The wife and husband team behind real estate firm Santy Partners shares tips for success
He had just sold his marketing and advertising adjacency and had time off.
She ran her busy real estate business and extra time was a luxury.
The timing seemed like career serendipity for Dan and Liza Santy, the husband-and-wife team behind residential real estate Phoenix Santy Partners, which Liza launched in 2011. The two longtime Arizonans with extensive networks across the Valley, combining their respective professional strengths was the logical move.
Or at least one that solved the excess time imbalance.
“He kept coming into my office asking me what I was doing. I was busy. I said, ‘Why don’t you get your (real estate) license because I need help?’ “recalls Liza. “But I needed his help. And he needed something to do.
Dan did just that and partnered with his wife in her real estate business.
“With my background in marketing and my taste for sales in general, it was natural for me to join her,” Dan said.
The partnership is a success. Combined, their business has grown 28% every year since 2018, with homes selling over $1 million accounting for the majority of the business’ volume, Dan said.
Santy covers all areas of the Valley with a focus on Scottsdale, Paradise Valley and North Central Phoenix. Its core clientele is generally made up of experienced property buyers. One recently purchased his 16th home, Dan said.
A number are high-end buyers looking to downsize as they enter the empty nesting phase. Some are retired and looking to increase their numbers, Liza said.
Every now and then there’s a young family referred by older homebuyers who trust the Santys to get them a good deal. The excitement of that first big purchase always brings a rush.
“I really appreciate these first-time home buyers,” Liza said.
The pandemic has had its own impact. Dan and Liza have seen an increase in people leaving California and larger cities with higher property taxes.
There are also more people working remotely who are no longer bound by geography, such as a recent Santy client whose company is headquartered in San Francisco but bought a house in North Scottsdale.
This new workplace culture has buyers looking for a space with true work-life-play function. The home office is a key amenity, whether it’s a bedroom that could best convert into an office or a house that includes designated office space as part of the floor plan.
Because the Santys know the valley well, they often attract clients who have low standards but think they want to live in a certain part of town even if it doesn’t work out.
“We can tell them immediately, ‘You’re not going to want this area.’ We can quickly guide them to the most ideal areas based on their criteria,” Dan said.
Homebuyers share their stories
Atilio Santamaria met Liza in 2014 when his wife received a job transfer to Arizona. A realtor friend in California recommended Liza. The Santamarias traveled to Scottsdale to look for a house and even though Liza was on vacation, she came home to help them.
“The fact that she took time out of her vacation to come and meet with us says a lot to us,” said Santamaria, who lives in Manhattan Beach, Calif. “The priority was the school district for our twin sons. She knew exactly what we needed.
Santy Partners helped Bill Kircos and his wife Megan sell two of their homes in Scottsdale this year. They also found Santy through a friend’s recommendation.
The diligent communication, responsiveness, and honest assessments of what they needed to do to prepare for their home show – and the projects that could wait – impressed them.
“Dan is very energetic and sales driven. Liza, you can tell, has years of experience and is the voice of reason. They’re a good dynamic duo and that’s what we liked about them in a hot minute,” said Kircos, who lives in Scottsdale and Charlotte, North Carolina.
Stand out in the competitive arena
A 20-year veteran in the real estate industry, Liza’s career had been booming for a while. Dan was running his own thriving marketing business when he developed a rare nerve condition that doctors believe was stress-related. This health issue was the catalyst for the sale of his nearly 30-year-old business.
“I had a good run. I thought it would be a good time to sell,” Dan said.
Santy is part of a residential real estate industry that has thrived amid the pandemic. From 2020 to 2021, the average price of newly listed homes has climbed 32.6%, according to realtor.com. This is also changing rapidly with the median number of days homes are on the market totaling 37, according to Fred Economic Data.
To thrive in an ultra-competitive field, the Santys work to stand out from the pack. A Santy agent specializing in the conversion of single-family residences to accommodate residents in need of assisted living is one of these means. Going further, the agent buys condos to house assisted living staff, attracting professionals from out of state.
But in the end, proven customer service makes the difference, Dan said. This includes sending people to paint or make repairs to homes without worrying about a sale deadline. It also means that if a home isn’t right for a buyer, they’ll be upfront about it.
“It’s not just a transaction. We make sure no one gets a bad deal,” Dan said. “We don’t need to sell a house to pay off our mortgage next month. This means we can be patient with you. This level of care is truly unique.
What: Santy Partners
Or: 11616 S. Horse Trail, Phoenix
Factoid: The US real estate market is worth $33.6 trillion, according to the World Property Journal.
Details: 602-339-4002, santypartners.com
This article originally appeared on Arizona Republic: Real estate firm Santy Partners sees growth with wife-husband team