Mary Lu Tuthill of Coldwell Banker Previews International

Couple these qualities with her passion, energy and incurable optimism and it’s no wonder she’s been the top selling agent in the prestigious Brentwood–Santa Monica–Pacific Palisades triangle for close to three decades.

How long have you been in the business?      

I have been selling homes on the Westside for about 37 years.

What made you choose real estate as your profession?

An injury prevented me from continuing in my computer systems design and software consulting. It was actually my husband who suggested that I try real estate. He was familiar with the business because his father had had a large real estate business in Connecticut when he was growing up. I was skeptical that real estate would be the right fit for me given that I was a scientist and mathematician; but he encouraged me and here I am. 

What distinguishes Coldwell Banker and you from the competition?

Coldwell Banker has history and permanence. Our formula for success is simple and consistent: we lead the real estate market locally, nationally and internationally; our global network is unparalleled, with more offices and affiliations outside the U.S. than any other firm; our state-of-the-art, leading-edge marketing is fresh and designed to attract the most qualified home buyers to our listings; and we have the most advanced digital platforms. We lead the nation in the sale of all categories of homes, including luxury homes. We were recently awarded three top International awards—Best Real Estate Marketing Program, Best Real Estate Agency, and Best Real Estate Agent at the International Property Awards.

My experience, expertise, outstanding record of success and what I would characterize as good old-fashioned human kindness make me stand out from the competition. For the last 28 years I have been the top-selling agent in the Brentwood/Santa Monica/Pacific Palisades triangle. 

You’ve experienced three recessions during your long career. What lessons have you learned? 

That real estate values can go down as well as up; that not all real estate agents are equal; and, that the right real estate agent makes a difference in the outcome. That my strong work ethic and my genuine interest in their well-being are things that my clients appreciate. That selling or buying a home is a significant and life-changing event and that, regardless of the circumstances or price range, everyone deserves respect, dignity and the very best representation. 

You worked as a systems engineer for IBM out of college. How does this experience work to your client’s advantage?

My analytical mind, my commitment to solving every problem and reaching every goal, and my IBM sales training were definitely skills that helped me succeed very quickly. I can immediately see to the heart of a problem and instinctively know how to solve it. I take every situation head-on, studying the options and developing the most effective strategy for success. And I stay with it to the end.

What other skills have sustained you during your long career? And what skills have you gained? 

Persistence and optimism. I was born into a large family and, as a result, I developed persistence, commitment, focus… whatever you want to call it. I never give up on a home that I am selling, or on a buyer that I work with. I continuously scrutinize my marketing activities to make certain they are effective. I remain incurably optimistic and always believe that I can make things happen despite the obstacles. 

What aspects of the business do you most enjoy?

My favorite part of the business is negotiating. I enjoy collaborating with the client to develop the most brilliant strategy for negotiating each transaction. As I acquired more experience in buying and selling homes for clients, I gained the skill to help people clarify their options and focus on their objectives and how to achieve them. 

I have also met so many interesting people… and made some lasting friendships with them. I am very passionate about my business, but the new friendships make it even more rewarding.  

What are some of the trends that you’re seeing?

Sellers don’t want to sell their homes because they have no place they would rather be. Buyers have high expectations and demands: they only want new homes. However, as prices increase, the developers, who have come back into the market for a while, will be priced out. The inventory of new homes will decrease. 

What do you do in your off hours?

To relax, I love to read and garden (I have a beautiful garden) and go to the beach.
I also enjoy the many children’s charities with which I am involved.

Photography Courtesy of Mary Lu Tuthill