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Starting a career in New York real estate is more than just passing a test; it's about choosing a path of service and lifelong learning. Michael Aharoni, the manager of our Farmingdale office and a certified instructor at the Real Estate School of New York State (ResNice), believes the journey truly begins once you have your license in hand.

In this episode of the Work Hard, Play Hard, Give Back podcast, Mike Litzner and "Mac" discuss the transition from student to professional, the nuances of the NY licensing exam, and the deeply personal mission behind veteran advocacy in homeownership.

Getting Licensed: From 77 Hours to the State Exam

In New York, the gateway to a real estate career is the 77-hour salesperson course [00:09:56]. Whether you choose in-person, online, or self-paced learning, the focus is on mastering the fundamentals to pass the state test. However, Michael emphasizes that 95% of what you learn in class is academic; the "practical application" starts the moment you join a brokerage [00:06:50].

Many successful agents today are "dual career" professionals—transitioning from service-oriented fields like teaching, nursing, or the first responder community [00:19:35]. The ability to communicate and serve others is the common thread that leads to a thriving real estate career.

Pro Tip: Don't just look for a brokerage that gives you tools. Look for a foundation. Most agents fail in their first six months because they lack the mentorship and coaching required to turn a license into a business [00:07:10].

The Power of Specialized Designations

Professional growth doesn't stop at the initial license. Michael advocates for advanced certifications like the Accredited Buyer Representative (ABR) and the Graduate Realtor Institute (GRI) to stay ahead of industry changes [00:11:55].

Following the 2024 NAR settlement changes, understanding fiduciary duties—specifically the "OLD CAR" acronym (Obedience, Loyalty, Disclosure, Confidentiality, Accountability, and Reasonable Care)—is more critical than ever for providing value to a home buyer [00:12:45].

Home at Last: A Mission for Our Veterans

Michael's "Give Back" pillar is centered on his non-profit, Home at Last. After noticing that many veterans were being taken advantage of by predatory lenders or agents who didn't understand VA loans, he testified before Congress to advocate for better education and protection for military families [00:34:33].

Home at Last provides free counseling to ensure veterans aren't overcharged on fees or missed exemptions, such as the VA funding fee for those with a disability rating [00:36:24]. It's a mission to ensure those who protect our freedoms can achieve the American dream of homeownership.

Building a Culture in Farmingdale

As the manager of the Farmingdale office, Michael's leadership style is defined by an "open door" policy and a focus on family-oriented culture [00:02:29]. He acts as a psychiatrist, mentor, and coach for both high-volume top producers and brand-new "newbies," ensuring the environment feels like a home rather than just a workplace.

Whether you're selling a home or starting a new career, the relationship doesn't end at the closing table; it begins there [00:43:44].

Thinking of a Career Change? Real estate is a service industry, not just a sales position. If you're ready to start your 77-hour journey, explore our careers page to learn more about joining the Farmingdale team.

Ready to see what the market looks like in Farmingdale or Bethpage? Get your CB Estimate today.

In today's fast-paced New York real estate market, securing a home isn't just about finding the right property—it's about having a rock-solid financial strategy. Vinnie DiOrio, Branch Manager at Fairway Mortgage, brings over 26 years of experience to help buyers navigate the complexities of lending from Long Island to the Carolinas.

In this episode of the Work Hard, Play Hard, Give Back podcast, Mike Litzner and Vinnie dive into the "art of structuring the deal." They discuss why the lowest rate isn't always the best mortgage, how to handle bidding wars, and the truth about those elusive appraisal waivers.

Strategy Over Rate: Why Monthly Payment is King

Many first-time buyers fall into the trap of shopping for the lowest interest rate first. However, Vinnie emphasizes that you aren't just shopping for a price; you are shopping for a monthly payment [00:22:14]. Factors like New York's high property taxes can significantly shift your purchasing power, even if the interest rate remains the same.

Vinnie's approach focuses on "total debt ratio"—balancing the mortgage payment with other monthly obligations like car payments and student loans [00:21:21]. By understanding your full financial picture, you can determine if a house with a higher price tag but lower taxes might actually be more affordable than a "cheaper" home with a $28,000 tax bill [00:22:29].

Pro Tip: Don't rely on Zillow's "Zestimate." It's an algorithm that doesn't understand the internal condition of a home or the nuances of a neighborhood. Always consult a professional for an accurate market analysis.

The Appraisal Game: Bidding Wars and Waivers

In a market defined by bidding wars, many buyers are choosing to "wave the appraisal" to make their offers more competitive [00:07:23]. This means the buyer agrees to proceed with the transaction even if the bank's appraisal comes in lower than the offer price.

Vinnie explains that for buyers with a 10% down payment or more, there is often enough "wiggle room" to handle a slight appraisal shortfall without affecting the financing [00:11:57]. Additionally, some high-equity deals may qualify for an appraisal waiver directly from Fannie Mae or Freddie Mac, simplifying the path to the closing table [00:15:10].

The New York Advantage: Understanding Local Nuances

New York is a unique "attorney state," meaning the mortgage process involves layers of legal and title checks that differ from escrow states like Florida or Texas [00:25:32]. From unrecorded prior mortgages to complex chain-of-title issues, having a local lender who understands these hurdles is essential for a smooth closing [00:31:56].

Vinnie also highlights the importance of the "face-to-face" meeting. In an industry increasingly dominated by apps, a personal sit-down allows for a more thorough review of self-employment income or complex credit scenarios, ensuring you are pre-approved with confidence [00:33:46].

Giving Back: Heart of American Homes

Vinnie's commitment to the community is reflected in his support for the Heart of American Homes Foundation. Having a son with special needs, Vinnie is passionate about surrounding himself with people who care [00:40:28]. He believes that real estate and lending should be about the relationship first, and the money second.

Expert Insight: Ready to move beyond the online calculators? Use our Move Meter to see how a change in location could impact your lifestyle and budget.

Whether you are a first-time buyer or looking to sell your current home, our team is here to provide the local expertise you need. Contact us today to start your journey.

In the New York real estate market, success often comes to those who are willing to reinvent themselves. Christine Dato, a top-producing agent at our Hicksville office, is living proof that a "Chapter Two" can be even more rewarding than the first. After a successful stint in direct sales and market research, Christine returned to real estate with a fresh perspective and a refined set of goals.

In this episode of the Work Hard, Play Hard, Give Back podcast, Mike Litzner explores Christine's path from a 25-year-old newcomer to a seasoned expert. They discuss the critical importance of showing up, the nuances of co-op transactions in Queens, and why she is a fierce advocate for community empowerment.

The Power of Showing Up: Why the Office Still Matters

In an era of remote work and Zoom meetings, Christine remains a firm believer in the physical office. She finds that her most productive days happen in the Hicksville office, where she can hear the stories of other agents and learn from their transactions [00:07:31].

"You learn who is dealing with what situation and how they handled it," Christine notes. This collaborative environment helped her secure a phenomenal walk-in client just last year—an opportunity that never would have happened from a kitchen table. For Christine, the office is a hub for learning and camaraderie that translates into better service for her home buyers.

Pro Tip: Don't be a "secret agent." Invest in your sphere of influence. Whether it's a handwritten letter or a personalized gift like a screen cloth, staying at the forefront of your clients' minds is how referrals are built by design [00:16:16].

Managing the "Curveballs" of Co-op Transactions

Real estate transactions are rarely simple, especially when dealing with co-ops in Queens. Christine shares a story of a complex deal where a buyer was nearly denied at the last minute after board approval [00:09:52].

By maintaining transparency and making the "hard calls," she was able to navigate the income verification hurdles and save the deal. This experience highlights the difference between an order-taker and a professional agent: a great agent shows up when there is a problem, not just when things are going smoothly [00:12:15].

Due Diligence: The FOIL Request Advantage

To avoid surprises midway through a transaction, Christine utilizes FOIL (Freedom of Information Act) requests to dig through town files for permits and Certificates of Occupancy [00:30:13]. This "upfront" due diligence helps identify issues—like an unpermitted dormer or an open garage conversion permit—before they become deal-breakers.

For home sellers, this proactive approach ensures the property is positioned correctly, saving time and protecting equity. If you're ready to see how your home stacks up, get an instant CB Estimate today.

Gigi Time and Giving Back

When she's not navigating bidding wars, Christine is in her "happy place" as a Gigi to her grandson, Roman [00:34:45]. She also finds time for pickleball and tap dancing, emphasizing that a busy schedule requires intentional downtime to stay sharp.

Her commitment to giving back is centered on Feed Long Island, a local initiative that provides direct support to families in need [00:36:38]. Christine's philosophy is simple: when you lead with quality service and community heart, the rest of the business takes care of itself.

Market Strategy: Success in a competitive market requires more than just a high price; it requires clean terms. Learn how we button up offers to win in multiple-bid scenarios by connecting with our team.

Whether you're starting your own "Chapter Two" or looking for a home in the Hicksville/Bethpage area, Christine Dato's relentless determination is the partner you need.

Success in real estate is rarely a sprint; it's a lifetime of intentional progress. Dan Jacuzzi, President of the Select Group, embodies this "tortoise and the hair" approach. Since taking over a nine-agent firm in 1980, he has expanded his footprint to over 70 offices across six states, including California, Nevada, and Colorado.

In this episode of the Work Hard, Play Hard, Give Back podcast, Mike Litzner sits down with Dan to discuss the mechanics of managing a $6 billion enterprise, the nuances of the Aspen luxury market, and why honesty remains the ultimate competitive advantage in a changing industry.

Dual Branding: Leveraging Century 21 and Coldwell Banker

The Select Group operates with a unique dual-brand strategy. While many of their California offices fly the Century 21 flag, their expansion into high-end markets like Lake Tahoe and Aspen led them to embrace the Coldwell Banker brand [00:05:01].

Dan explains that this allows them to target different market segments effectively. Century 21 serves as a powerhouse for the middle market, while Coldwell Banker is viewed as the "North Star" for global luxury and high-end discretionary purchases [00:07:09].

Pro Tip: To succeed in luxury, you must understand the product. It's not just a home; it's a discretionary investment. Learn the difference between high-end appliances, window types, and floor coverings to speak the language of elite buyers [00:09:12].

The AI Revolution: Support, Not Replacement

With 1,700 agents to support, Dan is vocal about the role of technology. While he is impressed by the capabilities of AI like ChatGPT, he firmly believes it will never replace the agent on the street [00:11:54].

Real estate remains a personal service business. AI can help with marketing and outreach, but it cannot replicate the fiduciary responsibility and human guidance required for one of the largest financial transactions in a person's life [00:12:19].

Fiduciary Duty vs. Private Networks

One of the most pressing concerns in the industry is the shift toward private listing networks. Dan warns that limiting the exposure of a listing may conflict with an agent's fiduciary responsibility to the seller [00:14:38].

By keeping listings within private "walled gardens," the industry risks complicating the search process for consumers and potentially creating fair housing issues. Coldwell Banker American Homes remains committed to broad market exposure to ensure every home seller gets the highest possible price through open competition [00:15:08].

Giving Back: A Local and Global Mission

The Select Group's commitment to service extends beyond the closing table. Locally, they focus on providing opportunities for disadvantaged children. Globally, they support initiatives like Heifer International and Doctors Without Borders [00:34:07].

Dan's philosophy is that team efforts achieve more. By involving the entire organization in charitable events—from scholarship funds to community improvement—they move mountains one project at a time [00:38:35].

Market Insight: For many Americans, a paid-off home is the difference between a stressful retirement and a comfortable one. Use our CB Estimate to track your home equity and plan for your future [00:27:30].

If you're looking for a team that values long-term success and integrity, connect with a local expert today. As Dan says, "Getting rich slowly is the reality of the American dream" [00:36:15].