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In a recent episode of Ask the Author, Revaluate CEO Chris Drayer welcomed Martha Melendez to the show, diving deep into Martha's journey from a child immigrant to a successful real estate professional and author. Martha's story is one of resilience, passion, and a commitment to community, making her insights valuable for both aspiring agents and seasoned professionals.
Martha's journey began in 1985 when her mother brought her to the US without either of them knowing English. Her struggles with language barriers fueled her determination to succeed, leading her to become a teacher and eventually transition into real estate. Along the way, she expressed gratitude for the teachers who supported her.
“When I got here, I was in eighth grade and that teacher was really good. And then I transferred to high school. It's very scary, not knowing English. But I had a wonderful teacher there that kind of taught me the way. And I was always so grateful for that, that I wanted to get back.”
The inspiration provided by these educators motivated Martha from an early age to go into teaching and eventually teach English – the very language that had once been such an obstacle for her.
Reflecting on her career, Martha emphasized the importance of protecting and empowering others, a driving force behind her decision to enter real estate. Her dissatisfying experience buying her own first home proved to be a turning point in her career path.
“I knew that something was off,” she explained. “And so I was like, how many other classes do I need to take at the university to become a REALTOR? Because my personality is that of a protector, right? And when I see a need, I fill a need. I'm like, I need to be better for somebody.”
Recognizing a need for better representation and support within the industry sparked her desire to advocate for fair treatment and equal opportunities for all.
Martha's passion for education and mentorship shines through in her book, The Aspiring Agent – From Overworked Rookie to Real Estate Rockstar (available HERE ON AMAZON), which provides practical guidance and engaging stories for real estate professionals, especially those just starting out or in need of a boost in their transactions.
Chris asked Martha to talk about the challenges of writing the book, and Martha spoke about the process. She highlighted the importance of breaking tasks into manageable pieces, emphasizing the value of structured collaboration and effective time management.
In discussing her approach to managing contacts and relationships in real estate, Martha stressed the importance of finding a system that works, whether it's old-school methods like writing everything in notebooks or using digital tools like CRMs. Her transition to using digital systems, while initially challenging, ultimately helped her stay organized and provide better service to her clients.
“Time blocking is huge,” Martha said, “especially for real estate. It's definitely something that people need. If I didn't have certain times, I would be all over the place because the squirrels are real.”
The part of the conversation about using CRMs and staying in touch with contacts was very poignant given the role of Revaluate in the industry. For those who don’t know, Revaluate is a software system which is far more than a mere CRM (you can check out Revaluate HERE). It uses cutting edge technology to compile contact data into a score – called the Revaluate score – which is a ranking of each contact’s likelihood of buying or selling real estate soon. We can aver that this software is highly accurate – it works. If you use it.
The point Martha makes is that any system you rely upon will require you to do the work. The idea of sitting at a computer for hours, entering contacts and their data into a CRM, seems almost impossible for her because she cannot sit still that long. This reminded her of something she once heard a motivational speaker say.
“He said, ‘What do cows do?’ He was like, ‘Cows only produce milk. The cow doesn't milk itself. The cow doesn't package, pasteurize the milk. It doesn't sell the milk. The cow makes the milk.’
“And I had this aha moment. I'm like, I'm the cow!” This stresses the importance of focusing on one’s strengths and outsourcing tasks one isn’t suited for. There is value in recognizing one's limitations and surrounding oneself with the right support to achieve success.
The conversation then shifted to Martha's commitment to fair housing and equality within the industry. She shared personal stories of discrimination and advocacy for better regulation and practices. Her promise to protect and fight for her clients, regardless of background or budget, reflects Engel & Voelkers' dedication to providing a bespoke experience for every client.
On the subject, Chris noted, "I think we're making progress on fair housing and steering as a country, and there's a long way to go. Like there's a lot. So, it takes individual efforts. It takes companies doing the right thing. It takes the government stepping in. It's going to take lots of different steps to make this thing better. But I think we are seeing incremental improvement day to day. Would you agree?"
"Yes, I would," Martha said.
In wrapping up the conversation, Chris encouraged listeners to explore Martha's book, The Aspiring Agent: From Overworked Rookie to Real Estate Rock Star (in paperback, hardcover and ebook HERE ON AMAZON) and to connect with her on social media and her website. He praised Martha's passionate speaking style and highlighted her dedication to making a positive difference in the industry.
If you haven’t seen this informative, humorous and entertaining conversation yet, you can check out the blog post here:
And if you just want to watch the video, you can find that here:
