As I sit down to pen my thoughts, I can’t help but reminisce about the momentous decision I made 32 years ago to venture into the realm of real estate. It was a leap of faith, driven by a mix of enthusiasm, ambition and a dash of uncertainty. The saving grace was that my mom was a Realtor, and I knew enough about the business to think I knew enough about the business. I knew nothing. There was so much to know, so much to learn, and I realized early on that the learning part would be ongoing. Which truthfully, was my favorite part about the business. I’m a learner. Always have been. Since I was little, I always had to know how things worked, and why. My mom was constantly bringing home “How Things Work” books to help quench my curiosity. I remember reading through our set of encyclopedias always mesmerized by what I read. I also loved my Barbies and made sure they all had first and second homes. I think the real estate theme started early for me.
I’ll start from the very beginning to share my real motivation for knowing more about this business. The decision to get into real estate goes back to my first experience with home buying when I was in my mid 20’s. I walked into a sales office of a new home subdivision that was just opening in my hometown. As I sat there listening to the salesperson’s pitch, I felt like I was hearing a different language with terms I knew nothing of. APR, points, grant deeds, trust deeds, walk throughs, punch lists, loan to value, adjustable rates, 30 due in 5 … 30 due in what??? I walked out, got in the car, and cried. I realized I knew nothing of what the sales manager was speaking of, and I couldn’t believe I was so in the dark. That day has always stuck with me, it was the catalyst for my desire to get into the business. I know in my heart that that was the day I became a student of the real estate industry.
I got lucky when it came to learning about real estate. As I mentioned above, my mom was a Realtor. And she was a really great person. She was honest, sincere, and she genuinely cared for people. The perfect combination for the perfect Realtor. Her efforts to help clients buy and sell homes came from her greatest desire to help others. Her help didn’t end at the closing table, she helped her clients pack up, move, choose schools, choose contractors, and just about anything they could ask for. She was an exceptional Realtor. And I wanted to be just like her. Still do!
I learned early on that real estate is a relationship business. It’s fundamentally a people-centric business and establishing trust and rapport with clients, and other agents is essential. This worked well, and naturally, for me. I’m happiest when I have strong relationships and feel I’m contributing in a way that makes me a trusted advisor, a collaborative colleague and a friend that can be counted on. My business is literally made up of past clients, referrals, family and friends. It’s been a model made on strong relationships and transactions that rest on integrity, honesty and sincere concern for others.
Having been in the business for over 30 years, I’ve seen a lot in the way of market fluctuations. We hear it all the time, real estate is a cycle. It’s true, it is. I’ve experienced both the booms and the downturns. Each providing their own lessons, their own story for each of my clients. There’s risk and there are rewards, and the challenges and setbacks created a lot of sleepless nights for both myself, and my clients. Especially in 2008, and the few years that followed. But when you really embrace the idea of real estate cycles, you’ll find that calculated risks can also bring substantial rewards. That’s not to discount that there are times you must sell, and it may not be the best time, but it doesn’t mean you won’t own a home again. You will.
If there is one thing that has changed exponentially since 1991, the year I was licensed, it’s how real estate and technology came together. When I first entered the business, our listings were all printed into one book, with one photo, and a few other tidbits of information about the property. We carried those books everywhere, and they lasted us the whole week until the next book was printed. It’s hard to believe how little information we had, but we made it work. What a welcome addition technology brought to the business, I still feel grateful every day. We are super charged with information, and that makes the buying and selling of real estate even more fine-tuned, more exact and way more interesting. But looking back, some of the most valuable lessons I learned when I started in the business still hold true today. Honesty, transparency, diligence and the willingness to go above and beyond remain the cornerstone of success in the real estate business. These principles will always be my North Star!
As I reflect on my journey into real estate 32 years ago, I’m filled with gratitude for the experiences, the challenges and the many triumphs that shaped my career. This path has been anything but linear, but every twist, turn and stumble has contributed to my growth and success in the business. I’m always humbled by the faith and trust my clients have in me, and I will be eternally grateful for each one of them. Helping my clients reach their goals of homeownership is a thrill that never gets old. Their happiness at closing literally fills my heart with glee each time we close an escrow. My wish is to continue to share the joy of real estate with many, many people. As my role shifts from student to teacher, I hope that each of my students will walk away from our time together with a true understanding of real estate, the complexities, the opportunities and a strong desire to embrace the potential that real estate has to offer.