Luxury Listing Specialist - Dominate High End Listings In Any Market

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. 

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 [email protected]

Three Things You'll Learn

Buyers need a trusted advisor:

Focus on what you can do for the client:

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 has been featured in Forbes, The Washington Post, Washingtonian, Realtor.com, and The Washington Business Journal.  

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/

Would you like to join me in Napa to get Certified in Luxury?

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, [email protected].

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.

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.

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. 

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.

“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

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. 

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

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.

“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

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.

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.

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.

Recommended books:

Staging to Sell: The Secret to Selling Home in a Down Market

Building a Successful Home Staging Business

Staging The World 

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.

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. 

“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:

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). 

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. 

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.