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WE SERIOUSLY WANT YOU TO COME DOWN TO THE ISLANDS
AND LOOK AT THE PROPERTIES WITH A QUALIFIED BUYER.
(Richard) I PLANNED ON COMING DOWN TO ST. BARTS,
BUT I DIDN'T ANTICIPATE HAVING TO BRING
A LEGITIMATE BUYER ON THE FIRST TRIP.
IT'S CAUSING A LITTLE ANXIETY.
I'M SURE YOU'LL SOLVE THE PROBLEM.
TWO BEDS.
(Tom) TODAY I'M AT CHELSEA HOUSE.
I'VE SHOWN IT OVER 100 TIMES. IT DOESN'T SEEM TO BE MOVING.
BIG KING-SIZE BED.
IT'S A KING-SIZE SUITE IN A BAD HOTEL.
I THINK WE'RE DONE.
I THINK THE LISTING IS NOT MOVING BECAUSE OF THE DéCOR.
WHAT WE NEED TO DO IS EMPTY EVERYTHING OUT.
EVERYTHING?
EVERYTHING.
♪♪
Closed Captions provided by Scripps Networks, LLC.
Captioned by Closed Captioning Services, Inc.
(knock on door)
HELLO, ROB. COME ON IN.
HEY, TOM, HOW ARE YOU?
THANK YOU.
WELCOME.
TODAY I'M AT CHELSEA HOUSE, A FANTASTIC 2-BED,
2-BATH, 1,500-SQUARE-FOOT APARTMENT.
LET'S START WITH THE FABULOUS KITCHEN.
I KNOW YOU'RE A CHEF.
SO CAN YOU SEE YOURSELF COOKING HERE?
I DO LIKE THE KITCHEN VERY MUCH.
(Tom) THIS LISTING IS REALLY SPECIAL
BECAUSE IT'S IN A VERY SLEEK MODERN BUILDING.
IT'S IN THE HEART OF CHELSEA, ONE OF THE MOST
SOUGHT-AFTER NEIGHBORHOODS IN ALL OF NEW YORK CITY.
I LIKE THE OPENNESS...
MM-HMM.
BUT THIS DOESN'T SAY NEW YORK CITY TO ME,
DOESN'T SAY CHELSEA.
YOU KNOW, USE YOUR IMAGINATION.
(Rob) IT WAS DIFFICULT TO SEE BEYOND WHAT WAS THERE.
YOU KNOW, IT WAS KIND OF WALKING THROUGH A FURNITURE SHOWROOM
INSTEAD OF WALKING THROUGH MY POTENTIAL HOME.
BEAUTIFUL VIEW. WHAT WAY ARE WE FACING?
YOU'RE HITTING ME WITH ALL THE GOOD STUFF, AREN'T YOU?
(Tom) WHEN I TOOK THE LISTING,
I THOUGHT THAT THIS WOULD BE PRETTY MUCH A SLAM DUNK.
IT'S A GREAT BUILDING, GREAT LOCATION,
WE PRICED IT APPROPRIATELY.
I UNDERSTAND THAT WE DON'T HAVE A VIEW,
AND UNFORTUNATELY, THAT'S BEEN A MAIN DISTRACTION
AS WELL AS THE FACT
THAT PEOPLE ARE VERY DISTRACTED BY THE DéCOR.
THIS IS A KING-SIZE SUITE IN A BAD HOTEL.
A LUGGAGE RACK AND A MINI BAR, AND WE'RE SET.
THIS IS SO NOT CHELSEA, WOW. I THINK WE'RE DONE.
TODAY'S PROPERTY TOUR WAS ONCE AGAIN QUITE FRUSTRATING FOR ME
BECAUSE YET AGAIN, I'M FACED WITH A PROSPECT
WHO JUST CAN'T SEE BEYOND THE DéCOR
OF THIS PARTICULAR HOME.
I'M SORRY IT'S NOT YOUR TASTE.
IT'S OKAY.
I THANK YOU FOR COMING, AND I'LL SEE
IF THERE'S SOMETHING ELSE I CAN MAYBE FIND FOR YOU.
ALL RIGHT, WE MOVE ON.
THE LISTING AGREEMENT IS UP IN A FEW WEEKS,
AND IT'S BECOMING VERY CLEAR TO ME NOW THAT AT THIS POINT,
I HAVE TO EMPTY OUT THE WHOLE APARTMENT.
(man) LIKE I TOLD YOU BEFORE,
WE'RE REALLY SERIOUSLY TRYING TO FIND
SOME REPRESENTATION IN NEW YORK.
AND WE FELT THAT YOU KIND OF REPRESENT THE NEW YORK CLIENTS
THAT WE'RE AFTER.
AND REMEMBER, I'VE BEEN COMING TO ST. BARTS
FOR TEN YEARS WITH MY FAMILY
SO IT'S NOT THAT I'M A NEWCOMER TO THE ISLAND.
SO YOU TELL ME WHAT THE NEXT STEP IS.
I'M LISTENING, ALL EARS.
(Richard) I'M HERE MEETING ROBERT BROWN
WHO IS ONE OF THE MANAGING DIRECTORS OF SIBARTH RENTALS.
IT IS THE LARGEST RENTAL AND SALES AGENCY ON ST. BARTS,
250 HIGH-END VILLAS THAT THEY RENT OR SELL
TO CLIENTS EXACTLY LIKE MINE IN NEW YORK CITY.
THE MOST IMPORTANT STEP RIGHT AWAY IS FOR YOU
TO COME DOWN TO THE ISLAND WITH A QUALIFIED BUYER,
AND WE NEED TO MAKE IT CLEAR WE DO NOT WANT THIS TO BE
AN EXTENDED VACATION FOR SOMEONE.
WE DON'T NEED TO WASTE OUR TIME NOR YOURS.
IT DOES NEITHER ONE OF US ANY GOOD FOR ME
TO COME DOWN HERE ON A JOYRIDE, QUITE FRANKLY.
RIGHT.
I UNDERSTAND THAT, BUT WE GOT TO BE VERY CLEAR
SO THERE'S NO MISUNDERSTANDINGS.
(Robert) MY JOB IS TO HELP BUILD THE SIBARTH BRAND
THROUGHOUT THE UNITED STATES.
AND TO REALLY GET MORE AND MORE PEOPLE TO RENT VILLAS
AND TO BUY VILLAS ON THE ISLAND OF ST. BARTS.
AND RICHARD SEEMS TO BE THE TYPE OF PERSON
THAT COULD EXTEND SIBARTH TO THE CITY OF NEW YORK.
WE WANT TO SEE YOU IN ACTION WITH A POTENTIAL CLIENT
BECAUSE WE WANT YOU TO BECOME AN EXTENSION OF US
AND FOR US TO BECOME AN EXTENSION OF YOU.
SO SEEING YOU IN ACTION TELLS US ALL THAT.
(Richard) I PLANNED ON COMING DOWN TO ST. BARTS,
BUT I DIDN'T ANTICIPATE HAVING TO BRING A LEGITIMATE BUYER
ON THE FIRST TRIP.
TO BE QUITE HONEST WITH YOU,
I DON'T WANT HAVE LUNCH AND RUN BACK TO THE OFFICE
AND MAKE SOME PHONE CALLS.
I'M SURE YOU'LL SOLVE THE PROBLEM.
THE SHOWING TODAY WENT AS SO MANY OF THE SHOWINGS
HAVE GONE IN THE PAST.
(Tom) I'M ABOUT TO MEET WITH MY CLIENT.
IT IS THE MOMENT OF TRUTH.
I HAVE GOT TO TELL HIM WHY THIS APARTMENT IS NOT SELLING
AND WE HAVE TO TAKE ACTION.
THEY GET VERY DISTRACTED, VERY CONFUSED BY THE DéCOR,
THE LARGE, BULKY SOFAS.
I THOUGHT THEY'D BE MORE DISTRACTED
BY THE BLANK BRICK WALL
AND NOT THIS LOVELY VERMONT CHALET FURNITURE.
WELL...
YOU WE'RE GOING FOR VERMONT CHALET.
I'M THE ONLY ONE IN THE BUILDING THAT WENT WITH THIS LOOK.
VERMONT CHALET AT THE CHELSEA HOUSE.
(Tom) BRINGING UP PERSONAL DéCOR WITH A CUSTOMER--
VERY, VERY DIFFICULT.
EVERYONE'S TASTE IS DIFFERENT, I REALIZE THAT,
BUT WE HAVE TO, AS MUCH AS POSSIBLE,
PRESENT A CLEAN PALETTE SO THAT THE BROADEST POSSIBLE AUDIENCE
CAN SEE THEMSELVES LIVING IN AN APARTMENT.
WHAT WE NEED TO DO IS EMPTY EVERYTHING OUT.
WHOA, EVERYTHING?
EVERYTHING--
THE CURTAINS, THE ARTWORK, EVERYTHING.
IT ALL HAS TO GO. I NEED A CLEAN PALETTE.
THERE ARE COSTS INVOLVED WITH ME JUST VACATING THIS UNIT.
SO IT'S NOT JUST ONE COST. IT'S GET IT OUT, PAY FOR THAT.
STORE IT, FIND A HOME FOR IT.
AND NUMBER TWO, BRINGING SOMETHING ELSE IN
THAT YOU WANT ME TO PAY FOR.
(Tom M.) THE LISTING IS ALMOST UP, I WANT TOM TO SELL THE UNIT.
I'M NOT INCLINED TO RELIST AT THE MOMENT
BECAUSE I WANT THE PRESSURE ON HIM.
I THINK THE BALL IS NOW IN TOM'S COURT.
I NEED YOU TO MAKE A SMALL INVESTMENT
TO GET YOU BACK THE NUMBER I WANT TO GET YOU.
IN THE NEXT 45 DAYS.
YES. OKAY?
I LIKE THAT ANSWER.
♪♪
(Richard) WHEN BOB AND SIBARTH HAD ASKED ME
TO BRING DOWN SOMEONE TO ST. BARTS,
SOMEONE THAT MIGHT BE A POTENTIAL PURCHASER,
I THOUGHT OF ROGER AND BARBARA RIGHT AWAY.
THEY ARE IN FACT LOOKING FOR A PLACE IN THE CARIBBEAN.
I HAVE GREAT STUFF TO SHOW YOU.
I'M SORRY I DIDN'T LET YOU UNPACK
BUT WE'VE GOT A LOT TO SEE.
I HAVE OUR FIRST VILLA LINED UP,
AND I REALLY, REALLY WANT TO GET GOING.
ST. BARTS IS THE JET-SET CARIBBEAN ISLAND OF THE WORLD.
YOU GET PEOPLE FROM ALL OVER THE WORLD.
SO IT'S THE WINING, THE DINING, THE LOCATION,
AND THE RENTAL INCOME THAT YOU GET
THAT MAKE THIS UNIQUE TO ANY OTHER CARIBBEAN ISLAND.
(Roger) WHAT A VIEW FOR THE FIRST STOP.
YOU'RE NOT GONNA DO BETTER THAN THIS, ARE YOU?
RIGHT.
ANYONE HOME? SUSAN? HI THERE!
HI, TOM. HOW ARE YOU?
IT'S SO NICE TO FINALLY MEET YOU.
NICE TO MEET YOU.
(Tom) TODAY I'M MEETING WITH SUSAN GOLDSTEIN,
A PROFESSIONAL STAGER, AND I'M HOPING
THAT WE'LL BE ABLE TO COME UP WITH A PLAN
TO RESTAGE MY LISTING
SO THAT IT LOOKS LIKE A SLEEK MODERN CHELSEA APARTMENT.
THIS IS A GREAT-SIZE ROOM, BUT IT'S COZY, TOO.
MM-HMM.
WE WANT TO CONCENTRATE ON LAYERING
AND BRINGING IN COOL METALS AND GLASS
THAT WILL BRING IN MORE LIGHT, PLUS CREATE AN AMBIANCE, A HOME.
(Susan) I THINK WHEN YOU'RE SELLING A HIGH-END PROPERTY,
THERE HAS TO BE A CERTAIN AMOUNT OF SOPHISTICATION AND ELEGANCE
SO THE LOOK THAT TOM AND I ARE GOING FOR
WILL REFLECT THAT VERY COOL CHELSEA VIBE.
THIS TABLE HAS SEVERAL ASPECTS TO IT
THAT I THINK ARE REALLY GOOD.
IT'S GLASS, IT'S METAL, BUT YOU CAN SEE THROUGH THE METAL.
AND THEN WE REALLY SHOULD TALK ABOUT A DINING ROOM.
I'M THINKING GLASS TABLE BUT A WARM CHAIR.
(Tom) THE CHANGE HAS TO BE DRASTIC,
IT HAS TO BE IMMEDIATE BECAUSE AFTER FIVE MONTHS
OF SHOWING THIS APARTMENT WITH FOUR WEEKS LEFT,
IF I DON'T GET THIS DONE, I LOSE THE LISTING
AND ALL OF THAT WORK WAS FOR NOTHING.
WHEN DO I NEED TO THIS BY?
YESTERDAY.
AH.
BARBARA AND ROGER, YOU'VE BEEN HERE ENOUGH TIMES.
LOOK, YOU CAN SEE THIS TOWN, ST. JEAN.
IT'S REALLY SPECTACULAR.
ONE OF THE BEST VIEWS ON THE ISLAND.
♪♪
(Richard) THIS IS NICE, OPEN LIVING ROOM, DINING ROOM.
YOU KNOW, IN ST. BARTS, EVERYTHING IS WHITE.
IT'S SO NICE.
YEAH, IT IS NICE.
THEN YOU HAVE THIS GREAT OUTDOOR TERRACE IN THE BACK.
I LIKE THE IDEA, THOUGH, IF IT'S WINDY OUT THERE
WE CAN STILL BE OUTDOORS AND ENJOY OUR MEAL.
EXACTLY.
(Roger) THE ISLAND IS ONE THAT WE VISITED MANY, MANY TIMES
OUR SON WAS MARRIED HERE FIVE YEARS AGO.
AND OUR DAUGHTER'S BEEN COMING HERE FOR 16 YEARS EVERY YEAR
AND SO WE THOUGHT IT WOULD REALLY BE TERRIFIC
TO HAVE A VACATION HOME HERE FOR OUR WHOLE FAMILY.
(Richard) TO ME, YOU KNOW, YOU LIVE IN TWO ROOMS,
YOU LIVE IN YOUR MASTER BEDROOM AND YOU LIVE IN YOUR KITCHEN,
SO TO ME, IT'S ACTUALLY, AS FAR AS I'M CONCERNED,
THE MOST IMPORTANT ROOM.
ABSOLUTELY, IT'S A NICE KITCHEN.
KIND OF INSIDE AND OUTSIDE AT THE SAME TIME,
WHICH IS REALLY NICE.
RIGHT, BUT LET'S GO LOOK AT THE MASTER BEDROOM.
THEY DESIGNED THIS HOUSE SO THAT WHEN YOU GET UP IN THE MORNING,
YOU HAVE THESE BEAUTIFUL OCEAN VIEWS.
YOU PROBABLY DON'T GO TO SLEEP IF YOU HAVE VIEWS LIKE THIS.
THAT'S NOT SO TERRIBLE.
(Richard) I PURPOSELY PICKED THIS PROPERTY
BECAUSE THEY'VE STAYED HERE MANY TIMES BEFORE,
BUT THEY HAVEN'T STAYED IN A VILLA WITH A VIEW LIKE THIS,
AND I WANTED TO HAVE THEM FALL IN LOVE WITH THE VIEW.
TAKE A LOOK AT THE VIEW, ROG, REALLY, REALLY NICE.
(Roger) THAT'S FABULOUS.
(Richard) I ALSO WANTED THEM
TO UNDERSTAND THE INVESTMENT POTENTIAL,
WHICH IS ONE OF THEIR CHIEF CONCERNS,
IS VERY, VERY STRONG HERE
MORE SO THAN ANY OTHER CARIBBEAN ISLAND.
(Richard) THIS WAS ORIGINALLY THE MAIN HOUSE,
AND THEN THEY KEPT BUILDING ON AND ON TO IT.
THERE'S THE ROOFLINES OF THE PRESENT MAIN HOUSE.
(Roger) RICHARD'S A GOOD FRIEND,
AND I LIKE RELYING ON HIS ADVICE
BUT I'M NOT GONNA BUY IT IF I DON'T WANT TO.
BARBARA, WHAT DID YOU THINK?
THE ONLY THING THAT SEEMS TO BOTHER ME
IS THE FACT THAT WE HAD THIS REALLY STEEP HILL TO GO UP,
AND I'M WORRYING IF A LOT OF KIDS,
WHEN MY FAMILY COME DOWN, IT WOULD BE DIFFICULT.
THE OTHER PROBLEM, WHICH MY WIFE FORGETS ABOUT,
IS WE JUST FELL OFF AN AIRPLANE
AND I DON'T HAVE THE MONEY IN MY POCKET.
OBVIOUSLY, I DID DRAG YOU OFF THE PLANE.
YOU HAVEN'T EVEN UNPACKED YET. I GET IT, I TOTALLY GET IT.
(Richard) THEY LOVE THE VIEWS,
BUT THEY DON'T LIKE THE DRIVE TO GET TO THE VIEWS.
I HAVE A LIMITED AMOUNT OF TIME, A LOT OF PRESSURE,
I'VE GOT TO PROVE MYSELF.
I GOT TO GO BACK TO THE OFFICE, GET MYSELF SET UP FOR TOMORROW.
YOU NEED TO GET EDUCATED. YOU'VE BEEN HERE BEFORE.
BUT THIS IS YOUR FIRST TIME LOOKING AT PROPERTY,
I DON'T EXPECT YOU TO WRITE A CHECK THIS MINUTE.
THANK GOODNESS.
AFTER YOU GUYS. LET'S GO.
(Tom) TODAY I'M BACK AT MY LISTING AT CHELSEA HOUSE.
I'M MEETING UP WITH SUSAN GOLDSTEIN,
WHO'S BEEN WORKING FOR DAYS THROUGH THE NIGHT
TO GET THIS TOGETHER.
I'M VERY EXCITED ABOUT THE PROSPECT
OF SEEING A COMPLETELY TRANSFORMED LISTING.
I DON'T WANT TO LOOK YET.
PEEKABOO, AND HERE YOU GO.
IT'S A WHOLE NEW APARTMENT.
BRAND-NEW LISTING.
I DON'T RECOGNIZE THIS PLACE.
I KNOW.
THIS IS FANTASTIC.
FROM THE PERSPECTIVE OF A REAL ESTATE BROKER,
STAGING IS JUST ABOUT EVERYTHING.
YOU HAVE TO BE ABLE TO GIVE PEOPLE THE OPPORTUNITY
TO SEE A HOME IN THE WAY
THAT THEY MIGHT LIVE THERE THEMSELVES.
THIS IS THE NEW MASTER BEDROOM.
WOW, IT'S GREAT. IT FEELS SO MUCH BIGGER.
THESE MIRRORS ARE GREAT.
AREN'T THESE AMAZING? THIS WALL NOW POPS.
(Susan) MY AIM WITH THIS APARTMENT
WAS TO MAKE SURE THAT IT REFLECTED
THE VERY CONTEMPORARY CHELSEA HIP NEIGHBORHOOD.
WE WANTED TO OPEN UP THE SPACE, WE WANTED TO BRING IN LIGHT,
AND I THINK WE ACCOMPLISHED ALL OF OUR GOALS.
IT'S YOUR SAFE HAVEN FROM THE STORM OF NEW YORK CITY.
EXACTLY.
I THINK YOU'VE GOT EVERYTHING YOU NEED
TO SELL THIS APARTMENT NOW.
(Tom) I SPENT THE DAY YESTERDAY
PORING OVER HUNDREDS OF LISTINGS,
AND I THINK I'VE KNOCKED IT OUT OF THE PARK.
THIS IS BEAUTIFUL. WHAT A SPOT.
(Richard) BARBARA DECIDED SHE WANTED TO DO A LITTLE SHOPPING.
IN HER PLACE, I HAVE ROBERT BROWN FROM SIBARTH.
I PERSONALLY DON'T LIKE PEOPLE LOOKING OVER MY SHOULDER,
BUT HE'S GOT A LOT ON THE LINE AS WELL AS I DO.
(Roger) THIS IS GREAT.
(Richard) I MEAN, THIS IS UNBELIEVABLE.
♪♪
YOU SEE THIS, IT FLOWS SEAMLESSLY
THROUGH THE ENTERTAINING SPACE
ONTO THE POOL RIGHT OUT TO THE WATER.
YOU REALLY HAVE THE OPEN FEELING.
IT'S VERY WIDE.
AND IT SOLVES THE PROBLEMS THAT WE HAD YESTERDAY.
RIGHT. DON'T GET TOO COMFORTABLE.
COME ON, WE HAVE A LOT OF HOUSE TO SEE.
(Robert) MUCH OF WHAT ST. BARTS IS TODAY
IS BECAUSE OF THE NEW YORK CLIENT
AND WE'RE VERY INTERESTED IN RICHARD
BECAUSE HE REPRESENTS NEW YORK AT ITS BEST.
I'M HERE TO WATCH HIM TO SEE CAN HE CUT IT,
AND CAN HE BRING US BUSINESS?
THE FENG SHUI ELEMENT, YOU KNOW I'M OBSESSED WITH THAT.
THE WATER ELEMENT, IS A VERY, VERY CALMING EFFECT.
VERY RELAXING.
IT ACTUALLY BALANCES THE NEGATIVE
AND POSITIVE FORCES OF NATURE, KEEPS YOUR CHI ENERGY.
I WANT YOU TO GO BACK OUTSIDE, I WANT YOU TO FEEL THE OUTSIDE.
AND I LIKE THAT THE MASTER IS SEPARATE.
IT'S IN ITS OWN CORNER.
IT'S TERRIFIC. IT'S GREAT.
THEY LITERALLY BROUGHT THE BEACH TO YOU.
I ALSO WANT TO POINT OUT-- IS THIS MASTER BATH.
YOU THINK THIS IS A CLOSET.
WOW, THAT'S A FAMILY SHOWER.
IT'S AN OUTDOOR SHOWER WHICH IS REALLY INDOORS.
LOOK AT THE SHOWERHEAD. YOU TALK ABOUT RAIN SHOWERS.
VERY NICE.
LET'S GO. I WANT YOU TO SEE SOME MORE.
(Richard) AFTER 20 YEARS OF BEING IN THIS BUSINESS,
YOU CAN TOUCH ON THESE LITTLE CLUES THAT TELL YOU
THAT SOMEONE EITHER LIKES OR DISLIKES THE PROPERTY.
ROGER REALLY TOOK A MINUTE TO SORT OF GO OFF BY HIMSELF,
WHICH WAS REALLY A VERY EXCITING TIME FOR ME.
(Robert) WHAT IS YOUR RELATIONSHIP WITH ROGER?
90% HE PEOPLE THAT I WORK WITH ARE MY FRIENDS.
I DON'T WORK OUT OF COLD CALLS OR REFERRALS FROM THE AGENCY.
I HAVE A 20-YEAR REPUTATION, SO THAT SHOULDN'T BE AN ISSUE.
OKAY.
HE'S QUALIFIED, AND HE'S LOOKING, I PROMISE YOU.
GOOD.
CAN WE MAYBE SEE THE OTHER TWO BEDROOMS?
YEAH, ABSOLUTELY.
YOU HAVE TWO ACCESS POINTS HERE.
YOU CAN GO INTO ANOTHER BEDROOM, WHICH IS GREAT,
BECAUSE IF YOU HAVE TWO BROTHERS OR SISTERS OR TWO COUPLES--
OR A FAMILY.
OR A FAMILY, RIGHT. LET'S WALK OUTSIDE HERE.
I WANT YOU TO GET A FEEL FOR THIS VIEW ALSO.
AGAIN, EVERYTHING HAS WATER VIEW.
I MEAN, IT'S GREAT.
I DON'T HAVE TO BE IN NEW YORK TO KNOW WHEN IT'S RIGHT.
YOU'RE RIGHT.
BUT I REALLY CAN'T DO IT WITHOUT MY WIFE.
WE'LL BRING HER BACK THIS AFTERNOON.
IF THEY WERE TO BUY THIS AFTER SPENDING THREE DAYS
IN ST. BARTS LOOKING AT PROPERTIES, IT WOULD BE HUGE.
SO THE FACT THAT HE WANTS TO COME BACK A SECOND TIME
WITH BARBARA IS A VERY GOOD SIGN.
LOOK, TONIGHT WE HAVE A COCKTAIL RECEPTION...
OKAY.
AT THIS SPECTACULAR, FABULOUS VILLA.
IS THAT INCLUDED IN THE PRICE?
WILL YOU LISTEN TO ME?
I'M TRYING TO SELL YOU A HOUSE HERE.
HI THERE. NICE TO SEE YOU.
TODAY'S THE DAY OF MY BIG OPEN HOUSE AT 19th STREET.
WE INVITED ALL THE BROKERS. WE INVITED THE GENERAL PUBLIC.
WE'LL SEE WHAT THE TURNOUT IS.
I WANT TO MEET THE PEOPLE, SHAKE THE HANDS,
AND SELL THIS APARTMENT.
5 YEARS, THE BUILDING IS 5 YEARS OLD.
IT'S GROUND-UP NEW CONSTRUCTION,
24-HOUR DOORMAN, CHILDREN'S PLAYROOM,
GYM, AN AMAZING ROOF-DECK.
I THINK TWO OF THE APARTMENTS
HAVE DONE A THIRD BEDROOM OVER THERE.
IT HAS MORE CLOSETS THAN YOU'VE SEEN ANYWHERE IN ANY APARTMENT.
TODAY I WAS REALLY ABLE TO TALK THE TALK
WITH MY FELLOW BROKERS.
I DID NOT HAVE TO DO ANY APOLOGIZING
OR EXPLAINING FOR THE FURNITURE.
IT WAS REALLY ABOUT THE APARTMENT.
THE APARTMENT SHOWS SO BEAUTIFULLY NOW.
HERE'S THE MASTER SUITE.
NICE BIG WINDOWS.
GOT THE BRICK WALL HERE.
CAN WE GET SOMEONE TO PAINT THE BRICK WALL OUT THERE?
(Tom) EVERY LISTING I HAVE,
THERE'S ALWAYS A LIST OF PROS AND CONS.
WITH THIS PARTICULAR APARTMENT, I'VE GOT NO VIEW.
SO YOU SEE WE'RE ONLY ONE FLOOR BELOW THE BUILDING ACROSS.
IT IS A SUNNY APARTMENT ON A SUNNY DAY.
(Alan) IT'S REALLY TERRIFIC, GREAT SPACE.
THE ONLY ISSUE THAT I HAVE,
THAT MY CLIENTS ARE GONNA HAVE IS THE VIEW.
I MEAN, I THINK THAT, UH, THIS IS A PHENOMENAL VALUE HERE.
IT'S GREAT VALUE WITH BEAUTIFUL SPACE.
YEAH, DID YOU WRITE THAT DOWN?
(Tom) THE BROKERAGE COMMUNITY SPOKE TO ME TODAY.
PEOPLE WANT TO COME BACK. THEY WANT TO BRING THEIR BUYERS.
WE TALKED ABOUT WHAT A GREAT VALUE THIS APARTMENT IS NOW.
THE STAGING IS BEAUTIFUL
AND THE PRESSURE IS NOW ON ME BIG-TIME TO GET HIM A SALE.
WAIT TILL YOU SEE THIS. I CAN'T WAIT.
WHOA.
WOW!
(Richard) SO WE'RE HERE AT ANOTHER SPECTACULAR VILLA.
SIBARTH IS HOLDING A MIXER
FOR SOME OF THE PEOPLE THAT THEY REPRESENT.
I'M HOPING THAT BARBARA AND ROGER
WILL GET TO KNOW THE COMMUNITY BETTER
AND DECIDE THAT THEY WANT TO BUY.
I WANT YOU TO MEET A BUNCH OF THE PEOPLE HERE.
I WANT YOU GUYS TO GET INTO IT.
IT'S REALLY OUTDOOR LIVING AT ITS BEST.
I WANT YOU TO MEET ROGER AND BARBARA.
PLEASURE.
WE'RE SHOWING THEM SOME VILLAS
SO THEY KNOW THE ISLAND VERY WELL.
I WANT THEM TO LIKE IT EVEN MORE THAN THEY ALREADY DO.
EXCUSE ME, I'M GONNA LEAVE YOU GUYS TO CHAT FOR A WHILE.
I'M GONNA MOVE ON AND SAY HELLO TO SOME OTHER PEOPLE.
ON TOP OF TRYING TO INTRODUCE BARBARA AND ROGER
TO A TON OF PEOPLE, I THINK THE BEST THING YOU DO IN BUSINESS
IS TO TRY TO WARM UP TO SOMEONE THAT YOU DON'T KNOW WELL.
AND THEN IF THEY LIKE YOU, THEN FROM A BUSINESS STANDPOINT,
THEY WANT TO WORK WITH YOU.
WHERE YOU GUYS FROM?
(woman) UH, LONG ISLAND.
OH, I LOVE THAT. I'M IN REAL ESTATE IN NEW YORK.
BUT YOU CAN'T TELL TOO MANY PEOPLE ABOUT IT.
IF YOU DON'T KNOW ABOUT ST. BARTS BY NOW,
FORGET IT, YOU'RE NEVER COMING.
(Robert) AFTER SEEING RICHARD IN ACTION,
I HAVE A MUCH BETTER COMFORT LEVEL OF HIS EXPERTISE.
HE UNDERSTAND THE ST. BARTS PRODUCTS
AND HOW DELICATE IT IS TO MATCH THE RIGHT CLIENT
TO THE RIGHT HOUSE.
I THINK THAT THEY'RE HAPPY. WHAT DO YOU THINK?
I THINK IT'S GREAT.
IT'S A GREAT WAY FOR THEM TO MEET SOME PEOPLE ON THE ISLAND,
SEE THEY'RE GONNA BE HAPPY HERE
THAT'S A VERY IMPORTANT PART OF THE SALE.
NO ONE BUYS A $10-, $20-MILLION PROPERTY IN A DAY AND A HALF.
I UNDERSTAND.
I'M NOT SAYING IT'S NOT GONNA HAPPEN.
BUT I DON'T KNOW WHAT MORE I COULD POSSIBLY DO.
THE OPTION WE ALWAYS PRESENT IS THEY COULD RENT A VILLA
BEFORE THEY BUY IT TO TEST IT WHETHER THEY LIKE IT.
RENT BEFORE YOU BUY, I LOVE IT.
IT'S LIKE A TEST DRIVE ON A NEW CAR.
EXACTLY.
AND YOU KNOW, I'M NOT DONE WORKING THIS CROWD YET.
I KNOW YOU'RE NOT.
(Robert) I DIDN'T EXPECT HIM TO CLOSE A DEAL.
THAT'S NOT USUALLY GONNA HAPPEN, BUT A LITTLE MORE HOMEWORK,
A LITTLE MORE HELP COULD CLOSE THE DEAL.
ROGER AND BROOKE LACOUR, THIS IS RICHARD STEINBERG.
OH, PLEASE.
NO, NO, STAY PUT. SO NICE TO MEET YOU.
THEY'RE THE OWNERS OF SIBARTH.
I JUST WANT TO THANK YOU FOR BEING SO GRACIOUS.
(Richard) I ACTUALLY THINK THINGS WENT GREAT TONIGHT.
ROBERT BROUGHT ME OVER TO THE OWNERS OF THE COMPANY.
I THINK THAT BARBARA AND ROGER FIT IN PERFECTLY.
SO I JUST HOPE THAT AT THE VERY LEAST,
I LEAVE THIS ISLAND WITH SIBARTH CONTINUING MY RELATIONSHIP.
TODAY, I'M MEETING MY CLIENT TOM McDONALD.
HE ASKED ME TO STOP BY BECAUSE HIS DAUGHTER KELLY
IS A SINGER, AND SHE'S HAVING A DRESS REHEARSAL
FOR AN UPCOMING SHOW HERE.
♪ I LOVE HIM, I LOVE HIM, I LOVE HIM... ♪
AS A SINGER MYSELF, I'M THRILLED TO HEAR ANOTHER SINGER.
AND EVEN BETTER YET,
I HAVE AN OFFER TO FINALLY PRESENT TO TOM.
♪ I LOVE ♪
♪ HIM ♪
VERY NICE, VERY NICE.
HELLO, PROUD PAPA.
HEY THERE. SHE SOUNDS GREAT.
I APPRECIATE YOU COMING.
THIS IS A BIG THRILL OBVIOUSLY FOR KELLY
TO BE ABLE TO THIS ROOM.
YEAH, BUT WE HAVE SOME BUSINESS
TO DISCUSS AS WELL.
OKAY, WELL, GOOD. TELL ME ABOUT IT.
I SPOKE WITH A BROKER THIS MORNING
WHO PRESENTED AN INITIAL OFFER.
NICE.
WE'RE AT 1.625 IS OUR ASK.
THE OFFER HAS COME IN AT 1.525.
IT'S NICE TO HAVE AN OFFER. IT'S DISAPPOINTING.
IT'S NOT THE NUMBER YOU AND I BOTH KNOW THAT WE SHOULD GET
IT'S LOW.
AND I TOLD THE BROKER IT'S LOW.
BUT IT'S BEEN JUST A COUPLE OF WEEKS,
AND SO THE FACT THAT WE DO HAVE SOMEBODY
WHO HAS STEPPED UP TO THE PLATE...
MM-HMM.
IT GIVES ME HOPE, SO I WANT TO TAKE THE OFFER SERIOUSLY
IT IS LIGHT, BUT I THINK THAT THE STAGING IS WORKING.
I DON'T WANT TO SPEND ANY MORE TIME DOING THIS THAN I HAVE TO,
BUT I THINK IF SOMEBODY'S GONNA MAKE AN OFFER RIGHT NOW,
THEY'RE GONNA LOWBALL US ANYWAY JUST TO SEE IF I BITE.
I REALLY THINK WHAT I WANT TO DO IS GIVE YOU MORE TIME
TO HAVE THE STAGING WORK.
OKAY.
I WOULD COUNTER AT A MILLION 610.
SO 1.610.
GREAT.
WE'LL SHAKE ON THAT.
TOM AND I HAVE BEEN IN THIS PROCESS TOGETHER NOW
FOR SEVERAL MONTHS,
BUT MY GOAL AT THE END OF THE DAY IS HIS GOAL.
I WANT TO SELL THE APARTMENT
AND GET HIM THE HIGHEST NUMBER I CAN.
♪ I LOVE HIM, I LOVE HIM... ♪
(Richard) FIRST OF ALL, BEFORE WE GO ANY FURTHER,
I REALLY WANT TO THANK YOU FOR PUTTING US UP
IN SUCH BEAUTIFUL ACCOMMODATIONS.
IT WAS DIFFICULT TO STAY IN THE $20-MILLION VILLA.
BUT I SACRIFICED AND I PUSHED. UNBELIEVABLE.
GLAD YOU SUFFERED THROUGH IT.
YEAH, WE HAD TO SUFFER, BUT IT WAS GREAT.
I'M HAVING A FOLLOW-UP MEETING WITH ROBERT BROWN OF SIBARTH
TO GO OVER WHAT WENT ON DOWN IN ST. BARTS.
I HOPE THAT HE'S IMPRESSED WITH ME ENOUGH
TO WANT TO DEVELOP A RELATIONSHIP.
I THINK WE'RE AT A GOOD STAGE. I THINK IT'S A WORK IN PROCESS
FOR BOTH OF US TO UNDERSTAND THE RELATIONSHIP
AND THAT'S WHAT I WAS WATCHING FOR YOU TO SEE,
WERE YOU GONNA BE ABLE TO PRESENT THE VILLAS
THE WAY THEY SHOULD HAVE BEEN PRESENTED?
WERE YOU GONNA BE ABLE TO UNDERSTAND THAT EACH PERSONALITY
OF AN OWNER AND A VILLA HAVE TO MATCH?
(Robert) I THINK IT REALLY BENEFITTED SIBARTH
TO SEE RICHARD IN ACTION.
THE CHALLENGE STILL IS, DOES HE HAVE THE PATIENCE
TO GO THROUGH A MUCH LONGER SELLING PROCESS
THAN YOU WOULD IN NEW YORK?
BARBARA AND ROGER, I'VE SPOKEN TO THEM A FEW TIMES,
AND THEY'VE MENTIONED TO ME THAT THEY MAY WANT TO RENT FIRST
BEFORE THEY BUY.
YES, THAT'S ACTUALLY TRADITIONAL.
SO PEOPLE DON'T COME DOWN, AND THEY JUST BUY FIRST?
NO, THE PROCESS TAKES MUCH LONGER,
AND THAT'S WHAT WE'VE GOT TO GET YOU TO UNDERSTAND.
PATIENCE IS NOT ONE OF MY VIRTUES.
I ACTUALLY WANTED BOB TO TELL ME HOW GREAT I WAS
AND WHAT AN UNBELIEVABLE JOB I DID
AND I WAS A LITTLE BIT SURPRISED
THAT HE WASN'T AS EXCITED ABOUT ME AS I WAS ABOUT MYSELF.
I WANT TO WORK REALLY HARD TO ESTABLISH A RELATIONSHIP.
I HOPE IT WILL BE A VERY FRUITFUL
AND VERY LUCRATIVE RELATIONSHIP BETWEEN THE TWO OF US.
I THINK THE MORE YOU COME DOWN, THE BETTER YOU HAVE--
I'M ALREADY PLANNING MY NEXT TRIP DOWN, ARE YOU KIDDING?
(Richard) BUT THE GOOD NEWS IS THAT HE SAID
WE ARE GOING TO MOVE FORWARD WITH THE RELATIONSHIP
BETWEEN WARBURG AND SIBARTH, SO THAT'S ALL
I THINK I CAN REALLY EXPECT FROM THIS MEETING.
AND I'LL SEE YOU IN ST. BARTS.