Boroughs & Burbs, the National Real Estate Conversation

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Consistently regarded as one of NYC’s and America’s topped ranked closers, Brian’s stand-out marketing is effective, creative, and elegant. An industry leader since 1999, Brian’s get-it-done-right approach brings lucrative, hassle-free results for his clients. 

Known nationally and internationally for his impactful property movie tours, Brian’s multi-media and social approach regularly result in top-tier closings for his clients — from $42,000,000 to $750,000 — from Manhattan to Brooklyn — in condos and cooperatives — and in townhouses, lofts, and luxury apartments. 

Skilled at stand-out negotiations and well-regarded for his industry and community leadership, Brian loyally and lovingly serves his buyers and sellers.  

Sought out for his straight-forward, results-driven, fun approach, Brian is a frequent on-air expert for NBC, PBS, CBS, FOX, CNN, CNBC, and is regularly sourced for his market insights by the NY Times, Wall Street Journal, NY Magazine, Financial Times, & NY Post.

A native Virginian — raised in North Carolina and Georgia — Brian graduated with a BA from William & Mary (Government and Theatre), and then high-tailed it to NYC to train as an actor with Uta Hagen. While pursuing TV, theatre and film roles, Brian enjoyed the luxury service training he received from the Four Seasons and Ritz Carlton Hotels.  

A proud, married Dad of two wonderful daughters, Brian appreciates the life and adventures NYC has allowed him to create. A Manhattan home owner himself, Brian loves opening new worlds for his clients — helping everyone find the place where they can thrive.

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We are back in the Big Apple for episode #68 of Boroughs & Burbs to talk with the leading appraiser in the nation, Jonathan Miller.
     We had Jonathan on episode 32 "The Pricing Show" when Jonathan was joined by Dr. Rob Docters of Yale. And, we had Jonathan on again in last spring, episode 50 where we asked "Can Housing Keep Rising?"  Nine months have passed since we made some of those dire predictions. Six months have passed since Jamie Dimon warned that we were heading for an Economic Hurricane. (Well, Jamie was right to be pessimistic about crypto.)
     So, this week on the show we will explore the economy generally and their impact on housing in New York and Connecticut, particularly the relationship between inventory, prices and slowing homes sales.

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We are in Texas for episode #67 of Boroughs & Burbs to talk with the leaders who built a dominant market share as the Sudhoff Companies before partnering with Douglas Elliman in 2019.
     Why Texas? Texas has emerged as one of the most important, fast-growing markets in the country over the last decade so we want to know why and will it last? Some of the questions we'll ask these two guests:

1. Growth. Texas represents 2 of the top 10 growing markets in the nation. Dallas moved up 5 spots to #2 and Austin is #4. The Texas housing price 1-year growth is 19.8%, 5-year growth is 63.9%. This is not a new phenomenon. 10-year growth is 123% and 20 year growth is 210%. How long will this growth continue and what could possibly derail it?

2. Politics. When asked why he moved from California Joe Rogan said it was about "Freedom". Catherine, you said to me that Texas is "famously purple"  Certainly politics is a factor is why people choose to move but would you say its a major draw and why?

​​​​​​​3. Businesses are moving. Chevron, Caterpillar, Hewlett Packard, Oracle and Amazon are just a few of the high-profile businesses moving their headquarters to Texas. It seems most of the migration is from California, and technology-related. I have to add that New York City is also proud to be welcoming Amazon, Google, Facebook and Apple. Those 4 companies took 3+ million feet in Manhattan in 2020.  Talk about the impact of these corporate moves on the real estate market and the impact of technology in particular.

4. Cost of Living.  According to Nerdwallet the cost of living is 152% higher in New York City than it is in Austin, Texas. That means you'd have to make $125,964 in NYC to maintain what would be a $50,000 standard of living in Texas. Housing costs are 422% higher. The median home in Austin is $347,906 versus $2.2 million in Manhattan. Median rents? $1,520/mo in Austin versus $5500 in Manhattan. However, the cost of living is 12% lower in Nashville, Tennessee and 16% less in Charlotte, North Carolina. Is the Texas miracle dependent on remaining a low-cost place to live and do business? 

​​​​​​​5. Future Growth. Dallas and Houston are long-established as centers for technology, finance and energy. Many think the Texas economy moves up and down with the price of oil. Does Austin grow because of the University of Texas? Is San Antonio next? Let's talk about what the future looks like for the Texas market and what is driving that phenomenon.

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Welcome back to New York for episode #66 of Boroughs & Burbs. This week is a very special show. We have the NYC-based Presidents of two real estate brokerages that are in some ways similar, and yet couldn't be more different.

     We have Richard Ferrari, the President of Douglas Elliman, which has been in existence since 1911 and has over 7,000 agents in 113 offices across the country. The most significant recent change for Elliman is that this famous New York firm went public with a mandate to expand from its New York roots into luxury markets across the U.S. After spending 15 years at Elliman earlier in his career Richard Ferrari is back at the firm in charge of New York and New England with the mandate to grow, grow, grow.

     We have Richard Grossman, the President of Avenue 8. I met Richard Grossman when he was President of Halstead, Manhattan and he appeared on Boroughs & Burbs on Episode 11, "High Style" where we talked design. But, Richard knows the business of big brokerage in the Big Apple. In his new role, as President of Brokerage for a California-based, technology-savvy, venture-backed new brokerage called Avenue 8, Richard is also charged with growing the business, but with a different emphasis and for a firm with different skills and assets. Inman writes, "Avenue 8 is the rising star among modern brokerages. Their easy-to-use, mobile-first technology platform for agents is designed to help agents focus on what they really need to focus on — their clients." We want to hear more about this approach to the business.

     But, its not enough to grow a brokerage. I want to know how to grow my personal business and so do most of us out there. We have much to learn from the experience of these two men. This business is changing, consolidating and evolving. Every day we are told that if we don't change with it we'll be left behind. How does it make you feel that Forbes is still asking "In the Future of Real Estate, Will Agents Still Play a Role?"  And yet Zillow Offers blew up last year. Redfin shut down iBuying. And more recently Opendoor lost much more money than Zillow Offers ever did.  Is this redemption? Is relationship-selling and trust making a comeback. Or, are we marching inevitably to a future where the agent plays a diminishing role?  I want to ask these men to share their experiences and their wisdom about where the business is going and how to succeed in it.

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Welcome to our Dominating Social Show, episode #65 of Boroughs & Burbs. This week we have two experts on the intersection of social media with luxury lifestyle and real estate. How important is Social Media in the world of luxury goods and real estate? Very.

First, there's Samantha Yanks, the Queen of the Hamptons and NYC. Yes, that Samantha Yanks, formerly Editor in Chief of the region's two powerhouse publications and now she's all-in on Connecticut. With her move to Westport, and the launch of her digital media platform, The Connecticut Edit, Samantha Yanks has proven that Connecticut is the chicest new place to dwell and she is making noise through social domination. When I discovered they asked Samantha to join the Real Housewives cast  I had to include that tasty bit because it's just fun and we're going to ask her about it. For more on the amazing career of Samantha Yanks scroll down.

It's not enough to ask the tastemakers. We've also got one of the superstars of New York real estate on the show. Jonathan Stein has been leading one of the top New York City (and Hamptons) teams for the last 10 years. Jonathan has a more than respectable 14,000 followers on Instagram, and members of his team have 10 times that (see below). How important is social media to Jonathan's business? Is there a difference between social in Manhattan versus in the Hamptons? Is social media a gateway to finding new potential clients, to connecting with past clients? I'd like to understand how Jonathan strikes the balance between being authentic and spontaneous on social media versus putting out there a professional and well-curated presence. And, I'd like to know if he's getting help, or doing it himself.

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Welcome to our Great Southwest Show, episode #64 of Boroughs & Burbs. This week we have a tale of two cities which could not be more different, and yet they share a great deal in common.

First, there's San Diego, known as "America's Finest City" with its quintessentially southern California vibe. It's a more laid-back environment, and a much more affordable market than L.A., attracting "billionaires in board shorts."   Blessed with the most temperate climate in the nation, averaging 65 degrees and sunny all year long, its a market bounded by the Pacific to the west, the ecologically-protected desert andmountains to the east, Camp Pendleton to the north and Mexico to the south. With these natural boundaries limiting development, and an economy long-dominated by the military presence in the area, is it any wonder that San Diego has been one of the most stable real-estate markets in the country? Greg tells me that they've been short of inventory for the last 30 years, something that most of the rest of us have been experiencing for the very first time. We'd like to understand who besides Alicia Keys is moving to San Diegoand why?

We also have Scottsdale, Arizona, city of 250,000, long known as an incredible tourist destination but sometimes overshadowed by its sister city Phoenix. Like San Diego we see that tourism is now the second-largest industry in Scottsdale as the medical industry is on top. The median price of a home in swanky Pinnacle Peak is only $660,000. Prices have appreciated in Pinnacle Peak by only 10% this past year whereas in South Scottsdale they went up 30%. Taxes are not bad. The top income tax bracket is 4.5% andproperty taxes statewide average only .62%, significantly less than the nationwide average of 1.06% (compare to Connecticut at 2.13%, New Jersey at 2.49% and New York at 1.72%)  Some of the questions we have for Nicole are who is moving into Scottsdale and why? With all of these medical facilities and golf courses can we still say this is a winter destination for retirees, or has Scottsdale evolved into a more balanced year-round community? Is Scottsdale still affordable, or is Arizona experiencing some of the terrific appreciation levels seen in Palm Beach, Boise, and Austin?

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Welcome to our Moderns show, episode #63 of Boroughs & Burbs. This week I would like to explore the concept of modernism with two experts who have given the subject a great deal of thought, built magnificent modern houses and buildings, and who have taught the subject of Modern architecture around the world in seminars and at the college level.

First, we'd like to define Modernism. Are we talking about the clean lines and open-plan aesthetics of the 1950's, now over 70 years old, or is the new Modernism something else entirely?  What does it mean to be Modern in 2022 and where is the movement going? Does Modernism include the clean lines of IKEA's smart home or the exotic Iron Man's cliffside villa in Avengers?

Second, we'd like to understand who is buying modern architecture, and why? Maybe Modern architecture is so expensive that it has become a status symbol for the ultra-rich. Are the ultra-rich the only ones who can afford these sleek glass and steel structures with fabulous waterfront views or views of L.A. from the Hollywood Hills. These modern houses are a staple of shows like Selling Sunset, and admired by the rest of us. Will they ever become accessible to the rest of us?

Third, we would like to know where this admiration of Modern by the "younger generation" comes from, and how it is showing up in our housing market in markets from New York, to L.A., Miami, the Hamptons or Connecticut. Some of these communities embrace modern design, while others reject it in favor of more tradtional styles. An article in Curbed seemed to suggest that Modernism comes from the trend toward urban living: we all value the aesthetic of the modern, uncluttered, technology-centric apartment in the city. Maybe Baby Boomer rejected modern because it childhood homes. 

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Welcome to our Hamptons show. World-famous towns, villages and hamlets on Long Island's South Fork between Westhampton and Montauk, the Hamptons have long been a weekend and summer retreat for the world's wealthiest people, from movie and TV stars, dignitaries and socialites, hedge fund managers to hip-hop artists and more. We'll ask these two Hamptons insiders to tell us about the Hamptons beyond the beautiful beaches and the people who frequent them. Is there still a Hamptons for mere mortals?

Of course we have to talk about the trophy properties. The current trophy-holder for the priciest sale in the Hamptons is $137 million. That was set in 2014 and was a sale for three contiguous lots running across 16 acres in East Hampton. Only five Hamptons homes in history have ever gone for more than $100 million (according to Jonathan Miller, president of real estate appraisal company Miller Samuel) Jonathan says  "Thanks to the rising net worth of America's richest 1 percent, whose wealth increased by $12 trillion during the pandemic to a record $45.9 trillion at the end of 2021, trophy transactions are picking up pace. Appraiser @jonathanmiller said in the early years of the market he would see one or two transactions above $50 million in a year. Now he sees them every other week."