Billionaire’s Club Award isgiven to LRE members who havesold at least $1 billion in real estatethroughout their career.

DiRiso is a lifelong Oakville res-ident with over 30 years of realestate experience. She has also beenhonoured as a Royal LePage Hall ofFame member and has been the topone per cent of Royal LePage’s resi-dential sales force for 18 years.

REM

Rina DiRisio receivesthe award from JohnBrian Losh, chairman ofLuxury Real Estate.

Bruce Johnson

Judy Stewchuk

Alberta to dismiss...Continued from page 6

and operations of council toenable an effective governancebody. Dismissing only a subset ofcouncil could contribute to a fur-ther deterioration in trustamongst council, administrationand industry.”

The government says oncethe amendments come intoforce, the act would dismiss thecurrent council members.

“An official administratorwill be appointed to provideleadership and oversight forRECA over an interim period,until new council membership isestablished following furtheramendments to the Real EstateAct during spring 2020,” saysService Alberta. “RECA contin-ues to provide day-to-day servicesrelated to real estate licensing,education and evaluation of pro-fessional conduct. No disruptionin service to industry profession-als or consumers is expected.”

In a statement responding toService Alberta’s announce-ment, Rob Telford, RECA’s chairof council says, “We welcome theamendments and look forward toworking with the minister andthe administrator to ensure com-pliance. As the independentgoverning authority for Alberta’sreal estate industry, consumerprotection is at the core of ourmandate, and RECA will con-tinue to operate under that man-date moving forward. Core oper-ations at RECA are not affectedby these amendments.” REM

Based on Top 100 Agents in the Toronto MLS by Total Ends from 9/1/18 to 8/31/19. Data provided by IMS. Agent names listed in no specifi c order nor ranking.

WHAT DO OVER 40% OF TREB’S TOP 100 AGENTS HAVE IN COMMON?

Are you with the right company?joinremax.ca

Peggy Hill, RE/MAX Hallmark Peggy Hill

Group Realty | Drew Woolcott, RE/MAX Escarpment Woolcott Realty Inc. | Conrad Zurini,

RE/MAX Escarpment Realty Inc. | Frank Leo, RE/MAX West Realty Inc. | Rob Golfi , RE/MAX Escarpment Golfi Realty Inc. | Parveen

Arora, RE/MAX Real Estate Centre Inc. | Ben Frank, RE/MAX Escarpment Frank Realty | Daryl King, RE/MAX Hallmark Realty Ltd. | Frank Polsinello,

RE/MAX Realtron Polsinello Realty | Sarah Logue, R E / M A X

E s c a r p m e n t Team Logue Realty | Mary Wylde,

RE/MAX Real Estate Centre Inc. | Barry Cohen, RE/MAX Realtron Barry Cohen Homes Inc. | Lisa Fayle, RE/MAX Rouge River

Realty Ltd. | Harbinder Brar, RE/MAX Realty Services Inc. | Allister Sinclair, RE/MAX Hallmark Realty Ltd. | Mark Richards, RE/MAX Hallmark Richards Group Realty

Ltd. | Sunny Purewal, RE/MAX Realty Services Inc. | Christopher Invidiata, RE/MAX Aboutowne Realty Corp. | Vesna Kolenc, RE/MAX Premier Inc. | Curtis Goddard, RE/MAX Chay BWG

Realty | Scott Woolsey, RE/MAX Hallmark Chay Realty | Ranjit Nijjar, RE/MAX Realty Services Inc. | David Batori, RE/MAX Hallmark Batori Group Inc. | Christopher Bibby,

RE/MAX Hallmark Bibby Group Realty | Dolores Trentadue, RE/MAX All Stars Realty Inc. | Peter Papousek, RE/MAX Realty Enterprises Inc. | Leslie Benczik, RE/MAX

All Stars Benczik Team Realty | Ray Cochrane, RE/MAX Hallmark Realty Ltd. | Lino Arci, RE/MAX Hallmark Lino Arci Group Realty | Michelle Fraser,

RE/MAX Hallmark Fraser Group Realty | Ruby Thambiah, RE/MAX Realty Services Inc. | Audrey Azad, RE/MAX Hallmark Estate

Group Realty Ltd. | Jay Brijpaul, RE/MAX West Realty Inc. | Brett Puckrin, RE/MAX All Stars Realty Inc. | Manveer

Dhindsa, RE/MAX Realty Services Inc. | Elizabeth Johnson, RE/MAX Professionals Inc. | Mary Roy,

RE/MAX Hallmark First Group Realty Ltd. | Anuja Kumarasamy, RE/MAX Realtron

Ad Team Realty | Victoria Zhang, RE/MAX Realtron Realty Inc. |

Trevor Comeau, RE/MAX All Stars Team Trevor

Realty

he Nova Scotia Associationof Realtors (NSAR) wel-comed real estate leaders

from across North America as theyvisited Halifax in September tolearn about the province as part ofan inbound trade mission. The del-egation included representativesfrom Canada and the UnitedStates, including Florida, Texas,Rhode Island and more.

The trade mission centred onthe Certified InternationalProperty Specialist LeadershipInvitational. Throughout theweek, Realtors focused on interna-tional real estate transactions andhow best to serve home and prop-erty buyers from around the world,while also experiencing the oppor-tunities Nova Scotia has to offer.

“As Realtors, we see first-handthe vital role that trade and eco-


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nomic development plays in creat-ing jobs, supporting entrepreneurs,strengthening our communitiesand sustaining a strong and bal-anced real estate market,” saysMatthew Honsberger, president ofNSAR. “By demonstrating thelimitless opportunities and advan-tages that exist in Nova Scotiathrough this inbound trade mis-sion, we’re proud to play a role inhelping to realize our province’seconomic development potential.”

■ ■ ■

Recently several members andstaff of the Ottawa Real EstateBoard (OREB) took part in aHabitat for Humanity GreaterOttawa (GO) build on behalf ofthe Ontario Realtors CareFoundation.

This is the seventh year in a

row that Realtors and staff haveparticipated in a build. They spentthe day working on foundationleveling and strapping, framingand foam installation.

“Helping those who need ahand up is just the right thing todo,” says Dwight Delahunt, OREBpresident. “Not only does everyOREB member donate eachmonth to shelter-related charitiesthrough the Realtors CareFoundation, but they also give oftheir time, energy and expertise.”

■ ■ ■

Cheryl Ann Gray has beennamed 2020 president of theInstitute of Real EstateManagement (IREM). The firstCanadian and first non-U.S. indi-vidual to become IREM president,she was inaugurated during the2019 IREM Global Summit in SanFrancisco.

“This is exciting news forCanadian property and asset man-agers as well as members of theReal Estate Institute of Canada(REIC), as we see dedicated profes-sionals in our community recog-nized on a global scale,” says REICCEO Stephen Ashworth.

Gray is the head of special pro-jects, operational excellence atQuadReal Property Group inToronto. Before joining QuadReal,Gray held several leadership posi-tions at Bentall Kennedy. She hasworked at several major Canadianreal estate firms in senior manage-ment roles where she was responsi-ble for office, industrial, retail andresidential portfolios.

IREM is an international orga-nization of nearly 20,000 individu-

als united to advance the profes-sion of real estate managementthrough training, professionaldevelopment and collaboration. Itis based in Chicago.

■ ■ ■

Real Estate Institute of Canadanational president Ken Loeppkysays, “After a rigorous searchprocess, the REIC National Boardis pleased to have selected thestrongest individual to lead theinstitute.”

It’s Stephen Ashworth, who“brings a breadth of experience ineducation, association leadership,professional designation manage-ment and marketing” to the posi-tion, says Loeppky. “This makeshim uniquely qualified to leadREIC successfully into the future.”

Ashworth holds a master’sdegree in education and has ledsuch organizations as ImmigrationConsultants of Canada RegulatoryCouncil, International Institute ofBusiness Analysis and JuniorAchievement Canada, strengthen-ing education and reach for theseorganizations, says REIC. He alsoserved in management roles withthe Halton District CatholicSchool Board.

■ ■ ■

The Organisme d’autorégle-mentation du courtage immobilierdu Québec (OACIQ) recentlyreleased an all-new version of itsonline Buyer’s Guide.

The organization recently con-ducted a survey that revealed only39 per cent of respondents felt wellprepared to buy their first home. Inaddition, 70 per cent of respon-

dents found at least one step oftheir transaction complex. Thenew guide, designed to help con-sumers, includes content about theduties and obligations of the realestate broker, the forms to be used,the pre-purchase inspection andthe process of taking possession ofthe property. It also includes thepublic protection mechanisms setout in the Real Estate BrokerageAct that apply only when dealingwith a real estate broker.

■ ■ ■

The Realtors Association ofHamilton-Burlington (RAHB)has a new CEO. Carol AnnBurrell joined the RAHB teamon Oct. 7.

A recent transplant toHamilton, Burrell comes withmany years of executive experi-ence in association management.Burrell also served for 13 years inthe Royal Canadian NavalReserve. She is a third-degreeblack belt in Goju-Ryu karate andholds the title of senpai.

■ ■ ■

Brendon Ogmundson hastaken the role of chief economistfor the British Columbia RealEstate Association (BCREA). Hereplaces Cameron Muir, who heldthe job for the past 13 years.

Ogmundson has been withBCREA for nine years, mostrecently serving as deputy chiefeconomist. Earlier this year, he wasawarded the Crystal Ball Award bythe Association of ProfessionalEconomists of British Columbia forthe quality of his economic fore-casting. REM

Dylan-Mae Caron, Karen Catuogno andStan Sheer from Abbott Properties inRhode Island pose with a member of the78th Highlanders at the Halifax CitadelNational Historic Site during the recentNSAR-sponsored trade mission.

OREB members and staff participated for the seventh year in arow at the Habitat for Humanity build.

Cheryl Ann Gray Stephen Ashworth Carol Ann Burrell

Before this system we plateaued at $90k/yr.This year we will hit $2 Million. We’ve been able to build a true business to serve our clients at a higher level while earning more and having more free time.

by Tony Johal (Kitchener, ON)

“Like many Realtors, I believed that owning a Real Estate license meant I owned a business. What I really had was a job. And, it was a tough job. Anyone can get a license. Success, however, is a different story. It takes hard-work and surrounding yourself with the right people. Association matters. “Since joining Craig’s System I’ve truly learned the difference between having a job and having a business. Like most Realtors, working hard was not the issue for me. Working “smart” was. What does that mean? It means being able to leverage systems, people and technology. Craig Proctor’s system gave me the tools, systems and blueprint to succeed.

“With so many coaches out there, who do you pick? Well, for me it was simple. Who’s been where I want to go? One answer: Craig Proctor. Craig didn’t just talk the talk. He walked the walk. I bore witness to his domination prior to his full-time transition into Real Estate Coaching. Thanks to Craig and his system we’ve been able to build a true business

to serve our clients at a higher level but also serve everybody associated with our organization at a much higher level income-wise and lifestyle wise. Being able to serve our clients’ and agents’ respective goals in life is fulfilling. “We’ve been with Craig’s system for 5 years and we’ve watched our Business just multiply every year. We came into the system making $90k per year consistently. Fast forward 5 years and in 2019 we are pacing for $2,000,000. We’re now recognized as being one of the

Read More About Successful Agents Like Tony at www.LessEffortMoreMoney.com

Order Your Copy of ourFREE Special Report:

The Top 9 Reasons You Lose a Listing

at www.WinYourListings.com

Top Remax Teams nationally and we’re in the Top 1% of sales teams in Canada. We don’t share this to gloat but to provide social proof that the system works! There is no way we would be where we are without Craig’s system and coaching. “When we’re not working on our Business, my wife and I love to travel. It’s something we wish we’d been able to do sooner in our lives

but we were unable to take the time to enjoy traveling because we were restricted by the demands of Real Estate. We’re making up for it now thanks to having freedom in our business and having a self-operating business in our absence. We want to provide our children with as many experiences and memories as possible and our business provides the means and freedom to now do so. To say that that Craig’s system has been transformational would be a massive understatement. I wish I had met and started working with Craig’s system earlier in my career.

Hi, Craig Proctor here.Allow me to share with you how to get crazy rich during a “bad” real estate market. I don’t mean just make more money. Just juice the income a little. I mean: SKYROCKET your income. I mean: STUN everybody else in your office – and the flashiest loud-mouth braggart at every meeting. I mean: ACTUALLY HAVE PEOPLE LINED UP,PRE-DETERMINED TO GET YOU AND ONLY YOU tolist and sell their home or find one for them – so you haveNO competition. I mean: RUB EVERYBODY’S FACE IN IT KIND OF SUCCESS. Visible. Big. Confusing to others. “How the hell is he doing this?” I mean: “GREEN WITH ENVY” MONEY pouring in. I mean: MAKING SO MUCH SO FAST that all your debt is wiped away, your credit cards are clear, the new car you kept telling yourself “no” to is in your driveway, and there’s a money flow left over to wisely invest and get rich with. I mean: joining the Evil 1%. (With me.) Needing a financial advisor,a private banker, a wealthmanager. I mean: actuallyliving like the people who buy million dollar luxury homes from you. All while working LESS HOURS with LESS STRESS, doing fewer things, and getting greater results. Getting Crazy-Rich in real estate without having a disappointed and disapproving spouse and family. What you need is a system that works. Not a bunch of ideas. Not walking on hot coals or a bunch of motivational psycho-babble. I have an absolutely proven system. Not “ideas.” Not new fads. A real system. That works regardless of market conditions.Anywhere. Any time. All the time. Now. This year. Next year. It’s worthy of your time toinvestigate because after you work setting it in motion, it keeps working for you, permanently. You can just about “set it andforget it”. Listen, most real estate “trainers” and “coaches” are just rearranging the deck chairs on the Titanic. It looks different and shiny ‘n new. It’s still theTitanic. It’s still headed straight for the giant iceberg. Most of them

to get them sold. Two systems.Implementation, not invention. Steve Jobs didn’t invent computers, PC’s or phones. Credithis unique approach to retailand to “product launches” – two systems. Fred deLuca at Subway did not invent cold cuts, the sub sandwich or franchising – but he brought a system to it second-to-none, and got crazy-rich. “IT’S THE SYSTEM” is my rallying cry. I did NOT invent anything in my System. Much of it came from outside of real estate and was revolutionary in real estate, but each piece I put together already lived successfully elsewhere. Here are the three mindsets you MUST have: 1) You have to bebusinesslike. Most agents think and act like worker bees, buzzing about, flower to flower, idea to idea, fad to fad, made-in-minutes guru to guru. They never create businesses. Just jobs. You have to think like a guy who owns 50 Subway shops or the whole company, not the guy who owns one, or the guy behind the counter making the sandwiches. 2) You have to intend to get and stay RICH in this business. This is for the agent with mid-6-figures to 7-figures on his or her mind AND determined to earn it without selling soul to soul-numbing old-school tactics like cold-calling, chasing FSBOs etc. You have to be fed up, worn out and frustrated with the way most good-income agents work and everything they trade away for their income and absolutely committed to a better way of life. 3) You have to be able to focus and employ self-discipline,to stick with a winning plan once you get one. ADHERENCE TO SYSTEM makes you crazy-rich. Flitting about has you starting over, over and over and over again.

have adopted the word “system”,but what they offer is hype. Frankly, I’m not the most exciting guy. I approached my real estate career more like a “systems engineer” than anexcited, excitable salesman. Maybe my consistency and con-stancy is boring to some, but the most successful agents in many franchises, over 300 agents with

7-figure incomes, and thousands of agents transformed from years of struggle to success …all of them are using my system. Get this: crazy-rich levelsuccess in this business is NOT about anything “NEW” at all. Sorry. It’s about puttingthe right proven pieces, strategies,methods and tools togetherin just the right way so that

you wind up with ‘The SYSTEM That NEVER Fails.’ Crazy-Rich is hardly ever about invention. It’s aboutimplementation. Contrary to widely held belief, Henry Ford did not invent the horselesscarriage or gasoline engine. He developed a functioning assemblyline to make the damn things, and a dealer-franchise system

“With so many coaches out there, who do you pick? Well, for me it was simple. Who’s been

where I want to go? One answer: Craig Proctor.”

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CP_REM 10.25x11fullpg_UNBRANDED_112019.indd 1 10/9/19 10:31 PM


Good WorksGood Worksn unprecedented$90,000 was raised insupport of the Royal

LePage Shelter Foundation atthe biennial Royal LePageNational HeadStart conference,held this year at Sun PeaksResort in B.C. More than$20,000 was raised before theconference opened through thefundraising efforts of the RoyalLePage Riders Club, who under-take a two-day motorcycle tripprior to each Royal LePage con-ference.

Activities during the confer-ence and a silent and live auc-tion of items donated by atten-dees from across Canada round-ed out the fundraising. The liveauction alone raised more than$62,000. The new owners of thefamed Royal LePage faux-furcoat are Jennifer and ClintonMiller of Royal LePageParksville-Qualicum BeachRealty. Originally purchased for

$1 at a thrift shop in St. John’s in2008, the coat is auctioned offeach year to a new Royal LePagebuyer. It has now raised morethan $94,000 in support of theRoyal LePage Shelter Foundation.

■ ■ ■

Re/Max Jazz in Oshawa, Ont.recently presented a cheque toHearth Place Cancer SupportCentre, fulfilling the brokerage’s$125,000 commitment to thepediatric department in the cen-tre’s new wing. Agents and staffhave been donating a portion fromevery transaction in the last 18months to meet this goal. They’vealso donated an additional $25,000to outfit all of the audio-visualneeds in the children’s room withipads, a state-of-the-art stereo sys-tem and a large-screen television.

■ ■ ■

Royal LePage Real EstateServices in Toronto recently

A

donated $20,000 to the RoyalLePage Shelter Foundation – pro-ceeds from the 26th Annual RoyalLePage GTA Charity GolfTournament. Funds were directedto two local women’s shelters, TheRedwood and Women’s Habitat ofEtobicoke.

“The success of this tourna-ment year after year is one of manyreasons why Royal LePage RealEstate Services was presented withthe 2018 Shelter Award forOntario Brokerage of the Year,”says Shanan Spencer-Brown, exec-utive director of the foundation.“Their dedication and generositytowards women and children seek-ing safety in their communities istruly admirable.”

■ ■ ■

Century 21 Westman Realty inBrandon, Man. hosted a two-partfundraiser this summer to raisemoney for Big Brothers Big Sisters.The first part was the 35th annualgolf tournament that was spon-sored by 19 local businesses.

The brokerage also added abocce ball tournament that tookplace at Brandon University.

“We decided we wanted tohave a bigger event than the previ-ous years (because) the BigBrothers Big Sisters of Brandonhad their funding cut back this

Enjoying theSummer Soiree,from left: GillianShannon, broker/manager, RoyalLePage Royal CityRealty, Sly Castaldi,executive director atGuelph-WellingtonWomen in Crisis;and Jeff Morley, bro-ker of record, RoyalLePage Royal CityRealty.

Volunteers from Royal LePageCounty Realty prepare the barbecuelunch at Walk A Mile in Her Shoesin Athabasca, Alta. From left: Betty

Kanuga, RaDell Bennett-Chrusch,Jennifer Miller, Mya Bennett-

Chrusch and Shahira Bury.

Participants at WalkA Mile in Her Shoesin Athabasca includ-ed, from left: Royal

LePage CountyRealty broker/owner

Trevor Yurchak,Taylor Eleniak andsales representative

Alex Weinberger.

Salespeople and staff at Re/Max Jazz donated$125,000 to Hearth Place Cancer SupportCentre.

From left: DerekAns, Jennifer Plett,Dave Lowery andJoel Green

Century 21 WestmanRealty hosted a bocce

ball tournament to raisefunds for Big Brothers

Big Sisters.

Royal LePageGardinerRealty bro-ker/ownerLincolnThompsonposes withWalk a Mile in Her ShoesorganizerGeorgesGaucher fromRoyal LePageVillage inMontreal.

Paul Belhumeur and Ken Cowieof Re/Max 2000 Realty inSurrey, B.C. recently receivedhandwritten letters from hockeypersonality Don Cherry, con-gratulating them on their 15-year organ donation anniversary.In 2004, Cowie of gave a life-saving kidney to fellow sales repBelhumeur. Roy Anderson,executive director of Re/Max ofWestern Canada, presented theframed letters to them duringthe Re/Max 2000 GolfTournament.

From left: GusMonteleone, RoyalLePage Real EstateServices branchmanager; Lina fromWomen’s Habitat ofEtobicoke; and AlOrlando, RoyalLePage Real EstateServices area manag-er.Continued on page 30

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hey thought you werevery nice,” said myfriend, “but they didn’tthink you would be

aggressive enough.”I take that as a compliment.I had shown a property to some

friends of my friend, who werelooking to purchase, mostly as afavour to my friend, but always inthe hope of bringing in more busi-ness. Well, they went with anotherreal estate agent, as the all-to-familiar saying goes.

Someone whom perhaps theythought was more aggressive.

Who needs that, I wondered.What the world needs is moreNICE!

The people who choose towork with me don’t seem to mindthat I am nice. In fact, I think they

The world needs more nice

“T

prefer it. I think that’s why theychoose me.

Who wants a hard-selling,aggressive, guerrilla tactics sales-person to help them with one ofthe biggest transactions they willlikely have in their lifetime? Tome, that would add even morestress to an already stressful situa-tion. And I’ve been there, believeme. With a car salesman who verynearly wasn’t going to let me leavethe dealership until I had pur-chased a vehicle.

Well, let me tell you – all thesales tactics in the world aren’tgoing to help in the real estatebusiness. Because in the end, it isthe person selling the house andthe person buying the home whomust come to a meeting of theminds as to a good price whereeveryone is happy.

A house/home is not a com-modity owned by a retail giant orcar dealership that acts as a middle-man to get the product to the con-sumer. It is owned by a regular per-son who has lived their life there,loved there, experienced joy there,has many memories invested.

It is an emotional transaction,to say the least.

And so, to me, aggression is atrait that need not apply. If any-thing, kid gloves would be moreappropriate.

I remember being told at leastonce during my previous career asa broadcast news reporter andanchor at a local TV station that Iwas too nice for that job too. I tookthat as a compliment also.

I don’t think there is such athing as being too nice.

Being told I am too nice forsomething certainly isn’t going toencourage me to be less nice. Theworld has enough of that already.There are much worse things thanbeing too nice. And I don’t wish tobe any of those things.

And so, to all the naysayerswho say I am too nice for anything,I say, “Thank you!”

I am very happy to be too nicefor you.

Sharon Posius is a Realtor withCentury 21 B.J Roth Realty inBarrie, Ont.. She is a former broad-cast journalist who keeps up her writ-ing chops as a contributing writer tothe monthly Focus 50+ NewsMagazine. She also hosts and writesher own blogsite, SharonsBlurb.org.

REM

year,” says Laurie Brugger, owner ofCentury 21 Westman Realty. “Thehighlight this year was at the boccetournament. Some of the little sis-ters played and it was so much funhaving them participate.”

The events raised $4,400.

� � �

The Realtors at Royal LePageCounty Realty in Athabasca, Alta.recently donated $5,000 to theirlocal Walk a Mile in Her Shoesfundraising event. Proceeds willbenefit THRIVE, a local relation-ship abuse prevention program, viathe Royal LePage ShelterFoundation.

This year’s event broke afundraising record, with more than$24,000 raised by 43 participants.

Volunteers from the brokerageand their families participated inthe walk and worked at the eventregistration desk, as well as cook-ing and serving the barbecuelunch.

� � �

Recently four brave teammembers from Century 21Bachman & Associates partici-

pated in the Drop Zone inWinnipeg. All participants com-pleted training where theylearned how to safely operate theequipment, then on the day of theevent they rappelled down a 272-foot office building in downtownWinnipeg.

The event is a fundraiser forEaster Seals that takes place incities all over Canada. Derek Ans,Dave Lowery, Joel Green andJennifer Plett raised $7,137 forEaster Seals and the Society forManitobans with Disabilities.

� � �

Royal LePage Royal CityRealty raised $25,000 in support ofthe Royal LePage ShelterFoundation at its second annualSummer Soiree. Proceeds weredirected to local women’s shelterGuelph-Wellington Women inCrisis. The garden party themedevening included games, music bySouthbound Soul and silent andlive auctions.

The Summer Soiree is one ofseveral ways this brokerage givesback to the community through-out the year. In 2019, more than$17,000 in agent commissiondonations have been raised for theshelter foundation and Guelph-

Wellington Women in Crisis. Thebrokerage also has three agentswho are currently raising funds totrek in the Sahara DesertChallenge for Shelter, which takesplace in November.

� � �

Royal LePage Gardiner Realtyraised $31,620 at the 6th annualWalk a Mile in Her Shoesfundraising event – the most suc-cessful year yet. The funds will bedonated to local women’s shelterWomen in Transition House, viathe Royal LePage ShelterFoundation.

There were 100 walkers, walk-ing a mile in high-heeled shoes toshow their support for the cause.Special guests includedFredericton and area MP MattDeCourcey, City of FrederictonMayor Mike O’Brien, chief ofpolice Roger Brown, fire chiefDwayne Killingbeck, RCMPFredericton detachment chief RossWhite, CFB GagetownCommander Lt.-Col. Childs andnumerous members of local fireand police departments.

To date, this event has raisedover $136,000 to assist women andchildren escaping domestic vio-lence. REM

Good WorksContinued from page 28

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This is not intended as a solicitation of any sales representatives or brokers that are currently under contract. All offices are independently owned and operated, except those marked as “Royal LePage Real Estate Services Ltd.”, “Royal LePage West Real Estate Services” and “Royal LePage Sussex”. Any copying, reproduction, distribution or other use of these materials is prohibited. ©2019 Bridgemarq Real Estate Services Manager Limited. All rights reserved.

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