We all know that sellers hear what they want to hear and believe what they want to believe when it comes to how market conditions will impact the sale of their home. They believe their home is special and people will be knocking on the door with full-price offers within days of hitting the market.  […]

Why does it seem like the most successful luxury real estate agents have more hours in the day than the rest of us? There are many paths to luxury real estate success, but all paths are paved with reliable systems. We’re constantly told that setting goals are the ultimate key to getting ahead, but something […]

Welcome to the first full episode of our new podcast, Estate of Mind, where you can learn real-time actionable real estate marketing tips to get more listings and successfully market million-dollar homes! Becoming successful in the upper-tier real estate market can be complicated. All agents, no matter how experienced, will face unique challenges when working […]

As we know, today’s home seller may not always be forthcoming and honest about their motivation and timeline.  The more information you can gather, the more you can tailor your presentation to their hot buttons. When asking questions, proceed gently and use your question softeners to ensure it doesn’t sound like an interrogation and always“acknowledge […]

Since sellers are relying on you to create a high-quality listing that sells their home fast and for as close as to their asking price as possible, knowing exactly what buyers are looking for is the key to making a swift sale. Even if you know how to network, having a listing that is on-trend […]

The Institute’s Luxury Market Report is your guide to an analysis on the trends and comparative data on the top-residential markets throughout Canada and the United States. This month’s report reviews the current statistics for the luxury market in North America month over month, as well as the 13-month trend. In this month’s review, we take a […]

Personal relationships are the lifeblood of any sales-based business, and this is doubly true in luxury real estate. Achieving real estate success means cultivating meaningful connections with your clients and establishing an authentic rapport based on trust and demonstrated results. The difference between a realtor who’s able to create lasting connections with his or her […]

In the last 17 years, I have conducted over 80,000 coaching calls and have had the opportunity to coach some of the best real estate agents in North America. As we begin a coaching relationship one of the first questions I ask is, “Where does most of your business come from?” Most of them tell […]

In an ever-changing market, stagnation is the enemy of luxury real estate success.  If you’ve spent any time at all reading our Monthly Member Spotlights, you’ve seen that every real estate success story points back to a strong commitment in continuing education. And if top performers know one thing to be true, it’s that success […]

If you’ve spent any time trying to figure out how to grow your online presence to attract more clients, you’ve probably ran into the phrase, “add value”, more than once. But, “adding value” is tricky advice, since it leaves a lot of room for interpretation.  What one prospect may find valuable, another may not. And […]