- Story by Kathy Michaels Photography by Darren Hull
Story courtesy of , a Black Press Media publication
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Saying the Stone Sisters are impressive negotiators may sound like little more than an endorsement for their real estate partnership. But in actuality, itâs much more.
Negotiating is part of the tie that binds them together and is woven so deeply into their story itâs almost as intrinsic to who they are as their DNA.
âWe had to negotiate for everything growing up,â said Tamara one afternoon while sitting in a Âé¶čAV Starbucks, prompting Shannon to nod in agreement.
âOur report card would come in and our dad would say, âthatâs great â you got a B in math, now go and get an A.â We would be like âhuh, what?â And he would say, âgo back to school and talk to your teacher.ââ
They would trundle back into their classroom the next day and start making the case for a better mark, pointing out that perhaps the grading of a paper or exam failed to take note of some nuance of the answer theyâd offered. Inevitably, theyâd sway their teachers and their marks would inch up.
It taught them how to confront an issue, be resourceful and believe in themselves â three key ingredients to success and â more importantly for young women who wanted to one day make an impact on the worldâ independence.
âIt was important to both our mom and dad that we be able to stand on our own two feet,â said Shannon.
Unsurprisingly, it makes an impression on those who have seen it in action.
âWe went to list an old teacherâs house two years ago, and I said âweâre really good negotiators,ââ Shannon said.
âThey were like, âoh, we know.â Back when we were students, she told us, all the teachers would talk about which Stone sister was coming in to negotiate first.â
Itâs part of what made real estate such a natural fit for the sisters, although they came to that realization at different times.
Their parents were realtors in the â70s and â80s. Tamara decided to follow in their footsteps in 1995, in the thick of an economic lull that hit the Okanagan hard.
âEveryone actually said to me, âare you insane, youâre getting into real estate? Why would you do that?ââ Tamara said, adding that she was glad she started in such a hard market.
âJuly 1, 1995, was my first day and I had a dark suit and Iâd cut my hair off and sold it to buy business cards ⊠I looked like I was 11 years old.â
Shannon stopped her sister there and offered some perspective as only a loved one can.
âShe didnât look 11. She was 22 and while all of her friends were going to the bar, sheâd decided to go into real estate,â Shannon said. âShe had short hair, and the worst blue suit â she looked older than she looks now.â
With that, the two laughed and the story shifted to include the added insight.
The Stones have an easy way of communicating. They speak at an energetic clip, encouraging each other as they tell stories and laughing at jokes and shared memories. They even finish each otherâs sentences. They share history, but itâs also clear they have a strong bond that carries them forward.
That closeness is part of the reason why their family was concerned when, 10 years after Tamara donned her blue suit, Shannon decided she too wanted to be in real estate.
âShannon came in after years of me begging her and she said, âokay, but I am not going to work for you, I will work with you for six months,ââ said Tamara, adding that they were content to go their separate ways at that point.
âEveryone was worried. We have a tight-knit family, and they worried that if we didnât get along it would wreck everything.â
Of course, it didnât. Theyâve been a homegrown success story, awarded Âé¶čAVâs Best Realtors multiple times and continually ranking among the Top 100 Teams with RE/MAX Canada. Theyâve found success, balance and a way to have fun with the work they share.
âIf I do anything that annoys Shannon, she just has to raise her eyebrow a little bit and I stop,â said Tamara.
And vice versa.
âWe know and we appreciate each other and each otherâs opinions,â added Shannon.
âWeâre almost one person, but we have different strengths and weaknesses that complement each other.â
They found a groove that allows them to take on all challenges, including market fluctuations. They choose to look at the positives in the market, and work with what they have.
âThere are always people moving, sales to be had and chances to be creative,â said Tamara.
âA market like this is nice because you can be honest. Lots of realtors donât want to tell someone what they need to hear because itâs not what they want to hear. Weâre in an industry where people want to be positive, but we want to be realistic.â
Shannon said that means when someone says they want to downsize or expand their real estate portfolio, itâs on them as realtors to look at whatâs happening in the market recommend full steam ahead, or say, âthis isnât the market.â And when thereâs a real lull, itâs on them to look elsewhere to find new clients to bring to the market. This approach has landed them in Seattle, Toronto and even the oil patch, depending on the year.
âWe think of ourselves as more of a marketing business,â said Shannon. âWe donât wait for something to happen or someone to come around and buy our listings â we look at whatâs happening and go out and invite people here.â
That approach has its risks and its rewards. But together, the Stones are clearly able to make it work.
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