As the exclusive affiliate of Christie’s International Real Estate in the tri-state area, Christie’s International Real Estate Group has long envisioned a seamless and dominant presence across New York, New Jersey, and Connecticut. From its prominent flagship office at 1 Rockefeller Plaza in Manhattan, the firm has cultivated a robust network of over 30 offices and 1200 agents. This local strength is complemented by Christie’s global reach, with operations spanning 50 countries and generating over $100 billion in annual sales, bolstered by its strategic alliance with Christie’s auction house. In a recent discussion, Ilija Pavlovic, President and CEO, and Sonja Cullaro, Executive Vice President, shed light on the company’s latest venture: a strategic expansion into the Hamptons market, aiming to further integrate their distinguished brand into one of the region’s most coveted real estate landscapes.
What motivated Christie’s International Real Estate Group to open a division in the Hamptons, and how does this market align with your overall strategic vision for the company — especially in a market that’s seen increased competition from new entrants post-COVID?
Ilija Pavlovic: Christie’s and the Hamptons are a natural fit. They are unique, and both represent special experiences. From being New York’s hidden gem, the Hamptons have become an international hotspot. With our global network, which consists of more than 30,000 agents in over 50 countries, we are positioned to provide the best international exposure that Hamptons clients and properties deserve. In addition, as Christie’s International Real Estate Group, we can best connect the tri-state area into one cohesive metro market.
The Hamptons is known for its luxury real estate market. How does Christie’s differentiate itself from other established players in the area, and what unique value do you bring to this market?
IP: The Christie’s brand has been synonymous with luxury for more than 250 years. Christie’s is delivering our one-of-a-kind experience to our clients, servicing them with their real estate needs and also servicing them through the world of art and other luxury goods. Our auction house locations are advising clients through the world of art, jewelry, handbags, timepieces, fine wine, furnishings, and more. At the same time, we have the opportunity to collaborate with our sister companies, including Gucci, Saint Laurent, Bottega Veneta, Alexander McQueen, Brioni, Pomellato, Boucheron, and others, sharing clients and cross-promoting our luxury products and services. What we are bringing to the Hamptons market as a new value is a new opportunity to connect distinctive properties with our distinctive clientele.
What were your first steps in building your Hamptons presence? How do these reflect your brand’s strengths?
IP: Our number one goal in opening our Hamptons office was to connect with agents who have deep local roots and professional and personal values that are in line with our brand. We were fortunate to start building our office with Jane Babcook and Bonita DeWolf, who are recognized in the Hamptons real estate market as top agents and are also deeply involved in the local community. Since then, we have been able to create our initial group of professionals who are ready to serve and provide a memorable experience to our Hamptons clients.
The Hamptons clientele is known for being discerning and having high expectations. How do you ensure that Christie’s delivers the level of service and expertise they demand?
Sonja Cullaro: Throughout our history, Christie’s International Real Estate has been recognized for working with distinguished clients. Christie’s is also known for our discretion and is synonymous with trust, integrity, and white-glove service. When clients work with us, they enjoy the service of their real estate agent who represents them, and through our network and collaborative approach to marketing our properties and providing our services, they are also serviced by a team of Christie’s experts from our New York offices and from around the world.
What trends are you currently seeing in the Hamptons real estate market? How is Christie’s positioning itself to adapt to or capitalize on these trends?
IP: From our perspective, we are excited about the growing interest of international buyers for the Hamptons market. Respecting us being a truly international company, we are seeing Christie’s as the best platform to connect Hamptons properties with this trend.
How does Christie’s global network and affiliation with the auction house enhance your operations in the Hamptons?
IP: From the moment we entered the Hamptons market, we identified that a substantial number of Hamptons homeowners are long-term clients of Christie’s auction house, and they see Christie’s as their most trusted advisor in making their buying and selling decisions. For those clients, it is normal to expect the same experience when we are servicing their real estate needs.
What have been some of the biggest challenges you’ve faced since expanding into the Hamptons, and what opportunities do you see for growth in this market?
SC: Although inventory of homes is up since the historic lows we saw in 2022, it is still significantly lower than we would like it to be. We are optimistic that this will change and that there will be more new construction opportunities. We are working with several developers to bring new and exciting properties to the market.
The Hamptons community is increasingly focused on sustainability and ethical development. Is this a priority for you?
SC: Sustainability, eco-friendly, and ethical development are key features sought out by today’s luxury buyers. We are highlighting these features in all of our marketing efforts, including having a section of our website dedicated to properties with these features. We are also working with and advising many builders and developers who are focused on sustainable and eco-friendly properties and property features.
As a father-daughter duo leading this expansion, how do your individual experiences and skills complement each other? What is the dynamic like when making critical decisions?
SC: We are a great team — our dynamic is extremely strong and collaborative. I know that we can achieve anything, Ilija has instilled that belief in me from childhood — work hard, stay humble, dream big, and then everything can be possible. These are lessons I am now teaching my daughter. Drawing on his impressive entrepreneurial and global business experience, Ilija is a strategic visionary. He has been able to set the mission and goals for our company that our entire team is united in delivering — we are growing and innovating every day. I entered real estate with a Wall Street and finance background, and I’m always focused on executing our goals and mission. I am big on strategy and metrics as well as making connections and creating business opportunities for our clients and agents through our global network. We have assembled an exemplary team that we are extremely proud of. We go to work every day happy and inspired by each other, our clients, agents, and employees.
Looking ahead, where do you see the Hamptons division in the next five years? Are there any specific goals or milestones you’re aiming to achieve?
IP: We have been able to secure a leadership position in all of our markets that we have entered. Parallelly with our growth, we are establishing a new standard for client service and experience. We were never focused just on numbers; we were always focused on delivering that extra mile in value to our clients. If you are asking me what our goal is, it is to deliver that extra mile.
Are there any emerging trends that you are particularly focused on?
IP: We recently created a joint venture in applying AI to create leads and business opportunities for our agents and to identify and best match our buyers and sellers. AI has definitely entered our lives, and we could not pass on the opportunity to use it in our business as a tool for perpetual improvement and permanent growth.
With Christie’s reputation for excellence, what specific qualities or experience do you look for in agents when building your team in the Hamptons?
SC: We are looking for experienced agents who are looking to grow their business and who are going to be great Christie’s brand ambassadors, providing the highest level of service to our clients. We established an environment of systematic growth. We are talking about both vertical and horizontal growth, which includes continuous individual improvement. As an example, last year, more than one-third of our agents’ transactions came from various lead-generation programs. We are committed to being real partners in the individual growth of every agent.
How are you ensuring that your agents are aligned with Christie’s brand and values?
SC: From day one, we started building our company around Christie’s brand and our values, which means when agents join us, they are already entering this environment and experiencing our culture, which is built on trust and integrity, passionate expertise, and exceptional client service. In addition, we provide ongoing training opportunities so that our agents can stay at the top of their field. At the same time, we are providing continuous collaboration through our US and global network, and interaction with our specialists at the auction house and our other affiliated companies.
Entering the Hamptons Market, what extra value are you providing to Hamptons real estate agents who join your team?
SC: We provide our agents with unparalleled growth opportunities through our unique lead generation program, which includes leads from the auction house as well as leads from our US and international real estate networks. We also provide our agents with full support, including marketing, administrative, technology, and ongoing training opportunities.
For further information, contact Christie’s International Real Estate Group located at 26 Park Place in East Hampton. View listings here.
