There I was, happy as if I had brains, filling in the REM survey in the November 2001 issue. And then, a slap upside the head. Question 5; the most important issues facing the industry. Among the issues, Discount Brokers. Since most of the choices were of bad things happening in the industry, I was surprised to see myself among them. Surprised because I have never considered myself a threat to the industry.

I'm a part of the industry. Twenty-five years licensed. Twice a director of my local real estate board. Perennial committee member. I always provide my clients with full service and always pay co-operating brokers the prevailing rate. I alone work for less — nobody else in the transaction does.

I work for less for two reasons. Firstly, I make more money — a lot more. I work more frequently, my business finds me rather than me having to find it, and all the residual and ancillary business that business begets accrues to me.

Secondly, and this is the part that I’m most proud of, is that I do all my business within the realm of organised real estate. Considering the threats to our industry, doesn’t it make sense to orient our business to attract the consumer with superb service, superior results and a reasonable price? Consumers have choices. They can buy and sell within our industry or outside it; the defining issues are results, service and cost.

With every deal, I know I’ve kept a consumer in our folds. One more seller realizes that the whiz-bang Internet house-selling site they’ve found pales in comparison to mls.ca. Another potential FSBO decides not to bother because they realize they can get full-on real estate service for a reasonable price.

I’m proud to be a part of this industry, proud to be on the leading edge of change. But I’m not a threat to the industry. I’m only a threat to salespeople and brokers who think they will never have to change. The consumer is writing the story; I've just peeked ahead a couple of chapters to get a jump on the complacent.

Rob Angus
Principal Agent
Address Realty
Victoria, B.C.