Anne Cristaldi - Navigating Nearly Five Decades in Real Estate

Ever wondered how one woman could navigate the unpredictable tides of the real estate market for nearly five decades? Join us as we sit down with Anne Cristaldi, a veteran in the industry, who transitioned from teaching to real estate in search of greater workday flexibility. Anne takes us through her fascinating journey, from the staggering 18% interest rates of the early '80s to today's competitive market. She shares heartwarming stories of clients who returned after decades and offers a peek into her proactive strategies for finding off-market properties. Anne also emphasizes the importance of educating clients every step of the way, making it clear that her secret to longevity in the business lies in her dedication and adaptability.

In our conversation, Anne opens up about the unique joys and challenges of working with a diverse clientele, from first-time homebuyers to those looking to downsize. We delve into the intricacies of handling new and custom constructions, and the crucial role of continuous learning and coaching in enhancing client relationships. As we wrap up, Anne discusses the importance of choosing the right partners and maintaining a mindset of determination. She urges listeners to look beyond media portrayals and believe in the attainability of homeownership and property investment. Packed with heartfelt insights and practical wisdom, this episode is a testament to Anne's passion and unwavering commitment to real estate.

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Transcript

Real Estate Insights and Challenges

Speaker 1 0:31

I'm Anne Cristaldi and the business is real estate. I've been in real estate sales for gosh a long time and I serve my clients by being accessible, keeping up with the times and just bringing value to them.

Speaker 2 0:53

Yeah, and how long have you been in real estate?

Speaker 1 0:56

I have been in real estate 47 years Wow.

Speaker 2 1:00

And what got you into real estate 47 years ago.

Speaker 1 1:04

Well, I'm a former teacher and I thought I wanted more flexibility in the workday, so that's why I went to real estate.

Speaker 2 1:14

Yeah, and was it more flexible?

Speaker 1 1:18

To an extent.

Speaker 2 1:21

Yeah, trading some one problems for other problems yeah.

Speaker 1 1:25

And you can really make your own hours and you can do as much or as little as you want.

Speaker 2 1:30

Yeah, to an extent, I guess I should say 47 years is an amazing amount of time to be in real estate. Tell me a little bit about what I mean. I know you could probably talk forever about how the markets changed, but from when you started to today have you been watching markets grow and interest rates change? What's it been like watching that process?

Speaker 1 1:54

Well, it's always adjusting and always pivoting to different. What's the norm at that time? I gosh. When I got in the business since 1977, there were 18% interest rates in the early 80s and you know, homes sold, people moved and whether it was relocation or just, you know, coming out of the apartment or going to a bigger home. So people adjust to it and we all adjust to it and then gosh a lot of highlights. I guess my biggest highlight is when PS clients come back to me. I just had one that came back after 22 years and um. I sold her house and um with 15 offers and that's great and $135,000 more in her pocket.

Speaker 2 2:56

I'm sure she appreciated that she did. What was it like to have someone come back 20 years later?

Speaker 1 3:02

Well, it was just really rewarding Sure, it really was that they had that trust and they remembered you, because sometimes people don't remember you.

Speaker 2 3:14

Right, yeah, you clearly stuck in their head 20 years later. What do you find most rewarding about what you do? You've been doing it for a long time.

Speaker 1 3:24

Well, I think when you get the job done whether it's helping a buyer get the home that they want, helping a buyer get the home that they want and, I think, also know that they can afford to buy and then get the home they want in this challenging market it's sometimes tough for buyers, but if the buyer really wants them that's always a question I ask At what price and what terms do you want this home? Or should we just keep looking? They will. I've been able to get the home for that particular buyer, so they've. My people have always won.

Speaker 2 4:10

That's a good way to say it, that your people have always won.

Speaker 1 4:13

But it just depends on the buyer. If that's the home for them, right, and if it isn't, I always feel it's not meant to be.

Speaker 2 4:22

Yeah, and they'll find something better, and do you always find that kind of happens?

Speaker 1 4:28

It always happens.

Speaker 2 4:29

Always something else comes up, right yeah. So I think I'm not going to cry over spilled milk over this house.

Speaker 1 4:35

Right, right, we didn't get, and the buyer always says you were right, it wasn't meant to be. So I think it's. I believe in karma, you know what is meant to be, and the right house will turn up, or I'll dig it up, so to speak. I'll find an off-market property for that individual.

Speaker 2 4:57

Yeah, and kind of guide them in a different direction. What challenges are you facing in the market today and how are you overcoming those challenges?

Speaker 1 5:10

Well, you know if you listen?

Speaker 1 5:11

to the media. There's a lot of challenges. However, it's always been what you know they're having the hubbub over in the media and, in legality, it's always been a seller's choice. I think, in this market, though, you have to bring more value to the table, and I think you have to articulate the steps and walk people through, because you can't assume they remember from five years ago. People through, because you can't assume they remember from five years ago. So I think that's you know. We've got to keep in mind that. Keep educating them, yes, and I like to keep in mind that. You know it's not as simple, and you know you can't assume people remember everything, because their experience, whether they purchased before or sold before, is always skewed by, you know, time. We all forget things, right timelines, and really like to remind people and give them information that they're not blindsided or they're not like oh big deal, but I think the market's good.

Speaker 1 6:32

I think a challenge would be the lack of inventory, but I haven't really experienced that because, like I said, I'll have a buyer if they want a particular street, go or neighborhood and go and show me or write down houses that they like, addresses or streets, and I'll find them a property in that, wherever they want to be. Yeah, so anyway, that's amazing. I guess my biggest challenge is that I drive a lot, which I don't mind, but I do cover, from DC to Baltimore and around your county.

Speaker 2 7:15

You're all over.

Speaker 1 7:16

Everywhere except Virginia. I don't go to Virginia.

Speaker 2 7:20

No, you don't, but you're here today. I am we're happy to have you here today. No, you don't, but you're here today. I am, we're happy to have you here today.

Speaker 1 7:24

Oh, it's beautiful, Leesburg.

Speaker 2 7:26

Yeah, thank you. In all these years, do you have a favorite buying or selling story, something that really stuck with you, that was either rewarding or challenging and that kind of motivated you to keep in this direction, and that kind of?

Speaker 1 7:43

motivated you to kind of keep in this direction, I guess, when I think about it. Oh gosh, I probably have so many stories, but my first sale was on a busy highway and I still remember the people. It was like you know what I think is one way um oh, this is a busy, uh, four lane highway. Um, uh, it's not that for other people. So I have to think from their perspective.

Speaker 2 8:13

Right, um, so tell me about that first sale.

Speaker 1 8:17

Well, actually my first sale was a horse farm in Brookville, maryland, and I started in my main office. It was an all-me at that time. And then my second sale was on Route 29 outside of Burtonsville, next to a fruit stand, and it was a modular home but it was a young couple. They liked it yeah, so anyway, they stayed for a long time yeah that's good.

Speaker 1 8:51

Yeah, um so, um, you know that was that sticks out my mind. Mind or the, the people that I have um helped get a home or helped sold their home as a short sale. I've done that and yeah, there was, they were real grateful for that.

Speaker 2 9:12

Yeah, there was a chunk of time that a lot of people had to do that short sales but yeah.

Speaker 1 9:16

I would sometimes get them through in four weeks. Yeah, that's good, for sure, you know. Know, you just have to go with the flow, yeah go with the flow.

Speaker 2 9:27

And what are you doing for advertising and marketing these days, Gosh?

Speaker 1 9:33

well, I've never did anything to start with. In the last few years I have been gosh, I'm on social media and I do print mailing, which I never did. That either.

Speaker 2 9:52

Do you feel like it's a new world of having to do more in that department? Well it's just different.

Speaker 1 9:58

I would say it gives you more energy. If you're doing the same thing, it gets pretty boring. Sure, and even though you're seeing different homes and whatnot, I do a lot of interviewing. For Thankful Thursday, I implemented that to highlight small businesses and especially after the pandemic, I think the small businesses were hurt Absolutely. People couldn't go and purchase and Amazon took over. Yes, so I highlighted that, I started that.

Speaker 2 10:32

Tell me a little bit more about that. Thankful Thursdays.

Speaker 1 10:35

Well, it's Thankful Thursday got underway because, like I said, the small businesses and I started highlighting Main Street, Chevy Chase, which they're a pretty active community under the umbrella of district bridges, and that's just right. My office is at 20 Chevy Chase Circle, so it's just right walking distance. Oh, that's nice, and a lot of shop owners and just great people and great items that they sell, different and unique and quality Anyway. So I started doing that and then I would branch out. You know, maybe Gray Street Coffee in Bethesda I highlighted and it was just so exciting.

Speaker 2 11:28

So what are you doing to highlight these businesses?

Speaker 1 11:31

Well, I interview either the owner or maybe the manager or an employee and ask them how tell us something unique about the business and just a little history and maybe highlights of trends they see in their store or in people purchasing the products and all that? That's a great way to give back to the community. It is, and one stands out to me. It was Raymer Shoes, which I dearly love the shoe store because I buy all the shoes for my grandkids which I love that.

Speaker 1 12:16

Anyway, I asked her if there was competition and she said in her accent that she doesn't worry about the competition, she just worries about her own store. Which was really cute the way she said it With confidence.

Speaker 2 12:32

Yeah.

Speaker 1 12:33

Yeah, and just a way to give back really, and I've interviewed people in Howard County and Montgomery all over.

Speaker 2 12:43

That's great. So you interview them and then are you writing a blog about them.

Speaker 1 12:48

I put it on social media. Okay, it only turns out to be a minute clip, but I put it on social media and so people can become more aware of the store or the business. It might be a service like hair salon, and so forth.

Speaker 2 13:09

What advice do you have with all your years of experience? What advice do you have for a young agent that's new in the field? Or not even young, just a new agent coming?

Speaker 1 13:21

into the field.

Speaker 1 13:27

What advice do you have? I would say don't overthink and this is a people business and connect with people and love what you do. Yeah, I think that's what it is. Yeah, if you love what you do, it'll radiate and um, you just find people to help. I was in fedex yesterday and the of the manager said oh, I wish I hadn't relocated here from south carolina and we've got involved in a conversation, but then I might help them down the road but yeah, anyway, what's kept you going, what's your passion um how do?

Real Estate Agent Perspectives on Diversity

Speaker 1 14:08

you find your passion. I think my passion, and what has kept me going, is that the diversity of people that I've helped, that I've helped, that I've come in contact with, that I've found them their dream home, whether it was 2.5 or 150, or even a $50,000 mobile home that I must have sold 46 years ago. Anyway, by the fruit stand yeah, no, that was different, a different one. I almost said to the lady by the fruit stand yeah, no, that was different, a different one. No, I almost said to the lady you don't have to pay us because she paid us in installments. But it's the, the value that you bring to people and it's the reward that they just the smile on their face that you helped them when they thought, oh, this is going to be difficult or something.

Speaker 2 15:06

Yeah, and it wasn't no. You were able to guide them through that. Yeah, I shouldn't say demographic, but a certain type that you like to serve best as far as, like a new home buyer or someone that's maybe like moving out, downsizing, what's kind of most rewarding for you, what transactions, I think they all are.

Speaker 1 15:29

Yeah, it's really the person, and if I feel I can't, you know, click with the person, I'll suggest somebody else help them, but I haven't had that happen yet.

Speaker 2 15:40

But you never know.

Speaker 1 15:43

But I think just everybody's in a different walk of life. Helping people with new construction or custom construction is a little more taxing because it's a lot of little steps. But I've just enjoyed how it's just the person really when it comes down to it, and all nationalities, all walks of life. It's just. It keeps it interesting that you're not just boring. You know selling condos or whatever. So I think that's what's kept me going, that it's so diversified.

Speaker 2 16:30

It's not like sitting at a desk and doing the same thing and no two transactions are the same. Absolutely Right, they're not. Have you had the chance to mentor other real estate agents and, if so, what does that mean to you?

Speaker 1 16:46

I have not mentored anyone. I have, you know, given advice or suggestions, but I haven't mentored anyone.

Speaker 2 16:56

Yeah, did you have someone that kind of mentored you when you were getting into the business? No, no, they just put you in.

Speaker 1 17:02

Yeah, back then they didn't really have the mentorship programs. But I have been in coaching. An old roommate of mine from a college I went to. I saw her at one of those reunions and she said, oh, you've got to get in this coaching. And I did and I've always been in coaching, whether it's business coaching or different coaches focus on different strategies or different ways to run your business.

Speaker 2 17:42

Sure. What has that coaching meant to you?

Speaker 1 17:44

Oh, I think it's been the world. I felt like I neglected some of my previous clients and friends, and so I went into the ninja coaching, into the way it's called ninja coaching. It's all about by connecting with people. No scripts, no, nothing, yeah, and you know, to better serve the people I've neglected, yeah, so so that was my latest thing, and just to improve on how you connect, because we don't know.

Speaker 1 18:25

I remember once, I think, I said, oh, that's a small yard or something stupid like that, thinking I was helpful and they liked the small yard.

Speaker 2 18:35

So see its difference of opinions and and point of references right, where, if you said that for somebody else, they'd say oh, this yard yeah, it's kind of small yeah but that was probably about 30 years ago.

Speaker 1 18:48

I don't do that anymore. I try to put myself into their shoes, sure, um, and find what is important to them. Um, that's how I another reason I got in the business. I had a great agent. However, um, they, uh, I always had everything researched before they called me up yeah and um, and you know you just have to. It's important to put yourself in their shoes.

Speaker 2 19:20

For sure, so you can understand where they're coming from.

Speaker 1 19:23

Because it's about them not me.

Speaker 2 19:26

Yeah. You know and helping them through this process? For sure, Absolutely. Where do you see this all going for you in the future? Are you continuing on the real estate path?

Speaker 1 19:37

Yes, absolutely yes for you in the future. Are you continuing on the real estate path? Um, yes, absolutely yeah, because, um, I I'll just continue on it, probably, for maybe a lot of people are retiring, and even myself. If people don't see me out there, they think, oh, I'm retired or moved away or something, but um, I'm having too much fun and uh like why give it up yet? Yeah, I, I probably, maybe, maybe in 10 years, but I might be that person that works my whole life, because I love it, you love it.

Speaker 2 20:11

You know, you can only go to the gym.

Importance of Work Partnerships and Self-Belief

Speaker 1 20:13

So much that's true, and I just find it exciting. I'm always learning. I'm always in mastermind groups Some I've been in for 30 years. So you know you're always learning, You're always changing up. I think if I was staying the same, I would get bored.

Speaker 2 20:36

Yeah, we all would right. It's kind of part of our duty is to learn and to grow and switch things up from time to time. Absolutely yeah. As we wrap up here, are there any last parting words you'd like to leave us with Any business advice, a mantra that you live by?

Speaker 1 20:58

Well, I would say it matters who you work with, and don't believe the media. Search it out and get the truth for yourself, and anything's possible. A lot of people feel it's impossible to buy a home or to have home ownership or to buy investment property, but it's not. It's not. There's always a when, there's a will, there's a way that's for sure.

Speaker 2 21:28

Well, thank you, Ann, for coming in today. It was a pleasure speaking with you.

Speaker 1 21:32

Well, thank you for having me it was really exciting to be here, Happy, you're here.