2025 Ones to Watch - Rising Stars: Hiroki Tsutsumi, Highcap Group

“From day one, Hiroki was a leader. He starts his day at 7:30 AM in the office, demonstrating his level of motivation and drive to succeed. He is open-minded and always willing to adapt and learn from his mentors and peers. His work ethic and energy to gain a deep understanding of the industry will certainly pave the way for his success.” - Christen Portelli, Co-Founder, Highcap Group.

What recent professional milestone or project are you most proud of, and why? A recent milestone that I was most proud of was the closing of my first deal. The deal involved helping my relatives’s former boss sell their Manhattan property, which was a significant accomplishment. My relatives trust in my ability to represent our family’s name and work ethic was a major factor, as the client resided overseas, putting a hurdle in communication. My first deal solidified the importance of trust and personal relationships in the business, and it instilled a deep sense of pride in delivering results and representing my family’s trust.

What’s one challenge you’ve overcome in your career so far, and what did it teach you? A challenge that I’ve overcome is managing the emotional rollercoaster of real estate, particularly the sting of rejection and deals falling apart due to uncontrollable factors. I had to learn to acknowledge the disappointment, process it quickly, and then consciously pivot back to the next opportunity. Rejection is not solely a reflection of one’s abilities but often a combination of market forces, other party’s circumstances, and timing. The key to overcoming disappointment is to extract lessons from each experience, stay busy, maintain a positive outlook, and consistently put in the work.