TIPS ON BREAKING

Tips on Breaking Into the Luxury Market

So, you’ve been doing residential real estate for a while and you’re looking to up your game. A lot of people consider going into the luxury market at that point. Or, maybe you started in the business always intending to specialize in luxury properties and were just learning the ropes before you tackled one of the industry’s most lucrative specialties. As experienced as you might be in traditional real estate, the luxury market is almost like starting at ground zero. Everything from the buyers, to the sellers, and obviously, the properties themselves, will take a new approach. One of the key ways it is different is that the feeling of exclusivity truly matters. You will be doing more targeted marketing through high-end networking groups as wealthier clients tend to be more comfortable when No matter the reason, the luxury market is a whole new ballgame and you don’t want to go into it unprepared. First impressions are everything in this business, especially when you’re dealing with wealthy clients and investors. Here are few things to consider if you’re thinking of going from starter homes

LEARN HOW THE LUXURY MARKET AND CLIENTELE ARE DIFFERENT

to estates. you come recommended by people they trust to have the highest standards. There are no mass-marketed open houses. It’s all about private showings. Although professional, one-on-one service is key in this business no matter what the price point, wealthier buyers are accustomed to concierge-style service, and the way to stand out from the rest is to provide service that goes above and beyond what even they expect.

LOOK THE PART

If you’re thinking of going the luxury route, creating high-end branding and marketing yourself properly is of the utmost importance. That includes your own personal look. You and your business will need a total makeover, or at least a major upgrade. It might even be time to buy that new car you’ve always wanted. It is also key that all of your marketing materials are high end. So start gathering a stable of highly-trained professionals, SELL THE LIFESTYLE Yes, you’re selling a home, but you’re also selling a lifestyle, which in luxury is almost more important. When someone is spending millions of dollars on a home, they want to see the fabulous life they will be living in their new digs. Really highlight amazing party spaces, unique one of kind features, Networking is an important aspect of this business at every level, but it a vital tool in the luxury market. Most of your referrals and targeted marketing will be done through luxury agent exclusive networking groups. In addition to that, it is even more important in this segment of the business to be actively photographers, and stagers as every aspect of the service network you’ll be providing complements the brand that you’re selling. It’s well worth the time to get all of this nailed down and seamless before you even think of entering the luxury market. Another good investment? You want to have an indepth knowledge of all the latest real estate technologies and innovations. Don’t just

look the part, actually be on the cutting edge. and amenities. As with anything of value, things that make a property rare, will automatically make it more appealing to people who can afford the best. It also helps people connect more emotionally with a home, giving it even more value than if you just

NETWORKING, NETWORKING, NETWORKING

try and sell it as a good investment. involved in your community through volunteering and supporting local charitable events. You will not only build a stellar reputation, but you’ll also be giving back to the community you represent, and ultimately, integrity is what it’s all about in this business.

LEWI GAULT

Lewi Gault was born and raised in Scotland and always had an entrepreneurial spirit, which he attributes to his father. “When I moved to Denver 11 years ago, I started from the ground up,” he notes. ”I knew that in this country, if I put my mind and work ethic to it, I could achieve the highest levels of success.”

He began his career in the states in the fitness industry where he found his passion for helping people. “Within 2 years of being in the U.S., I was leading events at Red Rocks Amphitheater and working out thousands of people,” he recalls. “I opened some gyms around Denver and finished with a 5 years stint at Orangetheory Fitness where I opened studios in Stapleton and Uptown.” homes and, boom, fast forward one month later, we have the keys to our new home. We love him and we recommend him for all your real estate needs. “

Lewi keeps a calendar of clients’ milestones and makes sure to reach out at various times during the year. He also utilizes social media, YouTube, and a variety of organic methods to stay in touch.

To market his listings, Lewi has invested in the latest technology to ensure his clientele can easily view the properties from the inside out. “We are on everything from Facebook to Zillow and do a lot of advertising online to put us in front of the right people,” he says.

Following a successful stint in the fitness field, Lewi decided to change direction but continue his passion for helping people and got his license in real estate. “I love to overcome problems and fight for my clients every day to make sure they achieve their goals, whether its buying or selling homes,” he notes.

As a Broker Associate with Compass, Lewi helped build a team of 16 agents who cover the Denver Metro area and beyond. “We love the team approach, and frankly, will go anywhere where clients need our assistance,” he says. Last year, his team volume was over $75 million, and he reports that his personal business is 85% repeat and referral clientele. “I know that people keep returning because of our personal approach to interacting with them,” he states. “Even after the transaction is closed, we check in often because we care.”

It’s no surprise that Lewi receives stellar reviews for his esteemed work ethic. One client recently wrote: “Lewi is AMAZING!!! We really enjoyed our home process with him. He was so knowledgeable with the market and was so responsive with all our needs and questions. He knew exactly what we wanted. He showed us a few In addition to the flexibility that his job affords, Lewi loves the fact that he can help someone every day. “Being trusted with the biggest purchases of people lives is a true honor, and I wake up each day excited and grateful for the next challenge!” he exclaims.

Lewi is committed to Project Worthmore, a community-based nonprofit organization that has been established to activate civic engagement and increase public policy and advocacy work within the refugee and immigrant communities. “We have a very large community of refugees, and one of my goals is to educate them about the benefits of home ownership,” he says.

When not working, Lewi enjoys spending time with his family, going on hikes and family trips. He’s also competes professionally in Brazilian Jiu Jitsu.

Currently, Lewi is reviewing how the pandemic has influenced the real estate model and how he can best adapt. “I think we’re looking more towards online efforts and less on office settings,” he notes. “I believe we will see a shift in the brokerage model, but we’ll have to see where this takes us.”

To learn more about Lewi Gault, please call (303) 915-2201 email lewi.gault@compass.com, or visit www.compass.com/agents/lewi-gault

STACEY GOODMAN

Stacey Goodman decided to pursue a career in real estate once her children no longer needed a stay-at-home mom. “I figured it was time for me to branch out on my own, and I’d always had an interest in the business,” she says. “So, I went ahead and got my license.”

That was 16 years ago. Now Stacey and her husband, Kevin, have teamed up to form The Goodman Team for eXp Realty based in Dallas, Texas. Serving Ellis and Navarro Counties, Stacey reports that most of her business is repeat and referral clientele. “Part of the reason is we are a small town, and everyone knows who we are and about our reputation,” she says. “But also, I feel that people keep returning because we’ve done a great job for them and made the transaction process easy.”

It’s no surprise Stacey receives stellar reviews for her esteemed work ethic. One client wrote recently: “I did not know Stacey personally and was completely unfamiliar with this area. Stacey took very good care of me, reviewing the properties and making great recommendations based on my preferences. I could only fly in once to look at the properties and had to go back home to sell my house there. Stacey was amazing. She took care of all the details and followed up for me. She kept in touch all the way through and made sure all the details were handled. She did much more than I had expected, and I am so glad she was there for me. You could not do better.” and broadcasts towards the street, so when people walk by, they often stop and watch,” she notes. “It’s fun to see their interest piqued.”

Stacey and Kevin are big believers in giving back to their community. “We help out whenever and wherever we’re needed,” she says. “We’re also active with our chamber of commerce.”

When not working, Stacey loves to spend time with her extended family. “I’ve got three boys and my grandchildren,” she says. “I like to visit with them whenever possible. I’m very blessed, and it’s so important.” She also enjoys running 5K events with her husband, working out, taking nature hikes, and reading.

As for her goals for the future, Stacey says, “I’d like to reach Icon status with eXp Realty. Currently I’m eight away and I’ve only got until August, but I’m hoping.” She also wants to maintain the successful trajectory of her business. “We will continue to serve our clientele to the best of our ability and help them reach their goals of home ownership,” she says.

Stacey adds, “I love working with both buyers and sellers. I’m very responsive to my clients and other agents. I respond quickly to emails, texts, and phone calls.”

To promote her listings, Stacey primarily advertises on social media, through Google, as well as in local publications. But she also has another unique method of marketing her properties right from her office. “We have a television that continuously features our listings

For more about Stacey Goodman, email Stacey.goodman@exprealty.com, visit www.staceygoodmanrealestate.com or call (972) 333-6951