Shelton Wilder is CEO of The Shelton Wilder Group, a top-tier luxury real estate team in Los Angeles. With years of experience serving everyone from celebrities to first-time home buyers, her discretion and commitment to her clients are unparalleled. In addition, Shelton’s nuanced understanding of the complex patchwork of neighborhoods, schools, and cultures that make LA unique and her incredible eye for style equal a truly one-of-a-kind real estate experience.

Shelton’s business acumen, market expertise, and personable nature have made an enormous splash in one of the world’s most competitive real estate markets, landing her on LA Business Journal’s  2023 “The List” Top 100 Real Estate Agents in LA. In just over six years as a realtor, she found her place among the top 1.5% of realtors nationwide, with over $400 million in total sales and upwards of $150 million in sales in 2022 alone. A marketing, fashion, and entertainment serial entrepreneur, Shelton has built a reputation as one of the most respected and well-connected realtors in Los Angeles. She was nominated for Entrepreneur of the Year by the LA Business Journal, named Real Estate All-Star by Los Angeles Magazine, recognized as one of LA Business Journal’s Leaders of Influence, and included in Forbes’ “Top 10 Business Professionals to look out for” in 2022. 

Below is our exclusive interview with Shelton.

Take us back to the early days of Shelton Wilder Group. What was your thought process behind starting this venture and what was your vision for the brand?

 I always knew that I loved people and I always knew I wanted to be my own boss and run a company with a strong brand. Going from the fashion industry to residential real estate seemed like a natural progression because it combined my two passions: style and working with people to help them reach their goals. I’m a serial entrepreneur but also thrive on having creative outlets. My brand came about because as a personal stylist, I was surrounded by symbols and designs. I fell in love with Harry Winston’s legendary logo and transformed it into what I think is a bit more inviting and of course used my maiden name Wilder for the initials “SW.” I know there is power in a brand and it’s important to have a brand that feels timeless and clean. My goal is here in LA, when someone sees my logo without the caption, they’ll know exactly what it is.

 Before real estate, you were in the fashion industry as an entrepreneur. You even found yourself on the highly selective TV show ‘Shark Tank’ pitching your product to investors. You were in this industry for many years before pivoting your career. What led you to selling luxury real estate? How hard was it for you to leave the fashion industry and transition into real estate sales?

One day I just got the epiphany to do it. Styling and real estate are very similar in the sense that you work intimately with your clients – you literally see them naked and in real estate you’re in a client’s personal space. It wasn’t too hard for me to leave fashion, I was very excited to start real estate. My friends used to joke and say that I was the Rachel Zoe of Charlotte. Everyone knew who I was and no matter what field I’m in, I’m determined to become the expert.  Getting to Shark Tank wasn’t easy and it was an amazing ride, but I gradually started to feel creatively unfulfilled. I needed a new challenge with higher stakes. After I married my husband and we had our first son here in LA, I hit the ground running.

 In only six years of luxury real estate you have made it into the top 1.5% of realtors nationally with $150 Million in sales for 2022 alone. What skills or decisions do you think allowed you to find this success?

I would love to say that I block out my schedule and work hard during my open hours around my children’s and husband’s schedules but that’s not the case. I am where I am because I work tirelessly and I care about my clients. I’ve missed a couple of lacrosse games, I’ve had to bow out of dinners here and there but I’m able to provide for my family and I’m very proud of that. Moreover, my clients consistently refer because I’m available and I’m extremely patient.  Buying and/or selling your home can be stressful but with a smart and positive realtor on your side everyone can find success in the transaction.

 Part of being a high producing realtor is having a great network. What is your philosophy behind networking and showing your audience that you are the one for them?

 One of my biggest successes has been my exceptional networking and research skills. I take a relationship centered approach and maintain open, honest communication with my peers. Collaborating is key! I started a monthly networking group with other top agents in the area and my favorite thing is when I hear other agents putting transactions together that never would have happened if it wasn’t for my group. It’s absolutely helped me become a leader in the industry.

 How important has marketing been for you in gaining new clients, promoting your brand, and keeping your close audience updated?

Instagram is my social proof and a powerful marketing tool for me. My Tik Tok is more for poking fun at the idiosyncrasies of real estate and mom life. Being consistent with my social media has served me well and I’ve been on several panels helping other agents to use these tools to their benefit. I post weekly videos on my Instagram, and have all of my content scheduled a month in advance so I am providing some type of valuable content for my followers/potential clients daily. 

What do you feel is something that might separate you as a realtor and has allowed you to perform so well? Do you have a certain wheelhouse that you might consider your specialty?

On the buy side, I excel in finding hidden, ‘off-market’ listings and my buyers with the most ideal home/lifestyle that best suits their needs. I am also known for helping sellers maximize their homes’ aesthetic value. With a background in design it’s second nature for me to be able to look at a space/property and give educated feedback. Thirdly, I treat other agents as clients. As soon as we open escrow, I send over a coffee gift card. During escrow, I am easy to work with while still putting my clients first. Following escrow, the agents get a thoughtful gift and personal note.

Can you give us some insight into the team you have built at Shelton Wilder Group? How crucial has having a great team been for your success?

The best part of my job is having a team that I can surround myself with – an amazing group of people to bounce ideas off of and lift each other up. All of my assistants are licensed, which I think is so important. It tells our clients that we aren’t your everyday weekend Realtor. This is our job day in and day out and we take their transaction seriously. The agents on my team come from different backgrounds – some are moms and some are single young professionals. Everyone has an incredible network and something unique to bring to the table.

How do you approach leadership and management within your company?

As the oldest of 5, I know what it means to rule the roost. Having a positive team dynamic is important to me and I do my best to be approachable and enthusiastic. We work hard and we play hard. Every month, I take my team to do something special like Top Golf or dinners out. Team bonding is crucial for a happy work environment. I always want to be fair and open to my team’s suggestions but at the end of the day, make the decisions that I think work best for my company and my brand.

You are one of the top real estate agents in Los Angeles and even the United States. You are also leading the pack as the top agent in the highly desirable and affluent neighborhood of Brentwood. The real estate market has seen Brentwood and other parts of the Westside growing rapidly these past few years. Can you give us some insight into why the westside has seen this growth?

The westside of LA is an extremely popular place to live. The climate and laid back nature of the people allow for an unparalleled lifestyle. I am a Brentwood resident myself and so it’s only natural that I connect with my community. In recent years, we’ve seen such low inventory and so of course demand for housing has been through the roof. We were begging sellers to sell because no matter what the price point, we seemed to have a buyer ready to make a move.

Where do you think the Los Angeles market particularly is headed in the next year?

I think prices will level but not decrease. It’s still a supply and demand issue that we’re having. There’s a lack of inventory and a plethora of buyers out there trying to get into their ideal neighborhood.

2022 was your biggest year yet. What has been your mindset leading into 2023 and how have you and your team gone about planning for it?

Positron is my motto – staying upbeat and continuing to reach out to my network of friends/family has never failed. My team and I always end the year by making a road map for the next year. I know my goals and I follow my formula to get results. Great relationships, great marketing, community outreach and simply having fun along the way. Fortunately, our listings also generate a ton of interest as we go full force on marketing and make our open houses very special. Our attention to detail doesn’t go unnoticed and we tend to get clients that way.

Finally, what advice would you give to someone who is just starting out in their real estate sales journey?

Find a mentor and take the time to learn. Remember, if you don’t believe in your own abilities, no one else will. You are unique and have something to offer that no one else does.