As a kid who grew up moving from city to city all over Arkansas, Dale Carlton, CRS, learned a thing or two about how to make new friends. His father worked for an energy company, and the family, including his mother and two older sisters, moved 14 times as Carlton’s father was transferred for job promotions. “I learned how to establish new friendships and get to know people in every city,” he says. “That helped shape my personality.”

Council Counsel

Agent of Change

President Dale Carlton’s background in law and educational instruction makes him well-suited to lead CRS into the future.

Interview by Mike Fenner

As a kid who grew up moving from city to city all over Arkansas, Dale Carlton, CRS, learned a thing or two about how to make new friends. His father worked for an energy company, and the family, including his mother and two older sisters, moved 14 times as Carlton’s father was transferred for job promotions. “I learned how to establish new friendships and get to know people in every city,” he says. “That helped shape my personality.”

Those people skills have served Carlton well as a CRS certified instructor, a CRS committee member and now 2015 CRS president. Prior to pursuing a career in real estate, he worked in the ministry, then attended law school and earned a J.D. After entering real estate, he hit the ground running, becoming a CRS certified instructor soon after earning his CRS Designation in 2005.

Carlton takes the helm at CRS during a period of transition, as the Council rolls out its new strategic plan. The plan is intended to build and nurture connections among members locally and nationally; grow membership by communicating its value and the flexibility of member benefits; develop new education and learning paths to serve REALTORS^® throughout their careers; provide support services, such as recruitment of assistants, coaching/mentoring and consulting; and expand CRS’s education and training internationally.

The Residential Specialist caught up with Carlton shortly after he was installed as the 2015 CRS president to discuss his background, his commitment to the real estate industry and his vision of the future direction of the Council of Residential Specialists.

What was your background before you got into the real estate business?

I was a student minister before attending law school at the University of Arkansas in 1998. To pay the bills during law school, I started out doing general repair work for real estate agents to help them get through the inspection process to the closing.

While working as a repairman and still in law school, I started coming across properties that would make good rental units. My brother-in-law was in real estate, and I decided to get my real estate license to provide additional income and save on commissions when buying rental properties. All of those experiences helped me gain knowledge and understanding about how to build homes, renovate homes and work closely with clients as they make one of the largest financial decisions of their lives.

The truth is that I never intended to be a REALTOR^®. But once I got into the profession, I loved the relationships and the joy of helping people buy and sell real estate.

What attracted you to real estate as a profession?

I liked the positive nature of the business. In a lawsuit, at least one party is mad at the end of the case. With real estate, in most cases, there are multiple parties who are excited about a closing. The buyer is excited to buy a house, the seller is happy to sell their house and there are happy agents and brokers. It also seemed to me that the earning potential was far greater in real estate than in law.

How did your training as a CRS help you build a successful career?

The single most influential factor in my career has been the education and relationships I gained through CRS. I initially did not see the value in getting a designation: After all, I was already an attorney with the letters J.D. after my name. However, a dear friend and CRS instructor, the late Tina Daniel, asked me to take a CRS investment course that was being held in northwest Arkansas.

I remember telling her that I already had quite a few investment properties and wasn’t interested in taking an investment course. She was persistent and offered to pay the fee if I would only show up and listen. I figured if she felt so strongly about the course that she was willing to pay my way, I should at least give it a chance.

It was that first course on investments, the following course on business planning and marketing, and a listings course that helped me redefine my real estate career. Those courses helped me recognize that as a REALTOR^®, I am in control of my future. Shortly after that, I started the process of becoming a CRS instructor. All of this is the result of a single relationship with a CRS who cared enough to encourage me to go to an investment course. I can only hope that I can help those agents who come into my life the same way that Tina Daniel helped me.

How does your background in law inform your work as both a REALTOR® and a CRS instructor?

Law gave me a foundation in analytical thinking. Having a legal understanding of contracts, training in negotiations and an understanding of the pitfalls that real estate agents face helps me make better decisions as an agent.

As an instructor, I learned that agents who attend a course want to gain knowledge that will impact their business on a regular basis. My experience and educational background in real estate law and tax law allows me to highlight skills that can help agents build a lifetime profession in real estate.

When did you start getting involved as a volunteer leader for the Council? Why?

I began applying for committees within a couple of years of becoming a CRS Designee. I had received so much from the education and opportunities that CRS had provided that it was important for me to be involved and give back to CRS.

I had served on approximately 40 different committees, subcommittees and forums prior to applying for first vice president in 2012. As a result, I have been fortunate to be a part of some significant changes at the Council as we rethink how to ensure the organization’s success for decades to come.

What have your years in leadership taught you about CRS?

Leadership is not a glamour position where everyone wants to know your name. While working in leadership you begin to see the bigger picture of how the Council can provide tools and services to its members. The general member is often not aware of the tools, benefits and information that are provided by CRS, nor do they see the efforts of the volunteer members who are working hard to keep CRS a top-notch organization.

I have learned how important it is to consider the general member when making decisions for CRS. While in leadership, I have enjoyed many conversations with members who have shared their struggles, their needs and their excitement in the real estate profession.

Most importantly, I have seen how our staff works diligently to meet the vision of CRS and move the Council in the direction of our strategic plan. They are often forgotten in an organization with over 30,000 members, but after working with them for the past several years, I have gained an understanding of their personal love for CRS and their dedication to helping our members become more successful.

Where do you see the real estate industry heading in the coming year and beyond? What are the big issues and challenges REALTORS^® will face?

The impact of technology on our profession is huge. The availability of information, specifically listing information, to the average buyer and seller has changed the agent/client relationship. We need to identify new ways to establish trust and nurture relationships with our clients with the help of technology, not in spite of it.

Meanwhile, we have realized a long run of significantly reduced interest rates, which has allowed average buyers to purchase more expensive homes at today’s low rates. These low interest rates won’t be here forever, and affordability of homes in the higher price range will decrease when rates rise. It is important for us to emphasize the current opportunity for buyers in addition to helping builders and lenders understand how rising rates will impact the market.

Finally, much of the real estate education that agents receive focuses on protecting the real estate agent and broker from lawsuits resulting from accidents, mistakes and misleading information. While careful practices may protect agents from liability, we must remain vigilant in putting the interest of our clients above our own. If we don’t, technology and the wide availability of information may continue to erode our relevancy as a profession.

What kind of legacy would you like to leave with the Council?

I have no ambition to leave a legacy. It is most important to me that CRS realizes the influence it has in the industry and identifies new ways to help educate agents and create relationships that will impact our profession. My time as CRS president is short: The Council existed before me and will continue to thrive after I have been part of its leadership.

I always try to step back and attempt to see things from the perspective of the entire membership. I hope that CRS members and staff know that I will help the Council explore new paths, evaluate new opportunities and look at things from the perspective of every member.

I care immensely about what CRS has done for me. I will work hard to pursue what is best for the future of the members of the Council of Residential Specialists.

Michael Fenner is the editor of The Residential Specialist.

Learn how to get involved in CRS leadership at the CRS website.