Teaming Up for Bigger Profits

A look at the city's top broker partnerships

In an industry dominated by solo entrepreneurs, the joint efforts of Bonnie Chajet and Ronnie Lane are clearly the exception.

At nearly 28 years and counting, the two have formed the longest running and arguably most successful partnership among Manhattan residential real estate agents.

“It works because we get along so well,” said Chajet. “The only thing we argue about is politics.”

Together, the pair, which met while studying for their licensing exam, does around 95 percent of their deals together, and split all their commissions 50-50.

Though the number of permanent partnerships among brokers in the city is small, with no more than a few at most firms, many say it is a growing trend.

In this issue, The Real Deal looks at some of the top teams in the city, in a series of profiles that begins on page 14. The magazine approached 25 firms of all sizes and asked for the top-selling or most accomplished sales partnership, with partnerships defined as including two or more brokers who work together and split commissions.

Working solo is the norm in real estate, but members of partnerships point out that they earn more collectively than alone and find an advantage in being able to bounce ideas off one another. Many also point out their arrangements provide more flexibility and fun than working by themselves.

Clients also get two brokers for the price of one, and are less likely to be passed off to inexperienced assistants.

Also, in a business where deals change from hour to hour, sped along by the Internet, with many people now amenable to living anywhere in Manhattan, some see it as a necessity.

Jo Siegel and Diane Kramer, whose long-running partnership was formed 15 years ago at MLBKaye International Realty, said they joined forces because they were so busy.

“It seems to be an up-and-coming thing now,” Siegel said. “In New York, it happened because you can t even take an hour off.”

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Overall, the numbers are still small. Roberta Benzilio, executive vice president at William B. May, estimates less than one percent of brokers at her company are partnering with another agent. Chajet said there are six or so partnerships at Warburg, which has 90 brokers. Overall, there appears to be a greater percentage nationally than in Manhattan.

Many teams are part of the same family. Dianne Van Laer and Carolyn Levitan are cousins who work together at Bellmarc, Sheila and Elliott Lokitz are a husband and wife team at Corcoran, and Stephen Kotler works with his brother Michael at Douglas Elliman as part of a larger team, the Kotler Group.

The family ties point to a need for trust in partnership arrangements.

“Having a sibling as a partner, there is a trust level there,” said Stephen Kotler. “We trust each other implicitly.”

Even with trust, it can be hard to form a lasting partnership. Many dissolve quickly, for a variety of reasons.

“A lot of times it s ego,” said Kotler.

Making sure the right financial agreements are in place is key.

“Many partnerships that don t last, it s because people start having score sheets,” said Siegel.

“You have to be really clear and lay out up front what is the agreement coming in and agreement going out,” said Herve Senequier, who partners with Leonard Steinberg at Douglas Elliman. “In some cases, it gets very ugly when people part.”

Basic mismatches are perhaps the number one reason why teams don t survive, other brokers said.

“Both of the partners have to be equally motivated,” said Chajet. “And you have to be open about it if you don t think it s going well.”

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