Lesson Learned: Listen and look beyond the superficial

What’s one big lesson you’ve learned in real estate, and how did you learn it?

Don’t judge a book by its cover. You never know where the client is coming from; people can be far wealthier than how they visually present themselves.

Some people have huge means yet live modestly, while others can be extremely flashy. You need to look but also listen to your clients to know what makes them tick and what property would be best for them.

What’s the most important thing you learned in school or in your prelicensing classes?

I went to law school at The University of Virginia. Law school was incredibly instructive in teaching me how to think several steps ahead. This has been very helpful in real estate as it has been a skill that has allowed me to efficiently work on deals and work with clients, as I can anticipate issues and think through solutions proactively.

What’s the best advice you ever got from a mentor or colleague?

“The best way to make a good broker a bad broker is to give them too much business.” — Howard Lorber

The moral behind Lorber’s statement is that as brokers grow their businesses and contacts, the challenge can be that they keep their eye on what made them successful originally. As you move forward with your career, you should rather keep your focus on doing a good job for your client. You cannot lose sight of the small details and what’s important for each individual client, no matter your prior personal successes.

What would you tell a new agent before they start out in the business?

Work hard, learn and master the basics and give it time. Today with social media, we can often be fooled by people’s profiles. They may seem professionally successful through what they share on their socials, but true professionals build their businesses by practicing and knowing what they must do. They are well-versed in inventory, and details of the deal and can think through a transaction, pitfalls and solutions.

An aesthetically pleasing Instagram profile will not give you longevity in this business. Staying on top of the industry’s pulse will allow you to become an expert so that you can give advice to your client.

If you could do anything other than real estate, what would it be and why?

Ever since I was little, I have loved visiting open houses. More specifically, I enjoyed going to see interior design and architecture. I admire that world, and while I’m not sure if I would be able to create a space on my own, I envy people that have the talent to envision all that a space can be.