Today we’d like to introduce you to Judy McCoy.
Hi Judy, I’m so excited to have you on the platform. Before we get into questions about your work life, how can you bring our readers up to speed on your story? How did you get to where you are today?
My father was a WW2 fighter pilot and career Air Force officer who retired from MacDill AFB in the early 60s. I attended & graduated from St. Lawrence Catholic School and the Academy of the Holy Names, then up to Nashville for a BA in English & Economics at Vanderbilt and onto DC to Georgetown U for a master’s in science in the foreign service. I worked for the national trade association of snow ski manufacturers for 10 years. Each March, we produced the giant SIA annual Las Vegas Convention Center trade show. I had always wanted to have a small business and realized I would need to learn sales. So, I became director of sales & marketing for the Nashville Convention Center. Eight years later, my husband and I were perma-thrilled to have our son, and I stayed home with him for several years. We moved to Ann Arbor, where I re-entered the workforce in corporate sales with Thomson Reuters (you may have heard of Reuters Int’l New Agency.). Even though I had sales experience, I feel like I earned a master’s in selling there for several reasons. First was the pace: there’s a big number on the scoreboard that you & your team need to hit each month. Second was the high level of constant training. The short course would be reading “Spin Selling” and “The Challenger Rep.” Meanwhile, my private passion has been houses and design for all of my life. When my father retired from the Air Force, he became a broker. My role today makes me feel (on a good day) like I hit the trifecta as one of the top realtors for the #1 brokerage Century 21 JW Morton in Citrus County.
Would it have been a smooth road, and if not, what are some of the biggest challenges you’ve faced along the way?
The toughest struggle is overcoming habits and tendencies that don’t help us. For example, in sales, “He who asks the most questions wins.” Knowledge is king: knowing your customer, product, and competition. I was raised to have an iron-clad respect for others’ privacy. You have to learn how to achieve both – respect and knowledge—time and experience help.
We’ve been impressed with Century 21 J.W. Morton, RE, Inc., but for folks who might need to be more familiar, what can you share with them about what you do and what sets you apart from others?
Century 21 J.W. Morton has been the largest and most successful brokerage in Citrus County for 6 years running. Other brokerages offer a more generous split, but we attract and retain the best realtors. We sell the most. The reasons are simple.
- We are trustworthy and do the right thing. Whenever a question arises, the answer is always to do what’s best for the customer.
- Repeat business, which flows from #1.
Let’s end by discussing what matters most to you and why.
Do you mean in life or business? What matters most to me are God, family, and country. Why?
- Forever is a long time. I keep my eye on the prize.
- Proof of concept. Happiness lies in those priorities in that order.
- In the words of Bob Dylan, you got to serve somebody.
In business, what matters most to me are trustworthiness, productivity, and integrity. Success is a byproduct of those priorities.
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