After eclipsing $100 Million in sales last year, the Douglas Elliman team led by Marie Espinal and Jeff Adler announced their relaunch as the Espinal Adler Team in January 2019.
The veteran duo credits the team’s success to its holistic and hands-on approach with its clients, resulting in consecutive year-over-year growth for a decade by toppling the impressive $100 Million annual sales benchmark.
“I think it’s a testament to the things that we’re doing right, and all the while without compromising the way we service our clients or how we want to run our business,” Espinal said. “We want to advise our clients the way that patients are advised by their doctors.”
That consistent, high-level of service allowed the team to stay focused and thrive in a year that volume was down for a lot of NYC realtors, according to Adler, who prioritized cultivating long-term relationships over chasing the immediate sale.
“Even with all the volatility in this industry and this market, we have consistently grown since we’ve partnered,” he said. “Last year, everybody was down and freaking out. But we were optimistic. Because the way we do business is what the market is shifting to.”
The Espinal Adler team is being built specifically with the client experience in mind. It already had its own Marketing Director, a powerhouse of multi-lingual agents and expert market analysts. But this month, the team took an unprecedented step in adding 15-year mortgage-industry veteran Matthew Jablonski to their roster. Jablonski will serve the team’s clients in an advisory role, completely independent from any bank or mortgage lender.
Jablonski will be tasked with having his finger on the pulse of a constantly evolving mortgage industry, identifying lenders who offer the most competitive rates with the most efficient process, all in an effort to spare the team’s clients from the time-consuming information gathering process. “Our clients should rest assured that we’re in constant pursuit of information that will help them secure the best available mortgage terms,” Adler said.
Jablonski will prepare clients for the mortgage application process and be available to conference with a buyer’s loan officer or mortgage broker to ensure all the right questions are asked and answered. He’s also a trained solutions expert, or as Espinal phrased it, “a thought partner” in the event there are any roadblocks during someone’s mortgage application process. “We want our buyers to get the best possible loan for their needs, and this will help them achieve that,” Adler said.
For sellers, Jablonski will carefully vet pre-approvals when offers are made. He’ll review appraisal reports if a listing property under-appraises and offer alternatives to unnecessarily lowering a sales price.
Espinal said she and her team have worked with Jablonski for over a decade during stops he had at Chase, Mortgage Master and most recently Citizens Bank. His addition to the team will change the homebuying process for clients working through the Espinal Adler Team. A real estate broker is there for their client at every step of the negotiation, both Espinal and Adler pointed out. But, for the most part, a buyer is on their own when it comes to securing funds for the transaction.
“This was the one missing component,” Espinal said. “With the inclusion of a mortgage advocator, it really does become a full suite of services. We think it’s going to make a monumental difference in how a client experiences real estate through us.”
“It’s unparalleled,” Adler said. “How many other real estate teams have their own mortgage specialist?”
Many real estate agents have a decent understanding of mortgage finance, especially in New York City, Jablonski said, but getting to the closing table can be like navigating through a minefield of potential pitfalls. With 15 years and more than 1,500 mortgage transactions under his belt, Jablonski said his familiarity with the process, his understanding of mortgage guidelines and his ability to think like a mortgage underwriter will undoubtedly enhance the customer experience, and just as importantly, Espinal Adler clients will ultimately save money.
“I was in the mortgage business for a long time, but I never crossed paths with anyone that performed the role that I’m taking with this team,” Jablonski said. “It’s new and it’s exciting and it makes all the sense in the world.”
In addition to Espinal and Adler, and now Jablonski, the team includes Marketing Director Cortnie Schultz, and salespeople Joseph Chaplin, Ya (Amy) Wang, Jessica Escobar and Jennings Lee Culver.