Meet Michael Coscetta

Michael Coscetta knows how to think big. Really big. It’s a quality perfectly suited for his position as the Chief Commercial and Strategy Officer at Compass, which he joined back in October 2018, after serving as the Vice President of Global Sales at Square—you know, the small white credit card reader that makes paying for your morning coffee a breeze (among other things). During his tenure at Square, Coscetta turned a domestic SMB sales organization into a global five country sales team. This is why it’s no surprise that within Compass, Coscetta’s name is synonymous with growth and scale, which he’s quick to point out are two different things.

“Building 50 rooms on your home is growing your house,” Coscetta explains. “Scaling your house is taking the same foundation and building it straight up. It takes six to nine months to build the foundation, but they could throw a home on top of that in a matter of 30 days. The foundation is the hard part, but the foundation gives you scale. That makes the rest of your building very efficient and very easy.” It’s an analogy apt to his current audience: real estate agents.

Coscetta’s ambition to scale is innate, part of his own foundational story of growing up on Long Island and dreaming of being the United States President (or at least a lawyer). Coscetta attended Harvard, where he majored in economics and loaded up on classes in biology and chemistry just for the fun of it—a true show of character. Coscetta has a natural ability to see complex concepts and challenges and turn them into small actionable steps for which to forge ahead. He doesn’t see the vastness of the mountain in front of him, instead he sees the network of trails that will take him to the summit. Step-by-step: that’s how he laid his own foundation for success, even selling Cutco knives in peoples’ homes during summer vacations.

Coscetta’s first piece of advice to all small business owners, especially realtors, is to plan for growth, not just day-to-day business operations. “I think most agents get caught up in the today and tomorrow…and the problem is if you didn’t look out six months ahead, then by the time you get there your business is still going to look exactly like it did today.” In order to properly plan and scale, Coscetta says you need to identify how growth will look, where things will break, where things need to change, and how to respond to market conditions and seasonality. He advises building playbooks around these scenarios so when they arise your response is instinct; he also warns veteran agents, who already operate on instinct, that instinct is not teachable. Instead, veterans should “take what you do and map it out into documents and programs, and then hand it to the next person on your team. You’re now replicating yourself. And that replication is what will give you some version of scale over time.”

The key to scaling any business, according to Coscetta, is hiring the right people. He acknowledges that this may be a real hurdle to many agents who find it difficult to relinquish any control of their business. “Every small business owner is a CEO, the CFO, the COO, the CMO, the head recruiter, the head janitor, the head…everything. Eventually all of those things aren’t able to be done efficiently or effectively by the same person, so you’ve got to start to find people to do those things better than you. Not as good as you, but better.”

When it’s difficult for realtors to ceed control, for fear something in the business may break, Coscetta is quick to remind them of the truth: “the reality is, it’s going to break, so you might as well teach someone how to handle things that will eventually break so that you no longer have to handle those problems.”

According to Coscetta, the critical part of letting go is trust and hiring the right people. In order to feel confident that you’re bringing in the right people Coscetta suggests first looking less at skill-based abilities and instead asking yourself: Do I want to work with this person every day? Do I want to spend time teaching this person the ropes of my business? Second, Coscetta says, make sure you bring in people who have the same medium to long term goals as you do. The last critical component to hiring is once you’ve found people with aligned goals, “treat all employees like owners, like partners, where they feel vested in the business.”

There’s a fitting saying Coscetta uses a lot: never pay for the same real estate twice. What he means is: “If you’ve done a task and you’re going to do it again…well, that’s a sign where you should be looking to automate [or] delegate.” This way business leaders can continue to focus on their own professional growth. “Accept that things will not be perfect, Coscetta says, “but over time they may actually end up being better, so it’s letting go of that fear and just accepting that things go wrong every day.” For Coscetta, that’s a normal part of business.

An avid reader—his favorite book is Dostoyevsky’s Crime and Punishment—Coscetta learned some of his most valuable business lessons in books like John Maxwell’s The 21 Irrefutable Laws of Leadership.” When scaling their businesses, he recommends all agents become familiar with Maxwell’s “Law of the Lid”, which says that the leader is the lid to any business’s growth potential—so where the leader caps out, so too does the business. “The leader’s job is to continue to challenge him or herself to constant and never‑ending growth, and then share that improvement. I think if a leader is working on him or herself all the time, the team will constantly get better, and the level of the organization will continue to increase.”

As he heads into the future, Coscetta is challenging himself to think bigger than ever—and taking 19,000+ Compass agents* along with him. One thing is certain, with Coscetta as a leader, there’s no lid in sight.

Meet Sofie Langhorne

Meet Sofie Langhorne One of the founding members of the Compass Montecito office and Co-Principle of the Langhorne Group, Sofie Langhorne is one of the

Read More »

Meet Levi Meyer

Meet Levi Meyer A top-producing South Florida agent, and the founder and president of the incredibly successful Meyer Group, Levi Meyer is an expert when

Read More »

Meet Stacey Froelich

Meet Stacey Froelich A top-producing Compass New York agent, and the founder of her own team of dedicated agents, Stacey Froelich is a real estate

Read More »

Meet Beth Butler

Meet Beth Butler The Regional Director of Compass Development Marketing, and a 35 year real estate veteran, Beth Butler has made a name for herself

Read More »

Meet Tom Dunn

Meet Tom Dunn A top real estate producer specializing in the sale of luxury properties in the Vail and Beaver Creek resort markets of Colorado,

Read More »

Meet Terrence Harding

Meet Terrence Harding A top-producing New York agent and a member of Compass’s Sports and Entertainment Division, Terrence Harding has made a name for himself

Read More »

Let's chat!

Send us a message so we can get in contact with you, or email us at chirag@chiragshahcoaching.com!

Adrianna Nava

Coach & Advisor
Expert in Compass Tools; Business Modernization; Prospecting

The first real estate deal Adrianna put together was unusual in several ways: she was only 17 years old; her parents were the listing agents; and (strangest of all for an agent) she did it for free! Since then, Adrianna has nurtured a lifelong passion for real estate, and learned the value of commissions! Wearing many hats throughout her career, Adrianna spent 20 years managing her own portfolio of real estate properties; 10 years as a licensed real estate agent; and the past four years working with Compass as a Senior Agent Experience Manager. It is in this last role that Adrianna has made her mark on the Compass brand and transformed the lives and businesses of Compass agents throughout the country. 
Adrianna previously worked as a Senior Agent Experience Manager at Compass and has over 8,000 hours of training Compass agents on using the Compass platform, as well as honing their strengths and skills, to grow their businesses. Now, Adrianna is the Hamptons real estate market and transaction expert, founder of HamptonsMarketData.com, contributes a weekly market update column to Behind the Hedges and is the author of Hamptons Real Estate Showcase’s Market Watch feature.

Ethan Leifer

Coach & Advisor
Real Trends Top 100; Expert in Team Building; Lead Generation; Client Outreach

It’s fair to say that Ethan Leifer is something of a Compass fanatic. Ethan joined the Compass family in 2017 after being blown away by a combination of the firm’s incredible suite of tech tools and its obvious dedication to its agents. Ethan left the brokerage he was at, signed up with Compass, and hasn’t looked back since. But fresh starts are nothing new to Ethan. His first career was as a cantor singer in Jewish worship. But after falling in love with the real estate business, Ethan decided to radically switch gears, first making a stab at being a Long Island agent before finally settling down in Manhattan.
It’s in NYC where Ethan has truly made his mark, dominating the city’s luxury real estate market and presently leading one of Compass’s most successful agency teams. According to Ethan, the secrets to his success are as follows: relationship building; tremendous focus; and a certain type of chutzpah (he is a ‘cold calling’ master, after all). As one of our 360 Mastermind coaches, Ethan specializes in leading weekly role playing exercises with agents.

Haneen Hayder

Coach & Advisor
Real Trends WSJ #212; Expert in Property Flipping; Farming; Lead Generation

Compass agent Haneen Hayder began her real estate career in 2012, and quickly rose to the top 3% of all realtors in her brokerage nationwide and internationally. She attributes her success to excellent negotiation skills, which she considers her client’s biggest advantage.

Before becoming a realtor, Haneen earned a masters degree in Chemical Engineering, and gained international corporate experience in the field of engineering. With extensive access to off-market listings, Haneen offers buyers a multitude of avenues for achieving their real estate dreams. Her technical background is particularly advantageous in this market, helping her provide innovative and unique marketing strategies to engage potential buyers.
Haneen strives for unparalleled customer service and commitment to both buyers and sellers, giving her clients an extra edge in competitive markets. Haneen is renowned for her dedication, integrity, and first-class customer service in the Bay Area real estate market. No detail is overlooked utilizing her full-service sales approach, impact marketing campaigns, and powerful local, national, and global networks.

Amit Bhuta

Coach & Advisor
Expert in Marketing; Social Media; Brand-Building

Amit Bhuta loves his job; his passion for Compass and Miami’s luxury real estate market is contagious—just ask any of his nearly 80,000 social media followers. As the leader of the All in Miami team, and a nearly 16 year industry veteran, Amit has a deep understanding of the sales, communication, and marketing skills it takes to succeed in this business. Brand-building and storytelling are Amit’s specialties; and as a coach, regular fixture on Workplace, and co-host of “Ask Me Anything,” Amit is committed to helping his fellow agents grow their own brands, and earn more money by doing things they really enjoy. His goal is to help each realtor love their jobs too.

David Severance

Chief Learning Officer & Coach
Expert in Leadership; Team Building; Business Strategy

As the son of a Westchester real estate agent, David Severance was exposed to the world of sales at an early age. He witnessed first hand the dedication, grit, and relationship-building skills that go into the job. Around this time, David also developed an interest in psychology, specifically the way our perceptions influence our choices and outcomes. When he eventually moved to Japan during college, David really started thinking about many of his own beliefs about relating to others and the makings of a life well-lived. David believes that success comes from our ability to profoundly connect with and influence those around us.
For 15 years David rose through the ranks of one of the world’s biggest airlines, where he applied his psychology background to studying what makes teams effective and how they get derailed. His work inspired international companies to find new ways of working together, both internally and publicly.

In 2005 David became a certified coach and started working with leaders in Fortune 500 companies, where he’s been at the cutting edge of leadership theory and practice. Now David brings his expertise to small teams and startups, and teaches leaders how to relate more effectively with teammates and clients.

As a coach at CSC, David runs our Leadership Mastery program, as well as leading GCI Accelerator sessions each week and working with individual clients. He looks forward to working with agents who want to grow as team leaders and find more fulfillment in their lives and jobs.

Chirag Shah

CEO & Founder

By working with Chirag Shah you can expect effective, results-driven coaching, or as one of his clients said, “you can learn more from three months with Chirag than you can in three years on your own.” Whether it’s creating systems, structures, and processes that help you grow your business; building out your team, or learning to enforce healthy work/life boundaries, Chirag wants to help you bring your vision for your future to life. As a life-long learner, people-person, and curious problem-solver, Chirag has been a student of real estate coaching since he got his realtor’s license in 2007.

In fact, Chirag is a self-described ‘real estate training seminars obsessive,’ because he loves innovating ways to help agents maximize their potential.

Chirag’s drive to inspire transformation in his colleagues made him a natural fit for Compass’s Director of Coaching and Training, a position he held for two years. While at Compass, Chirag spent over 5,000 hours training Compass agents; he created Pitching Compass, which became the gold standard for agents’ pitches, and developed both regional and national trainings that helped share Compass’s value proposition—and not just what Compass does, but how they do it.

“The How” is big for Chirag, who believes if you’re going to tell someone to do something, you need to give them steps on how to do it. This coaching philosophy guides the work he does with his clients, which include teams and agents that are featured in Real Trends Top 100 lists, and rank amongst the top 1% of realtors in the country. Chirag spends time understanding what is most important to each individual, the direction they want to take their businesses and lives, and then he creates a custom roadmap, with step-by-step processes to help get them there.