Community ties help Picket Fence in down market

Paul and Susan Duchek did not quite understand what they had agreed to when a number of years ago they offered to provide picket fencing for the Vietnam Wall Memorial exhibit in Arlington Heights.

The Ducheks, owners of Picket Fence Realty Ltd., use picket fences as their "For Sale" signs, so tour organizers asked if they could provide fencing to help guide visitors. The Ducheks said yes, but then learned the actual length of the wall -- more than 260 feet.

"So now I had to go out and buy all this fence and paint it," Paul Duchek said with a laugh. "We had everyone helping."

But that $2,000 worth of picket fence proved to be a productive investment for the company.

"You know how they say 'If you build it, they will come,' " Sue said. "Within a year after that, our listing inventory exceeded a point where we went through all of (the picket fence signs)."

The Ducheks love to celebrate the Arlington Heights community. They grew up there, fell in love there, and this year celebrated 10 years in their Arlington Heights realty business, which continues to prosper despite the nationwide real estate slowdown.

Picket Fence relies on personable sales agents, local involvement, staying within its niche market and building business by word of mouth, the owners say.

That formula helps at a time when housing sales in Cook County dropped 19 percent in September compared with the same month last year. With the market downturn, Picket Fence has sold 161 homes so far in 2007 and expects to sell about 190 by the end of the year. That's off from the firm's record 2006 total of 256 homes sold.

However, Paul expects this year's sales to total about $52 million, below the $63 million last year but comparable to 2005.

"It is a down market," Paul acknowledged. "We probably have over a year of inventory. The signs are out there longer. In the heyday, you were lucky if you could get a house in a day or two. Now, you've got plenty of time."

The Ducheks compete in a crowded field. Re/Max and Century 21 have offices just down the road from Picket Fence. Coldwell Banker has a legion of 161 agents operating its Arlington Heights office. Combined, these heavyweights had 415 houses publicly listed in mid-October, compared to Picket Fence's 88.

As Arlington Heights draws buyers with its high-rated schools and a growing downtown, these agencies scrap over business. That's why many of Picket Fence's customers are attracted by the Ducheks' community activism, they say.

Sue is a former chamber of commerce president. They are involved in several community organizations: Crime Stoppers Inc., The Arlington Economic Alliance and The Historical Society.

"They're so involved in the community," said Michael Mulder, who knows the couple through Buzz, a local philanthropic group. Mulder and his wife, Kara, bought a home through Picket Fence in March 2006.

Customers recognize the Ducheks' "presence and willingness to give back" to the community, Mulder said.

Sharlene and Mark Toljanics agree. Picket Fence sold the Toljanics' ranch house in August and helped them buy a newly built, two-story home in April.

"Anytime I called, they knew who I was and knew what property I was talking about," said Sharlene Toljanic, who had chosen Picket Fence to sell her mother's condo four years ago.

Paul and Sue Duchek started as real estate appraisers after graduating from college, though both had their real estate licenses. They worked for 20 years before switching to home sales.

They started Picket Fence Realty out of their home before acquiring an Arlington Heights office and hiring two agents. They opened a Mount Prospect office in 2001 and employ 14 agents there. In all, Picket Fence has 36 agents today.

The Ducheks were high school sweethearts. They first met when Paul was playing basketball in his back yard. They dated for seven years through John Hersey High School and Illinois State University, marrying just as they were graduating. On Oct. 3, they celebrated their 26th anniversary.

Since they work in the same business and in the same office, business talk often creeps into their home and around the dinner table.

"Our kids would say, 'Can we please stop talking about this,' " Sue said referring to Adam, now 23, Alex, 20, and John, 17.

Beginning next year, the Ducheks plan to revamp their customer service and are hoping to have their best year yet.

"Some real estate offices are very competitive [internally]. This is an office where there are not locks on desks or locks on doors," Sue said. "We feel blessed and just love what we do."

Business profile

Business: Picket Fence Realty

Operations: Independent real estate brokerage

Owners: Paul and Susan Duchek

Location: Arlington Heights and Mount Prospect

2006 sales: $63 million

Employees: 36 sales agents

Web site: www.picketfencerealty.com