Luxury Listing Specialist - Dominate High End Listings In Any Market

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:

https://news.remax.com/bio/anne-miller

https://www.linkedin.com/in/anne-miller-9a310316 

Or email her at annemiller@remax.com

 

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

remax.com/luxury

Remaxcollection.com

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 https://bit.ly/2zmDYDl  

 

 

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

Insiderealestate.com 

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:
https://www.linkedin.com/in/kirk-brown-a7126976

Value Propositions

Why should someone hire you versus the competition? If you’ve never asked yourself that question before, you need to start today, because the answer will lead you to today’s topic: developing a unique value proposition. A unique value proposition is a simple, concise statement that explains why someone should hire you instead of the competition.

How to Make a Name For Yourself in a New Market w/Maria Afzal

Starting fresh in a new market can be a daunting experience for agents, and making a name for ourselves can be incredibly difficult when we don’t have a database. How can we establish ourselves as successful agents when we’re new to an area- and what can we do to win over the local luxury market? How can we compete alongside agents who have been serving the area for decades? On this episode, Realtor at Keller Williams Realty Palo Alto, Maria Afzal shares how to make a name for ourselves when we’re new to a market. 

 

If you want to serve the local luxury market, you have to live, socialize and interact in the area. -Maria Afzal

 

Takeaways + Tactics 

• Whenever we’re new to an area, socializing with new people is important. However, if we want to establish ourselves as successful agents in the market, we have to make sure the people we spend most of our time with are also successful.
  
  
• To serve a luxury community, we have to be a part of it. To show our authenticity, it’s important we live alongside and socialize with the luxury community.
  
  
• Pick the right mentor. Some agents have been working an area for decades, so if we want to enter the space, their guidance and mentorship is key.

 

On this episode, we spoke about how to market ourselves to a luxury market when we’re new to the space. After discussing the importance of using our marketing to highlight our integrity, we mentioned why it’s key to build relationships with other honest, integrity-driven agents across the country.

 

We also discussed:

• How to avoid being surrounded by negativity
• The pros and cons of working with celebrity clients
• How the unprecedented challenges posed by 2020 will impact the luxury market

 

Guest Bio

Maria Afzal is a Realtor and proud member of the Keller Williams Realty Palo Alto team. After starting her career in real estate in Virginia, her love of the industry took her across the country, and in 2016 she entered the world of Luxury Real Estate in Silicon Valley. Maria is a Certified Luxury Home Marketing Specialist - Million Dollar Guild Member. She is also a member of the National Association of Realtors, California Association of Realtors, Silicon Valley Association of Realtors, and The Institute of Luxury Home Marketing. 

 

To find out more about Maria, head to:

https://www.linkedin.com/in/maria-afzal-577b70148

https://www.facebook.com/Mariaafzalrealty/

https://www.instagram.com/mariaafzalrealestate/

 

You can also email her directly on maria.afzal650@gmail.com

And text her on 650 561 6073 

Using Art to Market Luxury Homes

In this episode, we will talk about an amazing property that we are marketing right now at just under $3 million. It has some amazing features, such as an indoor saltwater pool, but we wanted to make these features pop on camera and video.

How to Build Relationships with Agents Internationally w/Ramon Davila

Hope everyone is staying healthy and positive with COVID-19. When our economy loosens up, there will be many high net worth buyers aiming to purchase more international properties. Agents should familiarize the complexities of international transactions.

What concerns do high net worth sellers have when choosing agents? What are the benefits of buying properties in Mexico? Do we need to be fluent in Spanish to be successful in the Mexican market? What do we need to know about the transaction process in the country?

On this episode, the past President of Keller Williams Luxury Division Mexico, Ramon Davila, shares how to build relationships with agents Internationally and how to invest in property in Mexico.

 

Low property taxes and the current state of the Peso offer great opportunities for US investors to buy property in Mexico. -Ramon Davila

 

 

Takeaways + Tactics 

• Let buyers know the benefits: properties in Mexico have around 14% value-add every year, and rented out properties see 5-6% return on investments annually.
  
  
• It’s a good idea to have fluent Spanish-speakers on our teams. While most international luxury buyers can speak English, it’s always helpful to have a Spanish-speaking team member to assist with details and contracts.
  
  
• When it comes to transactions in Mexico, confidentiality is key. Instead of signs and advertisements, most sellers prefer to have their properties handled discreetly.
  
  

At the start of this episode, we heard some of the benefits of investing in property in Mexico. After learning that property tax is low in the country, we also spoke about how the exchange rate benefits American buyers. 

We also shared insights on:

• Why Mexican buyers are looking to invest internationally
• Key Millennial buying trends
• How to contact sellers discreetly

 

Free download Call-to-Action - Become a Certified Luxury Listing Specialist and learn how to break in and dominate high end homes in your market. Learn more about the LUXE Luxury Listing Specialist Certification at luxurylistingspecialist.com.

Guest Bio

Ramon Davila is an agent at Keller Williams, where he runs a successful team. Together with his team, Ramon works with investors and commercial properties. He also helped launch the Keller Williams luxury division. Ramon is enthusiastic about the opportunities for foreign investors in Mexico, and is excited by any opportunity to help international buyers and sellers gain a foothold in the country. 

 

To find out more about Ramon, head to:

Inmobilux.com 

You can also reach him directly on ramond@inmobilux.com

 

The Power of Demonstration

Do you know how to use the power of demonstration in real estate? The power of demonstration means showing people—not telling them—how you can sell their home faster and for more money than anyone else, and today I’ll share several ways you can leverage the power of demonstration. The first is through video books.