What Can You Expect from My Upcoming Free Webinar?
Hello Luxury Agents!
I’m getting excited about the webinar coming up next week based on my book Selling Luxury Homes. Go to www.JackCottonWebinar.com or just check the email that came with this video and, you can find out the exact date, time and sign-in instructions.
Here are some of the things I’ll be covering:
- Defining Luxury Real Estate. Every market might have a different numerical definition; in one market, luxury might be defined as $1 million and above. In another it might be $5 million. There’s no right or wrong answer. What does vary from market to market is the methodology of creating that definition, and we’ll talk about some them and why it is important to have a definition for your own market.
- The four categories of wealthy people. These are categories that I’ve come up with over the years after dealing with a lot of high net worth individuals. The goal is not to judge or prejudge anyone, but it’s important to know the characteristics of each category and be aware of them. This is so we can tailor our presentations and our dealings to increase our effectiveness in dealing with high net worth clients.
- Four truths to succeed in luxury real estate. Truth #1 that the best way to start in luxury real estate is to have been born rich and well-connected. In fact, if you were born rich and well-connected you probably don’t need my book and you probably don’t need this webinar. If, however, you’re like me, born of modest means and disconnected, you need the webinar to learn the remaining 3 truths.
- Five levels of expertise you need to succeed in luxury real estate. It’s a fact that luxury home buyers and sellers are used to dealing with experts in all aspects of their lives. Indeed, they only deal with experts. And while all five levels are important, there’s one area of expertise that’s absolutely critical. We’ll spend some time on that one during the webinar.
- Five people know about your expertise and the two best times of the year they need your expertise. There are five people who are essentially the gatekeepers and other trusted advisors of the high net worth individual and you need to market your expertise to them. I’ll help you identify who they are and why your expertise is important to them. We’ll also talk about two events that occur every year that create the ideal time to market your expertise to these “gatekeepers.”
- Pricing strategies. I use a seven-step process. We won’t spend a lot of time on pricing because it’s a whole separate webinar. We will talk about the challenges, techniques and ideas for pricing these properties that tend to be very unusual in our marketplaces.
- Marketing the luxury estate. Once you get a luxury listing, what next? There are critical ways to market high-end listings. You will learn the best ones to most effectively to get your luxury listings sold.
- The three most important negotiating skills for the luxury agent. Don’t feel out gunned with our luxury clients. These techniques, especially number three, will help level the playing field as you negotiate with people who are often negotiating deals in the Billions of dollars.
This is the quick summary of the webinar. I hope to see you there. Sign up now at www.JackCottonWebinar.com. We’ll send confirmation and links for you to sign in, listen, and learn.
See you on October 6th!
