Did you know that emotional intelligence is considered one of the most valuable skills for real estate agents? In this episode, I have the opportunity of hosting Marques Ogden. We will be having a deep conversation on emotional intelligence and why we need to master it. Marques is a former NFL offensive lineman and built a solid career with the Jacksonville Jaguars, the Baltimore Ravens, the Buffalo Bills, and the Tennessee Titans. After six years, he hung up the helmet and padding and became a successful entrepreneur. He's also a keynote speaker, executive coach, and best-selling author.   Marques believes emotional intelligence is about understanding the power of your emotions and the emotions of others. Emotional intelligence is also about the importance of creating rapport before proceeding to business. As real estate agents, we need to be emotionally intelligent to succeed in this field. Our customers need to feel empathy from us and know that we're not just in it for the profit. We have their best interests at heart. Would you like to up your emotional intelligence skill? Listen to this episode.   “Every business relationship starts with a casual conversation.”- Marques Ogden Three Things You’ll Learn Nobody cares how much you know, until they know how much you care: When dealing with clients, they need to feel just how much you care for them. Meet them where they are: This is essential in helping clients set attainable goals. You can help a client set a plan that will not stress them out in the end. Many business connections start from casual conversations: Try to start with a casual conversation to create rapport before talking business as you meet clients. Small talk might appear inconsequential, but it's vital in the real estate industry.  Guest Bio: Marques Ogden was in the NFL from 2003 to 2007 as an offensive lineman for the Titans, Bills, Ravens and Jaguars. He's currently a keynote speaker, business coach, and corporate consultant.    Connect with Marques: Facebook: https://www.facebook.com/MarquesOgdenSpeaker/ Instagram: https://www.instagram.com/marquesogden/ Twitter: https://twitter.com/Marques_Ogden Grab his Book: https://www.amazon.com/Success-Cycle-Achieving-Goals-Business/dp/1642931748

Luxury Listing Specialist - Dominate High End Listings In Any Market

Mastering Emotional Intelligence with Marques Ogden

If you’re working in an appreciating market like our current one, you’ve probably run into issues involving an appraisal gap. How do you handle this issue so that your clients can continue with their transactions? Let’s talk about it: Let’s take a look at an example. Suppose you and a client look at a home listed at $2 million, but it only appraises for $1.8 million. One way you can handle this is by adding a contingency to the contract where you offer to make up the difference in cash up to a certain amount. So your client can say they’ll pay an appraisal gap in cash up to $200,000 if the property appraises low.  “The key is to bring the topic up early in a transaction so that there are no surprises.” You can also create an appraisal contingency the other way. So if this $2 million property appraised higher than its list price, you’ll agree to buy it up to a certain amount. Either of these options is a way you can differentiate yourself from the pack.  If you have a conversation about the appraisal gap, you can protect your seller or buyer. The key is to bring the topic up early in a transaction so that there are no surprises. You may want to roleplay this conversation to help you nail down this technique.  If you have any questions about today’s podcast, or if you’re considering a career in luxury real estate, please call or email me. I am always available. Let's connect: Michael LaFido Marketing Luxury Group I Luxury Listing Specialist (888) 930-8510 | michael@marketingluxurygroup.com MarketingLuxuryGroup.com LuxuryListingSpecialist.com LuxuryListingPodcast.com    

How to Use Appraisal Contingencies

Would you like to double your average sales price in 2022 and quadruple your sales volume versus your best year ever? If so, this episode is for you. Jake Crawford will be joining me on the show to share his real estate journey.  Jake is a Realtor with extensive market knowledge and unmatched devotion to clients. With over $100 million in sales, he continuously ranks in the country's top 5% of producing real estate agents. He works tirelessly on behalf of his clients and always offers candid advice. He believes that to serve a client best, you need to step into their shoes to understand their needs. Also, he believes in creating relationships with his clients away from work. In this episode, Jake will share his real estate journey, how we met, and how he got into the luxury market. Are you ready to learn? Listen in to this episode. Connect with Jake Crawford:  Website: https://www.topcomphomes.com/  Cellphone: 480-766-2973 "Why wait years to get good at something if you can go do it right away? That's why I invested in your luxury coaching" -Jake Crawford   Three Things You'll Learn: Be coachable: Having a coachable spirit helps you learn from experienced people in your area of interest. Also, it helps you avoid mistakes that others have made. Have empathy: Always put yourself in your client's shoes to help you to understand their needs and how best you can offer them an excellent service. Don’t delay: If you want to become great at anything, do it right away. Don't wait for years to start doing it. You might regret not doing it sooner.   Guest Bio:  Jake Crawford has been in real estate since 2013 in Scottsdale, Arizona. He's got $100 million in sales, and he continuously ranks in the Top 1% of producing real estate agents in the country.   

Double Your Average Sales Price and Quadruple Your Sales Volume with Jake Crawford

What are experts saying about 2022? 2021 was an amazing year, so will things continue to be hot next year?   Before we get started, I want to mention something that will definitely change in 2022: the return of live events! I plan on hosting more of these throughout 2022, including one in Colorado in January. If you want more information, please visit www.luxurydesignation.com.  As for 2022’s market, most experts agree that things will continue to be hot; however, it may cool down from 2021’s rapid pace. There’s one big reason why this is the case: inflation.  Tons of money was pumped into the economy during the peak of the pandemic, and this has caused inflation to increase. I had people tell me their turkey cost twice as much this Thanksgiving! Everything seems to be getting more expensive, and interest rates may rise as a result. Rates will likely still be low, but not as low as we’ve seen recently.  So will 2022 be a bad year for real estate? No; in fact, it will be one of the best years ever. Just don’t expect the crazy market we saw in 2021. If you have any questions about today’s topic, please call me at 888-930-8510 or email me at Michael@MarketingLuxuryGroup.com. I look forward to hearing from you!  

What Will 2022’s Market Look Like?

Do you have an interest in the international market, but you have no idea how to spread your wings? This episode is for you! My guest and I will be talking about conquering the international market. Today, I have Peter Kempf joining me on the show. He’s noted by Who’s Who in Luxury Real Estate, and he’s been directly involved with the sale and marketing of million-dollar-plus properties in thirty-one states, and twenty-two countries in his career. Having been the Director of International Real Estate for Christie’s, Vice President, and Midwest Regional Manager for Sotheby’s International Realty, Mr. Kempf is considered one of the leading authorities in international real estate. He’s a frequent guest speaker at global real estate conferences. Listen and learn.   Connect with Peter Kempf: LinkedIn: https://www.linkedin.com/company/peter-kempf-international-re/ Website: http://kempfintl.com/ “When you want to grow your presence internationally, and you want to get in front of both more buyers and agents internationally, you need to put yourself out there in various ways.” – Michael LaFido Things You’ll Learn from This Episode Building a relationship with brokers in other countries: It would help if you introduce yourself to brokers you are eyeing. You can have listings online and in print. Also, go to conferences these people are present, build up your network, get involved in social media, and become friends with brokers in other countries.  Use Social Media:  Social media offers an excellent platform to market yourself to your target audience and connect with them. Co-marketing and co-listing a property outside the US:  In whatever country you want to expand to, find licensed agents for that market and reach out to them.   Guest Bio: Peter Kempf has unmatched experience and expertise in the luxury segment of the luxury Private Residence Club (PRC) industry worldwide. Having served as Vice President and Midwest Regional Director for Sotheby's International Real Estate, Director of International Real Estate for Christie's Great Estates, and CEO-Europe for DCP International, Peter is one of the most experienced individuals in the luxury international real estate market.     

Conquering the International Market with Peter Kempf

Now that we’re approaching the end of 2021, some of your clients might be pondering the question of when to list their home for sale, during the winter which is typically the slower season, or wait until the spring. Maybe their home is on the market for sale currently, so do they keep it on the market for sale now or take it off the market and relist their home for sale in the spring? I’m offering my thoughts today to help you resolve that question with them. One philosophy I subscribe to is that “you can’t sell a home if buyers don’t know it’s on the market for sale”. In today’s economy, people are buying and selling homes during the traditionally slower months to buy and sell a home. My recommendation to agents and sellers today is you should put a home on the market for sale in December, January, or February as opposed to waiting until May or June. If your client’s home is already on the market, I’d advise them to keep the home on the market. As Wayne Gretzky once said, “You miss 100% of the shots you don’t take.” You also miss 100% of the interested buyers who are looking right now to buy a home if you wait until April, May, or June to list the house for sale. There are some great resources out there to help homes shine during this time of year. My good friends at boxbrownie.com can do some great things to help enhance the home’s photos during the winter when the exterior might not photograph as well. When selling during the slower time, you might have fewer showings in these “off-season” months, but the quality of showings will be better.  If you have any questions for me about helping your sellers, best luxury marketing practices, or anything else related to real estate, don’t hesitate to reach out via phone or email. In the meantime, don’t forget to check out our upcoming live events and join our weekly “Luxury Friday's” free training. I look forward to hearing from you. *We just launched a new weekly series titled “Luxury Friday’s”.  Check it out by going to www.JoinLuxeGroup.com and clicking on the “Luxury Friday’s” button. Michael LaFido Founder & CEO | Luxury Listing Specialist Designation (LUXE) Michael@MarketingLuxuryGroup.com LuxurySpecialistGear.com

List Now or Wait Until Spring?

The luxury property market is quickly gaining popularity, and more people in real estate are shifting their focus to this niche. Today, school's in session with Alex Lange, teaching us how to crack the luxury market. Alex is the CEO of Forbes Global Properties. At his core, he is a technologist and has firsthand learnings from three exits, four acquisitions, and countless integrations and international expansions. He helps people identify and then maximize hidden opportunities, untapped assets, overlooked possibilities, product velocity, and under-performing activities to outperform their competitors. So, if you are looking to venture into the luxury market, it would be best to listen to this episode. Connect with Alex Lange: Email: alexlange@forbesglobalproperties.com Website: forbesglobalproperties.com "People want authenticity. They don't want fake. They want you, and if they don't want you, that's okay. Be yourself such that you can look yourself in the mirror and know that you gave it your best shot. " -Michael LaFido   Three Things You'll Learn from this Episode: The rise of the luxury property market: Due to the pandemic, the luxury market increased since people wanted to live in homes with a designated office space. People want to live in places where they can comfortably hold their online meetings and still call it home. Dealing with a discreet property: When dealing with a discreet property, there are creative things that you can do to protect the owner. Attracting more opportunities: We are living in an era where things are visual. You need to make sure your content is visible. It will make it easier for people to like you and trust you, resulting in more opportunities. Guest Bio:  Alex Lange has over two decades of experience in real estate and technology. Before Forbes Global Properties, he was the CEO of UpstreamRE, a national real estate data platform, which grew to include more than 250 brokerage firms. He was instrumental in deploying Market Leader’s enterprise model, leading to its acquisition by Trulia, and led Roost.com from inception to public launch in six months, where he won the coveted Inman Most Innovative New Technology award was later acquired by Vertical Response. A former 82nd Airborne paratrooper, Eagle Scout, and Harvard Business School alumnus, Mr. Lange is an accomplished author, speaker, and sought-after thought leader.          

Cracking the Luxury Property Market Niche with Alex Lange

When agents are talking to their potential seller clients, they say things like, “When we list your house,” or “I’m going to list your house.” However, I want you to think completely differently, including your language. Don’t think like a real estate agent - think like a marketer.  So replace “list” and “listing” with “market” and “marketing” You are no longer listing homes, you market them  There is a calculated difference. See, listing agents often throw homes on the MLS and wait for them to sell via another agent. They’re not proactive; they’re reactive. A marketing agent is proactive and thinks outside the box. When a listing isn’t selling, they’ll do whatever they can to figure out why and remedy the situation, whether that’s reaching out to other colleagues or trying to get feedback. A SWOT analysis (strength, weakness, opportunity, threats) from an experienced and successful marketing agent, can help you discern what is and isn’t working about your approach. If you have any questions about how to be more proactive as a real estate professional, don’t hesitate to reach out to me. I’d love to help you continue to raise the bar in real estate. We just launched a new weekly series titled “Luxury Friday’s” on Clubhouse.  Check it out by going to www.JoinLuxeGroup.com and clicking on the “Luxury Friday’s On Clubhouse” button. Michael LaFido Founder & CEO | Luxury Listing Specialist Designation (LUXE) Michael@MarketingLuxuryGroup.com LuxurySpecialistGear.com

Differences Between Marketing Agents & Listing Agents

Did you know that you can take your business from where you are today to attracting multi-million listings - even if you never sold a million-dollar listing? It is possible.  Our guest today, Jennifer Williams of Coldwell Banker, tells us how she has grown her business to attract a 5 million listing. I met Jennifer in December of 2019. Jennifer and I were at the same brokerage here in the Chicagoland area at the time. We still collaborate often even though we are at different brokerages now....we don’t have a scarcity mindset. I consider her not only a former LUXE Designation graduate, but a friend as well. She is one of my best students and an implementer. When she took my course, Jennifer had $50 in her pocket. Today, her business has grown 4x and continues to flourish.  In this episode, Jennifer will share her journey to becoming a successful entrepreneur. Listen to this episode and learn. Connect with Jennifer: Instagram: https://www.instagram.com/jenniferwilliamsbroker/ Phone number: 708-710-9266 LinkedIn: https://www.linkedin.com/in/jenniferwilliamsbroker/ “Your biggest competition is yourself.”  -Jennifer Williams   Three Things You’ll Learn From This Episode:   Confidence leads to success: If you want to succeed in business, you need to be confident. Have the confidence that your business will grow and do everything in your power to increase the confidence. Garbage in, garbage___?: It would be best if you were extremely careful with the information you are consuming because unfortunately, garbage in, garbage stays. Nevermind the naysayers: The world is filled with naysayers. So, it will help if you surround yourself with supportive people.  If you hang out with 9 top producers, you are bound to be the 10th!   Guest Bio: Jennifer Williams Broker is an award-winning agent with Coldwell Banker Gold Coast. She is a proud member of the National Association of Realtors, The Chicago Association of Realtors, Mainstreet Association of Realtors, RPAC, Coldwell Banker Global Luxury, The Institute for Luxury Home Marketing, and Certified LUXE Luxury Listing Specialist (LUXE).

How Jennifer Landed a $5m Listing with ZERO Luxury Sales in Her Career w/Jennifer Williams

Nobel Peace Prize winner Daniel Kahneman once said, “People would rather do business with someone they like and trust rather than someone they don’t, even if the likable person is offering a lower-quality product at a higher price.” This is true of a lot of different areas, and real estate is no exception. That’s why agents need to go out of their way to make themselves likable - being likable is just as, if not more, important than having a top-quality product to offer. To come off as likable to your clients, do your research before your meeting and always think about what you’re going to say next. Be approachable and authentic; people can spot fakers from a mile away, and it can be off-putting. The goal isn’t to be a perfect agent - no one is - so admit when you’re wrong, and always strive to do better.

The Power of Charisma

If you ask a typical real estate agent what their go-to social media channel for lead generation is, they’ll probably tell you Facebook, LinkedIn, and Instagram. YouTube doesn’t even make the list. Did you know that YouTube can generate hundreds of new leads for your business? We'll be talking about everything YouTube, from creating a YouTube channel to optimizing the videos. Joining me on the show today is Karin Carr. She is a real estate agent, coach, and YouTube guru.  Her real estate journey began when they moved from Atlanta to Savannah, GA. Today, Karin uses YouTube for close to 100% of her leads. She will share how she uses her channel and some tips that we all can borrow.  Listen to this episode and learn. Connect with Karin Carr: YouTube: https://www.youtube.com/channel/UC91OljSfJf5lumYpKezR9-A Website: https://karincarr.com/ YouTube for Agents Course: https://www.youtubeforagentscourse.com/    “The power of video is that it builds trust... your conversion will skyrocket when people trust you.” -Michael LaFido Three Things You’ll Learn From This Episode:- - The importance of doing videos: Videos are essential tools when it comes to building trust. Through videos, people feel like they know you even when they have never met you and want to do business with you.  - Figuring out topics: If you have a YouTube channel and have no idea what videos to make, all you need to do is look at your target audience to see what they need. Google is an excellent place to find ideas. Just type in the keywords, and it will populate the rest. - Increasing your views: YouTube is huge on SEO. To boost your views, make sure you have great titles, keywords in place, and videos above minutes long.   Guest Bio: Karin Carr is a Realtor® with Real Broker LLC and the owner of the Georgia Coast Homes team. She is a Certified Military Residential Specialist, 2011 President of the Women’s Council of Realtors for her local chapter, and has been featured on Time.com and Fox News.  Karin started her YouTube channel in 2014 but didn't really take it seriously until 2017. It soon took off and she found her groove helping people relocate to Savannah. She began expanding her team and now has agents ready to assist you throughout GA and now in SC as well! Karin spends most of her time these days teaching agents around the world to use video to assist buyers and sellers who are looking for help.       

How to Use YouTube for Lead Generation with Karin Carr

Today I want to discuss a topic that you should all be familiar with: making videos! Video will get you a better ROI² than other investments. When I say better ROI² I am specifically talking about both return on investment (which is what most people think of when they hear ROI), but also a better return on impression. I’ve seen a lot of personal success from my videos and from the videos my coaching clients have made, so I want to share some tips with you today on how to grow your brand with them. One of the key elements of creating videos is not to give up and be consistently creating and posting videos to both social media platforms (Facebook, YouTube, etc) and your website. Creating a strong video presence takes time, but it is well worth it. If you want to hear more tips, listen to the podcast. 

How Videos Net You More Business

Have you had a buyer client recently lose out in a multiple offer situation? Is inventory still low? Are you familiar with the term appraisal gap? Do you have an idea what it is or how to apply it? This episode is for you if you want to learn more about finding potential sellers in a low inventory market & the appraisal gap. My guest, Regan Maki, and I will be digging deep into these topics. Regan is a coaching client of mine, a top agent, and team leader of a $95m+ team in Atlanta, Georgia with Compass. Regan's been in real estate for 21 years now. Over the years, her knowledge and wisdom have expanded, and she has loads of information to share with us. When the Covid pandemic started, Regan thought that business would come to a halt. Little did she know that things were about to get better. Regan confesses that 2020 ended up being one of their best years in business. In this episode, we’ll talk about how Regan and her team managed it through the pandemic, how she is diversifying into luxury homes, and how to handle finding off-market sellers as well as appraisal gaps. Listen and learn.   Connect with Regan Maki:  Cellphone: 404-304-6452 Website: https://reganmaki.com/ Email: reganmaki@gmail.com “As a buyer, in today’s market, you are having to get so creative, and tight on all the contingencies that you’re putting in an offer.”  -Regan Maki Three Things You’ll Learn from this Episode - There is always room for learning: Despite being in the industry for 21 years, Regan believes that you can never have too many tools in your toolbox. She has enrolled in my coaching program, which will help her get even better at selling luxury homes.    - The Appraisal Gap: When there is a listed property with multiple offers, you can apply an appraisal gap to get the property. An appraisal gap is a difference between the fair market value determined by the appraiser and the amount you agreed to pay for the home. - Dealing with low inventory: When dealing with a low inventory period, you can always ask a buyer how much they are willing to spend on a property. Then reach out to people in the area with the offer to see who is ready to sell.   Guest Bio:  Regan has been a licensed Realtor in Georgia for over 20 years. She has also played a role on the Zillow Agent Advisory Board since 2017. The Regan Maki Team has been listed in the Wall Street Journal RealTrends as the #6 Team in Georgia, #1 Zillow recommended Realtor in North Atlanta, and RealTrends top 500 teams Nationwide.         

No Inventory, No Problem. How To Attract Off Market Sellers & Get Your Offer Chosen w/Regan Maki

Today I want to discuss a topic that you should all be familiar with: making videos! I’ve seen a lot of personal success from my videos, so I want to share some tips with you today on how to grow your brand with them. One of the key elements of creating videos is not to give up. Creating a strong video presence takes time, but it is well worth it. If you want to hear more tips, listen to this. 

Videos Net You More Business: Here’s How

Are you active on social media? What are your top three social media channels? We are living in an era where social media is no longer optional, but mandatory. As a business, if you are not on social media, you could be missing some opportunities. Today, we’ll be talking about everything social media. I have the privilege of hosting the amazing Tessabella Jelten. She is a social media expert, and she will give nuggets of wisdom that we can all apply to bring our A-game to our social platforms. Tessabella is the brain behind Lead Flow Agent. Her business provides real estate marketing solutions.  Connect with Tessa Bella: Instagram: https://www.instagram.com/tessaabellaa/ Website: https://leadflowagent.com/home/   “Lead with a giving hand, be a giver. Be aware there are going to be takers in this world. There will be people that never reciprocate.”- Michael LaFido Three Things You’ll Learn From This Episode Have a content plan: A content plan comes in handy in ensuring you have great content going up on your social media pages all the time. Your content needs to be engaging: We know content is king, and engagement is the queen. Without engagement, the content is nothing. The people you surround yourself with make a world of difference: Iron sharpens iron. If you surround yourself with people who are excelling, you too will excel. Guest Bio: Tessabella Jelten is the founder of Lead Flow Agent, a done-for-you social media management platform and agency. Her company has worked with some of the largest and most well-known real estate firms in the world. She is dominating the marketing world and leading agents to exponential growth.  

How to Better Your Social Media Game w/Tessabella Jelten

Where top luxury agents reveal their best practices PLUS interviews with real estate industry influencers, thought leaders and luxury marketing experts, you’ll come away from each episode with new strategies and tactics to list and sell high-end homes in ANY market. Learn from top agents like Ben Bacal, Gary Gold, Patrick Lilly, Rochelle Maize, Frank Aazami and many more!

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Luxury Listing Specialist - Dominate High End Listings In An...

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