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APRIL/MAY 2015 MACON MAGAZINE | 33 Denny O'Callaghan Jones Fickling & Company djones@fickling.com | 478.731.7888 www.fickling.com How did her career path lead to this current profession? As a graduate of The University of Georgia in the early 1970s, Denny began teaching at L.H. Williams in the Pleasant Hill neighborhood the first year the Bibb County public schools were completely integrated. She fondly remembers that community welcoming this change and demanding its children respect authority. Professor B. H. Price, principal, provided positive leadership both in the school community and the neighborhood creating a disciplined environment for learning. She later taught at Springdale Elementary for several years, which also was a positive experience. After staying home to raise three children she re- entered the work force when her youngest began second grade. She taught school for a couple of years, but dramatic changes had occurred in the schoolroom in her absence. A friend, Mary Anne Berg Richardson, suggested she consider the real estate business. She knew someone who had an extremely successful real estate practice in another community and said, "You have a similar drive and personality". Denny started her real estate career at Fickling & Company 21 years ago. What have been the highlights of her career? Developing a unique business plan that has proven highly successful; achieving annual top agent designations both within in her company and in the Central GA MLS in multiple years; closing more business than any other local agent over the past 10 year period. In 2014 she closed over $14 million in gross sales in 48 transactions. Of those 48 transactions, 12 listings went under contract on average within three weeks. Which among her accomplishments is she most proud? Being able to mentor and share this knowledge and expertise gained to younger agents has been her most satisfying achievement. At night knowing when she puts her head on her pillow she has strived to do the best job possible for each client throughout the process, however large or small the transaction. What are the unique business challenges? First, determining the objective value of an illiquid asset in a constantly changing market; determining the best timing to list a house; and determining the cosmetic upgrades that will generate the greatest return for the client. Second, are the people dynamics. Since most transactions involve a buyer and a seller with often competing agendas, a successful agent must be, at various times, a psychologist, therapist, decorator, marriage counselor, child-rearing expert, mediator and, occasionally, purveyor of bad news. And finally, clients depend on their agent for the best available advice. So establishing and maintaining a good relationship based on trust and integrity is of utmost importance. What does she enjoy the most about her job? Denny enjoys conscientiously achieving the objective for the client whether buying or selling. As a result of the long-term relationships formed with her clients over many years – almost all have become good friends – she has a huge referral source (90 percent of her business is by referral). She not only enjoys the science of the business – the analytical techniques – but also the art of the business, which can be the most complex component. ADVERTISING | Women IN BUSINESS