a4 sundas. Rebruacs PE bv SELLS iscussing real estate with Lionel Lorence in an ot- fice crammed with boxes and overturned — chairs and a desk prominently displaying a halfopened bag of Cheezivs, seems a striking contrast for a man used to spending time in the opu- tently furnished living rooms and manicured lawns of Vancouver's finest homes. But here, in the offices ot West Vancouver's Bell Realty, presently under renovation, where the air reeks of drying paint, Vencouver’s top realtor outlines the secrets af his success. “7 think enthusiasm has a lot to do with it,” says Lorence, senior partner with Bell, “Sincerity and ve honesty play a big part too, and your work habits are important. Your clients should trust you.” Lorence’s success rate would lead one to believe that he is as trusted as 4 father-confessor. 1989 was ai record year for home sales in Greater Vancouver, and for Lorence it marked another year as top place real estate sales money maker — a title he has coveted for the past 20 years. Last year he sold about 100 houses on the North Shore and Vancouver's west side for close to $30 million — more than any other single realtor in’ Greater Vancouver has sold. His clientele live as far away as Hong Kony, Taiwan, Singapore and Europe. Despite his windfall, Lorence savs he isn’t running a cut-throat operation, . “i'd hate anyone to think I’m in the business to be in competi- tion with other realtors, because - I'm no” he says. “‘l eajoy work- ing along with them. | can’t do it all alone.” Lorence views his chiet rival as himself. “If | do something, | want to make sure | do it the best,” he says. In addition to his 12 to 14-hour work days, Lorence manages find time to run or walk seven miles every day — a demanding & SILK ROSES Small $7.95 $1 Norgate Place 1327 Marine Dr. 987-7433 North Shore News ini ICE CREAM CAKES This Valentine's Day, give the unexpected ~—- an Ice-cream Valen- tine. decorated with rosebuds and your personal message Free Silk Rose with Medium & Large while supplies last. Medium 4.95 4 ENTHUSIASM Top realtor Lionel Lorence telis how he got to be the best regimen fora busy salesman, “Lcan get to work by 8 a.m. and have done all my exercise,” he announces proudly. He also makes time at the end of each day to spend with his wite Marianne and their three children, aged 14, 17 and 20. Lorence demands the same kind of effictency from his staff. One of Bell’s main criteria is that potential employees be athletically inclined. “Our employees have to be sports-minded or they can’t work here,” he emphasizes. No your employees are com- petitive, rationalizes Lorence, theyll be motivated, and if theyre motivated, they'll be successtul. His love of fast carts mirrors his disdain for sloth: “I like to go. | don't doddle. 1 don’t waste time.” Lorence’s first sale was a North Vancouver house, which, in 1966, went for $3,300 — « laughable sum) compared with today’s in- flated prices. His largest single sale was a $4 million West Vancouver mansion, And his own home, a rambling 7,000 square foot waterfront house, doesn’t suffer by com- parison. His knack for sales was evident early in life, when, on the first day of elementary school, he tried to sell his bicycle to an admirer. “My father had just bought me the bike and this friend of mine really liked it. F proposed to sell it to him but he couldn’t come up with the money,’ he says chuckl- ing. Lorence says he chose real estate because it) was a basic necessity. “TL wanted to work in a market that was essential to life, so it was either food or real estate. | chose real estate because it was impor- tant toa families and it was a way of helping people.” His recipe for remaining in the winner's circle? Lorence says it’s simple: be nice to everyone. — Evelyn jacob Large $19.95 ROBBINS: Capilano Malt 980-3112 | NEWS photo Neit Lucente Lionel Lorence, senior partner with Bell Realty, sold about 100 houses fast year for close to $30 million. BQ WESTERN 1920 Lonsdale at Pik Street, North Vancouver Necother disccubts apply) Neretunds or eachoaes «© Ab sales tind © Persersd al Pp tic ond