Ever wondered what it’s really like to help celebrities and pro athletes buy and sell luxury real estate? In this episode of The Closing Table with Lawyers Title, host Tamera Gaede sits down with Rod and Laura Watson—luxury realtors and founders of Distinct Concierge Real Estate in Los Angeles and San Diego.

Rod, a former professional athlete, and Laura share how they broke into the sports and entertainment market, what it takes to earn trust with high-profile clients, and the strategies that set them apart in an ultra-competitive luxury real estate space. From exclusive curated events to managing complex transactions for NBA and NFL players, this episode is packed with insights for agents who want to elevate their business.

What you’ll learn in this episode:

✅  How Rod and Laura landed their first celebrity client.
✅  The role of networking, authenticity, and strategic events in breaking into luxury real estate.
✅  Why exclusivity and curated experiences attract high-net-worth buyers.
✅  How to manage complex deals with athletes, celebrities, and their teams of advisors.
✅  The importance of mindset and adaptability in today’s real estate market.

If you’re a realtor, investor, or simply curious about the behind-the-scenes of luxury real estate with celebrities and professional athletes, you won’t want to miss this conversation.

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CHAPTERS
00:00 – Introduction: Meet Rod & Laura Watson
01:20 – Breaking into luxury real estate with athletes & celebrities
03:10 – Landing their first celebrity client in Houston
05:00 – Leveraging ESPN & curated events to build momentum
08:30 – The importance of networking and authenticity
10:15 – Creating exclusivity with mansion events & private parties
14:00 – How events helped them build a 40,000+ client database
17:00 – Overcoming credibility challenges with high-level agents
20:30 – Why they pivoted away from large events to curated showcases
22:15 – Managing expectations with celebrity and athlete clients
25:00 – Working with agents, managers, and advisors in complex deals
28:00 – A behind-the-scenes story of closing a top NBA player’s $10M+ deal
33:00 – Negotiation strategies and protecting client privacy
35:00 – Adapting to today’s shifting real estate market
37:00 – Closing thoughts & takeaways