Getting the offer accepted is, strange as it sounds, often the easy part. It’s passing muster with the co-op board that’s tough. Assembling a killer package is key, of course (stellar references, wad of cash in the bank). Then comes the interview—and by this point, it’s your game to lose. “Ninety-five percent of the work has been done. The 5 percent is up to you, and that’s a very important 5 percent,” says Prudential Douglas Elliman broker Jacky Teplitzky. Most rules are standard—arrive early, dress conservatively—but brokers say some strategies appear counterintuitive. Take name-dropping. Though it may seem advantageous to mention friends in the building, agent Alison Rogers, author of Diary of a Real Estate Rookie, says skip it, unless you’re certain they’re adored by their neighbors. “You may score points with some, but annoy others who may not like them,” she says. In fact, steer clear of talking about anything specific about the building in general (the new fitness room or the chatty doorman). Those are what Corcoran’s Deanna Kory calls “hot points.” The gym could have come at a massive and controversial hike in maintenance; that doorman may be on his way out. “Somebody on the board may hate [them],” she explains—and your innocent enthusiasm will leave a bad taste in their mouths. Samantha Kleier Forbes of Gumley Haft Kleier once had a buyer, hoping to look interested in the future of the co-op, ask if the lobby was scheduled to be renovated. Unfortunately for him, the lobby had just been done over. “The board meeting is never the time to ask these questions,” she says.
Served on the board of your old building? Resist touting your accomplishments. “That’s a big N-O!” says Teplitzky. No one likes a braggart, for starters, and you may unnerve board members who like things the way they are. And though it may seem smart to dress to the hilt to gain entry to a chic co-op, Bellmarc’s Cayle White recommends leaving the diamonds and Birkin bag at home. “You don’t want to look like you’re trying to look rich. It’s very ostentatious and gauche,” she says. “Your financial information speaks for itself.” And, says Kleier Forbes, “you don’t want to look like someone who’ll steal someone else’s husband. No one’s ever been turned down for looking boring.”