Boroughs & Burbs, the National Real Estate Conversation

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Today We Talk About REALLY BIG RANCHES in Montana Selling For Record Prices. Who is Buying Up Ranchland? Why? and Will The Party Continue?

The first thing you need to know about Montana is it's a "No Disclosure" state. That means there is no public record of what the big real estate parcels are selling for. The only way to get that information is to know someone in the business, somebody like Kim Bennett who has created her own personal database over the last 30 years of appraisals and sales. That is why this is such a special show. We have two of the insiders of the Montana real estate industry, the only way to learn about transactions and trends in this up-and-coming real estate market. Our second guest is Keith Gertsen, head of the U.S. Hedge Fund Practice at Citibank who can speak to the trend as a  ranch owner and investor. 

The second thing you need to know is THIS BOOM FEELS DIFFERENT. Montana has been discovered before. The first time was in 1991 when we were introduced to Montana in the movie "A River Runs Through It" and the second time in 1998 with The Horse Whisperer. There was a bit of a run up in prices in 2007 before the financial crisis, but when COVID hit people from all 50 States arrived, inventory fell and prices Rose. 

Kim Bennett has been appraising farms, ranches, and rural recreational properties in Montana and Wyoming for over 30 years and she has been selling rural properties in Montana for the past 20 years. 

Keith Gertsen, ranch owner and investor, currently working on the acquisition of a 26,000 acre cattle and recreational ranch. He started his career as a Wall Street trader and investor, but his interest in beef cattle and breeding coupled with his love of the outdoors and hunting and fishing took him West. Over the last two decades he's bought and sold over 50 large parcels of ranch land starting with a 20,000 acre property in North Dakota before buying his current ranch interests in Montana. He's currently working on the acquisition of a 26,000 acre cattle and recreational ranch in central Montana. He and Kim are working on that assemblage now. 

We talk to Kim and Keith about:

- What is considered a ranch? Is there a minimum size?
- Does it have to function to be considered a "ranch"?
- Who is buying up ranch land and how is that changing?
- How does the market think about cattle per acre, grass quality, mineral rights, water rights, accessibility to an airport or highway or train, and even valuing dinosaur bones?
- How has ranch land appreciated over time? (spoiler alert, 8.8% avg over the last 20 years)
- How has COVID affected the market for rural spaces now that more people are able to work remotely?

Finally, why are we talking about Montana ranches on a show that has been about New York City real estate and the surrounding suburbs? If you haven't seen Montana license plates in the Hamptons, in Greenwich, and in Palm Beach then you aren't paying attention. Montana is the new Nantucket, and we want to understand why? Is this a fad, or is Montana the newest suburb of New York?

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Roberto Cabrera - With 20 years of experience, I have been recognized throughout the industry for achieving outstanding results: Ranked nationally by REAL Trends as one of "America's Best Real Estate Agents” for avg. sales price of $4.350M. Sold a single family Townhouse faster than any other on the Upper West Side over $10M. I live with my wife and daughter on the Upper West Side, the neighborhood I have called home for the past 23 years. 

John Engel - John Engel is a consistently top-producing agent in Fairfield County, Connecticut. John recently won the 2019 Realtor of the Year Award in New Canaan where he has been the Chairman of the Town Council for the

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We all think we know a thing or two about pricing. Every buyer, seller, and the real estate agent has an opinion about what the price "should be" based on a combination of our experience, research, and intuition. We think that because we've seen a thing or two we can be trusted. Can we? How much do we really know? Where do we get our facts and what subconscious biases are at work? How much confidence should we have?

Let's face it, pricing is hard and we all make expensive mistakes.

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📑📑 This week on Boroughs & Burbs we are talking to two acknowledged experts on pricing:  Dr. Rob Docters teaches Pricing at Yale University and is the author of over 21 papers on the subject at researchgate.net. He is joined by Jonathan Miller of Miller Samuel, arguably the best real estate appraiser in New York City, called "the demigod of New York Real Estate Stats" and "an incredible real estate analyst, a true Rockstar on NYC metro luxury markets.” We want to know what we don't know about pricing.

We wanted to know about the "Buyer Trust Map" taken from a recent article by Dr. Rob Docters. In the article, Dr. Docters applies recent findings on cognition and trust to business decisions. This suggests that trust is a poor basis for decision-making, e.g.: purchase decisions unless the decision-maker knows how to look for greedy (undesirable) partner attributes. 

Season 2, Episode 5: Dr. with Rob Docters and Jonathan Miller.

🙎🏻‍♂️ Jonathan Miller. Established in 1986, Miller Samuel is an independently owned and operated firm that provides appraisal and consulting services on property in New York City as well as Westchester County, Fairfield County, Long Island, The Hamptons, and North Fork for Douglas Elliman Real Estate. With a certified or licensed appraisal staff that averages approximately sixteen years of experience, Miller Samuel is known for its neutral valuation perspective and professionalism, providing their clients with benchmark insights to enable them to make more informed decisions. Miller Samuel authors more than 100 market reports a year on several U.S. sales and rental markets to better provide transparency to consumers and real estate professionals.

🙎🏻‍♂️ Dr. Rob Docters. Problem Solver, Strategic Initiatives Leader, Strategy Executive and now, the Yale Professor of Pricing. Rob was formerly Head of Market Innovation and Development at Bloomberg, LP focused on the vertical markets. His operating experience includes running consulting practices at E&Y and Abbey, LLP, and being shadow CMO of Telcel at startup (now worth $35B), and Market Manager of a $250M/year segment at Verizon. For the last five years he has been a lecturer in Management at Yale University School of Management, teaching MGT 838 Pricing.

⏩⏩ Join us. every THURSDAY 4pm to 5pm EST. Use the Meeting ID: 921 3593 1351 
⏩⏩ https://zoom.us/meeting/register/tJYsdOyhrTopH9UTQYYoMajmM0ZKBhNrtn8a

🎬 Watch the whole first season on Youtube, https://www.youtube.com/playlist?list=PLn0GRA-Kf96kZyqcZligAocCKCaNoZP8q

 Watch Our Second Season:
🎬 Boroughs & Burbs (S2:E1) : https://www.youtube.com/watch?v=40b-T5Y_wN0&t=84s
🎬 Boroughs & Burbs (S2:E2) : https://www.youtube.com/watch?v=gZS3qJeWHbE&t=97s
🎬 Boroughs & Burbs (S2:E3) : https://www.youtube.com/watch?v=_sA7D6gZLBI&t=18s


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Townhouses are considered by many Manhattanites to be “beachfront property.” Townhouses are rare and offer a unique experience. They offer privacy and control of one’s environment, but are there downsides? At the beginning of the last decade, the market for houses was booming, but by 2015 they had peaked, and deflation of their value began...why? Are they back? Houses in Manhattan only make up a small portion of the housing stock; conversely, in Brooklyn they are plentiful. What makes these markets different? How are the houses themselves different? No two seem alike. What’s the difference between a townhouse, a brownstone, and a mansion? The taxes from one house to another seems arbitrary, Why? We will discuss these topics and many more. 

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🙎🏻‍♂️ Terry Naini is a seasoned professional marketer, consultant, and sales broker in Brooklyn & Manhattan. She is often sought after for her breadth of knowledge of the marketplace as well as her strategic approach. Terry's prior training in business management as well as molecular biology have sharpened her ability to think critically and enabled her to effectively advise her clients. "The quiet storm. "Terry's the broker you thought couldn't exist - warm, open, knowledgeable and straight forward." - Adam Freed & Ken Ohashi "Much like a family physician, Terry is our family broker." - Laurie Simmons "The closer." - Glen & Tanya Luchford Terry lives in Downtown Brooklyn with her husband, their two girls, and lovely dog.

🙎🏻‍♂️ David Kornmeier. With over 18 years of experience at Brown Harris Stevens, David Kornmeier is a consistent top producer, ranked multiple times among the top 10 brokers in Manhattan and top 50 nationwide by The Wall Street Journal/ Real Trends. David has established himself as a creative and meticulous broker, closing many complex transactions all over Manhattan. A majority of David’s business comes from repeat clients and referrals. His strong referral network is one of the reasons that David was the youngest top producer in the history of the firm. Sellers and buyers appreciate David’s value-added approach. 

David’s recent notable sales include: 
 - A $47,000,000 Upper West Side Condominium 
 - A $32,000,000 Greenwich Village Townhouse represented the all-time highest price for a townhome in downtown Manhattan. 
 - A $28,600,000 Boutique Hotel in Midtown 
 - A $25,000,000 West Village Townhouse that set an all-time price per foot record of $4,821 per foot for a townhouse in downtown Manhattan. This property is also the 2nd highest price per foot ever achieved for a townhouse in all of New York City. 
 - A $19,500,000 Fifth Avenue Condominium 
 - A $14,500,000 Upper West Side Townhouse is the record sale for the highest-priced Upper West Side townhouse that was not on a Central Park block.

🧑🏻‍💼 Season 2 of Boroughs and Burbs: 3 episodes beginning Oct 7, 2021

🎬 e1: "How's the Market Right Now?" (Lisa Lippman and Rob Johnson) 
🎬 e2: "Am I A Brand?" (Matt Leone and Chris Halstead) 

🧑🏻‍💼 Season 1 of Boroughs and Burbs: 28 episodes total ending May 20, 2021

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We are excited to share with you our weekly wide-ranging zoom conversation with real estate experts from around our area. We were joined by Scott Hobbs of Hobbs Inc this week, and the conversation is always hosted by John Engel in Connecticut and Roberto Cabrera in New York.

📑📑 We talk about:
- what the top agents in New York and Connecticut are seeing and hearing 
- which neighborhoods and towns are poised to take off, which ones could crash 
- where top agents are finding new business as the landscape shifts and we see the new imbalance in the market 

📑📑 You should listen if:
- You are a real estate agent looking to pick up new business and good ideas from top experts 
- You are thinking about moving to New York City in order to take advantage of recent price drops
- You are thinking about moving out of New York City and want the straight skinny on Connecticut, New Jersey, Long Island, and Westchester suburbs
- Your career depends on the real estate market and connecting with top realtors

🙎🏻‍♂️ Roberto Cabrera - With 20 years of experience, I have been recognized throughout the industry for achieving outstanding results: Ranked nationally by REAL Trends as one of "America's Best Real Estate Agents” for avg. the sales price of $4.350M. Sold a single-family Townhouse faster than any other on the Upper West Side over $10M. I live with my wife and daughter on the Upper West Side, the neighborhood I have called home for the past 23 years. After graduating with a degree in Mathematical Economics from Hampden-Sydney College, the 10th oldest school in the country, I spent 5 years in Washington, DC working as a financial consultant. I also studied at The National Conservatory of Dramatic Arts and I’m a former actor who once moonlighted as a stand-up comedian. Many years ago, I authored APPLE PIE - The Real Ingredients for Buying and Selling Your Slice. 

🙎🏻‍♂️ #John_Engel is a consistently top-producing agent in Fairfield County, Connecticut. John recently won the 2019 Realtor of the Year Award in New Canaan where he is currently the Chairman of the Town Council. John also brings an insight into internet-based marketing that is unsurpassed. Before going into real estate he was the founder of two successful internet businesses, Paper.com and e-Media for which he won the prestigious Entrepreneur of the Year Award. After graduating, he served as an officer in the U.S. Army and spent some time leading a military intelligence platoon on the front lines of the first Gulf War. He currently lives in New Canaan with his wife Melissa and four children. 

🔜 🔔 Subscribe now: https://cutt.ly/ozGU5tV​​


⏩⏩ Join us. every THURSDAY 4pm to 5pm EST. Use the Meeting ID: 921 3593 1351 
⏩⏩ https://zoom.us/meeting/register/tJYsdOyhrTopH9UTQYYoMajmM0ZKBhNrtn8a

🎬 Watch the whole first season on Youtube, https://www.youtube.com/playlist?list=PLn0GRA-Kf96kZyqcZligAocCKCaNoZP8q

 Watch Our Second Season:
🎬 Boroughs & Burbs (S2:E1) : https://www.youtube.com/watch?v=40b-T5Y_wN0&t=84s
🎬 Boroughs & Burbs (S2:E2) : https://www.youtube.com/watch?v=gZS3qJeWHbE&t=97s
🎬 Boroughs & Burbs (S2:E3) : https://www.youtube.com/watch?v=_sA7D6gZLBI&t=18s


Hope You Guys Enjoy This:
✅ If you enjoy this video, please LIKE, COMMENTS, and SHARE it.
✅ Don't forget to subscribe to this channel for more updates.

Follow Us On Social Media:
📱 Facebook Page: https://www.facebook.com/TheEngelTeam...
👤 Instagram: https://www.instagram.com/jengel199​​​​
📢 Twitter: https://twitter.com/jengel199​​​​
🌐 Linkedin: https://www.linkedin.com/in/jengel/​​

#current_real_estate_market #John_Engel #CT #top_real_estate_agent

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David Genovese and David Waldman, Laura Budd and Tucker Murphy on the "Future of Downtown" in Darien, Westport and New Canaan, Connecticut

We have all read about the bleak future of suburban downtown and particularly retail. "It's too hard to park"  and "The landlords ruined it by raising rents" and "There are no mom and pop shops" and "Amazon killed it" and "It's lost its charm"  More recently the work-from-home phenomenon has led people to wonder about the future of office space. And yet despite these problems our restaurants are having record-setting business, retail vacancy rates are below 5% and workers are returning to the office. Or are they?

Our first two guests are two of the biggest change-agents in Fairfield County. While others may manage more square feet, their projects seek to define the future of two of our most beloved towns, Darien and Westport. These two men are transforming the downtowns while recognizing the challenges of creating transit-oriented development, pedestrian-friendly, with a collection of attractive buildings set around beautifully-designed and well-maintained public spaces in the heart of their respective downtowns – all with just the right mix of curated retail, restaurants and other businesses, and the addition of residential housing and office use. 

Laura Budd and Tucker Murphy are Directors of the New Canaan Chamber of Commerce and for the last decade their jobs have been "to connect the community with commerce". When I want to know what merchants are thinking or where rents are moving, I ask them. So, of course we asked them to help us get the most out of this hour, to get to the bottom of the Future of Downtown.

David A. Waldman is responsible for re-developing and managing over 800,000 square feet of office and retail space, primarily in downtown Westport. David founded David Adam Realty in 1991. His focus has been on maintaining and expanding his portfolio as well as retail leasing in Downtown Westport. He is currently Vice President of the Westport Downtown Merchants Association (WDMA) and heads the Capital Improvement Committee, a group he has been affiliated with since 1998. Previously he has served as President from 2004-2006. David is currently spearheading an initiative to beautify and revitalize the Main Street area. David also sits on the Board of the Plan Implementation Committee (PIC) whose mission has been to revitalize Downtown Westport since 2008. David and his wife currently sit on the board of The Advisory Council to the Campaign to Establish an International Center for Velo-Cardio-Facial Syndrome. David graduated from Syracuse University, Bachelor of Arts in Child Psychology in 1991. He is also a member of ICSC.

R. David Genovese is adding 116 luxury apartments, 12 units of housing purpose-built for adults with developmental disabilities, 85,000 square feet of Class A office space, and nearly 100,000 square feet of retail, restaurant & fitness space in Darien. David founded Baywater Properties in 2001, following a 12-year career in real estate investment banking in New York and London. Prior to founding Baywater, David served as Co-Head of Real Estate Investment Banking for Credit Suisse First Boston. Previously, David served as a Managing Director in Bankers Trust Company's Real Estate Investment Banking Group. David is an honors graduate of Colby College and The London School of Economics and Political Science. David also received an MBA from The Wharton School of The University of Pennsylvania. David is currently a member of the Board of Directors of The Human Services Council of Norwalk, the Darien Athletic Foundation and The Real Estate Finance Association of Connecticut. David has served as a member of the Board of Overseers of Colby College, and as a board member of the Darien Technology and Community

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Season 2: Episode 2:  Matt Leone, Chief Marketing Officer gets honest about branding. We ask the person responsible for building a "hip" Halstead brand, and now for reinventing the 150-year old Brown Harris Stevens brand, how does he build a 21st Century brand in an era where...

Every Agent Thinks They Are Building a Personal Brand

If every agent is supposed to be shooting videos, publishing on Instagram, and creatively writing a real-estate blog, where does the agent's corporate brand fit into all of that? Building a brand that makes sense of 2000+ individual agents, each with their own personality, is hard work. What does it take to build a brand representing thousands of very different agents across very different markets in 4 states? How can you be all things to all people? How do we know when the brand is successful versus individual agent success? What did you learn from creating the Halstead brand that applies (and does not apply) when considering the Brown Harris Stevens brand? How does a mostly New York City brand evolve to include high-end suburbs of Manhattan like the Hamptons, Miami, Montclair and Westport? 

Our second guest is Chris Halstead, newly appointed in Connecticut as Executive Sales Director. We want to ask him many of these same questions from the perspective of someone charged with growing the suburban business. Following an initial career track in on the account management side for a leading global advertising agency, Chris transitioned to real estate in 2009, opting to carry the torch and continue to build upon the family legacy. Since that turning point, he has catapulted himself out of the gate and into the swift-paced NYC market. His star rose quickly and his professional acumen has already garnered him a seat at the table reserved for NYC’s “Top 5% Real Estate Producers.”  Now, responsible for the success of over 250 agents in Connecticut, he must  leverage what he's learned to make every one of those agents more successful. Chris, we want to know how does a successful New York agent make the transition to Connecticut? What is the biggest challenge your agents face? How are successful Connecticut agents adapting to a changing market in the post-covid era?

Just a few of the topics we'd like to explore:

- Let's explore corporate branding versus the personal branding of agents.

- How do you establish consistent brand messaging across five states and then reinforce brand standards across 55 offices and over 2,300 agents?

- Critical mass. How important is it to be a big firm with a global presence?

- How do we measure the effectiveness of our real-estate branding?

- Talk about the importance of brand partnerships, such as with the New York Yankees & Audi

- Brown Harris Stevens was established in 1873. Why is that important when some of our newest competitors were only invented yesterday?

Binge watch the whole season on Youtube. 
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This is our first show of Season 2 where we talk to Lisa Lippman and Rob Johnson, the top agents in New York and Connecticut to get at the truth behind what just happened in 2021 and where the market is heading in 2022.

The last time we talked to these agents the New York Times was writing about "The Great Collapse of 2020" saying that "rent in Manhattan had fallen to a level not seen since 2010" blah, blah, blah.

Well, a lot can happen in a year. The New York and Connecticut real estate markets have been vastly altered, some say permanently, as we emerge from the pandemic with new attitudes about housing and the economy.

What can we believe? Let's ask two experts in the market.

Lisa Lippman  has 37 listings right now, 5 of them over $10 million. Ranked #1 at Brown Harris Stevens most recently and for the last four years in a row — 2016, 2017, 2018 and 2019 and consistently in the top 50 Brokers in the USA, she has been a top producing broker for over 23 years.

Rob Johnson has 8 listings right now including the most expensive listing in New Canaan. He has been the top producing agent at Brown Harris Stevens in Greenwich for the last 3 years, as well as the top producing agent in all of Connecticut for Brown Harris Stevens in 2018, 2019, and 2020.

How Do We Make Sense of These Ten Headlines?

1. Here’s where NYC’s real estate market stands right now (NYPost) 
2. Manhattan is not only back, it’s surging to pre-COVID levels (NYPost) 
3. NYC is Still A Buyer's Market [but the pendulum is swinging] (Bloomberg) 
4. Understanding The Record Absorption Of Manhattan's New Development (Forbes) 
5. Listings that linger may present opportunity (NYT) 
6. Buyers, Act Fast And Be Bold: Today’s Real Estate Market Doesn’t Wait For Anyone (Forbes) 
7. After a Years-Long Slump, New York Townhouse Sales Picked up in the Pandemic (Mansion Global) 
8. Hot Manhattan Markets: Influx Of Demand Spurs Deal Activity In Morningside Heights, UES (Forbes) 
9. Rental price trends are stabilizing, causing tenants to lock in longer leases (Crain's)
10. Last Week in Research (Greg Heym - Chief Economist for BHS)

Boroughs and Burbs (Season 1) 

EPISODE 1: Boroughs & 'Burbs (Greg Heym, Steven Kliegerman, Jayme Stevenson, Arnold Karp and Scott Hobbs)

EPISODE 2: Boroughs & 'Burbs (Louise Phillips Forbes and Scott Hobbs) 

EPISODE 3: Boroughs & 'Burbs (Ari Harkov and Eileen Hanford) 

EPISODE 4: Boroughs & 'Burbs on the New York Recovery (Greg Heym, Chief Economist) 

EPISODE 5: Boroughs & 'Burbs focus on The Hamptons and Greenwich (Rob Johnson, Tim O'Connor) 

EPISODE 6: Boroughs & 'Burbs focus on Great Designers (John Barman, Denise Davies, John Douglas Eason, Anjali Pollack) 

EPISODE 7: Boroughs & 'Burbs focus on Palm Beach (featuring Whitney McGurk) 

EPISODE 8: Boroughs & 'Burbs Manhattan and Darien (Mike Lubin, Amanda Spatola) 

EPISODE 9: Boroughs & 'Burbs "Disruption Dislocation and Details" (John Allen, Phil Horigan) 

EPISODE 10: Boroughs & 'Burbs "Evolving Tastes with Christopher Peacock" (Christopher Peacock) 


About Boroughs & Burbs:

This is our weekly wide-ranging zoom conversation with real estate experts from around our area. We are joined by various guests each Thursday at 4pm, hosted by John Engel in Connecticut and Roberto Cabrera in New York.

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Episode #26  Roberto Cabrera & John Engel: 

This week you are our guests. Roberto and John want to talk with all of you about current market conditions. Roberto just released his Market Report for New York City, found here, and we know all of you have opinions and questions for each other about a market in both NYC and in the suburbs that none of us has seen before. Please join the conversation.

John Engel's latest property video has 24,000 views in its first week on YouTube...click here.

Roberto Cabrera's latest market report is now available as a short video...click here.

Today at 4,
Use the Meeting ID: http://zoom.us/j/92135931351 
Or, binge watch on Youtube. 
Subscribe now: http://bit.ly/399yevL
register here Thursday, May 6 from 4:00-5:00pm

Roberto Cabrera - With 20 years of experience, I have been recognized throughout the industry for achieving outstanding results: Ranked nationally by REAL Trends as one of "America's Best Real Estate Agents” for avg. sales price of $4.350M. Sold a single family Townhouse faster than any other on the Upper West Side over $10M. I live with my wife and daughter on the Upper West Side, the neighborhood I have called home for the past 23 years. I was originally born in Richmond, Virginia and grew up in Maryland, just one mile south of the Mason Dixon line. After graduating with a degree in Mathematical Economics from Hampden-Sydney College, the 10th oldest school in the country, I spent 5 years in Washington, DC working as a financial consultant. I also studied at The National Conservatory of Dramatic Arts and I’m a former actor who once moonlighted as a stand-up comedian. Many years ago, I authored APPLE PIE - The Real Ingredients for Buying and Selling Your Slice.

John Engel - John Engel is a consistently top-producing agent in Fairfield County, Connecticut. John recently won the 2019 Realtor of the Year Award in New Canaan where he is currently the Chairman of the Town Council. John also brings an insight into internet-based marketing that is unsurpassed. Before going into real estate he was the founder of two successful internet businesses, Paper.com and e-Media for which he won the prestigious Entrepreneur of the Year Award. John spent his earliest years in Stuyvesant Town (before it was cool) and finished his growing up in New Canaan before attending Davidson College in North Carolina. After graduating, he served as an officer in the U.S. Army and spent some time leading a military intelligence platoon on the front lines of the first Gulf War. He currently lives in New Canaan with his wife Melissa and four children. In addition to hosting this podcast on the market each week, John Engel produces an easy-to-understand and in-depth monthly market analysis called the Market Report for the 16 towns of lower Fairfield County. You can find it here.