Five Questions: Judy Huntsman

This month marks 40 years in Springfield real estate for Judy Huntsman. She co-founded Huntsman & Co. in 1969 and has been at Coldwell Banker Vanguard since buying the local franchise 25 years ago.

What has kept you engaged in real estate for four decades?

The wonderful people I've met through the years. It's a passion for me. You start out working with someone, then they become a friend and a customer for life, and you become involved, intertwined in their families and their successes and failures.

What are some of the biggest changes you've seen?

When I started out 40 years ago, we had a little one-page contract. Now, we have a nine-page primary contract, separate financing addendum and a separate special agreements addendum. We have so much more paperwork and so much more accountability, which is very good. Our licensing laws are much more stringent. ... We have buyers' agencies, sellers' agencies, dual agencies and the information necessary to keep the public advised about really, who's representing whom. Years ago, it was always let the buyer beware, and today, you'll have a house inspection, a radon inspection, and surveys and all sorts of very good enhancements to any property transaction.

We've seen corporate transfers change a lot. There used to be big perks in transferring employees. It is just so costly today, many times that moving package isn't as sweet as it was 20 years ago because of homes sitting on the market a little longer (and) being more expensive.

How does this recession compare to others you've faced?

I've been through about four recessions and survived. (This one) is unique in that our business was really interrupted by the recession, and it was peculiar because the rates were so reasonable. It was hard for me to comprehend how far-flung this was, because our rates were so reasonable, and it should have driven people to buy.

What would you say to those considering real estate careers?

If they're goal-oriented and they're willing to work hard, it is a fabulous career. There can never be too many people in the real estate business, because about 20 percent of them control most of the wealth that occurs in real estate, anyway. If you can get into that 20 percent bracket and make a success of training and skills, it's a marvelous opportunity. ... It's not a complex business. You have to have your heart in the right place, and you have to be service-oriented and customer-driven.

What is your next professional goal?

I would love to get my Certified Residential Brokerage designation. You have to have so many years of service and so many years in the real estate business, and you have to test out for it. Since I have so many years of experience, I believe I'd only have to take one exam. Because it requires a lot of education and training, I'll try to do that in the next couple of years. It just seems like ... we're busy when the times are good, and when times are slow, I'm busy trying to re-create the business for our agents. I work a minimum of 60 hours a week, and I try to take three weeks of vacation every year, but I don't always do it.