Lessons from Local Leaders:

Lucia Jones

From Frankfurt to Fast-Paced: Lucia Jones’s Global Real Estate Journey

Lucia Jones’s career path took a decisive turn when she relocated from Germany to the US. With a background that included real estate in Germany and recruiting for a venture capital firm, she was convinced to join a friend’s new brokerage. What was initially a trial quickly became her lifelong career path.

The Great Adjustment: Pace and Protocol

Moving from the German to the American real estate market required significant adaptation, particularly in two key areas:

1. Agency: In Germany, Lucia primarily worked with sellers under a dual agency model where one agent represented both parties. She was initially perplexed by the US model, but now understands its value, noting the deep, personal nature of client relationships here versus the more “business transaction” focus in Germany.
2. Pace: Homes in the area where she worked in Germany would sell over two to three months, allowing for long marketing periods. The fast-moving Northern Virginia market, where properties often sell in days, required a complete change in strategy.

“I also like it because it makes it more exciting. I have to make sure that my clients… are on point. Are they prepared? Are they pre-approved? Do they know what they want? And are we ready to put in an offer as soon as we see the house?”

The Power of Preparation and Team Support

Lucia’s ability to thrive is supported by the unique structure of her team, A J Team Realty. The team focuses heavily on preparation, routine, and mutual support:

• Daily Rituals: They start every day with a morning devotional or sermon discussion, reflecting a shared value system.
• Script Practice & Market Talk: Following the devotional, they dedicate two hours to calls to talk to people in the neighborhood, stay close to the community, and keep an ear on market developments.
• Immersion: Lucia ensures she is constantly studying the MLS and viewing at least 15 houses every week, beyond her client showings, to maintain expert knowledge.

Her clients deeply appreciate that she is honest about what is possible and meets them exactly where they are, helping them navigate difficult situations to reach their goals.

Recruiting Intuition and Rewarding Moments

Lucia’s background in recruitment gave her a major advantage in real estate. She learned to quickly assess people’s needs, even when they were hesitant or didn’t think they needed a change. Her approach is similar in real estate: diving deep into where they are now, what is good, what could be better, and what they truly need for their next step.

Her most rewarding experience, which solidified her career choice, involved her first buyer in Germany: an immigrant family moving from a cramped two-bedroom apartment.

“Just seeing their dream of providing a home for their family where all the kids had their own bedrooms and really taking that step into home ownership… I still get goosebumps.”

This experience of helping a family build generational wealth is a moment she frequently reflects on.

Global Perspective and Community Impact

Growing up in the very diverse city of Frankfurt prepared Lucia well for the multi-cultural environment of the DMV. Her global perspective allows her to understand different cultures and personality types, preventing a “culture shock” and allowing her to connect authentically with the diverse client base here.

Lucia is dedicated to educating her community and giving back. She plans to host quarterly webinars focusing on topics like downsizing and 55+ communities, and she is developing a Home Buying Bootcamp for next year. This event will bring together loan officers and title companies to provide future homeowners with all the knowledge (credit score, financing options, etc.) they need to make their dream a reality.

Her team also runs the Be a Blessing Foundation, which is focused on supporting local schools, food pantries, and the community—something they will be celebrating at a charity gala early next year.

Lucia’s long-term vision is clear: to get as many people as possible into a safe and beautiful home where they feel secure in their environment.

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