Which of our BHGRE^® P.A.I.G.E. (Passion, Authenticity, Innovation, Growth, Excellence) core values do you identify with most, and why?

Authenticity – I love when people say I am the same person in person as they met “online.” Being real, transparent sticking to my social contract with myself. The same is true with my virtual friends. I have met some of my most favorite people online and then face to face.

What are your favorite qualities in a customer? 

The more honest, the better. When an FSBO had strong reactions to my contacting them, I knew then that they could really use my help. Today’s real estate professional has to be able to listen and help the customer communicate their needs and wants. “Listen yourself” into a listing or sale.

What is the one characteristic that’s helped you the most in your career? 

Being innovative – trusting my gut. Some of my most successful endeavors in business started as gut feelings, and I followed that. As Malcolm Gladwell says in his book Outliers, to be successful at something, you have to be in the right place and the right time, and put the time in. I believe he said 10,000 hours. I believe I did that to become proficient in social media marketing and real estate education.

What was the last book you read? 

I love reading, and tend to read lots of fiction and business books. My last two books were Unbroken and Start with Why. Also, you didn’t ask, but while I don’t love TV, I am addicted to Downton Abbey and Homeland.

If you were not in real estate, what would you be doing? 

My original career path was fabric design and art therapy. But I think real estate was always in my blood. I married my builder husband when I was still in college, so real estate it was.

Right now, I love working on my farm and would love to create a sustainable community for friends and family. Who would have believed that a New Yorker like me would love to get my hands in the dirt, and farm enough vegetables to sustain more than eight families! Organic, sustainable – I learn more and more every year.

What was the last song you heard that you couldn’t stop humming? 

“No Good in Goodbye” by The Script

Who is your real-life hero? 

My mentor, Joanne. She was the wife of my husband’s business partner. She was an author, a herbologist and raised seven children. I would not still be married or have the great children I have, if she hadn’t been there for me. She told me the truth. Sometimes I got angry at her but I knew that she was right.

What is your favorite motto?

I make money by helping people find the home where they live the next part of their life.

If you could sell a home in any market in the world, where would it be? 

Lots of land, anywhere. I just loved working with land developers and figuring out where the lots and houses would sit. 

What advice would you give your younger self starting out in real estate? 

I would ask myself, Why do you sell real estate?  If it is to give my family a better life and to help my community that is real. If it takes you away from your kids’ plays and soccer games, you have the wrong game plan. God and family, first. I am all about family – I live five minutes from my kids and grandkids. Pretty soon we will be back in a multigenerational household with my in-laws who will be joining us.

I would also remind myself that my book of business is built in the first three to five years. I would remind myself to be persistent putting people in a CRM, and stay in contact. Extreme customer service is just a baseline you need to create a customer lifestyle experience. Take sales training every year, and stay in touch with everyone!!!