The Exchange: A Talk with Marjorie Tornatore
In the luxury, investment, and distressed asset sectors, Marjorie Tornatore, a real estate advisor in New York City, is renowned for her strategic, data-driven approach and discreet, high-touch service to buyers, sellers, investors, and institutional customers.
As a native New Yorker who has worked on Wall Street for almost 20 years, she offers an institutional level of financial knowledge to every transaction. In addition to working as a Registered Investment Advisor at Charles Schwab and a VP at Bear Stearns and Merrill Lynch, she has advised leading international asset managers, hedge funds, and professional services companies. Her background enables her clients to assess real estate as a wealth-building asset in addition to a place to live.
Today, she specializes in representing discerning clients across Manhattan, Brooklyn, Queens, the North Shore, and the Hamptons, advising on luxury residences, investment properties, and strategic acquisition opportunities throughout New York’s most dynamic markets.
As one of our attendees at this year’s Velocity conference in New Orleans, Tornatore was chosen as the “Voice of Velocity,” winning a contest to share her insights on the conference and the challenges facing the industry.
Q: You have a unique background that combines nearly two decades on Wall Street with luxury real estate and distressed asset expertise. How has that perspective shaped the way you approach industry events like Velocity?
Tornatore: My background gave me a different perspective walking into Velocity. For nearly two decades on Wall Street, I attended industry conferences to better understand the technology, products, and consulting services I was representing. In my last role, I worked with hedge funds and alternative asset managers, selling a leading portfolio management and fund accounting platform used by firms managing bank debt portfolios. Those conferences were all about understanding my clients’ businesses so I could better serve them.
Attending Velocity felt like a full-circle moment. It was my first REO conference, but my mindset was exactly the same. I wasn’t there just to network—I was there to understand the industry, learn how asset managers and servicers operate, hear what challenges they face, and discover how I can become a better partner to them.
Coming from Wall Street, I’ve always believed that success starts with listening. Whether I was working with institutional asset managers or now building relationships in the REO space, my approach is the same: understanding the client’s goals, learning their business, and finding ways to add value. That’s what made Velocity so meaningful for me. It felt like the beginning of an exciting new chapter that also connected back to where my career began.
Q: What were your biggest goals coming into Velocity 2026, and did the conference help you achieve them?
Absolutely! I came to Velocity 2026 with four primary goals: to strengthen relationships with asset managers and investors, gain deeper insight into the challenges they’re facing in today’s market, and identify opportunities where I can add value beyond simply listing and selling properties. Lastly, to position myself as a New York City resource for institutional clients.
Q: Velocity brings together agents, servicers, asset managers, lenders, and investors from across the country. What conversations or connections stood out most to you during the event?
What stood out most to me were the conversations with agents from across the country. I loved hearing about their experiences working with different asset managers, how they built their REO businesses, and the lessons they learned along the way. Everyone had a different perspective, but one thing was consistent—everyone brought their A-game. It was inspiring to be surrounded by professionals who are so passionate about what they do.
I remember thinking, “Wow…some of these agents have been doing REOs for 30 years.” Instead of feeling intimidated, I felt grateful. I knew I was exactly where I was supposed to be, surrounded by people I could learn from.
Before I arrived, I prayed that I would have the opportunity to meet just one asset manager or servicer. I left, having met seven asset managers and 23 agents in the REO industry. That was far beyond anything I expected, and it reminded me what can happen when you step outside your comfort zone and invest in yourself.
Q: As someone who works across luxury, investment, and distressed property sectors, what trends or insights from Velocity do you believe will have the greatest impact on real estate professionals in the coming year?
One of the biggest takeaways from Velocity was that, while technology is transforming our industry, execution remains the ultimate differentiator. AI, automation, and data analytics are making processes more efficient, but they don’t replace local market expertise, sound judgment, or strong relationships. Instead, they allow professionals to spend more time on higher-value work: solving problems, communicating effectively, and delivering better outcomes for clients.
I also saw a growing emphasis on accountability and operational excellence. Asset managers and investors are looking for partners who can do more than market a property. They want professionals who understand timelines, compliance, occupancy challenges, valuation, and the importance of consistent communication throughout the asset lifecycle.
Because I work across luxury, investment, and distressed properties, I’ve learned that every segment ultimately comes down to the same principles: understanding the client’s objectives, protecting asset value, and executing discipline. The strategies may differ, but the commitment to delivering results remains the same.
Looking ahead, I believe the professionals who will thrive are those who embrace innovation without losing sight of the fundamentals. Technology will continue to evolve, but trust, responsiveness, market knowledge, and the ability to execute consistently will always be the qualities that set exceptional professionals apart.
Q: How will you apply the knowledge taken from Velocity to your practice?
For me, the biggest takeaway is that learning never stops. Every person I met had a different perspective, and I picked up something from each conversation. I’ll take those ideas, continue building relationships, and keep looking for ways to improve how I serve my clients. At the end of the day, that’s why I attend conferences like Velocity—not just to learn what’s new, but to become better at what I do.
Q: What message would you share with agents who may be considering attending the conference for the first time next year?
Take the chance and invest in yourself. Book the flight, reserve the hotel, and register for the conference! Attending Velocity gave me a much better understanding of the REO industry—who the key players are, how the business works, and how all the different pieces fit together. It helped me navigate an industry that can feel overwhelming when you’re first getting started.
If you’re thinking about getting into the REO world, I honestly can’t think of a better place to begin. You’ll learn, you’ll make connections, and you’ll leave with a much clearer picture of the opportunities that exist. I’m so grateful I trusted my gut and decided to go. It was an investment in my business, and one I’m really glad I made.
Q: What was your favorite part of the Velocity experience: a session, networking opportunity, keynote presentation, or something unexpected?
My favorite part of the Velocity experience was interacting with asset managers, servicers, and agents from all over the country. I loved hearing everyone’s story, how they got into the REO business, what they did to break into the industry, and what they’ve learned along the way.
One conversation that really stood out was with Todd Yovino, who has been in the REO business for many years and oversees the Long Island market. We had a great conversation, and before we wrapped up, I looked him in the eye and said, “I’m coming.” We both laughed, but I meant it. It wasn’t about competing with him—it was my way of saying I’m committed to building a career in this industry and earning my place.
I also enjoyed listening to the asset managers and servicers talk about what they need from their broker partners. One message came through loud and clear: do what you say you’re going to do, communicate consistently, and stick to your timelines.
I left inspired, with new relationships, a better understanding of the industry, and even more confidence that this is where I want to build my career. Looking back, attending Velocity was one of the best investments I’ve made in my business.
It gave me confidence without a doubt that this is the industry I want to be part of.
Q: Many agents are looking for ways to differentiate themselves in an increasingly competitive market. What lessons from Velocity would you encourage them to take back to their businesses?
Throughout the conference, I heard the same message over and over again from asset managers and servicers: do what you say you’re going to do, communicate consistently, and meet your timelines! Those may sound like simple things, but they’re what builds trust and long-term relationships.
I’d also encourage agents to never stop learning. Attend conferences, ask questions, and listen to people who have been in business longer than you. Every conversation is an opportunity to grow. For me, Velocity reinforced that your reputation is building one interaction at a time. If people know they can count on you, you’ll always stand out in a competitive market.
About Marjorie Tornatore:
Marjorie Tornatore is a New York City real estate advisor known for her strategic, data-driven approach and discreet, high-touch service to buyers, sellers, investors, and institutional clients across luxury, investment, and distressed asset sectors. A native New Yorker with nearly two decades on Wall Street, Marjorie brings an institutional level of financial insight to every transaction. Her career includes advising top global asset managers, hedge funds, and professional services firms, as well as serving as a Registered Investment Advisor at Charles Schwab and a Vice President at Bear Stearns and Merrill Lynch. This background allows her clients to evaluate real estate not only as a home, but as a wealth-building asset.
Today, she specializes in representing discerning clients across Manhattan, Brooklyn, Queens, the North Shore, and the Hamptons, advising on luxury residences, investment properties, and strategic acquisition opportunities throughout New York’s most dynamic markets. In addition to traditional and luxury sales, Marjorie has extensive experience assisting investors with REO properties, short sales, pre-foreclosures, cash-for-keys negotiations, and value-add acquisition opportunities. She understands the operational demands, timelines, and asset disposition strategies often required by institutional sellers, investors, servicers, and asset management firms. She is actively expanding her work with REO and HUD-related opportunities as part of her broader investment and distressed asset platform.
This interview is available to view in the August edition of MortgagePoint.
