We caught up with the brilliant and insightful Natalie Collins-Smith a few weeks ago and have shared our conversation below.
Natalie, looking forward to hearing all of your stories today. If you could go back in time do you wish you had started sooner or later?
I actually started out on a completely different path—I earned a master’s degree in clinical psychology, thinking I would become a marriage and family therapist. I spent several years working on my practicum hours, but after having my first baby, I made the decision to step away from that career and be a stay-at-home mom. A couple of years later, I had my second child. With a husband who’s an airline pilot and away often, I knew that trying to juggle raising two small children and launching a business at the same time would stretch me too thin.
At that point, I didn’t even know for sure what my future career would look like. I was open to letting go of being a counselor, but it wasn’t until I remodeled and sold our first home myself that everything clicked—I knew in my heart that real estate, construction, and design were where I was meant to be.
Even after discovering that passion, I continued to prioritize motherhood. I knew it was a fleeting, precious phase of life, and I wanted to be fully present for every moment. I’ve never regretted that choice.
Looking back, I truly believe everything happens for a reason, and I’m glad I started my company exactly when I did. My kids are much more independent now, which gives me the freedom to pour myself into my business while still being a present, engaged mom.
If I had started sooner, I might not have had the clarity, balance, or life experience that I bring to my work today. I’ve found that the key to happiness is balance—between career, family, health, and joy. I prioritize exercise, time outdoors, and strong social connections alongside running my company, and I’m grateful every day for the life I’ve built. Starting when I did allowed me to have all of that—and I wouldn’t change a thing.
Natalie, before we move on to more of these sorts of questions, can you take some time to bring our readers up to speed on you and what you do?
Absolutely. I’m Natalie Collins-Smith, founder and managing broker of Cooper Collins Smith Realty. I first moved to Santa Barbara in 2001 to attend UCSB and went on to earn a master’s degree in clinical psychology. But it wasn’t until I bought and remodeled my first home in Ventura that I realized where my true passion lay: in real estate, construction, and design. That experience—where I acted as the designer, contractor, and listing agent—was the turning point. I dove into the real estate industry headfirst and never looked back.
Today, I help clients buy, sell, and invest in properties across Santa Barbara, Ventura, San Luis Obispo, and Los Angeles Counties. My work includes everything from traditional home sales to the successful navigation of complex luxury transactions—like the recent sale of a Montecito estate—and even design/build partnerships in Paso Robles. What sets me apart is that I don’t just “sell” homes; I consult on them from the inside out. I help clients evaluate remodel potential, make smart design decisions, and ultimately maximize their investment.
I bring a designer’s eye, an investor’s mindset, and a broker’s expertise to every transaction. Clients often come to me overwhelmed by the process or unsure of a property’s true potential—and I love being the one who helps them see it clearly and move forward with confidence.
What I’m most proud of is the trust my clients place in me. They know I’m relentless in advocating for their goals and that I bring a level of service, strategy, and integrity that’s hard to find. I’m hands-on in every step of the process—from property tours to negotiations to final walk-throughs. I don’t outsource my client experience because I genuinely love being in the thick of it.
Owning my own brokerage has given me the freedom to operate exactly how I believe real estate should be done: with flexibility, creativity, and an unwavering focus on what’s best for my clients. I’m not boxed in by corporate models or impersonal systems—I get to be agile and intentional with every decision.
Outside of real estate, I’m married to my husband Ryan, a commercial airline captain, and we have two amazing teenagers, Chase and Elle. I’m also a high-level athlete, and that competitive edge definitely shows up in my business. Whether I’m on the Pickleball court or negotiating a deal, I don’t back down from a challenge.
At the end of the day, I want potential clients to know that I bring heart, hustle, and deep industry knowledge to everything I do. This isn’t just a job for me—it’s a calling. And I treat every client’s goals as if they were my own.
Can you tell us about what’s worked well for you in terms of growing your clientele?
The most effective strategy for me has been staying deeply connected to my sphere of influence—friends, family, neighbors, fellow parents, fellow pickleball players, and even past students. I truly believe that relationships are the foundation of this business. These are people who know me, trust me, and have seen my work ethic firsthand.
The most challenging part of owning your own brokerage is generating consistent leads—it’s a reality most independent brokers face. But I’ve found that when I lean into my confidence, my knowledge of construction and design, and my deep understanding of the real estate market, people quickly see the value I bring. A friend recently asked me how I get clients, and I told them, “I just have to get in front of people.” Once someone meets me, they know I’m the one they want guiding them through their next transaction.
Sure, the larger corporate brokerages can provide a steady stream of leads, but I wouldn’t trade what I have for that. Owning my own brokerage gives me the freedom to make decisions that truly align with my clients’ needs and to be agile and creative in my approach. It’s a business built on authenticity, and that’s what makes it thrive.
Have any books or other resources had a big impact on you?
I’m going to go out on a limb and talk about something that’s incredibly important to me and has played a huge role in my success: manifestation. Everyone has heard of it, but I don’t think enough people take it seriously—meaning, to truly believe in it and use it to create their future.
Over the past few years, I’ve spent a lot of time studying manifestation, not just as a spiritual practice but also as a scientifically grounded concept. There’s now a growing body of neuroscience research showing that our minds have the ability to shape our reality—what we focus on, what we visualize, and what we believe to be true can directly influence the outcomes in our lives. Whatever it is that we desire—personally or professionally—we are far more in control than we often think.
For me, meditation has been one of the most effective ways to practice manifestation. It helps me get clear on my intentions and align my energy with the future I want to create. Another key piece is gratitude—not just for what I have, but also for what’s to come. I carry a very specific picture of my future life in my mind. I don’t share it with anyone, but I know it will one day come true. At the heart of all of this is belief—a deep belief in oneself and in one’s potential.
I’m also inspired by people around me who embody this philosophy. My best friend since childhood had a difficult upbringing, yet she is one of the most successful, positive, and joyful people I know. She literally has the word “believe” tattooed on her wrist. She built a thriving company from the ground up because she never stopped believing in herself, no matter what the world threw at her.
If I had to point to specific resources that have impacted my mindset and entrepreneurial approach, I’d mention Dr. Joe Dispenza’s book Breaking the Habit of Being Yourself. It beautifully bridges the gap between science and self-transformation. I also regularly listen to Dr. Andrew Huberman’s podcasts—his research at Stanford on neuroplasticity and behavior change has only reinforced my belief in the power of the mind.
Manifestation, at its core, is about intentionally aligning your thoughts, feelings, and actions toward the life you want—and I believe that when you do that consistently, amazing things follow.
Contact Info:
- Website: https://www.ccsrealtysb.com
- Instagram: @ccsrealty
