Broker Beat
Published: 7/1/2011Source: Hamptons MagazineWhat is the most common criterion your clients seek in a potential home? Value. No matter if they are looking in the $20 million range or the $2 million range, they will not buy unless they feel they are getting a very good deal.
How much of a role does instinct play in this business? Instinct plays a large part in helping clients. A broker can do a really poor job in matching up a customer with a property no matter how intelligent or knowledgeable he or she is in the market; a broker has to be innovative and have a knack for reading people to find them the right property. People get frustrated quickly if a broker doesn't "get" what they want.
How far have you gone to make a sale happen? As a broker, it is necessary to think outside the box and be persistent: I have driven contracts [to clients] to be signed at midnight and been to a closing table five days in a row trying to close a deal. A broker often has to play the role of problem solver and sometimes even psychiatrist.
What signs have you seen that
SUSAN BREITENBACH
SENIOR VICE PRESIDENT, ASSOCIATE BROKER, THE CORCORAN GROUP
899-0303; corcoran.com
91 Jobs Lane, Bridgehampton, one of Britenbach's listings