In a world that often seems to prioritize quick wins and surface-level success, Judy Chace’s journey through the real estate industry is a shining example of what it truly means to be an entrepreneur. Judy, the founder of Mott & Chace Sotheby’s International Realty, has proven that real estate isn’t just about selling houses; it’s about thinking creatively, building relationships, and finding innovative solutions to both business challenges and client needs.
A Creative Leap into Real Estate
Judy’s career in real estate began with a bold decision to change paths entirely. Before entering the world of luxury real estate, Judy was a stockbroker in Boston. But despite her early success, she felt disconnected from her work. “I was 30 and I just really didn’t like it. I wanted to come back to Rhode Island,” she recalls.
Judy’s return to Rhode Island wasn’t just about coming back home—it was the beginning of an unexpected career shift. “Anyone from Rhode Island knows there’s a 90% chance you’ll come back once you leave. The pull of the mothership is very strong,” she says. That pull led her to a small real estate office where she began her career by making bold, cold calls to affluent homeowners. “I called up people on Bellevue Avenue, the most expensive street in town, and said, ‘Hi, your house is beautiful. If you ever decide to sell it, please keep me in mind,’” she laughs.
While her approach may have seemed unconventional, it was precisely this creative mindset that would shape her success.
“I quickly learned that real estate isn’t about just having a house to sell—it’s about building relationships.”
The Creative Entrepreneur’s Leap: Starting Mott & Chace Sotheby’s International Realty
After years of success as an agent, Judy decided to take the next logical step: founding her own company. But the decision was not without its hurdles. At 53, Judy was facing a major turning point in her career when a potential client chose to work with a younger agent. “I’m not married, and I don’t have children—my career was everything to me,” Judy reflects. This setback became a pivotal moment.
“I thought, ‘I’m going to be a very bitter, unfulfilled person if I don’t do something now,’” she says. It was this determination that led her to start Mott & Chace, despite the challenges she would face. “I went to Sotheby’s and said, ‘I’m going to build my own company. I need your brand,’” she recalls, describing her first efforts to partner with the iconic luxury real estate brand. Initially, Sotheby’s wasn’t interested. “They said no five times,” Judy laughs. “But I kept going.”
Judy’s persistence, her entrepreneurial vision, and her creative solutions were key to securing the affiliation with Sotheby’s. Today, Mott & Chace is the number one luxury broker in Rhode Island, with more than $800 million in sales last year alone.
The Creative Side of Real Estate: Problem-Solving and Innovation
Real estate, as Judy demonstrates, isn’t just about transactions—it’s about creative problem-solving and innovation. Judy’s ability to think outside the box is what sets her apart from others in the industry. “When I started Mott & Chace, I knew that if I was going to do this, I needed to create a space where agents could thrive,” Judy shares. “Our clients aren’t the buyers and sellers—they’re our agents.”
Her unique approach to business involved not just focusing on the sales numbers but on building a nurturing environment for agents. “We created a company where agents could do their best work. I wanted it to be a place I would want to work for. The culture of the company was everything,” she says.
Judy’s creativity isn’t limited to how she runs her company—it’s also about how she approaches real estate itself. In the competitive luxury market, Judy’s innovative marketing techniques have made her stand out. “We do things differently here. Every listing is treated as a unique project,” she explains. Judy’s belief that marketing should be tailored to each property has driven her company’s success, whether it’s using influencers, staging homes to highlight their best features, or hosting creative open house events.
Entrepreneurs at Heart: Realtors as Creatives
While many see realtors as simply facilitators of property deals, Judy’s career underscores the reality that real estate agents are, in fact, entrepreneurs who rely on creative thinking to succeed. From Judy’s early days of cold calling to her decision to found Mott & Chace, every step of her journey has been defined by an entrepreneurial spirit and an innate ability to innovate.
“In real estate, every deal is different, and you have to think on your feet,” Judy explains. Her ability to solve problems creatively for her clients is what truly sets her apart. One of her most memorable stories involves a high-profile buyer who purchased a mansion sight unseen, offering $100,000 above asking price. “When you’re in real estate, you have to be willing to take risks and act fast,” Judy says. “Every deal is a unique puzzle, and you have to find the best solution.”
Her creative vision extends to the relationships she fosters with clients. Judy’s personal touch, which is at the heart of her real estate practice, reflects a creative mindset that goes beyond the traditional “buy-sell” transaction. “I don’t just sell homes—I help people find their dream lives,” she says.
A Powerful Keynote at the BLOOM Conference
Judy’s creative and entrepreneurial approach to real estate was showcased when she sat down with one of her star agents, Kylie McCollough, for a keynote conversation at the BLOOM conference. Their conversation was inspiring, shedding light on Judy’s journey and the creative strategies that helped her grow Mott & Chace Sotheby’s into the leading luxury real estate firm in Rhode Island.
During their discussion, Judy shared her insights on how to build a company with both heart and hustle, offering valuable advice to entrepreneurs looking to carve their own path.
“If you believe in something and you have a passion for it, just keep going. Never take someone else’s no as your no,” Judy advised.
The session resonated with the attendees, who were inspired by Judy’s story of resilience, creativity, and success in a competitive industry.
Building a Legacy of Creativity and Leadership
Judy’s impact on the real estate world is not just in her impressive sales figures; it’s in the culture she has created and the way she has redefined what it means to be a realtor. As she celebrates over a decade of success with Mott & Chace, Judy continues to drive her company forward by maintaining a focus on creativity, innovation, and relationships.
“Real estate isn’t about being the fastest or the loudest,” she says. “It’s about listening, understanding, and then creatively problem-solving to get the best results.”
Judy’s story is a powerful reminder that realtors are not just in the business of buying and selling properties—they are entrepreneurs, problem-solvers, and creatives who use their unique skills to build something special. For Judy, the journey isn’t just about success; it’s about inspiring others to think creatively and take bold steps toward their dreams.
