Luxury Listing Specialist - Dominate High End Listings In Any Market

The Doctor Mindset: Start Telling The Truth. Ft. Eric Peterson

Wed, 04 Mar 2026 08:00:00 -0600

In this episode, Michael LaFido sits down with Austin agent Eric Peterson to discuss one of the toughest challenges agents face today:

👉 Having honest pricing conversations in a shifting market.

As markets move from strong seller conditions to buyer markets, many homeowners remain anchored to 2021 prices. Michael shares how to position yourself as the trusted expert — not the “disappointment” — by using data, transparency, and confidence.

🔑 Key Takeaways:

The market determines value — not past sales.
There’s a difference between being “nice” and being honest.
Managing expectations early builds long-term trust.
Days on market can hurt leverage.
For unique luxury homes, use a bifurcated pricing approach (separating land value from structure value).

If you want to dominate luxury listings in any market, this episode will help you reframe tough conversations and strengthen your authority.

Make it a great day.

From $650k to $1.95m: How One Open House 2 Weeks Ago Landed A $3m Buyer Ft. Felita Fontenot

Tue, 24 Feb 2026 14:04:35 -0600

In this livestream-style episode, Michael LaFido shifts from interviewing service providers to spotlighting a real-world success story from one of his Luxury Mastery coaching students, Felita, a Houston-based agent with 24 years of experience. Michael frames the conversation around opportunities—explaining the difference between cold opportunities (people who don’t know/like/trust you yet) and warm opportunities (your sphere, CRM, and people who already know you).

The main case study: Felita challenged her own limiting beliefs by hosting an open house at a $1.95M listing—nearly 3x higher than the most expensive open house she’d ever hosted (previously ~$650K). Despite little prep time (she hadn’t toured the home in advance and didn’t deploy as many signs as recommended), she generated strong traffic across the weekend and proved to herself that luxury buyers are “no different than everyone else”—they still respond to confidence, professionalism, and great questions.

Michael and Felita unpack why this worked: the listing had been on the market for about 18 months, meaning the listing agent and seller likely felt pressure and welcomed fresh activity. Felita approached the listing agent with a win-win solution, hosted the open house, and used a clear sign-in requirement to maintain control and professionalism. The biggest breakthrough came from her ability to adapt quickly—after noticing visitors cared heavily about schools, she returned the next day with a portfolio/binder of nearby sold homes in the school zone, which helped her build authority fast.

That preparation paid off: Felita built rapport with attendees and earned the opportunity to show a couple a $3M home, expanding her confidence and pipeline in higher price points—even though she hadn’t personally sold above ~$600K before. The episode closes with Michael encouraging viewers to step out of their comfort zone, leverage OPP (Other People’s Properties) with permission, and use simple video before/during/after open houses to position themselves as a trusted authority. Michael also promotes upcoming LUXE Designation training (including an April 16 Houston event) and ends with his signature motivational theme: “Prove them wrong.”

Key Takeaways

Luxury growth starts by chasing opportunities, not just closings.
Hosting higher-end open houses can be a fast path to new relationships and confidence.
Stale listings can be a strategic opening for a win-win pitch to the listing agent.
Asking great questions + listening creates trust quickly, even in luxury.
Adaptation wins: bring value that matches buyer motivation (ex: school-specific portfolio).

Unlock Your Exponentials Potential with A.I with Nick Krem

Wed, 03 Dec 2025 08:00:00 -0600

How AI Is Reshaping Real Estate With Nick Krem

In this week’s conversation, Michael LaFido sits down with Nick Krem, founder of the Krem Institute of Artificial Intelligence and creator of the AI Certified Agent designation. Together, they cut through the noise surrounding AI and get real about what actually matters for REALTORSⓇ today.

Nick explains why agents don’t need 1,000 AI tools—or to become tech experts—to stay competitive. Instead, he shares how to use AI as a thought partner, streamline your marketing, build smarter business plans, and spend less time behind a computer and more time talking to clients.

They unpack the rise of the AI-powered consumer, the importance of AEO (AI Engine Optimization), and why agents who fail to adapt risk becoming invisible in AI search. Nick also reveals how agents can differentiate themselves in listing appointments with AI-powered buyer analysis, storytelling, and customized marketing assets.

Packed with practical prompts, strategies, and future insights (including what’s coming with AI agents and screenless devices), this episode helps REALTORSⓇ understand the right way—not the overwhelming way—to leverage AI in their business.

If you’re ready to simplify AI, boost efficiency, and future-proof your business, this is a must-listen.

Compass vs. Zillow, Private Listings & Your Legal Risk

Wed, 26 Nov 2025 08:00:00 -0600

In this powerful conversation, luxury specialist Michael LaFido sits down with James Dwiggins—third-generation broker, co-founder of NextHome, and host of Real Estate Insiders Unfiltered—to unpack what’s really happening in real estate post–August 17, 2024 and why every agent, team leader, and broker-owner needs to pay attention.

James was one of the first voices in the industry to publicly lay out what the commission lawsuits and settlement would mean for real estate professionals, long before most leaders were talking about it. In this episode, he and Michael break down how offers of compensation have changed, why “just put it in the offer” is the safest path forward, and how agents may be unknowingly exposing themselves to steering claims and future litigation.

They also dive deep into the high-stakes battle between Compass and Zillow, private networks, and the looming threat of a “private listings war” that could reshape the MLS, crush smaller brokerages, and even push Zillow to become a full-blown brokerage. Throughout the discussion, one theme stays front and center: your fiduciary duty to the consumer, and why transparency and exposure—not secrecy and restriction—are still the best path for both buyers and sellers.

In this episode, you’ll learn:

What actually changed for buyers and sellers after August 17, 2024
Why calling the listing agent to ask “What will your seller pay the buyer’s broker?” is a legal landmine
How to structure your buyer rep and compensation conversations to reduce risk
The real difference between MLS-wide private networks and brokerage-only private networks
How the Compass vs. Zillow fight could trigger massive consolidation—and what that means for your future in this business

Luxury Is Attention: How AI Builds Brands That Sell While You Sleep Ft. Tiffani Marroquin

Wed, 05 Nov 2025 09:00:00 -0600

Unlock how AI can quietly build your authority—and your pipeline—while you sleep. Michael sits down with AI strategist Tiffany Marroquín to break down the shift from traditional SEO to AEO (AI Engine Optimization) so you can start showing up as the trusted answer when clients ask tools like ChatGPT, Gemini, and Perplexity for the best luxury agents. You’ll hear practical moves you can implement this week: tighten and unify your bios across platforms, build an AEO-friendly content hub with data-backed guides, structure your reviews and pages with schema, post FAQs that mirror real client questions, and leverage LinkedIn, YouTube transcripts, Reddit, and Quora for high-trust signals. Tiffany also shares a rapid workflow—record a 3–5 minute weekly voice memo and spin it into blogs, emails, shorts, and captions—plus how custom GPTs and agent-style automations can research competitors and keep you consistently visible.

Want to raise your average sale price and dominate high-end listings? Join the in-person LUXE Designation training on November 19 (bonus mansion tour!). Details and savings at LuxuryDesignation.com/Chicago.

How AI Is Transforming The Luxury Game Ft. Marki Lemons

Mon, 27 Oct 2025 12:57:42 -0600

In this episode, Michael LaFido sits down with global keynote speaker and tech strategist Marki Lemons to discuss the future of AI in luxury real estate. Together, they explore how REALTORSⓇ can use artificial intelligence to elevate their marketing, connect more deeply with affluent clients, and build authority online.

You’ll learn how tools like Humantic.AI and RPR/ESRI help agents understand client behavior and personality, why aligning with luxury brands can instantly boost your credibility, and how to repurpose a single piece of content into multiple revenue-generating assets.

Whether you’re looking to break into luxury, scale your business, or simply work smarter—not harder, this episode is packed with actionable insights, real-world stories, and powerful takeaways that can help you dominate your market in 2025 and beyond.

🎯 Want to take your business to the next level?
Join Michael and Marki at the upcoming LUXE Designation Training on November 19th in Schaumburg.
👉 Learn more at www.LuxuryDesignation.com/Chicago

The Art of Luxury Real Estate _ Where Design Meets Value

Tue, 07 Oct 2025 11:06:00 -0600

In this week’s blog, Michael LaFido interviews Florida luxury broker Heather Caine, founder of Style to Design, on how staging and design can help REALTORSⓇ sell faster and for more money. Heather explains that 81% of buyers can’t visualize a home’s potential, making presentation critical. She introduces her innovation, Reality Staging, which uses real, shoppable design boards—allowing agents to market listings as “sold with design services included” and even earn affiliate income. The key takeaway: education builds confidence, and confidence helps agents stand out, elevate their price points, and deliver greater value to clients.

Triple Threat Marketing: Direct Mail, Email & Social in 2025

Tue, 22 Jul 2025 15:43:41 -0600

In this episode, I sit down with Jimmy Mackin for a tactical deep dive into what’s truly working for real estate agents right now. We unpack the “triple threat” approach—combining direct mail, email, and social media—to help you generate leads and position yourself for growth in an ever-changing market.

Jimmy, co-founder of ListingLeads.com and a recognized thought leader in the Boston area, shares timely strategies for thriving even as many agents are feeling discouraged or stuck. He talks through real-world referral tactics, the power of focusing on neglected contacts in your CRM, and unveils high-converting scripts you can use immediately to spark conversations and win new business. From ramping up your referrals by reaching out to your “neglect list,” to crafting irresistible “Deal of the Week” offers that create urgency and curiosity, Jimmy’s insights are actionable and rooted in successful campaigns from thousands of top agents.

We also explore best practices for leveraging scarcity with coming soon listings on social media, the psychology behind writing engaging texts and emails, and how to overcome analysis paralysis in today’s overwhelming landscape of marketing choices.

If you’re a seasoned pro aiming to sharpen your edge, or an agent who’s felt lost in the noise of too many options and not enough results, this episode is packed with golden nuggets to help you systematize your outreach, generate predictable referrals, and build momentum heading into the next season.

Top Ways That AI & ChatGPT Are Rocking Real Estate!

Wed, 09 Jul 2025 15:51:21 -0600

In this episode, I sit down with Craig Grant, CEO of RETI and renowned tech educator, for a high-energy conversation about how artificial intelligence is transforming the real estate industry. From practical insights on leveraging ChatGPT and Google Gemini for day-to-day efficiency, to a deep dive into must-have tools like Canva Pro and the game-changing HeyGen video platform, we unpack what’s working now for agents looking to level up their business with the power of AI.

Craig shares his perspective on the meteoric rise of AI, why every Realtor needs to embrace it, and how the right technology can automate heavy lifting—without sacrificing legal or ethical standards. We discuss real-world examples, from creating marketing content at lightning speed to AI video editing with Descript, and even how tools like Reimagine Home can help you virtually stage and redesign properties in seconds.

Whether you’re a seasoned pro or just curious about new tech, Craig drops invaluable nuggets on avoiding AI pitfalls, choosing the right platforms for your workflow, and the importance of always treating artificial intelligence as your first draft—not your final word. He also gives listeners access to his resource-packed slides and a treasure trove of vetted AI recommendations to supercharge your marketing, client communications, and productivity.

If you’re ready to learn how AI can save you time, amplify your personal brand, and future-proof your real estate career, this episode is packed with actionable strategies you can put to work immediately.

9 Years. 4 Brokerages. $6.5M Record Sale—Inside the Empire Mansion Case Study

Fri, 09 May 2025 15:52:03 -0600

In this episode, I take you behind the scenes of one of the most remarkable sales of my career—the nine-and-a-half-year journey to sell the iconic Empire Mansion, recently closing for a record $6.5M in Illinois. I break down exactly what worked, what I’d change, and the invaluable lessons this high-profile listing taught me about patience, perseverance, and staying sharp in the ever-evolving luxury real estate market.

As the third agent on the listing, spanning four brokerages, ten price adjustments, and countless strategy shifts, I dive deep into what kept us moving—from detailed buyer pre-qualification and personalized client communication, to creative event-based marketing (think thirty Ferrari owners in the driveway) and securing national press coverage. I also share what didn’t move the needle, like costly print ads and certain co-marketing partnerships, so you can leverage smarter strategy in your own business.

You’ll hear about handling the unique demands of high-net-worth sellers, best practices for scheduling and hosting standout showings, and why you should never judge a book by its cover—especially when working with luxury buyers. If you’re struggling with a long-standing listing or want to raise your game in luxury real estate, these real-world insights and case study takeaways are sure to help you work smarter, increase your value, and ultimately, get the deal done.

Keep raising the bar, and don’t hesitate to reach out for more resources, fresh eyes on a tough listing, or for information on our luxury designation and tools.

The State of Real Estate 2025 - Tariffs, Supply, Demand, and Your Future Moves

Tue, 08 Apr 2025 16:04:56 -0600

In this episode, I share some timely insights from our recent live stream, diving into the intricacies of the current luxury real estate market and the potential impact of tariffs. We navigate through pressing questions posed by clients and industry peers, unearthing the realities and misconceptions surrounding tariffs' effects on real estate.

I tackle timely issues such as stock market fluctuations and share invaluable advice on investments, emphasizing real estate's reliability as a long-term asset. The session also unveils a unique financial offering – the Buy Now, Sell Later program – designed to enhance buyer leverage and flexibility without the constraints of conventional loans.

Listeners are in for an informative session as I, alongside my guest Joe, dissect how these innovations can provide a competitive edge in buying luxury properties. Furthermore, we celebrate our nine-year milestone of the luxury designation course, announcing our most memorable location training event amidst a lineup of educational engagements across the U.S.

Whether you're an established agent looking to sharpen your strategy or a homeowner contemplating market movements, this episode equips you with the necessary tools to navigate and excel in today’s market dynamics.

Zillow Gone Wild - Crazy Listings Across America

Tue, 04 Feb 2025 12:43:43 -0600

In this episode of the Luxury Specials podcast, I sit down with Samir, the founder of Zillow Gone Wild, for an engaging conversation about the fascinating world of unique and eccentric real estate listings across America. We dive into the origins and success of Zillow Gone Wild, a social media phenomenon that showcases luxury, quirky, and downright wild properties.

Samir shares his journey from starting the platform during the pandemic in December 2020 to amassing over 5 million followers across multiple social media channels, including Instagram, Facebook, and TikTok. His passion for real estate, despite not being a licensed agent, has resonated with millions who are captivated by the diversity and creativity of U.S. properties.

We discuss some of the most memorable and eccentric homes featured on Zillow Gone Wild, like the $20 million property in Gilbert, Arizona, complete with a go-kart track and a hidden shooting range. Samir also touches on the impact his platform has had on real estate sales, with agents reaching out to him to highlight their unique listings and even staging homes to attract attention.

For those curious about what's next for Zillow Gone Wild, Samir reveals exciting news about the upcoming second season of their HGTV show, which will continue to explore these extraordinary properties.

Whether you're an agent looking to understand the power of social media in real estate or a property enthusiast eager to see the wildest homes on the market, this episode is packed with insights and entertainment. Tune in for a deep dive into the world where luxury meets the unexpected.

Why 71% of Realtors Sold Zero Homes Last Year—And How to Avoid Being One of Them!

Fri, 31 Jan 2025 12:26:19 -0600

In this episode, Michael LaFido dives deep into the alarming statistics released by the National Association of REALTORS® and explains why 71% of REALTORS® sold zero homes last year. He emphasizes the importance of educating consumers about choosing an active, successful agent over one who's not doing any transactions, shedding light on the broader implications for home sellers and buyers alike.

Michael discusses key strategies for maximizing exposure, marketing, and negotiating better deals for sellers, highlighting the significant differences between agents who invest in themselves and those who do not. He shares practical advice on effectively communicating these points to build trust and attract clients.

Additionally, Michael highlights the power of creating valuable content and being a local informational resource, whether through market updates, business recommendations, or showcasing local history. He underscores the benefit of adding layers to your real estate practice by incorporating educational and engaging community content.

Finally, Michael talks about the Luxury Designation program, a fantastic opportunity for agents wanting to specialize in high-end markets. He mentions upcoming in-person training sessions in Houston and Miami, along with flexible online training options.

Don't miss this insightful episode that not only presents a compelling argument for choosing the right real estate agent but also offers concrete steps to enhance your own real estate business.

Navigating New Regulations: Effective Strategies for Luxury Agents with Jay Macklin

Wed, 18 Dec 2024 08:55:59 -0600

Hey everyone, Michael LaFido here! I’m excited to share the latest developments from our recent podcast episode, featuring the extraordinary Jay Macklin. Jay’s journey from Michigan to establishing a thriving luxury real estate brokerage in Arizona is nothing short of inspirational.

First off, let’s talk about an important update in the real estate world: Starting August 17, there's a new US requirement for buyers to have a written agreement to schedule private showings of homes. This stems from a settlement between the NAR and the Department of Justice. If you’re booking a public open house, no agreement is necessary. This new rule impacts commission structures and adds a layer of complexity for us agents, but it's all about adapting and staying ahead in the game.

Jay Macklin, our special guest, has been a force in luxury real estate since 2010, focusing primarily on North Scottsdale. He's all about personal branding and creating unique selling propositions to stand out. He highlights the significance of consistency, creative messaging, and building strong client relationships. Jay’s approach aligns perfectly with the principles I discuss in my book, “Secret to Top Luxury Agents,” available now on freeluxurybook.com—grab your copy, just cover the shipping fee!

A fascinating topic we covered is the different dynamics within luxury markets. Transitioning into luxury real estate, especially if you're new to an area, requires understanding client needs and preferences. Jay's experience reinforces that adapting marketing strategies and maintaining a high level of personal branding are key to success. Speaking of branding, we’ve got some awesome news—our luxury listing specialist gear is now available at luxuryspecialsgear.com. From T-shirts to planners, we have it all to keep you stylish while you close those high-end deals.

In today’s competitive market, setting yourself apart is crucial. What’s your unique strategy? How do you ensure clients remember you? Whether it’s your negotiation skills or your standout marketing materials, remain consistent and innovative. And hey, if you’re curious about effective listing presentations and more, don’t miss our daily themes like 'Mindset Monday' and 'Tips Tuesday' on our YouTube channel.

As we wrap up the year, let’s stay connected and express our gratitude—to our clients, colleagues, and everyone who supports us. It’s not just about business; it’s about building enduring relationships. Make it a great day, and stay tuned for more exciting updates and insights!

Keep pushing the envelope, and let’s make waves in the luxury real estate market!

Celebrating 300 Episodes Milestone: Key Luxury Real Estate Insights from Michael LaFido

Mon, 02 Dec 2024 19:48:19 -0600

In our landmark 300th episode, I reflect on seven and a half years of insights and experiences, sharing with you the foundational strategies that have shaped the success of our Luxury Listing Specialist podcast.

We delve into the fundamentals of real estate that remain crucial regardless of market changes, from the importance of consistent coaching to the power of an optimized, segmented database. I emphasize the role of networking and strategic marketing—both warm and cold—as essential components for any real estate professional aiming to dominate the luxury sector.

Throughout this episode, I reiterate that real estate success, much like in sports, hinges on mastering the basics: blocking, tackling, and the fundamentals. By continually putting yourself out there and effectively managing your network, you can ensure a steady stream of opportunities.

To celebrate our journey, I also introduce you to our latest tools designed to facilitate your growth: a meticulously crafted luxury agent planner and various resources that can help you stay organized and focused.

Whether you're a seasoned agent or just starting, this episode encapsulates the key takeaways from our 300 podcasts, aimed at empowering you to become the most trusted luxury agent in your market. Join me as I share stories, strategies, and advice from over two decades in the industry, dedicated to raising the bar and setting you apart in the high-end real estate arena.

Building High-End Client Relationships in Real Estate with Nicole Gary

Sun, 15 Sep 2024 07:00:00 -0600

In this episode, luxury real estate expert Nicole Gary and I dive into the current luxury market landscape in New York and Florida, sharing crucial strategies and mindsets that are driving success today. Whether you're just starting out or looking to sharpen your skills, this conversation is packed with actionable insights to elevate your real estate career.

Nicole, a seasoned agent with over 13 years of experience, details her journey from selling high-end custom window treatments to becoming a top luxury real estate agent. She shares how leveraging her existing luxury client base and thinking big gave her the confidence to thrive in this competitive field.

From building authentic relationships and offering personalized care, Nicole explains the importance of a genuine, non-transactional approach in luxury real estate. She recounts her bold move to Miami, where she quickly established herself by actively networking and participating in community events, turning these new connections into business opportunities.

In this episode, we also delve into mindset mastery, with Nicole emphasizing the power of positive affirmations and self-belief. She shares an inspiring personal story of adversity and perseverance, highlighting how maintaining a positive mindset and organized plan is crucial for success.

We round out our discussion with a detailed look at Nicole's meticulous pricing strategies for high-end properties, the significance of move-in-ready homes, and effective ways to handle unrealistic sellers. Nicole's approach, grounded in education, authenticity, and continuous learning, provides a blueprint for excelling in luxury real estate.

If you're aiming to break into the luxury market or enhance your current strategies, this episode with Nicole Gary is a must-listen. Her real-world experiences and practical tips are sure to inspire and inform your journey in luxury real estate.

The Art of Business Growth: Understanding Before, During, and After Units

Thu, 12 Sep 2024 08:00:00 -0600

In this episode, Dean Jackson and I dive deep into the mechanics of successfully managing and expanding your real estate business, focusing on the before, during, and after phases of client engagement. We explore Dean's innovative methods for dissecting your business into three pivotal units and integrating the eight profit activators to optimize growth and client satisfaction.

Dean, renowned for his expertise in helping real estate agents uncover new opportunities within their existing databases, shared how breaking down your business into the before unit, during unit, and after unit offers a comprehensive framework for increased efficiency. His strategy revolves around starting with the during unit, which encompasses all activities from listing to closing a deal, ensuring optimal service delivery.

We also delve into the after unit, highlighting the critical importance of nurturing past clients and relationships, ensuring continued business and referrals. Finally, we unpack the transformative power of the before unit, focusing on lead generation and conversion to keep a steady flow of clients into the during unit.

From his hands-on approach to his clear-cut strategies, Dean provides actionable insights that are essential for real estate professionals looking to scale their business. If you’re eager to learn how to effectively structure your business for sustained success and client loyalty, this episode is a must-listen.

To connect with Dean Jackson and gain further insights, visit DeanJackson.com.

Dominating YouTube with Ken Pozek

Fri, 30 Aug 2024 14:03:41 -0600

In this episode, Michael LaFido welcomes Ken Pozek for an insightful discussion on how to dominate YouTube as a real estate professional. They explore the significance of becoming a local expert through video content and offer actionable advice to elevate your online presence.

Ken, a successful real estate agent who relocated from Michigan to Orlando, emphasizes creating frequent, educational videos about local news and developments without diving into personal political views. His disciplined approach—posting concise, 8-12 minute videos on Tuesdays and long-form videos on Thursdays—showcases his commitment to consistency and quality.

From leveraging Instagram for audience engagement to tapping into resources like Streamyard, Fiverr, and Storyblocks, Ken shares practical tools and tips for real estate agents aiming to enhance their video content. He underscores the importance of compelling thumbnails, advising simplicity and large fonts to attract mobile viewers.

Throughout the conversation, Ken recounts his success stories, including generating millions of views and significant leads through YouTube. He also discusses the psychology behind creating valuable content that caters to the viewer's interests, rather than self-promotion, aligning with the "What's in it for me?" (WiIFM) principle.

Whether you’re a beginner or an experienced user looking to refine your strategies, Ken Pozek's insights on educational videos, audience engagement, and consistent content creation are invaluable. Tune in to learn how to build trust, attract leads, and establish yourself as an authority in your market through strategic YouTube content.

What’s Working Now: Elevating Your Luxury Real Estate Game with Tiffany LaRose

Thu, 13 Jun 2024 01:00:00 -0600

In this episode, Tiffany LaRose and I have an in-depth conversation about what's working now, from the importance of genuine relationships to breaking into the competitive luxury market, and we share invaluable insights that are sure to elevate your real estate game.

Tiffany, the owner of the LaRose Kayla Group in Houston, Texas, impressed me with her approach to luxury sales, emphasizing the power of investing in relationships and authenticity. Her first-ever luxury sale, a $2.5 million property, originated from a lead on Instagram, underscoring the impact of organic, genuine connections.

From mastering sleek and elegant marketing, to staying on top of cutting-edge technology, my guest shares some tactics for breaking into the luxury real estate world and thriving within it. If you're an agent with a $0 marketing budget and wondering where your next transaction will come from, Tiffany has some tips for you.

“Don't ever promise anything and then not follow through with it.” – Tiffany LaRose

Three Takeaways

- How to get consistent repeat business

- How to be proactive rather than reactive with buyers and sellers

- How to secure your next transaction with a $0 marketing budget and the art of marketing internationally

Connect with Tiffany LaRose:

Website: https://thelrkgroup.com/

Connect with Michael LaFido:
YouTube:@MarketingLuxuryGroup
TikTok:@LuxurySpecialist
Instagram:@LuxuryListingSpecialist

Learn more about Michael's book:
Website: https://secretsoftopluxuryagents.com/
Amazon: https://tinyurl.com/4a3vbykj

Success in The Luxury Market: Essential Lessons from Top Agents

Thu, 06 Jun 2024 01:00:00 -0600

Are you curious about the secrets behind the success of top luxury agents in real estate? Wondering how they achieved their remarkable feats? If you're eager to uncover the key to their success, then you have to watch this insightful video. Discover the strategies, tactics, and mindset that set these agents apart and brought them to the top of the luxury market. Don't miss out on the opportunity to learn from the best!

Learn more about Michael's book:
Website: https://secretsoftopluxuryagents.com/
Amazon: https://tinyurl.com/4a3vbykj

Connect with Michael LaFido:
YouTube:@MarketingLuxuryGroup
TikTok:@LuxurySpecialist
Instagram:@LuxuryListingSpecialist

Announcing the Secrets of Top Luxury Agents Book!

Thu, 30 May 2024 01:00:00 -0600

We are thrilled to share some exciting news with you! The highly anticipated book, Secrets of Top Luxury Agents, has been officially released and is now available for purchase. This collaborative effort features insights and experiences from 26 contributors within the luxury real estate industry, including well-known names and industry leaders. Michael and the co-authors did an excellent job.

In this book, you'll find valuable tips for both home buyers and sellers, shared by experts who have achieved notable success in luxury real estate. Whether you're a real estate agent looking to elevate your game or a consumer interested in the luxury property market, this book offers a wealth of knowledge to help you navigate the industry with confidence. Secrets of Top Luxury Agents is now available on Amazon and other online stores in both Kindle and paperback formats.

Today, Michael tells us all about the book, and towards the end, two of the co-authors join him to discuss their experience being part of the project. Listen to learn more about the book.

High-Level Overview Details In This Book:
13+ Brokerages Represented
Diversity Of Male/Female Represented
The 4 Major Affinity Groups Represented (AREAA, NAREB, NAHREP, LGBTQ Alliance)
Each co-author answered 7 questions for Realtors and 2 bonus questions for home sellers and buyers.
200+ Tips For Home Sellers Are Included In The Book
100+ Tips For Home Buyers Are Included In The Book

“The key to success in luxury real estate is to continuously provide value, stay knowledgeable, and always put the client’s needs first.” - Michael LaFido

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3 Things You'll Learn

- Who the co-authors of the book Secrets of Top Luxury Agents are.

- The rising stars featured in Michael’s book.

- Why you need to read the book as soon as possible – it's a gold mine of information!

Learn more about Michael's book:
website: https://secretsoftopluxuryagents.com/

Amazon: https://tinyurl.com/4a3vbykj

Connect with Michael LaFido:
YouTube:@MarketingLuxuryGroup
TikTok:@LuxurySpecialist
Instagram:@LuxuryListingSpecialist

Auctioning Elegance: Where Unique Homes Meet Their Match

Thu, 09 May 2024 01:00:00 -0600

When you’re helping a client sell a luxury home, do you consider auctions? Recently, I was lucky enough to attend a prestigious luxury home auction event in New York, and it opened my eyes to the benefits of luxury auctions. Whether it's a multimillion-dollar estate in the Hamptons or a unique architectural marvel in Naperville, auctions are unlocking doors to unparalleled opportunities. Watch my latest video now to learn some of the hidden benefits of luxury auctions and how you can use them to drive traffic for your clients.

Connect with Michael LaFido:
YouTube: @MarketingLuxuryGroup
TikTok: @LuxurySpecialist
Instagram: @LuxuryListingSpecialist

Exploring AREAA: Why Realtors Should Join with Hope Atuel

Thu, 02 May 2024 01:00:00 -0600

Happy Asian Pacific American Month! In this episode, we dive deep into the critical issue of housing affordability, particularly in high-priced markets, and discuss why agents should join AREAA. My guest, Hope Atuel, the executive director of the Asian Real Estate Association for Real Estate Agents (AREAA), sheds light on the challenges faced by the Asian American, Native Hawaiian, and Pacific Islander (AANHPI) communities in the housing market.

Hope emphasizes the importance of organizations like AREAA in advocating for equality in housing and homeownership opportunities. She provides insights into the role of AREAA in addressing discrimination issues and affordability barriers, especially in high-priced markets on the coasts.

We also explore the organization's evolution and the benefits it offers to real estate agents, team leaders, and broker-owners. From networking opportunities to educational resources, AREAA is dedicated to supporting its members and making a meaningful impact in the real estate industry.

"Access to a home is a fundamental human right, empowering individuals to choose where they reside." -Hope Atuel

Three Things You’ll Learn from This Episode

- The benefits of joining AREAA as a Realtor

- How organizations like AREAA are working to accommodate underwriting guidelines for immigrants and multicultural communities, ensuring equal access to homeownership opportunities.

- Hope discusses her role in AREAA as an executive director.

Connect with Hope Atuel:
LinkedIn: https://www.linkedin.com/in/hope-atuel-917798/
AREAA website: https://areaa.org/

Connect with Michael LaFido:
YouTube:@MarketingLuxuryGroup
TikTok:@LuxurySpecialist
Instagram:@LuxuryListingSpecialist

Should You Consider Selling at a Luxury Home Auction?

Thu, 25 Apr 2024 01:00:00 -0600

What is a luxury home auction and when should your seller consider it? I recently attended a few luxury auctions, and they were great; however, they aren’t for everyone. Today, I’m breaking down why you might want to use an auction and sharing three circumstances when I think an auction house makes sense. First, if your seller wants certainty or they need to see fast…this is a good option. Listen to learn more.

Catapulting Into Upper Price Points: Strategies for Increasing Your Average Sale Price with Kacie Anderson

Thu, 18 Apr 2024 01:00:00 -0600

In this episode, Kacie Anderson and I delve into the transformational effect of their high-value listing appointment one year later. We discuss the challenges, strategies, and successes that ultimately led to an impressive $5.7 million sale and the breaking of a neighborhood record by Kacie. Our conversations shed light on the crucial role of confidence, determination, and support systems in the real estate industry.

During our discussion, we emphasized the importance of surrounding oneself with successful people and gaining inspiration from their experiences. Kacie also shares the benefits of incorporating both traditional and modern marketing techniques. Listen and learn.

“My age doesn't define me. It's all about your work ethic and just showing up, being presentable, and knowing your facts.” - Kacie Andreson

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3 Takeaways from This Episode

- Leveraging Your Network: Discover how a strong network can elevate your real estate game.

- Confidence Building Techniques: Learn actionable strategies to build confidence and rapport with sellers.

- Marketing Fusion: Explore the synergies between traditional and modern marketing approaches for optimal results.

Connect with Kacie Anderson:
Instagram: https://www.instagram.com/kacieandersonofficial/?hl=en

Connect with Michael LaFido:
YouTube: @MarketingLuxuryGroup
TikTok: @LuxurySpecialist
Instagram: @LuxuryListingSpecialist

Unlock Hidden Gems: The Power of Off-Market Properties

Thu, 04 Apr 2024 01:00:00 -0600

Are you ready to tap into whole new markets? Our latest video unveils the secrets to attracting buyers for off-market properties, offering a more exclusive route to sale. Learn from real-life success stories how to make your property an irresistible hidden gem. We'll guide you through leveraging your off-market listing to draw in the most serious buyers, ensuring a smoother, more discreet sale process.

Connect with Michael LaFido:
YouTube: @MarketingLuxuryGroup
TikTok: @LuxurySpecialist
Instagram: @LuxuryListingSpecialist

How to Get Cancelled and Expired Sellers Calling You & How to Position Yourself as the Hyperlocal Expert with Dustin Fox

Thu, 28 Mar 2024 01:00:00 -0600

Is there a secret sauce to getting canceled or expired sellers to call you? The answer is “yes,” and even better, Dustin Fox has some great ideas and systems to share.

Dustin and I share some invaluable insights on attracting expired and canceled luxury sellers with groundbreaking marketing strategies. From using direct mail tactics to leveraging the power of YouTube advertising - we have it all covered.

We discuss the real estate success formula, share tips on earning 5-star reviews, and reveal the impact of standing out in the luxury market. You'll also hear about these game-changing strategies' cost-effectiveness and potential return on investment.

"We believe a sign in the yard holds more promise than one in the car." - Dustin Fox

Three Key Takeaways from the Episode

- How to attract canceled or expired sellers to contact you.

- Strategies for creating hyperlocal ads using YouTube and videos.

- The secrets to ensuring your direct mails are opened and not discarded.
Link to Dustin's book: https://www.amazon.com/Six-Weeks-Real-Estate-Success/dp/B0CSK2JR24

If you do a screenshot of leaving, Michael’s book review and podcast a 5-star review as well as Dustin’s book and send them to Dustin, he'll share with you those 7 letters that he referenced for the Rubik’s cube letter.

Connect with Michael LaFido:
YouTube: @MarketingLuxuryGroup
TikTok: @LuxurySpecialist
Instagram: @LuxuryListingSpecialist

Reverse Contingency

Thu, 21 Mar 2024 01:00:00 -0600

The real estate market is really tight right now. There aren’t a lot of luxury homes for sale, so if you have clients who are looking to downsize or move, they might have trouble finding a place they love. That’s where a reverse contingency strategy can help. Listen to learn more.

Connect with Michael LaFido:
YouTube: @MarketingLuxuryGroup
TikTok: @LuxurySpecialist
Instagram: @LuxuryListingSpecialist

Understanding NAHREP and Why Realtors Need to Join with Jason Rivero

Tue, 12 Mar 2024 18:17:05 -0600

Are you familiar with NAHREP? Are you a member? If not, you need to listen to this episode with Jason Rivero. Jason joins me on today’s episode for a thought-provoking discussion on NAHREP (National Association of Hispanic Real Estate Professionals). Jason serves as the Executive Director of NAHREP. Our conversation delves into the benefits of NAHREP membership, the evolving trends in real estate, and the potential impact of legal changes on the industry.

Jason also provides updates on the annual national conference in San Diego this September. These conferences offer invaluable networking opportunities and timely insights into the changing landscape of real estate.

Are you ready to learn? Tune in to this episode.

"Dive into Latino business now or risk being left behind. It's not just smart; it's survival. Ride the wave to success!"

Three Things You’ll Learn from This Episode

- Discovering NAHREP: What It Is and What It Does
Find out about NAHREP - its purpose, and how it impacts the real estate world.

- Joining NAHREP: Why Realtors Are Signing Up
Learn why many real estate agents are choosing to join NAHREP and how it can benefit your career.

- Spotting Trends: What's Happening in Real Estate Now
Get insights into the latest trends shaping the real estate market and how they can influence your strategies.

Grab a free downloadable report: https://www.luxurylistingblueprint.com/home

Connect with Michael LaFido:
YouTube: @MarketingLuxuryGroup
TikTok: @LuxurySpecialist
Instagram: @LuxuryListingSpecialist

Unique Closing Gift Ideas

Thu, 29 Feb 2024 01:00:00 -0600

Dive into the world of unique and memorable closing gifts! We're unveiling the luxurious Lamborghini wine set, a gift that elevates the standard of client appreciation. From crystal glasses to sparkling gold wine, see how we made a client's closing unforgettable. Listen to hear more.

Architectural Trends 2024: Elevating Realtor Skills with Heidi Bolyard

Thu, 22 Feb 2024 01:00:00 -0600

In this episode, I chat with Heidi Bolyard, residential architect and creator of "Sold by Design," offering real estate agents practical tips on leveraging architecture trends for client value.

Explore three key steps for agents to enhance client visualization, emphasizing quality questions, understanding goals, and creating a property vision. Heidi delves into current architectural trends, including energy-efficient homes, tech integration, and the balance of open and private spaces. Discover color trends such as white walls and dark gray exteriors, while timeless elements like stone and brick endure.

Heidi also introduces the Realtor Think Tank Summit, a free event covering mindset, business growth, marketing, and insights from home stagers and inspectors.

“The quality of the questions you ask is the quality of the answers that you'll receive.” - Heidi Bolyard

Three Things You'll Learn:

Enhancing client experiences with visualization:
Discover how improving visual techniques can significantly enhance your clients' experiences.
Navigating modern architectural trends:
Explore the latest architectural styles and learn how savvy professionals can make the most of these trends.
Using color and design in real estate:
Understand the connection between real estate success and staying updated on color and design trends.

Resources Mentioned in the Episode:

How to Win Friends and Influence People- Dale Carnegie

Connect with Heidi Bolyard:

Sold by Design
The Realtor Think Tank

Connect with Michael LaFido:
YouTube: @MarketingLuxuryGroup
TikTok: @LuxurySpecialist
Instagram: @LuxuryListingSpecialist

Landing Page Videos

Thu, 15 Feb 2024 01:00:00 -0600

Connect with Michael LaFido:
YouTube: @MarketingLuxuryGroup
TikTok: @LuxurySpecialist
Instagram: @LuxuryListingSpecialist

The Luxe AI Certification: Secrets to Winning Luxury Real Estate Listings with AI with Rick Janson

Thu, 08 Feb 2024 18:14:02 -0600

Have you been using AI in your business? If not, you are missing out on a lot of benefits.

In this episode, Rick Janson and I have an in-depth conversation on luxury real estate AI. We discuss the upcoming Luxe AI Certification class, which offers an 8-week course covering various AI topics, including video scripting, blogging, social media management, graphic design, and more.

The episode highlights the potential benefits of AI for real estate agents, such as improving listing descriptions, social media content creation, video editing, and content repurposing. Rick also shares insights into building custom Chat GPTs and leveraging AI Certification to stand out in winning more listings. Plus, we offer a sneak peek into a special 3-hour boot camp at the end of the course. Tune in to discover how AI can elevate the luxury real estate game and learn how to leverage the Luxe AI certification to gain a competitive edge in the industry. Listen to learn more.

"There's only so far you can go if you don't actually know how to train AI.” - Rick

Three Things You’ll Learn

Why one would use a custom Chat GPT
How to use AI for social media management
How AI can help in repurposing content

Connect with Michael LaFido:
YouTube: @MarketingLuxuryGroup
TikTok: @LuxurySpecialist
Instagram: @LuxuryListingSpecialist

What is Builders Mold?

Thu, 01 Feb 2024 05:54:28 -0600

Are builder mold concerns throwing a wrench into your property transactions? Mold issues can often put a pause on real estate deals. How should you address this concern proactively? Today I’m sharing a real-life story of a multimillion-dollar home sale affected by builder's mold. Learn how we swiftly addressed and resolved the issue. This will provide invaluable insights for both sellers and buyers alike.

Connect with Michael LaFido:
YouTube: @MarketingLuxuryGroup
TikTok: @LuxurySpecialist
Instagram: @LuxuryListingSpecialist

From Gold Medals to Selling Houses with Chad Hedrick

Sat, 27 Jan 2024 08:17:54 -0600

How have you transitioned in your life?

In this episode, we delve into the fascinating world of transitioning from lessons learned from competing in a sport to real estate triumph. Our special guest, Olympic gold medallist Chad Hedrick, shares his inspiring journey from inline speed skating, ultimately clinching gold at the Olympics. We discuss the vital intersection of mindset, hard work, and measurable goals in the realm of real estate.

This episode provides invaluable insights into achieving success, particularly in the real estate industry. Chad emphasizes the significance of maintaining a winning mentality, and discipline, and the importance of setting measurable goals. We learn how he strategically targeted a specific community, invested in marketing, and reaped significant potential business, showcasing the tangible outcomes of a well-planned approach

Listen and learn from this amazing conversation.

“Discipline in your business is the most important thing.” - Chad Hedrick

Three Things You'll Learn

The athlete's mindset for real estate success:
Unleash the secrets of adopting an athlete's mindset for triumph.
Craft measurable goals for extraordinary results:
Dive into the art of setting goals that drive unparalleled achievements.
Focus on real results, ignore shiny distractions:
Master the transformative power of unwavering focus for lasting success in real estate.

Connect with Michael LaFido:
YouTube: @MarketingLuxuryGroup
TikTok: @LuxurySpecialist
Instagram: @LuxuryListingSpecialist

Connect with Chad Hedrick:
Website: https://www.goldtosold.com/
Instagram: https://www.instagram.com/goldtosoldchad/

Secrets to a Flawless Property Handover: Your Final Walkthrough Checklist

Thu, 18 Jan 2024 01:00:00 -0600

What is expected from the buyer and seller during the final walk-through? Both sides have responsibilities they need to uphold during this critical phase of the real estate transaction. It's a pivotal moment where both parties work together to ensure a smooth transition of ownership and uphold the terms laid out in the agreement. Listen to learn what each side is expected to do during the final walk-through.

Understanding High Net Worth Individuals Passions, Hobbies, and Interests with David Friedman

Thu, 11 Jan 2024 01:00:00 -0600

Join me for an insightful conversation with David Friedman, co-founder of Wealth Quotient, as we dive deep into the minds of high-net-worth individuals. Discover the intricacies of their thoughts, spending habits, investments, and philanthropy in this exclusive discussion.

David generously shares invaluable insights into the psychology of ultra-high-net-worth individuals, shedding light on their concerns and offering guidance on how to establish trust with this discerning clientele.

We'll define high-net-worth individuals and emphasize the significance of tailoring questions based on their passions and interests. Learn the keys to forging meaningful connections in the luxury real estate market and gain practical tips from David on soliciting referrals.

By tuning in, you'll gain a profound understanding of the mindset of high-net-worth individuals and acquire strategies for engaging and building trust with these exclusive individuals.

“If you want to be interesting, be interested.” -David Friedman

Three Things You'll Learn

Defining High-Net-Worth Individuals: Explore their passions, hobbies, and interests.
The Essence of Trust: Uncover ways to establish and nurture trust in dealings with high-net-worth individuals.
Current Macro Trends: Discover the trends influencing high-net-worth and ultra-high-net-worth individuals today.

Links:
Grab yourself a free referral toolkit: https://www.mywealthq.com/free-referral-toolkit Enjoy $100 off David’s course by using the CODE: Lux_lmg

Wealth Quotient Website: https://www.mywealthq.com/

How Can Technology Help an Agent in 2024 with the Founder of Slydial Toufic Mobarak

Thu, 04 Jan 2024 00:03:06 -0600

In this episode, I sit down with Toufic Mobarak, founder of Slydial and a prominent figure in the tech industry, to explore the latest advancements in technology. Our focus is on how artificial intelligence (AI) is transforming the real estate landscape. From cutting-edge communication tools to AI's role in personalization and mass communication, we delve into key strategies agents can leverage to elevate their business.

Toufic shares invaluable insights into the future of technology and its impact on various industry sectors, emphasizing the importance of adapting and embracing change in this rapidly evolving landscape.

But that's not all! We also dive into the exciting world of Slydial and Slybroadcast, two powerful tools revolutionizing communication and personalization in real estate. Whether you're aiming to streamline communications, enhance outreach efforts, or create a more personalized experience for your clients, these tools are real game-changers.

Listen in to learn more.

"The competition lies in continually improving yourself and your company." -Toufic Mobarak

Three Things You’ll Learn from the Episode

How AI simplifies real estate tasks
How to use Slydial to your advantage
Where technology is heading in 2024

Mastering the Art of Organized Packing

Thu, 21 Dec 2023 01:00:00 -0600

Are you thinking of selling your home and need to streamline the process with a touch of efficiency? There’s a strategy I learned from a client that can help you do this—it’s an approach inspired by a proven color-coded system. It not only simplifies the often overwhelming task of packing and organizing but also ensures that each item finds its rightful place.

Learn more: https://luxechicagolandhomes.com/blog/sell-with-ease-mastering-the-art-of-organized-packing

Staging Luxury: How We Sold this $2.55M Home to the First Person Who Saw It After Staging with Margaret Gehr

Thu, 14 Dec 2023 01:00:00 -0600

First impressions matter not only in human-to-human interactions but also in real estate. I believe many real estate agents leave thousands of dollars on the table because they fail to make a strong first impression on both potential buyers and buyer agents.

In this episode, Margaret Gehr of Chicagoland Home Staging and I talk about the power of strategic home staging in the real estate market today. We hear from Margaret Gehr, a seasoned stager with nearly 20 years of experience, as she shares her invaluable insights into the transformative impact of luxury market staging.

We highlight the success story of a property that sold immediately after staging, emphasizing the importance of making a solid first impression. We discuss the significance of case studies and testimonials in building trust, and we emphasize the collaborative approach between agents and stagers.

Listen to hear more.

"Our job isn't to decorate. It's to compliment."- Margaret Gehr

Three Things You'll Learn from This Episode

The importance of first impressions in real estate
The essence of building a rapport with homeowners to get them onboard
Considerations when choosing a stager

Navigating Expectations for a Seamless Real Estate Closing

Thu, 07 Dec 2023 01:00:00 -0600

Navigating the final walkthrough in real estate can be a game-changer for both buyers and sellers. I’ll dive into the crucial expectations from both perspectives, offering insights into what buyers anticipate and what sellers need to prioritize for a seamless experience. Discover real-life examples, practical tips, and how effective communication can make all the difference. To learn more and ensure your next closing is a success, have a listen.

Artificial Intelligence (AI) & Best Marketing Practices with James Rembert, The Zillow Killer

Thu, 30 Nov 2023 01:00:00 -0600

Artificial intelligence (AI) has been a buzzword in real estate. More and more people believe that it's the holy grail for marketing, but according to James, AI is just an advancement of communication. He believes that by strategically integrating the right AI tools, one can assemble a comprehensive system akin to a well-functioning machine.

In this episode, James Rembert, aka the Zillow Killer, joins me on the show for an in-depth discussion on the best marketing practices. James shares nuggets of wisdom on how best we can use AI to get the best out of it and take our marketing a notch higher. He also shares how his name, Zillow Killer, came about and the amazing things he is doing within the circle of excellence.

Listen and learn.

"Be okay with being bad at something so you can get good. That is the learning curve. The learning curve is accepting you're not good at it right now but can be better." -James Rembert

Three Things You'll Learn from the Episode

How to use AI for your marketing and communication
Things that agents are having great success with when it comes to marketing
How James is impacting the industry

A Great Moving Tip You Can Share With Your Clients

Thu, 23 Nov 2023 01:00:00 -0600

Are you looking for a unique way to stay in touch with your database? Today, I’m explaining a tip you can share with your luxury clients looking to downsize in the near future. This is a great way to provide value and stay top of mind with your clients even if they aren't planning on selling right now. To learn what this moving tip is, check out this episode.

How Did a One-Bedroom $5k Rental Client Turn Into an $8m Listing? with Michelle Beatty

Thu, 16 Nov 2023 01:00:00 -0600

When you do good to others, good things happen to you.
One of our guests today, Michelle Beatty, went out of her way to get a certain lady a particular one-bedroom rental ($5k/month) that nobody was able to get her. The lady was so grateful for what Michelle had done for her. She told her family about Michelle and that landed her a $7,800,000 listing. That listing has in turn also created an opportunity at a $8,000,000 potential client.
In this episode, Michele and JR join me to showcase the property they have listed and share with us how they landed the deal. We also get to hear how JR is creating his own niche with pastors in his community.

"When you do rentals because of the volume that you do, you build an engagement personality. You build the skill, you know the area and the buildings, and you do network."- Michelle Beatty

Three Things You’ll Learn from the Episode

Treating people well pays: When you go out of your way for people, it comes back to you in one way or the other.
Your network is your net worth: Michelle got the rental for her client because of her network.
Always have the end goal in mind: Michelle looks at the people who rent as potential buyers.

The 6 Golden Nuggets of Luxury Real Estate

Thu, 09 Nov 2023 01:00:00 -0600

Are you looking to maximize your luxury real estate profits? Today, I’m sharing six essential revenue streams or golden nuggets, you need to be aware of. First, ensure you’re getting the most out of your past clients. You may think you’re already communicating with them, but many agents still leave money on the table. Listen in and learn more.

Need listings? Find out how to 10x your listing appointments in the next 12 Months with Kevin Markarian

Thu, 02 Nov 2023 01:00:00 -0600

How can I generate more leads? In this episode, you’ll get answers to that question.

Kevin Markarian joins me on the podcast to discuss how to 10x your listing appointments in the next 12 months. Kevin is the founder and the chief strategy officer at Roopler, which is a lead generation company.

According to Kevin, your goal as an agent should be creating a shortcut to the most engaged people that will get you closer to the finish line. Today, Kevin shares tips, tricks, and some nuggets of wisdom that will help you get more listing appointments. He talks at length about why you should work with data providers to get information on potential sellers and buyers and increase your chances of securing more appointments.
Listen and learn.
"In real estate, really, it's not about who you know in real estate. It's about who you know that knows what you do."- Kevin Markarian Three Things You'll Learn from the Episode

The importance of connecting to large data providers
How to use sell score to your advantage
Factors to consider when choosing lead generation companies

Understanding the Reverse Offer Strategy for a ”Stale” Luxury Listing in Texas with Maria Howard

Thu, 26 Oct 2023 14:59:31 -0600

Please take a second and imagine this: you've listed a home and had over 40 showings, but none of that has translated into offers. That would be disheartening, right? In this episode, Maria Howard joins me on the show to discuss her $1.75m "stale" luxury listing in Texas. Maria is a Realtor in Argyle, TX, and has a property that needs a fresh eyes analysis. The property is worth $1.75 million.

Maria has had over 40 showings, yet the house is still on the market. I take a look at the property and guide Maria on what she can do differently to help sell the house. I shared some pointers and took the time to educate Maria on the reverse offer strategy.

If you happen to have a property that has been on the market for a while now, please feel free to borrow some pointers from this episode. You never know. Your buyer could be waiting for you to tweak things.

Listen in to learn more.

"People attending an open house don't appreciate a pushy real estate agent, so it's essential to provide value to them." -Michael LaFido

Three Things You'll Learn from the Episode

• How the reverse offer strategy works and how you can get the most out of it.

• How to choose images for your listing.

• The essence of having drone images and videos.

Tips For Asking For & Earning 5 Star Google Reviews

Thu, 12 Oct 2023 01:00:00 -0600

In the competitive world of real estate, achieving success often hinges on standing out from the crowd. Watch this short video to uncover the secret sauce that can elevate your real estate career to new heights: 5-star Google reviews. These reviews aren't just a digital badge of honor; they're your ticket to attracting more clients, differentiating yourself from competitors, and solidifying your reputation as a top-notch Realtor. Don't miss this chance to learn how you can transform your business with the power of five-star ratings on Google.

Becoming a Specialist in Luxury Real Estate with Rob Thomson

Thu, 05 Oct 2023 01:00:00 -0600

My guest is Rob Thomson, a real estate expert, owner of Waterfront Properties, and the youngest member to be inducted into the Billionaire Club.

Rob's real estate journey began as a child, his mom was a seasoned agent. He believes that all real estate agents are specialists. In this episode, Rob and I have an in-depth conversation on how one can become a specialist in real estate.

He shares some nuggets of wisdom on how to deal with high-end clients to get them to trust you. He teaches a rare technique on how one can control a narrative by being proactive instead of reactive. He also spills the beans on how to price a luxury home and factors to consider when choosing an agency as a buyer or a seller.

"If you find yourself consistently without any buyers in your portfolio, it's a clear indication that your marketing strategies are failing to attract potential buyers effectively." -Rob Thomson

Three Things You'll Learn from the Episode

The subtle art of controlling a narrative - being proactive versus reactive
How to price a luxury home

What attributes a buyer or seller should look for when choosing a Realtor to represent them

Connect with Rob Thomson:

Website: https://robthomsonjupiterflorida.com/

Email: Rt@wfpcc.com

Have A Listing Coming On Early Next Year Do This Now

Thu, 28 Sep 2023 01:00:00 -0600

In the world of real estate, timing is everything, especially when it comes to capturing the essence of a property. Watch our video to uncover the secrets of proactive photography and how it can transform your listings. See the stunning $2 million property we recently photographed with its pool glistening and landscape in full bloom. Prove your dedication to sellers by recommending these tips. Stand out from the competition, boost your listing appeal, and get ready for an exciting journey into the world of pro photography.

REQUEST A CONSULTATION ► https://luxurylistingspecialist.com/contact-us.php

ORDER YOUR LUXURY GEAR ► https://luxury-specialist-gear.myshopify.com/

LUXURY LISTING BLUEPRINT ► https://luxurylistingspecialist.com/blueprint.php

VIDEO BLOG ► https://luxurylistingspecialist.com/video-blog.php

7 Secrets of a Top Luxury Agent with Jack Cotton

Thu, 21 Sep 2023 01:00:00 -0600

What does it take to become a top luxury agent? This is the question we seek to get answers from my guest, Jack Cotton. Jack is the author of the book "Selling Luxury Homes" and is an industry icon in luxury real estate. He started his business in 1974 in his college dorm. He has decades of experience in real estate and will be sharing some of the wisdom he has gathered over the years.

Jack Cotton is among the few people I consider an icon in luxury real estate. In this episode, Jack shares his real estate journey. He tells us how he began his business in a college dorm in 1974, positioned himself as an expert to build a client base, and got into luxury real estate, among other exciting things about his journey.

If you are an agent looking to take your game a notch higher, here is your chance to learn from Jack. Don’t forget to check out his books.

“What is in the best interest of the client is the #1 rule to live by as a Realtor.”-Jack Cotton

Three Things You'll Learn

How to position yourself as an expert
The best ways of managing client expectations
Choosing an agent for a unique property

Connect with Jack Cotton:

Website: https://www.jackcotton.com/

Check Out Jack’s Books: https://www.jackcotton.com/book-store/

Elevate Your Real Estate Game with Exclusive Luxury Coaching

Thu, 14 Sep 2023 01:00:00 -0600

Are you ready to elevate your luxury real estate game to a whole new level? If so, you’ll want to hear about my luxury one-on-one coaching program! It’s an excellent opportunity for you to gain access to my insider knowledge about luxury real estate and grow your business using my proven strategies. Many of my past clients have been successful, and I’ll be sharing some of their wins since collaborating with me. To hear more about my coaching program, listen in and learn.

Building Communities and Growing a Real Estate Team with Kevin Kauffman

Thu, 07 Sep 2023 01:00:00 -0600

Discover the secrets to building thriving real estate teams and fostering communities in this insightful episode with Kevin Kauffman. As the co-founder of Group 46:10 Real Estate Network, Kevin has paved the way for expansion into multiple markets. He co-hosts the podcast "The Next Level Agents" with Fred, offering invaluable insights into their journey.

Kevin and I discuss the essentials of community building and real estate team growth. He emphasizes the importance of staying laser-focused while expanding the team, highlighting that genuine curiosity and understanding others are key to success. Listen in and learn.

"When you understand people, it's not hard to sell them something or build a relationship such that you can, you can benefit each other."- Kevin Kauffman

Three Things You'll Learn from the Episode

What does it take to build a community?
How to grow real estate teams
How to stay laser-focused while building a real estate team

Connect with Kevin:

LinkedIn: https://www.linkedin.com/in/kevin-kauffman-033b64119/

Podcast: https://podcasts.apple.com/us/podcast/the-kevin-and-fred-show-next-level-agents/id1438457876

Carve Your Niche: Strategies for Establishing Market Authority Through Value

Thu, 31 Aug 2023 01:00:00 -0600

In the fast-paced realm of today's marketplace, establishing yourself as a leading authority requires more than just expertise – it demands a commitment to consistently delivering value. Discover the strategies to position yourself as an industry expert by always providing value, and learn how to captivate your audience and drive engagement with smart marketing. Unlock the secrets to sustained success. Listen to this short podcast to learn more about bringing value to your database.

Case Study: Discover Why These Multi-Million Dollar Homes in Nashville and Florida Haven’t Sold Yet in Today’s Hot Market!

Thu, 24 Aug 2023 01:00:00 -0600

Every agent’s dream is to sell a home once they list it for sale. Unfortunately, that doesn't always happen. Some homes (especially luxury homes) take months or even years to sell.

The question is, what can you do to get a home that has been on the market for a long time sold?

These agents have had houses on the market for a while now, and I’ll give them a SWOT analysis of the properties. I’ll also share tips to help the agents sell the houses.

Property #1 is listed for $4,000,000 just outside of Nashville in Franklin Tennessee. The listing agent landed this listing less than 6 months of being a licensed Realtor.

Property #2 is listed for $2,995,000 and is just outside of Tampa in Lutz Florida. This stale listing has a high-profile seller.

The tips I share in this episode are not just for the properties I’ll be reviewing but can be used by any agent for any home...even average-priced homes.

Listen to hear more on fresh eyes analysis of the properties.

“Thinking outside the box is a great way to sell a good property. But it’s also a great way to differentiate yourself to get that next opportunity.”

Three Things You'll Learn from This Episode

Home staging is necessary: Gone are the days when home staging was optional. Today it is a necessity when selling a home.
The importance of having third-party appraisals: It helps in giving a better image of how to price the home.
The power of doing things differently from your competitors: Dare to stand out. Do things differently.

Real-Life Success Stories: How Case Studies Transform Real Estate

Thu, 17 Aug 2023 01:00:00 -0600

Are you ready to take your real estate career to new heights? Discover the untapped potential of purposeful case studies! From showcasing your problem-solving skills to providing detailed insights into successful transactions, case studies offer a unique way to differentiate yourself from the competition. Listen in to learn how agents like you have transformed their businesses by sharing real-life success stories. Tune in now and unlock the key to real estate success!

Michael LaFido - Marketing Luxury Group
(888) 930-8510
michael@marketingluxurygroup.com
LuxuryListingSpecialist.com
JoinLuxeGroup.com

Top Five Concerns That Doctors Have When Purchasing a Home with Dr. Faiz Shareef

Thu, 10 Aug 2023 01:00:00 -0600

Are you an agent looking to add doctors and physicians to your list of clients? This episode is for you. Dr. Faiz Shareef of My Express Clinic joins me on the show. We share an in-depth discussion on what doctors look for when investing in real estate, especially luxury.

Dr. Shareef is the CEO and the president of the NPN group. He has clinics in various states and plans to expand to 48 more states. According to him, some things doctors and physicians look for when investing in real estate include proximity to the clinic, work-life balance, and social integration.

If you are an agent looking to increase your average sales price and work with doctors, here are some pointers to expand your business. Grab your notebook and pen. You’re going to want to take some notes.

"Respect people. They come to you for help. Help them. Don’t be judgmental.”- Dr. Faiz Shareef

Three Things You’ll Learn From the Episode

Proximity to a clinic/workplace is one of the most important things for doctors when deciding where to buy a home.

As a Realtor, you need to be trustworthy. Your clients trust you with their valuable homes, and others trust you to get the best homes for them.

If you want to succeed as an agent, you need to learn how to listen to your clients without being judgmental.

Connect with Dr. Shah:

Website: http://myexpressclinic.com/

The Power of Thermal Imaging

Thu, 03 Aug 2023 01:00:00 -0600

Have you ever heard of thermal imaging? If not, this is something you’re going to want to know about. This technique can help you see water damage that you wouldn’t have been able to see with the naked eye. The great thing about it is that you can use it to protect all of your clients, both buyers and sellers! To hear more about the benefits of thermal imaging, listen to this podcast.

Have a ”stale” listing? Michael gives tips & a Swot analysis for a $1.895m & $860k ”stale” listings.

Thu, 27 Jul 2023 01:00:00 -0600

A lot of times, a fresh pair of eyes always pinpoint things that weren’t seen before. When it comes to real estate, it could be as easy as reorganizing the photos, doing some touch up with the staging, or adjusting the price to fit accordingly. I advise agents to do a SWOT analysis of the properties that they represent. They need to look at strengths, weaknesses, opportunities, and threats.

In this episode, I share nuggets of wisdom with three listing agents with properties that have been in the market for some time. I look at the listings and suggest changes to make the properties look more appealing to potential buyers. Listen to this episode to learn more.

"Your job is to get a buyer interested so they raise their hand and want to contact you or their agent to see the home." -Michael

Three Things You'll Learn

Photo arrangement: Many people have short concentration spans. It would be best to grab their attention by ensuring standout images come first.
SWOT analysis: Before you list a property, take a moment and look at its strengths, weaknesses, opportunities, and threats.
The essence of having a new pair of eyes looking at your listing: You never know what you may have missed. Also, you get to determine how best we can position a home effectively.

Mastering Customer Service: Revealing the Secret to Realtor Success

Thu, 20 Jul 2023 01:00:00 -0600

How do you differentiate yourself when you’re meeting with clients? The unfortunate truth is that too many agents don’t prioritize this. However, if you’re going to succeed in this industry, you need to be able to set yourself apart. The way I recommend doing this is through exceptional customer service and gifting. To hear more about this, check out my latest podcast.

250th Episode: Reflecting on 250 Incredible Journeys

Fri, 14 Jul 2023 15:57:51 -0600

Hurray! We’re on episode 250! We’ve come a long way. The truth is, we wouldn’t have made it this far without your support. Thank you for taking the journey with us.

What’s your favorite episode? Which episode made you feel supercharged, like you could conquer luxury real estate in a snap of a finger? Better yet, which episode energized you enough to go after more luxury real estate opportunities? In this episode, I share some of my favorite episodes. I’ve hosted many amazing guests who shared golden nuggets that we can all borrow to better our businesses.

I also want to remind you of some other helpful tips that can help make a difference in our lives. I just returned from a vacation in Rome, and it opened me up to realizing people do things differently in different parts of the world. Listen in to hear more.

“Twenty years from now, you will regret more of what you didn't do.” -Michael LaFido

Three Things You’ll Learn from This Episode

The essence of building relationships and diversifying
Why you should never forget your past clients
The importance of asking for reviews from your clients

Additional Notes:

Be on the lookout for our next book, Secrets of Top Luxury Agents, which will be out in September.

If you have a recommendation you’d like me to have as a guest on the show; please share your suggestions.

Do you have a topic that I should cover? Feel free to let me know.
Feel free to leave us a five-star review if we've earned it, and if not, let us know what we can do to get it.

The Art of Communication: Boosting Conversion and Follow-Up in Real Estate

Thu, 06 Jul 2023 01:00:00 -0600

Discover the secrets to maximizing your conversion rates and perfecting your follow-up techniques in the dynamic world of real estate. Learn how to adapt your style to different personality types and establish meaningful connections with your clients. Don't miss out on this opportunity to enhance your real estate success. Listen in and gain valuable insights.

Understanding the Three Class Action Suits with James Dwiggins

Thu, 29 Jun 2023 01:00:00 -0600

Are you curious about the ongoing lawsuits between the Department of Justice and the National Association of Realtors?

James Dwiggins joins me on the show to fill us in on the lawsuits. I got the opportunity to hear him speak at the T-3 Summit in Naples, FL, and I found him to be an amazing speaker and well-informed on these class action lawsuits. He's the CEO of Next Home Inc. and hosts the "Real Estate Insiders Unfiltered" podcast.

According to James, all three cases are similar. The general premise is that they are alleging that there's a conspiracy in the industry to prop up commissions and that the industry has collaborated to do that by forcing sellers to pay the buyer's agent commission. He believes we can remove future lawsuits if everybody gets into the class.

The three suits include:

No select versus MLS property info network
Burnett Spitzer versus National Association of REALTORS
Moral versus the national association realtors

James will share what the lawsuits entail and what a win or loss of the cases might look like. Listen in and learn.

"Agents who articulate their value will thrive." - James Dwiggins

Three Things You'll Learn from the Episode

The three class action suits currently happening
The impacts of losing or winning either of the cases
What the suits mean to the real estate industry

Connect with Michael LaFido:

YouTube: @MarketingLuxuryGroup

TikTok: @LuxurySpecialist

Instagram: @LuxuryListingSpecialist

Have a real estate question? Be sure to join me live on Luxury Fridays! Visit www.LuxuryFridays.com for more information. Hope to see you there!

The Truth About Home Value and Maintenance: Debunking the Myth

Thu, 22 Jun 2023 01:00:00 -0600

Are you under the impression that investing in maintenance will automatically increase the value of your home? Think again. In our latest episode, we debunk the maintenance myth and reveal the real impact on home pricing. Don't miss out on this eye-opening discussion. Listen in and gain valuable insights into selling your home successfully.

Fractional Ownership and Luxury Real Estate with Spencer Rascoff

Thu, 15 Jun 2023 01:00:00 -0600

Are you looking for a creative option for your ultra-high-net-worth clients that are looking to diversify and enjoy their real estate portfolio? If so, this episode is for you. Spencer Rascoff and I engage in an in-depth conversation on fractional ownership and luxury real estate.

Spencer is an entrepreneur and company leader who co-founded Zillow, Hotwire, dot.LA, Recon Food and Pacaso. He served as Zillow’s CEO for a decade. During Spencer’s time as CEO, Zillow employed over 4,500 employees, $3 billion in revenue, and $10 billion in market capitalization. Before Zillow, Spencer co-founded and was VP of Corporate Development of Hotwire, which was sold to Expedia for $685 million in 2003.

In the fall of 2019, he co-created and co-taught the Harvard Business School’s course, managing tech ventures. Spencer hosts Office Hours, a podcast featuring candid conversations between prominent executives on leadership, diversity, inclusion, and startups.

In this episode, Spencer shares how we can all own a slice of luxury real estate through fractional ownership. He shares the ins and outs of why fractional ownership is something we should all consider. Listen and learn.

“With Pacaso, life is all about is trying to convince people to live in the moment, that life is short, and owning a second home is pretty terrific.”- Spencer Rascoff

Three Things You’ll Learn from the Episode:

How fractional ownership works in real estate.
The benefits of fractional ownership.
How Pacaso works.

Connect with Spencer Rascoff:

Website: http://spencerrascoff.com/

LinkedIn: https://www.linkedin.com/in/spencerrascoff/

Pacaso: https://www.pacaso.com/

Email Spencer: spencer@picasso.com

Connect with Michael:

YouTube: @MarketingLuxuryGroup

TikTok: @LuxurySpecialist

Instagram: @LuxuryListingSpecialist

Have a real estate question? Be sure to join me live on Luxury Fridays! Visit www.LuxuryFridays.com for more information. Hope to see you there!

How Gifting Can Transform Your Business & Help You Stand Out

Thu, 08 Jun 2023 01:00:00 -0600

There are over a million agents out there, so how can you make yourself stand out? The truth is that in today’s competitive market, you need to work hard to win listings. On a recent appointment, I was reminded of how important it is to differentiate yourself. There is one key way that I do this: gifting. To hear more about how I use this strategy and how it can help you set yourself apart, listen to this short podcast.

Best Follow-Up Practices with Andrew Dorn and Greg Holthaus

Thu, 01 Jun 2023 01:00:00 -0600

How often do you follow up with past clients or prospects? One of our biggest shortcomings is giving up before following up. I’ve got Greg Holthaus and Andrew Dorn joining me. We’ll talk about the secret power of following up.

Greg Holthaus is a Tom Ferry coach and currently owns and operates two brokerages. He also owns a property management firm with commercial and multifamily portfolios with over 450 units in Illinois. Greg is an avid user of Follow-Up Boss and Ylopo. He expanded his career and joined the Tom Ferry coaching network, where he has excelled and is currently a top-rated team plus, a master coach, and a member of the Tom Ferry speaking bureau.

Andrew Dorn is the Vice President and national speaker at Follow-Up Boss. He’s got over 25 years of experience in digital real estate and works directly with clients, users, and ambassadors. Before joining Follow-Up Boss, he was the vice president at Realtor.com.

Andrew, Greg and I share some nuggets of wisdom to help make our follow-up process easier and more effective.

Listen and learn.

"Consistent follow-up sets apart the top producers from average agents in the real estate realm. The differentiating factor propels success and separates the exceptional and the ordinary." - Michael LaFido

Things You’ll Learn from this Episode

Dos and don’ts when following up.
How to use AI in your follow-up.
The difference between external versus internal accountability.
How to make the best out of a CRM.

Relevant Links:

Follow Up Boss

Connect with Greg

Become THE Go-To Market Expert in Your Area with This Tip

Thu, 25 May 2023 01:00:00 -0600

One of the best ways to get business as a real estate agent is by engaging your database. However, this is often easier said than done. That’s why I send my database one helpful real estate tip every month. By providing value upfront, you position yourself as a market expert and bring long-term business. To learn more about how this strategy works, check out this podcast.

Connect with me:

YouTube: @MarketingLuxuryGroup

TikTok: @LuxurySpecialist

Instagram: @LuxuryListingSpecialist

Breaking into Luxury through Referrals with Michael Maher

Thu, 18 May 2023 01:00:00 -0600

Are you in the business of selling large properties? Do you have a referral system in place?

In this episode, Michael Maher joins me on the podcast. We'll have an in-depth conversation on "How To Break Into Luxury" through referrals. Michael Maher is an author, trainer, and one of the country's most sought-after speakers. Formerly known as North America's Most Referred Real Estate Professional, in just his third year of real estate, he did 187 transactions for $40.1 MM in sales and netted one million dollars. He received over 500 Referrals for 11 straight years.

Michael believes in the power of consistency and setting standards. He urges us to set standards like we are the kings and queens of luxury.

Would you like to have more referrals in your business and learn how to take your standards a notch higher? This episode is for you. Listen and learn.

"The secret to success with events is in the series of events. Don’t have one event, don’t even have two; you need to have three events for all of your database." -Michael Maher

Three Things You'll Learn

How to ask for referrals.
How to build a referral system in three pillars.
The undisputed power of being consistent.

Connect with Michael Mayer:

Website

Facebook

Join GenGen Comunity

Grab Michael’s book: The Seven Levels of Communication: Go from Relationships to Referrals

Connect with me:

YouTube: @MarketingLuxuryGroup

TikTok: @LuxurySpecialist

Instagram: @LuxuryListingSpecialist

Have a real estate question? Be sure to join me live on Luxury Fridays! Visit www.LuxuryFridays.com for more information. Hope to see you there!

Should You Stay or Should You Go: Where Are Your Clients Moving To?

Thu, 11 May 2023 01:00:00 -0600

Have you heard the narrative in the media that some states have an influx of people moving to them right now? This claim has a lot of truth, so how can you educate yourself and potentially benefit from feeder markets? You can use an online tool to check precisely the migration patterns of your state and the whole country. If you use it right, you can build feeder networks with other agents, leading to tons of new business. Check out this podcast to learn more about this tool and how to take advantage of it.

Michael LaFido Marketing Luxury Group I Luxury Listing Specialist
(888) 930-8510
michael@marketingluxurygroup.com
LuxuryListingSpecialist.com
JoinLuxeGroup.com

Mastering the Art of Cold Marketing with Melony Trementozzi and Red X’s Tyler Fenn

Thu, 04 May 2023 01:00:00 -0600

Warm marketing involves prospecting to people that know and trust you. When talking about high-end buyers and sellers, you'll get a much higher conversion rate if they know you, like you, and trust you. On the other hand, cold marketing is reaching out to potential prospects who don't know you. Most people find cold marketing extremely difficult, but today we have some tips to make it easier.

In this episode, Melony Trementozzi and Tyler Fenn of Red X are on the show. Melony is a Mrs. Texas International, and she attended my Luxury Designation in Denver in January 2022. Tyler is the VP of Sales at Red X. He's been helping real estate agents leverage their data through the proper communication channels.

Melony, Tyler, and I have an in-depth conversation on how to make cold calling easier. The Red X team shares how they are helping make the process less cumbersome.

Listen in and learn.

Don’t forget to check out my site for some fantastic announcements! Go to secretsoftopluxuryagents.com for more information.

Enjoy $150 off Red X click HERE

“Data is what drives your business. It’s what drives your social media. It’s what drives your prospecting. It’s what drives your follow-up.”-Tyler Fenn

Three Things You’ll Learn from This Episode

As a real estate agent, you must learn to stand out from the crowd.
Clients have different personalities; as an agent, you must know how to camouflage through them.
Data never lies. Learn how to use data to grow your business.

Connect with Michael LaFido:

YouTube: @MarketingLuxuryGroup
TikTok: @LuxurySpecialist
Instagram: @LuxuryListingSpecialist

Have a real estate question? Be sure to join me live on Luxury Fridays! Visit www.LuxuryFridays.com for more information. Hope to see you there!

Mastering the Art of Urgency

Thu, 27 Apr 2023 01:00:00 -0600

If you're struggling to sell a home in a slowing real estate market, it's time to create urgency. How can you do that effectively? One strategy is to delay and/or stack showings, creating a sense of anticipation and exclusivity. You can also stack urgency with an open house, just like we did with one of our recent sales. If you'd like to learn more about how to create urgency and sell your home faster, check out this podcast.

Michael LaFido Marketing Luxury Group I Luxury Listing Specialist
(888) 930-8510 | michael@marketingluxurygroup.com
LuxuryListingSpecialist.com
JoinLuxeGroup.com

ChatGPT and Real Estate: A Powerful Combination with Shashank Shekhar

Thu, 20 Apr 2023 01:00:00 -0600

The use of ChatGPT is spreading like wildfire. It easy to understand how its users grew to millions in five days while it had taken other sites years. It’s incredible how this AI tool can perform many different functions and how dynamic it is.

Today, Shashank Shekhar joins me to discuss how ChatGPT is a robust tool that is about to take real estate to the next level - if well utilized. Shashank is the InstaMortgage (formerly Arcus Lending) CEO. He’s a top 15 loan officer and has been named the #4 broker in the country. In addition, he’s an Amazon.com best-selling author.

In this episode, Shashank shares ChatGTP's best practices and how realtors can take advantage of it. Grab your notebook and pen. You’ll want to take notes.

“The limitation of chat GPT is limited just by your imagination. That’s how smart it is.”- Shashank Shekhar

Three Things You'll Learn from this Episode

What is Artificial Intelligence, and how does it work?
How to use ChatGTP.
How realtors can use ChatGTP for their businesses.

Connect with Shashank Shekhar:

Website: https://shashankshekhar.com/

Sign up for his free digital book, "ChatGPT for Realtors," here: https://instamortgage.myclickfunnels.com/chat-gpt-download-for-realtors

Connect with Michael LaFido:

YouTube: @MarketingLuxuryGroup
TikTok: @LuxurySpecialist
Instagram: @LuxuryListingSpecialist

Have a real estate question? Be sure to join me live on Luxury Fridays! Visit www.LuxuryFridays.com for more information. Hope to see you there!

How to Win Your Luxury Listing Appointments

Thu, 13 Apr 2023 01:00:00 -0600

Are you in over your head or intimidated to go on that big listing appointment? Our CLOSER Program is designed to provide you with the support you need to succeed. Whether you're a new agent with limited experience or a seasoned pro looking to improve your skills, our customized solutions can help you close the deal, so don't let a lack of experience or resources hold you back from achieving your goals. To learn more about how our CLOSER Program can benefit you, have a listen.

Connect with me:

YouTube: @MarketingLuxuryGroup
TikTok: @LuxurySpecialist
Instagram: @LuxuryListingSpecialist

Have a real estate question? Be sure to join me live on Luxury Fridays! Visit www.LuxuryFridays.com for more information. Hope to see you there!

Fresh-Eyes Home Analysis of a ”Stale” $3.75m Mansion with Josh McGrath

Thu, 06 Apr 2023 01:00:00 -0600

Listen to Michael as he does an analysis and “fresh-eyes” audit of a “stale” $3.75m mansion in this episode. We’ll look at a 19,000 sq foot estate on over 24 acres. This home has been on the market for a while now with two different agents, and the price has been dropping.

We’ll look at every room, and I’ll share with the current listing agent Josh McGrath the renovations and changes that should be done to the house to make it more appealing to buyers. Josh also gets some actionable tips to help him with marketing the property.

Feel free to borrow a golden nugget or two from this episode. Listen in and learn and apply to the properties that you represent.

Check out the listing here: 230 Quarry Rdg E, Charleston, WV 25304

“Every home has a story, whether it be the architect, the builder, the previous owner, always tell the story to be a good storyteller in real estate.” - Michael LaFido

Three Things You’ll Learn from this Episode

In real estate, less is more. Don’t show up too much. Leave some room for creativity.
If you have a property that needs some work, the best thing to do is work on it. If the seller is unwilling to, then at least have some digital renovations done.

Always tell a story. You cannot thrive in real estate if you are not a good storyteller.

Connect with me:

YouTube: @MarketingLuxuryGroup
TikTok: @LuxurySpecialist
Instagram: @LuxuryListingSpecialist

Have a real estate question? Be sure to join me live on Luxury Fridays! Visit www.LuxuryFridays.com for more information. Hope to see you there!

The Secrets of Top Luxury Agents

Thu, 30 Mar 2023 01:00:00 -0600

Do you want to become a leading authority figure in your local market? Are you wanting to become more successful as a luxury agent? If your answer to either question is yes, I have the solution for you. I am creating a book called “Secrets of Top Luxury Agents,” and you can contribute, which will help you build your credibility as a leader. To hear more about all of this visit SecretsOfTopLuxuryAgents.com, and listen to my latest podcast.

Michael LaFido
Marketing Luxury Group I Luxury Listing Specialist
(888) 930-8510 | michael@marketingluxurygroup.com
LuxuryListingSpecialist.com
JoinLuxeGroup.com

Tips and Advice for Working With Athletes and Celebrities with Rod Watson

Thu, 23 Mar 2023 01:00:00 -0600

Have you always wanted to work with high-income earners like athletes and celebrities? This episode is for you! Rod Watson joins me on the show for an in-depth conversation about how he works with celebrities and athletes.

Rod has built a reputation as a reliable Realtor in Southern California. He specializes in selling high-end homes. People appreciate Rod’s commitment to making his clients’ lives easier. He gets repeat business and referrals from his clients.

In this episode, Rod shares some tips and advice for working with celebrities, athletes, and luxury as a whole. If this is an area you’ve always been eyeing, grab your notebook and pen. Listen and learn.

“Never not put your best foot forward in any situation when working in this space. Always make sure that you are going above and beyond for these clients.” -Rod Watson

Things You’ll Learn from the Episode

When working with Athletes and celebrities, you must be honest and transparent.
Being discreet is the rule of the game. Maintaining your client’s privacy goes a long way.
Always vet the people who come your way. Don’t let celebrity status blind you.
The do’s and don’ts when it comes to working with high-income individuals.

Connect with Rod Watson:

LinkedIn: https://www.linkedin.com/in/rod-watson-9a047932/

Website: https://www.lavipagent.com/

Connect with Michael LaFido:

YouTube: @MarketingLuxuryGroup
TikTok: @LuxurySpecialist
Instagram: @LuxuryListingSpecialist

Have a real estate question? Be sure to join me live on Luxury Fridays! Visit www.LuxuryFridays.com for more information. Hope to see you there!

How to Take Your Business to the Next Level

Thu, 16 Mar 2023 01:00:00 -0600

I'm excited to share that we have been named the top luxury real estate coach in America by Agent Magazine! Our comprehensive coaching program, Luxe, is designed to help you take your business to the next level and attract high-end buyers in your market. If you're looking to increase your average sale price and work smarter, not harder, then our coaching program can help you achieve your goals. Take a listen to this short podcast.

Let's Connect!
YouTube: @MarketingLuxuryGroup
TikTok: @LuxurySpecialist
Instagram: @LuxuryListingSpecialist

(888) 930-8510 | michael@marketingluxurygroup.com
LuxuryListingSpecialist.com

Have a real estate question? Be sure to join me live on Luxury Fridays! Visit www.LuxuryFridays.com for more information. Hope to see you there!

Grow or Die with ChatGPT and AI with Blake Cory

Wed, 08 Mar 2023 20:44:59 -0600

ChatGPT is the new buzzword on the internet streets.

Imagine going to a search engine and typing in a question and not having to decipher through different websites. The search engine gives you the answer to your question. It’s like a robot with a giant brain. That’s how ChatGPT works.

With ChatGPT, all you have to do is type your question, and the robot browses through the available web pages and gives you well-compiled answers. The beauty of this software is that it can personalize the data, filter it by your desired results and help you make decisions.

Blake Cory joins me in this episode to expound more on ChatGPT. He shares what it is, and how we can all use it to take our businesses to the next level. Listen and learn.

“Everything we’re about to go over, you’ve got two choices, you get in front of it, and you grow your business exponentially, you supercharge your business, or there’s a high likelihood you’re going to die.” -Blake Cory

Three Things You’ll Learn from the Episode

What is ChatGPT?
How ChatGPT is going to separate the successful and unsuccessful real estate agents.
How can we use AI forecasting tools to predict future profitability in your real estate business?

Guest Bio:
The Blake Cory Home Selling Team is one of Southern California's Top Ranked Real Estate Teams for helping people buy or sell the place they call home. Blake's Team is committed to enriching the lives of our community and team members alike by building relationships and providing education and industry-shattering service.

Connect with Blake Cory:

Instagram: https://www.instagram.com/blakecoryre/

Website: https://www.blakecorycoaching.com/

Conversion and Follow Up with High-End Sellers and Buyers with Elisa Stephano

Thu, 23 Feb 2023 01:00:00 -0600

How much follow up is too much follow up?

Follow up is critical for any business. People think you’re not hungry enough if you don’t follow up. On the other hand, people think you’re desperate or nagging if you follow up too much. Where do we draw the line between following up and not following up?

Elisa Stephano joins me on the podcast. Elisa picks my brain on what constitutes too much follow up. After a seller became unresponsive, Elisa and her business partner didn’t answer calls or reply to emails. I share some golden nuggets with Elisa. Listen in to learn more.

“A huge part of being a real estate agent is the ability to communicate effectively and retain control with your clients and help them with making big decisions.”- Elisa Stephano

Three Things You’ll Learn from this Episode:

Follow up is essential if you want to grow your business. If you don’t follow up, people will think you don’t want the business.
When working with people, knowing and understanding their DISC profile is vital. It’ll help you understand how best to work with them.
When you feel like you are following up too much, find creative ways of showering your client with value.

Connect with Elisa Stephano:

Instagram: https://www.instagram.com/eliiisastephano/

LinkedIn: https://www.linkedin.com/in/elisa-stephano-303588141/

Connect with Michael LaFido:

YouTube: @MarketingLuxuryGroup
TikTok: @LuxurySpecialist
Instagram: @LuxuryListingSpecialist

Have a real estate question? Be sure to join me live on Luxury Fridays! Visit www.LuxuryFridays.com for more information. Hope to see you there!

What Is The Matchmaker Program?

Thu, 16 Feb 2023 01:00:00 -0600

The term “matchmaker” isn’t just for the Valentine’s Day holiday - it can also grow your real estate business! I have a matchmaker program on my website, and I genuinely recommend that other agents have one as well. It can help you get more listings in a market with low inventory, and it can help your buyers who are struggling to find the right home. To hear more about a real estate matchmaker program, listen to this podcast.

Michael LaFido
(888) 930-8510 | michael@marketingluxurygroup.com
LuxuryListingSpecialist.com
JoinLuxeGroup.com

Resurfacing after Hitting Rock Bottom with Wally Bressler

Wed, 08 Feb 2023 22:06:46 -0600

Have you ever hit rock bottom? Or feel like everything is working against you? All you want to do is throw in the towel.

Listen to this episode. Wally Bressler is with me and shares some great tips to help you resurface. Growing up, Wally did not have a fantastic childhood. This affected his adult life and contributed to his rock bottom experience.

Today, Wally shares his journey to rock bottom with me and how he resurfaced. He also shares some practical tips that we can borrow to help us avoid hitting rock bottom and for those that are at their lowest to surface again. Listen and learn.

"It doesn't matter how you got here, it's not your fault, but it's your responsibility to take care of it." - Wally Bressler

Three Things You'll Learn from this Episode

Your upbringing contributes a lot to the adult you become: Parents should strive to raise their children to become great adults, not great children.
Rock bottom is not the end. It could be the beginning of a significant turning point in your life.
You need to know what your true “why” is to be focused enough.

Guest Bio:
Wally is an author, coach, speaker, and phone sales expert helping entrepreneurs build top businesses.

Connect with Wally Bressler:

LinkedIn: https://www.linkedin.com/in/wally-bressler-8a4682a4/

Website: https://www.phonesalessecrets.com/

Facebook: https://www.facebook.com/PhoneSalesSecrets/

Connect with Michael Lafido:
(888) 930-8510
www.LuxuryFridays.com
TikTok: @LuxurySpecialist
Instagram: @LuxuryListingSpecialist
YouTube: @MarketingLuxuryGroup

The Most Powerful Way to Get Referrals

Thu, 02 Feb 2023 01:00:00 -0600

You probably have business cards and allow your friends and family members to give them out, and that’s great, but did you know that there’s a much more powerful way to get referrals and make those introductions more helpful to you? There’s a great way to train your loved ones to help you better, and it will make things easier for everyone. Plus, it will greatly strengthen your business. To hear about this, listen to this podcast.

Michael LaFido Marketing Luxury Group I Luxury Listing Specialist (888) 930-8510 michael@marketingluxurygroup.com LuxuryListingSpecialist.com
JoinLuxeGroup.com

How to Create Urgency & Stack Showings in a Slower Market with Collin Kelley

Thu, 26 Jan 2023 01:00:00 -0600

In this episode, Collin Kelley shares how he gives his clients the best experience, how he creates urgency on properties, and what differentiates him from the crowd when it comes to marketing. He'll also share some of his success stories.

All buyers want to have the ultimate buyer experience. They want to feel special and valued. The big question is, how can you offer them such an experience as a Realtor?

Grab your notebook and pen. Collin is about to spill the beans.

Don’t forget to look out for my math for earning $500,000 annually. Listen and learn.

“When buyers see each other coming and going, that creates urgency, which is a good thing, and it benefits the seller.”- Collin Kelley

Things You’ll Learn from the Episode:

• Buyers and sellers always want to feel special and valued.

• When it comes to marketing, you must choose the least chosen paths. It will make you stand out.

• Always be authentic and transparent with people.

• How to earn $500,000 annually.

Guest Bio:
Collin has a B.S. in Accounting and Information Systems and
a Masters's Degree in Professional Accountancy from Central Washington University. Before getting into real estate, he spent 3 years in the world of public accounting and consulting, which has given him a rich perspective on financial strategy.

Connect with Collin Kelley:

Email: collin@foundersgroupnw.com

Phone: 208-597-3700

Connect with Michael LaFido:

YouTube: @MarketingLuxuryGroup
TikTok: @LuxurySpecialist
Instagram: @LuxuryListingSpecialist

Have a real estate question? Be sure to join me live on Luxury Fridays! Visit www.LuxuryFridays.com for more information. Hope to see you there!

Explaining the 4 Success Cycle Steps

Thu, 19 Jan 2023 01:00:00 -0600

Check your calendar - it’s already 2023! The new year brings new opportunities, but without proper planning, it will be difficult to meet them. If you want 2023 to be your luxury real estate business’s best year ever, you need a plan. That’s why today I’m explaining a business concept that has helped me immensely over the past few years: Tony Robbins’ success cycle. Check out my podcast to learn the four parts of the success cycle and how they work.

Let's Connect!
Michael LaFido Marketing Luxury Group I Luxury Listing Specialist
(888) 930-8510
michael@marketingluxurygroup.com
YouTube: @MarketingLuxuryGroup
TikTok: @LuxurySpecialist
Instagram: @LuxuryListingSpecialist

Learn from Other Agents’ Experiences

Thu, 05 Jan 2023 01:00:00 -0600

Success leaves clues. That’s not only the title of Tony Robbins’ excellent book, but also great advice. Look for those clues. For real estate agents, one great place to look is older agents, specifically those who survived and thrived after the last downturn. Those are the people you want to learn from and surround yourself with. To hear more about interviewing other agents, listen to this podcast.

Michael LaFido Marketing Luxury Group I Luxury Listing Specialist

(888) 930-8510
michael@marketingluxurygroup.com LuxuryListingSpecialist.com
JoinLuxeGroup.com

Your Safety Comes First with Josh Tilleson

Wed, 28 Dec 2022 21:47:02 -0600

How safe are you? How sure are you that the person talking to you via phone, email, or SMS is who they say they are?

If you're an agent and get assigned a call, you get an internet lead or a text, and you're curious if it's a real person, a bot, or a fraudster - please do your due diligence.

In this episode, Josh Tilleson joins me on the show to explain how to use forewarn.com to our advantage. I've been using the site for a while and have testimony that it works. According to Josh, Forewarn has information on about 98% of Americans.

Josh teaches us how Forewarn works, along with the red flags and yellow cards to look out for. Plus, we get to hear some inspiring testimonies of people who have worked with Forewarn.

"From a physical safety standpoint, as well as from a fraud standpoint, there's no more vulnerable than real estate." -Josh Tilleson

Three Things You'll Learn

• You're better safe than sorry. We've seen people lose their money due to a lack of due diligence. Master the art of doing your homework before committing to a deal.

• Real estate is vulnerable, and you must be keen enough not to fall victim.

• As an agent, knowing your prospects for more thoughtful and safer engagements are essential.

Guest Bio: Josh Tilleson has been the Vice President of Sales at Forewarn since 2017.

Connect with Josh:
Website:forewarn.com
LinkedIn: https://www.linkedin.com/in/josh-tilleson-42789a/

Connect with Michael:
YouTube: @MarketingLuxuryGroup
TikTok: @LuxurySpecialist
Instagram: @LuxuryListingSpecialist

Have a real estate question? Be sure to join me live on Luxury Fridays! Visit www.LuxuryFridays.com for more information. Hope to see you there!

Three Statistics Your Clients Need to Know

Thu, 22 Dec 2022 01:00:00 -0600

Have you noticed that some of your clients are a little put off about buying or selling right now? They’ve probably heard about our market shift from the national media and assume it’s a rotten time to make a move. To ease their fears and get them back on track, you need to position yourself as the local expert they can trust. That’s why I’m sharing three critical statistics that will contextualize your market. To learn what they are, have a listen.

Michael LaFido Marketing Luxury Group I Luxury Listing Specialist

(888) 930-8510
michael@marketingluxurygroup.com LuxuryListingSpecialist.com
JoinLuxeGroup.com

Never Judge a Buyer by Their Name with Seyoue Sims

Thu, 15 Dec 2022 01:00:00 -0600

We’re often told never to judge a book by its cover, but nobody warns us about judging people by their names.

Seyoue Sims joins us to share his experience with some clients (husband and wife) with questionable names that made other agents in his office think the buyers were "fake". Eventually, the title office asked Seyoue to call and confirm the buyer's validity.

The names in question were - Rich and Greedy Millions. Wouldn't you question that too?

The lesson here is "trust, but verify" when talking to a prospect and not sure they are "qualified." Good things happen when you treat your customers right. They will come back and refer you to others. Rich and Greedy have given Seyoue more deals and have sent referrals. What would it have been like for him if he had judged the couple by their name?

“We shouldn’t judge a book by its cover. We’ve learned that from an early age, but human beings still do." -Michael LaFido

Three Things You'll Learn:

Never judge people by their names. Often, we’re too quick to judge people without knowing who they truly are, and we miss the essence of meeting them.
Dream big. You’re the only one who can limit yourself.
When you take care of your clients, they will always come back for more business and send referrals to you.

Guest Bio:
Seyoue Sims is a real estate agent in Arizona in the Valley of the Sun, including Scottsdale, Glendale, Goodyear, and Peoria.

Connect with Seyoue: www.Seyoue.com

Let's connect!

YouTube: @MarketingLuxuryGroup
TikTok: @LuxurySpecialist
Instagram: @LuxuryListingSpecialist

Have a real estate question? Or need a fresh eyes analysis on a home? Join me live on Luxury Fridays! Visit www.LuxuryFridays.com for more information. Hope to see you there!

15 Benefits of Buying in This Market

Thu, 08 Dec 2022 01:00:00 -0600

It’s official: Higher interest rates are here to stay, at least for the time being. If your buyers are getting nervous from all the recent rate increases, what should you do? The truth is that they’ve already heard all the bad news from the regular media; that’s why you need to position yourself as a positive real estate source they can trust. To learn 15 benefits that you can tell your clients about in today’s market, take a listen.

How did Tammy Sell 3x More $1.75M Homes this Year versus Her Previous 5 Years Combined?

Thu, 01 Dec 2022 01:00:00 -0600

How did Tammy go from selling two homes priced at $1.7m or more in her first five years in the business... to selling six homes at that price in the past nine months?

Today, Tammy Manning joins me on the show. She's an agent based in Kingsland, Texas. One of the things that stands out about Tammy is her ability to be intentional. She shares with us the daily routine that keeps her accountable and focused.

Being accountable and intentional has helped Tammy take her business a notch higher from where she was in 2020. Tammy attributes her success to her mindset training from my LUXE Designation course. I'm excited for you to hear about her journey!

"A goal is movable. A commitment is not measurable." -Tammy Manning

Three Things You'll Learn

• Being intentional helps us achieve things that we once thought were

unachievable.

• If you want to check all your commitments for the day off your list, you

need to practice time-blocking.

• Mindset matters more than we think. With the right mindset, you can achieve anything.

Guest Bio:
Tammy Manning is a top-producing agent in Kingsland, Texas, born and raised! She broker-owns with 20+ agent teams, teams, ICON agents, individual agents, and brand new agents. Her team is worldwide. They have agents in almost all the states in the US, Canada, Mexico, and France.

Connect with Tammy:

LinkedIn: https://www.linkedin.com/in/tammylists/
Instagram: https://www.instagram.com/tammymanning.lbj.realtor/

Why Create “Before and After” Case Study Books?

Thu, 24 Nov 2022 01:00:00 -0600

When you’re listing a client’s home, it’s sometimes difficult to show buyers what living in a property will be like. This is especially true if your listing needs a little work done. Fortunately, I have a technique I’ve been using for years to help buyers understand a property’s true potential. It all starts with putting in a little TLC. Listen to learn more.

Michael LaFido Marketing Luxury Group I Luxury Listing Specialist (888) 930-8510 michael@marketingluxurygroup.com LuxuryListingSpecialist.com
JoinLuxeGroup.com

Transitioning to Luxury with Amit Bhuta

Thu, 17 Nov 2022 17:07:00 -0600

Would you like to transition to luxury listings and buyers but need help figuring out where to start? This episode is for you. Amit Bhuta joins me on the show to share how he took his business a notch higher to now doing 80% luxury.

According to Amit, confidence is essential to have before making the transition. Also, you have to visit the luxury houses before taking clients for viewing so that you'll be relaxed when you view the property for the first time with the clients.

Listen to learn more.

"If you're nice to people and genuinely compliment them, you're going to create friendships, and it helps a lot." -Amit Bhuta

Three Things You'll Learn from the Episode

Confidence is an essential tool when it comes to transitioning. If you're confident, buyers will trust you.
If you're targeting a particular market, look for the agents who sell in that area, and befriend them genuinely, as they may have a listing of what's coming up.
People are moving because they want to, not just because they have to. Your job is to find the why and a perfect way of centering your pitch around that.

Guest Bio:
Amit was born in India but has lived in South Florida for over 40 years. He came from a background in sales management that led him to transition into real estate 16 years ago. His professional reputation has awarded him a large referral and resource network that stretches around the globe.

Connect with Amit:
Website: https://www.compass.com/
LinkedIn: https://www.linkedin.com/in/amitbhuta/

If Not You, Then Who? with Matthew Ferrara

Thu, 10 Nov 2022 01:00:00 -0600

In any market, you're the most crucial messenger to your database, and if not you, then who else is?

Are we going through a recession? That's probably one of the questions you've been asking yourself. People are confused and have no idea what to do. Some think being in real estate is the riskiest thing, and they opt out. If you're one of them - don't throw in the towel yet; listen to this episode.

Matthew Ferrara joins me on the show to discuss and share nuggets of wisdom on how to survive during difficult times. Matthew has dedicated himself to helping people grow their careers and potential.

According to Matthew, our job in real estate is turning uncertainty into calculated risk. He further argues that the presumed recession will bring opportunities to us, and all we need to do is to open ourselves up to find and seize them.

“People are moving not because of what they get, but of who they are becoming.” -Matthew Ferrara

Three Things You’ll learn from this Episode:

• Every cloud has a silver lining. You have to look deeper. The industry needs us to offer our expertise, even if things look complicated. Chances are we'll make the same money we made when things were looking up, if not more.

• You have to keep working on yourself. It's the best project you can embark on. You'll thank yourself later.

• Learn to keep in touch with your clients, whether they are prospects, former or current clients. It'll help you clean up your database and know when an opportunity arises.

Guest Bio:
Matthew Ferrara is a philosopher, writer, photographer, keynote speaker, and cancer survivor. He travels the world helping others explore ideas and reach their goals.

Connect with Matthew Ferrara:

Website: https://www.matthewferrara.com/

Facebook: https://www.facebook.com/PhilosopherFerrara

Instagram: https://www.instagram.com/matthew_ferrara1/

Connect with Michael:

YouTube: @MarketingLuxuryGroup

TikTok: @LuxurySpecialist

Instagram: @LuxuryListingSpecialist

Have a real estate question? Be sure to join me live on Luxury Fridays! Visit www.LuxuryFridays.com for more information. Hope to see you there!

The 5 Senses When Listing a Home

Thu, 03 Nov 2022 01:00:00 -0600

You need to keep the five senses in mind when you get a listing. Seeing dirt or a bad smell are very upfront, but subtle things, like traffic in the background, matter too. When preparing for a showing, ensure you have gone through the five senses with your seller and made the home presentable. Listen to some easy tips on covering buyers’ senses.

Michael LaFido Marketing Luxury Group I Luxury Listing Specialist (888) 930-8510 michael@marketingluxurygroup.com LuxuryListingSpecialist.com
JoinLuxeGroup.com

The Essence of Continuous Education in Real Estate with Teresa Kinney and Letty Oliver

Mon, 24 Oct 2022 17:36:49 -0600

Education is the key to success, but unfortunately, we see people not interested in educating themselves on the latest trends and what's working and not working. The fact is, things are constantly evolving, and we must keep learning to stay relevant.

In this episode, Teresa Kinney and Letty Oliver join me on the show to share how Miami Realtors take real estate education a notch higher.

Teresa Kinney is the CEO of the Miami Realtors Association. Letty Oliver is the Chief of Innovative Education. The Miami Realtors Association is the largest in the United States and second to the Toronto Board. It has 55,000 primary and 60,000 total members.

Teresa and Letty will give us details of what they're doing to bring more education into real estate. They'll also share local and global courses' dates and venues.

The most fantastic thing about their courses is they don't cost an arm and a leg. They're affordable. To top it up, they have memberships like Young Professionals Network (YPN) that allow members to enjoy free classes, get exposure on Miami YPN socials, and offer a referral network.

Listen to this episode to learn more.

Miami Realtor’s Website:https://www.miamirealtors.com/

Miami Realtor’s Calendar: https://www.miamirealtors.com/events/month/

“Luxury is a global business. Having those connections are important.” -Michael LaFido

Three Things You’ll Learn from this Episode:

• Education is key if you want to succeed and remain relevant in the real estate space.

• Having a membership and getting involved in your local association is essential. It opens you up to networking opportunities and access to courses necessary for your career.

• You can never be too connected. Get involved in various networking groups and sub-groups such as YPN, WCR, AREAA, NAREB, NAHREP, and The Alliance.

Guest Bio:

Miami Association of Realtors is the largest local Realtor association in the United States, with over 60,000 members. They offer over 4000 programs to its members where they can learn all about technology, and the latest trends in the marketplace, designations, and certifications.

Teresa – tkinney@miamire.com

Letty – letty@miamire.com

Connect with Michael:

YouTube: @MarketingLuxuryGroup

TikTok: @LuxurySpecialist

Instagram: @LuxuryListingSpecialist

Have a real estate question? Be sure to join me live on Luxury Fridays! Visitwww.LuxuryFridays.com for more information. Hope to see you there!

Should You Keep a Home on the Market Now During “The Slower Season”?

Thu, 13 Oct 2022 01:00:00 -0600

As a listing agent, should you encourage your current sellers to keep their homes on the market during the “off-season months” of the year? School has started, and the winter months and holidays are approaching. Potential sellers might ask you whether they should put their homes up for sale now or wait till 2023 to sell. Listen in to hear a few things you can tell them to keep their home on the market, or get them to consider selling now.

Let's connect!

Michael LaFido, Marketing Luxury Group
(888) 930-8510 | michael@marketingluxurygroup.com LuxuryListingSpecialist.com

Be sure to visit JoinLuxeGroup.com to find out when the next Luxury Livestream will be.

YouTube: @MarketingLuxuryGroup
TikTok: @LuxurySpecialist
Instagram: @LuxuryListingSpecialist

Rewarding Your Agents with Exclusive Luxury Events with Tamara and Emmitt Combs

Thu, 06 Oct 2022 19:21:29 -0600

Do you run a real estate brokerage or a large team? When did you last have a training session for them at a fun, yet exclusive venue?

We’re in a shifting economy, and we've seen many brokers cut back on their agents, but Combs Premier Realty Group has taken a different route.

They believe your company's average sale price increases when you motivate and reward your agents or team. Their goal was to have their team trained for luxury buyers and more luxury listings.

They invited me to train their top agents at a 17,000 sq foot mansion they rented; looking back, the investment was worth it.

In this episode, Tamara and Emmitt Combs join me to discuss the importance of empowering your team through training. My guests confirm that their team has become bolder and more robust since the training at the mansion. Their team is always ready to show up, leverage its database, and always prepared to market.

Listen to this episode to hear more.

"If you want to get into luxury, then you really need to monitor your daily conversations and who you engage with. "- Emmitt Combs

Three Things You'll Learn

Education is critical. When you're armed with the right information, you'll always be bold enough to serve your clients without feeling like an imposter.
When you invest in your office or team, the business becomes the most significant beneficiary in the long run.
You cannot build a strong team or office without empowering them. Your team needs your support.

Guest Bio:

Combs Premier Realty Group is the largest African-American-owned real estate brokerage in Central Florida, with expanding offices in Miami and Atlanta.

Connect with Tamara & Emmitt Combs:
Website: https://combspremier.com/

Land Trusts and Internet Privacy with David Lanciotti

Thu, 22 Sep 2022 01:00:00 -0600

We all know how easy it is to flip a laptop open and instantly find out who owns a particular property. It doesn’t have to be like that. There are various ways of ensuring that your name doesn’t appear anywhere in the searches.

David Lanciotti shares the different ways for property owners to remain anonymous and mistakes to avoid when you don’t want people to know you own a particular property.

According to David and other advisors, land trusts are the way to add an extra layer of protection. When you close on a property and hold title through a land trust, you are safeguarded from being all over the internet.

If you’d like to learn more, listen to this episode.

“High net worth clients can do all sorts of things. But the first layer of protection is staying off the radar, keeping your assets private, nobody knowing what you own.” -David Lanciotti

Three Things You’ll Learn from this Episode

Land trusts are a perfect way of remaining anonymous regarding your properties.
When you purchase property under a land trust, it shields you from being overcharged by following the history of who you are and what you own.
The worst mistake you can make when you purchase your property through a land trust is having tax bills sent over directly to the home address.

Guest Bio:

David joined the Chicago Title Land Trust Company in 2001 and served as Executive Vice President and General Counsel.

He is the author of the Land Trust Administration in Illinois (IICLE 2009) and Modern Land Trust Practice (IICLE 2015). In addition, he is a board-certified Continuing Legal Education Instructor and a frequent speaker at legal and banking seminars on land trust issues.

Connect with David Lanciotti:

Website: https://ctlandtrust.com/

Connect with Michael LaFido:
Marketing Luxury Group I Luxury Listing Specialist
(888) 930-8510 | michael@marketingluxurygroup.com LuxuryListingSpecialist.com
JoinLuxeGroup.com
Instagram: https://www.instagram.com/luxurylistingspecialist/
YouTube: https://www.youtube.com/c/Marketingluxurygroup
TikTok: https://www.tiktok.com/@luxuryspecialist

Creating Powerful Visuals with “Before and After” Pictures

Thu, 15 Sep 2022 01:00:00 -0600

Do you have “Before and After” pictures? I am sure you have shown homes that didn’t appeal to your buyers. What can you do to ensure a larger percentage of buyers choose your listings over the competition?

As an agent, you should be continually building your portfolio of “Before and After” pictures so you can show prospective clients how you have turned homes around and helped the sellers get more profit from their sales. Listen in to hear more about how to do this well.

Connect with Michael LaFido
Marketing Luxury Group I Luxury Listing Specialist
(888) 930-8510 | michael@marketingluxurygroup.com LuxuryListingSpecialist.com
JoinLuxeGroup.com

How Did Lucinda Increase Her Average Sales Price by 60% While Working Only 6 Months Last Year? with Lucinda Gadson

Thu, 08 Sep 2022 01:00:00 -0600

What you do with information when you get it makes all the difference. It separates you from people with loads of information who decide to sit on it.

In this episode, my guest is the amazing Lucinda Gadson. She’s a RE/MAX real estate agent in Texas. When Lucinda heard of my LUXE Designation course, she decided to take it. According to Lucinda, taking my LUXE Designation course opened her to a world of endless probabilities. Looking back at the past 2 years, her average sales price has increased by 60%!!! Last year, despite only working 6 months (was sick with Covid-19) Lucinda had her best year ever in real estate!

Lucinda will share her incredible real estate journey with me, and hopefully, a nugget or two we can all borrow. Listen and learn.

“I highly recommend listening to Michael’s podcasts, getting your LUXE Designation, and getting that education if you want to be a luxury agent or if you just want to be a great agent in your price point.”
- Lucinda Gadson

Three Things You’ll Learn from this Episode

Educate and invest in yourself:
Whatever you do, you need to keep empowering yourself with information. Consider listening to podcasts, reading books, or taking courses. It keeps you well informed with essential information to help you thrive.
Always be open to helping other people.
It comes back to you in equal measure. Lucinda is always willing to help salespeople get more money for their houses. In turn, she gets referrals whenever they have anyone selling a home.
When you have a good business model, things will always work without your presence.
When Lucinda had Covid for six months, her business was still up and running.

Guest Bio:
Lucinda Gadson is a LUXE Certified real estate agent with RE/MAX Pinnacle Group Realtors in Arlington TX.

Connect with Lucinda:

Website: https://www.lucindagadson.com/

LinkedIn: https://www.linkedin.com/in/lucindagadson

Phone Number: (214) 463-9255

Connect with Michael:

Marketing Luxury Group I Luxury Listing Specialist

(888) 930-8510 | michael@marketingluxurygroup.com

LuxuryListingSpecialist.com
YouTube Channel

Keep Your Clients Engaged with These Easy Tips

Thu, 01 Sep 2022 01:00:00 -0600

What’s the best way to keep your clients engaged? I’m not just referring to your clients leaving likes and comments on your social media posts - I mean engagement that generates action and lands you leads. In real estate, the more engaging you are, the higher the chances of people reaching out to you. So what can you do to engage your clients authentically? To learn what you need to do, listen to this podcast.

Michael LaFido Marketing Luxury Group I Luxury Listing Specialist (888) 930-8510 | michael@marketingluxurygroup.com LuxuryListingSpecialist.com
JoinLuxeGroup.com

From Intern to Hosting $4.5m Open Houses in the First 3 Months of Becoming a Realtor with Dugan Reilly

Thu, 25 Aug 2022 01:00:00 -0600

How does one graduate from being an intern to selling luxury listings? Last summer, Dugan Reilly interned for me just before going into his senior year in college. He just graduated in May, passed his real estate exam, and became a Realtor in Tennessee on May 11th, 2022.

In this episode, Dugan and I will discuss his experience mirroring and shadowing me before getting his real estate license. Dugan took my advice as a new agent in a new market with no database and offered to host open houses at other agents' listings. He has hosted 15 so far in his first three months as an agent... including hosting an open house at a $4.5 million property.

We will talk about that experience and how he is trying to convert some of the 20-plus buyers that attended. We also discuss the best practices he has developed and some challenges he has faced. Listen and learn.

“I tell agents don’t think like real estate agents… think like marketers.” - Michael LaFido

Things You'll Learn from this Episode

Thinking outside the box is key.
By stepping outside the box and getting creative with marketing your properties, you can significantly increase traffic to them.
Learn the ins and outs of building a top-producing team.
Do your groundwork on what it takes to have a successful team.
The difference between marketing "average" homes vs. luxury.
A luxury home is a home that is listed for sale at least three times the average sales price for that market. Remember, luxury is relative to a specific market.
The importance of branding and building a consistent brand.
Branding is essential in the real estate world. Strive to build a brand that lingers in peoples’ minds.

Guest Bio:
Dugan is the CEO of Real Estate Business at eXp Realty. He's also a coach and mentor to people with chronic illnesses. Dugan recently started a program that helps people with cystic fibrosis become the pro version of themselves and achieve their goals.

Connect with Dugan:
LinkedIn: https://www.linkedin.com/in/duganreilly/

Instagram: https://www.instagram.com/dailydugan/?hl=en

Connect with Michael LaFido

Marketing Luxury Group I Luxury Listing Specialist

(888) 930-8510 | michael@marketingluxurygroup.com

LuxuryListingSpecialist.com
YouTube Channel

The Benefits of a Land Trust

Thu, 18 Aug 2022 01:00:00 -0600

Have you told your clients about the benefits of title-holding land trusts? Part of our job as real estate agents is educating our clients. It’s how we become an advisor rather than staying as a salesman. If you haven’t already, you should educate your clients about the advantages of land trusts, especially the high-end clients. To learn the three benefits of a land trust, listen to this podcast.

If you have any questions, please join me live on Luxury Fridays. Visit JoinLuxeGroup.com for more information.

Connect with Michael LaFido
Michael LaFido

Marketing Luxury Group I Luxury Listing Specialist

(888) 930-8510 | michael@marketingluxurygroup.com

LuxuryListingSpecialist.com

Instagram: https://www.instagram.com/luxurylistingspecialist/

Launching a Luxury Division with Tony Martinez

Thu, 11 Aug 2022 01:00:00 -0600

If you could throw a rock in South Florida, it would land on a real estate agent, and if it could bounce off, it would hit another real estate agent. There are many people in the real estate industry, and for you to survive, you need to stand out.

But the million-dollar question is, how do you stand out and get noticed? Today, I'm privileged to have a fantastic Realtor, Tony Martinez. He runs a very successful brokerage in South Florida.

They recently launched their luxury division, and Tony's agents had to take our LUXE Designation training if they wanted to be listed as luxury agents on their website. We spent a lot of time discussing why Tony felt a dedicated luxury division was important for his agents... and how he feels now since launching his luxury division 4 months ago.

Tony also wears multiple hats besides running a brokerage. He also owns the CDPE- Certified Distressed Property Expert designation.

We're coming into a season where the markets are slowing down a bit. Tony will give us some wisdom nuggets that will empower agents to deal with short sales and foreclosures. Also, he'll give us some tips on how agents can differentiate themselves.

Listen in and learn.

“The mindset is fed by the people you surround yourself with.”

- Tony Martinez

Three Things You’ll Learn from this Episode

• The real estate industry is crowded.
As an agent, you need to find a way of differentiating yourself. Tony has some nuggets to share on how to do that.

• Distressed properties are low-hanging fruits.
If you master how to deal with them, there is some good business, and the competition is less stiff.

• Learn about foreclosures and short sales.
You'll learn how to deal with foreclosures and short sales to ensure the client gets the best experience.

Guest Bio:
Tony Martinez is considered by many as one of real estate’s premier speakers. Tony’s sense of humor enables him to take complex topics, such as short sales and working with investors, and make them fun to learn. As an expert on Short Sales and a National Speaker, Tony has trained over 15,000 agents on the Short Sales process. He serves as the Co-Broker/Owner of Xtreme International Realty and Xtreme Realty Team Highlands County in Florida.

Connect with Tony Martinez:

LinkedIn: https://www.linkedin.com/in/speakologist

Website: https://www.cdpe.com/

Enjoy $100 off Tony’s course by using promo code SAVED100

Connect with Michael:
Marketing Luxury Group I Luxury Listing Specialist
(888) 930-8510 | michael@marketingluxurygroup.com LuxuryListingSpecialist.com
JoinLuxeGroup.com

Helping Your Sellers Get Top Dollar in a “Cooling” Market

Thu, 04 Aug 2022 01:00:00 -0600

As the market cools, alarming headlines about home prices dropping are circulating in the media. Many sellers and would-be sellers are worried about their real estate plans. As an agent, what can you do to reassure your clients and help them get top dollar for their homes? Educating your seller clients through videos and conversations can go a long way. To learn what you should say to your clients to win in this cooling market, listen in.

Questions? Join me live on Luxury Fridays and ask me. Visit JoinLuxeGroup.com for more information.

Connect with Michael LaFido

Marketing Luxury Group I Luxury Listing Specialist

(888) 930-8510 | michael@marketingluxurygroup.com

LuxuryListingSpecialist.com

Undercover Billionaire Journey From Rags To Riches with Glenn Stearns

Thu, 28 Jul 2022 01:00:00 -0600

🍾 I'm excited to announce we have reached another milestone - our 200th episode. 🎉 Thank you for tuning in. I look forward to many more years of connecting and sharing with you.

What do you do when faced with adversity? Do you throw in the towel and stay at rock bottom? According to my guest Glenn Stearns, adversity is the ultimate foundation of success.

After college, Glenn worked as a loan officer for ten months, then left and started his mortgage company Stearns Lending LCC. When the economic crisis came, his company emerged among the top lenders in the country.

Glenn attributes his success to resilience and always putting people before profits. He's a two-time cancer survivor and has taken part in reality shows, among them being Undercover Billionaire.

Glenn will share his incredible journey from rags to riches in this episode. Listen in to learn more.

"It's not luck. It's perseverance that's going to get you through and make you successful." -Glenn Stearn

Three Things You'll Learn from the Episode

• You can make your life better:
You only need to believe you can....be resilient and work hard.

• Always put people before profits:
Glenn said it helped his company boom when other companies were going down.

• Your mistakes should never hold you back from becoming successful:
They should be lessons.

Guest Bio: Glenn Stearns is known in the mortgage industry for building Stearns Lending, LLC, a nationwide mortgage company he established in 1989. The company became one of the largest privately held mortgage companies in the nation.

In 2019, Glenn starred in the television show "Undercover Billionaire" on the Discovery channel. The show was centered around starting over again and building a business from the ground floor.

Connect with Glenn:

Website: https://www.glennstearns.com/

Connect with Michael:
Marketing Luxury Group I Luxury Listing Specialist
(888) 930-8510 | michael@marketingluxurygroup.com LuxuryListingSpecialist.com
JoinLuxeGroup.com

Instagram: https://www.instagram.com/luxurylistingspecialist/

If you have any questions about today's podcast, have a real estate question, or if you feel like just popping in to say hi, join me live on Luxury Fridays! Visit www.LuxuryFridays.com for more information.

Explaining Price Reductions to Your Clients

Thu, 21 Jul 2022 01:00:00 -0600

Price reductions: They seem to be the only thing agents are talking about. If you’re concerned about how you can explain what’s going on to your clients, don’t worry. Today I’ll share what’s happened with price reductions historically and how that relates to our current market.

Connect with Michael LaFido:
Marketing Luxury Group I Luxury Listing Specialist
(888) 930-8510 | michael@marketingluxurygroup.com LuxuryListingSpecialist.com
JoinLuxeGroup.com

Instagram: https://www.instagram.com/luxurylistingspecialist/

YouTube: https://www.youtube.com/c/Marketingluxurygroup

Be sure to hit the red subscribe button!

Advocating for Equal Rights in Real Estate for the LGBTQ Community with Erin Morrison

Thu, 14 Jul 2022 01:00:00 -0600

Today, the LGBTQ community still doesn’t have the freedom it deserves in many ways. In this episode, I will have an in-depth conversation with Erin Morrison on how the LGBTQ+ Real Estate Alliance is helping advocate for equal rights in the LGBTQ community. She's the president-elect of the Alliance.

The LGBTQ+ Real Estate Alliance was launched in June 2020 by leading real estate industry members. Influential real estate professionals and allies joined with other members of the LGBTQ+ community to create a new voice in real estate. Listen in to this episode.

“The LGBTQ Alliance is an organization I highly recommend Realtors join and support.”- Michael LaFido

Three Lessons You’ll Learn from this Episode

The LGBTQ community is not different from any of us:
We need to treat them equally.
Pay attention to your market:
Sometimes things happen so fast that you’ll miss something if you are not keen enough.
In a cooling market, first impressions matter a lot:
Be sure to make them count.

Guest Bio:
Native Texan, Erin Morrison, was born in Austin and raised in Houston. After college, she worked as a Landman in the petroleum industry. She has a decade of experience in oil and gas leasing, property law, and land contracts. In 2015, she transitioned to residential real estate.

Erin is the 2022 National President-Elect of the LGBTQ+ Real Estate Alliance, which fights for fair housing and against discrimination against the LGBTQ+ community. She also sits on the Diversity Committee with the Austin Board of Realtors, as well as the National Association of Realtors.

Connect with Erin Morrison:

Personal Website: https://www.erinsellsaustin.com/

Alliance Website: https://realestatealliance.org/

Enjoy $50 off your first membership using the code LUX22

Connect with Michael LaFido:
Marketing Luxury Group I Luxury Listing Specialist
(888) 930-8510 | michael@marketingluxurygroup.com LuxuryListingSpecialist.com
JoinLuxeGroup.com

Follow Michael on Instagram: https://www.instagram.com/luxurylistingspecialist/

The Benefits of Attending a LUXE Designation Event

Thu, 07 Jul 2022 01:00:00 -0600

Recently, we just completed our in-person Luxury Designation event in Chicagoland at the Medinah Country Club. We brought in agents all over the country who were looking to work smarter, not harder, to increase their average sale price. Listen in to find out what a Luxury Designation event is like.

Questions? Join me live on Luxury Fridays and ask me. Visit JoinLuxeGroup.com for more information.

Connect with Michael LaFido

Marketing Luxury Group I Luxury Listing Specialist

(888) 930-8510 | michael@marketingluxurygroup.com

LuxuryListingSpecialist.com

How to Build a Brand that Stands Out with Nick ”Tiger” Quay

Thu, 30 Jun 2022 01:00:00 -0600

We live in an era where everyone knows a Realtor. Sometimes and you must be the black sheep in the herd. Sometimes, we find ourselves going overboard, trying to stand out from the crowd. In this episode, Nick "Tiger " Quay and I have an in-depth conversation on building a brand that stands out.

Nick is a creative Realtor and marketer who has managed to build a brand that stands out. He recalls a situation with a client who wanted to sell a house with about 17 cats living there for years.

The seller called Nick and wanted an immediate answer on whether he could sell the house. Nick said yes, and the silence on the seller's side was evidence that something was amiss.

So, Nick got creative and decided to take a different marketing route. He had a buyer for the home in no time.

Listen and learn about Nick's secret sauce from this episode on how to stand out as a brand.

When people see your sign consistently in the neighborhood, your name spreads around a little bit more. -Nick "Tiger' Quay

Three Things You'll Learn from this Episode

On building your brand:
As a brand, you need a social device for your brand; Nick has his tiger mascot and his paddleboard.
Standing out:
Standing out is about how you serve others and represent yourself.
Giving without expecting a return:
Marketing is about finding your voice and serving others without expecting anything in return.

Guest Bio:
For more than thirteen years Nick “Tiger” Quay has been at the forefront of the Miami and Fort Lauderdale real estate industry. Nick's passion for introducing South Florida's diverse culture to his clients influenced him to think and act beyond the average Realtor's scope.

Nick practices what he believes in. He has a cosmopolitan perspective on life. As an avid paddleboarder and waterman, Nick is extremely passionate about the environment and is often involved in resiliency conversations at different levels. As a founding member of the Sustainability and Resiliency Task Force in his city, Nick actively looks for opportunities to protect the continued growth and stability of the homes and businesses in the area.

Connect with Nick:

Website: https://nicktigerquay.com/

Instagram: https://www.instagram.com/nicktigerquay/

Connect with Michael:
Marketing Luxury Group I Luxury Listing Specialist
(888) 930-8510 | michael@marketingluxurygroup.com LuxuryListingSpecialist.com
JoinLuxeGroup.com

Repetitive Engagement in Real Estate

Thu, 23 Jun 2022 01:00:00 -0600

Today I want to talk about a term you might not have heard before: repetitive engagement. As a real estate agent, you have to reflect if you have lots of friends or past clients who don’t call you and list with someone else. That never feels good; it’s like stepping on Legos. You need to win their business, and the key to doing so is staying top of mind.

Connect with Michael LaFido:

Marketing Luxury Group I Luxury Listing Specialist

(888) 930-8510 | michael@marketingluxurygroup.com

LuxuryListingSpecialist.com

JoinLuxeGroup.com

Burning Boats to Follow your Dreams with Jamie Tulak

Thu, 16 Jun 2022 01:00:00 -0600

Do you believe in your dreams so much that you’d be willing to "burn the boat" and leave everything behind to chase them?

Meet Jamie Taluk. Jamie and her family left behind everything they had in California and moved to North Carolina to start from scratch. According to Jamie, they had planned for the relocation for over a year, and it took a lot of prayers, faith, and hard work.

When they moved to North Carolina, Jamie had a plan to execute. She had no database, but she knew that it wouldn’t be long before she started flourishing again with her digital marketing skills. She joined a brokerage that gave her the freedom to brand herself in whatever way she felt was right with her. Within a year, Jamie was among the top-rated agents.

Besides being in the real estate real, Jamie has a passion project called Girls with Grit, where they encourage and help women build their businesses. She co-founded the group with Tara McCarthy and Lauren Rocco.

In this episode, Jamie will share with us some digital marketing tips and some golden nuggets that we can apply in our businesses. Listen and learn.

"The problem is that too many agents, whether they’re new or trying to grow their business, think that if they speak to everyone, they will get more business, and that’s the opposite." -Jamie Tulak

Things You'll Learn from this Episode

All clients should be treated the same:
It doesn’t matter how much they bring to the table; your high-level and low-level clients should receive the same services.
Get a niche: When it comes to digital marketing, having a niche is essential. There is money in specialization.
A confused mind will never buy: You should be crystal clear for your audience to understand.
Always come from a place of value:
Be willing to give before you receive.

Guest Bio:
Jamie has been a top-producing agent for the last 12 years. In addition, she stages homes and has a background in interior design. She holds a Bachelor of Arts degree in Interior Design from Fresno State. She is also one of the co-founders of "Girls with Grit Collective" to support women in real estate.

Connect with Jamie:

Facebook: https://www.facebook.com/JamieTulakRealtor/

Instagram: https://www.instagram.com/jamiesellsraleigh/

Website: https://jamiesellsraleigh.com/

Girls with Grit Collective: https://www.girlswithgritcollective.com/

Connect with Michael:

Marketing Luxury Group I Luxury Listing Specialist

(888) 930-8510 | michael@marketingluxurygroup.com

LuxuryListingSpecialist.com
LuxuryFridays.com

Leveraging OPP (Other Peoples’ Properties)

Thu, 09 Jun 2022 01:00:00 -0600

How can you break into luxury real estate without any buyers or listings? This is a difficult task, but one way to make it easier is by leveraging other people’s properties (OPP) to position yourself as a top producer and expert. Listen in to learn three methods you can use to catapult yourself into the upper price points in your market.

If you have any questions about today’s podcast or if you’re considering a change in your career to another firm or team that specializes in luxury real estate, please call or email me.

Don’t forget to jump on our “Luxury Fridays” on YouTube each Friday. Check it out by going to www.LuxuryFridays.com and clicking on the “Luxury Friday’s On YouTube” button.

Connect with Michael LaFido:

Marketing Luxury Group I Luxury Listing Specialist

(888) 930-8510 | michael@marketingluxurygroup.com

LuxuryListingSpecialist.com

Breaking the Barriers in Luxury as a Woman of Color with Theresa Bowe

Thu, 02 Jun 2022 01:00:00 -0600

Would you move from a 10,000-square-foot mansion to a 3,000-square-foot condo to get closer to your target audience? I know that’s quite a sacrifice, but sometimes it's necessary.

Our guest today is Theresa Bowe. She shares a little bit about her story and how she moved from a large 10,000 sq. foot house to the Porsche building in Miami (a luxury condo complex) with the idea of networking and increasing her referral-based business. Her supportive husband is a former NFL player. She’s trying to penetrate the upper price points, not just with former athletes and some of her husband’s past teammates, but with people outside her inner circle, including Caucasians.

Theresa has a fantastic story that many of us can learn from, and she'll share some golden nuggets that we can all borrow. Listen in to this episode.

“Part of the barrier for me was the people and still is the people I associate with. There’s nothing wrong with associating with the masses. You have to put yourself in a position to be amongst who you are trying to target.” -Theresa Bowes

Three Lessons You’ll Learn from this Episode

Confidence is key:
In whatever you do, confidence is key. You can’t achieve much if you’re not confident.
Pay the price to achieve success:
If you want something bad, you have to be ready to pay the price. Theresa paid the price by moving the Porsche building and investing in the LUXE Designation, and attending Michael’s class.
Success happens when your dreams are bigger than your excuses:
Your gender or race is not an excuse for you not to dream big and go for it. Look at Theresa Bowe; she's making significant moves as a black woman.

Guest Bio: Theresa has been in real estate for 12 years. She's married to former NFL player Dwayne Bowe. In addition to real estate, she's a philanthropist, entrepreneur, author, and a mother to two children.

Connect with Theresa Bowe:

Instagram:https://www.instagram.com/therealtheresabowe/

Connect with Michael LaFido:

Marketing Luxury Group I Luxury Listing Specialist

(888) 930-8510 | michael@marketingluxurygroup.com

LuxuryListingSpecialist.com

Join Michael live on Luxury Fridays. Visit LuxuryFridays.com for more information on when the next one will be.

The Language of Luxury

Thu, 26 May 2022 01:01:00 -0600

At a recent training, I had an agent who said I didn’t cover the language of luxury… what to say and what not to say. I say, don’t overthink it. Listen in to learn more.

Connect with me:
Michael LaFido

Marketing Luxury Group I Luxury Listing Specialist

(888) 930-8510 | michael@marketingluxurygroup.com

LuxuryListingSpecialist.com

Have a burning question? Need help with a listing? Be sure to join me live on Luxury Fridays. Visit LuxuryFridays.com for more information on when the next one will be. Hope to see you there!

Legacy is Beyond Finances with Trey Scott

Thu, 19 May 2022 01:00:00 -0600

What comes to your mind when people talk about legacy? Is it the amount of money you will leave behind after you are gone? According to Trey Scott, true legacy is about the impact you leave and the number of lives you have touched. Trey said when he discovered how vital legacy is was when he fell ill and had support and encouragement from all over the world.

In this episode, Trey and I have a conversation about how he got into the real estate world after being rejected and became a top producer and Rookie of the Year in his first year. Listen to this episode to learn more.

"Legacy is all about, who we changed the lives of, and the contribution that we give during our life." - Trey Scott

Things You'll Learn from this Episode:

• Never give up:
Never give up on your dream, regardless of the many times people turn you down.

• It’s not about the money:
Legacy has nothing to do with your financial status. It’s about the number of lives you touch for the better.

• Accentuate the positive:
A positive attitude goes a long way in making a difficult situation appear easier and manageable.

• Life is about touching the lives around us:
When you have an opportunity to touch people's lives, don’t hesitate.

Guest Bio:
Trey Scott’s passion, experience, and knowledge are reflected in his 12 years of real estate sales and leadership experience with Keller Williams Realty including becoming 2010 Rookie of the Year of his Realtor’s Board of Association as a part-time agent and multi-year Million Dollar Club and Top Producer awards recipient. He was the first KW Luxury International Agent in his KW market center breaking into the luxury homes sales market.

Connect with Trey:

Email: treyscott@kw.com

Phone Number: 952-454-0934

Support Trey Scott at Go Fund Me

*If you donate 100 dollars or more, you’ll be entered in a chance to win a free, one-on-one coaching session with me. Just put “LUXE” in the note to enter.

What is the 5th Price Point?

Thu, 12 May 2022 01:00:00 -0600

In most real estate markets, there are four primary price points. However, there’s a fifth price point in some markets and that fifth price point is....ultra-luxury. Today I’m discussing all five price points, including what constitutes pricing for an ultra-luxury home. Listen in to learn about all five price points.

Connect with me:
Michael LaFido

Marketing Luxury Group I Luxury Listing Specialist

(888) 930-8510 | michael@marketingluxurygroup.com

LuxuryListingSpecialist.com

Got a burning question? Be sure to join me live on Luxury Fridays. Visit LuxuryFridays.com for more information on when the next one will be. Hope to see you there!

Want a luxury shirt? Go to LuxurySpecialistGear.com

The Power of Starting Over with Heidi Joy

Thu, 05 May 2022 01:00:00 -0600

Starting over again is not a cakewalk. It calls for humility and a lot of self-will in whatever you do. Today I’m joined by the amazing Heidi Joy. She’s a realtor with a fantastic story that we can all learn from.

Heidi has been in the industry for a couple of decades now. In 2018, she split with her partner, and she had to start all over again. Heidi’s rude awakening came when she searched her name on the web, and there was nothing about her. She decided it was time for a rebrand and move to sell luxury.

In this episode, Heidi will share her journey into luxury real estate, and hopefully, we can all get inspired to make the bold moves we’ve wanted to make for a while now, but we lack the courage. Listen and learn.

“Everything now has to be done with joy. If it’s not fun, I’m not doing it.” -Heidi Joy

Three Things You'll Learn in This Episode

Confidence is everything in this life:
It's the fuel that keeps you going even when you feel like you are not good enough, especially in this business.
There is power in asking:
We often shy away from reaching out to people just because we feel something is personal or not worth sharing. Heidi believes in the power of asking because it has impacted her life positively.
Starting over isn't easy, but it's worth it at the end of the day:
There are times when we hit a dead end. The only option for us is to demolish everything and start all over again with a new sense of direction and energy. Once we do that, we find ourselves on the path to greatness.

Guest Bio:
As CEO of her real estate team, Heidi Joy is a dedicated real estate professional, devoted to a full-time career in the Tampa Bay Area since 1998. In addition, she’s had the privilege of educating her real estate peers while earning awards and accolades.

Connect with Heidi Joy:
Website: https://www.htsells.com/

Support Trey Scott at Go Fund Me: https://www.gofundme.com/f/help-save-treys-heart-surgery-and-recovery-fund

* If you donate 100 dollars or more, you’ll be entered in a chance to win a free, one-on-one coaching session with me. Just put “LUXE” in the note to enter.

Connect with Michael LaFido:
Marketing Luxury Group I Luxury Listing Specialist
(888) 930-8510
michael@marketingluxurygroup.com
LuxuryListingSpecialist.com

If you have any questions or need help with a listing, join me live on Luxury Fridays. Visit JoinLuxeGroup.com for more information. Hope to see you there!

Reading the Contract

Thu, 28 Apr 2022 01:00:00 -0600

In this podcast, we’re going to be talking about reading the contract. When a home is under contract, you don’t want to make the assumption that your clients have read the contract. You need to remind them of what exactly the contract says otherwise they might end up paying more. Listen in to learn more.

Connect with me:
Michael LaFido

Marketing Luxury Group I Luxury Listing Specialist

(888) 930-8510 | michael@marketingluxurygroup.com

LuxuryListingSpecialist.com

JoinLuxeGroup.com

Got a question? Be sure to join me live on Luxury Fridays. Visit LuxuryFridays.com for more information on when the next one will be. Hope to see you there!

Want a luxury shirt? Go to LuxurySpecialistGear.com

Dream Big with Ashley Tate

Thu, 21 Apr 2022 01:00:00 -0600

How big do you dream?

Do you believe you need tons of experience to make a jump from selling average-priced homes to $7 million mansions?

Meet Ashley Tate. She’s with Thrive Real Estate Group. Ashley and I met in January. She attended our Luxury Designation (LUXE) class that we had out in the Denver market, and we toured a couple of mansions as a part of that class. One of those mansions was her listing.

Ashley has been in the industry for a year and a half. She’s never had a listing above $500,000, and now she's marketing a home for 6.95 million.

She will be telling us how she got to that point and sharing some nuggets of wisdom that have helped her come this far.

Listen in and learn.

“Definitely pick up your phone in this business.”-Ashley Tate

Three Things You'll Learn:

• Dream big:
Be open to suggestions and/or constructive feedback. Don’t hold yourself back. Always know that you’re capable of anything you set your mind to.

• Refine your network:
When it comes to networking, always associate yourself with people who are better than you and have been in the industry longer than you.

• Leverage video marketing:
Never underestimate the power of video marketing. It can be the source of some great feedback and connections.

Guest Bio:
Ashley Tate is a graduate of CU, Boulder. Prior to getting into real estate, she's worked in customer service, retention, team training, internal & external communication, client/vendor relations, and leadership roles.

Connect with Ashley:
Email:ashley@thrivedenver.com
Phone: 720-236-5762

Pre-Qualifying Buyers: Trust, but Verify

Thu, 14 Apr 2022 01:00:00 -0600

I recently had a showing request for a 6.5 million dollar listing I have, and unfortunately, there were quite a few red flags on the proof of funds.

I contacted the agent to let them know that I’d be verifying the information.

So, let’s talk about pre-qualifying buyers. It’s easy to take people at their word. How do you know if they’re legitimate?

Listen to learn more.

Connect with me:
Michael LaFido

Marketing Luxury Group I Luxury Listing Specialist

(888) 930-8510 | michael@marketingluxurygroup.com

LuxuryListingSpecialist.com

JoinLuxeGroup.com

Got a question? Be sure to join me live on Luxury Fridays. Visit LuxuryFridays.com for more information on when the next one will be.

Seven Keys to Create a Consistent Luxury Experience with Brennan Buckley

Thu, 07 Apr 2022 01:00:00 -0600

Chances are, there are luxury agents in your area who have an excellent reputation. You hear about them all the time. They’re the agents people rave about and recommend. They attract leads and referrals, largely due to their reputations. They get hired consistently.

If you’re not one already, wouldn’t you want to be an agent like that?

It would be best if you listened to these nuggets of wisdom that Brennan Buckley is about to spill. I’ve known Brennan for a little over a year now. He’s the founding partner for Realm Global. He comes with 20 years of experience in real estate. Listen to this episode to learn about the seven nuggets of wisdom to create a consistent luxury experience.

“When you can make a connection with a buyer or a seller at their level, it shows how diligent you’ll be when you market their home and make a connection of their property.” - Brennan Buckley

Things You’ll Learn in This Episode:

Educate yourself:
Education is a crucial component of your growth.
Your peer group makes a huge difference:
It would help if you were around peers that will help you get there. The people around you determine how far you will go.
Join luxury spheres:
If you want to join the luxury world, consider joining things like country clubs. That’s where you’ll find your target audience.
Find a niche:
Specialists get wealthy, while generalists get paid.
Do your homework:
Know your area and everything that happens there, and do not forget to do your homework on the people you’ll be working with. It will make you stand out.
Partnerships:
Many clients in the luxury world are wealthy businesspeople, and their main aim is to build relationships and partnerships. Always strive to find a way of becoming a partner to your client.
Afterward:
People say that first impressions last, but according to Brennan, afterward impressions last an eternity and help build relationships.

Guest Bio:
Brennan Buckley is a Founding Partner of REALM Global, a new real estate collective made up of elite luxury professionals across the country. Before joining REALM, Brennan spent 15 years at Iowa Realty, Iowa’s Largest real estate company, where he served for several years as President. At age 33, he was named to The Des Moines Business Record’s Class of “40 Under Forty” business leaders.

Connect with Brennan Buckley:
https://www.linkedin.com/in/brennan-buckley-a890724/

Got a question? Need help with a listing? Then join me live on Luxury Fridays. Visit LuxuryFridays.com for information on the next live session. Hope to see you there!

Evergreen Videos: Under Contract, Next Steps?

Thu, 31 Mar 2022 01:00:00 -0600

As an agent, you’re always trying to bring additional value to your database. So when people Google you, find your website, or see your YouTube channel, how can you differentiate yourself from the other agents in your market & position yourself as a leading authority on real estate matters?

In marketing, we use something called “evergreen videos”. They are videos that you can create once and leverage their content over and over again—the information they contain always stays relevant.

The trick to creating evergreen videos is to make them educational, answer commonly asked questions, and address relevant scenarios that can help your clients navigate the real estate process. If you create enough video content like this, the people who Google you will see your videos and immediately think that you know what you’re talking about.

For example, one video that would always stay relevant to your database could be about the different phases that a seller will have to go through once their home goes under contract. In the video, you’d both educate sellers on what to expect and give them tips to help make the process easier and more efficient.

In this industry, everybody is looking for an easy button to help them succeed, but there is no such button. Success comes from continuing to better yourself and your practices and learning more about your field.

If you have any questions about today’s video, or if you’re considering a change in your career to another firm or team that specializes in luxury real estate, please call or email me. Don’t forget to jump on our “Luxury Fridays” on YouTube each Friday. Check it out by going to www.LuxuryFridays.com and clicking on the “Luxury Friday’s On YouTube” button.

Michael LaFido
Founder & CEO | Luxury Listing Specialist Designation (LUXE)
Michael@MarketingLuxuryGroup.com
LuxurySpecialistGear.com

Click HERE to see where Michael is speaking next or where his next LUXE class will be.

The American Gift with Eddy Perez

Thu, 24 Mar 2022 00:40:41 -0600

A dream is just a dream till it becomes a reality. For the 330 million Americans, it's no longer a dream because they're already living it. In America, it's a blessing to have the opportunity to be who we want to be.

Today I have the privilege of interviewing Eddy Perez. He's the Founder and CEO of EPM based in Atlanta, Georgia, where he oversees overall operations, sales, revenue, marketing, compliance, and technology. As co-founder of EPM, recognized as part of the Inc. 5000,

He has excelled within the mortgage industry, being named one of the nation’s top mortgage bankers, recognized in National Mortgage Professionals Magazine’s “40 Most Influential Mortgage Professionals under 40.”

In this Episode, Eddy and I will be talking about "The American Gift" and how we can embrace it. Listen in and learn.

Connect with Eddy Perez:

LinkedIn: https://www.linkedin.com/in/eddyperezcmb

Website: https://epm.net/players/eddy-perez/

“Each day is a gift when you’re writing your own book.”-Michael LaFido

Three Things You'll Learn

When in America:
When in America, do as the Americans do. It doesn’t matter where you're from... embrace other cultures.
Perfection vs. Excellence:
Perfection does not exist, but in the process of trying to find it, you’ll find excellence.
Keep on Moving:
Focus on moving forward. You can't live in the past just because moving forward is difficult.

Guest Bio:
Eddy Perez is a seasoned professional with experience holding multiple executive-level positions. Prior to founding Equity Prime Mortgage, in 2008, he operated the top producing office for Global Mortgage, Inc. He's closed over 3000 loans since entering into the mortgage business.

Blockchain & Crypto in Luxury Real Estate

Thu, 17 Mar 2022 01:00:00 -0600

Recently, I was teaching our Luxury Designation (LUXE) in Denver, and a guest speaker at the event brought up the topic of Cryptocurrency and the blockchain and real estate closings.

In high-end, luxury real estate, you’re more likely to see buyers who want to use Cryptocurrency to buy a home. As a way to differentiate yourself from other agents, I highly recommend that you familiarize yourself with cryptocurrency, the blockchain, NFT’s, fractional ownership, and other forms of digital currency. This is a great way to differentiate yourself from the other agents in your market. Did you know you can offer a home for sale via Crypto and the sellers still get paid in cash? How is that done? The buyers Crypto can be converted by Crypto Escrow company to Fiat (US Dollars here in the states) so the seller can get paid at closing in cash vs Crypto.

As an additional note: Our team is expanding. If you’d like to work with a team that can provide you with more tools, resources, and structure to allow you to consistently attract more high-end and luxury properties, visit www.JoinLuxGroup.com. We have agents in all 50 states and 22 countries worldwide, but we are always looking to grow.

If you have any questions about today’s podcast, or if you’re considering a change in your career to another firm or team that specializes in luxury real estate, please call or email me.

Don’t forget to jump on our “Luxury Fridays” on YouTube each Friday. Check it out by going to www.LuxuryFridays.com and clicking on the “Luxury Friday’s On YouTube” button.

Michael LaFido
Founder & CEO | Luxury Listing Specialist Designation (LUXE)
Michael@MarketingLuxuryGroup.com
LuxurySpecialistGear.com

Building Teams & The Life You Want with Gogo Bethke

Thu, 10 Mar 2022 01:00:00 -0600

The decision to start a real estate team comes down to one question, “Am I going to continue to overwork myself, or am I going to branch out and form a team?” But how do you get started? Time to get excited; Gogo Bethke will be joining me on the show.

Gogo is terrific at building teams and organizations. She also loves supporting agents.

Today, Gogo will share her backstory and nuggets of wisdom on how to build a team. Also, if you have been wondering how people generate organic leads, listen and learn from Gogo.

Connect with Gogo Bethke:

LinkedIn: https://www.linkedin.com/in/gogobethke/

Website: https://www.gogosrealestate.com/

Instagram: https://www.instagram.com/gogosrealestate/

“Managing expectations comes through communication.” - Michael LaFido

Things You'll Learn From This Episode

Manage your client’s expectations:
It’s the least you can do if you have a team. Get in touch with them and let them know who’ll be handling them and that they can count on you.
Hit personal goals:
If you want to hit your personal goals, you need to leverage them. You can't keep trading your time for money.
Communicate effectively:
When it comes to managing expectations, communication is critical. Learn how to communicate effectively with your teams and your clients.
Determine your rates
You need to know your hourly rate. It will help you determine if a task is worth your time or if you’d rather be doing something else.

Guest Bio:
In November of 2018 Gogo joined eXp Realty and started her organization, #teamgogo. 3 years later, #teamgogo is a big international family, with over 750+ agents from all over the US, Canada, Mexico, and France.

How to Order Your Photos

Thu, 03 Mar 2022 01:00:00 -0600

How do you determine which order to put a listing’s photos in? Today I’ll talk about photo order for online listings.

Real estate school doesn’t teach you what photos to show or what not to show. Our job as real estate agents is to accentuate the best features of a home and downplay the least favorable. You don’t have to show every bathroom if some are dated. When you’re putting together online marketing pieces, you need to lead with the best photos.

I recently put a home on the market as the third agent for a seller who was frustrated with the previous agents. She had 40 photos and they weren’t making a great first impression. I fixed her listing to lead with the amazing photos and then squeezed the so-so photos in between. You don’t need to include every photo of every bedroom and bathroom if they’re not unique. I like showing the unique features of a home and the best qualities of the location with drone photos and photos in town because you’re selling the lifestyle and the location in addition to the house. I also like to put good photos at the end because sometimes buyers skip to the end while looking.

If you have any questions about today’s podcast, or if you’re considering a change in your career to another firm or team that specializes in luxury real estate, please call or email me.

Don’t forget to jump on our “Luxury Fridays” on YouTube each Friday!

Check it out by going to www.LuxuryFridays.com and clicking on the “Luxury Friday’s On YouTube” button.

How This Agent Thrived After 3 Career Changes with Noelle Nielsen

Thu, 24 Feb 2022 01:00:00 -0600

Have you recently transitioned into real estate or perhaps moved to a new area and don't have local connections? If so, this episode will inspire you.

Noelle Nielsen, aka The Minnesotan, shares her journey. Before pivoting to real estate, Noelle has had careers as a headhunter, wedding photographer, and lawyer. She’s been in real estate for six years and has already opened her own brokerage. She’s also a goat farmer to boot!

Noelle makes excellent use of video marketing. She incorporates humor, her family, and even goats into her videos. In this episode, she will share what her transition was like, how we met, and give nuggets of wisdom we can all borrow.

Grab a notebook and pen. Listen and learn.

Connect with Noelle Nielsen:

LinkedIn: https://www.linkedin.com/in/noellenielsen/

Instagram: https://www.instagram.com/noelletheminnesotan/

“Depending on what your career was before, use that to your benefit.” - Noelle Nielsen

3 Things You'll Learn:

Start Networking:
When you are transitioning into real estate, increase your hustle and network as much as possible.
You have transferable skills:
Whatever career you are in, you have transferrable skills that you can bring to the real estate field.
Have confidence:
In everything you do, you need to have confidence. You ought to believe in yourself and know what makes you stand out from the rest.

Guest Bio:
Noelle Nielsen's experience is a unique combination of real estate law and business management. Noelle began her work in the area of real estate in 2007 when she joined the law firm Heley, Duncan and Melander, PLLP (formerly Coleman, Hull & vanVliet, PLLP). At this firm, her practice focused on the areas of real estate, construction law, commercial litigation, title insurance defense, mechanic’s lien, mortgage foreclosure, and general corporate matters. The clients she worked with included lenders, national title insurance underwriters and their agents, developers, subcontractors, and owners in construction litigation, as well as parties to commercial and residential real estate transactions.

Why Love Letters are a Huge Risk

Thu, 17 Feb 2022 01:00:00 -0600

Have you represented a buyer in a multiple-offer situation who wanted to write their seller a letter about why they should pick them? We call these love letters, but are they a good idea? Let’s talk about it.

Buying and selling homes is an emotional process, so it makes sense to try and make an emotional connection with your seller. However, some states are passing laws that make love letters illegal.

Even if you live in a state where love letters are legal, you might want to think twice before writing one. My wife and I recently bought a home, and like many people in this market, we found ourselves in a multiple-offer situation. One of the other buyers wrote a love letter, but our offer was the best, so the seller went with us. The other buyer felt like they had been discriminated against, and they filed a lawsuit under the Fair Housing Act. If you want to avoid headaches like this, I recommend not writing love letters and not accepting them either.

There are other ways to make your offer stand out in a multiple-offer situation, and I’ll talk about them in future videos. In the meantime, please call or email me with any questions; I’d be happy to help!

If you have any questions about today’s video, or if you’re considering a change in your career to another firm or team that specializes in luxury real estate, please call or email me. Don’t forget to jump on our “Luxury Fridays” on YouTube each Friday. Check it out by going to www.JoinLuxeGroup.com and clicking on the “Luxury Friday’s On YouTube” button.

Michael LaFido
Founder & CEO | Luxury Listing Specialist Designation (LUXE)
Michael@MarketingLuxuryGroup.com
LuxurySpecialistGear.com

Opportunities That Come After Landing a Trophy Listing with Craig Sachse

Thu, 10 Feb 2022 01:00:00 -0600

I'm sure you can imagine a luxury listing that sells is a huge magnet to attract new clients.

But did you know that when marketing a luxury listing - even if it doesn't sell - you will still attract opportunities from that trophy listing?

Yes, it happens, and it's happening in "non-luxury markets". Craig Sachse is a living testimony.

Craig had a $5m plus listing that closed in October 2021. Since then, things have changed for him. More opportunities are knocking at his door!

Before getting into real estate, Craig worked in an architectural firm specializing in luxury homes. Looking back, he's proud of how far he's come.

In this episode, Craig will take us through his real estate journey, how he managed to close his trophy listing, his marketing technique, and his plans for the future.

Listen and learn.

Connect with Craig Sachse:

Website: craigsachse.com

Email: CraigASachse@gmail.com

“A sign in the yard is better than a sign in the car.” -Michael LaFido

Three Things You'll Learn:

Just do it:
When you're ready to do something, but people keep discouraging you and telling you otherwise. Don’t listen to them. Just do it and prove them wrong.
Communication is vital:
In any relationship, communication is the lifeline. It's what keeps the relationship going.
Marketing a property that has been listed for a long time with no success:
If you want to list a property that's been on the market for a long time - you have to look for a way to entice people to it. Consider its unique points and without a doubt, it will find a buyer.

Guest Bio:

Craig Sachse spent nearly eighteen years in architectural practice before going into real estate. He has built a substantial network of media contacts over his career and has leveraged those connections to feature his listings in The New York Times, The Wall Street Journal, DuPont Registry of Fine Homes, Mansion Global, The Philadelphia Inquirer, Lehigh Valley Style, and The Morning Call.

How to Write Your Remarks

Thu, 03 Feb 2022 01:00:00 -0600

Recently, I received a question from an aspiring agent about the remarks section. As agents, our specialty is people, not writing. However, you still need to know what to say, so today I want to talk to you about the remarks section.

Personally, I look to Tony Robbins, who said, “Success leaves clues.” In other words, take a look at what someone successful is doing and tweak it to make it your own. You don’t want to reinvent the wheel; just look at similar properties and take notes on what makes their section work.

You can copy and paste the remarks to a separate document as a reference, but it’s important not to copy someone else’s work word for word. Take a note of their style, then fill in the blanks with the unique features of your home. Remember that you aren’t only selling the property; you’re selling the lifestyle the house represents.

Don’t spend all your energy on the remarks. If your photos aren’t good, no one will read them. However, if everything else is great, the remarks could be the last push an analytical buyer needs to get in contact with you.
Remember: mold, tweak, and modify; don’t copy.

If you have any questions about today’s podcast, or if you’re considering a change in your career to another firm or team that specializes in luxury real estate, please call or email me.

Don’t forget to jump on our “Luxury Fridays” on YouTube each Friday. Check it out by going to www.JoinLuxeGroup.com and clicking on the “Luxury Friday’s On YouTube” button.

Michael LaFido
Founder & CEO | Luxury Listing Specialist Designation (LUXE)
Michael@MarketingLuxuryGroup.com
(888) 930-8510

Mastering Emotional Intelligence with Marques Ogden

Thu, 27 Jan 2022 01:00:00 -0600

Did you know that emotional intelligence is considered one of the most valuable skills for real estate agents? In this episode, I have the opportunity of hosting Marques Ogden. We will be having a deep conversation on emotional intelligence and why we need to master it.

Marques is a former NFL offensive lineman and built a solid career with the Jacksonville Jaguars, the Baltimore Ravens, the Buffalo Bills, and the Tennessee Titans. After six years, he hung up the helmet and padding and became a successful entrepreneur. He's also a keynote speaker, executive coach, and best-selling author.

Marques believes emotional intelligence is about understanding the power of your emotions and the emotions of others. Emotional intelligence is also about the importance of creating rapport before proceeding to business.

As real estate agents, we need to be emotionally intelligent to succeed in this field. Our customers need to feel empathy from us and know that we're not just in it for the profit. We have their best interests at heart.

Would you like to up your emotional intelligence skill? Listen to this episode.

“Every business relationship starts with a casual conversation.”- Marques Ogden

Three Things You’ll Learn

Nobody cares how much you know, until they know how much you care:
When dealing with clients, they need to feel just how much you care for them.
Meet them where they are:
This is essential in helping clients set attainable goals. You can help a client set a plan that will not stress them out in the end.
Many business connections start from casual conversations:
Try to start with a casual conversation to create rapport before talking business as you meet clients. Small talk might appear inconsequential, but it's vital in the real estate industry.

Guest Bio:
Marques Ogden was in the NFL from 2003 to 2007 as an offensive lineman for the Titans, Bills, Ravens and Jaguars. He's currently a keynote speaker, business coach, and corporate consultant.

Connect with Marques:

Facebook: https://www.facebook.com/MarquesOgdenSpeaker/

Instagram: https://www.instagram.com/marquesogden/

Twitter: https://twitter.com/Marques_Ogden

Grab his Book: https://www.amazon.com/Success-Cycle-Achieving-Goals-Business/dp/1642931748

How to Use Appraisal Contingencies

Thu, 20 Jan 2022 01:00:00 -0600

If you’re working in an appreciating market like our current one, you’ve probably run into issues involving an appraisal gap. How do you handle this issue so that your clients can continue with their transactions? Let’s talk about it:

Let’s take a look at an example. Suppose you and a client look at a home listed at $2 million, but it only appraises for $1.8 million. One way you can handle this is by adding a contingency to the contract where you offer to make up the difference in cash up to a certain amount. So your client can say they’ll pay an appraisal gap in cash up to $200,000 if the property appraises low.

“The key is to bring the topic up early in a transaction so that there are no surprises.”

You can also create an appraisal contingency the other way. So if this $2 million property appraised higher than its list price, you’ll agree to buy it up to a certain amount. Either of these options is a way you can differentiate yourself from the pack.

If you have a conversation about the appraisal gap, you can protect your seller or buyer. The key is to bring the topic up early in a transaction so that there are no surprises. You may want to roleplay this conversation to help you nail down this technique.

If you have any questions about today’s podcast, or if you’re considering a career in luxury real estate, please call or email me. I am always available.

Let's connect:
Michael LaFido Marketing Luxury Group I Luxury Listing Specialist (888) 930-8510 | michael@marketingluxurygroup.com MarketingLuxuryGroup.com LuxuryListingSpecialist.com LuxuryListingPodcast.com

Double Your Average Sales Price and Quadruple Your Sales Volume with Jake Crawford

Thu, 13 Jan 2022 01:00:00 -0600

Would you like to double your average sales price in 2022 and quadruple your sales volume versus your best year ever? If so, this episode is for you. Jake Crawford will be joining me on the show to share his real estate journey.

Jake is a Realtor with extensive market knowledge and unmatched devotion to clients. With over $100 million in sales, he continuously ranks in the country's top 5% of producing real estate agents. He works tirelessly on behalf of his clients and always offers candid advice.

He believes that to serve a client best, you need to step into their shoes to understand their needs. Also, he believes in creating relationships with his clients away from work.

In this episode, Jake will share his real estate journey, how we met, and how he got into the luxury market. Are you ready to learn? Listen in to this episode.

Connect with Jake Crawford:

Website: https://www.topcomphomes.com/

Cellphone: 480-766-2973

"Why wait years to get good at something if you can go do it right away? That's why I invested in your luxury coaching" -Jake Crawford

Three Things You'll Learn:

Be coachable:
Having a coachable spirit helps you learn from experienced people in your area of interest. Also, it helps you avoid mistakes that others have made.
Have empathy:
Always put yourself in your client's shoes to help you to understand their needs and how best you can offer them an excellent service.
Don’t delay:
If you want to become great at anything, do it right away. Don't wait for years to start doing it. You might regret not doing it sooner.

Guest Bio:
Jake Crawford has been in real estate since 2013 in Scottsdale, Arizona. He's got $100 million in sales, and he continuously ranks in the Top 1% of producing real estate agents in the country.

What Will 2022’s Market Look Like?

Thu, 06 Jan 2022 01:00:00 -0600

What are experts saying about 2022? 2021 was an amazing year, so will things continue to be hot next year?

Before we get started, I want to mention something that will definitely change in 2022: the return of live events! I plan on hosting more of these throughout 2022, including one in Colorado in January. If you want more information, please visit www.luxurydesignation.com.

As for 2022’s market, most experts agree that things will continue to be hot; however, it may cool down from 2021’s rapid pace. There’s one big reason why this is the case: inflation.

Tons of money was pumped into the economy during the peak of the pandemic, and this has caused inflation to increase. I had people tell me their turkey cost twice as much this Thanksgiving! Everything seems to be getting more expensive, and interest rates may rise as a result. Rates will likely still be low, but not as low as we’ve seen recently.

So will 2022 be a bad year for real estate? No; in fact, it will be one of the best years ever. Just don’t expect the crazy market we saw in 2021.

If you have any questions about today’s topic, please call me at 888-930-8510 or email me at Michael@MarketingLuxuryGroup.com. I look forward to hearing from you!

Conquering the International Market with Peter Kempf

Thu, 30 Dec 2021 01:00:00 -0600

Do you have an interest in the international market, but you have no idea how to spread your wings? This episode is for you! My guest and I will be talking about conquering the international market.

Today, I have Peter Kempf joining me on the show. He’s noted by Who’s Who in Luxury Real Estate, and he’s been directly involved with the sale and marketing of million-dollar-plus properties in thirty-one states, and twenty-two countries in his career.

Having been the Director of International Real Estate for Christie’s, Vice President, and Midwest Regional Manager for Sotheby’s International Realty, Mr. Kempf is considered one of the leading authorities in international real estate. He’s a frequent guest speaker at global real estate conferences.

Listen and learn.

Connect with Peter Kempf:

LinkedIn: https://www.linkedin.com/company/peter-kempf-international-re/

Website: http://kempfintl.com/

“When you want to grow your presence internationally, and you want to get in front of both more buyers and agents internationally, you need to put yourself out there in various ways.” – Michael LaFido

Things You’ll Learn from This Episode

Building a relationship with brokers in other countries:
It would help if you introduce yourself to brokers you are eyeing. You can have listings online and in print. Also, go to conferences these people are present, build up your network, get involved in social media, and become friends with brokers in other countries.
Use Social Media:
Social media offers an excellent platform to market yourself to your target audience and connect with them.
Co-marketing and co-listing a property outside the US:
In whatever country you want to expand to, find licensed agents for that market and reach out to them.

Guest Bio:
Peter Kempf has unmatched experience and expertise in the luxury segment of the luxury Private Residence Club (PRC) industry worldwide. Having served as Vice President and Midwest Regional Director for Sotheby's International Real Estate, Director of International Real Estate for Christie's Great Estates, and CEO-Europe for DCP International, Peter is one of the most experienced individuals in the luxury international real estate market.

List Now or Wait Until Spring?

Thu, 23 Dec 2021 01:00:00 -0600

Now that we’re approaching the end of 2021, some of your clients might be pondering the question of when to list their home for sale, during the winter which is typically the slower season, or wait until the spring. Maybe their home is on the market for sale currently, so do they keep it on the market for sale now or take it off the market and relist their home for sale in the spring? I’m offering my thoughts today to help you resolve that question with them.

One philosophy I subscribe to is that “you can’t sell a home if buyers don’t know it’s on the market for sale”. In today’s economy, people are buying and selling homes during the traditionally slower months to buy and sell a home. My recommendation to agents and sellers today is you should put a home on the market for sale in December, January, or February as opposed to waiting until May or June. If your client’s home is already on the market, I’d advise them to keep the home on the market. As Wayne Gretzky once said, “You miss 100% of the shots you don’t take.” You also miss 100% of the interested buyers who are looking right now to buy a home if you wait until April, May, or June to list the house for sale.

There are some great resources out there to help homes shine during this time of year. My good friends at boxbrownie.com can do some great things to help enhance the home’s photos during the winter when the exterior might not photograph as well. When selling during the slower time, you might have fewer showings in these “off-season” months, but the quality of showings will be better.

If you have any questions for me about helping your sellers, best luxury marketing practices, or anything else related to real estate, don’t hesitate to reach out via phone or email. In the meantime, don’t forget to check out our upcoming live events and join our weekly “Luxury Friday's” free training. I look forward to hearing from you.

*We just launched a new weekly series titled “Luxury Friday’s”. Check it out by going to www.JoinLuxeGroup.com and clicking on the “Luxury Friday’s” button.

Michael LaFido
Founder & CEO | Luxury Listing Specialist Designation (LUXE)
Michael@MarketingLuxuryGroup.com
LuxurySpecialistGear.com

Cracking the Luxury Property Market Niche with Alex Lange

Thu, 16 Dec 2021 01:00:00 -0600

The luxury property market is quickly gaining popularity, and more people in real estate are shifting their focus to this niche. Today, school's in session with Alex Lange, teaching us how to crack the luxury market.

Alex is the CEO of Forbes Global Properties. At his core, he is a technologist and has firsthand learnings from three exits, four acquisitions, and countless integrations and international expansions.

He helps people identify and then maximize hidden opportunities, untapped assets, overlooked possibilities, product velocity, and under-performing activities to outperform their competitors.

So, if you are looking to venture into the luxury market, it would be best to listen to this episode.

Connect with Alex Lange:

Email: alexlange@forbesglobalproperties.com

Website: forbesglobalproperties.com

"People want authenticity. They don't want fake. They want you, and if they don't want you, that's okay. Be yourself such that you can look yourself in the mirror and know that you gave it your best shot. " -Michael LaFido

Three Things You'll Learn from this Episode:

The rise of the luxury property market:
Due to the pandemic, the luxury market increased since people wanted to live in homes with a designated office space. People want to live in places where they can comfortably hold their online meetings and still call it home.
Dealing with a discreet property:
When dealing with a discreet property, there are creative things that you can do to protect the owner.
Attracting more opportunities:
We are living in an era where things are visual. You need to make sure your content is visible. It will make it easier for people to like you and trust you, resulting in more opportunities.

Guest Bio:

Alex Lange has over two decades of experience in real estate and technology. Before Forbes Global Properties, he was the CEO of UpstreamRE, a national real estate data platform, which grew to include more than 250 brokerage firms. He was instrumental in deploying Market Leader’s enterprise model, leading to its acquisition by Trulia, and led Roost.com from inception to public launch in six months, where he won the coveted Inman Most Innovative New Technology award was later acquired by Vertical Response.

A former 82nd Airborne paratrooper, Eagle Scout, and Harvard Business School alumnus, Mr. Lange is an accomplished author, speaker, and sought-after thought leader.

Differences Between Marketing Agents & Listing Agents

Thu, 09 Dec 2021 01:00:00 -0600

When agents are talking to their potential seller clients, they say things like, “When we list your house,” or “I’m going to list your house.” However, I want you to think completely differently, including your language.

Don’t think like a real estate agent - think like a marketer. So replace “list” and “listing” with “market” and “marketing” You are no longer listing homes, you market them There is a calculated difference.

See, listing agents often throw homes on the MLS and wait for them to sell via another agent. They’re not proactive; they’re reactive. A marketing agent is proactive and thinks outside the box. When a listing isn’t selling, they’ll do whatever they can to figure out why and remedy the situation, whether that’s reaching out to other colleagues or trying to get feedback.

A SWOT analysis (strength, weakness, opportunity, threats) from an experienced and successful marketing agent, can help you discern what is and isn’t working about your approach.

If you have any questions about how to be more proactive as a real estate professional, don’t hesitate to reach out to me. I’d love to help you continue to raise the bar in real estate.

We just launched a new weekly series titled “Luxury Friday’s” on Clubhouse. Check it out by going to www.JoinLuxeGroup.com and clicking on the “Luxury Friday’s On Clubhouse” button.

Michael LaFido
Founder & CEO | Luxury Listing Specialist Designation (LUXE)
Michael@MarketingLuxuryGroup.com
LuxurySpecialistGear.com

How Jennifer Landed a $5m Listing with ZERO Luxury Sales in Her Career w/Jennifer Williams

Thu, 02 Dec 2021 01:00:00 -0600

Did you know that you can take your business from where you are today to attracting multi-million listings - even if you never sold a million-dollar listing?

It is possible.

Our guest today, Jennifer Williams of Coldwell Banker, tells us how she has grown her business to attract a 5 million listing.

I met Jennifer in December of 2019. Jennifer and I were at the same brokerage here in the Chicagoland area at the time. We still collaborate often even though we are at different brokerages now....we don’t have a scarcity mindset. I consider her not only a former LUXE Designation graduate, but a friend as well. She is one of my best students and an implementer. When she took my course, Jennifer had $50 in her pocket. Today, her business has grown 4x and continues to flourish.

In this episode, Jennifer will share her journey to becoming a successful entrepreneur.

Listen to this episode and learn.

Connect with Jennifer:

Instagram: https://www.instagram.com/jenniferwilliamsbroker/

Phone number: 708-710-9266

LinkedIn: https://www.linkedin.com/in/jenniferwilliamsbroker/

“Your biggest competition is yourself.” -Jennifer Williams

Three Things You’ll Learn From This Episode:

Confidence leads to success:

If you want to succeed in business, you need to be confident. Have the confidence that your business will grow and do everything in your power to increase the confidence.

Garbage in, garbage___?:

It would be best if you were extremely careful with the information you are consuming because unfortunately, garbage in, garbage stays.

Nevermind the naysayers:

The world is filled with naysayers. So, it will help if you surround yourself with supportive people. If you hang out with 9 top producers, you are bound to be the 10th!

Guest Bio:
Jennifer Williams Broker is an award-winning agent with Coldwell Banker Gold Coast. She is a proud member of the National Association of Realtors, The Chicago Association of Realtors, Mainstreet Association of Realtors, RPAC, Coldwell Banker Global Luxury, The Institute for Luxury Home Marketing, and Certified LUXE Luxury Listing Specialist (LUXE).

The Power of Charisma

Thu, 25 Nov 2021 01:00:00 -0600

Nobel Peace Prize winner Daniel Kahneman once said, “People would rather do business with someone they like and trust rather than someone they don’t, even if the likable person is offering a lower-quality product at a higher price.”

This is true of a lot of different areas, and real estate is no exception. That’s why agents need to go out of their way to make themselves likable - being likable is just as, if not more, important than having a top-quality product to offer.

To come off as likable to your clients, do your research before your meeting and always think about what you’re going to say next. Be approachable and authentic; people can spot fakers from a mile away, and it can be off-putting. The goal isn’t to be a perfect agent - no one is - so admit when you’re wrong, and always strive to do better.

How to Use YouTube for Lead Generation with Karin Carr

Thu, 18 Nov 2021 01:00:00 -0600

If you ask a typical real estate agent what their go-to social media channel for lead generation is, they’ll probably tell you Facebook, LinkedIn, and Instagram. YouTube doesn’t even make the list.

Did you know that YouTube can generate hundreds of new leads for your business?

We'll be talking about everything YouTube, from creating a YouTube channel to optimizing the videos. Joining me on the show today is Karin Carr. She is a real estate agent, coach, and YouTube guru.

Her real estate journey began when they moved from Atlanta to Savannah, GA. Today, Karin uses YouTube for close to 100% of her leads. She will share how she uses her channel and some tips that we all can borrow.

Listen to this episode and learn.

Connect with Karin Carr:

YouTube: https://www.youtube.com/channel/UC91OljSfJf5lumYpKezR9-A

Website: https://karincarr.com/

YouTube for Agents Course: https://www.youtubeforagentscourse.com/

“The power of video is that it builds trust... your conversion will skyrocket when people trust you.” -Michael LaFido

Three Things You’ll Learn From This Episode:-

- The importance of doing videos:
Videos are essential tools when it comes to building trust. Through videos, people feel like they know you even when they have never met you and want to do business with you.

- Figuring out topics:
If you have a YouTube channel and have no idea what videos to make, all you need to do is look at your target audience to see what they need. Google is an excellent place to find ideas. Just type in the keywords, and it will populate the rest.

- Increasing your views:
YouTube is huge on SEO. To boost your views, make sure you have great titles, keywords in place, and videos above minutes long.

Guest Bio:

Karin Carr is a Realtor® with Real Broker LLC and the owner of the Georgia Coast Homes team. She is a Certified Military Residential Specialist, 2011 President of the Women’s Council of Realtors for her local chapter, and has been featured on Time.com and Fox News.

Karin started her YouTube channel in 2014 but didn't really take it seriously until 2017. It soon took off and she found her groove helping people relocate to Savannah. She began expanding her team and now has agents ready to assist you throughout GA and now in SC as well! Karin spends most of her time these days teaching agents around the world to use video to assist buyers and sellers who are looking for help.

How Videos Net You More Business

Thu, 11 Nov 2021 01:00:00 -0600

Today I want to discuss a topic that you should all be familiar with: making videos! Video will get you a better ROI² than other investments. When I say better ROI² I am specifically talking about both return on investment (which is what most people think of when they hear ROI), but also a better return on impression.

I’ve seen a lot of personal success from my videos and from the videos my coaching clients have made, so I want to share some tips with you today on how to grow your brand with them.

One of the key elements of creating videos is not to give up and be consistently creating and posting videos to both social media platforms (Facebook, YouTube, etc) and your website. Creating a strong video presence takes time, but it is well worth it. If you want to hear more tips, listen to the podcast.

No Inventory, No Problem. How To Attract Off Market Sellers & Get Your Offer Chosen w/Regan Maki

Thu, 04 Nov 2021 01:00:00 -0600

Have you had a buyer client recently lose out in a multiple offer situation? Is inventory still low? Are you familiar with the term appraisal gap? Do you have an idea what it is or how to apply it? This episode is for you if you want to learn more about finding potential sellers in a low inventory market & the appraisal gap. My guest, Regan Maki, and I will be digging deep into these topics.

Regan is a coaching client of mine, a top agent, and team leader of a $95m+ team in Atlanta, Georgia with Compass. Regan's been in real estate for 21 years now. Over the years, her knowledge and wisdom have expanded, and she has loads of information to share with us.

When the Covid pandemic started, Regan thought that business would come to a halt. Little did she know that things were about to get better. Regan confesses that 2020 ended up being one of their best years in business.

In this episode, we’ll talk about how Regan and her team managed it through the pandemic, how she is diversifying into luxury homes, and how to handle finding off-market sellers as well as appraisal gaps.

Listen and learn.

Connect with Regan Maki:

Cellphone: 404-304-6452

Website: https://reganmaki.com/

Email: reganmaki@gmail.com

“As a buyer, in today’s market, you are having to get so creative, and tight on all the contingencies that you’re putting in an offer.” -Regan Maki

Three Things You’ll Learn from this Episode

- There is always room for learning:
Despite being in the industry for 21 years, Regan believes that you can never have too many tools in your toolbox. She has enrolled in my coaching program, which will help her get even better at selling luxury homes.

- The Appraisal Gap:
When there is a listed property with multiple offers, you can apply an appraisal gap to get the property. An appraisal gap is a difference between the fair market value determined by the appraiser and the amount you agreed to pay for the home.

- Dealing with low inventory:
When dealing with a low inventory period, you can always ask a buyer how much they are willing to spend on a property. Then reach out to people in the area with the offer to see who is ready to sell.

Guest Bio:

Regan has been a licensed Realtor in Georgia for over 20 years. She has also played a role on the Zillow Agent Advisory Board since 2017. The Regan Maki Team has been listed in the Wall Street Journal RealTrends as the #6 Team in Georgia, #1 Zillow recommended Realtor in North Atlanta, and RealTrends top 500 teams Nationwide.

Videos Net You More Business: Here’s How

Thu, 28 Oct 2021 01:00:00 -0600

Today I want to discuss a topic that you should all be familiar with: making videos! I’ve seen a lot of personal success from my videos, so I want to share some tips with you today on how to grow your brand with them. One of the key elements of creating videos is not to give up. Creating a strong video presence takes time, but it is well worth it. If you want to hear more tips, listen to this.

How to Better Your Social Media Game w/Tessabella Jelten

Thu, 21 Oct 2021 04:40:18 -0600

Are you active on social media? What are your top three social media channels?

We are living in an era where social media is no longer optional, but mandatory. As a business, if you are not on social media, you could be missing some opportunities. Today, we’ll be talking about everything social media.

I have the privilege of hosting the amazing Tessabella Jelten. She is a social media expert, and she will give nuggets of wisdom that we can all apply to bring our A-game to our social platforms. Tessabella is the brain behind Lead Flow Agent. Her business provides real estate marketing solutions.

Connect with Tessa Bella:

Instagram: https://www.instagram.com/tessaabellaa/

Website: https://leadflowagent.com/home/

“Lead with a giving hand, be a giver. Be aware there are going to be takers in this

world. There will be people that never reciprocate.”- Michael LaFido

Three Things You’ll Learn From This Episode

Have a content plan:
A content plan comes in handy in ensuring you have great content going up on your social media pages all the time.
Your content needs to be engaging:
We know content is king, and engagement is the queen. Without engagement, the content is nothing.
The people you surround yourself with make a world of difference:
Iron sharpens iron. If you surround yourself with people who are excelling, you too will excel.

Guest Bio:
Tessabella Jelten is the founder of Lead Flow Agent, a done-for-you social media management platform and agency. Her company has worked with some of the largest and most well-known real estate firms in the world. She is dominating the marketing world and leading agents to exponential growth.

Get an Analysis by Fresh Eyes

Thu, 07 Oct 2021 01:00:00 -0600

Typos and grammatical errors look unprofessional. I always get an analysis on my listings by fresh eyes. Your second sight should be someone you trust. There’s no shame in having someone else double-check your listing before it goes live, especially if they make it better. Making those small changes to a listing can differentiate it from the competition and help it “stand out.” Listen to learn more about double-checking your listings.

Recruiting and Retaining Top Producers w/Judy LaDeur

Thu, 30 Sep 2021 01:00:00 -0600

Do you recruit top performers? If one common thread binds real estate industry executives together, it’s all about attracting and retaining quality sales employees - which is crucial for continuing growth and success.

On today’s show, our guest is Judy LaDeur, a real estate recruiting coach. Judy and her organization are dedicated to training the best brokers, managers, recruiters, agents, and team leaders. For more than 30 years, Judy’s teaching and coaching to many clients led to positive outcomes that further distinguished her from the rest. She is dedicated to your success and will work tirelessly to assist you in establishing, accomplishing, and exceeding your objectives.

Learn more about Judy at: https://judyladeur.com/

“There is a lot of churn in this business. Due diligence is the best anecdote for ‘Shiny Object Syndrome’. ” -Michael LaFido

Three Things You’ll Learn In This Episode

- Asking the right questions:
Whether you’re an agent, team leader, or broker, it is wise to invest heavily in developing your capability in asking the “right” questions. It will serve as a foundation and tool to everything that points to what you need to achieve your endeavors.

- The best tip for retaining the right talent:
When your agent’s success is tied to your tools, products, and services, you are less likely to lose them.

- Building strong relationships:
The stronger your relationship with an agent or seller before meeting with them, the better. Better because they trusted you or through educating them, you are already halfway to success when you walk through the door. And if they believe you can do the job, it’s just a matter of meeting whatever their needs are.

Guest Bio:
Judy LaDeur has been a successful Real Estate Agent, coach, business owner, and entrepreneur. She's worked with thousands of brokers and recruiters throughout the world, helping them dramatically increase their market position, as well as their team of agents.

She has also been a keynote speaker at many state and national conferences. Judy has often appeared on TV, radio, and in various publications as an expert in recruiting real estate agents.

The 3 P‘s of Selling Real Estate

Thu, 23 Sep 2021 01:00:00 -0600

As a luxury specialist, I’ve learned a lot about what it takes to successfully sell a difficult or unique property for top dollar in the shortest amount of time. To achieve that for your clients, it's been my experience that you need to adhere to the three p’s: positioning, process, and price. Today I’ll talk about how each of these is critical to successfully selling these types of homes.

The Journey: How I Attracted a $12.9 Million Listing and How I Put It Under Contract After 6 Years

Thu, 16 Sep 2021 01:00:00 -0600

On today’s show, I’m going to talk about the journey of a recent significant $7,500,000 home that I put under contract. This home was famous for being the backdrop for FOX's hit series "Empire" for 6 seasons, it was Lucious Lyon’s home (aka The Lyon’s Den) on the tv show.

This journey started in 2013 when the home first went on the market for just under 16 million. After 8 years on the market - 6 with me - it came under contact within a few weeks of me producing this recording.

There's an old adage in real estate: You want to be the firstborn, the second wife, and the third listing agent.” Any truth? Well, in this case, I was the third agent for this amazing home.

I want to share with you how I landed the listing, and how I was able to retain this listing and client for 6 years, to how we put it under contract. I also have some great, behind-the-scenes stories from when the house was on the market that you’ll get a kick out of.

Make sure you check out the "Lifestyle" video I created for this home HERE
“When it comes to social media, you never know when somebody knows somebody. Just because they’re not liking or commenting on your post doesn’t mean they’re not paying attention.” - Michael LaFido

Three Things You’ll Learn in This Episode

- Grow and stay engaged in your social media network:
Why would you want to enlarge your Facebook/LinkedIn/Instagram social circle? You just don't know where your client or prospect might come from. It might be a friend of a friend that you went to high school with or someone you sat next to at a seminar a year ago.

- Communication is the path to retention:
Honest, open, ongoing communication is key to getting and retaining a client. You’re always putting their best interest first and understanding their personality.

- Be consistent with selling:
A home will get sold if you’re consistent. When marketing, leave no stone unturned. Do a little bit of everything, but be systematized in the way you do it. None of it will work all the time, but all of it works the majority of the time.

How to Use Other People's Properties to Expand Your Luxury Business

Thu, 02 Sep 2021 01:00:00 -0600

It can be hard to break into the luxury market if you don’t know what you’re doing. Fortunately, today I’ll be talking about one of the easiest ways that agents can start positioning themselves as go-to luxury experts. The idea is to use other people’s properties to build your business. You’re essentially helping other agents with things like open houses and online marketing, which helps your business gain recognition and grow. Listen to learn more.

Learn More: https://www.luxurylistingspecialist.com/

Event-Based Marketing At Your Luxury Listing

Thu, 26 Aug 2021 01:00:00 -0600

When selling luxury real estate, the biggest challenge is that luxury home buyers rarely have a sense of urgency. Even if they feel the need to upgrade to something bigger or better, they’re often too busy to actively pursue buying a new home. Because of this, it can be challenging to get their attention and even more challenging to get them to come see what you’re selling.

It’s a given that when you’re selling a high-end or unique property, you want to get high-quality traffic. So you need to ask yourself, “What can you do that's different from the competition?”

One effective way to market a home is through event-based marketing. And I’m not talking about having an open house where you having appetizers and giving away prizes.

The overall idea of event-based marketing is that the event is both something with true value - independent of the house or agent... and that it’s fun. In markets where getting rival brokers in to preview a luxury home for their clients is key, these events can provide a true enticement.

That’s why I’m so stoked to have Ali Wise as my guest. She recently had one of these unique high-end events at a property she's marketing for just under 14 million dollars. Tune in to hear what positioned Ali for this exclusive opportunity.

Here’s a link to the property. It’s amazing! https://www.dawsonridgeestate.com/

To get in touch with Ali, go to https://www.wisepropertygroup.com/

"If you can learn one thing that you can implement or articulate differently from your competition, it gives you a leg up when you're on a listing appointment." -Michael LaFido

Three Things You’ll Learn in This Episode

- Fronting Funds to Market A Luxury Home:
When you have a luxury home where you know it will need outside-the-box marketing and a large marketing budget. You can try asking the seller to front you the money to market it with the agreement that you'll deduct the amount invested when the home sells.

- The Power of Personalization:
Personalized video messages are a simple, yet effective way to nurture your leads. It’s a natural human tendency to react and pay more attention when their name is mentioned and personalized videos take advantage of this tendency of consumers. Your conversion rate will skyrocket.

- The Power of Leverage:
When selling a high-end home, be sure to leverage your network. Not just friends and family. For instance, if you have an attorney that you do all your closings with or if you have a lender that you partner with, let them know about your listing. You’ll be surprised at how many of them will pass the word on. You never know what’s going to go viral.

Guest Bio:
With 15+ years of Global Corporate, Commercial, and Residential Real Estate execution, Ali is a highly motivated and results-oriented business professional in the real estate industry. Her career highlights expertise in the life cycle of residential real estate, Global CRE, portfolio strategy, planning and management, site selection and transaction management, project and construction management, financial and scenario analysis as well as complex lease administration.

Ali personally invests in influencing and developing people, both buyers, and sellers, as well as industry partners such as title and escrow partners, mortgage lenders, appraisers, home inspectors, and contractors.

Specialties: First-time Home Buyers, HOWNW Certified Specialist, AWREP Certified Specialist, Listing Agent, Buyer's Agent, Relocation Specialist, prompt and courteous communication and always keeping the interest of her clients at the top. Confidentiality & Loyalty are of the utmost importance to Ali in assisting her clients through every transaction.

We’re Doing Live Events Once Again!

Thu, 12 Aug 2021 01:00:00 -0600

We’ve finally had the opportunity to host live events once again, and our most recent gatherings have been absolutely fantastic! We flew in 70 top-producing agents from throughout the country to AXR Winery at Napa, where we conducted a training seminar and viewed some multi-million dollar properties. We received some excellent feedback from those who attended, and we’re excited to do more throughout 2021 and beyond. To learn more about our recent events and how attending one can benefit your business, listen to this podcast. Learn More: https://www.luxurylistingspecialist.c...

What You Need to Know About the Divorce Niche in Real Estate w/Laurel Starks

Thu, 05 Aug 2021 01:00:00 -0600

Divorce is an incredibly emotional experience, but the reality of our society is that it exists. In most cases, the house is often the largest asset and will end up being sold.

As real estate professionals, we can be on hand to help, but we have to approach it the right way. Divorce sales come with a ton of nuances, and as agents, we need to be aware of them before diving in.

So what’s the best way to handle real estate during a divorce?

In this episode, I interview Laurel Starks, real estate agent and family law expert who is the founder of The Ilumni Institute. Her company trains real estate agents on how to work with divorce attorneys and how to build a divorce real estate business.

Laurel discusses her work as a court-appointed real estate expert and shares several helpful tips for divorce case listings.

Resources:

To reach Laurel, you may email her at Laurel@ilumniinstitute.com

Website: ilumniinstitute.com/
https://www.getdivorcecertified.com/

Facebook: www.facebook.com/TheIlumniInstitute/

“Divorce is an atom bomb on a financial situation...even in high-end luxury.

They get a divorce and it can sink their finances quickly.” -Laurel Starks

Three Things You’ll Learn in This Episode

Stay neutral:
It’s okay to be empathetic towards divorcing clients, but NEVER take sides. Neutrality is the key to a smooth transaction. By having a sense of detachment, you can build trust with both parties and make the experience easier for everyone involved.
Do your research:
As soon as you’re done with the initial conversation that the client’s getting a divorce, you need to do your research and background. For example, If there’s a court order, be sure to get a copy of it. Check the title. The time to find out about an IRS lien is not in escrow, it’s from day one.
Why training is vital:
Family law is filled with experts, from attorneys to psychologists, and it should extend to real estate professionals. Take the time to get educated, and join training programs like The Ilumni Institute.

Guest Bio:
Laurel Starks is a recognized court-appointed expert and trained neutral party in family law cases involving real estate matters. Her focus on divorce-related real estate has led to over $200 million in sales volume throughout Southern California and she is often regarded by her peers as the pioneer of the divorce real estate niche.

She is a national speaker on topics on real estate in family law. Attorneys, judges, and other legal professionals have come to rely on Laurel’s knowledge, judgment, integrity, as well as her ability to explain complex real estate matters to those affected by them. Laurel is the author of The House Matters in Divorce and Divorcing The House, and she has been recognized by Inman News as both an Inman Innovator and an Inman Influencer.

Sell Fast with Event-Based Marketing

Thu, 29 Jul 2021 01:00:00 -0600

When we’re talking about the $1 million and above price point properties in the Chicagoland market, you have to remember that this area is a buyer’s market.

At these high price points, your agent needs to be aggressive and be able to think outside the box. This is where the power of event-based marketing comes into play.

Using event-based marketing can be an amazing way to showcase a property and expose it to even more potential buyers. To hear more about event-based marketing and our recent showcase, listen to our podcast.

150 Episodes Strong: A Look Back At My Favorite Episodes & Takeaways

Thu, 22 Jul 2021 01:00:00 -0600

This week brings a major milestone for the Luxury Listing Specialist - we’ve published 150 episodes. Can you believe it? Thank you, everyone, for tuning in and sharing with your friends!

It was a year ago when we launched our 100th episode. And what a year it’s been. The pandemic brought about many changes in housing and lifestyle needs. The luxury real estate market is still hot. The average home sale price has gone up across the country. Even houses that languished on the market for months are selling.

So to mark the occasion, rather than looking back at all 150 episodes, I’m just going to focus on episodes 101 to 150. My favorite episodes, takeaways, and how-tos the industry experts have offered real estate agents over the past year.

“In this industry, it’s easy to get dragged down...whether it’s from the competition, a difficult client, or just life in general. We need to continue to build each other up and build ourselves up.” -Michael Lafido

Three Things You’ll Learn

- Environment begets mindset:
Environments shape mindsets. The people we interact with - at home, at work, and in other organizations influence mindsets. Approach difficult tasks first... “Eat the frog” - it’s an old military saying that means do the difficult stuff first.

- The importance of getting involved:
If you are not part of any associations, I highly recommend getting involved with one. Not only from a networking standpoint, but also from a referral standpoint.

- The importance of empathy:
Buying or selling a home is stressful. Moving is stressful. Be empathetic to your buyers and sellers. It will make your client’s experience better and will help you earn more referrals.

Are you enjoying the show and getting value from it? If so, please:

Rate/review the show. Please consider rating or leaving a review on whatever service you use to listen to it on (iTunes, Stitcher, etc.). It’s the best way to help others discover the show.

Give feedback. As always, I welcome suggestions for future topics or guests.

Subscribe. By subscribing to this podcast, you’ll automatically receive the latest episodes downloaded to your computer or portable device. Never miss an episode.

Migration Patterns

Thu, 15 Jul 2021 01:00:00 -0600

What do migration patterns have to do with luxury real estate? When you know that a large number of people are moving to a specific city or state from your market, you’re in a much better position to offer value to them by recommending a LUXE agent with a proven track record. Listen to learn more.

Addressing LGBTQ Discrimination in Housing w/Ryan Weyandt

Thu, 08 Jul 2021 01:00:00 -0600

The LGBTQ community has immense buying power in the housing market, and it’s going unused. Why? In short, it’s because of discrimination. Housing discrimination within the LGBTQ community has been and continues to be a serious issue.

On today's episode, Ryan Weyandt, the CEO of the LGBTQ Real Estate Alliance, is my guest. Ryan’s an essential voice in the discussion of fair housing for the LGBTQ community. Listen in to Ryan's insights as he discusses what the future holds for the Alliance.

📢 In September, The Alliance will be hosting an event in Las Vegas - The Premier LGBTQ+ Real Estate & Housing Industry Conference. Details and registration can be found here: https://realestatealliance.org/annual-convention/

Contact Ryan directly at ryan@realestatealliance.org

Other Resources:
To learn more, go to https://realestatealliance.org/education/

Become a member of the Real Estate Alliance at https://realestatealliance.org/

If you decide to become a member, use the promo code luxe21 at checkout to get $50.00 off your membership. 🎁

“Education is important. Many people are unaware of how much purchasing power the LGBTQ community holds.” -Michael LaFido

Three Things You’ll Learn in This Episode

Get involved
Getting involved can benefit you in many ways - from networking to volunteering to joining professional organizations or causes. Regardless of your objective, becoming involved will help you in developing meaningful relationships from which you will learn and grow your business.
Generational wealth & LGBTQ rights
The African-American community was the first minority community to achieve generational wealth. Unfortunately, the LGBTQ community has not been granted the same set of rights that some of the ethnic and national minority communities have. So they’re still fighting just for the right to be able to buy and sell property without discrimination.
Support the Equality Act
The Equality Act has not received a vote in the Senate. A phone call to your senators would make all the difference to get this piece of legislation into law, which would provide equal rights protection to those in the LGBTQ community.

Guest Bio:

Ryan Weyandt has been the CEO of the LGBTQ Real Estate Alliance since September 2020. He has spent the last 10 years in the mortgage industry most recently as a Mortgage Loan Officer at Bank after serving six years at Wells Fargo.

Before his lending career, Ryan has held a variety of senior roles with firms in operations and event management. He has served on the Minnesota Realtors Diversity and Inclusion Committee and previously led the NAGLREP Foundation, along with being a past-President of the organization’s Minneapolis chapter.

The Power of Little Fixes

Thu, 01 Jul 2021 01:00:00 -0600

For this week’s message, I’d like to discuss the power of little fixes, the small things you can do as an agent to make your sellers’ listings stand out.

If you’re going on a listing appointment with a seller and they have some deferred maintenance, you’ll want to roll up your sleeves and tackle some of those issues yourself.

Today I’ll share a few stories of how I’ve done this for my clients, including a small but useful tip about how you can hide imperfections on hardwood floors and wood vanities. To learn more, have a listen.

The Leigh Steinberg Interview - Real Estate and Sports Agents: Two of a Kind

Thu, 24 Jun 2021 01:00:00 -0600

As you know I'm always looking to bring on guests that fill voids, or perhaps on a topic we haven't covered before. And today's guest is no different. I'm very excited to have Leigh Steinberg with us.

Leigh’s a sports super agent who’s represented NFL players, from Troy Aikman to Howie Long, to Patrick Mahomes. He was the real-life inspiration behind the movie, “Jerry Maguire” starring Tom Cruise and Cuba Gooding Jr. (“Show me the money!”)

You may think there are a thousand differences between a sports agent and a real estate agent, but the surprising truth is - they’re not that different at heart. Theoretically, they might require different skill sets, however, if you listen carefully to Leigh’s recommendations, they are the “secrets” to a successful real estate career. Hope you enjoy this one.

You can contact Leigh through his website at steinbergsports.com or if you’re interested in his Sports Business Certificate program (no experience necessary).

“Put the client's best interests before yours. It’s the key to earning referrals.” -Michael LaFido

Three Things You'll Learn In This Episode

Leigh on breaking into working with professional athletes:
Start on the college campuses because you have good connections there. Coaches will sometimes need to move. Second, you can cold call people. People who work in sports love to talk. Third, try going to the franchises themselves, speaking to someone in community relations. Befriend both agents and financial planners because they can also make referrals.
Be a good listener:
Steinberg has found that a good luxury real estate agent is not about having top-notch negotiating skills or persuasion strategies. Athletes (as well as traditional clients) need a Realtor with good listening skills. A Realtor that’s able to prioritize and understand what they truly need. A Realtor that knows how to make it simple for them.
Develop your network and brand:
Make sure that every single person you know is aware that you’re a luxury real estate agent. Get on all the social networks and reach out to as many people as you can. Relationships matter. Demonstrate your expertise. For example, write an article on the problems athletes have given their uncertainty of future in home purchases. Don't fear rejection - you only need one opening.

Guest Bio:
Leigh Steinberg, premier sports agent, entrepreneur, best-selling author, and CEO of Leigh Steinberg Sports and Entertainment Holdings is best known for his work building athletes into stand-alone brands. He is often credited as the real-life inspiration for the Oscar-winning film Jerry Maguire. Leigh has represented many of the most successful athletes and coaches in football, basketball, baseball, hockey, boxing, and golf, including the number one overall pick in the NFL draft for an unprecedented eight times in conjunction with 64 total first-round picks. With an unrivaled history of record-setting contracts, Leigh has secured over $4 billion for his 300+ pro athlete clients and directed more than $800 million to various charities around the world.

Over the course of his career, Leigh has been featured on numerous national television programs, including 60 Minutes, Larry King Live, The Today Show, Lifestyles of the Rich and Famous, and many more. He has been profiled in a host of magazines, including Business Week, Sports Illustrated, ESPN the Magazine, People, Forbes, Playboy, GQ, and FHM. Leigh has been rated the #6 Most Powerful Person in the NFL according to “Football Digest” and the #16 Most Powerful Person in Sports according to “Sporting News.”

3 Things I Wish I'd Known As A New Agent

Thu, 17 Jun 2021 01:00:00 -0600

When I became a licensed real estate agent in the fall of 2000, I wish someone would have shared with me these three words of wisdom. I would say these three are vital to help newer agents differentiate themselves and become consistent top-producing agents. 1. Be likable and be you, 2. Grow your knowledge and your confidence will grow too. 3. Diversify your portfolio of homes you represent.

The Blockbuster vs. Netflix Solution to Capital Gains Tax w/Brett Swarts

Thu, 10 Jun 2021 01:00:00 -0600

Sometimes I'll do some high-level ninja-trick podcasts that dive deep into some really important marketing angles... and capital gains tax is one of those sticking points.

You might be wondering what does a defunct movie rental business and a flouring, $161 million streaming business have to do with capital gains tax, let alone luxury real estate?

It's the analogy, my brilliant guest, Brett Swarts uses to describe the advantage of using a deferred sales trust over a 1031 exchange. He's the CEO of Capital Gains Tax Solutions and an expert in alternative to capital gains tax.

Right now, the luxury market is the hottest it's ever been. However, there are certain properties out there, at certain price points where it's still difficult to sell. It's called a buyer's market.

That's why I have Brett with us today - to talk about a possible solution for your clients. If you're representing a seller this might help to alleviate some potential objections.

As a matter of fact, capital gains tax is one of the top objections.

I want to help you be able to deliver a solution to your clients that's easy to articulate... so that A, you'll win the client over and B, you have this asset that you can sell by providing a different, unique solution.

You can contact Brett on his website at https://capitalgainstaxsolutions.com/ or call him at 916-886-2986.

If you're interested in becoming a deferred sales trust expert or get coaching, you can download his free ebook here: https://www.experttaxsecrets.com/

Brett's YouTube Channel: https://www.youtube.com/channel/UCAykQNmIWZ0KARBeVWcQxUA

Brett's Podcast: https://capitalgainstaxsolutions.com/podcast/

“Life’s too short to feel trapped by capital gains tax.” -Brett Swarts

Three Things You’ll Learn in This Episode

✔️ The 1031 Exchange (the Blockbuster way):

The 1031 exchange, (aka Delaware Statutory Trust) is the antiquated, Blockbuster way.

In broad terms, a 1031 exchange is a swap of one business or investment asset (like for like) for another. Although most swaps are taxable as sales, if you come within 1031, you'll either have no tax or limited tax due at the time of the exchange.

Brett states they are the transactional way of doing things and work fine for most people. However, he advises it does not work for: primary homes, businesses, cryptocurrency, or luxury homes.

✔️ The Deferred Sales Trust (the Netflix way):

This is the transformational, polished Netflix way.

A deferred sales trust is a legal contract between an investor and a third-party trust in which the investor’s real property is sold to the trust in exchange for predetermined future payments, (installments) over an agreed-upon period of time.

It provides an alternative to 1031 exchanges for deferring capital gains taxes.

And it can work on both primary and luxury homes, investment property, businesses, and cryptocurrency.

✔️ Privacy is Luxury:

It’s a legitimate concern with high net worth clients.

The whole process is confidential. The trust is under a made-up name that the client chooses.

The trust itself is a single entity, a business trust that only does business with that particular client. They don't co-mingle with anybody else. Everything has to be signed by them for funds to move or be invested.

Brett’s business will have all of the pieces in place to make you and your client feel comfortable as well as anonymous. There have been some celebrities that have gone through this process.

Guest Bio:

Brett is a Deferred Sales Trust expert, capital gains tax deferral expert, investment real estate expert, multifamily broker, and the founder of Capital Gains Tax Solutions – a company helping individuals to defer capital gains tax on the sale of their highly appreciated assets, eliminate the need for a 1031 exchange and deliver a transformational wealth plan so they can create and preserve more wealth.

The Importance of Empathy

Fri, 04 Jun 2021 01:00:00 -0600

Today’s topic is empathy - or more specifically, having empathy for the stress your buyer and seller clients are going through when trying to sell their home and buy a home.

Make sure that you as an agent are empathetic to your buyers and sellers….it will only make your client's experience better and will help you earn more referrals.

Marketing Tips from La Jolla’s Top Luxury Agent

Wed, 02 Jun 2021 01:00:00 -0600

On today’s podcast, Pete Middleton, one of La Jolla’s top brokers, and I have some great tips for differentiating yourself from the competition.

Pete grew up in a real estate family in Brockton, Massachusetts. He moved to the San Diego/La Jolla area in the early 90’s. Since then, he’s received several awards and recognition for his work in real estate.

We had an informative talk about what to do if you're dealing with a buyer’s agent that’s inexperienced. How do you work with a buyer's agent that's not well-versed in comparables, or maybe the agent or their buyer doesn't see the home's value or agree with your comparables.

A powerful strategy that Pete uses is emphasizing "payment" over asking price.

Before using this strategy, be sure to talk with your lender first so you’re able to break it down and articulate it to the buyer’s agent (and possibly the buyer). Practice the K.I.S.S. “Keep It Simple Stupid” Principle (or, “Keep It Super Simple”, for those of a more delicate disposition).

You can text Pete at 858-922-3377 or email him at pete@peteknowsrealestate.com

“Part of negotiating is making your client feel like they’ve won.”

Michael LaFido

Three Things You’ll Learn in This Episode

Terms vs. Price:

Pete’s properties list the terms, rather than the listing price because terms show people what’s attainable. Just like when you go to lease a car. The salesperson will get you off the price of the car and gets you to focus on the monthly payments.

Know How to Break Down Numbers:

This skill can separate you from a lot of luxury agents if you really know your financing and you really know how to break down numbers. And believe it or not, people love breaking down numbers.

Keep it simple, and visual:

Some clients will need it broken down into simple terms. Having visuals is a great way to do it. So, utilize those bullet points, graphs, and pictures. The vast majority of the population are visual learners.

Guest Bio:

Pete’s been working in real estate since the early 90s. After receiving several awards and recognitions, including being the #1 salesperson when he was at RE/MAX associates, he established his own brokerage, Middleton & Associates.

Middleton & Associates made a name for itself by quickly becoming one of the top five La Jolla brokerages since opening in 2010. In 2013, the brokerage completed 188 transactions totaling over $120 million in sales volume.

In 2014, Coldwell Banker acquired the assets of Middleton & Associates and welcomed Middleton’s agents into their brokerage. The merging of these two brokerages had a significant impact on La Jolla’s elite real estate market.

He now leads the Pete Knows Team, a group of handpicked elite eXp agents, all trained to provide excellent service to their clients. The team specializes in areas such as La Jolla, Pacific Beach, Solana Beach, and Del Mar.

Filling Your Listing Pipeline

Thu, 20 May 2021 01:00:00 -0600

You may be talking with some prospects who are interested in selling this summer or “later in the year”. What can you do right now for those sellers?

I have some advice for any agent looking to start off strong this summer of 2021.

Working with Professional Athletes in Real Estate w/Jordan Stuart

Tue, 18 May 2021 01:00:00 -0600

On this week’s show, I spoke with Jordan Stuart, founder, and CEO of Next Move. He’s a seasoned agent who’s an expert in closing transactions with athletes. He’s recently branched out into helping people in the military find homes across the country.

We talked about various topics from what not to do when working with a professional athlete, getting referrals and testimonials, smart strategies for delivering 5-star service, and the importance of having a clean car.

You can contact Jordan at jordan@makethenextmove.com

"The biggest mistake an agent can make is not listening to their client.” -Jordan Stuart

Three Things You'll Learn

Buyers need a trusted advisor:
When working with an athlete they’re counting on you to be the expert advisor. You need to able to understand and evaluate your client’s wants and needs so you can speak their language and provide them with a logical action plan. Be an active listener. How you communicate with them should not be any different than how you treat your regular clients.
Celebrity endorsements and testimonials:
First, make sure the deal is done, the home has closed. Get them a nice closing gift. Then humbly ask for a testimonial, and respect whatever the answer is.
Focus on what you can do for the client:
Remember, the minute you make a recommendation to a client (whether it’s a home inspector, contractor, etc.), you become responsible for that experience - positive or negative. Focus your job, and everything else will work itself out.

Guest Bio:

As the founder and CEO of Next Move, Jordan Stuart is consistently ranked as one of the top luxury realtors in the Washington D.C.-area.

He’s recognized nationally as an influential real estate advisor to dozens of professional athletes, head and assistant coaches, and professional sports franchise owners.

Jordan is the exclusive real estate consultant to Major League Soccer’s D.C. United to oversee the housing needs of the Club players, personnel, and ownership along with touch-points to each of the other Washington, D.C.-area men’s and women’s pro sports franchises.

Jordan has been featured in Forbes, The Washington Post, Washingtonian, Realtor.com, and The Washington Business Journal.

A New Designation for the Global Real Estate Community

Thu, 06 May 2021 01:00:00 -0600

I'm excited to announce there is a brand new Diversity Designation. I'm proud to say I'm one of the co-founders of this brand-new Diversity Designation called the ‘Certified Diversity Specialist’ (CDS). With the goal of helping agents increase their knowledge, providing the tools and resources to help them work with more buyers and sellers, and helping them differentiate themselves among a diverse population. To learn more about the designation, listen to this podcast.

Learn more: https://diversitydesignation.com/

How Real Estate and Insurance Agents Help New Homeowners w/Jordan Phillips

Thu, 29 Apr 2021 01:00:00 -0600

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🍷 Reserve your spot now at luxurydesignation.com

Usually, I have guests that are top luxury agents or team leaders. However, from time to time, I like to have various service providers that I think you would benefit from hearing from.

Today is one of those podcasts. Today we’re talking about homeowner’s insurance. Sure, it may not be the most exciting topic, but it can add more value to a transaction.

Any type of introduction to a service provider you can offer to a client, it can be as small as a painter, electrician, a moving company, a loan officer, or title company will provide that white-glove experience to your client. You’ll look like a rock star and stand out from the competition.

I’ve got Jordan Phillips with Goosehead Insurance with me today, who happens to be my personal insurance provider. He’s worked with a lot of high-end clients, including many professional athletes. With all homes, you want to make sure it's covered the right way.

To get in touch with Jordan, you can call him at 618-789-6400, or send an email, jordan.phillips@goosehead.com.

"Insurance is one of those things you never know when you’re going to need it.” -Michael LaFido

Three Things You’ll Learn in This Episode

Find out what’s important to your client and assess from there.
A lot of times, your client’s got an insurance policy and has no idea what it entails. You might find that they’re under-insured, or they may have a policy that doesn’t fit their needs.
Don’t be afraid of being pushy.
Many clients don't understand insurance or they don't know what they need, and it can really hurt them in the end. With this in mind, stop worrying about being pushy and focus on the added value you’re bringing to the table.
Does a name brand really matter?

Whether it’s State Farm, Nationwide, AIG, etc… every insurance company will generally have the same base coverage. The big difference is in the price. However, it all comes back to the client and what’s important to them.

Guest Bio:

Jordan Phillips is the owner/CEO of Goosehead Insurance Agency. His brokerage is a 100% lender and referral-focused brokerage that represents 30+ carriers which truly gives our clients something no one else can, choice. With an emphasis on quality, there is no one better when it comes to insurance for home closings. We specialize in getting our client's dream homes insured properly and fairly.

Goosehead is currently disrupting the Insurance Industry with leading technology and a business model that works. Taking the best clients with the top companies in the insurance industry and bringing them together under one roof.

The Power of Second Chances

Thu, 22 Apr 2021 01:00:00 -0600

In this week’s message, I’d like to talk about the power of second chances.

In life, people often make mistakes and don’t get a second chance to correct them. Real estate is no different in this regard. For example, a seller may interview you but then choose to work with someone else.

So how do you stay top of mind with such a client in the event that it doesn’t work out with the other agent they chose? Listen to find out.

Home Warranties Explained w/Harry Keifer

Thu, 15 Apr 2021 06:14:24 -0600

Who would like to join me in Napa to get Certified in Luxury?

Go to www.LuxuryDesignation.com for more details

Home warranties are a valuable investment. Whether you’re representing a buyer or seller, there are several benefits to including a home warranty. They’re a great way to differentiate yourself in a competitive market.

However, not all home warranties are created equal. There are a lot of different home warranty companies out there. So be sure to do your due diligence.

Today, I have the honor of being joined by Harry Keifer with Achosa Home Warranty. I highly recommend Achosa. We discuss what makes Achosa stand out from other home warranty companies, along with some little hidden secrets that consumers should look for when choosing a home warranty company.

To find out more about Achosa, visit their website at www.achosahw.com

“When it comes to home warranty companies, I believe quality, consistency, speed, and safety are what homeowners are looking for.” -Harry Keifer

Three Things You’ll Learn in This Episode

The power to choose:
With Achosa, customers are empowered to choose their own vendor, unlike traditional home warranty companies, which usually have limited pools of vendors in their networks.
Ask for feedback:
Check in with your clients and ask them for feedback on how you’re doing. You need to create that “wow” experience for them to plant those seeds for referrals. So ask, ask, and ask.
Both buyers and sellers benefit:
A home warranty can provide a better and faster sale. If a buyer is on the fence about a home, it can give them a much-needed push by providing extra security and peace of mind. It also protects sellers against repairs and replacements that can hold up the transaction.

Guest Bio:

Harry Keifer is the Co-Founder at Achosa Home Warranty based in St. Louis, Missouri. Previously, Harry was the Head of Sales at Home Warranty of America and also held positions at Direct Energy and The Real Estate Book.

Choosing A Home Warranty Company

Thu, 08 Apr 2021 01:00:00 -0600

This episode is all about home warranties. For example, if the A/C goes out, or your garage door opener stops working, or have a plumbing issue… if you have a home warranty, you could save thousands of dollars in repairs. One particular home warranty company that I recommend in Illinois is one I used for my home. They're called Achosa. In addition to Illinois, they’re located in 15 other states. I have one of the co-founders of Achosa Home Warranty, Harry Keifer, with me today. You’ll learn more about home warranties and how they are beneficial. Listen for more details.

To learn more about Achosa, visit their website at https://www.achosahw.com

Setting the Stage for Home Sale Success w/Barb Schwarz

Thu, 01 Apr 2021 01:00:00 -0600

I’m a big believer in home staging. It’s a widely used and respected strategy in the real estate industry. It’s recognized as a very effective technique in selling a home in less time at a higher price.

You already know that every property needs to be clean and in as good repair as possible. But what's equally important is the staging and how you communicate it to the seller.

I'm so honored to have Barb Schwarz as my guest. Before getting into real estate, her background was in theater and this gave her a unique perspective as an agent. This lead her to creating the home staging industry.

Prepare to be inspired by her vast expertise on the subject. You'll hear incredible tricks for the trade, her analogies, as well as some great "Barb sayings".

You can contact Barb on her website or send her a message on her Facebook page.

This podcast was originally recorded on Michael LaFido’s Luxury Lunch & Learn series.

“Most agents don’t understand the importance of staging or they don’t know how to articulate it to the client.” - Michael LaFido

Three Things You’ll Learn In This Episode

There is no “I” or “you” in team:

A surefire way to get your client on the defense is to address them with “I” or “You”... You need to shift the dialogue to “we”. You and your client are a team. If you do this, the client will value you at a higher level, and be more open to accepting whatever you tell them.

Honor the client’s home and their possessions:

Take an active and sincere interest in the client’s possessions. Compliment what you later want them to put away. It will be much easier for the client to put away that ugly, day-glow painting or creepy taxidermy polar bear so that their house stages well.

Visualization is key:

Many times a home can be painted cool gray, have perfectly bare counters and floors, but still have overly personalized items. They make buyers feel like they're intruding into someone's life, which is the opposite of what you want. It’s the agent’s job to position the home so that the vast majority of buyers can visually see themselves moving in, so they'll pay the price you want in order to make it their home!

Guest Bio-

Barbara Schwarz is the creator of The Home Staging Industry®. She has personally trained over a million home stagers and real estate agents through her courses, training, and seminars. She is the founder and builder of The International Association of Home Staging Professionals, The Staging University, The ASP Courses and Designations, and Stagedhomes.com.

Staging to Sell: The Secret to Selling Home in a Down Market

Building a Successful Home Staging Business

Staging The World

Leveraging Price Per Square Foot

Thu, 25 Mar 2021 01:00:00 -0600

Did you know you can leverage price per square foot for all your high-end luxury properties? It’s true, and today I’ll tell you how. The Marketing Luxury Group recently leveraged the price per square foot of three properties to help their sellers get a great deal.

Embracing Diversity: A Preview of The Certified Diversity Specialist Designation (CDS) w/Julia Lashay

Thu, 18 Mar 2021 01:00:00 -0600

The Certified Diversity Specialist Designation (CDS) is launching with its first live virtual training on March 30, 2021.

For details and to register for the Certified Diversity Specialist Certification Designation, visit www.DiversityDesignation.com

For $50 off, use the promo code: Luxe when signing up.

America’s population is changing, and so is the ratio of homeownership in the country. As the United States becomes more diverse, embracing diversity will help you gain clients, but failing to pay attention to it could lead to client loss.

I’m very excited to have the co-founder of CDS and one of the instructors, Julia Lashay. In this episode, we talked about diversity, why there’s been a void in real estate diversity when it comes to training, and briefly preview the seven modules covered in the CDS Designation.

To get in touch with Julia, visit her website at www.julialashay.com

“Be dedicated to building a diverse team. It leads to diverse perspectives and different approaches. When your team is representative of the community where you work, you can gain valuable consumer insights that can give your brokerage a positive edge.” -Michael LaFido

Three Things You’ll Learn in This Episode:

✔ Dimensions of Diversity - More Than Race:

A common misperception is that diversity and inclusion solely refer to racial considerations. While it might be the most visible factor, a truly diverse workforce embraces all dimensions of diversity (religion, sexual orientation, language, income, gender, et al).

✔ Fair Housing Do’s and Don'ts:

Every year, real estate agents make unintentional mistakes and violate Fair Housing laws by poor advertising of a property. The CDS Designation will cover advertising as it relates to Fair Housing, ensuring that your advertising isn't only just Fair Housing compliant, but also reaching a broader audience.

✔ Become a Social Equity Leader in Your Community:

Learn about social equity and making sure that there's fairness and housing for everyone. The CDS Designation will also cover all of the different things you can do to be a leader in your community. Being a social equity leader will give you a little bit of a social capital edge.

Guest Bio:

Julia Lashay is a broker in Minnesota and Texas. She currently serves as the Director of Training and Career Development for the Keller Williams Central 75 office located in Dallas, TX, and is a managing partner of The Signature Group located in Minneapolis, MN, and Dallas, TX. Over the past 20 years, Julia Lashay has trained and coached thousands of real estate professionals.

In 2017, Julia was nominated for the Minneapolis Area Association of REALTORS’ REALTOR of the Year award and received the Exceptional Service award conveyed by the Minneapolis Area REALTORS in 2020. She has been featured on several news and radio stations including Fox 9 News, Kare 11, the Star Tribune, and guest appearances on HGTV.

The Making of A Luxury Lifestyle Video

Thu, 11 Mar 2021 01:00:00 -0600

Marketing a luxury home takes creativity. One great vessel to show your creativity is through a luxury lifestyle video. We made one recently for a $7.25 million listing we have right outside of Chicago. We highlighted the pool and all of the entertainment space, which is really going to entice buyers.

Wade Hanson Interview - What Makes for a Successful Agent

Thu, 04 Mar 2021 01:00:00 -0600

Being an agent in the luxury market is hard work. Not only are you dealing with some seriously discerning clients, but you also have huge commissions on the line, so impressing them and bringing your A-game is key.

This week, Wade Hanson, #1 estate broker in Minnesota and Western Wisconsin, shares his story behind his successful Remax Results agency. Wade has taken the Luxury Listing Specialist Designation course and is a certified LUXE Agent.

Wade and I also share insights on what defines luxury, as well as strategies to breaking into the luxury market. Be sure to listen all the way through to hear some actionable advice for all agents.

To get in touch with Wade, visit his website at www.wadehanson.com

“You can't fool savvy consumers. You've got to have a strong set of core values and a high level of integrity. The client has to know that their needs are always going to come first.” -Wade Hanson

Three Things You'll Learn In This Episode

✔ Traits of a successful luxury agent:
Top luxury agents have strong core values and high integrity. Whether the listing is for 200k or a million, they treat every client the same.

✔ Facts, not emotions:
Wade’s success and longevity stems from the philosophy that it’s best to remove the emotion out of the transaction, don’t sugarcoat. Stick to the facts and always do what’s best for the client.

✔ Make connections on social media:
Making your presence known on social media and getting your service in front of the right eyes will remind people what do you and will help with getting referrals.

Guest Bio:

Since 1999, Wade Hanson has been creating results for clients as a real estate professional and broker. His reputation for his success mindset and dedicated effort as a high performer led him to be named among Realtor® magazine’s Top 30 Realtors Under the Age of 30 in 2005, recognized for having built a $60M multi-office real estate firm. A luxury market specialist, Wade has extensive expertise in marketing and selling upper-tier properties. He a top real estate Broker in Minnesota and Western Wisconsin serving clients from his Remax® Results office in Woodbury, Minnesota.

Luxury Auctions

Thu, 25 Feb 2021 01:00:00 -0600

Have you heard of a no-reserve auction? Today I’m sharing a bit about what that is with an example of one of our current ones. Unique, high-end properties with a seller motivated by time rather than money are great candidates for a luxury auction. In this example, our client’s home is being marketed at $3.5 million. Listen to learn more.

The Skill of Negotiation - How to Win Buyers and Influence Sales w/Tom Hayman

Thu, 18 Feb 2021 01:00:00 -0600

Save The Date! Our next live virtual online Luxury Designation Training will be on March 17th.

All the details can be found at: www.LuxuryDesignation.com

One of the most important qualifications of a real estate agent is their ability to negotiate effectively. What makes an agent a skillful negotiator is understanding the negotiating process and being able to navigate through the multiple issues that a real estate transaction entails. It’s the number one skill clients look for. And it's not just a business skill, it's a life skill.

If you want to become a better negotiator, this episode is for you. I have some great discussions with the founder of The Certified Negotiation Expert (CNE) and founder of The Real Estate Negotiation Institute (The RENI), Tom Hayman.

He has over 15 years of experience as an agent and negotiation trainer. He’s got some practical strategies on how to handle real estate negotiations that will help you close the deal.

To find out more about becoming a CNE, visit https://www.thereni.com

“Having excellent negotiating skills is vital. And it’s one of those skills that doesn't always show up in your bio or listing book. You need to be able to differentiate yourself from the competition.” -Michael LaFido

Three Things You’ll Learn in This Episode

The Influence of Culture on Negotiation:

Different cultures negotiate differently. The one common aspect all cultures have is that they’re relationship-based. To negotiate effectively, you need to cultivate that relationship and show your client that you care about them and their culture.

The Exchange Persuasion Principle:

The Exchange Persuasion Principle states that if I do something for you, then you are likely to feel an obligation to do something for me. An example of this would be when signing on a new listing client, you might accept a lower listing fee if they commit to a performance bonus when you deliver stellar results.

3 Skills for Agent Success:

The top 3 skills agents should focus on that will get the best return for their business are marketing, marketing analysis, and negotiation. You need marketing and marketing analysis skills to effectively present a home, and the way you negotiate is vital because if you do a poor job, you leave money on the table for your client and yourself.

Guest Bio:

Tom Hayman spent 25 years negotiating with hundreds of companies for Proctor and Gamble (including 4 years in Japan and the Far East). He went into real estate in 2003 and has over 15 years as an active agent and negotiation trainer. In 2007, he founded Real Estate Negotiation Institute. He enjoys studying the latest research on persuasion and figuring out how it applies to real estate (and life) and passing it on to his students.

You can get in touch with Tom through The Real Estate Negotiation Institute website at https://www.thereni.com/

Additional Resources:

Max Avenue website - https://www.maxavenue.com/

The Speed of Trust by Stephen M. R. Covey
https://www.amazon.com/SPEED-Trust-Thing-Changes-Everything-ebook/dp/B000MGATWG

List Segmentation

Thu, 11 Feb 2021 01:00:00 -0600

Not all contacts in your database are created equal. Certain clients and contacts require more touches, and others require less. That’s why it’s so important to segment your list. I use the “A, B, C” method that prioritizes my best clients. Listen now to learn more about how to properly segment your list.

How to Develop a Powerful Networking Blueprint w/James Huang

Thu, 04 Feb 2021 01:00:00 -0600

Whether you’re new to the real estate industry or you’re an experienced agent, you already understand the power of association and networking. Meeting new faces and talking about your business to others is not only essential for success, but also for getting referrals.

However, this can be challenging due to Covid- 19 restrictions, so we have to think outside the box. Real estate is a people business. But what’s equally vital to association and networking, is the power of having global connections.

I’m so thrilled to have James Huang as my guest! He’s the President of The Asian Real Estate Association of America (AREAA). James is a true innovator in commercial real estate and has held leadership roles in some of the most well-known commercial firms in the US. He has over 20 years of experience in the field.

One of the great things about AREEA is it's open to everyone - new and experienced agents. You don’t need to be Asian to join. It’s a wealth of knowledge for anyone who wants to learn and have a better understanding of the Asian community.

To find out more or join AREAA, visit https://areaa.org/

This podcast was originally recorded on Michael LaFido’s Luxury Lunch & Learn series.

📢 Save The Date! March 17th will be our next Live Virtual Designation Training.

Visit http://www.LuxuryDesignation.com for more information. 🍀

“The world is getting smaller with the internet and social media. You really need to be well connected, not just locally, but globally.” -Michael LaFido

Three Things You’ll Learn In This Episode

Upgrade your skills, be a lifelong learner:

Never stop learning about real estate. When you upgrade your skills, even if you have a specialty or an expertise… it helps you become more open-minded when you study different practices. It also makes you more knowledgeable and you’ll be more valuable to your connections and relationships.

It’s all connected:

Keep networking and connecting with people… not just locally, but globally. Whether you work in luxury residential, commercial, or international - you all deal with the same clients. In fact, I think it’s safe to say that nearly all businesses are connected in some way to real estate. So, when things with Covid get better (and it will get better), you’ll be prepared.

The power of joining associations:

Remember, you don’t need to be Asian to join AREAA. You don't need to be Hispanic to join the National Association for Hispanic Real Estate Professionals (NAHREP), be African American to join NAREB, or LGBTQ to be a member of the LGBTQ+ Real Estate Alliance. By becoming members of these associations, we can become allies and bring awareness to their mission.

Guest Bio-

James Huang has been the national president of AREAA since October 2019. He’s also the president of eXp Commercial division of eXp World Holdings. Additionally, James is a shareholder and an advisor to real estate syndications firms and start-up technology companies to help consult, raise capital, and make connections to other private equity investors and family offices from Main Street to Wall Street.

To find out more or join AREAA, visit https://areaa.org/

The CLUE Report

Thu, 28 Jan 2021 01:00:00 -0600

What is a CLUE report and how can it help both your buyer and seller clients? CLUE stands for “Comprehensive Loss Underwriting Exchange,” and it’s how most insurance companies submit their claim history. If someone’s buying a home and wants to know what kind of insurance claims are a part of that home’s recent history, that’s what the CLUE report provides.

Real Estate and LGBTQ Inclusion - What You Need to Know w/John Thorpe

Thu, 21 Jan 2021 01:00:00 -0600

The LGBTQ movement has come a long way. But as the nation continues to confront discrimination of all kinds, there's still a lot of work to be done... and housing equality is no exception.

With that said, it's such an honor to have John Thorpe with us. John's been in real estate since 1999. He's also the Inaugural President of the LGBTQ+ Real Estate Alliance (The Alliance). The Alliance was founded in October and in just three months, has grown to over 500 members and over 50 chapters in the US including Puerto Rico.

The Alliance is a non-profit organization dedicated to enhancing the professional lives of its members while providing consumers with the proper resources to assist in buying, selling, and enjoying their home.

And it's not just for the LGBTQ population, it's a resource for anyone who needs advice, advocacy, education, or networking. To find out more information about The Alliance, visit https://realestatealliance.org/. There’s no cost to join.

"Educate yourself, get different perspectives. It will make you more understanding and empathetic. We're all human beings." -Michael LaFido

Three Things You'll Learn In This Episode

The data is limited:

Even though the 2020 census allowed people living in the same household to mark themselves as same-sex partners or spouses, it doesn't include sexual orientation. The average American homeownership rate is about 61%. However, the average for the LGBTQ American is only about 48%, so there's a discrepancy in the data.

The difference between the code of ethics and federal law:

Even though the real estate code of ethics states you can't discriminate on sexual orientation or gender identity... there's no federal law that mandates this. There are 27 states where there are no explicit laws that protect people from discrimination.

Educate Yourself:

Grow your knowledge. Attend diversity and inclusion trainings, support minorities in business, listen to those who are unlike you. It'll improve your career, and improve the world we live in.

Guest Bio-

John Thorpe is the Inaugural President of the LGBTQ+ Real Estate Alliance. He’s been working in real estate since 1999. For the past 7 years, he’s been with Better Homes and Gardens Real Estate as the Regional Vice President - Membership Development - Franchise Sales/Business Consulting. John lives in Fort Lauderdale, Florida with his husband of 17 years.

To find out more about John, visit The Alliance website:

Website: https://realestatealliance.org

Facebook Group: https://www.facebook.com/lgbtqrealliance

Email address: Ipresident@realestatealliance.org

How to Get in with Builders & Developers

Thu, 14 Jan 2021 02:00:00 -0600

Do you know how to get the attention and impress the builders and developers in your area? Today I’ll tell you what you need to know to start bringing value and eventually start doing business with these potential clients. First, you need to know that nothing happens overnight, so you will need to play the long game. With them, it’s a marathon, not a sprint. Remember, they primarily care about "What's in for me?" They’re a long-term investment of your time and energy, so you have to stay in touch and bring value to them for many years potentially. Have a listen to learn more!

Title: The Best Practices to Pivot, Thrive and Bring Value During Covid 19 & Beyond w/Monica Reynolds

Thu, 07 Jan 2021 02:00:00 -0600

2020 was a year unlike any other. But even with the challenges brought by the pandemic, the luxury real estate market has remained resilient and is strong in many markets.

So what are the best practices that have helped top agents and industry leaders pivot and thrive during this period? What do top coaches recommend in order to bring value to clients?

In this episode, I had the pleasure of speaking with Monica Reynolds, VP of MAPS Coaching at Keller Williams. Having coached more real estate professionals than anyone else in the country, Monica is an industry trailblazer. She played an active role in helping Keller Williams pivot and grow their business during the pandemic.

There’s a lot to unpack in this episode. So, grab a pen and notepad (and maybe a cup of coffee), and let’s dive into Monica’s many valuable pointers and inspiring stories for finding success during these uncertain times.

This podcast was originally recorded on Michael LaFido’s Luxury Lunch & Learn series.

"There’s so much opportunity with luxury right now... Instead of being scared, be aware of what’s happening and look towards the future." -Monica Reynolds

Three Things You’ll Learn In This Episode:

The importance of going digital:

One of the most mentioned technologies seeing widespread use is also one of the simplest: the Zoom call. It’s ideal for busy luxury clients who are looking for a fast, easy, and effective way to communicate- but don’t forget to look your best and have a professional background when using the platform.

The best strategies for agents who want to break into the luxury market:

Agents need to understand that entering luxury is a process, not something that happens right away. There’s no easy button, so it’s best to network, put yourself out there, and work with a team that knows the luxury market inside and out.

It’s essential to keep searching for opportunities to bring value to clients:

Agents can bring value to clients just by knowing what’s going on in the market, their community, and what the future might look like. Be "the expert" of information to your clients.

Guest Bio-

Monica Reynolds has been in real estate for 40 years. She is regarded in the industry as the leader of innovative real estate systems and effective team-building strategies that sustain successful real estate careers. Monica has dedicated her career to teaching and coaching agents and assistants in the real estate industry. She pioneered the hiring of administrative assistants and building professional team structures along with replicable and scalable systems.

You can contact Monica at:

Monica@KW.com

SALT & the Luxury Market

Thu, 31 Dec 2020 02:00:00 -0600

Today’s video is all about state and local taxes (SALT). As you may know, there’s a $10,000 cap per household (not per person) on what homeowners can write off when filing their income taxes. State and local taxes have been impacting luxury home sales the most, but have also affected resale of all price points—particularly in states with higher property taxes. This is why it’s so important that you understand SALT and are able to articulate its impact to seller clients.

Creating More Inclusivity in the Industry w/Shanta Patton

Thu, 24 Dec 2020 02:00:00 -0600

As the new year approaches, we have to start thinking about what we can do to move our industry forward, and one of the best ways to do that is by creating a more inclusive environment.

Everyone deserves to feel welcome in real estate, and we all have a role to play in fostering greater diversity in the business. The only problem is, many of us just don’t know where to begin.

How can we make more space for people of color in our industry? What can we do to ensure everyone gets a seat at the table?

In this episode, National Associations Of Real Estate Brokers (NAREB) Western Regional Vice-President, Shanta Patton shares the steps we can take to build a more diverse real estate industry. To find out more about NAREB visit: http://www.NAREB.com

This podcast was originally recorded on Michael LaFido’s Luxury Lunch & Learn series.

"We’ve still got a long way to go, but by building up everyone in the business, we can raise the bar." -Michael LaFido

Three Things You’ll Learn In This Episode:

The importance of joining minority associations:

We don’t need to be Asian to join the Asian Real Estate Association of America (AREAA), Hispanic to join the National Association for Hispanic Real Estate Professionals (NAHREP), or Black to join NAREB. However, by becoming members of these associations, we can become allies and bring awareness to their missions.

Why we need to seek first to understand:

It’s not always easy talking about race, and that’s why we need to approach conversations about it with the intention of understanding. We don’t need first-hand experience to listen and be empathetic.

How to gain a greater understanding of the people in our business:

It can be tough relating to people with different backgrounds to our own, and that’s why it’s so important to be open to having conversations. Simply asking people about their experiences is the first step to bridging the gap.

Guest Bio:

Shanta Patton is a regional Vice President at the National Association of Real Estate Brokers (NAREB). Passionate about everything the association stands for, she also serves as the National Education Chair for NAREB. Shanta is also a Nevada Realtors Director and serves as the Diversity and Inclusion Chair. In addition to serving her community in whatever way she can, Shanta is also a Las Vegas real estate expert at ERA Brokers Consolidated.

To find out more about Shanta, visit:
https://www.nareb.com/profile/spatton/

https://www.era.com/ERA-Brokers-Consolidated-387c/Shanta-Patton-5123007a

https://www.linkedin.com/in/shantapatton

And for more about NAREB and their initiatives, go to:
https://www.nareb.com/

https://www.nareb.com/nareb8/

https://housethenthecar.com/

Other associations mentioned in this episode:
NAHREP- https://nahrep.org/

AREAA- https://areaa.org/

How To Secure That First "Trophy Listing"

Thu, 17 Dec 2020 02:00:00 -0600

If you’re taking on a listing that far exceeds the price points you’re used to, maybe your first luxury listing appointment—it’s only natural that you’ll have some nerves to overcome and questions to ask. Today I’m sharing what you should and shouldn’t do if you want to position yourself better than the competition and snag that "trophy listing". Kirk is an eXp agent in Louisiana who had invested in our LUXE designation, and I recently coached him on how to handle his first big listing; some of the insights I shared personally with him are what you’ll hear today.

How to Distinguish Yourself in the Luxury Market (Pandemic or Not) w/Tami Bonnell

Thu, 10 Dec 2020 01:00:00 -0600

The onset of COVID-19 threw a massive wrench in the works for agents looking to enter the luxury space, but it doesn’t have to be a barrier to entry. That’s because, pandemic or not, people will always need somewhere to live.

Still, it’s understandable for agents new to the space to have some concerns taking their business forward during this period. Which strategies guarantee great results in any market? What can you do now to set yourself up for long-term success?

The truth is, much of your response to the current situation should be similar to what you should be doing anyway: building extensive knowledge on your market and providing outstanding service.

In this episode, CEO of EXIT Realty Corp. International, Tami Bonnell shares how to make your mark on the luxury space in any situation.

This podcast was originally recorded on Michael LaFido’s Luxury Lunch & Learn series.

People will pay for a high level of service, especially in luxury. -Tami Bonnell

Three Things You’ll Learn In This Episode

How to give the luxury consumer what they want:

No matter what’s going on in the world, no client wants to feel like they’re being “sold”. Particularly in the luxury space, the consumer wants to feel like you’re the solution to their problems, so make sure you’re doing more than feeding them information.
Why you need to have your referral/mastermind “dirty dozen”:

Having 12 people you regularly consult with who work around your business, not in it, is the key to getting your finger on the pulse of what’s happening in the market. Look out for lawyers, accountants, loan officers, and anyone else who may have important information about your area and reach out to them at least once every 4 weeks.
How having your feelers out there impacts your relationships with clients:

Aside from the obvious ability to provide better service, knowing what’s going on in your market will help you build confidence. This comes across to clients when you meet with them and it will set you up for more success.

Guest Bio-

Tami Bonnell is the CEO of EXIT Realty Corp. International and an internationally renowned speaker. With over 3 decades of experience in the real estate business, Tami is an industry veteran. She’s also an information junkie passionate about investing in people and setting them up for major success. Tami has been honored by STEMconnector®️ as one of its 100 Corporate Women Leaders in STEM, and in 2019 she was recognized by Stefan Swanepoel as one of the 200 most powerful and influential people in real estate, and among the top 10 women leaders.

To find out more about Tami and EXIT Realty, head to:

Exitrealty.com
https://www.linkedin.com/in/tamibonnell

To receive Tami’s mobile business card, text ‘TAMI’ to 85377

And to receive a free video of the ‘4 Minute Million’, text ‘4MM’ to 85377 ‘

50% chance to sell during Covid-19 or a 0% chance—which sounds better?

Thu, 03 Dec 2020 02:52:12 -0600

Are you going the extra mile to create conditions in which your sellers feel most at ease? The value of safety and security simply can’t be overstated. Today I’ll be sharing the pros and cons of putting homes on the market during this unprecedented time. While there are plenty of things you can do to make sellers feel more comfortable with listing now, it really depends on how motivated they are and how they feel about this particular fact: If they don’t put their home on the market now, there’s a 0% chance it’ll sell; if they do list their home, they have a 50% chance of selling.

Key Components of a Successful Online Marketing Strategy

Thu, 26 Nov 2020 01:03:14 -0600

In light of the coronavirus outbreak, having an online marketing strategy has become critically important in our business. Today I’ll tell you how to craft a successful online marketing strategy by following a few key steps. First, your listings need to have amazing photos. If their photos are terrible, nothing else matters.

Boost Your Conversion with Video w/Mike Valdes

Thu, 19 Nov 2020 02:00:00 -0600

When 2020 began, none of us could have predicted the worldwide shutdowns that would take place. With so many barriers to business as usual, many agents found themselves afraid to connect with clients and have been stagnating as a result.

However, some agents took this time to pivot strategies and connect in new ways, like video, and they’re the ones who will be seeing great results for the foreseeable future.

As more places reopen, those of you who have been using video will need to rethink strategies again. How can you use technology to connect with your database in new, unexpected ways? For those who didn’t take action sooner, how can you rectify that and rekindle neglected relationships?

In this episode, President at eXp Global, Mike Valdes joins me to discuss how to stay afloat in an uncertain market using video technology.

This podcast was originally recorded on Michael LaFido’s Luxury Lunch & Learn series.

Seeing each other is invaluable, and that’s what makes video so effective. -Mike Valdes

Three Things You’ll Learn In This Episode

What makes video the best tool for your business:

People do business with those they know, like, and trust. Luckily, video is a great way to speed up that process. When clients see you on video, they’re able to connect with your authenticity and get a better understanding of who you are.
How video helps get your point across more effectively:

Body language is an extremely important part of communication, but that’s typically lost in a text. Avoid misinterpretation and ensure your recipients know exactly what you’re saying and how you’re saying it by sending a video instead.
How to reconnect with your database:

Don’t panic if you didn’t reach out to past clients earlier. It’s not too late to connect, so send them a video today and start doing the work to rebuild your relationships.

Guest Bio-

Mike Valdes is the President of eXp Global. He first joined the brand in May 2020 and previously served as eXp’s Executive Vice President of Expansion, where he was tasked with building on the successful footprint in Canada, Australia, and the UK. Prior to joining eXp, Mike held various positions at Sotheby’s International Realty and served as the Senior Vice President of Global Servicing at Realogy Holdings Corporation. Passionate about helping others reach success, Mike is also the host of The Global Luxury Real Estate Mastermind podcast.

To find out more about eXp and Mike, head to:

https://www.exprealty.com/

https://www.glrem.com/

https://www.linkedin.com/in/michaelvaldes1

Links and products mentioned in this episode:
https://bombbomb.com/

Get More Qualified Showings With Drive-by Open Houses

Thu, 12 Nov 2020 01:34:12 -0600

Hope you are staying healthy and positive. The coronavirus has caused the real estate industry to go digital, and today I’ll educate you on a great digital marketing strategy: the drive-by open house. This is a strategy my team has used in the past to generate more online views, which increases the probability of more qualified showings.

Building Confidence as a New Agent in the Luxury Space w/Ruby Goings

Thu, 05 Nov 2020 00:09:33 -0600

The luxury market can be extremely intimidating, especially for newer, less experienced agents.

The truth is, there’s no ‘one’ way to excel in luxury real estate, and questioning your abilities only stops you from trying in the first place. You have to stop letting fear dictate your actions, but that can be easier said than done.

How can you get over your feelings of self-doubt for good?

In this episode, you’re invited to a coaching call with Keller Williams agent Ruby Goings, a newly-licensed agent (licensed for less than a year) who is determined to make a name for herself in the luxury space but doesn't know how to get started. I break things down for Ruby and give her the blueprint to breaking into luxury.

Position yourself as an expert, because while generalists get paid, specialists get wealthy. -Michael LaFido

Three Things You’ll Learn In This Episode

How to grow your confidence:
The best way to feel more self-assured is by expanding your knowledge. Take advantage of educational resources filled with important nuggets, like podcasts and online articles, and share what you’ve learned with others to set yourself up as an expert.
How to stand out to potential clients:
By sharing informative videos on social media, you’ll build trust and top of mind awareness with your database. Get comfortable with doing video to see bigger, better results.
How to network with the right people when you’re new to luxury real estate:
Join a chamber of commerce in an area known for luxury and high-end properties, and introduce yourself to the community. However, don’t start interactions with the intention of getting business. It’s more important to build genuine relationships and come across as likable.

Guest Bio:

Ruby Goings is an agent with Keller Williams. Although newly licensed, she is determined to make her mark on the industry and has her sights set on the luxury space.

Why Having a Luxury Division is So Important

Thu, 29 Oct 2020 03:04:09 -0600

Whether you’re a team leader, a broker-owner of a boutique, or a big franchise owner, the importance of having a luxury division that offers agents the best tools and resources can’t be overstated. Having a strong luxury division will help attract top-producing agents, and it will also boost the credibility of a brokerage's brand.

Boost Your Business by Becoming a Leader in Your Community w/Joseph Magsaysay

Wed, 21 Oct 2020 17:00:00 -0600

Real estate professionals are more than just salespeople, we’re community builders and leaders. That means it’s up to us to be there for those who need us.

It’s easy to get caught up in the business aspect of real estate, but we have to remember that at its core, real estate is a people’s business. We need to shift our focus towards supporting our communities and approaching from a place of service.

What can we do to show our markets we put their needs first and are interested in more than a sale? How can we step up to the challenge of being pillars of strength?

In this episode, Vice President of Business Development at Better Homes and Gardens Real Estate, Joseph Magsaysay shares how to show our communities we care.

This podcast was originally recorded on Michael LaFido's Luxury Lunch & Learn series.

Three Things You’ll Learn In This Episode

The two skills all agents must master:

Relationship building is non-negotiable for top real estate professionals, but we can’t stop there. Agents who are truly successful in any market are those who are great at both relationship building and marketing.
How collaboration with other agents in our community benefits the consumer:

Relationship building shouldn’t be limited to clients. By forming close bonds with other agents in our market and being open to collaboration, we can work together to find a consumer the best solution for their needs.
How to show our communities we’re on their team:

When we have a presence during difficult periods, people will remember us for years to come. We have to make it known that we’re part of the community and show up in its time of need.

Guest Bio-

Joseph Magsaysay is the Vice President of Business Development at Better Homes and Gardens Real Estate. He is also the CEO and President of The Impact Team International. Joseph is passionate about helping his clients achieve the American Dream of homeownership and counts problem solving as one of his areas of expertise. A master networker, Joseph loves any opportunity to connect with others and serve his community.

To get in contact with Joseph, head to:
https://www.facebook.com/people/Joseph-Magsaysay/100007986668239
https://www.instagram.com/the_joseph_magsaysay/
Or call or text him on 314 337 4413

To find out more about Better Homes and Gardens Real Estate, visit:
https://www.bhgre.com/

And for more on The Impact Team International, go to:
https://b-m.facebook.com/pg/JosephMagsaysayREALTOR/photos/?ref=page_internal&mt_nav=0

One Simple Rule to Remember to Increase Your Conversion

Thu, 15 Oct 2020 10:00:00 -0600

Hope everyone is staying safe out there with the Coronavirus. Have you had trouble converting potential clients into clients in the past? Today I’ll share a solution to this problem. The answer is simple: be more likable. Perhaps you have heard the famous quote from Theodore Roosevelt: "Nobody Cares How Much You Know, Until They Know You Care."

How to Break into the Luxury Space in Any Market w/Taylor Somera

Thu, 08 Oct 2020 02:33:13 -0600

With so many changes going on in our world, many agents previously interested in entering the luxury space are now feeling more cautious. However, if you go into the space equipped with the right tools, there’s no reason why you shouldn’t see amazing results.

What do agents looking to enter a luxury division need to know before getting started? Have the core elements of the business stayed the same? How can you adapt your strategies to better suit the current reality?

There is a lot of uncertainty in our industry, but one thing is certain. Now is the time to pivot.

In this episode, Manager of Partnership programs at Realty ONE Group, Taylor Somera shares how to enter and thrive in the luxury space, even in the midst of a pandemic.

This podcast was originally recorded on Michael LaFido's Luxury Lunch & Learn series.

Three Things You’ll Learn In This Episode

Key advice for both veterans and new agents looking to enter the luxury space:

Luxury is a niche market, so we have to know exactly what we’re marketing, and who we’re marketing to. Do some research to understand who lives in the space and what draws people into the area.

How to make the most of educational resources on luxury:

Many of us have passed up phenomenal opportunities in the past because we haven’t felt ready to take them on. By equipping ourselves with the right knowledge, we build confidence so we never have to feel unprepared again.

How to come out of this period more successful than ever before:

Never underestimate the power of a human “touch”. People work with those they know, like, and trust, so reach out to clients and build authentic relationships with them.

Guest bio-

Taylor Somera is the Manager of Partnership Programs at Realty ONE Group. She has played an active role in establishing the group’s new ONE LUXE luxury division. A self-motivated go-getter and creative problem solver, Taylor has been instrumental in streamlining processes using technology to boost efficiency.

To find out more, head to:
https://www.linkedin.com/in/taylorsomera
www.realtygroup.com

No Regrets

Wed, 30 Sep 2020 23:13:06 -0600

10 years ago I retired from my full-time "job" as a high school teacher to focus on my passions and I’ve been an entrepreneur ever since. I’m so excited to share with you my 10-year anniversary of following my passion, luxury real estate, and I want to offer an encouraging message. Isn’t it time you, too, stepped out of your comfort zone and moved on to your goals? Like Mark Twain once said, "Twenty years from now you will be more disappointed by the things that you didn't do than by the ones you did do."

Meeting the COVID-Era Consumer Where They’re At w/Michael Miedler

Thu, 24 Sep 2020 02:46:54 -0600

Many agents are pleasantly surprised at how well the industry has done in spite of COVID-19, but we’re not out of the woods just yet. If we want to safeguard our success throughout the pandemic, there are some adjustments we need to make.

The consumer’s wants and needs have shifted during this time, so it’s never been more important to meet them where they are. What is the COVID-era buyer looking for, and how can agents provide that?

We also need to prioritize our clients’ safety throughout the process. How can we show the consumer their health is our key concern, even as restrictions ultimately ease?

In this episode, President and CEO of Century 21, Michael Miedler shares how to adapt to the times. This podcast was originally recorded on Michael LaFido's Luxury Lunch & Learn.

Homebuyers’ priorities are changing, so agents need to adapt their strategies. -Michael LaFido

Three Things You’ll Learn In This Episode:

What homebuyers are looking for today:

Lockdown restrictions have completely changed the way the consumer thinks. As people spend more time at home, space has become more of a priority, and many who were once happy in apartment buildings are eager to find properties with yards.

How to serve the customer of today’s needs:

With so many people only going into the office once or twice a week (if at all), buyers are more willing to move a few hours out of the city. We have to be willing to find our clients the home that makes them happiest, even if it's not in our immediate market.

How to create a safe, health-conscious experience for clients:

Even as restrictions ease, many consumers will be hesitant to meet in person. Offer virtual and digital appointments to ensure prospective buyers feel as comfortable as possible.

Guest Bio-

Michael Miedler is the President and CEO of Century 21 Real Estate, LLC. He has spent over 2 decades with the brand, and prior to his current position, he served as the global chief growth officer (CGO) for the organization. Today, Michael leads the iconic C21®️ brand and its independently owned offices and sales professionals in 83 countries and territories worldwide.

To find out more, go to:

https://www.century21.com/about-us/about/corporate-officers/michael-miedler

https://www.linkedin.com/in/michael-miedler-8b24337

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.

How to Network with High-Earners

Thu, 17 Sep 2020 06:10:33 -0600

As a luxury specialist, your goal is to get in front of as many high net-worth individuals and influencers. That is why we’re going to be discussing the LUXE Networking Group, which is a way for agents to get more opportunities to interact with the right people.

How to Create Inclusivity in Real Estate by Being an Ally w/Jeff Berger

Thu, 10 Sep 2020 02:00:00 -0600

Everyone deserves the opportunity to own a home, but many minority groups like the LGBTQ+ community hold back from homeownership. What’s stopping LGBTQ+ consumers from buying the homes of their dreams?

Only 49% of the American LGBTQ+ community own property, compared to the 65% national average. That’s a wide gap, mostly created by safety concerns.

How can real estate professionals create a more inclusive environment for all consumers? Can we help the LGBTQ+ community if we’re not members ourselves?

In this episode, Founder and President of NAGLREP, Jeff Berger shares how we can create safe spaces for minority groups.

When an LGBTQ+ consumer is searching for a home, they need an allied agent to help them. That's the differentiator. -Jeff Berger

Three Things You’ll Learn In This Episode:

Those who don’t identify as LGBTQ+ can still create safe spaces for the community by being allies. We don’t need to be part of a group to show compassion.
Joining an inclusive association like NAGLREP helps us publicly identify as allies, so consumers know they’ll feel safe working with us.
Research where LGBTQ+ consumers are looking for property. By understanding the consumer, we can learn how to serve them more effectively.

Guest Bio

Jeff Berger is the Founder and President of the National Association of Gay & Lesbian Real Estate Professionals. A dedicated champion for LGBTQ+ rights, Jeff founded NAGLREP in May 2007 with a vision of business and advocacy. Jeff is also a REALTOR with Coldwell Banker, and studied marketing at Boston University School of Management.

To find out more about Jeff, head to:

https://naglrep.com/about/leadership/

https://naglrep.com/

You can also email him at:

jberger@naglrep.com

The Ritz Carlton Experience

Thu, 03 Sep 2020 07:35:55 -0600

When you’re marketing your luxury listings, you’re most likely going to be dealing with both buyer's agents and the buyer. This is why it’s so important that you do everything in your power to ensure that they both have the Ritz Carlton experience when seeing one of your listings. It will involve a few extra questions and a bit more research, but it could be the "experience" that gets them to pick your listing and gets your property sold. For a recent buyer who enjoyed wine and cigars, we made sure they experienced both.

The future of real estate: a visionary’s view w/Stefan Swanepoel

Fri, 28 Aug 2020 05:02:15 -0600

The industry as we know is undergoing unprecedented changes, but that doesn’t mean we’ll never recover. In fact, we have a chance to come out of this experience stronger than ever before.

How has the industry progressed since the start of COVID-19, and what results can we expect to see in the future?

In light of the changes in our world, it goes without saying that we need to rethink how we provide value to our industry and the consumer.

In this episode, Chairman and CEO of T3 Sixty and leading visionary on real estate trends, Stefan Swanepoel shares his thoughts on the future of our industry.

As a collective whole, we have to do the best we can for the industry and thereby serve the consumer to the best of our ability. -Stefan Swanepoel

Three Things You’ll Learn In This Episode

The importance of considering the shifts
Even though we’re still facing COVID-19, the industry has made great strides since the pandemic was first announced. There has been a considerable shift in the way we’ve looked at the situation- from initial concern in late March, to a more positive outlook in late May.
Encouraging signs in the industry
Due to pent up demand, there has been an increase in showings, open houses, and offers on listings. We may not be seeing the great results we had in January and February, but this is an encouraging sign.
How to keep pushing forward
Despite the challenges, we will make it through the shifts. We may need to revise our business plans, but as long as we stay focused and determined, we can come out of this experience stronger than before.

Guest Bio

Stefan Swanepoel is the Chairman and CEO of T3 Sixty. Considered a leading visionary on real estate trends, Stefan has over 3 decades of experience in the industry. He has authored and co-authored more than 50 books and reports analyzing changes impacting the residential real estate industry. Stefan is also a captivating Speaker in real estate and has delivered over 1100 talks, with over 700 as the keynote speaker.

To find out more about Stefan and T3 Sixty, head to:

T3sixty.com

https://www.swanepoel.com/

Garbage In, Garbage___?

Thu, 20 Aug 2020 06:16:40 -0600

As an agent, your environment can shape you and your production. That’s why today I'll talk about the importance of surrounding yourself with positive influences. As they say in real estate, it’s all about location, location, location, and you need to get to a place where you can work on your business, be productive, and also be positive.

Enhance your client’s experience through standardization w/Sam DeBord

Fri, 14 Aug 2020 06:34:23 -0600

There are so many platforms designed to help agents list properties, but often those systems don’t communicate with each other. This means agents end up working harder than they should in the back end.

Having systems in place is meant to help businesses run more smoothly. If a system is too complex or isolated, it creates bottlenecks which impacts efficiency in our business. It’s crucial that all the platforms and platforms we use work well together.

How does standardization make the process of listing properties easier for agents? How does it benefit our clients?

In this episode, CEO of the Real Estate Standards Organization, Sam DeBord joins me to discuss the benefits of open standards in real estate technology.

There is so much real estate technology available to agents, but most of those systems don't speak the same language. The Real Estate Standards Organization exists to create efficiencies for agents. -Sam DeBord

Three Things You’ll Learn In This Episode

How to reduce time wasted
With a more systemized approach to listing, we limit the amount of work needed to be done on the back end. This allows agents to spend more time with their clients and create a better experience for them.
How to eliminate confusion
Having a uniform understanding of what certain listings mean (like ‘Coming Soon’ listings) takes out the guesswork for agents.
The importance of accessibility
When agents don’t know how to answer a client’s questions about a property, we come across as unprofessional. Having the information available makes it easier to stay professional and ensure the client gets the best property for their needs.

Guest Bio

Sam DeBord is the CEO of Real Estate Standards Organization (RESO). He has spent over twenty years in the real estate industry, having experience in real estate brokerages, mortgage lending, and technology consulting. Sam has also served as President’s Liaison for MLS and Data Management with the National Association of REALTORS® and on the board of directors for NAR, Second Century Ventures, and California Regional MLS.

Sam is also a recognized real estate industry writer for publications including REALTOR® Magazine, Inman News, and the Axiom Business Books Award-Winning Swanepoel Trends Report.

To find out more about Sam and RESO, head to:

https://www.reso.org/sam-debord/

https://www.linkedin.com/in/samdebord

How to Adapt to a Crisis Market w/Kathleen Black

Thu, 30 Jul 2020 02:00:00 -0600

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:

Ittakesa.team

https://www.instagram.com/kathleenblackcoaching/

https://vf75hzcf.pages.infusionsoft.net/

100th episode - A Look Back At Best Episodes, Ah-Ha's & Takeaways

Fri, 24 Jul 2020 10:37:10 -0600

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

Thu, 09 Jul 2020 02:00:00 -0600

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

Wed, 01 Jul 2020 02:00:00 -0600

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:

https://www.linkedin.com/in/anthonyhitt

www.engelvoelkers.com

https://www.inman.com/author/anthony-hitt/

https://www.facebook.com/AnthonyHitt

You can also find him on Twitter and Instagram under the username @anthonyhitt

And email him at anthony.hitt@evrealestate.com

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

Thu, 25 Jun 2020 10:00:00 -0600

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

Thu, 18 Jun 2020 02:00:00 -0600

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?

Thu, 11 Jun 2020 12:00:00 -0600

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

Thu, 04 Jun 2020 02:00:00 -0600

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

Thu, 28 May 2020 13:31:19 -0600

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)

Thu, 21 May 2020 02:00:00 -0600

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

Thu, 14 May 2020 11:00:05 -0600

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

Thu, 07 May 2020 02:00:00 -0600

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

Thu, 30 Apr 2020 10:00:00 -0600

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

Thu, 23 Apr 2020 10:08:36 -0600

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

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

Thu, 16 Apr 2020 11:00:00 -0600

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.

The Rise of Blockchain & Digital Currency in Real Estate w/Donald Hyun Kiolbassa

Thu, 09 Apr 2020 02:00:00 -0600

Hope everyone is staying safe and healthy with the Corona Virus. Real estate is an industry experiencing significant change, and one of those changes is cryptocurrency in transactions. How does it work and what is the underlying technology that makes it so favorable in business? How should real estate agents be approaching this technology? In this episode, Donald Hyun Kiolbassa, real estate and estate planning attorney with cryptocurrency expertise, shares what the rise of cryptocurrency means for our industry.

Exercise an extremely heightened level of caution before proceeding a deal that involves blockchain. -Donald Hyun Kiolbassa

Takeaways + Tactics:

When government monetary regulations started popping up, this created an appetite to circumvent them and this created cryptocurrency.
Cryptocurrency is the exchange, blockchain is the underlying tech that makes it hacker proof.
Change your Bitcoin into cash before an exchange. There aren’t enough safeguards and regulations for direct exchanges yet.
Cryptocurrency is the future of real estate, and while we’re not there yet, it’s good for agents to know what it is, and how we can use it.

At the start of the show, we talked about a transaction that involved cryptocurrency, and how it led to me meeting Donald. Next, Donald shared some basic information on blockchain, why it’s become popular and the technology behind it. We also talked about whether or not real estate agents and their clients should start doing cryptocurrency transactions.

We also discussed;

How government policies created the appetite for cryptocurrency
How blockchain can be used to reduce fraudulent transactions
The drawbacks of cryptocurrency

Guest Bio

Donald Hyun Kiolbassa is a real estate and estate planning attorney, investor and speaker. Over the past 11 years he has managed thousands of residential real estate transactions, and has extensive experience in corporate structuring and tax implications of residential and commercial real estate transactions. For more information, visit http://www.chicagorealestateatty.com/.

The Power of Before and After

Thu, 02 Apr 2020 12:00:00 -0600

When it comes to marketing a client’s home, you need to figure out what to do in order to position their home more effectively to a larger pool of buyers. In this week’s post, I discuss the power of certain "before and after" marketing materials that will help you, as an agent, communicate to taste-specific clients about the importance of broadening their home’s appeal, therefore increasing the number of luxury listings in your portfolio. After all, a wider base of buyers could equal more money in your sellers’ pockets.

How to Use Personalized Video Messaging w/Ethan Beute

Thu, 26 Mar 2020 10:00:00 -0600

Video is a great communication tool, and we should be using it to our advantage. With the recent "Shelter In Place" orders in many states along with agents working with clients remotely during this Corona Virus outbreak, video communication is a great way to deliver your message. When should we send potential clients personalized video messages, and what should we include in them? How can video messages help us build stronger relationships with clients?

Create casual content. When you can get comfortable on camera and be yourself in a natural, unscripted way, it shows a level of confidence that is deeply attractive. -Ethan Beute

Takeaways + Tactics

By sending a video message a few days before meeting a potential client, we can pre-sell ourselves. Plus, since 90% of our competitors won’t do this, it’s a great way to differentiate ourselves.
Follow up after an appointment with a video message. This video should be used to address any questions our potential client may have had at the appointment.
We should all be using video to rehumanize ourselves. People want to do business with those they know and trust, so using a more casual video is a great way to build relationships with potential clients.
At the start of this episode, we discussed how sending videos prior to an appointment can help pre-sell us to clients, and ensure they remember the appointment. We also discussed that personal videos don’t need to replace the high-budget, scripted videos many luxury agents gravitate towards, but can be an additional communication tool.

We also shared insights on:

How personal videos can be used to demonstrate confidence
That informal videos don’t need to tarnish our exclusivity
Why sending personal videos saves everyone time and prioritizes convenience

Guest Bio

Ethan Beute is the Chief Evangelist for BombBomb. Having worked in marketing teams inside local television stations for over a decade, Ethan decided to pursue an MBA. It was after this that he connected with BombBomb- and he hasn’t looked back since. Ethan is passionate about helping people improve their communication, and is focused on assisting people rehumanize their businesses. Alongside Stephen Pacinelli, Ethan is the co-author of Rehumanize Your Business: How Personal Videos Accelerate Sales and Improve Customer Experience.

For more information about Ethan and BombBomb, head to

https://www.linkedin.com/in/ethanbeute

bombbomb.com/book

And you can also email him at ethan@bombbomb.com

To take advantage of a 14-day free trial of BombBomb, head to bombbomb.com/luxury

The Importance of Building Your Brand

Thu, 19 Mar 2020 10:00:00 -0600

Today we’re going to talk about the importance of building your brand, both online and offline. Is your online brand consistent with your offline brand? If not, you’ll lose your competitive advantage over other Realtors.

How to Differentiate Yourself w/Rob Thomson

Thu, 12 Mar 2020 02:00:00 -0600

The real estate industry is full of great agents, so we have to go the extra mile to distinguish ourselves. How can we protect ourselves from competitors attempting to discredit us- and why should we avoid belittling our competition? How can we show potential clients we’re the obvious choice? On this episode, owner of Waterfront Properties and Club Communities, Rob Thomson shares how we can differentiate ourselves from any competition.

Be careful not to compare yourself with other agents- it just sounds like you’re badmouthing the competition. -Rob Thomson

Takeaways + Tactics

It’s perfectly acceptable if we aren’t involved in the transaction process personally, but we have to tell our clients upfront. Don’t let competitors use this to discredit us.
Don’t belittle competitors. Instead of getting involved in what makes us ‘good’ or ‘bad’, we should be telling potential clients what makes us different.
Instead of telling clients what we offer, invite them to the office to see for themselves- they’ll realize they’re getting more than an agent when they choose to work with us.

On this episode, we discussed how to set ourselves apart from our competitors. After discussing the ways competitors try discredit us, we shared how to structure meetings with potential clients that highlight our uniqueness, and gave suggestions for who should attend those meetings.

We also shared insights on:

The importance of knowing our numbers
How to pre-sell clients ahead of signing with us
Small tokens of appreciation that will distinguish us as industry leaders

Guest Bio

Rob Thomson is the owner of Waterfront Properties and Club Communities. He built the business alongside his mother, and together they established an organization dedicated to helping customers buy and sell luxury real estate on waterfront properties and club communities. Today, Waterfront Properties and Club Communities is the largest purveyor of luxury residences in Palm Beach and Martin Counties.

To find out more about Rob, head to https://www.linkedin.com/in/robthomson

www.waterfront-properties.com

You can also call him on 561 346 1881

The Importance of a Luxury Division

Thu, 05 Mar 2020 18:03:23 -0600

If you are a brokerage or team leader having a strong luxury division is crucial to attracting more high-end and luxury listings. What do you need to create, grow, and maintain a strong luxury division? It takes much more than just a different 'for sale' sign or logo.

How to Prepare Clients to Deal with SALT Rates w/Jennifer Ames

Thu, 27 Feb 2020 02:00:00 -0600

State and Local Tax (SALT) has the potential to do serious damage to our economy, so it’s vital that we educate our clients on the matter. As real estate professionals, what should we be aware of in terms of SALT? What should we be telling homeowners? What is the $10,000 cap on deductions, and how could it impact our clients? On this episode, CEO and License Partner of Engel & Völkers Chicago, Jennifer Ames, explains what SALT is, and how we should prepare our clients for it.

Everyone needs to be aware that SALT doesn’t only impact the wealthy, it affects everyone. -Jennifer Ames

Takeaways + Tactics

Homeowners who can afford to leave are moving to states with lower taxes. As real estate professionals, we need to be aware of this.
As agents, we need to know the tax trends across the country, so that we can advise our clients of the pressures they may face as homeowners.
Inform clients of the $10,000 cap on tax deductions. This can have a big impact on homeowners (couples in particular), as that $10,000 applies to entire households, not individuals.

The Benefits of Content Marketing

Thu, 20 Feb 2020 09:00:00 -0600

As a real estate agent, you want to establish yourself as a foremost authority in your market and attract consumers toward your business. One of the top ways to do this is through content marketing. With more and more consumers growing reliant on the internet to obtain their information, content marketing allows you to demonstrate the breadth of your knowledge of real estate online, which will cement you as an authority to consumers in your market.

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

Thu, 13 Feb 2020 02:00:00 -0600

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

Isellyourhome.com

https://youtu.be/8WvyR5r7Ohc

You can email him at paul@isellyourhome.com

His Instagram handle is @therealpaulcampano

Call him on 617 304 3686

Matched Pairs

Thu, 06 Feb 2020 14:12:13 -0600

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

Thu, 30 Jan 2020 02:00:00 -0600

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 markus@stjamescanter.com.

What to Look for in Our Luxury Market in 2020

Thu, 23 Jan 2020 09:00:00 -0600

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

Thu, 16 Jan 2020 02:00:00 -0600

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 https://bermanandpollinger.com/about/about-berman/?gclid=CjwKCAiAis3vBRBdEiwAHXB29KVhkFAxYiHcxjojpYBsAcB7-K1rfkv9_ZFXSGrfRa5xSSPJ1bQLghoCzUoQAvD_BwE

Bonus Episode - How to Get the Best Professional Photography

Thu, 09 Jan 2020 08:00:00 -0600

When it comes to real estate photography, today’s special guest can do it all. Say hello to Brad Filliponi—co-founder of Boxbrownie.com. If you haven’t already heard of Boxbrownie.com, 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. Boxbrownie.com 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

Thu, 02 Jan 2020 02:00:00 -0600

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

Bonus Episode - How to Earn 30% More

Thu, 26 Dec 2019 10:00:00 -0600

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

Thu, 19 Dec 2019 02:00:00 -0600

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

Bonus Episode - Discussing the Elephant in the Room

Thu, 12 Dec 2019 08:00:00 -0600

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?”

How to Build Relationships that Position Your Brand as the Obvious Choice w/Jim Walberg

Thu, 05 Dec 2019 13:00:00 -0600

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

jim@jimwalberg.com

How to Build Lucrative Cross-Market Referral Partnerships w/Tiffany McQuaid

Thu, 21 Nov 2019 02:00:00 -0600

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

How to Offer Fresh Online Content Without Breaking the Bank w/Italina Kirknis

Thu, 07 Nov 2019 04:52:04 -0600

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

How to Attract More Opportunities by Leveraging Your Inventory w/Andrew Bloom

Thu, 24 Oct 2019 06:32:58 -0600

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

How to Overcome Setbacks w/Jon Cheplak

Thu, 10 Oct 2019 06:50:30 -0600

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

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.
Stop adding layers of systems to our businesses. Instead, we need to dive deeper into our emotions to develop ourselves and our team members.
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

How To Safeguard Yourself From Unqualified Buyers w/Andrew Rosenblatt and Anna Sheehan

Thu, 26 Sep 2019 09:46:44 -0600

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

How One Agent Landed a $4 Million Dollar Listing Using Instagram w/Jason Cassity

Thu, 12 Sep 2019 09:10:54 -0600

Social media is a great platform for marketing and engagement. Is there any ‘right’ way to share content, and should we be tailoring that content specifically to each platform? What opportunities does the Stories feature on Instagram offer agents?

On this episode, owner of the Cassity Team, Jason Cassity shares how to use Instagram Stories for outstanding results.

Take advantage of Instagram Story advertisements now. They are cheaper than other platforms because there’s less competition in the feature at the moment. -Michael LaFido

Takeaways + Tactics

Don’t post for the sake of posting. We should aim to share engaging content that offers a personal look into our businesses. Quality over quantity is key.
Each social media network has its own language, so avoid sharing the same content across the board. Embrace Instagram Stories’ more relaxed atmosphere to engage with the audience.
Take advantage of Instagram Stories’ cheaper advertising rates now. Stories are a relatively untapped advertising space at the moment, so they’re a great place for us to market our brands without breaking the bank.

At the start of the episode, Jason Cassity explained that before we can start taking advantage of Instagram Stories, we need to have a foundation- that is, an Instagram account we post to regularly, with a well thought out bio. He then shared how to target specific areas with our advertisements.

We also shared insights on:

How to repurpose content effectively
How to attract bigger audiences
Why effective content relies more on art than science

In today’s world, a social media marketing strategy is non-negotiable if we want to build successful businesses. To ace the social media game, we need to be sharing engaging content and focusing on quality over quantity. Embrace each platform for its uniqueness and take advantage of the more untapped advertising options now, while they’re still easy to access.

GUEST BIO:

Jason Cassity is the owner of the Cassity Team, based in San Diego. In 2017, he was named one of the “19+ Agents to Watch on Social Media” by the Inman Real Estate Blog. He’s also made appearances on San Diego’s “Favorite” list of Real Estate Agents in the San Diego Union Tribune and received a “Top Agent” Magazine Nomination.

To find out more about Jason, find him on Instagram: @jason_cassity

You can also call him directly on 619 800 6178

To find out more about the Cassity Team, visit www.thecassityteam.com

How To Thrive When Commissions Drop by 40% in 7 Years w/Kevin Foreman

Wed, 28 Aug 2019 18:59:45 -0600

According to Real Trends, the national average listing commission is 5.08%. In this episode, hear why Kevin Foreman believes the average listing commission will drop 40% down to 3.64% over the next 7 years.

On this episode, Vice President and General Manager of the Enterprise Division at INRIX, Kevin Foreman shares his view on the future of the real estate industry.

Don’t worry so much about commissions going down: the volume will go up. -Kevin Foreman

Takeaways + Tactics

Keep overhead costs down. There’s no need to pay for fancy offices- have your employees work from home.
Stop worrying about commissions. While commissions may be dropping, lower prices attract more customers. We may make less commission per sale, but we’re bound to make more sales.
Pay more attention to clients than the properties you’re selling. This helps build relationships long-term, and will serve you in the long run.

At the start of this episode, we discussed the ‘Tinder’-type option afforded to home buyers. Essentially, buyers are now able to select homes, unassisted by an agent. After talking about what this means for agents, we spoke about the benefits of operating in the luxury and high-end markets.

We also shared insights on:

Focusing on your client- your services should be all about them
Why you should act as a consultant
How to stay in touch with past clients

The changes we’re seeing in the real estate industry can be alarming, but it’s important to look at the bigger picture. Commissions may be dropping, but there is a higher number of clients because of it. In the meantime, protect your business by keeping your overhead costs low and maintaining good relations with your clients.

GUEST BIO:

Kevin Foreman is the Vice President and General Manager of the Enterprise Division at INRIX. With 20 years’ experience in sales, marketing and business development, Kevin is widely respected for his expertise. He is a specialist in social networking, social media, web 2.0 and community building.

To find out more about Kevin, find him on Linkedin at https://www.linkedin.com/in/kevinforeman

You can also find him on Facebook at https://m.facebook.com/kforeman1

To find out more about INRIX, head to http://inrix.com

And search ‘INRIX’ on YouTube

Breaking into the Luxury Market w/Amit Bhuta

Thu, 15 Aug 2019 13:21:09 -0600

Many agents hold themselves back from the luxury side of real estate because they either don’t have enough confidence to try it, or they are transaction-based and not looking at their overall long-term business. How can we build our confidence? How and where do we start to break into the luxury market? What do we need to think about when it comes to marketing? In this episode, Amit Bhuta explains how he got started and became successful in the luxury market, and shares some insight on creative marketing tactics.

Many agents want to get to the next level, but don’t have the confidence to get there. The first thing you have to do is believe that you belong there. -Amit Bhuta

Takeaways + Tactics

If we don’t take the opportunity to learn, we will miss out on the opportunity to grow. When we grow our knowledge we grow our confidence.
We can start to break into the luxury market by going to brokers’ open houses. We can expand on what we know about the luxury market as well as build rapport with agents who are already in the market.
If we want to be a great luxury agent, we can’t only do luxury-level marketing on certain properties. We need our marketing to be consistent across all of our listings so that we can gain the respect, trust and appeal of a consistent brand.

On this episode we discussed how agents can break into the luxury market, and what we can do to build our knowledge of and, by extension, our confidence within the luxury space. We also spoke about how can use social media to get ourselves out there as well as the importance of consistent marketing for brand management.

We also shared insights on:

How to grow our confidence
How to start breaking into the luxury market
Why we need consistent marketing to be a great luxury agent

The hesitation a lot of agents have when it comes to expanding into the luxury market mainly comes from a lack of confidence. We can overcome this and become capable and confident luxury agents by taking opportunities and initiatives to grow our knowledge of the market. By going to brokers’ open houses, getting ourselves out there on social media, building relationships with other luxury agents in a genuine and giving way, we start to break into luxury real estate.

Guest Bio

Amit Bhuta, Real Estate Advisor at Compass and Creative Marketer, has lived in South Florida for over 40 years and truly loves everything about his Miami home. With a deep passion for his career in real estate and genuine enthusiasm for his hometown, Amit’s expertise and candor throughout the process of buying or selling a home is something that his clients consistently value. Amit’s background in sales management led him to transition into the field of real estate nearly 15 years ago. With a strong network of agents in all 50 states and 57 countries, Amit’s professional reputation has awarded him a large referral and resource network stretching around the globe. He specializes in South Florida real estate from Miami Beach to Pinecrest and works with his high-end clientele to find the best luxury property for their needs. Whether he is assisting sellers, first-time homebuyers, or those looking for an additional investment, Amit’s knowledge of the community along with his adept marketing skills allow him to provide his clients with impeccable service from start to finish. Amit holds a degree in Finance from Florida International University.

https://www.allinmiami.com/

https://www.instagram.com/amitbhuta/ #TheIndianRealtor

Building International Relationships with Agents and Buyers w/Lynda Fernandez

Mon, 05 Aug 2019 23:53:06 -0600

The international community offers so many opportunities for agents in the luxury market. How can you catch the attention of buyers outside North America? What should you avoid doing if you want to make a great impression? On this episode, Lynda Fernandez, Chief of Communications and International Business Development at the Miami Association of Realtors, shares how we can gain an international following.

If you’re in the luxury market, targeting internationals is a good idea.- Lynda Fernandez

Takeaways + Tactics

Focus on building good relationships with international buyers. If we have a solid foundation and deliver on our promises, these buyers will be more likely to refer us to other people in their circles.
We have to be easily contacted by our international clients. Whatsapp is critical for this. If we’re focused on Asian markets, WeChat is also vital.
Pay attention to international cultures. While research is important in this area, we also have to make sure we’re also listening to what the buyer says. We have to be respectful of their wants and needs.

At the start of the episode, we shared that one of the most common questions asked by agents in the luxury market revolves around international buyers. We explained how technology can be used to help research international buying trends. We then spoke about the importance of follow-through in communication.

We also shared insights on:

Adopting a more international approach to business
Leaving politics aside
Why international buyers should be your target

To do business with the international community, good communication is key. Luckily, thanks to social media and technology, that doesn’t need to be difficult. We can use the platforms to our advantage and ensure we follow through with contact. As an agent, we want to build relationships with our clients. Doing that with the international community doesn’t have to be daunting. Just remember to pay attention to the cultural differences.

GUEST BIO:

Lynda Fernandez is the Chief of Communications and International at the Miami Association of Realtors. Lynda strongly believes in the importance of public relations when dealing with clients, and holds a Bachelor of Science in Journalism and Mass Communications from Florida International University. She is also the recipient of a Master of Accounting from Florida Atlantic University.

To find out more about Lynda, head to: https://www.linkedin.com/in/lynda-fernandez-rce-cae-a5a1472a

You can also email her directly on: lynda@miamire.com

To register for the Miami International Real Estate Congress, head to Miamicongress.com

To find out more about the Miami Association of Realtors, visit: www.miamirealtors.com

Reinventing Yourself and the Art of Gifting w/Dustin Mathews

Thu, 18 Jul 2019 02:34:43 -0600

Many agents don’t start out in real estate and have to go through the process of reinventing themselves and starting from scratch, and others are trying to reinvent themselves within the industry. What do we need to reinvent ourselves successfully? How does getting out of our comfort zone help our growth? How should we deal with disruptions? In this episode, Dustin Mathews discusses the role reinventing ourselves plays in our success, as well as how we can set ourselves apart with creative gifting.

You should be disrupting yourself like big companies do so that you can get to that next level in your business. -Dustin Mathews

Takeaways + Tactics

The most important thing to have when reinventing ourselves is people who support us. We need a person or a team to guide us or simply listen to us so that we can be accountable and get out of our own heads.
In order to grow, we have to step outside of our comfort zone. When we do, it opens up new opportunities.
We need to not only embrace disruptions but run towards them. By doing so we get more familiar with dealing with change, and we become better at it.

On this episode Dustin Mathews explains which elements we need in order to go through the process of reinventing ourselves successfully. We also discussed how sending creative and thoughtful gifts to prospects and clients can make you stand out from everyone else.

We also shared insights on:

Why we need people who support and guide us
How stepping out of our comfort zone helps us grow
The importance of embracing disruptions

Reinventing ourselves and stepping out of our comfort zone is a part of life that we all need to go through. When we reinvent ourselves we need to be able to slow down and have a grounded person or team of people that can support and guide us. In order to grow we must embrace disruptions so that we can get better and better at dealing with this inevitable part of life. By reinventing ourselves and facing disruptions, we give ourselves room to grow and become successful.

Guest Bio

Dustin Mathews is the Chief Education Officer at WealthFit, a company disrupting the financial education space and leading ordinary people to lives of wealth. Dustin is also the host of the popular "Get WealthFit!" Show and is a best-selling author. He has interviewed and shared the stage with athletes, business celebrities, movie producers and titans of business such as Danica Patrick, Cal Ripken Jr., Kevin Harrington, Robert Kiyosaki, Jesse Itzler, Shannon Miller, Dave Meltzer and many others. Dustin’s ventures have been featured by Forbes, Entrepreneur, USA Today and INC Magazine. He also received recognition by the United States Patent and Trademark Office for codifying a process for creating and selling products and service, Irresistible Offer Architecture®.

https://wealthfit.com/

https://wealthfit.com/podcasts/get-wealthfit/

The Shift Happening in the Luxury Market and What to Do About It w/Brad Inman

Tue, 02 Jul 2019 02:24:31 -0600

We all know that the real estate market differs across local spaces, but collectively the luxury market isn’t doing as well as it was a few years ago. How can we stay informed about market trends and best practices? What is currently impacting the luxury market? What can we do to manage and overcome market shifts? In this episode, Brad Inman explains where the luxury market is mid-2019, and how conferences and communities can help us through these shifts.

Sellers are pricing too high, and buyers don’t want to make a move to lowball or bid. -Brad Inman

Takeaways + Tactics

We can better overcome and manage the challenges we face in a shifting luxury market by going to conferences and events about luxury market trends and best practices.
We need to be upfront with our clients, especially when talking about listings. We have to inform them of all the implications that are going to affect the luxury market so we can stay ahead of the market and make more successful transactions.
We stand to gain a community of support from people in our industry who are helping one another be successful by attending conferences like Luxury Connect.

Use the discount code "LUXE" to get $250 off either of the next 2 Inman events:

Luxury Connect

Inman Connect Las Vegas

We also shared insights on:

Overcoming and managing luxury market shifts
How to gain a community of support for success
How keeping clients informed helps our success

The two biggest problems the luxury market has at the moment are taxes and sellers pricing too high. There’s no shortage of wealthy people, no shortage of successful realtors, and no shortage of referrals, but there is a hesitation on the buy side with the wealthy. By keeping our clients informed about the luxury market and its trends, we can help them sell and buy more effectively and successfully and in turn grow our business. When we invest in our career by attending industry conferences and events, we allow ourselves to stay up to date and educated about our market as well as build a supportive community of like-minded luxury professionals.

Guest Bio

Brad Inman is the Owner and Chairman of the Board of Inman, a digital media company that reports on the real estate industry. Founded in 1996, Inman has grown to become the largest real estate news company. The firm publishes more than 3,000 stories a year and produces widely popular events where the industry learns about the latest market trends, new technology and business models. On the Inman stage, Brad has interviewed many technology and media personalities including Rupert Murdoch, Arianna Huffington, Craig Newmark, Barry Diller, Kara Swisher and Barbara Corcoran. In 1999, he founded an online real estate firm called HomeGain which was acquired by media company Classified Ventures in 2005. Among other innovations, HomeGain was the first company to offer consumers an instant online home valuation tool. Brad was also one of the first investors and served as Chairman of the blogging platform Curbed before it was sold to Vox Media.

https://www.inman.com/events/

https://www.facebook.com/groups/RealEsateConnect/

Use the discount code "LUXE" to get $250 off either of the next 2 Inman events:

Luxury Connect

Inman Connect Las Vegas

How to Stay Afloat When the Market Dips w/David Osborn

Fri, 14 Jun 2019 11:32:38 -0600

For the past few years, most real estate markets in North America have done relatively well. Should we be expecting that to change anytime soon? How can you continue to have a successful business if the market does become less favorable?

On this episode, we’re joined by David Osborn, co-author of the New York Times Bestseller Wealth Can’t Wait, who shares his advice for thriving even through changing market conditions.

Prepare for a dip. Nothing goes up forever, and we’ve been going up for a long time. -David Osborn

Takeaways + Tactics

Most luxury real estate in North America is in a “neutral” to “buyers” market.
A drop in the market is inevitable, and it’s likely to take place relatively soon.
A pro-tax, pro-business environment is very important for the luxury market to thrive.

This episode began with David Osborn sharing his background and explaining his motivations for getting into real estate. We then discussed the amazing opportunities real estate offers, even when the market is unfavorable.

We also shared insights on:

Staying positive and avoiding discouragement
Why real estate will remain an important industry for years to come
How real estate has created more millionaires than any other business, worldwide

Financial experts in every industry agree that a market crash is inevitable. However, the great news for real estate professionals is that there will always be a reason for buying or selling property. Don’t allow yourself to be discouraged.

GUEST BIO

David Osborn is an Operating Partner at Keller Williams. Having grown up with a military father and a real estate agent mother, David decided to follow in his mother’s footsteps. Like her, he hasn’t looked back since. In addition to his position at Keller Williams, David is an entrepreneur, speaker and an author. Alongside Paul Morris, David is the co-author of the New York Times Bestseller, Wealth Can’t Wait.

To find out more about David, head to www.davidosborn.com

To get his book, visit www.wealthcantwait.com

To purchase luxury specialist goods, head to www.luxuryspecialistgear.com

How Thinking Outside The Box Increases Traffic To Your Listings

Thu, 30 May 2019 01:36:05 -0600

We see the same pictures, the same angles, and the same mistakes being made in real estate marketing over and over again. How can agents make their property stand out from the rest? How can you use a property’s unique feature to make it memorable? What can we do to get a plain property noticed?

In this episode, Melissa Leonard who listed the "50 Shades" home and Kristin Gyldenege who showcased "fitness models" in her listing pictures talk about their creative ways of getting their listing noticed and how it increased traffic to their properties.

View an Article on the '50 Shades' House HERE

View the Home for Sale Featuring Half-Dressed Fitness Models HERE

Taking a risk is worthwhile if it gets someone to look at the house who would’ve never looked at it before. -Kristin Gyldenege

Takeaways & Tactics

In order for our property to stand out from the competition, we have to make it memorable to local buyers, people in the industry, and even the news and media. If there is something unique about a property, use it to your advantage.

Property launch is key. The first 7-14 days are crucial when you’re marketing a home. After that, there will naturally be less online inquiries and showings. From the start, you have to be priced correctly, and your photos have to be great.

Most buyers cannot visualize, and people are lazy by nature. They want to be able to move into a house and not do anything except unpack. We need to be aware of this when we market and show properties to potential buyers.

By stepping outside the box and getting creative with how we market our properties, we can significantly increase the traffic to them. Too many listings are done in the same old way with the same kinds of photos, and continuing to do so does not make your client’s listing stand out from the competition. By using elements that are unique to a property we can make a listing memorable not only to buyers, but to the media as well, and create a buzz around the property. It is our job to get as much traffic as possible to a listing, and we can do so by taking calculated risks and leveraging opportunities to our advantage.

Best Practices for Agents in the Luxury Market w/Anthony Hitt

Thu, 16 May 2019 00:46:29 -0600

In a space where we are constantly surrounded by noise and options, agents need to be able to cut through that noise by providing high value service to clients. It is especially important to be able to do this in the luxury market. How can we continue to deliver a luxury experience? Where is the luxury market sitting today? What best practices should agents be using?

In this episode, CEO of Engel & Volkers, Anthony Hitt, explains some of the best practices that top luxury listing agents are using to further their success in the climate of today’s industry.

We’re providing a much higher level of service than we have probably ever provided as an industry, and we’re continuing to go in that direction. -Anthony Hitt

Takeaways + Tactics

Clients who want a luxury experience sit at every price point, and we need to deliver that experience to make successful transactions.
In an age where we’re constantly being inundated with the noise that elements like technology bring, we have to provide a higher and higher level of service. If we don’t, we won’t be amongst those who survive and thrive in our industry.
In order to articulate your value proposition properly, you need to be using four best practices. These are attracting the best talent, constantly learning and training, collaborating with your network of fellow agents, and taking action on the data you have.

We also shared insights on:

Delivering a luxury experience at every price point
Why high-level service is vital today
What we need to articulate our value proposition

Agents in the luxury market have to continuously provide a higher level of service for their discerning clientele. Today, discerning clientele stretch across all price points, and we need to be able to deliver a luxury experience across the board. By attracting the best talent, consistently learning and training, collaborating with our network of fellow agents, and taking action on the data we have to drive successful sales, we can set ourselves up for success in our industry and really add value.

Guest bio

Anthony Hitt is the CEO of Engel & Volkers Americas since January 2014. Engel & Volkers is known as the leading destination for highly selective real estate service with unique, international accessibility and looks to Anthony’s leadership for its continued growth and success. The company now has almost 150 shops and close to 3000 real estate advisors spanning the United States, Canada and Mexico. As a top-producing agent for many years, Anthony was continually acknowledged for his business acumen and commitment to customer satisfaction by publications such as the Wall Street Journal and the Los Angeles Times. Drawing from his experience – and from his success managing his own record-setting team of twelve real estate professionals under the Anthony Hitt banner – Anthony established a training course for other agents to raise the bar for superior performance in the industry. Anthony credits his business and real estate success to his philosophy of providing exceptionally personal customer service and constantly implementing the most up-to-date systems for efficiency and comprehensive service. He has authored several books to share his advice for success in business and in life with others, including "Essentials of Personal Achievement", "Taking Charge", and "Positive Impressions."

https://www.evrealestate.com/

How to Brand Yourself Effectively in the Luxury Market w/Jay Macklin

Fri, 26 Apr 2019 14:49:35 -0600

Success in real estate relies on marketing, so it’s important that agents have effective strategies. What are some ways to market yourself and see great results? Can you do it without being attached to a well-known brand? On this episode, I talk with Jay Macklin, owner of Platinum Living Realty, to hear how he’s branded himself and what it’s done for his business.

It’s not about the agent. It’s about what’s in it for the consumer. -Jay Macklin

Takeaways + Tactics

Spend less time worrying about the brand you’re attached to and focus on your client’s experience with you, personally.
Articulate your unique and compelling value to your consumer. If you’re going above and beyond, ensure your customer knows that.
If you’re new to luxury real estate, immerse yourself in the market by going on broker’s tours and open houses.

At the start of the episode, Jay shared on his background and gave a brief overview of his timeline in the real estate industry. He then spoke about how agents should go about their marketing and branding. Jay mentioned that you don’t need to be attached to a powerful brand— just focus on letting clients know you’re the agent they should approach.

We also shared insights on:

Why your focus should be all about your client
How to target your marketing for effective results
Why you need a definitive call-to-action for your marketing

To make a name for yourself in luxury real estate, you need to be prepared for the market. Become comfortable with the properties you’ll be selling, and understand the market fully before you commit to a career in the industry. Once you’ve established your understanding, make sure you’re prepared for the clients. Do your research and make sure you’re marketing to your target audience.

Guest Bio

Jay Macklin first entered the world of real estate in 2006. In the time since then, Jay founded Desert Platinum Properties, alongside his wife. This has subsequently been converted to Platinum Living Realty. Today, Platinum Living Realty has 4 offices and 150 agents. Jay is passionate about educating agents and helping them achieve great results, and is one of the 2 Phoenix are certified coaches for the Craig Proctor coaching program.

To find out more about Jay, head to www.searchhousesinscottsdale.com

You can also email him on jay@platinumlivingre.com

Launching a Luxury Program and Crushing It in Real Estate w/Anthony Lamacchia

Thu, 11 Apr 2019 11:27:30 -0600

The luxury “bracket” of real estate can be a difficult space to get into, but is very lucrative. How do we set ourselves up to get into luxury real estate? What do we need to do differently when dealing with a luxury listing? In this episode, Anthony Lamacchia shares on launching a luxury program and outlines his free content platform for agents, ‘Crush It in Real Estate’.

To get into the luxury portfolio, you have to qualify. It’s not pay-to-play. -Anthony Lamacchia

Takeaways + Tactics

In the luxury space, we have to take every aspect to the next level. When we improve everything from our pictures to our floor plans, we give our agents something better to offer when they run luxury listings.
When dealing with sellers, three of these four P’s need to be met. The price needs to be realistic, the person needs to be nice to work with, the property needs to be unique, and the positioning of the property must be right for the market.
If you have never dealt with a luxury listing before, you have to be more flexible as an agent. You’ll have to take on an overpriced property or a difficult client in order to build your book up to the point where you can turn down listings.

On this episode we discuss launching a luxury program in 2019. Anthony Lamacchia explains how and why he decided to start the program, and the growth and impact his free content platform for agents ‘Crush It in Real Estate’ has had.

We also shared insights on:

How dealing with luxury listings differs from the other brackets
What four things need to be considered when dealing with sellers
How to get started as an agent in the luxury space

As agents, we can increase our average sale price by having more homes from the luxury bracket on our roster. However, it is an area that we need specific tools to succeed in, and certain qualifications need to be met in order to get into luxury. Every aspect of the listing and marketing process needs to be next-level, and we have to look at the price, seller, property and positioning in more detail. Initiatives like luxury programs and accessible agent-specific content will help us get to the level we need in order to succeed in luxury.

Guest Bio

Anthony Lamacchia is the Broker/Owner and CEO of Lamacchia Realty, Lamacchia Property Management, Lamacchia Development, and REAL Training and Systems Inc. He spends his time running the companies, training agents and his national coaching customers, and strategically planning for the future. Anthony is considered an industry expert, having done hundreds of television appearances on local news and many speaking engagements at national industry conferences. He is completely obsessed and passionate about providing all the agents and employees in the company with top-notch technology, the best possible tools, and the absolute very best training to excel in their careers and grow their businesses.

https://www.facebook.com/crushitinrealestate/

Anthony@lamacchiarealty.com

https://www.lamacchiarealty.com/

How to Innovate in Your Real Estate Business from the Inside Out w/Dan Duffy

Wed, 27 Mar 2019 20:07:47 -0600

Those of us in real estate must use adapt and evolve in our use of technology in order to remain relevant and serve our clients. How can we best cater to the needs of high-profile clients? In what ways can we leverage technology to help us? How can we innovate our practices to meet the needs of our business? In this episode, CEO of United Real Estate Holdings LLC, Dan Duffy, shares how he uses a combination of technology and internal evaluation to lead a successful real estate corporation.

The winning solution is when you innovate from the inside as opposed to coming from the outside. –Dan Duffy

Takeaways + Tactics

We need to determine who our buyer is and create our sale around that persona. It is impossible to market a property that ticks the boxes for everyone, cater to those who would be most likely to be attracted to it.
We must make clients aware of all their options from the get-go. This can help build trust and show that we’re working with their best interest in mind.
Auctioning services can be valuable to both clients and agents. Clients can bring their asset to the market at a certain time, clear it, and convert it into cash. Also, agents can significantly impact their transaction value.

On this episode, we discuss some of the businesses that operate under the United Real Estate Group. Dan Duffy explains how and why these sections of the company came to be, and how they have positively impacted the success of the business.

We also shared insights on:

The shift from a seller’s market to a buyer’s market
How strategy is moving towards technology in real estate
How to manage high profile clients

Our role in real estate is to understand and cater to the needs of our clients. This can be achieved in numerous ways, most importantly by being transparent about options with clients, utilizing tools like technology to our advantage, and being aware of our buyer’s persona so that we can effectively make targeted sales. When we develop from the inside while considering the current market and climate, we become geared for success in our industry.

Guest bio

Dan Duffy is the CEO of United Real Estate Holdings LLC (Group), a real estate services and franchise holding company operating multiple businesses under its "United" trade name. Dan spent nearly 20 years focused on serving clients in a number of senior executive positions. Most recently he served as the President and CEO of a two-time Microsoft Global Partner of the Year and Largest Global Microsoft Business Solutions Partner, with over 25 offices on three continents serving 12,000 clients in 48 countries. Learn more about United Real Estate at https://www.unitedrealestate.com/

Setting Yourself Apart With Collateral Marketing w/Thad Wong

Fri, 15 Mar 2019 09:25:33 -0600

As a luxury real estate agent, how can you set yourself apart from your competitors? What role does branding play? Other there other factors crucial to getting a sale? On this episode, I talk with Thad Wong of @properties. Thad has had tremendous success in the Chicago luxury market, and he’s here to share his advice.

One thing that can always be improved is collateral marketing for listings. -Thad Wong

Takeaways + Tactics

More agents should focus on collateral marketing. While it may not be what makes or breaks a sale, having good brochures makes a difference to potential buyers.
Showcase seller’s homes in a high-quality way, through a range of platforms. While advertising may not be the deciding factor, it certainly entices the buyer.
Make sure you’re showcasing every client’s home on all the same range of platforms. Doing this will distinguish your services from those of your competitors.

At the start of the episode, Thad Wong explained why @properties makes use of high-quality branding for their clients. He also weighed-in on some of the real estate myths surrounding the Chicago market.

We also shared insights on:

The importance for agents to have strong emotional intelligence regarding their clients’ needs
The need for positive relationships between your clients and the appropriate people in the industry to whom you have access
Why technological tools are absolutely crucial, particularly in the luxury market.

In a market renowned for its distinction, you must showcase your listings with the respect they deserve. However, you also need to work with contemporary technologies. Buyers and sellers are no longer interested in piles of paperwork. Nor are they happy to view collateral merely from a flimsy flier. Make sure you showcase properties on a range of platforms, and focus on providing an exceptional service.

GUEST BIO

After establishing himself as one of the top agents in Chicago in the mid-1990s, Thad Wong co-founded @properties in 2000, a luxury brokerage in the city. Under his and his co-founder’s leadership, @properties has grown to around $9 billion in annual sales, and employs approximately 2800 agents. Today, @properties is the top brokerage in Chicago.

To find out more about Thad and @properties, head to: https://www.atproperties.com/agents/1892/thaddeus-wong

How to Effectively Leverage a Team w/Jeff Cohn

Thu, 28 Feb 2019 13:01:56 -0600

Many people who become business owners believe they need to personally work harder in order to achieve more in their business. Is putting in more of your time and effort really what your business needs? Is that even sustainable? On this episode, I talk with Jeff Cohn, founder of Omaha’s Elite Real Estate Group and host of the Team Building podcast, to share his thoughts on leveraging teams and how he’s done it so successfully.

If you can leverage the things you don’t love, let someone else do it. -Jeff Cohn

Takeaways + Tactics

If you want to build a business, you need to create a team and framework that will be able to withstand your exit.
Hire a team of people who enjoy doing the things you don’t. This way, no one is wasting their time doing things they don’t want to do.
Avoid using your name in your business. Using your name as branding makes it harder to step away, as people will know your name and want to work with you specifically.

At the start of the episode, Jeff emphasized his passion for teaching real estate agents how to move away from being cogs in the machinery to business owners. He also outlined the importance of creating teams with the intention of stepping away from your business.

We also shared insights on:

Why you need to know what you’re doing before you hire a team
Who your first hires should be
The hardest and most important hire on your team- the buyers assistant

The people you hire for your team are important, and they’ll play a huge role in your business going forward. However, don’t feel overwhelmed by this. The only way you’ll be able to scale your business and ultimately move away from it is by hiring other people and leveraging their talents. Focus on creating a legacy rather than a job you’ll be stuck in for years to come.

Guest Bio-

Jeff Cohn is the founder of Omaha’s Elite Real Estate Group, as well as the host of the Team Building podcast. Under his leadership, Omaha’s Elite Real Estate Group has become the top team in the Berkshire Hathaway Group, worldwide. Jeff is adamant that this is because of his dynamic team, and he is passionate about teaching people that they can become business owners, rather than cogs in the machine. Jeff is also extremely enthusiastic about sharing his tricks and suggestions with everyone interested. Totally opposed to a scarcity mentality, Jeff believes that everyone is capable of greatness if they work smarter.

To learn more about Jeff, head to: https://www.omahaseliterealestategroup.com/

To get tickets for the Berkshire Hathaway Group Shareholder Meeting, visit: https://www.eventbrite.com/e/ers-berkshire-hathaway-shareholder-meeting-workshop-tickets-55662520096

Using Social Media to Boost Your Business w/David Adam Kurz

Fri, 15 Feb 2019 11:40:38 -0600

The internet has given agents a wide array of tools for connecting with clients and building their business. How can you make the most of internet-based platforms? What are the specific applications that can put you ahead of your competitors? On this episode, I talk with David Adam Kurz, author, social media influencer, and owner of Kurz Real Estate. We discuss how 21st century technology can expand your network and your business.

The more people I get in front of, the bigger my network. -David Adam Kurz

Takeaways + Tactics

Say yes to every opportunity that comes your way. Agree to be a guest on podcasts and contribute to articles. Make sure you're visible.
Just start. You don't need expensive equipment to shoot a video. Basic, raw footage is often more popular with viewers.
Share as much content with your audience as possible. The more you share, the more people will trust you.

At the start of this episode, David shared his belief that being in the public eye is the best way to generate business. Even though he first became visible through traditional media platforms like radio, free tools like Facebook Live completely changed his approach and his results.

We also shared insights on:

The necessity of creating video content
Why you should embrace your position. Whether in a boutique agency or a franchise, there are merits and you should emphasize them
The importance of never bad-mouthing your competition

Social media has changed the game for everyone, including those in the real estate industry. Even if your competitors are not embracing technological changes, you need to. In fact, if your competitors aren't utilizing online-based tools or platforms, it's even more vital that you fill the void and start sharing content with your audience. Have an abundance mindset and never stop sharing. We have the tools at our disposal. Take advantage of them.

Guest Bio:

David Adam Kurz is the owner of Kurz Real Estate, Corp. Using multiple media platforms, David's business has seen phenomenal success as agents are not only constantly showcasing their knowledge of the industry with the audience, but can list properties to a wide database through these channels. David is also the successful author of The Blueprint: Strategies for Building a Successful Real Estate Business and Take Action: Building a Business with the Right Mindset and Foundation.

To find out more about David and Kurz Real Estate go to

http://www.kurzrealestate.com/

How Learning Personality Types Can Save Time & Generate Business w/ Angel Tucker

Fri, 01 Feb 2019 02:30:41 -0600

When finding leads and trying to generate new business, time is of the utmost importance. How can we make the most of our limited time? Are there any solutions for those wanting to work smarter, not harder? On this episode, I talk with best-selling author, Angel Tucker, to answer these questions and more.

Understanding personality types is like a crystal ball that allows us to see what the client needs.- Angel Tucker

Takeaways + Tactics

By identifying a potential client’s mental state, you can gain their trust early on.
Pay attention to audio and visual clues to help ascertain someone’s personality type.
Understanding personality types will help you in business, but also in your personal life as well.

At the start of the show, Angel emphasized the importance of paying attention to personality types. She then took a more in-depth look at the four main personality types. Fitting into the DISC acronym, these types include Dominant, Inspiring, Supportive and Curious individuals.

We also shared insights on:

How each personality group experiences the same event differently.
Why tweaking your approach to suit people’s needs based on their personality types is necessary.
The importance of disclosing your personality type to others

Regardless of industry, one constant factor in business is the presence of human beings. Humans are a diverse species and it goes without saying that their psychological makeups differ. While this can certainly be overwhelming for the person who needs to find leads amongst the chaos, you can take advantage of it. Identify your clients’ needs and act accordingly- you’ll find better solutions for everyone you encounter and make the most of your time in the process.

Guest Bio
Angel is a speaker and the Best-Selling Author of the book Stop Squatting With Your Spurs On! The Power to Read People, Get What You Want, and Communicate Without Pain. Go to https://personalityprofiles.org/ for more information.

Why Updated Appraisals Can Be Helpful When Selling A Luxury Home Versus Online Evaluations w/Mark Morgan

Fri, 18 Jan 2019 01:58:12 -0600

Sellers often think their home is worth much more than it really is worth. How does an agent determine asking price on a unique or luxury home? Are online evaluations more reliable than an updated appraisal? Can the intricacies of home appraisals ever be replaced by algorithms? On this episode, I tackle these questions with Mark Morgan, a veteran real estate appraiser who specializes in luxury homes. He outlines the important factors that should always be considered when evaluating properties.

I recommend getting a pre-appraisal before versus relying on an online evaluation. Algorithms are taken as accurate, but nothing could be farther from the truth. -Mark Morgan

Takeaways + Tactics

Most of the time, online evaluations quote less than 50% of the actual price of luxury properties.
Appraisals are an opinion of value, and evaluations should always factor into account the specific features of a property.
To determine value, appraisers need to consider scarcity, desirability, utility, and purchasing power.

Though online appraisal tools may offer an easy answer, the fact remains that sellers want to find the highest possible price for their properties. What better way to fetch high returns than through comprehensive evaluations? Professionally conducted appraisals continue to be the best way to identify property value. Quality resides not in algorithms, but in experience and specific analysis.

Why Adapting to Diverse Markets Brings Greater Success w/ Richard Silver

Wed, 02 Jan 2019 23:24:28 -0600

Our society is rapidly changing, and many real estate businesses are lagging behind. How can you take diversity into consideration when you hire and run your office or team? How are so many offices and teams failing to reflect the areas they live in? How can we build a successful, long-standing business that sets itself apart from competitors? In this episode, I talk with Richard Silver of Silver Burtnick & Associates for these key insights.

I wanted a team that looked like the people of our city. -Richard Silver

Takeaways + Tactics

Change is essential and should be embraced.
Diversity of agents with regards to race, religion, age, culture and language only stands to benefit your business. This is particularly true in multicultural societies.
Use of new technologies is vital, from testing personalities to marketing homes.

At the start of the show, we talked about Richard’s journey and how he got started. We also talked about the importance of embracing change, and the power of diverse teams in the success of businesses. We talked about how luxury can sometimes be defined according to how many properties someone has. We also talked about why every chance to meet potential clients should be seized.

We also discussed:

The necessity of networking
Situational relevance and how it works

Multicultural societies, spurred on by globalization and rapidly evolving technologies, require change in the traditional approach to luxury. As markets become more diverse, agents need to consider the importance of representative teams. Further, as technological advancements show no signs of slowing, it is imperative they are used to the agent’s benefit. Change is inevitable, but that should not be cause for concern. Rather, it should be hailed as an opportunity for further-reaching success.

Guest Bio

Leading the Torontoism.com Team at Sotheby's International Realty Canada, Richard is designated as an ABR, e-PRO and a Certified International Property Specialist (CIPS). A past Director-at-Large for the Canadian Real Estate Association, and Past-President of the Toronto Real Estate Board.

A speaker and writer about the use of "Technology in Real Estate" as well as "The International Real Estate Market", he is founding Past-President of the Asian Real Estate Association of America, Toronto Chapter. Inman News named him one of the "Top 100 Most Influential people in Real Estate for 2013". Learn more here: https://torontoism.com/

How to Bring Value with Visuals & Knowledge of the Market with Keeping Current Matters

Fri, 14 Dec 2018 10:40:45 -0600

Keeping the consumer informed about the market and where it’s going is one of the most valuable things we can bring to the table as an agent. How do we make sure we present this data and information in a way clients can understand and retain? Why is it important to focus on more than just our local markets? Where are home prices headed as we get into a new year? On this episode, I’m joined by Keeping Current Matters VP of Content, Sales & Marketing, David Childers, and Senior Content Developer Morgan Tranquist to share why it’s important for us to stay current with what’s happening in the market, wherever we are.

Powerful, relevant visuals give clients the best opportunity to understand what is going on and the nuances of the real estate market. -David Childers, Keeping Current Matters

Takeaways + Tactics

When someone is thinking of buying or selling a house, they pay more attention to the news. We have to connect the dots between national and local. Acknowledge what the buyer/seller has heard and then drill it down to their locality.
When demonstrated visually, retention of a concept goes up significantly.
Have the heart of a teacher, not a salesman.

At the start of the show, David shared how KCM got started and how they’ve set the bar high for helping agents become experts on the market and win more opportunities and listings. Next, we talked about the importance of visuals and how the downturn created a lot of misinformation and paralysis.

We also discussed:

The importance of connecting local and national market knowledge
Why we should be encouraged by where housing prices are going

As real estate professionals, our jobs aren’t done until our clients are truly informed. We aren’t salespeople— we should be teachers first and foremost. We have to be willing to take the time in every presentation to teach our clients. It’s our responsibility to stay up-to-date with the market and present the data in a visually appealing way so it really sticks with the client. Local knowledge simply isn’t enough. It’s crucial to be aware of what’s happening nationally, and still relate it to the local market.

Guest Bios

David is the VP of Content, Sales & Marketing and Morgan is a Senior Content Developer at Keeping Current Matters.

To get a free 14-day trial, go to https://trykcm.com/luxury . To read their highly informative blog, go to http://kcmblog.com/.

Video Tips & Secrets from the Top Real Estate Video Influencer in the Country w/Christophe Choo

Thu, 29 Nov 2018 02:10:34 -0600

Video is an area that is lacking for the majority of real estate agents, and it’s a huge missed opportunity. What makes people reluctant to try video and how can we overcome this hesitation? What kind of content should we be creating? Why should we create and share content about causes that are close to our hearts? On this episode, Christophe Choo, who was just named BombBomb’s top video influencer of the year, shares how we can level up on our use of video.

Your message has to be natural, and from the heart and the soul. That seems to be what really works and what people want to see. -Christophe Choo

Takeaways + Tactics

87% of consumers want videos but only 9%-11% of brokers are actually doing it.
People are watching Reality TV more than anything, and they want us to be real and natural—not perfect.
Don’t overthink video. You’re just having a conversation with a friend, and a camera happens to be on.

At the start of the show, Christophe shared how he started incorporating video into his business. Next, we talked about the importance of authenticity and why that’s so valuable in luxury real estate. Christophe also shared some of the biggest opportunities that have come from his video.

We also discussed:

Ways to practice to get better at video
How to get over the fear of being in front of the camera
How Christophe monetized his videos

Video is the greatest opportunity in our industry right now because consumers want it. However, very few real estate agents are answering that call. Not only does video make it easier for people to find us, it also allows us to build trust with potential clients. It’s natural for us to be nervous about it, but video content is nothing more than talking to a friend with the camera on. The more you practice and work at it, the better and more confident you’ll get. Ultimately, you’ll end up having people gravitate towards doing business with you without having to seek them.

Guest Bio -

Christophe Choo is a Coldwell Banker Residential Brokerage real estate agent serving Beverly Hills, CA and the surrounding areas. He is a top producing Beverly Hills real estate agent, a speaker and Bomb Bomb's #1 2018 Real Estate Video influencer.

Go to http://www.christophechoo.com/ for more information or email christophe@christophechoo.com. Find him on YouTube, Twitter and other platforms.

Global Real Estate Trends and Digital Marketing Tips w/Stephanie Anton

Thu, 08 Nov 2018 02:14:38 -0600

Keeping an eye on the market helps us plan ahead, but what direction is the luxury real estate market headed? What are the ways we can increase engagement on our online listings? And how can we get better at communicating with our clients? In this episode, Stephanie Anton shares her digital marketing tips and predictions on the luxury real estate market.

Having insight into the hearts and minds of the affluent consumer is critical for understanding how to play in this market. -Stephanie Anton

Takeaways + Tactics

Properties that have more photographs get more clicks and have higher engagement rates. The more photographs you have for an online listing, the better.
Videos aren't supposed to give the viewer a property tour. They’re supposed to tell a story. Affluent buyers don’t buy properties because they need a roof over their heads. They buy them because of the lifestyle that comes with the property.
The language we use should be influenced by the buyer’s motivation. We have to be on the same wavelength with the buyer, and to do so we have to find out whether they’re looking for a temporary house or a permanent home.

In the beginning of the episode, we talked about what attracts attention to online listings and how we can optimize videos to attract the right buyers. Next, we talked about how we can determine the motivations of the buyer. We also discussed why it’s important for us to be aware of them.

We also shared insights on:

How tax changes impacted the real estate market
The current state of the luxury market and trends
Why properties that are easier to customize get sold first
How tax changes have good and bad effects depending on the market

Surveys show that a large percentage of the real estate luxury market is looking to buy, and a very small percentage is looking to sell. There’s still a strong demand to buy real estate among those who are well off. A good reason for this consumer behavior could be the growth we’ve seen in the global net worth. This interest in buying luxury real estate isn’t limited to North America. The trend has been been noticed in Europe and Asia as well.

Guest bio

Stephanie Anton is the President at Luxury Portfolio International, the luxury division of Leading Real Estate Companies of the World.

Stephanie has been running the daily marketing operations for Luxury Portfolio International since 2005, and since then she’s been invited to speaking events on the international luxury market.

If you’re interested in joining a marketing program for top performing brokerages, you can find our more about it here.

How to Establish Ourselves As Experts & Have Clients Coming to Us w/Glenn Twiddle

Fri, 26 Oct 2018 11:21:48 -0600

Many real estate agents feel frustrated because they have to deal with rejection on a daily basis. Is there a way to attract clients instead of chasing them? How can we establish ourselves as authorities in our industry? What is the biggest leverage we have when it comes to negotiations? In this episode, Glenn Twiddle shares how we can become the face of real estate in our local community.

"You want to not only differentiate yourself, but to also be positioned as a leading authority in your business." -Glenn Twiddle

Takeaways + Tactics

Inbound marketing saves time and energy.
The biggest leverage we have is our reputation.
The first luxury client is the gateway to bigger earnings.

When it comes to establishing ourselves as experts, authorship is another effective way to do this. When we have our name on a book, we come off as more professional and knowledgeable. Our book doesn’t have to be a classic to make a good impression, but it has to contain good information so people who read it will find it helpful. Another way we can stand out is by having a professional photo shoot where we show off our personality. These methods can make a big difference in helping us to differentiate ourselves and build a reputation.

Guest Bio-

Glenn’s history includes being a Real Estate Agent, Sales Manager, Sales Trainer, Real Estate Principal and Business owner, and Clinical Hypnotherapist. He started as a Salesperson and quickly became a number 1 salesperson in the competitive inner city Brisbane apartment market. Glenn has trained and mentored thousands of real estate agents in his capacity as a Sales Trainer for the Real Estate Institute of Qld (REIQ), Coldwell Banker, the number one real estate franchise in the WORLD, Brisbane Apartment Sales, Alto Real Estate, Ray White Centre for Excellence, LJ Hooker, Richardson and Wrench and many others. Go to http://www.glenntwiddle.com.au/ for more information.

How to Attract More Referrals and Use Video Marketing to Build Authority & Trust w/Christine Carlo George

Thu, 11 Oct 2018 14:39:26 -0600

Video marketing is one of the hottest online marketing trends, and it has proven itself to be a powerful tool in real estate. How can social media and content marketing help us build trust and authority? Why is it important to constantly learn new things in a shifting industry? How can we use the law of reciprocity to get more referrals? In this episode, Christine Carlo George talks about her journey and what it takes to succeed with video marketing.

I never want to be the smartest person in the room. I’m constantly looking to learn from other people. -Christine Carlo-George

Takeaways + Tactics

One way we can reach people more easily is by becoming an authority in our niche. One of the best strategies for doing so is to use social media platforms and content marketing.
In an industry where technology has changed many of the ways we communicate and generate leads, it’s vital for us to have a student mindset and refrain from assuming that we’re the smartest person in the room.
One of the best tactics for attracting more referrals involves providing value to other agents. We have to give referrals and find ways for helping others before we ask for help.

At the beginning of the episode, we talked about building trust, giving value, and how people are more likely to share what worked and what didn’t for them in an industry where the entrepreneurial mindset is present.

We also shared insights on:

How video marketing can help us position ourselves as experts
Why we don’t need expensive equipment to get started
How we can benefit from interviewing people from other industries as well

Video marketing is one of the best ways to share information and build trust. Because it’s a better attention-grabber than many other forms of marketing, it will probably never go away. As a result, more agents should invest their time in this form of content marketing to build trust and position themselves as authorities in their niche.

Guest Bio:

Christine Carlo George is the President of Marketing & Business Development for Leading Edge Real Estate. Christine is responsible for their luxury strategy and oversees the company's marketing and business development strategies and all marketing related activities including company branding, community relations, advertising, public relations, communications and social media.

How to Build Confidence & Competence in Luxury Real Estate w/Dean Cottrill

Wed, 03 Oct 2018 13:14:00 -0600

The luxury client is the most demanding of all the client segments, and this can intimidate agents. How does boosting our competence actually contribute to our confidence? What are the 4 agent archetypes, and how can each one maximize their strengths? How does trust fit into how well we convert? On this episode, the president of the Brokerage Consulting Division at T3 Sixty, Dean Cottrill, shares the secret to success in luxury real estate, even for a new agent.

If new professionals can increase their competence, knowledge, and skills, that brings the confidence. -Dean Cottrill

Takeaways + Tactics

4 agent archetypes: the networker, the marketer, the converter, and the prospector
Sales professionals should have at least 5 areas they are going to focus on to drive revenue to their business.
If you do something more than twice, you have to create a system for it.
Luxury consumers have the highest expectations, because they have experienced a high level of service and support.

To Learn More About The 4 Agent Archetypes, Click HERE.

Resources

Become a Certified Luxury Listing Specialist

Get Your Free Gift - Luxury Listing Blueprint

At the start of the show, Dean shared on the work T3 Sixty does and how good leaders want to simplify real estate for their people. Next, Dean broke down the 4 different types of agents and he also talked about why confidence and competence are so important. We also spoke about the importance of relying on data and market insights and not our own opinions or the opinions of our clients.

We also discussed:

How luxury consumers are different from other consumers
What sets top agents apart
How increasing confidence increase conversions

Luxury clients are used to a high level of service and support. If we want to appeal to them, we need to have a high level of confidence backed up by actual competence and knowledge. We have to create systems that allow us to duplicate our performance without reinventing the wheel. This results in more business, more referrals, and more confidence to know we can do a high level of business. That’s ultimately what separates top level agents from the rest.

Guest Bio

Dean is president of T3 Sixty’s Brokerage Consulting Division. In addition to helping brokers and their companies reach higher levels of success and profitability, he also leads the T3 Fellows program. He has over 20 years of hands-on leadership experience and has held several senior-level positions with real estate brokerage organizations including Long & Foster, Weichert Realtors and Coldwell Banker Residential Brokerage (NRT), where he spent the last 10 years of his career. Go to https://www.t360.com/ for more information.

To access the 4 Agent Archetypes webinar, go to t3fellows.com

From Contact to Contract: How to Build Relationships, Engage With People & Market Yourself at a High Level w/ Saul Klein

Fri, 14 Sep 2018 09:48:03 -0600

The momentum in our business can often be attributed to how many contacts we’re making. What must we do to build and maintain high value relationships? How do we differentiate ourselves when the market is crowded and the competition is so high? set ourselves apart? On this episode real estate industry legend, Saul Klein, talks about why contacts are the key to our success in business.

One of the ways you build trust and confidence is by demonstrating expertise.

-Saul Klein

Takeaways + Tactics

The best software is the one you use and generate productivity from.
Having more conversations with people can get you out of a slump
If you’re going to do what everyone else is doing, the only thing you can differentiate on is a lower price.

If we want to work smarter, attract luxury clients, and increase the average sale price of the homes we represent, we have to prioritize the conversations we’re having, the relationships we’re building and the ways in which we’re engaging. Even though it doesn’t happen overnight, anytime we build a relationship we are creating opportunities and setting ourselves up for business down the line.

Guest Bio

Saul Klein is widely recognized as the real estate industry’s first Internet Evangelist. He was selected by the National Association Of REALTORS® as one of the “25 Most Influential People in the Real Estate Industry” in 2003, and has been selected as one of the “100 Most Influential Real Estate People” by Inman News. Go to http://www.thedataadvocate.com/ for more information.

How You Can Use Video to Position Yourself and Attract More Clients w/ Sue “Pinky” Benson

Fri, 31 Aug 2018 11:51:55 -0600

Video is one of the most engaging ways to create content. Plus, since our audience can see us, the level of trust we build is higher. How is creating video content for social media platforms different from what we see on television? What equipment do we need? Most importantly, what kinds of topics should we cover to attract as many viewers as possible? In this episode, Sue "Pinky" Benson talks about how she generates leads and builds trust in a highly competitive market by using video.

Answering common questions for video content are easy, ‘low-hanging fruit’. -Sue “Pinky” Benson

Takeaways + Tactics

Being authentic and using a vlogging style is more relatable and friendly to viewers.
Being genuine gains more trust. Real estate agents often invest too much into creating a professional persona, and most clients see it as “trying too hard”.
Our audience dictates our behavior on camera, and it depends on our demographic. If we want to make video work for us, we have to ask ourselves, “What clients do we want to work with?”.
Millenials don’t want to be sold to. They want a real person, and not a salesman.

In the beginning of the episode, we talked about how agents should present themselves on camera and why we don’t have to emulate the people we see on television. Next, we talked about the importance of figuring out what audience we want to reach and how this will decide the type of content we create.

We also shared insights on:

How social media promotions work and why consistency is vital
Why sharing political views or religious views might alienate some of our prospects and make us lose business
Why we don’t need expensive equipment and editing tools to make make good videos

Video marketing is all about building trust and showing our audience that we have the answers to their questions. What helps our message truly get through the screen is speaking the language of our audience. The demographic of our ideal client is what determines the tone, language used, and content delivery.

Guest bio

Sue "Pinky" Benson is a real estate video influencer, speaker, and real estate agent in Naples, Florida.

She was featured on National Association of Realtors Magazine and Florida Realtor Magazine and has been recognized by major publications as a video marketing expert across North America.

She currently manages Pinky knowns Naples, and you get in touch with her on her Facebook account.

The Three Things that Separate Successful Teams from the Rest w/Steve Olson

Thu, 16 Aug 2018 12:25:08 -0600

Most agents don’t have the budget, tolerance, and patience to wait for the good results of their strategies. How should you go about evaluating whether something is really working? What factors do you need to consider in order to hire really good people? Do you need to have a luxury lifestyle to be worthy of getting high-end listings? On this episode, Kingston Lane CEO Steve Olson shares on the activities, mindsets, and behaviors that will make you successful at any price point.

You have to have the cadence, ability, threshold, and tolerance to run advertising and be okay that some of the stuff isn’t going to work. -Steve Olson

Takeaways + Tactics

If you can get most marketing to work in the high end, it will work for the “bread and butter” tenfold.
You can’t have agents on your team that are only happy when they get happy results. They have to be in love with the journey.
When it comes to selling luxury, you don’t have to live the lifestyle you sell.

At the start of the show, Steve talked about what Kingston Lane does for agents, and shares his observations on advertising after running thousands of ads. Next, we talked about the importance of hiring people that match your culture and goals. We also talked about one of the biggest misconceptions people have about luxury listings.

We also discussed:

Productivity tips and improvements
Steve’s tip for hiring agents who will always work hard
Why we should never expect our business to be easy

There are going to be ups and downs in real estate, but we have to keep the motivation to do our work. We make the money we make because we’re paid to negotiate our client’s emotions. The minute the business gets easy or streamlined, our commission dollars are going to plummet. Ultimately, we have to become experts at hiring well and tracking everything we do. Remember that the ability to sell luxury has nothing to do with being at that level in our own lifestyle. We just have to bring a high level of quality in the service we provide.

Guest Bio

Steve Olson is the President of Kingston Lane and an award-winning veteran of the real estate industry. Steve’s holistic experience comes from his success in real estate sales, team and brokerage leadership, and coaching the highest-producing teams in North America. Steve is a true industry leader with cutting-edge tactics that he shares with teams and also utilizes in his own real estate business every day. Go to https://kingstonlane.com/ for more information.

How to Appeal to More International, High Net Worth Buyers w/Jim Park

Fri, 03 Aug 2018 09:59:25 -0600

People think luxury is about driving a nice car and dressing well, but it’s really about engaging your clients in a different way and offering a valuable experience. How are “global” and “luxury” actually a real strategy? How can you become proactive, anticipate needs, and build a clear system to help luxury clients? What are the big trends in the international luxury market? On this episode, Mortgage Collaborative Partner and luxury expert Jim Park shares on the increase of international buyers and how to capitalize on it.

If you want to build a clientele that’s global, luxury and high net worth, then international is certainly an aspect that you can focus on. -Jim Park

Takeaways + Tactics

When you’re dealing with international buyers, remember that you have a small window. You might have to line up many viewings within a few days. Make sure you hone in on what they want.
The five states international buyers are primarily going to are: Florida, Texas, California, New Jersey and Arizona.
People who buy second homes internationally are high net worth individuals, so appealing to them involves selling the luxury experience.

At the start of the show, Jim shared on how he got started and what he means when he says luxury is a strategy. We talked about how to get more referrals, which are the main sources of the US’s international buyers. We also talked about some of the ways to make the process of looking for a home easier for an international buyer.

We also discussed:

The Ritz-Carlton experience
How to be more proactive and anticipate the needs of international buyers
Social media tools

People are becoming more global, and real estate is mirroring this. There’s a lot more to getting a more international clientele than understanding their culture. They want their agent to be their eyes and ears, so you have to really hone in on what their looking for in a short span of time. When a high net worth individual wants to buy, they want the amenities, the location, and the experience you are offering.

Guest Bio -

Jim Park is the 2013 Chair of the Asian Real Estate Association of America (AREAA) and a partner and co-founder of the Mortgage Collaborative. The Mortgage Collaborative works with small and mid-sized lenders to strength its market power and to create innovative mortgage solutions for this important segment of the mortgage market. Go to https://www.areaa.org/ for more information.

How We Can Buy & Sell Real Estate Better Through Technology w/Simon Chen

Thu, 19 Jul 2018 10:58:20 -0600

A lot of Realtors live in fear that technology will eventually replace their role in the home buying and selling process. Is it true that we’ll end up being edged out of our businesses by machines? What parts of the real estate process are actually enhanced by technology? What are some of the ways to help foreign buyers and provide value? On this episode Simon Chen, the CEO and President of ERA Real Estate, shares why our industry stands to benefit greatly from tech.

The consumer experience is going to benefit greatly from technology. -Simon Chen

Takeaways + Tactics

None of what we do will be made obsolete by technology. In fact, technology will make things easier for us, and better for our clients.
Not having tech tools at your disposal takes away your competitive edge in today’s market.
Making the home appealing to a broad a spectrum is the key to any staging approach.
When it comes to foreign buyers, translating listings to native languages is a huge piece of value.

At the start of the show, Simon talked about his background, how he started in investment banking, and the strategy he used to target foreign buyers. Next, we talked about why staging is so prevalent in real estate today. We also talked about why we have no reason to be afraid of technology. Towards the end, we discussed where the luxury market is going.

We also covered:

How to leverage tech resources
How to get more eyeball traffic on your listings
How tax affects buyer behavior

Technology isn’t going to edge us out. In fact, it’s going to enhance what we do. Even though the buyers rely on tech to find properties, our work begins after they’ve found the house. The consumer buying experience and the broker/agent experience is going to get better. Instead of fearing technology, we should welcome and leverage it because it will make our jobs easier and make us more competitive.

Guest Bio

Simon Chen is the President & CEO at ERA Real Estate. Go to https://exploreera.com for more information. Before this, Chen was the COO at Realty One Group. He also founded real estate investment and technology consulting firm Century Pacific Group and worked as senior director of corporate development and strategy at realtor.com and its operator, Move, Inc. For more information on ERA Real Estate, visit https://www.era.com/

How to Raise the Client Service Bar & Protect Our Industry from Disruptors, Discounters and Doubters w/Joseph Rand

Fri, 06 Jul 2018 15:10:26 -0600

The luxury real estate industry is facing a lot of challenges from people trying to change the business model. What do we need to improve in order to get our value back? How do we raise the bar for how we handle our clients? On this episode Joseph Rand, the managing partner of Better Homes and Gardens Rand Realty, shares on his book and what will protect our business from disruptors and discounters.

If we focus more on the client experience, we can stave off the disruptive elements that are trying to change the game. -Joseph Rand

Takeaways + Tactics

We need to stop focusing so much on lead generation and start prioritizing the client experience.
Price point is a process of discovery between you and your seller, not something you just dictate to them.
We should be marketing all homes the way the average agent markets a luxury home, and we should be marketing luxury homes at a higher level than that.

At the start of the show, Joseph talked about his background and how he got started. He also talked about his book Disruptors, Discounters and Doubters. We also covered the importance of making sure we don’t put all our innovating energy towards lead generation and start focusing on the client experience.

We also discussed:

Why the best way to create business is raising fans
The importance of investing in marketing
The difference between listing a home and marketing it

The truth is, we have not done a good enough job of raising our game and improving our client transaction experience. This makes it easy for challengers to try to edge us out. We have to teach agents to do the work, and this starts with treating our clients well. The client experience is all about putting their needs first and giving them information that actually helps them sell.

Guest Bio
Joseph Rand is the Managing Partner of Better Homes and Gardens Rand Realty, one of the largest family-owned real estate brokerages in the country. Go to randrealty.com or find his book Disruptors, Discounters & Doubters on Amazon.

The Secrets of Mastery & Marketing in Luxury w/Josh Smith

Thu, 21 Jun 2018 12:13:08 -0600

A lot of agents are operating like amateurs, and it shows in the results they are getting. How do you level up and become a pro in this business? How can you use Facebook marketing to get quality leads? How do find out who your target avatar is? On this episode, entrepreneur and host of the GSD Mode podcast, Josh Smith, talks about the component of success so many agents miss.

Generalists make a living. Luxury Specialists get wealthy. -Michael LaFido

Takeaways + Tactics

If you do open houses the same way as everyone else, you won’t succeed. Pre-marketing the property to create demand and attention is very important.
When you jump into the unknown without taking the time to educate yourself, you can get taken advantage of by the people you outsource. Know enough so you can spot the red flags.
Create Facebook ads so specific that you can eliminate people who would not be interested.

Resources

Become a Certified Luxury Listing Specialist

Get Your Free Gift - Luxury Listing Blueprint

At the start of the show, Josh shared how he got started in real estate and what inspired his podcast, GSD Mode. Next we talked about why real estate will always be a people-based industry, even with the rise of tech. We also covered the importance of being a specialist.

We also discussed:

Why it’s important to focus on what you can control
How to strategically set up your open houses to get more results
Lead ads and retargeting

There’s a huge difference between the people who achieve massive success and the people who just talk about it. The latter obsess over the things money buys them, and the former obsess over the processes that lead to success. The money follows their actions. With whatever marketing tactic or business strategy you’re using, divide and conquer. Go deep, peel back the onion, and master what you’re doing. This is how you create massive success.

Guest Bio

Joshua Smith is a Realtor and serial entrepreneur based in Phoenix, AZ. Joshua is one of the top Realtors in the world while running many other successful companies. Go to http://www.gsdmode.com/ for more information.

Building Credibility & Developing Your Exit Strategy w/Sharran Srivatsaa

Fri, 08 Jun 2018 10:24:45 -0600

If you’re a business owner, team owner, or top producing agent, an exit strategy is very important. How will you know who the right buyer is? When it comes to building trust in luxury, what is one thing you can do to create value? Is it the buyers or sellers that determine the velocity of the luxury market? On this episode, serial entrepreneur and sought-after keynote speaker Sharran Srivatsaa shares great insights on these topics.

The clients are looking to be led, and our ability to structure that advice with confidence is where clients gravitate to the agent. -Sharran Srivatsaa

Takeaways + Tactics

The job market and the stock market have been good for the average person, making them feel like they can spend more. This has driven the growth, purchases, and velocity of the market.
The luxury market is based around the ability of a buyer to actually buy. As a result, it’s not the sellers, but the buyers that set the tone for the luxury market.
With luxury price points, properties won’t always sell quickly. This is where your communication skills come into play, because you have to give feedback and keep the seller confident.
If you’re considering your exit strategy think of who the buyer would be and why they would care about your business.

Resources

Become a Certified Luxury Listing Specialist

Get Your Free Gift - Luxury Listing Blueprint

At the start of the show, Sharran talked about how the 5am Club got started and what his podcast, Million Dollar Playbook is all about. Sharran also shared on the trends he’s seen in luxury and why it is so critical for agents to show their knowledge of the market and present that knowledge with confidence.

We also shared insights on:

How to develop your exit strategy
The connection between knowledge and confidence
Different models of exit strategies

The most powerful thing you can do is establish credibility. Once you do that, everything you say and do afterwards becomes a lot easier. The client will trust you more and feel like their home is in good hands. At the end of the day, bragging about your track record to the client is irrelevant. It's establishing trust through your action that matters. When it comes to a good exit strategy, there are many ways to go about it. The key is knowing the value you bring to the table. From there it’s about finding the model that best suits both parties, of which there are a few to choose from. Just because our business is based on commissions and transactions, don’t forget that you’ve built years of goodwill, systems and knowledge-- and there’s a market for that.

Guest Bio

Sharran Srivatsaa is the CEO of Kingston Lane, a push-button technology execution platform for real estate. Sharran is a serial entrepreneur, sought-after keynote speaker, and a respected thought-leadership resource for publications such as the Wall Street Journal, SUCCESS magazine, Huffington Post and Forbes.

Sign up for a FREE Kingston Lane account on us, and use the tools to leverage and grow your business: www.kingstonlane.com

Why Local Community Involvement Is the Best Type of Branding w/ Katherine Bordelon

Thu, 17 May 2018 10:46:59 -0600

We all strive to show our prospects that we are different, that we care about their needs, and that we’re not just after the listing. How do we actually prove this? Are you getting involved in your community? Do people know you as a trustworthy and caring person? In this episode, Katherine Bordelon shares her strategy of reaching people’s hearts.

"We are a service-minded culture, so we really strive to form collaborative partnerships in support of each other and our community." -Katherine Bordelon

Takeaways + Tactics

Help others, but don’t expect anything back. Getting more business or being recognized as trustworthy is just one of the many “side effects” of helping others.
The best way to market yourself is to get to know people. Show them you care about their issues and want to be involved in solving them.
Giving back doesn’t always mean giving money. It could be a free service or even your time. There are many ways to help people without making monetary donations.
When you help others get where they want to be, they often want to return the favor. That doesn’t always mean you will end up working with them, but they might refer you to some of their friends or family members.

Become a Certified Luxury Listing Specialist

Get Your Free Gift - Luxury Listing Blueprint

At the beginning of the episode, we talked about the importance of education and how it can help a community grow. We also looked at her three key business principles; the power of individual liberty, the American dream of owning a home, and being free to be who you are.

We also shared insights on:

The importance of being involved in your community
Why volunteering is the best type of branding

The real estate industry is a business focused on helping people make big decisions—in many cases, the biggest financial decision of their life. Unfortunately, many agents see themselves as car salesmen. As a real estate agent, you can choose a different path by helping others grow and giving your time and skills to those in need. Some agents try so hard to prove to their prospects that they are different, yet there is nothing behind them supporting that claim. If you act as a good citizen and identify the needs of your community, you will never have to convince anyone of your integrity.

Guest Bio:

Katherine Bordelon is an award-winning real estate broker with nearly 15 years of success in residential real estate where she specializes in creating a luxury caliber customer experience. The Dallas, Texas native has worked in real estate since 2006 focusing on clear core values or “guiding principles” in a highly competitive industry. Bordelon is the broker/owner of Castle & Cottage Realty, and the only Central Florida broker to earn Christie’s International Real Estate Top Agent Award (2015), has been recognized as one of Christie’s Top 120 agents worldwide.

Why Improved Customer Experience Is the Next Industry Disruptor w/Nick Bailey, CEO of Century 21

Thu, 26 Apr 2018 10:17:38 -0600

Understanding the people we work with changes the customer experience for the better. How should you communicate with your customers? How do you improve their experience? How can you match the buyer with the perfect house? On this episode, Century 21 CEO, Nick Bailey shares his insights on making real estate a pleasant experience for both the agent and the customer.

We have to be ready to communicate with them in the manner that they want to, because if we don’t they will find someone that will. -Nick Bailey

Takeaways + Tactics

Consumers are more likely to demand an instant gratification experience from companies in all industries, including real estate.
The next industry disruptor is not technology itself, but how technology can help us provide an anxiety-free consumer experience.
Real estate is a supply and demand business, and smart home technology is definitely an increasing trend. Most buyers prefer homes with this type of technology.

Resources

Become a Certified Luxury Listing Specialist

Get Your Free Gift - Luxury Listing Blueprint

On this episode, we shared insights on the attitude agents should adopt when it comes to improving the customer experience and what will remain unchanged in the real estate industry no matter technological changes.

We also shared insights on:

How real estate will always remain a people-based business
How to communicate in the way your clients want you to communicate
The new open house experience in the light of new technology

The most important aspect of selling luxury homes is knowing the seller. Do they have a family? Are they single? How does migration happen? All these aspects make the transaction process smoother and more anxiety-free for both the agent and the buyer, simply because they are both on the same wavelength. Preparing a home for buyers is also an important element of the transaction. Many homeowners leave their own footprint on the furnishings of the house, which makes buyers feel it isn’t their home. Tech is a great solution for these concerns and it will continue to change how we do business.

Guest Bio

Nick Bailey is the President and CEO at Century 21 and an expert in highly competitive markets and marketing campaigns. At only 28 years old, he became the a RE/MAX World Headquarters VP. Since then, he has taken the real estate industry by storm, being vice president 3 times and ultimately becoming the CEO at Century 21.

Leveraging Your 'Social Capital' to Grow Your Luxury Business w/ Meghan Barry & John Brian Losh from Who's Who in Luxury Real Estate

Thu, 12 Apr 2018 03:00:00 -0600

Reach and relationships are the lifeblood of a successful real estate business, and it all starts with social capital. What is social capital and how can you leverage it in your business? How do you stay connected socially in your local market? What is the most important metric when it comes to connecting people? On this episode, I talk to Meghan Barry & John Brian Losh from Who's Who in Luxury Real Estate about the power of social capital.

Luxury agents need to be highly connected and highly educated in the higher-end market. Being highly educated and knowing how to position a luxury home is vital. -Michael LaFido

Takeaways + Tactics

For building a new connection, there’s nothing more important than a personal introduction and endorsement.
It’s not about the wealth of the people you’re connected with-- it’s about reach and whether they are good people.
Being a connector of people to property, people, and agents is critical.

At the start of the show, we talked about how Who’s Who got started and the vision Brian had for it. Next we talked about the concept of social capital and why it’s so critical for a luxury real estate agent. We then shared on how to stay connected socially in your local market, and why being a connector is so powerful.

We also discussed:

The importance of being highly educated and connected in your market
Why knowledge resonates with luxury buyers and sellers
Why the social capital conversation is so necessary

When you think about how connected we are with social media and texting, it’s easy to connect with people but it’s not always a real true connection. Social capital is how you build authentic connections. Being a connector of people to property, people, and agents is really important. It shows people that you really know your local market and the market beyond your own reach. Having that ability resonates people who are buying in the high end.

Guest Bio

John Brian Losh is the founder and chairman of Who's Who in Luxury Real Estate, and Meghan Barry is the president. Who’s Who is a worldwide collection of top brokers representing the finest luxury properties across the globe, and has been leading the real estate industry since 1986. Who’s Who in Luxury Real Estate’s global network is showcased on LuxuryRealEstate.com, which remains the #1 portal for luxury properties on the web and has more $1,000,000+ content than any near-peer. The company has been recognized as a leader in the industry by Forbes, The Webby Awards, Web Marketing Association, Maggie Awards, ADDY Awards, the Inc. 5000 List, and more.

Location, Details & Bringing Value in Luxury w/Lesli Akers, President of KW Luxury International

Thu, 29 Mar 2018 01:25:22 -0600

Some people think luxury is the same thing across all the markets, but it’s actually relative to the given marketplace. What are some of the biggest trends in the luxury market? How does location fit into the greater understanding of the market? How can you empower yourself with information in the luxury arena? On this episode, we are joined by someone who has their finger on pulse of luxury, the President of KW Luxury International, Lesli Akers who shares key insights and strategies.

You market the property, but you also have to position it correctly. -Lesli Akers

Takeaways + Tactics

Location depends on view and proximity to the most valuable assets of the area.
Go out into the market and see the details of new constructions such as the materials being used. It helps you understand the value of the homes.
You have to position the home accurately to get eyeball traffic.

Resources

Become a Certified Luxury Listing Specialist

Get Your Free Gift - Luxury Listing Blueprint

At the start of the show, Lesli shared on her background and how she became the President of luxury at KW. We talked about how luxury can be defined differently, and why you need to do a good job of documenting and articulating all the details of a property.

We also discussed:

Trends in the luxury space
How to tell the story of a home
How to succeed as a newer agent in luxury

One of the key factors in luxury real estate is your ability to tell the story of the home. When you’re a newer agent in this space, it’s so important for you to go out into the field and see the details of the home. Find out what’s being used to build and what can you learn, because there are many differences that affect the value of a property. Arming yourself with this knowledge will set you apart.

Guest Bio

Lesli is the President of KW Luxury International. As the Hall of Fame Team Leader of one of the world’s largest, most profitable real estate offices for nine years, Lesli Akers knows a few things about growth and adding value. Under her leadership, the Keller Williams DFW Southlake (Texas) market center grew to nearly 700 agents and consistently ranked among the company's top performers. She is passionate about teamwork and succeeding with and through others and exemplifying the core values of Keller Williams. Find her on LinkedIn https://www.linkedin.com/in/lesli-akers-82961810/.

How We Worked with Brian Culhane to Secure His 1st Trophy Listing ($6.5m) and What He's Doing to Leverage It

Wed, 14 Mar 2018 02:00:00 -0600

In a busy market, it can be tempting to list a luxury home on the market without properly positioning or restoring it. Why does this usually lead to the home sitting on the market for a long period of time? How do luxury listings create high leverage opportunities? On this episode, we are joined by co-founder of eXp Realty, Brian Culhane, to discuss how we worked with Brian to increase his chances of selling his new $6.5m trophy luxury listing quickly.

"The student has to seek out the master.” - Brian Culhane, Co-Founder of eXp Realty

Takeaways + Tactics

Treat a dated luxury listing like a painting restoration.
Listen to the clients. They’ll tell you everything you need to know if you ask the right questions.
If you’re a lower producing agent, small office, unique or don’t have a proven track record: learn from the best.
Listings are an opportunity to get other listings, but also to meet other influential high net worth people.

Resources

Become a Certified Luxury Listing Specialist

Get Your Free Gift - Luxury Listing Blueprint

At the start, Brian shared on the factors that are contributing to eXp’s growth. Next, we discussed the importance of considering restoration work for a house and how luxury listings can actually be opportunities for networking with other high-end professionals. We then talked about the importance of coaching.

We also discussed:

How to win in luxury when you have no proven track record
How to learn more about what sellers want
The local listing Brian won

First impressions are so important when marketing luxury homes. Never underestimate the power of putting some work into a home before you list it. It could be difference between it selling immediately or it languishing on the market for months or even years. Don’t be tempted to throw a home on the MLS. A little extra time and effort can earn the sellers more money. When you’re in a buyer’s market and you represent the seller, get them onboard and be willing to do the things the competition won’t do to position their home for a successful sale.

Guest Bio

Brian Culhane is the Co-Founder of eXp Realty. He has been one of the driving forces behind eXp's rapid growth and expansion into 45 states, 100 MLS regions and in Canada. To get in touch, email brian@exprealty.com.

How to Leverage Global Talent & Focus on Your Strengths and Passions w/Daniel Ramsey

Fri, 23 Feb 2018 16:04:46 -0600

One of the biggest challenges we have as real estate agents and brokers is the large amount of “stuff” to do in a day. How can this hinder you from seeing any real business growth? How can leverage and scaling your business solve this problem? Should you only get an assistant when you’ve reached a certain pay point? On this episode, the founder of MyOutdesk, Daniel Ramsey, shares the power of leverage and scale.

We help real estate professionals take advantage of really smart individuals in other countries of the world. -Daniel Ramsey

Takeaways + Tactics

When growing a business, there’s so much to focus on that it can be overwhelming.
Understand your team’s strengths and weaknesses so you know where the assistance will fit in.
Think about what you’re taking off your plate and how what that will help you focus on high-dollar tasks.

At the start of the show, Daniel talked about his company, and the 7-figure roadmap plan they developed for their clients. Next, we talked about how leverage can help you grow your business. We also talked about how the MyOutDesk team leverages resources to help a listing agent increase their earnings.

We also discussed:

The power of leveraging global talent
Why it’s overwhelming to be a business owner
How to increase your price by 30%

Thanks to advancements in technology, business owners now have access to a lot of talented professionals who can help your business in many ways. Outsourcing and delegating means you don’t have to deal with the things that drag you down, and you can put your focus on tasks and activities that really move you forward. That’s how you’ll be able to increase your earnings and push for that increase in your price point.

Guest Bio

Daniel’s years of experience in real estate contributes an invaluable amount of insight and expertise to MyOutDesk. His knowledge of the industry is a great asset when it comes to business development, sales and marketing strategies. Being a Real Estate Broker, General Contractor and Developer has proven to provide a foundation of core competencies of value from the realtor perspective, leading MyOutDesk to grow exponentially and find great success. Daniel’s passion for the Real Estate industry coupled with his love for innovative ideas are key elements in achieving his desire to dominate the enterprise https://myoutdesk.com/.

Resources

Become a Certified Luxury Listing Specialist

Get Your Free Gift - Luxury Listing Blueprint

Why Doing it Alone is the Biggest Fallacy in Real Estate w/Alex Charfen

Thu, 08 Feb 2018 11:07:53 -0600

A lot of people in real estate are taught that they can and should do it all alone. Why is this misleading? How can you use systems to free up time and actually make you wealthier? What does it take to really grow a business? On this episode, we talk to coach and business growth specialist, Alex Charfen, who shares his journey and one thing all real estate business owners should know.

Any successful person in business that has grown an empire, has done it with the help of other people. -Alex Charfen

Takeaways + Tactics

Once you start making money, ask yourself what you can do to start making things easier for yourself.
If you don’t build leverage or a team, you’ll make a decent living but only for a while.
Determine what part of the business you love. Then build structure, processes and people around everything else.
The discipline of gratitude is a huge part of recovering after a difficult time.

At the start of the show Alex shared how he got into real estate, the incredible story of overcoming the challenges of two hurricanes and the 2007 crash. Next, we talked about one of the biggest impediments to the growth of real estate businesses. We also discussed the issue with a great deal of real estate coaching programs out there and why you need to stop listening to them.

We also discussed:

How to build an organization around yourself
The importance of outsourcing and delegating
Why a real estate business can be a trap

Real estate agents are taught that they need to do everything themselves, and that they are in a self-sufficient business. As a result, many agents are control freaks, hindering their ability to grow a business and build an empire. You can do pretty well on your own, but to get to real wealth, you can’t close yourself into a bubble of productivity. If you really want to grow the business, build an organization around yourself. Stop listening to people that put you in the loop of doing the same things over and over again.

Guest Bio

Alex is the CEO of the Charfen Institute and the author of The Entrepreneurial Personality Type as well as Momentum, set to publish in early 2018. He is a widely-known business growth specialist and coach. Go to http://www.charfen.com/ for more information.

Resources

Become a Certified Luxury Listing Specialist

Get Your Free Gift - Luxury Listing Blueprint

Using Direct Response Marketing to Target Luxury Sellers w/Dean Jackson

Thu, 25 Jan 2018 13:03:37 -0600

For people who want to move into the luxury market, it may seem like it’s already locked up by veteran agents. How can you break into it with one simple tactic? What are buyers and sellers really looking for, and how can you easily provide it? On this episode, we talk to agent, marketing expert, coach, and podcast host, Dean Jackson who shares on the advantages of investing in direct response marketing.

If you show them that you’re the closest to them getting that check, there’s all the chance in the world that they’ll go with you. -Dean Jackson

Takeaways + Tactics

In every market, there’s a kind of home that’s most desirable at the top end of the market. Knowing what that is goes a long way.
It’s way more valuable for you to know the people that have an immediate need for your service than for a wider pool to know who they are.
Pick 500 homes to send postcards to, and think of it as an investment.

At the start of the show, Dean shared how he got started and how he works to help agents build lifestyle businesses. Next, he gave an overview of direct response marketing and how it works. Dean also talked about how direct response can give you a secret inventory of potential sellers and the reality of what people are really looking for.

We also discussed:

How agents can use systems, leverage and other people to create a great life
The power of targeting
The difference between direct response and other forms of marketing

When most people think of marketing they think of personal promotion, creating top of mind awareness and getting their name out there. Direct response is not about getting your name out to everyone. It is designed to get the people who actually need what you’re offering. Direct response allows you to be a “market maker” and it makes your marketing even more effective. No matter how good another agent’s listing presentation is, how established they are as the expert, or how good their marketing is, if you can bring a prospect closer to a transaction, you can win their business.

Guest Bio
Dean is a real estate coach, Internet marketer, founder of Go Go Agent and host of the Listing Agent Lifestyle podcast. Go to gogoagent.com to find out about his postcard service, go to listingagentlifestyle.com to learn more about the podcast, or email dean@deanjackson.com.

Proactive Outreach and Lead Generation w/ Former KW CEO, Chris Heller

Thu, 11 Jan 2018 12:15:56 -0600

Too many agents simply tell clients what they want to hear to get the business. Why is it so important to be ethical and always provide information backed by data and analytics? How can you go about building a team instead of simply waiting for more clients? Why is it so important to know when your market tips to favor the buyer? On this episode, we talk about these questions and more with Chris Heller, former CEO of Keller Williams.

Focus on your core systems, your lead generation, your lead follow up, and getting deals done. -Chris Heller

Takeaways + Tactics

Bring on more people to help handle the business as you expand.
Don’t hire someone unless you’re prepared to train them to be successful.
At some price point, demand drops. You have to know what that point is.

At the start, Chris shared on the roles composing his team and the importance of behavioral and personality assessments. Next, we discussed what a lot of people get wrong when it comes to building teams, and Chris talked about the outbound prospecting his team does. Towards the end, we talked about value adds you can bring to the market.

We also discussed:

The value of bringing market knowledge
Luxury in San Diego and the state of the market
Why you need to inform people with real data and analytics

Most people build teams too soon because they decide to expand before they have the demand for it. Focus first on your core systems and giving the best possible service. Then bring people on as your demands increase. Learn to be smart about hiring and training because that determines the quality of your team. It’s also crucial to arm yourself with as much market data as possible, and know your market well.

Guest Bio

Chris Heller has built one of the most successful real estate teams in the United States. From his selection as Rookie of the Year in 1989, to being the top-producing agent in San Diego County and the #1 Keller Williams associate in all of North America, Chris has earned the respect of colleagues and clients for the exceptional results he delivers. Under Chris’ leadership, the Heller Team has sold thousands of homes. In fact, he has sold more than 100 homes a year, every year for the past two decades. For more than 29 years, Chris has succeeded in a highly competitive marketplace through his leadership, drive and ability to assemble and empower high-performing teams. The specialized members of the Heller Team provide unrivaled market knowledge and client service. For more information go to hellerthehomeseller.com, call 800.800.2978 or email chris@hellerthehomeseller.com.

Why True Luxury Isn’t Just About Pricing w/Jere Metcalf

Thu, 28 Dec 2017 00:01:00 -0600

True luxury isn’t just about price. What are the other elements you should consider? How do you avoid a listing going stale before you even list it? Why should you avoid going to market too fast? On this episode, we are joined by Jere Metcalf to discuss opportunities luxury agents should be taking, and why you need to think beyond price.

Too many agents have the scarcity mindset, and want to get a property listed immediately when you only have one chance to make a first impression. -Michael LaFido

Takeaways + Tactics

A lot of people fail out of the business because they think things should be done the same way by everyone.
The more expensive and the more unique a listings is, the more you really need to market it that way.
Don’t go to market too fast. Take your time and get all the elements of the listing right.

At the start of the show, we talked about Jere’s team and podcast, and how she has been able to attract talent into her world. Next, we talked about the Atlanta market and how this year’s luxury trends compare to previous years. We also discussed how to directly and indirectly market to homeowners, and increase the probability of selling a listing.

We also discussed:

Why you shouldn’t go to market too fast
Creating the experience that makes someone want to buy the house
Why you need to know your numbers

You aren’t just a representation of your company. You’re a representation of your seller as well, and that’s something you should think about before you list a property. Take your time and avoid going to market too fast. It’s about getting in front of the right buyer so they can see that this is the house for them. Know your numbers in your local marketplace, and be aware of what everyone is doing. Try to differentiate yourself, and be thoughtful about your strategy.

Guest Bio
Jere Metcalf is a leading Atlanta real estate broker who offers unparalleled access, creative marketing concepts and broad market knowledge to her luxury residential client-base. Jere is consistently a top agent for Atlanta Fine Homes Sotheby’s International Realty, named “Top 3 Company Wide” in 2016. Amongst her various awards received, Jere has also been named “Best Real Estate Agent” in Atlanta. Go to http://jeremetcalfteam.com/ for more information or find her podcast on iTunes.

Working with Chinese Buyers w/Michi Olson

Thu, 14 Dec 2017 13:54:29 -0600

Working with international homebuyers is a great opportunity in real estate right now. What is attracting Chinese buyers to the US market? What are some of the cultural differences you should be aware of? How is foreign investment affecting the San Francisco Bay area? On this episode, we talk with Michi Olson, the Vice President of Business Development and Relocation at Alain Pinel Realtors.

The most important thing is for you to be able to respect and understand the culture-- more important than being able to speak the language. -Michi Olson

Takeaways + Tactics

The top 5 countries that are purchasing in the US are China, Canada, India, Mexico and England. China is spending the most.
Clean air, lifestyle, weather and education for their children is a major draw for Chinese buyers in San Francisco.
For closing gifts: Avoid clocks, knives, mirrors and the number 4. Give gifts with the numbers 6 and 8, which represent luck and prosperity.

At the start of the show, Michi shared how she got into working with Chinese buyers, and what factors draw Chinese investors to the US. Next, we talked about how much money international investors are spending in the US market and how low inventory is creating a bidding frenzy in the Bay Area market.

We also discussed:

Why Chinese investors park their money in the US
Items to avoid as gifts for a Chinese buyer
How to ask for proof of funds without offending a foreign investor

Of the $102 billion spent in the US real estate market by foreigners in 2016, $27 billion was spent by the Chinese. This year they spent $37 billion. This shows how much of an opportunity there is in this market. You don’t have to speak the language to work with international buyers, as long as you respect their culture. Knowing the “do’s and don’ts” can allow you to serve international investors exceptionally.

Guest Bio

Michi Olson, SGMS, is Vice President of Business Development and Relocation and serves as Alain Pinel Realtors' primary point-of-contact for company-wide relocation services, including its affiliation with The Leading Real Estate Companies of the World (LeadingRE), the world’s largest referral network for independent real estate services companies that formerly operated as RELO. In this role, she manages the brokerage's corporate relocation network and assists thousands of families annually when they move from one state to another for work purposes, or increasingly, to global destinations in job-related moves. Go to https://www.apr.com/ for more information, email relo@apr.com or call 800.4445.1111

Creating Urgency In a Stagnant Buyer’s Market w/Marti Hampton

Fri, 01 Dec 2017 00:01:00 -0600

At certain price points, all markets start to favor buyers. How do you get people to take action quickly, instead of waiting for a price drop? When a house has been on the market for too long, what problems does this create? How do you reinvent a listing that has gone stale? On this episode, we are joined by team owner and luxury specialist, Marti Hampton, who shares the strategies that generate interest and excitement for listings.

Everyday that your house is on the market, you lose ability to negotiate and you have a lesser position. -Marti Hampton

Takeaways + Tactics

Your database is really your true selling feature as an agent.
For every 500 online views you should have 10 people that came through the home.
Having many showings and no offers is a worse position than having a few showings.

At the start, Marti gave us a bit of her background, and why it’s so important to get buyers interested in a home immediately. Next, we talked about Marti’s other business Coming Soon Homes, and why more days on market can weaken your position. Towards the end of the show, we discussed how to revive a stale listing.

Marti also shared on:

Creating excitement around a listing with marketing
How to reinvent the market you’re going after
How many showings your online views should be generating

The less time a property has spent on the market, the more urgency there will be around it, and the more leverage the agent has. Every day a house sits on the market reduces your effectiveness to negotiate, weakening your position. It’s critical to create excitement and desire for your properties.Once your property becomes stale, savvy buyers will have a much stronger position, which will impact the list price. Remember: you can’t fool the buyer. They often know a lot more about the market than you might think.

Guest Bio
Marti Hampton heads the top REMAX team in the Carolina’s. She’s also the founder of Coming Soon Homes. She has been in a real estate agent since the 1980s, and she is passionate about her profession, striving to improve with each day. Marti has served Raleigh, Cary, and the Triangle region for over 25 years now. She is proud to sell more previously-owned homes than anyone in the Triangle. In 2012, she was ranked the top real estate agent in the nation and is proud to be the highest producing sales agent on the East Coast for Re/Max. Go to https://www.martihampton.com/ for more information or email marti@martihampton.com to get in touch.

Breaking Into Luxury: How To Make A Compelling Case to High End Prospects w/Dan Conn

Fri, 17 Nov 2017 12:41:53 -0600

What does an agent need in order to get into the luxury side of real estate? Why is it so crucial as an agent to be able to “own your numbers”? On this episode CEO of Christie’s International Real Estate, Dan Conn, shares the biggest market trends in luxury real estate, and gives insights on why real estate remains a stable investment.

If you own the numbers and you can make a compelling case to the client about your ability to transact at the high end of the market on a listing, you’ve got a much better shot. -Dan Conn

Takeaways + Tactics

It’s not enough to say a home will be on Zillow or Trulia. You have to be able to find distribution globally, and get global syndication sources.
Real estate perseveres through an economic downturn in a way that many businesses don’t. Real estate in the US has outperformed the S&P over the last 17 years.
When breaking into luxury, your firm has to provide the kind of tools you need to be competitive at that end of the market.

At the start of the show, Dan gave some background on Christie’s, their affiliates, and how they’ve done over $5 billion in volume over the last 5 years. Next, we talked about how many people there are in the world who can afford the $100 million dollar properties on the global market. Towards the end of the show, we discussed the importance of leading marketing strategies for making a home stand out.

We also discussed:

Notable trends in the luxury market
Advice to agents who want to break into luxury
The importance of global syndication of your listings

When you’re trying to break into luxury, it’s important to be a part of a network that gets you the kind of distribution and exposure that ensures that people across the world know about the property. It’s also necessary that you own the numbers and prove that your surpass your competition when it comes to making a property stand out. Remember: you are responsible for how that property is positioned online.

Guest Bio
Dan is the CEO of Christie's International Real Estate. Prior to that he worked at Brookfield Asset Management, where he managed the company's Hard Rock Hotel & Casino investment, overseeing all property level departments, including finance, strategy, legal, marketing and human resources as well as developing the HRHC franchise business. Go to http://www.christiesrealestate.com/ for more info.

How to Attract Luxury Clients with Video and Content Marketing w/Frank Klesitz

Thu, 09 Nov 2017 10:50:59 -0600

There are very few luxury agents that do any type of custom video content because they fear the expense. How does this misconception lead to missed opportunities? Why is it so important to have video content in your marketing plan? How do you demonstrate your expertise and educate your database? On this episode, we are joined by Vyral Marketing founder, Frank Klesitz, who shares how video can boost your business.

If you’re not demonstrating your expertise, you’re really not spending time with people and letting them get to know you. -Frank Klesitz

Takeaways + Tactics

The KPI you should be tracking is people watching videos, consuming your podcasts, and reading your blogs.
Many people have the false idea that you have to spend ridiculous amounts of money on video.
Lighting is going to be an issue no matter what camera you use.

At the start of the show, we talked about the power of short video updates to your database, and Frank shared his own experience in luxury real estate. We also talked about why having a lot of visuals on Facebook is so powerful, and why your aim shouldn’t just be to send out content.

We also discussed:

The biggest misconception people have about video content
How to educate and show people that you have expertise
Why you don’t need a super expensive camera to get quality video content

Rounding up your contacts, reconnecting with your database, and letting them know you’re selling real estate isn’t a new concept; but you have to take it further. It’s not just about people seeing your image, it’s about them actually spending time with you. By building a wealthy stock of video content, you give yourself instant credibility and play into the power that videos have in conversion.

Guest Bio

Frank is an entrepreneur, marketer, coach, and real estate investor who built the company Vyral Marketing which serves a wide range of professional services companies around the country. For more information on what Vyral Marketing can do for your business visit getvyral.com.

Resources

Become a Certified Luxury Listing Specialist

Get Your Free Gift - Luxury Listing Blueprint

How Celebrity Endorsements Can Propel an Agent to Rockstar Status in Their Market w/Matt Wagner

Thu, 26 Oct 2017 11:36:59 -0600

In today’s world, celebrity sells. Why is the celebrity seal of approval such a big deal in luxury real estate? What are the things you should be doing to better align your branding with your messaging? What does it take to get a celebrity in your corner? On this episode, we are joined by marketing consultant and founder of Radio and Television Experts, Matt Wagner, who shares on the celebrity connection in luxury real estate.

"You have to think like today's consumer thinks." -Matt Wagner

Takeaways + Tactics

Online sellers are doing their homework more than ever, especially on the luxury side.
The “white-out rule” in testimonials: if you can white-out your name and put the name of any other agent in the quote, it’s a bad quote. Don’t use it.
Diversify your portfolio. Mix luxury and high-end with lower-end listings to get the cash flow going.

At the start of the show Matt shared on marketing properties on radio and television, and how to create an urgency about selling a property. Next we talked about the power of celebrity endorsements and why it is so important to remember that people do a lot of due diligence these days. Towards the end of the show we talked about the necessity of audits and optimization.

We also discussed:

How to get into a celebrity circle of trust
The importance of having a branding-messaging match
The power of telling a story

A celebrity endorsement is a seal of approval like no other. When someone with a lot of clout and respect puts their stamp on someone, it immediately communicates trust and credibility. People aren’t just Googling people anymore, they dig deeper and actually do their due diligence. Make sure your testimonials aren’t too general, or you’ll seem like every other agent out there. Put yourself in the consumer’s shoes so you can understand the things they look out for and the things that get you taken off the list.

Guest Bio
Matt is the owner of Radio And Television Experts. He has become known around the industry as the premier consultant for helping top agents effectively use media to become local celebrities in their area and create a steady flow of easily converted prospects. Go to http://www.radioandtelevisionexperts.com/ for more information.

How Technology Can Assist an Agent in Selling High-End Real Estate w/ Robert Reffkin

Thu, 12 Oct 2017 11:18:10 -0600

The average agent has 13 different online logins, and spends 89% of their time on admin and trivial tasks. What are companies missing when trying to serve the needs of agents? Why is culture such an important part of building a successful business? What are the high-level strategies for luxury listings? On this episode, we are joined by Robert Reffkin, the CEO of the growing real estate tech startup, Compass.

As important as technology and great marketing are, I can’t stress enough the importance of culture and community. -Robert Reffkin

Takeaways + Tactics

There are 270 software providers building tools for agents, but they are small and fragmented. Meanwhile, the big companies aren’t asking agents what they want.
Brokers don’t have enough resources to build technology in-house for agents.
No automated valuation tool can beat the agent.
The average agent who is with Compass grew their business by 25% last year.

At the start of the show, Robert shared how he got started and what inspired the creation of Compass. He also shared on the existing real estate tech space, and how much time agents waste on meaningless tasks. Robert also shared his team breakdown and why he brought together people who don’t come from the real estate world. He also shared on the importance of being selective in hiring, “every great institution in the world is selective, real estate needs to be more selective.” We also discussed what people look for in real estate agents, “they want someone they can proudly sit next to, someone collaborative, experienced, likable and fully committed.

Robert also discussed:

His 80-person marketing team
The importance of culture and community
How to use technology for pricing
Why luxury listings need to be treated in a unique way
Why Compass gives agents the tools to make their lives easier

Real estate agents are the largest underserved customer base in the country. There just hasn’t been the investment of people and money to make the industry what it could be. There are over a million agents in the US generating a combined $5 billion in commissions every year, but they just don’t have any great companies asking them what they want. Until an agent has one login, they are going to be held back from growing their business in a meaningful way. Agents need to be focused on their clients, not admin. Applying technology to these issues will bring help to bring the industry forward.

Guest Bio

Robert Reffkin is the CEO of Urban Compass, a tech-driven New York City real estate firm. Prior to Compass, Robert worked at Goldman Sachs as Chief of Staff to the President & COO following five years working in the firm's private equity arm. Prior to Goldman Sachs, he worked at Lazard and McKinsey & Company. In 2005, he was appointed as a White House Fellow to serve as special assistant to the Secretary of the Treasury. Robert is also the Founder of New York Needs You. He received a B.A. and M.B.A. from Columbia University. Outside of work, he recently completed 50 marathons, one in each state, to raise $1 million for nonprofits. Go to https://www.compass.com/ for more info or email robert.reffkin@compass.com.

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.

How to Differentiate Yourself in Luxury Real Estate w/David Banks

Thu, 28 Sep 2017 10:34:57 -0600

Positioning a home to appeal to the majority of the market will bring you closer to a sale. What activities are crucial to making a home attract more online and offline interest? What does it take to break into a market with an elevated price point? On this episode, we are joined by real estate veteran and owner of RE/MAX By the Bay, David Banks who shares on his winning strategies.

Moving into an area that you want to work in is important. You’ll network with everyone that you want to represent in the future.

- David Banks

Takeaways + Tactics

At a certain price point, a shift occurs from a seller’s market to a buyer’s market.
New photos increase online activity, which will increase the probability of a showing, which will increase the probability of a fair offer.
Lead with a giving hand by adding charitable donations to your operations.

At the start of the show, we learned about David’s beginnings in real estate, and he provided information on the luxury listings market in the Portland area. Next, we talked about how he was able to shift into elevated price points by moving to the area in which he wanted to sell. He also shared how charitable donations are built into his business operations. Towards the end of the show we talked about the importance of using your skills to increase interest in a property.

David also spoke about:

His hardcover presentation book and why it’s so effective
How to increase the probability of a fair offer
The importance of staging and repositioning a home

It’s impossible to force a buyer into a home, but it is our job to use the tools in our arsenal to reposition the home effectively to drum up interest that will lead to offers. There are many strategies to do this, including high-quality presentation books, staging the home, and investing in really good photos and videos of the home. These things will directly impact how quickly the home will sell.

Guest Bio
David opened RE/MAX By The Bay in 1994, with the goal of building an agency capable of providing an unsurpassed client experience. RE/MAX By The Bay quickly became home to the highest producing agents in the States of Maine and New Hampshire. David’s team has become known throughout the nation as a top-producing team, consistently ranking among the elite teams across all of RE/MAX. Go to http://www.davidbanksteam.com/about for more information.

The Most Important Skill You Need in Luxury Real Estate w/Sean Conlon

Thu, 14 Sep 2017 08:39:30 -0600

In luxury real estate, it only takes getting that first client to get things going. How do you keep your antennae up for these opportunities, and what is the most important skill you’ll need? What are the larger global trends taking place in luxury real estate?On this episode, we discuss this with real estate entrepreneur, merchant banker, and host of CNBC's The Deed, Sean Conlon.

Great sales, particularly at a luxury level, is listening. -Sean Conlon

Takeaways + Tactics

Luxury real estate is a great preservation of capital in the long run.
A natural curiosity is the key to being a really good broker.
For new developments: approach developers about the kind of land they want.

At the start of the show, Sean shared what helped him succeed and how he was able to grow with his clients. Next, we discussed the power of having a natural curiosity and why it’s so important to be a good listener. We discussed why luxury real estate is such a great way to preserve wealth. Towards the end of the show, we discussed the power of knowing about an area, and a strategy for getting into new developments.

We also shared on:

How to sell people on "you"
Market trends and the effect of politics
Advice for someone just getting into real estate

Look at your listing portfolio like your financial portfolio, and diversify it by mixing in luxury listings. Learn to take the opportunities as they come, and work on getting that first luxury listing. If you treat every deal like it’s coming from the most important client in the world, you’ll create referral opportunities and start generating more listings. The key skill you need is good listening. Learn as much as you can about specific areas so you can always be in the know.

Guest Bio
Sean J. Conlon is an American businessman, real estate entrepreneur, investor, television personality and philanthropist. He is currently the chairman and founder of Conlon & Co, CONLON/Christie’s International Real Estate, CONLON Commercial and Conlon Capital. He is also currently the co-host of The Deed which is an unscripted television series focused on real estate investing on CNBC. Go to seanconlon.com for more info.

Expert Strategies for Jumping to the Next Price Point w/Bob Hurwitz

Thu, 31 Aug 2017 09:15:32 -0600

Too many agents are acting as order-takers instead of advisors. Why is it so important to be assertive? How do you break into the high-end listings consistently? What are some opportunities these properties create? On this episode, Bob Hurwitz, broker, CEO and founder of Hurwitz James Company shares his strategies for breaking into high-end listings.

It’s important to differentiate yourself, especially when you’re competing with agents who have already made inroads into the high-end market. -Bob Hurwitz

Takeaways + Tactics

Most properties fail to sell in their first iteration, which presents an opportunity for smart agents.
Use marketing to create a sense of urgency.
If you market properties in an intelligent way you’re going to get buyers coming to you directly.

The difference between a home selling and a home languishing on the market is heavily reliant on the skill of the agent. It’s important to market and communicate well, and differentiate yourself from the pack. The secret with luxury and high-end listings is that “first doesn’t always mean best”. When properties don’t sell in their first iteration, that’s the time for you to step in and make it sell. Have the guts to step into the batter’s box!

Guest Bio

Bob has been a real estate broker and consultant for over 25 years, and he is the founder & CEO of Hurwitz James Company, established in 1986 and specializing in the marketing and sale of multi-million dollar estates and luxury residential developments worldwide. He is regularly featured on Extra, NBC Open House, Mansions and Millionaires and HGTV’s Million Dollar Room, as a top Realtor in Los Angeles dealing with high-profile properties and clients. Go to http://www.hurwitzjamesco.com/agents/ or https://www.linkedin.com/in/bob-hurwitz-9197486/. To get in touch, call or email 310-477-8865 bob@thehjc.com.

The Power of Confidence and Preparation in Winning Luxury Listings w/Craig Hogan

Fri, 18 Aug 2017 13:35:22 -0600

Luxury clients are looking for an agent who can go the extra mile. What characteristics will make you stand out to get that client? How do you make sure you’re putting your best foot forward? Why is coaching so important? On this episode, Coldwell Banker Vice President Craig Hogan, shares his best advice and strategies for winning luxury listings.

Coming in as a trusted advisor with confidence but no ego makes you a far better pick than someone who comes in like a bull in a china closet. -Craig Hogan

Takeaways + Tactics

If you can’t do a presentation in front of a lot of people and argue for your commission, you need to shift gears towards that.
If you can’t tell the difference between a 300k and a 100k kitchen, then you probably have a problem.
A lot of the job is preparing for show time.

At the start of the show, we talked about Craig’s background and the importance of differentiating yourself when it comes to marketing your luxury listings. Next, we talked about the importance of getting your skills up to scratch, and the importance of being knowledgeable when it comes to condition, appearance and finish. Towards the end of the show, we talked about the importance of being a trusted advisor.

Craig also shared on:

The importance of coaching and skill set
Why you need to focus on focus on being better
The power of humility

The luxury client is expecting to see someone who is at the top of their game. They are expecting to see a polished, professional who within minutes they feel like they want to list with. All this comes from confidence and preparation, and always being ready for show time. That comes from confidence and preparation. The more we produce and the higher we get in real estate staying humble and real is an attractive quality.

Guest Bio
Craig is the Vice President of Luxury at Coldwell Banker Real Estate LLC. Go to https://www.coldwellbanker.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.

Creative Financing in Luxury Real Estate w/Frank Aazami

Thu, 03 Aug 2017 09:29:27 -0600

High end and luxury markets are usually buyer’s markets, so tactics like creative financing come in handy. How can you use the power of creative owner financing to help your clients? How can asset management play a valuable role in luxury real estate, and how do you make sure you’re an asset to your clients? On this episode, luxury agent Frank Aazami shares his keys to success.

Once you become an expense and not an asset for a client, you’re worthless. -Frank Aazami

Takeaways + Tactics

Auctions bring attention and momentum to a property. All sales are based on momentum.
Build your expertise in creative financing - instead of the bank being the lender, the seller is the lender.
Find your leading edge - a unique way you bring value to your clients.

At the start of the show, Frank shared how his company marries deals and leverages other assets his clients have. He also explained his creative marketing methods and how the seller can become the lender. Next, we talked about elevating your game and getting more market share.

Frank also shared on:

How to create urgency in a buyer’s market
Momentum and real estate
Creative financing in upper level high end homes

The hardest thing is to get up in the morning, dress up like a professional, know what you’re doing, know the inventory and connect with people that are agents in other markets. What truly makes a different is giving yourself a leading edge. Luxury markets usually have a high amount of inventory, so creative financing is one way to give homes more appeal. This can elevate your game and get you more market share.

Guest Bio

Frank Aazami, along with his distinguished entrepreneurship Private Client Group, has proven the ability to plan, negotiate and manage clients' Real Estate invested assets. Frank's background includes marketing a Top 40 Radio Station, developing a successful fast food franchise concept, owning a handful of retail stores and selling over 20 franchisees. He invested, developed and managed a portfolio of mix-use and multifamily holdings for close to 10 years before practicing as a Realtor at Russ Lyon Sotheby's International Realty. To get in touch, call 480-266-0240 or frank@pcgagents.com.

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.

How to Use Charitable Events and Strategic Giving to Grow Your Network w/Anthony Marguleas

Thu, 20 Jul 2017 09:45:36 -0600

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!

Making the Most of Your Luxury Listing w/Leigh (Canlis) Greenwood

Thu, 06 Jul 2017 10:12:31 -0600

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.