Today I had the opportunity to chat with the Principal Owner of Tate & Foss Sotheby's International Realty, Tony Jalbert.  I wanted to hear how he ended up in the real estate industry and in this Firm - from him, in his own words.  Needless to say, it's hard, if not impossible, to catch 5 minutes with him so this was truly a feat of considerable proportions.  Here's what he had to say. . . . 

MEET TONY JALBERT, PRINCIPAL OWNER

Thanks for taking some time today to speak with me about your life in real estate and how you got to where you are today.    Let's start with the obvious:

What made you choose real estate?  

• Both of my parents were business owners so I grew up in a business environment.  Most of their businesses involved real estate holdings.  They were both real estate brokers and owned the firm called Jalbert Realty.

This, of course, continues on today as Tate & Foss Sotheby's International Realty.  So you could say that real estate is in my blood - the influence of my parents was definitely contagious.  I bought my first property early on and it quickly became a lifelong passion of mine.  

• I've also always been fascinated by the marketing side of real estate.  Around 2005, I purchased a motel along Plaice Cove Beach that had 9 individual cottages.   I modeled the development of this property after "The Cottages of Cabot's Cove" in Kennebunkport, Maine.  I engaged a reputable real estate firm within this beach community.  Throughout the process of selling these cottages, I realized that there was a better way to market them.  And the rest, as they say, is history.

 Is there anything special about real estate vs. other business ventures?

• What I like most about real estate is that it creates a common thread between all those  I deal with.  I can always find a healthy conversation with anyone I meet.  I also have the privilege of dealing with professionals from every facet of the business - other brokers, attorneys, estate planners, contractors, etc.  But, by far the most fascinating part of the business is that every transaction is different and represents its own set of challenges.  

Why did you choose Tate & Foss?

• As I mentioned before, I came from business-minded parents.  Their focus was always on quality and branding.  It was clear to me that Tate & Foss Sotheby's International Realty was a quality and premier luxury business brand.  

• I had interviewed with several national and local firms and Tate & Foss Sotheby's International Realty had a strong recognizable brand, a great reputation, credibility, and proven history.  The Firm has always been a clear market leader and represents the same beliefs I have in business.

What is your favorite part of the business?

• I find it very gratifying to know that it touches everyone in the transaction in some special way.  I am also a very social person and enjoy interacting with people.  I love that aspect of the business.  

• I enjoy determining what people want and understanding what property means to them.  It is exciting to find a property that fits a client's image of where they belong - to get the match right.

• Having said that, my overriding consideration at all times is with protecting my client's interest whether it is on the buying or selling side.  Ultimately your client is primary and nothing else matters.

What is your least favorite part of the business?

• Not meeting my client's expectation is my view of failure.  The number one thing I can't stand is not making my clients happy.

Why the Sotheby’s International Realty brand?  

• Sotheby's International Realty has outstanding historical brand recognition and, for me, that spells success.  Also, no other brand comes to mind which represents my own personal philosophy.  It is all about quality and ethics.  When I purchased the company, I signed a 10-year long term agreement with Sotheby's International Realty.  It was a major commitment that I have never regretted.

When is the best time to list or to buy?

• In a vibrant economy, there is never a good time not to list property.  There are always buyers.  The Seacoast remains one of the few areas around the country that continues to benefit from all the resources it offers.

• In my opinion, the local economy remains strong and early on indicators show that it will likely be a good year.  I remain very optimistic that we will have another successful business year.  

What is your best advice for someone looking to . . . .

• Buy? 

• "Never fall in love with real estate until you own it."  Follow this path and you will always come out ahead.  Real estate is intensely personal and naturally elicits emotion.  My best advice is to try to remember that when visiting any property.  

• I also advise that you carefully listen to and choose a real estate agent that has a broad-based knowledge of all aspects of the business, not just real estate, but anything that may impact the transaction.  For example, you should be able to rely on them for general information about insurance and various legal issues.  However, this should never replace referring your client to a lawyer, insurance agent or other professionals when appropriate.

• There are a lot of credible agents on the Seacoast but very few have had the practical experience of owning and financing their own portfolios.  Bringing that experience to your client is often what it takes to provide thorough and expert advice to your client and ultimately be successful in the transaction.

• Sell?

• Again, working with a broad-based experienced agent, particularly an agent with knowledge of the marketing side of the business.   Choose a firm with a broad reach, professional representation, and a proven brand.  These factors lend credibility to an affluent base of buyers increasing the likelihood of a successful sale.  This is what we do at Sotheby’s International Realty. 

• It is also wise to choose a firm that has a global representation and a brand that is identifiable.  An identifiable brand can more easily position a property appropriately in the eyes of different buyers. 

• One common misconception about the Sotheby's International Realty brand is that we only sell multi-million dollar properties, when in fact the brand is extremely approachable and caters to all levels of sellers and buyers.  Having said that, I have to also say that the identity of the Sotheby's International Realty brand as your broker definitely elevates your home in the eyes of buyers and sellers, whatever the price range.

Thanks Tony!  That is all excellent advice for both our clients and our agents.  I think the most valuable suggestion to a client is in how to choose a real estate firm when you are looking to sell or buy.  I imagine many clients choose a friend or someone they've heard of when the real considerations should focus on experience, brand, and personality. And it seems to me that the ability to gauge a client's real need and desire is key in any successful representation.  

Thanks again for sharing your experience and thoughts.