Episode 263 - Elliot Pegg and Vincent Horcasitas

May 28, 2026 | Discussing Hard Work, Persistence & Success

Real estate rewards persistence, but it rarely moves in a straight line. Elliot Pegg and Vince Horcasitas join Steve Glick and Dave Rattiner for a candid conversation about building a career in the business, from the early years of hard work and patience to the momentum that comes when experience, relationships, and consistency begin to pay off.

From there, we break down what actually creates traction in the Hamptons real estate market. Elliot shares how open houses, constant walkthroughs, and being put on the spot in team meetings sharpen his inventory knowledge so he can answer buyer questions instantly. Vince explains the athlete mindset behind consistent sales performance: accept defeat fast, learn from it, and keep putting opportunities into play until something sticks. If you care about sales skills, luxury real estate, or how to succeed as a new real estate agent, the takeaways are practical and blunt.

We also zoom out to the East End market report, including this week’s contracts, dollar volume, and rising inventory, plus a look at the Hamptons rental market as summer ramps up. With rentals up big and the US Open coming to Southampton, we talk about what demand might really do and whether last-minute bookings could surge. We wrap with a standout Sag Harbor listing featuring pool and tennis, new Fresh Pond Road listings, and a quick weekend events guide. 

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Transcript

Welcome And Sponsor Shoutout

Andrew Doud 0:08

It's Thursday, everyone. I'm Andrew Doud. Time for our Happening in the Hamptons podcast, our weekly breakdown of the Hamptons market, new listings, and events on the East End. We are sponsored by New York Title Abstract, the Hamptons Leading Title Insurance Firm. Visit NewYork Title.com. We have Steve Glick, Dave Rattiner, and joining us today, Mr. Elliot Pegg and Vincent Horcasitas. How are you, gentlemen? Doing great. Busy. I know. I know you're busy because I'm working with you guys all the time. The Vince Horcasitas team is like cranking. Elliot, you've been you've been busy. You've had a great year, which we're going to talk about. Let's

Elliot’s First Two Years Reality

Andrew Doud 0:44

start with that. So you've been in real estate for what, two, two and a half years?

Elliot Pegg 0:47

Two and a half years.

Andrew Doud 0:49

And you're kind of a great example of uh, you know, people get into this business, and I think they have high hopes of what it the outcome is going to be. And the reality is to get there requires a lot of time and effort and hard work, and you've put in that hard work, you've put in the hours, you've been doing it, you've been digging for years. And this year feels like maybe you're you're starting to see the turnaround. So you've had how many deals close this year?

Vince Horcasitas 1:14

I'd call it the fruits of labor.

Andrew Doud 1:16

Yeah. I mean, you know, it's like in in today's world, everybody wants the quick success, but the success doesn't come without hard work. So Elliott's put it in now, you got a bunch of closings coming in. So tell us about them.

Elliot Pegg 1:28

Yeah, well, when I first met Vince, one of the first things he ever said to me was, You're not gonna make any money for the first two years. And I kind of looked at him and I was like, Oh, okay. This is a terrible business plan. And I'm like, that doesn't sound too exciting, but I knew that being on a team was a good idea, and that's kind of something that I knew that would be good for me and my personality, and then it is true. For some people, I'm sure they have you know better luck or they put more deals together, but it definitely took a bit of time to get going. But now, once we're in our third year, it's been busy, it's been pretty non-stop. We've had three, three homes have already sold, we've had three in contract, and we have two more where they're kind of pending OA. So we're gonna be able to do that. And that's all this year already is two.

Steve Glick 2:09

Yeah, that's a reminder. And Elliot, this is 2026, right? This is the year that you already have.

Vince Horcasitas 2:16

It's not it's not one person, it's a team, Dave. It's it's a team.

Dave Rattiner 2:19

But these were the but these were all all things that were brought in by Elliot, which is very exciting. Yeah, I mean, he worked on it. It's a team.

Elliot Pegg 2:25

I mean, it's in Alfredo's involved in some of them. Vince obviously is heavily involved in all of them, but for sure it's it's you know, I've been quarterbacking some of them, and we've been working hard to get them across

Studying Inventory And Building Memory

Elliot Pegg 2:33

the case.

Steve Glick 2:33

So, Elliot, what was the best advice you learned from Vince?

Elliot Pegg 2:37

In regards to what?

Steve Glick 2:38

Sales.

Elliot Pegg 2:40

Put in the time. Put in the time. Putting the time, and he mentions it probably every Monday on our meeting is that you're a salesman. At the end of the day, you're you're you're you're selling and you're selling houses and you're selling the dream to people out to live in the Hamptons, and it's it's about being a salesman, being personable, and putting the time in. ABC.

Steve Glick 2:56

Always be closing. Always be closing, you know. And knowing the inventory, knowledge is power, right? I know you guys really study the listings you have, the inventory, know what's coming on and off the market, and you know, hard work does pay off, and we're seeing it right here.

Elliot Pegg 3:10

I think going to open houses as well is a big one. That's one thing that Vince and Alfredo have said is go to open houses. we do a lot of open houses ourselves, and then that's just one way that you kind of learn the market.

Dave Rattiner 3:20

And you seem to really know the listings now. Like when when somebody asks you a question about a property, you're like, Oh yeah, there's two bedrooms on the first floor, and one, you know, one is on suite. You seem to know everything about the property just immediately. What what's the value of that? You know, like when did that kind of click with you?

Elliot Pegg 3:38

I think that was kind of training my memory because I honestly don't have the best memory with certain things, and it's kind of training that and learning, but it's also walking through the houses. I can't read a sheet and it doesn't stick.

Steve Glick 3:48

You gotta see it, you gotta touch it now.

Elliot Pegg 3:51

If I do open houses there, if I do showings there, if I go there, it's a lot easier to remember it. And Vince will put me on on the spot sometimes, so I'm on high alert and try and remember.

Dave Rattiner 4:00

But yeah, I've seen that before with Vince

Handling Defeat When Deals Collapse

Dave Rattiner 4:03

Vince Testy.

Steve Glick 4:03

That's now let me ask you a question. Why this year? Why this year you guys had so much great success as a team? Like I know you started Vince, you were talking to me yesterday, you guys had an amazing year. It's only six months into the year, and you have well over a hundred million dollars, you know, sold. You know, why this year?

Vince Horcasitas 4:20

What's to start off with, you know, you lose a lot in real estate, so it takes time, you know. And one of the things I like, like a couple of the members of the team are tennis players. And so I always like I think athletes have a better chance and in a sales job because you have a lot of defeats in in real estate. You know, sometimes it's a little luck, other times it's just you know, keep putting things against the wall and something eventually sticks. Yep. So you know, the successes this year don't come from just this year. This is these are things we've been working on for a long time. You know, just it's just all of a sudden sometimes, you know, they come in threes, other times you you know you can't, nothing's going on, and you're wondering what's happening, and the next thing you know it, you have three, you're selling three things in a row.

Steve Glick 5:01

So you just never give up. A lot of agents, you know, they had they lost a deal, the next thing you know, they got going to hibernation for like six months. They're down and out. You just gotta get back up, start a new decade. You've got to let it roll right off your back. Yeah.

Vince Horcasitas 5:14

It's gotta be like water coming off your back because it's you you know you don't win all the time in real estate, and that's the tough thing about it. Sort of like tennis. You go out there and you know you're not winning all the time. You're not winning every single point when you play, and you're and you you know, if you're you know, you don't win the tournament every time you enter in it, you you lose in the second round. You you know, you win around, you get to the semis, whatever. You're you're you're you gotta take a defeat.

Dave Rattiner 5:33

But your point is is that's how you win. You win by by by accepting defeat and being able to move on quickly. Correct. You know? Wow. That's really good. That's great if I really broke that down. My mind's blown. I mean, people people have I don't think I've ever really heard it from a real person saying that. I've seen I've seen people say that online or think about it.

Vince Horcasitas 5:51

Well just think about it. You're working on this $10 million deal, you've been working on it for months and months, and you haven't sold anything. All of a sudden you have this big commission coming in, and then in the final 99th hour, the deal blows up, which happens a lot. There's a lot of moving parts. All of a sudden, you know, it's it's a defeat. You gotta you know and if you're if you haven't made any people. Yeah, collapse. If you haven't made any money this year, uh, you know, and all of a sudden that deal blows up on it, you're going, well, you know, now what do I do? You know, so you gotta just like dust yourself off and get up.

Rental Market Surge And US Open

Steve Glick 6:22

Yeah. So, Elliot, you guys have also been doing a lot of rentals, you know. You don't just focus on sales, a lot of rentals. And this year in particular, we have the US Open coming into town, right? This is coming in I don't know a couple of weeks. June, yeah, June 15th or something like that. It's coming into Southampton. So what's going on with the rental market?

Elliot Pegg 6:42

It's interesting. I I think people are renting. I I do believe that people are gonna wait till really close to the time. I think people don't understand that there are no hotels here and there's not really many places to stay.

Steve Glick 6:52

Wait, so you're gonna you think there's gonna be a big boom like a week before?

Elliot Pegg 6:56

I think and I hope. Wow. Okay, good. Okay.

Steve Glick 6:59

Are you gonna rent your place?

Elliot Pegg 7:00

No. No, because that's gonna open a whole can of worms of what I need to do to my house. And I want to go to the Gulf, and it's you know, we have the kids in school, which is too complicated.

Dave Rattiner 7:09

But I always hear that. It's like, oh, you know, why don't you rent why don't you rent your own place? You can make so much money, and it's like this is like the main time of the year that I want to actually enjoy my place. Like it's hard to give it up, you know.

Elliot Pegg 7:21

We will we will want we will down the road of the yeah.

Steve Glick 7:23

So tell us about the rental market. You were going on to talking about like is it been busy this year?

Elliot Pegg 7:27

The rental market in general was being nuts. definitely more than last year. I think Vince would agree.

Vince Horcasitas 7:33

It's up 40 percent. You know, I mean we're like the company wide, we're up 40 percent. I mean, we've done I think nine million in GCI. We've done about 60 rentals this year already.

Steve Glick 7:43

Holy smokes.

Vince Horcasitas 7:43

And we've got like, you know, another, you know, 10 on the on the books already. I mean, it's a great rental year. I think, you know, not to let the balloon out of the out of the out of you know, the air out of the balloon, but you know, the the U.S. Open, you know, everybody got kind of pumped up about this U.S. Open thing. And it really, if if I take a look at the 60 rentals we did, we've done less than 5% of June rentals. This is a July through Labor Day market out here. Yes, you get the Memorial Day to Labor Day. Yes, you get some June rentals here and there. We're starting to see a few of them now. But it's not, you know, it's it it you know, I it didn't it didn't happen or it hasn't happened yet. Maybe it'll happen last minute.

Steve Glick 8:23

The hype was not real. Yeah, people are gonna be attending this U.S. Open, but they are gonna be traveling via the train, staying in Riverhead, where there's a lot of hotels. But who knows? I mean, Elliot, look, there could be a little spike a week before where people scramble to come out here and grab a quick one-week rental. And that's the thing, you can rent for one week or even a smaller period of time, right? Three days. I mean, three days, right, in Southampton. They changed the law this year to allow for short-term rentals, three-day rentals in Southampton. So maybe we'll see a bit of an uptick as we lead up to the U.S. Open. But nonetheless, you know, the weather's shining, it's gonna be a great U.S. Open, and we're looking forward to summer.

Featured Sag Harbor Listing Spotlight

Andrew Doud 9:01

It's awesome. let's talk. you had a sale listing you want to do you do want to cover. Let's talk about that.

Elliot Pegg 9:07

Yeah, I have a listing, you know. I'm I really love it. It's on Deerfield Road, it's 2587 Deerfield. you know, it's it's a great house. It's 5,500 square feet. It's on over two acres, five bedrooms, six, four bathrooms, all the bedrooms are ensuite, beautiful landscaping, tennis, pool. You know, it's got some really cool features to this house. So it's kind of something I just wanted to bring up. I I really care a lot for this house, and you know, I really hope that we can get a sale done at some point. this has tennis, you said it has tennis, yeah. It's one of those not that many homes in this price point, you know, in this area that have the tennis.

Steve Glick 9:41

Yeah, that's what you mentioned. I that's what caught my ear. It was like, wait, did he just say it has pool and tennis for you know under you know five million dollars, four and a half million dollars?

Elliot Pegg 9:50

That's pretty good in Sag Harbor. One thing that's cool as well is is that you have kind of a separate living space with two other bedrooms as well. so it's really great if you've got older kids or you have people that are guests that want to stay. There's a pool table over there, you know, there's a wet bar, big TV. So it's it's no, it's a really cool house.

Andrew Doud 10:08

Great. Yeah, this is a great place. Look at that pool. Awesome.

Elliot Pegg 10:11

Deerfield is cool too.

Andrew Doud 10:13

It's a great part of town. I like that. Yeah, good location. You can get to you can get to a lot of the towns in the centrally located pretty well.

Steve Glick 10:20

Good.

Andrew Doud 10:20

I always like that. That that puts you in a place where you're you're going north and south, right? You want to go to Bridgehampton, you go south. You go north, you go to but you're not fighting that east and west traffic. all right, so let's talk

Weekly Market Numbers And Inventory

Andrew Doud 10:31

big picture. Steve, what do you got for the numbers?

Steve Glick 10:33

Yeah, so this week 23 listings went into contract from West Hampton to Montauk. Last year, 24, small decrease of 4%. Two years ago it was 25 listings, so a small decrease of 8%. So over the past two years, it's been, I would say, pretty steady. For the past two years, it's been the same amount, plus or minus. The breakdown of 23 transactions, one over 20 million, one between 15 and 20, 5 between 5 and 10, 2 between 3 and 5, 6 between 2 and 3, 8 between 1 and 2. Dollar volume was 113 million. Last year it was 62 million. That's an increase in dollar volume of 82%. And two years ago, the dollar volume was 138 million, so a decrease there of 18%. 33 new listings came onto the market. The inventory increased by 10 listings, the breakdown of 33 new listings, one over 20, one between 15 and 20, 5 between 5 and 10, 7 between 3 and 5, 8 between 2 and 3, 9 between 1 and 2, and 2 under a million. The inventory is at 1,765 total listings, 1,406 active, and 359 in contract. So steady week of listings going into contract, and new inventory keeps coming on the market. So we keep seeing increased inventory, so that's good to see.

Andrew Doud 11:51

There you go. it is we could coming off a little bit of a rough weekend, you know, like Memorial Day. Like, you know, the the weather wasn't so great, but it's back, you know.

Steve Glick 12:00

Officially kick off the summer, Memorial Day. Yeah, now we're in it. We're in the summer, so there should be a lot of great events

Weekend Events Around The Hamptons

Steve Glick 12:05

happening.

Dave Rattiner 12:05

Which is what we have Dave for. Unbelievable, unbelievable great events. It can't get any better. We're gonna start off with the Potato Hampton 5K in Bridgehampton that Steve will be running this this weekend.

Steve Glick 12:20

Potato?

Dave Rattiner 12:21

The Potato Hampton 5K. It's a legendary race. It's arguably the most beautiful 5K in America, potentially the world, because you just basically run through the Sagaponic potato, you you run through the roads that pass by the potato fields in Sagaponic, hence the name Potato Hampton. that is May 31st at 8 a.m. to 11 a.m. And it starts at the Daniel Rogers House right in Bridgehampton, which is right up the road, kind of over by Starbucks, kind of like across the street from Starbucks. Okay. All right. So you could do that. Then you have live music at Rumba and Hampton Bays. So I went around the room. So Andrew, Andrew Dad, you like Hampton Bayes. Steve, you like West Hampton Beach, so I got a West Hampton Beach thing. I got I got an English, British thing happening, you know. I so that's how we're doing. So, Andrew Dadd, this is where you're gonna go. You're gonna go to Rumba and Hampton Bayes from 7 p.m. to 10 p.m. all weekend long. They have a live music there. I haven't been there in like 10 years. Is it still the same place? Yeah, it's what, rumba?

Steve Glick 13:27

It's still it's all the food doesn't change. It's great. Great place. It's great. You can pull your boat up.

Dave Rattiner 13:32

You can pull your boat up, dock there, beautiful job.

Steve Glick 13:34

Yeah, it's great. Yeah, the boat, you know, your boat.

Dave Rattiner 13:36

Yeah, you order a rum drink, and it's like the they bring out a like a gallon handle of rum for you to for you to drink out of the rum. The fruit punch, yeah. It's like this big mason jar or whatever. All right, so rumba. What's not to like about that? then Elliot, I don't know, Elliot's British, so the Hamptons Music Festival is proud to present Echoes of England. Echoes of England. That's exciting.

Andrew Doud 14:04

You can hear it in his voice, how excited he is.

Dave Rattiner 14:09

So that is, let's see, that's tonight through May 30th, 7 p.m. to 8 30 p.m. Uh, and you can listen to, I guess, an orchestra that is English inspired, beginning in St. Luke's Episcopal Church, right in East Hampton, which is an absolutely beautiful church, to Bridgehampton. They're going to the church there, and then they're also doing another one at the Presbyterian in Springs. Live string music, and it's all British music. Which is Elliot, you know, Elliot's Elliot's big fan. Look at that smile.

Elliot Pegg 14:49

Come on. See my face right now.

Steve Glick 14:50

What's going on at the surf lodge? We have anything who's at the surf lodge next week.

Dave Rattiner 14:54

This is for you at Fauna and West Hampton Beach. There's jazz on the patio at Fauna and West Hampton Beach, so you gotta go there. That's May 28th. That's starts this week from 6 p.m. to 9 p.m. Uh, you go 6 Parlato Drive in West Hampton Beach. You're gonna want to do that for live jazz at Fauna and West Hampton Beach. And did you do you really want to know what's going on at the Surf Lodge?

Steve Glick 15:21

I mean, that's what everyone, all the listeners want to know. What's going on, you know, this weekend, Surf Lodge.

Dave Rattiner 15:27

You know, that's the spot.

Steve Glick 15:29

You know, they have $150 chicken fingers, I heard.

Dave Rattiner 15:32

Can you even get tickets at the Surf Lodge? Is it even possible? Let's see. I just Googled it. The summer music lineup for this weekend. We got Francis Merce. Francis Mercier. We have Max Styler. You can buy Max Styler tickets and you can buy goldfish tickets. You're you're you're a music guy. Do you know any either any of those guys?

Elliot Pegg 15:54

I do love my music, but never heard of any of these guys.

Dave Rattiner 15:57

Alright, well, you got Max Styler. Max Styler, he's he's really good at the Surf Lodge. So you can you have to buy tickets directly there. You have to go to thesurflodge.com to get them. and that's the 29th. Great. And I just want to look up what the cost of a ticket is. Kind of curious. Thousands. Thousands of dollars if you want the good seat. Okay. So there you go. But that's what's going on this weekend in the Hamptons.

Andrew Doud 16:24

Okay. Well, gentlemen, we'll let you continue a great year. Get to it. Stay busy. We appreciate it.

Vince Horcasitas 16:33

Go for it. Okay.

Fresh Pond Road Listings And Open Houses

Vince Horcasitas 16:35

So two new listings that we just started representing is 25 and 27 Fresh Pond Road. Yep. Yep. 25 is priced at 10.9. It's on 2.36 acres, seven bedrooms, seven's bass, two half bass, a little over 8,000 square feet. has a pool, has room for uh for a pool house, water views, minutes walk to SAG Harbor, and 27, which is listed at 15,990, just under 16, is a 9,000 plus square foot house, eight bedrooms, eight baths, one single half bath, beautifully done on 3.65 acres, backing up to a a reserve and also water views.

Steve Glick 17:21

Something for everybody over there. If you want the modern or traditional, you have it there. They're right next door to each other. It's great.

Vince Horcasitas 17:27

Yeah, great house. You haven't seen it, you should come by this weekend. We have open houses, and thanks so much.

Andrew Doud 17:32

All right. You got

Wrap Up And Weekend Sendoff

Andrew Doud 17:34

it. all right, we're gonna call that a podcast. Until next week, everybody enjoy your weekend. Have a great day. I'm Andrew Dowd. That's what's happening in the Hamptons.