Each month, REM shares brokerage expansions and conversions, leadership appointments and other key industry moves. Have an announcement to share? Email your news to editor@realestatemagazine.ca by the 26th of each month, and don’t forget to include a photo!

Expansions, mergers and conversions

Sutton Group expands in the west

Real estate company Sutton Group is expanding its reach with two new offices.

This month, Sutton announced the grand opening of Sutton Beeline Calgary and Sutton Centre Kelowna.

The establishment of the new locations was strategic, says Sutton, as both Kelowna and Calgary offer “significant market opportunities for growth.” 

Sutton Beeline in Calgary is led by managing broker Zaeena Gul, while Sutton Centre Kelowna is co-led by managing brokers Emily Coates and John Skender. 

“The opening of Sutton Beeline Calgary and Sutton Centre Kelowna represents a significant step forward for Sutton,” said Beatrice Cosentini, vice-president of Sutton’s western region.

“In a market where there is increased demand for innovative solutions, this team exemplifies the forward-thinking vision and enthusiasm required to drive meaningful change in the market.”

Royal LePage welcomes Saskatchewan brokerage

Mark Zawerucha

Royal LePage is announcing the opening of Royal LePage Success Realty, based in Yorkton, Sask. 

The brokerage will serve clients in Yorkton, as well as surrounding communities including Melville, Springside, Saltcoats, Theodore, Good Spirit Lake and beyond. 

The new brokerage is led by Mark Zawerucha, formerly an associate broker with Re/Max, who brings nearly a decade of real estate experience to his new ownership role.

“In the short term, my goal is to establish Royal LePage Success Realty as a trusted name in Yorkton and surrounding areas,” said Zawerucha. “Long term, I want to grow a strong team of professionals who share my commitment to delivering outstanding service to clients.”

Executives Property Management and Century 21 Assurance Realty Ltd. join forces

Treena Piva

Property management company Executives Property Management (Formerly Real Property Management), which services Kelowna and the B.C. Interior, has merged with Century 21 Assurance Realty Ltd.

Treena Piva and Aaron Piva of Executives Property Management will continue their leadership as managing directors of property management.

Century 21 Assurance Realty is led by managing broker Kim Davies.

“Our mission has always been to serve with integrity, lead with purpose, and create value for both investors and residents,” said Treena Piva. “Together, we’re taking that promise to the next level – continuing our commitment to redefine and elevate the expectations of property management through strategic innovation, advanced technology, and next-level service.”

Corcoran Horizon Realty opens new Hamilton office

Corcoran Horizon Realty is deepening its roots in Ontario with the opening of its newest office in Hamilton. 

Heading up the office as broker/managing partner is Martinus Geleynse, who brings over 16 years of experience in real estate, marketing and community development to the role, according to a company statement. 

“Our new Hamilton office reflects our belief in the city’s resilience, diversity and unmatched character,” said Cliff Rego, CEO and broker of record for Corcoran Horizon. “Hamilton is a place of reinvention and grit, where heritage meets innovation. We’re proud to establish a presence in a city that’s not only steeped in history but also driving forward with creativity, entrepreneurship, and community spirit.”

Corcoran is already established in the markets of Kitchener, Cambridge, Port Severn and Toronto.

Odyssey Retail Advisors expands to Canada

Odyssey Retail Advisors, a premier real estate advisory firm, is expanding into the Canadian retail market with a footprint in Toronto.

Headquartered in New York, with offices in Miami, Chicago and Los Angeles, the firm advises luxury and contemporary retailers in expanding their presence worldwide and guides developers in creating upscale shopping destinations.

Joining Odyssey as part of the Canadian expansion are Casdin Parr, David Bishop and Ryan McCarthy as executive vice presidents, along with Lesia Czech as director.

Together, they bring decades of experience advising national and international retailers across the Canadian retail landscape, says a company statement.

“This is a pivotal step in Odyssey’s continued evolution as a global advisory platform,” said Rich Johnson, principal at Odyssey Retail Advisors.

“Casdin, David and Ryan are widely respected for their deep client relationships, market expertise, and strategic thinking. Their presence enhances our ability to support clients in one of the most important luxury markets in North
America.”

Important milestones

New HQ for Berkshire Hathaway HomeServices Québec

Berkshire Hathaway HomeServices Québec is celebrating the grand opening of its new headquarters in Montreal.

Located minutes from Royalmount, dubbed the largest private development underway in the province, the move marks a step forward for the brokerage, which established itself in Québec in 2020.

The 2,000-square-foot space, located in suite 290 of 5929 Trans-Canada Highway, is designed to have the look and feel of a penthouse condominium, rather than an office, according to a company statement.

The brokerage is led by founder and CEO Sacha Brosseau, who is planning to expand across the province. 

“We will grow with the right people, at the right pace,” he said in a statement. “We’ve witnessed what happens when large corporations prioritize spreadsheets over their brokers, and we are building a different kind of company—one where growth serves to strengthen and support every member of our organization.”

Engel & Völkers Ottawa signs up for another decade

Engel & Völkers Ottawa recently announced the renewal of its franchise agreement, marking a decade in Ottawa’s high-end real estate market and committing to another 10 years under license partners John King and Larry Mohr. 

Since 2016, Engel & Völkers Ottawa has expanded to four shops across the metropolitan region. 

The brokerage has become a major player in Ottawa’s luxury segment, representing 12 per cent of all properties sold over $1 million and a commanding six per cent of the overall market share, according to a company statement.

Their 150 advisors make up three per cent of the local real estate board. 

The post The Real Deal: Industry highlights for October 2025 appeared first on REM.

According to the Royal LePage House Price Survey and Market Forecast released today, the aggregate price of a home in Canada recorded virtually no change in the third quarter of 2025, increasing just 0.1 per cent year-over-year to $816,500.

On a quarter-over-quarter basis, home prices declined 1.2 per cent, driven by depreciation in many major markets across the country in recent months. 

Reflecting price declines primarily in Toronto and Vancouver, Royal LePage lowered its national year-end forecast, and now anticipates prices to land at one per cent above Q4 2024.

“Canada’s housing market is shifting toward balance, as easing prices, rising listings and renewed rate cuts improve affordability across most regions,” said Soper. “For the first time in years, buyers – especially in previously supply-strapped markets – have real choice and negotiating power. With confidence returning and further rate reductions expected into early 2026, we anticipate noticeably stronger activity by the spring.”

Prices by property type

The Royal LePage National House Price Composite is compiled from proprietary property data, nationally and regionally, in 64 of the nation’s largest real estate markets. 

When broken out by housing type, the national median price of a single-family detached home increased 1.2 per cent year-over-year to $860,600, while the median price of a condominium decreased 1.6 per cent to $580,700.

On a quarter-over-quarter basis, the median price of a single-family detached home and a condominium declined 1.1 and 1.9 per cent, respectively. 

Compared to the peak of pandemic pricing in the spring of 2022, national home prices have come down by approximately five per cent, largely due to depreciation in Toronto and Vancouver, where prices are currently sitting more than 12 per cent below the peak. 

Meanwhile, home prices have continued to appreciate in Quebec, the Prairies and Atlantic Canada. 

“Buyer sentiment is being influenced by a complex mix of economic and psychological factors,” said Soper. “Despite materially improved affordability in major cities, many Canadians – particularly younger ones – remain cautious amid high post-pandemic living costs, perceived job uncertainty, and general unease about our economic prospects. It’s understandable that some are waiting before making such a significant purchase.”   

Price data, which includes both resale and new build, is provided by real estate valuation company RPS Real Property Solutions.

What’s next?

Soper said Royal LePage expects the uptick in sales that began this summer will continue, setting the stage for a lively 2026 market, provided that consumer confidence rebuilds.

“Prices are likely to tread water in the near term, as improved affordability and lower borrowing costs draw more buyers back to the table,” he said. “Finally, the return-to-office trend should renew demand in urban cores, even as lower prices in suburban and rural communities continue to attract families – just not at the scale we saw during the pandemic.”

The post Buyers grab the reins: Royal LePage downgrades year-end price forecast appeared first on REM.

QUICK HITS

• Thirteen per cent of Canadian adults are working towards their first residential property purchase within the next two years; a majority of them plan to buy in the next 12 to 24 months
• More than half (53 per cent) of first-time buyers plan to put at least 20 per cent down on their purchase; while 39 per cent will not
• Forty one per cent of first-time buyers say they will receive financial assistance from family or friends, while 51 per cent will not
• Single-family detached properties remain the most popular housing type among first-time buyers
• Finding a home that is move-in ready is the most important non-price related factor for first-time buyers

Many Canadians in the market for their first home have a clear picture of what they want, and falling interest rates, rising inventory and softening prices are making it more achievable. 

Still, a recent survey from Royal LePage, conducted by research firm Burson, finds that many aren’t ready to pull the trigger just yet.

The survey found that 13 per cent of Canadian adults intend to purchase their first home within the next two years. Of those, the majority (82 per cent) are targeting a purchase timeline between 12 and 24 months, rather than the next year.

More than half (51 per cent) of first-time buyers say they are researching affordable neighbourhoods, while 49 per cent are browsing online listings. Nineteen per cent have started attending in-person showings, and another 19 per cent have contacted a real estate agent.

“Interest rates are trending lower and prices have stabilized or even softened in some markets, creating favourable conditions for long-awaited entry into home ownership,” said Phil Soper, president and CEO of Royal LePage. “Yet, hesitation remains.”

Economic uncertainty and the potential for further rate cuts are encouraging many would-be buyers to delay their entry. According to Royal LePage, 36 per cent of agents report increased first-time buyer activity this year, while 25 per cent say activity levels are unchanged.

Home prices have remained relatively flat. In Q2 2025, the national aggregate price increased 0.3 per cent year-over-year to $826,400, while quarter-over-quarter, prices fell 0.4 per cent, according to the most recent Royal LePage Home Price Update.

More than half (53 per cent) intend to make a down payment of 20 per cent or more, while 39 per cent plan to purchase with less than 20 per cent down and secure mortgage insurance.

Detached dream

Detached homes remain the preferred choice for 49 per cent of first-time buyers, despite higher prices. 

Lifestyle preferences also play a role: 42 per cent of first-time buyers say they will choose a neighbourhood based on lifestyle, even if it means a longer commute. Move-in ready homes, outdoor space and proximity to amenities remain top priorities.

To afford their first home, 60 per cent of buyers are seeking properties in more affordable areas, 40 per cent are downsizing expectations, and 39 per cent are cutting discretionary spending. Nearly 30 per cent plan to use retirement or investment savings to fund their purchase.

Family support, budget pressures shape buying decisions

Family financial support remains a key factor. While 51 per cent of prospective buyers say they will not receive any assistance, 41 per cent say they will.

Among those receiving help, 29 per cent will get a lump sum with no repayment required, 27 per cent will receive a loan, 28 per cent will have a co-signer, and 26 per cent will get help covering monthly payments.

“The gap between those who receive financial assistance and those who do not highlights the deep affordability challenges in today’s market,” said Soper.

The post First-time buyers know what they want — but not when to buy appeared first on REM.

Expansions and conversions

New growth at Re/Max Capital Diamond Realty

Re/Max Canada has expanded its presence in Windsor-Essex County with the addition of Paul Germanese and his AW4U – The Real Estate Group to Re/Max Capital Diamond Realty.

The group of 10 professionals joins from Royal LePage, where they established a reputation over more than a decade for serving buyers and sellers in the local market.

Albert Kantarjian, broker/owner of Re/Max Capital Diamond Realty, said the move reflects shared priorities between the brokerage and the team.

“We are absolutely thrilled to welcome Paul and his team. This partnership is built on shared values, a passion for delivering outstanding service, and a vision for continued growth.”

Don Kottick, president of Re/Max Canada, welcomed the addition. 

“Congratulations to Re/Max Capital Diamond Realty. We look forward to seeing them thrive and expand their impact in the Windsor-Essex community.”

Ottawa group returns to Re/Max

The Inspire Team of Ottawa, led by Rahim and Eda Rasooli, has officially returned to Re/Max, joining Re/Max Prime Properties.

The Rasoolis said their decision was guided by the brand’s global recognition and strong network, which they believe will support their team’s continued growth.

“We’re thrilled to welcome Rahim and Eda Rasooli and their incredible team back to Re/Max,” said Asif Khan, broker/owner of Re/Max Prime Properties. “With their deep understanding of the Ottawa region, they are a valuable addition to our growing network.”

Re/Max Canada president Don Kottick called the move “a testament to the power of the Re/Max brand.”

Royal LePage adds Our Neighbourhood Realty to Ontario network

Royal LePage recently announced it’s expanding in Ontario with the addition of Our Neighbourhood Realty.

The brokerage, formerly independent, is led by Rhonda and Bob Best, along with co-owners Luiz and Paula Lameiras and Gary and Darlene Hibbert. It has more than 140 sales representatives.

The firm serves Durham, Toronto and Northumberland, handling residential, recreational and commercial transactions. The ownership group has more than 30 years of combined experience in the real estate industry.

Leadership moves

Royal LePage COO announced retirement

This week, Royal LePage’s longtime chief operating officer Carolyn Cheng announced she will be retiring from the role later this fall.

Cheng has 25 years experience in the real estate sector. Cheng previously served as a director and then senior vice-president of strategic business services at Royal LePage.

Her resume also includes several years in leadership at Brookfield Real Estate Services. 

Good works

Record result for Slice4Shelter Charity Golf Tournament

Winnipeg’s Royal LePage Prime Real Estate raised more than $27,000 at its 3rd annual Slice4Shelter Charity Golf Tournament in support of the Royal LePage Shelter Foundation.

The record-breaking tournament brings the event’s grand total to $70,500.

All proceeds were directed to Alpha House to fund safe and supportive shelter services for women and children fleeing intimate partner violence.

“Our supporters at Royal LePage Prime Real Estate have a longstanding history of generosity towards families who are bravely walking away from violence and building the safer, happier and more hopeful lives that they deserve,” said Carly Neill, fundraising and communications manager with the Royal LePage Shelter Foundation. “We count ourselves very lucky to have them as part of our charitable family.”

Sutton Centre Realty signs cheque for St. John Ambulance

Over 300 attendees gathered in May for the St. John Ambulance Charity Gala led by Vancouver Realtor Corwin Kwan of Sutton Center Realty headquartered in Burnaby.

The event raised over $23,000 in total with a $5,000 matched donation from The Home Foundation. The proceeds will support critical programs like first aid training, therapy dog visits, and emergency response initiatives.

The post The Real Deal: Industry highlights for August 2025 appeared first on REM.

The survey, conducted by Burson, found that more than half (54 per cent) of Canadians who own residential property in the U.S. plan to sell within the next year. Of those, nearly two-thirds (62 per cent) cited concerns about the current U.S. administration as their main reason.

“The polarizing political climate in the United States is prompting many Canadians to reconsider how and where they spend their time and money,” said Phil Soper, president and CEO of Royal LePage. “Canadians have been the most important foreign investors in America’s residential real estate market for years, and a significant wave of property sales would leave a noticeable mark on the regional economies that snowbirds support.”

Other sellers pointed to personal and financial reasons (33 per cent) or worsening weather conditions, such as hurricanes and flooding (five per cent).

Investment patterns shifting

Canadians have consistently ranked among the top two foreign investors in U.S. residential real estate over the past two decades, according to the National Association of Realtors. But transactions have slowed in recent years, and Canadian sellers now make up a large share of international property sales.

“Not every decision to sell is politically driven,” Soper said. “For many, the decision to divest will be due to changing personal circumstances, from reprioritizing financial goals to the simple decision to invest closer to home.”

Statistics Canada reports Canadian residents made 6.1 million trips to the U.S. in the first quarter of 2025, down 10.8 per cent from a year earlier. Spending fell nearly eight per cent, totaling $5.7 billion.

Domestic reinvestment coming?

Nearly one-third (32 per cent) of respondents who have sold or plan to sell their U.S. property said they intend to reinvest the proceeds in Canadian real estate, with many considering recreational properties.

“Across sectors, Canadians are increasingly choosing to support domestic businesses, prioritize homegrown products, and invest in their own communities,” said Soper. “Many who are selling their U.S. properties are opting to bring that capital back home.”

Royal LePage also reported a surge in U.S. traffic to its website during key political events, including the 2024 presidential election and major protests in 2025, reflecting growing American interest in Canadian housing.

The post Snowbirds returning north? Canadians with U.S. property are looking to sell appeared first on REM.

Royal LePage’s Carolyn Cheng has announced her retirement from the brokerage after nine years as its chief operating officer. 

She wrote on social media on Tuesday that her last day will be Nov. 30.

“Over the past 25 years, I’ve been incredibly lucky to work with the best executive team in our business – they make me proud of our work, embody the highest of values, and have become part of my extended family,” reads her post. “Together, we have kept Royal LePage in a leadership position in our dynamic industry,” she said.

Cheng wrote that in her retirement, she wants to focus on photography, spend more time with family and friends, and move to part-time board and consulting work.  

Her photography has been shown at Red Head Gallery, Gallery 44, the Toronto Outdoor Art Fair, the Art Gallery of Hamilton, the Robert McLaughlin Gallery, and TMU’s Paul H. Cocker Gallery, according to her website.

“This will be a new beginning for me,” she wrote.

Cheng previously served as a director and then senior vice-president of strategic business services at Royal LePage.

Her resume also includes several years in leadership at Brookfield Real Estate Services. 

The post Carolyn Cheng announces retirement from Royal LePage appeared first on REM.

Left to right: Luiz Lameiras, Paula Lameiras, Bob Best, Rhonda Best, Gary Hibbert, Darlene Hibbert.

Royal LePage is expanding in Ontario with the addition of Our Neighbourhood Realty.

The brokerage, formerly independent, is led by Rhonda and Bob Best, along with co-owners Luiz and Paula Lameiras and Gary and Darlene Hibbert. It has more than 140 sales representatives.

“We are thrilled to announce this exciting milestone in our journey,” said Rhonda Best. “By aligning with Royal LePage, we are setting the stage for the next chapter of growth for our brokerage, our agents, and our clients. Together, we will continue to raise the standard of real estate service across southern Ontario.”

The firm serves Durham, Toronto and Northumberland, handling residential, recreational and commercial transactions. The ownership group has more than 30 years of combined experience in the real estate industry.

The post Royal LePage adds Our Neighbourhood Realty to Ontario network appeared first on REM.

Each month, REM shares brokerage expansions and conversions, leadership appointments and other key industry moves. Have an announcement to share? Email your news to editor@realestatemagazine.ca by the 26th of each month, and don’t forget to include a photo!

Business expansions

Alan Newton Real Estate joins Re/Max Realtron, bolstering GTA footprint

Re/Max Canada announced that Alan Newton Real Estate Ltd., an independent brokerage with 35 agents and a 40-year history, has joined Re/Max Realtron.

The move enhances Re/Max Realtron’s presence in the Greater Toronto Area and brings expertise in luxury real estate under the Re/Max banner. The team will gain access to advanced technology, marketing tools, and The Re/Max Collection program for luxury properties.

“We’re excited to welcome the Alan Newton team as we continue to grow and empower top producers in the GTA,” said Jeremy Pilarski, vice-president, agent experience, Re/Max Realtron.

“This acquisition represents the strength of the Re/Max network in bringing together top-tier talent and respected independent brokerages,” said Don Kottick, president of Re/Max Canada. “We commend the Pilarski family for their leadership and vision. We are thrilled to welcome the Alan Newton team to Re/Max Canada.”

 Re/Max One becomes Hallmark One

Re/Max Hallmark has announced that Re/Max One Realty has officially joined its network and is now operating as Re/Max Hallmark One.

The move adds more than 30 agents to the Hallmark team and reflects the company’s commitment to strengthening its brokerage networks across Ontario.

Fred Ebadi, a broker with over 20 years of experience, launched Re/Max One after leading Trade One Realty.

“In today’s market, standing alone is difficult,” said Ebadi. “Hallmark offers brand strength, strong leadership, and an agent-first mindset.”

Steve Tabrizi, chief operating officer at Re/Max Hallmark, said the decision reflects shared values rather than growth for its own sake.

“Fred and his team recognized that Hallmark offers real support, reliable systems, and long-term leadership,” said Tabrizi.

The partnership aims to build a stronger foundation for growth, performance, and agent success.

Wahi grows out west

Wahi, a Toronto-based digital real estate platform and brokerage, is expanding its Realtor team in Calgary. The company has hired several agents who “are committed to redefining the real estate experience for buyers and sellers in Alberta,” it says.

“We’re excited to have a Calgary presence,” says Anne Alkok, Wahi’s broker of record. “Given the inter-provincial migration to Alberta and its resilient housing market, Calgary is a great place to expand.”

Leadership appointments

Luigi Favaro appointed OREA CEO

The Ontario Real Estate Association (OREA) named Luigi Favaro as its next CEO at an event on July 25. 

Favaro, currently VP of partnerships for OREA, will take the helm after 17 years with the association. Favaro will begin as CEO on Sept. 2. 

Brenda Buchanan appointed CEO of RECO

Brenda Buchanan has been appointed CEO of Real Estate Council of Ontario (RECO), following a national search.

The appointment is effective immediately, as announced by RECO’s board of directors on July 21. 

Brokerage partnerships

Royal LePage Benchmark partners with Virtuo 

Virtuo, an AI-powered platform that supports agents and homebuyers throughout the ownership journey, has announced a partnership with Royal LePage Benchmark. The Alberta-based brokerage will use Virtuo’s all-in-one platform to help agents grow their business and improve client service.

Royal LePage Benchmark, Alberta’s largest Royal LePage franchise, has over 200 agents and has been operating since 1978. Broker and owner Corinne Lyall said the brokerage focuses on giving agents the tools they need to stand out and deliver strong client experiences.

“We are always looking for ways to support our agents in providing an exceptional client experience,” Lyall said. “Virtuo gives our agents instant access to brokerage tools in one platform while delivering a differentiated experience to their clients.”

Virtuo combines AI with human support to improve the homeownership process. Its HomieAI tool offers 24/7 personalized insights and support using data from the agent, brokerage and property.

The post The Real Deal: Industry highlights for July 2025 appeared first on REM.

A great way to do that is through client appreciation events, and it’s something every agent, no matter how new or seasoned, can do.

Something for everyone

Gagnier offers two main types of events every year – trivia nights and a hot chicken wings booth at a local fair. At the summer event, “we set up at craft beer night.” People sample a hot wing, then run over to the beer booth, she says.

Trivia nights are held in the winter at a local pub during their slowest month. Clients are treated to appetizers and a free drink. 

“We invite clients and friends to trivia night to just have fun. It gets people out. We have swag, like baseball caps, that every team has a chance to win,” she says. “Gift cards are saved for the last game.” 

If clients don’t want to be on a team with strangers, Gagnier suggests they bring their own team — more people to meet and mingle.

Trivia nights attract about 100 people each and are her most successful client appreciation events, and she enjoys them too.

The ROI

Gagnier says events help foster introductions to friends and neighbours of their clients, and the community in general.

Trivia nights typically cost around $500-$700 per event, which includes some complimentary food and drinks and giveaways, she says.

For movie nights, the initial setup (projector, table, and outdoor screen) cost $2,000. Movies cost about $500 each time for the rights, she says.

“Return on investment is simply having a connection made through these events, buy or sell. It only takes one new client to offset the entire four-month cost.”

She says trivia has led to four clients in two years, and movie night has led to two clients in two years.

She says a Hot Ones-themed event nets one or two clients every time. The star of the event is hot sauces, chicken wings and chicken strips, plus chips and salsa, and free beer for those who endure the 10 sauces. It costs about $500 to organize, said Gagnier.

Gagnier says what’s most important about the events is having a regular touchpoint with clients.

“Many may not come, but we have often called, emailed, or texted the majority of our client list for each one, keeping us front of mind and available for them,” she says.

“While there is a definitive place for more institutional advertising (mailers, flyers, benches, and billboards), we realized our superpowers were in the word-of-mouth style, building a business slowly, one relationship at a time, and with folks that want to have a softer, warmer introduction to asking real estate questions.”

Picking an activity

When choosing an event, Gagnier suggests doing something you enjoy. “Clients see us having a good time and they have a good time.” If you’re uncomfortable, they will be too.

Gagnier says client appreciation events should be tied to your personality. She wouldn’t hold a gala night, for example, because she’s not comfortable in that setting.

Danny Dawson, broker with Royal LePage Performance Realty in Ottawa, concurs. His first event was at a pub. He invited 75 people for drinks. “Small talk with 75 people was difficult for me,” he says, so he pivoted. Now he treats them to comedy shows. “I book out a comedy club with professional comedians sourced by the club.”

About 100 people on average attend the annual event. Dawson provides drinks, popcorn and a show. He speaks to people when they come in, but he’s not under constant pressure to talk.

In her more than 20 years as an agent, Gagnier says she has seen the popularity of events ebb and flow. “But that’s good because people like to try new things.”

Staying connected in the post-pandemic era

“COVID really threw a wrench into the gathering part of our business and I feel like we are still suffering somewhat from a COVID hangover, says Khalen Meredith, senior VP sales at Sotheby’s International Realty Canada in King City, Ont.

“That said, we have focused on smaller gatherings or ways of connecting. Whether it’s a lunch with a few clients unknown to each other, or the one-on-one approach, this seems to work well with our business model as we aren’t volume producers.”

In the past, Meredith has “held events around local school choices and invited both school admissions people and our clients with school-aged children. With our geographical area attracting families wanting excellent independent schools, this has been an important part of our client base. We have also invited clients to events around our charity and support efforts. This is a win-win.”

Having an event where everyone feels comfortable encourages mingling, and mingling often reveals “six degrees of Kevin Bacon,” Gagnier says. “People find out what they have in common and look for each other at the next event.”

Not every event is a slam dunk

Some ideas work and some don’t, but vendors need to get paid even if the event is not successful, so be prepared. Gagnier held a movie night in the park, “but it ended up being too late and too buggy and people stopped coming. Sometimes an event works a few times then interest peters out,” Gagnier says. She gives any new ideas a one-year trial to see what the return on investment will be.

“It’s not about reinventing the wheel, but rather personalizing the experience. For example, if a client owns a venue, she will hold an event there. “We involve clients in whatever we do.”

Create an event budget, then see what fits into that budget. Then ask yourself, “Would I want to attend?” If not, try another idea, Gagnier says.

You may want to hold two types of events to cater to your different clients. “People who like to skate outdoors for example, may not be interested in charcuterie board class.”

For agents who are considering their first client appreciation event, Gagnier cautions against doing “anything big and flashy.”

Getting started

Dawson says, “If you see a big idea you like, you can start by holding micro events and build up.”

“Each year, look at the group of clients you’ve serviced over year and do something that suits their lifestyle,” she says. One of her doctor clients referred her to one doctor, who referred her to another and so on. For their event, she hired a speaker who would be of interest to doctors. “It shows you know about them.”

Other events may involve an open invitation to the community for something like a free movie night. Rent a movie theatre for 10 a.m. or noon and invite everyone. It’s a great way to grow your business, Gagnier says.

Make sure you have a venue, plan your event then send out invitations with a request to RSVP so you have an idea of how many might attend, she says.

Making it on clients’ calendars

Dawson says it’s the lead-up that’s important – having multiple touchpoints. He suggests starting three months before the event. Touch points are what it’s all about – save the day and regular reminders after that.

Events are part of his marketing budget to get referrals, although he says he’s never been able to directly translate how many referrals come from the comedy event.

Even during COVID, the show must go on. Dawson delivered boxes of cocktail mixing ingredients to clients, so they could prepare their drinks while watching the virtual comedy show.

Dawson holds his comedy event every March, ahead of the spring market, to keep him top of mind. The value is to reach out to people.

And sometimes client appreciation events lead to other opportunities. Gagnier has been asked by clients to join their event, for example, a firefighter invited her to a first responder golf tournament. Gagnier set up a tent at a hole and gave away food, water, Gatorade and trail mix. Although the event is attended by only four of her clients, it gives her a chance to meet their friends and colleagues. It’s a client event that allows for the introduction of non-clients, she says.

Connie Adair

Connie Adair is a contributing writer for REM.

The post Connection, introductions & loyalty: The ROI of client events appeared first on REM.

Jim Morris

Jim Morris is a director of business development at Royal LePage Canada. He has worked closely with the Royal LePage network for 10 years, focusing on expanding the brand in Western Canada. Jim has worked with dozens of startups, providing them with guidance and support to plan and grow their business. Email Jim.

www.betteratroyallepage.ca/

The post New brand, bold vision: How Royal LePage ELITE West achieved growth and success in a challenging market appeared first on REM.