Meet Trish and Bob Hartwick, Northern Michigan Realtors

Look for three things: full-time agents who live here, a track record across the specific markets you care about (a Walloon Lake buyer and a Petoskey in-town buyer are found in different places), and a marketing plan written for your home rather than a template. The Hartwicks' version of that plan is the North Star Buyer Blueprint, and it is worth asking any agent you interview for theirs. Then ask how you will hear what buyers and their agents are saying about your home, and how often.

A solo agent is one person's calendar. A team means two experienced agents on every deal and people behind them handling marketing, showings and paperwork, so nothing waits. With the Hartwicks, Trish or Bob is involved in every transaction.

Yes, and it is a large part of what they do. Trish and Bob represent sellers and buyers every day, which is also why they know what buyers in each market are looking for right now. Selling a place downstate and finding one Up North, or trading a cottage for a year-round home, is a single conversation.

Coldwell Banker's program for marketing higher-value homes to affluent buyers nationally and internationally: dedicated luxury listing sites, a print magazine, and a network of luxury-certified agents across the country. Trish is a Certified Luxury Home Marketing Specialist, and the Hartwicks use the program for qualifying homes around Harbor Springs, Petoskey and Charlevoix, so a waterfront or golf-course listing here is seen by buyers in Chicago, Detroit and beyond.

Yes, and not the way most businesses do.

AI did not arrive at Hartwick Up North Homes as software taken out of a box and switched on. Since January 2025, Bob and Trish have put steady effort into building the foundation it runs on: how real estate is practiced in Northern Michigan and the rules that govern it, what clients have said about working with the Hartwicks over 30 years and the habits behind that record, the brand and the standards that come with it, and where the business is headed. Every member of the team, human and virtual, works from that same foundation. An AI that understands the industry, regional practices, and proprietary processes is useful. One that does not is a liability, and getting it to the first kind took months. During that time, virtual and human team members learned from each other and made the business more efficient.

The work is collaborative in the ordinary sense. The team sets a goal together, the research gets done and the findings pulled together, and then there is discussion, debate, and now and then a proper argument between the people and the software. Nothing reaches a client until it has been read, edited where needed, and approved by the team.

Day to day, AI helps with the office side of the business: gathering market data, analysis and planning, brand and copywriting, marketing for Hartwick Up North Homes and for the properties the team represents, and the information technology the business runs on. Think of it as a small group of business consultants and technologists who know the Up North market and are on call at any hour.

What it does not do is the part that matters most. It does not show a home, price one on its own, negotiate, or take the phone call at nine at night. The point of the technology is time: it gives Bob and Trish more of it for the work they got into this business to do, helping people find, sell, and love their homes Up North.

More than thirty years each. Bob began in resort development here in 1989; Trish arrived from Central Michigan University shortly after. They founded their own team in 2004 and have been with Coldwell Banker Schmidt in Petoskey since 2011.

Before committing to an agent, ask questions that reveal their actual experience and how they work. Start with the basics: How long have you been selling in this specific market? How many transactions did you close last year? Do you work primarily with buyers, sellers, or both? How do you differ from other agents in this market? These answers establish whether the agent's experience matches your needs.

Then dig deeper: What's your marketing plan for my property (if selling)? How do you search for and evaluate properties (if buying)? How often will you communicate updates, and through what channels? Can you provide references from recent customers in similar situations? What's your negotiation style and philosophy? How do you handle dual agency situations, if they arise? For Northern Michigan specifically, ask how they handle out-of-area transactions, what they know about waterfront-specific issues, whether they have relationships with local lenders, inspectors, and contractors, and how they handle situations where buyers have objections or concerns that come up during inspections. These are the conversations that matter. What sets the Hartwicks apart: they personally handle all inquiries on your property when selling — a meaningful distinction from most agents. They equip buyers and their agents with the special features of your property to strengthen every showing. They keep sellers informed with a Personalized Market Report tailored to the property, and they provide feedback from every showing so you always know what they know.

The Hartwicks welcome these questions because they believe informed customers make better decisions. They'd rather earn your business through transparency than avoid tough questions. A good agent should be able to answer all of these without hesitation. If they can't, that tells you something.

In Northern Michigan, local market knowledge isn't just important — it's the difference between a good transaction and a costly mistake. This market is hyper-local in ways that most real estate markets aren't. The price difference between a home on Walloon Lake's south shore and one a quarter mile inland can be $500,000 or more. A property in Harbor Springs proper versus one just outside the village boundary may have different zoning, tax rates, and short-term rental rules.

Local knowledge means understanding the characteristics of various locations and how they affect your lifestyle — which neighborhoods hold their value, which lakes have public access versus private associations, which roads are maintained by the county year-round versus seasonally, and which communities have the infrastructure that out-of-area buyers expect — reliable internet, nearby healthcare, year-round services.

With over 63 years of combined experience, the Hartwicks know this market at a level that takes decades to build. They know the inventory before it hits the MLS, they understand the micro-markets within each community, and they have the relationships with local professionals — lenders, inspectors, contractors, attorneys — that make transactions run smoothly. An agent flying in from Grand Rapids or Detroit to show waterfront property simply can't match that depth of knowledge.

A good real estate team offers something a solo agent structurally cannot: capacity and coverage without sacrificing quality. When a solo agent is in a closing, they can't answer your call. When they're on vacation, your listing doesn't get the same attention. A well-structured team ensures that someone knowledgeable is always available, while the lead agents maintain strategic oversight of every transaction.

The tradeoff is that with some teams, you may feel passed off to junior members for day-to-day tasks. The difference between a good team and a bad one is whether the lead agents stay involved in the decisions that matter — pricing strategy, offer negotiations, and problem-solving when issues arise.

Bob and Trish Hartwick built their team so they could serve more customers without diluting the personal attention that built their reputation. What sets this apart: Bob and Trish personally review every new seller consultation, every listing strategy, every buyer match, every walkthrough assessment, and every offer — buying or selling. That level of principal involvement is rare, especially from a team that handles their volume. The team behind them manages coordination, scheduling, and logistics, which means Bob and Trish stay focused on the decisions that directly affect your outcome. That combination of hands-on leadership and operational support is what allows them to maintain the kind of service that generates repeat customers and referrals.

Yes, and in many cases it's an advantage. Agents who work both sides of transactions have a more complete understanding of the market. They know what sellers are thinking and what motivates buyers, which helps them represent either party more effectively. In a market like Northern Michigan, where the buyer pool and seller pool overlap significantly — many customers are selling one property to buy another — an agent who handles both sides brings valuable perspective.

The Hartwicks work with both buyers and sellers across all property types and price points. This means they understand current listing competition when advising buyers on offer strategy, and they know what buyers are looking for when helping sellers position their properties. That dual perspective is especially valuable in a market where many transactions involve complex scenarios like selling a primary residence downstate while purchasing a Northern Michigan property.

The key is to make sure the agent can devote sufficient time and attention to your transaction regardless of what side you're on. Ask about their team structure, how they manage multiple active transactions, and what happens if a conflict arises. The Hartwicks operate as a team specifically so that every customer receives consistent attention — and Bob and Trish stay personally involved in every transaction, reviewing each walkthrough, each offer, and each negotiation point regardless of which side you’re on.

A listing agent's marketing plan should go well beyond putting your home on the MLS and hoping for the best. Ask to see specific examples. Does the agent invest in professional photography and videography? Do they use drone and aerial footage for properties where it matters? How is your listing promoted online — which platforms, which networks, what kind of targeting?

Look for an agent who understands where buyers in your market actually come from. In Northern Michigan, a significant percentage of buyers come from outside the immediate area — suburban Detroit has historically been the largest source — which means digital marketing reach is critical. The Hartwicks' marketing leverages the Coldwell Banker network, syndication to major platforms, and for luxury properties ($950,000+), the Global Luxury program that provides exposure through Bloomberg, JamesEdition, and the Wealth Engine affluent buyer database.

Beyond digital, ask about the agent's local network, open house strategy, and how they communicate market feedback to you during the listing period. A strong marketing plan should be property-specific, not a one-size-fits-all template. The Hartwicks create a customized strategy for every listing — and Bob and Trish personally review each marketing plan and pricing recommendation before it goes live. That principal-level involvement at every stage is uncommon in teams that handle significant volume. If an agent can't walk you through a specific plan for your property, keep looking.

Following the 2024 NAR settlement, the way buyer's agent compensation is structured and communicated has changed. Buyers are now required to sign a written agreement with their agent before touring homes. This agreement specifies how the agent will be compensated and what services they'll provide.

In practice, buyer's agent compensation can come from several sources: the seller may offer compensation as part of the listing (communicated directly rather than through the MLS), the buyer may pay their agent directly, or the buyer's agent fee may be negotiated into the purchase price. The method depends on the specific transaction and is discussed upfront between the buyer and their agent.

What hasn't changed is the value a skilled buyer's agent provides. In Northern Michigan, where 60% of the Hartwick’s sales involve out-of-area buyers, having an agent who can evaluate properties on your behalf, navigate seasonal market dynamics, and manage the entire process remotely is not optional — it's essential. The Hartwicks discuss compensation transparently with every buyer before starting the search, so expectations are clear from day one.

Dual agency occurs when one agent represents both the buyer and seller in the same transaction. Michigan permits dual agency with written consent from both parties. In practice, the agent becomes a neutral facilitator rather than an advocate for either side.

The key concern is that an agent in a dual agency role cannot fully advocate for either party's interests — they can't advise the buyer to offer less or the seller to counter higher. Both parties should understand this limitation before agreeing. Some states prohibit dual agency entirely; Michigan allows it but requires disclosure.

In dual agency situations, as in most negotiations, buyers and sellers hold strong opinions on a property’s value. The limitations placed on agents during negotiations — not disclosing the other party’s motivation or price opinion — are no different than when two individual agents are involved. The Hartwicks approach dual agency with full transparency and ensure both parties understand the process before proceeding.

All Realtors are real estate agents, but not all real estate agents are Realtors. The distinction comes down to membership and ethics. A real estate agent is anyone who holds an active state license to help people buy or sell property. A Realtor is a licensed agent who is also a member of the National Association of Realtors (NAR) and has agreed to abide by NAR's Code of Ethics, which sets standards above and beyond what state licensing requires.

The NAR Code of Ethics covers duties to customers, the public, and other Realtors. It includes obligations around honest representation, disclosure, handling of funds, and cooperation between agents. Violations can result in disciplinary action by the local Realtor association.

Bob and Trish Hartwick are Realtors affiliated with Coldwell Banker Schmidt, Realtors in Petoskey. Their membership in NAR reflects a commitment to ethical practice and professional standards. When choosing an agent, Realtor membership is one indicator of professionalism, though it's not a substitute for evaluating an agent's local experience, communication style, and track record in your market.

A good agent's value extends beyond buying and selling — they should be able to connect you with reliable local professionals: inspectors, contractors, plumbers, electricians, roofers, dock builders, property managers, and insurance agents. In Northern Michigan, where many buyers are from out of the area, having a vetted network of tradespeople is especially valuable.

The Hartwicks have built relationships with local market professionals. A curated list of service providers is provided to their customers as part of standard service. Their network includes exceptional builders, local contractors, handymen, and home concierge professionals available to help during and after a transaction — a resource especially valuable for out-of-area owners.