We had our first Inman News Facebook Chat with Samantha DeBianchi of “Million Dollar Listing Miami,” and our followers showed up and showed out with over 60 questions for Samantha to answer. Here are some highlights from today’s chat:

What’s one thing that in your opinion should be super-obvious to achieving success, but that others seem to miss? 

Hi there! Something that is super-obvious but that so many people forget in this business is PATIENCE and PERSISTENCE! Deals don’t happen overnight. Success doesn’t happen overnight. The difference between someone who’s good and someone who’s great is sticking with it and waiting it out, and not losing faith.

What fundamentals did you master in order to cross over to luxury?

I think the most important aspect of real estate — whether it is luxury or not — is really and truly knowing your market. The inventory, the neighborhood, the surroundings — anything and everything about the area it is that you are farming. Secondly, if you want to be in the luxury market, make sure you’re hanging out with that crowd. Join their organizations, clubs, memberships. Play some golf, tennis, etc. Be in front of those people and make an impression, but always remember to be yourself!

What type of marketing do you feel is most effective and why?

Social media is extremely effective — especially with 90 percent of buyers looking online — it’s actually how I grew my entire business. However I enjoy a mix of “old school” marketing with mailers, cold calls and door knocking as well. When it comes to marketing, you should use every angle possible.

What would you say is the most valuable piece of technology you have?

My cellphone. It’s amazing what answering your phone can do. It sounds silly, but with texting and emails, agents (in my opinion) have lost a lot of business. Buyers and sellers want to hear you, and while I think technology is great, never lose that personal touch of calling someone or visiting them in person! I once received a text of a $3 million offer. Needless to say, I thought that was pretty unprofessional!

What was your biggest fear to overcome?

My biggest fear was not feeling “good enough” when I first got my license. As time went on and I learned more about real estate, inventory and doing business in general, I became a lot more confident. Education is so important to me. Never stop learning!

How do you deal with stubborn clients?

We all have stubborn clients! I give clients a three-price strategy. The first price is on the higher end (having them understand it will sit on the market a bit longer); the second price is on point with the market; and the last price is below the market. If a seller is above the highest price I give them, I tell them I am not the agent for them. If you watched “MDL,” you will know I am not a fan of overpriced listings. Overpriced listings give the seller unrealistic expectations and make you as an agent very, very frustrated! Be honest with sellers from the start and they will definitely respect you more!

What do you do daily to prepare yourself to give it your very best?

Every evening I write down everything I need to do for the following day on a notepad. It’s so important to write things down. It’s amazing what you can do when you hold yourself accountable.

To check out the rest of Samantha’s answers, click here. Remember to see Samantha in person at Luxury Connect on October 21–22 in Beverly Hills.


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