OAKLAND COUNTY
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
STACEY TAYLOR Photo by Jessica Laine Photography
OCTOBER 2021
CVED 21897
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Oakland County Real Producers • 3
TABLE OF
CONTENTS 08
11
12
Preferred Partners
Meet the Oakland County Real Producers Team
Get Every Issue On Your Phone With Issuu
14
Top Producer: Stacey Taylor
20
Partner Spotlight: Justin Barton, HommatiDetroit
24
30
34
40
Agent Spotlight: Lisa Bender
44
Agent Spotlight: Kaitlyn Pangrazzi
Rising Star: Brennen Clarke
Coach’s Corner: Erik Wright
Behindthe-Scenes All-Star: Laura Rockymore
50
54
Agent on the Rise: Fanar Ayar
Event Recap: July and August 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 Oakland 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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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!
ACCOUNTING Wenderski & Associates, CPA P.C. (248) 689-7740 Your Tax Coach (810) 588-4646 APPLIANCES Sargent Appliance & Video (248) 652-9700 Trevarrow, Inc. (248) 377-2300 APPRAISAL Bittner Appraisal Group, LLC (248) 828-8218 ATTORNEY/LEGAL SERVICES Matta Blair, PLC (248) 593-6100 Szura & Delonis, PLC (248) 716-3600 BLINDS/SHADES Budget Blinds of Milford (248) 716-7604 CAR DEALERSHIP Star Lincoln (248) 354-4900 CARPET & TILE CLEANING Chet’s Cleaning Chet Sadowski III (248) 584-1819 CATERING Corporate Express Catering (248) 579-4602
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CBD PRODUCTS CannaCore Organics (586) 615-8749 www.cannacore organics.com/terra CLEANING & ORGANIZING Jo’s Cleaning & Organizing (248) 840-3738 CLOSET STORAGE SYSTEMS Jo’s Cleaning & Organizing (248) 840-3738 CLOSING GIFTS Nibbles Gifts (248) 737-8088 NibblesGifts.com One Hope Wine (248) 425-7897 CUSTOM HOME BUILDERS Cranbrook Custom Homes (586) 781-2316 Toll Brothers (248) 305-4004 DRONES Hommati (248) 550-0515 Stylish Detroit (313) 799-3686 WayUp Media (248) 924-1011 ELECTRICAL Quality Affordable Construction (734) 341-2689
ESTATE SALES Action Estate Sales (586) 228-9090 Hands of Time Estate Sales (734) 890-3623 FINANCIAL SERVICES & INVESTMENT PLANNING Asalyn Coachman, JD Financial Architects (248) 892-0407 FLOORING City Flooring (586) 303-5347 The Third Floor Marketing Group (313) 466-6498 FLORAL & GIFT BASKETS Rodnick, Inc. (586) 772-4350 www.rodnick.com GRAPHIC DESIGN & PROMOTIONAL PRODUCTS Graphic Takeover Jimmy Johnson (248) 894-4464 HEALTH, WELLNESS & SKIN CARE CannaCore Organics (586) 615-8749 www.cannacore organics.com/terra HEATING & COOLING Colonial Heating & Cooling (734) 455-6500
HOME BUILDER Lombardo Homes Melissa Cervin (586) 781-2316 HOME FURNISHINGS Home Interior Warehouse (248) 624-6700 HOME IMPROVEMENT Defined Home Improvement (248) 770-4785 HOME INSPECTION Big Moose Home Inspections (920) 570-6543 Bigmoose.us Conclusive Inspection Services (248) 399-6969 HomeTeam Inspection Service (586) 783-9957 House Call Home Inspection (586) 434-0243 Total House Inspection (248) 550-9492 HOME STAGING Impact Home Staging Experts (248) 591-4290 HOME WARRANTY Achosa Home Warranty Stacey Kraft (248) 303-7210
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INSURANCE Allstate Insurance: Faber Agency (248) 344-0460
MORTGAGE LENDER Anderson Financial Group Sandi Voiles (248) 417-4958
MOVING & STORAGE Changing Places Moving Johnna Struck (248) 674-3937
Farm Bureau Insurance David Purvis (248) 644-6364
Defined Mortgage (844) 437-3629
Morse Moving & Storage (734) 484-1717
Farm Bureau Insurance Aaron Blakemore (248) 760-3479 Goosehead Insurance Wesson Gappi (248) 275-8600 State Farm Insurance Tammy Deane (586) 738-6385 INVESTMENT REAL ESTATE Michigan Real Estate Investors (248) 886-3585 JUNK REMOVAL 1-800-GOT-JUNK? (586) 909-9329 JUNK REMOVAL / DEMOLITION We Cleanout Everything (877) 932-8922 LANDSCAPE DESIGN Great Lakes Landscape Design (248) 543-6320 MARBLE & GRANITE American Prestige Marble and Granite (313) 595-7237 MOLD REMEDIATION Advanced Mold Services (586) 243-9991
First State Bank Lisa Marie Pevac (586) 354-6797 First State Bank Ken Ebaugh (248) 270-6278 Gonzalez Group - NEXA Mortgage (586) 201-7255 Horizon Financial Group Joshua Rubin (248) 538-7162 Huntington Bank Sandi Frith (586) 871-8002 Lake Michigan Credit Union Matt Adler (248) 219-7552 Level One Bank Lara Forte (248) 284-5178 Omega Lending Group (248) 598-8000 Ross Mortgage Toni Thwaites (248) 459-2089 Team Slobin - Supreme Lending (248) 535-0465
Preferred Moving & Storage (586) 463-4230 NEW CONSTRUCTION MORTGAGE Huntington Bank Sandi Frith (586) 871-8002
TAX PLANNING Your Tax Coach (810) 588-4646 TITLE COMPANY Alliance Title of Michigan Mary Reed (586) 238-4400 Alliance Title of Michigan Kelly Anderson (586) 238-4400
PAINTING BB Painting Services (734) 664-8916
ATA National Title Group (248) 341-5077
PHOTOGRAPHY Hommati (248) 550-0515
Defined Title (248) 218-1757
PHOTOGRAPHY & VIDEOGRAPHY Perfect Light Photography Jermaine Buie (517) 515-1910 Skyview Experts (586) 549-9690
Devon Title (248) 273-4300 Fidelity National Title (248) 594-9390 Inked Title (248) 617-0004
Stylish Detroit (313) 799-3686
TREE CARE SERVICES Dreadknot Services (248) 884-1681
WayUp Media (248) 924-1011 PRINTING/MARKETING/ DESIGN/SHIPPING Imperial Press (734) 589-9078 REMODELING Quality Affordable Construction (734) 341-2689
ROOFING PROFESSIONALS Clarkston Roofing Professionals Tony Missentzis (248) 934-7288
VIRTUAL 3-D TOURS Hommati (248) 550-0515 Skyview Experts (586) 549-9690 Stylish Detroit (313) 799-3686 WayUp Media (248) 924-1011
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Oakland County Real Producers • 9
Printing, Mailing, Marketing and Apparel
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Tax Coach to the Real Estate Stars! Karen@KarenRyan.com 810-588-4646 www.YourTax.Coach @realproducers
MEET THE OAKLAND COUNTY REAL PRODUCERS TEAM
Chris Csotty Publisher
April Shanne Subiera Publishing Assistant/ Reprints Specialist
Terra Csotty
Jane K. Asher, Ph.D. Managing Editor/Writer
Relationship Manager
Dina Ranieri
Jeanne Monillo
Erika Kruse
Amanda Matkowski
Robbyn Moore
Andy Schwartz
Publisher
Event Coordinator
Jermaine Buie Perfect Light, LLC Photographer
Editor
Jessica Laine Gouverneur
Sasha Marceta
Jessica Laine Photography Photographer
Writer
Skyview Experts Photographer/Videographer
Ad Strategist
Stylish Detroit Photographer/Videographer
Brandon Ramsay
WayUp Media Photographer/Videographer
Night Cap is a great product that is helping me sleep! Terra met with me shortly after we messaged back and forth a few times about the product. Both Terra and ALL of the Cannacore products are amazing! Ten out of ten! -Scot Brothers
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Oakland County Real Producers • 11
announcement
GET EVERY ISSUE ON YOUR PHONE WITH ISSUU
OAKLAND COUNTY
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
STACEY TAYLOR Photo by Jessica Laine Photography
OCTOBER 2021
It’s a badge of honor to hold the printed version of Real Producers of Oakland County magazine in your hands. If you want all our issues wherever you go, download the Issuu app or visit www.issuu.com, and search Real Producers of Oakland County.
12 • October 2021
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Oakland County Real Producers • 13
STACEY TAYLOR top producer By Jane K. Asher, Ph.D. Photos by Jessica Laine Photography Photos taken at Cranbrook Custom Homes — The Heights in Rochester
14 • October 2021
@realproducers
Passionately Putting Clients First tacey Taylor has always looked forward to reading all the Real Producers stories each month — especially the Top Producer features — and gleaning as much as possible from them, but she admits that she didn’t initially see herself soaring to the top of the industry. “Honestly, reaching that level almost felt out of grasp, but those stories served as a measuring stick to see if I could get close to what some of the solo agents were doing,” she said.
Then, after being honored as a Rising Star in January of 2019, Stacey realized that she had the potential and the drive to rise to the ranks of a Top Producer. Fueled with newfound confidence, she grew her listing business to establish an equal balance of buyers and sellers, a move which she viewed as an important time-management strategy for herself as a solo agent. Stacey also focused on increasing her SOI every month as well as on staying in close contact with and providing value to present and past clients.
matter the price point, I never lose sight of the fact that this is someone’s biggest financial investment.” As the former co-owner of a development and excavating company, Stacey has been licensed for over 20 years, but she didn’t begin her career selling real estate until 2015, following a difficult divorce that forced her to walk away from her 18-year career at the company that she had built from the ground up. After becoming the sole provider for her daughter, who was just accepted to an Ivy League university, and also for her nephew, whom she was raising at the time, Stacey needed to re-enter the workforce and quickly find a career that would allow her to support her family. “The circumstances of my divorce were not pleasant, and I was determined to not only survive but also thrive after it,” Stacey said. “My daughter is my best friend and biggest cheerleader … no way was I letting her down!”
“I really wanted to increase my use of technology to leverage time and connect with new clients, and I made the decision in 2019 to join Quest Realty, which proved to be such an amazing decision,” she said. “Being surrounded by an office of amazing real estate agents helped me increase my monthly and yearly goals, and in 2020, I was able to far exceed those goals.” Stacey didn’t just exceed her goals; she had a record-breaking 2020 with 91 closed units and $24 million in sales. “My business and my life in general have really changed since my last feature in 2019,” Stacey shared. “I have more than tripled my business volume and number of closings since joining Quest Realty, and I continue to feel motivated and supported by my amazing broker, Ali Berry — he makes you want to do better each and every day!” Despite the many changes that Stacey has encountered in the past few years, her approach to business has remained the same: Always put clients first. “My clients know I am available just about any time, any day, no matter what — I never lose sight of how important their transaction is, and I always make sure they know I am there for them,” Stacey said. “Instead of focusing on numbers, I focus on the client and doing all I can do to exceed their expectations in every area. No realproducersmag.com
Oakland County Real Producers • 15
At first, Stacey had just hoped that she would be able to do well enough to support her family, but, fortunately, she discovered something much greater in real estate: her true passion. “For personal reasons, I am a huge advocate for women and for really anyone trapped in any kind of abusive relationship,” Stacey shared. “Real estate has helped me overcome so many insecurities and truly healed me at a time when I needed it so badly, as well as provided me the opportunity to be a role model to women in situations similar to the one I experienced in 2014. When I hear my clients tell me the difference I have made in their lives and for their families, it truly makes my heart so full — I cannot imagine any other career!” Stacey’s passion for the real estate industry — and for making a positive impact on the lives of the people around her — is manifested in her ongoing support of new agents as well as in her unwavering dedication to her clients and in the strong friendships she forms with them as a result. For the past two years, Stacey has been voted as the Quest Realty — Troy “MVP,” an award that honors an agent’s willingness to help their colleagues and go above and beyond for their office. In 2020, Stacey was the top listing agent and the top closer at her office. She also has been featured on two real estate podcasts and on a 2019 episode of HGTV’s “Lakefront Bargain Hunt,” an amazing, fun experience which brought a lot of publicity to the Oakland County lakes area. Stacey’s efforts to make a positive impact extend beyond real estate: She has been deeply involved with HOPE (Helping Oakland’s People Every day) Hospitality and Warming Center in Pontiac, and she recently joined the Women Build team of Habitat for Humanity of Oakland County. “Being in the housing industry, I love being a part of efforts which help underprivileged and homeless individuals,” she said. “I grew up in Pontiac, so it is very rewarding to now be able to help serve in that community.” In her free time, Stacey enjoys traveling to warm climates, reading, watching real estate shows on Bravo and HGTV, driving around in her 2020 mid-engine Corvette, and relaxing at summer campfires along with friends, 16 • October 2021
@realproducers
“
My clients know I am available just about any time, any day, no matter what — I never lose sight of how important their transaction is, and I always make sure they know I am there for them. wine and charcuterie. She is also all about spending quality time with her fiancé, Dan Jackson, who is an architect and designer; her 24-year-old daughter, Sierra, who recently graduated with honors from Cornell University and works at General Motors; and her 22-year-old nephew, David. “When Sierra and David were younger, my favorite thing in the world was watching them play their sports, but now I am just proud of the adults they have grown into,” Stacey said. “We love to travel to warm climates together, and between us, Sierra and I have three adorable English Bulldogs that truly are part of the family — I even often feature them in various social media advertising posts.” Stacey, who always gives 110% to her clients and genuinely enjoys every aspect of her career, says that she cannot imagine a life without real estate. “I love what I do, and it does not feel like work,” she said. “Yes, the numbers are great to hit and the industry accolades are nice, but, to me, the true definition of success comes from my clients and from helping them accomplish their real estate dreams.”
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Oakland County Real Producers • 17
18 • October 2021
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Oakland County Real Producers • 19
partner spotlight By Robbyn Moore Photos by Jessica Laine Photography Photos taken at Toll Brothers — Reserve at West Bloomfield
HOMMATI-DETROIT A PROFESSIONAL TRENDSETTER IN HOME LISTING AND BUYING 20 • October 2021
@realproducers
After a decade in the telecom industry, Justin Barton felt it was time for a change. With years of experience in technology and customer service, he wanted a profession that would support his skillset and provide opportunities to grow as an entrepreneur. As he studied various market trends and industries, Justin noticed that the real estate field was going through a significant shift in how people bought and sold homes, specifically as it pertained to technology. “I noticed an opportunity to become a part of a growing industry,” he said. “I could see limitless opportunities to partner with real estate agents and help them reach a broader audience.”
multiple real estate professionals to assist in achieving their goals — despite the current, challenging market trends,” Justin said. “We’ve watched the industry pivot and shift with the current generation of buyers and sellers and how they’re viewing homes — there’s a definite connection in the usage of technology and homeownership.” Justin finds success when he’s helping others achieve their own success. “I’m committed to being consistent in my work,” he said. “Whether I’m helping a real estate agent further build their brand or finding new ways to market a home, I confidently maintain the highest level of service and integrity.” For more information on Hommati-Detroit, visit hommati.com/office/157.
In 2019, Justin became the franchise owner for Hommati-Detroit. The company specializes in dynamic visual content for the real estate industry, providing services such as Matterport 3D interactive tours, aerial videos, interior and exterior photography, floorplans, virtual staging and social media marketing. “Our primary focus is to help real estate agents win more listings and sell more homes faster — and at the best possible sales price,” Justin said. As a Michigan native, Justin is familiar with area trends and influences. He has built solid relationships with local real estate professionals and works tirelessly to provide top-producing results. Hommati sets itself apart from the competition with two key points: They focus on the real estate agents and strive to offer a cost-effective package service from other providers. “Beyond posting a listing, we concentrate on the agents with our branded media,” Justin explained. “We offer various marketing tools and multiple media solutions such as our Agent Advantage magazine, blogs and easyto-find search resources on our website to promote and connect agents to clients. We don’t just focus on an agent’s listing: We focus on promoting their successful brand.” Justin and his team are constantly evaluating customer feedback and implementing new programs and platforms to stay on the cutting edge. “With industry demands at a record high, we strategically partner with realproducersmag.com
Oakland County Real Producers • 21
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248-394-0150 • MichiganRealEstateInvestors.com Oakland County Real Producers • 23
Brennen Clarke A Modern Approach To Real Estate
rising star By Robbyn Moore Photos by Sasha Marceta with Skyview Experts Photos taken at Cranbrook Custom Homes — Montcaret in Northville
With the influx of digital tools in today’s real estate market, most agents are not fully equipped with the right technology or have the education on how to embrace those tools. According to Brennen Clarke, who is a listing partner at eXp Realty — MARK Z Real Estate Experts, 95% of home searches start online. “If you’re not capitalizing on things like professional photos, Zillow 3D Home® tours, drone aerials and applications such as Matterport, then you are truly missing out on your chance to maximize your exposure and ultimately maximize your bottom line,” he said. 24 • October 2021
Brennen is an expert digital marketer who has achieved recognition and results by closely watching the ever-shifting direction of the real estate industry. “My bread and butter is video,” he explained. “The points of differentiation in my business are the forward-thinking tools I use in shooting videos, online marketing and various other customer touchpoints.” Before Brennen earned his real estate license, he was living in Colorado and working at Vail Resorts. While he was very happy with his work-life balance, he knew that he wasn’t in a financially sustainable career. He was encouraged by a longtime friend to consider real estate. At age 24, he decided to move back to Michigan and @realproducers
study for the real estate exam. In September of 2018, after working as a bartender, he was financially stable enough to transition into a full-time real estate agent. “Once I got into the details of my work, I realized there was a huge gap with how technology was being used in everyday business,” Brennen said. “From day one, I made a promise to myself, and to all my future clients, that I would help lead the innovation of the real estate industry by introducing technology into my everyday business.” Brennen’s ultimate goal was to enhance the customer experience and to add value to the industry through technology. As a young professional, Brennen is pioneering his career through the implementation of technology and taking chances on himself in a very authentic manner. “I learned to get comfortable with being uncomfortable,” he shared. “When I first started doing videos, I had no point of reference or gauge for doing things. I was worried about what my peers would think of me or if strangers would even take me seriously. I had to become super comfortable with putting myself online for everyone to see and take some chances that others weren’t willing to take.”
His passion for studying market trends and current technology advancements translates into everything Brennen does with his business. His daily interactions with his clients are met with modern forms of communication that best serve their needs. “Whether it’s texting, emailing or even Zoom calls, I will cater to my clients’ communication preferences,” Brennen said. “My goal is to create a seamless experience that builds a trusting relationship and, ultimately, a successful transaction.” Brennen was awarded “Most Improved Agent” of 2020 by increasing his business 600% last year. He also earned a spot in Hour Detroit as one of the top 5% real estate agents in Metro Detroit and has sold almost $25 million in his first three years. Since being on the MARK Z Team, Brennen has achieved Listing Partner of the Month five times and was promoted to the chief social officer on his team, where he is helping other agents become comfortable with social media and digital marketing. He has created a luxury lake-life real estate brand called “Lake Livin’ in The Mitten” that will also begin offering apparel for purchase in the fall of 2021. Brennen is originally from Fenton, Michigan, and played football at Adrian College before transferring to Western Michigan University. When a shoulder injury ended his football career, Brennen became very depressed and eventually dropped out of school his senior year. “I lost my drive and my everyday purpose for a while,” he recalled. “During this time, I dove deep into learning more about my newfound hobbies such as video editing, and exploring and understanding new ways to use social media.” Brennen is a firm believer that everything happens for a reason. “I strongly believe that every choice that I have made throughout my lifetime so far has directly correlated to where I am in life right now. If I had to describe in one word why I am in the position I am today, it’s grit.” Brennen’s parents, Paul and Mechelle, have always been his biggest supporters. They showed Brennen how to overcome obstacles and beat the odds in life. Along with his sisters — Makenzie, Hayley and Hannah — they are a tight-knit family who loves to travel and spend time together on their boat on Lake Fenton. Brennen also has two dogs, Riley, a wirehaired Mountain Cur who was rescued from a shelter in Georgia, and Louis, who is a 4-month-old Australian Shepherd/Bernese Mountain Dog mix.
realproducersmag.com
Oakland County Real Producers • 25
My goal is to create a seamless experience that builds a trusting relationship and, ultimately, a successful transaction.
Brennen’s spirited enthusiasm for implementing marketing videos into his everyday business is fueled by his desire for helping close family and friends purchase a home — especially their first home. “It’s so rewarding to see the excitement on the face of a first-time homebuyer,” he said. “I also love to see the relief from my selling clients when I am able to tell them their home is officially under contract — it’s indescribable.” Looking ahead, Brennen hopes to have a TV show of his own in Michigan that highlights some of the amazing communities in the area. Currently, he’s working on building a community-based video series that will highlight local cities and what they have to offer while continuing his already successful series, “Flavors of Fenton.” He would also like to one day build a team of his own, possibly partnering with agents across the country and even internationally — in countries like Canada, Mexico and Australia. Early in Brennen’s career, he was told by several people in the business that he was wasting his time with videos. Because of his grit and determination, his perseverance paid off. “As a result of my videos, I’m now reaching more people than ever before, and I don’t plan on slowing down anytime soon!” 26 • October 2021
@realproducers
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Oakland County Real Producers • 27
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event
Thank you for joining us at our
First Charity Event supporting
Habitat for Humanity of Oakland County Women Build Special thanks to our Platinum Sponsors and hosts — Cranbrook Custom Homes and Lombardo Homes. Thank you to our Gold Sponsors — Changing Places Moving, ATA National Title Group and Imperial Press — as well as to our Silver Sponsors — Justin Barton from Hommati, Omega Lending Group, Defined Cafe and We Cleanout Everything. We also want to thank Toll Brothers for sponsoring the valet. Additionally, thank you to Andy Schwartz with Stylish Detroit and Sasha Marceta with Skyview Experts for capturing photos as well as to WayUp Media for capturing video.
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Oakland County Real Producers • 29
agent spotlight By Robbyn Moore Photos by Jessica Laine Photography
Lisa
Bender Finding an Immeasurable Gift in Adaptability
It has been said by many scholars that the measure of intelligence and strength is the ability to adapt to change. This mindset has been the force behind Lisa Bender’s success in life and business. “Circumstances change, and adaptability is immeasurable,” she said. “My mottos in life are ‘go with the flow’ and ‘be ready for anything life throws at you.’” When Lisa first got into real estate in 2010, her future was uncertain. The real estate market was entering a recovery phase, and Lisa wasn’t sure she would be able to survive the industry in its volatile state. “At the time, my husband’s business closed, and we had just adopted our daughter, Chloe,” Lisa recalled. “I knew I was ready to leave my previous career in the automotive industry; however, I went from having a steady income to no income at all — I was insecure in my ability and unsure if we could make this work.” With the encouragement from her friends and family, and her husband’s ability to stay at home with their daughter, Lisa was able to focus on building her real estate business. “Because we were reliant on just my income, I felt I had no choice but to not fail,” she said. “I did everything I could to increase my business: open houses, showing houses for top agents in my office, floor time, cold calling. You name it, I was working on it.” Lisa took every lease client she could, knowing that the next year they would most likely purchase. “During that first year, I also took on a part-time job to have at least one source of steady income coming in. I had to adapt 30 • October 2021
@realproducers
to not only starting a new career but also being the sole provider for my family, being a first-time mother and having my husband at home taking care of our little girl while I often worked 14- to 16-hour days,” she explained. It was a lot to take on all at once, but Lisa did it, and she thrived. “Taking care of my family motivated me every day,” she said. As a result of her hard work, Lisa — a top producer at her office with Real Estate One — earned a Gold Award for sales, President’s Circle Award for sales and Most Outgoing Referral Award. In the midst of hitting her real estate stride in 2019, Lisa’s husband, Mike, unexpectedly died. “My whole world collapsed when Mike passed away,” she said. “I wasn’t interested in anything, I didn’t want to do anything and I was having a hard time relating to the outside world.” In a blink of an eye, Lisa became a widow with a young daughter who had spent most of her time growing up with her dad. “I didn’t know how to relate to Chloe and how to fill the void that Mike had left,” she said. Lisa relied on the strength of her family for support and her own ability to adapt to an unplanned circumstance. “I had a daughter to raise on my own and the added pressure to support us financially,” Lisa explained. “However, real estate was the one constant thing that kept pushing me forward. My fellow agents, broker, coach and other team members stood beside, behind and in front of me to ensure I didn’t fall. They provided me the ability to take a step back so I could re-evaluate and re-prioritize my real estate career.” realproducersmag.com
Oakland County Real Producers • 31
When Lisa examined where she wanted to go, and more importantly, where she felt she needed to be, she quickly realized she was right where she should be. “I was able to re-focus on my ‘why’ and push ahead on my goals and with building my career,” she said. Because a profession in real estate offers a flexible schedule, Lisa was able to create a plan that would
allow her time for her daughter, as well as the opportunity to continue to grow her business and help others along the way. “I wanted to be there when others needed me and have the ability to support them when they needed it,” Lisa said. “What I do isn’t just a job or a career; rather, it’s a big part of who I am: It’s building relationships, helping others and supporting one another along the way.”
“MY MOTTOS IN LIFE ARE ‘GO WITH THE FLOW’ AND ‘BE READY FOR ANYTHING LIFE THROWS AT YOU.’” 32 • October 2021
At the heart of her business, Lisa is most passionate about helping people realize their homeownership dreams. “There are so many aspects of my work that bring me great joy,” Lisa shared. “I love helping first-time homebuyers, educating others on the selling and buying process and, best of all, building relationships with new clients and other agents.” Lisa’s drive to help others has defined her path and influenced how she does business day-to-day. “I am very empathetic toward others and will always work hard to earn my client’s business through trust, honesty and being respectful,” she said. Lisa attributes her strong morals and values to her parents and her former employer who taught her how to fight through obstacles and accomplish goals. In her free time, Lisa and her 14-year-old daughter enjoy spending time together doing crafts, projects, watching movies, going up north to their lake house and growing closer together as a family. “We’re all a work in progress,” Lisa said. “Because of various situations in my own life, I am acutely aware that circumstances can change, and they will change us. What I previously thought was important is not as important now because those events gave me a new perspective on life. Being able to adapt and change with the help of family and friends has been immeasurable to my personal life and my real estate career.” @realproducers
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Mulch Oakland County Real Producers • 33
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 34 • 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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Oakland County Real Producers • 35
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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 THE BOOK
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
Oakland County Real Producers • 39
LAURA ROCKYMORE behind-thescenes all-star
DRIVEN BY THE HAPPINESS OF OTHERS
and managing all aspects of the administration of the agents’ business. I provide day-to-day administrative and operational support to our agents throughout the transaction process. I also help manage finances, office needs, training new agents and organizing internal and external meetings or events for our team. On top of this, I do about $2-3 million in sales volume yearly. How would you describe your job in one word?
Eventful Why do you think you excel at your job?
Position/Title: Director of Operations Office/Company: Best Life & Co.,
brokered by eXp Realty How long have you been working with the person who nominated you?
3 years How long have you been working in the real estate industry?
I base how I excel at my job on the happiness of the people I work with. When they can seamlessly and flawlessly get through transactions, I know I am doing my job well. A lot can go wrong behind the scenes, so I am happy to take some of the stress off my agents and keep them as organized as possible. When they are happy, I am happy, and I know I am excelling at my job. What is the most rewarding aspect of your job?
Teaching new agents the right way to do things and helping them understand the foundation and structure behind real estate. And on the business end, I love learning about how to run and operate a business from all aspects.
7 years What is the most challenging aspect of your job? What did you do before you began working in your current position?
I was strictly doing sales and training new agents joining our team. What does your typical workday look like?
A lot of what I do is about overseeing 40 • October 2021
Managing all of the tasks and keeping files on track with a smile on my face. What is one thing about you that others might find surprising or interesting?
I was an extra in a bunch of movies and TV shows when Detroit was hosting a lot of filming — so much fun!
When you’re not working, what do you like to do for fun?
My “me time” consists of working out and spending some much-needed quality time with my husband and 5-month-old puppy, Luna. I also just recently purchased my first home at the end of 2020. How do you feel about being nominated as a Behind-theScenes All-Star?
I actually feel very humbled and proud to be nominated. I don’t think people always realize my level of involvement with the transaction and how I have the ability to influence which direction it goes. My team is very thankful for my work — and I only know that because they often tell me — but outside of that, not many people are aware of the daily responsibilities that come with the position. I’m incredibly grateful to shed light on my contributions to the industry — to know that I am appreciated is the best feeling and reminds me why I do the work that I do. Is there anything else you’d like to share about yourself, about your job or about your relationship with the person who nominated you?
It is really difficult to toot my own horn so to speak, but it does make me very thankful that Ken and my team are proud of me. I love my job and the people I @realproducers
work with. Ken and I got connected a few years ago by my old team lead, Jason Abrams, and I started doing a la carte services to assist Ken with showings, offers and clients. That turned into a co-working relationship and a great friendship. I honestly could not imagine working with or for anyone else! Best Life & Co. Team Leader Ken Hirschmann nominated Laura because he recognizes and appreciates the expertise and skills that she brings to the team. “When an agent steps into a behind-the-scenes role, they lose the sales spotlight, but typically, their impact on the team grows, and they should be celebrated,” Ken said. “Laura is the glue that keeps Best Life together.”
Ken also admires Laura’s unwavering commitment and stellar work ethic. “Laura has always been a hard worker … and not just from 9 to 5, Monday through Friday,” he said. “That’s invaluable — you can’t teach caring, and Laura cares a lot.” “Laura and I have grown together from just me and her in March of 2018 to two more admins and a dozen agents, and we’re pacing almost 300 deals this year — it has been a fun ride with Laura by my side!” Ken said.
Do you work with someone who truly makes a difference in the industry, in your business or at your office? Email Terra Csotty at terra.csotty@realproducersmag.com to nominate them to be featured as a Behind-the-Scenes All-Star in an upcoming issue.
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agent spotlight
Kaitlyn
By Robbyn Moore Photos by Jessica Laine Photography
Pangrazzi A Business Built on Making Lives Better Kaitlyn Pangrazzi’s genuine love for people and for helping others was influenced by her family who strongly believes in finding careers that directly impact people. “My family has always been in the ‘people business,’” she said proudly. For most of Kaitlyn’s life, she watched her mother successfully run a real estate brokerage. Kaitlyn has also witnessed her father and brother Mark thrive in the financial planning and lending business for 20 years. “A career in real estate always seemed intriguing to me,” she recalled. “However, when I graduated from college in 2008, it was at the height of the recession and the housing crisis, and I was hesitant to take the leap into real estate.” Instead, Kaitlyn moved to Denver and later to Chicago to work a job in account management, supporting the shipping industry. While away, she accrued the skills needed to take on life as a real estate agent and, more importantly, developed a deeper appreciation for life back in her home state. “Leaving was the best thing for me,” Kaitlyn explained. “I realized how much I appreciated and loved Michigan.” So when her brother Cory offered her an opportunity to come home and open a mortgage office with him, she knew it was time to return. “I was ready to be home again. My enthusiasm for Michigan makes selling effortless. I am very much rooted here now.” After working with her brother for a year, Kaitlyn began to look closer at the idea of becoming a real estate agent when a friend from high school told her about an opportunity at Max Broock, REALTORS® in Birmingham. With careful consideration and with the full support from her family, Kaitlyn decided to take the leap. “It was the best decision I ever made,” she said. “I was part-time for a year and sold six houses in a few months — after 10 months, I transitioned to full-time.” During her first year full-time, Kaitlyn joined a team at Max Broock and started preparing for another new adventure: motherhood. After the birth of her first son Vincent, Kaitlyn decided to start building her own brand. “I was so busy building, networking and being a new mom, my head 44 • October 2021
@realproducers
leading and growing the Make Moves with KP team. Kaitlyn’s career volume is more than $55 million, $24 million of which she achieved in the last 12 months. According to Kaitlyn, her commitment to community and to networking has played a large part in her success. “I’ve joined quite a few groups throughout the years, and I thoroughly enjoy meeting and connecting with people. I also like fostering connections and opportunities for them in real estate, and, more broadly, in all business settings,” Kaitlyn shared. “I’ve also run a few groups locally, specifically a group called OMNI, which is a networking group for professional women that meets bimonthly.” Kaitlyn enjoys creating community-based missions and getting others to participate in her efforts. “I like getting others involved in my missions, especially those who want to give back but may not know where to start. The only thing more rewarding than helping others is helping people help others,” she said. was spinning. I always say I gave birth to two babies that year — my brand and my firstborn.” Shortly after having her son, Kaitlyn decided it was time to add an assistant to her team. “Hiring Alyssa changed my life,” Kaitlyn said. “Having an assistant brought balance into my life and more face-to-face time with clients. She also put all of my crazy ideas into motion.” realproducersmag.com
Over the last five years, Kaitlyn’s business has continued to grow in volume and in people. “I also have two buyer’s agents — Grace Mulcahy and Amy Presnell. Together, we are all dynamic, resourceful women who are extremely passionate about making the homebuying and selling experience special for our clients.” In September of 2021, Kaitlyn’s team decided to join @properties Birmingham, where she is currently
Kaitlyn is actively involved with Humble Design, which is a local nonprofit organization focused on decorating and equipping homes for veterans and families coming out of homelessness. Kaitlyn helped the organization by equipping the homes with “kitchen kits” filled with the necessary tools needed to prepare food and share meals. She referred to the mission as “everything but the kitchen sink.” “It’s all about those little moments in your home with your family, which occurs at the dining table while sharing food. I wanted to help make those moments for those families,” she shared. Oakland County Real Producers • 45
When the pandemic began, Kaitlyn founded Fuel Our Frontlines as an initiative to support front-line workers during peak times of COVID-19. “After Michigan was ordered to stay at home, I wanted to create a community to support our local heroes when they needed us the most,” she explained. The mission was able to raise $25,000 locally, which helped to support local businesses. The program distributed 1,500 meals to workers and 3,000 “fuel bags,” which were filled with energy drinks, snacks, lotions, masks and thank-you notes from the community. “We built that community in a day,” Kaitlyn said. “It was a time when we all needed to do something when we felt so helpless. The outreach from my network was so beautiful, and it allowed me to keep busy during our stay-at-home orders, which provided me with so much hope in such uncertain times.” Kaitlyn plans to incorporate charitable work as part of her brand in real estate. “It’s so wonderful to have a platform to work from, and I hope to formalize it in 2021,” she said. Outside of real estate, Kaitlyn enjoys spending time with her husband, Mark, and their sons Vincent, 3, and newborn, Matteo. They are currently renovating an old historic Tudor in Sherwood Forest in Detroit. “I truly enjoy creating beautiful spaces within my home that feel like me and my family. To me, home can be your little slice of heaven, and most recently, a shelter from the crazy world. I like to create a space that is fun, unique and makes you happy!” Kaitlyn dedicates her career to her husband, Mark, and to her mother, Mary O’Neil. “Mark believed in me and supported my crazy real estate schedule that came with it,” Kaitlyn shared. “As a mom, I wouldn’t be able to do it all without him.” Kaitlyn’s mother taught her everything she knows about running an honest business and doing the right thing for others. Kaitlyn believes there’s not a one-size-fits-all approach to a career in real estate; instead, it’s an industry that can be tailor-made with 46 • October 2021
each individual. “I love how versatile the industry is, and working with other agents and seeing their different styles,” she said. “There is plenty of business out there for everyone, and I embrace forming strong relationships with other agents. In every deal I do, I always learn something new from each agent.” Kaitlyn refers to herself as a “real” real estate agent. “I am honest, innovative and passionately invested in my people and clients. I truly believe I was made for this gig,” she concluded. @realproducers
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agent on the rise By Jane K. Asher, Ph.D. Photos by Sasha Marceta with Skyview Experts
FANAR HONEST AND DEDICATED EVERY STEP OF THE WAY After spending two decades working in and managing liquor stores and gas stations in Metro Detroit, Fanar — also known as Finn — Ayar reached a crossroads and knew it was time to reroute his career path and venture down another road. “I wanted a business that didn’t require over a million-dollar investment,” Fanar said. “I also wanted to focus on building myself instead of a store, which, in turn, gives me more time to commit to what I’m passionate about: people. I was at a point where I didn’t know what to do next, and that’s when I decided to give real estate a shot.” Fanar started off his first year part-time while still running a liquor store — which made for a tough transition into the unfamiliar world of real estate where he had a lot to learn. Fortunately, after closing his first sale, Fanar began to build his confidence — and his knowledge. “After that, I knew that I had what it took to succeed in real estate, and I didn’t look back from there,” he said. Now with over four years of experience and over $35 million in sales, Fanar knows that he made the right move by getting into real estate. He has distinguished himself with several industry titles, including Hour Detroit Real Estate All-Star in 2020 as well as several “Agent of the Month” awards at Anthony Djon Luxury Real Estate, where he made his first sale and continues to thrive today.
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“When I joined the team four years ago, we had eight agents — our team has now grown to 50 agents in addition to a transactional coordinator and listing coordinator,” Fanar said. “We work as a true team, collaborating on our deals and making sure that we are ahead of the market.” For Fanar, the most rewarding part of his business is seeing how happy a client is after purchasing their home. “I spend a lot of time conversing with my buyers so that I can understand their needs and wants as they make the biggest purchase of their lives,” he said. “I want to make sure that the house they choose is perfect for them — nothing is better than a smooth transaction in which both my seller and buyer are more than content with the entire experience.” Prior to his real estate career, Fanar was devastated by a business deal gone wrong, so it is now one of his top priorities to ensure that every client makes informed decisions. “As a result of my unfortunate situation, I lost everything, but having my family’s support strengthened me and drove me to never give up,” Fanar said. “My wife and my children have greatly influenced my path in life and helped shape who I am today, and I continue to work hard so that I can provide them all that they need and deserve.”
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Photo by Kellie Overholt Photography
Fanar and his high school sweetheart, Summerita, have been married since 2006 and have three children: Norelle, Jagger and Harlow. Summerita is an artist and owner of MASQ beauty in Birmingham and West Bloomfield. The Ayars’ most cherished family activity is movie nights, complete with a lot of candy, popcorn and snacks. They also enjoy singing and dancing in the kitchen. Fanar loves all genres of music and film; his all-time favorite movie is “Bad Boys II.” “I come from a huge Catholic family; we’re as thick as thieves. Whether it’s gatherings or travel, I’m always blessed with good company,” Fanar said. “I love going to my kids’ sporting events and being the loudest guy in the stands. I’m hoping they love it, too.” Fanar and Summerita support Operation Underground Railroad, better known as O.U.R., an international nonprofit organization dedicated to bringing an end to child slavery around the world. Looking forward, Fanar intends to continue expanding his client base as well 52 • October 2021
as grow the commercial real estate side of his business. “One thing that I do especially well and that I believe other agents could learn from me is that I’m always available — whether it is for a client or fellow agent,” Fanar said. “No matter how successful an agent is, respect, honesty and your duty to take immediate action should always prevail, especially in a market like today’s.” Fanar stresses the importance of providing clients with real-time feedback, and he always points out any concerns that he may have with a house. “When I step into a home, I treat it as though it’s mine to sell or buy. I truly believe that building that rapport with my clients is what gives me such great referrals,” he said. To Fanar, there is no better indicator of success than when a stranger calls him and says “I was referred by a previous client of yours.” “To me, this means that I am doing the best possible job that I can and that my clients see and appreciate my hard work,” Fanar said. “Above all else, I want to be known for my honesty, for my dedication to my clients and for all the effort I put in throughout every step of their buying or selling journey.” @realproducers
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event recap Photos by Dawn Townsend Photography & Design
JULY AND AUGUST
ISSUE RELEASE PARTY On July 29, the features from our July and August issues and a few preferred partners gathered at The HUB Stadium in Auburn Hills where they connected with one another on a smaller scale and flexed their ax-throwing skills. Thank you to Josh Rubin from Horizon Financial Group, Morse Moving & Storage and Scott BrownBorden from HomeTeam Inspection Service for sponsoring the event as well as to The HUB Stadium for hosting all the fun. Check out these photos taken by Dawn Townsend Photography & Design.
54 • October 2021
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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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