Fifty years ago, a young U. Gary Charlwood embarked on a journey from England to Canada, beginning his professional life in the bustling airline industry. Little did he know that this initial path would lead him to forge an illustrious career spanning over four decades, fundamentally shaping the landscape of the Canadian real estate sector and beyond. His early days saw him contribute to major airlines like Western Airlines (later Delta) and CP Air (which evolved into Air Canada). By the tender age of 30, Charlwood had already ascended to executive ranks within Canadian aviation, a testament to his ambition and sharp business acumen. While his career was undoubtedly soaring, an innate desire for greater autonomy and the challenge of building something of his own simmered within him. “I wanted to go into business for myself,” Charlwood recalls, reflecting on the powerful drive that pushed him to seek new horizons. “I wanted to do better.”
Indeed, he didn’t just do better; he built an empire. Today, U. Gary Charlwood stands as the visionary founder and executive chairman of Century 21 Canada, a real estate powerhouse headquartered in Vancouver. This formidable network proudly boasts over 9,000 system members operating across nearly 400 offices in 272 cities, making it a dominant force in the national property market. Beyond his celebrated work with Century 21, Charlwood also presides over the Charlwood Pacific Group (CPG), a diverse family-owned conglomerate with an impressive global footprint. CPG’s expansive portfolio includes Century 21 Asia-Pacific, extending the brand’s reach across a vital continent; Uniglobe Travel International, a renowned player in the global travel sector; Centum Financial Group, a vast national network of independently owned and operated mortgage broker firms providing essential financial services; and Real Property Management Canada, a leading name in property management solutions. Collectively, these enterprises command more than 1,800 franchise locations, supported by over 24,000 dedicated staff members in more than 65 countries worldwide, solidifying CPG’s status as one of Canada’s largest and most influential international franchise systems.
Martin and U. Gary Charlwood (Photos by Darla Furlani)
Charlwood’s entrepreneurial spirit truly took flight after attending a task force on the travel industry, an experience that illuminated the potential for significant disruption, including layoffs and mergers, within the airline sector. This realization spurred a pivotal moment of introspection; he understood he couldn’t passively rely on the uncertain tides of corporate change. After briefly considering the insurance business, a field that ultimately didn’t resonate with his ambitions, Charlwood made a decisive move. He strategically leveraged three months of personal savings to sustain himself while dedicating his efforts to acquiring a real estate license. His natural aptitude for sales and an unwavering determination quickly became apparent. In a mere ten weeks as a newly minted real estate agent, he successfully closed his very first house sale. This initial triumph ignited an extraordinary surge in his career. “I went on a tear and sold 115 houses in the next 15 months,” he recounts, a period of unprecedented success that saw his income skyrocket to five times his previous annual salary as a director of consumer affairs with Canada’s largest airline company. This rapid ascendancy was a clear indicator that he had found his true calling, a sector where his drive for self-determination could truly flourish.
His impressive sales record quickly translated into leadership opportunities. Charlwood acquired a 50 percent ownership stake in a Vancouver real estate firm, which he rapidly expanded from a modest team of six salespeople to nearly sixty. His vision and leadership transformed the brokerage into a formidable local presence. Following this success, he strategically bought out his partner, gaining full control of the flourishing business. It was at this critical juncture, in 1975, that Century 21 International recognized his exceptional talent and approached him with an unparalleled opportunity. Alongside a partner, he was offered the coveted master franchise for Century 21 Real Estate Canada. By early 1976, just months before Apple Computer was famously co-founded by Steve Jobs and Steve Wozniak, U. Gary Charlwood was already well on his way to realizing his ultimate entrepreneurial dream. He later acquired his co-founder’s share, embarking on the ambitious mission of building Century 21 Canada into one of the country’s preeminent real estate organizations, a journey marked by relentless growth and groundbreaking innovation.
On the eve of celebrating the company’s remarkable 40th anniversary, Charlwood reflected on the enduring elements that underpinned his enterprise’s phenomenal success. Without hesitation, he points to a confluence of factors: a relentless commitment to innovation, the delivery of a superior product, and a deeply ingrained team-oriented approach to business operations. “There are a number of reasons for our accomplishments,” he explains, “but when we first started, we were the only trainers in the industry.” This strategic emphasis on training quickly set Century 21 apart, creating a distinct competitive advantage. He fondly recalls a pervasive story from the early days: “One large real estate company would tell its recruits, ‘Why don’t you go to Century 21 to get trained and then come work for us?’” While acknowledging the spirited competition within today’s industry, Charlwood notes, “That was a long time ago; we’re all good competitors with each other now.” This early dedication to comprehensive agent training laid a robust foundation, professionalizing the workforce and establishing Century 21 as a benchmark for excellence in the Canadian real estate market.
From his Vancouver home, as he gazes at the spectacular view, with his 193-lb. American Mastiff companion by his side, Charlwood emphasizes that the bedrock of his family-run firm’s enduring success is its unwavering team approach to business. He speaks passionately about his lifelong commitment to nurturing this familial context within the corporate structure. “We have been very fortunate over the years to have a phenomenal group of people working for us,” he asserts, “and it is this team spirit that has played an important role in our successes.” His leadership philosophy is rooted in a profound respect for every individual’s contribution. “I have always treated all of the people who work in our organization as though they were partners. Everybody plays an integral role and contributes to the whole firm. If one person fails, it has an impact.” This ethos fosters a powerful sense of collective responsibility and shared ownership. He particularly highlights the critical importance of the team spirit among his corporate staff, describing it as “key to me,” and proudly acknowledges the remarkable “longevity in management” that defines the firm. Feedback is not merely encouraged but is an essential component of his business strategy, exemplified by his annual Chairman’s Circle. This vital gathering brings together approximately 80 of his top franchisees to engage in candid discussions on critical topics impacting the Century 21 brand. These conversations delve into crucial questions such as: “What’s happening in the marketplace that could impact us; what do we need to do to stay on the leading edge; and what new technological platforms do we need to pursue beyond what we are already doing?” This iterative process of seeking and integrating feedback ensures the company remains agile, responsive, and at the forefront of industry evolution.
As the pioneering franchisor to establish a coast-to-coast presence in Canada, Charlwood takes immense pride in his role of leading the way and setting a clear path for others in the industry to follow. He often reflects on his contributions to “professionalizing” the real estate sector, elevating standards and practices across the nation. This titan of the real estate industry is generous in his praise for those who have supported him throughout his journey, acknowledging the invaluable contributions of both deceased executives and current key players. Among these crucial figures are his two sons, who are actively shaping the future of the Charlwood Pacific Group. Martin Charlwood serves as Vice Chairman and CEO of Century 21 Canada, in addition to holding the titles of President and COO of the parent company, CPG. His brother, Christopher Charlwood, is an Executive Director of the firm, contributing significantly to strategic planning and financial oversight, and actively participating on various boards. Their combined leadership ensures the family legacy continues to thrive and innovate.
The esteemed elder statesman also speaks with deep affection and respect for the now-retired Don Lawby, a remarkable individual who began his journey with Century 21 in 1976 as a sales associate and steadily climbed the ranks to become its President in 1988. Charlwood often playfully remarks to Lawby, “You joined me as a private and left me as a general,” a testament to Lawby’s exceptional career progression and profound impact. Similar credit is extended to Brian Rushton, the current Executive Vice President, who, Charlwood notes, “joined as a franchisee and, with his brilliant humour and inspiration, guided us on the technology front.” Rushton’s foresight and leadership in integrating technological advancements were instrumental in maintaining the company’s competitive edge. Furthermore, Tracy Bartram, the Executive Vice President and Chief Financial Officer for the parent company, is lauded for her exceptional expertise and unwavering dedication across the critical finance, legal, and corporate services departments, ensuring the group’s robust operational integrity.
Charlwood readily acknowledges that without the dedicated individuals who “do what they do and do it well,” he would never have achieved the remarkable pinnacle of success he now enjoys. His illustrious career is punctuated by numerous highlights, including the distinct honor of being the first Canadian to be inducted into both the prestigious International Franchise Association’s Hall of Fame and the American Society of Travel Agents Hall of Fame, recognizing his transformative impact across multiple industries. Adding to this impressive list of accolades, in 2016, the Charlwood Pacific Group was further celebrated with the Canadian Franchise Association’s Hall of Fame Award, a testament to the collective strength and enduring influence of his integrated business model.
Despite his monumental achievements, Charlwood remains an active and vibrant individual, a former marathon runner and an enthusiastic swimmer. He asserts that he thoroughly enjoys his life and has absolutely no plans for retirement. When prompted to articulate his current role within CPG, he thoughtfully describes himself primarily as a strategist, encapsulating his function with a poignant musical metaphor: “I am the composer: I help Martin write the music and he conducts the orchestra.” This description beautifully illustrates the collaborative dynamic and clear division of responsibilities within the family leadership, with Gary charting the grand vision and Martin orchestrating its execution.
When Martin Charlwood was asked to elaborate on his father’s musical metaphor, he expressed no surprise at the reference, acknowledging his dad’s well-known passion for music. He affirmed that the two do indeed work in perfect concert, with the senior Charlwood dedicating his expertise to shaping the long-term strategic vision for the group. In parallel, Martin works closely with the senior management team, focusing on “helping fine-tune that long-term strategy and to execute on the short term and midterm must-do’s.” This symbiotic relationship ensures both grand strategic foresight and agile, effective implementation, balancing visionary planning with operational excellence across the entire Charlwood Pacific Group. It’s a blend of legacy wisdom and dynamic, forward-thinking execution.
Martin further shared that both he and his brother, Christopher, knew from a young age that they desired to follow in their father’s entrepreneurial footsteps. He recounted a formative experience from his youth: when his brother was 14 and Martin was 12, their father was in the process of founding Uniglobe Travel International. During this period, Gary Charlwood involved his sons, seeking their advice in choosing the brand’s logo. “We were captivated; hook, line and sinker,” Martin recalls, emphasizing how this early inclusion sparked their profound interest. He quickly added that their father never “badgered or pushed us to get us into the travel or real estate business,” instead fostering a natural curiosity. Whenever the boys were not in school, Gary would invite them to his business meetings, where the young lads would quietly sit at the back of the room, diligently soaking up every detail of the discussions. These early exposures were invaluable, offering them a unique, hands-on apprenticeship in the world of business without any overt pressure.
“His business philosophy was and is to teach people for themselves, not by themselves,” Martin explains, succinctly capturing the essence of his father’s unique mentorship approach. He further elaborated, “He set up a structure on how to run Century 21 and Uniglobe, and in my early days in the business it was all about learning from the system and the individuals within that system that he created, rather than learning from him, directly.” This emphasis on systemic learning provided a robust and scalable framework for growth and knowledge transfer. Martin noted that direct, close collaboration with his father evolved later in his career, stating, “That came later when he and I worked more closely together when I became president of some of the divisions.” This progression highlights a deliberate strategy of empowering his sons to first master the established systems before stepping into more direct co-leadership roles, ensuring a profound understanding of the foundational principles.
Martin describes his father with warmth, characterizing him as kind and caring towards everyone around him, and emphasizes that he always recognized his father’s exceptional leadership skills. “He was always the coach of the soccer team when we were growing up and people just gravitated to him,” Martin shares, illustrating Gary Charlwood’s innate ability to inspire and lead, even in non-business contexts. “He always had – and still has – very creative and valuable things to share with people. And he sure can hold an audience.” This innate charisma and ability to articulate compelling ideas have been consistent hallmarks of Gary Charlwood’s career, captivating listeners whether in a boardroom or on a soccer field, and leaving a lasting impression on all who encounter him.
Martin, who graduated from the University of British Columbia in 1990, has dedicated his career to working in nearly every facet of the expansive family business, gaining invaluable hands-on experience across its diverse operations. Beyond his professional achievements, Martin is an inveterate traveler, an ardent snow skier and boater, possesses a refined appreciation for wine, and is a partner in Trim Wines in California. As he meticulously prepares to one day assume the full reins of the Charlwood Pacific Group, Martin confirms that he deeply shares the fundamental business philosophy of his father. He firmly adheres to a collaborative, team-member-centric style of business, underscoring this ethos with a telling statement: “If we can’t have a good time with someone and enjoy their company over dinner, we’re not sure we can work or do business with them.” This highlights the importance of personal connection and alignment in their professional relationships. He further elaborates that he and his father share three core tenets of business practice: “empower people to get the job done; give them the resources to get it done; let them get on with it.” These principles form the bedrock of their shared leadership vision, fostering an environment of trust, autonomy, and strong support.
When questioned about the future trajectory of Century 21, Martin outlined several key pillars designed to drive sustained growth and enhance market presence. His strategic vision includes a focused effort to “recruit more agents and brokers to our Century 21 brand and increase the number of homes that we help our customers buy and sell through the brand.” This dual approach aims to expand both the professional network and transactional volume. Furthermore, he emphasized the critical importance of supporting the existing broker network in growing their individual local businesses, achieved through strategic acquisitions and/or mergers of other brokerages within their respective local marketplaces. This targeted expansion strategy ensures the brand’s footprint is deepened at the community level. Martin also asserted that the company will continue to refine its industry-leading efforts in the digital realm, placing particular emphasis on innovative strategies for marketing real estate on the Internet. This commitment to digital excellence ensures Century 21 remains at the forefront of technological advancements and consumer engagement.
In a heartfelt salute to his pioneering businessman father, Martin adds a significant insight: “We have always viewed ourselves as a ‘thought leader’ and plan to continue as such.” This statement encapsulates the enduring legacy and forward-looking ambition that defines the Charlwood Pacific Group. It speaks to a commitment not merely to participate in the market, but to actively shape its future through innovative ideas, best practices, and a visionary approach that has been a hallmark of U. Gary Charlwood’s remarkable career.
On a more personal note, Martin reflects on his father and their family, including the extended Century 21 family, with profound appreciation. He articulates a philosophy centered on enjoying life’s journey and seizing every opportunity it presents. “We make sure to enjoy the ride that life provides us and make sure to take advantage of all the opportunities that come knocking on our doors.” This sentiment beautifully underscores the balance between professional drive and personal fulfillment, a value clearly instilled by U. Gary Charlwood and carried forward by his sons, ensuring a holistic approach to success and happiness within their intertwined lives and business ventures.