Luxury Listing Specialist - Dominate High End Listings In Any Market

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 

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 [email protected]. You can also find him on Linkedin at https://www.linkedin.com/in/annasheehan1

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 

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.

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. 

You can also call him directly on 619 800 6178 

To find out more about the Cassity Team, visit www.thecassityteam.com 

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.

Don’t worry so much about commissions going down: the volume will go up. -Kevin Foreman

Takeaways + Tactics 

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:

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. 

 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

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 

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:

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

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 

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:

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: [email protected] 

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

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 

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:

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/

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 

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:

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

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

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:

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

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?

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.

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.

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?

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

We also shared insights on:

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/