When Dow graduated from the University of Southern California with a degree in business administration, she knew where she wanted to apply her business savvy: to her mother’s real estate team. Her mom, Marty Rodriguez, happens to be Century 21’s all-star team leader; her company racked up $199 million in sales in 2004. Dow is at the center of the action, applying her financial acumen to ensure the 15-member team meets its production and financial goals.
By the numbers: Dow measures everything, from the team’s market share by city to the ratio of sales to leads. She shares the results on a weekly basis with the sales manager, who in turn use the data to identify neighborhoods with higher sales potential. Under her daughter’s management, “everything is accounted for and everyone follows the rules,” says Rodriguez.
Skill set: Dow says no salesperson has ever said to her, “You don’t know what I’m going through.” She has experience with all aspects of the job. “And they know I do my research” when it comes to the details of contracts and financing, says Dow.