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Average Ontario Real Estate Agent Commissions on Track to Drop $45K – Storeys

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There’s no denying that 2022 has been a year of reckoning for the housing market. Coming off an unprecedented pandemic bull run — 2021 was the biggest year on record for sales — the average Canadian home price skyrocketed over 40% from April 2020, to what we now know was the peak this February, a dollar difference of over $320,000.

Things chilled rapidly thereafter, once the Bank of Canada kicked off its hiking cycle in March; prices have since plummeted $170,000 from early spring with transactions culminating in a nearly 40% drop this October.

The losses are more acute when drilled down into the Greater Toronto Area — the October data from the Toronto Regional Real Estate Association shows sales down across the region by 49%.

Of course, fewer deals equal shrinking real estate commission — and today’s agents are feeling the financial pain. In fact, the average agent can expect their annual earnings to be chopped by $45,000, says broker and real estate analyst Daniel Foch, who crunched the numbers based on year-to-date Ontario transaction data as reported by the Canadian Real Estate Association. 

According to his calculations, the province’s market is on track to lose out on $3B in real estate commission this year when compared to activity in 2021, with the average agent commission dropping from $125,000 to $80,000. This is based on a total sales volume of $227B in 2021, which would have netted $11B in total commission, compared to the forecasted $151B sales volume expected this year — bringing in just $7.5B in commission.

“We’re seeing a lot of defeatedness from people in the profession, a little desperation for sure, and almost denial because people are saying, ‘It can’t stay this bad,’” he tells STOREYS.

“Things were so good for two years during COVID — if you look at the Canadian Real Estate Association website and look at their number of transactions, it was well above the 10-year average over the last two years during COVID, and now it’s plummeted way down below that… and that recoil is going to hurt.”

READ: Ontario Expects Housing Starts, Sales and Prices to Fall in 2023

As well, Foch adds, “If sales are down 30%, prices are down 8.5%, you can compute the contraction of what is basically 1% of our GDP in Ontario. It’s a lot of income taken out of the economy.” 

Veteran agents, of course, have seen their fair share of market boom and bust — but even they are in awe of the ferocious sellers’ conditions that prevailed over the course of the last two years. Virginia Munden, realtor at Munden Realty and CEO and Founder of The Buzz Conference, says that while today’s slowdown is “no different” than previous down periods, 2021 remains an outlier in terms of demand — and the resulting whiplash is a lot for newer agents to bear. 

“In my three decades in the business, I haven’t seen a year like last year. Ever,” she says, recalling one particular property with over 41 offers. “It went for a million dollars over the asking price; that is not a normal market.”

In comparison, today she’s seen properties sell for 20 – 35% less than they would have since last spring, and agents making 30 – 40% less in compensation. Others, she adds, haven’t had a deal since this past March.

The ones who will make it through will be those who take the opportunity to invest in themselves.

“If realtors are struggling right now, I would not call it a struggle — this is a changing market, and every single market has an opportunity,” she says.

“…I think it’s really important to settle realtors down [from negative news media], especially this new generation of real estate agents that have never seen this market before. My husband and I have seen this market over the years maybe three, four, five times in our almost three decades in the industry. It is normal. This is the time to stay educated, to look for those opportunities where buyers are going to jump back in.”

Munden remains optimistic about the market in the short term, given the number of buyers who — rather than contend with rapidly rising interest rates and historically low inventory — have simply put their purchase plans on hold. Once the Bank of Canada starts to ease up on their rate hiking cycle, many prospective buyers will come back out of the woodwork, she asserts, pointing out that today’s interest rates remain low from a historical perspective.

“I think we’re heading into a buyers’ market in 2023,” she says. “I still think, whether it’s five or five-and-a-half to six-and-a-half percent, those are still really good rates. When I bought my first home almost 32 years ago, the rate was 14.25%. So these rates right now, are still considerably low, if pricing has come down. If buyers can get back into the market, and if they feel comfortable, based on their current situation — work, life, etc. — it is a great time to buy real estate.”

But even in a best-case scenario, market recovery remains a few months off — and the industry is doing what it can in the meantime to staunch the bleeding.

One such move is a fee reduction from the Real Estate Council of Ontario, which informed member agents via email that as of March 1, 2023, their costs will drop from $390 to $306 for all new, renewal, and reinstatement applications. Agents transferring from one brokerage to another will only need to pay $25 compared to the previous $100.

Brokerages are also getting creative with their compensation packages in order to keep agents engaged and recruitment flowing.

“I think you’re seeing a lot of brokerages exploring alternatives,” says Foch. “A lot of people are getting more into the leasing space; residential leasing has been pretty popular in Toronto and a lot of brokerages are encouraging people to just do that to keep the deal flow going.“

He adds that he’s seeing many brokerages introduce fee capping structures for agents, or reduce their overhead by going cloud based rather than hanging on to their brick and mortar. Others are offering stock options, and incentives for existing agents to recruit new ones.

“Brokerages, whether big brands or boutique brands — if they are bringing opportunity to their agents, and they’re compensating them through these new models, they’re going to win in 2023, because this younger generation specifically, they want to be compensated for their time, they’re pretty savvy, they know they hold value right now, there’s a lot of them doing really great things,” adds Munden.

According to both Foch and Munden, there’s one type of agent unlikely to survive the downturn — part timers. 

“I know an agent who only had two deals last year and he made himself $180,000 just through two listings,” says Munden. “But will you have those opportunities again? The agents that are not working on their business, innovating and adding to their designation portfolio, improving their value proposition, updating their website, adding pre-construction to their service repertoire; agents that continue to adapt and innovate and add are the ones that will win in 2023.”

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Here are some facts about British Columbia’s housing market

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Housing affordability is a key issue in the provincial election campaign in British Columbia, particularly in major centres.

Here are some statistics about housing in B.C. from the Canada Mortgage and Housing Corporation’s 2024 Rental Market Report, issued in January, and the B.C. Real Estate Association’s August 2024 report.

Average residential home price in B.C.: $938,500

Average price in greater Vancouver (2024 year to date): $1,304,438

Average price in greater Victoria (2024 year to date): $979,103

Average price in the Okanagan (2024 year to date): $748,015

Average two-bedroom purpose-built rental in Vancouver: $2,181

Average two-bedroom purpose-built rental in Victoria: $1,839

Average two-bedroom purpose-built rental in Canada: $1,359

Rental vacancy rate in Vancouver: 0.9 per cent

How much more do new renters in Vancouver pay compared with renters who have occupied their home for at least a year: 27 per cent

This report by The Canadian Press was first published Oct. 17, 2024.

The Canadian Press. All rights reserved.

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B.C. voters face atmospheric river with heavy rain, high winds on election day

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VANCOUVER – Voters along the south coast of British Columbia who have not cast their ballots yet will have to contend with heavy rain and high winds from an incoming atmospheric river weather system on election day.

Environment Canada says the weather system will bring prolonged heavy rain to Metro Vancouver, the Sunshine Coast, Fraser Valley, Howe Sound, Whistler and Vancouver Island starting Friday.

The agency says strong winds with gusts up to 80 kilometres an hour will also develop on Saturday — the day thousands are expected to go to the polls across B.C. — in parts of Vancouver Island and Metro Vancouver.

Wednesday was the last day for advance voting, which started on Oct. 10.

More than 180,000 voters cast their votes Wednesday — the most ever on an advance voting day in B.C., beating the record set just days earlier on Oct. 10 of more than 170,000 votes.

Environment Canada says voters in the area of the atmospheric river can expect around 70 millimetres of precipitation generally and up to 100 millimetres along the coastal mountains, while parts of Vancouver Island could see as much as 200 millimetres of rainfall for the weekend.

An atmospheric river system in November 2021 created severe flooding and landslides that at one point severed most rail links between Vancouver’s port and the rest of Canada while inundating communities in the Fraser Valley and B.C. Interior.

This report by The Canadian Press was first published Oct. 17, 2024.

The Canadian Press. All rights reserved.

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No shortage when it comes to B.C. housing policies, as Eby, Rustad offer clear choice

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British Columbia voters face no shortage of policies when it comes to tackling the province’s housing woes in the run-up to Saturday’s election, with a clear choice for the next government’s approach.

David Eby’s New Democrats say the housing market on its own will not deliver the homes people need, while B.C. Conservative Leader John Rustad saysgovernment is part of the problem and B.C. needs to “unleash” the potential of the private sector.

But Andy Yan, director of the City Program at Simon Fraser University, said the “punchline” was that neither would have a hand in regulating interest rates, the “giant X-factor” in housing affordability.

“The one policy that controls it all just happens to be a policy that the province, whoever wins, has absolutely no control over,” said Yan, who made a name for himself scrutinizing B.C.’s chronic affordability problems.

Some metrics have shown those problems easing, with Eby pointing to what he said was a seven per cent drop in rent prices in Vancouver.

But Statistics Canada says 2021 census data shows that 25.5 per cent of B.C. households were paying at least 30 per cent of their income on shelter costs, the worst for any province or territory.

Yan said government had “access to a few levers” aimed at boosting housing affordability, and Eby has been pulling several.

Yet a host of other factors are at play, rates in particular, Yan said.

“This is what makes housing so frustrating, right? It takes time. It takes decades through which solutions and policies play out,” Yan said.

Rustad, meanwhile, is running on a “deregulation” platform.

He has pledged to scrap key NDP housing initiatives, including the speculation and vacancy tax, restrictions on short-term rentals,and legislation aimed at boosting small-scale density in single-family neighbourhoods.

Green Leader Sonia Furstenau, meanwhile, says “commodification” of housing by large investors is a major factor driving up costs, and her party would prioritize people most vulnerable in the housing market.

Yan said it was too soon to fully assess the impact of the NDP government’s housing measures, but there was a risk housing challenges could get worse if certain safeguards were removed, such as policies that preserve existing rental homes.

If interest rates were to drop, spurring a surge of redevelopment, Yan said the new homes with higher rents could wipe the older, cheaper units off the map.

“There is this element of change and redevelopment that needs to occur as a city grows, yet the loss of that stock is part of really, the ongoing challenges,” Yan said.

Given the external forces buffeting the housing market, Yan said the question before voters this month was more about “narrative” than numbers.

“Who do you believe will deliver a better tomorrow?”

Yan said the market has limits, and governments play an important role in providing safeguards for those most vulnerable.

The market “won’t by itself deal with their housing needs,” Yan said, especially given what he described as B.C.’s “30-year deficit of non-market housing.”

IS HOUSING THE ‘GOVERNMENT’S JOB’?

Craig Jones, associate director of the Housing Research Collaborative at the University of British Columbia, echoed Yan, saying people are in “housing distress” and in urgent need of help in the form of social or non-market housing.

“The amount of housing that it’s going to take through straight-up supply to arrive at affordability, it’s more than the system can actually produce,” he said.

Among the three leaders, Yan said it was Furstenau who had focused on the role of the “financialization” of housing, or large investors using housing for profit.

“It really squeezes renters,” he said of the trend. “It captures those units that would ordinarily become affordable and moves (them) into an investment product.”

The Greens’ platform includes a pledge to advocate for federal legislation banning the sale of residential units toreal estate investment trusts, known as REITs.

The party has also proposed a two per cent tax on homes valued at $3 million or higher, while committing $1.5 billion to build 26,000 non-market units each year.

Eby’s NDP government has enacted a suite of policies aimed at speeding up the development and availability of middle-income housing and affordable rentals.

They include the Rental Protection Fund, which Jones described as a “cutting-edge” policy. The $500-million fund enables non-profit organizations to purchase and manage existing rental buildings with the goal of preserving their affordability.

Another flagship NDP housing initiative, dubbed BC Builds, uses $2 billion in government financingto offer low-interest loans for the development of rental buildings on low-cost, underutilized land. Under the program, operators must offer at least 20 per cent of their units at 20 per cent below the market value.

Ravi Kahlon, the NDP candidate for Delta North who serves as Eby’s housing minister,said BC Builds was designed to navigate “huge headwinds” in housing development, including high interest rates, global inflation and the cost of land.

Boosting supply is one piece of the larger housing puzzle, Kahlon said in an interview before the start of the election campaign.

“We also need governments to invest and … come up with innovative programs to be able to get more affordability than the market can deliver,” he said.

The NDP is also pledging to help more middle-class, first-time buyers into the housing market with a plan to finance 40 per cent of the price on certain projects, with the money repayable as a loan and carrying an interest rate of 1.5 per cent. The government’s contribution would have to be repaid upon resale, plus 40 per cent of any increase in value.

The Canadian Press reached out several times requesting a housing-focused interview with Rustad or another Conservative representative, but received no followup.

At a press conference officially launching the Conservatives’ campaign, Rustad said Eby “seems to think that (housing) is government’s job.”

A key element of the Conservatives’ housing plans is a provincial tax exemption dubbed the “Rustad Rebate.” It would start in 2026 with residents able to deduct up to $1,500 per month for rent and mortgage costs, increasing to $3,000 in 2029.

Rustad also wants Ottawa to reintroduce a 1970s federal program that offered tax incentives to spur multi-unit residential building construction.

“It’s critical to bring that back and get the rental stock that we need built,” Rustad said of the so-called MURB program during the recent televised leaders’ debate.

Rustad also wants to axe B.C.’s speculation and vacancy tax, which Eby says has added 20,000 units to the long-term rental market, and repeal rules restricting short-term rentals on platforms such as Airbnb and Vrbo to an operator’s principal residence or one secondary suite.

“(First) of all it was foreigners, and then it was speculators, and then it was vacant properties, and then it was Airbnbs, instead of pointing at the real problem, which is government, and government is getting in the way,” Rustad said during the televised leaders’ debate.

Rustad has also promised to speed up approvals for rezoning and development applications, and to step in if a city fails to meet the six-month target.

Eby’s approach to clearing zoning and regulatory hurdles includes legislation passed last fall that requires municipalities with more than 5,000 residents to allow small-scale, multi-unit housing on lots previously zoned for single family homes.

The New Democrats have also recently announced a series of free, standardized building designs and a plan to fast-track prefabricated homes in the province.

A statement from B.C.’s Housing Ministry said more than 90 per cent of 188 local governments had adopted the New Democrats’ small-scale, multi-unit housing legislation as of last month, while 21 had received extensions allowing more time.

Rustad has pledged to repeal that law too, describing Eby’s approach as “authoritarian.”

The Greens are meanwhile pledging to spend $650 million in annual infrastructure funding for communities, increase subsidies for elderly renters, and bring in vacancy control measures to prevent landlords from drastically raising rents for new tenants.

Yan likened the Oct. 19 election to a “referendum about the course that David Eby has set” for housing, with Rustad “offering a completely different direction.”

Regardless of which party and leader emerges victorious, Yan said B.C.’s next government will be working against the clock, as well as cost pressures.

Yan said failing to deliver affordable homes for everyone, particularly people living on B.C. streets and young, working families, came at a cost to the whole province.

“It diminishes us as a society, but then also as an economy.”

This report by The Canadian Press was first published Oct. 17, 2024.

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