One can hardly travel anywhere today within our tri-corner area without seeing a property listed for sale by Elyse Harney Real Estate. Elyse Harney founded her real estate firm in 1987. “My husband, John, and I had been the innkeepers at the White Hart in Salisbury, CT, for over 23 years and were blasting off into midlife in our 50s and into new careers. John started Harney & Sons Tea while I set off into real estate,” the Harney matriarch jovially explained. 

“From the start, I believed that it was important to service all three states considering where we’re located. But it was a unique concept at the time,” Elyse explained. “We’re one of the original companies to be in all three states, and we’re one of the few independent real estate firms still doing it today.”

Elyse’s daughter, Elyse Harney Morris, went on to explain that this had been a bold thing to do especially considering that there is an 85% failure rate for real estate agents. Yet after over 35 years, the mother and daughter continue to grow their business and stay true to their ethos of building a tradition of trust. 

“We remain an independent real estate firm, despite having had many larger real estate firms want to acquire us. We continue to focus on cultivating relationships with our clients and giving them the best experience possible while offering better results,” Elyse the younger explained. 

Valuable lessons learned and the growth of the business

Mother and daughter both agree that they are able to offer their clients the best experience due to the approach they take. “We have a team approach,” explained Elyse Harney. “We have 30 agents, most of whom are full-time, and most are licensed. We encourage all of our agents to get licensed in more than one state. One of the most valuable things that we’ve learned is the importance of teamwork. You see, in real estate, everyone is an independent contractor, but we’ve developed a sense of team here. It’s unusual for independent contractors to follow a team model.”

Elyse Harney Morris added, “That teamwork model has definitely helped our success along with our back-of-house staff. Our team dynamic has helped create a much quicker process for our clients, whether buying or selling a home or property.”

The mother-daughter duo went on to explain that a lot of their agents have worked in hospitality and sales. “It’s because of the tradition of trust combined with our experience in hospitality and sales that we’re able to give our clients 110% every time,” shared Elyse Harney Morris.

When discussing their business’s growth, Elyse Harney Morris said she had to talk in pre- and post-COVID terms. “Prior to the pandemic, our average annual number of transactions was 108, at the peak of COVID it was 225, while post-COVID we’ve been averaging 163. That’s still 50% above pre-pandemic numbers. The amazing thing is that despite the pandemic, we still offered the same level of service all the way through, even while growing tremendously.”

Elyse Harney added, “We’re very protective of our agents and brokers. We don’t flood the market with more agents, but rather we want the best agents who can close the deal. And that’s what we’ve curated.”

They’ve continued expanding their market and have been pushing east – hitting hard in Massachusetts and past Norfolk, CT. “We’ve been getting more and more listings out that way, and that’s an area we’ve been focusing on. We used this same approach about ten years ago in New York, and now we have a very strong presence in Dutchess and Columbia Counties,” explained Elyse Harney Morris.

Paying it forward

When asked what advice they would give anyone starting out in business, Elyse Harney shared, “Be dedicated and willing to work. When you’re starting a business it’s not a nine-to-five job. You’ve got to be willing to be on call, go the extra route, and do what you said you’d do. You’re creating a tradition of trust; if you said you’re going to do something, you need to do it. People will trust you and from there you will grow.”

She also added, “If a door opens, don’t be afraid to go through it. You never know when you’ll have the opportunity again.”

When it comes to local businesses, Elyse Harney Morris said that the variety in our region is amazing. “If we take Millerton, NY, as an example,  we see change, but some things won’t change. The diner will always be there and be successful because the model works. They’ve changed and adjusted their menu items for example, but that’s keeping up with new and merging demographics. Another example is the old Terni’s, now The Dutchess Trading Company. It still has the Terni’s roots but with a new spin.” 

She continued, “Geary and Mad Rose Gallery are examples of businesses who are readjusting to this market with new people coming to the region who are buying homes and need artwork. It’s all been very positive! I also love to see more restaurants opening, like Panacea in Amenia. Likewise Fern in Lakeville answered a total need that we had and did so with a new approach. People are coming to the area, and there’s an opportunity to cater to the existing community while readjusting to the new demographics. Yet, consistency and keeping true to our roots is important. A good example is the Millerton farmers market, which continues to be a constant. We can always work to improve things as the market and needs change, while staying true to our local roots.”

When it comes to the mother-daughter duo’s thoughts on young entrepreneurship in our region, they advised businesses to work hard and to set themselves apart while finding their niche. 

“You can always reach out to successful business owners who you look up to or who can mentor you. Everyone I’ve reached out to has given me such amazing advice through the years, and they love to help! They love to see the next generation succeed,” shared Elyse Harney Morris. 

“Yes, don’t be afraid to ask for help or advice,” echoed her mother. 

Elyse also added something her husband Scott Morris always says. “So many people drop the ball and don’t follow through in a timely manner. This is so important and something Scott always makes a point about.”

The mother-daughter duo ended by saying that on behalf of the Elyse Harney Real Estate team, they wish all entrepreneurs good luck, and that they are always willing to help. •

You can visit the Elyse Harney Real Estate website at harneyrealestate.com.