OKLAHOMA 7-20-20

OKLAHOMA EDITION

How to Answer the Inevitable Question:

WHY SHOULD I CHOOSE YOU?

YOUR SECRET PRESENTATION WEAPON Tips on Breaking into the

LUXURY MARKET

COVER STORY

SUMMER RATZLAFF FEATURED AGENT

ROSY TRUJILLO

OKLAHOMA EDITION

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ROSY TRUJILLO

For Rosy Trujillo, working as a real estate agent is all about helping her community. Born and raised in Tlacuitapa, Jalisco Mexico, Rosy grew up speaking Spanish at home, and was brought to Oklahoma City by her parents in 1995 where she has lived for the past 25 years SUMMER RATZLAFF ROSY TRUJILLO She first got into the real estate industry in 2005 after her father got stuck in a variable rate loan. As a Spanish speaker he didn’t understand exactly what he was getting into CONTENTS and it ended up costing him. Rosy saw this happening frequently throughout her community, as there were very few Hispanic agents, she and her husband decided to 4) 4 WAYS TO WIN THE BATTLE 18) PLAYING THE so REAL ESTATE get their licenses.

AGAINST PROCRASTINATION MATCHMAKER— FOLLOW THESE

SUMMER RATZLAFF

6) YOUR SECRET PRESENTATION WEAPON 15) HOW TO ANSWER THE INEVITABLE QUESTION: WHY SHOULD I CHOOSE YOU?

8 DATING RULES TO ENSURE YOU Fifteen years and more thanWITH 800 transactions later, Rosy MATCH YOUR CLIENT THE and her husband are now the owners and lead brokers PERFECT HOME FOR THEM

of Legacy Real Estate Group where they head an eightperson team.

Based out of Oklahoma 22) TIPS ON BREAKING INTO City, Rosy and her team LUXURY run a thriving book of business throughout the OKC THE MARKET Metro and surrounding cities, where they specialize in helping first-time buyers and Spanish speakers.

Rosy credits their emphasis on educating their clients as being one of the largest drivers of their business. “We Phone 310-734-1440 | Fax 310-734-1440 understand that many clients are unfamiliar with buying a home, so we like to be very thorough in explaining how mag@topagentmagazine.com | www.topagentmagazine.com the process works,” Rosy tells Top Agent. This approach No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent clearly resonates people, more than 95% of Rosy’s Magazine is published by Feature Publications GA, Inc. Although precautions are takenwith to ensure the as accuracy of published business comes repeat clients and referrals. materials, Top Agent Magazine cannot be held responsible for opinions expressed or from facts supplied by its authors.

To subscribe or change address, send inquiry to mag@topagentmagazine.com.

Published in the U.S. Inspired by

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her father’s difficulties with his own home loan, Rosy and her team offer a comprehensive package of services to every client they work with which includes Top Agent Magazine a heavy focus on financial planning.

“We sit down with each of our clients and take a look at their financial situ-

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4 Ways to Win the Battle Against Procrastination One of the most common professional afflictions is procrastination. The funny thing is, everyone knows that procrastination is negative—it’s a waste of time, a creator of stress, and is entirely a problem of our own making.

Still, knowing all of this doesn’t necessarily decrease our odds of procrastination. There are plenty of explanations we give when putting 4

work off until the last minute. Perhaps you convince yourself that you work best under pressure, but it’s truer that you’re used to working under pressure by necessity. Maybe you’re a perfectionist and the fear of getting it all wrong puts you off from the task. Whatever the justification may be, overcoming procrastination requires some willpower and technique. With

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that in mind, take a look at a few tricks below to jumpstart your motivation and nix the lastminute time crunch. After all, you owe it to yourself and your business to operate like a procrastination-free professional.

1. Make Your Intentions Known As realtors and mortgage professionals, you may serve as your own boss. So, when the time comes to complete a task and you put it off—perhaps you’re only disappointing yourself. This is easily remedied by making a new promise to try again tomorrow. On the other hand, it’s much harder to break promises and commitments to others. Try verbalizing your intent and commitment to your team, or to an assistant who can hold you accountable, or better yet—to a business partner or to a client.

Make a hard deadline public and you’re likely to perform for fear of embarrassment or losing face. In a way, this puts the pressure of expectation on you, instead of the pressure of the ticking clock.

2. Take a Baby Step When tasks pile up, it’s easy to get overwhelmed. If you’ve got a number of items on your to-do list, including some heavy hitters that require a lot of attention and time, begin by taking on something simple. Identify an easily completed job that needs attention and put it first in your queue. Duties that are straightforward and aren’t time-intensive can lead you to the rest of your to-do list, fueling you with the satisfaction of a task already complete. Even if it’s as small as returning e-mails, or dropping off your dry-cleaning, one simple thing off your Top Agent Magazine

list can inspire you to continue on to the next item in the spirit of productivity.

3. Work in Windows If work is the last thing you want to do and you can’t seem to self-motivate, make a compromise with yourself. Agree to work just fifteen minutes, and mean it. This tiny window of time is easy enough to complete, isn’t overwhelming, and you’ve already agreed to move on once time is up. The truth? Odds are that just fifteen minutes of active work will inspire you to keep going. After all, the most difficult part of procrastination is getting started. By putting in those fifteen minutes, you’ll trick yourself into diving into the action.

4. Switch Up Your Environment If you’re stuck in rut when it comes to procrastination and productivity, try changing your surroundings. If the office feels stale and stressful, take your work to the nearest coffee shop and try to tackle your tasks there. Perhaps the quiet, studious ambiance of a library can make you focus, or a picnic table outside the office can stimulate the senses. Sometimes changing your scenery can breathe new life into your routine and give you the extra push you need to get work done.

There’s no one way to overcome procrastination.

In fact, it’s likely a lifelong process of building discipline, finding techniques that work for you, and simply prioritizing your time more effectively. Don’t lose hope—remember these tricks and winning the war will be possible, even if you lose a few battles along the way.

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Your Secret Presentation Weapon

by Rich Levin

You are at a listing presentation, and Agent: “Do you know the number you know the seller is interviewing one complaint owners, like you, have other agents. Would you like to about their present REALTOR®? distinguish yourself as the best?

Here’s how.

“The agent doesn’t communicate or loses touch. It’s one of the simplest This is on an age-old and proven things and one of the most sales concept that is taught in high- important. I know some of the best level sales training in every major agents in town who sell a lot of corporation. In real estate, it is a homes and have the best intentions, subtlety that most agents simply but they just don’t follow up like don’t build into their skill set. Those they should, and you fall through who learn and use this skill stand out the cracks. and win against the competition.

“I set aside an hour each day just for Have you ever lost a listing and staying in touch with my clients.” could not figure out why? The seller says that they had more confidence “You don’t want to be in the dark, in another agent. This skill is the uncertain and uncomfortable. I reason they will choose you. They want you confident that we are both may not recognize why; they just doing everything we can to get your have more confidence in you. property sold for the most money in the shortest time. “I like to make Sample Seller Script these calls between eleven and Here’s an example. After, I’ll break noon on Thursday mornings. What it down for you so that you can is the best number to reach you at apply it for yourself. that time?”

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Robbins was a twinkle in his AABC: The Breakdown There are four steps to this mother’s eye. Most agents miss the presentation skill. They are subtle mark on this in today’s competitive and easy to learn. You must practice real estate market. To hit a bull’s to be natural with this skill, which I eye, use AABC as your secret weapon. You will begin to notice call AABC. sellers and buyers having more • Step one is the Action you take. In confidence in you, relaxing with the example above, it’s communicating you, and trusting your judgment. regularly.

Sample Buyer Script • Step two is the Advantage you “Would you like to have the bring that differentiates you. In the advantage of seeing the newest example above, it is setting aside an properties on the market, every day?” hour each day.

A – The Action: “Every day—often • Step three is the Benefit to them. twice a day—I will search for propIn the example above, it is making erties that are new to the market.” them certain, comfortable and A – The Advantage: “In our area confident. there are nearly three thousand real • Step four is the Close, which is estate agents. Every day, some of asking for a decision. In the them are placing new property on example above, it is asking for the the market. Within hours, often less, specific number to be reached on a I make sure that you are aware of any and every property that even specific day and time. remotely matches your desires.”

AABC B – The Benefit: “You’ll have the Action: What you do. best opportunity to find the property Advantage: Your distinction. that has the most of what you want Benefit: What’s in it for them? before you are in competition for it, Close: Asking for a decision. and you often get it at the best price.

This has been taught by Fortune 500 Each year, many of the homes I sell Companies decades before Anthony are those fresh listings that have Top Agent Magazine

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only been viewed by my buyers. The Benefit is always more money, It’s fun for me. It’s the best way to the best time frame, and/or more ease and convenience. That is give you the competitive edge.”

WIIFT: What’s In It for Them.

C – Close: “Do you want me to contact you each day as soon as we The Close is critical. In addition to become aware of any property in confirming their agreement, it which you may be interested? If I makes them an active participant in call during the workday with an the process. excellent choice—something that looks perfect—would you be able to In my work, I occasionally accompany Agents on listing come fairly quickly to see it?” presentations—Agents who take You will find AABC is your secret over a hundred listings a year. Once weapon. While other agents present they begin to apply AABC, they their same old way, the buyers and immediately express that they feel, sellers to whom you present see, hear, and see the difference in the hear, and feel something different, way their clients responded to them. something more. They will more easily sign exclusive contracts with This is an advanced skill that raises less commission challenges. They your effectiveness and enhances will trust you and make your job your relationships and your results. with them easier, because they It requires preparation and practice. strongly believe in your efforts on It is a secret weapon that can shift your work and your career into the their behalf. next gear.

A Few Subtleties I like to start with a question. Do you know? Have you heard? Would you like?

Rich Levin is one of the most successful The Action can be very simple. It is your Advantage—the way you do it differently—that makes the distinction.

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Real Estate coaches in the nation by virtue of the measurable results of his clients and creator of the Real Estate Hierarchy of Success, a working model for understanding and planning your business.

Copyright©, Rich Levin. All rights reserved.

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SUMMER RATZLAFF Top Agent Magazine

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Summer Ratzlaff is now the head of the Summer & Co team, a Keller Williams strategic partner. With the help of her husband and partner Corey and another savvy licensed Realtor Maura Carter, the Summer & Co team runs a thriving book of business throughout the greater Tulsa area.

Earnest and attentive, Summer Ratzlaff’s dedication to providing her clients worldclass service has built her a fantastic reputation as one of the top residential real estate experts in her community. Like many agents, Summer didn’t start off her career in real estate, but rather worked in marketing for over 10 years before deciding to make 10 Copyright Top Agent Magazine

a switch. “I had always been interested in the industry but was hesitant because all of my experience was in marketing rather than direct sales,” Summer recalls. “After I had my fourth child I decided it was time to go for it. In my mind I thought that I would just do it here and there but then things took off.”

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After a productive five years in the industry, Summer is now the head of the Summer & Co team, a Keller Williams strategic partner.

With the help of her husband and partner Corey and another savvy licensed Realtor Maura Carter, the Summer & Co team runs Top Agent Magazine

a thriving book of business throughout the greater Tulsa area, with a particular focus on Jenks and Bixby and has enjoyed tremendous growth following the “realtor for life” model. “We focus on building meaningful connections with our clients, and then 11 Copyright Top Agent Magazine

“We make ourselves very available to people. I always say that I don’t work all the time, but I work anytime. On top of this our open communication and honesty means that our clients can trust that we have their best interests at heart.” constantly reach out after we close to let them know that we are always here for them,” Summer explains. “If you need a referral for a handyman or anything else, we are happy to help. We want our clients to know that we don’t view our relationship with them as a one-time transaction that we got paid for and now we are gone.”

to people. I always say that I don’t work all the time, but I work anytime,” Summer tells Top Agent. “On top of this our open communication and honesty means that our clients can trust that we have their best interests at heart.” This approach clearly works well for their team as more than 60% of their business comes from repeat clients and referrals.

Along with their efforts to maintain contact with all of their former clients, Summer credits her team’s relentless focus on customer service as being the largest driver of their business. “We make ourselves very available

When it comes to marketing their listings, Summer starts off by providing her clients with a courtesy stager who can help make the home look its absolute best. She then uses professional photographs to launch

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a coming soon campaign in order to build premarket buzz and excitement. Once the house goes onto the MLS, Summer and her team will blanket the surrounding area with marketing material to get the word out into the neighborhood, while also hosting numerous brokers’ opens and open houses.

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Finally, Summer and her team also use reverse prospecting to target other agents whose clients have expressed interest in the listing.

Outside of work, Summer loves to spend time with her family road tripping across Copyright Top Agent Magazine 13

the country, with Disney World being one of the family’s favorite destinations. She also enjoys giving back to her community, and both she and her husband frequently donate a portion of their commissions to those in need.

She volunteers every year as a part of Keller Williams’ Red Day, and has been a volunteer at Crisis Pregnancy Outreach for eight years, an organization that helps women dealing

with unexpected pregnancies, and from which Summer adopted her last child.

Looking to the future, Summer is excited to grow her team so that she and her husband can continue helping people in their community. “I love that my job is all about helping others. It’s just so rewarding to know that I’ve helped someone in their time of need.”

For more information about Summer Ratzlaff, visit summerkw.com, call 918-850-6306 or email summerratzlaff@gmail.com. https://

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How to Answer the Inevitable Question:

Why Should I Choose You? In some markets, a real estate agent is competing against thousands of other individuals and teams. There are only so many bells and whistles—so many buzz words you can throw at prospective clients. To a buyer or seller who has interviewed several other agents already, all of it begins to blend together and every realtor sounds as though they’re reading off the same script.

Your clients want to know why they should choose you. They want to know what makes you different. It’s highly likely they’ll even Top Agent Magazine

ask you this question directly in your initial interview, but as an agent, you might have a hard time coming up with a response that either you or your clients are truly satisfied with.

To answer your client’s why you must go back to your own why.

WHAT SKILLS DO YOU HAVE THAT OTHERS DON’T? Just because there are other agents in your area doesn’t mean those agents have the

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same skills that you do. We each bring our own backgrounds and experiences to the table. What comes naturally to you? Maybe it’s your negotiating skills or your ability to connect people that sets you apart from the rest.

WHAT PART OF THE BUSINESS DO YOU ENJOY THE MOST? There are skills and then there are passions.

In real estate, there’s so much to enjoy.

There’s the opportunity to match a family with the right home and the sense of safety and comfort that brings their loved ones.

There’s the ability to give someone a sense of financial security by advocating and negotiating on their behalf. And then there’s the houses and neighborhoods themselves— the architecture, history, and community.

WHAT ARE YOUR ACCOMPLISHMENTS? When you look at your client list and the portfolio of work that you’ve built over the years, what are you most proud of? Sure, there are financial rewards, but there are also other accomplishments that your prospective clients will likely be eager to hear about, such as happy client testimonials, a thriving referral business, volunteer and charity work, or even how you lift and support your own team.

Everyone needs money, but those other accomplishments and how you speak about them show your client what kind of person 16

you are and if that’s the type of person they want to work with.

WHAT ARE YOUR INTERESTS? Real estate might seem like your entire world at times, but you also have a life outside of work. Maybe you like music or traveling or being outdoors. The best part about being a realtor is that there are often ways you can thread these interests into your work, like hosting client functions and events.

WHAT DOES YOUR CLIENT CARE ABOUT THE MOST? Let’s face it, your clients likely care the most about only a few things: saving or making the most money, doing it as soon as possible, and making sure that doing so isn’t too stressful. Your response to your client’s question—why should I choose you?— should address these concerns.

Maybe you excel at creating systems that make the selling process efficient and profitable for your client. Or maybe you excel at providing a personalized experience for homebuyers.

Try out a few responses. You might even start with a template: My [skills or passions] helps me [provide this service] because I can [achieve my client’s goal].

Like most things in life, coming up with a compelling and concise response for why clients should hire you will take time and practice.

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Playing the Real Estate Matchmaker –

Follow These 8 Dating Rules to Ensure You Match Your Client with the Perfect Home for Them When you think a bit more about it, the ultimate goal of a real estate agent serving a client is really to match them up with the perfect house for them, almost the way a matchmaker tries to find two people that will fit well together as a couple. When people are looking for a house, they often treat the process as a quest for “the one” house that will fulfill their dreams of living in the house of their dreams. Don’t be fooled. It is always a search for “the one”, at least when it comes to helping a couple or family find a home.

When you look at your client’s search for a home in this manner, then you might begin to notice some pretty obvious similarities 18

between shopping for a home today and online dating. In this day and age most people live a substantial part entire lives online. People socialize with their friends on Facebook, they meet potential friends in forums and online communities, and we now even search for our perfect mate online. Shopping for a home also happens to usually start online. When they begin this search, make no mistake; they are looking for the “one.” These people then turn to you, the REALTOR® to play matchmaker for them. It is your job to wade through the pool of eligible homes (bachelors) and sort through all the ones that are too expensive, too nerdy, not cute enough, not smart enough, etc. until you find the “one.”

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It makes sense then to consult the tried and true practices in matchmaking that help those professionals find the right people for each other, and see if any of them could also apply for matching your clients with their dream home. You’ll find that these 8 dating rules may just show you the secret to matching your clients with the perfect home.

back to the store if you’re not happy with your new home. It’s best to first help your client get prequalified. This is a tangible step that shows they are ready to move on to a new home. You want to make sure they are completely over their love affair with their previous home. You can even ask them for a sign or proof that they’re ready to move on.

Who Is In and Not In Your Client’s League? Know Your Client’s Price Range:

Be Genuine, Not Superficial

When a person is looking for a mate, it is a waste of time for them to even consider those potential mates that are clearly out of their league. These people won’t even stop to give them the time of day.

In the world of real estate the idea is the same. There is no point showing your clients houses that they can’t afford and will simply lust after without having any real chance of purchasing the house. It is your job to keep your client ground in reality, and help them be realistic in terms of price when choosing their next home.

Never Let Your Client’s First Impression of a Home Rule Their Decisions

Make Sure Your Client is Ready to Move On From Their Last Dream Home You’re job is also to make sure that your client is truly ready to move on from their previous home. This is a long term commitment, and they need to be absolutely sure they actually want to buy a new house. You can’t simply take the receipt Top Agent Magazine

When trying to manage the many pitfalls of online dating, on inevitably goes on a date where the other person looks nothing like their picture online. That can be just as big of a problem when looking for a house. When clients show you a particular house they want to visit, ask them to name something about the house that they like other than the aesthetics. This way you can see if they are simply infatuated with the way the house looks in those pictures, or if there is a deeper interest in the home that could become a deeper connection between your client and the house.

When your client first sees a house they have already been lusting after in their mind, they’re often so excited to finally be looking at it, especially if it does in fact look as good as it did in the pictures.

Make sure to encourage them to take some time before making such a big com-

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mitment, and don’t let their excitement push them into making a rash decision. It is your job to keep them grounded in reality. Push for your clients to do an inspection to make sure the house isn’t hiding any dark secrets. Sometimes the most charming facade can hide tons of slime and deadly mold.

Follow Your Heart (or Gut) People often laugh at and ridicule the idea of love at first sight, but when it comes to homes, the phenomenon can certainly happen. Your client may just find their perfect dream home at the very first place you take them. If you have a client that does insist this is the case, then you don’t want to try and rationalize with them or talk them out of their decision. You do, however, want to make sure you are watching out for their interest and make sure your clients take all the necessary precautions before they jump in headfirst.

See What Other People See in The Home – Do They See What Your Client Sees?

Have you come to the conclusion that your clients are being blinded by all of the twinkling windows and crystal clear water glistening in the backyard pool, and can’t see that the house they’ve fallen in love with is really just a dirty animal (maybe a pig) dressed up in nice clothes and lipstick. Ask your client if they would be willing to look at the house again with 20

their close friends, family, and anyone else they trust for a second opinion there to see it with them. If the house really is a dud, they’ll be able to see past any personal bias your client might have to the truth. They will be able to help your client see through the shining facade

Celebrate the Happy Union!

When a couple gets married they tend to throw a big party and celebrate their union. The same goes for the closing.

Your clients have just essentially married the house of their dreams, and now it’s time to rejoice. Congratulate them on their new union. Show your support for their new homeowner status by going to their housewarming party.

Help Your Clients Maintain Their Dream Home & Ensure a Lifetime of Happiness You can’t just disappear after the transaction is finished. Become their realtor for life by showing your clients how to maintain their dream home. Act as their resource for other professionals they may need to maintain the house such as handymen, plumbers, electricians, etc. Show them how to keep up with home maintenance so they don’t ignore problems that surface and end up with a much larger issue than they started with. Help them make sure their dream home lasts so they can live happily ever after in their home for a lifetime.

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ROSY TRUJILLO For Rosy Trujillo, working as a real estate agent is all about helping her community. Born and raised in Tlacuitapa, Jalisco, Mexico, Rosy grew up speaking Spanish at home, and was brought to Oklahoma City by her parents in 1995 where she has lived for the past 25 years.

She first got into the real estate industry in 2005 after her father got stuck in a variable rate loan. As a Spanish speaker, he didn’t understand exactly what he was getting into, and it ended up costing him. Rosy saw this happening frequently throughout her community, as there were very few Hispanic agents, so she and her husband decided to get their licenses.

Fifteen years and more than 800 transactions later, Rosy and her husband are now the owners and lead brokers of Legacy Real Estate Group where they head an eightperson team. Based out of Oklahoma City, Rosy and her team run a thriving book of business throughout the OKC Metro and surrounding cities, where they specialize in helping first-time buyers and Spanish speakers.

Rosy credits their emphasis on educating their clients as being one of the largest drivers of their business. “We understand that many clients are unfamiliar with buying a home, so we like to be very thorough in explaining how the process works,” Rosy tells Top Agent. This approach clearly resonates with people, as more than 95% of Rosy’s business comes from repeat clients and referrals.

Inspired by her father’s difficulties with his own home loan, Rosy and her team offer a comprehensive package of services to every client they work with which includes a heavy focus on financial planning. “We sit down with each of our clients and take a look at their financial situation to help them figure out what type of home they can buy,” Rosy says. “Then we explain to them all the different loan options they have and help them pick the one that will work best for them in the long run.”

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If you ask her what she likes most about her job, Rosy will tell you that it is the joy she feels mentoring her team’s agents. “Our primary goal is to empower our community by providing them with the knowledge they need to navigate the home buying process, and the only way for us to expand our reach is by expanding our team,” Rosy explains. “I love bringing in new agents and helping them grow professionally and then seeing them assist people in our community. As we all navigate the coronavirus crisis, our work now is more important than ever.”

Given her emphasis on helping others, it’s no surprise to hear that Rosy is heavily involved in her community.

She serves on the Oklahoma City Downtown Design Committee, is a member of both the South Chamber of Commerce and the Hispanic Chamber and is an active member of her church. When she isn’t busy working or giving back to her community, she loves to read, travel with her family, and do Pilates.

With an eye to the future, Rosy is excited to grow her business by adding agents to her team with the same vision and mission to help her ever-growing community’s needs. “One of my goals is to build awareness for my business so that when people think of real estate and want a bilingual agent, they think of us. But most importantly, I want us to remain a resource for those who need help.”

For more information about Rosy Trujillo, visit legacyokc.net, call 405-314-6410 or email rosy@legacyokc.net www.

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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.

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 to estates.

LEARN HOW THE LUXURY MARKET AND CLIENTELE ARE DIFFERENT 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 22

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.

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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,

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.

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,

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 try and sell it as a good investment.

NETWORKING, NETWORKING, NETWORKING 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

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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.

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