Luxury Real Estate Talk

In this episode, Jack Cotton—luxury real estate expert, author, and agent—shares some great advice for buyers, sellers, and agents.

We open with a discussion about the biggest mistake that sellers make.

Jack stresses the importance of expertise and reasons why you shouldn’t settle for anything less.

Sellers see their home with their hearts, but buyers see it in a much different way.

Using anecdotes from his experience selling luxury real estate in Cape Cod, Jack talks about finding a story for your property—and then we discuss tips for telling that story through lifestyle video marketing.

After 44 years in the real estate business, Jack has developed three outstanding rules for negotiating, which he shares at the end of this episode.

***ABOUT THIS WEEK'S GUEST***
Jack Cotton has worked continuously in the real estate company he started in his college dorm room in 1974, accumulating decades of Luxury Real Estate experience.

Jack has been involved in nearly every record-breaking luxury residential sale on Cape Cod, Massachusetts, over the past several years—either directly, or as a coach to one of the agents involved.

As of today, he still holds the current record for the largest residential real estate sale on Cape Cod, the Bunny Mellon estate at over $19MM.

In 2005, Jack sold his company to Sotheby’s International Realty. He managed the firm’s Cape Cod offices while working with selected clients until he stepped down as the manager most recently in 2016.

He is back to listing and selling luxury homes on Cape Cod while sharing his extensive knowledge with agents worldwide as an author, teacher, and certified coach.

Jack is an Amazon.com best selling author. His books on real estate include Selling Luxury Homes, 12 Secrets Luxury Home Sellers Know, and 12 Secrets Luxury Home Buyers Know. His inspirational book, A Dog’s Guide To Life, is now in its third printing.

***GET IN TOUCH WITH JACK***
Website: JackCotton.com

***READ JACK'S BOOKS***
Selling Luxury Homes: amzn.to/2GZNrmP
12 Secrets Luxury Home Sellers Know: amzn.to/2HnYMwk
12 Secrets Luxury Home Buyers Know: amzn.to/2JL8tDa

***ABOUT THE SHOW***
Welcome to Luxury Real Estate Talk, where you get expert advice on buying and selling Luxury Real Estate.

Learn from the best and brightest real estate agents, brokers, and other professionals, as they share real-life stories about the art and business of listing, marketing, selling, and buying high-end homes.

Through casual but insightful conversations, the Talk’s host Rob Jensen will help you master your understanding of the luxury real estate market.

Rob is the President and Owner/Broker of the Rob Jensen Company, which specializes in working with buyers and sellers in guard gated communities in Summerlin, Las Vegas, and Henderson, Nevada.

Rob's 15+ years of local industry expertise have made him a sought after real estate expert source with the media. He’s served as a guest commentator for numerous national broadcast television networks including MSNBC and BRAVO. He has also provided content and commentary to The Wall Street Journal, Forbes.com, BusinessWeek.com, the Las Vegas Review-Journal, Real Estate Executive magazine, Growing Wealth magazine, and the Los Angeles Times, among others. Additionally, Rob has penned a recurring monthly real estate column for the Las Vegas Business Press.

In this one-on-one with Sara Littlefield—a Connecticut real estate professional who has personally closed half a billion dollars in residential sales—we open with a discussion about how Sara’s corporate experience has shaped her approach to marketing real estate.

Sara offers some great insight on negotiating. Besides seeking the “highest and best price,” how do you get more bids, and therefore better terms?

Stressing the importance of a “teamwork approach” to agent/client relations, we talk about how to have more effective conversations. Sara shares her experience working with expired listings and her strategies for selling homes that have already been listed multiple times.

In regard to marketing materials, we discuss analytical vs. emotional buying. Sara and I also talk about hiring your friends, if it’s ever a good idea, and the option of co-listing.

We finish the discussion with more advice for sellers interviewing agents, and Sara offers one important question that luxury sellers often forget to ask.

***ABOUT THIS WEEK'S GUEST***
Sara Littlefield, a respected professional in the real estate market, is always on the cutting edge of the industry.

Sellers want fast, high sales, while buyers want quick, comprehensive information and Sara delivers. As a top-listing and top-selling agent, Sara takes most pride in meeting each of her client's unique and individual needs.

Sara has received the highest award by Wall Street Journal for top 1% Realtors in the country. She has also been honored with many customer service achievement awards, earned through customer satisfaction ratings.

Her clients especially appreciate her dedication, calm, good counsel, and focused, innovative, passionate and responsive approach to their real estate needs. She's excellent in an ever-changing, complicated and challenging market.

In graduate school, Sara specialized in negotiations and taught international students International Negotiation & Mediation courses. Her corporate experience with Apple, Xerox, Priceline and Avery Dennison provide clients with a sophisticated and refined marketing approach to their properties.

***GET IN TOUCH WITH SARA***
Facebook: saralittlefieldco
Website: SaraLittlefield.us
Zillow: zillow.com/profile/Littlefield1

***ABOUT THE SHOW***
Welcome to Luxury Real Estate Talk, where you get expert advice on buying and selling Luxury Real Estate.

Learn from the best and brightest real estate agents, brokers, and other professionals, as they share real-life stories about the art and business of listing, marketing, selling, and buying high-end homes.

Through casual but insightful conversations, the Talk’s host Rob Jensen will help you master your understanding of the luxury real estate market.

Rob is the President and Owner/Broker of the Rob Jensen Company, which specializes in working with buyers and sellers in guard gated communities in Summerlin, Las Vegas, and Henderson, Nevada.

Rob's 15+ years of local industry expertise have made him a sought after real estate expert source with the media. He’s served as a guest commentator for numerous national broadcast television networks including MSNBC and BRAVO. He has also provided content and commentary to The Wall Street Journal, Forbes.com, BusinessWeek.com, the Las Vegas Review-Journal, Real Estate Executive magazine, Growing Wealth magazine, and the Los Angeles Times, among others. Additionally, Rob has penned a recurring monthly real estate column for the Las Vegas Business Press.

In this episode with Jennifer Egbert—a top-producing Boulder Realtor with an affinity for modern design and architecture—we discuss relevant advice for both buyers and sellers in the luxury market.

Jennifer shares specialist knowledge about modern luxury clients. Focusing on social media, we discuss a few things to look for when shopping around for a Realtor, and why it’s important to be proactive in this research. Is Instagram a tool that your agent should use? What about Yelp?

Jennifer and I also talk about what it means to price your home “under the bridge” and how you can make more money if you avoid doing it.

To offer more advice for sellers, we end the discussion with questions you should ask your Realtor about their network and their reach, why your home won’t sell itself, and the benefits of having a face-to-face relationship with your agent.

***ABOUT THIS WEEK'S GUEST***
Jennifer Egbert is an award-winning, top-producing Boulder Realtor with over eleven years of experience. Her commitment to her clients, enthusiasm, and determination, drive her to be at the forefront of the real estate industry.

Jennifer is a licensed residential agent that specializes in the Boulder, Colorado market. She is the leading expert in Boulder Luxury neighborhoods, the best builders, and most current market conditions.

Her advantage is not only her expertise and unparalleled marketing but also her ability to guide her clients through the transaction with the least amount of stress and anxiety as possible.

***GET IN TOUCH WITH JENNIFER***
Website: JenniferEgbert.com
Phone: 303-619-3373
Instagram: @JenniferPreddyEgbert

***ABOUT THE SHOW***
Welcome to Luxury Real Estate Talk, where you get expert advice on buying and selling Luxury Real Estate.

Learn from the best and brightest real estate agents, brokers, and other professionals, as they share real-life stories about the art and business of listing, marketing, selling, and buying high-end homes.

Through casual but insightful conversations, the Talk’s host Rob Jensen will help you master your understanding of the luxury real estate market.

Rob is the President and Owner/Broker of the Rob Jensen Company, which specializes in working with buyers and sellers in guard gated communities in Summerlin, Las Vegas, and Henderson, Nevada.

Rob's 15+ years of local industry expertise have made him a sought after real estate expert source with the media. He’s served as a guest commentator for numerous national broadcast television networks including MSNBC and BRAVO. He has also provided content and commentary to The Wall Street Journal, Forbes.com, BusinessWeek.com, the Las Vegas Review-Journal, Real Estate Executive magazine, Growing Wealth magazine, and the Los Angeles Times, among others. Additionally, Rob has penned a recurring monthly real estate column for the Las Vegas Business Press.

In this interview with Phil Greely—a full-time residential realtor with Realogics Sotheby’s International Realty—we discuss meaningful advice for sellers, particularly for those in hot markets like Phil’s hometown of Seattle.

With Phil’s insight, you’ll learn how to deal with gun-shy buyers when multiple offer situations arise.

We also discuss how important it is to take problems and concerns off the table ahead of time.

What small investment can sellers make to keep potential buyers from backing out?

Finally, we have a conversation about Phil’s digital-first approach to marketing, targeted ads, and creating shareable assets.

Don’t be fooled by cheap slideshows sold as “professional video.” Phil and I talk about making videos that actually have an impact, and what it means to share a home’s story.

***ABOUT THIS WEEK'S GUEST***
Phil Greely is a full-time residential realtor, husband, and proud father. He serves the Seattle market with Realogics Sotheby's International Realty.

With a decade in the business, Phil Greely has become a leader in the industry both locally and throughout the Greater Seattle region due to his passion for innovation and the complete lifestyle approach he takes to working with his clients.

His “digital first” approach to marketing got him nominated for an Inman 2016 Innovator Award for his progressive ideas incorporating technology and premium materials into his pre-listing presentation, an innovation that resulted in a tripling of his business once implemented.

Phil also co-hosts a local podcast called Rise Seattle, which discusses relevant issues related to living in the Seattle and Puget Sound area, and is the founder of SeattleSchoolGuide.com.

***GET IN TOUCH WITH PHIL***
Website: PhilGreely.com
Podcast: riseseattlepodcast.com
Twitter: @PhilGreely
Instagram: @Phil.Greeely

***ABOUT THE SHOW***
Welcome to Luxury Real Estate Talk, where you get expert advice on buying and selling Luxury Real Estate.

Learn from the best and brightest real estate agents, brokers, and other professionals, as they share real-life stories about the art and business of listing, marketing, selling, and buying high-end homes.

Through casual but insightful conversations, the Talk’s host Rob Jensen will help you master your understanding of the luxury real estate market.

Rob is the President and Owner/Broker of the Rob Jensen Company, which specializes in working with buyers and sellers in guard gated communities in Summerlin, Las Vegas, and Henderson, Nevada.

Rob's 15+ years of local industry expertise have made him a sought after real estate expert source with the media. He’s served as a guest commentator for numerous national broadcast television networks including MSNBC and BRAVO. He has also provided content and commentary to The Wall Street Journal, Forbes.com, BusinessWeek.com, the Las Vegas Review-Journal, Real Estate Executive magazine, Growing Wealth magazine, and the Los Angeles Times, among others. Additionally, Rob has penned a recurring monthly real estate column for the Las Vegas Business Press.

An insightful conversation with Jamie Tian, the number one top producing agent at Rodeo Realty’s Sunset Strip Office.

Rodeo Realty is a residential real estate firm that has more than 1,200 licensed agents and brokers and 12 offices throughout Los Angeles and Ventura counties.

In this episode, Jamie and I discuss first steps for homeowners trying to sell, including tips for choosing an agent.

Should you trust Zillow reviews? What about Zillow’s estimated home valuations (Zestimates?) In our talk, we answer these questions and more.

With Jamie’s insight, you’ll learn about the impact of home staging, and a few tips for people that might be emotionally or financially hesitant to stage their home.

Stressing the importance of “doing your homework,” we also talk about interviewing your agent, choosing your neighborhood, and loan pre-approval.

Whether you’re a buyer or seller, Jamie knows what mistakes you might be making and how to avoid them.

***ABOUT THIS WEEK'S GUEST***
Jamie Tian was named as one of the top 1% of agents nationwide by Trulia and Zillow based on her client testimonials and sales volume and was featured in Top Agent Magazine. She was also recently awarded the distinction of "30 Under 30" by the National Association of REALTORS and "A-List Top Producer" by the Asian Real Estate Association of America.

Jamie specializes in properties throughout Los Angeles, including Bel Air, Beverly Hills, DTLA, Hollywood Hills, West Hollywood, West LA, Westwood, and the Sunset Strip. She takes pride in her discretion while providing the finest service to clients—ranging from first-time homebuyers to A-list celebrities.

While studying Environmental Science and Environmental Systems and Society at the University of California, Los Angeles (UCLA), Jamie's passion for local real estate and sustainable architecture led her to enter the real estate market.

Jamie is fluent in Mandarin Chinese and is a member of the Beverly Hills/Greater Los Angeles Association of REALTORS, California Association of REALTORS, as well as the National Association of REALTORS.

An active member of the community, Jamie led and organized the "Sage Hill Conservation Project" to preserve the last remaining patch of wildlife in the community of Westwood on Sunset Blvd and Bellagio Dr. in the northwest corner of UCLA's campus.

***GET IN TOUCH WITH JAMIE***
Phone: 310-717-1321
Email: [email protected]
Website: JamieTian.com
Instagram: @JamieTian

***ABOUT THE SHOW***
Welcome to Luxury Real Estate Talk, where you get expert advice on buying and selling Luxury Real Estate.

Learn from the best and brightest real estate agents, brokers, and other professionals, as they share real-life stories about the art and business of listing, marketing, selling, and buying high-end homes.

Through casual but insightful conversations, the Talk’s host Rob Jensen will help you master your understanding of the luxury real estate market.

Rob is the President and Owner/Broker of the Rob Jensen Company, which specializes in working with buyers and sellers in guard gated communities in Summerlin, Las Vegas, and Henderson, Nevada.

Rob's 15+ years of local industry expertise have made him a sought after real estate expert source with the media. He’s served as a guest commentator for numerous national broadcast television networks including MSNBC and BRAVO. He has also provided content and commentary to The Wall Street Journal, Forbes.com, BusinessWeek.com, the Las Vegas Review-Journal, Real Estate Executive magazine, Growing Wealth magazine, and the Los Angeles Times, among others. Additionally, Rob has penned a recurring monthly real estate column for the Las Vegas Business Press.

In this interview, we tap Ben Belack, Director of Residential Estates, at The Agency in Beverly Hills.

In only 6 years and maintaining a boutique feel and size, The Agency has disrupted the traditional brokerage model, having sold $12 billion year-to-date, with $2.8 billion in 2017 alone. Recent sales include The Playboy Mansion and the famed Owlwood Estate.

Ben Belack and I talk about “hot markets” and whether it’s a good time to sell your home.

With Ben’s insight, you’ll learn the top characteristics to look for in an agent and a few mistakes that sellers often make.

His advice for sellers that want the highest price per square foot is simple: “if you want retail price, you need retail packaging.”

Stressing the importance of creating compelling video content, Ben and I have a conversation about the editing decisions involved: what kind of music to choose, what features to highlight, and what can be left out.

In the end, you’ll hear some advice on the best practices and strategies for negotiating the final sale once offers start coming in.

***ABOUT THIS WEEK'S GUEST***
A man with his finger on the pulse of the market, Ben Belack has participated in over $200 million in estate transactions.

Ben works for The Agency, a full service, luxury real estate brokerage representing clients worldwide.

Prior to moving to Los Angeles to pursue a career in residential real estate, Ben graduated from San Diego State University, receiving national honor society recognition.

Ben’s unique value is rooted in a long history as a service professional. He grew up working in hospitality, ultimately culminating as a sommelier in the highest level of multiple Michelin starred restaurants. This occupational trajectory formed an innate and unrivaled approach to service, which segued perfectly to the luxury real estate sector.

Broad anticipation, empathy, unyielding focus on detail, and deliberate and intentional action shape the client service experience in every transaction Ben undertakes.

***GET IN TOUCH WITH BEN AND LEARN MORE ABOUT THE AGENCY BY VISITING***
Website: theagencyre.com/agent/ben-belack

***ABOUT THE SHOW***
Welcome to Luxury Real Estate Talk, where you get expert advice on buying and selling Luxury Real Estate.

Learn from the best and brightest real estate agents, brokers, and other professionals, as they share real-life stories about the art and business of listing, marketing, selling, and buying high-end homes.

Through casual but insightful conversations, the Talk’s host Rob Jensen will help you master your understanding of the luxury real estate market.

Rob is the President and Owner/Broker of the Rob Jensen Company, which specializes in working with buyers and sellers in guard gated communities in Summerlin, Las Vegas, and Henderson, Nevada.

Rob's 15+ years of local industry expertise have made him a sought after real estate expert source with the media. He’s served as a guest commentator for numerous national broadcast television networks including MSNBC and BRAVO. He has also provided content and commentary to The Wall Street Journal, Forbes.com, BusinessWeek.com, the Las Vegas Review-Journal, Real Estate Executive magazine, Growing Wealth magazine, and the Los Angeles Times, among others. Additionally, Rob has penned a recurring monthly real estate column for the Las Vegas Business Press.