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 Jul 20, 2017
Thursday Jul 20, 2017
Most people don’t care how much you know until they know how much you care. What is strategic giving? How do you put “giving” at the center of your business activities? Why is philanthropy so important in real estate? On this episode, we are joined by founder of Amalfi Estates, Anthony Marguleas, who shares his insights on philanthropy in business.
We brand ourselves as a philanthropic business that happens to sell real estate. -Anthony Marguleas
Takeaways + Tactics
- Give all your properties the same marketing push to make sure your branding is consistent.
- Don’t have a scarcity mindset; it’s good to share what you know.
- Letting clients choose the charity serves to deepen the relationship.
At the start of the show, Anthony shared on his team and their giving philosophy. We then talked about the charities he contributes to and how his parents inspires his philanthropy. Towards the end of the show we talked about the power of sharing resources with other agents.
Anthony also talked about:
- Leading with a giving hand
- Letting go of the scarcity mindset
- VR and other trends in the luxury market
When it comes to business operations, a lot of people underestimate the power of weaving philanthropy into everything you do. It’s all about creating a culture that both your employees and your clients can be passionate about. Agents have a big responsibility to touch people’s lives, and when they lead with a giving hand, they are able to make an even bigger impact. Lead with philanthropy, and practice what you preach!
Guest Bio
Anthony Marguleas is the owner of Amalfi Estates, one of Los Angeles’ leading independent real estate companies, providing exclusive representation to both buyers and sellers. Founded in 1995, the company is headquartered in Pacific Palisades. Marguleas is a true entrepreneur whose success comes through perseverance, hard work, and an unshakeable belief in the right of his clients to be well informed. He ensures that they receive the best possible information. His service is founded on the question, "Is it in my client's best interest?” Go to http://amalfiestates.com/ for more information!
Thursday Jul 06, 2017
Thursday Jul 06, 2017
Many agents feel it's nearly impossible to break into the world of luxury real estate. How do you change your mindset to be geared towards success? Location is always everything - but is your location really as inflexible as you might think? And what's the value of adding a personal touch and knowing both your client and your listing? These and many other questions are answered in this great interview with the Luxury Division VP of Windermere Services, Leigh (Canlis) Greenwood.
Being impressive means setting yourself apart from all your other competitors. - Leigh (Canlis) Greenwood
Takeaways & Tactics
- Set yourself apart from the competition and work on your brand - make sure it reflects your message.
- You have to be a part of a community to successfully market it, so make sure to engage with the area your listings are in.
- Know your client and your property and personalize your approach to foster that connection.
To start off, Leigh gave us a bit of background on Windermere Services and its culture and mindset. We then talked about the importance of branding yourself correctly and putting yourself out there in good time. Leigh then shared some tips on what the best ways are to get involved with the community that you're looking to market. Leigh also told us about W by Windermere, a dedicated space for agents solely interested in luxury property.
We also shared insights on:
- The importance of having a passion for what you do
- Why the best listings are a result of an agent stepping out of their comfort zone
- The balance between showing personality and preparing great printed material
- How a personalized touch can secure you that luxury sale.
Luxury real estate is a highly specific niche that requires a lot of confidence and hard work to break into. The sky's the limit - where you live, what car you drive or how much money you have doesn't ultimately make a difference, as long as you can market that property the best you can. As an agent, you need to engage with the community you're looking to sell to. Working with luxury properties requires fostering your creativity and individuality. It pays off with amazing results.
Guest Bio
Leigh (Canlis) Greenwood is vice president of the new luxury division of Windermere, the largest real estate company in the Pacific Northwest. Go to https://www.windermere.com/ for more information.
Thursday Jun 08, 2017
Thursday Jun 08, 2017
How can agents give a VIP service in the luxury market? How can a team set itself up to give this service consistently and across all clients? What is the process of getting a home showcase-ready? On this episode, Justin Alexander shares his expertise on creating a great experience for clients and how communication and systems play into this.
To get a house to show with that extra wow factor, it takes time, effort, energy and sometimes it takes some money. -Justin Alexander
Takeaways + Tactics
- Agents are hand-fed all their listings/buyers, they just have to cultivate the relationship.
- Agents do not have to generate any leads, the team has a 52% referral rate.
- Staging is important: 90% of buyers see the home only as it is presented.
At the start of the show Justin shared how he got into real estate, and how his team is structured. He shared why they employ listing managers/assistants, and what it takes for a home to have the wow factor. We also talked about the importance of staging and when Justin’s market becomes a buyer’s market.
Justin also spoke about
- How they get homes showcase-ready
- What happens after the home is sold
- The importance of consistency
The concierge-level service that Hilton-Pardee offers, means there’s no handoff to a TC. Agents are given support by listing managers who help make the process more seamless, and uphold the VIP experience. Positioning the home in its most positive light is one of the most important parts of the service, and that means putting in the effort and resources to make this possible for clients without putting the extra burden of executing on them. Having a team of high-end professionals has a huge impact.
Guest Bio
Justin is the Director of Sales for Hilton Pardee. He works hand-in-hand with Founder and CEO, oversees and manages 5 Listing agents, 20 buyer agents (specialized), also acts as Listing Agent for VIP sellers. He has 14+ years of experience in sales and residential mortgage banking, managed and executed over $1Billion in sales in the last 4 years. Justin is also a former Mortgage Banker for Fortune 500 lenders, originating and executing over $75 million in residential finance. Go to http://haltonpardee.com/team/justin-alexander/ for more information about Justin.
Thursday Jun 01, 2017
Thursday Jun 01, 2017
In luxury listings there’s a high probability that a lot of inventory creates a buyer’s market. How do you create urgency and demand in this situation? How do you build rapport and differentiate in the listing appointment? How do you build affinity with your clients? On this episode, Steve Wydler shares his tips on making the most of a buyer’s market and bringing value to your clients.
Subscribe on iTunes | Subscribe on Stitcher
People don’t care how much you know till they know you care. -Michael LaFido
Takeaways + Tactics
At certain price points there’s a lot of inventory and not a lot of demand. In Steve’s market that is $1,1 million and up.
To build rapport: do as much due diligence as you can, figure out the connections you have and be a storyteller.
You should call the client even when nothing is happening with the property, it shows that you care.
Resources
Become a Certified Luxury Listing Specialist
Get Your Free Gift - Luxury Listing Blueprint
__________________________________________________________________________________________
At the start of the show, we talked about the points at which the market becomes a buyer’s market. We also talked about how to create urgency in a buyer’s market and how to do due diligence to show your expertise. Steve also talked about what to do when you have a stale listing and how to keep your finger on the pulse of the market. Towards the end of the show, we discussed buzzwords you can use to keep people on a listing a little longer.
Steve also shared on
- How to build rapport and differentiate in a listing appointment
- Proof of funds and if they are necessary
- How to follow the market
If you want to build rapport with people, it’s important to give them confidence that you’re the right person to be talking to, and that you can position their home effectively. Show that you keep your finger on the pulse of the market, and if a property isn’t selling, do all you can you can to proactively to reposition it. Understand the market, follow it and show the client that you are actively working on getting the property sold.
Guest Bio
Principal broker and co-founder of Wydler Brothers Real Estate (formerly of Long & Foster) based in the DC area. Team specializes in high end homes and condominiums throughout the greater DC metro area. Former transactional attorney and has a B.A. from Dartmouth and was Law Review at Vanderbilt Law. Get in touch with Steve via email steve@wydlerbrothers.com or phone 703.346.6326.
Friday May 19, 2017
Friday May 19, 2017
The fundamentals of luxury real estate haven’t changed since 2008. What are the statistics that remain the same across the country? How does the auction model fit in with luxury real estate sales? On this episode, we talk to the Founder of Concierge Auctions, Chad Roffers. He shares with us the importance of setting the right expectations and how to build and grow profitable relationships.
Subscribe on iTunes | Subscribe on Stitcher
Takeaways + Tactics
1. Across the country, 25 -35% of luxury listings sell quickly, for +90% a list.
2. If you hit 90 days without a sell, the right move isn’t price reduction but pools of demand.
3. The ideal luxury seller profile: someone who values time as much as money.
Resources
Become a Certified Luxury Listing Specialist
Get Your Free Gift - Luxury Listing Blueprint
__________________________________________________________________________________________
At the start of the show, Chad shared on his company and what he has learned about the luxury market. He also shared on why the results are better when his team partners with local brokers and what people get wrong when a listing isn’t selling. Towards the end of the show, we talked about the importance of setting a standard with that first transaction.
Chad also shared insights on;
- The ideal seller profile
- How to position the asset and expand the pool of buyers
- The fee structure his team uses
- The importance of setting expectations
When a piece of property isn’t selling, you solve this issue with how you position the asset, and expand the pool of buyers. It’s important to remember that buyer expectations are just as important as seller expectations. The key to winning in this market is being pro-agent, and when you have that successful first transaction with a broker in a given market, you can create the path for even more success. Setting expectations is paramount.
Guest Bio
Chad Roffers is an entrepreneur who has overseen the successful sale of more than $1 billion in real estate worldwide. As the managing director and chairman of international luxury real estate company Concierge Auctions, Roffers draws on his background in online advertising, negotiation and real estate sales to manage the selection and marketing of auction properties spanning the globe. Go to https://www.conciergeauctions.com for more information.
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.
“Michael LaFido has developed a blueprint for success that gives both Realtors and broker owners a turn-key system to dominate listing and selling luxury homes in ANY market.”
-Chad Roffers, Chairman & Managing Director of Concierge Auctions
Thursday May 11, 2017
Thursday May 11, 2017
A lot of agents rush the process of getting a property listed, and miss the opportunities to showcase it in its best light. Why is it so important to take your time and get it right? Why is differentiation so important in standing out in real estate? What’s the best course of action when a listing goes stale? On this episode, Rochelle Maize shares her insights on succeeding with luxury listings.
Remember a home is usually someone’s biggest asset. You want to do everything you can to get the best price for them. - Rochelle Maize
Takeaways + Tactics
Don’t think like a real estate agent, think like a marketer.
There’s a formula for selling a house successfully, whatever the price point.
You have one chance to make a first impression and it’s gotta be good, so don’t rush the listing process.
Resources
Become a Certified Luxury Listing Specialist
Get Your Free Gift - Luxury Listing Blueprint
At the start of the show, Rochelle shared on how she got into real estate and we talked about the average sale price in her market. Next, we discussed why you need to think like a marketer, and how to present a property in the best way. Rochelle also shared on reviving a stale listing in a price driven market, and using hashtags.
Rochelle also shared insights on;
- Why you shouldn’t rush the listing process
- How she used food trucks to stand out
- How to slow down and build rapport
If you want to own your market and really stand out - always look for a way to be different. When you have a property, do all you can to show it in its best light. What you put out there always comes back. Rapport is an important step, so slow down and build it because people don’t care about how much you know till they know how much you care. The formula for selling a house is the same at whatever price point, but everything starts with your relationship with the client.
Guest Bio
In the competitive Los Angeles real estate industry, Rochelle Maize truly stands apart as a financially savvy, intelligent, and people-oriented professional. Rochelle came into real estate after a 15-year career in wealth management. As Vice President of a well-known investment firm in Beverly Hills, Rochelle advised many high-net-worth clients, helping them with their investment needs. When Rochelle came to look for a new challenge, real estate piqued her interest. An investor herself, she already had years of experience buying and developing properties. After receiving her license, Rochelle found that transitioning into the industry was relatively easy for her. Starting with just family and friends, her business quickly grew. Go to http://rochellemaize.com/ for more information.
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.
Wednesday Apr 05, 2017
Wednesday Apr 05, 2017
So many agents depend on outside sources to bring them new clients - Zillow, Trulia, Realtor.com and many more. But what if you had your own way to uncover new clients by leveraging your existing buyer clients? Newport Beach-based Kevin Du Toit joins us to share this powerful strategy that’s working for him and the agents he mentors in the Yorba Linda area.
That’s when you own your business. You’re creating a whole new economy...That’s the promised land. - Kevin Du Toit
Takeaways + Tactics
- Leverage your buyer clients to uncover new seller leads
- Build relationships with lender/vendor partners to help offset the time and capital it takes to generate new leads
- Always come from purpose and contribution when you’re prospecting
Kevin’s strategy starts by leveraging your existing buyer leads and using that authentic buyer lead to strategically target potential sellers. By partnering with title reps and a lender, he prospects a very small group of off-market properties to uncover opportunities. That starts the cycle of finding the first part of the triple-end deal.
We also shared insights on;
- How to think strategically about prospecting
- How to come from contribution and purpose when prospecting
- Why leadership is crucial to building relationships with lender/vendor partners
- How to repeat the triple-end deal cycle over and over again
Kevin’s strategy is both powerful and effective, but it requires leadership, purpose and strategic thinking. If you want to really own your business and create your own economy, you must build a system that doesn’t rely on anyone to generate your leads. So dig into this episode, take plenty of notes, and look at how you can apply this strategy today!
Guest Bio
Kevin Du Toit (do-twa) is a top-producing agent and now Assistant Team Leader at Keller Williams Anaheim Hills Yorba Linda office. He is a student of luxury with a love for architecture, fashions himself as an international super-connector and a real estate connoisseur. As a massive action taker, Du Toit has been involved in the mortgage industry and has direct access not only to direct lending but also excellent contacts in the private money arena. Connect with Kevin on Facebook and on the KW office website.
Wednesday Mar 22, 2017
Wednesday Mar 22, 2017
Some agents have success, but it ends up working to their disadvantage. How do avoid resting on your laurels and getting lazy? What works in marketing luxury listings, and what comes across as too gimmicky? Why is it so important to be "in play" with your potential clients? On this episode, Gary Gold shares his insights on luxury marketing, and how he got the Playboy Mansion listing.
The good news is it’s really easy to get leads today, the bad news is it’s really easy to get leads today. - Gary Gold
Takeaways + Tactics
- Drones are gimmicky, they don’t work with every single luxury listing. Sometimes footage will do nothing but show what’s bad about the property.
- The more you’re in play with people about real estate, and say meaningful things, the more money you make.
- This is a performance business, we get paid according to how well we execute each deal.
Resources
Become a Certified Luxury Listing Specialist
Get Your Free Gift - Luxury Listing Blueprint
At the start of the show Gary shared on how he got started, and how he ended up being the agent who sold the Playboy Mansion, he also shared on how he found very specific, very high value offers that helped him build relationships. We also discussed how he tracks his numbers with his own CRM, and towards the end of the show, he shared how he tells compelling stories on social media.
Gary also shared insights on;
- His listing presentation strategy for high calibre clients
- Why drone footage isn’t always a good idea
- How he uses video
- How to be strategic with your marketing content
Everyone in real estate is copying each other’s bad ideas, and sometimes they make the mistake of portraying things that don’t even look good, or showcase the best aspects of properties. The key to marketing is getting really strategic, and being sure you have something compelling to say. Ask yourself what interests the client and how you can bring them into the story. If you don’t resonate, all your content and tactics will just be noise.
Guest Bio:
Gary Gold is a marquee name in luxury real estate and his sale of The Playboy Mansion sets a record as the first residence to sell over $100,000,000 in Los Angeles. Gary is also one of its most successful trend setting agents. He’s an internationally recognized expert known for his creative use of technology, marketing and publicity to sell some of the finest homes in the world. Go to SoldByGold.net for more information or get in touch on Youtube or Facebook.
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.
Thursday Mar 09, 2017
Thursday Mar 09, 2017
The high end market is always a buyer’s market because there’s so much inventory. How do agents get the edge on their competition for their homes to sell? What are the first things you can do in the market place to start attracting clients? How do books work as credibility indicators? On this episode, we discuss generating and converting high end leads with Erik Brown and Rod Watson.
A book lends such credence to you as an expert. It gives us the ability to not be a commodity. -Erik Brown
Takeaways + Tactics
- Create a luxury network group with other high-end service providers to get more referrals.
- 74% of agents have sold 10 or less houses.
- Internet based leads are effective but the nurture period is 6-12 months.
At the start of the show, Erik and Rod described their businesses and use of books as credibility indicators. Erik also shared on his shock and awe package, and his lead generation buckets. Next we talked about how Erik broke into the Beverley Hills market, and towards the end of the show, we went into detail about positioning yourself in your marketplace.
Erik and Rod also shared on;
- Why luxury real estate is always a buyer’s market
- How to use books within your greater content offering
- Why internet based leads require patience
- Tapping into the high-end market
Your goal in marketing yourself in luxury and high-end real estate is attracting business so you don’t have to chase it. It’s important to have credibility indicators in your content plan, listing package and mailing pieces. The existence of this content means people trust you more, and if this happens within a strong network group - you won’t only generate leads, but you can actually shorten the conversion period.
Guest Bios
Erik Brown
Author and Realtor Erik is outside the box and comically questions authority, but just as important, he is a determined and efficient professional. His thought provoking and detailed analysis of the home buying and selling process has earned him speaking engagements across the country. Every year, he and his agents work with hundreds of home buyers and sellers to fulfill their dream. Go to ErikBrown.com for more information, or follow @theerikbrown on Instagram.
Rod Watson
Rod and his team are trusted advisers and Realtors for a diverse mixture of San Diego sellers and buyers. Seeing a huge shift in the Southern California real estate market, they changed with the times and moved to the globally recognized brokerage, Teles Properties. Under the Teles brand, Rod and his team have the exclusive ability to market their listings to an afluent and international audience. Go to TheWatsonGroupRealty.com for more information or follow @RodWatson23 on Twitter and Instagram.
Thursday Feb 09, 2017
Thursday Feb 09, 2017
Selling high end and real estate is one thing, but how do you break into the luxury market? We asked Manhattan broker Patrick Lilly to share the secrets of making the transition and becoming known as a luxury agent in your market. Patrick breaks down the steps of obtaining your first luxury listing through Expired prospecting and how to maintain a listing without repeating mistakes made by a prior listing agent. Discretion must be used and trust must be earned to run in this circle.
Go for the long-term relationship once you get in a high-end circle. -Patrick Lilly
Takeaways + Tactics
- Consider the seller’s emotions when taking an Expired listing, but don’t make the same mistakes as the prior listing agent just to have a listing.
- Be “over the top” and set yourself apart from other agents you’re competing against.
- Find an area of expertise and capitalize on that with a flawless track record.
- The psychology of high-end sellers is much different than other sellers. Be knowledgeable of the personality you are working for.
Patrick shared stories of how his tactics have proven effective, from his decision to prospect Expired listings and his minimum home value for a luxury Expired, to the simple (but classy) gift he sends to set himself apart from other agents.
Patrick also shared insight on:
- How to work the press to publicize your listings
- How to increase profit and decrease the number of hours worked
- How to raise your average sales price point
- Specific steps to take to become a respected luxury agent
- How to market specifically for luxury real estate using emotionally driven video
- Using discretion and tactics for selling homes of well-known public figures
If you want to work less and make the same amount of commission (or even more), you must raise your average sales price. Luxury and high-end real estate is the answer. Don’t be afraid to bring in a co-listing agent to break into the market and gain trust. Sellers want agents who have experience in their price range. And high-end buyers aren’t sold on a home’s pictures, address, or stats. Instead, focus on enticing through emotional connection using the press as much as possible for marketing.
Guest Bio
Patrick Lilly works with CORE Brokerage out of Manhattan and Brooklyn. Over his 32 years in real estate he has sold over 1000 homes and over $1 billion in real estate. He has branded himself as “the townhouse specialist.” Patrick's team is consistently ranked as one of the Wall Street Journal's top 250 teams in the nation. Visit http://www.patricklillyteam.com for more information on Patrick’s real estate team. His blog and personal site is http://www.patricklilly.com and for more information about his upcoming conference appearance visit http://realestatesuccess.rocks.
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.