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“Somebody could feel that they give dinner parties for the most elite people on the planet, and we say, ‘your bathroom needs tumbled marble, your fixtures are nickel and should be bronze,’” he said. “The sellers don’t understand why those things matter.” Marissa Ghesquiere, brokerage manager for Sotheby’s International Realty’s East Side Manhattan office, said taking a seller on a tour of comparable homes is an effective strategy for getting clients to better understand what their property is up against. Ghesquiere joined Sotheby’s in 2007, and up until two years ago, served as the brokerage’s corporate counsel. Prior to that, she worked as a real estate attorney at Johnson & Borenstein outside of Boston and Reed Smith in New York. As corporate counsel, she worked one-on-one with agents on contract negotiations, so transitioning to the firm’s operations side — where she’d help brokers strategize — seemed like a natural move. She oversees 150 agents and splits the responsibility of managing Sotheby’s Manhattan offices with Diane Levine. Levine oversees 135 agents at Sotheby’s Downtown and West Side offices. She also worked as an attorney before joining Sotheby’s in 1999, and prior to that, served as an occupational therapist in New Jersey. She said her background as a therapist enables her to aid agents unpack how deals “get stuck” in the negotiation or under-contract stage of a deal. Her law experience kicks in to help agents figure out a solution to these obstacles, she said. Often, Levine finds herself advising agents to “pare down” their clients’ homes before placing the properties on the market. This can be as simple as taking down family photos and overly showy furnishings. “I walk in, and I get caught up in the furnishings, and I see a beautiful ashtray, and I can’t remember anything else,” she said.

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