I'll never forget my first listing, nearly 20 years ago. At the time, I had been licensed for a little while and was focused on learning as much as I could by connecting with agents in my office, attending weekly sales meetings and broker tours, hosting open houses, and assisting my colleagues. One of those colleagues, Richard, had been working with a seller for several weeks without much progress. He invited me to stop by, take a look at the property, and meet the seller.
Gabriele was barely old enough to sell a home. She had lost her mom the year before, and admitted to me that she felt completely overwhelmed by both the process and responsibilities. On top of that, she and Richard hadn't connected - something they both recognized - and I was asked to take over the listing. Landing a first listing is a huge milestone for any agent. Landing one with a young client grieving her mother, serving as the executor of her estate, and trying to sell a house that wasn't in the best condition... that was something else entirely. Gabriele's story touched my heart, and I felt the weight of it, but I was determined to do right by her and to do whatever it took to get her mother's house sold.
I began by reaching out to the buyer's agents who had shown the home, gathering their (often brutally honest) feedback. The basement quickly rose to the top of the issues mentioned. It was dark, damp, and uninviting - hardly the impression we wanted to leave. I called around until I found a waterproofing company that was not only reasonably priced but also available to start right away.
The challenge was that Gabriele had to pour her very last resources into waterproofing the basement, leaving very little for finishing it. The best she could do was paint the walls herself. It was better than nothing, and I agreed that it was worth doing. That night, I showed up with paint supplies, drinks, and snacks, ready to roll up my sleeves alongside her. We spent nearly the whole night painting, talking, and sharing stories. Gabriele opened up about her mom, her memories, and her hopes for the future. By the time I drove home at sunrise, not only were the basement walls much brighter, but so was Gabriele's future.
The next day, our focus shifted outside: boosting curb appeal, cleaning up the backyard, and tackling a handful of minor tasks. Once the house was ready, we put it back on the market, and before long, it sold for 5K over list price. Gabriele was able to recoup what she had invested in the basement and set off for Florida to begin college.
I heard from her a couple more times, but as it often does, life moved forward, and we lost touch. Still, I sometimes think back to what a remarkable young woman Gabriele was - facing so much at such a young age with courage and resilience. I hope that life has been nothing but kind to her!
As challenging as my very first listing was, it profoundly shaped the way I conduct business. It planted the seed that I wanted to do more than simply transact - I wanted to build relationships, to put people over paychecks. That first listing experience taught me that every client and every house has a story to tell, and it's my role not only to listen, but to step in where needed to help shape how that story ends.
Two decades later, I've grown and evolved. Along the way, I earned the ABR® (Accredited Buyer's Rep) and CIPS® (Certified Int'l Specialist) designations, became a Diversity, Equity, and Inclusion Champion, and discovered another passion in home staging! Today, my work goes beyond a repair list. I help my sellers transform their spaces through staging so that each home can shine in its best light.
And yet, 20 years later, some things remain the same. I am still eager to listen, to learn, and to honor each home's story. I still choose quality over quantity. I personally manage my transactions rather than passing clients off to coordinators or team members. And yes, I still roll up my sleeves and get my hands dirty when that is what it takes.
If there's one thing my first listing taught me, it's that Real Estate is always about people first. Every move is unique, and every client deserves not just guidance but genuine care along the way. Whether it's selling a beloved family home, buying your very first place, or preparing a property to shine on the market, I approach each chapter with the same compassion and dedication I learned 20 years ago.
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