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
Creating Urgency in a Buyer’s Market
A static luxury real estate market begs the question, how can we increase an overall sense of urgency in today’s luxury buyers? Real estate market trends are showing that most Read More
Selling Quality Over Quantity: Marketing to Today’s Luxury Buyer
As we head into 2020 one thing is for sure: the luxury home market is not what it used to be. Mega mansions, luxury ranches, penthouses, and other sprawling estates Read More
October Luxury Market Report Summary: The Growing Appeal of Emerging Markets
Our October Luxury Insights Report shows that emerging markets are leading the way in luxury real estate. As millennial real estate buyers and aging baby boomers look to downsize, areas Read More
3 Strategies Top Luxury Real Estate Agents Use to Market a Slow-Moving Listing
It’s easy to overanalyze a slow-moving listing. Is it the photography? The ad copy? The price? Your skills as a luxury real estate agent? Last month, some of the highest-performing Read More
Adapting to Real Estate Trends in the Luxury Market
In life and real estate, change is the only constant. We spoke to CLHMS member Patrick Ryan, the owner and luxury condo expert behind Genuine Real Estate in Chicago, IL, Read More
Real Estate Branding in the Luxury Home Market
These days, virtually every buyer starts their home-buying journey online—which is why it’s more important than ever to pay attention to your online presence. With most luxury home marketing happening 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
3 Wealthy Client Personas and How to Work With Them
There are plenty of misconceptions when it comes to working with wealthy clients, but one that can hurt your chances of creating referral-worthy experiences is assuming that all affluent and Read More
Luxury Real Estate Photography Tips: Are You Doing All of These Things?
Sometimes, the only difference between listings that sell quickly and ones that sit on the market for months is the difference in real eastate photography. Investing in a professional realestate 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 Find Wealthy Clients When You Don’t Know Where to Start
Finding wealthy clients to work within the luxury home market is a lot like finding traditional clients. The key is to find out where your target client is, put yourself Read More
Member Spotlight – Elizabeth McQueen
This month our Member Spotlight series introduces Elizabeth McQueen of Vancouver, BC, Canada. Following up on Elizabeth’s success as the winner of The Institute’s award for the Best Marketing Strategy in Read More
Pricing Property in a Shifting Market and Selling the Tough to Sell – Part One
Pricing unique homes is never an easy task, and a shifting market makes it even more difficult. In a shifting market you will most likely have to take some listings Read More
Modern Geographic Farming Methodology
“You gotta farm, it won’t do you any harm, and in fact it might even give you charm!” My first day as a real estate agent I walked into the Read More
5 Milestone Strategies for success in the upper-tier market
Are you just stepping into the upper-tier real estate market or already a successful luxury real estate professional? No matter your stage, the following milestones should be part of your Read More
Expired Listings…A Great Way to Break into The High-End Market As we see the market shifting across the nation, high-end homes are starting to sit on the market longer. Inventory Read More
Member Spotlight – Jack Miller
Our members are some of the most talented and hard-working real estate professionals in the business. After completing extensive training at our live or online trainings, Institute members are uniquely equipped Read More
How to Communicate Effectively with the Affluent
How many times have you heard the words “if only there had been better communication”? If you want to work with affluent buyers and sellers then learning the art of Read More
5 Creative Ways to Market Your Luxury Home
Having difficulty selling your luxury home? High-end real estate can be both financially rewarding and challenging to sell. Factors outside of your control, like the economy and market in which Read More
Pre-listing Remodeling in Luxury Real Estate: Yay or Nay?
For luxury homebuyers, the desire to purchase a home requiring renovations is becoming a thing of the past. Today’s affluent real estate shoppers are looking for turnkey, move-in ready properties Read More
Listing Price vs. Listing Timing: Which is more important?
One of the most difficult decisions a real estate agent needs to make is when to put a listing on the market. However, putting too much emphasis on timing as Read More
Secret World of the Rich and Famous: Attributes of the Wealthy
Part of working in high-end real estate is the ability to understand and identify key characteristics of your high-net-worth clients. Though these individuals are people, just like anyone else, they Read More
How to Write Copy That Sells High-End Homes
Summarizing the best features of a property with real estate descriptions is just as important as great photography. Writing in a friendly-yet-professional tone is a challenge in itself, let alone Read More
5 Secrets to Working with Luxury Buyers Other Agents Won’t Tell You
Luxury buyers don’t have the same mindset as their counterparts in the traditional market. Learning how they think and what motivates them is key to working with luxury buyers and Read More
Luxury Market Report Takes a Hard, Reflective Look at 2018 – The changes in Demographic Wealth and Its Influence on Current and Future Trends
The final Luxury Market Report of 2018 takes a reflective look at the year’s luxury property market, its demographics and trends, and how these influences are now impacting change in Read More
How the Wealthy Select a Luxury Realtor®
When it comes to finding a Luxury Real Estate Professional, high net-worth buyers and sellers tend to be highly selective. Below, we’ve outlined just a few of the most important Read More
The Top 5 Locations for Second Homes in North America
Every year, millions of people relocate temporarily to their second homes to escape the cold. After extensive research, The Institute has compiled a list of a few locations thought to Read More
The Three Influencers to look for in a Multi-Level Sale
When dealing in luxury real estate, you will often find that a sale may be multi-level – in other words, you may not be working directly with the buyer or Read More