NWA Women in Business: Terri Lynne McNaughton

Age: 60

Residence: Fayetteville

Education: West Fork High School

Professional background: McNaughton started her real estate career in 1976 and founded her own agency in the late 1990s. She was named Realtor of the Year in 2003 by the Metro Area Board of Realtors (now Northwest Arkansas Board of Realtors), and, in April of this year, the company hit an all-time monthly sales high of $5.5 million.  

What are the attributes of a good leader? “Core values. A long time ago, I wrote down a list of standards for myself. Take core values that you believe in and share them with others, and you quickly will have a team aligned that can accomplish anything.”

What other female leaders do you admire? “Joyce Meyer, Reba McEntire and Dolly Parton. For all their challenges, struggles and hardships, they didn’t lose who they were and rose to the top to do amazing things and help a lot of people.”

What do you want to accomplish at McNaughton Real Estate in the next year? “Over the next year, we will build a new office and assist in building a church.”

What advice would you give a younger version of yourself? “Never give up. I started a real estate business with my then-husband at age 20, six months pregnant, with a high school education. In 1997, we faced huge financial debt and a failing marriage, and that’s when I set out on my own path founding my agency. Those first few years were challenging. I remember duct tape held our carpet together at that office. But I worked hard and improved things, paying back every penny I owed and assembling an amazing team that’s still with me today. If you pray daily, God will provide.”

In 2005, a fire consumed our building, but we re-opened using phones within 24 hours. Those challenging times you think you can’t get over, around, or through, God will get you there.”

What drives you to succeed? “A strong desire to help others. When I can help my church, family, friends, team and clients achieve their goals, I achieve mine.”

What or who has been your greatest influence in your career and why? “Howard Brinton changed my life. He created a unique concept with his Star Power Stars, an elite group of 250 real estate agents from throughout the nation that met regularly to share ideas. For more than 25 years, I listened and attended Brinton’s events and training, and, in February 2005, earned the designation of Star Power Star.”

If you were to write an autobiography, what would it be titled? “You’re Burning Daylight.”

What do you do to unwind? “Typically I unwind like I work. I keep moving and keep going. I love Razorbacks basketball — the fastest 40 minutes of basketball — and also four-wheeling in the national forest.”

Success often comes down to “satisfied customers.” How do you go about making sure your clients, subordinates and peers are satisfied with your work/leadership/vision? “Give more than expected. Take care of clients like the world revolves around them, because it does. Everyone has the ability to give that little extra customer service, that wow factor.  Create raving fans for life that way. Nobody cares how much you know, until they know how much you care. Take care of your team the same way. My team is like family, several of them have been with me for 10 or 20 years. Together we use co-creation and cast a vision as to where we want to go or what we want to do. We track metrics and achieve any goals we have ever set. It’s fun. It’s work. We achieve great things together and enjoy the journey.”

How have attitudes changed about women in the workplace from the time you started out until now? “In my early years, women were perceived as less knowledgeable than men; however, as the years progressed, so did the public’s confidence and attitudes toward women. Now, I don’t think there is a perceived difference from one individual to another in the workplace. Professionalism and knowledge are the attributes that are sought out.”

Best mentor? My dad, Elvin Smith. He taught me how to work hard and always give more than expected. Treat everyone with respect, be honest, stay positive and never give up. Also, ‘If you don’t work, you don’t eat.’” 

What’s one surprising or interesting fact about you? “I spend a lot of time driving tractors, bailing hay and feeding cows. After my dad’s passing last year, the 75-year-old family farm is in my hands. I get the job done so the farm can pass on to the next generation.”