October 2020 Top Agent | Melanie Susman

By Jill Clair Gentry

Photos by Cornerstone

Melanie Susman's Success Built on Energy, Commitment & Client Relations

Melanie Susman has energy—a lot of it. For most of her adult life, she channeled that energy into raising three children, volunteering with schools and organizations, purchasing and managing rental properties, and spending time with family and friends. After her children left home, Melanie redirected her energy toward the pursuit of a lifelong interest in selling real estate. Last year, she closed 52 transactions resulting in over $17 million in sales volume.

The makings of a great agent

Melanie’s father owned a sporting goods store during her early childhood. When she was 10 years old, he became a real estate broker and started his own real estate company. By the time Melanie was in high school, her father had begun building houses. She spent a lot of time with him and paid attention to what he was doing. By watching her father, Melanie learned at a young age how to serve customers, solve problems and manage a business. She was keenly aware of his work and wanted to be part of it, especially his real estate and building business.

“Most teenagers aren’t interested in that kind of thing, but I always wanted to see the houses my dad was selling and building,” Melanie says. “I was fascinated with every aspect of the business. Real estate just got into my blood through my dad, I guess.”

Melanie had hopes of one day working with her father, but that never happened—he passed away in 1977 a few weeks after Melanie’s first child was born.

Melanie is married to Billy Susman, who recently retired from the retail jewelry business he owned for over 40 years. Early in their marriage, the Susmans began buying rental properties, and Melanie developed a knack for finding just the right houses.

“I researched and identified properties, drove around and previewed them, and scheduled appointments to look inside any that were of interest. It was always an easy transaction for the agent who wrote the offer—I did most of the work. I was surprised that few agents followed up to see if we were ready to buy another house. It was a missed opportunity on their part. I learned from those experiences, and when I started my career in real estate, I understood the importance of following up.”

“I jumped in and never turned back”

Around the time Melanie’s youngest child was finishing college, she decided it was finally time to get her real estate license.

“I had been finding properties for friends and family for years, but of course, I was not compensated because I wasn’t a REALTOR®,” she says. “It was kind of like a hobby. I woke up one day in early 2008 and thought, ‘How much longer am I going to wait to do this?’” In May 2008, without telling any of her family, Melanie quietly passed the real estate exam. She joined Roberts Brothers in October 2008.

“After passing the test, I told my family I was getting my license mostly for our personal use,” she said. “I wasn’t sure how it was going to go. But by November, I had my first couple of listings, and I have been a top agent ever since. I jumped in and never turned back.”

When Melanie started her real estate career, she had one grandchild. Now there are eight.

“Somehow, I have managed to stay involved with everyone,” she says. “It’s been amazing to see my career grow alongside my grandkids.”

Real estate suits Melanie, but she does not pretend it is an easy job. She cautions new agents against believing a career in real estate can be successful while treating it like a side business or a part-time job.

“Once it gets busy, you stay busy. I don’t sleep a lot,” she says. “My phone is always in my hand, and I’m always doing something. There are marathon days of showing houses to out of town clients, listing appointments with potential sellers, hiccups to work out with contracts, inspections, repairs, photography, appraisal issues, and lots of paperwork, emails and phone calls. It goes on and on. Real estate is absolutely a full-time job.”

A connector, not a salesperson

Melanie loves the fast pace and excitement of real estate, but she also loves the relational aspect of her career. She says successful real estate agents are not salespeople, but serve to connect all the dots for their customers to ensure a smooth transition.

“It is so rewarding,” she says. “I love people, and I love the business. I treat everyone like they are my family. I try to help every buyer and seller make wise decisions and choices.”

Melanie says many of her clients become close friends. Something Melanie offers all her clients is a wealth of knowledge of almost every community in Mobile and Baldwin counties. As a lifelong resident of the Mobile Bay area, she knows just about all

IT WAS KIND OF LIKE A HOBBY. I WOKE UP ONE DAY IN EARLY 2008 AND THOUGHT, ‘HOW MUCH LONGER AM I GOING TO WAIT TO DO THIS?’”

there is to know about south Alabama. In addition to helping people find their dream homes, Melanie serves as a resource as well.

“I can be a resource for almost everything,” she says. “People I sold a house to 10 years ago might call and ask for a referral for someone to glaze their windows. I set up appointments for school tours, help clients find sports programs for their children, help with club memberships, recommend remodelers—whatever it is they’re needing, I usually have a connection.”

In return, her clients recommend her to their friends and family.

“Almost every buyer or seller is a repeat client or a referral from someone I have done business with,” she says. “I work with young people to older people and everyone in between. I work with lots of buyers who are relocating to Mobile and Baldwin counties, and I work with buyers and sellers at any price range. I never want to be thought of as someone who only sells luxury homes or only sells Springhill.”

The next generation

Just as real estate got in Melanie’s blood, it’s been passed down to a third generation in her family.

All three of Billy and Melanie’s children invest in rental properties. Her son-inlaw, Nathan Handmacher, is a commercial real estate broker, and her daughter, Jill Susman Lyon, is a licensed REALTOR® with Roberts Brothers. Jill and Melanie work side-by-side in the same office and sometimes work together as co-listing agents and co-buying agents.

“It is gratifying to watch Jill follow in my footsteps with the same dedication and passion I have for the business,” Melanie says.