Keeping Your Finger on the Pulse of Your Office

By Melanie Robitaille, Sr. Staff Writer and Graphic Designer

In a market full of big names, EXIT Realty Select Partners may have been the new kid on the block five years ago, but after growing the office from a single licensee, to over 40 agents in that time, it’s obviously no underdog.

It all started when Franchisee, Sue Dickinson, and her business partner, Mark Kraushaar, decided that the Greater Lansing area didn’t need another real estate company, they needed a better one.

“I started 27 years ago in real estate sales then moved into title insurance, which was great because it blended my background in real estate with title insurance. I have a technical understanding of the transaction,” Sue recalled. “I later took a Team Leader position with Keller Williams. As CEO my role was to grow the company and bottom line. After three and a half years I decided if I could grow their company, I could grow my own.”

Sue and Mark knew they wanted the systems and resources of a franchise, but for obvious reasons, didn’t want a brand that had historically failed in the area. They wanted something new; something their Lansing, MI market had never seen before.

“EXIT Realty had a playbook and the resources; their corporate team, peer franchisees, proprietary MEMO software, and the Resource Center have all been a huge benefit. We didn’t need to create the wheel,” she explained. “The company is always looking at trends, and how they can stay in the forefront of technology. I appreciate how user-friendly EXIT’s tools are and that most are at no extra cost to our agents. Not to mention, the training on how to use the tools to enhance our efficiencies and presence.  It’s invaluable. Training is a critical component of success.”

The level of training provided at her office is the impact of which Sue is most proud; feeling that the most important thing she can do for her agents is give them the competency and confidence needed to be successful, but also to keep her finger on the pulse of the office. Reaching this size has marked a pivotal need for another set of hands to help in this regard, because as Sue shared, “The agents are far too important to not have someone paying attention all the time,” and what she notices may be different from what their new Compliance Manager, Glenn Coker notices.

As the saying goes, it truly does take a village at Mark and Sue’s office. EXIT’s business model already helped foster an office vibe unlike any other brand, but Sue took it one step further by hand selecting a panel of six mentors whom she and her agents can count on, should the need arise.

“These agents are servant leaders and are good at what they do. They’re producing, so they understand current market trends and how to get things done. Any one of them could pick up a training for me and carry it out. They might even do a better job than I do,” she mused lightheartedly.

With all signs pointing toward even more growth this year, Sue’s goal is 60 agents by the end of 2021, and believes they could see even more growth in the future. But she’s discerning in curating her office team and seeks quality over quantity every time, saying, “It’s just a matter of who. I don’t want to grow just for the sake of growing, I’m very particular about who I want to bring on board. They need to be a good fit for our culture. We want people who are here, doing what’s right for other people, and looking to serve others at a high level. I believe by choosing EXIT’s brand, our office has the power to attract that.

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