Women Who Lead

If there's one thing consistent about the real estate industry, it's constantly changing. In today's episode of Women Who Lead, our host, Teresa Palacios Smith, is joined by three powerful women in the real estate industry whose decades' worth of combined experience and knowledge have made them icons in the field.

Who are the icons?

• Margherita (Maggie) Verani, CEO and Owner of Berkshire Hathaway HomeServices Verani Realty
• Beth Wolff - CEO and Founder of Beth Wolff REALTORS®
• Connie Yoshimura - Broker and Owner of Berkshire Hathaway HomeServices Alaska Realty

How the icons began their real estate careers:

• Disenfranchised by the social security industry, Maggie began to work part-time as a receptionist for her father's real estate business. She moved her way up the ranks and now runs the operation.
• Beth entered real estate for flexibility and income potential; she liked that nobody could tell her how to spend her time and money.
• With a writing background, Connie's goal was to sell enough real estate so she could pursue poetry. She liked that real estate is a creative process, and there is no glass ceiling if you work hard enough.

How has the industry evolved since the icons started?

• Beth originally finished real estate deals with a one-page contract. However, now the concluding process is far more thorough.
• Maggie has noticed a shift in informational availability. Realtors no longer control the availability of information, thanks in part to technological changes.
• Connie noticed that the industry has changed from a broker-centric to an agent-centric model, which calls for a larger scope of diversity and representation.

Obstacles to overcome:

• The only obstacle that's always present is change. Women have worked to overcome gender bias, but there is still more that needs to be done.
• Gender prejudice within the banking industry affects who can borrow money for housing, and the corresponding social implications also affect women in traditional business positions.
• Women in business need emotional intelligence to know who is happy, who isn't, and who needs help when in the office. Women have to be better than men just to get to the same place.

The Icons' advice to women fulfilling multiple roles:

• There is little you can do to control what happens to your home. However, you have complete control over how you react to what happens.
• Get on the treadmill and exercise. You'll be shocked just how much better you feel about yourself and the world.
• Get rid of the guilt. You're trying to do many things, so don't feel bad if you can't do every little thing that each role requires.
• When starting your real estate investments, start small and take little bites. You might make a lot of money, but you might lose a lot of money. So don't finance everything to pay for it.

Advice to women in their positions concerning challenges:

• Younger women don't understand where they came from. Know how far we've come and continue to push gender boundaries.
• Education is essential, whether that's learning by experience or just through a more formal process.
• Women should be able to succeed just as quickly as men. Unfortunately, the upcoming generation is somewhat complacent because they aren't aware of where women were just a few decades ago. Keep pushing and be determined to succeed.

Book Recommendations from the Icons:

• Books and articles by Warren Buffet
• How to Win Friends and Influence People by Dale Carnegie

Remember, always bring women up the ladder with you as you climb to the top. For more great content from Teresa, connect with her on LinkedIn, join her Women Who Lead Series on Facebook and subscribe to her YouTube channel. You can find more episodes of Women Who Lead on Spotify, Apple Podcasts, and anywhere else podcasts can be found.

This episode is brought to you in part by Venus et Fleur.

Are you looking for a great way to show appreciation to family, friends, or even customers? Give them a floral arrangement they won't forget anytime soon. These beautiful arrangements make the perfect closing gift for any realtor to stay top of mind. Visit venusetfleur.com and use code "hsoa20" when ordering for 20% off.

Real estate is much more than selling residential homes. However, women make up just 37% of commercial realtors. In today's episode of Women Who Lead, our host Teresa Palacios Smith is joined by two incredible women in the commercial real estate market to learn how they compete and thrive in this male-dominated market.

Meet Today's Real Estate Professionals:

• Lottie Michael, CCIM, Senior Vice President, Commercial Division, Berkshire Hathaway HomeServices Alaska Realty
• Kim Matney, Commercial Sales, Berkshire Hathaway HomeServices Commercial Division Ambassador Real Estate, Omaha, NE

How did these professionals get their start in real estate?

• Dottie is a first-generation US citizen, and she's been in Alaska most of her life. She got into real estate because she needed money quickly, and she's always loved sales.
• She began her career in residential real estate, but her clients wanted to build an investment portfolio, so she took classes through NAR and joined commercial real estate to help them.
• Kim's been in the business for ten years, and she got her start in 2006 when she bought a duplex in Omaha and decided to get her real estate license.
• When the recession hit, she got her license and moved full-time into real estate in 2016.

The commercial industry differs from residential:

• Commercial real estate is a broad category that can be refined. Whether that's industrial, medical, investment, or another, each industry carries its own challenges.
• Interest rates and the threat of recession are large-scale issues affecting many commercial real estate areas. But overall, the post-pandemic mentality has led many to ramp up commercial spaces, even if employees are likely to work from home.

Three tips to other realtors watching:

• Be the first one in the office and the last one out. You won't make it if you aren't prepared to put in the hours.
• Show up prepared. Do research, have questions, and understand what needs to happen next to reach an agreement.
• Work diligently to deliver your service, and be respectful to everyone around you.

What's your superpower?

• Lottie knows the market and who are the movers and shakers, and it helps her make quick progress in her work.
• Kim's background in business consulting and talent acquisition helps her speak in front of anyone. Researching her market thoroughly allows her to present professionally in front of others.

Advice to people looking to get into real estate:

• Do your research, know what you're talking about, and go for it.
• When Lottie is working with Alaska-based companies, the CCIM (Certified Commercial Investment Manager) tells them that she is qualified and experienced in the industry.
• Look for similar certification opportunities, whether commercial or residential, to show that you are educated and understand your craft.

The importance of mentorship:

• Kim knew she wanted to practice commercial real estate before getting her license, so she discussed the industry nuances with many professionals throughout her career.
• Lottie enjoys mentoring other professionals entering the real estate industry, especially those looking to gain traction in the commercial space.

Book Recommendations from Kim and Lottie:

• Books and articles by Warren Buffet
• Your Money or Your Life by Vicki Robin
• Books and articles by Zig Zigler

Remember, always bring women up the ladder with you as you climb to the top. For more great content from Teresa, connect with her on LinkedIn, join her Women Who Lead Series on Facebook and subscribe to her YouTube channel. You can find more episodes of Women Who Lead on Spotify, Apple Podcasts, and anywhere else podcasts can be found.

This episode is brought to you in part by Venus et Fleur.

Are you looking for a great way to show appreciation to family, friends, or even customers? Give them a floral arrangement they won't forget anytime soon. These beautiful arrangements make the perfect closing gift for any realtor to stay top of mind. Visit venusetfleur.com and use code "hsoa20" when ordering for 20% off.

Having the support and guidance of educated and passionate real estate professionals can be the difference-maker in finding your own success in the industry. In today's episode of Women Who Lead, our host, Teresa Palacios Smith, is joined by three powerful women in the real estate industry who motivate and empower their team members to find success and accomplish their career goals.

Meet the Motivators:

• Kalani Hooker, Broker Owner, Berkshire Hathaway HomeServices A Action REALTORS®
• Amye von Seebach, Esq., President, Canopy Title
• Brenda Wild, Broker Owner, Berkshire Hathaway HomeServices Signature Properties

How 'The Motivators' got their start in real estate:

• Brenda's contractor convinced her to get a real estate license, and she left her sales position to become a realtor. Her goal was to foster and support a healthy work environment to make it a better and more sustainable career for everyone.
• Amye's legal work led her to a job involving property law. She called her real estate law professor for help, and they arranged the necessary paperwork to help a client prove she owned the property in question. Amye found a passion for helping people who could not help themselves.
• Kalani worked in corporate America prior to her real estate experience. Working in information security, she transitioned to real estate to make a difference.

Each 'Motivator' was inspired to become a broker-owner:

• Brenda had a gut feeling that she should be a part of a franchise. She jumped in right when the market started to tank, and she knows her success was thanks to her family's support when she needed to persevere.
• Growing up in rural Kentucky, Amye went to college in South Carolina, studied Literature, and married way too young. After coming out as a part of the LGBTQ+ community, she married her (now) wife. Amye wanted to show other realtors that there are many agents in their community who are able to support and guide them.
• Within Kalani's own family, she has family members who weren't able to achieve homeownership until Kalani was able to help them overcome that barrier. She wanted to continue that work to help others beyond her family accomplish that.

Facing biases and how they overcome them:

• When Amye was a team lead (for a different company), one of her employees refused to work for her because she was a lesbian. While her CEO supported Amye and fired the employee, that woman still works in the industry, and there are times Amye encounters her.
• When Kalani recruits people, and they realize she represents a minority-owned brokerage, there is hesitancy. She presents the firm as an inclusive workplace, and she was surprised when a particular man wanted to work in a male-dominated firm.
• For Brenda, brokerage ownership in her area is still a boy's club. Blazing a trail for women in leadership is difficult. However, when she helps others, especially women-owned businesses, find and obtain land space is incredibly meaningful.

The importance of mentorship:

• Kalani has many mentors: a religious mentor to help her focus on helping others, business mentors who bring knowledge, wisdom, and experience to the table, and her mother. She believes in giving back and always strives to have people look forward and look back.
• Brenda spends a great deal of time mentoring newer agents in her brokerage. She looks for younger women who she knows can provide meaningful business and life advice.
• Amye's first and most influential mentor was her mother, but within the industry, Amye was mentored by Jim Harris. She also learns a lot from her kids - they catch her on every mistake she makes and keeps her accountable.

Their biggest accomplishment:

• Kalani gives back. From a corporate perspective, BHHS supports Sunshine Kids, which is fantastic. However, there are also many local nonprofits and community needs that we should find a way to help.
• Brenda doesn't think she's reached her most significant accomplishment yet, but her biggest so far is creating a family, especially her blended family.
• Amye can't imagine anything more important than her kids. Of course, her other work is important, and she wants to change the industry to be more inclusive and representative of its people.

Book Recommendations:

• Hinds' Feet on High Places by Hannah Hurnard
• The Road Less Traveled by M. Scott Peck
• Eight Ways to Support Diversity, Equity, and Inclusion for All by Johnnie Johnson
• The Color of Law by Richard Rothstein
• Encouragement From Dr. Hank: A Path to Feeling Good by Dr. Hank Seitz
• The Emigrant Edge by Brian Buffini

Remember, always bring women up the ladder with you as you climb to the top. For more great content from Teresa, connect with her on LinkedIn, join her Women Who Lead Series on Facebook and subscribe to her YouTube channel. You can find more episodes of Women Who Lead on Spotify, Apple Podcasts, and anywhere else podcasts can be found.

This episode is brought to you in part by Venus et Fleur.

Are you looking for a great way to show appreciation to family, friends, or even customers? Give them a floral arrangement they won't forget anytime soon. These beautiful arrangements make the perfect closing gift for any realtor to stay top of mind. Visit venusetfleur.com and use code "hsoa20" when ordering for 20% off.

Real estate is about equal opportunity, helping everyone unlock the door to generational wealth and long-term success. In today's episode of Women Who Lead, our host Teresa Palacios Smith is joined by some of the Berkshire Hathaway HomeServices top Latina producers to discuss their experiences, obstacles, and advice for real estate agents.

Meet the Berkshire Hathaway HomeServices Top Latina Producers:

• Agustina De La Cruz, Realtor, Berkshire Hathaway HomeServices Laffey International
• Grace Patalano, Associate Real Estate Broker, Berkshire Hathaway HomeServices River Towns Real Estate
• Jennifer Price, Global Real Estate Advisor, Berkshire Hathaway HomeServices EWM Realty

How did these top producers get their start in real estate?

• Grace earned her license in 2002. While she had begun a career in corporate travel, Grace wanted the opportunity to strike a better balance between her professional and personal pursuits.
• Jennifer initially worked as a director of international sales in the hospitality industry before moving into publication. However, after her office closed, she looked into real estate. She took a chance, got her license, and never looked back.
• Agustina used to own a health food bar, but she realized she couldn't spend as much time with her kids as she wanted. So, she decided to sell the business and try real estate, which quickly became a passion.

Hispanic and Latino heritage is a key component of their identity:

• Born and raised in Ecuador, Jennifer is proud of her heritage. Her mother is her role model and instilled in her the value of believing in herself.
• Agustina's mother brought her and her four siblings to the U.S. from the Dominican Republic for a better life. Working long hours in a factory to help fund Agustina's journey through college, her mother is the reason Agustina was able to find the success she now has.
• Grace's parents worked in diplomacy, so Grace lived in many places throughout her youth. She first came to the U.S. when she was four, and after being bullied for her accent, Grace worked hard to speak without it. (Which she now regrets.)

Advice and mistakes from these top producers:

• Grace found a mentor once she joined the industry, and that mentor played a key part in shaping her experience. Every realtor needs a network of leaders to talk to, because the industry is a collaborative one.
• Agustina learned to never assume anything about the client. Instead, communicate and clarify everything to make the process work without mistakes.
• In Jennifer's corporate work, she learned to answer, acknowledge, and make the speaker feel important. When she interacts with anyone, she keeps an upbeat and happy attitude to show the other person they matter and are respected.

There are unique differences when working with Latino or Hispanic clients:

• Latinos need to know that their realtor cares about them before they trust the realtor with their goals. Once they feel like they're in the inner circle of connections, they'll have a higher degree of trust.
• Latinos love to hear about their culture and country. They're proud of their heritage and love discussing it with other people.
• They want to support other Latinos. As a Latina woman in real estate, Agustina found an inherent loyalty with her Latina clients because they shared a common heritage.

The importance of mentorship:

• Agustina took a class from Joe Meyer and eventually developed a mentor relationship with him that allowed her to progress and learn quickly.
• Grace's husband worked for Lehman Brothers, and they had training sessions that he would sneak her into. She signed up for a training program with Darryl Davis, and his program influenced her throughout her career.
• A week after Jennifer got her license, she reached out to the top producer from Berkshire Hathaway in Miami and talked with her. She got advice, applied it, and studied as much as possible.

Real estate takeaways all agents should implement:

• Be a marketing agent, not a listing agent. If you do the proper marketing for a house, it will sell.
• Realtors need to focus less on their 'database' and more on the client base. Most real estate business comes from your sphere of influence, so put yourself in a position to obtain as much of it as possible.

Remember, always bring women up the ladder with you as you climb to the top. For more great content from Teresa, connect with her on LinkedIn, join her Women Who Lead Series on Facebook and subscribe to her YouTube channel. You can find more episodes of Women Who Lead on Spotify, Apple Podcasts, and anywhere else podcasts can be found.

This episode is brought to you in part by Venus et Fleur.

Are you looking for a great way to show appreciation to family, friends, or even customers? Give them a floral arrangement they won't forget anytime soon. These beautiful arrangements make the perfect closing gift for any realtor to stay top of mind. Visit venusetfleur.com and use code "hsoa20" when ordering for 20% off.

In today's episode of Women Who Lead, host Teresa Palacios Smith celebrates Pride Month, Juneteenth, and the many multicultural celebrations of the month by bringing three incredible guests in for a conversation. These powerful women, dubbed "The Transformers" because of their dedication to promoting a safe and healthy world for everyone, have made real estate more accessible for people from all walks of life.

Meet The Transformers:

• Michelle Isabell, Associate Broker at ReeceNichols Real Estate
• Belinda Hernandez, Realtor with Berkshire Hathaway HomeServices Georgia Properties and Co-Chair of Berkshire Hathaway HomeServices Forever Pride Network
• Lori Pace, Realtor with Kentwood Real Estate and inclusion consulting strategist

Engaging agents in leadership:

• Michelle started a group specifically for LGBTQ people and allies within her company to teach realtors how to support and aid clients in the LGBTQ community.
• Belinda helps mold the Forever Pride Network, putting on events that help allies best support their LGBTQ clients. In addition, Belinda wants people to use her as a resource to launch panels and discussions, so everyone is informed and confident when working with the LGBTQ community.
• Through real estate, Lori learned about the history and defining elements of real estate, which heavily contributed to her sense of self in the industry.

Defining 'allyship' and what it means:

• Specifically for real estate, many implicit biases might arise during a transaction, and those biases often work against those in the LGBTQ community.
• Michelle wants to help people learn, grow, and better communicate with LGBTQ people.
• As allies, there is a guide that provides a lot of information to ask an agent to ensure they aren't violating fair housing and are putting the client's needs first.

Leadership is about overcoming adversity:

• When Michelle told her boss there were not many LGBTQ initiatives in the organization, she offered to spearhead those efforts.
• As a black woman, Lori used to code-switch to overcome racial biases others might have. As an immigrant, Loi removed her accent and tried limiting mannerisms that might correlate her to her black heritage. However, the murder of George Floyd made her realize that there are situations that still take place in the world and in her community that have a direct impact on her life.
• Lori feels her leadership growing through her ability to spread her story, offering a space for women of color to embrace their multiculturalism. It's not just a passion - it's who she is.

Message for young people who want to follow their path:

• Belinda says to be unapologetically you. As women, we're taught to play it small and quiet. You'll encounter challenges along the way, but you'll be happier with yourself and more authentic to the people around you.
• Michelle believes you should never setter. You can make a change, whether in pursuit of your personal or professional goals.
• Lori encourages listeners to find collaboration. Working with people ahead of you puts you in a better position to succeed. Your goals can happen more quickly if you have people open doors for you.

Book Recommendations:

• Man's Search for Meaning by Viktor Frankl
• Untamed by Glennon Doyle
• The 5 Second Rule by Mel Robbins
• Sell it Like Serhant by Ryan Serhant
• Think and Grow Rich by Napoleon Hill
• Diversity, Equity, and Inclusion for Dummies by Dr. Shirley Davis

Remember, always bring women up the ladder with you as you climb to the top. For more great content from Teresa, connect with her on LinkedIn, join her Women Who Lead Series on Facebook and subscribe to her YouTube channel. You can find more episodes of Women Who Lead on Spotify, Apple Podcasts, and anywhere else podcasts can be found.

This episode is brought to you in part by Venus et Fleur.

Are you looking for a great way to show appreciation to family, friends, or even customers? Give them a floral arrangement they won't forget anytime soon. These beautiful arrangements make the perfect closing gift for any realtor to stay top of mind. Visit venusetfleur.com and use code "hsoa20" when ordering for 20% off.

Making a difference in the market doesn't always have to be through real estate. Sometimes, all it takes is genuine efforts to improve those in your community. In today's episode of Women Who Lead, our host Teresa is joined by three powerful women who put in the effort to advocate on behalf of diversity initiatives for others both inside and outside the real estate industry.

Meet the Advocates:

• Martha Mosier, President and General Counsel of Berkshire Hathaway HomeServices California Properties
• Kathleen Rebhan, CEO and Owner of Berkshire Hathaway HomeServices Elite Properties
• Gretchen Rosenberg, President and CEO of Kentwood Real Estate

Having a passion for your community:

• Working for a luxury brand, Gretchen believes that "luxury" means treating everyone as vital, and the client's definition is often something else. She thinks it is essential to give back by building housing for the situationally homeless.
• Martha's agents had a passion for DEI, so they created an impact council. One of the initiatives they started was a first-time homebuyer fair that helps marginalized communities understand the path to homeownership.
• It's challenging for people to fill the requirements to meet government-sponsored programming. Women should join organizations to find a network of women who can help them understand what they need to do to reach their desired path.

Leadership for women in real estate:

• The path for women in leadership is more available than ever. However, there are still glass ceilings we need to be mindful of when determining our actions.
• To be successful in real estate, you must have passion. Of course, you'll fail while juggling multiple obligations. However, you just need to pick them up and move on.
• Question your motives. If you want to enter leadership purely for the salary, you'll encounter many problems and challenges you might not be ready for.
• Be patient. Set out the intention of being a managing broker at an office, network, work hard, and the opportunity will come.

The importance of mentorship:

• Great mentors are the reason successful people become successful. When you have a support network, you can do and overcome more.
• Once you arrive at a certain place in your career, take the elevator back down to bring more people up.
• As leaders, it is our responsibility to ensure other women are afforded the same opportunities we were given.

Overcoming biases in the professional world:

• When you get started in business, there's a youth bias, but put in the work and be patient, and you'll overcome it.
• There's a gender bias in almost every position, and how you approach that matters. You can either reeducate their biases or determine it isn't worth your time.
• Instead of becoming angry by the bias you encounter, use that to fuel and motivate you to prove them wrong.

What advice would the advocates give to women today?

• Don't judge yourself based on what society said you should be. Instead, be prepared to work hard because success isn't handed to you.
• Have a passion for what you do. Many people go into things for money, but they quickly burn out. Do something you have a passion for, and economic success will come.
• Don't follow the monetary world, and don't throw yourself into a career at the expense of what matters - your family and friends. Instead, spend time with those you love.

Book recommendations for listeners:

• Any book by Patrick Lencioni
• Power Branding by Steve McKee
• Leading with Emotional Courage by Peter Bregman.

Remember, always bring women up the ladder with you as you climb to the top. For more great content from Teresa, connect with her on LinkedIn, join her Women Who Lead Series on Facebook and subscribe to her YouTube channel. You can find more episodes of Women Who Lead on Spotify, Apple Podcasts, and anywhere else podcasts can be found.

This episode is brought to you in part by Venus et Fleur.

Are you looking for a great way to show appreciation to family, friends, or even customers? Give them a floral arrangement they won't forget anytime soon. These beautiful arrangements make the perfect closing gift for any realtor to stay top of mind. Visit venusetfleur.com and use code "hsoa20" when ordering for 20% off.

When you lead your organization with conviction, empathy, and a commitment to success, there's nothing your organization can't overcome. In today's episode of Women Who Lead, Teresa brings three women crucial to the realm of diversity, equity, and inclusion to discuss how they help make building generational wealth through real estate an equal opportunity for everyone.

Introducing today's guests:

• Ann King, President of Berkshire Hathaway HomeServices Florida Network Realty
• Judie Parks, Principal Broker, Co-Owner, and Relocation Director of Berkshire Hathaway HomeServices Partners Realty and Parks & Weisberg Realtors
• Teresa Williamson, President of Roberts Brothers Inc.

How they got their start in real estate:

• A computer engineer by degree, Judie never considered entering real estate. However, her friends and family encouraged her to move into the industry.
• Teresa had worked on family projects when real estate piqued her interest. She initially wanted to be on the appraisal side but instead decided to be a realtor.
• Ann joined on accident, initially working in fashion merchandising. However, when her husband's career took them to Florida, she started real estate.

Celebrating diversity and fair housing:

• These women stress the importance of avoiding bias in real estate. If you've fallen into biased thinking, some people will have more opportunities and resources than others.
• Ann's DEI committee works all year long, offering to help communities that need support, and it has a book club dedicated to educational materials. They also have social media campaigns informing realtors on how to support diverse audiences in their work.
• As the former president of TLAR (The Greater Lousiville Association of Realtors), Judie's main initiative was to raise awareness and educate agents on the problem of redlining.

What would you tell others looking to follow your path in leadership?

• Ann leads with her heart and gut because people want to be a part of that energy. We can lay the path, but it's up to the individual to decide where they soar.
• Teresa likes having the leverage and vision to drive her success and the success of others. The ability to lead develops over time, and that growth can be used to inspire others.
• Leaders have to be authentic; it isn't a popularity contest. The hardest part of leadership is doing the right thing, which usually isn't the most popular thing.

Leading through mentorship:

• Teresa mentors many young adults as they try to make important life decisions.
• Judie mentors more young women because she feels they're underserved from a young age. She works to empower these women and mentor them to acknowledge their power and potential.
• Ann works with several children's networks to help children find their way, gain confidence, and learn more about themselves.

Book and podcast recommendations:

• The Gifts of Imperfection and Dare to Lead by Brené Brown
• The Energy Bus by Jon Gordon
• Extreme Ownership by Jocko Willink
• We Can Do Hard Things Podcast

Remember, always bring women up the ladder with you as you climb to the top. For more great content from Teresa, connect with her on LinkedIn, join her Women Who Lead Series on Facebook and subscribe to her YouTube channel.

This episode is brought to you in part by Venus et Fleur.

Are you looking for a great way to show appreciation to family, friends, or even customers? Give them a floral arrangement they won't forget anytime soon. These beautiful arrangements make the perfect closing gift for any realtor to stay top of mind. Visit venusetfleur.com and use code "hsoa20" when ordering for 20% off.

In today's episode of Women Who Lead, Teresa assembles women who've thrived in tech and STEM positions. Despite women accounting for just 28% of positions, these distinguished women discuss their experiences in real estate tech, overcoming obstacles in a male-dominated field, and their professional expertise in their fields.

Meet the Techies:

• Patty Smejkal, Vice President & Chief Technology Officer, HomeServices of America
• Katie Stephans, Technology Director, HomeServices of America
• Maggi Wiegert, Regional Marketing & IT Director, Berkshire Hathaway HomeServices Ambassador Real Estate & HomeServices of Nebraska

How did they get started in real estate?

• Patty - Unplanned. At the time worked at Wells Fargo supporting their mortgage side, and once she left there was an opportunity at HomeServices, which she took. She learned the entire real estate industry and has been there for the last fifteen years.
• Katie - Unplanned. She was working in development when she met a guy whose wife was a top sales rep for a mortgage company. She got a referral to the company and started as a trainer. But she found a passion for the real estate process and enjoys continuing to learn.
• Maggi - Her mom was a real estate agent, she started there in college at HomeServices of Nebraska, and started as a help desk person who was the go-between explaining how to use technical applications.

What are some things we need to do to be wary of scams online?

• Maggi - If you have to ask the question "Is this legit?" it probably isn't.
• Katie - Understand what you're doing and what you're putting out there about yourself, your life, and your finances. Find ways to protect yourself online.
• Patty - Make an effort to keep work and personal stuff separate. Keep your personal stuff out of a work email. Email platforms offer two-factor authentication that drastically reduces someone's capability to steal your information.

Pivoting:

• Patty - She went to college and got a degree in sports medicine, worked in the field for a few years, and women in that field were not accepted. She left the job she had and went to a temp agency, and they were the ones who sent her to Wells Fargo in IT.
• Katie - One of her biggest risks was coming to HomeServices. She had worked at her prior team for over a decade and she ended up turning down the job she spent ten years working towards. It was one of the best decisions she ever made. She branched out, grew, and learned more about real estate and technology than she ever could've imagined.
• Maggi - She had been at CBS Home for a long time, and the pivot from a few hundred to over a thousand people to see the merge come to fruition was a risk. Familiarize yourself with new sales, new managers, new everything. It was worth the initial risk.

Salesforce was big on mentorship, and Teresa wants to mentor more women. Were you ever mentored/what do you believe in mentorship?

• Patty - Back when she started in IT, she had the opportunity to be mentored by some senior IT women, which were few and far between. She loves that (pre-covid) Microsoft had a program that offered all these different experiences to expose high school women to the tech world and the fields. It was cool to see these women, answer their questions, and explain what they would've done differently. They'd ask for advice, and Patty would always say "don't be afraid to fail." Fail stands for "First Attempt In Learning" and she continues to do that today.
• Katie - Mentoringship doesn't have to be a big, program-driven event. As leaders, it's being generous with your time and your experience with the people around you. Katie's had amazing opportunities to learn more from the people around her, even if they're in an informal setting, as long as she's open to those opportunities.

Programs or thought processes in pursuing tech jobs:

• Patty - It's not a formal program, but because it has exploded, it was areas that have become completely specialized. There are multiple specialties people might not realize, so try out the different areas and see which specializations interest and inspire you. Don't lose sight of the personal relationships and communication skills you have.
• Katie - It's not just about the STEM skills, because those can be taught. Mastering communication and your ability to work with others will be incredibly impactful to your success.
• Maggi - When she hires, she looks at customer service skills before IT experience. Bosses and hiring managers look for people who can communicate with others.

What would you recommend?

• Maggi - Cybersecurity, it's a growing space that is necessary for almost any business.
• Katie - Data science is a big thing, especially with the growth of AI. Everything we do is online, which is communication and user experience - those "soft-skill" tech roles are a great opportunity for a lot of people.

Overcoming Biases:

• Maggi - She started right out of college and looked young. So now that she's hiring people, they're often shocked that she's their boss. Nothing major. There have always been women in leadership roles and IT that she's kinda seen and felt influenced by.
• Katie - When she started everyone called her kiddo. Coming from a male-dominated field, you have to find different ways to deal with people. That might mean adjusting her communication or style depending on who she was talking to. Know your stuff and be confident, because you're going to have to prove yourself to them.
• Patty - That situation happened, especially in sports medicine. As a student trainer, she worked and there were not a lot of women standing on the sidelines of sports events. But push through, know your stuff, and be confident to earn their respect.

Book Recommendations:

• Maggi - Soundtracks by John Ackoff?
• Tribe of Mentors
• The Ideal Team Player by Patrick
• Who Moved My Cheese?
• Hold a Copy from the Today Show person Interview book about overcoming challenges
• [email protected]
• [email protected]
• [email protected]

Remember, always bring women up the ladder with you as you climb to the top. For more great content from Teresa, connect with her on LinkedIn, join her Women Who Lead Series on Facebook and subscribe to her YouTube channel.

This episode is brought to you in part by Venus et Fleur.

Are you looking for a great way to show appreciation to family, friends, or even customers? Give them a floral arrangement they won't forget anytime soon. These beautiful arrangements make the perfect closing gift for any realtor to stay top of mind. Visit venusetfleur.com and use code "hsoa20" when ordering for 20% off.

Today is all about Latina Power! In this episode, our host Teresa Palacios Smith is joined by a panel of powerful Latina women in the real estate community. They discuss their upbringing, introduction to real estate, and how they've found their current success. Speakers are Deitra Catalano, executive administrator for Home Service of America, Aniella Gonzalez, VP and general counsel for Berkshire Hathaway Home Services EWM Realty and Florida Realty, and Doris Lopez, Broker-owner of Berkshire Hathaway Home Services Real Time Realty and Real Property Management.

How did these women get started in real estate?

• Aniella practiced law for over 20 years. She had focused her efforts on real estate litigation, working with title companies throughout Florida. She stepped out of her practice to enter her current role, where she feels supported by the people around her.
• Deitra had a conversation with a friend in sales, which led to an interview and a career in sales. Through that relationship, she met Gino, and she started working for him.
• Doris got her real estate license to support her husband's goal to own a property management franchise. When the market crashed in 2008, they got into a brokerage. To this day, she enjoys teaching agents and helping them develop the skills they need.

Discussing their roots:

• When the communist regime took over Cuba, Aniella's parents decided not to have children until they could leave the country. Because of their different visas, her parents were separated for 13 months. Her dad left behind three brothers and sisters. It was a difficult decision, but they knew the regime was not for them.
• Doris's mom was a teacher in Mexico, and her dad was an engineer, but they decided to come to the United States to find a better life. While they had the opportunity to go to school, her parents agreed to be field workers, with her mom attending school at night.
• Doris grew up constantly migrating. She learned to be on the go, and it was a challenge. But her parents taught her to go for whatever she wanted and be unafraid of change.
• Deitra's grandma was born on an Apache reservation in Arizona. She was close with her and was fortunate to spend much time together. She played a massive role in Deitra embracing her culture through faith, music, food, and dance.

Facing and overcoming discrimination:

• Because Doris was constantly moving, she leaned on her interest in sports. Whenever she went to a new place, she was able to work through frustrations and show people her value through sports.
• Aniella's grandparents didn't speak English, so she was often their translator. But, for her, success was a given because her parents didn't make their sacrifices for mediocrity.

What is the driving force in their lives?

• For Deitra, it's her family (and especially her son.) She's been a single mom since 2009, so her goal is to lead by example for him.
• Aniella had many teachers and mentors throughout her life who've seen something in her that she never saw in herself. Ultimately, she looks up to her mom because of her sacrifices for Aniella to succeed.
• Doris started her real estate career because she knew she'd eventually need to provide for her parents, and she wanted to be prepared.

The best decision they've made:

• Deitra's best decision was the conversation she had 19 years ago with the person who put her in contact with Gino.
• When Aniella was 18, she decided to go to college. Her all-women school gave her the sisters she wouldn't have otherwise as an only child.
• Doris's best decision was being a business owner. The flexibility of her work schedule meant she was always there to support her kids.

Some parting advice:

• Doris - Be open, and don't put your ego before your clients. Ask questions and be honest if you need to consult someone else for the answer.
• Deitra - Do what makes you happy, and celebrate roles that offer continuous improvement.
• Aniella - Don't undersell yourself because the men aren't doing it. This is your profession; make sure your clients and customers understand that.

Remember, always bring women up the ladder with you as you climb to the top. For more great content from Teresa, connect with her on LinkedIn, join her Women Who Lead Series on Facebook and subscribe to her YouTube channel.

This episode is brought to you in part by Venus et Fleur.

Are you looking for a great way to show appreciation to family, friends, or even customers? Give them a floral arrangement they won't forget anytime soon. These beautiful arrangements make the perfect closing gift for any realtor to stay top of mind. Visit venusetfleur.com and use code "hsoa20" when ordering for 20% off.

Today's episode of Women Who Lead features three mega real estate titans, some of the most accomplished women in the real estate brokerage industry. Today's guest's include Candace Adams, President and CEO of Berkshire Hathaway Home Services of New England Properties, Westchester Properties, and New York Properties; Mary Lee Blaylock, Chairperson of Berkshire Hathaway Home Services California Properties and Senior Vice President of HomeServices of America; and Joan Docktor, President of Berkshire Hathaway Home Services Fox and Roach REALTORS® How did these powerful women get started in real estate?

• Joan - During a summer break of her teaching career, she got her real estate license and jumped right into real estate. She loved helping people find their dream homes, and she later got into management to support and help other agents.
• Candace - After a terrible personal realtor experience, she thought, "I can do this and enjoy it." So, she jumped into the work. She loved the opportunity to build relationships and help people realize their dreams. She later built her first business based on women with children, building a prominent firm based on finding a balance in life.
• Mary Lee - Working numerous substitute teaching jobs, Mary Lee was subsidizing her rent by working as her building's office manager. However, when the building went into foreclosure, she had the experience of navigating that real estate process. Someone told her to get into real estate, and she quickly moved into management opportunities.

Navigating the boardroom dynamic as women:

• The path these women have taken is challenging - they have to be strategic and intentional with their communication.
• There are differences between men and women, and the more we embrace those differences and use them to our advantage will lead to effective change.
• Women had to yell to be heard. Especially when breaking the glass ceiling, women in the boardroom have to overcome perceptions of weakness.
• Even today, women have to think ahead, be ready, and take advantage of the moment when it comes.

Supporting other women in the business setting:

• Joan- In the past, women were used to reporting to male managers. It took some getting used to, and she had to prove herself. But people will begin to respect and

Remember, always bring women up the ladder with you as you climb to the top. For more great content from Teresa, connect with her on LinkedIn, join her Women Who Lead Series on Facebook and subscribe to her YouTube channel.

This episode is brought to you in part by Venus et Fleur.

Are you looking for a great way to show appreciation to family, friends, or even customers? Give them a floral arrangement they won't forget anytime soon. These beautiful arrangements make the perfect closing gift for any realtor to stay top of mind. Visit venusetfleur.com and use code