Laura dove into the real estate world post high-school graduation and has been a powerhouse in the industry ever since. After much knowledge learned and many accolades gained, she brought her talents to Jacksonville and is now the chief growth officer and licensed REALTOR® at EXIT Real Estate Gallery, where she facilities all in-house coaching programs covering educational requirements, financial investment and an overview of what to really expect when transitioning and growing a real estate business. Laura’s intentional, resilient and a force to be reckoned with, and we’re rooting her on as she continues to empower others in real estate and beyond.

The Basics:

Hometown: Willingboro, New Jersey
Current city: Fleming Island, Florida
Alma mater: N/A
Very first job: Washing my dad’s work truck and picking up chips of concrete on his job sites for the family stucco and plastering business.
Hustle: Chief Growth Officer and REALTOR® at EXIT Real Estate Gallery

The Interests:

Babe you admire and why?
My nonna, Vincenza Gloria Dell’Aquila Pizzolongo. She commanded a room and had the ability to bring people together. Her smile and laugh was contagious. She had a determination and spirit to accomplish what seemed impossible. Along with raising three boys, she was really a mother to all of us in the family—and many who weren’t even blood related. She also worked and advanced in her career during a time when sales was dominated by men. One of my most memorable moments of my life, was when I had the honor to deliver her eulogy this past year.

What would you eat for your very last meal?
Eggplant with my mom’s sauce for macaroni. (She doesn’t use the internet, so I’ll have to mail this to her. She’ll get a kick out of me including that.)

What’s something you want to learn or master?
I would really like my daughter to teach me how to play our ukulele before she goes away to college. 

What’s something most don’t know about you?
Unless someone has spent time around me, they may not realize I have Tourette Syndrome, which is a neurological condition. I was diagnosed when I was young. It’s rare for females in my age bracket to actively still have tics. When I was young, an adult attempted to deter me from being in front of an audience. They thought my tics would distract and wanted to shift me to a job working backstage. That criticism (perhaps misplaced protection to keep me from being made fun of) was my rocket fuel. I went on to be in drama, chorus, speech and debate club, and a few talent shows. I was determined that a neurological disorder—whatever my face did or chirps my voice made—was not going to limit me. Even more, no individual would limit me from something that I wanted to try. And now, here I am, working in a role where I’m often speaking in front of groups or with others daily. That’s a beautiful thing! I feel that it’s a responsibility to educate others about the condition, eliminate the misconceptions, and that is done best by getting out there and doing my thing.

The Hustle:

Tell us about your hustle.
I’m the chief growth officer for EXIT Real Estate Gallery and also a licensed REALTOR®. We have eight offices around Northeast Florida (Including our relocation center at the Jacksonville International Airport) and approximately 500 REALTORS®. I facilitate our in-house coaching programs, which includes a daytime program and evening program (for those who are transitioning and still in other professions). Working closely with our amazing co-brokers, I also facilitate a few career nights per month to educate people with a curiosity about working in the real estate industry. I cover the educational requirements, financial investment, and an overview of what to really expect when transitioning and growing a real estate business. I also teach some classes and facilitate or moderate events for the real estate community. As for unpaid work, I’m the chair for a local high school’s Vystar Academy Business Advisory Board. Giving back to educators that help kids like I used to be (kids who are in business vocational tracks) is really great. I’m also plugged into our Northeast Florida Association of REALTORS® with their 2019 Leadership Academy, which includes assisting with the relaunch of our Young Professionals Network. I wanted to get on board with helping, because I think is essential to cultivate interest among younger real estate professionals to be active with their board. 

What does your typical workday look like?
Each day varies, and I love it that way. In the morning, I love to listen to some interviews and podcasts, morning jazz music, and stretch or do yoga. I highly value my sleep, and tend to go to bed early the majority of the time. This past week, I launched coaching programs for day and evening groups, facilitated a career night, had a few consults by phone over the holiday weekend with REALTORS® I personally mentor and sponsored into the brokerage to help support their business growth, had been interviewed for two podcasts (one business-related, the other about families with loved ones that have dementia), and moderated an event for 50 REALTORS®. With every day being different and at different locations around Northeast Florida, it’s important I time-block for other responsibilities, follow-ups, and writing notecards. Time for my own self-growth and keeping up the pace of my own education is critical. I’ve made my car my college and listen to what helps my own personal development.

What’s your approach to coaching other realtors?
Working in this type of role, it’s important to know your people. It’s helpful to know their dynamics outside of the business, their personality style, and what motivates them. Starting any business requires a tremendous amount of resilience. So many people simply do not make it after several years in the industry because they came into it for the wrong reasons or were ill-prepared. I want to prevent agents repeating their first year in the industry for a second, third, even fourth year. So, I focus on the fundamentals, conditioning those foundation skills and knowledge to launch a successful business. I also serve our agents who are “relaunchers,” as there are just times that significant health issues or other factors force a person to step away from their business long enough they can feel lost when coming back in. Working in accountability and productivity, I’ve found it best to start tough and get easier. When they begin working with me, I set the expectation up front that we’re a team. However, they have to put in the work. I’ll get in the trenches with them all day long when I know they are bringing their best effort. For established agents, it often comes down to improving in skill, knowledge, or needing a higher level of accountability. Sometimes, they are right there—so close to the breakthrough, and it often comes down to a few refinements in their strategy.

What are your tips for optimized productivity—both for realtors and those outside of the industry?
For any business, it has to start with your mindset and having a plan. So many people operate by default in their daily operations. Channeling your vision and breaking it down into goals that are digestible and building out a business plan with goals that include specific strategies keeps a business owner focused. It’s like sailing at sea with a destination in mind: It’s far easier to make adjustments to stay on course when you’re also monitoring your coordinates routinely. Regretfully, some business owners only take a brief look at how they’re actually performing. Before they know it, they’re so off course it ends up not being a productive—or profitable—year. From there, developing a professional calendar that shows them not only where they need to go, but how they are making money. We can fill our time with activities that make us look busy. However, when we drill down to what gets us results, our life becomes so much easier. Women, particularly, can have challenges with that. If you want to get great, you have to be clear on what gets you there—and what won’t. Your 20 percent (income-producing activities) should be a mainstay on your calendar. Above all, this is a profession that requires more work-life integration versus balance. With that said, when starting a new business, you have to plan to invest a lot of time, especially in the absence of having the income already to pour into systems, tools, and support staff to create leverage. It’s that period of time many put in the sweat equity. Oftentimes, some people overlook less obvious things that save time, like learning how to be a more effective communicator. You have to get out there and make connections, build relationships with others. The ones who last in this industry build meaningful relationships within their communities and network. People need to know you, like you, trust you, and consider you an expert or trusted advisor.

How has being a woman affected your professional experience?
There are times, working in my profession over the years, I feel I would have advanced much more quickly had I been a male. I struggle with that answer, as I think of specific situations with specific people I had been in where I may have chosen to handle it differently now. I feel that as an industry, we do exceptionally well with over 60 percent being females. With that said, the percentage of those in leadership positions within brokerages and organizations is much, much smaller. Coaching or working at the broker level isn’t for everyone, and that’s just fine. It’s more important that we have enough of the right people that want to be in it for longevity plus the right reasons, versus a fleeting interest or check in the box.

What female-specific challenges (and victories) do you face in your day-to-day work?
As a mom and single (divorced) parent for the past few years, there certainly have been tough days. I never want to let my kids down. I had a revelation earlier this year regarding my health and energy levels that led me to focus very closely on my nutrition. I noticed I wasn’t bringing my best self to my agents and my children. The result was a natural weight loss of 35 pounds, which helped with my energy a lot, and I credit to plant-based nutrition. As a woman, when we’re givers and support a lot of people around us, we must take the time to also be sure to focus on our own needs. That’s one area that I’m getting much better about.

How has your own experience as a mother influenced your business and goals?
Being a mother has improved my patience tremendously. Kids have a magical way of teaching us that lesson. It also taught me the lesson that you can have a perfect plan, and it can still sometimes get pulled apart. I spent a lot of my earlier years trying to control too many aspects of my life. That was unnecessary. It served me better to be well skilled in how to adapt when the plan doesn’t work out, versus being proficient in coordinating everything perfectly. When my kids were smaller, my then-husband was often deployed. It would never fail that the day that I had showings or a closing, something would happen. The car wouldn’t start (or even, once, the second car wouldn’t start while in the midst of having the other one repaired). Or the power went out as I was getting the kids ready for pre-K and my work. I once had the three of us sleeping in our camper for a week with a power cord running to the house, while waiting for an air conditioner to be repaired over the summer. While also working. And answering ombudsman calls, while volunteering for the Navy squadron. There was also a time I had a miscarriage while driving alone to visit my family out of state, while my then-husband was out to sea. During my time volunteering with the Navy families and being a new mom, I got really great at problem resolution. Working in real estate brought me plenty of new opportunities to put that newly honed skill into practice. Above all, I learned to let go of what wasn’t, at the end of the day, high-priority, and understand what I can and cannot control in any situation.

Are you involved with any other side projects?
I volunteer as the chair and business partner for a local high school’s Vystar Academy advisory board. It’s an opportunity to give back to organizations like Future Business Leaders of America. This past school year, I’ve assisted with mock job interviews, attended advisory board meetings to help the teachers put together goals for their Academy students, along with reality days and career shadowing with teens who have interest in real estate. The Leukemia & Lymphoma Society is also special to me. I’m learning about the work they do, including research that actually links to a treatment I benefited from. It helped with my autoimmune condition (at its worst, I was walking with a cane and bed-bound much of the time). I’ve helped to support as a campaign manager, two of our local, fellow realtors win an or Woman of the Year. At the gala this year, LLS announced me as a 2020 candidate for LLS Woman of the Year. It’s a rewarding opportunity to help them raise important funds that help support those with cancer and their families, along with research. That aside, I’m becoming active with our local Northeast Florida Association of REALTORS® through the Leadership Academy and Young Professionals Network, helping to increase professionalism and education within our industry.

What does your approach to work-life balance look like?
Being introverted, I sure picked an out-there career to be in. To create a flow that works for me, I lean to my calendar. If I have an event I’m facilitating or have a heavy networking or meeting day, I’ll be sure to balance it out with having time to myself or having a quieter day afterwards. It helps me to recharge my batteries. When I’m on, I’m on! Energy is important in what I do. I’ve maintained a minimalistic lifestyle for about a decade now, along with now having a vegan lifestyle. It simplifies a lot of my day with what I plan to eat, what I’m wearing, maintaining my home aside from the typical routine to-dos that none of us really can avoid. Some weekend nights, I’ll opt for a stay-in night, do a beauty routine (nails, facial), watch Netflix and be perfectly content with not going out. It makes me happy to have a supportive boyfriend and children who understand that need. In the real estate industry, work is personal and personal is work. My small circle of close friends includes fellow realtors, and we have a lot of fun when we get together.

Career and/or life advice for other babes?
One observation—being someone who started in my industry before social media was a mainstay—is that I feel there’s even more pressure than I ever experienced for younger, professional women to feel the need to peak fast and early. We’re living in a hustle-and-grind culture that’s losing sight that there are going to be stages of your career that are exactly where you need to be for that moment. Enjoy the ride. Build relationships. Become a power connector within your sphere of influence and you network. If you have a vision and a path to reach your goal, understand there are some steps you have to take to get there. There’s experiences you may just have to go through for personal and business growth, so don’t get discouraged if there’s a lesson you need to learn or skill that just takes time in the current seat to master. Get really clear about what you want for your life and your standards around it for the people you share it with. Some are going to be liabilities and some are going to be assets. As you grow, some people aren’t going to grow with you, or even be happy for your success. Don’t take it personally. 

Connect with Laura:

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This interview has been condensed and edited.

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