When it comes to selling luxury real estate in the competitive Hamptons market, three heads are better than one.
Since joining forces in 2005, Justin Agnello, Hara Kang, and James Keogh of Douglas Elliman’s Atlantic Team have tackled the Hamptons real estate market with their unique combination of knowledge and skill. Leaving no property behind, the trio has risen through the ranks to become Elliman’s #1 team in the area. Now, with inventory tight and rates high, the team’s collective strategic approach is more important than ever. The Real Deal sat down with Agnello, Kang, and Keogh to learn how they plan to leverage their team dynamic into continuing success in the hot Hamptons market.
Putting the Team Together
The three agents were fresh out of college and had just entered the industry when they decided to pool their talents to take on the Hamptons market together. “We were all green, and we used it to our advantage,” recalls Agnello, who was raised in Upstate New York. “Combining our efforts pushed us to make more sales.”
“We had all been through college and learned the value of marketing, and we saw the potential in teams where no one else in real estate had,” explains Hamptons native Keogh. “Especially the equal partnership we have, where everyone gets 33% of each sale, no one had done that prior to us.”
Their combined efforts paid off quickly. By 2009, they were nationally ranked as one of Elliman’s top producing teams, and their numbers have continued to climb ever since. “We peaked at over 100 transactions in one year,” recalls Kang, who grew up in Queens. “We were only able to do that because we’re equal partners. Being able to divide and conquer has allowed us to expand to cover all of the Hamptons.”
As a measure of their success, the Atlantic Team cleaned up at the 2024 Douglas Elliman “Ellies” awards, garnering first place for team sales and rentals, both by number of transactions and gross commission income. They also snagged the coveted Pinnacle Award for ranking in the top 3% of Elliman agents nationwide.
Strength in Numbers
The Atlantic Team’s partnership model pays dividends at every stage of the real estate selling process. “From the first step, when you’re pricing your home, three opinions are better than one,” says Keogh. “When it comes to a marketing strategy, you have three experts who know what’s going on and what’s changing. And then during the negotiation, we’re all going over the offers and figuring out the best approach.”
Having three equal partners also expands the ground that the team can cover, allowing them to take on listings of any size across the Hamptons while still giving each one their personal attention. “Usually, when you hire a brand name agent, they go on listing pitches and then they give it to a junior partner,” explains Agnello. “With the Atlantic Team, we’re going to be the ones showing it whether it’s a million dollar or a $25 million listing.”
In addition to the power they’ve built through their partnership, the Atlantic Team leverages the larger Douglas Elliman network of luxury brokers to tap into a nationwide pool of buyers. “We’re connected with top agents from New York, South Florida, California, and Aspen,” says Kang. “Everyone always says they have a nationwide network, but with Elliman it’s as easy as a click of a button.”
A Passion for Selling
While the Atlantic Team is a full-service brokerage covering everything from repping monthly rentals to working with buyers, high-end listings around the Hamptons are their bread and butter. “We treat each listing like its own company,” says Kang. “The owner is the CEO and we’re the board of directors.” This all hands on deck approach has been a key part of the Atlantic Team’s ongoing success and continuous growth year over year, and has helped them become the go-to broker for off-market sales as well as secured them a range of top listings around The Hamptons.
We asked the team to go over a few of their favorite current listings with us. First up is 96 Northwest Landing Rd, a 1.72 acre slice of Hamptons paradise located on a secluded lot with water views and a sculptural 4 bed/4 bath house starting at $8.35 million.
The listing exemplifies the Atlantic Team’s attention to detail, from the sunset photography, to the home’s unbeatable location, to the comprehensive virtual tour. “We’re constantly working to use new technology for our listings,” says Agnello. “We were using email when everyone else relied on a fax machine.”
Kang told us that, in the Hamptons right now, “Land is king,” which is why the Atlantic Team is proud of 26 Jericho Rd East. This 7.01 acre lot is “probably the last of its kind south of the highway,” explains Kang, who describes the lot as being perfect for subdivision by a developer or as the setting for a Hamptons dream home of the buyer’s own making.
Keogh emphasized the Atlantic Team’s dedication to helping buyers through every step of the process when it comes to their land sales. “We have the connections for land planning, we have people that can test the soil, we know the local attorneys,” he says. “We help people from the time they put in the bid to the foundation going in.” It’s a wealth of knowledge and connections that can only be built over decades of work, and it’s what sets the Atlantic Team apart from other brokers working in the Hamptons.
Experience Breeds Success
In today’s market, with rates high and inventory tight, having the right broker can be the difference between maximizing your value and letting your property languish. “Buyers are very comp oriented right now,” explains Agnello. “It’s really important to know the market, know the comps, because even though inventory is tight and you can get more money, if you’re too bullish your listing will just sit there.”
“A lot of times we find ourselves being the calmer heads,” continues Keogh, who emphasizes the need to exercise caution both when listing a property and handling bidding wars that can sometimes erupt. “You can get a very competitive bid where someone uses a bold offer to stick their foot in the door, and then two days later they’re gone. We have the strategy to get the best offer.”
If you’re looking to list your Hamptons property, reach out to the Atlantic Team today and work with the best in the business.