The three reasons that people get into real estate are Money, Freedom and ILHILP (I Love Houses and I Love People). But there are other reasons.

Talking to people about why they went into the real estate business has given me new perspectives. One man even said that he went through two rounds of the Dot Bomb and decided to apply his technology skills where they could give him real freedom. Numerous individuals have told me that they had such a horrible experience buying or selling that they just knew that "they" could do a better job. But one account took me aback. It was from a very pleasant, fun broker in Nashville, TN, Karen Hoff, one of my coaching clients, who hired me to train some of her agents.

At the end of a long day of strategic planning, I packed my gear, and Karen stayed to return phone calls. I overheard her talking to one of her children. When she hung up I commented on how calm and non-judgmental she was speaking to her child and how I admired the adult way she was conversing with him.

I'm sure, subconsciously, I was reflecting on phone conversations with my kids of, "You're not going anywhere until you clean your room!" or "I don't care if Paige pierces her forehead with a railroad spike, you're not getting a navel ring!" But not Karen, she spoke softly about after school activities, some work the child was doing at her office, and then about dinner. Upon further inquiry she told me, "I got into real estate to have children."

My jaw dropped. As a past manager I had heard from numerous people that they couldn't get into real estate because their kids were too young, too old, or too something. Children were always the reason not to, and now I'm hearing from Karen that the reason she got into real estate was to 'have' children. I had to know more.

The story, as Karen tells it, starts with her husband, Robert, their first year of marriage, and looking for a house. Robert was a video tape editor at Channel 8 TV and she worked at a credit union as a member services representative. They were the typical '80's couple, with lots of credit card debit, two new cars and no down payment. She pre-qualified herself at the Credit Union for $40,000-$45,000 and proceeded to call agents to look at homes. She said upon giving her financial qualifications the agents laughed, told her to save money and call back in a year. Finally she found an agent who ran ads for foreclosures and made an appointment to meet.

"The agent who showed up was expecting and had another one strapped in a child seat in the back of her car. She showed us the house holding her child's hand and telling us how easy this home would be to redo and live in." Karen said. "We ended up buying a HUD home from her. She was very good at her job and I was impressed that she could include her family as she sold."

She further explained how she and Robert talked about the restrictions a 9 to 5 job held for parents, how when they had kids they wanted to participate in every activity with them, and it looked like real estate was the place to make that happen. Karen got her license and took off on a career of helping first time buyers like her and Robert. She said, "There are plenty of homes out there that need a little love and attention, and I'm the one to find them and their new owners."

Now, almost 20 years and three children later, Katrina, 16, Bob, 14, and Forrest, 12, they have achieved their goal of having a successful real estate career and a happy family life. Karen says, "It is with great joy that I can say I spent a lot of time watching my children grow. After all, when we are gone, our kids are what we hopefully leave as the 'best of ourselves' in this world, not the biggest building, the next sale, or the most transactions.

It is important to be the best in our work and to excel to meet our goals, but we must remember to spend time with our families, the people who are there for us when we need them, the ones who depend on our love and attention as much as we do theirs."

Karen is a highly productive Nashville real estate broker who will close over 350 houses in 2005. She and her husband own ERA Historic and Distinctive Homes, 1105 Holly St. Nashville, TN 37206 615-228-3723. Contact her at www.KarenHoff.com .