Real Producers of Wayne County October 2021 Issue!

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

MICHAEL

PHILLIPS Photo by Dawn Townsend Photography & Design

OCTOBER 2021

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2 • October 2021

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Wayne County Real Producers • 3

TA B L E O F

CONTENTS 06

09

12

Preferred Partners

Meet the Wayne County Real Producers Team

Top Producer: Michael Phillips

18

22

26

Partner Spotlight: Impact Home Staging Experts

32 Coach’s Corner: Erik Wright

Agent Spotlight: Kim Jarvis

Celebrating Leaders: Shawn Riley

36

40

Dynamic Duo: Terry Whitfield & Jacqueline Agius

Event Recap: July, August and September Issue Release Party

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 • October 2021

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Wayne County Real Producers • 5

PREFERRED PARTNERS

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6 • October 2021

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PAINTING BB Painting Services (734) 664-8916 PHOTOGRAPHY Hommati (248) 550-0515

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PHOTOGRAPHY & VIDEOGRAPHY Downriver Real Estate Photography (734) 624-8220 Perfect Light Photography Jermaine Buie (517) 515-1910 Starloft Photography (734) 335-0213

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Wayne County Real Producers • 7

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8 • October 2021

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M E E T T H E W AY N E C O U N T Y R E A L P R O D U C E R S T E A M

Chris Csotty Publisher

Terra Csotty Publisher

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

It’s not closed..... until it’s INKEDAmanda Matkowski April Shanne Subiera Erika Kruse Publishing Assistant/ Reprints Specialist

Event Coordinator

Jermaine Buie Perfect Light, LLC Photographer

Editor

Tracie Seeley

Downriver Real Estate Photography Photographer

Dina Ranieri

Jeanne Monillo

Robbyn Moore

Andy Schwartz

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Writer

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Wayne County Real Producers • 9

event announcement

Real Producers of Wayne County’s

FIRST Charity Event supporting

Thursday, October 14, 2021 1-3 p.m.

The Shenandoah at Montcaret by Cranbrook Custom Homes and Lombardo Homes 19089 Chaumont Way, Northville, MI 48167 Wear PINK and join us for an afternoon of food, beverages, drawings and amazing people while we support a great local organization. Valet will be available.

Register at rpwayneevents.com.

If you can’t attend, please consider donating to The Pink Fund.

Venmo: @RealProducers-donate Paypal: @RealProducersDonate

Questions? Reach out to Terra at 586-615-8749 or terra.csotty@realproducersmag.com

10 • October 2021

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12 • October 2021

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top producer

By Robbyn Moore Photos by Dawn Townsend Photography & Design

A S E L F- M A D E MAN MADE IN S E L F L E S S WAY S When Michael Phillips was 25 years old, he would study real estate by day and park cars by night. At the time, he owned a small valet parking business to support his family while he also worked toward establishing his real estate career. He and his wife, Anita, were raising their 4-year-old son and were as determined as ever to build a solid future for their family that would benefit them for years to come. “I would go between both commitments every day knowing that my hard work and enthusiasm would lead me to a substantial career in the real estate field,” Michael recalled.

As a native from the south end of Dearborn, Michael grew up among a tight-knit community of people who positively influenced him. “My mom and dad didn’t have much, but they gave everything they had — not only to me and my siblings but also to the entire community.

They were second parents to so many,” Michael shared.

“Although they struggled financially, they thrived through the love they gave and received. Their generosity was something I admired tremendously at a very young age.”

Michael was also taught to take pride in his community and to give back in ways that showed love and support.

The values his parents instilled in him had a lasting impact, which initially led Michael to coaching little league football, travel baseball and, ultimately, high school varsity football at Dearborn High School for seven years. “Those experiences prepped and groomed me for what I do inside my market center today,” he said.

“I would say it ignited a fire within me to help others achieve their dreams.”

Because he and his wife had their son when they were 21, which forced them to grow up quickly, college was not an option for Michael. “As the oldest of four siblings, I understood the responsibilities that came with raising a family,” Michael said. “My parents did what needed to be done to take care of our family, and that example was what pushed me to also be a provider for my family and for those whom I love.”

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Wayne County Real Producers • 13

For 22 years, Michael has built up his business and is consistently ranked in the top 1% of all real estate agents in the state of Michigan.

He worked at RE/MAX for 19 years, and in 2018, Michael was approached with an opportunity to launch a Keller Williams brokerage in Dearborn — an endeavor he had long been preparing for. In 2019, KW Legacy opened its doors with roaring success, explosive agent growth and an outpouring of support from the community.

Currently, Michael is the operating principal and broker at KW Legacy and owner of the Michael Phillips Group (MPG) real estate team. In two short years, KW Legacy has quickly become the market share leader in sales volume, units and agent count in the Dearborn community. With a career volume of more than $250 million, Michael is a true top-producing leader in the area.

It’s critical to develop and execute a game plan that will get my buyers and sellers where they need to be with the highest level of service possible.

Following the Keller Williams business model, Michael is most passionate about growing his market center and using his years of experience to help other well-deserving individuals live an amazing life through real estate. In addition to the market center growth, Michael is focused on growing his sales team using the KW model. “My team has been up and running since January 2021,” Michael said. “We have two support staff admins and six buyer’s agent team members.

Our team relationships are filled with trust, love and loyalty for each 14 • October 2021

@realproducers

other. We are genuinely happy for each other’s success, and it’s a true celebration of joy among every team member when goals are achieved.”

As an operating principal, Michael is seeing rapid growth in the agents who have recently joined KW Legacy. “The business education I have received from KW has been one of the most rewarding experiences of my life,” he said. “And nothing makes me happier than to share that knowledge with others.”

Adding to Michael’s enjoyment for seeing others succeed is his insatiable appetite for delivering a seamless client experience. “It is my number one priority to understand the needs of my clients,” he explained. “It’s critical to develop and execute a game plan that will get my buyers and sellers where they need to be with the highest level of service possible.”

Michael and his wife, Anita, have been together since high school, and as a couple, they love traveling, boating, exercising and meditating.

“We both have a passion for self-improvement,” he said. “I give my wife tremendous credit for guiding me into reading, prioritizing my health through exercise and healthy eating, and meditation to grow my mind, which helps to control my thoughts. Not only is my wife incredibly beautiful, but, in my opinion, she is also the greatest cook in the world.” The couple has three boys — Steven, 24, Michael Jr., 22, and Adam, 6. Steven and Michael Jr. are both licensed real estate agents and a part of the MPG team.

you’re opening a business, there’s an obligation to serve your community — along with the mindset that you’re going to be doing this for life,” he said.

“Then, it’s critical to deliver on your promises and to honor your word. I believe there is a civic duty to deliver on every agreement.”

Michael loves to read and is a huge advocate for it, taking great pride in being a self-educated man. He enjoys reading books on self-improvement, leadership and financial well-being. Michael is an avid real estate investor and has a passion for learning about the future of finance, which includes cryptocurrencies. “I’m a big believer in Bitcoin and other cryptocurrencies,” he said. “I believe it has the ability to bring financial freedom to many around the world for the first time in human existence. It is a really big deal.”

Looking ahead, Michael said he can’t imagine life where there isn’t some aspect of real estate involved.

“Whether it’s real estate investing, buying and managing properties, or developing residential and commercial buildings, my passion for this business is unyielding and never-ending,” he said. Furthermore, Michael wants to continue coaching, teaching and mentoring new and existing agents. “I am also very passionate and excited about growing a teaching/coaching business in the future,” he added.

Michael knows firsthand that it takes time to not only build a real estate brand but to also establish a trustworthy reputation within the community as a proven leader. “No matter what industry you’re in, there needs to be an understanding that if

Michael’s professionalism, leadership and ability to successfully develop his agents make him a great businessman.

Doing it with honesty, integrity and care makes him a great person.

Photo provided by Michael Phillips

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Wayne County Real Producers • 15

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Wayne County Real Producers • 17

partner spotlight

Impact

By Jane K. Asher, Ph.D.

Photo by Dawn Townsend Photography & Design

HOME STAGING EXPERTS Maximizing the Marketing Potential of Any Home With nearly 20 years of experience working with real estate professionals, investors and homeowners in Oakland and Macomb counties, Impact Home Staging Experts has a longstanding reputation for high-quality, punctual and budget-minded home staging services. Complete with operations and customer service staff members, stagers and assistant stagers, and logistics personnel, the talented team at Impact Home Staging is equipped with passionate experts who are committed to maximizing the marketing potential of any home so that sellers can move to the next phase of their lives with greater ease and peace of mind.

intent on pioneering a new path for herself. “I was fueled by the necessity to reinvent myself with a new career and filled with a vision of aiding Metro Detroiters in selling their homes faster and for more money,” Darla said. “I’ve always been a stickler for excellent customer service and for providing real value, so I knew from the start that delivering an unrivaled level of both would be my primary objectives.”

After completing some home staging training through Stagedhomes.com and receiving the Accredited Staging Professional® (ASP®) designation, Darla began to network and share

her home-merchandising vision with anyone who would listen. Since many people were not familiar with home staging at the time, Darla not only needed to educate potential customers about the industry; she also needed to create a demand for her services and prove that home staging is a worthwhile investment. “My passion got me pretty far but not without significant learning about

“From the beginning, our major goal has been to be the sole point of contact for all staging-related tasks at occupied and vacant properties while also providing the highest level of professionalism, responsiveness and value,” said Impact Home Staging Owner and President Darla Rowley.

Darla founded Impact Home Staging in 2004.

At the time, the home staging industry was just beginning to emerge, and Darla — who had owned and sold four properties and who had grown very passionate about home design — was 18 • October 2021

Photo by Jessica Laine Photography

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managing my time, wearing multiple hats and driving a truck — don’t drive a big truck under or into a large tree,” Darla said, laughing.

and ReDesign Team in 2018. Darla and her team have also received the Best of Houzz award every year from 2016-2021.

Today, Impact Home Staging is the highest-rated Michigan home staging company on Google, Facebook and Houzz. In addition, the Home Staging & ReDesign Alliance (HSRA) recognized Impact Home Staging as a Top 5 Home Staging Company in the U.S. in 2016 and as the Top Home Staging

One of the key elements of the company’s success and longevity is its ability to recognize the unique aspects of each property and tailor services to showcase a home’s unique features to potential buyers. Throughout the years, Impact Home Staging has expanded into the luxury market, as well as maintaining and improving its basic services. The company has also adapted to the changing market, evolved to offer more services to homebuyers and identified additional opportunities for serving customers by offering professional photography, VRBO set-up and temporary models for builders and apartment communities. In addition, Impact Home Staging has expanded into the interior design market, offering restyling for living, move-in decorating and custom design services.

“As a business, we have weathered every market scenario and pivoted when our business model has been disrupted,” Darla said. “More effort is required and more service is expected if you want to thrive in this current market, so we are always reinvesting in décor and staying ahead of what our clients expect — change is a constant in most businesses, and being flexible to adapt is very important if you want to stay successful.”

To Darla, success is the ability to manage and drive her own destiny while also having a flexible work schedule and plenty of free time to spend with her family. Darla and her husband, Michael, enjoy cooking together, using their new smoker, and spending time in their large perennial garden and butterfly habit. They also enjoy trips to Eastern Market, weekend getaways on the west side of the state and cheering on the Purdue Boilermakers: Their son, Hunter Maximus, is a sophomore at Purdue where he is majoring in organizational leadership.

“In today’s competitive marketplace, full-service real estate agents need to remember that educated sellers expect the service the name implies, so supporting sellers in a way that lays out all marketing possibilities is very important,” Darla said.

Staging is a strategic marketing tool that yields improved sales results by inciting buyers to recognize a home’s longterm potential to shape the lifestyle of their dreams.

The team at Impact Home Staging Experts has the passion and the skill to harness that potential — to showcase a home’s best features so sellers can walk away with the best offer and the best terms.

For more information about Impact Home Staging Experts, visit impacthomestagingexperts.com or call 248-591-4290.

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Wayne County Real Producers • 19

20 • October 2021

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Wayne County Real Producers • 21

KIM JARVIS 22 • October 2021

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agent spotlight

By Robbyn Moore Photos by Tracie Seeley with Downriver Real Estate Photography

A CAREER DRIVEN BY

COMPASSION When Kim Jarvis started her real estate career in 2005, it was on a part-time basis; however, by 2008, she considered herself to be a full-time real estate professional — despite having another job.

For more than 26 years, Kim worked as a bus driver, servicing and transporting children with special needs. Once she began working in real estate, a typical workday for Kim would start at 6:30 a.m., which is when she would begin driving until 8:45 a.m. She would then change her clothes and focus on her real estate business until 2 p.m. when she returned to complete her afternoon bus driving shift until 4:15 p.m. After that, Kim would continue her day with client meetings, house showings and other real estate-related activities.

For nearly 15 years, Kim managed to keep her bus-driving job a secret from most of the real estate world. “I was always concerned that some people may not, or would not, want to hire an agent who had another job,” she recalled. “However, I have come to realize my bus-driving experience is an asset to my business, and it’s what makes me unique and, more importantly, a standout in my field.”

Because of Kim’s ability to establish and maintain solid relationships, her business is built on 100% referrals. In 2019, she officially turned in her bus driving keys so she could fully commit her time and attention to her real estate profession at RE/MAX On The Boulevard. Since launching her business, she has a career volume of $68 million and has been the top-producing agent in her office for the past 11 consecutive years. She has been honored with the RE/ MAX Hall of Fame Award, RE/MAX 100% Club, RE/ MAX Executive Club and was ranked #53 by the MLS in Wayne County for sold homes in 2020.

“While I mainly fly solo on all my transactions, I am blessed to be surrounded by a great team of professionals who I consider to be my extended family,” Kim said. “I can always rely on other agents for sound advice or help when I need it.” Kim’s biggest challenge was learning how to survive in the foreclosure and short sale market when she first launched her career. “I was able to adapt and overcome those obstacles by embracing the situation and not trying to find the easy way out,” she said. “I called whomever I knew to help me out and spent as many hours as I could learning the ins and outs of how to navigate that type of market. I was eventually able to master the process, which established my confidence and knowledge of the industry.”

Thanks to her years of working with families and children with various levels of health and behavioral demands, Kim became a master at effective communication and building relationships.

“I provided a service that required me to be compassionate while having the highest level of respect and understanding,” Kim said of her bus driving responsibilities. “Those skills easily translated into prerequisites for a career in real estate. Whether it’s working with emotionally challenged children or a first-time homebuyer, I treat everyone with the same level of respect and care — it’s been the driving force behind my success.”

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Wayne County Real Producers • 23

integrity of my business and the relationship with my clients — who most often become my friends.”

In Kim’s free time, she and her husband, Ron — known by most as “Big Daddy” — enjoy traveling through Michigan, visiting local beaches. They also find time to get together with their grown children, John and Taylor. John and his wife, Julie, have two sons, Drew and Mason, who make Kim and Ron happy, active grandparents.

Kim’s relentless compassion and ability to relate to others underscores her allegiance to delivering unparalleled client service. “The real estate business is not an easy career,” Kim advises new agents. “It requires a lot of dedication and a commitment to be successful. One thing I do especially well is sleep with my cell phone,” she added with a laugh. “It sounds crazy, but that’s how devoted I am to my work and my clients.”

Kim recognizes her achievements in life have come through hard work, persistence and her faith. “I have so much gratitude for everything in my life. God has truly blessed me,” she concluded.

Kim attributes her work ethic and tenacity to her mother, Mary Arnold, who was a shining example of what it meant to rise above life’s challenges. “My mother was and always will be a major influencer in my life,” Kim shared. “As a single mother working full time as a respiratory therapist, my mom raised my younger brother and me — a feat that was unheard of back in the ‘70s. We watched her struggle and fight to survive, showing us that faith, hope and hard work are worth the effort. Beyond that, when personal complications hovered over our household, she always prevailed — demonstrating her strength and kindhearted nature.”

Today, Kim said the influence of her mother lives on in her brother, Michael, who is her biggest advocate. “He is so encouraging and supportive to me,” she said. “Our bond is unbreakable.”

Kim’s desire to make a difference in other people’s lives is what’s given her a stellar reputation among her clients and colleagues. Her current focus is on helping first-time homebuyers realize their dreams of homeownership. “I love the thrill of the hunt with new buyers,” she explained. “I pride myself on doing things the right way — no shortcuts.

Just simple honesty, integrity and compassion to every client I serve. Then, when I’m handing over the keys to a new home, I feel I’ve maintained the 24 • October 2021

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Wayne County Real Producers • 25

celebrating leaders

By Robbyn Moore Photos by Stylish Detroit Photos taken at Lombardo Homes — Concord Park in Canton

SHAWN

RILEY

26 • October 2021

@realproducers

CONTINUING THE LEGACY OF INFLUENCE Shawn Riley has found great success by making a difference in the lives of others. While he has brought joy to the masses through his music with The Shawn Riley Band, he has also been a source of influence and leadership in the real estate industry for more than 25 years.

When Shawn looks back on his journey in real estate, he is quick to recognize mentors, coaches, business associates, friends and family members who have greatly impacted him in becoming the leader he is today. Shawn’s genuine gratitude toward others exemplifies his humble, kindhearted and grateful nature.

As the second oldest of five children, Shawn grew up in the Bloomfield Township area. His father, Ed, was an executive with Ford Motor Company, and his mother, Joan, was a stay-at-home mom. Both parents were big influences on Shawn. While his mom was the glue that held the family together, his dad never missed a family activity, had a keen attention to detail and was a great listener.

In 2003, Shawn moved to the Northville office as an associate manager. When the company aligned itself with The Mike Ferry Organization, Shawn honed his skills as a business coach. “I began working with the agents in the Northville office in a oneon-one coaching environment,” Shawn said. This experience led Shawn to become the managing broker at the Plymouth office in 2005, where he remained for nine years.

“Mike Galliers and Cindy Edelen — both top-producing agents at the Plymouth office — were great sounding boards and offered great advice to me as a rookie manager,” Shawn explained. “I followed in the footsteps of the legendary Neal Lanphear, which was an extraordinary challenge. However, Mike and Cindy offered heartfelt, yet direct, advice that made a significant difference in my leadership style.”

The path to Shawn’s leadership was filled with other influencers, including teachers and coaches at Brother Rice High School who educated and guided him. Two in particular were William Dogan and Al Fracassa. Both encouraged Shawn to expand his talents, which resulted in live performances in the theater and lifelong lessons on the importance of making a positive impact on the lives of others.

Shawn’s younger brother James helped to shape several of Shawn’s career decisions, including the summer after college when the two of them worked on Mackinac Island.

It was there that Shawn began his musical performances, which served as a springboard into a music career that has lasted for over 40 years. Shortly after getting married in March of 1986, Shawn’s brother stepped up again and asked Shawn to join him in running a restaurant in Livonia. “I remember our conversation like it was yesterday,” Shawn recalled. “He needed me to be the conduit between 85 employees and the upper level of management.” However, after a few years, James switched gears into real estate and approached Shawn in the fall of 1995 to discuss getting into residential real estate. “The rest is history,” Shawn said.

Originally licensed as a salesperson in January of 1996, Shawn acquired his associate broker license in 2001 after he was considered for a management position at Coldwell Banker – Bloomfield Hills by Paul and Kathy Schweitzer.

“Thanks to Paul and Kathy, I was given an opportunity to lead,” Shawn said. “They challenged me to be myself.

They encouraged me to use my sense of humor to my benefit and create an authentic culture within my team.

Their advice continues to serve me well.” realproducersmag.com

Wayne County Real Producers • 27

During that time, the market began to plunge into a turbulent economy.

“We all had to learn to understand the foreclosure and short sale market in a hurry,” he said. “I was fortunate to be working alongside some premier agents; however, I had to start hiring and coaching my own new agents. I was grateful for my previous years of leadership, which prepared me to thrive during that time.”

Shawn emphasized the importance of teaching new agents good habits, especially during uncertain times.

“It’s paramount to be laser-focused when learning the necessary skills, scripts and dialogues to be successful,” he said. “During my nine-year run as the managing broker of the Plymouth office, we owned the local market share, increased our sales eight of the nine years and built up an amazing culture. While I had a great administrative staff, Becky Veit helped our team excel beyond belief.

She had a primary goal to deliver outstanding experiences at every point of contact, which allowed me to focus on helping agents grow.”

After years of focusing on others’ success, Shawn challenged himself to practice what he preached. In 2014, he stepped back into a sales role and asked his agents to hold him accountable and challenge him, just as he had done for many years. He surrounded himself with like-minded people who were accomplishing more than him. Shawn watched and listened to new agents who were joining their company and noticed that while they were learning the basics of real estate, they were missing out on key factors that took agents to the next level. “They needed a more defined and structured coaching environment,” Shawn said. “The reason my office excelled in 2007-2008 was due to the mindset of my agents who challenged each other, cared about each other and created a culture of support.”

After studying their main competitors and calling a couple of broker friends, 28 • October 2021

Shawn proposed a success-tracking program to Jim Willis, managing broker at the Northville office. From there, they met with Education Director Robyn Walker and CEO John North and created the Success Track Coaching Program. The group still meets every Monday for an hour and includes a one-on-one coaching call at the end of the week. In addition, Shawn created a Mastermind Group with top-producing agents Jessica Tremonti, Jim Littlepage, Donna Bousson and Chris Kemp from Flagstar that meets every Thursday.

Today, Shawn is a REALTOR®, success coach and associate broker at Coldwell Banker Weir Manuel in Northville. The company has 18 offices – half of which are in Metro Detroit. They have a culture of success and of caring for one another, along with a focus on family.

For 35 years, Shawn has been married to his wife, Dorene. She

is a designer for ISCG, a contract furniture company in Royal Oak, and together, they have two adult children. Colin is an English teacher and assistant cross country and track coach at Northville High School.

Their daughter Clare is a floral designer at University Flower Shop in Ann Arbor.

She and her husband, Steve Pravato, have a 1-year-old Golden Retriever named Maui. As a family, Shawn and Dorene enjoy vacationing in northern Michigan, traveling to watch marathons and seeking out great restaurants, breweries, wineries and distilleries.

Whether it’s with his band or his Mastermind Group, Shawn is very passionate about surrounding himself with outstanding individuals.

“I love being inspired during live performances with my band, and likewise, I embrace a great brainstorming session with impactful leaders in real estate,” he shared. “On all accounts, they make me better for sure!”

Shawn’s best advice to anyone stepping into a leadership role is to be consistent and learn what makes your team tick. “Get to know them, be a great listener and lead with your heart.” @realproducers

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Wayne County Real Producers • 31

REAL ESTATE IS CHANGING — ARE YOU? by storm. Unfortunately, real estate agents and brokers are miles behind the technology and expectations that buyers and sellers now have for us.

coach’s corner

By Erik Wright, CEO at Social House Group

In one of Will Smith’s most wellknown interviews, he reflects upon a childhood experience when his father challenged him and his brothers to rebuild a brick wall in front of their family-owned business. “You don’t try to build a wall. You don’t set out to build a wall. You don’t say, ‘I’m gonna build the biggest, baddest, greatest wall that’s ever been built,’” Smith said. “You don’t start there. You say, ‘I’m gonna lay this brick as perfectly as a brick can be laid.’ And, you do that every single day, and, soon, you have a wall.”

Instant gratification is meant for your 10-hour Netflix binge of the new season of “Stranger Things,” not for real estate or business in general. Building a successful business takes time, patience and, above all, persistence coupled with self-trust and a little bit of risk.

Real estate has undoubtedly changed — we’re all seeing that pretty clearly now, especially with COVID-19 taking us all 32 • October 2021

There’s a new standard for real estate agents, and it includes professional photography, videography, top-notch communication and, most importantly, listing-specific marketing. As real estate professionals, we have unprecedented access to marketing platforms for a fraction of the cost of traditional mediums — the leading platforms being Facebook and Instagram, by a long shot.

Did you know that you can reach nearly 1,000 people on Facebook for only $5?

This is just the beginning. The capabilities and functionality of Facebook could not be more perfect for the real estate industry. Facebook user demographics have significantly shifted over the years: Teens and 20-somethings are increasingly flocking to other social media platforms while more middle-aged and elderly Americans are taking to Facebook, ultimately creating the perfect audience for buying and selling homes.

At Social House Group, we’ve witnessed the direct result of strategic and effective social media marketing implementation for individual agents, and it’s consistent across the board: money.

The caveat? Results don’t happen overnight. It’s crucial to give yourself four to six months, minimum, to begin seeing consistent returns and lead flow. Most agents “try” social media and give up rather quickly because the true return is nowhere near immediate. It’s important to operate with Will Smith’s mentality when it comes to building your business: Carefully lay one brick at a time and remain persistent until you have a wall.

The reward? You will be building a business and brand for yourself. Lead flow from brokers is a great way to supplement your income, but imagine having the ability to generate your own leads while building a brand that will follow you wherever you go. Your splits will be better, your relationships will be stronger and, most

importantly, your business will continue to compound year over year.

Facebook and Instagram are not difficult to use, no matter your age or tech-savviness. Mastering social media marketing platforms just takes patience, consistency and a little personal investment in yourself and your business.

Despite the obvious effectiveness and return on investment from social media, there has still been very little adoption of paid advertising in the real estate industry. However, it’s not too late to start. Team up with a broker and support system that understands where the industry is going.

Actually, forget where it’s going, and focus on what’s happening now — social media and technology are here and won’t be going anywhere.

Remember what happened to Blockbuster? The same is coming to our industry if we don’t adapt and adopt new ways of doing business.

The best part of all of this is that by leveraging professional photography, videography and strategic social media marketing, we’re better servicing our clients and improving the perception of our industry one sale at a time.

Don’t wait. Start laying your bricks now. You’ll be happy you did. @realproducers

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Terry Whitfield & Jacqueline Agius A Business Built on Family, Service and Love

36 • October 2021

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dynamic duo

By Robbyn Moore Photos by Jermaine Buie with Perfect Light, LLC Photos taken at Cranbrook Custom Homes — Montcaret in Northville

People get into the real estate industry for many reasons: financial gain, schedule freedom, family connections or personal interest. For Jacqueline Agius, it was to join her mother and sister on the family team in 2000 after years as an executive at Ford Motor Company. For Jacqueline’s husband, Terry Whitfield, real estate began after honorably retiring from 26 years as a Novi police sergeant and at the urging of his wife. “It’s always best to listen to your wife,” Terry said with a laugh.

“Jackie believed in me and knew my work ethic was very strong from years in law enforcement. So, I gave it a try, and it was a natural fit.”

The couple has been working together as a team for eight years at National Realty Centers. Their personalities are complementary to their work and to each other.

While their paths into real estate are vastly different from one another, they are perfectly aligned with their approach to customer service, attention to detail and combined years of experience.

To know Jacqueline and Terry as a couple, it’s important to understand them as individuals. Jacqueline is detail-oriented, persistent and comes from a family rich in real estate knowledge. While she began her career in 1986 on a part-time basis alongside her mother Eileen Agius, who was a multimillion-dollar top producer in the Plymouth/Canton area, she transitioned into a full-time role after leaving her corporate job and after having twins — losing one at 2 weeks old — while also raising her 5-year-old daughter. She decided that real estate would provide more flexibility to care for her family and, therefore, joined her mother and sister Elizabeth Bielski full-time in 2000.

Together, they formed the Agius Team.

Terry is a fun and engaging person with an unwavering work ethic and a deeprooted dedication toward serving others. realproducersmag.com

Prior to his job as a police sergeant, he was a military police officer in the United States Army, where he served in West Germany, Italy and Colorado Springs. His real estate adventures didn’t begin until 2013 when he was preparing to retire.

“Jackie always believed that I would do well in real estate because I am good with people,” Terry said. “To be honest, I wasn’t even sure I was ready to do something completely foreign and maybe even a bit scary.

However, I found that there were many similarities in real estate and law enforcement — I discovered a new way to ‘protect and defend’ — always looking out for people, helping them and continuing my life’s work to protect people with their investments.”

When Terry joined the Agius Team, he instantly had a mentor/partner with years of experience at his side. Jacqueline was available any time of the day to help with questions and guidance. It wasn’t long before when Terry began to learn the tools of the trade and build an identity where he’s now known around town as, “The Blue Sergeant.” “The name kind of reminds me of my past life,” Terry shared. “I feel the need to protect and defend, as I’ve always done. Now, some of my former co-workers don’t even call me by my first name; they just say, ‘there’s the Blue Sergeant’ — at least I know my marketing is working.”

husband to discuss all the details and find resolutions together,” Jacqueline said. “Between his problem-solving skills and my years of experience, we are always able to come up with solutions to move forward and get to the closing table.”

As business partners, the husbandand-wife team leans on each other as sources of strength during challenging times. “Managing different markets can be very challenging,” Jacqueline said. “Being able to adapt to short sales and foreclosures, and the highest and best, low inventory markets, can be very demanding — I’m so glad we have each other.” Terry added, “Also, it is a daunting task to deal with all the social media applications that are out there and properly educate buyers and sellers about industry trends. It all requires a lot of attention. Because of that, I’m grateful for Jackie’s depth of knowledge and my work tenacity because, together, we can tackle these industry-related issues with ease.”

Jacqueline and Terry have created a business model that focuses on personal service and building relationships. “We are very passionate about giving our clients a great experience,” Jacqueline said. “We always have their best interest in everything we do.” Terry added, “We want people to say that we worked hard for them or made the whole buying or selling process easy. When clients are well-informed, they tend to relax and trust the process.”

Most of the couple’s business is from repeat clients and referrals. “Our clients are not just a number,” Jacqueline said. “Without exception, our clients become our friends.”

Both set high standards for themselves and their work. They each possess unique skills and abilities, creating a real estate powerhouse. “It’s wonderful to have a partner/ Wayne County Real Producers • 37

Jacqueline said she admires Terry’s attention to detail and the kindness he shows to people. “He goes above and beyond for all our clients,” she said. “He’s a very approachable, likable guy.” When Terry was asked the same question about his wife, he responded, “I admire her confidence and knowledge of the job. Her professional demeanor and persistence are very impressive, and she always gets the job done right. Plus, she has more hair than I do, and she’s definitely prettier!”

The pair met at Life Time Fitness in a running club and have completed several marathons together.

It’s no surprise that they are a very athletic family.

Between the two of them, they have five kids who all enjoy fitness and health. Jacqueline’s daughter Gina McNamara, 26, graduated from the University of Michigan’s Ross School of Business and ran track and field, and cross country. She now works for Accenture’s strategy group out of Washington, D.C. and continues her passion to run with a subelite running group sponsored by New Balance.

Her son Ryan McNamara, 21, is a junior at the University of Michigan’s Ross School of Business and a licensed agent in the family business. He is studying business administration with a minor in real estate development. Jacqueline’s youngest daughter, Clare McNamara, 19, is a freshman at the University of Michigan and is on the track and field team training to be a heptathlete.

Terry’s son Matthew Whitfield, 34, is a bodybuilder, and his daughter Mary Whitfield, 22, is a

senior at Wayne State University working toward obtaining a double major in environmental studies and geology.

A fun fact about Terry is that every December, he transforms into Santa Claus.

“I have my own Frankenmuth-purchased suit, hat and hair,” he explained. “Typically, I show up for small family gatherings and small groups of kids. Even during the pandemic, I made an appearance in a giant snow globe for more than 150 families through Northville Township Parks and Recreation.”

Photo provided by Jacqueline Agius

Jacqueline and Terry are truly a dynamic duo. Their combined warm personalities, coupled with their solid, trusted service, put them in a league of their own. “It’s great to have a partner you can trust with the same goals,” Jacqueline said. “Our approach is simple — we talk with each other and know all the important details regarding our clients.” Terry concluded, “Personally, I think it’s nice for clients to get two fully trained agents caring about their investments for the price of one. Our clients have peace of mind knowing we’re double-checking each other and ensuring a successful closing without stress.”

Photo provided by Jacqueline Agius

The couple plans to continue building their family of agents and working together until they retire and travel the world.

Photo provided by Jacqueline Agius

Photo provided by Jacqueline Agius

38 • October 2021

@realproducers

• • • • •

Headshots (on and off location) Branding Sessions Real Estate Photos Virtual Walk Throughs Drone

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TRACIE SEELEY

Downriver Real Estate Photography 966 Ford Ave. Wyandotte, MI 48192 downriverrealestatephotography.com 734-624-8220

Wayne County Real Producers • 39

event recap Photos by Jermaine Buie with Perfect Light, LLC Photos taken at Cranbrook Custom Homes — Montcaret in Northville

JULY, AUGUST AND SEPTEMBER

ISSUE RELEASE PARTY On July 27, the features from our July, August and September issues and a few preferred partners gathered at Cranbrook Custom Homes — Montcaret in Northville to have some fun and connect with one another on a smaller scale.

Thank you to Cranbrook Custom Homes for hosting and sponsoring the event.

Check out these photos taken by Jermaine Buie with Perfect Light, LLC.

40 • October 2021

@realproducers

If you want to host or sponsor an upcoming Issue Release Party, contact terra.csotty@realproducersmag.com or rpevents@realproducersmag.com.

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Wayne County Real Producers • 41

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Wayne County Real Producers • 43