Podcast
Success Behind The Numbers
Hosted by Richard Amato · EN
Explore the strategies, challenges, and stories behind New York’s most successful business leaders in Success Behind the Numbers. Hosted by Rich Amato, the Operating Principal of 7 Keller Williams market centers with over 2,000 agents, this podcast brings you candid conversations with real estate agents, team leaders, KW leadership, and a variety of business owners. Discover what it takes to build and sustain high-performing teams, scale businesses, and make a lasting impact. Whether you're in real estate or any field where growth matters, join us for insights that reveal the success behind the numbers.
13episodes
Episodes
Newest firstAll episodes
Small Issues That Create Big Problems in Real Estate Deals #73
2d ago00:58:15Tap to summarizeIn Episode 73 of Success Behind The Numbers, we sit down with Scott Scolnick, Attorney at Scolnick Law, whose hands-on experience in both real estate and law has shaped a client-first approach centered around responsiveness, collaboration, and getting deals to the closing table. 🎙️🏙️After spending years immersed in real estate transactions before law school, Scott entered the legal profession already understanding the pace, pressure, and complexity of the industry. Working alongside brokers, lenders, landlords, buyers, and sellers gave him a practical perspective that now shapes the way he approaches negotiations, client communication, and deal management. In this episode, Scott shares insight into the evolving legal landscape of New York real estate, including landlord-tenant laws, commercial leasing, contract negotiations, and the growing importance of collaboration between attorneys and brokers. He explains why responsiveness is critical, how small delays can derail transactions, and why the best professionals focus on protecting clients while still finding ways to move deals forward.If you want insight into the legal and operational side of real estate, this conversation offers a practical look at what actually keeps deals moving in today’s market.Timestamps:0:00 – Intro: Meet Scott Scolnick2:30 – Early Life & Long Island Roots6:10 – Discovering Real Estate10:00 – From Paralegal to Attorney14:45 – Balancing Work & Law School19:20 – Building Scolnick Law24:15 – NYC Housing & Landlord-Tenant Law29:00 – Commercial Lease Negotiations33:40 – Why Communication Closes Deals38:15 – The Importance of the Walkthrough43:00 – Relationships Between Attorneys & Brokers48:10 – The Future of NYC Real EstateFollow Rich:📲 Instagram: @richamato_kwcore📧 Facebook: Richard Amato Keller Williams CoreFollow Scolnick Law:📲 Instagram: @scolnicklaw📧 Facebook: Scolnick Law | Kew Gardens NY🌐 Website: www.scolnicklaw.com#SuccessBehindTheNumbers #RichAmato #CommercialRealEstate #NYCClosings #RealEstateTransactions #ClosingTable #BusinessRelationships
Transcribe →The Reality of Real Estate: What You Learn After Hundreds of Closings #72
2w ago00:50:09Tap to summarizeIn Episode 72 of Success Behind The Numbers, we sit down with Joseph DeVito, Real Estate Attorney and Founder of the DeVito Team, whose career has been shaped by a willingness to evolve, take risks, and build beyond a single lane in real estate. 🎙️⚖️Starting his career in law, Joseph quickly distinguished himself by producing at a high level early on, only to find himself pushed out for outperforming expectations. That moment became a turning point, leading him to launch his own practice, scale his involvement in real estate transactions, and eventually expand into multiple areas of the industry. In this episode, Joseph breaks down what he’s learned from handling hundreds of transactions, why understanding every part of the deal gives you an advantage, and how preparation and presentation directly impact results. He shares how he approaches listings, why details matter more than most agents realize, and how his background in law influences the way he advises clients throughout the process.If you want a deeper look at how experience, discipline, and adaptability come together to build a sustainable business in real estate, this episode delivers a grounded and practical perspective.Timestamps:0:00 – Intro: Meet Joseph DeVito2:10 – Early Life & Education5:45 – Entering Law & Early Career Challenges10:15 – Starting His Own Practice14:40 – Scaling Transactions & Closings19:00 – Burnout & Shifting Focus23:30 – Expanding Into Real Estate28:10 – Listing Strategy & Preparation32:45 – Understanding Buyer Psychology37:20 – Market Trends & Cycles42:00 – Advice for GrowthFollow Rich:📲 Instagram: @richamato_kwcore📧 Facebook: Richard Amato Keller Williams CoreFollow Joseph DeVito & The DeVito Team:📲 Instagram: @josephdevitoesq📧 Facebook: The DeVito Team of Keller Williams Realty of Greater Nassau🌐 Website: www.thedevitoteam.com#SuccessBehindTheNumbers #RichAmato #RealEstateBusiness #RealEstateAttorney #ListingStrategy #MarketInsights #BusinessBuilder
Transcribe →Why the Best Agents Don’t Chase Deals, They Build Relationships #71
3w ago00:48:28Tap to summarizeIn Episode 71 of Success Behind The Numbers, we sit down with Angelo Gionis, Senior Vice President of Contour Mortgage, whose decades in the mortgage industry have shaped a philosophy centered on relationships, consistency, and long-term thinking. 🎙️📊Angelo’s journey started far from mortgages, working in stock brokerage at a young age before transitioning into his family’s paint and hardware business, where he learned the value of relationships and understanding people beyond the transaction. It wasn’t until he began referring clients for financing that he discovered the mortgage industry, a move that ultimately defined his career. In this episode, Angelo shares how his early experiences shaped his mindset around work ethic, why relationships matter more than transactions, and how taking initiative and seizing opportunities have opened doors throughout his career. He breaks down the importance of listening to clients, delivering a high level of service, and focusing on long-term value rather than short-term wins.If you’re looking to build a business rooted in trust, consistency, and real connection, this episode offers insight from someone who has spent years building success through people, not just production.Timestamps:0:00 – Intro: Meet Angelo Gionis2:00 – Growing Up in Valley Stream5:00 – From Stocks to Family Business9:30 – Discovering the Mortgage Industry13:45 – The Power of Work Ethic & Hustle18:10 – Why Relationships Matter More Than Transactions22:30 – The Importance of Listening to Clients27:00 – Creating a High-Level Client Experience31:20 – Seizing Opportunities in Business36:10 – Building Long-Term Success40:30 – Market Shifts & Industry ChangesFollow Rich:📲 Instagram: @richamato_kwcore📧 Facebook: Richard Amato Keller Williams CoreFollow Angelo Gionis:📲 Instagram: @angelogionis📧 Facebook: Angelo Gionis#SuccessBehindTheNumbers #RichAmato #MortgageLeadership #RealEstateFinance #RelationshipDriven #BusinessGrowth #SalesMindset
Transcribe →Building a Business Through Life’s Hardest Moments #70
Apr 2900:45:15Tap to summarizeIn Episode 70 of Success Behind The Numbers, we sit down with Steven and Erica Gendel of The Gendel Group, Operating Partners at Keller Williams Livingston, to talk about what it really means to build a business and a life with intention.Known for their calm leadership and clarity in how they operate, Steven and Erica have built a real estate business rooted in strong communication and long-term thinking. Their approach to team building and operations has created consistency, structure, and sustainable growth.At the heart of it all is their son Joshua, a medically fragile child whose life, and the loss they experienced, continues to shape how they show up every day. They’ve chosen to live in a way that honors him, creating a life grounded in joy, humor, and connection. A powerful conversation on resilience, perspective, and what truly matters.Timestamps:0:00 – Intro: Meet Steven & Erica Gendel2:30 – Building a Business as Partners6:15 – Playing to Strengths & Defining Roles10:40 – The Systems Behind Their Growth15:20 – The Value of an Operating Partner19:45 – Leadership & Accountability24:30 – Scaling with Structure29:10 – Advice for Agents Building Teams33:45 – What They Would Do DifferentlyFollow Rich:📲 Instagram: @richamato_kwcore📧 Facebook: Richard Amato Keller Williams CoreFollow The Gendel Group:🌐 Website: www.gendelgroup.kw.com📧 Facebook: Gendel Homeselling Team at Keller Williams Suburban Realty#SuccessBehindTheNumbers #RichAmato #KWLivingston #RealEstateLeadership #TeamStructure #OperatingPartner #BusinessGrowth #RealEstateTeams #LeadershipDevelopment #ScalableBusiness
Transcribe →Built From Scratch: What Actually Gets New Agents Off the Ground #69
Apr 2200:51:08Tap to summarizeIn Episode 69 of Success Behind The Numbers, we sit down with Nazmus Sakib, a rising agent from Keller Williams Greater Nassau whose journey from humble beginnings to building real momentum in real estate is driven by discipline, consistency, and a relentless commitment to growth. 🎙️🔑After moving to New York from Bangladesh at a young age, Naz developed a strong work ethic, shaped by adversity and a desire to create more opportunities. From graduating early to working multiple jobs while finding his path, his story reflects the mindset required to succeed in a competitive industry. He eventually found real estate and quickly realized that success isn’t about getting licensed. It’s about building structure, skills, and habits that compound over time. In this episode, he breaks down how he built his business from scratch: leveraging social media, conversations, and consistent follow-up to generate opportunities. He shares why staying top of mind is everything, how coaching and training accelerated his growth, and what it takes to deliver a client experience that naturally leads to referrals.If you’re looking to understand what it really takes to break into real estate today, and more importantly, how to stay in the game and grow, this episode offers a practical and honest look at building a business from zero, one relationship at a time.Timestamps:0:00 – Intro: From Bangladesh to New York2:30 – Early Life & Work Ethic6:45 – Getting Into Real Estate10:15 – The Challenge of Starting With No Structure14:20 – Finding Coaching & Training18:10 – Building a Database From Scratch22:30 – Social Media & Lead Generation26:40 – First Deals & Gaining Momentum31:10 – The Power of Follow-Up36:20 – Delivering a Strong Client Experience41:00 – Working With Investors vs Retail ClientsFollow Rich:📲 Instagram: @richamato_kwcore📧 Facebook: Richard Amato Keller Williams CoreFollow Nazmus Sakib:📲 Instagram: @realtywnaz📧 Facebook: Nazmus Sakib Realtor | Garden City NY#SuccessBehindTheNumbers #KellerWilliams #RealEstateAgent #NewAgentSuccess #RealEstateCoaching #SalesMindset #BusinessGrowth #RealEstateTraining
Transcribe →The Truth About Breaking Into Real Estate & What It Actually Takes #68
Apr 1500:40:36Tap to summarizeIn Episode 68 of Success Behind The Numbers, we sit down with Yan Gladkov, Licensed Real Estate Salesperson at Keller Williams NYC and member of The Rana Williams Team, whose journey into real estate is defined by adaptability, discipline, and a commitment to learning the business the right way. 🎙️📈Originally from Uzbekistan, Tashkent, and raised through constant change, Yan developed a mindset centered around resilience and growth from an early age. After moving to New York City and navigating a completely new environment, he explored different career paths before finding his way into real estate, first as an investor, and eventually as a licensed agent. His path was anything but linear, but each step helped shape the foundation he relies on today.In this episode, Yan shares the realities of what it takes to break into real estate, why learning should come before earning, and how surrounding yourself with the right people can accelerate your growth. He shares how being coachable, staying consistent, and putting yourself in the right environment can create opportunities that compound over time.If you’re serious about building a real estate career and want to understand what it actually takes to get started and grow, this episode provides insight from someone who has built his foundation with intention and discipline.Timestamps:0:00 – Intro: Meet Yan Gladkov2:15 – Growing Up in Uzbekistan, Tashkent & Moving to NYC6:40 – Adapting to a New Environment10:20 – Exploring Career Paths & Early Real Estate Experience14:05 – Getting Licensed & Choosing the Right Brokerage18:30 – The Importance of Training & Systems22:10 – Joining a Top Real Estate Team26:45 – The Power of Follow-Up & Consistency30:20 – Advice for New Agents34:00 – What Yan Would Tell His Younger SelfFollow Rich:📲 Instagram: @richamato_kwcore📧 Facebook: Richard Amato Keller Williams CoreFollow Yan Gladkov:📲 Instagram: @yangladkov📧 Facebook: Yan Gladkov at Keller Williams NYC | New York, NY#SuccessBehindTheNumbers #RichAmato #KWNYC #RanaWilliamsTeam #RealEstateCareers #AgentGrowth #Adaptability #WorkEthic #LearnBeforeYouEarn
Transcribe →The Power of Ownership: Why Personal Experience Creates Better Agents #67
Apr 800:50:21Tap to summarizeIn Episode 67 of Success Behind The Numbers, we sit down with Marianna Skelton, Licensed Real Estate Salesperson at Keller Williams Realty Elite, Massapequa, whose sharp eye for branding, tech-driven mindset, and commitment to education have helped her build a thriving business rooted in compassion and strategy. 🎙️📬Marianna spent a decade in digital marketing before entering real estate, where she led campaigns, analyzed consumer behavior, and fine-tuned promotional strategy. That experience shaped her real estate approach - from how she connects with clients to how she builds and grows a memorable brand in an industry where trust and communication are everything.In this episode, Marianna shares how she leveraged her marketing foundation to build her career, why owning a home as a real estate agent gave her an emotional advantage, and how continuous learning and collaboration have fueled her success at Keller Williams. Her story is a powerful reminder that authenticity, adaptability, and empathy are often the most valuable tools in your toolbox.From masterminds and mentorship to marketing strategies that actually connect, this conversation is filled with practical takeaways and heartfelt perspectives.Timestamps:0:00 – Meet Marianna Skelton2:00 – From Digital Marketing to Real Estate6:30 – Lessons from 1-800-Flowers.com9:00 – Buying Her First Home Changed Everything9:10 – What Marketing Teaches You About Real Estate13:45 – Becoming a Homeowner Changed Everything17:20 – The Power of Education, Training & Masterminds22:00 – What Sets The Skelton Team Apart25:15 – Advice to Agents Ready to Scale29:30 – What Marianna Would Tell Her Younger SelfFollow Rich:📲 Instagram: @richamato_kwcore📧 Facebook: Richard Amato Keller Williams CoreFollow Marianna:📲 Instagram: @heartandsoldmarianna📧 Facebook: Marianna Skelton Homes | Massapequa NY🌐 Website: www.mariannaskelton.kw.com#SuccessBehindTheNumbers #RichAmato #WomenInRealEstate #MarketingToRealEstate #RealEstateLeadership #KWPointsNorth #BrandStrategy #ClientConnection #GrowthMindset
Transcribe →The Expansion Mindset: How Top Agents Think Beyond Their Local Market #66
Apr 200:53:16Tap to summarizeIn Episode 66 of Success Behind The Numbers, we sit down with Reginald Louissaint, international real estate salesperson with Keller Williams France Efficience and Keller Williams New York City, whose global perspective and cross-border expertise have helped clients navigate real estate opportunities across multiple countries. 🎙️🌍Originally from New York, Reginald expanded his career internationally, earning a Master’s Degree in European Real Estate and building a business that spans both the U.S. and Europe. From France to Spain, Malaysia to Portugal, he has guided buyers through the complexities of purchasing property abroad, developing a deep understanding of how different markets operate and what it takes to succeed within them.In this episode, Reginald shares how he built a truly international real estate career, the key differences between U.S. and European markets, and why adaptability, education, and cultural awareness are essential when working across borders. His experience highlights how thinking beyond one market can open doors to new opportunities, both for agents and the clients they serve.If you’ve ever considered expanding your business internationally or want to better understand how global real estate works, this episode offers a unique perspective from someone actively operating in multiple markets.Timestamps:0:00 – Meet Reginald Louissaint1:55 – From New York to International Real Estate5:10 – Earning a Master’s in European Real Estate8:45 – Understanding Global Market Differences12:30 – Working With Buyers Across Multiple Countries17:20 – Challenges of Cross-Border Transactions21:50 – Expanding Your Business Internationally27:10 – What Reginald Would Tell His Younger SelfFollow Rich:📲 Instagram: @richamato_kwcore📧 Facebook: Richard Amato Keller Williams CoreFollow Reginald Louissaint:📲 Instagram: @nyc_france_realestate📧 Facebook: Reginald Louissaint🌐 Website: www.connecteurproperties.com#SuccessBehindTheNumbers #RichAmato #GlobalRealEstate #InternationalAgent #KWFrance #KWNYC #CrossBorderBusiness #RealEstateGrowth #GlobalMarkets #AgentExpansion
Transcribe →Behind the Scenes of High-Level Real Estate Success #65
Mar 2401:47:44Tap to summarizeIn Episode 65 of Success Behind The Numbers, we step inside KW Core, one of the most dynamic real estate environments, to explore what actually goes into building top-producing agents. 🎙️🏆This conversation brings together multiple perspectives from within the KW Core family, offering a rare look at the culture, standards, and expectations that shape consistent success in real estate. From early-stage growth to long-term scalability, the discussion highlights what separates top producers who continuously perform at a high level from the rest.In this episode, we break down the role of accountability, leadership, and environment in agent development at KW Core. You’ll hear how the right systems, support, and mindset can accelerate growth, why proximity to the right people matters more than most realize, and how top producers are built through discipline, not luck.If you’re looking to understand what it really takes to grow in real estate and surround yourself with the right structure to succeed, this episode offers a clear and honest look inside KW Core and how its agents continue to produce results at a high level.Timestamps:0:00 – Intro: Inside KW Core2:15 – What Separates Top Producers 5:40 – The Role of Environment in Agent Growth9:10 – Systems, Structure, and Daily Discipline13:25 – Leadership and Accountability at KW Core17:50 – Building Consistency in a Competitive Market22:30 – Lessons From High-Level Collaboration27:10 – Final Takeaways on Growth and LongevityFollow Rich:📲 Instagram: @richamato_kwcore📧 Facebook: Richard Amato Keller Williams CoreFollow KW Core:📲 Instagram: @kwcore_📧 Facebook: KW CORE#SuccessBehindTheNumbers #KWCore #TopProducers #RealEstateGrowth #AgentDevelopment #RealEstateLeadership #HighPerformance #RealEstateSystems #GrowthStrategy
Transcribe →Behind the Closing Table: What Really Happens Between Contract and Closing #64
Mar 1800:52:51Tap to summarizeIn Episode 64 of Success Behind The Numbers, we sit down with Lester Lin, Co-Owner of Liberty Land Abstract Title, whose entrepreneurial mindset and long-term approach to business have helped him build a respected title company serving the real estate community. 🎙️📑Born and raised in Elmhurst, Queens, Lester grew up in an immigrant family that understood the value of perseverance and hard work. After studying business at Queens College, he entered the real estate industry from the title side and eventually helped build Liberty Land Abstract Title alongside his brother. Over the years, he has developed a deep understanding of the closing process and the role that trust, communication, and preparation play in successful real estate transactions.In this episode, Lester shares how his early experiences shaped his perspective on business, why relationships are the foundation of long-term growth, and how operating behind the scenes in real estate gives him a unique vantage point on what makes transactions work smoothly. From navigating complex deals to supporting agents and clients through the closing process, his insights highlight the discipline and collaboration required to build a lasting business.If you want to better understand the closing side of real estate and how strong partnerships drive successful transactions, this episode offers insight from someone who operates at the center of it all, helping deals reach the finish line every day.Timestamps:0:00 – Intro: Meet Lester Lin2:10 – Growing Up in Elmhurst, Queens5:00 – Studying Business at Queens College7:45 – Entering the Real Estate Industry10:30 – Building Liberty Land Title14:20 – The Importance of Relationships in Closings18:10 – Supporting Agents Through Complex Transactions21:30 – Relationships in the Real Estate Ecosystem27:40 – What Lester Would Tell His Younger SelfFollow Rich:📲 Instagram: @richamato_kwcore📧 Facebook: Richard Amato Keller Williams CoreFollow Liberty Land Title:📲 Instagram: @libertylandabstract📧 Facebook: Liberty Land Abstract, Inc.🌐 Website: www.llabstract.com#SuccessBehindTheNumbers #RichAmato #LibertyLandTitle #TitleIndustry #RealEstateClosings #BusinessBuilder #RealEstatePartnerships #NYCRealEstate #BehindTheClosing
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