Real Producers of Wayne County February 2021

WAY N E C O U N T Y

C O N N E C T I N G .

E L E VAT I N G .

I N S P I R I N G .

TOP PRODUCER

MARY

AUBREY-ROGERS

Photo by Stylish Detroit

FEBRUARY 2021

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2 • February 2021

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Wayne County Real Producers • 3

TAB LE OF

CONTENTS 07

08

16

Editor’s Note

Preferred Partners

Top Producer: Mary AubreyRogers

24

32

39

Rising Star: Lynn Stephens

Celebrating Leaders: Jim Willis

Beyond the Book: Karen Ryan Stancombe, EA

20

Partner Spotlight: Morse Moving & Storage

around

town

40 Around Town

If you are interested in contributing or nominating someone for a feature, please email us at Chris.csotty@realproducersmag.com or Terra.csotty@realproducersmag.com.

DISCLAIMER: Any articles included in this publication and/or opinions expressed therein do not necessarily reflect the views of The N2 Company d/b/a Real Producers but remain solely those of the author(s). The paid advertisements contained within the Wayne County Real Producers magazine are not endorsed or recommended by The N2 Company or the publisher. Therefore, neither The N2 Company nor the publisher may be held liable or responsible for business practices of these companies. NOTE: When community events take place, photographers may be present to take photos for that event and they may be used in this publication.

4 • February 2021

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Estate Liquidation • Consignment • Full Clean Out Service Serving Metro Detroit Area.

Robert and Megan Lewis

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“THE KEY TO SUCCESS IS COMMUNICATION” DAWN R. NAGY- MCCARTY Assistant Vice President | Mortgage Loan Officer | NMLS #82364 Simple Mortgage | Cell Phone: 734.260.2660 | www.dawnmccarty.com NMLS #880625

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Wayne County Real Producers • 5

WHAT TO EXPECT

LOAN APPLICATION • LOAN SET UP • LOAN PROCESSING UNDERWRITING • CLOSING • POST CLOSING Jake Slobin

Loan Officer NMLS #1360002 Direct: 8176475007 Branch: (214) 340-5225 Fax: (248) 907-6211 jake.slobin@supremelending.com

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Convenient tri-county service schedule. Efficient, professional service. Free Estimates

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"Jeff and his entire team were professional and efficient in their work...He has my highest endorsement." Ryan Weiss @realproducers

Editor’s Note If you have ever been in love, you can probably recall the moment when you knew you loved — or were starting to fall in love with — your partner. For me, that defining moment happened 11 years ago on Valentine’s Day, and even though I am hardly a romantic, a February doesn’t pass without some serious nostalgia for the early days of my relationship with my thenboyfriend, now-husband, Nate.

Every time I recall that moment in my mind, I picture my dress and Nate’s tie, I hear the song that we danced to — “New Coat of Paint” by Tom Waits — and I feel the magic and excitement that swept over me as we paused, mid-song, to confess our love to one another.

As gratifying as it is to reminisce about those magical romantic moments, nostalgia can be a slippery slope, a reminder of an irretrievable time and place.

This is especially true when our relationships fall into a rut — when our sense of possibility and wonder is consumed by the reality of day-to-day life. realproducersmag.com

That present-day reality, be it in your marriage or in your career, may not seem as dreamy as it was years ago, but rather than dwelling on this faulty comparison, I’ve learned to temper my expectations. I’ve also learned to take responsibility for my rut-making: If my day-to-day reality is devoid of romance and excitement — if there’s no spark or spontaneity — then it’s time for a dress and a tie and a “new coat of paint.”

We can’t ever relive those special defining moments of the past, but as Tom Waits reminds us, we can create new ones: “Here amidst the shuffle of an overflowing day Our love needs a transfusion, let’s shoot it full of wine Fishin’ for a good time starts with throwin’ in your line.”

As you read the defining moments in this month’s stories — and reflect upon your own personal and professional milestones — I hope you find your new coat of paint and reignite the romance and excitement of yesteryear.

Jane K. Asher, Ph.D.

Managing Editor of Real Producers of Wayne County jane.asher@realproducersmag.com Wayne County Real Producers • 7

PREFERRED PARTNERS

This section has been created to give you easier access when searching for a trusted real estate affiliate. Take a minute to familiarize yourself with the businesses sponsoring your magazine.

These local businesses are proud to partner with you and make this magazine possible. Please support these businesses and thank them for supporting the real estate community!

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APPRAISAL SERVICES/ PERSONAL PROPERTY Anne Zielke (734) 335-4435

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ATTORNEY/ LEGAL SERVICES Laura M. Walesch, PLC (734) 357-8970 CLEANING SERVICES We Cleanout Everything (877) 932-8922 CONCRETE SERVICES Gabberts Concrete Services (313) 563-1224 CUSTOM HOME BUILDERS Cranbrook Custom Homes (586) 781-2316 Toll Brothers (248) 305-4004 DESIGN/BUILDERS Detroit Build Seabrook Satterlund (248) 677-0551

Perfect Light Photography Jermaine Buie (517) 515-1910 Stylish Detroit (313) 799-3686 WayUp Media (248) 924-1011 WindowStill Photography (517) 292-4066 ELECTRICAL Safety One Electric Company, LLC (313) 303-1617 ESTATE SALES Hands of Time Estate Sales (734) 890-3623 FINANCIAL ADVISOR Edward Jones Colin Talbot (248) 348-0423 FLOORING The Third Floor Marketing Group (313) 466-6498

FLORAL & GIFT BASKETS Rodnick, Inc. (586) 772-4350 www.rodnick.com GENERAL CONTRACTOR Wolverton Construction (248) 721-5891

Reliable Home Inspection Service (586) 212-5673

HEATING & COOLING Colonial Heating & Cooling (734) 455-6500

HOME STAGING Impact Home Staging Experts (248) 591-4290

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Showhomes Home Staging (586) 709-5071

Superior Comfort Heating and Cooling (734) 818-7141

INSURANCE Farm Bureau Insurance Robert Roll (734) 284-9500

HOME BUILDER Lombardo Homes Melissa Cervin (586) 781-2316 Toll Brothers (248) 305-4004 HOME FURNISHINGS Home Interior Warehouse (248) 624-6700 HOME INSPECTION House Call Home Inspection (586) 434-0243 InsideOut Inspections Plus (734) 224-0342 Pillar To Post Home Inspectors (734) 427-5577

8 • February 2021

Premier Residential Services, LLC (734) 363-1184

Kennedy Nemier Insurance Agency (734) 454-4058 State Farm Tiffany Khousakoun (248) 864-8219 State Farm Ryan McCreight (517) 375-4817 JUNK REMOVAL 1-800-GOT-JUNK? (586) 909-9329 KITCHEN & BATH Whiski Kitchen (248) 629-0058

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MORTGAGE LENDER Berkshire Capital Griffen Hock (248) 822-7121 Lake Michigan Credit Union Lisa Kreza (734) 462-5420 Omega Lending Group (248) 792-8876 Simple Mortgage Dawn McCarty (734) 260-2660 Supreme Lending Jacque Gorris (734) 624-8579 Team Slobin Supreme Lending (248) 535-0465 Union Home Mortgage Ryan Andersen (248) 564-1619 Union Home Mortgage David Wechsler (248) 514-3489

MOVING & STORAGE Morse Moving & Storage (734) 484-1717 Preferred Moving & Storage (586) 463-4230 MOVING SERVICES BOS Moving & Service (248) 360-6644 DMS Moving Systems (800) 521-5225 PAINTING BB Painting Services (734) 664-8916 PARTY & EVENT PLANNER DJH Event Management (585) 727-3101 PHOTOGRAPHY Dawn Townsend Photography & Design (586) 225-4495 Hommati (248) 550-0515 Jessica Laine Photography (586) 855-3822

PHOTOGRAPHY & VIDEOGRAPHY Michigan Real Estate Photography (248) 660-5708 Perfect Light Photography Jermaine Buie (517) 515-1910 Stylish Detroit (313) 799-3686 WayUp Media (248) 924-1011 WindowStill Photography (517) 292-4066 PRINTING/MARKETING/ DESIGN/SHIPPING Imperial Press (734) 728-5430 ROOFING & CONSTRUCTION Horizon Roofing and Construction (734) 585-7160

TITLE COMPANY Alliance Title of Michigan Kelly Anderson (586) 238-4400 Alliance Title of Michigan Mary Reed (586) 238-4400 Estates Title (248) 647-3600 Inked Title (248) 617-0004 Title Solutions (734) 259-7130 VIRTUAL 3-D TOURS Hommati (248) 550-0515 Michigan Real Estate Photography (248) 660-5708 Stylish Detroit (313) 799-3686 WayUp Media (248) 924-1011 WindowStill Photography (517) 292-4066

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Wayne County Real Producers • 9

TITLE SERVICES

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www.imperialpress.net 10 • February 2021

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MEET THE

W AY N E C O U N T Y REAL PRODUCERS TEAM

Chris Csotty

Terra Csotty

Jane K. Asher, Ph.D. Managing Editor/Writer

Relationship Manager

Dina Ranieri

Jeanne Monillo

April Shanne Subiera

Deborah Huston

Robbyn Moore

Amanda Matkowski

Andy Schwartz

Jermaine Buie

Jessica Laine Gouverneur

Dawn Townsend

Brandon Ramsay

Publisher

Publishing Assistant

Perfect Light, LLC Photographer

realproducersmag.com

Publisher

Event Coordinator

Jessica Laine Photography Photographer

Writer

Dawn Townsend Photography & Design Photographer

Editor

WayUp Media Videographer

Ad Strategist

Stylish Detroit Photographer/Videographer

Alex Norris

Michigan Real Estate Photography Videographer

Wayne County Real Producers • 11

announcement

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C O N N E C T I N G .

E L E VAT I N G .

I N S P I R I N G .

TOP PRODUCER

MARY

AUBREY-ROGERS

Photo by Stylish Detroit

FEBRUARY 2021

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12 • February 2021

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Wayne County Real Producers • 13

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Wayne County Real Producers • 15

MARY Aubrey-Rogers PUTTING HER MIND AND HEART INTO REAL ESTATE

16 • February 2021

@realproducers

top producer

By Jane K. Asher, Ph.D. Photos by Stylish Detroit

FO R A L MOST 3 0 Y E A R S, M A RY AU B R E Y- R O G E R S BU I LT A T H R I V I N G B US I N ES S AS A H A I R ST Y L I ST, BU T T H E N, W H E N S H E WAS 4 6 Y E A R S O L D, S H E R E A L I Z E D T H AT I T WAS T I M E FO R A CA R E E R C H A N G E .

“Being a hairstylist was just not working for me anymore,” Mary said. Since Mary didn’t go to college, she knew that it would be difficult to find a high-paying job. Plus, after years of working for herself and managing her own schedule and vacation time, she also knew that she couldn’t have a boss dictating her schedule. “So I went and took my real estate class and became a real estate agent,” Mary said. “Boy, was I nervous — our third daughter had just gone off to college, and I didn’t know how this new career would go or if I’d make any money.”

Mary says that it was difficult for her to attend class again after being out of school for so long. “I would go to the library every day and study,” she said. “I didn’t pass my test the first time by one question, but, by staying focused, I went back and passed the next week.”

After working on commission her entire life, Mary knew she possessed the business sense to succeed in the real estate industry, and she was right. “Once I got established, it was an easy transition,” she said.

“It only took me four years — and, of course, lots of work — to become the top agent at my company.”

Today, after 14 years in the industry, Mary has a career volume close to $110 million — over $21 million of which she generated in 2019. Since 2010, Mary, an associate broker at Real Estate in the Pointes, has been the top agent at her office in both units and volume, as well as an Hour Detroit Real Estate All-Star. In January of 2019, she also helped to establish The Avenue in the Woods Association, a nonprofit organization dedicated to championing the growth and enrichment of Mack Avenue businesses in Grosse Pointe Woods.

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“I’m proud of being a self-made, successful real estate agent, and I attribute my success to my hairstyling mentality,” she said. “I worked on straight commission my whole life — no vacation pay or retirement funds. Because I only got paid when I had a client’s hair to cut, I learned to work really hard and do a good job so that my clients would come back again and refer me to their friends.”

Mary was born and raised in Grosse Pointe Woods.

Thanks to her parents who always kept her busy, Mary spent her childhood engaged in productive hobbies such as sewing and crafting. “I have always liked to work with my hands, and I have always been hardworking and good at multitasking,” she said. “I do not sit and watch TV; I like to work.”

“I got married very young and had three daughters by the age of 28,” Mary said. “I was always taught to make a dollar and save 75 cents, so I have done very well in life with good parents who have taught me good life lessons.”

Mary and her husband, Steve, celebrated their 40th wedding anniversary in July 2020. They have three daughters — Ashley, 33, Jackie, 37, and Kristy, 38 — and eight grandchildren ranging in ages from 1 to 8. “We have a very close-knit family of 16 — we all live nearby each other in Grosse Pointe Woods, and we all golf, BBQ, ride bikes and vacation together,” Mary said. “My grandchildren call me Nana, and love baking and doing crafts with me. Sometimes it’s wild and crazy with the kids all being so close in age, but it’s always so much fun.”

Mary loves being her own boss and the flexibility it affords her. “If I want to go play golf, I can,” she

Wayne County Real Producers • 17

said. “I really enjoy what I do. I love to see my clients really happy, and I will bend over backward to make that happen — I take my iPad wherever I go, so I can always work and ensure that my clients very rarely miss an opportunity.” For Mary, real estate is not a strenuous job, and she plans to continue to work in the industry for many more years.

In her free time, Mary can be found relaxing near her backyard fireplace while listening to music and sipping a Michelob Light from a fancy wine glass. She also enjoys golfing, riding her bike, morning walks, gardening, sewing, crafting, and playing tennis, paddle tennis and pickleball.

Mary supports her church St. Joan of Arc, the Grosse Pointe Woods Foundation and The Avenue in the Woods Association, as well as a variety of local sports programs that her children and grandchildren are involved with. “I was taught to give to others — it always comes back tenfold,” she said. “I will always do for others and never say no. I go from morning to night, and work harder than most people, but I love what I do each day and do it well.”

Mary describes herself as having “the gift of gab” and says that a talkative personality goes a long way in real estate. She encourages up-and-coming agents to stay focused and work hard. “Nothing comes easy: There will be ups and downs, and it takes a while to build up your clientele,” she said.

“If you are kind, honest and treat others the way you want to be treated, then you will have a great reputation as a real estate agent.”

“I never in my wildest dreams thought I could be as successful as I am today, but I’ve made it here by putting my mind and heart into this industry,” Mary said. “I’m proof that it’s never too late to go back to school and start a new career.”

18 • February 2021

@realproducers

“

I NEVER IN MY WILDEST DREAMS THOUGHT I C O U L D B E AS S U C C E S S F U L AS I A M TO DAY, B U T I ’ V E M A D E I T H E R E BY P U T T I N G M Y M I N D A N D H E A R T I N TO T H I S I N D U S T RY.

”

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Wayne County Real Producers • 19

partner spotlight

By Robbyn Moore

MORSE M OV I N G & STO R AG E A FAMILY TRADITION MOVING FORWARD Morse Moving & Storage is a family-owned and -operated business that started in 1955. What began 65 years ago as a means to support the family and keep their 11 children working has grown to become a leading moving company that is safely helping families relocate around the world. time, the annual sales were $3 million. This year, they will finish close to $20 million. “The key to achieving our success has been through family involvement,” Dave explained. “Nine of my siblings have worked or are currently working in the business, along with multiple family members in the next generation.”

Dave Morse has been working in the family business for 40 years.

After graduating from high school and taking some transportations classes at a community college, he began his mission to build a national presence for the business. When his father retired in 1988, Dave took the position of president and CEO. At the

20 • February 2021

Each team member goes to great lengths to treat all their customers like family and build lasting relationships with the mindset of “let our family move your family.” Morse Moving & Storage sets themselves apart with their state-of-the-art systems, which allow them to keep detailed data for each customer, so the follow-up and communication is unique and personalized.

Because the company is the only Detroit-area movers with offices in northern Michigan, they are the movers of choice for people relocating throughout the state. “Additionally,

we have a strong connection with Allied Van Lines, which allows us to serve our customers better throughout the world,” Dave said.

The moving group also goes the extra mile for their referring real estate agents. They have a priority dispatch team that puts their best fleet on jobs for their real estate partners. “We realize that we have two priorities — the customer and the agent — and we do everything possible to ensure the job is done perfectly,” Dave shared.

Furthermore, Dave and his team are dedicated to aligning themselves with the real estate industry and the charitable organizations the industry supports. “We work alongside real estate professionals with golf outings, food drives and various other fundraisers,” he said.

Throughout the years, Dave has seen many challenges in the deregulation process on interstate tariffs and

@realproducers

“

WE WORK DAILY TO CONNECT WITH OUR CUSTOMERS, AND OUR SALES TEAM IS IN CONSTANT CONTACT WITH OUR REAL ESTATE AGENTS TO ENSURE WE’RE COVERING ALL THEIR MOVING NEEDS

pricing. Keeping his customers top-of-mind, Dave has ingeniously overcome these obstacles. “We find ways to yield management while pricing, so we can give our customers larger discounts during the off-season,” he explained.

Marketing the business has also become much more complex over the years due to advancements in social media and internet advertising. “We work daily to connect with our customers, and our sales team is in constant contact with our real estate agents to ensure we’re covering all their moving needs,” Dave said. “We’re frequently working on the online review process, so it includes a broad base of our customers. This gives us a realistic view of the high quality we’re providing.”

Currently, there is a driver shortage within the moving industry. Dave said it’s a common industry challenge to find quality drivers during peak season.

“To combat this issue, we diversify our business to include other lines of revenue to keep the work steady throughout the year,” he explained.

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Dave feels most fulfilled when he’s helping others find success in their work. “I enjoy assisting in the success of others,” he said. “When I help others become successful, then I feel successful.”

Dave likes to play hard and work hard, and hopes to be remembered as an industry leader. He leads his team with an emphasis on excellent service and superior support to real estate agents. “Our family has worked hard to provide the best service available to our customers — we are flexible and transparent,” he said. “We have also been very diligent about supporting the real estate industry and building those relationships and their network of customers. Our goal is to help agents shine and continue to be top producers in their field.”

Dave is currently on the board of directors for the Allied Agents Association, American Moving & Storage Association, Michigan Movers Association — where he held the president position twice — and chairman of the marketing committee for Allied Van Lines. The company has been awarded Michigan Mover of the Year; Allied Agent of the Year; Better Together award, which recognizes companies working well with agents around the globe; and Top Quality Military Agent of the Year, which acknowledges outstanding support for globally moving military families.

For more information about Morse Moving & Storage, please visit morsemoving.com or call 734-484-1717.

Wayne County Real Producers • 21

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Wayne County Real Producers • 23

rising star

By Robbyn Moore Photos by Jermaine Buie with Perfect Light, LLC

Lynn

STEPHENS SUCCESS BUILT ON MOTHERLY INSTINCTS

24 • February 2021

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Lynn Stephens is a master at multitasking and mentoring. She is reliable, organized and approachable, and offers a wealth of knowledge and experience. After being a stayat-home mom for 12 years, she spent nine years working as a loan operations supervisor, overseeing commercial and residential loans.

Growing up, Lynn was inspired by her mother, who taught her the importance of helping, teaching and giving to others. Her intangible skills and willingness to work hard for her clients has made Lynn a rising star within the real estate industry.

“But I’m not a ‘sales-y’ type of person, so that part made me a little hesitant and nervous. However, I was ready to make a transition from helping people find a loan to helping people find a home.”

It was at a holiday party where Lynn overheard her friend share how much she made as a real estate agent. “I had always been interested in the housing market, and the income opportunity really intrigued me,” Lynn recalled.

For Lynn, 2019 was a year of reflection. “It was a difficult time for me, both personally and professionally,” Lynn shared. “I found myself reflecting inwardly on the kind of person I really wanted to be.

However, I am so grateful for that time because it changed my outlook on life. I realized life is too short

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Lynn was fortunate enough to step into real estate under the guidance of her friend Kelly Knight, who was also her original inspiration to get into the business. “I was lucky to be able to join a very well-known team within the real estate world,” Lynn shared. “My alignment with The Knight Team was so beneficial to my future success. They helped me with leads and showed me how to grow my business. I would highly recommend any new agent entering the marketplace to find a solid team like I did — the training and mentorship is invaluable.”

to be unhappy, and I was reminded to do more of the things that make me — and those around me — happy. This was how my mother led her life, and I strive to be more like her every day — giving more and taking less.”

With her newfound confidence, outlook on life and support from her family, Lynn joined forces with eXp Realty in February 2019. She hit her stride by mentoring new agents and achieving top sales goals. “The lessons my mother showed me through helping others was impactful, and it is a big reason why I love helping people achieve homeownership,” she said.

Since launching her career four years ago, Lynn has achieved a career volume over $30 million. “I got into real estate because of the potential income, but when it comes right down to it, it’s Wayne County Real Producers • 25

because I love to help people,” Lynn said. “I’m thrilled to share my knowledge with fellow colleagues and help steer their careers in a forward direction. As for my clients, I’m especially enthusiastic with first-time homebuyers. I love walking them through the process and seeing the excitement when they find just the right home.”

For Lynn, the client relationship doesn’t end at the closing. “I stay close to my clients long after the keys to their dream home are handed over,” Lynn said. “Because friendships have formed, we stay in touch and share updates on each other’s lives. I love receiving updates from the young couples — it warms my heart when I see them starting their families.”

Lynn is also very appreciative when her clients refer her to their friends and families. “I feel I must be doing something right for them to trust me with people they care about.”

Lynn’s kindhearted nature and “people-over-profits” mentality has kept her grounded and her business sky-high. “I try to go above and beyond to help my clients achieve their goals,” Lynn explained. “It makes me feel really good to be able to help in big and small ways — sometimes it’s staging and cleaning a house or simply helping elderly clients with technology. And on occasion, it’s giving a percentage of my commission, if necessary.”

This year, Lynn celebrated 30 years of marriage with her husband, Paul. “My husband has been rock solid with his support and confidence in me — he’s been the foundation for me to be successful at my job,” Lynn said. Together, they have four children: Olivia, who has a Ph.D. in molecular medicine; Allie, who is a cosmetologist; Zachary, who is completing HVAC School; and Emma, who is a pastry chef. As a family, they enjoy time boating on the lake, jet skiing and kayaking. When time permits, Lynn and Paul appreciate an afternoon together on the golf course.

26 • February 2021

Lynn’s biggest challenge since entering the real estate industry has been her continuous effort to overcome her worry of bothering others. “I have never been the traditional salesperson — knocking on doors, making cold calls. That’s just not who I am,” Lynn said. “However, in the past four years, I have done a lot of things outside my comfort zone, and it has paid off.

I have found a way to put myself out there while still being true to myself.”

Recently, Lynn was nominated for Crain’s “Notable Women in Real Estate” and recognized as an Hour

Detroit Real Estate All-Star in 2018 and 2019.

Lynn is also a designated Accredited Buyer’s Representative, a designated Seller Representative Specialist, a professional staging consultant, a mentor for new eXp agents and Express Offers certified.

“After working in loan operations for nine years, I left the security of a steady income and began my career in real estate without having much experience in sales,” Lynn said. “But I soon discovered that the best prerequisites I needed to be successful came from the lessons I learned from my mother and from the time I spent at home with my kids. Above all, my true achievements have come from my eagerness to help others and listening to my intuition.”

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announcement S p e c i a l O p p o r t u n i t i e s f o r YO U t o C o n t r i b u t e t o

REAL PRODUCERS COACH’S CORNER Do YOU have special skills, helpful tips, expertise or insight to share with the real estate community?

We welcome article submissions (500-700 words) that educate and engage local real estate professionals.

Topics may include but are not limited to the following: • • • • • • • •

Game-changing social media strategies New directions in marketing and advertising How-to instructions focused on specific situations or processes Tips on hiring, retaining and motivating employees Building a brand Creative approaches to problem-solving Finding work/life balance REALTOR® Board Updates

B E YO N D T H E B O O K

Have YOU or one of your colleagues written a book?

If so, we’d like to consider you as a featured author for an upcoming issue. If chosen, you will have the opportunity to share some information about your published work and your writing journey with the local real estate community.

For additional information about Coach’s Corner and Beyond the Book publication opportunities, please contact Managing Editor Jane K. Asher at jane.asher@realproducersmag.com. realproducersmag.com

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Wayne County Real Producers • 31

Jim Willis

WORDS FROM A LEGEND

celebrating leaders

By Robbyn Moore Photos by Stylish Detroit

32 • February 2021

@realproducers

Growing up, Jim Willis watched both his father and grandfather have successful careers in the real estate business. He was inspired by their tenacity and drive for success. While Jim loved the industry, he wasn’t quite convinced the sales aspect of the business was for him.

However, in 1978, after encouragement from his father and a shift in his mindset, he obtained his real estate license and went on to build a name and legacy for himself.

Jim watched his father become one of the state’s top real estate professionals — averaging 200 sales a year by himself — and he realized how well an individual could do in real estate if they really wanted to make a go of it. Jim also said it was after he married his wife, Janice, that he found purpose and focus, which was a major driving factor moving forward in his real estate career.

Jim began working at Mayfair Realty in Livonia with his father and stayed there for 12 years. At the time, he was closing 70 to 100 units a year with an average sale price of $50,000. His plan was to move to an area with higher sales pricing, which would permit more time with his family and the likelihood of earning more money. “I strategically picked the Northville area, as it would allow me to marry into a higher-end market and yet, not divorce myself from the client base I had obtained in the Redford and Livonia markets for years,” Jim recalled.

He had hoped to expand the Mayfair franchise and relocate the business further west. However, when that expansion fell through, Jim moved to RE/MAX Realty 100. There, he realized his true passion was managing an office as that was the role he was most familiar with at Mayfair. “I followed my instincts and took a management position at Century 21-West, which was a small office in Novi,” he said. “I was tasked with growing the office by agent count and production.” In a short amount of time, Jim successfully leveraged the business into a Double Centurion office. It was eventually renamed Century 21 Associates.

Soon after attending a national convention in 1997, Jim took notice of Century 21 Town & Country. “I had heard great things about this company and was presented with an opportunity to help open an office in downtown Northville,” he said. “The broker, John Kersten, challenged me with recruiting over 80 agents to an office that hadn’t yet been built and had only four agents.”

Jim successfully recruited more than 80 agents by the time they opened for business. The team of agents quickly became one of the top producing offices for the area, and the firm became one realproducersmag.com

of the top Century 21 offices in the world for homes sold. “John Kersten gave me a great deal of knowledge from the brokerage side of the business,” Jim explained.

Unfortunately, the financial recession of 2007 proved to be too much for the Northville office of Century 21 Town & County, resulting in its closure. Jim was once again forced to make a tough decision.

“With two daughters attending college at the University of Michigan and an office that was about to close, I decided to open a business center for Keller Williams in downtown Northville,” Jim shared.

Wayne County Real Producers • 33

Jim’s only hope to make this new venture a success was to recruit 30 agents very quickly. With his exceptional recruiting skills, he opened his business center with 35 agents in less than 90 days.

He also worked tirelessly to combine the business center with the Keller Williams Novi Market Center. “I was then contacted by an individual at Coldwell Banker, indicating that the Coldwell Banker Weir Manuel ownership was looking for someone to build their Northville location back to the glory it once held,” Jim said.

Today, Jim is the managing broker for the Coldwell Banker Weir Manuel Northville office and the regional manager for four other Coldwell Banker Weir Manuel offices in the area. “We built the office we have today from a solid group of 17 agents to our current count of 72,” Jim said. “We hold the #1 position in the market share for the Novi/Northville markets and closed over $300 million in sales with nearly 1,000 homes sold. I am proud to say that our average agent production is over $4 million annually.”

Jim’s love for building a business and a team is reflected in his incredible loyalty to his team of agents. “We have assembled an amazing group of agents who are some of the best in the business,” Jim said. “It’s the winning attitude of our agents that sets us apart. They like to sell lots of homes by doing it the right way. We have a top-notch marketing department along with an award-winning relocation department.”

“I maintain the core values of our brokerage while also looking at the business from the agent’s perspective, and then I build a culture in the office to support it,” Jim explained.

Jim is extremely passionate about coaching and mentoring his agents. “I like to teach my agents how to ‘fish,’” he said. “My father always told me, if you list, you will last. ‘Listers are lasters,’ he would tell me.”

Jim enthusiastically shows his agents how to prospect and win listings. “Listings will fix everything in their world, regardless of the market. This is the path to longtime success in the business,” Jim advised.

Jim shared that every real estate agent must have an appetite to win. “Someone is always trying to eat your lunch,” Jim said with a laugh. “The minute you become complacent, you take the risk of another broker eating your lunch. We have been very fortunate to have very little turnover in our office. While I may have lost a few, many of them come back home. Our office is truly a home to our agents.”

While Jim’s most rewarding aspect of his business is watching agents grow to whatever degree of success they want to achieve, he does value the lifestyle that real estate has afforded him. “It has come with hard work and long days and nights, but there’s nothing else I’d rather be doing,” he shared.

34 • February 2021

“There is an unlimited opportunity that exists in the real estate business,” Jim said. “Watching the office grow because of the agent’s success is very rewarding to me. I believe success is achieved when your goals are achieved. Understanding your big ‘why’ and being able to achieve it is my definition of success.”

To unwind, Jim and his wife enjoy boating at their cottage on Lake Columbia in the Irish Hills. They also relax with a round of golf or watching different shows on Netflix. The couple has two grown daughters, Gina and Deanna, who are both married and live nearby. They are additionally blessed with a granddaughter, Dexie, who celebrated her first birthday this year.

With more than 40 years of real estate experience, Jim has become a beacon to many agents — guiding them with smiles, candor and enthusiasm. He has built an office with a family-like atmosphere and a culture for production and laughter. He advises his agents to never give up, as there will always be challenges along the way, which he says should be seen as opportunities to grow and become better. “Never become complacent and never give up on your dreams,” Jim said.

Jim added a final piece of advice to other real estate agents: “Remember to respect your fellow agents and understand that there are no shortcuts to this business.” @realproducers

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beyond the book

KAREN RYAN STANCOMBE, EA Tax for Relief REALTORS®

AUTHOR: Karen Ryan Stancombe EA, Tax Coach to the Real

Estate Stars!® COMPANY: Your Tax Coach, LLC YEARS IN THE INDUSTRY: 35 DATE OF PUBLICATION: Copyrighted 2018, reprinted with updates 2020 PUBLISHER: Self-published with 48-Hour Books WHAT INSPIRED YOU TO WRITE YOUR BOOK?

I wanted to educate real estate professionals about the missed opportunities of not using formal tax planning.

WHAT IS THE CENTRAL MESSAGE OR THEME?

In today’s economy, it is not enough for you to just make money.

You need to keep it. “Tax Relief for REALTORS®” helps agents and brokers keep more of their profit. Written in plain English, this entertaining, face-paced tax plan is specifically designed for you and your needs.

DESCRIBE YOUR BOOK IN SEVEN WORDS OR LESS.

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WHAT DO YOU HOPE YOUR READERS TAKE AWAY FROM YOUR BOOK?

When you fail to plan, you plan to fail.

WHAT WAS YOUR FAVORITE PART OF THE WRITING/PUBLISHING JOURNEY?

My favorite part was making complex tax jargon easy to understand.

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Wayne County Real Producers • 39

around

town

Publisher Chris Csotty & Jaymie Paternoster from House Call Home Inspection

Connie Dunlap from Bolton-Johnston Associates & Relationship Manager Dina Ranieri

40 • February 2021

New partners Gary Brincat & Scott Fader from Inked Title

Lou & Deb Ronayne from eXp Realty

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Paul Armstrong from Next Home Evolution & Relationship Manager Dina Ranieri

Tom Long from Real Estate One Southgate & Relationship Manager Dina Ranieri

Ali Fayz from Real Estate One Dearborn Heights & Relationship Manager Dina Ranieri

Shawn Riley from Coldwell Banker Weir Manuel & Relationship Manager Dina Ranieri

Publisher Terra Csotty with Preferred Partner Paul Apostolakis from Omega Lending Group

Shelley Pies from The Luxe Group at eXp Realty & Relationship Manager Dina Ranieri

New partner Rob Roll from Farm Bureau Insurance

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Publisher Terra Csotty with Preferred Partner Alex Norris from Michigan Real Estate Photography

Wayne County Real Producers • 41

announcement

Do YOU want to

NOMINATE someone to be featured?

Email nominations to terra.csotty@realproducersmag.com.

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Wayne County Real Producers • 43