How to capture a new generation of clients

Two top producers talk about pooling their resources and get detailed on their affluent millennial buyer.
  • Getting together with another top producer can work if you have complementary markets and expertise.
  • Luxury millennial buyers want all the facts and figures on their properties and appreciate honesty.
  • Millennial luxury buyers are concerned about the land value of their property.

Future-Proof: Navigate Threats, Seize Opportunities at ICNY 2018 | Jan 22-26 at the Marriott Marquis, Times Square, New York

What do you do when you are competing with another top producer in the office, taking it in turns to win the No. 1 sales spot? In the case of Dallas-based Christy Berry and Jonathan Rosen, both executive vice presidents at Briggs Freeman Sotheby's International Realty, they decided to pool their resources and start their own team, The Rosen Berry Real Estate Group, at the company. Sometimes these high-level partnerships can be doomed if the personalities don't gel -- but Berry and Rosen are different enough that they are making it work. Rosen, 36, does a lot on the new development side in Dallas, while Berry, 59, with a PhD in Family Studies, has a steady flow of business from buyers and sellers thanks to her connections with local families. The decision to team up in January came from a desire to keep growing and offer the service required. With another agent, they have a seven-strong team, including a market brand specialist -- Berry's daughter, Ali. "The business is...