When it comes to work ethic, John Charmelo says he just won’t give up. “One thing I learned many years ago—you don’t have to be the smartest to be the best,” he says. “You have to have the drive and the hustle. You also need to demonstrate professionalism, integrity, responsiveness and knowledge.”

Prior to beginning his career in real estate, Charmelo had a 27-year career trading foreign currency options at the Chicago Mercantile Exchange. It was a life-altering experience and taught him many valuable lessons. During this time, he dipped his toes into real estate by flipping houses and converting condos. Charmelo loved working with his own Realtor but was frustrated by the actions of many agents.

“After I left trading, I realized my skill set and work ethic perfectly suited real estate,” he says. “I knew I could bring a unique perspective. Representing clients who are buying or selling real estate is far more complex than people think. It requires you to wear many hats and know where to get answers and, most importantly, be responsive. No client should ever feel like they are just a transaction. They should feel like a friend, and that you are the professional to turn to.”

In the past year, Charmelo has facilitated cross-country moves for clients, friends and neighbors. “In a year that saw sales slowing, I doubled my business,” he says. “People recognized my value and saw that my efforts were yielding great success. Several were surprised at what price I was able to get them for their homes.”

At the end of the day, Charmelo says he loves to be with friends and laugh and have fun. The thing that really drives him is being underestimated. “Being nice is important in this business, but nice should never be mistaken for naïve,” he says.