Beth Ortner DiLoreto
Title: Office Leader/Director of Sales, Berkshire Hathaway HomeServices
Age: 46
Experience: 28 years
Beth DiLoreto started selling condominiums when she was 18 years old, an age when most teens are behind the cash register at a local mall. After 10 years or so, she began a long transition that would eventually see her become a regional vice president at BHHS. Currently she is the full-time manager of BHHS’s Glastonbury and Marlborough offices. These days, her schedule is much more predictable than it was when she began selling homes. In her downtime, she likes to do anything outdoors, like hiking, biking and spending time by the water with her husband and two teenagers.
Q: How did you get started in real estate?
A: I had just finished my first year of college and was trying to decide what I wanted to do when I grew up. I thought I’d get into real estate as a temporary thing while I was trying to figure it all out and I just fell in love with the business. I thought I would only do it for a few years, but after two years I was addicted. I love the interaction with people and the entrepreneurial part of it and the autonomy.
I was going to school for social work. I say to people frequently that the best backgrounds for real estate sales are social work or psychology.
I started right into sales. I made condominium sales in Cromwell my niche. That was what I focused on initially. The majority of buyers was a younger clientele, so my young age was less of an issue. I often say that my real estate career grew up with me. Many of those condo buyers became my clients again when they wanted to buy a single-family home. It was all very natural.
It’s interesting. My father was a builder for many years, but had gotten out of it by the time I got into real estate. Dad was mortified by the fact that I wanted to get into [the industry], but within a year or so, he could see it was my passion and has been very supportive ever since.
I laugh because I can remember many seminars over the years where the presenter said, “Raise your hand if you wanted to get into real estate when you were a kid.” I’m always one of the only ones who raises my hand.
Q: Would you recommend real estate as a career to a young person starting out?
A: I would. I think there’s so much opportunity in this industry. It is truly a way to help people with one of the most important decisions they’ll ever make. There are challenges but the rewards are far greater. It’s really a great career for me and I totally enjoy seeing young people start off in this business. I would absolutely recommend it.
My children definitely grew up with this business all around them. My 14-year-old daughter said she wants to get into it. My funniest story is when my daughter was little and in the car with a friend when my cell phone rang. My kids were trained to be quiet when my phone would ring, because they knew I had to take a lot of calls. So when the phone rang, my daughter looked at her friend and said “Shh!” They’ve definitely grown up with that. I have some funny stories, but this career has given me the opportunity to have a little different balance with my kids that some people in other fields just don’t get.
Q: You sold real estate for five, 10 years, before slowly taking on more managerial responsibilities – these days your job description doesn’t seem to leave much room for sales. Is that something you miss?
A: Part of the reason I took my new role is because I do love the direct sales part of the process. Interacting with the agents. I have that component. I will say, an agent’s job is to service the buyers and sellers. As an office leader, I provide that level of service and support to my agents. The process is different but very similar. I don’t generally do sales anymore, except for possibly a relative or close friend.
I have 95 agents in my current office, but will still help out with a sale if the need arose. I always say I wouldn’t ask anyone to do something I wouldn’t do myself. I’m on call 24/7, but my schedule is a lot more regular than an agent’s schedule.
Q: Did you study management formally or learn it on the job?
A: No, I don’t have any formal college-level education in management, but many different programs for the different companies I worked with.
Q: You’ve been through several market cycles. Is your job harder when things are going better financially? Or when we’re in a down cycle?
A: I think both have pluses and minuses. I feel that the management is affected directly by what our agents do. We’re compensated based on the profitability of our office. In a down market, you’re right in the trenches with your agents. Another challenge is dealing with the emotions of clients and agents. Conversely, in a hot market, it’s more fun, but that has it’s own set of challenges because when the market is hot, there is more competition among agents and agents in general are more likely to look at other opportunities.
DiLoreto’s Five Favorite Motivational Sayings:
- Do or do not. There is no try.
- Whether you think you can or think you can’t, you are probably right.
- Thoughts become things.
- Think happy. Be happy.
- Dream big.
Editor’s Note: This article has been updated to correct the spelling of Beth DiLoreto’s last name in her Five Favorite Motivational Sayings.
