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Success in real estate is a marathon, not a sprint. For Kate Conquest, National Vice President at Coldwell Banker, the journey began at age 18 when she "fell" into the business—literally tripping over a step on her way to an interview for a secretarial position. Today, she oversees services for over 600 affiliates across the national franchise network.

In this episode of the Work Hard, Play Hard, Give Back podcast, Mike Litzner sits down with Kate to discuss her transition from an independent office to a global brand, her role in founding the Long Island YPN (Young Professionals Network), and how being a mother changed her perspective on professional success.

The Franchise Advantage: Moving into a "Furnished House"

In 2004, Kate experienced the massive shift of moving from an independent real estate office to the Coldwell Banker franchise system. She describes it as being given the keys to a house that was already fully furnished [00:03:55].

Instead of spending hours manually creating PowerPoints and Word documents, Kate and her team were suddenly empowered with a global platform of tools, research, and brand recognition. This transition allowed them to thrive even during the deep market challenges of 2007 and 2008, proving that alignment with a legacy brand provides a vital "North Star" during economic storms [00:04:14].

Pro Tip: Engagement is the key to ROI. Research consistently shows a direct correlation between an agent's success and their engagement with the brand's tools and platforms [00:09:44].

Empowering the Next Generation: The Birth of LIYPN

Getting started in an industry where the average age of a realtor is 54 can be intimidating for young entrepreneurs [00:21:04]. After attending a national conference and seeing the "electric" energy of young agents, Kate took the initiative to launch the Long Island chapter of the Young Professionals Network (YPN) [00:22:17].

Despite early resistance, Kate found an advocate in then-President Liz English, who empowered her to navigate the board approval process [00:23:20]. Today, YPN serves as a vital space for agents who are young in age, young in mind, or young in the business to share ideas and build wealth through real estate [00:25:23].

What Moves Her: Professional Development for All

Kate is a passionate advocate for the What Moves Her movement, an initiative designed to unite women (and men) to discuss the unique struggles and opportunities in business and life [00:32:02].

The program focuses on professional development and building a supportive culture where leaders can share how they balance high-stakes careers with family life. At Coldwell Banker American Homes, we have launched our own chapter to ensure our agents have a platform for growth, led by our own local leadership [00:31:28].

Giving Back: A Heart for Service

The "Give Back" pillar is a cornerstone of Kate's leadership philosophy. She finds fulfillment in mentoring new entrepreneurs and has recently been a mentor in the **Inclusive Ownership (IO) program**, helping a new broker achieve nearly $700,000 in GCI in her first year [00:19:28].

Kate also highlights the company's powerful partnership with St. Jude Children's Research Hospital. During a recent national convention, the network raised $100,000 in just 180 seconds—a testament to the unifying power of a shared cause [00:46:22].

Market Insight: Real estate is one of the only careers where what you put in is exactly what you get out. If you are willing to do the activities, the results will follow [00:15:33].

Whether you are a veteran agent or just thinking about buying your first home, Kate Conquest's journey proves that with integrity and hard work, there is no glass ceiling. Ready to see where you stand in today's market? Get your CB Estimate today.

If you're looking for a brokerage that values mentorship and career growth, reach out to us today to learn more about joining the CBAM family.

Success in the New York real estate market requires more than just a license; it requires a willingness to stand out. For Sean Farley, Team Lead of the Novis Realty Group (pronounced "No-vis") powered by Coldwell Banker American Homes, being different is more than a strategy—it's his lifelong brand.

In this episode of the Work Hard, Play Hard, Give Back podcast, Mike Litzner sits down with Sean to discuss his eclectic background, his "All-American" marketing tactics, and why relationship-driven service is the "North Star" of his Floral Park-based team.

From "Sizzling Bacon" to Equity Sales: A Career in Evolution

Sean's career path is anything but linear. As a child actor, he was the "sizzling bacon kid" and starred in Ruffles potato chip commercials before transitioning into teaching gym at St. Francis Prep [00:25:54]. By age 31, he made the leap to Wall Street as an equity sales trader, a high-pressure environment that honed his negotiation skills and financial intuition [00:02:24].

In 2012, Sean entered the real estate world full-time, founding Novis (Latin for "new"). His goal was to move away from the "secret agent" persona and create a brand that was impossible to overlook. Today, he and his partner, Monique Bauman, lead a team that closes approximately $80 million in annual sales by combining professional grit with a "let's go" energy [00:10:56].

Pro Tip: Don't just be another agent holding a set of keys on Instagram. To win in this market, you have to be different. Make them laugh, show your personality, and then provide the expert data that proves you know your stuff [00:04:08].

Marketing by Connection: The Jockey and the Jeep

Sean's marketing is famously "zany" but strategically brilliant. From jumping through "Sold" signs into swimming pools to sponsoring top jockeys like Dylan Davis at Saratoga, his brand is at the forefront of the consumer's mind [00:06:05].

He even uses his personal vehicle—a refurbished 1991 Jeep wrapped in an American flag—as a rolling billboard. "I was at a red light in Valley Stream, and a guy saw the Jeep and asked me to sell his grandmother's house right then and there," Sean recalls [00:23:45]. This highlights the power of owning the "mind space" of your community before they even need to sell their home.

A Culture of Integrity: The Novis Team Dynamic

Despite the highly competitive nature of real estate, Sean is proud of the "no-backstabbing" culture he has fostered within his 23-agent team [00:11:24]. He views his agents as family and emphasizes that they never "buy listings" by giving false valuations. Instead, they lead with the truth, even if it means walking away from a client who isn't ready to hear it [00:17:35].

By joining forces with Coldwell Banker American Homes, Sean has offloaded the "drains" of payroll and compliance to focus entirely on his gift: marketing and client connection [00:20:30]. This synergy allows the team to be "ahead of the game" on industry changes while maintaining their local, boutique feel.

Giving Back: The Hance Family Foundation

For the Novis Realty Group, giving back isn't a marketing tactic—it's a responsibility. Sean and his team are deeply connected to the Hance Family Foundation in Floral Park [00:24:12]. They provide their courtesy van for foundation events and stay involved in local charities that support families in crisis.

"When you can, you do," Sean says. Whether it's sponsoring a local lacrosse tournament or helping a neighbor in need, the goal is to be a positive influence in the neighborhoods where they live and work [00:37:31].

Market Insight: Honesty is the best policy for your equity. If an agent tells you your home is worth a billion dollars, be careful. Start with a realistic CB Estimate to ground your expectations in real-time data.

If you're looking for a team that brings Wall Street negotiation skills and a "let's go" attitude to your next move, connect with the Novis Realty Group today. Whether you are buying a home or selling a legacy, Sean Farley and his team will make sure the experience is one you won't forget.

Success in real estate is often about the transition from "salesperson" to "educator." For Nancianne Genduso, a 20-year veteran at Coldwell Banker American Homes, that transition was natural. With a Master's degree in Special Education and a background as a Division 1 athlete, Nancianne brings a unique blend of competitive drive and instructional patience to every transaction.

In this episode of the Work Hard, Play Hard, Give Back podcast, Mike Litzner sits down with Nancianne to discuss her "project manager" approach to real estate, the power of referral-based growth, and her new streaming series, Extraordinary New York.

The Teacher Advantage: Navigating the 15-Step Process

Nancianne views every real estate transaction as a 15-step educational journey [00:06:04]. She believes that an agent's primary job is to take the "unknown" and make it "knowledgeable" for the consumer. This includes everything from the initial buyer consultation to managing attorneys and title searches behind the scenes.

By treating the process like project management, she ensures that even when hurdles arise, the experience remains seamless for the client [00:07:44]. For Nancianne, a great agent makes the impossible look easy, acting as the "A-type" force that keeps all parties on track [00:07:39].

Pro Tip: Referrals happen by design, not by accident [00:13:17]. 95% of Nancianne's business comes from repeat clients and referrals because she focuses on the relationship over the commission.

Negotiation as an Art Form: Winning Bidding Wars

In a market defined by low inventory and high competition, Nancianne's negotiation skills are her "secret sauce." She looks beyond the final number to optimize the terms of the deal [00:17:21].

Her strategies for making buyers stand out include having her mortgage partners call the listing agent to verify funds, offering flexible closing dates for the seller, and even thinking outside the box with credits toward moving expenses [00:18:03]. For home buyers, this level of strategic advocacy is the difference between a rejected offer and an accepted one.

Extraordinary New York: Finding the Ordinary Extraordinary

Nancianne's success has recently led her to the world of television. After appearing on Negotiators Lux, she was offered her own show: Extraordinary New York on r.net [00:21:01].

The show focuses on people, places, and passions, highlighting the "extraordinary in our ordinary lives." It's an uplifting, drama-free look at local communities, inspired by Nancianne's own collaborative spirit and love for the New York area.

The Heart of the Home: Adoption and Community

Nancianne's "Play Hard" side is deeply connected to her family. She and her wife, Denise, shared a moving story about the private adoption of their son, Isaiah [00:25:33]. From receiving the call that their baby was born to navigating the 10-day wait period, Nancianne views parenthood as her greatest adventure [00:27:17].

She also carries this heart into her community service. For over 20 years, she has sponsored children in Ecuador through Children International [00:32:11]. Locally, she is a staunch supporter of the Heart of American Homes Foundation, which provides emergency financial relief to Long Island families—including a recent $5,000 grant to help a neighbor cover life-saving medication during a disability gap [00:34:43].

Market Insight: A "ghost agent" is an agent who sends an offer without a phone call or follow-up [00:19:25]. In a competitive market, you need an agent who is proactive, vocal, and relentless. Start your search by getting a professional CB Estimate of your current property's value.

Whether you're looking to sell your home or find a new chapter in New York, Nancianne Genduso's mix of athletic grit and teacher's patience is the winning combination. Connect with Nancianne today.

In the New York real estate market, some people sell houses, and others build empires. Bryan Karp, leader of the top-ranked Bryan Karp Team at Coldwell Banker American Homes, is firmly in the latter category. Known as the "Sales Giant," Bryan has leveraged his competitive athletic drive to become one of the most productive agents in New York State.

In this episode of the Work Hard, Play Hard, Give Back podcast, Mike Litzner dives into Bryan's "mailbox money" philosophy, his path from union construction worker to real estate mogul, and how he uses his diagnosis of dyslexia as a superpower for business growth.

From Sales to Piles of Money: The Investment Strategy

Bryan view real estate sales as a vehicle to create "small piles of money" that he then reinvests into the asset class he knows best: property [00:03:27]. This strategy has led to his "mailbox money" lifestyle—passive income generated from a portfolio of 40+ rental units [00:06:03].

He argues that real estate is the strongest, most consistent asset class available, emphasizing that over a long period, it always appreciates as long as you hold and manage it correctly [00:05:36]. For Bryan, real estate isn't just a job; it's the most reliable path to generational wealth.

Pro Tip: Don't try to time the market like a stock. Real estate is a long-haul game. As long as you own it, manage it, and love it, time guarantees a good deal [00:03:56].

The Illiterate Millionaire: Turning Adversity into Action

One of Bryan's most inspiring nicknames is the "Illiterate Millionaire," a title he wears with pride to shed light on his struggle with dyslexia [00:07:08]. Diagnosed in the fourth grade, Bryan reads on a third-grade level and relies on "hieroglyphics"—drawing pictures for notes—to stay organized [00:08:43].

Rather than seeing it as a limitation, Bryan believes this adversity shaped his relentless work ethic. "I don't care about many things, but when I'm interested in something, I want to go deep," he says [00:08:02]. His story is a powerful reminder that professional success is driven by grit and adaptation, not just academic credentials.

Building a Championship Culture

Bryan leads a team of 15+ agents who consistently rank as the #1 team on Long Island [00:11:01]. His leadership style is modeled after his experience in high-level athletics, emphasizing that there are "no excuses" for tardiness or lack of effort [00:18:07].

He looks for two core traits when inviting agents to join his team: **honesty** and **trustworthiness** [00:14:04]. Because Bryan's face is on every sign and the "Karp Mobile," he requires his agents to uphold the highest standards of integrity for every client interaction.

Giving Back: The Carp Family Scholarship

For the Karp family, the "Give Back" pillar is a family affair. Every year, Bryan awards two scholarships to local high school seniors, with his 12-year-old son Brody taking the lead on presenting the awards to encourage public speaking and community connection [00:20:31].

Beyond scholarships, Bryan coordinates the delivery of 10,000 oversized American flags to local neighborhoods every July 4th [00:25:36]. This initiative also supports Paws of War, a veterans organization that trains service dogs, with a donation made for every resident who shares a photo of their flag [00:25:54].

Market Insight: Success isn't accidental; it's about momentum. Whether it's doing 45 minutes of cardio every day or calling your sphere of influence, consistent action creates positive momentum that is hard to stop [00:39:55].

If you're looking for a team that brings "Sales Giant" energy and a commitment to building your wealth, connect with the Bryan Karp Team today. Ready to see the value of your own "mailbox money" potential? Start with an accurate CB Estimate.

Whether you're a home buyer or looking to sell your property, Bryan's obsessed approach ensures your move is handled with championship-level care.

In the New York real estate landscape, success isn't just about the number of signs in yards; it's about the systems and service behind them. Gail Carillo, leader of Team Carillo at Coldwell Banker American Homes, has guided her team to be the number one Coldwell Banker team in New York State for four consecutive years. With 165 units sold in the last rolling 12 months, her "army" of 23 professionals represents a standard of excellence from the Ronkonkoma office across Suffolk County.

In this episode of the Work Hard, Play Hard, Give Back podcast, Mike Litzner dives deep with Gail into the "service first" evolution of her team, the psychology of "compelling pricing," and why trust is the only currency that matters in a high-stakes transaction.

The Evolution of a Team: Service Over Sales

Gail's transition from an individual agent to a 23-person powerhouse wasn't a pre-planned corporate strategy; it was an organic response to client needs [00:01:47]. As her business grew through superior service, she added team members to ensure every client felt heard and cared for. This "Army" approach ensures that while a specific agent may handle the field work, Gail remains engaged in negotiations via group threads to maintain the premium experience [00:04:13].

A hallmark of Team Carillo is their retention—some members have been with Gail for over a decade. Her recruitment strategy relies on the "Silent Interview": watching how agents conduct themselves at open houses or walk-throughs when they don't know they are being evaluated [00:05:40].

Pro Tip: Referrals happen by design, not by accident [00:02:04]. When you shift your mindset from "salesperson" to "service provider," the money and the referrals naturally follow [00:03:13].

Market Strategy: The Art of Compelling Pricing

In a competitive market, many sellers fall into the trap of "wiggle room" pricing—listing high and waiting for an offer. Gail advocates for Compelling Pricing: listing at a price that creates a strong energy and immediate demand [00:18:33].

By positioning the home *in* the market rather than *on top* of it, Team Carillo creates a competitive environment that often drives the final sales price $50,000 to $100,000 over asking [00:20:07]. This strategy, combined with strict decluttering (the "two-arm length rule") and professional presentation, ensures the seller captures the highest possible equity in the shortest time [00:24:50].

Managing the "Seller/Buyer" Gap

One of the biggest hurdles today is the seller who doesn't know where to go next. Gail utilizes a "Soft Launch" strategy—taking an exclusive listing to prepare marketing and photography while the client shops for their next home [00:22:07]. This ensures that the moment a client finds their dream home, the team can "flip the switch" and secure a buyer in a single weekend [00:22:42].

Beyond the Closing Table: The Human Side of Gail

Gail's ability to listen and build trust was honed in an unexpected place: volunteering for a suicide prevention and crisis intervention hotline [00:09:34]. This experience taught her the importance of Reflexive Listening—making people feel heard and understood during high-stress life transitions [00:10:07].

Her "Play Hard" side is equally grounded, involving "guilty pleasures" like garage sales—which she calls "turning garbage into gold"—and her beloved French Bulldogs, Blu and Mac [00:30:56].

A Culture of Giving Back

For Team Carillo, giving back is tangible. From volunteering with the Heart of American Homes Foundation to quarter-yearly community events like "Trunk or Treat" and holiday visits to shelters with Santa, Gail believes in being a "voice for the voiceless" [00:31:24].

Market Insight: Thinking of buying or selling? Don't shop for a price tag; shop for a payment and a partner you can trust [00:13:07]. Use our CB Estimate tool to see where your home stands today.

If you're ready to work with a team that treats your home sale like a mission, contact Team Carillo today. Whether you're a first-time buyer or looking to sell a luxury estate, Gail's "Army" is ready to guide you home.