Today on Working Lunch we are talking to the fabulous Crystin Drowlette, Real Estate Broker/Owner at Crystin & Co Realty. After working as a real estate agent for 10 years, Crystin look a leap of faith and started her own brokerage in 2018. Driven by a true passion for helping her clients, Crystin shares her wisdom on how she developed a thick skin in a cut throat industry. She also shares some tips on what to avoid when it comes to renting an apartment.
Q: Tell us about yourself; where did you grow up and what did you want to become when you were younger?
I grew up in Latham, NY. We moved here when I was 4 years old from Queens NY. We moved here from Cairo, Egypt. I was born in Egypt. We came over on a free lottery visa, so my entire family- brother, sister, father and mother- all came to the states. We stayed in Queens NY for a couple of years and then came up to Latham, NY.
I went to Shaker High School, graduated and went to Sage College of Albany for my Bachelors and then I decided to get into real estate shortly after that. My thought process was to get into Albany Law School and get into real estate law, but I was also working at a brokerage at that time so I thought, “Why don’t I get my real estate license?” I did take my LSATs and I got into Albany Law School and thought I’ll wait on that for a little bit. The tuition was just so much money. Do I want to spend money on this, or just get into real estate? And here we are 10-11 years later.
I didn’t realize you had taken your LSATS…
That was really really hard, it’s a lot of work. Becoming an attorney honestly is something I still think about doing, but right now real estate us what my main focus is.
Q: Did you want to be a lawyer when you were younger or was that decided later on?
The first thing I wanted to be was a female surgeon which clearly never happened. I am not good with needles so we learned really quickly that was not going to happen. I started to go into the field of accounting because my mother did accounting back in Egypt. Did that for 2 years, got my associates in that and realized I was definitely not meant to be an accountant. Criminal Justice was something I was interested in. I liked the legal work, the documents, I did estate planning as well.
I thought that if I became an attorney, that by trade was a real estate broker I would handle both of those types of fields. But then I just decided “You know, let me try the real estate.” I felt that was a little more fulfilling in my career and obviously a lot less expensive to get into. It was different- I was out. I’m not meant to be in the office.
Q: How did you progress in your real estate career?
I first was hired as an administrative assistant for Realty USA in East Greenbush. I worked there for a couple years, mostly part time while I was in college. Shortly after that when I decided to get my real estate license, I did a couple transactions there- a total of 5-6 years during my transition from high school, college to getting my license. I needed a change, Rensselaer county wasn’t quite my territory. I grew up in Latham so I wanted to be Albany, Colonie, so that’s when I moved to Miranda Real Estate Group, about 8 years ago.
Q: In 2018, you took the leap and got your brokers license. You started Crystin & Co Realty, and in early 2019 when you opened your office in Schenectady. Most agents don’t want to take that step to become a broker, mainly because of the legality and hassle. What made you take that leap and become a broker?
I had done rental business for a really long time and I thought if was going to become a broker and really start doing this on my own, let me take some baby steps. I’d start with the rentals. I was already handling the majority of them anyways, so it was a matter of where I was processing my deals. I also had a client that I knew was going to have a pretty sizable project and in order to provide the package that he was looking for, I really needed to take that leap of faith.
It was really a combination of a couple of things- future business, current business, and I got the opportunity in April to lease this space so all the dice kinds rolled and landed at the same time. It was scary, here’s my name on a window right in Schenectady, now I have to get it together. It was comfortable because this was something I already had been doing. The rentals were like the back of my hand. I had to stop being fearful of it and just get it, this is the next step of my chapter.
Q: What do you attribute your success with Crystin & Co?
I think its a combination of the great relationships I have with my clients. They believed in me more than anybody. It really did help because you always fall back to family or friends, but your clients are your business. They’re your bread and butter now, they’re your bread and butter for the future. If they believe in you, then what are you missing. So that really played a factor and just because I had been doing the rentals for a while.
To me it was just ‘go for it.’ I can’t fail in it. Failing wasn’t an option. If failing was an option I wouldn’t be getting 27 units on knot terrace in Schenectady or 40 unit buildings in Ballston Spa. So being able to see that my clients believed in me made it a no brainer. You shouldn’t worry about what people think of you, but my clients are everything to me. So I respect that and it helped me take that leap of faith.
Q: I’m sure you considered your clients when you made the decision to create Crystin & Co and become a broker…
This decision [ Crystin & Co ] really impacted my clients a lot. It was my determination to get these apartments leased really quickly, and the percentages and commission breaks that they had really helped them and helped me to get my name out. This is just the next chapter of my life. I started to think more as a Broker than as a Salesperson.
Once your mind is set to something you are naturally propelled to start moving. It’s that treadmill, once the treadmill moves your legs automatically follow. When my clients said, “Here’s this project” my reaction was OK let me jump right on. There was no thinking.
Q: What do you do to keep motivated?
I do have a morning routine. I always listen to Carrie Underwood’s “Champion” in the morning. That song just pumps me up. Carrie Underwood and Ludacris, such a combination it just pumped me up. It was the song for the Olympics.
I go to the gym 3x a week, that’s important to me because if you are physically and mentally healthy you can do anything else after that. When I wasn’t working out, I felt it. I felt like a soft marshmallow.
I also bet on myself. I have also stopped comparing myself to others. That’s so important. It’s really hard to be in real estate, it’s very competitive. But its my name out there so whether I did it better than the other person or I got a listing over another person, I still have to fulfill that job. I just stopped looking at everybody else and focused on myself. This is my own game to play, I’m on my own field, this is what I do. I blocked all the white noise in the background, this is my story.
I started keeping a journal, I have one with everything I’ve done for Crystin & Co. I tracked when I came to the office. There was a period of time when I didn’t come here for a couple of weeks and I decided to come in on a Saturday morning and the feeling I got when I stepped in the office, that was so reassuring to me, this is where I belong. I needed that. I want to keep working with my clients. I love them, they love me and we build great relationships.
Q: In many businesses we talk about the Why and what it is we’re striving for. What is your Why?
My ‘Why’ changes every year. You set a main goal each year and that’s your why. I wanted to go away on a vacation this year, take a couple days and lay on a beach, that was my push. During spring and summer, that’s peak season. So I could complain when I come home at 7:30 “ugh i need a break” but this is prime time. Last year was prepping for my sister’s wedding and friend’s weddings so I didn’t get to do anything for myself. This year my ‘Why’ was do something for yourself.
There’s always the deep rooted why, and why I’m a workaholic, I grew up incredibly poor, my mother had to support 3 children on a $25,000 salary, I don’t know how she did it. I just never want to be in those shoes. When I see someone taking what they have for granted, it’s so heartbreaking because there’s individuals here from out of the country, they could live in the worst areas, but own their home. And that’s just it, they own their home. Other places, they can’t own property.
So my ‘Why’ changes every year with my goals but the deep rooted why is a fear of being poor. I don’t want to feel how my mother did.
Q: In the rental business, what is something you would suggest to someone renting their first apartment or buying their first home?
The rental qualifications have dramatically changed with the new laws. Strong financial credentials and credit is very important. If you’re one of those people who subscribe to get shoes every month, cancel it. Landlords will really look at what your expenses are, what your income is. You could have a 750 credit score but have so many expenses that sometimes the landlord thinks “How could you afford the rent? What if an emergency happens?” Be financially smart with your budget.
When I was young, I got my first life insurance at that age. Get with a financial advisor, that’s my biggest recommendation. A lot of renters are millennials. They like the life of convenience and not owning a home because they don’t have the time, they have a side hustle and can’t maintain a lawn or snow removal. But being that a lot of millennials have a side hustle, save your money. Pay off the student loans and don’t buy dumb stuff, it will hurt you when they look at your credit. A lot of landlords want 3x rent, some will take 2- say the rent is $1000, then your gross income should be $3000. This way you have a safety cushion towards your rent and expenses.
Most landlords want tenants there for at least 2 years. When you look at an apartment consider it from a 2 year standpoint. Moving sucks, nobody likes it. The rent may be affordable now, but each year the rent could increase 2-5%, will it be affordable then?
Q: What do you like/dislike about rentals vs purchasing a home?
I like rentals because I have lot more control over them. I mostly represent landlords but I can also represent the tenant who is calling in inquiring about the apartment.
Buying or selling a home is a lot more time, it can take 3 months to close. Yes, the commissions are so much larger but with the time, I could rent more apartments and make the same commission in that time frame. When this is your bread and butter you have to take the time into consideration. It’s not always about the dollar amount, renters are people too. I have rented apartments and then sold those same clients a home a few years later.
Q: Who is someone you respect in the real estate business?
Carol Steven in my office is the first person who comes to mind. I remember when I had to first work with her on a project. I respect her because she knows her stuff, and what she doesn’t know she researches. There’s not an ounce of her that’s lazy. If there’s anything that speaks boss lady, it’s her, she’s got it together. She is the most genuine person once you get to know her and I love that. She’s always there to pick up my calls, she’s sympathizes with me, I’m always there for her when she needs to vent. She really is someone that has rooted for me to go off on my own, start with the rentals. You’ve mastered that so why not get what you’re worth. She is that person that removes the training wheels, and pushes me to go.
Being surrounded with good energy people is very important.
Q: How have you managed to be successful in this business and not allowed the drama or conflicts steer you away?
I definitely had to adapt to thick skin, I did not have thick skin when I started. There were multiple times that I thought I was not cut out for this. As you progress in this business, you are growing your confidence. While it’s important to have thick skin, I find that the positive energy is a better approach to it.
A Realtor could be yelling on the other end of the line. I could be reactive and respond in a manner I felt was justified but that’s going to ruin my day. I refuse to let someone control my emotions so I have gotten better at letting this go rather and having thick skin. It’s water under the bridge. I’ll have my hissy fit when we get off the phone, but at the end of the day its on to the next. If I reacted, then I feel like the other person won, and I don’t like that. I’ve learned to ignore the background noise, its simply not worth it.
Q: What do you do for lunch?
When lunch is part of my schedule, its usually around 1:30-2. For the most part because I am on the go I’m an avid green smoothie from Panera type of girl. But when I do get to sit down I’ll pack a turkey sandwich, I try to keep it healthy. I’m really big on salads. There was a time I visited a client, they made homemade sauce and meatballs and they shared leftovers. I told a client not to come early for an appointment so I could eat it!
Q: How can someone reach Crystin & Co?
