Luxury Listing Specialist - Dominate High End Listings In Any Market

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How to Gain the Trust of High Profile Clients w/Paul Campano

Gaining high profile clients is something all agents, especially luxury agents aspire to do, but when working with these clients, we have to be willing to adjust our strategies. What is the ‘golden rule’ when working with athletes, celebrities and other high net worth individuals? How can we build trust with high profile clients, and is there a way to build stronger personal relationships with them?

On this episode, Vice President at Keller Williams Cambridge, Paul Campano, shares how to gain the trust of high net worth clients.


Here’s a lesson for working with athletes: discretion is key. They don’t appreciate name-dropping. -Paul Campano


Takeaways + Tactics 

  • Most celebrities and professional athletes dislike being ‘name dropped’, so be sure to maintain discretion with these clients. Doing this will go a long way in building trust. 

  • Don’t discount the importance of referrals during locker room talk. Athletes share the details of agents they’ve had great results with, and those they know they can trust.

  • Sharing our passions is a great way of building relationships, so if we happen to be interested in the same things as those in our target market, we should let them know.

At the start of this episode, we spoke about the importance of using creative techniques to show clients what makes us unique, particularly when approaching high profile individuals. We also discussed that targeting our marketing to a specific demographic is key, and shared ideas on how to do that. 

We also shared insights on:

  • How to tailor our marketing to be more effective
  • Why our marketing should represent what we do
  • That by marketing to everyone, we effectively market to no one


Guest Bio

Paul Campano is the Vice President at Keller Williams Realty. Having been licensed for over 16 years, Paul has expertise in unique and high-end properties, and despite selling between 30 and 40 units, he has generated around $20 million in volume. Paul has been featured on Million Dollar Listing NYC


To find out more about Paul, head to 


You can email him at

His Instagram handle is @therealpaulcampano

Call him on 617 304 3686

Matched Pairs

Matched pairs is a term you probably haven't heard of. If you’re thinking of selling your home, it’s always wise to consider making improvements and upgrades.  However, you’ve got to know where to spend your money in order to get the highest possible return. Recently, I had a client who spent about $20,000 on leaf guards that were nice but didn’t really add any value to his home.

How to Reverse Engineer Marketing Luxury Properties w/Markus Canter

The most important skills when it comes to successfully selling luxury properties are branding and creating powerful marketing strategies tailored to each unique property. What is the process of determining the best marketing strategy for each luxury property? How do we play to our strengths? How do we build an authentic brand?

On this episode, Markus Canter, Berkshire Hathaway luxury property director and co-founder and CEO of St. James + Canter Luxury Real Estate, shares on how we can reverse engineer the perfect marketing strategy for our luxury properties.

 It’s important to analyze the best media to reach your buyer. --Markus Canter

Takeaways + Tactics: 

  • California is the most sought after market. 82 out of the top 117 listed luxury properties in the country are located there. 

  • When it comes to marketing luxury properties, it’s not about any exposure, it’s about the right kind of exposure targeted towards the buyer you want. 

  • It’s important to establish yourself as a top agent in your demographic, become an expert, offer value and be the best at every level you’re working at. Give the white glove treatment to all your clients and you’ll become known for it.

At the start of the show, Markus shared on what makes Los Angeles such a great market for real estate. Next, he talked about how to reverse engineer the thought process when you take on luxury properties, and the marketing strategy his team used for a property that Frank Sinatra once owned. We also talked about how to create quality video content. 

We also discussed:

  • How to play to your strengths
  • The importance of being an authentic brand
  • How to create a white glove experience for clients


Guest Bio 

Markus is the co-founder and CEO of St. James + Canter Luxury Real Estate, and the head of company strategy and luxury business development. He is also the Luxury Properties Director and Founding Director at New Homes Division for Berkshire Hathaway HomeServices in Beverly Hills. Markus is well-known as a leader in representing buyers and sellers of luxury properties. For more information, send an email to

What to Look for in Our Luxury Market in 2020

As we set up our goals for 2020, I wanted to talk about some things to look out for in your luxury market, as well as share some new plans for us going forward!

How to Dominate the Uber Luxury Market w/Jennifer Berman

To make a name for ourselves in the high end luxury space, we have to go above and beyond all expectations. How should we be staging our houses for the ultra luxury market? How can partnering with other agents help us build credibility, and how do we approach commission splits when we’ve partnered up?

On this episode, partner at Berman and Pollinger and dynamic global ultra-luxury real estate expert, Jennifer Berman, shares how to make a name in the ultra luxury market. 


If you’re new to the space, find a luxury agent in your market, ask them to go with you to a listing and offer to split 50/50 with them. -Jennifer Berman

Takeaways + Tactics 

  • With ultra-luxury open houses, staging is vital. Even if the property has been professionally decorated by the current owner, stage it so the buyer feels at home. 

  • When we’re new to the ultra luxury space, we have to make a name for ourselves to boost credibility. The best way to do this is by partnering with a more experienced agent. 

  • Be willing to split commission 50/50 with an experienced agent when new to the space. A commission of 50% is a much better deal than 100% of nothing.


At the start of this episode, we spoke about why it’s never a good idea to list a property at a higher price than its value. We also discussed how to approach clients who try to cut agent commission, and shared how lower commissions can have a negative impact on clients themselves. 

We also shared insights on:

  • Why an online presence is non-negotiable
  • Why ultra-luxury clients are hesitant to buy and sell during an election year
  • How a seller’s attitude can impact how long a sale takes


Guest Bio

Jennifer Berman is one of the partners at Berman & Pollinger. Jennifer is a sought-after expert in ultra-luxury real estate, thanks to her dynamic personality and extensive experience. In addition to managing teams of over 200 agents, increasing sales to $1 Billion within a year for a top luxury real estate firm and facilitating foreign entities, Jennifer is also a TV personality who has been featured on several media outlets. You can catch Jennifer on CNBC’s new real estate show, ‘Listing Impossible’. 

For more information about Jennifer, visit

Bonus Episode - How to Get the Best Professional Photography

When it comes to real estate photography, today’s special guest can do it all. Say hello to Brad Filliponi—co-founder of If you haven’t already heard of, allow me to tell you what it is they do. For starters, let’s say that you’ve got a photo of your home that, thanks to cloudy skies, looks a little drab. has you covered. Not only can Brad capture great photos of your home, he can also take existing photos from mediocre to marvelous.

How to Use Voice Assistants in Your Business w/Miguel Berger

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


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)

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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


You can also email him on

And call him on 518 542 5586



Bonus Episode - How to Earn 30% More

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.

How to Break into the Luxury Market as a Millennial w/Sarah Knauer

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

You can also email her on

To see the presentation mentioned on this episode, visit:

Bonus Episode - Discussing the Elephant in the Room

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?”