The Real Deal New York

How selling a $130K medical office helped Nikki Field crack the luxury market: VIDEO

Top Sotheby's broker says specialization is the way to go

December 11, 2015 03:20PM
By Katherine Clarke and Kerry Barger

Real estate brokers often spend years angling for that big break that will put them on the map.

For Nikki Field, a top-producing agent at Sotheby’s International Realty, that break came when she was given an assignment to sell a $130,000 medical office in Manhattan.

The commission from the deal was a pittance in comparison with what Field now earns but by branding herself as a “medical office specialist,” she was able to parlay the deal into seven other medical office transactions.

“I believe in specialization,” she said. “It worked for me.”

Soon, the owners of medical offices in prominent Park and Fifth Avenue buildings started reaching out to Field to sell their properties. The well-heeled owners of the apartments above those offices followed.

While Field soon branched out, she continued to parlay her successes on the deal front into marketing gold, first branding herself as a “penthouse specialist” and then later in dealing with wealthy buyers from mainland China.

“If there’s something you’re doing really well in this industry, herald it, put your name on it and fly with it,” Field said. “If you can be the best in one particular segment, whether it be a location, a type of property or a price point, you can garner recognition and opportunity from it.”

Video created by Uldis Direns and Alistair Gardiner.