Bruce Keith demonstrates how your buyer’s package plus your marketing plan will add up to getting a buyer’s agency agreement signed up front.



  1. I critiqued Bruce Keith’s video, but I don’t see my submission.

    In an industry where people have been lured in and continue to be lured in with false hopes and expectations, those who are members of the sub-industry that benefits from the high failure rates, should be expected to take what they get on the chin.

    Bruce is billed, by REM, as being a “leading real estate coach”, but what does that mean in an editorial context — because, as I understand it Bruce isn’t a paying advertiser in relation to his advertorials. If Bruce isn’t a paying advertiser, then I would think that REM would expect Bruce to try and engage the readership should they challenge his statements. Bruce has always turtled whenever I have scrutinized any of his ramblings. Bruce isn’t a lawyer, so he doesn’t have special entitlements to being mute the way a Lawyer does because of their additional professional liabilities.

    What Bruce has described as a: BP (buyer’s package) and MP (marketing plan) are actually a Registrant’s biography (a buyer’s package is about the process) and what would be the scope of the Registrant’s obligations as outlined within the BAA. Bruce’s suggestion that a BAA creates loyalty is a misapplication of the word, as: a dog is considered as being loyal to its owner, but a dog has no ability to enter into a signed contract!

    Many people have taken a huge financial risk to try a career in organized real estate and have lost much — in some cases everything. The Bruce’s and the Richard’s should stand up when someone calls them on their game, but if they want to just stay sitting down, then perhaps they should just shut up!

  2. I just watched Bruce’s video. It looked to me like the first boat that passed slowly by behind Bruce might have been dragging the lake bottom looking for Realtors who have packed it in…permanently. People do the damnedest things when their CREA-inspired dreams have been dashed. On the other hand, that second boat (worth about $80,000.) looked like it was performing a planned run meant to coincide with Bruce’s closing remarks. The unstated closing remark should have been “Follow my lead, and you too can have a boat like this, instead of that other piece of trolling crap.”

    • This is the second time I a couple of weeks that REM has given us advice that could get us into trouble ( at least here in Alberta ) where it is illegal to prospect expired or cancelled listing due to Personal Information Privacy legislation. Who vets this stuff!

      • It goes almost without saying that this is good reconnaitre. Parts of commentaries posted at various contributing articles are good repartee, even. Curious that readers operating in other domiciles don’t speak to how business is accomplished in their locale.

        Whether the topic is related to open houses or to chasing down expireds (verboten in Ontario – that’s “everywhere” in Ontario, not just in parts thereof) – perhaps requiring a disclaimer in regard to that topic, in the recent video article?

        Each jurisdiction in Canada is defined by provincial territorial boundary map lines through each provincial association, and strictly monitored through governing council at each independent authority, and although there is some replication or duplication found within the rules and regs, it must be very difficult for trainers and coaches to stay on top of it all. Some such otherwise good suggestions, if not applicable in an agents defined location, it would not be sufficient for an agent to say: “But my trainer instructed me to do such and such, and he:she is an expert in their field and acknowledged as such.”

        Some sellers are very pleased if told there “will be no open houses,” happily preferring other forms of marketing. But here is another curiosity (again, all within the functioning of putting together buyers’ and sellers’ transactions specifically in the Province of Ontario).

        To wit, how things differ: I transferred out from GTA, an RCMP family, off to a new assignment in Ottawa. He chose to work with me when selecting a selling agent due to my local presence in his subdivision where they had lived for several years.

        Immediately I inquired did he need assistance in his would be new location and with his permission, I referred him out, as a buyer, to a knowledgeable agent in the Ottawa subdivision of most and best access to his new employment location. I had some great reliable referral connections in Ottawa.

        They worked well together and consummated a purchase contract. He came back home telling me all the things I had seriously reviewed with him as to need to know when selling here (in Ontario) and that we would review in his incoming buyer’s offer, and related how much of it didn’t apply when buying in Ottawa.

        He had found it quite fascinating to compare how detail oriented I had been, relative to his Ottawa experience that had been accomplished in a much lighter atmosphere of sign here, you trust me, I’m an agent of good repute environment. A good agent, just worked differently than I did.

        And the buyers and sellers got to communicate with each other “verbally,” directly face to face (apparently common practice in the Ottawa real estate marketplace), especially as to what items would stay with the property, or not; considered appropriate procedure, sealed with a handshake over there. Not validated or verified in any way in the written contract. Needless to say I was shocked, because I pay such specific details to the small things. (One of my advertising bylines, and specifically noted on each piece of company correspondence stationery: “SMALL Company ~ but we’re BIG in Brampton, where it’s the little things that count, and our reputation is on the SOLD sign.)

        And I always review with a seller likely topics of interest (full disclosure) to take into consideration relative to their property’s prospective buyer. And how important it is not to use generic terms with regard to listing or buying contracts.

        Not sufficient to say, for example: new roof when you mean new shingles only, (and best to state specifically what year). If a confirmed paperwork guarantee applies, provide a copy and note its availability.

        And explicit references to make and model of relative appliances (sellers have been known to swap them out). And their warranties or service contracts. Just some examples. And then there’s the covered up or hidden but known about, defects. Is such disclosed at open houses? And: Documented on a listing copy (public version not the broker version, that is minus the owner’s name and such, often printed as a handout at opens.

        We went over the incoming offer on his local property line by line, paying in part, special concentration on the demarcation relative to chattels and fixtures, and expectations of his buyer vis a vis his thoughts on the subject. Part of why offers can’t be presented in fifteen minute time slots.

        Then when he made his buy in Ottawa, he was quite perplexed that the same procedures did not apply. So was I when he shared with me. After all, we are provincially governed, yet in real estate there seems to be no continuity of application of process at all, even in regard to the APS contract.

        Although that was in the early 90’s, and I was more than ten years registered, it was a useful learning experience. I had been party to representing many relocating clients, incoming and outgoing. And of course real estate is local. But this procedure as per Ottawa, was new to me.

        But you would think real estate contract law application and at the very least its finiteness attention to detail would be standard throughout the map demarcation lines delineating each province borders, of course subject to differences relative to municipal bylaws and such.

        We function in a curious business sometimes. After all, all our working material originated through OREA. Meant for (all) our Ontario “provincial” use.

        Agents are licenced/registered to participate in contracting real estate (law) transactions anywhere within the Province of Ontario. Of course doesn’t mean they should. By referring out business to local proficient colleagues, the public is better served.

        Heck. I worked such a narrow marketplace, I even referred clients out to the other end of our own town, in order to provide them the opportunity for the best representation, when I didn’t feel adequate. And that provided me with an opportunity to concentrate and provide the best representation for my fine-tuned working niche.

        By the way, when my own house was on the market, I did what I always told my sellers not to do. I had suppertime open houses. AND I COOKED! I made sautéed fresh raw shrimp in their shells in garlic cream sauce. You could smell the dinner out in the street, doors open, windows open (good weather). People came frequently, following their noses. My house was exposed to a Main Street, and near a large park.

        I let people in only two at a time, an NO children. And I insisted they wear their shoes or toss away slippers I provided. Feet produce oil, with socks or barefoot and that mixes with broadloom fibres. And traces of foot oil are difficult to clean. I had quite new very good carpet and take very good care of my things, and expect total respect for my home same as I would treat the homes of my clients. By the way, paper toss-away slippers or boot cover-up’s are a great investment. And your sellers will thank you. Leave a whole package in a conspicuous spot at the entrance with a sign: “Seller requests you respect his home, please slip on these paper cover-ups, or wear the toss-away slippers provided for your convenience), and that applies to agents also.

        Carolyne L ?

        • Carolyne:
          A sentence within your last paragraph brought back an old memory from my conciliator/inspector days when I worked for the Ontario New Home Warranty Program (now TARION Corp.). I typically carried 40 plus files that cycled from being just received to being ready to close. One such file listed as one of the homeowners’ warranty complaints defective wall-to-wall carpeting in the living room. (I dealt with files that numbered complaints from one or two all the way up to and over two-hundred and fifty) After having arranged for a conciliation meeting at the home (with the builder present) I arrived at the scheduled time and introduced myself at the front door. The builder was already waiting in the living room. I immediately noticed that the interior of the house was very warm and humid, and that the owners and their family were all barefoot. It was also apparent to me by way of their attire and English language pronouncements that they were immigrants from India or Pakistan. The house and furnishings were beautiful.
          I removed my shoes, and after exchanging pleasantries with the owners and the builder, I asked the owners to show me the defective carpeting in the living room. We walked toward the living room from the master hall, and there it was…a shiny well-worn track about a foot wide (pun intended) right through the middle of the living room leading to the vinyl-floored kitchen. It looked like a cattle trail across a field leading back to a barn. I immediately knew what the problem was…but…how to diplomatically advise the owners that the problem lay at their own feet…literally. Where they emigrated from carpeting is not common on the floors, but walking bare feet is commonplace. The culture clash was evident. I asked them if they always took their shoes off when entering the house interior. “Of course!” they replied. “So do I” I responded. They smiled. I looked into the separate dining room which was shuttered closed with beautiful French doors. It was floored with the same carpet, and it was in pristine condition. “How often do you use the dining room?” I asked. “Never; we always eat in the kitchen.” was the reply. I knew that I had to gingerly explain what the problem was before investigating the other five or so complaints (veneer peeling off of the kitchen cupboard doors; paint peeling off of the bathroom ceilings and walls; mold growing in the showers; windows constantly sweating; fillings rusting in their mouths…just kidding!). I asked if the exhaust fans were ever used. “No, we tried them out once but it made the air in the house too dry, and besides, they were now all rusty and would not work anyway; they are also defective.” was the reply. And so it was that I began to delicately explain that our atmospheric/environmental conditions were quite different from the conditions that exist in the area of the world from which they had emigrated, and that Canadian building standards and building material standards were only targeted to our hostile (by comparison) Canadian conditions. That explained the moisture problem, and they accepted the explanation. Now for the hard part…their sweaty soles.
          After explaining that everyones’ feet produce moisture and oils to some degree or another, I was finally able to convince them that any carpet, no matter the quality, would absorb body oil when continuously walked upon by numerous people over time, and that their complaint was unfortunately not a warrantable one, just as none of their other complaints were warrantable. I apologized for not being able to help them with their concerns. We all shook hands, and as I walked away from the front door, I heard the husband say “Everybody…we need to go out there and buy sandals…today!”

          • PRECIOUS! And sadly such things are not taught in ESL classes but should be. But it’s not just an immigrant or cultural issue. Plenty of people born here can relate to the very same issues. Many did not grow up having carpet or broadloom covered floors, a rather new creation after WWII. Sometimes stories such as those shared on REM will trigger memories. My first house when I was twenty-one had beautiful hardwood floors (an amazing Italian bldr) and we bought beautiful 9′ x 12′ carpets to ‘protect’ that hand-polished waxed hardwood that gleamed and probably still does. Solid wood strip hardwood, not the faux materials often used today and called hardwood, when really veneer. BTW – anyone out there remember Mann and Martel (byline on ‘radio’ a song script: “Got a house to sell, call Mann and Martel.” They represented the Italian bldr in 1963.

            Carolyne L – can’t proofread the type-in block
            Sent from my iPhone

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