Patterson-Schwartz Real Estate, Delaware’s largest independent brokerage, is pleased to announce an exciting new chapter in our leadership. Donna Greenspan has been named Chief Executive Officer, and Jason Giles has been appointed President, effective immediately. This milestone is the culmination of years of thoughtful leadership development and succession planning, ensuring the continued success and independence of Patterson-Schwartz.
Honoring Joe Pluscht’s Legacy
This transition follows the retirement of Joe Pluscht, Jr., who has served as our President and CEO for the past 12½ years, capping an extraordinary 38-year career with Patterson-Schwartz. Reflecting on his tenure, Joe shared:
“Over the last decade, Patterson-Schwartz has worked diligently building a plan to ensure a foundation of financial security and leadership excellence, while never forgetting its roots and the culture that represents who we are today. Our plan includes a commitment to remaining an independent brokerage and moving forward to our third generation.
“It has been the greatest privilege and highest honor of my career to serve this incredible organization. I am proud to pass the torch to Donna Greenspan and Jason Giles, whose exemplary leadership as Executive Vice Presidents over the past few years ensures a seamless transition. Looking ahead, I have no doubt that Patterson-Schwartz’s best days are still ahead.”
Joe will remain closely connected to the organization as an Executive Advisor and serve as Vice-Chairman and Treasurer of the Patterson-Schwartz Board of Directors.
Reflecting on his impact, Charlie Schwartz II, son of founder Charlie Schwartz Sr., shared:
“Over the past 12 years, Joe’s leadership has been nothing short of extraordinary. If I were to name one individual who truly elevated Patterson-Schwartz and strengthened its foundation for future success, it would be Joe. His vision, dedication, and steady hand have left an indelible mark on our organization. Even in retirement, his guidance and counsel will remain invaluable and deeply appreciated as we move forward.”
Donna Greenspan, Chief Executive Officer
Donna Greenspan joined Patterson-Schwartz in 2007 and has been instrumental in shaping the company’s strategic vision and operations. As Executive Vice President of Administration, she led our corporate Marketing, Technology, Business Development, and Education departments, while also serving as Managing Broker of the Greenville and Brandywine Residential Sales Centers.
Prior to Patterson-Schwartz, Donna held leadership roles at MBNA America and PNC Bank, with a focus on customer excellence. A University of Delaware graduate, she is a licensed REALTOR® in Delaware and Pennsylvania and an active member of the National Association of REALTORS®.
“I am truly honored to step into this role and continue the legacy of excellence that defines Patterson-Schwartz,” Donna said. “I’m excited to build on our foundation of independence and innovation, while staying deeply committed to our sales associates and the communities we serve.”
Jason Giles, President
Jason Giles began his career with Patterson-Schwartz in 1994 and has held numerous leadership roles, including Sales Manager and Broker of multiple sales centers. Jason was instrumental in the opening of the company’s Coastal Offices in Rehoboth Beach and Ocean View, and most recently served as Executive Vice President of Brokerage Operations.
Outside of PSA, Jason has been an active leader in the real estate community, serving on boards and committees for the New Castle County Board of REALTORS® (NCCBOR®) and the Delaware Association of REALTORS® (DAR®). He was also appointed by both Governors John Carney and Jack Markell to the Delaware Real Estate Commission to serve two consecutive terms, once as Chairman of the Commission in 2018.
“After three decades with Patterson-Schwartz, I’m more passionate than ever about our mission and future,” Jason shared. “Working alongside Donna, I’m eager to explore new opportunities for growth and advancement that will empower our sales associates and strengthen our brand in the local market.”
About Us
Patterson-Schwartz Real Estate is Delaware’s largest independent real estate brokerage and offers a full range of services that include residential home sales, purchase and rental, relocation services, and property management. We’ve been guiding home buyers and sellers since 1961, and invite you to connect with us when you’re ready to partner with our community of local experts.
Meet Izetta Hackett, a cornerstone of PSA’s accounting department for the past 38 years. From her beginnings as a Computer Operator in the mid-80s at our Wilmington office to her current role overseeing many crucial accounting and HR processes, Izetta’s journey reflects dedication and growth. Her steadfast commitment has not only shaped her career but has also left an enduring impact on PSA’s evolution. Join us as we explore Izetta’s experiences, her unwavering dedication to PSA, and what inspires her to continue contributing to our community and success.
How long have you been at PSA? How did you grow with the company?
I have been with the company for 38 years. I have been able to grow with the company’s accounting department and its innovative technology.
My journey began in the mid-80s at the Wilmington office at 913 Delaware Avenue. I was hired as a Computer Operator in the Data Processing Department under the Accounting Department. My responsibilities included data entry and processing across all of the company’s departments. I also operated several IBM mainframe systems and all its peripheral equipment. Technology hadn’t evolved to where it is today so we needed two computer operators and five accountants.
I briefly left PSA to seek new and exciting opportunities, as many do in their 20s, and, when that didn’t work out, I mailed my resume in response to a job ad at an unidentified PO Box that turned out to belong to Patterson-Schwartz… for the same role I’d vacated two years prior. Joe Pluscht, then CFO, was thrilled to welcome me back. I did not realize how much PSA meant to me until I returned!
Over time, I added the roles of Personnel Administrator and Accounts Payable Coordinator to my General Accounting duties, which also encompass HR (benefits/payroll), credit card processing, and on/off-boarding within the accounting system. Joining (IAPP) International Accounts Payable Professionals allows me to network with other A/P professionals from different companies and share ideas on how to streamline the A/P platform. This organization gave me the tools and knowledge to implement changes within my day-to-day operations.
What keeps you here?
My PSA family, positive company culture, growth, and development keeps me here. The company’s commitment, dedication, and loyalty to its clients is something that cannot be replaced. My supportive leadership is what keeps me at PSA.
I am grateful for the opportunity to have worked alongside PSA founders: William Patterson, Sr., and Charles Schwartz, Sr. I want to give a huge “thank you” to our PSA leadership over the years: Joe Pluscht, Charlie Schwartz, and Richard Christopher. My journey has been nothing but amazing, and I will never forget the wonderful people and memories made here at PSA.
What does PSA mean to you?
When I hear PSA, I think of perseverance. During the housing market crash in 2008, PSA continued to be independent and remained strong throughout the challenges. As the #1 independent real estate company in Delaware, PSA is a symbol of strength—and that means the world to me.
Looking back over my 38 years, I am the only original member of the accounting department. I give my thanks to Joe Pluscht for giving me the opportunity to return to PSA and to see such a stellar organization grow over the decades and be part of the innovative change has brought value to my career.
What is your key to success?
Remain humble, faithful, persistent, motivated, and loyal to all. Kindness and respect are my keys to success.
Do you have a motto that you follow?
I have three, all about teamwork.
1) Teamwork makes the dream work!
2) Unity is strength… when there is teamwork and collaboration, wonderful things can be achieved.
3) Coming together is beginning. Keeping together is progress. Working together is success.
How do you like to spend a relaxing day?
I like to relax by spending quality time with my family and friends and grand-dog, Ziggy. I also love to travel, enjoy jazz concerts, and live life to the fullest!
Ready to Grow with Us?
Izetta Hackett’s nearly four decades at PSA exemplify the essence of the PSA family: growth, community, teamwork, and resilience. From her early days as a Computer Operator to her current role managing HR, Accounts Payable, and more, Izetta’s journey has significantly shaped our company’s evolution. Her story underscores the opportunities for professional development within a supportive community that defines PSA. If you’re inspired by Izetta’s journey and interested in joining a team where commitment and innovation thrive, explore opportunities with us today. Let’s continue to build success together at PSA!
Introducing Sue Kennedy, an integral part of the PSA family for an incredible 42 years! From her early days at the reception desk to her pivotal role in shaping PSA’s technological landscape, Sue’s career is nothing short of remarkable. Join us as we explore her passion for growth and innovation that brings the best tech solutions to our team!
How did you get started at PSA?
I started as a part-time receptionist in the Newark office in 1982 — 42 years ago this August. A couple of years later, I became the admin for the Land and Farm Division. When the advertising department needed assistance to bring their new computerized advertising system online, I was asked to help with that while continuing to work with the Land & Farm agents.
You’ve been at PSA for four decades! How has your role evolved since joining PSA?
In 1991, I helped to implement the Real Estate Hotline. I oversaw the installation of the system and set up procedures for having professional voice talent record a “talking ad” for every one of our listings. I managed that system from its introduction in 1992 until 1995 when I moved to the technology department.
I supported our in-house computerized listing management system, the physical computers in the offices, and each office’s computer/network infrastructure. When the decision was made to take our listing system onto the “World Wide Web”, I worked on the development and implementation of our first version of PS@net. Our intranet was introduced to the agents in the fall of 1998 — 25 years ago! It has changed over the years and is still going strong! I was also involved in the development and implementation of our public facing website as well – www.pattersonschwartz.com.
I continue to oversee the ongoing development of PS@net, provide technology support for our agents, and work on vetting/implementing new technology tools for our agents. With that, no two days are the same. I have seen so many changes in the way business is conducted in real estate. From physical multi-list books updated every two weeks to instant updates for all listings online.
Tell us what you love about your job and why. What excites you about the business?
I have been given the opportunity to learn so much over the years working for PSA. I was able to grow and develop in new areas that interested me. I love the varied nature of what I do. I can be vetting new technologies, managing help-desk requests, or teaching a class on the tools/technology we have available. All on the same day!
I always feel like my input is wanted and valued.
What do you do when you’re not at the office?
I enjoy sailing on Chesapeake Bay, reading, and spending time with my husband, four girls, and three grandkids.
Ready to grow with us?
Sue Kennedy embodies the innovation and adaptability inherent in our people-centric, tech-forward culture. With over four decades of pioneering solutions, whether in professional development or technological advancements, she ensures PSA remains at the forefront of industry standards. Her unwavering commitment to continual growth sets a high bar for all. If you’re looking for a workplace where your talents are celebrated and innovation thrives, Patterson-Schwartz could be your new home. Join us in shaping the real estate market and discover the endless possibilities that await!
The Realty Alliance recently unveiled their annual list of top producers which honors residential sale professionals from across the nation for their exceptional performance.
We are thrilled to congratulate the 70+ Patterson-Schwartz agents and teams across the company who made the list for their outstanding efforts and accomplishments in 2023. These honorees represent the best of the best, and epitomize our company’s dedication to providing superior guidance and service in every market.
The Patterson-Schwartz agents and teams recognized for their efforts in 2023 make up the top 15% of our sales associates in the individual categories of Units, Gross Commission Income, and Total Dollar Volume. The qualifying amounts were 12 Units, and/or a Total Dollar Volume of $4.5M.
Introducing our 2023 Realty Alliance Award recipients, listed by sales office:
Patterson-Schwartz Real Estate is Delaware’s largest independent real estate brokerage and offers a full range of services that include residential home sales, purchase and rental, relocation services, and property management. We’ve been guiding home buyers and sellers since 1961, and invite you to connect with us when you’re ready to partner with a local real estate expert.
Meet Terri Wamba, Admin Manager in our Hockessin Office Sales Center. Hailing from a customer service background, Terri thrives on tending to the details of our agents’ listings and sales. Her role as an admin brings her joy, as each completed task is a testament to her dedication and a source of personal accomplishment. She’s the friendly face welcoming you to the office and working behind the scenes at every Hockessin potluck. Let’s dive deeper into her journey and experiences at PSA!
What brought you to PSA? How did you grow with the company?
In 2003, my family was transferred from sunny California for Delaware, and that’s when I joined the Patterson-Schwartz family as an agent’s assistant. To help out, I obtained my real estate license to host open houses and handle office tasks.
I loved the industry, but soon realized I was a natural at behind-the-scenes work—inputting listings, writing remarks, mailings, you name it. I was approached about helping out as a weekend receptionist which evolved into helping the Hockessin admin team in the afternoons and eventually turned into a full-time gig.
This role fits me like a glove. The regular hours, diverse tasks, and logical progression of work are right up my alley. Plus, hearing tales of the agents’ wild transactions made me value the calm rhythm of my job. It’s been a fantastic journey and I wouldn’t trade it for anything!
What were the early influences that shaped your work ethic?
My first two jobs, McDonalds and Disneyland in the 70s, were with companies who had high standards of customer service which molded my attitude toward the customer or guest experience. Now, I strive to bring the best attitude and same attention to the work I do for our Hockessin agents.
What sets PSA apart as a company? How would you describe the culture?
I feel right at home here. It’s the perfect fit with everyone committed to providing the best home buying or selling experiences. The collaborative culture here is felt every day, with departments working together for the betterment of each other, the agents, and our clients. It adds to my enthusiasm each day! I appreciate that our company’s standard of service encourages all of us to seek a positive outcome.
What do you do when you’re not at the office?
I spend most of my free time connecting with family near and far. I’m grateful for modern technology that makes connecting easier. Whenever schedules align, my husband of 41 years and I take to the road; whether it’s to visit our parents in California or our kids and grandchildren in Maine, Maryland, or our own home sweet home, Delaware.
Ready to grow with us?
Terri’s story, from agent’s assistant to Admin Manager, is a testament to Patterson-Schwartz’s belief in nurturing talent and fostering growth. Her love for her role, commitment to exceptional customer service, and excitement about our collaborative culture truly encapsulate the spirit of PSA. If you’re captivated by her journey and aspire to be part of a team that truly values its members, we invite you to explore a career with Patterson-Schwartz. Let’s start a conversation about your future today!
We are thrilled to announce an exciting partnership that will enhance the way local families achieve their dream of homeownership. Patterson-Schwartz, a trusted name in the real estate industry, has partnered with Pike Creek Mortgage, the largest independent mortgage lender in Delaware, to provide unparalleled service and support to our clients.
Joe DiEmidio, Pike Creek Mortgage Vice President (center), greets the crowd at PSA Greenville.
Like-Minded Companies
Pike Creek Mortgage Services, Inc. is not just any mortgage lender; they have been fulfilling homeownership dreams for 30 years. With a strong commitment to the local community, Pike Creek Mortgage offers a wide range of loan products and down payment assistance programs tailored to your specific mortgage needs. Their dedication to open communication ensures a seamless and enjoyable mortgage experience from application to closing.
Jason Giles of Patterson-Schwartz shared his thoughts on the partnership, saying, “It’s amazing how like-minded our companies really are. In addition to being truly local, I’m amazed at the similarities in our culture and transparent style in which Pike Creek does business. They always put the customer first and work tirelessly to make buying a home seamless. This is a partnership that will benefit our clients for years to come.”
A Powerful Partnership
Pike Creek Mortgage is equally enthusiastic about the collaboration. Joe DiEmidio, Vice President, stated, “Pike Creek Mortgage is excited to service our local real estate market in partnership with Patterson-Schwartz. Our company’s foundation, culture, and goals align with the Patterson-Schwartz brand. We understand the importance of being local, something that resonates deeply with Patterson-Schwartz. We anticipate our partnership to be beneficial to our mutual clients, not just in 2024, but for many successful years to come.”
This partnership is more than just a collaboration; it’s a commitment to our community. Together, we will leverage our combined strengths to provide exceptional service to local homebuyers and contribute positively to the local housing market. Join us in extending a warm welcome to Pike Creek Mortgage as they become an integral part of the Patterson-Schwartz family. Let’s make homeownership dreams a reality!
PSA & PCMS Meet & Greet Happy Hour at Famous Joe’s
About Us
Patterson-Schwartz Real Estate is Delaware’s largest independent real estate brokerage and offers a full range of services that include residential home sales, purchase and rental, relocation services, and property management. We’ve been guiding home buyers and sellers since 1961, and invite you to connect with us when you’re ready to partner with a local real estate expert.
As we reflect on 2023, we celebrate a year of tremendous growth, achievements, and milestones for our company. From welcoming new talent, celebrating anniversaries, and fostering education to better equip our agents and living our values by giving back to the community, we had an eventful year! Join us as we explore the numbers and stories that shaped 2023.
In a grand style, we enthusiastically embraced our 72 new agents, igniting a buzz of excitement with 2,045 Likes and 874 Comments on our social media pages! Among this exceptional group, 33 experienced or returning agents made the decision to align with us, solidifying our status as the preferred destination for top talent in our marketplace.
This year’s 114 honorees counted 1,105 years of experience among them. Their dedication and commitment to PSA were met with an outpouring of support, garnering 1,348 Likes and 242 Comments on our social media pages.
PSA agents scooped up 2,421 hours of Continuing Education through PSA’s internal courses. That gets our agents even closer to renewing their licenses in 2024!
Forty-two newly hired agents across 90% of our offices engaged 1,890 hours in new agent training. That’s 78.75 straight days!
We’re immensely proud of our commitment to giving back. In 2023 we exemplified #PSAgivesback and #WeAreLocal through the PSA Foundation by supporting 40 different charities, and bringing our contributions to a total of almost $1.44 Million since the Foundation’s inception.
PSA agents and employees mixed and mingled all year long at our Mid-Month Mixers – a series of five fun-filled networking events across the state that brought together our PSA family and business partners along with local real estate industry professionals.
Our own awards for excellence in sales and reputation, Top Producer and Five-Star Agent, were earned by 175 and 239 unique agents and teams, respectively. Way to go!
Moving Forward with Gratitude
As we conclude our 2023 statistics review, we’re deeply thankful for the people behind our success. These numbers not only represent the PSA family’s unwavering dedication but also underscore the trust and collaboration that define our shared vision. Our agents bring dreams to life, guiding their clients through every step of their journey. To our valued customers and clients, you’re at the heart of this success, and we’re committed to exceeding your expectations in the coming year.
To our dedicated agents and employees, you are the driving force behind our achievements. Your passion, expertise, and commitment to excellence set us apart in our local and national markets. As we look ahead to 2024, we’re excited to build on these accomplishments and reach even greater heights together. Thank you all for being an integral part of our journey, and here’s to a year filled with endless possibilities and even brighter horizons!
About Us
Patterson-Schwartz Real Estate is Delaware’s largest independent real estate brokerage and offers a full range of services that include residential home sales, purchase and rental, relocation services, and property management. We’ve been guiding home buyers and sellers since 1961, and invite you to connect with us when you’re ready to partner with a local real estate expert.
In celebration of Patterson-Schwartz Real Estate’s 62nd anniversary this month and Charlie Schwartz, II’s milestone anniversary last month, we reflect on the profound impact both have had on our company and the real estate industry.
In the world of real estate, some individuals become living legends, shaping their companies and industries with a blend of wisdom, dedication, and an unwavering commitment to doing what’s right. Among these luminaries is Charlie Schwartz, II, who has not only made a lifetime study of real estate but has also left an indelible mark on PSA. As we honor Charlie’s remarkable half-century journey and mark this significant milestone for our company, we reflect on PSA’s continued success, his personal insights, and the lessons that have defined his distinguished career.
In what ways has the company evolved since you first joined, and what do you believe has contributed to its longevity and success?
When I started, we had two offices: 913 Delaware Avenue and 1313 McKennans Church Road. I got office key number 37 so I’m figuring that was the total roster 50 years ago. The company had already grown from the original 12 agents who occupied 1013 Washington Street.
PSA has always strived to form relationships in the community and to be on the cutting-edge of technology as applied to real estate. What we thought of as cutting-edge technology back then seems rudimentary today. That is because we are constantly evolving and innovating. We are home-grown and locally owned and based, even as we number 500 or so now. Some years ago, we set ourselves on a path to serve as many markets within our sphere of influence as possible, i.e. not to be a boutique company. That is why you’ll see PSA signs everywhere in Delaware, southeastern Pennsylvania, and the eastern shore of Maryland.
913 Delaware Avenue opened in 1972 1313 McKennans Church Road opened in 1968
As you celebrate this milestone, what legacy or impact do you hope to leave behind in the real estate industry and within your company?
On a state and regional level, I am proud of the work that I did as NCCBOR® president back in the mid-1990s. That was the transition time from local MLS systems and associations to the regional giants that we have today. I still have some tar and feathers left on a few jackets after an unsuccessful attempt to merge the county associations into one state body, i.e. combine them with DAR®. This may yet happen, who knows. It still makes sense.
Market independence, financial prudence, and business acumen will always be in style.
It is important to understand that the residential real estate selling, leasing, property managing, etc. business in all of its forms is different from the business of running a real estate company. And from the company perspective, I have no doubt that the commitments that Joe, Chris, and I have made over the last ten years or so have built a solid foundation to insure that the transition to the next generation of PSA leadership has been successful and that the formula that our founders put in place over 40 years ago can serve the future generations as it has previous ones. Market independence, financial prudence, and business acumen will always be in style.
For my part, I thank all of my mentors, some who are still around, some who will be present tomorrow, and those who are long gone but not forgotten. I pray that in some small way I have passed along the values we cherish to the PSA family that I love.
Charlie was recognized for his service as past president of the New Castle County Board of REALTORS® at their 100 Year Anniversary Gala in 2023.
In an ever-changing industry, how do you stay inspired and motivated to continue your work in real estate year after year?
It is precisely because the business is ever-changing that makes it so interesting. For example, the implications of the Burnett v. NAR® decision are far from settled. The lawsuit is being appealed as I write this and, regardless of that outcome, perhaps other copycat suits will follow.
I’ll just say that certainly both buyers and sellers will continue to want some form of representation in real estate transactions. Clearly those transactions are becoming more rather than less complicated so a go-it-alone approach will not be fruitful for either buyers or sellers. If one accepts that premise, then it is about how compensation for those representation services will be structured – not whether they are necessary or not that they will be worked out going forward. I have seen significant adaptation to industry/market changes in the past and we will adapt as we always have. Good and faithful service never goes out of style.
Continuing the Legacy
Charlie’s 50-year journey with Patterson-Schwartz is a testament to resilience, adaptability, and the enduring power of relationships. From humble beginnings with one office and a handful of agents, we’ve grown into a regional powerhouse with a footprint that stretches across Delaware, southeastern Pennsylvania, and Maryland’s eastern shore, while staying true to our roots.
Our legacy of values, handed down by mentors, is a testament to the enduring spirit of PSA — a family built on cherished values and a commitment to excellence in all that we do. As we celebrate Charlie’s remarkable 50-year milestone, we’re reminded that success in real estate, like any other field, hinges on a willingness to adapt and a commitment to excellence.
About Us
Patterson-Schwartz Real Estate is Delaware’s largest independent real estate brokerage and offers a full range of services that include residential home sales, purchase and rental, relocation services, and property management. We’ve been guiding home buyers and sellers since 1961, and invite you to connect with us when you’re ready to partner with a local real estate expert.
As a child accompanying his father on Saturday tours to a leader offering words of encouragement to up-and-coming agents, Charlie Schwartz, II, has made a lifetime study of real estate service with a personal touch. His stories are legendary, his wisdom unmatched, and his phone calls cherished.
To celebrate Charlie Schwartz’s remarkable 50-year milestone anniversary at Patterson-Schwartz, we sat down with him to learn the secrets to the company’s longevity and success and discover the anecdotes and lessons that have shaped his illustrious career. This Q&A session offers a golden opportunity to gain insights from one of our company’s true legends, who has not only witnessed the profound changes in the field, but has played a pivotal role in steering our company through these transformative years.
What do you believe sets the company apart in the real estate market, and how has it maintained its reputation over the years?
I think the key here is that we live in the markets that we serve and we serve the markets in which we live. Again, it goes back to the whole LOCAL theme. It’s not just an advertising slogan, we live it every day. You don’t have to go very far to talk to one of the owners of Patterson-Schwartz. It always tickles me when Chris Patterson and I are together and someone says, “There’s Patterson-Schwartz.” Well it may be Mr. Patterson and Mr. Schwartz; Patterson-Schwartz is a whole lot more. I want every one of us – our associates and our staff, from the most seasoned to the greenest – to think of themselves as Mr. or Ms. Patterson-Schwartz. That is the family aspect of the company.
How has your father’s legacy influenced your approach to business, and what principles have you carried forward from him?
Not a day goes by that I don’t use one of his expressions or recall one of his parables! There’s a statement attributed to Winston Churchill about the USA: “America always does the right thing, usually after trying everything else first.” Dad and Bill Patterson’s philosophy was invariably to do the right thing first, even if it hurt to do so. The examples of this are legion and I’m sure that any of the industry veterans who worked with them could relate a story or two. The company stood behind buyers when a builder-client made off with the escrow money they were holding. PSA funded the deposits of those who wanted them and I acted as general contractor to finish the homes for those who chose that option.
Another illustration I’ll share in more detail. PSA was one of the first companies to offer a home warranty program for the purchasers of our sellers’ homes. The program was called Palace Guard. Palace Guard was new and its concepts were largely untested from an actuarial standpoint. For example, it asked for no deductible, nor a pre-inspection – the absence of one or the other are prescriptions for disaster in warranty business as we know it today.
Dad and Bill Patterson’s philosophy was invariably to do the right thing first, even if it hurt to do so.
PSA sold about 1,500 of these policies, which offered coverage for one year after the settlement date on certain appliances and systems. There were perhaps 900 still active when the Palace Guard insurance company went belly-up. PSA made the decision to back the remaining policies until they expired. I can remember my dad coming into the old Milltown office in the mornings and asking the lead secretary how many policies were still active as of that day and if there were any new claims that had come in. Standing behind the promises that our people had made proved to be very expensive, but it was the right thing to do.
Charlie Schwartz (R) with his dad, PSA’s co-founder, Charlie Schwartz, Sr.Charlie Schwartz & Chris Patterson in 2021The PSA family c.1986, getting ready to celebrate the company’s 25th Anniversary. Charlie Schwartz, II, in lower left corner. Charlie Schwartz, Sr., with Bill Patterson in the center.
Can you share a memorable experience or anecdote from your early years in real estate that shaped your career or taught you an important lesson?
There are many, some of which are unprintable. But let me start by saying that there are seven or so words (depending on how you treat contractions) that are critical to remember to use frequently in almost any profession setting I can think of, but most importantly in real estate: “I don’t know but I’ll find out.”
I’ll give you an illustration from early in my career. I was showing a newer split-level house in North Star to a Dupont engineering type when the subject of insulated glass came up as we were approaching the family room sliding glass door. Now I knew nothing about the R-value of insulated glass since it was just coming on the residential scene. As I slid open the door to step onto the patio beyond, the buyer asked, “How much heat loss is there through that door?”
What should I have said? You got it.
What did I say? “Do you mean when it is closed or when it is open?”
To paraphrase an old saying, it is better to remain silent and be thought a fool than speak and confirm that supposition.
A Commitment to Excellence
Charlie’s 50-year journey with Patterson-Schwartz is a testament to resilience, adaptability, and the enduring power of relationships. From humble beginnings with one office and a handful of agents, we’ve grown into a regional powerhouse with a footprint that stretches across Delaware, southeastern Pennsylvania, and Maryland’s eastern shore.
Our legacy of values, handed down by mentors, is a testament to the enduring spirit of PSA—a family built on cherished values and a commitment to excellence in all that we do. Charlie’s memorable anecdote about responding with “I don’t know but I’ll find out” exemplifies a profound lesson in humility and the value of continuous learning—an ethos that continues to drive PSA forward. As we celebrate Charlie’s remarkable 50-year milestone, we’re reminded that success in real estate, like any other field, hinges on a willingness to adapt and a commitment to excellence.
About Us
Patterson-Schwartz Real Estate is Delaware’s largest independent real estate brokerage and offers a full range of services that include residential home sales, purchase and rental, relocation services, and property management. We’ve been guiding home buyers and sellers since 1961, and invite you to connect with us when you’re ready to partner with a local real estate expert.
Meet Juan Fuentes, Jr., an unstoppable force at PSA. Since launching his career in 2015 from the buzzing Greenville office, Juan has blazed his own trail, swiftly pivoting from sales to leadership. Bolstered by an arsenal of over a decade’s managerial experience, he’s not just leading; he’s redefining support, constantly staying a beat ahead of market trends. You can often find him showing new agents the ropes in our Successful Start program, serving up hot topics at office round table discussions, and greeting attendees at the door of our latest Mid-Month Mixer event. Explore Juan’s exhilarating journey at PSA, unravel the principles that fuel his momentum, and get a front-row seat to the spirited, family-centric culture he fervently champions.
How long have you been at PSA? How did you grow with the company?
I joined PSA in March of 2015 as a full-time salesperson. I am “born and raised” in the Greenville office and have really enjoyed my time here. After about two and a half years of building my business as an independent agent, an opportunity to join the leadership team presented itself. Having over 13 years of managerial experience from my previous career helped to make that an easy decision. Being able to support agents in the same way that I had been supported just made so much sense to me. I’ve continued to work in sales while a manager, which helps keep me entrenched in market trends. This, in turn, allows me to serve our agents from a first-hand perspective.
Do you have a motto that you follow for your business, real estate, or in general?
In general, I believe in doing good by people. Doing what’s right even when it’s not the popular choice is a conscious decision. It’s always served me well in every single aspect of my life. Adversely, and because I’m imperfect, straying from this principal has never ended well for me.
What are your greatest strengths?
Knowing my weaknesses and knowing them well. I always know where I can improve so I try hard not to pretend or overcompensate in those areas. I just own it until I’m better. You get a more genuine me as a result!
How do you like to spend a relaxing day?
I really do enjoy playing golf whenever I can, but if that’s not possible, I like working with my hands. Home projects, and there are always plenty, are like therapy for me.
Ready to grow with us?
Juan embodies the spirited passion and dedication that set PSA apart. With his unique blend of sales expertise and leadership acumen, he consistently elevates our Greenville office, championing a culture that feels like family. If Juan’s journey of transformation and unyielding commitment to doing what’s right resonates with you, we’d love to chat with you about a career with Patterson-Schwartz!
