Condo Artist: The Other Side of Real Estate

Objections raised by condo buyers can often be a challenge, but for the expert salesperson, they are a welcome sign of interest. It's all in how you handle them. In this episode of Condo Artist: The Other Side of Real Estate, condo sales and marketing experts Uri Vaknin, Shahn Douglas, and Mark Bunton discuss how objections, properly met, can result in a condominium sale. They explain the five stages of handling objections, give specific examples of how to address them, and reveal the four reasons why customers raise objections. After this episode, condominium specialists will feel more confident in handling objections and understand how to leverage them to sell a home.

This episode is brought to you by Juhl Las Vegas, loft-style condos located in the heart of vibrant, downtown Las Vegas. From the low $200s to  over $1M. Learn more at JuhlLV.com.

This episode is also brought to you by One Las Vegas, luxury high-rise condos featuring two and three bedroom plus den residences. From the mid $400s to over $1M. Learn more at theonelv.com.

Questions or comments? We'd love to hear from you! Contact us at [email protected].

You've qualified your condominium buyer prospects. You've taken them on the physical path of presentation throughout the community, and now you're at the door to a home - possibly their next home. What do you do?

In season 2, episode 6 of Condo Artist: The Other Side of Real Estate, condo sales and marketing experts Uri Vaknin, Shahn Douglas and Mark Bunton take you though the exact steps of demonstrating a condominium home. 

They start with the four things a condo demonstration should accomplish, which are:

• Make your buyers feel important
• Obligate the customers to you
• Allow objections to surface
• Point out features that demonstrate the value of the home
  
  

Next they explain how to maintain control of the demonstration at all times, use "features, benefits, emotion" talk, and even where to physically place yourself in each room of the home. At the end of this episode, you'll understand how to get your customers to identify their "one and only" home, which is what you need to close the deal.


This episode is brought to you by Juhl Las Vegas, loft-style condos located in the heart of vibrant, downtown Las Vegas. From the low $200s to  over $1M. Learn more at JuhlLV.com.

This episode is also brought to you by One Las Vegas, luxury high-rise condos featuring two and three bedroom plus den residences. From the mid $400s to over $1M. Learn more at theonelv.com.

Questions or comments? We'd love to hear from you! Contact us at [email protected].

How skilled are you at presenting condominium communities - both online and in person? Condo sales and marketing experts Uri Vaknin, Shahn Douglas and Mark Bunton take listeners, step-by-step, through the order of an effective sales presentation. Whether you are an on-site condo sales agent or a general brokerage agent helping clients find a home, you'll learn how to sell a condo community from the outside in using the using the "funnel" sales technique

By the end of this episode, you'll understand how to apply this technique to your website, sales center, and physical sales path through the building. Tune in to season 2, episode 5 of Condo Artist: the Other Side of Real Estate, to learn:

• Why it's a mistake to sell the actual condo or floor plan first
• The #1 way to maintain control of your presentation with prospects
• Specific suggestions for how to present each part of the funnel
• Interactive technology being used in sales centers today
• Why you never show prospects the model first
• And more!

This episode is brought to you by Juhl Las Vegas, loft-style condos located in the heart of vibrant, downtown Las Vegas. From the low $200s to  over $1M. Learn more at JuhlLV.com.

This episode is also brought to you by One Las Vegas, luxury high-rise condos featuring two and three bedroom plus den residences. From the mid $400s to over $1M. Learn more at theonelv.com.

Questions or comments? We'd love to hear from you! Contact us at [email protected].


Recent Condo Artist episodes mentioned:

Know Your Buyer
Know Your Buyer - Part II

In this episode of Condo Artist: the Other Side of Real Estate, hosts Uri Vaknin and Shahn Douglas continue last week's conversation with Justin Cohen, Executive Vice President of award-winning marketing agency, REQ. Justin expands on his idea that "digital marketing" today should simply be called marketing, and offers the one key to success that no advertiser can afford to overlook. He also discusses:

• How to communicate with prospective condo buyers once they've submitted their information
• What the ideal marketing budget looks like at any size
• Brands that are winning in the digital marketing space
• Marketing trends for 2021 and into the future
• How to hold your ad agency accountable
• A summary of the digital buyer's journey and how to identify areas for improvement

To hear Justin, Uri and Shahn's initial discussion on reaching and attracting today's digitally-forward condominium buyers, listen to The Art of Digital Marketing - Part 1.


This episode is brought to you by Juhl Las Vegas, loft-style condos located in the heart of vibrant, downtown Las Vegas. From the low $200s to  over $1M. Learn more at JuhlLV.com.

This episode is also brought to you by One Las Vegas, luxury high-rise condos featuring two and three bedroom plus den residences. From the mid $400s to over $1M. Learn more at theonelv.com.

Questions or comments? We'd love to hear from you! Contact us at [email protected].

Get your digital notepads ready, because this week we're going to school with Justin Cohen, Executive Vice President of REQ, an award-winning digital marketing agency and one of Adweek's 100 Fastest Growing Companies. Justin has been leading digital marketing efforts in the luxury condo space since 2006. He, along with hosts Uri Vaknin and Shahn Douglas, recap the history of digital condo marketing and discuss how to reach and attract today's digitally-forward home buyers. You'll learn:

• How consumers are shopping for real estate online today
• Why digital marketing is essential to a condo presale strategy
• Why you're wasting time and money if you're not precisely targeting your buyer
• What a digital marketing plan looks like for a condo development
• The role of advertising agencies today
• The difference between earned and paid media, and why you need both
• Why a smooth lead handoff from marketing to sales is critical
• And so much more in this 40-minute episode!
  
  

Class is not over just yet... be sure to tune in next week to part 2 when Justin discusses lead nurturing, budgeting, digital marketing trends for 2021, and what we can expect in the future.


This episode is brought to you by Juhl Las Vegas, loft-style condos located in the heart of vibrant, downtown Las Vegas. From the low $200s to  over $1M. Learn more at JuhlLV.com.

This episode is also brought to you by One Las Vegas, luxury high-rise condos featuring two and three bedroom plus den residences. From the mid $400s to over $1M. Learn more at theonelv.com.

Questions or comments? We'd love to hear from you! Contact us at [email protected].

Individual condos can be notoriously difficult to position against others, whether in the same or a different building. In season 2, episode 2 of Condo Artist: The Other Side of Real Estate, hosts Uri Vaknin, Shahn Douglas and Mark Bunton help listeners overcome "white box" thinking and show how to differentiate a condo product to attract a specific buyer. 

They describe their success with designing limited edition "collections" of condos within a building, and their process for building out these homes, naming them, modeling them, and developing a unique sales and marketing strategy for them. You'll learn about:

• The Premier Collection at The Ogden (Sold Out)
• The Penterrace Collection at Juhl (selling quickly)
• The Studio Collection at Juhl (launching in February)

Whether you are developing a new condominium community or taking over sales and marketing from another group, Uri, Shahn and Mark encourage developers and sales and marketing teams to be creative at every step of the process, thinking carefully about your target buyers and how to appeal to their sensibilities.

This episode is brought to you by Juhl Las Vegas, loft-style condos located in the heart of vibrant, downtown Las Vegas. From the low $200s to  over $1M. Learn more at JuhlLV.com.

This episode is also brought to you by One Las Vegas, luxury high-rise condos featuring two and three bedroom plus den residences. From the mid $400s to over $1M. Learn more at theonelv.com.

Questions or comments? We'd love to hear from you! Contact us at [email protected].

Welcome to Season 2 of Condo Artist: The Other Side of Real Estate! In this episode, condo sales strategists Uri Vaknin, Shahn Douglas and Mark Bunton give their perspective on where condo buying is headed in 2021. After a difficult year defined by social distancing and isolation, they predict that condo living - and the access to amenities, connectedness, and attachment to community that come with it - will make a strong comeback in the last three quarters of 2021.

Uri, Shahn and Mark examine real estate trends in both the single family market and the local Las Vegas market, and look to history as a guide to make a prediction of stronger condo sales as the year progresses. Uri even proclaims 2021 "The Year of the Condo."

Listen to learn how to convey this message to prospective buyers and buyers' agents, and how to change conventional wisdom that a single family home is always the best real estate choice.

Articles mentioned:

Welcome to Homeownership (nytimes.com)

One Las Vegas draws California buyers (reviewjournal.com)

For These Urban Refugees, Country Living Isn't Quite Second Nature (wsj.com)

This episode is brought to you by Juhl Las Vegas, loft-style condos located in the heart of vibrant, downtown Las Vegas. From the low $200s to  over $1M. Learn more at JuhlLV.com.

This episode is also brought to you by One Las Vegas, luxury high-rise condos featuring two and three bedroom plus den residences. From the mid $400s to over $1M. Learn more at theonelv.com.

Questions or comments? We'd love to hear from you! Contact us at [email protected].

In episode 12 of Condo Artist: The Other Side of Real Estate, condo sales and marketing strategists Uri Vaknin, Shahn Douglas and Mark Bunton discuss what has changed in condominium development and sales in the last year, and which changes are here to stay. They discuss five major lessons learned in 2020 and how to carry them forward to continue reaching and connecting with today's (and tomorrow's) condo buyers. They include:

1.  Identifying and demonstrating a designated work-from-home space
2. The critical need for personal outdoor space, and what to do if your community doesn't offer any
3. The internet's impact on real estate buyers and the emphasis on efficiencies of time
4. Increased content and marketing requirements including 3-D tours, virtual open houses and appointments, and advanced video
5. Infusing salesmanship into new technology and communication methods

Perhaps the biggest lesson 2020 has taught us both in real estate and life? Be ready to adapt and pivot on a dime.

This episode is brought to you by Juhl Las Vegas, loft-style condos located in the heart of vibrant, downtown Las Vegas. From the low $200s to  over $1M. Learn more at JuhlLV.com.

This episode is also brought to you by One Las Vegas, luxury high-rise condos featuring two and three bedroom plus den residences. From the mid $400s to over $1M. Learn more at theonelv.com.

News segment mentioned: Balconies: The new performance space for musicians in lockdown (cbsnews.com)

Questions or comments? We'd love to hear from you! Contact us at [email protected].

Think your prospects need to sell their home before they purchase a condo? Think again. In episode 11 of Condo Artist: The Other Side of Real Estate, condo sales strategists Uri Vaknin, Shahn Douglas and Mark Bunton explain why we sometimes need to toss conventional real estate thinking out the window. 

Empty nesters are one of the fastest growing buyer demographics for condominiums, and it's often these buyers who have a difficult time selling their existing homes of so many years. In this enlightening episode, Uri and team first explain the psychology of "right-sizing" vs. down-sizing, then analyze why the traditional process of selling a home first is not always the best.

Uri tells the story of The Brookwood Buyer, and how a simple change in approach would have given an affluent buyer complete control over her real estate transaction, rather than the stressful, rushed experience it became. 

Uri and team then explain exactly how to go about changing conventional wisdom, including:

• Investigative work on the part of the condo sales specialist
• Alternative ways of financing a new condo
• How this different approach can help your clients sell their home faster and for more money
• Examples of qualifying questions (for a more detailed review of qualifying questions, listen to the episode, Who Is Your Buyer?).

The  goal of changing conventional real estate wisdom is to give your clients total control over the real estate process, including when and how they move. This will ultimately result in a fantastic, faster, and much less stressful condo buying experience for all involved.

This episode is brought to you by Juhl Las Vegas, loft-style condos located in the heart of vibrant, downtown Las Vegas. From the low $200s to  over $1M. Learn more at JuhlLV.com.

This episode is also brought to you by One Las Vegas, luxury high-rise condos featuring two and three bedroom plus den residences. From the mid $400s to over $1M. Learn more at theonelv.com.

Questions or comments? We'd love to hear from you! Contact us at [email protected].

In episode 10 of Condo Artist: The Other Side of Real Estate, hosts Uri Vaknin and Shahn Douglas explore social media marketing with Marsha MacEachern Tempesta and Lokelani Higa of Las Vegas-based PR firm, The Warren Group. 

They discuss why social media, as a strategic marketing initiative, works so well for condo communities, how to set up a successful social media program, how to handle questions, comments and feedback, and trends and predictions for 2021. Join us as we dive into the specifics of:

• The value of real-time engagement
• A better approach to "hard selling" on social media
• Which type of content works best on the various platforms
• How to get your content seen
• How to approach social media during a pandemic
• Why it's worth it to attract Gen Z and Millennials now
• The future of "conversational marketing"
• And much more!

The Warren Group is the next evolution of Faiss Foley Warren (FFW), a Las Vegas-based full service public relations and public affairs firm founded in 1998. Learn more at TheWarrenGroupLV.com.

This episode is brought to you by Juhl Las Vegas, loft-style condos located in the heart of vibrant, downtown Las Vegas. From the low $200s to  over $1M. Learn more at JuhlLV.com.

This episode is also brought to you by One Las Vegas, luxury high-rise condos featuring two and three bedroom plus den residences. From the mid $400s to over $1M. Learn more at theonelv.com.

Questions or comments? We'd love to hear from you! Contact us at [email protected].