How long have you been working in the real estate industry?
31 years
How did you get into real estate?
When I came to Wisconsin in 1993, I knew nobody – I was unsure what to do with my life. I worked at Woodman’s until I saw a sign for a C21 career night – after that I was hooked. I have always looked for real estate models which improved the agent’s finances, so in 2002, a partner and I became the first two agents in Wisconsin at KW, in 2017 about the 30th at eXp, and in 2021 we introduced Real Broker to Wisconsin.
What was one of your greatest challenges starting out?
It was tough. I knew no one, had no sales experience, and was a reserved Englishman. I had to hustle and the tools were very different back then. We didn’t even have the internet – just an MLS book.
What support or advice did you find most helpful when starting out in the industry?
After a couple years, I became a Certified Residential Specialist (CRS). The training and connections really helped me jump start my business.
What do you enjoy most about working in real estate?
Negotiating has always been my passion; securing the best deal for a family. I’ve also enjoyed using my experience in masterminding to help agents sell more and find financial security.
What is your proudest achievement or favorite memory in real estate?
I became president of Wisconsin CRS in 2007. More recently, helping hundreds of agents get more from their sales to improve the quality of life for their families.
What advice would you give to someone new to the industry, or someone considering real estate?
Don’t like houses, like people. Be a sponge for knowledge – there are so many great sources – keep ahead of trends. Don’t be a jack of all trades. Discover what activities you like doing to attract business. Dive deep into those, learn, collaborate and build your business around that skill. Don’t just settle for doing the same things that have always worked – explore other options. Things change and so do opportunities. Don’t say “no” before you know what you are saying no to. Much of my financial success has come from decisions around my real estate business and not from selling houses.
How has being a member of RASCW benefited you?
I have always enjoyed the support from RASCW. The staff have always been friendly and supportive, and RASCW puts on some really good events, from the economic outlook to socials. My favorite event has been the bags tournament.
If you could have lunch with anyone in the world, alive or not, who would it be?
Richard Branson.
Outside of work, what makes you happy?
Swimming, gardening, my family, and travel. After 30 years we are planning to do so much more!
