Client Strong
Entrepreneurship runs in Irving Gomez’s family. His grandfather owned his own business, and his father has built two successful businesses since coming to the U.S. from Mexico in 1992—first in construction and later in oil. “I’ve never really wanted to work for anybody, and I saw that opportunity in real estate,” says Gomez, 29. “You can make as much money as you want, but you also have to put in the work.” Gomez has built his business largely on his ability to be an active listener and a source of strength for his clients. Those qualities have been especially important in the current high-pressure market. Gomez starts his client orientations by explaining the challenges that lie ahead. “Sometimes they get emotionally attached to a house [that they don’t get], and they’re pretty upset,” he says. “I tell them, ‘This must not have been the one. Don’t worry.’ I have to be the strong one for them.”