Why the Best Agents Don’t Chase Deals, They Build Relationships #71

Small Issues That Create Big Problems in Real Estate Deals #73

In Episode 73 of Success Behind The Numbers, we sit down with Scott Scolnick, Attorney at Scolnick Law, whose hands-on experience in both real estate and law has shaped a client-first approach centered around responsiveness, collaboration, and getting deals to the closing table. 🎙️🏙️ After spending years immersed in real estate transactions before law school, Scott entered the legal profession already understanding the pace, pressure, and complexity of the industry. Working alongside brokers, lenders, landlords, buyers, and sellers gave him a practical perspective that now shapes the way he approaches negotiations, client communication, and deal management.   In this episode, Scott shares insight into the evolving legal landscape of New York real estate, including landlord-tenant laws, commercial leasing, contract negotiations, and the growing importance of collaboration between attorneys and brokers. He explains why responsiveness is critical, how small delays can derail transactions, and why the best professionals focus on protecting clients while still finding ways to move deals forward. If you want insight into the legal and operational side of real estate, this conversation offers a practical look at what actually keeps deals moving in today’s market. Timestamps: 0:00 – Intro: Meet Scott Scolnick 2:30 – Early Life & Long Island Roots 6:10 – Discovering Real Estate 10:00 – From Paralegal to Attorney 14:45 – Balancing Work & Law School 19:20 – Building Scolnick Law 24:15 – NYC Housing & Landlord-Tenant Law 29:00 – Commercial Lease Negotiations 33:40 – Why Communication Closes Deals 38:15 – The Importance of the Walkthrough 43:00 – Relationships Between Attorneys & Brokers 48:10 – The Future of NYC Real Estate Follow Rich: 📲 Instagram: @richamato_kwcore 📧 Facebook: Richard Amato Keller Williams Core Follow Scolnick Law: 📲 Instagram: @scolnicklaw 📧 Facebook: Scolnick Law | Kew Gardens NY 🌐 Website: www.scolnicklaw.com #SuccessBehindTheNumbers #RichAmato #CommercialRealEstate #NYCClosings #RealEstateTransactions #ClosingTable #BusinessRelationships

The Reality of Real Estate: What You Learn After Hundreds of Closings #72

In Episode 72 of Success Behind The Numbers, we sit down with Joseph DeVito, Real Estate Attorney and Founder of the DeVito Team, whose career has been shaped by a willingness to evolve, take risks, and build beyond a single lane in real estate. 🎙️⚖️ Starting his career in law, Joseph quickly distinguished himself by producing at a high level early on, only to find himself pushed out for outperforming expectations. That moment became a turning point, leading him to launch his own practice, scale his involvement in real estate transactions, and eventually expand into multiple areas of the industry.   In this episode, Joseph breaks down what he’s learned from handling hundreds of transactions, why understanding every part of the deal gives you an advantage, and how preparation and presentation directly impact results. He shares how he approaches listings, why details matter more than most agents realize, and how his background in law influences the way he advises clients throughout the process. If you want a deeper look at how experience, discipline, and adaptability come together to build a sustainable business in real estate, this episode delivers a grounded and practical perspective. Timestamps: 0:00 – Intro: Meet Joseph DeVito 2:10 – Early Life & Education 5:45 – Entering Law & Early Career Challenges 10:15 – Starting His Own Practice 14:40 – Scaling Transactions & Closings 19:00 – Burnout & Shifting Focus 23:30 – Expanding Into Real Estate 28:10 – Listing Strategy & Preparation 32:45 – Understanding Buyer Psychology 37:20 – Market Trends & Cycles 42:00 – Advice for Growth Follow Rich: 📲 Instagram: @richamato_kwcore 📧 Facebook: Richard Amato Keller Williams Core Follow Joseph DeVito & The DeVito Team: 📲 Instagram: @josephdevitoesq 📧 Facebook: The DeVito Team of Keller Williams Realty of Greater Nassau 🌐 Website: www.thedevitoteam.com #SuccessBehindTheNumbers #RichAmato #RealEstateBusiness #RealEstateAttorney #ListingStrategy #MarketInsights #BusinessBuilder

Why the Best Agents Don’t Chase Deals, They Build Relationships #71

In Episode 71 of Success Behind The Numbers, we sit down with Angelo Gionis, Senior Vice President of Contour Mortgage, whose decades in the mortgage industry have shaped a philosophy centered on relationships, consistency, and long-term thinking. 🎙️📊 Angelo’s journey started far from mortgages, working in stock brokerage at a young age before transitioning into his family’s paint and hardware business, where he learned the value of relationships and understanding people beyond the transaction. It wasn’t until he began referring clients for financing that he discovered the mortgage industry, a move that ultimately defined his career.   In this episode, Angelo shares how his early experiences shaped his mindset around work ethic, why relationships matter more than transactions, and how taking initiative and seizing opportunities have opened doors throughout his career. He breaks down the importance of listening to clients, delivering a high level of service, and focusing on long-term value rather than short-term wins. If you’re looking to build a business rooted in trust, consistency, and real connection, this episode offers insight from someone who has spent years building success through people, not just production. Timestamps: 0:00 – Intro: Meet Angelo Gionis 2:00 – Growing Up in Valley Stream 5:00 – From Stocks to Family Business 9:30 – Discovering the Mortgage Industry 13:45 – The Power of Work Ethic & Hustle 18:10 – Why Relationships Matter More Than Transactions 22:30 – The Importance of Listening to Clients 27:00 – Creating a High-Level Client Experience 31:20 – Seizing Opportunities in Business 36:10 – Building Long-Term Success 40:30 – Market Shifts & Industry Changes Follow Rich: 📲 Instagram: @richamato_kwcore 📧 Facebook: Richard Amato Keller Williams Core Follow Angelo Gionis: 📲 Instagram: @angelogionis 📧 Facebook: Angelo Gionis #SuccessBehindTheNumbers #RichAmato #MortgageLeadership #RealEstateFinance #RelationshipDriven #BusinessGrowth #SalesMindset

Building a Business Through Life’s Hardest Moments #70

In Episode 70 of Success Behind The Numbers, we sit down with Steven and Erica Gendel of The Gendel Group, Operating Partners at Keller Williams Livingston, to talk about what it really means to build a business and a life with intention. Known for their calm leadership and clarity in how they operate, Steven and Erica have built a real estate business rooted in strong communication and long-term thinking. Their approach to team building and operations has created consistency, structure, and sustainable growth. At the heart of it all is their son Joshua, a medically fragile child whose life, and the loss they experienced, continues to shape how they show up every day. They’ve chosen to live in a way that honors him, creating a life grounded in joy, humor, and connection. A powerful conversation on resilience, perspective, and what truly matters. Timestamps: 0:00 – Intro: Meet Steven & Erica Gendel 2:30 – Building a Business as Partners 6:15 – Playing to Strengths & Defining Roles 10:40 – The Systems Behind Their Growth 15:20 – The Value of an Operating Partner 19:45 – Leadership & Accountability 24:30 – Scaling with Structure 29:10 – Advice for Agents Building Teams 33:45 – What They Would Do Differently Follow Rich: 📲 Instagram: @richamato_kwcore 📧 Facebook: Richard Amato Keller Williams Core Follow The Gendel Group: 🌐 Website: www.gendelgroup.kw.com 📧 Facebook: Gendel Homeselling Team at Keller Williams Suburban Realty #SuccessBehindTheNumbers #RichAmato #KWLivingston #RealEstateLeadership #TeamStructure #OperatingPartner #BusinessGrowth #RealEstateTeams #LeadershipDevelopment #ScalableBusiness

Built From Scratch: What Actually Gets New Agents Off the Ground #69

In Episode 69 of Success Behind The Numbers, we sit down with Nazmus Sakib, a rising agent from Keller Williams Greater Nassau whose journey from humble beginnings to building real momentum in real estate is driven by discipline, consistency, and a relentless commitment to growth. 🎙️🔑 After moving to New York from Bangladesh at a young age, Naz developed a strong work ethic, shaped by adversity and a desire to create more opportunities. From graduating early to working multiple jobs while finding his path, his story reflects the mindset required to succeed in a competitive industry. He eventually found real estate and quickly realized that success isn’t about getting licensed. It’s about building structure, skills, and habits that compound over time.   In this episode, he breaks down how he built his business from scratch: leveraging social media, conversations, and consistent follow-up to generate opportunities. He shares why staying top of mind is everything, how coaching and training accelerated his growth, and what it takes to deliver a client experience that naturally leads to referrals. If you’re looking to understand what it really takes to break into real estate today, and more importantly, how to stay in the game and grow, this episode offers a practical and honest look at building a business from zero, one relationship at a time. Timestamps: 0:00 – Intro: From Bangladesh to New York 2:30 – Early Life & Work Ethic 6:45 – Getting Into Real Estate 10:15 – The Challenge of Starting With No Structure 14:20 – Finding Coaching & Training 18:10 – Building a Database From Scratch 22:30 – Social Media & Lead Generation 26:40 – First Deals & Gaining Momentum 31:10 – The Power of Follow-Up 36:20 – Delivering a Strong Client Experience 41:00 – Working With Investors vs Retail Clients Follow Rich: 📲 Instagram: @richamato_kwcore 📧 Facebook: Richard Amato Keller Williams Core Follow Nazmus Sakib: 📲 Instagram: @realtywnaz 📧 Facebook: Nazmus Sakib Realtor | Garden City NY #SuccessBehindTheNumbers #KellerWilliams #RealEstateAgent #NewAgentSuccess #RealEstateCoaching #SalesMindset #BusinessGrowth #RealEstateTraining