The Challenges• Managing client expectations• Anxious clients want answers• Broker expertise represents a big challenge to the

disintermediation crowd• Real estate brokerage remains a personal service business• Technology can enhance brokerage services not replace it• A changing market presents opportunities for those

willing and able to take on the challenges head on

Conference Goals

• Identify Key Challenges Facing the Brokerage Community • Learn How Top Pros Are Dealing With These

Challenges• Exchange Information - What is working and

what is not• Develop Practical Strategies To Use Right Now

Tips on Connecting With the Elite • Entering The High End Luxury Market• Learn the current inventory• Go where the wealthy are• Join clubs and charities• Plan events and for your target audience

• Network• Attend luxury conferences• Private banking groups• Lawyers, accountants, business managers &

designers• The larger your network, the larger your opportunity

• Use social media• Twitter• Instagram

•Market yourself• Public speaking• Get your name in real estate media

The 10 Rules of First Impressions1. The first 5 minutes are key2. Look and dress the part3. Research the client not just the property4. Listen more, talk less5. Don’t be shy about selling yourself6. If you can’t be confident act confident7. Be concise, don’t ramble8. Ask questions9. Turn all negatives into positives10. Promptly follow up

Negotiation Tips• Don’t be afraid of confrontation• It’s part of the job

• Check your emotions at the door• It’s not personal

• Be willing to walk away• No deal is better than a bad deal

• Use time to your advantage• Avoid unilateral concessions• Communicates weakness

• Listen more than you talk

DOLLY

• Network / Prospect daily• Make client outreach a routine occurrence

• Results speak volumes• Don’t be shy - Sell yourself

• Public speaking generates leads• Build long-term client relationships• Personal branding• Develop a social media presence• Develop media contacts• Develop relationships with• Agents• Bankers• Lawyers (Divorce, Estate & Trust)• Business Managers• Family Offices

• Follow-up strategies

Successful Habits

1. Credibility is everything2. Know your role3. Know your client4. Know your stuff cold5. Focus on your client not the transaction6. Work in real time7. Be where the clients are8. Listen more talk less9. Don’t kiss and tell10. Don’t wait for the phone to ring11. Go fishing12. Stay hungry

The Twelve Commandments Top Brokers Live By

Takeaways of the Day 1. Path to yes

2. Invest your time & resources carefully

3. Use evangelists to help sell your brand

4. Celebrities and HNW Individuals are people too

5. Pick your path and go for it

6. Consistency is key

7. Give back and lead the way, you’ll feel better and make more