Key Takeaways
- Roughly 80% of results come from 20% of your effort, so identify the niche that produces most of your deals.
- Local knowledge wins in Brooklyn: block-by-block pricing in Crown Heights, Bed-Stuy, and Bushwick varies widely.
- A clear focus does not mean turning away good deals outside your niche. It means knowing where your edge is.
Mendy's Original Take
From the Mendy Realty archive, first published by Mendy Lipsker.
If you want to be successful, it is important to remember the 80/20 rule; you make 80% of your money from 20% of your effort. Smart people try to learn what gives them the 80% and actually focus their energies on that area. That focus will often ensure success.
I spoke to a broker out of Michigan, and his 80% niche was waterfront properties. He has been very successful in this area. If someone brings him a property that is not a waterfront property, he doesn’t walk away, but will find someone that he can work with in order to do the deal. His niche, his game is waterfront properties.
I took a long look at my portfolio and my deals, and there is no question about it, calling myself “Mr. Crown Heights” is not a mistake. The greater Crown Heights area happens to be my niche.
While the legal borders of Crown Heights may be broader, my area of focus is 1 1/2 to 2 square miles, extending East/West from Rochester Avenue to Rogers Avenue and North/South from Atlantic Avenue to Linden Boulevard. I’ve been working this area for many years. I don't need to travel far, and I know the people. I have had great success dealing in Crown Heights properties, so it is obviously the place I should focus on.
This doesn’t mean that if some kind of amazing deal came along from outside Crown Heights, I would ignore it. An amazing deal is an amazing deal and can only add to my 80%. But it is best to have a focus, and this 2-square-mile expanse is my focus. I was born in this general area, so it’s fairly easy for me to get business done compared to other local neighborhoods. Plus, the area continues to grow; more people, more buyers, sellers, and investors, have an interest in this area. I've done plenty of deals outside of Crown Heights, because we are always looking for properties to invest in or broker, but I definitely have a strong interest to invest in the Crown Heights community.
I learned way back from Napoleon Hill that you have to have specialized knowledge, and specialized knowledge can’t be everywhere. For me, that is Crown Heights!
2026 Brooklyn Market Snapshot
Brooklyn prices kept rising in 2026 while fewer homes came to market, giving well-prepared buyers and sellers a clear picture of where value sits.
Median sale price by neighborhood, Q3 2026
Neighborhood medians are for Q3 2026.
How To Find Your 80% Niche
Review your last 20 deals
Look for the neighborhood, property type, or client type that produced most of your income.
Go deep on that market
Track every sale, listing, and rent roll in that area until you know prices block by block.
Build a referral network
Partner with brokers in other markets so you never lose a deal that falls outside your focus.
Common Questions
What is the 80/20 rule in real estate?
It is the idea that about 80% of your income comes from 20% of your efforts, such as one neighborhood or property type. Focusing there tends to produce better results.
Why does Mendy Realty focus on Crown Heights?
Mendy Lipsker has worked the greater Crown Heights area for decades. Q3 2026 data shows Crown Heights prices up 26% year over year, which makes deep local knowledge especially valuable.
Related Reading
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718.751.0738Market figures compiled from public records and published market data. Information is believed reliable but not guaranteed and should be independently verified.
