No one is surprised Diane Denny has been the No. 1 agent companywide since Prudential Select Properties started in 2001. She knows houses—and she knows St. Louis. “I’ve owned 48 houses here over the years, and lived in 15 of them,” says Denny, who grew up in Kirkwood and Manchester. “Before I joined an agency, I rehabbed and sold houses on my own. I’ve always loved this business.” Last year was the best ever for the Denny Team, with more than $44 million in sales. She lives in Des Peres with husband (and business partner) Terry Chartrand. Their seven kids are now grown and out of the house.
[life-changing moment]
I had no idea what I wanted to do with my life. I always liked photography and math, but a friend’s mom owned Renaissance Realty in Benton Park and said, “You should get your real estate license. You can sell anything.” She was right. That was in 1986, and I’ve been in the business ever since.
[first sale]
It was in Maplewood, but I can’t remember for how much. My broker gave it to me, but I was so excited to have a listing.
[biggest sale ever]
A $1.7 million home in Town & Country.
[think again]
People think real estate is an easy, fun way to make a living. If you just want to dabble, fine. But if you actually want to pay your bills and send your kids to school, you have to work all the time. We don’t get to keep the entire commission, just a piece.
[when the bubble burst]
We actually got busier when the market crashed. During tough times, people want a top agent.
[expert advice]
When an owner asked why his house wasn’t selling, I grabbed my iPad and showed him a few homes that had flown off the market. “OK, I get it,” he said. He made a few small kitchen improvements: a tile backsplash and a new stove hood. The house sold right away. Little fixes can make a big difference.
[bumps in the road]
You just have to keep going. Don’t let the deal die. If people are quibbling over repairs, help them get bids. Take the emotion out of the equation. These are business decisions.
[giving credit where it’s due]
I’m proud to be one of Prudential’s top salespeople worldwide, but I couldn’t do it without my team, including my husband and Denny Team co-owner Bridget Forbes.
[why she’s no. 1]
I love a challenge. The tougher the deal, the more I love it. That’s when the fun starts. Bring it on! I can do it.
By Tony Di Martino
Photo by Bill Barrett