From Business Insider · Jordan Pandy · · 2m
He runs Miami at 3 a.m. and still knocks on doors
A 30-year-old broker built a near-billion-dollar book on no sleep, no shame and a numbers game he refuses to stop playing.
In brief
A 30-year-old broker built a near-billion-dollar book on no sleep, no shame and a numbers game he refuses to stop playing. Volume beats acceptance rate. If you talk to enough people, the small fraction who say yes is all the business you can handle. Originally reported by Business Insider.
Brokerage at 26
Jordan Karp spent 2020 to 2022 cold-calling and assembling assets for his family, brokering side deals where he saw value. At the start of 2023 he went full-time on his own firm.
Half a billion this year
His transaction volume runs about $500 million since January and roughly $1 billion lifetime, across industrial, retail, residential and development sites in Florida.
Clients come from everywhere
Celebrities, private equity, founders, CEOs, lawyers, managers. A close friend who manages Post Malone has a private rooftop at Electric Feel Studios in Miami, and that becomes the meeting room.
The yacht is the pitch deck
For clients new to Florida, he books a boat and runs the coast from the southern tip of Miami up to Bal Harbour, narrating price per foot and where the market is heading.
No such thing as 3 a.m.
Selling the SLS Brickell Hotel for $55 million meant a seller in London, the Royal Family of Qatar, and an Albanian buyer moving through Eastern Europe. The calls landed at 2, 3 and 4 in the morning.
“There's no difference to me between 12 a.m. and 12 p.m.”
Work is the life
He does not separate the two and does not want to. The job reads as fun rather than obligation, which is how the hours stay survivable.
“I live to work. I don't work to live.”
Running the listings
His routes go from North Bay Road through Sunset Island and the Venetians into downtown, past the properties he sells. He spots addresses worth remembering and takes calls mid-run.
The worst time is their time
When a client is finally free, you stop the workout and take it. Shower at 10, decompress until midnight, then check what came in while the phone was down.
“The worst time for you is the best time for them.”
Discomfort is the point
Door-knocking is awkward, and he thinks that is where the growth sits. Showing up with something useful earns respect from people who once had to hustle the same way.
“Where there's discomfort, there's growth.”
Play the numbers, not the odds
Call 200 people, get 10 back, and you are busy. Call 500, get 20, and you are further ahead. He tracks volume, not acceptance rate, and takes the 190 rejections as the cost.
“I'm relentless, I'm fearless, and I have no shame, that's my business model.”
In short
Volume beats acceptance rate. If you talk to enough people, the small fraction who say yes is all the business you can handle.
