Podcast: Selling Luxury Real Estate to the Ultra Rich

Stan Ponte started his real estate career as a leasing agent but was never one to shy away from new opportunities. When the opportunity to sell luxury real estate presented itself, he jumped on it. Now, 22 years later, Stan is one of New York City’s most successful luxury specialists, consistently ranking among Manhattan’s top agents by sales volume. He even has an active $79,000,000 five-story penthouse listing! On today’s podcast, Stan shares how he made a name for himself in luxury real estate and what it takes for a new agent to break into the luxury market. Don’t miss it!

Listen to today’s show and learn:

Stan’s start in real estate [1:47]
How to get into luxury real estate [3:13]
The story of how Stan almost helped Ed Burns buy an NYC loft [3:44]
The power of gifting [5:43]
How Stan got started as a luxury real estate agent [6:52]
Financial advice for new agents [9:45]
The trick to making great money in real estate [12:06]
Stan’s sales stats [15:14]
What’s unique about New York City’s real estate market [16:45]
Selling apartments in the aftermath of 9/11 [17:50]
When to take listings and when to work with buyers [19:23]
What qualifies as a luxury listing in New York City [20:21]
Advice on running a real estate business [21:18]
A tactical way to leverage your SOI for more business [24:36]
Stan’s opinion on outbound marketing [36:15]
The key to getting more referrals from other brokers [37:48]
Stan’s approach to contact communication [40:09]
One of the craziest luxury listings we’ve ever seen [43:38]
How to reach out to Stan Ponte [47:46]
What the NYC real estate market is like right now [48:55]

Stan Ponte

Stan Ponte is a Senior Global Real Estate Advisor and Associate Broker with Sotheby’s International Realty – East Side Manhattan Brokerage. He was named the #2 agent in Manhattan by sales volume for his work in 2020 according to “The Thousand” list, an annual national ranking by The Wall Street Journal and REAL Trends.

As a realtor in New York City for the past 21 years, Stan’s client list ranges from first time home buyers to CEOs, philanthropists, hedge fund managers, tech world innovators and entertainers. Stan’s success as a top performer in New York City’s white glove firms includes two years of management experience at a global real estate firm, where he honed his business development and agent services skills.

In addition to Stan’s resale activities, he is proud to have been chosen as co-director of sales to represent the Woolworth Tower Residences. “The opportunity to sell extraordinary homes in the most recognizable and beloved building in the world is one of the proudest moments of my career,” Stan says. To explore the Woolworth Tower Residences please visit thewoolworthtower.com.

Often called on as a keynote speaker or panelist, Stan is able to discuss his deep understanding of the global reach of Sotheby’s International Realty, bringing him to New Delhi, Hong Kong, Beijing, London, Boston, Stamford, Aspen, Los Angeles, Las Vegas, Barcelona, Madrid and Washington D.C.

Stan is able to focus his time and energy on selling while his team manages the office and focuses on marketing; ensuring his clients receive the level of service and attention they deserve.

“Our tailored approach to marketing is something I look forward to sharing at my very first meeting with a seller,” Stan says. “We do our homework first. From the comparable market analysis to a carefully laid out print and e-marketing campaign, we target the buyers and brokers who are most likely to bring the highest price the market will bear.”

Stan is a proud member and co-founder of a referral group of agents in markets outside of New York City and encourages his clients to visit ourtrustednetwork.com if they are interested in being introduced to his trusted Sotheby’s International Realty colleagues who value professionalism, integrity and deep local market knowledge. “We treat our referrals for what they truly are, an extension of trust and an invitation to be added as a member of the client’s team of real estate advisors.”

A graduate of New York University’s Tisch School of the Arts, Stan previously served on the Board of Directors of the Pre-War Condominium that he calls home and is a current board member and former President of The Drama League. He was one of the founding members of the successful Broker’s Build with Habitat for Humanity NYC and was recognized with their New Partnerships Award. Stan is a strong supporter of the Anti-Violence Project which awarded him in 2017 with their highest recognition, The Courage Award. In addition, Stan and his husband were honored to receive the 2020 Bailey House Rand Harlan Skolnick Social Responsibility Award. Stan also supports the Catskill Animal Sanctuary and the American Repertory Theater at Harvard University where he serves on the NYC Leadership Circle and served as a founding board member at the Bedford Playhouse. He may be the proudest, however, to serve as President of Legacy Ranch, a horse rescue rehabilitation and adoption facility founded by his mother.

“My commitment to my friends, family, and non-profit organizations, especially through the theater, is paramount to my sense of being a responsible and grateful citizen and a proud contributing member of the community.”

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-Aaron Amuchastegui