DECEMBER
EDUCATION SPOTLIGHT
DEC 9
DEC 11
DEC 18
Join us IN-PERSON or VIRTUALLY for a variety of relevant training opportunities. Scan the QR Code or go to RemaxEscarpmentNiagara.EventBrite.com to register unless otherwise indicated in the course description.
NEW FORMS UPDATE 2026 : CHANGES YOU CAN’T AFFORD TO MISS
with Nathan Morrissette
IN-PERSON & VIRTUAL | WINTERBERRY OFFI CE | 10:00 am – 12:00 pm
2026 OREA Standard Forms updates and changes and New Forms are here! Join Nathan Morrissette for this session that dives into what’s new, what’s changed, and how these updates impact your daily practice. From revised clauses to new forms, he’ll break it all down in a way that’s clear, practical, and ready to apply. Stay ahead of the curve and protect your clients with confidence. Be ENformed. ENpowered. ENready.
WAKE UP FOR 2026 – GUIDED PLANNING TO BUSINESS & SELF
with Lynsey Foster
IN-PERSON ONLY | QUEENSTON OFFI CE | 9:30 am – 11:30 am
Learn Lynsey’s guided strategies to align your business goals with your personal growth and step confidently into 2026. This session focuses on elevating your mindset, strengthening your planning habits, and creating a clear roadmap for success in both life and business. Discover practical tools to prioritize what matters, streamline your approach, and build momentum for the year ahead. Step into 2026 with clarity, purpose, and a plan that works.
5 MORTGAGE QUESTIONS EVERY REALTOR
® SHOULD
ASK
AT
AN OPEN HOUSE
with Todd Martin
IN-PERSON & VIRTUAL | WINTERBERRY OFFI CE | 10:00 am – 11:30 am
This framework helps REALTORS® quickly identify serious, qualified buyers by using five strategic questions that guide conversations around financing, readiness, and motivation. Through workshops, co-branded materials, and 1:1 training, agents learn how to ask these questions naturally at open houses and steer conversations with confidence. The result is stronger buyer qualification, smoother handoffs to mortgage partners, and improved trust and credibility with clients.
POTLUCK SCHEDULE
BRING YOUR FAVOURITE DISH TO CELEBRATE THE SEASON TOGETHER
OFFICE HOURSHoliday
Please note that not all offices will be open throughout the holiday season. To help you plan, please refer to the list below to see which offices are open on which days. If an office is listed, it will be open during its regular business hours. If an office is not listed, it will not be open on that day. We will return to regular office hours on January 2.
Happy holidays!
WORKING REMOTELY 9AM - 12PM
ALL OFFICES CLOSED FOR THE HOLIDAYS 24 27 30 25 28 31 26 29 1
BURLINGTON N, ST. CATHARINES & QUEENSTON OPEN
BRANT, BURLINGTON N, NIAGARA FALLS, UPPER JAMES, OAKVILLE, QUEENSTON, ST.CATHARINES OPEN
ALL OFFICES CLOSED FOR THE HOLIDAYS
WORKING REMOTELY 10AM-2PM
BRANT, BURLINGTON N, NIAGARA FALLS, UPPER JAMES, OAKVILLE, QUEENSTON, ST.CATHARINES OPEN
WORKING REMOTELY 9AM - 12PM
ALL OFFICES CLOSED FOR THE HOLIDAYS
STAND UP, STAND OUT, GIVE BACK!
In the spirit of GIVING BACK to our community, we offer a challenge to our RE/MAX Escarpment & Niagara agents!
Make a donation to the Children’s Miracle Network using this link anytime between December 4th and 11th, with donations closing on the 11th at 5:00 PM, and you will automatically be entered into a draw to win TWO JONAS BROTHERS PREMIUM TICKETS at the new TD Coliseum in Hamilton, on Saturday, December 14th!
PARTNERS SPOTLIGHT
ESCARPMENT LAW | HOLIDAY HOURS
Please note that Escarpment Law will be closed on December 29, 30, and 31.
Regular business hours will resume on January 2.
We appreciate your understanding and wish you a happy holiday season and a successful start to the New Year. We look forward to continuing to serve you in 2026.
TBORE
THE BUSINESS OF REAL ESTATE SPOTLIGHT
HERE’S WHAT WE HAVE BEEN TALKING ABOUT...
We’re already ten episodes into Season 2 of TBORE: The Business of Real Estate Podcast, and this season has truly raised the bar. It’s been packed with dynamic, thought-provoking conversations that challenge the status quo and encourage listeners to rethink how they approach their businesses. With recent guests like Tina Doyle, Andrea Florian, Nathan Morrissette and Matthew Regan, the show continues to attract influential voices who are shaping the direction of our industry.
Each interview dives deeper than surface-level chatter—exploring strategy, leadership, innovation, and the real challenges facing today’s real estate professionals. The insights shared are not only practical but transformative, offering listeners fresh ideas, real-world experiences, and honest perspectives they can immediately apply.
Whether you’re looking to sharpen your business mindset, stay ahead of market shifts, or simply hear candid conversations with some of the most respected leaders in real estate, this season delivers. Every episode is designed to keep you informed, inspired, and ahead of the curve as the industry continues to evolve.
SCAN HERE MISSED AN EPISODE? CATCH UP NOW!
LOOKING AHEAD WITH
ERIC JOHNSON
PLANNING FOR 2026: WHY NOW IS THE TIME TO BUILD YOUR MOST POWERFUL REAL ESTATE YEAR YET
As the real estate landscape continues to evolve, one thing remains true: the agents who plan ahead are the ones who rise above the noise. With 2026 approaching faster than we think, now is the perfect moment to pause, reset, and build the kind of business plan that doesn’t just prepare you for the year ahead — it propels you into your highest-performing period to date.
Business planning isn’t just about writing goals on paper. It’s about setting a standard and creating a roadmap that aligns your daily habits with the long-term success you want. And for real estate agents, that roadmap begins with two core pillars: consistent lead generation and clear sales targets.
The market will always shift. Technology will evolve. Consumer expectations will climb. But your ability to generate conversations, build relationships, and convert opportunities is what will carry you through every market cycle. That’s why your 2026 plan needs to make lead generation non-negotiable. Whether it’s doubling down on social content, mastering follow-up, expanding your referral network, or finally implementing automated systems — the agents who treat lead generation as a daily discipline (not a when-things-get-slow project) will own the next market.
Just as important are the sales targets that anchor your vision. Top producers don’t “hope” to hit their goals — they reverse-engineer them. How many closed transactions do you want in 2026? How many listings? What’s your target volume? Once you know that, you can work backwards: How many appointments per month does that require? How many new leads? How many conversations per day?
Suddenly, your big 2026 goals aren’t overwhelming — they’re measurable, actionable, and completely within reach.
The business you want in 2026 starts with the actions you take today. If you build the plan, commit to it, and show up for it consistently, you won’t just survive the next market — you’ll thrive in it.
Your best year doesn’t happen by accident. It’s built with intention, clarity, and a mindset that refuses to settle. Start planning now and let 2026 be the year you step into your fullest potential as a real estate professional.
Eric Johnson, Manager – Niagara ejohnson@rmxemail.net
| 905.329.4799
5 YEARS OF MARKET SWINGS SET THE STAGE FOR 2026
CONRAD ZURINI
When we look back at the last five years in real estate, or the economy in general, it can be described as a “see-saw lustrum.” The English language is particular at times but misses the boat at others. Words for the passage of time are often varied and precise at the same time. For instance, a 10-year period is known as a decade; a 25-year period is called a quarter-century; a 50-year period is a semi-century or golden jubilee; and, of course, 100 years gets counted and mentioned all the time, as in the twenty-first century.
So, what is a lustrum, you ask? A lustrum is a less common term for a five-year period. Its origins date back to ancient Rome and refer to a purification ceremony that occurred every five years. The ceremony concluded the census — the counting of the population for military and taxation purposes. Luere means to wash (is that why the English call the bathroom the loo?) or purify, which was the primary purpose of the ceremony, including an animal sacrifice performed by a censor. The Romans truly lived in excess if they needed a reset or cleansing every five years.
As far as my “see-saw” reference, the last half-decade saw rapid change from one direction to another. Rapid movements in the market — down in 2020, up in 2021 and down again in 2022 — continued and so on. So much rapid change came in this short period, from one extreme to another, where we all experienced a wide range of emotions propelled by geopolitical and economic circumstances. Can this period be described as a time of great “lust,” as in the word lustrum? Hell ya! The longing for power, money and even living life to the fullest was heavily weighted in the first half of this decade. Remember all that “revenge spending” on our houses, on luxury goods, eating out and, of course, travel?
I’m not suggesting we are in need of a cleanse, though I do feel we just finished the first stage of the idiomatic seven stages of relationships with this century, out of the lust or passion stage and settling into the discovery or realisation stage. The latter half of the ’20s is a perfect time to launch into learning and unearthing the possibilities with more clarity and stability, away from the challenges, complications and noise of the past five years. With that emerges new concepts, ideas and expressions.
The Real Estate Word Cleanse
As a student of the real estate industry, I felt it was important to do my part to cleanse our industry of some of the words, myths and misconceptions that have impacted the first half of the roaring ’20s and culminated in 2025.
Mortgage Defaults
At the beginning of 2025, we heard a lot of chatter around rising mortgage rates coinciding with rising default rates. Particularly, those borrowers who got a mortgage in 2020 at below two per cent were expected to be shocked by their renewal payments as rates doubled. All those doomsayers shouted from the rooftops that homeowners in this circumstance were going to be walking away from their homes in droves.
CMHC just reported that the country’s national delinquency rates fell slightly in the second quarter of 2025 — the first decline in three years (though B.C. and Ontario were above the national average). Furthermore, the lower the interest rates, the more principal is paid down, which is a bonus at renewal. And if that isn’t enough to stop talking about mortgage defaults, let’s look at the numbers.
Year 2021 2026
Incentives
Conrad Zurini, Broker of Record, Manager conrad@rmxemail.com | 905-719-3033
In many parts of the country, housing starts are at an all-time low, and builders and developers are tired of sitting on the sidelines and want to get back into the market. History has a way of repeating itself, and builders and various levels of government have played a role in kick-starting new construction. Everything from development charge reductions, deferrals or rebates to eliminating HST on new construction for all buyers, not just first-time buyers. Builders can also impact the market with mortgage rate buy-downs, no-interest, non-payment second mortgages, closing cost credits, free upgrades, lease-to-own programs and short-term rent guarantees for investors.
Unfortunately for us in Canada, banks do not allow rate buy-downs, but the math is compelling. On a $1-million mortgage, to buy the rate down by one percentage point — from four per cent to three per cent — the upfront cost is $30,000 ($15,000 on $500,000), which gives the buyer $536 in monthly savings for the five-year term. This is a great way to bring affordability to the market. Can you imagine if buyers were allowed to withdraw from their RRSPs tax-free to do this, or if sellers could offer this as an incentive when selling their home?
Creative Financing
It’s time we explore more creativity when it comes to helping people get into and move up in the real estate market, creating financial instruments to avoid additional costs that drag on equity-building and affordability.
For instance, if there were a creation of a “market value second mortgage” made up of 10 to 20 per cent of the purchase price. Sellers or home builders could leave five per cent in the deal; parents could contribute funds within it; land transfer tax could be deferred and placed within it; in new construction, a portion of development charges and HST could be deferred and placed into this second mortgage. If the value of this second mortgage equalled 20 per cent, the mortgage would be conventional, there would be no insurance premium of four per cent added to the mortgage, and PST would not apply on the mortgage insurance ($1,600 on a $500,000 mortgage due on closing).
So how would this mortgage get paid, and how would it not burden the homeowner? The second mortgage is paymentand interest-free. Those entities that contributed would receive their money when the homeowner sells, and they share in the proportionate appreciation. So if the property appreciates 10 per cent after five years and the homeowner sells, then those in the mortgage receive 10 per cent on their share of the second mortgage.
Rentals
There is much to accompany the topic of rentals in 2026. Purpose-built rentals will remain a hot topic, but with more thoughtful unit mixes catering to different demographics. Family-sized units will be a marketing term; student rentals may lose their lustre as foreign student numbers are restricted; and senior-oriented rentals with some services — light health care, food service, cleaning services, etc. — will rise in prominence to fill the gap between a retirement home and a longterm care facility.
Modular Construction
Don’t quote me, but permanent homebuilding in various forms is over 10,000 years old, so why would modular home construction, which appeared in the early nineteenth century, be something we could adopt overnight? There are many naysayers who claim modular homes do not have legs. During the California Gold Rush, hundreds of homes were factorymade in the east and shipped west. In the 1830s, packable timber homes were shipped to Australia from London, England, to house British emigrants.
Don’t wait, Don’t miss!
What can I say about these superlative statements as someone who directly benefits from a booming real estate market? Can we really pronounce last rites on “won’t last long”? No more than the words “this house has loads of potential,” “motivated seller” or “fixer-upper.” The market is just that — the market — the last bastion of pure and unadulterated supply and demand. One thing is for sure: economic conditions can turn on a dime. A Q1 announcement of a trade deal or tariffs increasing for Canadian exports can move the housing market one way or another.
5 YEARS OF MARKET SWINGS SET THE STAGE FOR 2026 CONRAD ZURINI
Is 2026 the Recovery Year?
I’ve always believed in the adage, “How you end the year, you begin it!” We have witnessed some remarkable events in the housing market as we round out 2025. New housing developments are being launched, sales in November have plateaued instead of showing their usual seasonal decline, and months of supply in some categories — particularly single-family homes — have come down 20 to 25 percent.
Surveillance Shopping
Also of note is the fact that showings per sale have never been as low as they are now for the month of November. It’s a phenomenon where buyers are becoming extremely familiar with the inventory and market nuances with the help of their real estate agents. As a result, they are making faster buying decisions. I refer to it as “surveillance shopping,” which I feel will continue to dominate the market in 2026.
When asked whether we should re-list or reduce the price, I’m in the reduce camp, because buyers are watching. Also, don’t refuse a sale with a conditional offer on selling the buyer’s home — especially if the home the buyer is selling is priced sharply to the market. A sale sends a message to those who are surveilling, which justifies the market price and can bring those waiting in the wings out of the shadows.
What is The Bank of Canada Telling Us?
The Bank of Canada estimates neutral policy rates between two and three per cent nominal, which translates into mortgage rates that are “normal” by historical standards but well above the ultra-low levels of 2020–21. In other words, the proverbial needle begins to move in the right direction for the economy and housing in nominal-rate territory, and we are currently at the lower range of neutral. Buyers who have been sidelined due to the high cost of borrowing now begin to enter the market, and the need to upsize or get into the market takes precedence.
One thing is for sure: the Canadian economy is due for a cleanse. As the economy proves resilient and begins a path to growth — no matter how
WHO TO CONTACT
DEPARTMENTS
MARKETING DEPARTMENT
Marisol Orellana Marketing@rmxemail.net
DEALS DEPARTMENT
Anita Martin & Jill Nemes Dealsupport@rmxemail.net
ONBOARDING DEPARTMENT
Lucy Camisa & Virginia Paul Hello@rmxemail.net
ACCOUNTING DEPARTMENT
Cindy Belliveau Accounting@rmxemail.net
LISTING DEPARTMENT
Alicia Mander & Nicole Lourenco Listings@rmxemail.net
APPOINTMENT CENTRE
Nikki Loader Appts@rmxemail.net
TECH SUPPORT (TOOLS)
Ethan Tsiogas 289.339.2906 tech@rmxemail.com
GENERAL INFO
DOCUSIGN docusign@rmxemail.com - include your SIGNING NAME, are you a SALES REP or BROKER, email address you want associated with your account
MULTIPLE OFFER MANAGEMENT
When you have your own offer, are in a multiple-offer situation and need assistance, text or call Joey Zurini at 905-531-3808
LEADERSHIP
CONRAD ZURINI Broker of Record - Escarpment 905.719.3033 Conrad@rmxemail.com
JOEY ZURINI COO 905.531.3808 joey@rmxemail.com
LYNN HOFFMANN Halton Area Regional Manager 416.953.1149 lhoffmann@rmxemail.net
ELIZABETH PETERS
Broker/Manager/Regional Manager
905.815.3347 Epeters@rmxemail.net
JESSICA TSATURYAN Manager of Growth 905.541.9911 jtsaturyan@rmxemail.net
ERIC JOHNSON Manager - Niagara 905.329.4799 Ejohnson@rmxemail.net
NATHAN MORRISSETTE Manager - Niagara 905.380.2552 nmorrissette@rmxemail.net
MARI ZURINI
Jack of all Trades 289.208.6763 Mari@rmxemail.com
3 QUESTIONS ALL YOUR CLIENTS ARE ASKING RIGHT NOW!
How You Can Use Them to Build Stronger Relationships This Holiday Season
The holiday season is a time when your clients are thinking less about buying or selling, and more about financial stability, family, and planning for the year ahead. That makes this the perfect moment to reach out in a softer, more relationship-driven way. Right now, your clients are asking important questions about their mortgage and financial future. By simply starting these conversations without any pressure to transact you show that you genuinely care about their wellbeing. And that type of trust is what creates loyal clients for years to come. This is what is on ALL the minds of your clients who own a home.
1. “Are my mortgage payments going to jump when I renew?”
Many homeowners are heading into 2025 unsure of what their mortgage renewal will look like, and worried about a potential payment increase. This uncertainty becomes even more stressful over the holidays.
How You Can Use This to Build Relationship & Trust
Reach out with a simple message: “I know there’s a lot of talk around mortgage renewals right now. Do you have any questions or need a second opinion?” Position it as care, not a sales pitch: let them know you want their family to go into the new year with clarity and peace of mind. Connect them with Mission35 for a no-pressure renewal checkup, it shows you’re looking out for their financial wellbeing, even when they’re not planning to move. This small gesture demonstrates that you’re a long-term advisor, not just a transaction partner.
2. “Should I refinance instead of renewing, or switch lenders?”
As the year wraps up, many people look at their finances and wonder how to improve cash flow or access equity. Clients may not mention this to you directly, but it is top of mind for many.
How You Can Use This to Build Relationship & Trust
Start a warm conversation: “This time of year, a lot of people review their finances. If you’re curious about refinancing or tapping equity, I can connect you with someone who can walk you through options.”
This shows your value extends far beyond buying or selling, you are someone who helps them make smart decisions in every season. Many clients feel overwhelmed by mortgage jargon; offering clarity is a powerful trust-builder. A quick introduction to Mission35 can help them feel supported and informed heading into 2025.
3. “What do the recent rate changes mean for me?”
With rate changes in the news, people are confused, but they’re also curious. Even those with no plans to move appreciate having someone knowledgeable in their corner.
How You Can Use This to Build Relationship & Trust
Send a friendly holiday check-in: “Rates have shifted recently, if you ever want help understanding how this affects your mortgage or future plans, I’m here.” This positions you as a resource, not a salesperson. People remember the professionals who guide them when they’re stressed, not just when they’re ready to buy or sell.
Final Thought for the Holidays
Reaching out right now isn’t about prompting a transaction, it’s about showing up for your clients in a meaningful way. When you take time during the holidays to help them understand their financial landscape, you show that you care about their family, their stability, and their long-term goals. That’s how lasting relationships are built. And when your clients are ready to make a move, you’ll be the one they trust. Mission35 Mortgages is here to support your clients with clear answers and no-pressure conversations.
Happy Holidays!
LET’S CHAT
BRIAN HOGBEN
Mortgage Broker/Owner |#M12000040 O: 905-574-5255 | brianh@mi35.ca
OAKVILLE
Jacob Renshaw
Mortgage Agent Lvl 1 | #M19002101 C: 289-880-0465 | jacobr@mi35.ca
BURLINGTON N/ANCASTER
Preston Schmidt
Mortgage Agent Lvl 2 | #M08003906
C: 905-928-0051 | prestons@mi35.ca
BURLINGTON SOUTH
Brian Hogben
Mortgage Broker/Owner |#M12000040
O: 905-574-5255 | brianh@mi35.ca
WINTERBERRY
Joe Giannola
Mortgage Broker | #M17001509
C: 905-515-5051 | joeg@mi35.ca
UPPER JAMES
Eric Spada
Mortgage Agent Lvl 2 | #M21002178
C: 289-925-4429 | erics@mi35.ca
QUEENSTON
Jerry Cipriani
Mortgage Broker |#M08001063
C: 905-308-3174 | jerryc@mi35.ca
NIAGARA FALLS / ST. CATHARINES/WELLAND
Kelly Sauriol
Mortgage Agent Level 1 | #M23007941
C: 289-219-3066 | kellys@mi35.ca