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. July’s report reviews the current Read More
Working with Buyers in a Low Inventory Market
Everyone wants more listings, but if you are working with buyers who are monopolizing your time, you are missing out on opportunities to hunt for those valuable listings. It is Read More
Working With Potential Sellers to Get Their Homes on the Market
Do you know what the #1 concern is you’ll hear about when working with potential sellers? “I don’t know where I’ll go.” Inventory is tight and potential sellers are worried Read More
The Art of Improvising Effective Selling Conversations
When it comes to winning new luxury listings to sell, conversations are the key. Think about it. With so many tools and so much technology available to today’s prospects, luxury Read More
3 Ways to Level Up Your Listing Presentations
To win the clients everyone wants, you need to do something different, and it starts with listing presentations. It’s true. These days, affluent clients are in high demand. Plus, it’s Read More
Luxury Real Estate Prospecting In High-Net-Worth Circles
While the number of high-net-worth individuals is growing faster than ever, many new luxury real estate professionals haven’t had much exposure to them, especially via luxury real estate prospecting. So Read More
Holding the Line on Your Real Estate Commission
We all know that real estate commission rates are negotiable by law. Therefore, as a great salesperson it falls to you to prove to the seller that you are worth Read More
How to Break Into the Luxury Real Estate Market (Even If You’re Not Rich)
Wondering how to break into the luxury real estate market if you’re not already rich and successful? Turns out, it’s a common apprehension for many people considering a new career Read More
3 Ways to Improve Your Luxury Real Estate Listing Copy
What comes to mind when you think about luxury real estate marketing? Maybe it’s high-quality photography or opulent open houses? But what about great listing copy? While it’s true upper-tier Read More
Getting Real Estate Listings Now
Getting real estate listings is the one thing that great agents can never have enough of. In the upper tier, this is especially important. Even though inventory in your market Read More
3 Ways to Make More Money as a Real Estate Agent In the Luxury Market In 2021
If you’ve ever wondered how to make more money as a real estate agent, you’ve probably already figured out transitioning to the luxury real estate market is a smart first Read More
Building Rapport in the Luxury Real Estate Market
The thing that really separates a fantastic salesperson from an average salesperson is building rapport — their ability to persuade, inspire, and motivate a prospect to take action. Often when Read More
How to Sell Million Dollar Homes As a New Luxury Real Estate Professional
The million dollar question as a new luxury real estate professional is how to sell million dollar homes. It feels like a paradox, doesn’t it? Most people believe that to Read More
Sales Versatility – You Have More Power To Persuade Than You Think You Do!
Before we dive into sales versatility, I want to share with you one of my favorite affirmations… “Our job as a great salesperson is to help our prospects overcome their Read More
How to Drive Maximum Traffic to Your Next Open House (Even If It’s Virtual!)
There’s no doubt the pandemic has changed the real estate world. However, open houses — whether in-person or virtual — still remain one of the most valuable ways to drive Read More
12 Tips for Becoming a Successful Real Estate Professional 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
Estate Of Mind Podcast Highlight: Case Study on a Luxury Real Estate Auction with Maverick Commins and Jennie Heal
Though most luxury real estate professionals treat real estate auction companies as a last resort after a home has sat on the market for a while, it’s certainly not the Read More
3 Luxury Staging Trends to Take “Center Stage” In 2021
Most luxury real estate professionals and their clients know staging trends are important. But did you know staging changes as the market evolves? Of course, there are timeless aspects of Read More
Prospecting for Luxury Expired Listings? 3 Critical Game Changers for Getting to “Yes”
What if you could reach out to hundreds of potential clients who were already warmed up to sell their luxury listing? When you work expired listings, that’s exactly what you’re 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
The October Luxury Market Report
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. October’s report reviews the Read More
How Can Luxury Real Estate Professionals Automate Their Business Without Losing Their Personal Touch?
The internet has made “automating your business” an attractive concept for entrepreneurs — but how do you do that when your business is based around creating and nurturing relationships? To Read More
Luxury Staging Tips With Expert Luxury Home Stager Lori Pedersen
How do you stage luxury homes for sale in 2020? What’s working and what’s not? To get the best and latest luxury staging tips of 2020, we turned to Certified 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
3 Tips for New Luxury Professionals for Winning Listings: An Interview With Jamie Huggins
Working as a listing agent has its perks… A more structured schedule, higher commissions, and a whole world of expired listings to prospect. But what if you’re a brand new 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
September Luxury Market Report Summary: Luxury Buyer Trends For Fall 2020
The face of luxury real estate is changing, and it has never been a more interesting time to be a Certified Luxury Home Marketing Specialist. This month’s Luxury Market Report 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
Are Luxury Real Estate Auctions the Secret to Accelerating Your Listings?
Very much unlike fine wine, real estate listings don’t age well. So how do you improve your chances of achieving a swift and successful sale? To answer that question, we 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
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
Two Types of Blog Content For Luxury Realtors That Practically Write Themselves
Blog content is one of the most effective real estate marketing ideas for a luxury realtor to attract leads online. However, it’s also one of the most time-consuming aspects of Read More
3 Ways to Build Trust With Sellers
Working with luxury clientele can provide some of the most rewardng experiences a real estate agent can ask for. One topic that frequently comes up when we interview top-performing, CLHMS-certified Read More
certified luxury home marketing specialist
If you’ve ever wondered how to sell a luxury listing using influencer marketing, or wondered how other agents are using it successfully, you’re not alone. Influencer marketing is a fairly Read More
The Right Way to Ask for Testimonials and Why It’s Important
Creating social proof around your services is one of the keys to real estate success, but asking for testimonials can be uncomfortable even if you’ve provided a great experience for Read More
3 Reasons Why You Need to Include Inactive Listings in Your Marketing Strategy
Any luxury real estate agent knows that the amount of work that goes into selling a luxury home can be daunting. There are so many details to include, lots of 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 Nurture Client Relationships After the Transaction
Here’s a staggering stat: According to NAR, 88% of homebuyers say they would use their real estate agent again, but only 11% actually do. When we talk about real estate Read More
3 Ways to Improve Your Luxury Real Estate Listing Copy Right Now
With a flood of new luxury listings coming online every day, it can be difficult to make yours stand out. Most luxury real estate agents realize that high-quality photography and Read More
How Your Online Content Nurtures Relationships in the Luxury Market
In 2020 and beyond, having a clear understanding of how digital marketing can grow your business will be vital to your success. Adapting to real estate market trends in the Read More
November Luxury Insights Report Summary: How Secondary Markets & Technology Are Driving Luxury Trends
As 2019 is quickly coming to a close, we can’t ignore that we’ve already firmly stepped foot into a new era of luxury real estate. Our November Luxury Market Report Read More
Adapting to Real Estate Trends in the Luxury Market with Jordan Ayan
Although Jordan Ayan’s venture into luxury real estate started just two years ago, he has already done $22M in closed volume and has another $17M in active listings in his Read More
Before You Drop the Price On a Slow-Moving Listing, Consider These Alternatives
Adapting to real estate trends in the luxury market takes some creativity, especially in a static market. Seeing the “days on market” creep up higher and higher on your listings Read More
Static Market leads to Focus on Future Trends – Part 2
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 looks Read More