Roanoke Times
Copyright (c) 1995, Landmark Communications, Inc.
DATE: SUNDAY, February 23, 1992 TAG: 9202210088
SECTION: BUSINESS PAGE: E-1 EDITION: METRO
SOURCE: CHARLYNE H. McWILLIAMS BUSINESS WRITER
DATELINE: LENGTH: Long
VA. REALTORS' HEAD SOLD ON PSYCHOLOGY
Steven Hoover early in his real estate career found a way to use what he learned in psychology classes at the University of Virginia.That lesson came from the first couple he found a house for. They told Hoover they wanted a house on four to five acres, but not too far from the city. After searching in vain for just such a property, he discovered what his customers really wanted was privacy. They bought a house on two acres in a city neighborhood in Southwest Roanoke.
"I found out you couldn't just listen to what people were saying but you had to listen to what they were telling you," he said.
It's an approach that Hoover said has served him well in the past 20 years as a real estate agent and broker for Mastin Kirkland Bolling Inc. of Roanoke and this year as president of the Virginia Association of Realtors.
The Roanoke native's psychological approach has brought him the respect of peers, such as Frances Bridge, who for many years has been in the firm with Hoover. She also has worked with Hoover when he held leadership positions in the Roanoke Valley Association of Realtors.
"He enjoys what he does and he does it well," said Bridge, who said she calls Hoover a friend first, a partner second. "He's dependable, honest and ethical and very easygoing."
Fortunately, Hoover also has an easygoing family who understands his erratic hours.
"They don't know any different life," he said. "My wife wouldn't know what to do with a 9-to-5 husband."
For Jane Hoover, her husband's long weeks and even longer weekends have not been a problem. A health educator at Lewis-Gale Clinic, she said she and her sons, Gardner, 14, and 17-year-old Steven Jr., are used to the schedule.
Hoover said his main focus is his family, despite the time he has to spend away from their Rosalind Avenue home.
"My goals revolve around my family and that will never change," he said.
Hoover's focus on his work for his company and the association has been just as intense.
Getting in the business was as easy as studying a small book and passing a test. Staying in has been the difficult part. The increasing number of regulations, continuing education and learning the different financing options has made the job harder. But necessary, Hoover said.
Even with the changes, he said there's something about selling homes that has held his interest.
"It's hard to understand the relationship you have with buyers, sellers and transactions if you're not in the business," he said, pausing to find the correct words to describe what motivates him.
Hoover's unquenchable desire to sell houses developed after college.
During his summers in college, Hoover sold drinks at swimming pool concession stands for Henry Scholz, who also worked for a local real estate firm. Scholz said he would help Hoover find a job after graduation.
"Well, if that's what you do," Hoover said to the man he admired, "that's what I want to do."
"It's very stressful," Hoover said, but he hasn't regretted the decision.
"But because of that, there are bonds formed that can last the rest of your life," he said, explaining the friendships that develop between agent, sellers and buyers.
Hoover taps his early training in psychology to generate communications between the community and people in the real estate business. That desire has driven him to work with Realtor associations.
Patsy Thompson has seen that drive.
Thompson is a new member of the VAR's executive board. She said she has noticed Hoover's strong leadership skills and how they have improved communications within the organization. For example, this was the first year the chairmen and co-chairmen met for a two-day orientation of the goals of the association and what was expected of them.
Hoover's positive attitude was also much needed, Thompson said, because of the negative effect of the economy on morale.
"He has a wonderful sense of humor, but at the same time he's a strong leader," she said. "The executive committee and the board of directors know what he expects from us. He expects us to get the job done."
As "ringmaster" - as Hoover describes himself - of the group, he oversees what goes on but he doesn't have a vote, unless there is a tie. Hoover said decisions shouldn't be made based on the opinions of a few but should focus on a group decision.
Hoover's goals for the association include getting more members involved in decision-making. He said the priorities of the group are not to serve self-interests of people in real estate but to look at the effect on the public as well. Therefore, the group is getting the public's thoughts about state growth and development through surveys.
The association's former president, John Bagby of Richmond, has worked with Hoover for five years. During that time, Bagby said, he's been impressed with Hoover's dedication.
"He genuinely cares about the welfare of the members," he said.
As far as Hoover's concerned, his relationship with selling will not end soon.
"There's no real retirement in real estate," he said. "You can stay active until you're dead or senile."