Voodoo Agent

I was featured on Peter Lorimer's Podcast where we talked about how to find clients in the luxury bracket, how to follow up, and best techniques of the real estate trade. I also shared my background including how and why I got into real estate.

It has been a Seller’s market for years and it is impossible to accurately determine when that will change. Regardless of whether it is a Buyer’s or Seller’s market, there are always opportunities to get a great buy if you play it correctly and you are prepared. Here are my best practices to make a great buy.

Selling luxury real estate is a full contact sport and it is over the top competitive, especially in Beverly Hills. I have had CAA talent agents say that luxury real estate agents make talent agents look like crossing guards. Despite the competitive nature we are also in a collaborative business where agents rely on their fellow agents heavily for intel, access to property and working together on deals. Most sales involve two agents working together.

So you have converted that lead into a hot Buyer or Listing by connecting dots, pushing buttons and you are in play heading towards a sale. All Good? Not so quick. Buying or Selling a home puts even the most hardcore and experienced buyers and sellers in a very vulnerable position. At best selling or buying a home is complicated and tedious. Often it is all consuming and your clients fight or flight responses are stuck in the on position.

There has never been an easier time to communicate with leads. In luxury real estate I used to work thru people’s lawyers and business managers and assistants. Today people deal with me directly for the most part no matter how pricey the homes are. There is also multiple ways to connect with person via phone, text, e-mail and social channels.

Have you ever had a Buyer or Seller tell you they are not ready to buy or sell and 2 weeks they buy or list their home? Why does this happen? When leads say they are not a buyer or seller today, they don’t always mean that. When you spoke to them they may have been too busy to get into it, you may have had nothing compelling to say, or they may have things to figure out or people to talk to, before they feel ready or you may have asked the wrong questions.

Stay in play. Don't drop the ball, even for a few days. Know what frequency your leads are on.

The truth is the most powerful and persuasive tool in the tool box.

Increase this particular skill, and see your numbers skyrocket.

Learn to do this proficiently and you will be doing what you are supposed to be doing as a Real Estate Agent.

I take a different approach when it comes to listing presentations, and it works well for me.

When you are in action and "doing your job", you'll attract more deals and opportunities.

You need to learn how to effectively promote yourself to the right audience as an agent.

For every lead you have, 10 other real estate agents have the same lead. All the money in real estate today is earned by going from being 1 of 10 agents pursuing a prospect, to being the agent that finds or sells them their home. The key to being the prevailing agent is what I call “Being in Play” with someone, by providing relevant information until you provide the right information at the right time in the right way.

Agents who are successful in real estate on the highest level are competing with other agents that are just as good as they are. In the luxury game, homes are also much harder to sell and take a longer time. If you are not losing out on a regular basis, you are not putting yourself out there enough. You can’t let setbacks get you down.

Taking inventory of your Sphere of Influence is one of the most valuable actions you can take as a Real Estate Agent. It is critical to capture updated contact information on everyone you know. If you don't have a contact's home address, get it either by asking for it or looking up their names in public records. This is a tedious job but I guarantee you will uncover opportunities whether you have been a Real Estate Agent for 30 years or 30 minutes.

The most successful real estate agents come in every shape, size, intelligence and personality. The common denominator all successful agents have is what I call “Voodoo”. They have a magic ability to make deals happen where others struggle. These weekly videos will discuss the best practices you and I need to take to be in the top 1% of all agents in the country.