“Real estate has been my hobby since I was 10 years old,” says Adam Kaufman. “Every Sunday, when my friends were out playing football, I’d go to open houses. I was a walking encyclopedia of who bought what and for how much.”
He still is, and last year his volume was $40 million.
Kaufman got to that extraordinary volume by being there for clients and customers. “When I do a transaction, I’m there until the end, coordinating whatever needs to be done—plumbing, electrical work, decorating.”
His success with buyers, he says, comes from recognizing they’re creatures of habit: “The key is to figure out what people really want as opposed to what they say they want. If you see their surroundings and how they live now, you can tell what will interest them in the future.”