Reputation is the only currency that matters in real estate

After starting in real estate marketing as senior director of digital and social media at Douglas Elliman, Mike Fabbri transitioned into sales, becoming Rookie of the Year at Corcoran and later moving to The Agency in New York.

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Fabbri has coached hundreds of top agents before becoming one himself. He calls himself “an agent’s agent. I believe that respect for fellow agents is how deals actually get done,” he said.

With a townhome in Gramercy, a mansion in Litchfield, Connecticut, and two dogs – Dart and Dany – generating their own share of the business, discover how Fabbri works and why he loves the HBO-worthy level of drama that a career in real estate provides.

Name: Mike Fabbri

Title: Certified real estate salesperson

Experience: 12 years

Location: New York City

Brokerage: The Agency

Team: The Mike Fabbri team

Transaction sides: 15 (2024), 20 (JTD 2025)

Sales volume: $45.54M (2024), $40M (YTD 2025)

Awards: #1 Individual Agent (The Agency NY, 2024), Rookie of the Year (Corcoran, 2016)

What’s a big lesson you’ve learned in real estate?

Trust is everything, and reputation is the only currency that matters. Treat people with respect, communicate clearly and have empathy for everyone involved in a deal. People like to do business with people they like. I want fellow agents to see my name on a listing and light up – that’s what gives my clients an edge.

What is the best advice you ever received from a mentor or colleague?

Dottie Herman told me on Day 1, “Listening to gossip is just as bad as repeating it.” In this industry, reputation is the real currency. Stay above the noise. Set a good example.

What would you tell a new agent before he or she starts in the business?

Unfortunately, the odds are against you: About 90 percent of new agents quit within the first two years. A passion for real estate – or scrolling through Zillow – doesn’t make you a good real estate agent. A passion for people, making deals and solving problems is.

And it’s not what you see on TV. You don’t get a penthouse and a film crew on day 1. What you do get is rejection, long days, longer nights, emotional rollercoasters – and then the crazy high of closing a deal. You have to adapt, evolve, stay humble and keep learning – whether it’s day 1 or year 12.

If you can face that truth, things can only move forward. And if you stick with it, the reward isn’t just financial. It’s the relationships, the courage you build and the rush to accomplish something that seemed impossible.

What is the one thing everyone should do to improve their life or business?

First, find a passion outside of work. Mine is writing – it keeps me anchored, especially on the dark days.

Second: outsource. Double down on your strengths and get help with the rest. I focus on business development and customer relations.

The rest – operations, logistics, administration – goes to people who do it better. That’s the only way to grow without going crazy. Leave room for the things that keep you grounded.

Tell us a story about your most memorable transaction

A penthouse in Lenox Hill almost broke me. Six deals fell apart, including three under contract. One buyer would close on March 20, 2020, after which the world went into lockdown. Another was arrested by the government the day before closing time (yes, that actually happened).

We relisted, pivoted, survived a pandemic, and finally found the right buyer three years later. That deal taught me patience, perseverance, and the most important lesson of all: don’t spend your commission until it closes.

If you could do anything other than real estate, what would it be?

I would be a writer in Hollywood. Storytelling has always been my thing; that’s why I love this profession. Each deal has characters, conflicts, stakes and plot twists worthy of HBO.

Real estate scratches that creative itch: I get to build stories around houses, incorporate strategy into a story and yes, occasionally experience full-on drama. But writing will always be my other outlet. Everyone needs one.

Email Christy Murdock