By Taz Adamjee
As I sat down with Leslie Dennis, I saw it as the perfect opportunity to dissect the brain of an expert in one of today’s most volatile industries. Leslie has been successfully selling homes for 20 years, and although I’m far from purchasing my first four-bedroom, two-story abode, picking her brain for her extensive knowledge of Toronto’s real estate market would be like picking flowers from a garden – easy access to an estate of valuable information.
Leslie always had a yearning to be creative. It’s no surprise that her decision to attend Parsons The New School of Design to pursue a career in photography was as crystal clear as her lens of choice.
She recalls her love for photojournalism and New York City shots, but admits that after returning to Toronto, the industry was a tough nut to crack.
“I was into capturing moments,” she says, “but reality soon kicked in.”
Realizing the need for stability, she dabbled with brief positions in marketing and with the Toronto Argonauts. However, growing up in a real estate family, the foundations for her career path were already laid out; she couldn’t fight what was coded in her DNA.
“Real estate was in my veins,” she says.
She obtained her full license in 1990 and in 1991, started as an agent with an uncle who was a broker. Handing her an open-house sign, pen, paper, pager, and cell phone, he would provide her with only the basic tools needed to kick-start her career.
She’s come a long way from her first open house, but attributes much of her success to her honest, soft-sell approach. Even as we chat – for over an hour – her honesty is refreshing. I talk to her about life and its complex intricacies as if we’ve been friends for years. We’re able to relate – if not on real estate then some other facet of life – but surely, her ability to connect with people from first point of contact is what makes her stand out amidst the crowds of realtors. Using her ability to interact with others, form relationships, and relate to people and their unique situations, she’s been able to bring her own multi-faceted approach to the real estate market.
“It’s about the relationship,” she says confidently, “It just makes sense to me.”
Three weeks into her stint as a realtor, Leslie prepared for her second showing: a lower-priced home attracting many first-time buyers. After being bombarded with prospects, Dennis, coincidentally, had a young couple walk in that she had sat beside at a wedding. They were pleased to see someone they knew – a familiar face is often a friendly face – and the couple felt comfortable working with Leslie from the start, knowing she was a rookie in the business.
The house wasn’t for them, but Leslie was able to show a listing that came into her office the following week. After deciding it was a good fit, Leslie encouraged her clients to make an offer on the property. Being new to the stressful environment of negotiating a price, Leslie referred to rule number one: Ask for help. She enlisted the help of her uncle and was able to close her first deal.
We’re all guilty of painting our lives with a stroke of luck every now and then. Luck helped her sell house number one. It didn’t help her make a living selling homes for 20 years. And she credits much of that to hard work, great social skills, and growth as a person from when she first started.
She admits it’s never been easy. When she goes to work, she’s only as good as her last deal, and working on 100 per cent commission fetches quite a few unknowns, income and hours being the critical two. She’s constantly living with the anxiety of her next deal but explains her circuitry is wired to handle a constant stress load.
Known to some as “Hurricane Dennis,” this multi-tasker extraordinaire sweeps in and out of the different areas of her life. From showings to groceries, Leslie ensures there’s never a dull moment.
“I’m just a big kid with lots of responsibilities,” she says. “Two kids, a career, a house, and three dogs. Keep breathing and don’t ever stop moving!”
What’s the biggest contributor to her overall success? The way she measures her victories. Her ruler is more than simply numbers and figures.
“Do I have healthy children; have I taken care of all their needs – food, clothing, time, love?” According to Leslie, these are the markings of a successful woman in the 21st century.
I asked Leslie to look back and reflect on her biggest mistake over the course of her career. Once again, her honesty was evidence of her character.
“I didn’t manage my business,” she says, “I never marketed ‘me.’ I never branded myself.”
She now makes it a point to be more visible and network. Competition has increased exponentially, paired with a period where there have been fewer listings. As her client base changes, it has been vital to her continued success.
Leslie markets real estate, and over the years, has come to perfect it. She has the ability to transform a house into showing condition, appraise and price it, and get each home she’s responsible for ready for sale, regardless of what the markets indicate. She knows first-hand real estate follows the natural life cycle. And she’ll be there to make buying a home a less threatening experience.
Leslie Dennis currently works at Forest Hill Real Estate Inc. and lives in Toronto with her two children. For more information you can visit her website at www.lesliedennis.com.
Photography: Hans-Ulrich Lichtenberg at Hudson Taylor Studios, Toronto; Wardrobe: Leslie’s own, as well as clothing provided by Shelley and Mimi’s on Avenue Road