Lentz’s point, which should not be taken literally, is to stay in touch with your customers and be aware of what they do and need on a daily basis, all of which influences how you buy and sell real estate. It was about having an impact.
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Dolly Lentz, who has more than 25 years of luxury real estate experience in New York City, told attendees at Inman Connect New York on Wednesday that her secret is being able to keep her clients’ pants on.
But not in the literal sense.
“We’re keeping our customers in their pants,” Lentz told a panel of luxury real estate professionals. “We literally need to know what they’re doing, what they need…just meeting all those needs allows us to persist.”
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Dolly Lentz | Dolly Lentz Real Estate
Mr. Lentz works with his daughter Jennifer Lentz, who also appeared on the panel, at Dolly Lentz Real Estate, and moderator Lindsey Ristanski of Coldwell Banker said the two are young and experienced. I wondered how they balance the energy between shallow agents and mature, veteran agents.
“We keep the ideas flowing,” says Dolly Lentz. “Even if it doesn’t sound like the greatest idea or the most innovative, you understand it when you explain it.”
She said the team is open-minded when it comes to sharing ideas about how to do things, but it always needs to be considered through what Lentz calls the “ethics box.”
“This is the box we need to make sure we’re not doing anything outside of this box at all times.”
Jennifer Lentz | Dolly Lentz Real Estate
Agent Image panelist Kirby Rottman has seen agents do a lot of innovative things in recent years with new technology, but at the end of the day, how many things resonate most with clients? He said knowing the brand and personalizing it are fundamental to business. CLIENT ATTENTION.
Ristansky said she and the panel’s fourth panelist, Michelle Griffiths of Douglas Elliman, discussed concerns about AI in addition to all the exciting benefits it is already bringing to the industry. I confessed.
“We’re inundated with so many different things,” Griffith said. “AI, streamlining, and I really think we need to focus on getting back to basics.”
Griffiths focuses on the power of storytelling in her business because a good story can help capture customers’ attention in a difficult market, she said.
“As agents, we have to dig deep and differentiate ourselves, and sometimes going back and telling that story is what really resonates.”
Kirby Rotman | Agent Image
Rotman said it’s also important to keep strategy in mind and “focus on that strategy” when communicating with customers. Reliability and consistency also help, she added.
Griffiths said he also uses multiple touchpoints with clients and will continue to use those that are proven to produce consistent results year after year.
For example, she always appears in the July 4th issue. hamptons magazine Because her customers see it all the time.
In addition to these suggestions, Rotman said he has noticed that video testimonials also have a big impact on potential customers. “Video testimonials are definitely the most powerful tool,” she said.
Lindsey Ristanski | Everywhere
But for agents who want to become real estate icons like her, the elder Lentz’s biggest takeaway was to be where her clients are, from galas to other events. Even if you can’t afford tickets, you might be able to volunteer at the event, Lentz suggested.
“So it’s very simple,” she said.
“If you love dogs, post about dogs,” she added. “You’d be surprised how many ultra-high-net-worth clients want to attract their dogs.”
Providing an additional level of service also doesn’t hurt, Dolly added. She and Jennifer recently helped one of their longtime clients close a large deal in Houston, and she said they traveled back and forth to Houston 20 times during the listing and sale process.
“We’re friends now,” Jennifer said.
Finally, Ristanski wondered about everyone’s bottom line for success in real estate.
Michelle Griffith | Douglas Elliman
Rotman said agencies should focus on a hyper-local approach to business, Dolly Lentz said credibility is “huge,” and Jennifer Lentz argued “respect is huge.”
Griffiths emphasizes authenticity, adding that relationships with clients are huge. Additionally, she said agents should strive to continually assess their weaknesses.
“I’m always poking holes in my business, trying to find where the weaknesses are and where I can diversify,” she said.
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