Mark Zilbert sells condominiums.
In April he will have been in the business one year; he will have
sold almost $20 million worth of real estate and earned himself an
income in the high six figures.
If you approach him with less than
$300,000 to spend, he will politely direct you to a colleague,
because you are not worth his time.
Nothing against you, personally.
It's just the potential return is literally not worth the investment
of his time. Zilbert is strictly a luxury guy.
The client was on his way. Dr.
Jeff Rubin. Young, a healer or perhaps scholar of some sort --
exactly what he did for a living Zilbert did not know or care.
The crucial details of Dr. Jeff's
existence were two: he was rich and he was in need of a South Beach
condo. Something fun for the weekends.
Some months ago, according to
Zilbert, Dr. Jeff had called him. ''I hear you're the guy,'' he
said.
''I am the guy,'' Zilbert may have
said, or possibly something more neutral. ''Well, I'd certainly love
to help.'' He doesn't remember exactly. Doesn't matter. The client
was on his way and he wanted to buy.
Zilbert leaned forward in a couch
in the lobby of the Murano Grande, 400 Alton Rd. South Beach has no
Fifth Avenue, no storied old-money co-ops overlooking the park.
Instead it is specked with new high-rises like this: the lobby
ceiling 30 feet up, fountains burbling somewhere in back, a spray of
orchids in a glass vase on a glass table. A woman came by to spritz
the orchids and then vanished.
Zilbert, 39, is a mentor, a
friend, a facilitator. Just now, though, he was talking philosophy.
''I don't care what they do, where
they come from,'' he said. ``I hook into their desire. There will be
a sale today.''
He wore loafers and a blue blazer
and a white shirt, Prada. His teeth were brilliant and he did not
stop smiling.
ANOTHER ON THE LINE
He took a call, a prospective
client named Patrick -- Zilbert used the name at every opportunity
-- and Patrick made him very happy. Zilbert took the necessary
information and promised to call back later for an in-depth
conversation. ''You're in good hands, Patrick,'' he said, and hung
up.
''This will turn out to be a
sale,'' he said. ``Four fifty to five hundred is what I'm
thinking.''
This was not a boast but the
statement of a reasoned hypothesis based on -- based on what,
exactly? ''You start to see patterns evolve,'' Zilbert said. ``There
are certain cues in the words they use, the energy level in their
voice, especially in the first 15 seconds.''
A late-model Mercedes, black,
rolled in. The valet sprinted. Zilbert stood. Dr. Jeff had arrived.
He was a man of average height in
a white Izod shirt, cinnamon-colored linen pants and matching suede
loafers. The amazing thing about him was his arms, which were thick
as trees and utterly hairless. Also, he had an incredible tan.
''How do you get a tan like that
this time of year?'' Zilbert asked.
''I vacation a lot,'' Dr. Jeff
said.
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