What 20 Years in NYC Real Estate Taught Me About Building Trust, Not Hype with Ross Keit
What does it actually take to survive (and thrive) in New York real estate for decades?
In this episode of The Madison Podcast, host Ben Lavender sits down with Ross Keit of Keller Williams Realty Landmark, a second-generation broker with over 20 years in the business and $100M+ in closed volume. Together, they unpack what luxury deals really look like, why most agents misunderstand lead generation, and how long-term success is built through relationships, education, and humility.
This isn’t theory. This is hard-earned perspective from the trenches of NYC real estate.
What You’ll Learn in This Episode
– Why luxury real estate is more psychology than price
– How niche markets (seniors, relocation, luxury) are built intentionally
– The overlooked reason most agents fail to generate repeat business
– How to reconnect with your sphere without sounding salesy
– Why today’s agents must act more like advisors than salespeople
Key Takeaways & Timestamps
00:01 – How growing up in real estate shaped Ross’s approach to sales, leadership, and longevity.
00:03 – The real challenges behind a $5.5M Queens sale (and why patience matters more than pressure).
00:06 – How education and certifications open doors to seniors, relocation, and high-trust clients.
00:10 – Why home anniversaries, not cold calls, drive 95% referral-based businesses.
00:17 – The fear holding agents back from their easiest source of business—and how to fix it.
00:25 –How expectations, debt, and lifestyle reality are reshaping buyer and seller behavior.
🤝 Let’s Connect
Host:
Ben Lavender – New York’s Favorite British Mortgage Broker
📸 Instagram: @blavmtg
Guest:
Ross Keit – Keller Williams Realty Landmark
📸 Instagram: @nygolfingrealtor
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