Mel Carter - real estate and resilience
With $110 million in sales collectively in just two years at Millbrook Resort, including a record-setting $9m transaction, you’d think Mel Carter was all about the hard sell.
But she’s not your typical real estate agent. It’s the soft-skills of relationship building and empathy that has led to success for Mel, who’s now come full-circle back to Harcourts, after first obtaining her licence nearly 20 years ago with Harcourts in Christchurch. Not surprisingly, Harcourts have been awarded the ‘Most Trusted Brand in Real Estate’ for the 13th year in a row! This fantastic achievement only validates why Harcourts was the perfect fit for Mel.
“I always start by listening. People assume sales is about talking, but actually it’s about being quiet and understanding what someone truly needs,” she says.
“My main question for my clients is always ‘what’s your biggest concern you have right now and how can I help you solve this?’. I work alongside them, it’s very advisory.”
It’s a philosophy that has resonated strongly with both buyers and vendors across the price spectrum, whether she’s marketing a $1.2m townhouse or an eight-figure estate.
“There’s often more stress for sellers and buyers with more affordable properties. The banks are involved and money is tight. For the luxury end, it can be a second or third home, so typically a joy purchase.
“Regardless, I bring the same passionate energy and professionalism to every listing,” she says. “Everyone deserves exceptional service - it’s never about the price tag.”
That personal connection is more than a strategy. It’s rooted in experience. Before transitioning fully into real estate, Mel had an extensive career in business development, hospitality, and management. From co-launching one of Joe’s Garage’s first post-quake Christchurch locations, to managing 200 staff across multiple hospitality businesses and also launching her well renowned Monkeyfarm Bar & Eatery in Northlake, Wānaka - she honed her skills: emotional intelligence, negotiation, and people management.
“In hospitality, and with managing lots of staff, you learn to read people quickly and work out the best approach. Real estate is no different.
“It’s also about keeping as many balls in the air as possible - especially remembering what buyers are looking for. I still write notes on my hand while I’m showing people around listings and listening to their needs. It’s probably something I’ll still be doing when I’m 90.”
Her own personal story has shaped her approach. Following the end of a challenging marriage and navigating the upheaval of separation while raising her two amazing teenage sons, Mel has emerged stronger and more empathetic. “I think my clients trust me because I’m authentic and I’ve been through real things which have built my resilience. I know what it’s like to find the courage to start over.”
Mel’s next chapter includes writing a book - not a self-help guide, she emphasises, but an honest, candid reflection on her personal journey. Her experiences have also inspired her to step into philanthropy, with a focus on supporting those trapped in emotional and abusive relationships.
She’s in the process of preparing to launch a philanthropic initiative aligning with SPCA and Pet Refuge, two charities that resonate deep within her. “Many women and men, stay in difficult relationships because they can’t leave their pets behind. Pet Refuge is doing vital work in that space, and I want to help. I’ve always believed in giving back, and real estate can be a powerful vehicle for that.”
She’s also currently working on a new marketing campaign - featuring her beloved, and massive, Leonberger dog, Hanzo, known affectionately as the ‘Harcourts sticker licker’. With making the hard decision to separate, along with her beloved boys, Hanzo has been her support and instrumental to her in helping to keep putting one foot in front of the other and moving forward. Most ‘Animal People’ understand where she is coming from when she says this.
You’ll be able to see Hanzo and Mel on the back of Queenstown buses very soon.
In the meantime, she’s continuing to build her brand in Queenstown, one thoughtful deal at a time.
