He is joined on CREA’s executive by chair elect Jill Oudil, a former president of the Real Estate Board of Greater Vancouver; vice chair Larry Cerqua; immediate past chair Costa Poulopoulos; and CREA CEO Michael Bourque.

Kimberly French, regional director for Atlantic; Georges Gaucher, regional director for Quebec; and Michael Barrett, regional director for Manitoba were acclaimed in their positions. They join Steven Bobiash, regional director for Saskatchewan and Kari McBride, regional director for Atlantic on the board.

Elections were held for regional directors for British Columbia/Yukon and Alberta/Northwest Territories, with Darcy McLeod and James Mabey earning seats on the Board of Directors.

Three director-at-large positions were elected. Jill Oudil, Valérie Paquin and Tim Syrianos will join Ron Abraham, Phil Moore and Dianne Usher, who return to complete the final year of their mandates.

Also appointed to the CREA Board of Directors is Stefan Swanepoel as adviser to the board. He is chairman and CEO of the T3 Sixty family of companies, based in San Juan Capistrano, Calif. “Swanepoel’s years of experience in the industry will be invaluable helping CREA journey through the changes to a post-COVID world ahead,” says CREA in a news release.

REM Editorial Team

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Not only has Sharon been through the experience herself, but the author/broker with Sotheby’s International Realty Canada in Toronto has helped family, friends and clients through the downsizing process. She also has special training: she is one of only 30 Realtors in Canada to have earned the Pivotal Master Accredited Senior Designation from Pivotal Aging Innovations Inc., which trains agents working with older adults.

She had the idea for a book a few months before the pandemic hit, and the lockdown was the perfect time to harness her passion. She credits real estate coach John Toublaris for keeping her on track. He encouraged her to write the book, prompting her by providing timelines. The 146-page book was completed in 10 months and was published Dec. 1. Response has been good, with clients and colleagues downloading the free PDF.

The Boomer’s 7-Step Guide to Downsizing: overcoming fear and discovering freedom by Vivien Sharon

The book is available from Amazon or as a Kobo ebook.

The thought of downsizing is daunting for many people. Sharon says people may have lived in their homes for decades and don’t know where to start. And because they haven’t been in the real estate market for years, the process, including paperwork, is very different than during their last experience.

Her book lets people know what to expect, step-by-step, in everyday language and with stories that make the process easy to understand. Chapters include the decision to downsize, selecting the right real estate professional, listing and marketing your home for sale, the offer process explained, downsizing success stories and celebrating your new life.

Sharon is determined to alleviate boomers’ concerns and make downsizing the positive experience it should be.

She has a team of professionals from declutters to real estate lawyers and movers to help every step of the way. The book is helpful for boomers, who may be helping their parents downsize, or for boomers’ children, who may be helping their parents downsize, she says.

Regardless of the reader, the guide is chock full of valuable, practical advice and real stories.

During the pandemic, some families are downsizing to urban areas within walking distance of amenities. Others are upsizing to larger spaces so their families can live under one roof. Others may move from one condo to another, opting for something with outdoor space. One of Sharon’s clients has a home with a pool but wanted to buy a Yorkville condo now. They purchased and will rent it out for a year, enjoying the pool for another summer and moving when the pandemic has passed.

Regardless of their situation, most boomers are faced with basements full of boxes, including toys belonging to their now 35-year-old children. There are roadblocks and Sharon says she works to calm their fears and help them through them so they can celebrate their new life.

There’s nothing better than to get advice from someone who has been through it and clients appreciate that. The experience has motivated her to want to ease other’s downsizing journey. She downsized from a home to a Yorkville condo and says she has never looked back.

Sharon says the book is her calling card and has gotten a lot of traction. She has been interviewed on many podcasts, a CHCH-TV morning show and by newspapers. She also has a Facebook Live show. She’s had a lot of recognition and she says it’s given her credibility in the industry.

Sharon says she loved writing the book and that her family and friends have been supportive and helpful. Don Kottick, president of Sotheby’s International Realty Canada “has been so supportive since the book has been released, as well as all the Ontario management team including Maureen O’Neill, Dianne Usher and Adrienne Lake,” she says.

Prior to her real estate career, which began nine years ago, she co-owned a property management company. She says she has wonderful mentors throughout the industry.

“I love what I do,” says the Yorkville/mid-Toronto centric agent. “I came to the business later in life and created a new career through discipline and hard work.”

She says she always wants to do something new and “keep moving forward” and hopes to help others to do the same.

Connie Adair

Connie Adair is a contributing writer for REM.

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“Over the last decade, Leslieville has evolved from its light industrial roots to one of the most promising real estate markets in Toronto,” says Don Kottick, president and CEO of Sotheby’s International Realty Canada. “It offers a strong and dynamic neighbourhood ‘brand’, unique architectural gems and a broadening mix of housing options ranging from Second Empire row homes and Victorian semis to lofts, condominiums and traditional detached homes.”

Kottick says Leslieville has become one of the city’s hottest neighbourhoods for arts, culture and real estate, attracting artists, urban professionals and young families.

“Today’s homebuyers are increasingly looking for homes that offer more than traditional sensibilities,” says O’Neill. “Character, culture, diversity and walkability are some of the key factors defining Toronto’s most coveted neighbourhoods today, positioning Leslieville as a local market in which we have confidence for continued growth.”

Usher says the new office “enables us to strengthen our service to new and existing clients in the neighbourhood and surrounding areas such The Beach, Riverdale, Riverside, Playter Estates, East York and the waterfront.”

REM Editorial Team

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Sukkau is a former president of the Ontario Real Estate Association and the Niagara Association of Realtors. She has been working in the real estate industry for 22 years. She created the OREA Young Professionals Network, which now has more than 1,700 members province-wide in Ontario.

“It’s an exciting time to be leading an organization and an industry that is constantly changing,” says Sukkau. “I’m looking forward to working alongside my fellow directors in advocating for Realtors and homeowners, promoting professionalism in the industry, as well as continuing to oversee the development of exciting new technology and tools – all while helping members across Canada in their quest to deliver exceptional service to their clients.”

She is joined by president-elect Jason Stephen of New Brunswick and vice president Costa Poulopoulos from Ontario.

The 2018 CREA Board of Director complement includes newly elected regional directors Cliff Stevenson (Alberta), Kari McBride (Atlantic) and Larry Cerqua (Ontario). They join Daniel Dagenais (Quebec), Roy Milley (Atlantic) Darcy McLeod (B.C.), Len Wassill (Saskatchewan) and Michael Barrett (Manitoba). CREA’s board also has four directors-at-large, with newly elected Georges Gaucher (Quebec) joining Dianne Usher, Ron Abraham and Don Kottick (all from Ontario).

CREA has more than 125,000 members across Canada.

REM Editorial Team

realestatemagazine.ca

The post Barb Sukkau is CREA’s 2018 president appeared first on REM.

In the past, the major brands used to conduct in-house management training programs for up and coming prospects, but with the shift to franchises these types of training programs have essentially been eliminated.

One of the few remaining management training programs is available through the Real Estate Institute of Canada (REIC), on behalf of NAR, called the Certified Real Estate Brokerage Management (CRB) program. Gareth Jones, vice president at REIC says, “Our FRI designation is much more popular, but we are starting to see more interest in the CRB designation as there are not many other options for a structured management training program.”

Working as a real estate manager can be very rewarding, but it is not just a career choice. Being accessible after hours and on weekends makes this a lifestyle career. The number of calls, emails and texts a manager receives is directly related to the experience level of their salespeople.

Each request often has a sense of urgency and usually requires immediate guidance or direction. If you manage a brokerage with a large number of part-time or inexperienced salespeople, you should expect your phone to continually ring during the evenings and weekends, if the salespeople are doing business. As a real estate manager, you need to determine if you want to work for a full service brokerage with experienced agents, or work at the other end of the spectrum, which is the “warehouse style” company hiring part-time agents with recruiting volumes as their primary objective.

The ratio of agents/managers is also a good indicator for potential and existing managers, but also applicable for salespeople, to use when they are selecting a brokerage. For example, if a brokerage has 200 agents, with two managers (excluding “phantom managers” – admin staff with licenses masquerading as managers) – the ratio is 100:1. If the salespeople have reasonable productivity of five to eight transactions per year, then this would subjectively be considered a good ratio.

If the brokerage has 500 agents with two managers, with lower productivity, then the ratio is 250:1. In this scenario, the managers are probably over taxed and potentially overworked due to the inexperience level of the salespeople and the volume of support calls. A little due diligence on agent productivity levels is always a good idea before accepting a management position.

I asked some seasoned brokers and owners about the traits and characteristics of great managers.

Dianne Usher, senior vice president at Royal LePage’s Johnston & Daniel Division in Toronto says, “It takes a special individual to be a real estate manager, as you need to be a problem solver, a diplomat, a communicator, a mentor, but first and foremost a leader.”

Dave Peerless, owner/managing partner of Dexter Real Estate in Vancouver says, “A great manager cares about the people he or she works with and sincerely wants to help them succeed. They treat their associates like partners with a goal of mutual success and provide mentoring and support in order to achieve positive results.”

Nelson Goulart, owner of Better Homes & Gardens Signature Service in Mississauga, Ont. says, “I love my job as a manager. One of the most rewarding aspects of my job is when, through coaching and mentoring, a salesperson exceeds their sales targets. In terms of hiring for a management position, we look for a passionate, empathetic, knowledgeable individual who works well on a team and communicates very effectively.”

Jack Fusco, manager at Royal LePage Your Community in Richmond Hill, Ont. says that “the reputation of the brokerage is tremendously important. Ask around if you do not know. You should find out about the turnover rate of their management team. If the management team has a high turnover rate that usually signifies bad leadership at the top of the organization and probably some cultural cracks in the foundation.”

Fusco adds, “One of the most important reasons salespeople choose one brokerage over another is due to the knowledge level of the manager. While negotiating a deal, the salesperson wants to be able to reach the manager, but also feel comfortable that a solution to their question will be provided.”

The remuneration package for a manager varies greatly based on the experience level of the individual, the geographic region (urban versus rural), the reputation of the company, selling versus non-selling managers and the type of brokerage. The position typically includes a base salary with a bonus that should be objectively based, quite often with a focus on recruiting, retention and/or profitability. The bonus should be achievable and may include a “slight stretch element” used for motivational purposes. Always be sure to put the remuneration package in writing to ensure that the clearly defined parameters are fixed to avoid any controversy.

What are some other questions you should ask about a brokerage before accepting a real estate management position?

• How many part-time agents versus full-time agents are registered? (speaks to quantity of calls)
• How many agents will I be managing? (very important)
• What kind of back-up support and coverage do I have? (speaks to workload)
• Will I have legal support? (a requirement for those difficult questions)
• Are there any minimum hiring criteria or do we just hire anyone? (speaks to the reputation of the brand)
• Do you have any management training after I am hired? (speaks to culture)
• Do I have any assistance with compliance related issues? (speaks to workload)
• Will I be responsible for sales training? (speaks to culture)

Real estate brokerage management can be an exceptionally rewarding and fulfilling career when you are with a reputable, ethical organization that has a solid track record of looking after its management, support staff and its sales team.  If you have not considered this as a career option, it is definitely worth exploring further, because there is a big demand in the marketplace for a good manager.

Don Kottick

Don Kottick is the president and CEO of Sotheby’s International Realty Canada, with 30 office locations across Canada, transacting over $5 billion in sales volume annually. Don is also a director at large for the Canadian Real Estate Association.

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