Real estate agents gathered Thursday at the Palladium Theater in New York City’s Times Square to learn networking and lead generation strategies from some of the nation’s top luxury real estate agents. gold bar live meeting.
While every real estate professional has their own advice to share, one of the most important themes was the belief that agents define their success.
Ryan Serhant, Founder of “Does Your Victory Exist?” Serhant.he told attendees from the Palladium stage.
Serhant told a story early in his career when he met a couple looking to buy real estate in New York City. After a year of showing in almost every neighborhood in the city, the couple ghosted him. But Serhant continued to follow him for five years. Eventually, she heard from her husband in 2017.
“Do you know what he said?” asked Serhant. “‘We were busy.'”
When Serhant finally caught up with her, she learned that the couple had divorced, but the man was trying to buy his own house in Soho.
“The first call was on Monday, and by Friday he was buying something for $16 million,” Serhant said.
Mr. Serhant used this story to explain how he made this deal happen by following his client faithfully. Since then, he has helped the same client with multiple real estate purchases, earning him lifelong loyalty.
Miami-based top Dina Goldentheyer Douglas Elliman Agents shared their views on this advice.
“So you have to fake it ’til you make it,” Goldentheyer said of agents looking to break into the ultra-luxury market. “You have to act as comfortable as if you were in the room, even though you’re not in the room yet.”
Other experts agreed with Mr. Goldentheyer’s advice when agents present themselves publicly, but did not believe they were being dishonest.
“Just put yourself out there and be authentic and authentic. You don’t have to be something you’re not,” said Talia McKinney, founder of her eponymous team at SERHANT.
Aaron Carman CEO AKG | Christie’s International Real Estatetold participants that they didn’t have to engage in different activities or behave differently to meet wealthy clients.
“There’s no one-size-fits-all approach in this business,” Carman said. “It’s super random. I always tell people to be as authentic as you can and they’ll meet their people. For some people, that’s temples and churches. I has an agent who plays golf all day, but he makes millions of dollars selling real estate.”
While networking is essential in real estate, other speakers pointed out that agents also need to have a deep understanding of the real estate business, especially its business model.
“The key is simplicity and being clear about what you say.” Francis Katzenfounder of Douglas Ellimans Katzen team, Said. “You can’t say, ‘I want to make a lot of money.’ It’s also about how to get back to that state.”
Katzen said she works with her agent to help her plan for the year to reach her financial goals. To achieve these goals, you need to know how many deals and how many buyers you need to work with.
For Tal Alexander, co-founder of alexander teamagents must also have a deep understanding of the product and the region in which they sell.
“At the end of the day, we are advisors to our clients, and the only way we can advise them to make the best decisions is by providing them with the information they are looking for,” Alexander said.
“It’s the building, but it’s also the neighborhood and the market we sell to, who lives where, what the mix of units in the building is, what floor plans are on offer, and of course the comps. Understand what it is.”
Although it wasn’t a big topic at the conference, some speakers said agents need to focus on these types of skills in the wake of the commission’s lawsuit.
“Our industry is currently undergoing change.” Exp Realty-Backed figure team. “We are experiencing something where skill is rewarded. The most knowledgeable person is rewarded. Prepared professionals will be rewarded.”
Alexander shared similar advice for agents who may soon find themselves competing for clients with other agents looking to work at discounted rates.
“You have to understand who you’re pitching to,” Alexander said. “Whenever I go into a pitch, I do everything I can to best understand who the seller is interviewing with and who their competitors are.
“I know what they’re offering, and I know what commission rates they’re offering. If you’re true to yourself and understand yourself, the results will be I think I can tell you everything.”
