REAM: What inspired you to become a real estate agent, and how did you get started in the industry?

JR: I got into real estate because I was passionate about building something of my own while helping people through one of the biggest financial decisions of their lives. Early on, I saw how many homeowners were frustrated with the process—delays, miscommunication, deals falling through—and I wanted to create a team that would raise the bar. I started out with just grit and a phone, knocking on doors and making calls. Over time, I built a system that could scale and serve families at a high level, and that turned into The Roy Group.

REAM: How have you adapted to changes in the Kansas market over the years to maintain such a high success rate?

JR: Kansas has seen its fair share of ups and downs—housing shortages, interest rate spikes, and shifting buyer expectations. We’ve stayed ahead by investing heavily in training, technology, and our team structure. Whether it’s adapting our marketing, refining our pricing strategies, or expanding our inside sales team, we always stay proactive rather than reactive. Flexibility is key, but so is consistency—especially in how we communicate with our clients.

REAM: What trends are you seeing right now, and how should buyers and sellers adapt?

JR: Inventory remains tight, and rates have pushed some buyers to the sidelines. But motivated buyers are still out there, and they’re focused on value and move-in ready homes. Sellers need to price strategically—buyers are pickier than they were in 2020. For buyers, patience and having your financing lined up is more important than ever. We’re also seeing more investors entering the market, taking advantage of opportunities others miss.

REAM: For someone looking to invest in real estate for the first time, what key advice would you give them?

JR: Know your numbers. It’s not just about buying a house—it’s about the return. Understand cash flow, cap rate, and what kind of rehab a property needs before making a move. Work with people who’ve done it successfully, and don’t try to shortcut the learning curve. I’d also say: stay disciplined. A great deal doesn’t usually come from emotion—it comes from patience and planning.

REAM: What’s one of the biggest challenges you’ve faced in a deal, and how did you handle it?

JR: One of our toughest deals involved a last-minute financing collapse—just days before closing. It was a dream home for the family, and they had already given notice at their rental. We pulled every string, called every lender, and found a solution through a local bank within 48 hours. It was a reminder that deals don’t fall apart—they’re saved or lost based on how hard your team is willing to work.

REAM: What specific causes or organizations do you support, and how did you get involved with them?

JR: In the past, we’ve supported organizations like the Wichita Children’s Home and the Kansas Food Bank. Both serve vulnerable populations in our community—kids and families who need immediate support and long-term care. Giving back to causes like these aligns with our mission of serving people, not just in real estate, but in real life. Whether it’s through financial donations, volunteer time, or raising awareness, we believe strong communities start with businesses that show up and contribute.

REAM: Can you share a story about a time when your charitable efforts made a meaningful impact?

JR: A local single mom was moving into her first home but had no way to move her belongings. She also couldn’t afford movers. We donated our truck, brought team members to help, and got everything moved in one day. She was in tears by the end of it. Real estate is more than transactions—it’s people’s lives. That day reminded us why we do what we do.

REAM: How do you work to maintain balance between your home life and work life?

JR: It’s not easy when you run a high-volume team, but I’ve learned to protect family time the same way I protect appointments. I schedule dinners with my family, unplug on Sundays, and make sure I’m present when I’m home. I also hire and train great people so the business doesn’t need me 24/7. Trust and delegation are critical.

REAM: What is something your colleagues would be surprised to learn about you?

JR: Most people don’t know I’m an introvert at heart. I love leading and being around the team, but I recharge with quiet time and close family. I also have a creative side—music, journaling, even some sketching. That’s not what most people expect from a sales leader.

REAM: Tell us a bit about yourself outside the office.

JR: Outside of real estate, I’m a husband, dad, and pretty serious Kansas (KU) football fan. I love coaching my kids’ sports teams, traveling with my wife, and doing anything outdoors—whether that’s a weekend lake trip or just grilling in the backyard. I’m all about building a great life, not just a great business.

REAM: What initially drew you to real estate, and how did you know it was the right path for you?

JP: I had always been interested in real estate. My grandfather was a local builder, my father-in-law as well, so I have always seen the value of home ownership. I started my working life in Social Work and Education and quickly realised the political environment and low wages in those areas weren’t working out for me. With the support of my husband I took a leap of faith and realized immediately that this was what I was meant to be doing!

REAM: How has your background in psychology and business influenced your approach to working with clients?

JP: Everything I did prior to real estate has made me a better agent. I understand not just the financial but also the social and emotional aspects of buying and selling property. I also excel at conflict resolution, and problem-solving, skills that are utilized in nearly every real estate transaction. This paired with my ability to explain the complex processes involved in selling or purchasing a home, ensure my clients can make intelligent, rational and informed decisions.

REAM: What was the biggest lesson you learned from your time working in education and social work?

JP: Everyone is different and it’s critical to not jump to conclusions about what is best for your clients. My job is to bring insight and options to the consumer. Their job is to choose the best path forward for themselves. Social work is basically the same.

REAM: What experiences led you to lead your own real estate team? Did you have concerns about starting your own team?

JP: Starting a team is always scary, and frankly I’ve done more wrong then I initially did right, but ultimately it’s about having a clear vision of what you want to build. I know that I want to help as many people as I can realize the dream of home ownership, particularly historically marginalized groups. My capacity to serve solo has a cap, so building a team that can serve more clients was the logical next step.

REAM: What has been the most rewarding moment in your real estate career so far?

JP: Wow, it would be hard to name just one. Every transaction is an opportunity to help someone move forward in their journey, so I feel such emence gratitude at each and every one. It’s a true privelage to help people achieve their goals.

REAM: Who are your real estate mentors? How do you seek to emulate them?

JP: Johanna Fatheree out of Texas has been my greatest mentor by far. I wouldn’t be where I am without her support and encouragement. I try hard to channel her calm whenever things get crazy. Phil Gerdes out of Maryland is a great mentor as well. Not only is he dynamic and passionate but he is wholly focused on contribution and giving back and this is somehting I really strive for as well.

REAM: How are you involved in your community? Is there one group you support especially? Why did you select that cause/group?

JP: I have the privilege to work in the area I grew up in so my whole family is really embedded into the community. At the moment I am serving on the board of our local YWCA and it’s an organization I’m really passionate about.

REAM: The real estate market is always evolving—how do you stay ahead of trends and changes?

JP: I believe when you stop growing you die and it’s the same with real estate. When agents stop learning, evolving, striving to improve then it’s time to get out of the game. Staying current with the political, financial, and social changes impacting real estate is critical to the health of my business, that means I dedicate time each day to ensure I’m well informed.

REAM: Tell us a bit about yourself outside the office.

JP: I’m not much different in my personal life as I am in my work life. I love to laugh, learn and listen to other people. I have a wonderful circle of great friends but most of my time outside of the office is spent with the love of my life, and husband of 20yrs and my two kids. Everything I do is for them.

REAM: What advice would you give to someone considering a career in real estate?

JP: The barriers to entry are really low, but don’t let that fool you. Becoming successful in real estate recquires a ton of personal development, lots of trial and error, and a commitment to never giving up. If you’re willing to put in the work this can be the best job in the world!

REAM: What inspired you to pursue a career in real estate, and how did your educational background contribute to your success in this field?
TT: My parents were Realtors when I was growing up. I’ve always been witness to the industry. The life style, the grind and the flexibility always made sense to me. I graduated from the University of Tennessee with a degree in accounting/finance. My education helped me develop a strong eye for detail and commitment to clear communication and common sense perspectives.

REAM: Can you share some key differences between working in residential and commercial real estate, and what do you enjoy about each?
TT: The difference is an inch deep and a mile wide. Residential real estate involves individual decisions, emotions, and requires a personal touch. Commercial real estate can be more bureaucratic, less emotional, and take longer to complete. Residential real estate can require a micro-level focus (neighborhoods, school zones, floor plans) while commercial real estate may be macro-level focus (income levels, job/population growth, economic trends). It’s really interesting how the two overlap yet are completely different.

REAM: What challenges do you often encounter when representing first-time homebuyers, and how do you guide them through the process?
TT: The first key is to make sure the buyer is comfortable and informed. We are talking about a lot of money and a lot of questions (from both the agent perspective but also from the buyer perspective). Once the first-time homebuyer feels comfortable and prepared…it makes the whole process much easier.

REAM: How do you approach working with seasoned investors or hedge funds compared to individual buyers or sellers?
TT: It’s a bit of a different ball game when it comes to seasoned investors and institutional clients. Ultimately, you still have to show your value, but the needs of the clients differ. The larger investors don’t need your help considering the floor plans and decor nearly so much as they are focused on rental demand, cap rates, ARV (after repaired values), and interest rates This is where a detail focused, common sense and granular approach shines through.

REAM: What qualities do you believe make a real estate agent stand out in today’s competitive market?
– It’s really the same thing that’s always made professionals stand out. Dedicated to self education and being a local market expert. Being responsive and ANSWERING THE PHONE will get you so far in life!  Once your client knows you truly care and want to help them…it makes the entire process enjoyable and fun.

REAM: How do you manage to stay knowledgeable about real estate trends across multiple states where you’re licensed?
TT: The first step is to work for a great brokerage. A great brokerage will go out of it’s way to keep their agents informed, educated and supported. The second step and I can’t over state this enough, GO TO THE OFFICE, this is where you’ll interact with the other great agents and learn what’s going on in the market TODAY. I am at the office every day (even on the weekends) and I also read all of our local newspapers.  I’ve found so much information regarding schools, local governments, new companies relocating to our area, etc.

REAM: What advice would you give to someone looking to buy or sell property in today’s market?
TT: Find an agent that cares about you (the individual) and is focused on helping you and not trying to boost their personal finances. I’d also recommend you get a strong, experienced local lender and see if there are any incentives that you qualify for (maybe through some bank or neighborhood programs).

REAM: How do you balance working with a diverse range of clients, from retirees to institutional landlords?
TT: We just try to be very attentive to our clients individualized needs. Every client is different and their goals and expectations vary. Not everyone is trying to “hit a grand slam” and not everyone wants to own hundreds of houses.  Different clients require different approaches.  We are very clear and try and set “realistic expectations” immediately.

REAM: What do you find most rewarding about helping people achieve their real estate goals?
TT: I find it rewarding when a client recognizes that we are being honest and working hard for them. When they realize we are not “upselling” them and just want what is best for them…that is a great feeling and trust is fully established.

REAM: How are you involved in the local community?
TT:  I am a native Memphian and we are proud members of a local church. We also try and devote resources to some amazing local establishments like ‘Room in the Inn’ and ‘Memphis Child Advocacy Center.’

REAM: What is something your colleagues would be surprised to learn about you?
TT: At one point I was a pretty decent chess player, I love to study artwork and fashion. I also love playing poker and have met some wonderful friends (and clients) on the felt.

REAM: Tell us a bit about yourself outside the office.
TT: I have an amazing wife who does everything for me to succeed, two daughters who are fantastic, and two English bulldogs who are lovely but can be a pain.

REAM: What initially inspired you to transition from web and graphic design into real estate, and how did you overcome the challenges of entering a completely different field? 

AP: Real estate was a family business. I never thought I would get into it, but in 2004 after college, was looking at moving to Boston, and seemed a way to get into the city working right away, without getting into finance, since I was an econ minor, which was much more uncertain at the time. I got licensed in Vermont to learn the ropes, but ended up doing so well that I never left. I took a real estate CRS class very early on and asked the instructor if I was selling myself short getting into an industry which required no secondary education. He said something that stuck with me ever since. “Since you have so much education and training, you can figure out how to use that to your advantage to do things that others in the field cannot. This is what will set you apart.” This is what prompted me to create my own website and do my own marketing, photography, etc, to not only use the skills that I enjoyed, but to make them work in this new field. I think this statement can be applied to almost any industry crossover.

REAM: How has your background in marketing and computer technology influenced your approach to real estate?

AP: It has allowed me to stay ahead of the curve and stay on top. By paying constant attention to what others are doing, and what I can do better, I can keep topical, current, and creative.

REAM: What are some of the biggest changes you’ve seen in the real estate industry during your career, and how have you adapted to those changes?

AP: We had a very long downturn after 2007, and I applied myself more to take advantage of a time when other agents were falling back on other careers. My business started to improve as I was working harder to sell and convert listings that other agents were getting lazy with. I would send expired mailing packets to absolutely any listing that expired, and then would work hard to convert those to sales, and that garnered me a reputation of someone who could sell things others could not. Then when the market inclined dramatically during covid, I had already seen enough market shifts to be prepared to shift again to meet the new demands of clients. I started doing full tour videos of properties that people could not view in person, and adapting to allow my remote clientele to feel more comfortable pursuing options without needing to make long drives over and over again. Every year I try to incorporate at least one thing new to my arsenal, both for buyers and sellers, that will improve my business and also enhance my offerings.

REAM: Can you share a particularly memorable or impactful experience you’ve had working with a client, and how it shaped your approach to real estate?

AP: I had a client early on that came to me looking solely for condos. After bringing him out to see numerous properties, it became clear to me that a condo was not at all a fit for what he seemed to really want. I encouraged him to view a log home that checked a lot of boxes. Sure enough that was the property he jumped at and he has now owned it much longer than the area average as he loves it so much. Too many agents just show what a buyer asks for, and make no effort to help them through the process. This interaction made me much more aware that I needed to pay attention and be a guide rather than just a passive participant.

REAM: How are you involved in the local community? How do your community initiatives reflect your role as a local leader?

AP: I try to always be involved in ways that allow me to use my skills to maximize return. This isn’t always grunt labor, but often is more macro, as that is where my interest and skillset shine. I have created websites, organizations, and chaired boards on various charities including Vermont flood relief, raising $500k for local businesses, golf tournaments for athletes with life altering injuries, the chamber of commerce and local realtor board, and have participated in numerous fundraising events for causes that I am passionate about. Now I am chairing a local rec board to help enhance local athletic programs as my kids are at an age where that can be so impactful. I tell people that the most important part of volunteer work and fundraising is being involved in any way you can, but ideally in something that you are passionate about so that you don’t burn out or get lazy with it. And there is no shame in doing something for a while, and then handing it off to someone else, so that you can find excitement in something new. This is what keeps these organizations stimulating and not diminishing. My Mom always drilled into us that having a positive impact on other’s lives is one of the best things we can do as people.

REAM: What drives your passion for real estate, even after years of being at the top of your field?

AP: Honestly just staying ahead. I love being creative, and staying at the top just helps to drive that creativity. When you’re not #1 its easy to just emulate what the top people do. When I see others do that to me, that just pushes me to try something new.

REAM: What qualities or skills do you believe are most important for success in real estate, and how have you developed these over the years?

AP: I have heard from clients that they really appreciate that I am never trying to “sell” them on something. I consider my goal to be helping buyers to find applicable properties by paying attention to their needs, and then giving them the pros and cons of their top options. Ultimately, they make the decision, and if I have done my job only then do I get paid. This way they never feel the salesman vibe that so many people get put off by. With Sellers, I approach the process honestly and up front with pricing, and then use every tool at my disposal to present their property in the best and most honest light. In the past I  have lost listings to other agents who gave unrealistic pricing just to “get” the listing. Those sellers often come back to me when that listing expires, as they realize that I was actually just being honest and looking out for them. Being honest and up front with my clients is what helps to build that trust for a long lasting relationship, rather than just looking to one singular paycheck.

REAM: Looking ahead, what are your goals for both your real estate career and your community involvement in the next five to ten years?

AP: I have always worked alone and pride myself on being the sole contact for clients so that they know they are getting me, and not an assistant or team. As I move ahead, I think I can continue to streamline my programs to provide even more services. I have also started being more discerning with clients to ensure that I don’t take on more than I can handle. At a certain level you lose quality if you grow unchecked. I now have some great agents that have learned from me, and I give them some business to help the next generation grow and improve. They are not on a team, as I don’t want to create any obstacle for them to grow. I also hope to continue to be an active participant in anything in the community that can have large impact for positive change whatever it may be.

REAM: What’s something unique about you that might surprise your colleagues?

AP: I think other agents look at me in business and think I am very aggressive and no-nonsense because I do my utmost to achieve my clients’ goals, even if that means not being buddy buddy with everyone. A lot of agents worry too much about how they look and less about the transactional outcome, which is not what we are hired to do. That doesn’t mean you can’t be conscientious and friendly, but it does mean you have to present your side of the equation however it best represents your clients, sometimes heavy handed. Often that can come across with a negative tone and many agents take it very personally, rather than treating each deal as a transaction. Outside of work I am quite light-hearted. My friends know me as very goofy and not taking things too seriously. I love dancing and singing with my kids, enjoying every fleeting moment in this limited time we have, and helping others.

REAM: Can you share more about your life and interests outside of work?

AP: As I used to be very overweight, I really enjoy fitness and athletic activities. As I get older this only becomes more important. As real estate is not a 9-5, and you don’t have a boss telling you exactly what to do, it requires a considerable work ethic. Taking care of your body, is a direct reflection of how you will work on your own, because you can’t cheat it. And I think if someone develops a strong fitness ethic, that will translate to better work ethic. I love swimming, golf, pickleball, skiing, and absolutely anything at all that my kids are excited about and want to do. I also have a soft spot for video games after a long day, as that is a very easy way to decompress while still working my brain.

REAM: What did you do before becoming a real estate agent, and how did that experience shape your approach to real estate?

RM: Prior to real estate I was a CMPD officer in Charlotte from 2016-2021. That job prepared me for real estate more than anything because it gave me the skills to talk to any person in any situation. It also gave me an appreciation for how hard being a first responder is, which allowed me to have a deep appreciation for every day I get to do real estate.

REAM: What inspired you to transition from your previous career into real estate, and how did you know it was the right move?

RM: I worked on the riots of 2020 and the RNC which really burned me out. I knew I needed a change (especially since my wife was pregnant with our youngest daughter) and a partner of mine had left policing for real estate just prior and had some success. I felt real estate allowed for a smooth transition and so I made the jump. I took off right out of the gate proving it was the right choice.

REAM: What were some of the biggest surprises you encountered in your first year as a realtor?

RM: How many realtors do the same things. I came in and thought outside of the box and quickly realized how easy it was to be different and stand out in this industry.

REAM: What motivated you to start your own firm, and what was that process like?

RM: In my first year as a solo agent, I sold 57 homes which had some younger agents asking for tips and tricks. This led to a meeting with some newer agents and at the time I needed extra hands to help expand my own business as I physically could not have taken on anymore. I started a team in 2022 that ended up ranking #4 in NC. It became apparent how many agents craved leadership that truly invested in their success as agents as that isn’t common enough in real estate so starting our own firm was the natural move. There were many growing pains in year 1 figuring things out and lots of aspects we didn’t anticipate or account for, but we have it all well smoothed out now!

REAM: What are some of the biggest lessons you’ve learned about managing and scaling a firm?

RM: How difficult it is to manage so many different personalities. Between staff and agents, you must accept that while something may be good for the majority, you will never satisfy every single agent and sometimes that’s ok. We have learned that leading from a service heart and putting the agents first always leads to success.

REAM: How did you approach finding and recruiting the right agents?

RM: We have 2 major draws to our recruiting style. The first is that I teach all new agents how we go out and catch our own fish without spending a dollar. Every agent on our roster can go to any city in the US and secure a listing within a week with just a phone and a computer. The 2^nd is our lead generation company that is exclusive to us and we have ownership in. That allows us to provide new agents with as much business as they can handle. These two together make it fail proof for a new agent at our firm which is why every agent on our roster has done a deal this year… That tends to have agents wanting to be here.

REAM: What advice would you give to those who are on the fence about pursuing something new?

RM: Take the risk. Too often people get caught in analysis paralysis and we find that is the biggest dream killer around. Just jump and don’t look back.

REAM: What motivates you personally in your real estate career, and what do you find most rewarding about it?

RM: Everything I do is for my family. I have a gorgeous wife who is nothing short of amazing and 2 incredible daughters. I only want to grow so that in their futures they can decide to do whatever they are passionate about.

REAM: Are there any local organizations or causes you’re passionate about supporting, and how do you stay connected to your community?

RM: We are huge on charity. We always support local law enforcement when we can, we run a school supply drive, have donated coats, and played a big role in raising money and supplies for Helene recovery. Anything local with a cause we are here for!

REAM: Outside of real estate, what do you enjoy doing in your free time? How do you balance work with personal life?

RM: We are the ultimate Disney family, so we love our vacations to Disney World and Amelia Island, Fl. But in my free time you’d be hard-pressed not to find me building a fort with my daughters or playing with them in some capacity! I’m most passionate about being a dad so that takes up most of my free time.

Recently, Real Estate Agent Magazine sat down with Julie Kuhlmann, Real Estate Broker at Coldwell Banker Tomlinson, to discuss her path from public relations to real estate and the values behind her success in the Inland Northwest.

REAM: What inspired you to pursue a career in real estate after studying Public Relations?
JK: My first ‘big girl’ job was as a marketing assistant for a Seattle home builder, and that’s where I caught the real estate bug. My role involved visiting developments and collaborating with agents to create effective marketing materials, with each day bringing something new and exciting. After experiencing my own personal, less-than-ideal transaction with a Realtor (which is a reason so many of us have taken the plunge), I knew that I could be successful and also love what I would be doing. With a 2-year-old at home, I was inspired by the flexibility and independence a career in real estate could offer—I wanted to be my own boss and set my own schedule.

REAM: Can you share some of your favorite experiences working with clients in the Inland Northwest?
JK: I develop close relationships with about 90% of my clients, which is one of the most rewarding parts of my work. My favorite experiences go beyond helping with home purchases and sales—I get to stay in touch and celebrate life’s ups and downs with them. Many clients have become good friends I spend quality time with. It’s truly fulfilling to still be part of their lives long after the transaction is complete.

REAM: How has your background in Public Relations influenced your approach to real estate?

JK: My background in public relations helps me adapt to various personalities. I naturally adjust my approach to suit each client’s unique style, as well as those I work with on a daily basis. This flexibility has been especially valuable in cross-sales—where others may find interactions challenging, I work to find common ground, making transactions smoother and more collaborative.

REAM: What do you enjoy most about living in the Inland Northwest compared to your hometown of Richmond Beach?

JK: I loved growing up in NW Seattle but living in the Inland Northwest offers a unique quality of life. When I got married, we decided to settle somewhere that provided more space and affordability, especially for starting a family in a home rather than a condo or apartment. Seattle had become too congested, and we weren’t using many of the city amenities because they were so hard to access. I recently visited for a conference and enjoyed revisiting the homes where I grew up and my old stomping grounds, but I’m grateful for the more relaxed pace and accessibility of this area.

REAM: How do your values of integrity and honesty shape your relationships with clients?
JK: Integrity and honesty are the foundation of every relationship. I believe that trust is earned through transparency, so I’m always upfront and clear with my clients, providing them with all the information they need to make confident decisions. And I tell it like it is, no sugar-coating here. Real estate can be a complex process. It is my duty to guide clients truthfully and respectfully, always prioritizing their best interests. This approach not only leads to successful transactions but also builds lasting relationships, as clients know they can rely on me to be straightforward, supportive, and committed to their goals.

REAM: What are some challenges you’ve faced in your real estate career, and how did you overcome them?

JK: In real estate, there are certainly challenges that have turned my hair gray! I’ve even been berated over things completely out of my control, but I know it’s often just a reaction to the stress and emotions my clients are feeling. In those moments, I take the beating and encourage them to get some rest. By the next morning we are again moving forward together.

REAM: How do you balance your personal interests with your professional responsibilities?

JK: Balancing my personal life with professional responsibilities is all about prioritization and smart time management. My goal is always to make each client feel like they are my only one, but sometimes I need to set boundaries to protect time for family, hobbies, and self-care. Whether it’s enjoying wine with friends, crafting or spending summers at the lake, these personal moments recharge me and ultimately make me a better agent. By planning ahead and keeping a flexible but organized schedule, I’m able to stay fully present in both my personal life and my work.

REAM: What motivated you to support the Vanessa Behan Crisis Nursery, and how do you get involved with the organization?

JK: My oldest child is an artist who, at just six years old (now 22), decided to sell prints of their artwork in order to earn some money. We discussed donating some of the proceeds to a charity that benefits children, which led us to the Vanessa Behan Crisis Nursery. Things really took off when we were invited onto a morning TV show to promote the initiative, and by the time we returned home, we had raised over $1,000! I was busy mailing out orders and, through this, we connected with a now close friend—a former officer involved in the Vanessa Behan case—who introduced us to the organization personally with a tour and check presentation. Since then, Vanessa Behan has become our primary charitable organization, where we’re committed not only to financial support but to giving our time as well.

REAM: How do you approach negotiations when working on behalf of your clients?
JK: When negotiating for my clients, there’s no one-size-fits-all approach. I make it a priority to understand their needs and use market data to set realistic expectations. I’m firm but fair, aiming for solutions that work for everyone. By staying calm and reasonable, I work to get the best possible outcome while keeping things positive with everyone involved.

REAM: What advice would you give to first-time homebuyers looking to navigate the market?

JK: For first-time homebuyers, my advice is to start by talking with a lender to get clear on what’s achievable so we can focus on homes that truly fit your goals, while also remembering they will need to pay their utility bills, replace an appliance if it breaks and put food in the cabinets. Keep in mind, buying a home can be an emotional rollercoaster—you might feel heartbroken if your offer isn’t accepted, but I always remind clients it’s only because a better home is waiting for them. Staying open-minded about neighborhoods and features is also key; sometimes the perfect fit appears in unexpected places.

REAM: Tell us a bit about yourself outside the office.

JK: Outside the office, I love spending time with family and friends, often over a good glass of wine. I’m a creative at heart, so I enjoy working on crafts, whether it’s a closing gift for a homebuyer or something special for the house. Our lake cabin is my go-to escape for relaxation—there’s nothing like a water view, and even the chilly plunges as fall sets in! I also enjoy weekend road trips to visit family and because I’m a summer girl always up for traveling somewhere warm.

REAM: You started your real estate career in 1990 and quickly became a top producer at Century 21. What factors do you think contributed to your early success in the industry?

RT: My early success in the industry can be attributed to a combination of hard work, a strong commitment to client relationships, and continuous learning. I focused on understanding the local market, building a network, and leveraging the marketing resources available. Additionally, my ability to adapt quickly to changes in the market helped me stay ahead.

REAM: Your team ranked #1 for Long Island homes for sale for several years. What strategies or practices do you think contributed most to that success?

RT: The strategies that contributed to our #1 ranking for Long Island homes included comprehensive market analysis, exceptional customer service, and effective marketing campaigns. We prioritized communication with clients, utilized the latest technology and fostered a strong brand presence through community engagement and networking.

REAM: Can you tell us more about the Rita Tsoukaris Scholarship and what inspired you to create it?

RT: The Rita Tsoukaris Scholarship was created to support students pursuing higher education, and that gave back to the community and strived to make a difference. I wanted to give back to the community by empowering young individuals to achieve their academic goals.

REAM: During the holidays, your team supports local families with gifts and dinner baskets. How do you choose which families to help, and why is this initiative meaningful to you?

RT: When selecting families to help during the holidays, we collaborate with a local community organization who helps to identify those in need. This initiative is meaningful to me because it allows us to make a tangible difference in our community, and it reinforces the values of compassion and support that we strive to embody.

REAM: What new tools or strategies are you considering to enhance client service and lead generation?

RT: We are always exploring new systems and social media marketing strategies to enhance client service and lead generation. Utilizing data analytics to better understand client needs and preferences will also help us tailor our approach and improve overall satisfaction.

REAM: What advice would you give to someone looking to buy their first home?

RT: My advice for first-time homebuyers is to do thorough research, understand their financial situation, and not rush the process. It is important to work with a knowledgeable real estate agent and to ask plenty of questions to ensure they are making informed decisions.

REAM: What is the most common misconception people have about the real estate industry?

RT: One of the most common misconceptions about the real estate industry is that it is easy and that agents make a lot of money with minimal effort. It requires hard work, dedication, and ongoing education to navigate the complexities of the market effectively.

REAM: What are some of the biggest challenges you face in your role as a real estate agent?

RT: Some of the biggest challenges I face include fluctuating market conditions, managing client expectations, and staying updated on industry regulations. Balancing these demands while providing excellent service can be quite challenging but we love a challenge.  

REAM: What hobbies or activities do you enjoy outside of work that help you unwind and recharge?

RT: Outside of work, I enjoy reading, and the most important to me is spending time with my family. Both help me unwind and recharge, allowing me to return to work with fresh energy and perspective.

REAM: Looking to the future, what are your goals for Team Rita and your new partnership with Realty Connect USA? What do you hope to achieve in the coming years?

RT: Looking ahead, my goals for Team Rita include expanding our market reach, enhancing our service offerings, and continuing to build a strong community presence. I hope to achieve greater collaboration within our team and further support our clients in their real estate journeys.

REAM: Your background in the entertainment industry seems quite different from real estate. Can you tell us your story of how you transitioned from entertainment to real estate?

AR: Entertainment and real estate may seem quite different on the outside, but in a lot of ways my experience in entertainment prepared me for a career in real estate. I learned how to deal with different and difficult personalities, I became adaptable and fit into whatever environment I was presented with, and I became very resourceful. All of these things serve me well in real estate. Real estate was always my passion and I knew I’d end up running a business one day, so when I had a hiatus on one of my TV shows, I used that time to get my license and the rest is history!

REAM: What do you find most rewarding about working in this industry? How does it differ from your previous career?

AR: I love the relationships that are built in real estate. You’re guiding someone in the purchase or sale of their most valuable asset, and it can be a vulnerable and stressful time. Real estate is a stepping stone to generational wealth, and I love getting to help families grow. My previous career didn’t give me any sense of value or that I was doing anything meaningful with my life. Now I’m rewarded with every client I work with, knowing I helped them achieve a real estate goal.

REAM: In today’s competitive real estate market, what do you think sets you apart from other realtors in the San Fernando Valley and Greater Los Angeles Area?

AR: What sets me apart from other realtors is the deep connection I form with my clients. Real estate isn’t just about transactions for me; it’s about understanding my clients’ unique needs, goals, and dreams. From the first meeting, I take the time to listen and learn what truly matters to them, whether they’re buying their first home, selling a long-time family property, or looking to invest. I prioritize clear, honest communication and make sure my clients always feel informed and supported at every stage of the process. This transparency builds trust and my clients know that I’m looking out for their best interests, and they can rely on me to guide them through the market. Because of this, many of my clients come back to me for future real estate needs or refer their friends and family, which is the highest compliment I could receive.

REAM: What advice would you give to someone just starting out in real estate, particularly about building client trust and maintaining long-term relationships?

AR: Consistency will ensure you have a long career in real estate. Get all your systems and automations in order so you’re not scrambling once your business starts growing. Know that you are a business owner and you are running a business, so treat it as so. You will get as much out of this as you put into it. Be genuine in your relationships with clients and don’t forget about them once the transaction is over.

REAM: As the founder of The Ryland Real Estate Group, you emphasize ‘relationships over transactions.’ How do you balance this client-focused approach while also driving business growth?

AR: I will still answer this as it’s still my personal mantra. I think it comes down to providing exceptional value, which naturally fuels referrals and repeat business. By emphasizing relationships over transactions, I’m investing in long-term trust and loyalty, which leads to organic growth through word-of-mouth and personal recommendations. When clients feel genuinely cared for, they’re more likely to refer you to friends, family, and colleagues, creating a ripple effect that helps grow your business. At the same time, I have to be proactive in building my presence through strategic marketing, like YouTube content and social media engagement. By blending authentic relationship-building with targeted outreach, I can scale my business without sacrificing the personal connections that have made me successful.

REAM: Can you share a memorable success story where you overcame significant obstacles to help a client achieve their real estate goals?

AR: No real estate transaction comes without its share of bumps in the road. But one that comes to mind is a deal where the buyer and seller were both on the verge of walking away, and it seemed like the transaction was about to fall apart. My clients were selling a home in Woodland Hills and the buyer was becoming concerned about a few inspection findings, leading to last-minute demands for repairs and concessions. My clients were frustrated, feeling like they had already compromised enough, and tensions were running high on both sides. Rather than letting things unravel, I reached out to the cooperating agent directly. We had an open and honest conversation, focusing on how we could bring our clients together instead of letting emotions drive the decision-making. I worked with her to identify the key sticking points and find creative solutions. By keeping the communication lines open and fostering cooperation, we diffused the tension and regained both sides’ confidence in the deal. In the end, we brought it to the closing table, and both the buyer and seller were happy with the outcome. This experience reaffirmed how critical collaboration and clear communication are in overcoming obstacles and closing a deal.

REAM: When you’re not working, how do you like to unwind and recharge? Any favorite hobbies or activities?

AR: I have an incredibly supportive wife and three wonderful little boys, and spending time with my family is why I do what I do. We enjoy going to the beach, going out to eat, traveling, hanging out with friends and going to the movies. I ride the Peloton every morning and that’s my way of getting revved up for the day. I don’t have a lot of time to myself but when I do I usually just watch a good show and crash!

REAM: What is your favorite way to explore and enjoy the local community in your area? Any hidden gems you’d recommend?

AR: We like to explore the community by going to farmer’s markets, carnivals and holiday events. We enjoy hiking and going to local parks. We also like to eat out, so trying new restaurants is one of our favorite family activities. The Stonehaus in Westlake Village is one of our favorites because the food is great, and you can enjoy a glass of wine with friends while the kids run around and play.

REAM: Anything else to add?

AR: While client relationships have always been a priority to me, this year I branched out and decided to forge meaningful relationships with other agents in the business. To say it has been rewarding is an understatement. Surrounding myself with like-minded, successful, and genuine realtors has not only expanded my network but also allowed me to grow both personally and professionally. It’s inspiring to work alongside people who share the same commitment to excellence and integrity, and it motivates me to continually raise the bar in my own business. Together, we support each other’s success, celebrate wins, and navigate challenges with a sense of collaboration that makes this industry feel less like competition and more like a community. There’s enough for everyone.

REAM: What inspired you to pursue a career in real estate, and how did you get started in this industry?

MT: I was working for the Yellow Pages selling advertising pages and wanted a more fulfilling career, so I decided to get into real estate, not realizing it would become my calling.

REAM: As the #1 ranked Coldwell Banker Agent in California, what do you believe sets you apart from other top agents in the state?

MT: Work ethic, responsiveness, communication, negotiation skills, and persistence plus always dressing and acting professionally.

REAM: As someone knowledgeable in relocation services, what advice would you give to someone moving to San Diego for the first time?

MT: Explore and learn about different neighborhoods and locations and what is important to you. For example, if schools are a top priority, or if walkability to shopping and proximity to work are important, etc.

REAM: How do you stay current with the ever-changing real estate market trends and ensure you provide the best advice to your clients?

MT: I always stay up to date on the latest changes in the market, trends, and industry standards as I want to always be knowledgeable of new changes or rules in the marketplace.

REAM: What has been your most memorable transaction or client experience, and why does it stand out to you?

MT: There are so many and such special moments and clients in my life but ultimately it is the feeling of when I have been told that I made all their dreams come true and that they couldn’t have purchased or sold without me. That crucial role in their life is what drives me, and I am goal-oriented and success-driven.

REAM: As the only agent ever endorsed by the San Diego Padres, how did this unique partnership come about, and what impact has it had on your career and reputation in the real estate industry?

MT: I was very fortunate to have a client who worked in HR who recommended I talk to ownership and after a series of interviews and a review of my credentials a marketing partnership was formed, and it took about 6 years to earn my validity within the organization and help players and front office/ownership. It’s of course a wonderful affiliation and unique to help get more eyes and exposure on all my listings for my clients as well and something no one else has or can provide.

REAM: What do you enjoy most about working in real estate, and what keeps you motivated daily?

MT: I enjoy helping people achieve their goals and dreams but most of all making a difference in their lives and helping create memories that will last a lifetime.  I’m motivated daily as each day is a new adventure and every client and sale are a unique experience. I get such gratification for helping my clients get a property or sell with best terms and details for them.

REAM: Can you share a personal achievement or milestone outside of your career that you are particularly proud of?

MT: I am married with 3 beautiful daughters and have a great relationship with my family that has helped me excel in my career and personal life.

REAM: How are you involved in the local community?

MT: I am affiliated with multiple nonprofit organizations and donate a portion of my commission to the San Diego Foundation for each transaction I close.

REAM: How do you balance your demanding career with your personal life and any hobbies or interests you have?

MT: Thankfully, I have a very supportive family as some days it is hard to balance but overall, I’ve realized that real estate is not a career but more a way of life for me, but I enjoy running, outdoor activities, attending Padres games with my family and friends, and exploring new restaurants.

REAM: How do you see the future of the real estate industry evolving, and how are you preparing to adapt to these changes?

MT: I think the changes in the industry with commissions and new required agreements are still in the process of getting to the standard normalcy, but I do feel you need to be a chameleon to change in the real estate market and adapt to the new rules and regulations, and trends.

REAM: Is there anything else you would like to add?

MT: Real Estate is truly a passion for me, and I want to make a difference in people’s lives not only by helping them purchase or sell but also by providing exceptional service and being a lifelong resource for them.

REAM: Can you share a specific experience or moment from your childhood or upbringing that you feel significantly influenced your work ethic and approach to your career in real estate?
PC: Growing up as a first-generation American, one defining moment that shaped my work ethic was witnessing my parents rebuild their lives from scratch after emigrating from Romania. Their perseverance and dedication to succeed despite numerous challenges instilled in me a strong work ethic and a belief in the power of resilience. This foundation has been pivotal in my approach to the highly competitive and demanding real estate industry.

REAM: As a first-generation American, how do you think your cultural background has influenced your interactions with clients and your approach to real estate transactions?
PC: My cultural background has deeply enriched my interactions with clients, bringing a unique perspective to my work in real estate. Understanding the immigrant experience helps me connect with clients from diverse backgrounds, enabling me to address their concerns more empathetically and effectively, especially for those navigating the American real estate market for the first time.

REAM: What are some of the most significant changes you’ve observed in the real estate market since you started your career, and how have you adapted to these changes?
PC: Since starting my career, I’ve observed significant fluctuations in market dynamics, from the housing bubble burst to the current trends of digitalization in property listings and transactions. My response has been to continually adapt, leveraging technology to improve client interactions and streamline the buying and selling process, ensuring I stay at the forefront of market trends.

REAM: Can you describe a particularly challenging real estate transaction you’ve handled and how you navigated it successfully?
PC: A particularly challenging transaction involved a highly contested estate sale with multiple stakeholders. The process required delicate negotiation skills and a deep understanding of legal and financial considerations. By facilitating transparent communication and employing strategic mediation techniques, I was able to reach a consensus that satisfied all parties involved, reinforcing the importance of patience and thoroughness in real estate.

REAM: What strategies do you employ to stay knowledgeable about market trends and changes in real estate laws and regulations?
PC: To keep abreast of market trends and changes in laws and regulations, I rely on a combination of continuous professional education, subscriptions to industry publications, and participation in real estate seminars and workshops. This ongoing learning process ensures I can provide the most current and effective advice to my clients.

REAM: Could you share a memorable success story or moment where you felt you made a significant positive impact on a client’s life through your work in real estate?
PC: One memorable moment was helping a young family purchase their first home amid a highly competitive market. By meticulously preparing their offer to stand out and guiding them through every step, we secured the home despite multiple bids. Seeing their joy and relief at the closing was profoundly rewarding and exemplified the impact of dedicated service in real estate.

REAM: In your experience, what are some common misconceptions or misunderstandings that people have about buying or selling a home, and how do you address them?
PC: A common misconception I encounter is the belief that the home-buying process is inherently stressful and opaque. I address this by educating clients about each step, setting realistic expectations, and maintaining open lines of communication to ensure they feel supported and confident throughout their journey.

REAM: Looking ahead, what goals or aspirations do you have for your career in real estate, and how do you plan to continue growing and evolving professionally?
PC: Looking ahead, I aim to reach the top 1% of real estate agents nationwide. To achieve this, I plan to expand my network, continue refining my systematized approach to real estate, and increase my involvement in luxury and commercial markets, further diversifying my portfolio and expertise.

REAM: What activities do you find yourself drawn to when you’re not working? Do you have any hobbies or sports that you particularly enjoy?
PC: When not working, I enjoy exploring the outdoors, hiking, and photography. These activities not only provide a refreshing break from my professional life but also inspire creativity and a fresh perspective that I bring back to my work.

REAM: Anything else to add?
PC: Every client interaction and transaction enriches my understanding of the diverse needs and dreams of those I serve. This human aspect of real estate, coupled with the complexities of the market, drives my passion and commitment to excellence in my career.