Luxury Listing Specialist - Dominate High End Listings In Any Market

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/

Success in real estate relies on marketing, so it’s important that agents have effective strategies. What are some ways to market yourself and see great results? Can you do it without being attached to a well-known brand? On this episode, I talk with Jay Macklin, owner of Platinum Living Realty, to hear how he’s branded himself and what it’s done for his business.

It’s not about the agent. It’s about what’s in it for the consumer. -Jay Macklin

Takeaways + Tactics

At the start of the episode, Jay shared on his background and gave a brief overview of his timeline in the real estate industry. He then spoke about how agents should go about their marketing and branding. Jay mentioned that you don’t need to be attached to a powerful brand— just focus on letting clients know you’re the agent they should approach.

We also shared insights on:

To make a name for yourself in luxury real estate, you need to be prepared for the market. Become comfortable with the properties you’ll be selling, and understand the market fully before you commit to a career in the industry. Once you’ve established your understanding, make sure you’re prepared for the clients. Do your research and make sure you’re marketing to your target audience.

Guest Bio

Jay Macklin first entered the world of real estate in 2006. In the time since then, Jay founded Desert Platinum Properties, alongside his wife. This has subsequently been converted to Platinum Living Realty. Today, Platinum Living Realty has 4 offices and 150 agents. Jay is passionate about educating agents and helping them achieve great results, and is one of the 2 Phoenix are certified coaches for the Craig Proctor coaching program.

To find out more about Jay, head to www.searchhousesinscottsdale.com

You can also email him on [email protected]

The luxury “bracket” of real estate can be a difficult space to get into, but is very lucrative. How do we set ourselves up to get into luxury real estate? What do we need to do differently when dealing with a luxury listing? In this episode, Anthony Lamacchia shares on launching a luxury program and outlines his free content platform for agents, ‘Crush It in Real Estate’.

To get into the luxury portfolio, you have to qualify. It’s not pay-to-play. -Anthony Lamacchia

Takeaways + Tactics

On this episode we discuss launching a luxury program in 2019. Anthony Lamacchia explains how and why he decided to start the program, and the growth and impact his free content platform for agents ‘Crush It in Real Estate’ has had.

We also shared insights on:

As agents, we can increase our average sale price by having more homes from the luxury bracket on our roster. However, it is an area that we need specific tools to succeed in, and certain qualifications need to be met in order to get into luxury. Every aspect of the listing and marketing process needs to be next-level, and we have to look at the price, seller, property and positioning in more detail. Initiatives like luxury programs and accessible agent-specific content will help us get to the level we need in order to succeed in luxury.

Guest Bio

Anthony Lamacchia is the Broker/Owner and CEO of Lamacchia Realty, Lamacchia Property Management, Lamacchia Development, and REAL Training and Systems Inc. He spends his time running the companies, training agents and his national coaching customers, and strategically planning for the future. Anthony is considered an industry expert, having done hundreds of television appearances on local news and many speaking engagements at national industry conferences.  He is completely obsessed and passionate about providing all the agents and employees in the company with top-notch technology, the best possible tools, and the absolute very best training to excel in their careers and grow their businesses.

https://www.facebook.com/crushitinrealestate/

[email protected]

https://www.lamacchiarealty.com/

Those of us in real estate must use adapt and evolve in our use of technology in order to remain relevant and serve our clients. How can we best cater to the needs of high-profile clients? In what ways can we leverage technology to help us? How can we innovate our practices to meet the needs of our business? In this episode, CEO of United Real Estate Holdings LLC, Dan Duffy, shares how he uses a combination of technology and internal evaluation to lead a successful real estate corporation.

The winning solution is when you innovate from the inside as opposed to coming from the outside. –Dan Duffy

Takeaways + Tactics

On this episode, we discuss some of the businesses that operate under the United Real Estate Group. Dan Duffy explains how and why these sections of the company came to be, and how they have positively impacted the success of the business.

We also shared insights on:

Our role in real estate is to understand and cater to the needs of our clients. This can be achieved in numerous ways, most importantly by being transparent about options with clients, utilizing tools like technology to our advantage, and being aware of our buyer’s persona so that we can effectively make targeted sales. When we develop from the inside while considering the current market and climate, we become geared for success in our industry.

Guest bio

Dan Duffy is the CEO of United Real Estate Holdings LLC (Group), a real estate services and franchise holding company operating multiple businesses under its "United" trade name. Dan spent nearly 20 years focused on serving clients in a number of senior executive positions. Most recently he served as the President and CEO of a two-time Microsoft Global Partner of the Year and Largest Global Microsoft Business Solutions Partner, with over 25 offices on three continents serving 12,000 clients in 48 countries. Learn more about United Real Estate at https://www.unitedrealestate.com/

As a luxury real estate agent, how can you set yourself apart from your competitors? What role does branding play? Other there other factors crucial to getting a sale? On this episode, I talk with Thad Wong of @properties. Thad has had tremendous success in the Chicago luxury market, and he’s here to share his advice.

One thing that can always be improved is collateral marketing for listings. -Thad Wong

Takeaways + Tactics

At the start of the episode, Thad Wong explained why @properties makes use of high-quality branding for their clients. He also weighed-in on some of the real estate myths surrounding the Chicago market.

We also shared insights on:

GUEST BIO

After establishing himself as one of the top agents in Chicago in the mid-1990s, Thad Wong co-founded @properties in 2000, a luxury brokerage in the city. Under his and his co-founder’s leadership, @properties has grown to around $9 billion in annual sales, and employs approximately 2800 agents. Today, @properties is the top brokerage in Chicago.