$10M listing or bust: Breaking into luxury real estate without being rich

  • You don't have to come from money to understand and serve the wealthiest real estate consumers.

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You could say that Zach and Cody Vichinsky, the brothers behind the Hamptons-based boutique firm Bespoke Real Estate, won't get out of bed for less than $10 million. While the young luxury brokerage has only been around for two and a half years, their average listing comes in at $27 million. Although the Vichinskys had their training at a traditional high-end brokerage, they went in a new direction with their own company in an effort to better serve their rarified clients, namely by setting up a corporate structure so that they, as owners, could remain focused on servicing clients. Both in their early 30s, the Vichinsky brothers have tapped into the art of understanding and attracting luxury real estate consumers with a multifaceted approach -- a combination of creative marketing, savvy business and relationship-building -- that led the firm to $400 million in sales volume last year and the freedom to ignore anything under that $10 million mark. Empathy, intelligence, ene...