Shelton Wilder's Journey from Bankruptcy to Real Estate Powerhouse

Written by:

Steve Marcinuk

Date:

09 May 2025

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“I cried every single day for my first two years in real estate,” confesses Shelton Wilder, CEO of The Shelton Wilder Group. This candid admission might surprise those familiar with her impressive track record: nearly $700 million in sales over nine years as one of Los Angeles’ most successful luxury real estate teams. But Wilder’s path to success was paved with extraordinary challenges that ultimately shaped her unique approach to the business.

From Rock Bottom to Real Estate Success

Originally from North Carolina, Wilder moved to Los Angeles over 18 years ago with entrepreneurial dreams. After running a luxury lifestyle management company and launching a clothing line, her career took a devastating turn.

“I essentially created a financial disaster for myself,” Wilder shares with remarkable candor. “I accumulated substantial debt and had to file bankruptcy. A few months later, I entered rehab.”

This rock-bottom moment became the foundation for her future success. Proudly sober for over 15 years, Wilder credits these experiences with fundamentally reshaping her approach to business and life.

“My ego was completely smashed when I had to file bankruptcy and lose everything,” she explains. “So the ego’s taken out of it.”

After appearing on Shark Tank with her clothing line (though not securing a deal), Wilder made a bold career pivot while pregnant with her second child. “I got my license in my second trimester with my second son, and then closed my first transaction when I was in the hospital, basically,” she recalls, demonstrating the determination that would become her hallmark.

Building a Different Kind of Team

Unlike many successful agents who spend years building their personal brand before expanding, Wilder launched her team in just her second year despite minimal transaction volume.

“My husband jokingly says, ‘Oh my gosh, you started a team, but you couldn’t even afford to pay attention,'” Wilder laughs. Her first year consisted of selling one $650,000 house and completing two leases.

Her entrepreneurial background gave her a different perspective on building a real estate business. “Because of being an entrepreneur, I knew that you have to invest money into your business,” she explains. “Many people complete a transaction, receive their commission, and think, ‘This is it.’ They take a vacation. I operate differently.”

Wilder’s team, now consisting of six agents plus support staff, operates with a distinctly different culture than what’s often portrayed in real estate reality shows. “We’re like a non-toxic sorority,” she describes. “We’re very family-like, in the most supportive way. There’s no gossip or criticism of each other.”

This supportive environment extends beyond her immediate team. Three years ago, Wilder started “Agents Anonymous,” where real estate professionals connect, share pocket listings, and discuss market challenges in a supportive environment.

“My quote is ‘agents are our clients too,'” Wilder emphasizes. “I truly believe that.”

Southern Hospitality in a Cutthroat Market

Despite operating in the competitive Los Angeles market, Wilder has maintained what she describes as “Southern hospitality” in her business approach.

“I don’t try to strong-arm somebody,” she explains. “It’s much more of that Southern charm, it’s just a different way of doing things.”

This approach has paid dividends in building relationships with other agents, directly contributing to her team’s success. “We sell about 30 to 35% off market,” Wilder notes. “That doesn’t come from websites; that comes from client relationships and agent relationships.”

Even when faced with difficult counterparts, Wilder maintains her positive approach. She recounts a recent situation with an agent who wasn’t being particularly kind: “Instead of fighting and being petty, I just sent him an email with a $25 Starbucks card. It said ‘coffees for closers, hope you’re having a great day.'”

This gesture exemplifies her team’s practice of starting transactions on a positive note. “We do that with all of our buyer’s agents or listing agents,” she explains. “We start the transaction off positively to say thank you, because we’re all working so hard.”

Community Focus During Crisis

The Shelton Wilder Group’s community-oriented approach was particularly evident in their response to the devastating fires that affected the Pacific Palisades area.

“After the fires, we had what we call the ‘love hub,'” Wilder explains. “We had this donation center where we brought brand new items and gift cards for anyone who needed them, not just clients. People could come, receive help, and get a hug.”

This community support is a natural extension of Wilder’s business philosophy. “A big part of my business is giving back,” she says. “We have events and bring clients together.”

Leading the Pacific Palisades Rebuild

As the Pacific Palisades community begins to rebuild after the devastating fires, Wilder is actively involved and optimistic about the area’s future.

“I believe that the Palisades could become the nicest city in the world, definitely in the United States,” she predicts. “It’s going to be new, beautiful. The infrastructure is going to be great.”

Based on her conversations with affected homeowners, Wilder estimates that “around 65 to 75% would be rebuilding.” Many of her clients plan to rebuild even if they ultimately decide to sell.

The rebuilding process is already underway, with Wilder’s team facilitating lot sales. “We just closed on two lots in the Huntington Palisades,” she shares, representing buyers who “are planning to build some absolutely gorgeous homes that really match the style of the Huntington Palisades.”

She believes the area will come back stronger than ever, with improved safety measures including underground power lines and other infrastructure improvements.

Staying Positive Amid Industry Challenges

Like all real estate professionals, Wilder is navigating significant industry challenges, from commission structure changes to the ongoing battle between major platforms like Compass and Zillow over off-market listings.

Rather than getting caught up in industry drama, Wilder focuses on what she can control. “My focus always is trying to put the blinders on and just call my clients, help my clients, and find whatever we can,” she explains.

She acknowledges the current climate of uncertainty: “With tariffs, with the stock market, with commission, with everything that’s been happening, that we have fires, everyone’s just really on edge.”

In response, her team has doubled down on their positive approach. “We as a team talk about being the calming, level-headed, positive influence,” she says. “I don’t ever want to be the reason that my client doesn’t get a house because of who I am.”

Looking Forward with Optimism

As 2025 unfolds, Wilder remains optimistic about both her team’s prospects and the market as a whole. “I think 2025 is going to be an amazing year,” she says, mentioning exciting listings on the horizon and her continued involvement in the Palisades rebuild.

True to her positive nature, she’s focusing on the potential for improvement rather than dwelling on challenges. “I still am hopeful that all of the things in the government get resolved soon, and that the rates do come down,” she says. “I’m really putting that energy out there, rather than a frantic, worrisome energy.”

This optimistic outlook has served Wilder well throughout her career, from her darkest moments to her greatest triumphs. As she puts it, “Worrying is a sin. It does nothing good, just puts everybody in a bad mood, so we’re just trying to kind of stay above it.”