After several years as an accountant in the nonprofit sector, Suzie Wells went into real estate so she could spend more time with sons Fisher, Carter and Dylan (now 17, 16 and 13). Today, she’s a luxury home specialist with more than $9.5 million in sales. She, the boys and husband John Wells, a retired professional chef, live in Town & Country.
[first sale]
It was in University City. I was the listing agent, and I found a buyer as well. I was so proud and thrilled! I knew I’d chosen the right career.
[biggest sale ever]
Just under $2.5 million.
[signature style]
My marketing and advertising strategy is tailored to each client and property. But one aspect remains paramount and unchanged from client to client: the line of communication is always open and continuous.
[where the money goes]
The biggest misconception about agents is that we earn our money effortlessly. A large chunk of my personal commission is spent directly on marketing and advertising my clients’ homes. You have to invest in your client base. It’s the cost of doing business, but it’s worth it in the long run. Happy, satisfied customers grow your business much bigger and faster.
[the agony of defeat]
My least-favorite part of the business is watching a buyer walk away at the last minute.
[bumps in the road]
The best way to handle a difficult client is to remain positive, listen to their concerns, let them know I understand, and keep them informed every step of the way.
[blueprint]
It takes patience, perseverance and lots of planning to succeed in real estate.
[when all else fails]
If your house has been on the market for a while and isn’t selling, it may be time to mix it up a bit. Advertising, marketing and communication are crucial in this business, and there are so many creative ways to promote a property. I believe in using technology to reach out to other agents and brokers, and also to buyers who may not be in the market to purchase.
[my kind of town]
I love the sports, the seasons and the diverse restaurant scene in St. Louis. The only thing I don’t like is the humidity!
[hobby]
I absolutely love to cook. My husband, a former chef, taught me everything I know.
[favorite stress-buster]
There’s nothing I enjoy more than being with my family. At the end of the day, they bring peace and harmony to the ever-teetering, fast-paced world of real estate.
By Tony Di Martino
Photo: Bill Barrett
