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GRAND RAPIDS
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
BARBARA
RINCK
Photo by Jacob Harr with harr Creative LLC
M AY 2 0 2 2
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ALBANY • ALBUQUERQUE • CHESAPEAKE • ATLANTA • AUSTIN • BALTIMORE • BOULDER CHARLOTTE • CHICAGO • CINCINNATI • CLEVELAND • COUR D’ ALENE • COLORADO SPRINGS COLUMBUS • DALLAS • DAVENPORT • DAYTONA BEACH • DENVER • FT. WAYNE • GRAND RAPIDS HOUSTON • INDIANAPOLIS • JACKSON • JACKSONVILLE • KANSAS CITY • LAS VEGAS • LINCOLN LITTLE ROCK • LUBBOCK • MILWAUKEE • MURRIETA • MONTERREY BAY • NASHVILLE • NEW ORLEANS NEWPORT BEACH • NORTH DALLAS • NOVA • OAKLAND COUNTY • OKLAHOMA CITY • OMAHA ORLANDO • PHILADELPHIA • PHOENIX • PITTSBURGH • PORTLAND • RALEIGH • SALEM • SAN DIEGO SEATTLE • SILICON VALLEY • SPOKANE • ST. LOUIS • TAMPA BAY • TEMECULA • TRI-CITIES • TRIAD TUCSON • TWIN CITIES • VIRGINIA BEACH • WASHINGTON D.C • WAYNE COUNTY • WEST VALLEY AMERICA'S BEST REAL ESTATE AGENTS WILMINGTON • YOUNGSTOWN • ALBANY • ALBUQUERQUE • CHESAPEAKE • ATLANTA • AUSTIN BALTIMORE • BOULDER • CHARLOTTE • CHICAGO • CINCINNATI • CLEVELAND • COUR D’ ALENE COLORADO SPRINGS • COLUMBUS • DALLAS • DAVENPORT • DAYTONA BEACH • DENVER • FT. WAYNE GRAND RAPIDS • HOUSTON • INDIANAPOLIS • JACKSONVILLE • KANSAS CITY • LAS VEGAS • LINCOLN LITTLE ROCK • LUBBOCK • MILWAUKEE • MURRIETA • MONTERREY BAY • NASHVILLE • NEW ORLEANS NEWPORT BEACH • NORTH DALLAS • NOVA • OAKLAND COUNTY • OKLAHOMA CITY • OMAHA ORLANDO • PHILADELPHIA • PHOENIX • PITTSBURGH • PORTLAND • RALEIGH • SALEM • SAN DIEGO SEATTLE • SILICON VALLEY • SPOKANE • ST. LOUIS • TAMPA BAY • TEMECULA • TRI-CITIES • TRIAD TUCSON • TWIN CITIES • VIRGINIA BEACH • WASHINGTON D.C • WAYNE COUNTY • WEST VALLEY OF THE NATIONAL REAL PRODUCERS MOVEMENT WILMINGTONBE • PART YOUNGSTOWNALBANY • ALBUQUERQUE • CHESAPEAKE • ATLANTA • AUSTIN BALTIMORE • BOULDER • CHARLOTTE • CHICAGO • CINCINNATI • CLEVELAND • COUR D’ ALENE FOLLOW US ON INSTAGRAM TODAY COLORADO SPRINGS • COLUMBUS • DALLAS • DAVENPORT • DAYTONA BEACH • DENVER • FT. WAYNE @realproducers GRAND RAPIDS • HOUSTON • INDIANAPOLIS • JACKSON • JACKSONVILLE • KANSAS CITY • LAS VEGAS
RECOGNIZED
2 • May 2022
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Grand Rapids Real Producers • 3
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MEET THE
GRAND RAPIDS REAL PRODUCERS TEAM
Chris Csotty Publisher
Terra Csotty
April Shanne Subiera
Publisher
Phalesha Kyes
Jeanne Monillo
Relationship Manager
Ad Strategist
Publishing Assistant
Amanda Matkowski
Robbyn Moore
Chris Menezes
Writer
Jacob Harr
Writer
harr Creative LLC Photographer
Dom Lombardo
West & Main Photography Photographer/Videographer
WE ARE THE PREMIER HOMETOWN/LOCAL HOME & AUTO INSURANCE BROKER.
|U M
BR
EL
LA
|L IF
E
|B
U
SI
N ES S
Editor/Writer
Erika Kruse
Event Coordinator
|A E M H O
Purchasing your dream home is a huge milestone. Place your trust in us to protect it. We offer total protection for your home, auto, life & business
U TO
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4 • May 2022
We believe our core mission is to bless the communities that we live and work in. Therefore it is our mission as an agency to give back to the Michigan communities that we serve. We refer everyone to our mission via #MIAFSGivesBack.
Benjamin T. Kacprzyk
Agency Partner, Michigan Insurance and Financial Services Phone: 616-918-6868 Cell: 616-821-5950 ben@miafs.com www.miafs.com
@realproducers
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TABLE OF
CONTENTS 06
09 Event Recap: Spring Social
Top Producer: Barbara Rinck
17
18
24
Preferred Partners
10
Get Every Issue On Your Phone With Issuu
We Ask, You Answer
Broker Spotlight: Ann Wasson
28
32
36
Coach’s Corner
Agent on the Rise: Drew Denham
around
town
Around Town
If you are interested in contributing or nominating someone for a feature, please email us at 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 Grand Rapids 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.
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Grand Rapids Real Producers • 5
PREFERRED PARTNERS
PDF Studio - PDF Editor for Mac, Windows, Linux. For Evaluation. https://www.qoppa.com/pdfstudio 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! AIR DUCT CLEANING West Michigan Air Duct & HVAC (616) 308-5777 ESTATE LIQUIDATION Bridgman Estates & Services (269) 953-5805 FINANCIAL ADVISOR Drake Financial Group Abby Lininger (616) 389-0113 FLOORING Dyer Flooring (616) 318-0783
6 • May 2022
HEATING & COOLING West Michigan Air Duct & HVAC (616) 308-5777
Pillar To Post Home Inspectors Scott Docter (616) 250-6920
HOME BUILDER Sable Homes (616) 866-3913
HOME TECHNOLOGY Eco Smart Home Pros (231) 683-2127
HOME INSPECTION Alert Inspection Services (616) 662-6990
INSURANCE Farm Bureau Insurance Ryan Loucks (616) 988-5072
Big Moose Home Inspections (920) 570-6543 Grand Home Inspection (616) 710-1796 www.grandhome
Farm Bureau Insurance Nick Acosta (616) 485-1350
Goosehead Insurance Philipp Reinartz (616) 755-6411 Michigan Insurance and Financial Services Ben Kacprzyk (616) 918-6868 JUNK REMOVAL Junk Luggers (616) 227-0709 JUNK REMOVAL/ DEMOLITION We Cleanout Everything (877) 932-8922
Crosby & Henry Insurance Tessa Misner (616) 325-2864
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MORTGAGE CrossCountry Mortgage Mike Milanowski (616) 481-6606 Independent Bank Pete Humphreys (616) 304-2009 Inlanta Mortgage Jonathan Arnold (616) 581-2374 Lake Michigan Credit Union Jake Williams (616) 265-3837 Lake Michigan Credit Union Zach Tebos (616) 234-6361 Ruoff Mortgage Stacy Miller-Kuiper (616) 430-4141
VanDyk Mortgage Corporation (616) 940-3000 MORTGAGE LENDER Prime Lending (616) 202-0101 PAINTING DuraPro Painting (616) 514-9535 PHOTOGRAPHY Brian McDonald Photography (616) 209-8469
harr Creative (517) 974-7809
ROOFING Skyline Exteriors (616) 822-7719 Summit Point Roofing (616) 622-6343
West & Main Photography (810) 356-7876
ROOFING/RESTORATION Roof Maxx Jeff Antvelink (616) 334-3432 roofmaxx.com
WELL/LAGOON/ SEPTIC INSPECTIONS Andersen Well & Septic Inspections (248) 318-3943
TRANSACTION COORDINATOR
harr Creative (517) 974-7809
Agent Concierge Services (616) 723-3290
West & Main Photography (810) 356-7876
VIDEO PRODUCTION/ DRONE SERVICES Brian McDonald Photography (616) 209-8469
RESIDENTIAL PROPERTY MANAGEMENT S & G Property Management (616) 719-0819
Team Mortgage (616) 974-9710
MOVING
CLEAN OUT (Hoarding)
LIQUIDATION/SALES
CLEANING SERVICES
RIDGMAN
ESTATES & SERVICES LLC
JOEL BRIDGMAN 1932 S M37 HWY HASTINGS MI 49058 • 269-953-5805 • bridgmanestatesandservices@gmail.com realproducersmag.com
Grand Rapids Real Producers • 7
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CALL US TODAY Let us show you how S&G Property Management is the best solution to managing your investment: Call Bert Heyboer today for a free estimate.
PROPERTY
MANAGEMENT
8 • May 2022
(616)719-0819 4124 KENOWA AVE SW GRANDVILLE, MI 49418 rentsg.com @realproducers
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event recap
THANK YOU FOR ATTENDING OUR
SPRING SOCIAL! Thank you for attending our Spring Social at Eastbrook Homes Home Creation Studio!
and our Silver Sponsors: Big Moose Home Inspections and Ben Kacprzyk with Michigan Insurance and Financial Services.
Check out photos taken by Jacob Harr with harr Creative LLC in the next issue or on our Facebook page as well as a recap video by Dom Lombardo with West & Main Photography.
Thanks again to Eastbrook Homes for hosting and sponsoring this event as well as our Platinum Sponsor: Team Mortgage Company
Mark your calendars for our Happy Hour event June 15 from 4-6pm. The location will be announced soon! Follow us in our private FB group “Grand Rapids Top 500” for more info.
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Grand Rapids Real Producers • 9
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BARBARA top producer
By Robbyn Moore Photos by Jacob Jacob Harr with harr Creative LLC
R I N C K A FRESH BUSINESS APPROACH TO TIMEHONORED VALUES
10 • May 2022
@realproducers
PDF Studio - PDF Editor for Mac, Windows, Linux. For Evaluation. https://www.qoppa.com/pdfstudio B a r b a ra R i n c k , o w n e r o f R i n c k R e a l E s t a t e G ro u p, u n d e r s t a n d s t h a t s u c c e s s i s a c h i e ve d t h ro u g h d i s c i p l i n e, d e d i c a t i o n a n d h a rd w o r k . B e i n g ra i s e d o n a h o rs e f a r m t a u g h t h e r t h e s e c o re va l u e s . “G ro w i n g u p o n a h o rs e f a r m , t h e re i s n o s l i d i n g b y,” B a r b a ra s h a re d . “ T h e w o r k i s e i t h e r d o n e o r i t i s n ’t — t h e re ’s n o i n b e t w e e n .” B a r b a ra ’s c h i l d h o o d e x p e r i e n c e t a u g h t h e r t o b e f l e x i b l e, a u t h e n t i c a n d p re s e n t i n e ve r y m o m e n t . Barbara’s father, who was a welder and owner of the family horse farm, influenced her work ethic and demonstrated life skills that can only be taught by example. “My father was the epitome of hard work,” she said. “He was very structured and kept a tight schedule. On a farm, there is a lot of work to be done with no obvious payout — at least, not right away — but I learned that if you do the work, the reward will come.”
Prior to forming Rinck Real Estate, Barbara spent 27 years in the dental field, pouring her heedful business knowledge into successfully managing a dental practice. As a passion, she and her husband, Jeff, shared a love for new construction. With Jeff ’s experience and talents in the building industry, they started building and selling their own homes, gaining the knowledge to one day begin their own business. This dream was postponed for various reasons over the years. In 2016, Barbara’s close friend died. The incident made her realize how important it is to embrace life to the fullest, which ignited her desire to start her own business in real estate. “It was extremely scary to leave a thriving career and start something new,” Barbara recalled. “However, my entrepreneurial spirit and previous business experience were catalysts to future work that would be required to be successful.” Barbara jumped into her real estate work full of enthusiasm and determination, and launched Rinck Real Estate Group within the Keller Williams Rivertown brokerage. Within five years, Barbara had generated a career sales volume of over $63 million — $20 million of which she did in 2020.
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Grand Rapids Real Producers • 11
PDF Studio - PDF Editor for Mac, Windows, Linux. For Evaluation. https://www.qoppa.com/pdfstudio “I wanted to use my skills and do something meaningful while creating long-lasting relationships,” Barbara said. “A home is so much more than just a house: It’s the place where all your emotions and memories live.” Barbara’s previous work in the dental industry honed her ability to effectively communicate with people when their emotions were running high. “In real estate, emotions are almost always at the forefront of any transaction,” she added. “Knowing how to deliver information when there is a lot of emotion in the room is imperative to the success of the client relationship.” In the current home market — where inventory is so low — construction has become a major focus for Barbara. “A significant portion of my business is within the development of new condos and custom homes,” she shared. “I work alongside some extremely talented builders who have shared their industry knowledge with me, which has expanded my business enormously. It’s all very exciting!” Rinck Real Estate is a team of professionals dedicated to providing top-notch service to every client. Barbara’s team includes her husband, Jeff, son, Ryan, design consultant, Pam, and marketing coordinator, Vicki. “Jeff brings an extensive 30+ years of construction-industry experience and knowledge to the team’s focus in new construction,” Barbara said. “With a bachelor’s degree in biochemistry, Ryan utilizes his expert analytical and marketing skills to help his clients close on the absolute best deals on — and off — the market. As a design consultant, Pam brings her talents and years of experience working with clients to create the space and environment that is most attractive to homebuyers. Vicki serves as our skilled and talented marketing coordinator to create and generate social media content marketing to a mass audience.”
12 • May 2022
“Starting out, I would say the biggest challenge was coming from an established business where systems were in place to launching a new business where I had to create my own infrastructure,” Barbara shared. “As a team, we have worked very hard to document and perfect our systems so each client gets the white-glove service they deserve. Staging is an essential part of our white-glove service, and our design team works tirelessly and efficiently to ensure that the home ‘demands’ the attention necessary to attract a wide potential pool of buyers, selling more quickly and for a higher price point than an empty and unoccupied home. We offer design solutions from decluttering and painting to renovation — we design to perfection.”
“
I GET UP EARLY AND GET MY DAY GOING. I WORK MY SCHEDULED PLAN, AND AS SIMPLE AS IT SOUNDS, I ANSWER MY PHONE AND STAY IN CLOSE CONTACT WITH MY PEOPLE.” Taylor Rottman Photography.
@realproducers
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realproducersmag.com
“The key for me is to set a daily schedule,” Barbara said. “I get up early and get my day going. I work my scheduled plan, and as simple as it sounds, I answer my phone and stay in close contact with my people.” Barbara’s focus on having a strong work ethic, providing top-notch client service, and utilizing her vast understanding of new construction and developments has made her a top-producing real estate agent and a stand-out in her field.
Grand Rapids Real Producers • 13
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THE HUMPHREYS LENDING GROUP
Looking to BUILD, BUY, or REFI? Be Bold. Be You.
Kyle Herlein
Lending Associate, Lakeshore P: 231.670.9426 E: KHerlein@ibcp.com NMLS: ID: 994799
14 • May 2022
Pete Humphreys
Senior Residential Loan Officer P: 616.304.2009 E: PHumphre@ibcp.com NMLS ID: 630758
Hazel Ritsema
Lending Associate P: 616.430.6862 E: HRitsema@ibcp.com NMLS ID: 2048657
Chris Van Eenennaam
Sales Associate, Mortgage Account Specialist P: 616.447.8814 E: CVanEenennaam@ibcp.com NMLS ID: 756717
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Home, Auto, Life Insurance
When confidence matters...
BIG MOOSE DELIVERS! Over many years of inspecting homes, Big Moose has earned the reputation of performing quality inspections with consistency on every property, making us your #1 choice!
HOME INSPECTION • COMMERCIAL INSPECTIONS • INFRARED IMAGING SEPTIC WELL • WATER QUALITY • MOLD TESTING • RADON AIR TESTING TERMITE INSPECTIONS AND MORE!
nick.acosta@fbinsmi.com Cell: 616-485-1350 Office: 616-719-1271
800.531.0233 bigmoosehomeinspections.com info@bigmoosehomeinspections.com
Photography | Drone Photography & Video | Video Tours | 3D Virtual Tours | Floor Plans | Virtual Staging
Brian McDonald | (616)209-8469
brian@brianmcdonaldphotography.com • www.brianmcdonaldphotography.com realproducersmag.com
Grand Rapids Real Producers • 15
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West Michigan's #1 Rated Roofing Company
Quality roofs, done by quality people.
Need a roofing job done by professional, trustworthy people? Look no further.
(616) 622-6343 www.summitpointroofing.com hello@summitpointroofing.com 16 • May 2022
Commercial & Residential Services @realproducers
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GET EVERY ISSUE
ON YOUR PHONE WITH ISSUU GRAND RAPIDS
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
BARBARA
RINCK
Photo by Jacob Harr with harr Creative LLC
M AY 2 0 2 2
It’s a badge of honor to hold the printed version of Grand Rapids Real Producers magazine in your hands. If you want all our issues wherever you go, download the Issuu app or visit www.issuu.com, and search Grand Rapids Real Producers.
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Grand Rapids Real Producers • 17
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we ask, you answer
May is National Pet Month! Check out some adorable pets in the real estate community. Thanks to all who submitted a photo of your pet! CLOY
Pet of Jeanne Monillo, Real Producers
ROC K Y
Pet of Steven Pettit, Keller Williams East
P IOLO
Pet of Jeanne Monillo, Real Producers
F INN Y
Pet of Megan Tefft, CENTURY 21 Affiliated
18 • May 2022
E LLE
Pet of Kari Kippen, Ensley Real Estate
OA K LE Y
Pet of Andy Smith, Five Star Real Estate
CH I CA
Pet of Chris & Terra Csotty, Real Producers
A LDO
Pet of Rachel Mabie, Dream Home Team - Bellabay Realty
CAT T IE
Pet of April Shanne Subiera, Real Producers
P O RT E R B LE VINS
Pet of Justin Blevins, Greenridge Realty - East Grand Rapids
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WALTER, HENRY & WINSTON
Pet of Emmy Jandernoa, Agent Concierge Services
Pets of Erika Kruse, Real Producers
BITSY
Pet of Kendra Havemeier, Bellabay Realty - Grand Rapids North
OTIS
BRONCO
PEPPER
Pet of Ryan Ogle, Blu House Properties
SA D I E
H APPY
Pet of Ingrid Anastasiu, Anastasiu Homes - Keller Williams Grand Rapids East
C OS BY & TOBI (with Scott’s wife, Megan)
Pet of Jeremy Crump, Bellabay Realty
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Pet of Drew Denham, Key Realty
Pets of Scott West, GreenSquare Properties
Grand Rapids Real Producers • 19
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HOME R
H UN T E R
KING
Pet of Phil Reinartz, Goosehead Insurance - Reinartz Agency
ST EL L A
and Michael’s son, Tryson Pet of April Shanne Subiera, Real Producers
Pet of Jeanne Monillo, Real Producers
FOX I E & R E M I
Pet of Michael Smallegan, Keller Williams Grand Rapids
20 • May 2022
Pets of Todd Moelker, Alert Inspection Services
BALI
(pronounced “Bay-lee”)
Pet of Brooke Sines, RE/MAX of Grand Rapids
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Family owned and operated since 1998 Unmatched service
Mark Dyer
616-318-0783
Mark@dyerflooring.com Home, Auto, Life, Business, Flood
COME FLY WITH US + dozens more! Philipp Reinartz CIC, LIC Independent Agent
BUILT FROM THE GROUND UP TO PARTNER DIRECTLY WITH LENDERS AND REALTORS
Tom Voglewede Independent Agent
616-755-6411 Certified Insurance Counselor and Licensed Insurance Counselor
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Grand Rapids Real Producers • 21
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22 • May 2022
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SINGLE ITEM TO MULTIPLE TRUCKLOADS We cleanout homes, basements, garages and provide interior demolition services! Convenient tri-county service schedule. Efficient, professional service. Free Estimates
WECLEANOUTEVERYTHING.COM (877-932-8972)
"Jeff and his entire team were professional and efficient in their work...He has my highest endorsement." Ryan Weiss
CHANCES ARE, THE ROOF DOESN'T ACTUALLY NEED TO BE REDONE... REJUVENATE! DON'T REPLACE!
RISK AND INSURANCE SOLUTIONS S
I N C
E
1 8 5 8
Top 3 Reasons REALTORS® Love Roof Maxx: 1) Handle roofing objections before they come up & make your listings even more marketable! 2) Save transactions that involve roofing concerns for your buyers!
Tessa Misner
3) Stay top of mind by referring your past customers so they can save money!
590 Cascade West Parkway, SE Grand Rapids, MI 49546-2182 Direct number 616.325.2864
RoofMaxx.com | (616) 334-3432
www.crosbyhenry.com
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Grand Rapids Real Producers • 23
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Ann Wasson A FOCUS ON CULTIVATING RELATIONSHIPS
24 • May 2022
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broker spotlight By Amanda Matkowski Photos by Jacob Harr with harr Creative LLC
Growing up, Ann Wasson always wanted to be a real estate agent, but it wasn’t until her children were old enough to enroll in school that she finally pursued her dream. “After my kids were in elementary school, I told my husband that I was going to go back to work for a few months so we could pay off our home,” she explained. “We did pay off our mortgage within six months; however, I loved my job so much that I kept working.” Prior to becoming an agent and REALTOR®, Ann took a job after high school in property management where she trained sales agents all over the country. Her first boss, Kathy, is someone who Ann credits as an influence in her business life even now. “Kathy was a true go-getter,” Ann said. “She never stopped working, and if she saw you chatting away, not drumming up new business, you were in deep trouble! She taught me so many ways of how to keep people in my pipeline, many of which I still use today.”
able to “call each other out and be respected for doing so” as well as “count on and trust each other to help when needed.” At Gatehouse Real Estate, there are no teams, which is exactly what Ann wants. “It is so frustrating to me to see these big teams out there and all these agents working so hard to build someone else’s name,” she shared. The brokerage also has a “closed-door” policy and does not actively recruit agents, although they are willing to grow as an agency with the right people. “If someone approaches me about becoming a Gatehouse agent, it is a group decision of whether or not to move forward. If someone has doubts, it is a no-go,” Ann added. “It is very important to me that we all work well together and trust each other. We will always welcome anyone who has the same core values, has a heart for learning and can adjust to this ever-changing market.” For agents who are considering becoming brokers, Ann advises them to examine what is motivating them to open a brokerage. “I think a lot of people believe that being a broker gives the perception of being successful or ‘having it all,’” she said. “Whatever the reason for wanting to become a broker, everything comes with risk — the more risk you take on, the higher the cost. Is it worth it? Ask yourself what you are going to do differently than everyone else.”
Ann’s life changed drastically when she got married at age 22 and moved to California. After having her first child in 1997, she and her husband decided they would rather raise their family in West Michigan. After moving in May of 1999, they had their second daughter in December. Ann became a stay-at-home mom until fall of 2006 when she got her real estate license in West Michigan. Ann spent her early days within the real estate industry as a top-producing agent and as a trainer for new agents. She unfortunately became burnt out and decided to take a step back; however, as luck would have it, one of the agents she had formerly trained started his own business and persuaded Ann to join her license with his for a handful of months — just to see if she wanted to fully retire from the industry. “Very quickly, I started to enjoy my job again,” Ann recalled. “A couple of agents had joined me there after a few months, but we realized that it was not the place for us.” Ann and the agents wanted a place where they could focus on forming relationships with clients rather than on the sales, and even though she never considered becoming a broker before, Ann’s co-workers encouraged her to take on the role. “They really helped me see the possibilities, and they have been right there by my side this whole time. It was the best decision I have ever made,” she said. Now the owner and broker of Gatehouse Real Estate, Ann prides herself in creating a positive workplace environment for her and the three other agents. Everyone is realproducersmag.com
Grand Rapids Real Producers • 25
PDF Studio - PDF Editor for Mac, Windows, Linux. For Evaluation. https://www.qoppa.com/pdfstudio When Ann ventured out on her own and formed Gatehouse in 2014, she quickly learned how important it was to follow-up and engage with past clients. “Make sure they know you are still there, that you still care about them even after the paycheck. Never blow off a lead because they aren’t ready now,” she said. “Some of my biggest closings took years of follow-up to ever come to life.” Ann’s patience and consideration for people have enabled her to earn the trust of her Amish client base. “I have worked with the Amish community for many years, and with that comes a lot of time, no telephones, lots of driving and wet signatures,” she explained. “My first million-dollar transaction was an Amish couple. After the paperwork was signed, I looked at her and asked if I could shake her hand because she was the first millionaire I had ever known. To this day, I can stop in at any time and sit and talk with her for hours.” Originally from Belleville, Michigan, Ann has been married to her husband, Steve, for 25 years. He is a plastic consultant at Steelcase and loves anything with speed such as fast cars, snowmobiles and ATVs. Their oldest daughter, Stephanie, is an ER nurse at St. Mary’s Hospital and married her husband, Josh, a corrections officer, in 2020. Ann and Steve’s younger daughter, Rachel, lives in Ohio and is a senior at Cedarville University with plans to become a police officer. As a family, they enjoy playing board games, traveling, spending time at the lake and riding ATVs. As for Ann and her husband, they love to travel together. “We love road trips. Our perfect vacation is renting a car in whatever place or country we are in, turning on an audiobook and avoiding the highways — just seeing and embracing where we are and enjoying what God created,” she said. Although Ann has had some ups and downs within the industry, it was the friendships that she formed with clients and other agents that have kept her in real estate. “Real estate is my life. I love my clients, and I love the friendships I have made along the way. I am blessed beyond measure. As a little girl, never did I imagine being able to help so many people find their dream homes,” she said. “As long as I foster and maintain relationships, my clients will always trust me with their future needs.” 26 • May 2022
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Grand Rapids Real Producers • 27
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coach’s corner By Brian Marcy
Using a
VIRTUAL ASSISTANT
t o I n c r e a s e Yo u r P r o d u c t i v i t y X 1 0 Describing the life of a top-producing agent as “busy” could possibly be the understatement of the century. Your passion for your work and those you serve has been rewarding, but there are a seemingly endless flow of less enjoyable tasks that still need to be done. Whether it’s categorizing expenses or coordinating non-revenue-generating activities such as sign and lockbox installation, we all have tasks that distract us from where we shine most brightly. Thanks to the miracle of technology, it doesn’t have to be this way. Nowadays, it’s easier than ever to find virtual assistants (VA) who excel in performing the tasks that you like the least. High-quality VAs are just a Google search away and can be found directly through freelance sites or by VA agencies. For as little as $3 per hour, you can find a dedicated VA to manage your busywork. Even at what seem like low wages here, you’d be creating an opportunity for somebody to live a fulfilling life they simply couldn’t experience at the corporate call centers that proliferate offshore economies. Our company has used VA help for two years, and the results have been nothing short of amazing. The process to 10Xing your productivity can be narrowed down to five simple steps:
Determining what tasks your VA will perform will allow you to focus on activities that you both enjoy and excel at performing. If 80% of your success comes from 20% of your efforts, the VA will allow you to focus on your 20%. Anything you don’t do well or don’t enjoy doing could be perfect for a VA. As long as they don’t have to be physically present, VAs can probably handle anything you throw at them.
Congratulations! Now you’ve found your VA, and it’s time to let them work their magic. This works best if you track and coach around some specific Key Performance Indicators (KPIs). Remember that part about not getting hung up on perfect systems? This is where you make improvements. If performance isn’t where it needs to be, dig deeply to see if it’s the process that needs fixing. Coach and improve as needed.
Systematizing processes will be your blueprint for VA performance. In our experience, VAs excel at following directions but aren’t always great at improvisation. Don’t get too hung up on this. Simply write down what you do, or think you should be doing, so that they can repeat it. “Done” beats “perfect” every time, so just get something in writing, and you can improve later.
Lastly, make sure to be cool. You may never meet your VA in person, but they’re still people with their own lives to live. If you treat a VA like a member of the team, you can foster unmatched loyalty. Most VAs are used to being treated like robots by faceless corporations. By showing an interest in their personal lives and rewarding good performance, you can be the best boss they’ve ever had. This will put you on the fast track to increased productivity as your least favorite tasks are being done while you focus on your best work.
Now that you know what needs to be done and how to do it, you can find your VA. You can interview just like you would with a local candidate to ensure a good fit. This person will be part of your team, so don’t be tempted to rush the process. A good VA can feel like a family member if you take your time here.
1. Determine VA tasks 2. Systematize processes 3. Find your VA 4. Track key performance indicators 5. Be cool
28 • May 2022
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Grand Rapids Real Producers • 29
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agent on the rise By Chris Menezes Photos by Jacob Harr with harr Creative LLC
DREW
T H E P OWER O F I NT ENT I O N
32 • May 2022
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In just three years, Drew Denham has become the top agent in all of Michigan for Key Realty, making it into the Top 10 for the company nationwide. While Drew’s success in real estate could be attributed to many of his past experiences — such as being an investor as well as buying, selling and flipping properties — his ability to dig in and commit to bettering his life twice in the past three years is the main contributor to his success. The first instance occurred when Drew made the decision to enter real estate in 2018. He had been working in corporate America for 10 years — five years with Dow Chemical in supply chain and finance and five years with Amway in IT finance, business systems and supply chain — and was feeling quite dissociated from his work. “I found myself not very excited to go to work every day and thought about what the future would look like if I stayed on the same path,” Drew admitted. “What would my life look like 30, 40 or 50 years from now? Would I regret not taking any risks or jumping into real estate?” Drew had been investing in real estate since he bought his first house in 2011. During his 10-year “corporate-America journey,” his side hustle was purchasing and rehabbing homes in various cities throughout Michigan. In fact, after flipping his third property, he was able to pay off all the student loans he had accumulated when he earned his two bachelor’s degrees in finance and accounting from Michigan State University in 2009 as well as his master’s degree from Saginaw Valley State University in 2012. As Drew began building his rental portfolio — which ended up including 14 total units while also flipping more than 20 properties — he met various real estate agents in West Michigan and became intrigued by the lifestyles, flexibility and individual impact that they were having in their communities, families and friends. Soon, Drew wanted it for himself. “I knew my knowledge of investing — combined with everything I learned in corporate America — and my love of meeting new people would be a natural transition for me,” Drew said. “I still vividly remember the conversation I had with my sister and her asking me, ‘what’s the worst that could happen?’ So, with the full love and support of my family, I knew I could do it.” realproducersmag.com
“It didn’t matter to me that we had low inventory in 2018 and that more and more agents were being added to the industry,” Drew continued. “With hard work, a great attitude, self-confidence in myself and a professional mindset, I knew I would be a great agent and become a leader in the industry.” Drew relied on his professional experience, knowledge and support when he dove into real estate in 2018. Although he did well, real estate requires an ongoing commitment to self-improvement and a passion for learning. While Drew did have those qualities, he used 2020 and the time allotted to him during the shutdown to supercharge his efforts and overhaul his entire life. “I committed to reading every motivational/ self-help book I could, listening to podcasts, attending church regularly, doing masterminds, attending growth events, changing my diet, practicing affirmations, gratitude and mediation, being more intentional with my time and working out more,” Drew shared. “By focusing on things that I can control, I have been able to live a different, fulfilling and enriching life.” By initiating those changes and momentum, Drew became inspired and very motivated to help others with similar challenges and aspirations — whether that’s helping a client find joy and excitement in the buying and selling process, a colleague seeking improvement in their business, or a friend or family member wanting to improve their life. “You can live a totally different life by changing your thoughts, what you think about yourself and what you say about others,” he said. “If you want something you’ve never had, you need to do something you’ve never done.” Grand Rapids Real Producers • 33
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As Drew ventures forth, he is assisted by a huge tailwind — a wind he has helped cultivate in his life through intentionality. He is determined to help others catch and ride that same wind and use it to find their own successes in life. “Let’s be positive and be leaders in the industry,” Drew exclaimed. “Let’s discuss with our clients all the options they have available to them. Let’s promote hope and encouragement, not things out of our control such as low inventory. Let’s get out of our own way and live the life we want to live. You receive what you believe. You get one shot at life — be able to say that you gave it everything you had!” 34 • May 2022
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around
town
Megan Tefft from CENTURY 21 with Relationship Manager Phalesha Kyes
Coffee celebration Photo by Jacob Harr
Coffee celebration Photo by Jacob Harr
Coffee celebration Photo by Jacob Harr
Kindell Rerucha from Lucas Howard Group with Relationship Manager Phalesha Kyes
36 • May 2022
Coffee celebration Photo by Jacob Harr
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Coffee celebration Photo by Jacob Harr
Coffee celebration Photo by Jacob Harr
Submit a photo of you with your magazine or at an event to be in our Around Town feature. Email terra.csotty@realproducersmag.com
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Grand Rapids Real Producers • 37
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