The Story Behind How AJ Got Started in Real Estate!

A lot of people think real estate starts to matter once you buy your first home, but for us, it mattered long before that.

We came from a real estate family. Our mom and dad started buying property when we were in high school and preparing for college, and one of those homes paid for AJ to go to George Mason University debt-free. That same investment also helped cover the down payment on his first house, which is why we’ve believed in real estate for a long time.

When you see real estate create real opportunity inside your own family, it stops being a vague idea and starts feeling like a practical plan.

Why do we talk about equity differently, especially for families? AJ’s early experience is also why we encourage sellers with kids to think carefully about the equity they’ve built. A lot of homeowners assume their children will benefit from the home one day, but that often means the kids have to wait until much later in life to see any real advantage.

We like to remind people that equity can be used while you’re still here, not just passed down later. If you set aside some of that equity, you can help your kids purchase property sooner, which gives them more time to benefit from long-term home value growth. It’s a simple concept, but it can change what’s possible for a family over time.

The homebuying experience that pushed AJ into real estate. About 25 years ago, AJ was buying a home and had a rough experience with agents and real estate offices. There weren’t a lot of people who looked like us in those rooms, and the way AJ was treated made that clear.

He had agents stand him up for appointments, and had people try to show homes he wasn’t interested in. It felt like he wasn’t being listened to, and AJ had to fight for basic respect during a process that already feels stressful for most buyers.

They weren’t small issues. They were the kind of experiences that can push people away from homeownership altogether. AJ decided he didn’t want other buyers to go through that same thing, and that decision changed his direction.

Getting licensed and choosing to do it differently. AJ went to NOVA to get his real estate license, and continued on his homebuying journey at the same time. During that process, a young Latino agent, who was also new to the business, ended up helping him.

Some people would see that and think they need someone with more years in the business, but AJ cared more about effort and trust. He’d rather work with someone who shows up, listens, and is willing to learn than someone who has experience but treats clients like a number. They went through the process together, and it reminded him that service and respect matter more than image.

How did our business start? We didn’t begin with a big marketing plan, but with relationships and real conversations.

A bunch of AJ’s friends already knew he was buying a home and taking real estate seriously, and once they heard he was getting licensed, they started asking questions and reaching out for guidance. He built the business off the people he knew, because those were the people who trusted him.

That foundation mattered because it kept the work personal, and it kept the focus on the experience, not just the transaction.

Where is our real estate journey today? It’s been about 25 years, and we’re still going strong. Over time, we’ve worked in real estate at different levels, including our real estate sales business, our investment business, and our development business, and we’ve continued to grow along the way.

For us, real estate has always been bigger than one deal. It’s a long-term journey that can create long-term options when you approach it with the right mindset and the right support.

Take a quick look at my new book. If you want a deeper dive and a practical way to build your skills, AJ’s first book is available on Amazon. It’s designed to help you strengthen your foundation and start your real estate journey with more confidence. Part two is planned to come out before the end of this year.

Real estate shouldn’t feel confusing or out of reach. If you’re ready to take the next step and you have questions, feel free to call or text us at (571) 210-1818 or email us at info@ajteamrealty.com. We’ll help you talk through your goals and map out a clear plan based on what you want to do next.