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The Wilkins are celebrating 10 years as franchisees
By Jacy Cochran  | | Cal Wilkins | | As long-time friends and business associates, the late Ken D'Angelo quickly sold Cal and Robin Wilkins on his "big idea" in 1996 to make the couple HVA's first franchisees. Robin's experience working with Ken for eight years as a buyer and Cal's experience working with Ken on the retail side of real estate made the couple top recruits for the blossoming HVA franchise system. The Wilkins named their franchise The Real Advantage because Robin had eight years of buying experience working with Ken. They considered that experience a "real advantage" that gave their franchise an edge. They opened their office in the same building that housed their ERA franchise, which Cal had owned for 25 years until he decided not to renew the license. Instead, he has devoted all of his time and energy to The Real Advantage. "A lot of times prospective franchisees call us and want to know how it was when we got started," said Cal. "Since Robin had worked in the business, we didn't have to learn it first. We hit the ground running."  | | Robin Wilkins | | And Robin went in search of houses. "I spend my time out in the field, talking to people, and looking for solutions to their problems," said Robin. "This business is all about finding a solution to people’s situations." Still, Cal admits that there was one thing he didn't know about Ken D'Angelo's master plan for HomeVestors. "When I talked to Ken I thought that the real estate brokers would be his market for franchisees," said Cal." But I learned that you don't need to be a realtor to succeed in a HomeVestors franchise. There is great training, and the program model works, if you work it." Despite the Wilkins' close proximity to the company's founder, The Real Advantage needed to overcome some challenges. It took some time to find the right crew of contractors that would do quality work. Also, in a strong FHA market, regulations required that they own each property 90 days before selling it. The Real Advantage also worked to master the science of cash flow in the early years. "This business is very cash intensive," Cal said. "You have to balance your wholesale properties and your retail properties. You can get your cash tied up if you retail too much. Each franchisee has to recognize the cash flow that they need on a monthly basis." In his real estate experience Cal has faced market highs and lows. He recalls a time during the 1980's real estate crisis in Texas when he sought the advice of an expert and learned a valuable lesson. "I talked to a professor at the University of North Texas at a time when the real estate market was so bad that realtors would call each other just to make sure that they were still in business. The professor said, 'Markets don't die. They shift. You just have to find out where it shifted.' I realized that I had to look for new ways to do business." As Robin explains, "The HomeVestors system can be applied in any market. Since our first year, we’ve gone from a sellers' market back to a buyers' market, but by staying true to the system, we’ve made it through." Cal believes in the importance of networking and staying active in the community. He attends meetings for MLS and the Chamber of Commerce and other city functions. He's also been a Shriner for 25 years and helps raise money for Muscular Dystrophy. "Any type of networking can bring good results." Cal said. "Stay active in the community and keep your name out there." Cal advises other franchises to stay goal-oriented. "Don't look at the short term," He said. "You can have a down month and be struggling, and the next month may be good. Make long-term goals and keep an eye on them." The Wilkins' current goal is to buy 100 houses this year and continually increase their rental portfolio to help fund a portion of their retirement. But they're not retiring just yet because 2006 is a special year for them. As HVA celebrates its 10th anniversary, so does The Real Advantage, and they will be signing a third franchise agreement. …Jacy Cochran is an account executive for BizCom Associates, which provides public relations for HomeVestors of America.
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