Persistence, clarity, and a little bit of luck have allowed Jordan Stuart to corner a truly unique niche in the D.C. real estate market. He’s now the founder and CEO of Next Move, a nationwide network of real estate agents that cater to athletes and entertainers. Additionally, he’s the Executive Director of the Keller Williams Sports and Entertainment Division, operating with a level of discretion for this real estate client base at both the local and national levels.
The route to his success wasn’t always smooth. Jordan’s path to real estate sales was a winding journey.
From Consulting to Real Estate
Rewind to Jordan’s earlier days, and you’ll find a young man with a formal educational background. He graduated from Harford College, a challenging liberal arts school, and followed the path handed to him by his teachers and parents. Jordan embarked on building a career in consulting, working a stable, 9-to-5 job.
At 24, his grandmother passed away, and Jordan came into some inheritance money. Jordan’s parents asked him if he would rather use it to attend graduate school or buy a condo in D.C. He chose the latter. The experience with his real estate agent during the transaction would greatly affect his future.
“I looked at the amount of work I was doing on my own compared to the agent and thought, as a true entrepreneur, I can do better. I did the math,” Jordan explains. So, he got his real estate license and began working part-time around his work in consulting. In year one, he earned less than $10,000 in real estate. That increased to $30,000 in year two. After a few years, Jordan’s real estate income had ballooned to the point where he was ready to commit full time.
Finding His Niche
“I looked at real estate as an opportunity to find a niche that nobody else was doing,” Jordan explains. “It’s hard in this business. You go into every listing appointment, and for most realtors, the only differentiator is that they can offer great customer service. I didn’t want to get into that mode because there were going to be 10 other agents at my level, and we’re all going to be relatively equal. I wanted to find a way no one could compete with me.”
Jordan recognized that D.C. has six major sports teams. “I thought when these athletes are selling houses, who’s doing it? I couldn’t get a clear answer from any one particular person.”
Jordan’s first opportunity came through a fortuitous connection: a rental listing in Arlington, Virginia.
“I got an email from a random gentleman that asked about renting the apartment furnished for a six-month period. It turned out it was a Washington Capitals player,” he retells.
Jordan reminded the player that the listing was unfurnished, and for a year minimum. He wondered, “Why is this player emailing me?” The Capitals player was young and had just made the team. Apparently, there was no one within the organization that was helping players find housing. The team stayed out of the housing process entirely, leaving the players to figure it out on their own.
“So, I helped him out,” he reports. “That was my ground zero…It was an opportunity.”
Jordan leveraged his relationship with this first player into lunch with the player services manager of the Washington Capitals.
“I went into that lunch thinking I could approach this gentleman and say I can do that for all your players, and it would be that easy,” recounts Jordan. “I gave him my idea that I would be the Capitals representative. He said to me, ‘Jordan, I could go out and get four or five real estate agents in Northern Virginia who would pay me to work with my players. It’s not about if you can do a good job with them — a lot of people can. We just don’t get involved with players and housing. We focus on our team and winning games.’ He paid the bill for lunch, got up, and left me sitting there.”
The meeting didn’t exactly go as Jordan had hoped. However, he persevered. Every time a player would make the team, Jordan would text the player services manager offering his assistance, “and he just wasn’t interested,” Jordan recalls. “He had such a private relationship with the players.”
The next season, there was another young player that made the team and was in need of housing. Surprisingly, the player services representative from the Capitals called Jordan.
“He said he was going to give me an opportunity with another player. He added, ‘Just don’t mess it up,’ basically. He might have used more colorful language than that,” Jordan says with a laugh.
Jordan would go on to receive raving reviews from his second interaction with a Capitals player. When the team traded for a star during the season, Jordan was once again called upon to help find housing in a pinch.
“And ever since then, I’ve been the go-to resource for the Washington Capitals. I’ve helped out seven coaches, including their new head coach, as well as players.”
Looking ahead, Jordan is beginning to think bigger. He recently launched Next Move, a nationwide network of real estate agents and partners to assist with transactions and sales as players relocate or seek investment opportunities.
“I like to think that I’ve created an entrepreneurial business model in real estate based solely off of personal relationships,” Jordan says. “I’m taking the sales pitch out of success. I’m not a sales guy. Instead, I’ve built relationships.”