Luxury Listing Specialist - Dominate High End Listings In Any Market

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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 

How to Make a Buyer’s Agent Feel like a Rockstar

When a buyer’s agent inquires or sets up a showing for your luxury listing, chances are they’re not an experienced luxury agent. Perhaps the particular buyer they are working with is their "trophy client.” As a marketing specialist, you want to make that agent feel good, and that their "experience" working with you or showing your luxury properties is different and better than the competition. Today, I’ll give you a quick but effective tip to improve the experience for both the buyer and their agent when they interact with you on one of your high-end or luxury listings.

How to Build Relationships in the Age of Social Distancing w/Anne Miller

Real estate has always been a relationship-based industry, so agents need to find ways to keep communicating with their spheres in the age of social distancing. 

Is it even possible to build relationships with prospects and clients during social distancing? How can you build genuine bonds with people during this time?

The world may have come to a standstill recently, but you’re lucky to live in an age where technology allows us to stay in touch virtually.

On this episode that was recorded as part of my recently launched Luxury Lunch & Learn, Vice President of Luxury and Commercial at RE/MAX Holdings, Anne Miller shares how to survive and adapt to the new normal in the luxury real estate space.


As agents and entrepreneurs, your past clients have to hear from you now. Reach out to them. Don’t talk business, check in with them authentically and sincerely. -Michael LaFido


Three Things You’ll Learn In This Episode


  • Adopt an abundance mindset
    Now more than ever before, it’s important for agents to help each other. Instead of having a scarcity mindset and not wanting to share business, now is the time to build relationships with agents in other teams and across the country. We are stronger when we work together.
  • Check in with clients
    It’s always important to stay in contact with past clients, but even more so while so many people are worried about the future. Reach out to clients to see how they are; once COVID-19 has passed, you will be remembered for that. However, be sure to do this genuinely; any insincerity will have the opposite effect.
  • Be visible on video
    A lot of agents are nervous to appear on video, which makes the Zoom option of turning off the camera an attractive idea. However, to build relationships, we have to be visible. Clients are more trusting when they know who they’re speaking to, especially in the luxury space.


Guest Bio

Anne Miller is the Vice President of Luxury and Commercial at RE/MAX. She is recognized as a luxury real estate expert with over 20 years of experience. Prior to joining the RE/MAX team in 2013, Anne worked in luxury development, sales and acquisitions in Chicago, New York, Florida and North Carolina.


To find out more about Anne, head to: 

Or email her at


And for more on RE/MAX Luxury and Commercial, visit

Who’s Your Buyer?

Do you know who your intended buyer is for the home you represent? This is something you need to know if you want to market that home to a larger pool of buyers. Think of the buyer as your home’s “avatar”— it can take many forms, but you need to know who it is before the home goes live on the MLS if you want to sell it for top dollar. 

How to Keep Your Systems Running During the Economic Downturn w/Ned Stringham

In the wake of COVID-19 and the economic shift, it’s important to take stock of your costs, but you also have to be sure you have effective software systems in place. Is it possible to keep costs low without compromising on the systems you use?

Times of crisis are an extremely important time for business owners in any sector: where you choose to save money tells people about the character of your businesses. How can you minimize your costs without retrenching your staff?

On this episode, CEO and Chairman at Inside Real Estate, Ned Stringham shares how Inside Real Estate and kvCORE are helping real estate teams cut costs during this difficult time. 


 During these trying times, it’s extremely important to time-block and prioritize your more serious leads. -Michael LaFido


Three Things You’ll Learn In This Episode

  • Now more than ever, it’s important to timeblock and prioritize more serious leads. Using a system like kvCORE allows you to do just that. 

  • In times like these, when everyone is being more mindful of costs, agents should look into the tools provided by their broker. This is much more cost-effective than paying for tools as an individual.

  • Broker owners and team leaders can minimize costs by paying for holistic "back office" systems instead of paying for multiple systems piecemeal.


Inside Real Estate has put together a comprehensive LIVE report analyzing national & local data to shed light on the impact COVID-19 has had on residential real estate.  

You can access this report for FREE, right here  



Guest Bio

Ned Stringham is the CEO and Chairman of Inside Real Estate. Since joining as a partner in 2012, he has been instrumental in shaping the vision and strategic direction of Inside Real Estate. Ned holds an MBA from Harvard Business School, and is the Managing Partner of 42 Ventures and the Executive Chairman of Insurance Technologies. 


To find out more about Inside REal Estate and Ned Stringham, head to 

We Have an Exciting Offer for You

We believe the best way to show your credibility is to be the author of a book. Through our Luxury Rockstar Package, you’ll be featured on the cover of your very own book—a book you don’t even need to write! We’ve already written it, but we’d like to share it with you to help you stand out amongst the competition as a published author in real estate.

How We Helped Kirk Secure His First Trophy Listing ($1.9M)

Any agent taking their first step into the luxury market should see their first listing as an opportunity & ‘trophy listing’. However, it can be an anxiety-inducing experience breaking into the market when you have no experience in the luxury homes or high-end markets.

How can we land our first trophy listings and how can we be honest about your lack of experience in the market, without scaring potential clients away? 

In the luxury market, it’s vital agents look the part and exude confidence, so to make a name for yourself in the space, you have to leverage whatever you can, and make sure you’re as knowledgeable as possible on every step of the transaction process.

In this episode, you'll hear a coaching call with eXp Realtor Kirk Brown, an experienced real estate looking to enter the luxury market with a $1.9m upcoming listing appointment. 


 When you have an opportunity to market a trophy listing, you want to have all hands on deck to sell it and leverage that property to attract future opportunities. -Michael LaFido

Three Things You’ll Learn In This Episode

  • Standing out by pre-selling ourselves 
    We always have to be mindful that our potential client is talking to a few other agents. To stand out from the rest, we can pre-sell ourselves by offering value before we even enter our first listing appointment.
  • Why presentation matters 
    When arriving at the first appointment, look the part. We are being watched from the moment we step out of the car, so be sure to exude confidence.
  • How to gain trust and build rapport 
    Be tactful but honest. If we feel there are deficiencies that could slow down a sale, we have to point them out- but remind the seller our advice is based on market research.


Guest Bio
Kirk Brown is a Realtor at EXP Realty in the Lafayette, Louisiana Area. Kirk has 25 years of experience in sales, management and business building. He is passionate about real estate, and loves any opportunity to help people sell their existing houses and buy their dream homes.

To find out more about Kirk, head to:

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