Meet Natalie Collins-Smith

We were lucky to catch up with Natalie Collins-Smith recently and have shared our conversation below.

Hi Natalie, so great to have you on the platform. There’s so much we want to ask you, but let’s start with the topic of self-care. Do you do anything for self-care and if so, do you think it’s had a meaningful impact on your effectiveness?

For me, self-care is really about creating balance between all the roles I juggle — being a mother and wife, running my real estate brokerage, and competing at a high level in Pickleball. Each part of my life is important to me, so I’ve learned that taking care of myself is what allows me to show up fully in each of those areas.

One of the most impactful practices I rely on is meditation. It helps me regulate stress, stay centered, and avoid becoming overwhelmed by the emotional and mental load that comes with both entrepreneurship and family life. Even just a few minutes a day makes a noticeable difference in my clarity and patience.

I also make sure to carve out time for Pickleball, and not only because I’m training for tournaments. It’s genuinely my social outlet and one of my favorite ways to reset. On top of that, it has become a powerful networking pipeline — some of my best connections have happened on the court. Keeping that part of my life active gives me energy, confidence, and a strong sense of community, which ultimately makes me far more effective in my business and personal life.

Thanks for sharing that. So, before we get any further into our conversation, can you tell our readers a bit about yourself and what you’re working on?

As the owner of a new and growing real estate brokerage, what excites me most is the opportunity to build something truly client-centric from the ground up. At CCS Realty, we’re developing a team that shares the same values I do — integrity, communication, hands-on service, and an unwavering commitment to excellence. We’re not satisfied unless our clients are absolutely elated at the close of their transaction, and that level of dedication is what sets us apart.

I’m also thrilled about some of the new developments we have underway. We’re in the process of launching our new website, which will give clients easy access to local listings, as well as in-depth information about the various neighborhoods and price points throughout the greater Santa Barbara area. It will be a truly user-friendly resource for anyone wanting to better understand the market, whether they’re buying, selling, or just exploring.

As we continue to grow, we’re focused on expanding our team thoughtfully — bringing on professionals who are not only talented, but who genuinely care about the people they serve.

What I want readers to know about my brand is that we’re not just another brokerage. We are deeply invested in the communities we serve and in creating a seamless, supportive, and even enjoyable experience for buyers and sellers. Building strong relationships is at the heart of what we do, and that’s why so many of our clients become long-term partners and friends.

There is so much advice out there about all the different skills and qualities folks need to develop in order to succeed in today’s highly competitive environment and often it can feel overwhelming. So, if we had to break it down to just the three that matter most, which three skills or qualities would you focus on?

Looking back on my journey, there are three qualities that have had the biggest impact on my success: communication, work ethic, and genuinely caring about people.

First, communication — both verbal and written — has been absolutely essential. In real estate, how you communicate determines how well you express your expertise, how confidently you can guide clients, and how effectively you can navigate stressful or emotional moments. Responsiveness is also a huge part of communication in my industry. I need to be available for my clients throughout their transactions because for many of them, this is the biggest financial decision they will ever make. Being present and responsive builds trust and sets the tone for a smooth, supportive experience.

Second, a strong work ethic is non-negotiable. No matter the industry, success comes from discipline, consistency, and doing the things that most people overlook or avoid. Real estate, especially, demands someone who shows up — early, late, and everywhere in between. My work ethic is something I lean on daily.

Third, and maybe most importantly, is genuinely caring for people. Yes, this is my career, and of course I’m here to earn a living, but the financial side is really just a byproduct of doing what I love. My real fulfillment comes from helping clients make the right decisions for their futures and knowing I steered them toward something that truly benefits them. That sincerity is why my clients come back again and again — they know I’m in it for the right reasons.

For anyone early in their journey, my advice is to invest in these qualities intentionally. Practice clear and confident communication — write often, speak often, and stay open to feedback. Build your work ethic by keeping promises to yourself, even the small ones, and showing up consistently. And most importantly, lead with heart. When you genuinely care about the people you serve, everything else — the trust, the referrals, the success — becomes a natural outcome.

I have to credit my parents for instilling all of these values in me. They are both incredibly hard-working, communicative, and kind people. Watching them throughout my life gave me a blueprint for how to carry myself — personally, professionally, and everything in between.

Who is your ideal client or what sort of characteristics would make someone an ideal client for you?

My ideal client is definitely an investor. One of my biggest strengths is analyzing numbers and determining whether a property truly makes sense as an investment — whether it’s a fix-and-flip opportunity, a short-term or long-term rental, or even a second home that can generate passive income. I approach every deal with both an analytical mindset and a creative one, which gives my clients a major advantage.

I’ve been the contractor, designer, and broker on several of my own projects, and I’ve also worked on new construction. That hands-on experience has made me extremely knowledgeable not just in real estate, but in construction, budgeting, and design. It’s a combination that really sets me apart from most agents. I can walk into a property and immediately see potential — what can be improved, how much it might cost, and what the return could look like.

So my ideal client is someone who values expertise, strategy, and a partner who can look beyond the surface of a home to evaluate its true potential. Investors appreciate that level of insight, and I love helping them build wealth through smart, well-planned decisions.

Contact Info:

• Website: https://www.ccsrealtysb.com
• Instagram: @nataliecollinssmith
• Facebook: Natalie Collins-Smith
• Linkedin: Natalie Collins-Smith