When you”™re a real estate broker, schmoozing comes with the territory.
And though brokers Brian Carcaterra and Kevin McCarthy at CBRE Group might work side by side at the office, the way they choose to entertain clients at night varies.
“First off, Kevin McCarthy is White Plains royalty,” Carcaterra, CBRE senior vice president, said with a smirk. “Wherever he goes, he attracts a big crowd. He likes an entourage.”
Both men said the goal, when entertaining clients, is to put in as much face time as possible. But Carcaterra said he prefers a more private setting where he can connect with clients one on one.
“I don”™t want to feel like we”™re being interrupted every five minutes,” he said. “I want a place where people can feel comfortable, that”™s not too crowded, where you can have a memorable meal.”
Usually clients, especially in commercial real estate, are only available before or after the 9-to-5 work schedule. So a lot of work is hammered out over a drink or dinner.
Carcaterra, 36, said he typically meets someone for drinks once a week and dinner every other week. He almost exclusively goes to The Ritz Carlton in White Plains, where he can hop from the hotel”™s Lobby Lounge, to BLT Steak, up to 42, the hotel”™s top floor restaurant. He goes to BLT the most.
“It”™s one of the only restaurants with a New York City feel in Westchester,” Carcaterra said. “It”™s just a convenient place to go. It”™s centrally located, has valet parking and the food is great.”
Not to mention the restaurant is usually swarming with other business-minded patrons Monday through Wednesday, BLT General Manager Paul Molakides said. The restaurant often uses a special ticket system to signify whether a table is for a business meeting and how often a waiter should appear.
Carcaterra said he likes knowing what to expect at BLT. He never has to worry about the details. They”™re taken care of for him.
To contrast, McCarthy, also a vice president, said he rarely goes to the same place. It all depends on the client, where they”™re located, if it”™s a celebration and the season.
White Plains is the largest commercial real estate hub, and it “can be hard to find an excuse not to go there,” McCarthy, 32, said. But often he will try to find large events to invite his clients to go to instead.
At a larger event, there”™s less pressure on individual conversations, McCarthy said. He also likes to introduce his clients to “the people he surrounds himself with.”
A past chairman and founder of the Westchester County Association”™s Young Professionals Group, McCarthy said he likes to invite his clients to events hosted by the Young Professionals, which are often held at special venues and country clubs.
When entertaining, McCarthy said it”™s important to create a unique or exclusive experience for clients so they”™ll remember the contact. An event by the Young Professionals, or another nonprofit group, can do just that, he said, especially if you don”™t have a membership to a country club.
“The more time you spend in front of a client, the more top of mind you”™ll be,” McCarthy said of entertaining. “I enjoy it a lot. It”™s an overture, and I always enjoy making the connection.”
