The Journey of Empowerment, Family, and High-Level Client Service
In the ever-thriving landscape of San Diego’s real estate, one figure stands out, radiating passion and exuberance in equal measure. Meet Donna Karen Ray, a dynamic force, whose journey into the realm of real estate is as fascinating as the luxurious properties she showcases. Two years ago, amidst the whirlwind of a pandemic, she stepped into the real estate domain. But her story starts long before that, in the glitz and glamour of La Jolla’s modeling scene.
Catapulted into the limelight with notable roles, including a feature model for a celebrity clothing line and a cameo in a movie, she enjoyed the modeling and acting profession but knew that she could never move permanently to Los Angeles, she felt the allure of her hometown, San Diego, calling her back. Before her real estate odyssey, Donna Karen held pivotal roles in the fashion industry, managed luxury retail, including leading her dress collections team at Neiman Marcus to be the #1 department in the country, and excelled in corporate management, reaping accolades, and leading teams to unparalleled success. A trailblazer in every realm she touched, it’s no wonder she now shines as a rising star in the San Diego real estate scene. In a market teeming with challenges-low inventory, soaring interest rates—her zeal remains undaunted.
Helping clients navigate these tumultuous waters, she finds true fulfillment in guiding first-time buyers toward their dream homes. Her journey to homeownership in 2009, amid a landscape fraught with foreclosures, echoes the triumph and satisfaction she brings to 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, and that’s what drives me. I always strive to do well for my family. Now, I have my own family with my amazing husband, Eddie, and my two kids, James and Kalia. 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. 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 degree in business management. I’ve always been in sales and held corporate positions, such as account executive and business development manager. My first management role was 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. I saw associates do that, especially in San Diego, where the atmosphere is more laid-back. I always treated everyone the same, regardless of how they presented themselves. That lesson applies to real estate too. Whether I’m dealing with a $4 million buyer or a $400K client, I have the same heart to help them. Every client deserves the same level of service. This principle is crucial because, particularly with luxury clients, they know exactly what they want and are more particular about the details. 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 number one, you have to deliver results and create a positive culture. In management, I focused on both—the business side of meeting targets and the cultural side of keeping people happy in their work environment. I’m a firm believer in servant leadership. Instead of just directing people, I show them that I’m willing to do the work alongside them. 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. The key is pricing right—when we price slightly lower than market value, it draws more attention and offers, which often leads to bidding wars. That’s how we can sell homes faster and sometimes above the asking price.
What led you to join your current real estate team?
I interviewed with five teams before joining this one, and I chose them because I love the supportive, intimate environment. Joe and Maria, the husband and wife leading the team, are always available for one-on-one strategizing, which 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 within a week.
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, whether they’re on the fence about buying or if I’m submitting an offer for a client. I can influence decisions and ensure that my clients get the best deals, whether they’re buying or selling. I’m able to influence listing agents and get top dollar for my sellers by negotiating effectively.
Can you share any upcoming projects you’re excited about?
I’m thrilled about a private exclusive listing in La Jolla. It’s a $3.5 million property that’s been challenging to sell, but I’m excited to make it happen. The seller has been trying to sell since last year, and I’m confident we’ll succeed. Once he returns from his vacation, we’ll launch it on the open market. I’m proud of my ability to make things happen for my clients—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 getting massages and listening to motivational podcasts or videos, which help me relax and refocus. Staying positive and encouraged is key to keeping myself going.
I like to share my story to inspire others. It’s not always easy, and I’ve had my struggles, but I keep moving forward. If I can inspire even 1% of people to go after their dreams, I’ve done my part. Down the road, I see myself coaching 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.