The Journey of Empowerment, Family, and High-Level Client Service
In the vibrant world of San Diego real estate, Donna Karen Ray emerges as a passionate and dynamic presence. Her real estate journey began during the pandemic, but her story began in the glamorous world of fashion and modeling. With notable roles, including being a feature model for a celebrity clothing line and a movie cameo, Donna Karen enjoyed her time in modeling and acting. Donna Karen enjoyed the spotlight but always felt drawn back to her hometown in San Diego.
Before venturing into real estate, Donna Karen excelled in the fashion industry, managing luxury retail and leading her dress collections team at Neiman Marcus to national success. Her corporate management skills earned her accolades and led teams to remarkable achievements. As a trailblazer in every field she touched, it’s no surprise she now shines as a rising star in San Diego’s real estate market.
Despite challenges like low inventory and rising interest rates, Donna Karen’s enthusiasm remains unwavering. She finds true fulfillment in guiding clients toward their dream homes. Her dedication and triumphs continue to inspire and support her clients today.
Can you share something about yourself that people might not know?
I was raised by a single mom, so I’m all about women’s empowerment. I have two younger brothers who have been a big part of my journey, along with my husband Eddie and our two children James and Kalia. My family is what drives me. I always strive to do well for them and they are my biggest motivators. When people ask, “What keeps you going?” The answer is simple: my family and my inner drive to keep improving and reaching greater heights in both my personal and professional achievements. Everyone knows I’m a real estate agent, but what most people don’t know is the journey I took to get here.
Did you always juggle being a mom and working full-time, or was that something you started later in your career?
No, I didn’t always work while being a full-time mom. My career started after I graduated from San Diego State University with a Bachelor’s degree in Business Management. I started my corporate career in sales and held positions, such as account executive and business development manager. I then got promoted to management with my first management role with Neiman Marcus, which I loved because they focus on world-class service. This experience shaped how I serve my clients today—ensuring I provide top-tier, VIP-level service to everyone. I was driven to prove myself in my first management role and I led my Dress Collections department to number one in the company during my first year. That experience catapulted my career in management.
How did your experiences in corporate management influence your approach in real estate?
One thing I took from corporate management is never to judge anyone by appearances. Especially in San Diego, where the atmosphere is more laid-back. I always coached my sales associates to treat everyone with respect, regardless of how they presented themselves. That lesson applies to real estate too. Whether I’m dealing with a $4M client or a $400K client, I have the same heart to help them. Every client deserves the same level of service. This principle is crucial, particularly with luxury clients, they know exactly what they want and are more particular about the details of what they are looking for. Serving them with care and understanding makes all the difference.
What contributed to your success in management, and how do you apply that in your real estate career?
To be successful in your career, you have to deliver results and create a positive culture. In management, I focused on both—the business side of meeting financial targets and the cultural side of keeping people happy in their work environment. I’m a firm believer in servant leadership. To be there of service to the people I’m managing. For example, if my sales associates were busy with clients, I’d step in to help with consultations. That approach helped me get my team to believe in my vision and inspired them to work towards high-stretch goals. I apply the same mindset in real estate: rallying people to believe in the mission and pushing forward together.
How do you prepare yourself for a successful day?
Time management is key. I believe if you fail to plan, you plan to fail. I love starting my day with a workout, which energizes me while I listen to something positive like a podcast. After that, my team and I have an 8 a.m.Affirmations Call, which is incredibly empowering. I try to tackle prospecting in the morning because it’s always harder to get to it later in the day. Then I focus on appointments, emails, and taking care of my clients. Discipline and sticking to a plan as much as possible is what keeps me productive.
What qualities do you look for when adding people to your team?
I’m part of an amazing team led by a husband and wife duo, and we focus on culture as much as results. When we’re adding new members, we look for individuals who are driven, have a positive mindset, and who value collaboration. It’s important that they’re team players who also push us to do better. We inspire each other to grow, and that’s what makes the team dynamic so powerful.
How often do you meet with your team?
We meet every Tuesday for team meetings, where we discuss the housing market and get coaching on various topics. The rest of the week is flexible, but we have the freedom to set our own schedules based on what works for our clients. Meeting weekly helps us stay aligned on goals and maintain the collaborative, energetic environment that keeps us motivated.
What are you currently focusing on in your real estate business?
I always set big goals for myself. Right now, my main focus is on luxury real estate, which I love. However, I never turn away a client, regardless of the price point, especially when they’re referrals from past clients. I’m excited about all the great opportunities coming up this year, and I have a solid support system within my team to help manage it all. My big focus is growing in luxury real estate while continuing to serve all my clients with the same level of care.
Are there specific areas in San Diego where you see more investment interest right now?
Detached homes are becoming scarce in San Diego, and price points in the $700K to $800K range are very competitive due to high demand. For higher-end homes, around $2 million to $4 million, the competition isn’t as intense, but great properties still sell quickly when priced well. The key is pricing right—when we price slightly lower than market value, it draws more attention and offers, which often leads to bidding up the price. That’s how we can sell homes faster above the list price.
What led you to join your current real estate team?
I interviewed with five teams before joining my current team, and I chose them because I love the supportive and positive environment. My team leaders are always ready to help and strategizing is something I thrive on. I love thinking outside the box and bouncing creative ideas off others, and they encourage that. We do things differently here, even with our marketing and how we launch listings. It’s a collaborative and innovative atmosphere, and that’s why our listings often sell timely.
What do you consider your superpower in business?
My negotiation skills are definitely my superpower. I’m highly influential, which helps me move people forward towards their goals, whether they’re on the fence about buying or giving them the nudge to submit an offer. I can influence decisions and ensure that my clients get the best deals, whether they’re buying or selling. I’m able to influence and get top dollar for my sellers by negotiating effectively.
Can you share any upcoming projects you’re excited about?
I’m focusing more on acquiring listings and my husband and I would like to invest more in rehab projects. Finding fixers and remodeling homes and reselling them. I’m proud of my ability to get my clients into their dream homes and make things happen for them—that’s what drives me.
How do you find inner balance amidst a busy schedule?
When life feels chaotic, I take a deep breath and focus on self-care. I love spa days and getting into the sauna and steam room after a great workout. I watch or listen to motivational podcasts or videos, which help me relax, refocus, and keep a positive mindset. Staying positive and enthusiastic with my work and personal life is key to keeping my drive and work-life balance.
I like to share my story to inspire others. It’s not always easy, and I’ve had my own struggles, but when I experience challenges or set-backs, I just keep moving forward. Eventually, I build momentum to reach new levels. If I can inspire even 1% of people to go after their dreams, then I know I’ve done my part. Down the road, I see myself coaching and mentoring others because I think I have a lot to offer. It’s not just about knowledge but about driving and inspiring people to achieve their goals. You need a plan, a vision, and a strong support system to reach success, and I love helping people realize that and encourage them to go after their dreams. Whether it’s going after their dream career or dream home, I’m always happy to help and see people around me achieve their goals!
Photo Credits – @goldenlensmediasd
