BrokerageIndustry News

Lend an ear, save your career

How to give home buyers, sellers the best service
Published on Mar 30, 2007

I recently attended the Luxury Conclave, an annual conference where the stars of luxury real estate come together to network and share strategies. Anne Murray Randolph, the editor of LORE magazine, and Jennifer Cummings of Keytura Inc. shared their perspectives on what these superstars needed to know to market even more effectively to the ultra-high-end clientele they serve. If you want to stay ahead of the curve in your business, here are some important points you cannot afford to ignore: 1. The most important skill to master for 2007: Listening Both Randolph and Cummings emphasized the importance of listening. Today's consumer expects to have a dialogue with the agent rather than being told what to do. Meredith McKenzie of Troop Real Estate in California summed it up this way: "Instead of doing a listing presentation where you talk at the seller, a key strategy for success is to conduct a 'listening consultation' where you ask questions and write down what the seller says." When yo...

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