We caught up with the brilliant and insightful Robert Sarkisian a few weeks ago and have shared our conversation below.

Alright, Robert thanks for taking the time to share your stories and insights with us today. What do you think matters most in terms of achieving success?

Success as a real estate broker, especially in a luxury market like Nantucket, requires a combination of key traits, strategies, and dedication. Here’s what I believe it takes:
1. Expertise and Knowledge
• Local Market Insight: You need to understand the market inside and out—everything from property values and trends to zoning regulations and community amenities. Clients expect you to be a trusted authority.
• Continual Learning: The market and industry constantly evolve. Stay ahead by keeping up with economic trends, marketing strategies, and legal updates.
2. Building Relationships
• Strong Network: Develop and maintain relationships with clients, colleagues, contractors, attorneys, and lenders. Your network is your most powerful tool.
• Exceptional Service: Luxury clients demand exceptional service, discretion, and a concierge-like experience. Your reputation is built on how you treat every client, every time.
3. Marketing Savvy
• Branding: Create a personal brand that reflects the quality and exclusivity of the properties you represent. Your image is your business.
• Technology Use: Embrace digital tools, social media, and creative marketing strategies to highlight properties and attract high-end buyers.
4. Work Ethic and Resilience
• Tenacity: Luxury real estate requires patience and persistence. Deals take time, and competition is fierce. Stay motivated.
• Problem Solving: Challenges will arise, whether it’s a tough negotiation or unexpected market shifts. Be proactive and resourceful in finding solutions.
5. Emotional Intelligence
• Empathy and Listening: Understanding your clients’ needs and emotions is critical in creating trust and delivering tailored solutions.
• Negotiation Skills: Success often hinges on your ability to negotiate deals effectively, while maintaining relationships.
6. Integrity
• Trustworthiness: In the luxury market, clients need to know they can rely on your discretion, honesty, and commitment. Integrity builds loyalty and referrals.
7. Passion for Real Estate
• Loving what you do makes all the hard work worthwhile. Passion fuels creativity, persistence, and a genuine connection to your work.
By combining these attributes and maintaining a client-focused mindset, success is attainable. Real estate isn’t just about selling homes—it’s about creating experiences, solving problems, and building lifelong relationships.

Turning Potential into Profit: A Nantucket Real Estate Success Story
Recently, I had the pleasure of helping a buyer client achieve an extraordinary transformation in the Nantucket real estate market. It began with the purchase of an under-the-radar lot in Sconset for $1,150,000. What followed was a journey of vision, collaboration, and expert market insight that culminated in the sale of a breathtaking turnkey estate for $9,000,000.
This project is the perfect example of what happens when timeless Nantucket charm meets modern luxury. My role was to identify the hidden potential in a prime location and guide my client in realizing a vision that resonated with the island’s unique appeal while maximizing future value.
The success of this venture demonstrates the importance of understanding the market and anticipating growth opportunities. Sconset’s allure continues to rise, and recognizing this area’s trajectory was key to unlocking such remarkable results. From securing the initial lot to overseeing the property’s evolution into a $9 million masterpiece, this journey was about much more than a transaction—it was about creating value and delivering on a shared vision.
Helping my client achieve this level of success is deeply rewarding. It’s a testament to the power of expertise, foresight, and collaboration. For me, this is what being a real estate professional is all about: seeing potential where others may not, guiding clients through the process, and delivering results that exceed expectations.
This experience reinforces my passion for Nantucket’s luxury real estate market. It’s an honor to help my clients navigate opportunities, build their dreams, and make investments that truly pay off.

Robert, love having you share your insights with us. Before we ask you more questions, maybe you can take a moment to introduce yourself to our readers who might have missed our earlier conversations?

Robert Sarkisian – Trusted Nantucket Real Estate Professional

A broker with Island Properties since 2004 and a full-time Nantucket resident for nearly 30 years, Robert Sarkisian brings unparalleled expertise and dedication to the island’s luxury real estate market. His deep understanding of Nantucket’s unique real estate landscape and his commitment to exceptional service have earned him a loyal clientele and consistent recognition as a top performer with Berkshire Hathaway HomeServices for the past six years.

Robert’s impact extends far beyond real estate. Passionate about giving back to the community he loves, he serves as a mentor for Big Brothers Big Sisters and sits on the Board of Advisors for the Nantucket Lighthouse School. As the founder and co-chair of the Nantucket License Plate initiative, Robert was instrumental in raising over $1,000,000 for island nonprofits benefiting children—a testament to his commitment to improving life on Nantucket.

His leadership and dedication have also been felt in other local organizations, having served on the boards of the Nantucket Chamber of Commerce and the Nantucket Music Center. A Brother Mason and Past Worshipful Master at Union Lodge, F. & A.M., Robert received the prestigious Brother of the Year Award in 2015 and the Grand Lodge’s Joseph Warren Distinguished Service Medal in 2019. Recognized as one of “Nantucket’s Brightest Stars” by The Inquirer and Mirror and as one of the island’s most influential individuals by Nantucket Today magazine, Robert is known for his meaningful contributions to the island’s vibrant community.

Originally from Natick, Massachusetts, and a graduate of The Ohio State University’s Fisher College of Business, Robert combines his professional acumen with a personal passion for Nantucket’s timeless charm. Whether helping clients navigate the intricacies of the island’s real estate market or guiding them toward opportunities that balance investment value with lifestyle goals, Robert’s insights and foresight deliver outstanding results.

“With 20 years of experience as a broker on Nantucket, I understand the nuances of this exceptional market. Whether you’re buying, selling, or investing, I’m here to help you make all the right moves.”

Can you tell us about a time you’ve had to pivot?

The spring of 2020 was a time of uncertainty and fear. I had just returned from the Berkshire Hathaway HomeServices convention in Nashville, TN, feeling inspired and ready to take on the year. I was excited for the future, energized by the possibilities ahead. But just days later, everything changed. The country went into lockdown as the pandemic swept across the globe, and Nantucket wasn’t immune to the upheaval. Panic was in the air, and the market came to a standstill.
People were canceling their summer rentals, fearful of the unknown, and travel ground to a halt. The future was unclear, and it would have been easy to get swept up in the fear and chaos. But I knew I couldn’t afford to panic. I had worked too hard to build my reputation in this community, and I wasn’t about to let this challenge break me. I chose instead to remain calm. I focused on what I could control — my health, my mindset, and my attitude. I practiced gratitude every day and reminded myself that I had been through tough times before, and I would get through this one too.
In those early days of lockdown, while many were paralyzed by uncertainty, I decided to become a beacon of hope for my community. I stayed connected with my clients, reassured them that we would get through this together, and helped them focus on what was within their control. I didn’t let fear take hold, and I made sure to demonstrate that resilience to everyone around me.
Then, in the midst of the panic, a unique opportunity arose. I had a client who was in the process of acquiring a large estate property, but I saw something that no one else was seeing. The market was hesitant, and the fear was palpable, but I knew that this was the moment for bold action. I convinced my client to not just buy one estate — but to purchase the neighboring property as well. The vision I had was clear: a massive compound, a place to escape and create something truly special. It was a risk, but it felt like the right one.
And I was right. As Nantucket began to recover, my client’s purchase became a defining moment for both his portfolio and the island’s real estate market. Buyers, craving safety and beauty, began to flock to Nantucket, and prices soared. My client’s bold decision became the catalyst for renewed confidence in the market, and within a month, the real estate scene was transformed. What seemed like a quiet, uncertain time became one of the most dynamic years in Nantucket’s history.
That year, we had record-breaking sales — a direct result of taking calculated risks when others were frozen by fear. Through it all, I never lost sight of the bigger picture. I knew that resilience isn’t about avoiding challenges, but about facing them head-on with confidence and clarity. It’s about staying grounded when the world feels unsteady, and trusting that opportunities will come to those who are willing to take them.
That spring, I didn’t just survive — I thrived. And in doing so, I helped my clients and my community emerge stronger and more successful than ever before.

Let’s talk about resilience next – do you have a story you can share with us?

How I worked through the early days of the pandemic-that’s where my resilience truly showed — not in avoiding the struggle, but in facing it head-on, with a sense of hope and confidence. I didn’t let the panic that was gripping the world shake my foundation. I remained steady, trusted my experience, and took calculated risks when the moment was right. My client’s bold move became a turning point, not just for him, but for the entire Nantucket real estate market.

As the market rebounded, I knew that my ability to stay calm, act with conviction, and support my clients through uncertain times made all the difference. Resilience is about adapting, staying hopeful, and knowing that challenges are just opportunities in disguise. This experience proved that, even in the most difficult times, my resilience — my ability to stay grounded and focused on the bigger picture — is what allowed me to not only survive, but to thrive. It was my most successful year!

Contact Info:

• Website: https://www.islandpropertiesre.com
• Instagram: nantucketbroker
• Facebook: https://www.facebook.com/BHHSIslandPropertiesNantucket
• Linkedin: https://www.linkedin.com/in/robert-sarkisian-375b911a/