Richard Waystack, CRS, Jack Conway REALTORS®, Harwich Port, Massachusetts
How and when did you get started in real estate?
After a few years of corporate ladder climbing, I decided that I wanted to settle down in one place and not move my small family of my bride and two young children every year. We came to the Cape for the summer of 1986, and after a week or two, got a bit bored and went into my dad’s real estate office. I was enamored with how he interacted with his clients and his knowledge of the business, and I found that he was happier than he had ever been. He, too, was in corporate life—in sales—and he found his niche on Cape Cod in real estate. After a few days in his office, I realized that this was the life I wanted for my family, in a place that I had always loved, living by the ocean on Cape Cod!
What do you like about being a CRS?
Probably too much to share here. But to summarize, being a CRS has given me the opportunity to have a successful career, not to just be another REALTOR® selling houses. CRS members have shared willingly and freely of their time and talents to train and assist me and so many other CRSs, specifically people such as Howard Brinton, Jackie Leavenworth, Russell Shaw, Alexis Bolin and Lenny Harris.
Tell us more about your dad’s influence on your career as a REALTOR®.
My father, Phil Waystack, was a wonderful, caring man, who found his place in the world as a REALTOR®. There is a print hanging in my office, which has been there for over 20 years, and it sums up who my dad was.
My dad sold mostly new homes as a builder’s representative. At one closing with an investor, there was a small discrepancy on a fee. The investor believed my dad had mentioned another amount. My dad said, “If that is what you believe that I told you, then that’s what it will be!” The amount was changed and everyone went away happy.
A few days later, a package arrived at the office. In it was a framed print from a well-known New York artist, and at the bottom it read, “To Phil, a man of his word.” It was what my dad was all about, being true to his word, to his business and to his community.
You’re still taking classes despite having achieved your designation in 1997. Do you feel it’s important for CRSs to be lifelong learners?
There is a whole new generation of talented CRS members who are not only sharing, but having a tremendous impact on our Council and the industry in general. Their updated business models utilizing breaking technology and social media marketing techniques are adding energy and excitement to our organization. Lifelong learning is one of the keys to CRS success. No matter how much experience we have, our industry continues to evolve and we must continue to meet the needs of our clients, our markets and our industry. Just look at another of the CRS legends, our friend, The Hat Lady, Sandra Nickel. For as many years as I can remember, she sits in the front row of every Sell-a-bration®, copiously taking notes of every speaker and presenter on stage to utilize whatever information she can to better her business and her clients.
Tell us a little about yourself. What do you do in your spare time?
I enjoy being busy. In addition to working with a set number of clients per month, I am active in my community, in my church and with my family. Personal travel adventures with my bride and family are a yearly occasion, and as many know, Friday night has long been date night in my family, a tradition that rarely, if ever, is compromised!
This year, CRS is focusing on how real estate agents do more than just buy and sell homes, and it sounds like you’re very involved in your community. Can you tell me about your community service efforts?
I’ve long believed that to whom much has been given, much is required. My family has been blessed in so many ways, so we work with many in our communities who have not been as lucky. For over 25 years, I was associated with The Family Pantry of Cape Cod, a food bank that distributes over $3.5 million in food and clothing to those in need on Cape Cod. For the last three years, my bride and I have been honored to walk across the Cape—107 miles—to raise funds and awareness of homeless prevention. Habitat for Humanity has been a huge part of affordable housing here and we have been fortunate to assist them as well.
I am most proud of having the opportunity to assist those on Cape Cod who are battling addictions. Working with others to solve common problems, counsel those in need and assist in emergency interventions is a priority in my life.
You sold your business and now work by referral only. Can you offer any advice for other CRSs who might be looking to sell their business but remain active?
Be involved in your community, become the local trusted advisor and have a strong database that you utilize. This will give you something of value that will be of interest to others and allow you to continue to foster and build the database, which adds substantial value to a purchaser. Gary Rogers has a great program that lays out a road map of how to sell your business and your book of business, and maintain a referral income for life.
Richard Waystack, CRS, achieved his CRS designation in 1997. He can be reached at rwaystack@waystack.com or 508-776-0964.
