PROPERTYSPARK INTERVIEWS: Fabio Petrolino, Real Estate Salesperson

A multifaceted broker specializing in residential sales. Fabio is known for converting potential buyers expeditiously on listings and has assisted buyers of his own to quickly secure the perfect home in today’s highly competitive market.

 New York, NY

The Corcoran Group

 Fábio Petrolino |   fabio.petrolino |  corcoran.com

What inspired you to start in real estate and how did you motivate yourself to keep going?

I came to Real Estate with almost 10 years of luxury sales experience under my belt and got to a point where I felt like I hit a plateau. I was working for Chanel as a fashion advisor at the time and quickly became a top producer in an all-commission environment with almost half of the staff being extremely seasoned veterans.

When I was working in luxury fashion it was always a dream of mine to work for Chanel being that they were at the top. As I worked my way up and was doing exceptionally well rather quickly, I then asked myself “Alright, what’s next?” I felt like “I came, I saw, I conquered” and wanted to take my sales skillset to the next level. I wanted something challenging with endless possibilities and for a long time sincerely struggled determining as to what that would be.

Shortly after I left the fashion industry, I went into medial aesthetic sales selling non-invasive cosmetic surgery with the endgame being pharmaceutical sales. Given my prior experience, I felt that aesthetic sales would be a smart way to bridge the gap and eventually transition into pharmaceuticals. Morally it wasn’t the right fit, and my time in aesthetic sales was short-lived. A coworker of mine at the time was selling Real Estate, and she felt strongly that I would excel in that environment.

I had a visceral instinct to peruse Real Estate and the same day I began getting licensed and the following week I decided to leave aesthetics. I knew that I would be making a real impact on people by being an instrumental part in that next chapter of their lives. That was all of the motivation I needed at the time and I never looked back. It was by far the most frightening decision I have made. Years later sitting in a $25,500,000 dollar penthouse, I’m so content that I took the leap of faith.

What’s the most profitable aspect of your business, why do you think this is and how can others apply this to what they are doing?

My personal sphere of influence has by far been the most rewarding part of my business. Marketing and social media go an extremely long way but being able to tap into your own network and make sure that everyone is associating you with Real Estate is the most effortless way to generate sales. Personal referrals carry a significant amount of weight and there’s a much larger chance you’ll close someone if they were referred to you by someone in your network.

The biggest mistake I made in the beginning was not tapping into my database and reaching out to previous connections that I made in high-end fashion. Generating business was as simple as checking in on them to see how they’re doing and making them aware that I was now a licensed real estate salesperson in New York City. My business not only grew very organically, but exponentially as a result.

When did you realize you were successful/made it and how did you feel/celebrate?

I’ll answer this question with a tiny bit of backstory. The day I got hired at Corcoran was the day before New York shut down for COVID-19. This was by far the worst market in Manhattan Real Estate history with all odds against me. I looked around as a new agent watching very experienced brokers panic. Joining The Corcoran Group was my first big victory because they’re a top-tier luxury brand with the best training program any brokerage could offer. The moment I knew I made it was when I joined The Gasdaska Conlon Team.

We’re consistently one of Manhattan’s top producing teams in the firm with over 40+ years of experience combined. We are extremely fortunate to have loyal clients that are constantly referring us new business. Joining a team with the platform that would allow me to grow and learn was all the reassurance I needed and I knew it would catapult me in the right direction. Having two phenomenal team leaders who are extremely hands-on has been a huge catalyst for my personal growth and development within Real Estate. Going from a place where I didn’t have these resources on my own, by being under their wing I was able to fully capitalize on all opportunities that came by way without any of them being missed.

The road to success as a rookie is much more than just working for someone that has a large business. It’s about working with people that you connect with and will invest the time to truly coach and develop you.. My first year on the team was beyond anything I could’ve ever imagined. We broke records, and all watched each other grow in tandem celebrating every single win big or small. I can say with full confidence that we’ve become a family. In this business it’s important to know that you have people looking out for you who genuinely have your best interest in mind. This created an atmosphere that became a recipe for my success.

How has social media and online marketing affected your real estate business? How much more success have you had now after implementing social media and online marketing efforts?

Social media is undoubtedly the future of real estate marketing. The moment I began harnessing the power of social media and videography was when I really noticed significant growth in my personal network. However, it’s so much more than just creating content. It’s important to market yourself in a way that is true to your personal brand while having people associate you as a Real Estate broker.

I cannot stress enough the importance of getting in front of a camera and really putting yourself out there. I’ve been known for being a bit of a perfectionist and this was something that I really struggled with. I would record a video and find myself being hyper analytical and getting nowhere. Posting for perfection is not the goal, perfection is unattainable, and consumers want something they can relate to on a personal level.

Whether your content is educational, informational, or lifestyle, the only way you’re going to connect with someone online is by showing them who you truly are. The more people can relate to you online increases the probability of you being able to close them. When you meet in person, you’ll instantly bond and establish that connection that will allow you to guide them through the transaction process organically.

No one is on social media because they have to be, it’s a choice. The goal with social media is to cast as wide of a net as possible while not deviating from your personal brand. You need to give people a valid reason as to why they should choose to follow you in an effortless way that resonates with them. Thousands of agents online are seen posting similar social media content. I strive for authenticity and individuality to ensure my platforms are unique to me. I am constantly meeting new clients through social media and it has become an integral part of growing my business and steady lead generation.

What do you consider the main differences between those people who have been successful in your industry and those who have failed?

The contributing factors to success in Real Estate sales are aligned with the same variables of any sales role. In order to truly stand out you must be extremely well-versed with respect to the product you’re selling. The goal is when you and your client part ways, no question is left unanswered.

On the listing side of a transaction, it is imperative that you familiarize yourself with every square inch of the apartment and the building it’s in. Being well-versed on the homes finishes, mechanical components, the building’s financials, and everything in between is crucial to selling a home to any prospective buyer. The moment you say, “I don’t know” you lose your credibility. When working with a buyer you must be extremely confident with respect to the areas and buildings you’re taking your clients to. This allows you speak with conviction when guiding them through these unfamiliar areas to properly reassure them.

The level of service you provide is by far at the pinnacle of success in real estate and it’s imperative that you hold yourself to a luxury standard. Even if you’re working in a property that’s not necessarily classified as luxury. You never know where the future referrals will come from and your reputation goes much farther than you think. Your level of service must be consistent with every client you interact with.

Professionalism and how you present yourself go very far and my professional image is something I work very hard to maintain and protect. You only get one chance to make a first impression when meeting a new potential client.

Combined with what I mentioned prior, honesty and integrity determine who truly succeeds in this industry. Clients can sense when a situation doesn’t feel right or if something is being forced onto them. I’m a firm believer in steering my clients away from something that I think is not a right fit rather than just trying to procure a transaction. The goal is not to “live by the deal” the goal is to advise your client in what you truly feel would be the best decision for them given their Real Estate needs and goals. Having that client service mindset is the only authentic way for you to reach success as a broker and to grow your business organically over time. When paired with tenacity and grit, you can go very far very quickly.