Growing up in Webster Groves, Susan Hurley wanted to be an Olympic ice skater. But after majoring in communications at University of Missouri-St. Louis and modeling for Anheuser-Busch and other ad campaigns, she chose a career in real estate. It’s been every bit as exhilarating as nailing a double axel. “I’ll never forget my first sale,” she recalls. “I felt like I’d climbed Mt. Everest, only I got a check afterward!” In 22 years in the business, four of them at Janet McAfee, she’s been recognized for most closed sales and volume numerous times. She and her husband, who have two daughters, live in Wildwood.
[how it all began]
I got my license because I wanted to list my own home and buy a new one. I liked everything about the process, so I stayed with it.
[sweet spot]
I was given a leather briefcase when I started out. Every prospect I came across, I put their file into my briefcase, vowing to keep it in there until I sold the client a home. It took me three years, and I had to duct-tape the handles on that briefcase, but I closed every single file. That’s when I knew I’d picked the right career.
[biggest sale]
It wasn’t just one deal, but a string of simultaneous transactions that led to a very high volume.
[no sale]
It’s hard to be objective about a place you’ve lived in for years. If your home has been on the market a while and isn’t selling, trust your agent’s suggestions and take action, whether it’s making repairs and upgrades, or taking a long look at price.
[satisfaction]
My favorite part of the job is when someone becomes a repeat client, or when they refer me to someone else.
[downside]
It troubles me when clients base decisions on random sources of information or war stories from family members. Choose a reliable, experienced agent, and have faith in her.
[harder than it looks]
The conception is that agents just write up offers and run to close with them. But so much time and energy is spent on transactions that never make it to the closing table.
[the magic touch]
To succeed in this business, you need to know neighborhoods like the back of your hand and have a keen knowledge of market trends. Perseverance and optimism are essential, as are a love of new challenges and appreciation for all types of personalities.
[stress relief]
At the end of a hard day, I unwind by taking a walk in the fresh air with my dog … and enjoying an occasional glass of wine.
[career advice]
If you want to get into real estate, find a good mentor—and buckle up!
Photo: Bill Barrett
