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Retail's ongoing evolution: Intensify, diversify, technify – Real Estate News EXchange

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Members of the retail panel at the Real Estate Forum in December in Toronto; from left Inge van den Berg of Cadillac Fairview, Don Clow of Crombie REIT, Jan Kestle of Environics Analytics, David Zietsma of Jackman Reinvents, and moderator Nurit Altman of RBC Capital Markets. (Steve McLean RENX)

“From the rise of e-commerce to the growth of the experience, the massive influx of luxury retailers into this country and the closure of some big names, the reimagining of spaces and the addition of new uses, the common thread is change.”

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That was the message from RBC Capital Markets Real Estate Group director Nurit Altman, as she opened a panel discussing the evolution of retail at the Real Estate Forum at the Metro Toronto Convention Centre in December.

David Zietsma, senior vice-president of strategy and performance for Jackman Reinvents, followed with a presentation on the changing role of bricks-and-mortar retail. He said e-commerce represents 10 per cent of Canadian retail sales, a number expected to hit 15 per cent by 2023.

Forty per cent of manufacturers sell directly to consumers, 47 per cent plan to add that capability soon, and 87 per cent see it as relevant to their products and consumers.

“The relationship that consumers have is to the brand and the product, not to the retailer,” Zietsma said.

“That’s pushing retailers to think about what roles their physical stores play in this. Is it about traditional fulfillment and making things easy, or is it about engagement?”

Zietsma said mall landlords can create better experiences and increased engagement for consumers through embracing convenience, curation and collaboration.

Using data to help retail decisions

Environics Analytics president and chief executive officer Jan Kestle followed with a presentation on retail disruption involving evidence-based decision-making.

“Over the past year, we have seen more organizations — on the investor level, the developer level and the retailer level — doing more exciting and innovative things with data in order to help deal with this challenge,” she said.

Kestle noted it was previously difficult to “get a handle on the consumer and understand how much power the consumer has, and how to make location decisions and investment decisions on the ground at the local level, and how to combine the investment in bricks and mortar with marketing.”

Now, however, the retail sector is doing “innovative and exciting” things with data.

Urban residents shop online at higher rates and spend more while they’re at it, according to Kestle. She attributes this to young people moving to these locations and embracing online shopping.

Smart phones provide information

There are many new ways to understand consumer patterns based on their smart phones, as long as permission is obtained and the data is collected properly, said Kestle.

“The opportunity for understanding who comes, when they come, time of day, day of week, what stores they go to, whether they park and how they come, it’s opened up a whole new world for actual retail location analysis.”

The information can impact decisions on where to invest, maximizing returns, finding the best tenants and efficiently engaging area consumers.

Such data was taken into consideration for the redevelopment of CF Richmond Centre in Richmond, B.C., which will include 2,297 housing units and 362,000 square feet of new retail and restaurant space. Kestle said data enabled developer Cadillac Fairview to:

* validate the residential suite mix and amenities;

* develop the food and entertainment component;

* and tailor the retail mix to avoid over-exposure in high online shopping categories.

Similarly, Kestle said the overhaul of Midtown in Saskatoon was made easier by data that enabled operator and manager Cushman & Wakefield to:

* identify population segments driving market growth and mall visitation;

* devise a leasing strategy around the interests of target consumers;

* and develop local marketing to get those target customers shopping.

Cadillac Fairview retail innovations

Cadillac Fairview VP of strategic insights Inge van den Berg said she’s seen a higher rate of growth in many suburban shopping centres. CF is catering to local markets rather than using a one-size-fits-all model for its malls.

Part of the strategy is working with retailers to enhance a sense of community at its shopping centres.

This includes beta testing an application called CF Browse at CF Toronto Eaton Centre which allows consumers to use their smart phones to search brands, key words and retailers, use a way-finding system to direct them to a store and research its inventory, sizes, promotions and contact information.

Some formerly pure-play online retailers are now opening physical stores and van den Berg said 60 per cent of people placing online orders prefer to pick them up in stores.

“For every $100 that a person spends online, when they go to pick it up in the store on average they spend an additional $131.”

Crombie REIT and Sobeys

Crombie REIT president and CEO Don Clow thinks the Canadian retail sector is in good shape, noting more stores have opened than closed in Canada in the last three years. He also noted there’s 40 per cent less square feet of retail per capita in Canada than in the United States.

Canada’s retail sales are approximately $800 per square foot compared to $500 south of the border.

Clow said 90 per cent of Crombie’s business is in grocery-anchored strips, five per cent in regional shopping centres and five per cent in office.

Empire Company Ltd., the Sobeys grocery store chain owner, also owns 41 per cent of Crombie and accounts for more than half of its revenue. Clow said that just one half of one per cent of Canadian grocery sales take place online.

Looking to the future, however, Sobeys partnered with the United Kingdom’s Ocado Group on a grocery ordering, automated fulfillment and home delivery solution.

They’re developing two large customer fulfillment centres around Toronto and Montreal and will likely open two more in Western Canada. Portions of stores close to these centres may also have fulfillment hubs to mitigate home delivery costs, according to Clow.

Intensification of existing retail sites

“Our major markets and secondary markets are virtually the same from a retail point of view,” said Clow.

“The difference for us now is that we have a very large development pipeline, which is a different strategy about intensifying urban stores with multiple residential towers above.

“That’s not only driving retail performance, but also the value of those sites.”

Crombie owns about one-third of Sobeys sites, and the grocer can work with different developers for intensifying other sites.

Clow said grocery stores purchased in Vancouver for $30 million seven years ago now sit on land that could be worth up to $100 million and building residential above the retail could increase that value to $300 million to $400 million.

“Development’s a natural play for us and those sites. It’s really a matter of trying to figure out how you do it and at what pace you can do it. It’s an amazing opportunity.”

Cadillac Fairview also owns large amounts of land adjacent to its retail properties. There are plans for intensification at these sites, according to van den Berg, since there’s “a need to continue to look at diversifying cash flows.”

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Former HGTV star slapped with $10 million fine and jail time for real estate fraud – Fortune

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Back when mortgage rates and home prices were more reasonable and manageable, homeowners invested in fixer-upper properties and made them their own. Now these types of projects aren’t as popular. But in the early-to-mid-2010s, HGTV shows including Fixer Upper, Love It or List It, and Flip It to Win It were all the rage as viewers binge-watched dilapidated homes transform into dream properties.

But as it turns out, one former HGTV star’s house-flipping show was masking major real estate fraud. On Tuesday, Charles “Todd” Hill, was sentenced to four years in jail and ordered to pay back nearly $10 million to his victims following his conviction. Los Gatos, Calif.–based Hill, 58, was the star of HGTV show Flip It to Win It, which aired in 2013 and featured Hill and his team purchasing dilapidated homes and fixing them up. Hill then sold them for a profit.

“Some see the huge amount of money in Silicon Valley real estate as a business opportunity,” Santa Clara County District Attorney Jeff Rosen said in a statement. “Others, unfortunately, see it as a criminal opportunity—and we will hold those people strictly accountable.”

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What did Hill do?

According to the indictment shared with Fortune, the accusations against Hill happened between 2012 and 2014, around the time his show (which lasted just one season) began. The indictment shows 10 counts of grand theft of personal property exceeding $950,000; three counts of embezzlement; and one count of diversion of construction funds. Hill could not be reached by Fortune to comment on the indictment, conviction, or sentencing.

Hill was convicted last year of the multiple fraud schemes, including scams that happened before his show aired. This included a Ponzi scheme with evidence showing that Hill had spent laundered money on a rented apartment in San Francisco, hotels, vacations, and luxury cars, according to a press release from the Santa Clara County District Attorney’s Office. HGTV did not respond to requests for comment from Fortune ahead of publication.

“To hide the theft, he created false balance sheets and got loans using fraudulent information,” according to the district attorney’s office. In another case, Hill diverted construction money for personal use. But one of the strangest accounts came from an investor who had poured $250,000 into a property he wanted Hill to remodel. 

Instead, during a tour of the home, the investor “found it to be a burnt-down shell with no work done on it.”

After the district attorney’s investigation, Hill was indicted in November 2019 and in September 2023 admitted his guilt and was convicted by plea of grand theft against all of his victims. He’ll have to pay restitution of more than $9.4 million and serve 10 years on probation.

Victims who spoke at Tuesday’s hearing said they’re still reeling from the financial and professional damages from the fraud, according to the district attorney’s office.

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Botched home sale costs Winnipeg man his right to sell real estate in Manitoba – CBC.ca

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A Winnipeg man’s registration as a real estate salesman has been cancelled after a family vacated their home on a tight deadline for a sale that never went through, then changed brokerages and, months later, got $60,000 less for their house than what they expected when they moved out.

A Manitoba Securities Commission panel found Reginald Wayne Kehler engaged in professional misconduct and conduct unbecoming a registrant when he signed a document on behalf of sellers without their knowledge, reduced the listing price of a home without their approval, and didn’t tell them for nearly a month that a potential buyer hadn’t paid a promised $100,000 deposit.

The sellers, identified as D.R. and P.R. in the panel decision released Wednesday, were awarded $10,394 from the real estate reimbursement fund. Kehler was ordered to pay $12,075 to cover costs of the investigation and hearing.

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The sellers were a military family who had to move in 2020 after the husband was posted to Ottawa.

They chose Kehler as their listing agent, because he had helped them find the home when they moved to Winnipeg in 2018, and they had a good relationship with him, the panel’s decision says.

They  listed their house in May and on June 15, 2020, accepted an offer of $570,000 with possession on July 15. A deposit of $100,000 was to be paid within 72 hours of acceptance of the offer.

Kehler was the salesperson for both the buyer and the sellers — but the sellers say he never told them that.

A form that indicated the sellers knew he was also representing the buyer, dated June 15, 2020, was filed.

While it appeared to be signed with the sellers’ names, they said they didn’t see it until March 2021. One of the two wasn’t even in Winnipeg on June 15.

“Kehler, in his interview with commission staff, acknowledges that the sellers never signed this document — we note that the purported signatures on the form look nothing like the actual signatures of the sellers on other documents,” the decision says.

Kehler told commission staff he’d been authorized to sign on the sellers’ behalf, which they denied. The panel found them more believable.

Once the deal was made, the sellers, believing they had just a month before the buyer would take possession of their home, quickly packed up and prepared to move with their two young children.

Buyer never made deposit

Meanwhile, the buyer hadn’t made the $100,000 deposit before the deadline — but Kehler didn’t tell the sellers.

Kehler told commission staff that was because he thought the deposit was still coming, and he didn’t want to cause more stress for the sellers.

On July 10, just five days before the buyer was to take possession and the day before the family was leaving Winnipeg, the sellers spoke to Kehler — but he still didn’t tell them the deposit hadn’t been paid.

Kehler “said everything was fine,” according to the decision.

It wasn’t until the evening of July 13, when the family arrived in Toronto on their way to Ottawa and just 36 hours before the scheduled closing, that Kehler told them he’d never received the deposit.

Eventually, they received $4,000 of the deposit, but the sale of the house never closed. The sellers scrambled to extend the insurance on their old home and make sure they continued to pay the utility bills, the decision says.

Home relisted

Kehler then recommended they relist the home, and it went back on the market at $574,900.

On Aug. 10, 2020, Kehler recommended the price be reduced to $569,900. Instead, the seller said he should reduce the price to $567,900.

But when the seller looked at the online listing on Aug. 22, it was listed at $564,900.

The sellers also asked Kehler about maintaining the property, since they were no longer in Winnipeg. He agreed he would, but friends ended up going and mowing the lawn, the decision says.

The sellers asked Kehler and his brokerage about what could be done to “make things right,” the decision says, but they never received any responses.

On Sept. 5, they hired a new brokerage to sell the home. Under the new real estate salesman, they accepted an offer on Dec. 13, and closed the deal Jan. 2, 2021, receiving $507,500 for the home.

Kehler’s actions were “contrary to the best interests of the public” and undermined “public confidence in the real estate industry,” the decision says.

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Dr. Phil left speechless after real estate agent claims that squatting is justified by colonization – New York Post

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Dr. Phil spoke with property owners about how squatters are using legal loopholes to occupy properties, but one real estate agent argued it can be justified because of a history of “colonization.”

Wednesday’s episode of “Dr. Phil Primetime” featured one guest named Kristine, a real estate agent who “doesn’t think adverse possession is immoral,” but believes that “people with no housing dying from the elements is immoral.” According to the Legal Information Institute, adverse possession is where a “person in possession of land owned by someone else may acquire valid title to it, so long as certain requirements are met, and the adverse possessor is in possession for a sufficient period of time.” The requirements and period of time vary by state and city.

In her introduction on the show, Kristine argued that there are “multi-million dollar projects, and they’re just abandoned.” She added that she believes the land of those abandoned projects can be reclaimed.

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She also noted she is working with a client who is “trying to occupy a property” that’s around 300 or 500 acres.

“It’s something that’s so large that you wouldn’t even notice what 2 acres is compared to how many acres are on there,” she said. “Adverse possession is a law that’s left over from both Spanish and English colonization, it is how they took the land from the native people, and it’s a process we can use to take that land back.”


Dr. Phil
Dr. Phil’s guest explained that adverse possession is a law that’s left over from colonization. Youtube/Merit Street Media

“You said that if I’ve got 100 acres or 1,000 acres and somebody goes and gets in a corner of it and adversely possesses 5 acres of it, I’m not gonna miss it, I’ve got 1,000 acres anyway?” Dr. Phil asked Kristine.

“Well, yeah,” she responded. “Can you tell me, if you’re looking at 1,000 acres, could you tell me what 5 acres was?”

Dr. Phil’s jaw dropped, and he said, “Hell yes.”


Real estate agent Kristine
The real estate agent asked Dr. Phil he could pick 5 acres out of 1000. Youtube/Merit Street Media

A landlord named Tony argued with Kristine about how she believes the manner in which people inherit property should be taken into account when it comes to adverse possession.

“We’re not in 1776, we’re in 2024,” Tony said, sparking a wave of applause from the audience.

“Do you think that a corporation that makes over a billion dollars a year is injured by someone taking 5 acres of land?,” Kristine argued.

Another guest quickly interjected with “somebody is.”

Another guest named Patti confronted Kristine by arguing she does not use her car 24-hours-a-day.

“Playing out your scenario, then theoretically anyone on the street should be able to boost your car and drive it, because that car is just sitting around unused,” Patti said, sparking applause from the audience.

“I don’t have a billion-dollar net worth,” Kristine argued, which made Barry ask if having a billion dollars is where Kristine draws the line.

Dr. Phil concluded the episode by commending Kristine for her willingness to defend her beliefs, but said he “100%” disagreed with her.

“It is a lawful thing to do if you do it in the right way, I 100% disagree with your philosophy, but your facts are correct,” he said. “She’s not suggesting people go squat in someone’s home when they go on vacation, she’s talking about something completely different, at another level, and if you’re not a billionaire, she isn’t targeting you.”

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