1.
Set
a
high
bar,
and
meet
it
every
time

New
Yorkers
are
savvy
and
hold
very
high
expectations.
They’re
also
accustomed
to

world-class
service,
having
their
questions
answered
immediately,
and
having
their
needs
met
completely.
As
such,
New
York
agents
have
to
operate
at
the
top
of
their
game
every
day,
and
on
every
deal.
One
strategy
I’ve
learned
is
to
match
each
client’s
energy. 

In
any
market,
setting
a
high
standard
for
service
and
professionalism
for
yourself,
even
one
that
goes
beyond
your
market
or

brokerage’s
expectations
will
differentiate
you
instantly.
Know
your
business
and
your
market,
research
what
you
need
to
know
before
every
meeting,
and
arrive
fully
prepared.
Then
bring
that
same
sense
of
urgency
and
polish
to
every
client
touchpoint.
If
you
show
up
like
an
expert,
your
clients
will
treat
you
like
one.

2.
Be
a
relentless
learner

In
New
York,
it’s
not
enough
to
know
square
footage
and

property
values.
You
have
to
understand
the
history
of
a
building,
the
difference
between
pre-war
and
post-war
construction,
the
nuances
of
a
co-op
board,
and
how
global
markets
are
influencing
local
inventory.
I
tell
my
team
that
they
need
to
approach
their
business
like
a
never-ending,
immersive
learning
experience.
Clients
notice
the
difference
between
surface-level
service
and
truly
informed
advice.

No
matter
where
agents
do
business,
hone
your
market
knowledge
and
sharpen
your
skills
by
reading
local
and
national
industry
news,
as
well
as
economic
and
business
news.
Study
the
neighborhoods
within
your
zip
code,
and
stay
abreast
of
zoning
changes
and
emerging
new
developments.
Agents
should
understand
how
school
districts,
restaurants,
walkability,
lifestyle
amenities,
and
architectural
and
design
trends
shape
buyer
behavior
in
your
market. 

3.
Operate
with
grit
and
grace

New
Yorkers
are
known
for
our
tenacity.
As
a
leader,
I
seek
out
skillful
negotiators
with
a
proven
track
record
of
winning
for
their
clients
and
a
reputation
for
resolutely
pursuing
their
personal
and
professional
goals.
We
fight
hard
for
our
clients
and
don’t
back
down
from
a
challenge.
But
in
luxury
real
estate,
your
determination
must
be
balanced
with
finesse.

In
this
city
and
in
every
market,
discretion
and
diplomacy
matter
just
as
much
as
sharp

negotiation
skills.
This
is
especially
true
in
competitive
or
high-stakes
markets
where
agents
manage
significant
financial
transactions
and
high
client
expectations.
An
agent’s
ability
to
remain
composed
and
service-focused
will
set
the
tone
for
every
sales
transaction.
Your
empathy
and
emotional
intelligence
are
what
will
set
you
apart
and
lead
to
referral
business. 

4.
Prioritize
transparency

Being
a
straight
shooter
has
served
me
well
and
has
led
to
my
professional
success.
As
a
native
New
Yorker,
I’m
very
high
energy
and
direct.
I’d
like
to
think
that
my
straightforward
approach
elicits
transparency
across
my
team
and
in
every
one
of
my
client
relationships. 

I’m
always
forthright,
even
when
it’s
uncomfortable.
Serving
the
client’s
best
interests
with
honesty
and
integrity
is
paramount,
and
sometimes
you
need
to
have
hard
conversations.
I’ve
seen
agents
who’ve
lost
a
commission
because
they
prioritized
telling
their
client
the
truth
over
what
they
wanted
to
hear.
In
my
experience,
clear
and
honest
communication
builds
trust
and
can
speed
up
your
client’s
decision-making
process. 

5.
Carve
out
a
niche

As
one
of
the
biggest
and
most
populous
cities
in
the
world,
it’s
impossible
to
be
everything
to
everyone.
I
encourage
my
team
to
pinpoint
a
niche
and
then
become
the
very
best
in
it.
You
may
want
to
combine
a
few

niches,
but
ultimately,
the
choice
is
yours.
Having
a
clear
and
distinctive
value
proposition
that
makes
you
stand
out
among
the
hundreds
or
thousands
of
agents
in
your
market
is
the
key
takeaway
here.

You
might
choose
a
property
niche,
such
as
dealing
in
new,
luxury
high-rise
developments
or
having
expertise
in
probates
and
trusts.
Or
you
might
choose
to
narrow
your
focus
to
a
zip
code
or
specific
neighborhoods.
In
New
York,
some
agents
specialize
in
one
or
more
boroughs.

Finally,
some
agents
focus
on
a
client
niche,
such
as
first-time
homebuyers
or
foreign
investors.
While
they
serve
everyone,
they
expand
their
knowledge
on
specific
niches.
The
key
is
to
become
the
go-to
expert
in
your
chosen
niche
(or
niches)
to
stand
out
in
a
sea
of
multitaskers. 

I
may
be
biased,
but
I
feel
that
the
lessons
I’ve
learned
in
this
dynamic
market
are
universally
applicable:
lead
with
integrity
and
expertise,
stay
relentlessly
client-focused
and
be
the
most
prepared
you
can
be.

Juliet
A.
Clapp
is
a
Senior
Vice
President
and
Northeast
Managing
Partner
for

The
Agency.
In
this
role,
she
will
foster
dynamic,
growth-focused
environments
that
boost
productivity
and
navigate
the
challenges
of
competitive
markets.She
is
a
leader
in
the
luxury
real
estate
industry,
with
over
20
years
of
experience
driving
success
and
shaping
the
future
of
top
real
estate
offices.

This
column
does
not
necessarily
reflect
the
opinion
of
HousingWire’s
editorial
department
and
its
owners.

To
contact
the
editor
responsible
for
this
piece: [email protected]