How We Helped Kirk Secure His First Trophy Listing ($1.9M)


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By Michael LaFido. Discovered by Player FM and our community — copyright is owned by the publisher, not Player FM, and audio is streamed directly from their servers. Hit the Subscribe button to track updates in Player FM, or paste the feed URL into other podcast apps.

Any agent taking their first step into the luxury market should see their first listing as an opportunity & ‘trophy listing’. However, it can be an anxiety-inducing experience breaking into the market when you have no experience in the luxury homes or high-end markets.

How can we land our first trophy listings and how can we be honest about your lack of experience in the market, without scaring potential clients away?

In the luxury market, it’s vital agents look the part and exude confidence, so to make a name for yourself in the space, you have to leverage whatever you can, and make sure you’re as knowledgeable as possible on every step of the transaction process.

In this episode, you'll hear a coaching call with eXp Realtor Kirk Brown, an experienced real estate looking to enter the luxury market with a $1.9m upcoming listing appointment.

When you have an opportunity to market a trophy listing, you want to have all hands on deck to sell it and leverage that property to attract future opportunities. -Michael LaFido

Three Things You’ll Learn In This Episode

  • Standing out by pre-selling ourselves We always have to be mindful that our potential client is talking to a few other agents. To stand out from the rest, we can pre-sell ourselves by offering value before we even enter our first listing appointment.
  • Why presentation matters When arriving at the first appointment, look the part. We are being watched from the moment we step out of the car, so be sure to exude confidence.
  • How to gain trust and build rapport Be tactful but honest. If we feel there are deficiencies that could slow down a sale, we have to point them out- but remind the seller our advice is based on market research.

Guest BioKirk Brown is a Realtor at EXP Realty in the Lafayette, Louisiana Area. Kirk has 25 years of experience in sales, management and business building. He is passionate about real estate, and loves any opportunity to help people sell their existing houses and buy their dream homes.

To find out more about Kirk, head to:

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