Explore the stories of Grace Jones, Tom Gale, and Sofia Crisp, and uncover how gratitude can  profoundly impact your business and the world around you.

BY LEE NELSON
Lee Nelson is a freelance journalist from Illinois. She writes for REALTOR® Magazine, several state  REALTOR® Magazines and websites, and loanDepot.com.

In an industry known for transactions, it’s the stories of human connection and gratitude that stand  out. Grace Jones, an agent at Keller Williams Elite Realty in Durham, NC, recalls a pivotal encounter  during an open house. A woman living in her car with her three children came to the open house  looking for food. Abandoned by her husband with no financial resources, this woman’s story struck a chord with Jones.

“She was a teacher but didn’t have enough money for housing.” Jones discovered that this woman  had a 750 credit score, so she worked tirelessly to connect her to a down payment assistance  program. Beyond the transaction, the woman’s gratitude for Jones’ nonjudgmental assistance was  immeasurable.

“I believe gratitude is being able to acknowledge that something that didn’t have to happen,  happened,” Jones reflects. “I believe the more grateful you are, the more it is returned to you.  Celebrate all the wins. For some, that means just waking up in the morning.”

Reviving Gratitude with Handwritten Notes

For Jones, gratitude is more than words—it’s a way of life. She employs the timeless art of  handwritten notes, a lost tradition in today’s digital age. “That’s gratefulness,” she asserts. “It’s not about being thankful for what you got, but being present in the moment and making someone else’s day.”

Jones composes these heartfelt notes twice daily, every day, appreciating individuals who have left a  positive mark on her life. From outstanding restaurant servers to unnamed heroes, she extends her  gratitude, even when she lacks their mailing addresses. Her gratitude has a ripple effect, such as the  note she wrote to the manager of her local grocery store, acknowledging the exceptional service of  the butcher. This simple act, containing her business card, culminated in the sale of the butcher’s  home.

“It’s much cheaper than running ads,” Jones states. “But that wasn’t the intention of it. It’s about  changing lives.”

Her belief is clear: gratitude shifts focus from what you lack to appreciating the present.

Harnessing Gratitude for Community Transformation

Tom Gale, a sales associate at Coldwell Banker Sea Coast Advantages in Wilmington, NC, exemplifies the transformational power of gratitude. He has consistently contributed to his community, motivated to make a difference rather than seeking recognition.

As the 2021 president of Cape Fear REALTORS®, Gale dedicated his term to forging deeper  connections with local community groups, including housing-related nonprofits like Habitat for  Humanity. Instead of the customary installation gala for the association president, he proposed a low-key event and channeled the funds into launching a Habitat for Humanity home-building campaign  under the association’s name.

The cancellation of the installation event due to the COVID-19 pandemic freed up additional  resources, propelling the Habitat project forward. Gale witnessed a surge in association members  volunteering and providing financial support, which was vital in realizing this project.

“Not only was this home life-changing for the owner and her family, but it was nice for the community  to see our association making a positive impact in such a tangible way,” he expressed.

This commitment extends beyond real estate transactions. Gale spearheads fundraisers and  donation campaigns and provides his team’s moving truck for local nonprofits. Additionally, he serves  as a member of the city/county Joint Workforce Housing Task Force, a board member of the  Wilmington REALTORS® Foundation, and a board member of the local American Red Cross.

Gale emphasizes that even small acts of kindness can have a profound impact. He believes in being  a positive force for good, stating, “I feel driven to leave a positive impact.”

Turning Gratitude into Homeownership Opportunities

Sofia Crisp understands the transformative potential and gratitude of homeownership. In 1959, her parents purchased a home for $19,000 and converted it into a duplex. Through financial  management and savings from rental income, they steadily built wealth.

“My brothers and I all went to college loan-free because they had bought that home,” says Crisp,  founder, executive director and financial coach of the Housing Consultants Group, Greensboro, NC.  She also serves as the 2023 president of the Greensboro Regional REALTORS® Association.

Twice a month, Crisp offers classes tailored to individuals interested in homeownership or seeking  guidance on securing down payment assistance. Despite the challenges posed by the pandemic,  inventory shortages, and affordability issues, these classes are consistently well-attended.

“Our goal is to keep people motivated and informed about the benefits of homeownership,” she  emphasizes. Her teaching approach fosters hope and optimism, encouraging a ‘glass half full’ perspective. She perceives current inventory challenges as opportunities, granting individuals  additional time for preparation. With improved credit scores and greater savings, they may gain better access to homeownership within the next three to six months.

“Maintaining a positive and genuine demeanor and sharing my personal journey uplifts their spirits,”  remarks Crisp. “People thirst for knowledge, a value surpassing monetary worth. Practicing gratitude  keeps you grounded and enables you to continually seek out the positives and share them with  others.”

Crisp’s exceptional commitment to her profession was recently acknowledged when she received the National Association of REALTORS® 2023 Fair Housing Champion Award. Beyond her professional  work, she actively involves her team in community engagement, participating in activities such as  assisting the homeless, contributing to feeding programs, and adopting a school at the start of each  academic year.

“In valuing others, you don’t take people for granted. However, this also requires setting aside time  each day for personal reflection and contemplating how you can make a difference in someone else’s life,” she concludes.

Gratitude’s Role in Elevating Your REALTOR® Value

Building genuine connections with your clients is at the heart of successful real estate transactions.  The Global Happiness Council’s research underscores the importance of vulnerability and  authenticity in creating powerful human connections. By practicing gratitude and expressing appreciation for your clients, you create an environment of trust and openness that enhances the real estate journey for both parties.

The Deloitte Greenhouse study’s findings are another valuable reminder of the significance of  expressing gratitude in your professional life. An overwhelming 85 percent of professionals desire  simple acts of appreciation in their day-to-day interactions. As a REALTOR®, taking the time to thank  your clients and provide them with opportunities for growth and learning can set you apart and  strengthen your client relationships.

A study by the University of California, San Diego states that gratitude can also shrink heart failure  risks. Additionally, Robert Emmons, professor of psychology at the University of California and a  leading expert on the science of gratitude, writes that grateful people describe stronger positive  emotions, experience more satisfaction with life, maintain higher vitality, and face lower levels of depression and stress.

Remember the words of our featured individuals—Grace Jones, Tom Gale, and Sofia Crisp. They  embody the essence of gratitude in their respective fields and have achieved remarkable success by  embracing it. Gratitude isn’t just about acknowledging what you have; it’s about sharing that feeling  and positively impacting the lives of those you serve.

“My mother is 84 years old, and I talk to her three times a day,” Jones says. “We all get busy, but I  always tell her I’m just grateful I ended up with her as my mother. I’m grateful she can walk to the car  and go to a restaurant for lunch.”

Gale believes there are so many ways you can help people in small amounts of time or money. “You  can be the person to deliver lunch to those at a Habitat for Humanity build. So many people assume  they don’t have what is needed. But there’s nothing special about what I do,” he states.

“I feel driven to leave a positive impact.” Crisp says that gratitude is just being thankful for what you  have been blessed with and realizing it is a gift and you aren’t owed anything. “Take that feeling and  share it with others and get others to that point,” she comments. “You look at the world differently  when you walk in gratitude.”

As a REALTOR®, you have the unique opportunity to guide your clients through one of life›s most  significant decisions—buying or selling a home. By infusing your interactions with gratitude, you  elevate your role, deepen your connections, and ultimately become a REALTOR® who is not just  selling properties, but enhancing lives.