Topics covered and questions you’ll uncover during this episode:

• Why getting outside of your market to network and train can benefit your luxury real estate practice and skill set
• The importance of designations and how they help distinguish you from the competition in a saturated market
• Why it’s helpful to mentor new luxury real estate professionals who are coming into the industry and how the mentor benefits as well
• How to be open to change in the industry, whether it’s buyer and seller needs and desires or changes in technology
• Why contracts and negotiations are getting more complicated and how to navigate them better
• The importance of being authentic and making strong connections with clients and peers
• Why having a “spirit of abundance” can help you reach your goals as a luxury real estate professional

Resources mentioned within the episode:

• REAL Marketing
• Parks Real Estate
• The Institute for Luxury Home Marketing
• The Certified Luxury Home Marketing Specialist Designation

Topics covered and questions you’ll uncover during this episode:

• Why it pays to take your time bringing a home to market versus rushing to get it listed and sold
• How to overcome the “have you sold anything in this neighborhood?” question — even if you haven’t
• The importance of giving prospects branded, data-driven market information
• The reason you should stick with your branding, even if you’re ready for a change
• Why postcards aren’t helping your marketing strategy and what to use instead

Resources mentioned within the episode:

• Supreme Auctions
• REAL Marketing
• The Institute for Luxury Home Marketing
• Luxury Market Report

Topics covered and questions you’ll uncover during this episode:

• How to budget your marketing dollars when you're a new or seasoned luxury real estate professional
• They key to making clients feel like your services and marketing were worth every penny
• The biggest mistake luxury real estate professionals make when they’re busy
• Why lowering your marketing budget when business is slow can hinder long-term growth, and what to do instead
• The importance of the vocabulary you use around marketing and business with your clients
• Why bringing your luxury listings to market properly and with high-quality marketing materials matters at any price point
• What consistent marketing can do for your luxury real estate practice

Resources mentioned within the episode:

• Supreme Auctions
• REAL Marketing
• The Institute for Luxury Home Marketing
• Luxury Market Report

Topics covered and questions you’ll uncover during this episode:

• What to consider when choosing your first brokerage
• The importance of asking for help and mentorship when you’re first starting out or returning to luxury real estate after a hiatus
• Why joining local causes, groups, and community activities is still an essential part of networking, even if you have a strong digital marketing strategy
• How Liz continued to network during the pandemic via virtual “socials” through her local groups

Resources mentioned within the episode:

• REAL Marketing
• The Institute for Luxury Home Marketing
• Liz Heinkel’s Website

Topics covered and questions you’ll uncover during this episode:

• An overview of how the luxury market has changed since the beginning of the pandemic
• Creative ways luxury real estate professionals and their buyers are managing low inventory levels
• What affluent clientele want now versus when the pandemic started
• How attached homes are becoming popular with younger clientele who want to get their foot in the door while others are looking at larger homes
• The importance of becoming a data authority in your market and how to use the Luxury Market Report to better connect with clients and prospects

Resources mentioned within the episode:

• REAL Marketing
• The Luxury Market Report
• The Institute for Luxury Home Marketing

Topics covered and questions you’ll uncover during this episode:

• How to identify and produce “moments that matter” in your clients’ experience with you
• Recognizing the difference between telling someone you’re an expert and actually demonstrating you’re an expert
• Why clients shouldn’t be privy to all the behind-the-scenes happenings that take place when buying or selling a home
• Balancing boundaries and empathy when you’re involved with luxury real estate transactions
• The importance of solving problems before bringing them to the attention of your clients
• Why it pays to not burden your clients with unnecessary stress

Resources mentioned within the episode:

• REAL Marketing
• Customer Experience Template Download
• The Institute for Luxury Home Marketing

Topics covered and questions you’ll uncover during this episode:

• How to identify and produce “moments that matter” in your clients’ experience with you
• The unique approach Jim uses to give closing gifts that win him repeat business and referrals
• The importance of knowing how and what you want your client to feel, think, and do from start to finish
• How to position yourself as your clients’ go-to real estate professional for life
• The difference between being in the “transaction” business and being in the “relationship” business — and why it pays to put relationships first
• Why listening to understand, rather than interject, is the foundation of an excellent client experience

Resources mentioned within the episode:

• Supreme Auctions
• Customer Experience Template Download
• The Institute for Luxury Home Marketing

Topics covered and questions you’ll uncover during this episode:

• Why staging and styling are non-negotiable, even in a fierce seller’s market
• The difference between “staging” vs. “styling” to make a space feel more welcoming and complete
• How the Ayans put their own spin on traditional staging to craft “aspirational” spaces that sell
• An approach for minimizing discomfort and disruption for the client in the midst of getting their home ready for market
• Why outdoor staging is essential (especially in warmer climates)
• How to tell clients that their home’s appearance needs work before listing or photography
• Finding “anchor points” in each home to highlight its unique selling points and create an experience for potential buyers
• Strategies for using the Luxury Market Report, case studies, and charitable organizations to promote and differentiate your services and expertise

Resources mentioned within the episode:

• Supreme Auctions
• The Lifestyle Collection
• The Luxury Market Report
• The Institute for Luxury Home Marketing

Topics covered and questions you’ll uncover during this episode:

• The real reasons behind the unprecedented seller’s market over the last year, and why it’s not just low interest rates fueling this market
• How the Tax Cuts and Jobs Act of 2017’s $750,000 mortgage cut for new home purchases is affecting buying decisions in the upper tier
• What makes an ultra-high-net-worth or high-net-worth individual’s finances “complex”
• Why most high-net-worth and ultra-high-net-worth individuals consider their tax professional their #1 most trusted adviser
• How CPAs advise their affluent clients on real estate decisions, and why it’s primarily based on the amount of interest that is deductible
• The influence of limited itemized deductions for high-net-worth and ultra-high-net-worth individuals on their decision to relocate
• The importance of networking among luxury real estate professionals and CPAs
• How Biden’s proposed tax plan affects the upper tier and why 2021 may be a better time for upper tier clients to sell their home if the proposed tax bills are passed
• The current guidelines governing tax exemption on capital gains for single individuals and married couples

Resources mentioned within the episode:

• Supreme Auctions
• Armanino
• The Luxury Market Report
• The Institute for Luxury Home Marketing

Topics covered and questions you’ll uncover during this episode:

• Why it may be more valuable to cultivate professional relationships rather than client relationships
• How sharing useful, valuable data like The Institute’s Luxury Home Market Report can bring you beneficial partnerships and new clients
• Why luxury real estate professionals should know markets — and PEOPLE — outside their local area
• New ideas for referral sources and how to connect with them
• Approaching wealth managers and other professionals as a referral source — and how to find opportunities that benefit all parties
• Referral surprises: why the actual client may not be who you think it’s going to be
• The power of the SPECIFIC ask
• Building relationships through genuine philanthropic activities

Resources mentioned within the episode:

• Supreme Auctions
• The Luxury Market Report
• The Institute for Luxury Home Marketing