“The training at the Institute for Luxury Home Marketing is a MUST for those wishing to get into the luxury home market AND those that have been in it for years.” (Richard Cain, Keller Williams Realty – Austin, Texas)
“For years, I’ve told the real estate professionals in my market center that ILHM is the standard for luxury education…This course consistently adds value to our business.” (Keller Williams, Houston Memorial – Houston, Texas)
“Informed, actionable ideas and strategies that will help me position my business in the luxury segment and grow it.” (Tom Raney, Nest Realty Group – Charlottesville, Virginia)
While breaking into luxury real estate can be a bit of a learning process, it is possible to build upon your prior skills and clientele in order to make a smooth transition into the luxury market. First and foremost, establishing yourself as a knowledgeable and trustworthy real estate agent in any market is a helpful beginning step, getting you closer to a more affluent market.
Whether you are just starting out or have been in the real estate game for years, there is always more to learn and improvements to be made.
SPREAD THE WORD
The biggest asset for your business is to spread the word about what you do, who you are, and why you are the best agent for the job. You never know who is currently or will potentially be selling or buying a home, so do not shy away from talking about your career to friends, family, and even new acquaintances.
Referrals and word of mouth are still a leading means of advertising in the real estate world. You have to treat everyone as a possible future client. Most people at some point in their life find themselves looking to buy or sell a home and you could be their agent. Keep that in mind when meeting and talking to people in your everyday life.
BUILD YOUR SKILLS
Taking additional courses, such as those offered at the Institute for Luxury Home Marketing, help establish you as a real estate professional willing to go above and beyond to better help your clients. Not only does it show dedication to your craft it gives you an entire community of people and resources to help further your knowledge. If you are new to the luxury market, having extra certifications and course completions helps establish you as a reputable agent.
Attending a networking or industry social event could lead you to your big break. Don’t be afraid to break out of your comfort zone, introduce yourself to other professionals, and start building a community. Keep tabs on luxury events that are being held in or around your client market. By targeting specific events, you have a much better chance of engaging with clients of affluence and creating new customer relationships. Social connections are powerful in the real estate community and can help make or potentially break an agent further down the road. An online community is important, but face-to-face interactions make you more memorable and trustworthy.
TRANSITIONING TO ONLINE CONTACT
After you have made initial connections with a potential partner or client, don’t forget to re-engage through an email newsletter, a Facebook ad, or other various marketing mediums.
While the initial meeting is important, strategically making a second impression could turn a possible acquaintance into a customer. Continue pursuing a relationship after the first interaction so they aren’t able to easily write you off. When it comes time for buying or selling a home, you want to be in the forefront of their mind.
GO FOR IT
Apart from building trusting and lasting relationships with your clients and peers, you also have to be willing to put yourself out on a limb. No one is a part of the luxury real estate market until they take that first step, make that first connection, or help close their first deal. Approach the luxury market as if you are capable and prepared and don’t hesitate to reach out to luxury firms and professionals. Everyone is a beginner at some point, but by positioning yourself as a professional, with the knowledge of an expert and customer satisfaction as your core foundation, it is possible to not only break into, but to succeed in the luxury real estate market.