Luxury Real Estate: Key Differences and Strategies for Success

Welcome to "Estate of Mind, The Art of Selling Luxury Real Estate" by Estate of Mind — The Art of Selling Luxury Real Estate

2 min listen

Leaders in Luxury with Special Guest Andrew Hong: In this special episode, we gain exclusive access to the Institute’s annual event, Leaders in Luxury. We’ll hear from Andrew Hong, co-founder of Tobe Agency. Andrew will be sharing his thoughts on inbound marketing campaigns and how to attract qualified leads, nurture them, and ultimately, convert them into clients. by Estate of Mind — The Art of Selling Luxury Real Estate

41 min listen

How Affluent Clients Make Financial Decisions with Jonathan March: How do affluent clients make their financial decisions? In this episode of Estate of Mind, we sit down with Jonathan March, a CPA of over 10 years for successful individuals and their families. We discuss the value of CPAs and luxury real estate professionals working together in the best interest of their clients, and how current and proposed tax laws are affecting real estate decisions in the high-end real estate market. by Estate of Mind — The Art of Selling Luxury Real Estate

38 min listen

Business Planning for Success with Michael Lennington: In this episode, we sit down with Michael Lennington, author of the New York Times Bestseller, The 12 Week Year. Michael discusses the concept of how we spend our time impacting whether or not we achieve our goals, and explores how various principles should be approached daily in order to stay on track and constantly move towards success. by Estate of Mind — The Art of Selling Luxury Real Estate

44 min listen

Luxury Agent Fundamentals with Debbie De Grote: Debbie De Grote, founder of Forward Coaching, shares real luxury real estate success stories, and how to translate that into your real estate careers. Listen in to learn about tangible ways to truly grow your business (by utilizing your current strengths), and build a long-term, consistent source of leads. by Estate of Mind — The Art of Selling Luxury Real Estate

35 min listen

Expanding Your Sphere of Influence with Josh Tucker: In this episode of Estate of Mind, we chat with Josh Tucker, a leading luxury real estate professional in the Charlotte, NC area. Josh went from working for NASCAR’s mechanical crews to becoming the go-to real estate resource for North Carolina’s professional athletes and other affluent buyers. The key to his surprising journey? Cultivating professional relationships. Find out why this works so well, and how to effectively nurture professional relationships in your sphere of influence. by Estate of Mind — The Art of Selling Luxury Real Estate

36 min listen

The Secrets to Real Estate Marketing with David Collins Part I: We are joined by David Collins, President and CEO of Real Marketing. David brings his 22+ years of real estate marketing to the “Estate of Minds” studio, and lends insight on using measurable data and high quality marketing materials to reach that luxury threshold. by Estate of Mind — The Art of Selling Luxury Real Estate

37 min listen

Turning Your Clients into Referral Sources with David Friedman: In this episode of Estate of Mind, we sit down with David Friedman, Co-Founder of Wealth-X. David has emerged as one of the world’s leading experts on the global ultra affluent market. During our conversation, we talk about his new company, Wealth Quotient, and how he can help real estate professionals uncover information about the affluent, build and get in control of their referral pipelines, and by doing so, deepen their relationships with their clients. by Estate of Mind — The Art of Selling Luxury Real Estate

52 min listen

Leaders in Luxury with Special Guest Louise Guido: In this special episode, we gain exclusive access to the Institute’s annual event, Leaders in Luxury. We’ll hear from Louise Guido, associate publisher of Mansion Global, the premier digital destination from Dow Jones, connecting affluent real estate buyers with prestige properties across the globe. Louise shares her unique insights on the luxury real estate agent, the Mansion Global reader, and how the two can successfully come together. by Estate of Mind — The Art of Selling Luxury Real Estate

32 min listen

Leaders in Luxury with Special Guest Steve Yastrow: We had the distinct privilege of hearing from Steve Yastrow, business advisor and best selling author. As a former senior Marketing Executive of Hyatt Hotels, and president of Yastrow & Co, Steve addresses how to build genuine relationships using language for your long-term real estate success. by Estate of Mind — The Art of Selling Luxury Real Estate

42 min listen

Real Life Stories with Debbie De Grote: Tangible Tips on Breaking Through to Luxury: We bring back one of our favorites, CEO and founder of Forward Coaching! In this episode, we discuss one of our most FAQ’s, how do you break into the luxury market? How do you get that luxury listing? Listen in as Diane and Debbie discuss their strategies, as well as stories from other agents who were able to find success in the luxury real estate biz. by Estate of Mind — The Art of Selling Luxury Real Estate

36 min listen

The Booming Luxury Market with Debbie De Grote: In this episode of Estate of Mind, we have an incredibly enlightening conversation with Debbie De Grote, founder and CEO of Forward Coaching, who went from one of the nation’s top real estate agents to becoming one of the nation’s top real estate coaches. Debbie brought her A-game to this discussion, using her decades of experience and sharp understanding of today’s market to lay out a game plan for agents trying to match buyers and sellers in these unprecedented circumstances. by Estate of Mind — The Art of Selling Luxury Real Estate

38 min listen

Keys to Building a Referral Driven Business with Alexander Brandau IV: In this episode of Estate of Mind, Tami Simms is joined by Alexander Brandau IV, an award-winning real estate professional from Keller Williams Realty in Nashville, TN. Tami and Alexander discuss the language of sales and luxury, and how effective communication strategies are the key to building a referral drive business. - [00:34] Introducing Alexander Brandau IV - [12:16] Challenges in Balancing Marketing Messages - [15:14] Ideal Newsletter Audience and Content Strategy - [27:23] Social Media Content for Real Estate - [32:06] Branding and Following Your Passion in Real Estate - [36:37] Technology and Luxury Real Estate Clients - [45:08] Alexander’s Community Involvement - [49:40] Closing Thoughts by Estate of Mind — The Art of Selling Luxury Real Estate

52 min listen

Leveraging Your Brand with Lesley Everett: In this episode, we chat with Lesley Everett, an award winning speaker and author, internationally recognized authority on personal branding and highly sought after personal coach. During our conversation, we delve into the world of personal branding, and how real estate professionals, along with their personal company, can stand out in a sea of agents. by Estate of Mind — The Art of Selling Luxury Real Estate

42 min listen

Join the Community with Tami Simms and Carrie Melissa Jones: In this episode, we sit down with Tami Simms and Carrie Melissa Jones, community management experts spearheading the Institute for Luxury Home Marketing's new online community — The Institute Network. Tami and Carrie discuss the benefits of online communities, how traditional networking strategies shifted in 2020, and why The Institute Network will provide its Members with the best experience they've ever had in not only growing their knowledge base, but also networking with like-minded luxury real estate professionals. by Estate of Mind — The Art of Selling Luxury Real Estate

34 min listen

Building a Better Luxury Brokerage with Andrew Perrie: In this episode of Estate of Mind, Tami Simms is joined by Andrew Perrie, Director of Recruitment, Head Coach, and Sales Representative at Revel Realty Inc. Andrew talks about his career path at Revel, his business development background, the luxury market in the Niagara region, and the importance of having marketing resources you can rely on. - [01:42] Andrew and Revel Realty Inc. - [08:55] Thinking Like a Private Club Operator to Deliver High-End Service - [11:47] Luxury Markets in the Niagara-on-the-Lake Area - [19:54] How Andrew Attracts Luxury Home Buyers - [28:45] The Importance of Skilled Marketing Resources - [34:37] Events and Parties - [37:20] Advice for Real Estate Professionals - [39:17] Andrew’s Personal Goals as a Luxury Real Estate Professional by Estate of Mind — The Art of Selling Luxury Real Estate

45 min listen

Luxury Staging with Lori Pedersen and Kofi Nartey: We are joined by Lori Pedersen and Kofi Nartey. Lori is a highly sought after stager in the greater Toronto area, and Kofi is a luxury real estate agent based in Los Angeles, specializing in finding the right home for high profile athletes and celebrities. They bring their unique point of views and real estate expertise to discuss the strategies and steps to bringing a home to market. by Estate of Mind — The Art of Selling Luxury Real Estate

45 min listen

Marketing Breakthroughs with David Collins: In this episode, we sit down with David Collins, President and CEO of REAL Marketing. David brings more than two decades of real estate marketing experience to the discussion, and provides specific and actionable insights into how you can choose a target market and outplay the competition. by Estate of Mind — The Art of Selling Luxury Real Estate

37 min listen

The Secrets to Real Estate Marketing with David Collins Part II: We bring you part two of our conversation with David Collins, President and CEO of Real Marketing. David provides more insight into breaking into the luxury threshold, and the strategy of leveraging the property you just sold. If you missed it, make sure you listen to part one with David. by Estate of Mind — The Art of Selling Luxury Real Estate

39 min listen

Maximizing Your Marketing Strategy for a Changing Market with David Collins: How do you get the most out of your luxury real estate marketing dollars? In this episode, Institute President Diane Hartley is joined by REAL Marketing Founder David Collins to understand the makings of a sustainable marketing strategy and budget at any point in your luxury real estate marketing career, and how to create marketing materials that get real results. David brings more than two decades of real estate marketing experience to the discussion, and provides specific and actionable insights into how you can choose a target market and outplay the competition. by Estate of Mind — The Art of Selling Luxury Real Estate

26 min listen

Marketing Blueprint Series: How to Effectively Negotiate in Luxury Real Estate (Part 2) with Kofi Nartey: In this episode of Estate of Mind, Tami Simms is joined by Kofi Nartey, leader of Globl Real Estate and Development, a private real estate firm with billions of dollars in sales. In part two of our two-part series about how to effectively negotiate in luxury real estate, the pair discusses why it’s so important to truly know who you’re negotiating with, and why putting in the prep work ahead of time is so valuable when setting yourself up for future success. - [06:28] Best Practices for Negotiating Luxury Real Estate - [12:56] How to Approach Tougher Negotiations with Better Preparation - [14:59] Defending One’s Professional Fee as a Luxury Real Estate Professional - [17:20] Utilizing Scripts to Effectively Handle Different Objections - [24:20] The Impact of Different Cultural Backgrounds in Negotiation - [26:33] Closing Thoughts with Kofi Nartey by Estate of Mind — The Art of Selling Luxury Real Estate

32 min listen

Case Study on a Luxury Auction with Maverick Commins and Jennie Heal, Supreme Auctions: In this episode, we sit down with the founders of Supreme Auctions: Maverick Commins and Jennie Heal. During our enlightening conversation, we zero in on the intricacies of a successful luxury home auction, and talk about the process from the perspective of a luxury real estate professional. by Estate of Mind — The Art of Selling Luxury Real Estate

59 min listen

Selling to the Stars with Kofi Nartey: Diane has a blast talking with Kofi Nartey - author, real estate agent to the stars, and just an amazing human being. Kofi brings his “kofi-isms,” and lends insight into the strategies and tactics on providing value to the affluent. by Estate of Mind — The Art of Selling Luxury Real Estate

36 min listen

The Do's and Don’ts of Luxury Real Estate Marketing with David Collins: What’s the difference between an average luxury real estate marketing strategy and one that positions you as a dominant force in your market? In this episode, Institute President Diane Hartley is joined by REAL Marketing Founder David Collins to dig into what a truly effective luxury real estate marketing strategy looks like — and what to avoid. David brings more than two decades of real estate marketing experience to the discussion, and provides specific and actionable insights into how you can choose a target market and outplay the competition. by Estate of Mind — The Art of Selling Luxury Real Estate

28 min listen

Designing The Bespoke Experience with Ryan Ogden and Jim Walberg (Part 2): In the conclusion of this two-part episode, we continue our discussion with Ryan Ogden and Jim Walberg as we talk about CX (or “customer experience”) in the world of luxury real estate. Jim and Ryan explain the importance of not only designing a bespoke experience for your luxury real estate clients, but understanding how best to interact with them (and other agents) in order to minimize stress and create a memorable overall experience. by Estate of Mind — The Art of Selling Luxury Real Estate

25 min listen

Lighting Up Luxury Homes with Lynne Stambouly: In this episode of Estate of Mind, Diane Hartley is joined by Lynne Stambouly, Lighting Designer at Illuminated Design. Lynne discusses all things lighting: its overall importance, the difference it makes in a home, its place in the real estate market, and the future of having great lighting to suit your lifestyle. - [00:43] How Lynne Became a Lighting Designer - [02:55] Technology in Lighting - [03:41] Fluorescent to Incandescent to LED Lighting - [04:54] Why Lighting Matters and Where Lynne Starts - [08:00] “Lit Correctly” and “Dim Correctly” - [12:53] Lighting in the Real Estate Market - [17:42] Lighting in Home Automation - [22:27] How to Light a Landscape Well and the Cost - [24:35] AI as the Future of Lighting - [27:22] Where to Find Lynne and Lighting Designers by Estate of Mind — The Art of Selling Luxury Real Estate

32 min listen

Going Above and Beyond in Luxury Real Estate with John Simmons: In this episode of Estate of Mind, host Tami Simms sits down with John Simmons, the Owner of C3 Real Estate Solutions in Colorado. John discusses how he applies his go-getter attitude to C3, how he gives back to the community, and the best marketing vehicles he’s implemented to go above and beyond the industry average. - [00:47] Introducing John Simmons - [03:34] How C3 is Different From Other Agencies - [09:55] Marketing Vehicles - [15:03] Connecting to the Community - [18:46] How John Evaluates New Opportunities - [22:46] What John Would Never Do Again - [27:56] Single Best Marketing Piece - [31:49] John and Tami’s Takeaways by Estate of Mind — The Art of Selling Luxury Real Estate

36 min listen

Luxury Real Estate Facts and Figures for 2021 with Deborah Worth: How do you position yourself as a data authority in the luxury real estate market? In this episode, Institute President Diane Hartley and Luxury Market Report expert Deborah Worth explore luxury market data from the past year, pinpointing metrics that matter most to today’s affluent clientele. As Diane says in this episode, “He who has the data wins.” More about Deborah: Deborah Worth is a marketing consultant with over 30 years experience working for corporations such as Shell International, PricewaterhouseCoopers, RE/MAX Whistler, and Real Marketing Inc. She has spent the last 15 years consulting in the real estate industry, specializing in strategic marketing for the luxury market. Additionally, Deborah has worked with The Institute for the last five years and is responsible for the concept, data research, preparation, and market analysis of our monthly Luxury Market Reports. by Estate of Mind — The Art of Selling Luxury Real Estate

49 min listen

The Value of Styling Luxury Homes With Jordan & Jan Ayan: Staging luxury real estate homes is more important than you’d think — even in a seller’s market where homes are selling quickly. In this episode, Tami Simms sits down with luxury real estate professionals Jordan and Jan Ayan of the Lifestyle Collection to discuss the value of styling luxury real estate homes versus simply staging them. We also discuss how the Ayans tell each home’s unique story in their listings, and their creative approach to elevating client experiences through content. by Estate of Mind — The Art of Selling Luxury Real Estate

43 min listen

Out-of-Market Luxury Purchases Part One: The Importance of Real Estate Awareness Content with Andrew Hong: In this episode of Estate of Mind, Diane Hartley is joined by Andrew Hong, co-founder and CEO of Tobe Agency, a digital growth marketing firm based in Los Angeles, CA. In part one of this two-part episode about out-of-market luxury purchases, Diane and Andrew discuss the luxury home buyer’s journey from the perspective of an out-of-market buyer, and delve into the importance of real estate awareness content. - [03:27] Approaching Online Research and Real Life Referrals - [15:55] Awareness-Stage Content vs. Decision-Stage Content - [21:25] The Buyer’s Journey and the Concept of Luxury as a Lifestyle - [29:57] How to be Liked, Trusted, and Remembered as a Real Estate Professional - [35:26] The Importance of Nurturing Your Luxury Referral Network - [39:31] Closing Thoughts with Andrew Hong by Estate of Mind — The Art of Selling Luxury Real Estate

42 min listen

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Luxury Real Estate: Key Differences and Strategies for Success

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