Elite Agents Real Estate Podcast with Debbie De Grote
About This Show
If you are a real estate agent or broker that is looking to for more insight and direction on how to get more listings, sell more homes to your investors, and work with more buyers, then this podcast is just for you! Every week, Master Sales Trainer and coach Debbie De Grote interviews the real estates industry's best, brightest and most profitable.
Most Recent Episode
How To Break Into The Luxury and High End #221
5 days ago
How To Break Into The Luxury and High End This is something that agents often reach out and ask us about. I wanted to talk a little bit about the fact that it is very common for agents to be excited about the thought of increasing their sale prices to sell beautiful, high end, luxury homes. I don’t blame you for thinking this would be a good move. After all, it makes sense. More profits, less units; sounds like heaven. And you’ve probably watched a few of those luxury realty shows and they make it look glamorous. As I coach many super stars in the luxury markets across North America, I can tell you that what you see on the TV shows is not necessarily the reality of what goes on in the trenches. But you probably already suspected that. So working the higher end or luxury is not for the faint of heart or light of budget, because you will discover that the clientele will have much greater service expectations. You may be dealing with their business managers, attorneys, or CPAs. Egos can be large, and they can often be hard to reach and extremely challenging to work with. The flip side, though, is that rich people get bored easily and move more often, and rich people have rich friends. I have seen luxury agents leverage one luxury connection into many, many luxury deals. Luxury sellers sometimes ask for extravagant marketing that will break the bank in terms of your budget, so you need to be prepared to handle this. Also, in the luxury arena you can image that the competition is fierce. You are going to need to be able to find that special something you offer the seller and be able to sell the sizzle of how what you bring to the table is different than what anyone else can offer. You will also need to be able to showcase the hook, the special features of the property that make it worth the price, and help attract the attention the property deserves and the seller expects. I find that many of the top luxury agents we coach, even though they have staff, insist on personally meeting the photographers and stagers because they want to get it just right! They also have a very specific plan of how they will show each property to maximize its appeal down to the very last detail, even where to have the showing agent and buyer park their cars. So, if you’re going to tackle this market, you’re going to need to choose your slice of the market. Each market has its price point and of course the luxury of Beverly Hills is