Career Makeover
New path paved in real estate. Tired of corporate downsizing and budget cuts, Troy man is doing well in a tough market. Brian J. O'Connor / The Detroit News
Every career has its ups and downs, but when the "downs" consistently outnumber the "ups," it's time for a change.
That's what Dave Henderson decided in 2004. The 46-year-old Troy man had had his fill of downs, between corporate cutbacks, budget slashing and employee downsizings.
"After a while, you just get tired of having to play the corporate chess game," Henderson says. Now a real estate agent in Troy, Henderson is making his own way in a tough business, but says he's doing well.
"The first year was getting my feet wet, and the next two years I easily surpassed what I made in my last job," Henderson says.
• Where he came from: Henderson started in an automotive training program during high school, then landed a job at a Kmart automotive center. He started doing oil changes and tires in 1978, but by the early 1980s was in charge of the service center in Cheboygan. He then moved back from the north and took a job with Ziebart International Corp.
"When my son was born, we wanted to get out of northern Michigan and get back close to family," Henderson says.
His work at Ziebart included training and quality control for the auto rust-proofing company, before he moved up to handling franchise sales, including finding locations and working with commercial real estate deals.
• What changed: When a headhunter came calling in 1995, Henderson moved to Matco Tools to oversee franchise sales for the Great Lakes region.
After about a year, though, he fell victim to a corporate restructuring. The company eliminated an entire level of management -- including Henderson. To replace his job, the firm helped him open his own franchise.
"It's a business where it's a lot of stress," Henderson says. "I needed to get out of there. I sold the franchise and Ziebart hired me back."
• Moment of truth: Back at Ziebart, though, Henderson found another round of cuts and downsizings.
"I lasted as long as I could, but they realigned things and made me a regional director," Henderson says. "It was going to put my butt on the road forever and that's when I thought, 'I have to get out of here. I've already paid those dues.' "
Henderson turned to real estate. His franchise experience had given him a lot exposure to real estate sales, and he and his wife had bought and sold several homes of their own.
"It was right up my alley," Henderson says. "It was kind of a natural. I thought, 'I can do this.' "
• Stumbling blocks: He started the courses and pre-licensing work he needed while keeping his job. An uncle, who had 32 years in real estate, helped him line up a position with Century 21 Town & Country. After more training, Henderson went to work part time in 2003, before leaving to sell homes full time in January 2004.
"I realized quickly that if you're going to make the real estate jump it's not a part-time gig," he says.
Another adjustment was the independent nature of being a real estate salesman.
"There's the lack of somebody over you telling you what to do," Henderson says. "It takes quite a bit of motivation to get in the morning when there's nobody barking at me."
• Words of wisdom: In a sales business such as real estate, good relationships are a key, Henderson notes.
"You rely on past customers, friends and relatives to start your business. Referrals are everything," he says. "I went through my memory with golf leagues and hockey rosters to find names that I could tap to kick-start the business."
Henderson also uses every piece of technology he can to keep in touch and help customers, from checking online listings with a PDA to sending regular e-mails and posting his own Web log.
The best part of the job is the interaction with people at important moments in their lives, Henderson adds.
"I like people," he says. "I'm interested in getting to know them. Buying or selling a house is an exciting chapter in the lives, and to be involved in it is exciting, too."
That's what Dave Henderson decided in 2004. The 46-year-old Troy man had had his fill of downs, between corporate cutbacks, budget slashing and employee downsizings.
"After a while, you just get tired of having to play the corporate chess game," Henderson says. Now a real estate agent in Troy, Henderson is making his own way in a tough business, but says he's doing well.
"The first year was getting my feet wet, and the next two years I easily surpassed what I made in my last job," Henderson says.
• Where he came from: Henderson started in an automotive training program during high school, then landed a job at a Kmart automotive center. He started doing oil changes and tires in 1978, but by the early 1980s was in charge of the service center in Cheboygan. He then moved back from the north and took a job with Ziebart International Corp.
"When my son was born, we wanted to get out of northern Michigan and get back close to family," Henderson says.
His work at Ziebart included training and quality control for the auto rust-proofing company, before he moved up to handling franchise sales, including finding locations and working with commercial real estate deals.
• What changed: When a headhunter came calling in 1995, Henderson moved to Matco Tools to oversee franchise sales for the Great Lakes region.
After about a year, though, he fell victim to a corporate restructuring. The company eliminated an entire level of management -- including Henderson. To replace his job, the firm helped him open his own franchise.
"It's a business where it's a lot of stress," Henderson says. "I needed to get out of there. I sold the franchise and Ziebart hired me back."
• Moment of truth: Back at Ziebart, though, Henderson found another round of cuts and downsizings.
"I lasted as long as I could, but they realigned things and made me a regional director," Henderson says. "It was going to put my butt on the road forever and that's when I thought, 'I have to get out of here. I've already paid those dues.' "
Henderson turned to real estate. His franchise experience had given him a lot exposure to real estate sales, and he and his wife had bought and sold several homes of their own.
"It was right up my alley," Henderson says. "It was kind of a natural. I thought, 'I can do this.' "
• Stumbling blocks: He started the courses and pre-licensing work he needed while keeping his job. An uncle, who had 32 years in real estate, helped him line up a position with Century 21 Town & Country. After more training, Henderson went to work part time in 2003, before leaving to sell homes full time in January 2004.
"I realized quickly that if you're going to make the real estate jump it's not a part-time gig," he says.
Another adjustment was the independent nature of being a real estate salesman.
"There's the lack of somebody over you telling you what to do," Henderson says. "It takes quite a bit of motivation to get in the morning when there's nobody barking at me."
• Words of wisdom: In a sales business such as real estate, good relationships are a key, Henderson notes.
"You rely on past customers, friends and relatives to start your business. Referrals are everything," he says. "I went through my memory with golf leagues and hockey rosters to find names that I could tap to kick-start the business."
Henderson also uses every piece of technology he can to keep in touch and help customers, from checking online listings with a PDA to sending regular e-mails and posting his own Web log.
The best part of the job is the interaction with people at important moments in their lives, Henderson adds.
"I like people," he says. "I'm interested in getting to know them. Buying or selling a house is an exciting chapter in the lives, and to be involved in it is exciting, too."
