VANCOUVER, B.C. – (November 4, 2019) – The term ‘coaching’ in real estate is often associated with scripts, conferences and weekly accountability calls. Mark Winter, Director of Agent Development for Macdonald Realty, approaches coaching from a fresh perspective in his new book, A Different Conversation: Realizing Your Potential as a Real Estate Agent. Winter’s vision is to elevate the professional performance of real estate agents and reframe how they interact with clients through the fundamentals of professional coaching, enhancing the role that real estate agents play.
“There is a lot of positive focus in our industry on coaching agents in their businesses, but what happens if agents are able to coach their clients?” says Winter. “Think about how many journeys that start between real estate agents and their clients that actually fail to reach the finish line together. In many cases, it is not expertise that is missing, it is connection and partnership.”
“Professional coaching is based around asking probing questions that deliver powerful insights which both parties understand together. People today are very tuned in to know what an authentic conversation is – and what it is not. I believe that some real estate agents do themselves and our industry a disservice by walking in as the expert with all the answers and sometimes failing to ask the right questions. The opportunity to become a critical thinking partner with their clients is massive.”
A Different Conversation shifts the spotlight away from agents and that feeling of having to always be the provider of solutions. Readers will learn how to detach from a presentation-led mentality and build lasting value by shining an empowering light on their clients.
Winter earned a Certificate in Organizational Coaching from the University of British Columbia in 2015 and his Professional Certified Coach designation from the International Coach Federation (ICF) in 2016. A 27-year veteran of the real estate brokerage business in Vancouver, Winter teaches a 6-week real estate course called Performance Elevation based on coaching competencies and philosophies. A Different Conversation shares the insights and actions he has honed by teaching that course to over 300 agents over the last three years.
A Different Conversation: Realizing Your Potential as a Real Estate Agent is available for purchase online in ebook and paperback from Amazon, Chapters and Barnes & Noble.
About Macdonald Real Estate Group: Founded in Vancouver in 1944, Macdonald Realty (macrealty.com) has grown to become BC’s largest full-service corporately owned real estate company, with over 20 offices, 1,000 agents and staff in the province, and nearly $10 billion in annual sales.
In addition to residential sales, Macdonald Commercial has over 40 dedicated commercial agents with a head office in Vancouver and a new Fraser Valley office in South Surrey; Macdonald Property Management currently manages over $5 billion in BC properties; and Macdonald Platinum Marketing has sold over $2 billion in luxury new construction.
VANCOUVER, B.C., Oct. 2019 / Macdonald Realty, Western Canada’s largest independent full-service real estate company, today announced the re-opening of its office in North Vancouver, B.C., Canada. This office is one of Macdonald’s 20 offices throughout British Columbia.
The freshly renovated office in North Vancouver will bring to the team and clients more space and comfort. The space provides everything Macdonald’s real estate agents need to keep improving and growing their business.
Macdonald Realty was founded in Vancouver back in 1944 and has continued to grow through the years and the changes in the real estate market. We’re solid, established and respected, with 20 offices throughout British Columbia. Today, we’re Western Canada’s largest independent full-service real estate company, with Residential, Commercial, Property Management, and Project Marketing divisions. And we’re still proudly BC owned and operated.
As protests continue to rock Hong Kong, real estate brokers in Canada and the U.K. are fielding a flood of inquiries from investors in the former British colony who are eager to get out.
Dan Scarrow, president of Macdonald Real Estate Group in Vancouver, said many of his Chinese agents saw an uptick in interest for both sales and rentals this month from Hong Kong. One of his agents is putting off her planned retirement this year to capitalize on the opportunity.
Before, it was usually a ratio of five mainland Chinese to one Hong Kong buyer coming to open-houses, he said. “It has completely flipped now,” said Scarrow. “Whether or not that actually translates into deals, that comes down to what continues to happen in Hong Kong.”
People have begun scouting for properties in cities including Toronto, Vancouver and London as the unease surrounding Hong Kong’s political future grows amid China’s increasing influence. A drop in residential property prices is making some of these cities attractive.
“Hong Kong money could become a major source of capital,” said David Ho, a broker at CBRE Ltd. who deals with Asian investments. “People are shocked, given Hong Kong was always branded as a stable, rule-of-law financial hub, and now want to move their capital to other cities to mitigate the risk and also to look for other homes.”
A look at few of the markets that are of interest to the Hong Kong buyers:
Vancouver, where housing prices have been in a slump for the past year, may be the first city to benefit from the upheaval in Hong Kong.
Changes in Vancouver tax laws have pushed property prices lower since 2018, Knight Frank LLP said in a report, adding that investors will also benefit from currency-adjusted discounts of 17% over the last year. Luxury homes were hit hardest by property tax changes causing the price of mansions to fall in the last few months leading to more incentives for buyers. With the city being home to a large Asian population, Vancouver is an appealing choice for many Hong Kong buyers.
“The tsunami tide of capital coming overseas in the last 10 years displaced a lot of old Hong Kong money,” CBRE’s Ho said. “Now, Hong Kong capital is looking at the price correction in Vancouver as an opportunity to get back in the market.”
Ho’s team is working on more than $400 million worth of potential deals for the likes of high-net worth individuals and publicly listed companies who want stability and attractive yields from the city’s real estate boom.
Canada’s biggest city is emerging as a popular choice for commercial and residential property investors given the strength of its housing market, which is partly driven by growth in technology and financial services industries. A weaker Canadian dollar may also mean attractive yields on some deals.
“People are looking at the future, especially people who are young professionals in their late 20s or 30s,” Robert Veerman, a CBRE sales representative who works with Ho, said. “They still have 50 or so years of professional life ahead of them essentially and the question is where’s the market, jobs, growth going to happen?”
Demand for the top five per cent most expensive London residential properties has surged from Hong Kong this year, representing about six per cent of all prospective purchasers registering in the market, according to Knight Frank. Investment from Hong Kong is bound to grow in the next 12 months as more clarity around Brexit emerges, the property consultancy firm said.“We have suddenly had a lot interest from our clients in Hong Kong,” Joe Bond, an FX Counsellor at Citigroup Inc., said at a luxury property event hosted by Harrods Estates, Taylor Wimpey Plc and Citigold Wealth Management in London earlier this month, noting that the recent instability encouraged potential buyers to make offers.
Thanks to uncertainties around Brexit, including a weak pound and cheaper prices, London offers the greatest residential price discounts relative to the other major markets reviewed by Knight Frank. Prime residential costs in London are 28% lower for Hong Kong buyers than they were five years ago.
“Just eight months ago, Hong Kong clients were telling me Brexit Britain was too unstable to buy in,” said Bruce Dear, head of London Real Estate and Institutional Investment at law firm Eversheds Sutherland. Now, “a swan-diving pound, mass marches and a pillaged Legco have made British bolt-holes compelling again.”
Sydney and Singapore are also attractive bets for investment as government-cooling measures have limited price growth, providing opportunities for Hong Kong buyers to jump in, Knight Frank said. Increased supply in Manhattan’s prime housing market have also stunted price growth and investors can find discounts in that space over a longer-term basis, the consultancy said.
Riot police use tear gas during a protest in Hong Kong on July 21. Photographer: Justin Chin/Bloomberg
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