WHAT IS THE secret to a successful real estate business? Clear communication, reconciling requirements with desires, and preemptively managing expectations are paramount to a win-win deal. There is an art to predicting clients’ wants before they do; deep listening is a key ingredient. Behind-the-scenes efforts often mitigate client anxiety levels more than outward actions — avoid an urge to wear the hustle like a badge. It’s okay to work harder than it appears you do. They don’t have to see you sweat. Keep egos in check and empathy levels high. Make room for openness. Do business with friends and protect their money. The deck is stacked in our client’s favor when objectives are clear and goals are stated. A compromise is not a defeat; it is an elegant solution. Always aim for a win-win deal; if that isn’t viable, you must win.

What have you learned about your business that might inspire others? Over a decade in Houston real estate, we’ve discovered universal truths about business and community. We all desire to be heard and understood independently of a price point or property location. Beyond property transactions, “being seen” fosters organic cooperation and breeds client satisfaction. Residential real estate is rarely dull or emotionless: marriages, divorces, babies, downsizing. Each deal’s unique intricacies remind us that people come first, houses come second, and exceeding expectations is critical. Success lies in remaining laser-focused and satisfying clients’ needs. This lesson transcends industries, highlighting the significance of client-centric methods for perpetual success.

Who inspires you as you reach for new and greater heights of success? Houstonians are inspiring to us. It’s tremendous and rare for a city’s enormous and diverse population to act bravely and undeterred in its collective resolve to thrive when chips are down, power grids fail, or waters rise. Our residents and community joining forces during times that might collapse lesser cities is the inspiring difference that helps keep our sights concentrated on what matters the most — each other. Houston has a built-in level of grit and graciousness; it keeps us strong, and we love it!