For nearly three decades, Manhattan luxury broker Lisa Lippman has maintained a top position at Brown Harris Stevens. She attributes her longevity and success not to a specific strategy or trick, but to a simple, consistent work ethic. Lippman argues that there are no shortcuts in real estate, requiring agents to simply show up and do the work every day.
She believes “staying grounded” has been a primary reason for her continued success. Lippman says she has never assumed her success would last. “You have to stay hungry and you have to stay humble,” she explained. “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.”
Despite being the top broker at her firm for 11 consecutive years, Lippman is selective about which high-dollar listings she pursues. She avoids chasing properties over $50 million because of the risks involved. “There’s a much higher chance that those very high-end listings do not sell with the first broker,” she noted.
These luxury properties often take longer to sell, and when they eventually do, the commission is frequently reduced. “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,” she explained.
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For new agents looking to build their business, Lippman’s advice is straightforward: get up early and put in the hours. She believes the only way to become an expert is to be involved in the business. If you aren’t busy, she suggests attending open houses or asking more experienced agents for help. “Just continue working and learning,” she said.
Lippman observes that new technology, particularly AI, is bringing her fresh leads. She often receives calls from young people under 40 who have used AI to research agents. These clients frequently tell her they chose her because she provides advice that isn’t available online. Zillow revenue jumps 18 percent in quarter.
While AI helps generate leads, Lippman insists that personal connection remains vital. She prefers meeting clients in person or via Zoom rather than relying solely on text or email. She also insists on seeing a property in person before a buyer makes an offer. This hands-on approach helps demonstrate her value in a digital world. “I think the human contact is everything,” she said.