With a background in film, television, and music, The Modlin Group‘s Brokerage Director Christopher Covert takes a uniquely creative approach to the world of luxury real estate. Yet it is not just his eye for branding and storytelling that sets him apart. Covert’s profound insight into subtleties in each transaction, his personal experience working through village codes, and his reputation for combining emotional intelligence with analytical insight have established him as a counsel of choice in a marketplace that grows more complicated by the day. In this interview, we discuss how his varied career has influenced his style of handling high-stakes transactions, his idea of boutique brokerage culture, and how The Modlin Group sets the standard for understated excellence in the Hamptons.
Your background in film, television, and music is fascinating. How has that creative experience influenced your approach to branding and marketing in luxury real estate?
My previous career has provided a better foundation for my approach to real estate relationships and transactions — more than branding and marketing — though I do put serious focused energy into those aspects as well. Transactions and listings are different every time and will always require a singular and unique path toward successful completion. The cast of characters are different every time: the location, the terms of a deal, the personalities of the principals and cooperating agents. What I learned from early days in production is that there is no one way to do things, and that being proactive and adaptive is hugely important in real estate as well.
Chris, you’re known for interpreting data with precision — how do you balance the hard numbers with the emotional side of luxury home buying in the Hamptons?
It’s sadly funny, but I am actually the least gifted analytical person I know, so working through data requires tremendous effort on my end, but it is so, so, so critical to master. Our clientele has such diverse backgrounds — creatives, finance, tech, young families, empty nesters, etc. — that there are always going to be differences in how a client views a home. Is it a passion project, a perfect home, a smart investment? As a broker, I try and help clients find the right balance of loving a home for what it is (or can be), but also making sure that they feel good knowing that their money is spent wisely. Understanding value is just as much a part of happiness as the perfect kitchen.
How has your deep understanding of village and town codes helped clients navigate complex investment opportunities in the Hamptons?
This is a critically important part of our job as real estate advisors, and it links to the above topic of data. How can we properly guide our clients without fully understanding what they are looking at? Our clients are busy; wasting their time is never a good look, and more often than not leads to losing a client. Understanding what can or cannot be done with a property, what may or may not be to code, or understanding wetland regulation — there are so many layers — this knowledge is key, and being able to convey with confidence to both sellers and buyers before engaging is key. Nothing is worse than having a buyer fall in love with that six-bedroom home with a dock, only to find out later that it’s really only a legal four and that the dock was never permitted. You have to do the work and not take things at face value.
What do you see as the most significant shift in the Hamptons real estate market post-Covid, and how is Modlin uniquely positioned to respond?
Obviously, we have returned to a less emotion-driven and much more measured and analytical approach to transacting. That, coupled with historically low inventory, has resulted in market pacing slowing down. The quiet, private, off-market segment, which has always existed to some degree, really took off during Covid and has cemented itself as a significant part of the market. Some of this is based on clients’ need for discretion, but a lot of it also has to do with the lack of inventory. As soon as a client is ready to sell, we know through the network of agents we engage with daily that there are often multiple buyers ready to pounce, so properties frequently find deals before hitting the open market. At Modlin Group Hamptons, we are laser-focused on our clients’ needs, and it is also incredibly important to us that we maintain positive relations across the brokerage community.
Modlin is known for its distinct identity — how did you go about building a brand that feels different from other Hamptons brokerages?
This was very simple. Adam Modlin has created one of the most respected and successful boutique agencies to be found not just in New York City, but anywhere. He has spent the last 25+ years perfecting his vision of how real estate should work, and by creating a business model that is structured more like a private family office than a storefront corporate real estate. Adam has been tremendously successful in creating a business that is appreciated by some of the world’s most significant clients. Having quietly completed nearly $1B in Hamptons deals, it made perfect sense for him to open an office Out East. I just follow his lead.
As a brokerage director, how do you foster a culture that encourages both innovation and integrity among your agents?
Again, I think this is all about following the lead that Adam has established in the city for over 25 years. We are not a firm that is about volume, but integrity. Quality, not quantity. Long-term relationships over a quick deal. That is how we view our trusted colleagues. We are not looking to fill desks, we are looking to partner with best-in-class agents that can represent the high level of intelligence and integrity that has long been established in the City office. Being a boutique firm, we can be collaborative, and everyone on the team has a voice. It’s an amazing experience to have a group meeting where our agents and support staff are welcome to share ideas about how we can grow and continue to thrive in the Hamptons marketplace. We are small and nimble and not constrained by corporate layers. In a fast-paced and always-changing market, this is a huge advantage for not only our clients but our agents.
What emerging trends in design, construction, or buyer behavior do you think will shape the next 5 years in luxury Hamptons real estate?
Ask me in six years.
How do you see the role of technology evolving in high-touch luxury transactions, and how is Modlin adapting to stay ahead?
Nothing will ever replace the dedicated personal relationships we foster at Modlin Group. Integrity, knowledge, discretion, and dedication.
Learn more by visiting www.modlingroup.com.
