Where top luxury agents reveal their best practices PLUS interviews with real estate industry influencers, thought leaders and luxury marketing experts, you’ll come away from each episode with new strategies and tactics to list and sell high-end homes in ANY market. Learn from top agents like Ben Bacal, Gary Gold, Patrick Lilly, Rochelle Maize, Frank Aazami and many more!
Episodes
Thursday Jan 02, 2020
Thursday Jan 02, 2020
With the popularity of voice assistants on the rise, it’s safe to say offerings like Bixby, Alexa and Google Assistant aren’t going anywhere, so we should be taking advantage of them. How can real estate professionals make use of voice technologies in their businesses? Should we be feeling threatened, or can agents work alongside voice technology?
On this episode, CEO and co-founder of Voiceter Pro, Miguel Berger, shares how to make the most of voice assistants.
We need to embrace technology instead of trying to fight it, and use it intelligently. -Miguel Berger
Takeaways + Tactics
- Agents can use voice assistants in every area of their businesses, from reminding us about listings and updating us on new market trends, to helping us during open houses.
- Stop thinking that new technology is a way for us to lose business; start seeing it as an advancement that can help us reach more clients.
- As agents, it’s important to adapt to voice assistant offerings, not only to make our lives easier, but to stay relevant with consumers.
At the start of this episode, we discussed how voice assistants can be used for our MLS. We shared that voice assistants are not meant to replace agents, but to help make their tasks easier and their organizations run more smoothly.
We also shared insights on:
- The language barriers faced by voice technologies
- Why agents need to know what they want before using new technology
- That agents should be educated more about voice assistants before implementing them
Resources
To see how MRED (Midwest Real Estate Data), which services around 45,000 real estate agents, brokers, and appraisers is using "Voice Assistant" click HERE. (MRED is the biggest MLS provider in the Midwest in the most densely populated area in the region: Chicagoland)
Become a Certified Luxury Listing Specialist
Get Your Free Gift - Luxury Listing Blueprint
Guest Bio
Miguel Berger is the CEO and co-founder of Voiceter Pro Inc. In addition to being involved in technology, Miguel is also a real estate industry veteran and the owner of Better Homes and Gardens Real Estate Tech Valley. He is a nationally recognized industry leader and forward-thinker, with a passion for new technology.
To find out more about Miguel, visit https://www.linkedin.com/in/voiceterpro
You can also email him on miguel@voiceterpro.com
And call him on 518 542 5586
Thursday Dec 26, 2019
Thursday Dec 26, 2019
Do you want to earn 30% more over the next year? Today I’ll tell you how you can. All you have to do is increase the average sale price of the homes you represent and diversify your portfolio. In doing this, you’ll be working smarter, not harder.
Thursday Dec 19, 2019
Thursday Dec 19, 2019
Getting into luxury real estate is not an easy task, and younger agents often have more difficulty making a name for themselves in that market. How can millennial agents become more knowledgeable on luxury terminology? How can we spend more time around potential clients, and what can we do to attract luxury buyers?
On this episode, sales partner at Amalfi Estates, Sarah Knauer (27 years old), who is a $30 million + producer, shares how millennials can build a stellar reputation in the luxury market.
Grow your knowledge and your confidence will grow. Spend time with team leaders to learn luxury market terminology and trends. -Michael LaFido
Takeaways + Tactics
- Attend open houses with established agents. This exposes us to terminology, makes us more knowledgeable, and lets us introduce ourselves to high net worth potential clients.
- Build relationships with people in the luxury market by joining networking groups and social clubs alongside high-income people.
- Look the part. To be taken seriously by clients, we have to ensure we represent ourselves professionally.
At the start of this episode, we discussed some of the problems younger agents may have in the luxury market. We explained that building and nurturing long-term relationships is the key to building an effective sphere of influence, and shared how to initiate contact with high net worth individuals.
We also shared insights on:
- How to leverage our own spheres of influence
- How to overcome self-limiting beliefs
- Why charity events are an effective way to build relationships and give back
Guest Bio
Sarah Knauer is a sales partner at Amalfi Estates. Having grown up with residential and commercial real estate owners as parents, Sarah has a lifelong passion for home and design. She obtained her real estate license while in her senior year at Pepperdine University, and is currently working on obtaining her broker’s license.
To find out more about Sarah, visit https://www.amalfiestates.com/agent/sarah-knauer/
You can also email her on sarah@amalfiestates.com
To see the presentation mentioned on this episode, visit:
https://drive.google.com/open?id=1bNju4RpoAnmk9AFtaR9aEg3Xyv_U-Y62
Thursday Dec 12, 2019
Thursday Dec 12, 2019
When it comes to luxury listings, it’s important not to let frivolous details sink their potential. If a listing has an “elephant in the room,” you need to address it in one of two ways. We’ll discuss both of these approaches today. But first, you may be wondering: “How does this idiom relate to real estate?”
Thursday Dec 05, 2019
Thursday Dec 05, 2019
To establish ourselves as the obvious choice for business in our markets, we have to build and maintain great relationships with past, present and future clients. How can we build a brand that attracts and keeps attention for years to come? What can we do to build relationships that transcend business, and how can we find clients to build those relationships with?
On this episode, industry veteran and founding partner of The Bay Area Team, Jim Walberg, shares how to build relationships that stand out to the market and make us the only ones people want to work with.
We should aim to be the first thing clients think of when they hear the words ‘real estate’.
-Jim Walberg
Takeaways + Tactics
- To be the obvious choice, we have to become synonymous with luxury real estate. We can do this by staying in contact with our databases, long after a transaction.
- Be personable. When dropping off a gift or an invitation to a client event, call ahead of time to make sure the client will be home. Seeing them in person deepens relationships.
- We should be doing the things we’re passionate about. This way, we’ll be surrounded by like-minded individuals, who will be interested in building relationships with us.
On this episode, we discussed how serving the community can help us grow our brands. We also shared why it’s important to be authentic about our passions, and spoke about the need to connect with potential clients on a personal level.
We also shared insights on:
- How to introduce ourselves without coming across as a sales pitch
- The importance of humility
- Why consistency is the key to building long-lasting relationships
Guest Bio
Jim Walberg is a real estate industry veteran and a founding partner of The Bay Area
Team in San Francisco. In addition to being in the Top 1% of Realtors across the country and the recipient of countless awards, Jim is a dedicated community volunteer, celebrated for his humility. Jim is also a blogger, philanthropist and worldwide speaker.
To find out more about Jim, visit:
https://www.thebayareateam.com/company/team/jim-walberg
You can also email him directly on
Thursday Nov 21, 2019
Thursday Nov 21, 2019
How can we help clients relocate across states, or even abroad? Most agents tend to focus on their local spheres of influence, but as consumers become more mobile, we have to expand our brands into additional markets. Can we stay involved with clients as they move out of our markets? How can we attract referral partners for luxury consumers relocating to our own markets? On this episode, president of McQuaid & Company, Tiffany McQuaid, shares how to develop lucrative referral partnerships.
As an industry, we get so focused on our spheres. Local clients should always be a priority, but keep in mind that people are becoming more mobile. -Tiffany McQuaid
Takeaways + Tactics
- Build relationships with luxury specialists in other markets. Networking with other agents is vital and knowing the person we refer clients to adds an extra layer of trust.
- When referring clients to partners in other markets, travel with them to meet their new agent. This allows us to maintain relationships, while giving clients a more seamless transition.
- Our partners want their clients in the best hands, so we have to offer referral clients additional assistance that helps make their relocation easier.
At the start of this episode, we explained that we have to be prepared in the event that our clients decide to relocate to new markets. We shared which networking events help us build relationships with agents in other markets, and spoke about how to build a stellar reputation that draws in referral partners and clients alike.
We also shared insights on:
- The importance of specialization
- How to elevate our services
- Why high-class photographs and brochures are non-negotiable
Guest Bio
Tiffany McQuaid is the President at McQuaid & Company, a brokerage in Naples, Florida. Born and raised in Ohio, Tiffany has a background in marketing and promotions, and uses her experience to bring a unique approach to selling homes. Tiffany is globally recognized as a top producer in the real estate industry, and is passionate about maintaining her ‘boutique-style’ real estate firm, which prioritizes individual clients and their needs.
To contact Tiffany, call her on 2392876308
Find out more about McQuaid & Company at teammcquaid.com
Thursday Nov 07, 2019
Thursday Nov 07, 2019
In today’s world, social media has become a crucial component for success in the real estate industry; we have to take posting content seriously. How can we gain a following without spending too much time and money on creating perfectly lit and edited videos? What content should be in our videos, and why should we be thinking about repurposing everything?
On this episode, online presence expert and speaker, Italina Kirknis, shares how to offer fresh content that elevates our brands.
In your day-in-the-life videos, be sure to share advice as you’re walking from property to property. -Italina Kirknis
Takeaways + Tactics
- Stop obsessing over creating the ‘perfect’ video with professional lighting, audio and editing. Less polished videos are growing in popularity.
- When sharing a video, always offer advice. We can position ourselves as experts by giving professional insights while going about our daily routines.
- Repurposing content is vital. Once we have a video, transcribe it and put it into a brochure. We already have the content - make the most of it!
At the start of the episode, Italina shared why it’s so important for us to know what we’re promoting before sharing any content. She explained that having an in-depth understanding of the brand lets us customize our content and see better results.
We also shared insights on:
- Fresh, exciting ways to share testimonials
- When it’s a good idea to spend more time and money on videos
- The social media platforms we should be focusing on
Social media is vital for success in real estate, so we need to be conscious of what we’re sharing with our followers. Luckily, online trends have shown that less polished (and less expensive) videos are becoming increasingly popular. Instead of spending a lot of money on a stiff, scripted video, we need to let our authenticity shine through. As long as we offer viewers something of value, we’ll be positioning ourselves as experts in our markets. Once we capture the content we want to share, don’t stop at one platform or format. Repurpose everything, and make the most of it.
GUEST BIO:
Italina Kirknis is a speaker, Inman.com contributor and online presence expert. She is passionate about helping brands find their feet in the online space, and aims to inspire others to create exceptional lives for themselves. Italina enjoys teaching people how to leverage Linkedin to boost their success and strongly believes in creating customized content for all her clients.
To find out more about Italina, head to:
https://www.linkedin.com/in/italinakirknis
And realestatelinkedin.com
To read her most recently published Inman.com article, follow the link in her bio on Instagram: @Italinak
You can also sign up to be part of her newsletter list on realestatelinkedin.com
Thursday Oct 24, 2019
Thursday Oct 24, 2019
To build a name for ourselves in the luxury market, we need to do the work to attract great results, and that starts with the listings we have. How can we leverage our inventory to ensure potential clients know who we are? What happens if we don’t have any inventory of our own yet? How can offering a more hands-on experience at our open houses boost our chances of success?
On this episode, CEO and senior partner of BVO Luxury Group of Keller Williams Realty, Andrew Bloom, shares how we can make the most of our inventory and open houses.
If you don’t have your own inventory, offer a free inventory update to your market. You can leverage listings other than your own. - Andrew Bloom
Takeaways + Tactics
- We should be showing the listings we’ve closed. By sharing the houses we’ve sold, we are giving proof of our great results.
- If we don’t have inventory of our own, we can provide our client base with a record of other houses sold in the market. Doing so showcases our knowledge of market trends.
- Offer visitors at open houses an opportunity to get involved by allowing them to give feedback.
At the start of the episode, we spoke about why it’s important to provide our clients with social proof. We then discussed how and when to market an open house to ensure we get the best results possible.
We also shared insights on:
- How to attract more business into our lives
- How to bring more awareness to our listings
- Why open houses are still vital
To offer our clients unique value, we need to go above and beyond in both the service we offer them, as well as in our marketing. Use inventory to boost business and to bring attention to our listings. These don’t need to be our own listings; we can use other agents’ inventory, as long as we disclose that we did not sell them. By showing our results and our knowledgeability, we can promote ourselves as industry experts. Then, it’s up to us to offer unique open house experiences. The luxury market requires us to exceed all expectations, so playing safe is never an option.
GUEST BIO:
Andrew Bloom is the CEO and senior partner at BVO Luxury Group. He has sold over $1.5 billion in residential real estate, and runs the top real estate team in Arizona. His tremendous success led to him being awarded the ‘Circle of Legends’ award, a feat accomplished by less than 1% of Realtors across the globe. Andrew has a vast network in the community, which has contributed to his team’s positioning as the go-to team for CEOs, professional athletes and physicians.
To find out more about Andrew, head to Bvoluxurygroup.com
You can also call him directly on 602 9891 287
And email him on andrew@bvoluxurygroup.com
Thursday Oct 10, 2019
Thursday Oct 10, 2019
As business leaders, we tend to think of setbacks as private issues that need to be separate from our work lives. Is it possible to stop personal setbacks and challenges from affecting our teams’ productivity? Do we need to add more systems to our businesses in order to combat individual fears?
On this episode, sought-after Real Estate speaker and coach, Jon Cheplak shares how we can overcome setbacks and turn them into positives.
Doubling down on your personal development is the solution to business growth. -Jon Cheplak
Takeaways + Tactics
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Remember that human beings are flawed by nature, and we all experience setbacks. No matter how skilled we are in the science of business, every one of our team members has experiences that shape their daily lives.
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Stop adding layers of systems to our businesses. Instead, we need to dive deeper into our emotions to develop ourselves and our team members.
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We need to embrace our past experiences. Without embracing our past, we can’t move forward.
At the start of the episode, we acknowledged that all people go through traumas in life. We talked about the way we deal with our past traumas and how it shapes our future behaviors and actions. To be successful and enable our teams to be successful, we need to embrace every part of ourselves, even the parts impacted by trauma.
We also shared insights on:
- How emotions can be a choice
- The importance of overcoming fear
- Why gratitude is not a feeling, but an action
We’ve often been told our business and personal lives need to be separate, but that belief is unrealistic. Our personal lives influence the way we see the world, and no amount of effective business systems can combat the effects of traumas we’ve faced throughout our lives. We need to start looking deeper into ourselves, rather than add layers of systems that will only suffocate us further.
GUEST BIO
Jon Cheplak is the CEO of The Real Recruiter and a real estate broker/agent speaker, coach and consultant at Cheplak Live. He is widely respected as one of the most sought after real estate leadership and productivity coaches on the planet, and is passionate about helping people boost their productivity.
To find out more about Jon, visit
Cheplaklive.com
And follow @cheplaklive on instagram
You can also find him on Facebook at https://www.facebook.com/joncheplak
Thursday Sep 26, 2019
Thursday Sep 26, 2019
When dealing with luxury properties, it’s important to trust the people we do business with. How can we ensure potential clients are qualified, and won’t waste our time? What tools can we use to assist in the authentication process?
On this episode, WealthEngine Senior Client Engagement Manager, Andrew Rosenblatt and Senior Client Engagement Manager, Anna Sheehan, explain how their tool can be used to identify serious buyers.
For security purposes, you have to make sure you know who you’re opening the door to on big, luxury properties. -Michael LaFido
Takeaways + Tactics
- When an unrepresented buyer provides a bank letter or a pre-approval for a mortgage, follow up with the institution to ensure its authenticity.
- Use tools like WealthEngine to verify potential buyers. Tools like this give an in-depth report on interested parties and help agents identify serious clients.
- Take advantage of tools that identify political affiliations or special interests, so you can tailor showings to the buyers preferences and increase your chances of success.
At the start of the episode, we spoke about the importance of verifying buyers when dealing with luxury properties. After explaining how tools like WealthEngine can assist agents with qualifying buyers, we discussed why reading reports on buyers and demographics is so vital.
We also shared insights on:
- The top 10 states for millionaires
- Characteristics of millionaires in the US
- Why lifestyle attributes should be taken into account by agents
In the luxury real estate industry, it’s vital that we know and trust who we’re opening doors to. Not only does it save us from wasting valuable time, but it can also protect us. Luckily, there are tools specifically designed to make the verification process easier for agents. Take advantage of the platforms that compile relevant data, and read up on reports for the luxury market. Education is crucial to success, and by expanding our knowledge as much as possible, we can boost our self-confidence.
GUEST BIO
Andrew Rosenblatt is the National Inside Sales Manager at WealthEngine, a platform dedicated to wealth screening and research. To contact Andrew directly, email him on arosenblatt@wealthengine.com. You can also find him on Linkedin at https://www.linkedin.com/in/annasheehan1
Anna Sheehan is the Senior Client Engagement Manager at WealthEngine. She has rich experience in research, and brings her expertise to clients in every interaction. To connect with Anna on Linkedin, head to https://www.linkedin.com/in/annasheehan1
To find out more about WealthEngine, and to take advantage of their resources and reports, visit https://www.wealthengine.com/.
Click HERE to download the Luxury Millennial Wealth Report.
Get the general/graphic version of the Millennial Wealth Report HERE.
And click HERE to get a copy of the Millionaire Report.
To purchase luxury specialist goods, head to www.luxuryspecialistgear.com