The ‘secret to success’ for ambitious agents
After working for years as one of Manhattan’s top luxury brokers, Lisa Lippman says “staying grounded” and doing “the real work” has been key to her success.
Nearly three decades into her career as a real estate broker, Brown Harris Stevens' Lisa Lippman says there aren't any shortcuts to success in the industry — agents must simply show up and do the work.
"I'm not just showing up for the first meeting with the client," she explained during an appearance on the Real Estate Insiders Unfiltered podcast. "I have my hand in every single thing."
Sometimes, she noted, that means helping clients tidy their home before a showing — something all types of sellers need regardless of whether they're the high-dollar clients Lippman often works with or first-timers. "I still do the real work," she said.
The 'secret to success': "Staying grounded" has for Lippman been "one of the reasons why I've continued to do well."
"I haven't assumed my success," she said. "You have to stay hungry and you have to stay humble. That is the secret to success. Because if you lose either of those things, you take your eye off the ball — and it's very easy for it to go away."
Think first before taking a high-dollar listing: Lippman, who has been the top broker at her firm for 11 consecutive years, handles high-dollar transactions. But she hasn't "chased" listings over $50 million because of the drawbacks involved.
"There's a much higher chance that those very high-end listings do not sell with the first broker," she explained. These kinds of listings can take longer to sell; and when they eventually do, it's "often at a very reduced commission."
"While it's very exciting to show somebody that you have an $80 million listing, if they're only paying you a half a percent on that, it's actually not so great."
What not to do while negotiating: "I think the biggest mistake people make is inserting their own feelings into things," Lippman said of the negotiation process. "To be a good broker, you obviously have to have some confidence in your skills. But you also have to remember that you're a conduit; you are somebody who is helping a negotiation happen."
A transaction's outcome is "not about you winning or losing," she added, but about helping the buyer or seller accomplish their goal.
New tech drives new leads: While some agents are concerned about how AI will impact real estate, Lippman has found the new tech actually brings her new clients. "I get calls now — always young people, they're always under 40 — saying that they've done research with AI and they have found that I am the best broker because I give a lot of advice they can't find on AI," she said.
This shows that AI can help agents — but their reputation remains important. Lippman said she prefers to meet clients in person or via Zoom rather than rely solely on text or email to communicate, and she always insists on seeing a property in person before a buyer makes an offer. These habits, she explained, help demonstrate her value.
"I think the human contact is everything," she said.
How new agents can gain a footing: Lippman's top advice for new agents? "Get up early" every day and put in the work.
"The only way to be an expert and to build your business is to be involved in the business," she said. "If you're not busy, go to open houses. Ask agents who are busier if you can help them with something. Read about what's going on. Scour the listings. Just continue working and learning, networking."