Why Clients Keep Calling Her Back: Katherine Materiale on Building a Business with Heart

Some agents win your respect with numbers. Others with charm. Katherine Materiale? She earns it by showing up as herself—wholehearted, honest, and relentlessly dedicated to serving people well.

In a recent Prosperity Collabs interview, Katherine sat down with Chris Mueller and shared the long, winding, deeply intentional path that led her to become one of Temecula Valley’s most trusted real estate agents. And the lessons from her journey? They’re pure gold for any agent looking to build a business that’s not only productive, but purpose-driven.

Here are seven takeaways you can put to work—no matter where you are in your career.

1. Build Slow. Build Strong.

Katherine calls herself the tortoise in the tortoise-and-hare story, and she’s proud of it.

“I am definitely someone where I take my time and I add something and I master it, then I add something and I master it…”

That approach has allowed her to create systems that actually work—not just for her, but for her clients, vendors, and even co-op agents. If you’re overwhelmed by the idea of doing everything, stop. Choose one new habit or system. Master it. Then move on.

Takeaway: Stop chasing volume. Start refining value. Growth is exponential when the foundation is solid.

2. Client Care Isn’t a Slogan. It’s a Strategy.

Real talk: “client care” has become a bit of a buzzword in the industry. But for Katherine, it’s not marketing fluff—it’s her operating system.

From managing a flooded walk-through with grace to hand-delivering custom gift baskets at closing, her entire process is built around making people feel seen and supported. She listens. She remembers details. She follows up with intention.

Takeaway: Treat every transaction like a story you’re honored to be part of. When people feel truly cared for, they send everyone they love your way.

3. Consistency Outperforms Flash

Katherine's social media presence feels effortless—funny reels, heartwarming client stories, and valuable real estate tips—but behind the scenes, it's anything but accidental.

She batch-shoots content, organizes it by purpose-driven buckets (education, personality, listings), and leans on a team to deploy it strategically.

“I rarely go on social media,” she admits. “But when I do, it’s to engage. I want to see people’s kids, comment back, be real.”

Takeaway: Consistency and authenticity beat viral gimmicks every time. Focus less on views and more on real connection.

4. Leverage Your Strengths—Then Delegate the Rest

Early in her solo-agent days, Katherine tried to do it all. And it cost her time, energy, and even some peace at home. Delegating wasn’t easy—it meant letting go of control and redefining what “done right” looked like.

Now? Her team is lean, empowered, and built around unique strengths. Her son Daniel helps with buyers. Her ops manager Catalina keeps the backend humming. Everyone plays their position so Katherine can stay in her zone of genius: strategy, service, and creative marketing.

Takeaway: Build your support system with people who shine in ways you don’t. You’ll grow faster—and breathe easier.

5. Make Your Marketing About Them, Not You

Katherine’s content isn’t a highlight reel of her life. It’s a scrapbook of her clients’ wins. When she celebrates a closing, the spotlight isn’t on her hustle—it’s on the buyer’s joy. It’s their moment.

And that intention pays off in referrals. “People refer when they know you’ll make them look good,” she says. “It’s subconscious, but it matters.”

Takeaway: Shift the lens. When your clients feel like the heroes of the story, they’ll invite others into your narrative.

6. Community Isn’t a Hashtag. It’s a Habit.

From holiday decorating contests to “Cocoa with Santa,” Katherine doesn’t just sell in neighborhoods—she shows up in them. And not just during campaign season.

This kind of relationship-building isn’t flashy, but it’s sticky. Her past clients return as sellers. They refer friends and family. And her brand becomes synonymous with connection, not just conversion.

Takeaway: Community engagement isn’t a one-off event. It's a rhythm. Start small. Show up consistently. Let the roots grow.

7. Leadership Starts with Listening

Whether she’s guiding a client through their first home purchase or mentoring a team member on their purpose, Katherine leads with one powerful principle: listen first.

“Just like I empower my clients, I want to empower my team,” she says. “If they’re living out their purpose, that means we’re doing something right.”

Takeaway: Don’t just build a team. Build into your team. Help them win their race, not just run yours.

Final Word: Be You. Be All In.

Katherine’s not trying to be the loudest in the room or the biggest on Instagram. She’s building a business around who she is—and more importantly, why she’s here.

If you’re an agent looking for the shortcut to success, her story might frustrate you. But if you’re in this to make a difference, build something sustainable, and leave a legacy? There’s a roadmap here.

And it starts with one simple question:

What kind of story do you want to be part of?