How to grow a $2.5-billion sales brokerage

Pat Petersen, president of Daniel Gale Sotheby's International, talks about the journey up and how she would like to leave her company.
  • Daniel Gale Sotheby's international Realty President and owner, Patricia Petersen is grooming two women in her senior management for her succession in a couple of years' time.
  • When Petersen does handover she will remain with the company as chair and active in community relations and charity board work.
  • Daniel Gale's has negotiated with the Zillow Group and for their listing agents to be the only agents on their advertised house listings.

Future-Proof: Navigate Threats, Seize Opportunities at ICNY 2018 | Jan 22-26 at the Marriott Marquis, Times Square, New York

When Patricia (Pat) Petersen, Daniel Gale Sotheby's International Realty president, first started in real estate in the late 1970s, almost all of the owners of real estate companies were men. In the '90s -- by then owner of the company -- she and a group of other female company owners got together and created a meeting where they could relax and compare notes. The Spa Ladies (as they were initially called) included Laurie Moore-Moore (formerly of REAL Trends), Jenny Pruitt of Atlanta Fine Homes Sotheby's International Realty, and Michael Saunders of Michael Saunders & Company. Their first meeting was at a spa in San Francisco. "Between facials and massages, we just had the best time -- we all bonded," said Petersen. They compared strategies and details of their business in the most positive ways. They were so excited about the meeting that they wanted to put a press release out, but they thought "Spa Ladies" wasn't an ideal name if they wanted to be taken serio...