Through education, networking and referrals, 2020 RRC President Richard Waystack wants to expand RRC beyond expectations
By Donna Shryer
Richard Waystack believes that relationships and trust are at the heart of what makes a REALTOR® successful. And as the RRC president in 2020, he plans to keep that heart beating strong, through a renewed focus on building stronger relationships through education, networking and professional growth.
“Years ago, my father encouraged me to give real estate a try. But I didn’t think I could ever sell anyone a house. Dad said, ‘You’ll never sell anyone a house. You’ll provide information and education, help navigate the sale and be the person your clients can trust. But the buyer buys the home.’ That sticks with me today.”
Waystack wants to take that key to a successful client relationship—establishing trust and connecting people with the information they need to make the right moves—and extend it. The cumulative benefits of education as a whole go beyond the scope of any individual course, Waystack says. He sees every course, meeting, event and volunteer program as an unparalleled opportunity to grow, learn and network with other top residential real estate agents and industry leaders. Call it education through relationships or relationships through education—the result is always a high-powered move up. As RRC president, it’s a move Waystack plans to help RRC members make.
What do you most hope to accomplish as president?
As part of a leadership team, I want our members to know how the relationships that have become so important to us as CRS Designees and members of RRC matter. In my more than 20 years as a CRS, the friendships, professional relationships and networking opportunities have shaped not only my business, but my life. Through the incredible body of educational offerings, I have been exposed not to just the theory, but also to the practical application of systems and best practices that have had an immediate impact on my business. More importantly, these colleagues have become an integral part of my life.
So as president, I’m excited to get the message out that we’re much more than a designation. RRC is about bringing together the best experts in real estate and fulfilling our mission as the premier education provider in our industry. This year will afford us an opportunity to shape our future through a three-year strategic plan. Our goal is to create initiatives providing industry-leading education that strengthens relationships essential to networking and referrals, and core benefits that attract and retain members.
Is networking a strong RRC benefit?
Networking is one of the strongest RRC benefits! The RRC gives me a contact pretty much anywhere in the world. There are areas where I don’t know a soul, but through fellowship and networking, I have people I can call. If I need to know the best REALTOR® in a particular city or town, all I have to do is pick up the phone. The network of people I’ve met through this organization is amazing, providing the best referral network in the industry.
Are the opportunities for education primarily offered by veteran REALTORS®?
Our education programs are led by the best practitioners in the industry. However, being a great educator has nothing to do with age or years in the business. There’s room in our organization for everyone at all stages of their career. Newer, younger CRSs have grown up with technology—I didn’t. So you bet I can learn from these CRSs. That is why RRC is creating Career Path Education for the lifespan of a REALTOR®. That’s how the communication lines stay open and valuable, and reciprocal relationships grow.
Was real estate always your professional path?
Not at all. After graduating from UMass, I was on the corporate ladder for a while and doing pretty well. My wife and I took a vacation to Cape Cod one summer while living in New Jersey. My dad had a small real estate company there and after about a week of doing nothing, I got bored, so I went to help out Dad. I saw how happy he and his clients were after closing on their new home. I loved that feeling of satisfaction they both had. It’s that joy that keeps me coming back to work every day.
What about your CRS designation? What prompted you to join the Council?
Again, that would be my dad. He was an early CRS. When I got into real estate in 1986, he told me right away that it was a great organization with the best education and professional relationships—both of which would help me throughout my career. He was right.
You’re still based on Cape Cod. Has anything changed?
About 12 years after I started working with Dad, I bought out his company. I added new people, bought out a second company here on Cape Cod, and six years ago I sold my company to a larger, regional independent here in New England—Jack Conway. I’m proud to still be active in the business as broker associate with a great company.
Those were calculated changes. Have any industry changes snuck up and surprised you?
At first I was surprised to see real estate generalists disappearing. In 1986, that’s how most of us were practicing. However, the disrupters—iBuyers, online real estate companies, DIY buyers—are reshaping the real estate industry. REALTORS® who want to thrive are becoming specialized in specific areas of expertise and far more systemized. I think that circles back to education, to understanding and embracing the changes, and being prepared as the industry continues to evolve.
What is something that will never change?
The importance of a genuine, trusting relationship between REALTOR® and client—that will never change. Our National Association of REALTORS® Code of Ethics compels us to know about our market and, more importantly, our clients. Sure, a buyer or seller can find properties and data online, but do online platforms really know the market? Do they know about subtle developments in the community? An online platform can tell you what a home’s taxes are, but can it explain why the tax base is what it is? Can a data platform understand a buyer or seller’s motivations or needs? No. But a REALTOR® and, more specifically, a CRS can—that is our primary role. And it’s something technology will never be able to do. It’s about hearts and minds and not just hard, cold facts.
What’s the best RRC leadership advice you received?
The best piece of advice came from a longtime friend who first got me involved in CRS leadership years ago. He recently said, “Don’t lose a friend over leadership. RRC is and always will be about people.” It’s so true. My job during this next year is to bring people together as part of this organization. There may be changes or new programs that some may not embrace. Human nature makes us want to stay in our comfort zone. But I’ve found in my professional life that you need to embrace change. It’s a message I’ll share every day because that’s how we’ll continue to move forward and provide the best education in our industry.
What makes Richard tick?
- Family: I married my college sweetheart and we’re still happily married 38 years later. We have two children—a son and a daughter—a son-in-law and two amazing grandchildren.
- Technology—with limits: Technology gives us so many opportunities to communicate and be available. I can be reached easily, but when I go home for dinner with my family, I’m with my family. Technology is off.
- Date night: Friday night is sacred time with my bride. When I first met my wife at UMass in the late ’70s, every Friday night—no matter what—was our date night. It still is today. Relationships must be nurtured, whether personal or professional.
- Downtime: Living on Cape Cod, spending time along the water reminds me how blessed I am to be where I am, do what I do, and to have had the relationships that have shaped my life. As a result, working with those in need in my community of Cape Cod is part of the giving back that I believe is required of those to whom much has been given.
