R
avi Kantha began his professional life as a criminal prosecutor and later as a white‑collar defense lawyer. Though he found the work engaging, he sensed a void. A conversation with his future father‑in‑law, an insurance broker, made him realize that true satisfaction—and profit—came from selling something he loved. The broker warned him that a lawyer’s earnings depend on bringing in business, which requires selling services. Kantha agreed that if he didn’t enjoy what he was selling, clients would not buy, and that passion for real estate would lead to long‑term success.
The switch proved fruitful. As leader of the SERHANT‑brokered Ravi Kantha Team, he guided eight agents to close 33 transaction sides, generating $105.35 million in sales volume in 2024. The 2025 RealTrends Verified Rankings placed the team 22nd among medium‑sized New York City teams. The group grew from six to eight licensed professionals during the year.
HousingWire interviewed Kantha about his journey and team culture. The interview was edited for brevity.
**Early days**
Kantha’s first role was at a boutique brokerage specializing in townhouses and brownstones. He learned the power of niche expertise: becoming a specialist attracts clients. After eight months, he secured his first listing through a cold call to a seller he’d never met. A large deal that paid off his student loans sparked word‑of‑mouth, accelerating his business.
**Lead generation philosophy**
Kantha still uses cold calling, door‑knocking, direct mail, and hand‑delivered letters—methods taught in the 1960s. He believes personal connection matters. “Don’t call just to ask for business,” he says. “Offer something first—market insights, value you can’t get elsewhere—then ask if they’re interested.” This approach, he argues, builds trust and opens doors.
**Team formation**
As his business expanded, Kantha and a former partner hired an assistant who remains with the team. Today the group includes eight agents, a director of operations, a marketing coordinator, an executive assistant, and a full‑time videographer handling social media and listing videos.
**Success factors**
Kantha credits high standards, relentless accountability, and transparency. “If you promise something, deliver it immediately,” he says. “Clients should never feel we fell short.” He also emphasizes a competitive mindset: “I want to win everything and surround myself with winners.” These principles shape the team’s culture.
**Advice for aspiring team leaders**
Kantha warns against rushing into hiring. “The biggest mistake is hiring salespeople for non‑sales roles,” he says. “Place people where their skills and interests align; they’ll thrive and, in turn, drive your success.” He stresses that success comes from building a team positioned for achievement, not from filling positions indiscriminately.
