Last Christmas Day, senior sales executive Sandy Castanos boarded a flight to Phoenix. She was headed from Denver to The Aston Scottsdale after a call from partner and senior vice president Sal Gracia. The property needed support, and Sandy was the right person to deliver.
Sandy’s selflessness and drive to develop others have defined her year. She is passionate about helping new associates, and her own track record proves that she’s the right person to do it.
Since starting at The Connor Group in November 2021, Sandy has consistently hit her goals. Along the way, she’s demonstrated the kind of results and mindset that put her on the radar for partnership.
Within Sandy’s first six months, she helped position Terracina in Denver for sale. After we sold the property for $190 million in 2022, she moved to Alas Over Lowry. There, she tackled the property’s renewal program.
“When I got there, we couldn’t renew to save our lives. We were at 23% in every book,” Sandy said. “When I left, we were above 55% in every book. When people said, ‘Denver can’t renew,’ and I thought, Well, I’m going to show you we can.”
Sandy took what she learned at Alas, and applied it to Outlook DTC. Since joining the team last summer, she’s focused on three areas: approved rentals, renewals and customer service.
Sandy has hit her approved goal every month of this year. She’s renewing at 54% year to date and she helped raise the customer service score from the low threes to a 4.67.
Sandy is proud of her stats, but she’s even more proud of how she’s developed as a leader in her market. Sal is working shoulder to shoulder with her to become more focused and solution-oriented.
“I owe a lot of my success this year to Sal,” Sandy said. “His favorite thing to say is ‘are you going to be the problem or the solution?’ I hear that in the back of my head every day.”
Sal has been intentional about helping Sandy lean into her potential.
“Sandy has all the ability and drive, but what really set her apart this year was stepping up and owning everything,” Sal said. “She stopped worrying about everyone else and started leading from the front. That’s when she started to take off.”
This shift of focusing on what Sandy can control has shaped not only her results but also her leadership style.
“In Denver, we’re just so focused on like, Hey, how can I improve as a person today?” Sandy said. “I don’t care about what people in other markets are doing. I’m worried about Sandy and Outlook and how I’m going to change the game.”
Senior sales associate Edgar Guzman has seen Sandy’s transformation firsthand.
“I’ve seen her grow from being a sales associate to thinking and operating as an owner,” Edgar said. “She’s taken full responsibility for rebuilding Outlook, getting it back on track with occupancy, and making the sales program consistent. That deserves nothing but applause.”
To Edgar, Sandy’s relentlessness, humor and unique ability to connect with prospects sets her apart.
“Sandy never gives up. Her fierce motivation to always be better than the day before is inspiring,” he said. “She makes every guest card laugh and somehow gets people to tell her the craziest things about themselves. You’re left wondering, how did she even get them to say that?”
For Sandy, partnership represents the next chapter and validation of her hard work.
“I think it would be life-changing,” she said. “It would validate that The Connor Group believes in me and that they see something I’ve always known was there.”
For now, she’s focused on the basics: staying consistent, present and honest.
“Don’t let the big number overwhelm you,” Sandy said. “Just sparkle one apartment. Hit your number today. Worry about you. And lift others as you go.”