A cozy corner for kids to open presents on Christmas morning. A quiet backyard garden to cultivate a hobby. An investment property to build wealth. For Barry Bates, real estate is more than buying and selling houses, it’s a chance to elevate lives.
“By understanding their unique goals, I guide my clients toward opportunities that align with their dreams,” Bates said.
He works to uncover what motivates his clients, their “why” — before showing properties.
“It doesn’t come in that first consultation, and it doesn’t come in that first house you go into with them,” Bates said. “It comes at that moment when they give you what I call ‘the black swan’, that hidden piece of information you didn’t get until you’re in the space with them.”
One client initially wanted a condominium, but after getting to know her, Bates suspected a single-family home would better suit her needs. That’s ultimately what she bought.
That customer-first approach has earned Bates honors, including the Coldwell Banker West Shell President’s Club and Circle of Excellence awards.
But his real estate journey began with a personal “why.”
With four children at home, Bates wanted a career that allowed for more family time. Real estate offered the flexibility he was looking for. He took 10-hour classes on weekends, passed the exam, got his license, and closed his first deal on day one. Fourteen years later, he’s grateful for the move. It gave him time with his wife, Linda, and children — Jason, Holly, and de Léon — and now with his grandchildren.
Together with his wife, he also started an LLC to renovate and resell residential properties, an experience that gives him an eye for issues others might miss.
Before real estate, Bates worked at Kroger and Liberty Mutual Insurance, where he learned customer service and how to handle objections, skills that still serve him well.
“I see my background as an advantage compared with others who came straight into real estate,” he said.
That includes one of his top values: accessibility.
“When my phone rings, I try to answer it as often as I can,” he said. “This is a highly anxious process, and just picking up the phone can give clients peace of mind.”
Market conditions — from fluctuating interest rates to limited inventory — add to that anxiety. But Bates encourages clients to stay informed.
“Do your own homework and stay locked into what’s happening next,” he said.
Low inventory can create opportunities for buyers, particularly with homes that have lingered on the market.
“Be ready to negotiate if you see something that’s been sitting,” he said.
For sellers, pricing remains flat. His advice: Be strategic about your asking price and invest in marketing.
“Do all the things to accelerate foot traffic in the property,” he said.
While Bates continues to guide clients through buying and selling, he’s also focused on giving back, mentoring the next generation of real estate professionals.
“I tell clients, I can sell your house with both hands tied behind my back, blindfolded and my feet bound,” he said, laughing. “But what I really get out of this is the opportunity to train and coach young professionals — the next generation.”
For sellers, pricing remains flat. His advice: Be strategic about your asking price and invest in marketing.