Elegran Agent Spotlight: Howard Hauptman on Trust, Connection, and the Art of Listening in Real Estate
“How do I gain the client’s trust?” Howard poses the rhetorical question. “With knowledge and sincerity,” he says.
Knowledge indeed. After living in Manhattan for 40 years, Howard has become something of an expert in real estate. He’s closed hundreds of deals not by selling just the home, but also the parks, schools, restaurants, and other amenities that make the home and neighborhood special.
Howard attributes much of his personal and professional growth to his avid worldview. Before finding success in New York City real estate, he traveled across Europe as an executive in the Fashion Industry with the rote enthusiasm of a Nat Geo Explorer. In most journeys, covering eight countries in 12 days through Europe.
Unlike many of his travel companions, who withdrew to hotel rooms and splurged on room service, Howard wove himself into the local fabric at each destination, whether it was sipping a cup of coffee in a Florentine piazza or dining alone at “Chez l’Ami Louis,” a picturesque Parisian restaurant in the 3rd arrondissement. Knowing different cultures helps Howard connect with international clients, spanning across Europe and parts of China and Hong Kong.
This proclivity to pause and take in his surroundings underscores Howard’s zest for life. But it also speaks of his ability to connect with people from all walks of life, which is an invaluable skill in real estate.
“Connection,” Howard says. “You have to find a way to connect.”
It’s worth noting that when Howard talks about building trust and connecting with clients (in theory), he doesn’t mean it in the “I know I just met you, but can we be fast friends?” sort of way.
Get Howard Hanna NYC’s stories in your inbox
Join Medium for free to get updates from this writer.
Instead, he talks about establishing rapport and credibility by getting to know someone genuinely. As such, there are aspects of an agent’s personality and work ethic that must be put into practice if clients are to trust them with a potentially life-changing decision such as buying or selling a home.
“For me, honesty is paramount,” Howard says. “Whether you’re selling fabric, garments, or apartments, you have to know your product — the good and the bad — and you have to be honest about it with the people that you’re working with.
“The client is more important than the deal,” he adds for good measure. “No deal is worth selling your soul. Me? I like sleeping at night.”
Speaking about how he has enjoyed working with successful and accomplished clients and how that has allowed him to learn from them while advising them on his expertise.
During our meeting, Howard excuses himself to take a call regarding a board approval for a difficult building. Any experienced agent in the city can attest to the challenges that come with co-op boards in New York, but as Howard tells it after wrapping up his call, he’s more concerned with getting his clients into their dream apartment than he is with the obstacles that stand in the way.
“The odds were stacked so far against us,” he says, referring to the successful approval of his clients’ board package. “But we never thought they were.” I nod at the subtext: in real estate, as in life, your mindset can either be your worst enemy or your greatest asset. Howard knows this, and he uses it to his advantage when helping his clients with their most important purchases or sales.
But he doesn’t do it alone. In the above case, he credits his Elegran colleagues, Courtney Aviles and Manager, Ben Willig, for their help in putting together a remarkable board package.
“That’s what makes Elegran great,” Howard says. “The collaboration with your colleagues.”
Connect with Howard
