Ravi Kantha Of SERHANT On Five Things You Need To Know To Succeed In The Real Estate Industry

An interview with Aaron Weiner

Strong writing skills. We live in a world where communication is primarily over email and text. If you can write concisely and effectively, people will appreciate it. Always look at what you wrote and rephrase it to see if you can make it shorter.

As a part of my series about the ‘Five Things You Need To Know To Succeed In The Real Estate Industry’, I had the pleasure of interviewing Ravi Kantha.

Ravi Kantha is a licensed associate real estate broker and founder & principal of The Kantha Team at SERHANT. One of the most successful and sought after real estate brokers in New York City, Ravi has sold over $2 billion of real estate since starting his career in 2015, has been ranked #1 in New York and #7 nationwide in the small team division in transaction volume (REAL Trends 2023 rankings as seen in the Wall Street Journal), and was recognized as one of New York’s Top 15 Real Estate Agents by The Hollywood Reporter. Ravi has a unique ability to look at the macro-economics of the market and apply it to help developers make strategic decisions about their new buildings from financing to what features will drive demand.

Ravi Kantha is a licensed associate real estate broker and founder & principal of The Kantha Team at SERHANT. One of the most successful and sought after real estate brokers in New York City, Ravi has sold over $2 billion of real estate since starting his career in 2015, has been ranked #1 in New York and #7 nationwide in the small team division in transaction volume (REAL Trends 2023 rankings as seen in the Wall Street Journal), and was recognized as one of New York’s Top 15 Real Estate Agents by The Hollywood Reporter. Ravi has a unique ability to look at the macro-economics of the market and apply it to help developers make strategic decisions about their new buildings from financing to what features will drive demand.

Thank you so much for doing this with us! Can you tell us the “backstory” about what brought you to the Real Estate industry?

Ironically, it was Million Dollar Listing that inspired me to enter the real estate industry. Prior to being in real estate, I was an attorney for five years. Working in criminal law, I was working with people at the worst moments of their lives — whether they were going to jail or keeping them out of jail. It was hard to compartmentalize. I began thinking about what else I could do, and I just so happened to catch an episode of Million Dollar Listing. Over the years, people often told me I should be in sales because of my ability to simplify complex ideas and truly listen. At the time, I wasn’t sure what that meant for me professionally, until I discovered real estate. Once I immersed myself in learning the business, everything clicked. Within nine months, I closed my first $100 million transaction, and I’ve been all in ever since.

Can you share with our readers the most interesting or amusing story that occurred to you in your career so far? Can you share the lesson or takeaway you took out of that story?

Early in my career, I made a cold call to a billionaire. They weren’t ready to sell their home at the time, but that initial connection eventually led to my first $100 million transaction: a commercial deal that all started with one call. That experience cemented my belief that being proactive is the foundation of success. Real estate is an industry for doers, you don’t have to be perfect; you just have to act.

Do you have a favorite “life lesson quote”? Can you share a story or example of how that was relevant to you in your life?

“Why not us?”

In age of social media, anyone can be an expert — or at least say they are. There is a lot of manufactured content showcasing success. However, there can be a big gap between style and actual substance. I think about this a lot and always remind my team that we’re about the work. We deserve every deal, every client, every success, especially when they’re not easy to come by. It’s very important today to not get discouraged by what you see online, because you only see a highlight reel of what others are willing to show. When you’re putting in the work, and actually transacting, as opposed to jut talking about transacting, you’re learning and building real knowledge. In my opinion, that’s what really counts. So, I always remind my team: ‘why not us’?

Are you working on any exciting new projects now? How do you think that will help people?

I believe that the most important way to show up for clients is to be a helpful, educated partner. We are working on developing technology that has the most detailed proprietary sales and buyer data in the industry. Through this, we are able to identify the buyer of any asset in NYC, at scale, with demographic information that includes profession, office location, prior residence, cash, financing, etc. By understanding the people behind the market, we can craft marketing campaigns that truly reach the right audience, helping sellers connect with buyers faster and more efficiently. For developers, our data provides guidance on what to build and where, so projects better meet the needs of the community and create lasting value. Ultimately, it’s about using intelligence and insight to make real estate work better for people, whether they’re buying, selling, or shaping the city around them.

What do you think makes your company stand out? Can you share a story?

SERHANT. puts agents first. They prioritize agent support and are innovative in the tools and resources they provide, especially in tech and social media. The firm’s AI platform, S.MPLE, makes our work more productive and efficient, and as The Kantha Team, we use it to work smarter and better serve our clients. Real estate is a 24/7, 365-day-a-year job, and this technology helps me stay accessible to clients whenever they need me.

SERHANT. also leads in social media. They teach agents how to grow their brand and reach audiences “while we sleep.” When I started, I wasn’t posting much video content. Now I have over 6,000 followers and am creating dynamic content is an integral part of my marketing plan for our team, clients, and new developments. I was never comfortable in front of a camera but Ryan Serhant showed me that the key was to take what I do best, which is educating clients, and translate that to the camera. Today, you’ll see me doing interviews, showcasing townhomes and their historical significance, or introducing new buildings while sharing the backstory of how they were built.

None of us are able to achieve success without some help along the way. Is there a particular person who you are grateful towards who helped get you to where you are? Can you share a story about that?

I am most grateful to my wife, Katie. The year we were getting married, I left my six-figure legal job with her blessing — and with her parents’ support also. We moved in with her parents and for 18 months, I was trying to keep up with my student loan payments, commuting 90 minutes each way, and working 14–16-hour days. Without their commitment to believe in me and share in some sacrifice during my career change, I would not have been able to create and build one of the top teams in the city.

Ok. Thank you for all that. Let’s now jump to the main core of our interview. Can you share 3 things that most excite you about the Real Estate industry? If you can please share a story or example.

1 — There is no limit to what you can do, how you can grow, and what you can make. Any limit that you think exists is self-imposed. You absolutely can be the biggest broker out there, and it can be a lifelong career — nothing can stop you.

2 — The people are interesting, and the places are exciting. Over the years, I’ve had all different kinds of clients and have been privileged to guide all of them through some of the most incredible properties — some of which are homes many people only dream of seeing. Some of these spaces are steeped in history, some of them are new and innovative, and I often find myself wondering which of the homes I walk through today will be remembered for years to come.

3 — The hustle keeps you sharp. I’m naturally competitive — I thrive on the chase and the thrill of winning. There’s nothing like going after a listing, outworking the competition, and coming out on top. I love the drive, the strategy, and, most of all, the win.

Can you share 3 things that most concern you about the industry? If you had the ability to implement 3 ways to reform or improve the industry, what would you suggest? Please share stories or examples if possible.

1 –Systems and associations. I see an opportunity to reorganize these groups with an agent-first mindset, helping them define their role in the future of real estate. With the realities of AI, data, digital marketing, and social media reshaping the industry, these organizations need to embrace technology, and adapt to the evolving marketplace.

2 — Higher standards for discipline. Too many agents act unethically, and most brokerages fail to hold them accountable. In my experience, it’s rare to see an agent lose their license. Stricter enforcement, stronger licensing standards, and accountability for misconduct are essential to raise the integrity of the profession.

3 — Housing supply. We need housing options for all income levels. While the private market can’t be controlled, we must focus on increasing supply. Elected officials must take action to cut through red tape and bureaucracy that slow progress.

What advice would you give to other real estate leaders to help their teams to thrive and to create a really fantastic work culture?

You need to hire ambitious people who understand how to collaborate. Scale a business is far more rewarding than watching agents compete against each other. When your team works well together, you know you’ve hired the right people. Empower them with the tools they need — data, social media, marketing, video, and strong support so they can excel. You’ll build a team of agents who are exceptional at lead generation, business development, networking, and seizing every opportunity.

You are a “Real Estate Insider”. If you had to advise someone about 5 non-intuitive things one should know to succeed in the Real Estate industry, what would you say? Can you please give a story or an example for each?

1. Strong writing skills. We live in a world where communication is primarily over email and text. If you can write concisely and effectively, people will appreciate it. Always look at what you wrote and rephrase it to see if you can make it shorter.

2. Emotional intelligence & listening — Salespeople often get a reputation for talking too much or pushing too hard — but that approach doesn’t work when dealing with multimillion-dollar assets. In this industry, you’re an advisor first. You listen carefully, read clients’ body language, and ask the right questions. Many clients want to talk, but your role isn’t just to placate, it’s to understand what guidance they’re seeking, whether it’s about the process, asset value, market insights, or preparing a home for sale. Solving these small needs in the first meeting builds trust and sets the foundation for a lasting relationship.

3. Work ethic. Real estate is a tough business — you have to create your own luck. Success comes from getting in front of more people, making your own opportunities, and going the extra mile. You can’t treat weekends or late nights as off-limits, especially when working with high-net-worth clients. If a client calls at 11 p.m. on a Saturday, it’s about being there to pick it up. Relentless dedication that sets you apart.

4. Organization. In real estate, there are countless details to manage, and it’s easy for things to fall through the cracks. You’re juggling leads, buyers, sellers, referrals, and other agents, and often all at once. Find a system that works for you, whether it’s apps, processes, or personal strategies, and stick with it. Consistent organization is key to staying on top and delivering results.

5. Know what’s happening in the world and financial markets. You don’t need to be an expert on everything, but you do need to understand how global events and financial trends affect the market. Knowing when and how these shifts influence demand for real estate in your area is essential to advising clients effectively and staying ahead of the curve.

Because of your position, you are a person of enormous influence. If you could inspire a movement that would bring the most amount of good to the greatest amount of people, what would that be? You never know what your idea can trigger. :-)

I want to help people realize that we are all capable of more than we think. Research on mindset, visualization, and self-confidence shows that these strategies actually work, they’re not just motivational clichés. When you truly convince yourself that a higher level of success is possible and believe it as fact, it becomes achievable. Too often, people limit themselves, thinking they aren’t this enough or don’t have that skill. But, you’ll never reach your goals until you not only believe you can achieve them, but that you should and will.

How can our readers further follow your work online?

You can follow me on Instagram @ravi.a.kantha

Thank you for your time, and your excellent insights! We wish you continued success.