Charger-turned-Realtor likes representing seniors

Most real estate agents show up at the door in a suit, tie and long sleeves, even in the middle of summer. Such formal clothes can be a little disconcerting, especially when a client is making one of the biggest investments of a lifetime.

Tony Berti shows up in shorts and short sleeves, often sporting a loud Hawaiian print. Perhaps the most formal part of his attire is his footwear: closed-toed sandals.

To point out that he is a casual guy goes without saying. But his clients seem to embrace him, Hawaiian shirts and all. It doesn't hurt that Berti is a former pro football player, a fact that is readily apparent considering he's 6-foot-6 and weighs 285 pounds. (He's lost 15 pounds since his days as an offensive tackle.)

"If you show up in a shirt and tie, it can be kind of intimidating," he said. "I'm already intimidating because of my size."

Though he's only been a Realtor about a year, Berti has already found a niche for himself with older clients. A lot of home buyers come to him via referrals and the retiree market just happened that way, he said.

He noted his casual attire helps put people at ease and once they start talking, he creates a rapport. Talking football, he said, is a great ice breaker.

"But he doesn't bring it up," said his wife, Nikki. "People have a certain perception of a football player. He automatically comes across as credible because people know (the salaries pro football players make) and that he's already earned a lot of money."

Berti played for the San Diego Chargers for four years after graduating from the University of Colorado, Boulder with a degree in psychology. He then spent a year in Berlin, playing for the NFL Europe and had one year in the XFL until it folded.

Now 29, he and Nikki live south of Blue Diamond Road in a semi-custom home with their 20-month-old son, Brennan. Obviously taken with the little guy, Berti opts to work part of the time out of his home office. One of the things football taught him was to work with people, be a team player.

"Real estate is a natural for me," he said. "I like its competitiveness, the self-motivation and that I can set my own time schedule."

Describing himself as having patience and a good listener, he said he works well with older people. So far, 80 percent of his clients have been retired men and women. He's found them homes in Henderson, Green Valley and South Highlands. Three of his clients bought across the street from him.

The top concerns of today's retired sector, he said, is getting value for the dollar, especially when living on a fixed income.

If buyers want a good deal, they might consider that Las Vegas housing values are rising. About three years ago, the average home was valued at about $144,000. The latest indicators show it's now $166,000.

Trust is another big factor as "there are so many scam artists out there."

Now that he's found his niche, Berti is intent on representing them the best he can. He is taking a course to become a Senior Real Estate Specialist. This fall, he plans to offer special seminars on real estate for older Americans, speaking at community centers and senior groups.

Berti told of one elderly widow he'll always remember. She was forced to move from her Henderson home because of redevelopment. She called him after seeing one of his advertising signs.

"She'd lived there 30 years, didn't get her driver's license until she was 37 years old," he said. "I must have showed her 20, 25 homes. Each time she'd step just inside and say. 'No, this isn't it.' " He shook his head, smiling as he recalled her near-frantic aversion to freeways. "Finally, one day, she stepped inside this one house and said, 'Yes, this is it.' "

Berti has remained close to her, calling her on the phone at least once a month.

"Some people get into this business (just to make money)" he said. "But you can't sell people a house unless you know something about your client, what their needs are. I like to find out what's important to people."

Berti is a Realtor with Ivy League Realty & Investments, 5130 S. Pecos Road, and can be reached at 450-5090.