TOP REAL ESTATE PROFESSIONALS
Marsha Kotlyar Estate Group
M
arsha Kotlyar’s path to real estate began long before her first transaction. As a child, she immigrated from Saint Petersburg with her family, arriving in Santa Barbara after fleeing the Soviet Union. Within a few years, they purchased their first home—a milestone that left a lasting impression. Weekends were spent improving the property together, shaping her understanding of what a home represents: stability, possibility, and shared effort. That perspective now informs her work leading the Marsha Kotlyar Estate Group in Montecito.
With a background in city planning and real estate development from Cal Poly, Kotlyar initially envisioned a career designing and building homes. Instead, she found her calling in guiding people toward them. “It’s about matching people with homes,” she says, “and understanding how they actually live.” Kotlyar approaches each client relationship with curiosity rather than assumption. Early conversations focus less on checklists and more on lifestyle—whether someone values walkability, privacy, proximity to the beach, or a connection to nature. “We ask a lot of questions,” she explains. “That’s how we get to the right fit.” Often, what clients think they want evolves once they experience the nuances of different neighborhoods and settings. Function plays a central role in her process. From the layout of a home to the ease of its approach, Kotlyar considers how a space will feel and function over time. Her development background also allows her to guide clients through the complexities of building in Santa Barbara, a process she knows firsthand to be slow and highly regulated. While some pursue custom builds, she often helps clients weigh whether an existing home might better serve their goals. Her team—entirely women, though formed organically—operates with a shared ethos: check ego at the door and focus on service. “This is a service business,” Kotlyar says. “It’s about delivering for the client.” That mindset extends to every aspect of the experience, from responsiveness to collaboration within the brokerage community. Roughly a quarter of the team’s transactions occur off market, a reflection of long-standing relationships and trust. Her team ranks in the top 1/2 percent of Berkshire Hathaway agents nationwide and represents $249 million in 2025 transactions. Although, for Kotlyar, success is measured through consistency and care, rather than volume or accolades. Clients often return, deepening their roots in the community she knows so well. In a place where lifestyle is paramount, she sees her role as both guide and advocate—helping people find not just a house, but a sense of belonging. MARSHA KOTLYAR ESTATE GROUP MONTECITOFINEESTATES.COM ’25 SALES VOLUME: $249,858,000
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