Ray Collins Interview – TV Newscaster to Real Estate
We wanted to turn the tables on our monthly columnist Ray Collins and find out how a guy who spent 35-years as an award-winning TV newscaster has been able to become an award-winning Realtor in his first full year of buying and selling homes.
In 2021, Ray was among the top 1% of his Coldwell Banker office of 165 agents, top 2% of the area’s 8,000 Realtors and top 3% of all Coldwell Banker agents worldwide. He received the “International President’s Elite” award for $22 million dollars in transactions last year.
*What made you decide to get into real estate? I’d been in TV or radio news since I was a teenager and I felt it was time to try something else. One of my mentors convinced me that knowing a lot of people and knowing the area as well as I do would be a good combination.
*Are there any similarities between the two fields? It would seem the media and real estate have nothing in common? Yeah, I would think the same thing—especially while going through the process to get my license. Very dry stuff you don’t really use in daily real estate. But it turns out there are plenty of things that translate.
*Like what? There is a similar pace and passion required for both. I’ve never felt truly “off-duty” in my careers. Whether it be breaking news or a new client calling—I’m used to always being ready. I feel lucky because I like a lot about real estate and it feels like a hobby for which I’m paid.
*You brought up money, so I can’t help but ask about the difference there? Well, (laughs) the bad news is we are independent contractors as Realtors—whereas I was always used to receiving a steady paycheck as a journalist. But the good news is—if you work hard, you can do very well. There’s an expression I like: “Risk and reward are tightly tied.”
What have you done differently than others in real estate? Well, besides really dedicating myself to it every day of the week, I also am fortunate to have a background in the media and marketing. After all, I produced videos five days a week for decades on the news each night and now I’m “covering” the story of houses I’m listing. I have the same gear I used in TV news.
What about the marketing you mentioned? I know what gets attention. I lease a billboard each February in my home hometown of Buffalo and I’ve generated some new clients off that. I’ve been asked to speak to other real estate offices around the country. Of course, I don’t tell everything!
*Why do you like real estate? A few very different reasons. First of all, I like the autonomy. I’m my own boss—but I’m a tough boss. (Laughs.) But there’s also an incredible amount of satisfaction I didn’t expect.
*What do you mean? Last year I had a couple approach me about wanting to sell their home so they could move closer to their grandkids. I remember our first nervous meeting in their beautiful home…and then a few weeks later, I recall walking through their baren place for a final walk-through, hugging and watching them drive off to their new life. Heady stuff. Or I recall the young couple that approached me about buying their first home. It wasn’t easy getting a mortgage…the seller of the place actually tried to pull out two days before the badly delayed closing…but seeing them drive their packed car from their old place to their new place brought a smile to my face.
Any advice for others thinking of a career in real estate? It’s not for everybody. It is seven days a week, often early in the morning to late at night. But if you love it, feel passionate about it and work hard–it can be a very rewarding way to go.
Top Photo- Janet Combs / Other Photos- Ray Collins