Interview with Katie LeGrand: Her Journey in Real Estate and Key Lessons Learned

Katie LeGrand, a seasoned broker at Kiser Group, has had an inspiring journey in the real estate industry. From a thriving career in sales and marketing to navigating the complexities of multifamily real estate, Katie has consistently demonstrated resilience and passion. In this interview, she shares her experiences, insights, and advice for those considering a similar path.

From Sales and Marketing to Real Estate

Kiser Group: What was your career before transitioning into real estate?

Katie: For over 10 years, I worked in various sales and marketing roles, primarily in client-focused and sales-driven positions. I’ve worked for both startups and larger companies, always motivated to succeed, especially on the sales side. After a decade in that field, I wanted to pursue something I was more passionate about. Real estate had always interested me, so I got my residential realtor license in 2017 and decided to go full-time. Initially, I considered doing it part-time, but I took the plunge and ended up loving it.

I spent 4.5 years selling residential real estate and became a top performer, ranking in the top 5% at my company. However, as my family grew—especially after having my second child—the hours became harder to manage. That’s when I started considering multifamily real estate, as I was fascinated by how buildings operate financially. I joined Kiser Group about two and a half years ago.

Finding the Right Fit at Kiser Group

Kiser Group: Was there anything specific that drew you to Kiser Group?

Katie: I connected with Lee Kiser around the time I was thinking about my next career move. We connected on LinkedIn through a mom blog I had written, and Lee struck me as a genuine person. The fact that the leader of the company reached out and found something in common with me as a parent resonated with me. It made me see him as someone I could build my career with. After meeting Dan and others at Kiser, it felt like the right fit from the start.

Overcoming Challenges in Multifamily Real Estate

Kiser Group: When you first transitioned into multifamily real estate, what challenges did you face, and how did you overcome them?

Katie: One of the biggest challenges was self-doubt. At the beginning, every day was tough. You’re calling people who don’t want to talk to you, building a database from scratch, and it can feel like you’re constantly getting beat up. But you have to remember that this process makes you stronger. Looking back, I know I made the right decision, and I feel like after going through this, I can handle anything.

Kiser Group: Did Kiser Group provide any support or tools to help you during the transition?

Katie: Absolutely. Kiser Group gave me a complete framework—from how to set up my database, to logging phone calls, tracking progress, and setting goals. You walk into the company with a clear template, and it’s up to you how hard you work. If you follow the plan and put in the effort, you will succeed.

Lessons Learned and Misconceptions Addressed

Kiser Group: Were there any misconceptions about the industry that you had to address?

Katie: Initially, I oversimplified the transition from residential to commercial real estate. In residential, you make a property—like a condo or a single-family home—look beautiful, list it, and then you wait for things to happen. Commercial real estate is the opposite. You have to grind, constantly reaching out and creating opportunities. It’s a mindset shift.

Also, while I thought commercial real estate would be less emotional, there are still emotions involved, just driven by different factors—like financial returns and investments. Another misconception I had was about entering a male-dominated industry. I was intimidated at first, especially since I didn’t see many female faces in the multifamily space. But I quickly realized that being a woman could be an advantage. For example, one of my first clients had daughters, and we connected on that level. It was clear that he respected me as a mother and a professional, which helped build rapport.

Advice for Aspiring Real Estate Professionals

Kiser Group: Do you have any advice for someone looking to enter the real estate or commercial real estate industry?

Katie: My advice would be to think about whether you truly love buildings and learning how they operate financially. This is a relationship-driven business, so if you enjoy talking to people and learning from them, it can be incredibly rewarding. One of my favorite aspects of this career has been getting to know owners who have built incredible businesses and learning from their success.

You also have to be ready to put in the work. It’s no joke, and for me, it often means time away from my family. So if you’re willing to put in that effort, and if the career feels meaningful to you, it could be a great fit.

Diving Into Building Operations

Kiser Group: How did you initially dive into learning about buildings and their operations?

Katie: I started by walking the streets in the areas I focus on and cataloging every building. I learned a lot about the age of buildings, how they’re maintained, and how owners operate them. This hands-on experience got me more interested in the physical and financial aspects of buildings. I also discovered that a small percentage of owners control most of the buildings in a given area. Understanding how these owners started with smaller properties and built successful portfolios has been really inspiring.

Adapting to a Changing Market

Kiser Group: Have you noticed any significant changes since you started in the industry?

Katie: I entered the market during a tumultuous time when interest rates were rising, which put a lot of buyers on the sidelines. Sellers who had been given a valuation when rates were low had to adjust their expectations as rates climbed to 6 or 7 percent. It was challenging to get buyers and sellers to agree on pricing. However, this environment taught me a lot. If I can close deals in tough times, I know I can succeed when the market improves.

Katie’s journey exemplifies the determination and adaptability needed to thrive in the real estate industry. Her story serves as inspiration for anyone considering a transition into commercial real estate or looking to overcome challenges in their career.