What can I tell you about a girl who….(Ryan (‘Neal’s opening line in Love Story, the Oscar winning movie) moved to New York from London for love in 1995. Along with all the good intentions of going to St. Johns University in Queens to pursue a career in Communication Arts and ended up, 15 years later, with a successful career selling New York City real estate? My name is Lucie Holt and I was born and raised in London, England.

Before moving to New York in the name of love, I worked as a mortgage broker in London. Once arriving in the U.S., I decided that a career in television would be the path to go down, but I (ultimately) decided to pursue a small stint in real estate to make some extra cash before school began. I started out at a firm by the name of J.I Sopher in the winter of 1996, where I found out very quickly that American real estate does not even have a base salary or any benefits. I was told that I would be collecting my commission from a prospective renter – a concept that was completely foreign to me. For me to believe that someone would pay 15% of the annual rent to get an apartment seemed ludicrous.

In those days, there were no cell phones, computers, or Blackberrys, so I hit the streets with trepidation and fear. I thought, “Will I last a month?” Several fee agreements and happy customers later, I made my first commission, only to find out my company only paid you about every six weeks. “How does one survive?” I thought, but soldiered on and before I could say, ‘St. Johns University’ I had rented several more apartments and made many friendly clients, who in turn would become my friends. This seemed to spur me along and when I got that big, fat check about two months later, I was in heaven. By the end of that year, I had made $45,000 in a 6 month period; I thought I had hit the jackpot. No school for me — this career was addictive and so much fun.

Don’t get me wrong, the lows were miserable; chasing a deal only to see it slip out of your hands because of bad credit or a mind change. A deal is not a deal until those keys are in their hands. I learned fast that the low times do hurt the ego. Not one to give up, I picked myself up with a smile and just worked harder. The company I worked for was sold to Douglas Elliman, so I left with my boss to join a smaller firm that had only 3 offices at the time.

I spread my business over rentals and sales, doing about 30% rentals and 70% sales. This business is still thriving despite a couple of dark periods (ie. 9/11 and the recent recession). You’ve got to have stamina to survive this business, but it is so rewarding, not just in terms of income, but you meet so many incredible people along the way. I have now had the pleasure of experiencing my clients’ first job, first promotion, their engagement and eventual marriage, and even to children in some cases. It’s remarkable.

My advice and secret for agents: Be honest, listen to your clients and don’t rush them. If you do this, they will not only return, but they will also tell their friends how professional you are. I always give a closing gift, regardless of a rental or sale, something to wish them well in their new home. Spread yourself out– don’t just stick to uptown or downtown, learn the entire city, walk the streets and try to discover new buildings, restaurants, stores, etc. It will add to your knowledge and make you a more interesting realtor. I know agents who don’t try new territories and give away business. Why? You can navigate those areas yourself. Why let someone else get the commission?

One of my biggest failures was when I overpriced a property in order to get the listing and spent an entire year trying to sell it. I subsequently tried to convince the owners to reduce and, although they did by a small amount, it was still too high and I could not sell it. After a year of trying, they eventually gave the listing to another broker at a much lower price and it sold immediately. I was, of course, devastated, but I learned the hard way and that is the way it goes. Always remember, failure is not failure but a huge learning experience.

Another horrible blow was when I worked with a lovely German client who was looking to rent an apartment in a building with a gym. He was also a bit of a health guru and we found a great studio on W 57th and 8th Avenue with a pool and a gym. I remember we went downstairs to Starbucks to celebrate; he was leaving to go to Germany to get his furniture. A month later, I heard that at the age of 35, he dropped dead of a sudden heart attack. I was so upset. What irony that he was looking for gym-only buildings to stay healthy…It made me think of how fragile life is, and that we should live for today. Savor this moment! Live in the Now! I sound like an incognito Zen master, but it is true!

My last piece of advice is, don’t be fixated on a price-point. A client who rents a 1500 dollar studio today could well purchase a 1 million-dollar condo tomorrow, or could even forward their uncle Harry your way, who wants to buy a $10 million townhouse.

New York is a concrete jungle where many of my dreams have become a reality. From the bottom of my heart I wish you good luck and good wishes!

Lucie Holt
Senior V.P.
Associate Broker
Licensed in New York and California
Recipient Outstanding Customer Service Award 2007, 2008, and 2009 Platinum Award Winner from 1997 to 2010