peer-to-peer

Candis Dorsch, CRS, Bozeman Broker Group, Bozeman, MT

How did you become involved in real estate?

I started my career in real estate thanks to an accident. I was laid up because of an injury——I was working as a recreation director in San Diego at the time——and a friend suggested I study to get my real estate license while I was out of commission. I did, and passed the exam later that year, and I haven’’t really looked back!

What led you to become a CRS?

After about 10 years as a REALTOR^® in San Diego, my family and I decided to move to Bozeman, Montana. The reality of starting my career over again was a little intimidating. The only person in town I knew was my own REALTOR^®! But frankly, no matter what town you’’re in, whether it’’s your first day in your own town or anywhere across the country, when you’’re in real estate sales, you’’re starting from scratch.

I was lucky to begin working and applying my experience and skills in Bozeman. I got involved with local boards, then on a committee with other REALTORS^®. When I became interested in the educational side of real estate, I realized I needed more than just my GRI, and the CRS was the next level. So, in 1993, I was able to combine CRS Designation courses, my bachelor’s degrees and 10 years’ experience in selling to get my CRS in one year.

How did having your CRS help you handle the Bozeman market?

Bozeman is a relatively small town, and when I moved here, there were only 20,000 full-time residents, and everyone knew a REALTOR^® and an attorney. I asked myself, “How can I distinguish myself as someone people can trust for advice?” In addition, I had the dual challenges of competing with my peers and the stigma of being from a suburban/urban area outside of Bozeman.

These challenges focused my interest on the kinds of education provided by CRS. I wanted to bring to Montana speakers of the same caliber that I’’d had in California. I knew that CRS was at the top for sales, and it still is.

Did that prove worthwhile?

As it turns out, I didn’’t have to rely only on getting business from Bozeman’s residents. Bozeman has always been an attractive destination both for visitors and prospective buyers, so I focused on serving buyers who were looking to move here. I became the expert on educating them about what the lifestyle changes would be like. Having walked that path myself, I could identify with buyers——both people relocating to the area and those buying second homes.

If they aren’’t local, how do you acquire and maintain your clients?

A lot of people visit Bozeman, then they get a second home and eventually move here. Most of my business expansion is based on client referrals for their family members, for example, members of the next generation who want to buy a parcel of land to build on after they have visited parents or grandparents who live here.

Or grandparents who want to follow grandchildren. One family I worked with eventually had eight family members move here. It’’s a relationship-based community.

I also work with agents around the country. Sometimes I think of myself as a poster child for getting a CRS Designation because the inbound referrals from CRSs around the country are so important to me. I rely heavily on marketing to CRSs elsewhere, asking them to remember me if anyone is looking to relocate here.

Are CRSs confident about sending clients your way?

Absolutely. When you receive referrals, you must treat them as if they are your own mom and dad——your integrity and representation reflects not only on you, but on the referring REALTOR^®. By going to meet agents and brokers at CRS events, you get to look them in the eye and know if they would be a good match for you.

It sounds like the time you spend on CRS activities is very beneficial.

A lot of REALTORS^® question my level of involvement. I am a Regional VP and represent six Rocky Mountain states at the CRS national leadership level, and I have the opportunity to meet and embrace each individual in these states. By going to CRS meetings, I’’ve met CRS Designees from around the country and formed relationships that are as strong as many of my friendships or family relationships.

Once you open the door for participation, you open the door for leadership, the ability to mentor. It’’s almost like working with a first-time homebuyer——seeing the new CRS Designees and helping them become the new leaders.

Candis Dorsch achieved her CRS Designation in 1993. She can be reached at 406.581.8111 or at Candis@liveinmontana.com.