Thursday, October 1, 2026
While real estate agents work directly with buyers and sellers, much of the strategy behind each deal happens out of view.
Carolyn Argento, a sales manager with Douglas Elliman who oversees offices in Merrick and Long Beach, said her role centers on guiding agents through the realities of a competitive housing market.
She manages around 130 active agents, advising them on pricing, negotiations and client expectations across the South Shore and beyond, with agents working in areas ranging from western Nassau County to parts of Suffolk, Queens and Brooklyn.
“I'm behind the scenes guiding strategy,” Argento said. “I hear the stories — how deals are won and how they're lost, often due to timing and pricing.” In a market defined by limited inventory and fast-moving listings, guidance can shape how agents prepare their clients and approach each deal.
How agents handle a fast-moving housing market
Argento said the shortage of available homes continues to challenge buyers, with many properties receiving multiple offers within days.
Argento said agents must be ready to act quickly, often within days of a property hitting the market, while also helping buyers manage expectations if they lose out on multiple homes.
“It can feel like a waiting game,” she said. “At a certain point, you know whether you have it or you don’t.” Even after an offer is accepted, deals can remain uncertain until contracts are finalized, with competing offers still possible.
She added that hesitation can cost buyers opportunities, especially when homes are priced correctly and draw immediate interest.
Beyond transactions, Argento said her focus has shifted from selling homes to developing agents.
Mentorship and growth in real estate careers
“Watching someone come into the business new or struggling and then grow to the next level that’s the reward,” she said. Agents in her offices have grown their business over time, building experience through both successes and setbacks.
She said that growth often comes from navigating difficult markets, where agents must adapt quickly and stay engaged despite repeated challenges.
“It’s a hard business to be in,” Argento said.
Agents often face repeated disappointment when clients lose out in competitive situations. Argento said part of her role is helping them stay focused.
“You can’t get frustrated,” she said. “You just have to keep going.”
She said buyers, especially first-time purchasers, may struggle with the pace of the market or with financial limitations when competing against higher offers.
Beyond the transaction
She described the work as both financial and personal, with agents guiding clients through major life decisions.
“A home is one of the biggest assets a person owns,” Argento said.
She noted that transactions often carry emotional weight, as sellers may feel personally connected to homes they designed or lived in for years, while buyers are making long-term financial commitments.
Argento, who began her real estate career in the late 1990s, said her experience informs how she supports agents today.
“Carolyn plays a critical role behind the scenes,” Crystin Quick, a Douglas Elliman real estate agent in the Long Beach office, said. “Her insight allows us to better serve our clients and navigate even the most competitive situations with confidence.”
"My priority is to support my agents through every stage of the process," Argento said. "I stay very connected to what they're seeing day to day, and when they succeed, we all succeed."
