When it comes to luxury real estate marketing, having a set strategy is an absolute must. Having a plan is important, and sticking to that plan is even more important. Read More
12 Tips for Becoming a Successful Real Estate Agent in the Luxury Market
Ever wonder how in the world one becomes a successful real estate agent in the luxury market? You’re not alone. The luxury real estate market often has an air of Read More
How to Work Your Luxury Database in Real Estate
Before working your luxury database, take the time to get everything organized for easier planning. First, “purge” the list as much as possible. Remember, you want your luxury database to Read More
Why Is Maintaining, Servicing, and Building Your Luxury Real Estate Database So Critical?
Getting in touch with new people is getting harder to do, but you must still expand your business by connecting to new people and growing your luxury real estate database. Read More
Tips to Get Your Luxury Real Estate Client Under Contract and Provide a Stress-Free Closing
Working with a luxury real estate client in a low inventory market is challenging and can sometimes be frustrating. If they lose 2-3 homes, who do they blame? That’s right, they blame Read More
Growing and Nurturing Your Luxury Database
I want you to think about your luxury database as your future. Your database is a goldmine if you manage and handle it properly. Be obsessed with adding as many Read More
Why Building Your Luxury Brand Image is So Important
What is it about you that’s unique and special? How do you communicate those characteristics through the luxury brand image you’re marketing via your advertising materials and in your presentations? Read More
How to Select Your Luxury Real Estate Market Area of Focus
While true luxury is considered to be the top 10% of sale prices in your real estate market, that may or may not be the sweet spot for you. In Read More
Estate Of Mind Podcast Highlight: Selling to the Stars With Kofi Nartey
Ask any “marketing guru” how to network and they’ll tell you to “provide value” to your prospects and clients. But what does that really mean in luxury real estate? To Read More
Is Geographic Farming Right for You?
Geographic farming is like real farming – it takes an investment of time, patience, and faith. But this doesn’t necessarily mean that it will take a long time for you Read More
What Sellers Really Want from a Listing Agent
Recently I was asked, “Debbie, what do sellers really want from me when I go on a listing appointment?” Sellers want to be heard Sellers today have access to information Read More
Estate Of Mind Podcast Highlight: Breaking Through to Luxury Real Estate [Real Life Stories with Debbie De Grote]
Learning how to work with luxury clients is like learning a new language. It requires a different vocabulary, a different mindset, and a whole different set of rules than working Read More
Building Your Agent Referral Network
During my 20+ years of coaching some of the best agents in the nation, I have only met a small percentage of real estate professionals who had an action plan Read More
Virtual Open Houses Create New Opportunities In Luxury Real Estate Market
Maybe some of you have returned to in-person open houses, but most of you reading this report probably have not. In either case, I hope you all are embracing virtual Read More
Estate Of Mind Podcast Highlight: The Secrets to Real Estate Marketing with David Collins (Part 2)
“I have a listing… now what?” When you decide to become a real estate professional in the luxury market, your real estate marketing strategy is what sets you apart from Read More
Create Successful Joint Venture Relationships That Bring You Clients Without Rejection
One of the best ways to build your database and find new warm leads is to leverage the power of relationships. Who do you know who has your ideal client Read More
These Two Simple Mindset Shifts Can Help You Attract High-Quality Luxury Real Estate Clients
As we prepare for the final quarter in what has been a largely unpredictable year, one thing is certain: success happens when we focus on things we can control. And Read More
Setting the Expectation Conversation Once the Listing Is Signed
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 Read More
Maximize Your Billable Time
What percentage of your day would you say is income-producing? We define income-producing as prospecting, lead follow up, presentations to buyers and sellers, negotiating, and closing deals…money time. Income servicing Read More
New Skills For a New Era: A Letter From Institute President, Diane Hartley
First, we’d like to welcome more than 2,000 Members who joined us this year. You made an incredible and timely decision for your professional growth and we’re looking forward to Read More
Become a Social Media Celebrity In Your Community
Take up the 30-day video challenge – every day for the next 30 days, do a live stream a day on Facebook that provides great value to those who would Read More
Your Past Clients and Sphere Are The Cornerstone Of Your Business
Your past clients and sphere truly are your most important area of lead generation and focus. Your plan should include how you will market to them, how often you will Read More
10X Your Lead Generation!
For many Americans, their home may be their greatest asset, so it makes sense that they would have questions and concerns about how this health and economic crisis has impacted Read More
Thriving in a Shift
There is always opportunity in a market shift. No matter what is happening, people still need and want to buy and sell. We must help them do it safely and Read More
How to be a Powerful Presenter
One of the most important skills sales professionals need to possess is the ability to be a powerful presenter. I’ve made a list for you, of a few things that Read More
36 Tips for Getting Listings Sold
1) Red Carpet Treatment – Meet the new home buyer at their new home and greet them with keys and champagne. Take video as they take possession and send it Read More
Ditch the Pitch – Sales Practice Program
The residential real estate market, like all parts of the economy, is facing an unprecedented upheaval. These massive shifts require us to ask ourselves, how will this affect my business? Read More
Script to Handle the Question: What Work Should I Do To The Home Before Selling?
Agents often lose listings when going through the pre-listing tour with a seller. Even if the seller has asked for feedback and recommendations, they can become either overwhelmed or offended Read More
3 Reasons to Earn Your Certified Luxury Home Marketing Designation (That Have Nothing to Do With Money)
Why would anyone invest the time and money into becoming a Certified Luxury Home Marketing specialist if the designation isn’t required to sell high-end real estate? One of the mantras Read More
Luxury Live courses move to Livestream: We’re Committed to Your Success During Uncertain Times.
While circumstances may have recently changed, our commitment to your success has not. During these uncertain times, we understand that many real estate professionals are wondering how recent events will Read More
Key to Luxury Real Estate Success: Creating Systems, Not Goals
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 Read More
The Importance of Continuing Education for Luxury Real Estate Agents
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 Read More
Member Spotlight: Jim Walberg
Jim Walberg entered the real estate space building spec homes in 1976. He was so unimpressed with the real estate agents that he dealt with while selling his spec homes, Read More
Increasing Conversions at Luxury Open Houses
Those of you who know me know I’m passionate about open house conversion. When I got started in the real estate business at the age of 18, I didn’t have Read More
How to Work your Feeder Markets
In today’s fast-paced and growing transient market understanding the locations from where your buyers are moving could become a significant differentiator in the success of your business. The first step Read More
When Do You Hire Your First Assistant?
The simple answer is that you should hire your first assistant when you are ready to be a full-time salesperson and when you can afford to hire one. The real Read More
How A Photo Canvas Helped Launch a Career in Luxury Real Estate
What’s the most innovative way to launch a career in luxury real estate? For Jake Kuiper, an Institute for Luxury Home Marketing alumni and founder of Twin Cities Luxury, that Read More
Building and Maintaining Solid Relationships With Luxury Clients
As many of you know, I coach some of the top agents across North America. Agents like Ernie Carswell from Beverly Hills, whose client rosters are a virtual who’s who Read More
What a Successful Real Estate Agent’s Network Looks Like
Currency exchange specialists, outdoor kitchen installers, art appraisers… these are just some of the unsung heroes in the luxury real estate success stories you hear about. You may have heard Read More
The Difference Between a Luxury Real Estate Agent and a Luxury Real Estate Expert
With so much information publicly available online, the role of a luxury real estate agent is changing. Along with that, becoming a successful real estate agent is starting to mean Read More
Creating a Plan for Success
It’s that time of year when we begin completing our business plans for the next year. Unfortunately, many agents leave their plan to the last minute to complete and then Read More
Member Spotlight: Kris Anderson
CLHMS™ Guild Member Kris Anderson’s career is a testament to hard work, the hunger to learn, and the willingness to accept a challenge. Her accolades range from being named one Read More
How to Survive and Thrive in a Disrupted Industry
When I got into the real estate business at the age of 18, there were no computers being used, no internet, no fax machines and no cell phones. Purchase contracts Read More
How to Compete With Listing Portals in 2020
If you’re considering a transition into the luxury home market or planning to start a real estate business, now may be the best time to take the first step. With Read More
Holding The Line On The Commission Dollars You Deserve
Most sellers know more than one real estate agent, and most will interview multiple agents before making a selection. It also goes without saying that most will, at some point, Read More
How to Build Trust With High-Profile Clients
If you work in luxury real estate for long enough, you’re bound to come across a high-profile client or two. Luxury real estate agents are already aware that working with Read More
3 Mindset Shifts Luxury Real Estate Agents Need When Marketing to The Wealthy
There’s a reason why magazines like Forbes and Entrepreneur continue to write articles about how the wealthy think: we know that there must be something different about people who can Read More
Pricing Property in a Shifting Market and Selling the Tough to Sell – Part Two
In my last blog, I talked about pricing and selling tough to sell properties. Many readers reached out with great comments about how much they enjoyed the blog. Also, many Read More
How to Generate Referrals From Existing Clients – The Mindset of the Wealthy
Creating referral-worthy buying and selling experiences is what will both create and sustain your career as a luxury real estate agent. Here, we share some tips on how to generate Read More
September Luxury Market Report – The Changing Face of Luxury
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 reports looks Read More