Luxury Listing Specialist - Dominate High End Listings In Any Market

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How to Network with High-Earners

As a luxury specialist, your goal is to get in front of as many high net-worth individuals and influencers. That is why we’re going to be discussing the LUXE Networking Group, which is a way for agents to get more opportunities to interact with the right people.  

How to Create Inclusivity in Real Estate by Being an Ally w/Jeff Berger

Everyone deserves the opportunity to own a home, but many minority groups like the LGBTQ+ community hold back from homeownership. What’s stopping LGBTQ+ consumers from buying the homes of their dreams?

Only 49% of the American LGBTQ+ community own property, compared to the 65% national average. That’s a wide gap, mostly created by safety concerns. 

How can real estate professionals create a more inclusive environment for all consumers? Can we help the LGBTQ+ community if we’re not members ourselves? 

In this episode, Founder and President of NAGLREP, Jeff Berger shares how we can create safe spaces for minority groups. 


When an LGBTQ+ consumer is searching for a home, they need an allied agent to help them. That's the differentiator. -Jeff Berger


Three Things You’ll Learn In This Episode:

  • Those who don’t identify as LGBTQ+ can still create safe spaces for the community by being allies. We don’t need to be part of a group to show compassion. 
  • Joining an inclusive association like NAGLREP helps us publicly identify as allies, so consumers know they’ll feel safe working with us.
  • Research where LGBTQ+ consumers are looking for property. By understanding the consumer, we can learn how to serve them more effectively. 


Guest Bio

Jeff Berger is the Founder and President of the National Association of Gay & Lesbian Real Estate Professionals. A dedicated champion for LGBTQ+ rights, Jeff founded NAGLREP in May 2007 with a vision of business and advocacy. Jeff is also a REALTOR with Coldwell Banker, and studied marketing at Boston University School of Management. 

To find out more about Jeff, head to:


You can also email him at: 

The Ritz Carlton Experience

When you’re marketing your luxury listings, you’re most likely going to be dealing with both buyer's agents and the buyer. This is why it’s so important that you do everything in your power to ensure that they both have the Ritz Carlton experience when seeing one of your listings. It will involve a few extra questions and a bit more research, but it could be the "experience" that gets them to pick your listing and gets your property sold. For a recent buyer who enjoyed wine and cigars, we made sure they experienced both.  


The future of real estate: a visionary’s view w/Stefan Swanepoel

The industry as we know is undergoing unprecedented changes, but that doesn’t mean we’ll never recover. In fact, we have a chance to come out of this experience stronger than ever before.

How has the industry progressed since the start of COVID-19, and what results can we expect to see in the future? 

In light of the changes in our world, it goes without saying that we need to rethink how we provide value to our industry and the consumer. 

In this episode, Chairman and CEO of T3 Sixty and leading visionary on real estate trends, Stefan Swanepoel shares his thoughts on the future of our industry. 


As a collective whole, we have to do the best we can for the industry and thereby serve the consumer to the best of our ability. -Stefan Swanepoel

Three Things You’ll Learn In This Episode

  • The importance of considering the shifts
    Even though we’re still facing COVID-19, the industry has made great strides since the pandemic was first announced. There has been a considerable shift in the way we’ve looked at the situation- from initial concern in late March, to a more positive outlook in late May.
  • Encouraging signs in the industry
    Due to pent up demand, there has been an increase in showings, open houses, and offers on listings. We may not be seeing the great results we had in January and February, but this is an encouraging sign.

  • How to keep pushing forward
    Despite the challenges, we will make it through the shifts. We may need to revise our business plans, but as long as we stay focused and determined, we can come out of this experience stronger than before. 


Guest Bio

Stefan Swanepoel is the Chairman and CEO of T3 Sixty. Considered a leading visionary on real estate trends, Stefan has over 3 decades of experience in the industry. He has authored and co-authored more than 50 books and reports analyzing changes impacting the residential real estate industry. Stefan is also a captivating Speaker in real estate and has delivered over 1100 talks, with over 700 as the keynote speaker.

To find out more about Stefan and T3 Sixty, head to:

Garbage In, Garbage___?

As an agent, your environment can shape you and your production. That’s why today I'll talk about the importance of surrounding yourself with positive influences. As they say in real estate, it’s all about location, location, location, and you need to get to a place where you can work on your business, be productive, and also be positive. 

Enhance your client’s experience through standardization w/Sam DeBord

There are so many platforms designed to help agents list properties, but often those systems don’t communicate with each other. This means agents end up working harder than they should in the back end.

Having systems in place is meant to help businesses run more smoothly. If a system is too complex or isolated, it creates bottlenecks which impacts efficiency in our business. It’s crucial that all the platforms and platforms we use work well together.

How does standardization make the process of listing properties easier for agents? How does it benefit our clients?

In this episode, CEO of the Real Estate Standards Organization, Sam DeBord joins me to discuss the benefits of open standards in real estate technology. 



There is so much real estate technology available to agents, but most of those systems don't speak the same language. The Real Estate Standards Organization exists to create efficiencies for agents. -Sam DeBord


Three Things You’ll Learn In This Episode

  • How to reduce time wasted 
    With a more systemized approach to listing, we limit the amount of work needed to be done on the back end. This allows agents to spend more time with their clients and create a better experience for them. 
  • How to eliminate confusion
    Having a uniform understanding of what certain listings mean (like ‘Coming Soon’ listings) takes out the guesswork for agents. 
  • The importance of accessibility  
    When agents don’t know how to answer a client’s questions about a property, we come across as unprofessional. Having the information available makes it easier to stay professional and ensure the client gets the best property for their needs. 

Guest Bio

Sam DeBord is the CEO of Real Estate Standards Organization (RESO). He has spent over twenty years in the real estate industry, having experience in real estate brokerages, mortgage lending, and technology consulting. Sam has also served as President’s Liaison for MLS and Data Management with the National Association of REALTORS® and on the board of directors for NAR, Second Century Ventures, and California Regional MLS.


Sam is also a recognized real estate industry writer for publications including REALTOR® Magazine, Inman News, and the Axiom Business Books Award-Winning Swanepoel Trends Report.


To find out more about Sam and RESO, head to:

How to Adapt to a Crisis Market w/Kathleen Black

COVID-19 has thrown us into a crisis market, so we have to be strategic about our next moves. Are there any ‘right’ or ‘wrong’ paths to take as we navigate this uncharted territory? How does our mindset affect our response?


There are so many opposing views on what should or shouldn’t be done during the pandemic, and many real estate professionals are finding themselves unsure of how to respond. Unfortunately, there are no set answers in this time of uncertainty.


How can we move forward strategically in a way that works for our businesses? 


In this episode, one of Canada’s top real estate coaches, Kathleen Black joins me to discuss how to respond to a crisis market when there are no clear-cut answers. 




We may be in a crisis market, but remember: Life is what drives real estate. -Michael LaFido



Three Things You’ll Learn In This Episode


  • Now is the time to nurture our databases. 
    We may not see immediate results, but if we stay in contact with past clients now we will see the fruits of our labor in the future. Putting in work now will also position us better for when the market moves out of crisis mode. 
  • Keep moving - take action
    Regardless of the industry we’re in or the markets we serve, the most successful leaders in any field are those who take action. This action can be scaling back on non-essentials, or even expanding the business.
  • Assess extensively
    We have to take the time to assess our business models. Once we know what works and what doesn’t, we can adapt to the market more effectively.


Guest Bio

Kathleen Black is the CEO and elite coach at Kathleen Black Coaching & Consulting Inc. After starting her career as a Re/Max agent and working her way to being recognized within the top 1% on the Toronto Real Estate Board, Kathleen set out to build a platform of educational programs and coaching methods to provide real estate agents with the tools to progress both personally and professionally. She has been named one of the Top 100 Elite Women Driving the Future of Real Estate by REP Magazine, and was named one of the Top20 Emerging Leaders by T3 Sixty in 2018. Kathleen is the driving force behind the Ultimate Team Summit- the largest team specific Real Estate summit in North America. 


To find out more, head to:

100th episode - A Look Back At Best Episodes, Ah-Ha’s & Takeaways

For the past 3 years, the Luxury Listing Specialist Podcast has given listeners access to top real estate professionals in the luxury space. From advice on how to enter the market to how to expand internationally, we’ve strived to be the go-to platform for expert information.

We’ve seen a lot of changes in the market since we first launched. Have the best practices shared in our past 99 episodes stood the test of time? 

In light of all the changes in our industry, what does the future of the luxury market look like, and how can we continue to serve it?

In this 100th episode special, I’m looking back on some of the top information we’ve learned since launching in 2017.



The more knowledgeable you are, the more confident you become, and the easier it is to get out of your comfort zone. -Michael LaFido



Three Things You’ll Learn In This Episode


  • High net worth clients have high expectations. Create experiences that make the transaction process memorable for all the right reasons. 

  • We’re not in the business of twisting people’s arms. Never go into an appointment asking for a listing. Show clients we’re the obvious choice by offering stellar service. 

  • High net worth consumers don’t only work with experienced agents. As long as we’re armed with the right information, we can break into the market.

Reasons Homes Don’t Sell

I used to teach health and physical education when I was going through college, and that’s where I learned the ‘K.I.S.S.’ method—Keep It Simple, Stupid. When it comes to discerning why a home isn’t selling on the market, it really is important to keep the diagnosis simple. Today I’m sharing the three reasons why properties don’t sell, along with a brief brand update.

How To Stay Relevant In Luxury Real Estate w/Anthony Hitt

Professionals in every industry need to adapt to the new normal and real estate is no exception. To outlast COVID-19 and see great results for years to come, you have to start being more open-minded with the way you run our businesses.

Embracing technology is no longer an opt-in; you have to take advantage of what’s on offer if you want to keep our clients interested in our services. 

What core elements of the business have changed and what will stay the same? 

In this episode, CEO of Engel & Völkers Americas, Anthony Hitt shares how to stay relevant in luxury real estate, regardless of the pandemic.


We need to be more than just agents, we want to take it to a higher level and be like an advisor to our clients. -Anthony Hitt


Three Things You’ll Learn In This Episode

  • Prioritize good branding
    The way you brand your teams is extremely important. Anything elementary will be passed over by discerning clients, so aim to build something sophisticated and timeless.
  • Specialization is key
    Luxury clients want to know we’re specialists at what we do, so you have to become an expert on your geographical areas. You need to show the consumer that you're a knowledgeable consultant, and offer more than the average agent.
  • Connect with the right crowd
    Our network is our net worth, so be sure to have connections with the right people. They don’t need to be your clients, they just need to refer us to the people they know.


Guest Bio

Anthony Hitt is the CEO of Engel & Völkers in the Americas. He has been a part of Engel & Völkers since the Hamburg-based real estate leader approached him to establish their brand in California. Anthony was a top-producing agent for many years, and received regular praise from publications including The Wall Street Journal and the Los Angeles Times. He is the author of Essentials of Personal Achievement, Taking Charge and Positive Impressions. 


To find out more about Anthony and Engel & Völkers, head to: 


You can also find him on Twitter and Instagram under the username @anthonyhitt

And email him at 

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