Sergio DePinto

The tree outside my window saw the seasons of this year. As the new leaves flourished it gave way to a wall of green. It played host to countless creatures. From the proud blue jays that perched on top, to the meek little sparrows that hid deep inside, and the red cardinals and gold finches, they all brought joy and an added spectacle to each day. The giant hawk that flew overhead, the skunk and fox that ran past, the squirrels that nervously visited too, they're all memories of the year of this tree.

I tossed much bread and seed its way, only to feed the tenants, and to watch them engage outside my window. I guess I too played a part in the year of this tree. As the year pasted the leaves turned. A fiery orange, yellow and red, and as the winter approached they said goodbye to the tree. Little by little the branches gave up their leaves. Sometimes the winds and cold took large groups to the ground. Other times, in the stillness and calm the leaves simply let go and floated downwards, as if to surrender after claiming victories over the storms. The visitors have long disappeared. The tree has lost importance this late in the year and is only a memory to the crowd that once appeared.

Every day I stared out my window to see a new version of the tree. The past few weeks I could count the leaves; a dozen or so remained relentlessly true. Finally, just one remained; one single leaf from the multitude it now stood alone and determined to be singled out. For days I gazed through the kitchen window and noticed this sight. This morning, the tree was again different, and it took me a while to notice that the bareness was complete, a little less alive, this dormant tree had finally given away its last remaining comrade. It was only one leaf but it made such a difference to how I viewed this old tree.

I wondered how such a sturdy tree could continue giving it all up, year after year, but continue to grow if only in small measures. For all its life energy, it remains asleep and grounded for life, yet it's packed with faith. It cannot seek shelter nor extend its own life. It cannot complain or demand sympathy. It is patience exemplified. Although silent, the tree is still busy; alive with the hope and expectation for the next thaw, another year, another chance for growth.

This year my desire is to learn from this tree. I wish for the strength and endurance, the patience and persistence, the tolerance and acceptance to all life's visitors, and for hope and faithful expectation for another year. During this holiday season I want to thank those who have been a part of my growth, those who have endured and struggled, and those who thrived and prospered. All have a special place in my heart.

Merry Christmas...Happy holiday season....and a healthy and prosperous new year... Sergio DePinto

Let's take a trip into my slumbering thoughts. After all, every human accomplishment starts with a dream, an idea, or an exercise in creative pondering; a long gaze at what might make our lives more interesting, more comfortable, more exciting, more manageable, or more tolerable.

After a long day of not eating properly, I was tempted by a late night delight that included a rich dessert, whipped cream, and an espresso. Being the health conscious individual that I profess... I deliberated before eventually succumbing.

I logged on to the Active Rain Real Estate Network, thinking that I might start a new post. But instead, I posted my indiscretion on Facebook and went to bed. Then it happened, this midnight snack now turned into a euphoric condition, and inspired this writing.

I had a strange dream that Real Estate Agents stopped showing homes to strangers. We would say ‘no' when a demanding phone voice barked for information on a listing. We would refuse to deal with anyone without an interview, a mortgage preapproval and a signed contract.

Open Houses would be reserved for builders' model homes, and not an opportunity to put ourselves, our clients' possessions, and mutual security at risk. Not to mention lessening the value of a true showing.

I envisioned a time when we'd never research properties, answer questions, or put anyone on the automated email searches without a written expectation of compensation.

I dreamt that it was illegal to work on Sundays.

I dreamt that Realtors found it unthinkable to put anyone in their car, write a market evaluation, or listen to wants and needs without having a signed agency agreement of some sort.

I imagined that buyers and sellers spent the midnight hours deliberating on which agent to sign up, rather than how many of us to call to line up showings on a Saturday afternoon.

I imagined the real estate buying and selling public being serviced loyally and faithfully by their respective Agents. I saw good faith replacing contempt, servicing replacing promoting, educational time substituting motivational hypes. All consumers would have their interests protected by agency.

I dreamt of an AR membership that included every licensed Realtor in North America, all proudly displaying our AR pins neatly embedded in our jackets, and business cards identifying our new standards.

The dream included the Canadian Competition Bureau taking offence (as though they need a reason). A small skirmish; consisting mostly of throwing rotten tomatoes, and small militia overthrowing the agency. The public cheering as the entire bunch are sentenced to penance by re-employment at a motor vehicle licensing office. (Hey! Those people work hard and suspend licenses for real infractions of the law)

I awoke questioning the possibility of real fundamental changes to the real estate business. Have we trained the public to treat us like unpaid servants? When did this happen? When did it become acceptable to work for free, without a retainer, or a promise of payment, or an accord of loyalty? Did we do it to ourselves? If so, can we undo the damage?

Was I dreaming of things about to unfold, a future ‘new normal' that will grow out of consumer awareness, or from advances in our industry?

Or, was I just having a fantasy moment caused by poor digestion?

Do I dare keep dreaming?

It's been a crazy month of juggling business, home and health issues. I managed to put together a few interesting deals, survive the flu, a nasty sinus infection and I just took my last dose of Cipro for a Bladder concern. Did some creative cooking and baking, paid the bills, made my son like eggplant, and booked a vacation.

Whew.... Now I can relax and do something for fun.

I've decided to write and teach a few courses on the subject of Landlord and Tenant issues. Read legal stuff.... Oh what fun! Laws, Acts, amendments of, case law, yum, yum.... Oh, so good! This may sound strange, but I really like this work, and I find it an escape from the normal day to day work of Realtor life. I'm researching, reading, highlighting, writing examples from my own personal experiences; it's like writing on AR. Inspired in part, by two experiences I had while working on rentals in the past few months, and my exposure to the people on the Active Rain Real Estate Network.

In my area, CE credit educators and materials must be approved by the Real Estate Council of Ontario (RECO). It's a process that ends with our governing body charging a fee for each application whether or not they approve your course. So I will write to satisfy them and keep the material interesting for the student. This last element could be challenging. My friends and close associates have great faith in me and are certain that I'll have my students rolling in the aisles. I'm not so sure at this point... Now, I will get back to my studies..... Wish me luck with it!

I used to find it annoying when people worked out my paycheck. Client, family and friends even my kids would multiply the price of the house I sold by 6% and assume the cash was all mine. They suspect I scored big time. Unfortunately, some Realtors do the same math, and get themselves into a delusion of financial success; a perception that can lead to personal bankruptcy.

I love what I do and I'm not overly concerned about how others see my commissions anymore. I've learned I have no control over what people think so I just smile and say "... when all the accounting is done, I'm happy if I make a living..." If I'm having an uppity moment, I'll comment "... We have an extra desk in my office waiting just for you... have you ever considered a career in real estate?"

Here's the real math:

In my area, most transactions (a little over 98 percent) are completed with 2 representatives, one representing the Seller and one representing the Buyer. The average commission for one end of the deal is 2.5%. Now, without divulging my gross income last year, I'll just say that I'm a top 5% income earner in my office, and that I have an average middle class lifestyle. Here are the facts of the business.

The capo; the big boss, the brokerage takes a well deserved portion of each commission; I take the rest to pay the following. (This is the same calculation regardless if the items are incorporated into the office fees, and regardless of your split arrangement, the brokerage has to recoup expenses somehow or it goes belly up) This is by no means a complete list but I budget and pay for the following...

Car (including fuel, repairs, lease, cleaning, insurance, etc..), phones (cell and land lines), computers and software, advertising, desk fees, signage, office supplies, promotional items, local board fees, registrar fees, affiliation dues, website, my assistant, referral fees, client gifts, business meals, professional apparel, private health insurance, pension saving (yes! I'm allowed...most employees get this as a benefit), equipment and data loss insurance, office equipment and furniture, photography, field supplies, sub-contractors (accountant, lawyer, videographer, staging professionals, etc...), newsletters and notes, postage, continuing education (most are mandatory), parking, internet services, and taxes, ( oh! did I mention I have to pay taxes... I pay taxes)

On average, I spend 14 hours a day working, thinking, and directing my business. On sick days, I usually invest 4 or 5 hours, and have my assistant work extra time to cover me. I took 4 weeks off last year, and I cannot admit that I was fully unengaged from the business, but I will exclude the time. I removed 37 Sundays completely, which I consider generous, and not part of the 4 in the holiday schedule. That's about 300 days or 4200 hours per year. So, that's $18 bucks per hour with no guarantee of work. The good news is that the year prior... I made less.

Last week I paid $72.00 for a service call to have my washing machine looked at (not repaired... that was extra), and excluding travel time, I worked it out to $45/hr. Hmmmm... maybe I should start working out other peoples pay the same way Johnny Q.Public calculates mine.

How much did you earn? Come on now... be honest... do the math!!!

*CAUTION* for mature Realtors/Readers Only.

Do not read to your significant others or newly licensed agents.

I'm going out on a limb here by grilling this Real Estate Advertisement.

This ad screams a loud message; it drives no value to the Advertising Broker or the Consumer. It is deceptive, outright degrading to our industry and is offensive to the intelligence of the home selling and buying public. It attracts an element of buyers and sellers I'd put on my "D "list of contacts.

The names and photos have been deleted or altered to protect the less than innocent. Check out the date of the newspaper copy. This was a summer publication and you can plainly see the snow in the home photo. Here's that detail oriented individual you'd allow to have sell your largest asset. The other promotions offered are self explanatory. I've deduced they're either business breaking practices or don't represent the entire intent of the offer. Notice that there's no mention of limitations, or terms and conditions footnoted. What impression of the Agent does this ad giving the reader? Is it one of honesty, credibility, professionalism, self worth, dedication?

There's nothing more harmful to our life in real estate then undermining our ability to do the job well by starving ourselves. Nothing will ensure being disrespected; others undervaluing our efforts, and effectively creating a low energy level by telling others (and ourselves) that we can be auctioned. Sold to the lowest bidder (so to speak) and hiring an Agent is equated to shopping for bargains at Walmart.

We go into battle in performing for our clients, we represent their best interests, and if we don't charge a fair fee for service then someone suffers. Most often it's the client who receives cut rate performance and enthusiasm from us.

If you agree with me, please comment below or re-blog this message to your community. Better yet, write your own ideas and insights on this topic and share them with us. I know other AR members that can express these concerns better than I can. Let's raise the bar and put some dignity back in this industry.

I know my local Real Estate Board, our governing council, and the nice folks policing the Federal Competition Act might not take kindly to these remarks, but too bad. I'm not suggesting we fix prices or fees, nor am I suggesting that we restrict the trade practices of certain individuals. All I'm saying is let's give the consumer the absolute best. The best of us, the best advice, the best efforts, the best energy, the best marketing, the best, the best, the best....

It's time to get serious, get selective, get honest with ourselves, or get out of this business.