Ditch the Pitch: The Art of Improvised Persuasion by Steve Yastrow is a must-read for luxury real estate professionals. As a successful strategy consulting firm founder, Steve Yastrow offers a fresh perspective on the traditional sales and pitching method by suggesting his readers abandon the scripts and improvise the conversation. While that might sound a bit risky in practice, there is a method to his madness. Yastrow organized the book’s guidance into six transparent habits and techniques so that it’s easily digestible for every reader to follow along.

“If your goal is to understand and meet the needs of affluent homebuyers and sellers, this book is for YOU.”

According to the National Association of REALTORS® blog, Rich Buyer Rich Seller from The Institute was voted one of the top three real estate guides. Throughout this engaging guide to marketing luxury homes, you’ll find advice on how to better understand the needs of your affluent clients (buyers and sellers alike), as well as more tips on how to market luxury properties successfully.

Even if you already own a copy of the old edition of this book, we recommend you pick up the latest, expanded edition with even more insights. Log into your ILHM account today to request your copy.

Are you looking to boost your productivity and achieve more of your goals as a luxury real estate professional? The 12 Week Year by Brian Moran and Michael Lennington is a must-read. This New York Times bestseller reframes the way you plan your annual goals and plans into a shorter, twelve-month execution cycle. This mindset will push you to accomplish more goals because the strict timeline will diminish complacency and increase urgency.

The book layout is a straightforward “how-to” guide, so you’ll be able to easily apply the concepts and tips offered to your work in the luxury real estate market. Written by top experts in organization and execution, this book could help you revolutionize how you do business.

Terri Morrison and Wayne Conway’s Kiss, Bow, or Shake Hands: The Guide to Doing Business in More Than 60 Countries is considered the passport to international business etiquette. Working in luxury real estate often requires interacting with affluent people from all walks of life. Understanding and following your clients’ business protocol and etiquette is a must if you want to build relationships, demonstrate respect, and gain trust from your buyers and sellers alike.

This book provides an in-depth guide to the international business protocol and valuable information on handling business interactions with grace, respect, and appreciation for different cultures. It’s also an excellent guide to keep in mind when creating your marketing strategy for various clients.